Too often, sales representatives make the mistake of pitching sales on the first cold call. But the objective of a cold call should not be to make a sale. Instead, it should focus on moving past the gatekeepers, landing an appointment with key decision-makers, and then delivering an in-depth sales pitch.
An effective B2B telemarketing team knows when to ask for an appointment, how to use technology for appointment scheduling, and ways to prevent performance-sapping errors. Proper prospect discovery tools and a positive, conversational tone are crucial for B2B appointments. By prospecting, qualifying, nurturing, and engaging with leads across all stages of the buying cycle, sales representatives can set up qualified appointments for revenue generation. Let's look at some of the time-tested tips followed by top B2B appointment setting companies for maximizing appointments and closing deals effectively:
Prioritize prospect discovery and research
More often, sales representatives use the same refurbished email template of cold calling script that brings down the productivity of appointment setting efforts. While a majority of customer outreach emails have similar elements and call-to-action, the content and treatment should be personalized. With personalized email outreach, the recipient will feel like the message is for them and their specific pain points.
It is important to find the right prospects and do in-depth research on them before reaching out to them via emails or cold calls. Around 82% of B2B decision-makers think that sales representatives reaching out to them are unprepared. An experienced B2B telemarketing professional should know the product they are supporting and must be able to anticipate the needs or concerns of the call recipient. They must anticipate hard questions and plan their answers before reaching out to prospects. Furthermore, sales reps must dive deep into the firmographic, technographic, and demographic details of the account they are calling in.
Express interest in prospects services
According to Forrester Research, only 36% of B2B executives believe that sales reps understand their unique business problems and offer clear solutions for them. A rule of thumb for tele-sales services is having empathy and interest in the prospect. A professional sales representative should genuinely try to understand the wants and needs of the person they contact. Connecting real-life human experiences and addressing challenging situations of prospective clients can elevate the enterprises B2B appointment services.
The core of any sales call is clients wanting to know what is in it for them. Clear communication and market research can earn their trust and provide value-proposition to them.
Allow technology to move the appointment setting process ahead
A prerequisite for modern B2B lead generation and appointment setting services is to leverage the latest technology. Having a robust appointment setting software can help sales reps to:
· Make time-zone appropriate calls
· Reach out to the next best lead depending on the qualification criteria
· Drop messages in a voicemail when they proceed to the next lead
· Increase direct dials per hour with progressive or preview dialing
· Follow up via emails
· Nurture leads that are not ready for a sales conversation
· Get appointments depending on geographical proximity
· Merge multiple calendars for successful team selling
· Set up appointments on calendars automatically in the next free time slot
· Disseminate email notifications for the appointments that have been set
Lead with a conversation
Scheduling an appointment is like relationship building and must be initiated gradually. Far too many salespeople try to land an appointment in their very first interaction, which backfires immediately. They should rather focus on building a conversation and rapport with the gatekeepers and lower-level executives. Shift their focus away from what the product is to what problem it solves. Talk about the value proposition. Starting a conversation that disarms and educates the customers can positively impact their sales journey.
The basic building blocks of any sales approach are a salesperson who actively listens, provides relevant information, and isnâ t too aggressive in their approach. These three elements are crucial to keep prospects engaged and ultimately influence them to make a purchase. The purpose of every sales conversation is to qualify the lead and pique the lead's curiosity.
Prop up the appointment question
There are two ways to ask for an appointment:
· Ask the lead for a meeting
· Get them to request a meeting
The alchemical elixir for a successful B2B appointment setting is to be clear and precise on the why and what of the appointment. The key here is to ask for a concise meeting duration. Often, salespeople ask for lengthy appointments that do not agree with the schedule of key decisionmakers. This is a wrong practice, and hence sales reps should tighten their sales pitch and ask for smaller appointments that are more targeted and can be heard appropriately. Lengthy meetings often get derailed, and prospects end up with more questions than answers.
Having a methodological step-by-step appointment approach will allow salespeople to personalize their customer outreach messaging and emphasize the prospectâ s pain points and goals.
Make sure to follow up & decrease no-shows
Securing appointments and getting stood up in the meeting is a common occurrence in the B2B segment. However, salespeople must stay focused and follow up continuously with their leads to prevent no-shows. Sales reps must make sure that they take time to personalize their approach, radiate confidence, and engage in thought-provoking discussions.
The correct way to follow up is by placing oneself as a partner and not merely as a service provider. Optimize the follow-up emails and other communications with new information, latest updates, important questions, or new product information and offers. Use follow-up messaging to remind prospects of the meeting agenda and what key issues will be discussed.
Using sound and tactful tele-sales strategies, salespeople of the digital age can drive effective B2B appointment setting programs. They must begin by building up the interest and curiosity of prospects to make them continue the conversation. Successful tele-sales marketing is about establishing insightful two-way conversations to engage prospects and drive the sales journey forward.
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