August 8th, 2012 Posted in Appointment Setting
by: Jan Loyola
When you’re a business to business company, a good appointment setting
is an important part of your business; as much as an effective b2b lead generation, in fact. Doing a b2b appointment setting campaign is fairly easy enough to do as long as you have professional b2b telemarketers
to set your appointments with the right decision makers. However, not just any business meeting will work with your company—or for anyone else’s for that matter. A b2b appointment setting campaign is a critical process that you shouldn’t take lightly or else your business will not have any business leads to convert.
Getting an appointment can be done in various ways, whether you wish to do it yourself or you decide to hire professional appointment setters from a reliable b2b lead generation company
to do the cold calling for you. When making appointments, it is best if you get the business leads qualified right at the start. If you just accept every single business lead that sets an appointment with you, then you would be largely wasting your time and that of the business leads you had appointments with if nothing whatsoever was achieved during your meeting. As the business owner (you are after all the sales person-in-chief), your time is understandably limited and you have other important functions. You have to make sure that your time is well spent, or else you will lose valuable business opportunities when you (or your sales people) spend too much time trying to convert a lead which is not yet ready.
B2B sales leads which are not yet ready to convert are often simply looking around or scouting options for future references. It is best if you place them into a lead nurturing program to further educate them of the benefits of your products and services. High-quality sales leads are those that have an identifiable need which your products and services can readily solve, and have the budget to purchase and authority to implement the solution. These b2b leads usually come from the top of your sales funnel, with you guiding them throughout the sales process.
It’s not just about prioritizing the appointments that you get, but actually declining the ones which you think are not yet ready to convert. Knowing which business appointments to make will greatly improve your sales conversion ratio because you are giving the appropriate attention that each business lead requires. By choosing your appointments properly, you make your appointment setting process more productive.