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How To Build A Winning Appointment Setting Team Like The NHL

How To Build A Winning Appointment Setting Team Like The NHL

With the National Hockey League (NHL) play-offs coming near, a lot of people are looking forward to an exciting sporting event on ice. Whoever will win in the finals will be crowned the champions for the year. And while we are at it, this will be a good opportunity for us to learn a thing or two in business. You can glean very useful lessons for your appointment setting campaigns. After all, what better way to understand the dynamics of a B2B leads generation team than by observing the aggressive dynamics of an actual sports team, right? In the case of hockey, well, here are just a few pointers to remember:

  1. Empowering through individual strengths– every person has a unique skill, be it in sports or in business. Your job, if you are the manager, is to consolidate the individual strengths of each member, so that the over-all performance increases. Identifying the individual strengths of your team will help you plan an effective strategy in your lead generation efforts. Keep in mind that generating sales leads is a team effort, and you need the strength of the entire team before  you can start to see any success in your endeavor.
  2. Do not always rely on the star players – it is a good tactic to leave the heavy lifting to those who can do the job well, but it would be tantamount to overwork if you use these same people all the time. Sometimes, letting others handle the generation of sales leads is a marketing tactic that can help you. Relying too much on your star players in a very seasonal production can be a bad strategy. You might end up losing potential sources of revenue if your regular team could not handle them. In a hockey game, leaving everything to your main scorers will leave you open to a steal or a new tactic by your competition.
  3. Look for outside help – there is nothing wrong if a hockey team decides to bring in an outsider to help in their game. It is the same thing in business. In the event that your sales team is having a hard time in your game, it is not unusual if you look for outside help. You can always outsource your work to professional appointment setting firm. There are a lot of professional telemarketing firms out there who could assist you in getting in touch with business prospects or help you close deals with them. All you need to is to choose which firm to rely your business with.

As you can see, there really is no difference between a hockey team and your appointment setting team. As long as you know who your best players are, and if you can manage them all, then it would be a simple matter for you to organize a winning marketing campaign. You just need to choose who to trust your business to, see if their processes will fit your needs, and you will be able to see better results in your marketing campaign.

3 Ways To Create Better Appointment Setting Conversations

In every appointment setting task that you have to involve yourself in, you also need to remember how to best keep a conversation going. As long as your business prospects talks, there is a chance for you to generate more sales leads or a closed deal. The only challenge here is how you actually pull that off. For the veterans, having a conversation would be a natural act. But for those new in the game, it helps to know a few pointers to do it right. For example:

  1. Create an advocacy – remember Guy Kawasaki’s principle of brand ambassadorship? You may not need to have your clients speak in your behalf, but if you can copy that energy they have in your telemarketing calls, then it would make your lead generation campaign much easier.
  2. Paraphrase what they say – after the prospect has said their piece, repeat (in your own words) what they meant. In this way, ambiguity is avoided, and you can see if you have truly understood what the problem is. You can come up with a better solution for them, for that matter.
  3. Talk about the gap – the reason why your prospect might not be willing to work with you is probably because of the gap between your solution and the severity of their perceived problem. Your job now is to explain to them why they should be working with you.

For the sake of generating good B2B leads, you should do your best to have a conversation with your prospects. Your lead generation campaign is dependent on it.

When Not To Solve Problems During Lead Generation

Solving problems is only natural when we are conducting lead generation campaigns. After all, if we do not solve problems, how can we turn prospects into qualified B2B leads? That is why we need to offer the right business solutions to your prospects. There are a lot of things you would want to say to your prospects, offer answer to their problems. But have you ever thought of those rare moment where you do not need to solve problems? Sometimes, not solving a business issue can get you the sales leads you wanted. The idea behind it is actually sound.

To begin with, you must first understand that some of your prospects may be aware of their problems already. They might just want to have a sounding board, or probably a second opinion on whether this is their real concern. Also, it is possible that they know the solution already. Your telemarketing team may not need to talk much. Your team will just have to listen, and the answer will present itself on its own. And would it not be a much better appointment setting tactic. At least you will get the full cooperation of your business leads. All you need to do is to be sharp at the details.

While it is possible that you have a lead generation team ready for the task, it may not be economically feasible to have a large one for a seasonal campaign. Perhaps outsourcing the work will do you good. There are a lot of telemarketing, advertising, and other agencies that can do the job for you.

How To Build Rapport Fast In Appointment Setting

Nothing beats building rapport with business prospects. This is the secret to a successful generation of B2B leads. Rapport is the foundation that supports your interaction with prospects. If you want to be more effective in appointment setting, you have to know how to build rapport. It is not an inborn skill that only a few can do. Rather, it is a set of communication skills that you can learn, perfected every time it is used. In today’s highly competitive business environment, it can make a big difference in your inside sales campaign. How you build rapport with your prospects will determine whether they will stay with you or look to your competitors. How quickly you can do that will depend on how well you follow these simple tips:

First, you to show genuine interest in your prospects. This is one part that you should never do half- heartedly. People these days can be particularly sharp when it comes to identifying insincerity. If they detect that from you, then your job turning them into qualified sales leads becomes even harder. So be real when you come to them.

Second, listen carefully, picking up phrases and key words that your prospects likes to use. Incorporate them subtly in your conversations. It would also help if you could quietly follow their manner of speaking as well, since this shows your readiness to go to their level.

Third, observe how they prefer handling information. Do they like a detailed brochure or white paper about your business, or do they just need a summary of your offer. Some decision-makers have a thing for the smallest details, while others see the picture as a sufficient source of information.

Breathe at the same time with your prospects. You will find it easier to follow the conversation, as well as engaging them to talk more with you.

Next, keep a an eye on the prospect’s underlying intentions – their real aim. Often times, what they really want is not exactly what they say or do. In fact, they might have no idea what they actually need. You have to be very sharp in this in lead generation.

Another tip you need to remember your mannerism. This is so true, especially when you are in a face-to-face conversation with prospects. It would be great if you could subtly adopt their body language, their gestures, tone of voice, and speed of talking. Doing these will help you connect better with prospects.

Lastly, show respect for their time, energy, and money. Do not dilly-dally, show value in your offer, and be real. These will help you build rapport fast.

While these can be really effective marketing tips, you should remember that not all of them can fit your needs. You will need to try each one, sticking to those that will work for your appointment setting campaign. If you find new tactics to use, and if they work, use it. Business needs and demands constantly evolves, and you need to keep a sharp eye out for strategies and approaches that will help.

Richard Branson And Tips On Lead Generation

From airlines to music, Richard Branson is certainly one who knows how to make a name for himself. This is something that is integral to the character of the person, at the same time also the reason for his success. It is good that he shares his business know-how with others, since he is also an inspiring figure in the business world. So what can we learn from him for our own business lead generation campaign? Plenty. Actually, his marketing advice is meant for a twelve year-old entrepreneur, but his words echoes facts that can be used in almost all our marketing campaigns. If we really want to be able to generate a lot of qualified B2B leads, you should take a look at his marketing tips:

  1. “Is the pricing right?” – price, while it can be defended, might also be the reason why prospects will say no. This is a challenge faced by a lot of us, especially during our appointment setting campaign. He suggested using the Like a Virgin: offer your service for free, and if they are happy, they pay you whatever amount they think is right.
  2. “Is the equipment up to date?” – sometimes, the equipment you use may also affect the way prospects perceive your business. You might have to make a little extra investment, but if this will mean better sales leads coming your way, then it is a worthy expenditure. Besides, the additional costs might actually help you focus more on your business.
  3. “Do some research to find your most likely customers” – you might have to conduct a phone survey campaign or a telemarketing call, but your focus here is in isolating the market segment most likely to accept your business offer. There are times that the people who will buy from you may not actually be the ones you had in mind. So do your research well. You might be amazed at what you might find out.
  4. “Can you broaden the services you offer?” – diversification is also key to better business performance. It may be possible that a prospect needs a specific service that is not delivered by their current supplier. This is an opportunity that you should take advantage. Provided that you know how to deliver it, and that it can give you the edge, offering additional or alternative business solutions can help your marketing campaign become more successful.
  5. “Offer to donate some of your proceeds to a local charity” – the positive feeling that they are contributing something to the community is something that cannot be ignored by most business prospects. Also, this is a perfect way to boost your image in the market.

Of course, you should also focus on the people doing your lead generation work. In case you do not have a marketing team of your own, it might be a good idea to outsource it to a professional appointment setting team. This is a business investment that can give you good returns. Just make sure that you hire the right one.

Manage Your Online Presence To Get More Business Sales Leads

Getting qualified business appointments is difficult if the online reviews for your website or company are not exactly positive. Of course, getting negative reviews every once in a while is inevitable. While it isn’t advised to delete these comments and reviews, it isn’t favorable to just leave these lying around, either. You’d be gravely mistaken if you think that these negative reviews won’t affect the image of your company. Each of your b2b leads will actively seek out reviews and comments about your business on the web before they agree to any contract. When the reviews about your company are predominantly negative, your b2b sales leads won’t want to do business with you and your current clients might end up ending their contracts.

Reputations matter a lot in the online world and there are plenty of company review sites that allow your clients and customers to post their opinions about your brand. These reviews mean a lot to your potential business leads because they are the only basis they have about your company that isn’t biased.

Should you pay attention?

In one word, the answer is “Yes”. Your clients put these negative reviews online for a reason, and most likely, it’s because they can’t find a way to get their sentiments directly to you. If you don’t pay attention to these reviews, you would not be able to make the necessary changes to improve your business.

The first step

Before you act out on any negative reviews that you receive, you should first figure out whether the reviews are indeed valid, or simply a ploy by a competitor or a client who wants to cheat you. These are fairly common nowadays, and you must clearly respond to discredit these false accusations or the public could easily believe them.

Reaching out

If the disgruntled client is complaining about a legitimate issue, then you must be willing to reach out and ask the client what they are really complaining about. Don’t just act depending on what you read on their review, these are mostly abridged versions of what they really feel. Get the details straight from them and you will be able to make the necessary changes, helping you to appease them better.

Avoid being predominantly reactive

Even if it’s good that you immediately act on any negative reviews about your company, it’s far better to run your business so that none of your clients would be driven to write negative online reviews just to get your attention. There are plenty of options you can use to achieve this, so use all available resources to do so.

Responding to your online reviews promptly will allow you to make your appointment setting campaigns to run more smoothly. Furthermore, your lead generation marketing will be better received when there are no negative comments to discourage potential qualified business sales leads.

Reasons Why Your Lead Generation Campaigns Are Not Working

When you run a business, a lot of things can get out of hand and you will need to find out the cause immediately or it could prove to be disastrous or costly for your business. While common culprits are easy to point out, sometimes, unexpected things happen which will require you to do a double take on the cause of the problem. Here are a few examples:

  • If your qualified business leads reject your offer, it doesn’t mean that your telemarketing script is to blame. It might be that your business leads simply aren’t willing to go through the process of implementing a new process or don’t want their employees to waste any time learning how to use a new product or service. You might also start blaming your telemarketers of not doing their work properly, as it is a common reason for such problems. It could just be the business sales leads who are the problem, so don’t immediately think its your telemarketing script or your b2b telemarketers.
  • If your appointment setting campaigns are not letting you convert as much business leads as they should, the problem might not be with your script or your appointment setting service provider. Your chosen b2b sales leads may just be experiencing an emergency, such as a low economy, or a disruption in their specific industry which is why they don’t have any budget to spend. If you identify these factors as the cause of your problem, then try contacting your business sales leads another time.
  • If your lead generation campaign isn’t working as you intended it to, don’t think your lead generation methods are not effective for your chosen market niche. Perhaps you just aren’t paying attention to the right datas or statistics, or your marketing people haven’t been implementing the method properly. A lot of good lead generation campaigns are not reaching their full potential because of a lot of factors, but they end up being replaced with another lead generation method without even the proper research.

Before you consider a process or operation in your business as ineffective and decide to scrap it for a newer method, consider all the possible angles first so that you don’t waste any more effort, time, and resources to implement a new system. Especially when the problem is with your sales and marketing department, take into account all possible factors before you choose to implement a new lead generation or telemarketing 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.

Cost-Reduction

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.