Struggling to find time or build an in-house team?
You’re not the only one. 79% of businesses currently outsource customer support or plan to do so in the coming year. This clearly indicates that a growing number of companies are seeking scalable methods to maintain efficiency and concentration.
Singapore is undoubtedly included in this trend. The customer experience business process outsourcing market in the country was valued at USD 1.98 billion in 2024 and is projected to grow to USD 2.22 billion by 2025, showing a robust annual growth rate of 13.1% through 2030. This rapid expansion is driven by Singapore’s advanced digital infrastructure, diverse linguistic workforce, and its strategic position as APAC’s business centre.
Related: 5 Reasons Singapore Is Fertile Ground for Innovative Tech Businesses
That’s where B2B appointment setting comes in. By outsourcing this part of the sales process, businesses can free up internal teams, connect with qualified leads faster, and keep their pipeline moving, without the overhead of hiring or training an in-house team.
History of Appointment Setting
The concept of appointment setting likely began when early humans agreed on a specific time and place to meet and discuss important matters. This simple agreement laid the groundwork for what is now known as appointment setting.
As trade evolved, so did the way people conducted business. Merchants began setting meetings to negotiate deals, and by the 1970s, the rise of call centres turned appointment setting into a formal, organised process. Dedicated agents would reach out to prospects by phone, scheduling meetings on behalf of sales teams.
The way appointments are conducted nowadays is significantly different from the past and has become a substantial component of B2B marketing. Businesses employ a multi-channel approach to reach potential customers rather than relying solely on one channel, including SMS, LinkedIn, phone calls, and email. CRM technologies and automation accelerate, creatively enhance, and individualise the process.
Top 8 Tips for Better Appointment Setting
- Do Your Research
Begin by clarifying your Ideal Customer Profile (ICP). This involves identifying the kinds of companies you wish to engage with—their sector, scale, decision-makers, and typical issues they face. Once you have a grasp of your target audience and their priorities, crafting messages that resonate with them becomes significantly simpler. A clearly outlined ICP allows you to concentrate on those leads that have the highest conversion potential, which in turn saves time and enhances your outcomes. - Share Social Proof
Customer interactions in B2B transactions are often based on trust, which supports the idea that social proof is an effective technique for influencing decisions. One effective method to establish early credibility is to showcase customer endorsements, success stories, or personal recommendations. Utilising social proof, such as mentioning reputable companies you have worked with or providing concrete results (e.g., “We helped X company increase qualified leads by 40%”), will help build prospects’ trust in engaging with you.
Want to see how Callbox delivered 154 total conversions to a Cloud company? Check out the case study and see what’s possible with outsourced lead generation. - Improve your script
Your outreach script shouldn’t be set in stone. What worked last quarter might fall flat today, which is why it’s important to run A/B tests regularly. Try out different versions of your message, track how people respond, and refine the one that yields the best results. A strong script should sound natural, address common objections, and leave room for personalisation. Don’t hesitate to modify your tone based on who you’re talking to. - Build Trust with Prospects
Appointment setting is not about making a sale; it is about establishing a meaningful conversation. Focus on building rapport by being genuinely curious, asking intelligent questions, and demonstrating a clear understanding of your prospect’s requirements. When you lead with value and show reliability, you are not simply booking a meeting; you are setting the groundwork for trust, long-term partnerships, and brand loyalty. - Reach Out to the Right Decision Makers
Reaching the right contacts is more important than simply making one. To concentrate your efforts where they are most needed, identify the crucial decision-makers as soon as possible. You can identify the proper people to connect with using tools such as LinkedIn Sales Navigator. Rather than seeing gatekeepers as obstacles, consider them as helpful links in the communication process. - Be Ready to Handle Objections
Anticipating common objections, such as budget constraints or timing issues, prepares you to respond confidently and effectively, turning potential rejections into opportunities.
Struggling to convert cold outreach into real meetings?
Top 3 Tips for Overcoming Objections in Sales
- Listen Actively
Take the time to really hear what your customer is saying. Let them fully express their concerns, and then repeat or rephrase their objection to show you understand.
Example: If they say, “I’m not sure this will fit our budget,” you could respond with, “I get that—budget is always a key consideration. Can you tell me more about what you have in mind?” - Show Empathy
Acknowledge their feelings before jumping to solutions. Showing that you understand their concerns helps build trust and makes the conversation feel more collaborative.
Example: If they say, “I’ve heard mixed reviews,” reply with, “I totally get that—it’s important to feel confident in your choice. Here’s what some of our other clients have experienced.” - Provide Proof
Support your claims with real-world examples or data. Showing concrete results helps ease doubts and builds credibility.
Example: “I’d love to share a quick success story about a company similar to yours that saw a 30% boost in efficiency after using our solution.”
- Use a Multi-Touch, Multi-Channel Approach
Connecting with new clients nowadays requires more than just making a phone call. Use a combination of email, phone calls, LinkedIn, and SMS to increase your chances of receiving a response. Interacting with prospects across their chosen platforms displays adaptability and increases your presence. This approach, used by top B2B organizations like Callbox, efficiently nurtures leads over time.
- Outsourcing to a Trusted partner
Creating an internal team requires significant time, financial resources, and training, and it does not necessarily yield better outcomes. Partnering with a specialized lead generation service provider gives you access to qualified professionals, proven systems, and current data. It also allows your internal team to focus on their core skills, such as completing transactions, while the agency handles B2B lead generation. This strategy streamlines your processes, reduces costs, and enhances production efficiency.
Outsourcing done right—by B2B experts who know your market.
Key Takeaways
By utilising these tactics and exploring outsourced appointment setting, you can concentrate on generating high-quality leads. Collaborating with a lead generation service provider allows you to leverage the expertise of specialists who excel at connecting with potential clients. This allows your internal team to dedicate their efforts to finalising deals while professionals manage the labour-intensive task of generating leads, streamlining the entire process, and enhancing cost efficiency.
The key to success is building trust, reaching the right decision-makers, and using proven strategies to connect with potential clients. By outsourcing appointment setting, you save time and resources while also increasing your chances of closing more deals. With the right support, your company can expand more quickly, strengthen partnerships, and achieve greater sales success.
