3 Common B2B Appointment Setting Objections (and how to conquer them)

3 Common B2B Appointment Setting Objections (and how to conquer them)

An average telemarketer would tell you how challenging it is to set appointments with B2B leads, especially when dealing with a difficult industry such as IT products, services and software. It’s almost impossible to come across a prospect that doesn’t have any objection, either real or made-up.

Appointment setting companies encounter these objections everyday, as they carry out lead generation campaigns for their clients. How exactly are they able to overcome these hurdles in a consistent basis?

First, let’s identify these common objections:

#1: “We’re not interested.”

#2: “We’re busy / Now’s not a good time / Just send us an email.”

#3: “We’re already working with someone.”

Sounds familiar? Now let’s see how we can counter those responses:

#1: “We’re not interested.”

Most often than not, prospects say this because they don’t have a clear picture of what you’re supposed to offer to them. Perhaps the only thing they were able to grasp is that you have this product you’re trying to sell, and you want someone to meet with them so that the sale would be accomplished.

Instead of sounding too demanding and pushy, try to anchor your pitch on something you know they are interested in, like improving investment returns, increasing production efficiency, or streamlining operations. Build your message around those concepts and make a smooth transition to asking for an appointment.

#2: “We’re busy / Now’s not a good time / Just send us an email.”

This objection is a little tricky. The probability that prospects aren’t making excuses and are just really busy is quite high, because, well, let’s face it – they’re business people. So when they say it’s not a good time, you have to take their word for it.

What you can do, though, is to establish a hook that you can get back to (when the time is right). If they decline a meetup, it’s not a bad thing. You can say something like, “Oh, of course. We don’t have to talk right now. Just save room for a brief talk later in the week while I prepare my presentation on how we can turn things around for your business.”

Then as soon as he agrees. segue to the appointment: “Great! Will you be more available on Thursday?”

#3: “We’re already working with someone.”

This may sound daunting for most telemarketers, but this is actually the easiest objection to handle. First of all, since they already have someone, you’ve got nothing to lose, so why not be a little bit more aggressive?

Upon hearing that response, acknowledge it first. Say something like, “Glad to hear that.”

Then ask them what they think makes their current vendor fit the job. If they mention that they’re very happy, tell them that you can do more. If they tell you they’re not happy but have no plans of hiring another, then you can easily hit that out of the park. Again, nothing to lose.

One of the most effective lines goes something like this: “If I’m able to prove that we can perform better based on your criteria, will you at least consider talking to our sales rep?”


Why Invest In Snackable Content For Appointment Setting?

Why Invest In Snackable Content For Appointment Setting?

There are a lot of talks these days about creating snackable content to anchor your appointment setting campaign on, but there is always that issue about what exactly should be a ‘snack-sized’ content. Why go for smaller content? How can that improve our ability to generate B2B leads?

To tell you the truth, the average memory span of a human being is just 2.8 seconds, much lower than even a goldfish. And while most of us would bemoan the deterioration of the human mind, marketers like us would have to make do with what we have and adjust our appointment setting efforts accordingly. We want to increase our market’s awareness of our business, so we should be able to craft content that is not just good enough to attract their attention, but also compelling enough to keep their sales leads audience beyond their 2.8 second-long attention span.

It is not that difficult. As long as you know the needed keyword used by your audience, then utilize it in a fresh, informative, and attractive content, it would be your win. You could even use your snackable content as a compelling call-to-action for your prospects. Have them sign up to your offer, or probably leave their number so that your telemarketing team could follow them up. There are loads of things you can do with shorter content.

Just make sure that you know who you audience is, the products or services you want to offer, as well as the content you are creating for your lead generation campaign.

The Truth about Appointment Setting

by: Vaibhav Aggarwal

Appointment setting is important…you may agree or you may not, but the truth is that you cannot survive without appointment setting. What is appointment setting? It is about identifying prospects and then setting an appointment with him where your sales or marketing professionals can meet him personally.

You can find plenty of organizations offering b2b appointment setting services. You would need to give them a list of prospects and they will set an appointment with them for your sales and marketing people to meet personally. However, the truth of the process is far from what is generally believed and before contracting a consultant offering appointment setting services, you probably need to evaluate, “does this process actually lead to better sales performance?”

A lot of times appointment setting has turned out to be a misnomer, because a lot of b2b appointment setting service providers would simply start calling up your prospects without even having a true knowledge of what your company is offering and why the prospect would be interested in setting up an appointment. It happens in plenty of occasions that prospects agree for your sales professionals to meet, but many of the meetings do not end up bearing any fruit…interestingly, and some prospects even may not recall setting the appointment in the first place. Such unqualified appointments definitely add cost.

To make the most out of, say, IT and Software services appointment setting, you should ideally contract a company to whom you do not simply outsource your appointment setting services but one who provides sales solutions. Such a company would fill client forecasts and set important appointments, not halfhearted meetings. You should also make sure that their expert sales and marketing professionals can deliver the opportunities you would need to increase sales leads, correctly cover client markets, and add predictability and surety to prospecting.

How To Choose An Appointment Setter For Your Business

When choosing an appointment setter for your business, it is important to that their services are compatible with your company goals to develop to provide excellent customer service.

We all know that lead generation is important for a business to grow. It is also important to have a good system for contacting the leads to establish good relationship with them. Appointment setting services can help you manage your contacts, call them, deal with them and to set up a meeting.

To find new clients from those leads is not an easy task. It is absolutely impossible for a business owner to manage time and manpower to contact all those leads and make deals with them to do business. With B2b appointment setting, you can do all the tasks up to rescheduling and dealing with clients confusions about the set meeting.


Outsourcing appointment setting services will not only help your business increase sales but it is also for cost-reduction and increase revenue. It will be much expensive if you plan to have your own appointment setting company. Training people and building the infrastructure will cost you a lot.

Double the Sales

B2B appointment setting services works like they are within your own company. They know how every product and services that you offer. They know how everything works. These will double the force of your selling system and increase sales output. They are expert in this field and able to make strategies that will work for your business.

To be noticed

Working with an appointment setter will not only increase your sales but will make you to be noticed by your prospects. There are different mediums that can be use nowadays like radio, TV, and online ads but business owners cannot be contented with them. They know that using the phone and talking to the potential customers is still the best.

What Appointment setting company to look for.

When working with an appointment setting services it is important that you work with a company that is already experienced and have good reputation. Check the companies that they have worked before. Look if they are effective like they said they are. Do not hesitate to ask questions. You must know how their calls are made, time they call, how many shifts and more. You might also want to know what other services they offer that can help your business grow.