Appointment Setting Strategy- Get Executivesto buy

How To Revamp Appointment Setting Strategy To Get Executives To Buy

How To Revamp Appointment Setting Strategy To Get Executives To Buy

I’ve been doing appointment setting for more than 10 years. Getting executives to buy from you is a very long process. Call was from one person to another – ended up speaking with the secretary. But most of the time, your call was passed on to someone whom they usually call the main user.

For example, you’re selling software, most of the time your call is transferred to someone from IT even if the final decision makers are the CIO, CFO or the CEO.

In order to understand how to sell effectively, regardless of the product or service, you’re selling, let’s try to understand the different decision makers and their roles within their organization.

#1. The Evaluator

They are the Managers – IT Managers, Finance Manager, HR Manager, etc. They are the one who evaluates if their product is working and can meet their expectations or not. They also do research as to what products to consider if they are to purchase something. They submit a report to someone higher than them for further analysis.

#2. The Influencer

They are the Directors – IT Directors, Financial Director, HR Director, etc. They analyze the report of the evaluator and pick which product/s to consider. They recommend and discuss this with the final decision maker.

#3. The Final Decision Maker

They are the C-level executives – Presidents, CFO, CIO, CEO, etc. They decide which product to purchase that is considered the best fit for their company that’s within their budget.

Related: 12 Telemarketing Myths Decision Makers Actually Believe

Challenges when reaching out with the Executives

  • They have an assistant who answers the call on their behalf.
  • They are always not available – in a meeting, busy, in the middle of something, is out of the office, etc.

Related: Reach Prospects in Asia with Less Effort and 3x Results [VIDEO]

What to do when you’re dealing with the top management

  • Prepare before picking up the phone
  • Try to sound more confident and less intimidated, even if you are.
  • Greet and introduce yourself
  • Be direct to the point and get down to business

For example:

“(CEO first name), my name is Anna with XYZ Company. We are (say something about your company). I called you this morning because (the specific results you have achieved) with (names of other prestigious companies)…”

Now that you have an idea who are the different decision makers, I bet you now know why it’s hard to get hold of the executives. It’s about time to reevaluate your appointment setting strategy.

Here’s what my team did…

We start by emailing all of the C-level executives in our database so that they would know what to expect when we phone them. Other executives sometimes forward the email to the other decision maker – either the evaluator or the influencer, and they will be the one to respond to your email.

Note: They sometimes reply to the email telling us who to call with a phone number and an email.

Then we started to prioritize who to call based on their responses and call them.

Get started with these guides:

The buying journey of most of the companies is longer than before. So when doing appointment setting, we make sure to maximize our resources. A multi-channel marketing approach is better when reaching out and nurturing your prospects.

Related: 5 Lead Nurture Tools to Turn Cold Singapore Prospects to Warm

Also, since most executives are hard to reach prospects, so whenever we do our cold calling campaign, we start with the evaluator or the influencer. After all, the project starts with them. They can evaluate your product and include your company in his report. The decision of the higher management is based on their report and opinion.

Related: How Outsourced Appointment Setting Team help Accelerate Growth

Dealing with the Executives doesn’t necessarily chasing on them by calling them every day. Having an appointment setting strategy that works is important. So always evaluate if your process is working and try to tweak it in a way that’ll work for you and your team.

 

 

Kick off an effective lead gen and appointment setting campaign!

Get qualified Singapore leads today! 

Contact us or Dial +65 3159.1112

Add us on WhatsApp +65 8232.2417

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook! Updated with links to the best and latest techniques that will help generate quality sales leads for your business

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How Outsourced Appointment Setting Teams help Accelerate Growth

How Outsourced Appointment Setting Teams help Accelerate Growth

How Outsourced Appointment Setting Teams help Accelerate Growth

Looking for prospects is hard but having qualified sales leads is even more challenging.

In order to increase sales and compete with your competitors, it is important to consistently generate a dependable supply of quality leads for your business.

However, according to a Sales Statistics from National Sales Executive Association,

  • 48% of salespeople never follow up with a prospect tweet!
  • 25% of salespeople make a second contact and stop tweet!
  • 12% of salespeople only make three contacts and stop tweet!
  • Only 10% of salespeople make more than three contacts tweet!
  • 2% of sales are made on the first contact tweet!
  • 3% of sales are made on the second contact tweet!
  • 5% of sales are made on the third contact tweet!
  • 10% of sales are made on the fourth contact tweet!
  • 80% of sales are made on the fifth to twelfth contact tweet!

That is why many businesses owners and marketers are considering on outsourcing their appointment setting campaign. Why? Companies who offer B2B appointment setting service allows their sales team to stop doing cold calls and just focus on calling only warm qualified prospects. Know how much appointment setting services cost today.

 

Here’s how an appointment setting team can help you avoid frustrations of your sales team, save money and effort, grow your business and generate better ROI.

#1. Appointment setting team lets you simplify your sales team’s effort by just focusing on warm leads passed on to them.

#2. Outsourced B2B appointment setting companies usually use a multi-channel approach – voice, emails, social media, web, mobile and chat to reach out and engage with their prospects. 

Related: The Increasing Importance of Multi-Channel Marketing in Asia

#3. They also have a list of profiled and targeted prospects of different C-level and executives. 

#4. They have their own tools to manage, monitor and provide reports with detailed information about the prospects for your sales agent to use as a reference when they do the follow-up call. 

Related: Follow up Inbound Leads with 5 to 5 Calling Rule (And Increase Sales)

#5. Appointment setting team provide higher sales conversion rate because they only schedule appointments decision makers with opportunities and that can be easily converted to sales.

Related: How to Farm for Leads and Harvest Hefty Conversions

#6. They have dedicated and professional sales reps. Outsourced appointment setting companies invest on their people. They make sure they only hire skilled professional sales reps.

#7. They are experts in what they do. They know what they’re doing. Leaving your appointment setting campaign to the experts allow you to do more important tasks such as;

  • Looking for ways to improve and develop your products and services.
  • Balance personal and work by spending time with your family.

Related: Where to Find Expert Appointment Setters in Singapore?

#8. They already have a proven track record of their success. Appointment setting companies who have been in the business for more than 10 years already have experience in finding high-quality sales leads because they’ve handled different type of decision makers and campaigns. Plus, they also have a proven process on how to make sure they deliver better ROI for their clients.

Working with an outsourced appointment setting team lets you shorten your sales cycle because you’ll only be getting leads with opportunities. Meaning, these leads are already pre-qualified warm prospects that are looking, in the market or is interested to know more about your product and services.

 

 

Kick off an effective lead gen and appointment setting campaign!

Get qualified Singapore leads today! 

Contact us or Dial +65 3159.1112

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook!Updated with links to the best and latest techniques that will help generate quality sales leads for your business

 

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

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How much should appointment setting services cost?

How Much should Appointment Setting Services Cost?

How much should appointment setting services cost?

Many business owners consider doing lead generation campaigns to increase their sales. But is it really worth it to invest in an appointment setting campaign? Should you expect tons of leads right after?

Going through the hassle from recruiting, hiring and training an employee to evaluating and making sure every area of your marketing strategy is working, makes many managers and business owners consider outsourcing their lead generation. However, costs vary depending on what’s included in a package or service.

Let’s try to compare the cost when you run a lead generation campaign internally from an outsourced B2B lead generation service.  

#1. In-house lead generation

In house lead generation cost

Related: Lead Generation Outsourcing Industry, What’s the Chance of Surviving?

#2. Outsourced B2B Lead Generation

Appointment setting campaign service average cost per campaign: $6000 SGD

What’s included in the package:

1.) Sales Team, which includes;

  • Campaign Manager
  • Quality Analyst
  • Primary Sales agent
  • Backup Sales Agent

Related: 40 B2B Sales Email Templates for Every Situation [Free PDF]

2.) Phone lines and phone system

3.) Equipment

  • Office table
  • Polycom
  • Computer

Related: 5 Lead Nurture Tools to Turn Cold Singapore Prospects to Warm

4.) Technology

  • Sales pipeline
  • Marketing automation software
  • Reporting Tools

Related: Top 5 Digital Marketing Tools: How to Use Them to Capture B2B Clients

5.) Database

Every business owner must take note that when you’re doing appointment setting campaign from a B2B lead generation company, you are paying for an opportunity. Not a closed deal. Not all of the appointments can be converted on your first follow up attempt.

Related: The Best Appointment Setting Advice for APAC SMBs

Nurturing your prospects is the most important part of your sales process. Winning all of the leads that you have in your sales pipeline – whether done internally of leads come from an outsourced B2B lead generation company, will depend on how your sales team nurture and walk them through every step of their buying journey.

 

 

Kick off an effective lead generation and appointment setting program!

Get qualified leads today! Contact us or Dial +65 3159.1112

 

 

Grab a copy of our FREE EBOOK, The Ultimate Lead Generation Kit Ebook!Updated with links to the best and latest techniques that will help generate quality sales leads for your business

New and Improved Ultimate Lead Generation Kit to Jumpstart your Business! for FREE

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7 Inspiring Quotes from Famous Asian Entrepreneurs that Appointment Setters Should Live By

7 Inspiring Quotes from Famous Asian Entrepreneurs that Appointment Setters Should Live By

Appointment setting may seem a comfy job, but very challenging. To keep a steady momentum, one should have self-motivation – something that would add excitement to “do”, and  “learn” things..

 

Below are 7 inspiring quotes from famous Asian entrepreneurs that an Appointment Setter should live by:

Yoshikazu Tanaka Quote

I think the number one advice I can give is – you just have to start it. Just get your feet in the water and do it. I learned a lot from just trying it out.”Yoshikazu Tanaka, GREE

A cup of coffee and happy thoughts will energize your mind and body to go through the day’s work.

Pull up all your online resources and prepare materials before you start calling: phone, headsets and campaign script. Not to forget, proactively ask your Team Leader for any new instruction or update. A quick chat will spice up your mood.

Related:  To Use or Not to Use a Script?

 

02 Le hong Minh Quote

“You need to love your work, and work hard at it…Constantly ask yourself, what is the most important thing to you right now.”Le hong Minh, VNG

 

Love your work – it’ll show in the numbers.

A 180 – 230 calls quota everyday is haunting. If that seems huge, lighten up by breaking it down into smaller fractions of 25 – 30 calls/hour. You’ll surely be able to keep up with your other quotas  for the day, and rid yourself of heart attack. 

Love your work and reach your sales numbers!

 

03 Firdhaus Akber Quote

“Why be so concerned about failure? If you fall down, pick yourself up and try again. Just keep trying, there’s no one who will fail forever.”Firdhaus Akber, Streetdirectory

“failure”  should never be capitalized.

If you didn’t get any appointment yesterday, do a quick reboot in 3 easy ways:

  • Check your “follow – ups” callback the warmest prospects
  • Review your “sent” folder to be sure that prospects who requested for information have been sent reference materials to
  • Lastly, delight yourself in the idea that prospects who declined an appointment with you yesterday are likely to say yes today. So grab all the chances that the day brings.

 Searching for a New Hope in Lead Generation? Take it from Star Wars Stormtroopers

 

 

04 Masayoshi Son Quote

“Do not be bound by this age; aim to create a new age that will delight people throughout the world.”Masayoshi Son, Softbank

Are your current skills not enough to improve your performance metrics? Well, your team’s will likely be the same if you don’t do something..

Get yourself some skills makeover in 3 simple steps:  

  • Learn new knowledge by submitting yourself to up-trainings
  • Solicit feedback from leaders and colleagues to collaborate those with your calling techniques.
  • Empower yourself with Positivity – turn “bad calls” into subjects for learning, and the “good calls” into knowledge and experience.  

 

05 Sachin and Binny Bansal Quote

“The core of any business is to earn money. You have not done your job well until you find a stranger who is willing to open his/her wallet to give you money for the services/products that you are offering.”Sachin and Binny Bansal, Flipkart

We work for money – that’s practical truth, but I’d like to add “value” to it.

Appointment setters may have to get through some incredulous gatekeepers in order to speak with about 40 decision makers in a day. Out of the 40 Dms, 1 may get very interested and say “yes” to a meeting.

Good job! You might ask why the commendation?

Think not of how many prospects you spoke with today just to book 1 appointment, instead look at  the value of adding business  to your patron’s list by just booking 1 prospect.

 

06 Terry Gou Quote

“I never think I am successful, If I am successful, then I am retired.” Terry Gou, Foxconn  

Do more, think less.

Book as many appointments until the end of the shift, and do the same in the following days. The number of appointments you could get today may differ with tomorrow’s or the next day, so it is best to bank in to your performance metrics at the your energy peak.

Do not resolve yourself in the idea of success for a day’s work only, if you do, complacency will sink in and performance density will be lost.     

 

07 Lee Kuan Yew Quote

“Life is not just eating, drinking, television and cinema. The human mind must be creative, must be self-generating; it cannot depend on just gadgets to amuse itself.” Lee Kuan Yew, PM, Singapore

It’s amazing how technology has evolved: self-driving car, smartwatches, and drones dancing to Beethoven’s “Symphony No.5.(Huffington Post). Many businesses have joined-in, keeping up with the competition through automation by advancing technologies on crm, nurturing tools, and integrated dialers. By the way, none of those new inventions were self-made; and the dancing drones were controlled by the Intel Corp tech ground crew.

That simply tells us that we ought to interminably learn new knowledge, acquire skills, and innovate bigger ideas to run on life’s daily demands.    

Let this be your marketing guide in venturing into business this 2016!

As an appointment setter, or whatever course you’re maybe in now, you have to set the best goals, “do” things, “learn new knowledge”, in order to get favorable results and combat adversities.

 

As the old Chinese proverb says, “The diamond cannot be polished without friction, nor the man perfected without trials.”

 


We have perfected our appointment setting process and generated leads for Singapore businesses.

Get more Singapore B2B Appointments and Leads Today!

 

 

Push for More Singaporean IT Appointments Using these Five Easy Tips

Push for More Singaporean IT Appointments Using these Five EasyTips

The pressing challenge for IT firms in the Singaporean market today is to find out the best approaches for getting high volumes of sales appointments.

Actually, there’s not much science involved in it. It only takes common sense as revealed by Strategic Sales and Marketing, Inc. this featured list:

  1. Be logical: Don’t just ask for the appointment without offering sound logic as to why you and the decision maker should meet. You don’t want meetings just for the sake of meeting, and neither does your prospect. If you want to take up an hour of the prospect’s time, there needs to be a compelling reason (for the prospect) to do so. If you say, “I would like to set up a meeting so you can learn more about us,” there is not much of a reason there for the prospect to feel excited. Instead, it’s better to zero in on a problem that you can solve for the client.
  2. Be generous: On every appointment setting call, you need to put a carrot in front of your prospect. Give them some incentive to keep talking with you and to trust you. Your carrot should be in the form of valuable information. Offer to run a free report, review a document for them, research their issue, or get an expert opinion from someone in your network on a problem that the client is facing.
  3. Do your homework Have the solution ready: If you are following step one (from above), developing “logic” means also doing your homework. The more you know about the prospect’s business before you start the appointment setting process, the better your chances of getting the appointment. If you are seen as a solutions provider (and not just a “sales person”) prospects will naturally want to meet with you.
  4. Be flexible: If the prospect wants to do a phone call instead of an on-site meeting, go with the flow. If the prospect wants to meet with you in 30 days instead of this week, book the appointment. If the prospect wants you to talk with one of his managers first, take the meeting and go with the flow.
  5. Don’t Close the Door: If you ask for the appointment and you get a “no”… don’t close the door. Instead offer to follow up via e-mail with key information that the prospect needs (plan in advance for this possibility). Then make a second attempt to schedule the appointment by using the information you sent in order to re-open the conversation. Many second chance appointments don’t happen because you didn’t put yourself in position to re-open the discussion.





B2B Appointment Setting Done Right in Singapore

B2B Appointment Setting Done Right in Singapore

In Singapore, it is crucial for B2B companies to enhance their appointment setting efforts on top of improving their lead generation campaign. Consider the fact that most decision-makers in the island nation have sophisticated preferences as to the type of solutions they want to purchase.

When done right, appointment setters are able to hit their prospects and position them for a meeting with sales reps.

Here are some pointers to consider when speaking to a decision-maker, courtesy of QualityContactSolutions.com:

The Right B2B Appointment Setting Target List

B2B appointment setting is a tenuous balance between a numbers game and creating a work of art. A successful appointment setting program begins with developing the criteria for what types of businesses you want to target, what size of businesses you want to target and what level of decision-maker you want to target. A wrong list selection can doom the program from the start. An on-target list selection gives your program a running head start.

A Compelling Offer

Why would a business owner or manager want to accept the offer of an appointment? It’s the classic question of, “What’s in it for me?” WIIFM. Spend some time developing talking points that clearly answer this question and you’ll be on the right track. Again, the art of creating the program is in the answer to this question. It may also be beneficial to offer an incentive in exchange for the appointment. Try to make the incentive relevant to your business if possible (discount offer, free trial, etc.)

Professional and Memorable

Every good B2B sales representative knows how to engage the gatekeeper and their prospect in a professional and memorable phone conversation. It is important to make a positive impression and engage the prospect in such a way that they remember you and subsequently honor the set appointment when the time comes.

Keep Appointment Setting Records and Adjust

It is important to track every appointment and to document the results of each appointment. Feed these results back to the appointment setting team; enabling them to make adjustments to their approach. One of the primary goals is to minimize no-shows (Yes, there will be no-shows!) and increase back end sales rates.

Persistence

Most businesses do not have unlimited prospects within their target market. Once you’ve identified your top prospects, engage in a perpetual B2B appointment setting and lead nurturing program. By perpetual, we recommend calling your prospects and sending a postcard or other direct mail piece every 2-3 months. A “no” today could be a “yes” in a couple of months when their situation changes. Studies show that it takes an average of seven impressions with a prospect before they start to actively recognize who you are. The more competitive the market, the higher the number.

5 Key Steps towards Engaging Sales Appointments for Singaporean Companies

5 Key Steps towards Engaging Sales Appointments for Singaporean Companies

Singapore indeed deserves to be called for what it is – a loud and proud commercial lion, its eyes set on expanding the growth of its financial and IT sectors this 2015. This is a good thing since the influx of investments brings with it huge opportunities to realize growth for your company.

B2B appointment setting in Singapore is no doubt a serious endeavor, one that requires you to know the best approaches in engaging B2B prospects through a telemarketing call.

To better prepare for sales engagements in Singapore, try these tips for a constantly productive appointment setting campaign.

1. Profile your leads.There are probably thousands of business prospects up for grabs out there in the Lion City. Finding the right people that can easily convert to a sale is a matter of creating an ideal client profile. You will need to strip each prospect down to their basic elements, namely their needs and wants. Focusing on these attributes enables you to focus your resources on individuals with high sales possibilities.

2. Nurture them like a baby.You have a prospect that fits your client profile, but a willingness to buy your product is at this point nonexistent. They need to be nourished with information before they can build enough interest to consider a purchase. Consider an email blast complemented by scheduled telemarketing calls to create the needed stir.

3. Score your interactions.Lead scoring is as compulsory to B2B marketing as tomato sauce is to pizza. Without it, you get a bland, unappetizing dish you can never enjoy. Just imagine handing your salespeople with leads that won’t even convert. If you opt to save time and resources, then implement a scoring system that directs you towards prospects of high opportunity.

4. Set the appointment.Once the prospect is hot enough, you should be able to let your appointment setters do their thing, which is schedule a sales meeting with an agent. With a date set, it is just a matter of talking about the fine points about your offers. Doing it right pulls the prospect closer towards a purchase and seals what could be a lasting business partnership.

5. Make competency central.Make no mistake. Lead generation and appointment setting are two complex universes that should be mastered. In this sense, you might want to gain an extra boost from a multi-channel B2B marketing company that knows how succulent Singapore leads can be.

Get Quality B2B Appointments with Effective Marketing Software

Get Quality B2B Appointments with Effective Marketing Software

B2B appointment setting is perhaps one of many challenges facing the modern marketer. But it is still a very crucial component that makes business growth possible. It is thus a logical step to take to improve one’s marketing endeavors.

But how exactly can one do that?

Well, experienced marketers will tell you that it takes a lot of practice and patience in order to generate quality B2B appointments. But this is just generic stuff. Some marketers practicing for months even years and still would not come close to perfecting the craft of lead generation and appointment setting. Perhaps, these same veterans were just lucky; or maybe they have incorporated automated marketing systems into their programs.

That marketing automation is the norm in modern business should not come off as surprising. Considering the difficulties that beset lead management, it has become a necessity to consider marketing software.

“But how about quality?”

Here’s the thing: companies that lack an automated lead management database will indeed have a bad time setting up appointments with high-level prospects. This is already obvious. With marketing automation, on the other hand, businesses can enjoy a wide range of advantages, such as:

Easier list building.

Building a list of likely B2B leads to pursue takes time. Adding to that, organizing them based on important data serves businesses a dish of stress. Managing such a list through digital means can certainly provide a better experience in targeting specific individuals.

Related: How to Get Targeted Business List in Singapore with the Help of Outsourced Lead Gen Company?

Direct lead nurturing.

When it comes to qualifying B2B leads for sales appointments, lead nurturing merits attention. Decision-makers do not decide on buying certain products and services on their own. They also depend on the solutions provider to give them the information they need to help them decide. Using marketing automation, businesses can effectively send out informational material direct to the people that need them.

Related: 5 Lead Nurture Tools to Turn Cold Singapore Prospects to Warm

Multi-channel capabilities.

Qualifying and preparing a prospect for a sales appointment requires the use of every available means of audience communication. From cold calls to emails, easy multi-channel marketing management via a sophisticated business solution efficiently widens one’s reach for only minimal costs.

Related: The Increasing Importance of Multi-Channel Marketing in Asia

Simplified pipeline.

On a final note, marketing automation eases out what seem like intricate appointment setting tasks. Delivering quality leads for appointment setting is difficult in its own right, but it can be simplified via an automated marketing platform that is easy to use and maintain.

We do not end there. Marketing automation offers a lot more once you already consider it for enhancing your B2B appointment setting and, ultimately, your sales performance.

Get our FREE sample telemarketing scripts for All Industry types. This includes scripts for appointment setting, event telemarketing, and data profiling:

 

A WINNING SCRIPT and S.M.A.R.T Calling strategy is surely the BEST combo!

 
 

Get more qualified Singapore leads today! Dial +65 3159.1112

 

 

This ebook walks you through some key questions and tips to help you get started on using a predictive lead scoring system for ranking and classifying leads. Grab a copy here!

Weeding Out Junk Leads With Predictive Lead Scoring

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Appointment Setting Pointers to Live By

Appointment Setting Pointers to Live By

Every business strives for success. You wouldn’t be engaged in setting up a business in the first place if there’s nothing worth striving for, like sales conversions or opportunities for internal growth.

Real successes however can only be attained once you have the capital to get you through. You will need to invest in new infrastructure, upgrade core lead management facilities, and train staff on key marketing and sales skills.

Moreover, finding the appropriate marketing solutions to realize sales goals might seem intricate. Actually, it only involves setting up an effective B2B appointment setting campaign.

There is no denying that B2B appointments serve as customer entry points. The fact that they play an essential role in enhancing one’s influence over customer decisions drives marketers to find better appointment setting schemes.

It shouldn’t pose any difficulty at all. Though, it requires a thorough mastery of the following appointment setting activities.

Make sure your pipeline only gets high quality B2B leads. Most appointment setters find themselves in a difficult position to gain confirmations. This is partly due to the poor sales leads that enter one’s sales funnel. Hence, it is crucial that your lead nurturing activities be persistent in building and maintaining interest towards your offers.

Optimize your content. Content is a powerful tool that lets you manipulate buyer interests. However, the use of content can serve as a double edged knife. Proper content management, targeting and execution is crucial. Aside from that, optimizing your content to suit target profiles is essential in attracting the right kind of people to your lead management database.

Don’t be too hasty. Setting B2B appointments can be a subject of pure enthusiasm among eager marketers. The reality however is that the sales process requires a very long time before a target wants to buy your product. It will take a good three months before a prospect wishes to set an appointment, so be patient. Don’t try to force your way in. Instead, wait for the perfect time to harvest a confirmation.

Build your campaign on relationships. What are your marketing priorities? If you say increased sales volume, then consider revamping your strategies. There’s nothing wrong with anticipating sales goals, but it would be better to prioritize building solid relationships with prospects. This requires a certain amount of proficiency from your telemarketers. Luckily, one can always depend on an independent B2B outsourcing firm to do the nurturing and ultimately realize sales goals.

The 3 Bs of Approaching B2B Appointment Setting Engagements with the Right Kind of Attitude

The 3 Bs of Approaching B2B Appointment Setting Engagements with the Right Kind of Attitude

Business functions are not entirely automated in that they are run by machines alone. Rather, the people behind the operation make possible the success of every B2B lead generation and appointment setting endeavor.

With the preponderance of social media, marketers are leveraging every available means to maintain market activity and build a climate of awareness and trust. One’s appointment setting personnel are crucial to such goals, but some marketers still forget the importance of a motivated sales and marketing staff. On another note, it would help a lot if you know how to handle your prospects well enough. It requires skill and a good deal of investing for this to happen.

Actually, higher conversion rates can be attributed to having the right attitude in appointment setting.  Many marketers sadly are at a loss on the best possible strategies to approach B2B prospects.

Improving your lead nurturing infrastructure might be considered, but it all boils down to the way your appointment setters guide the discussion.

Here are ways to improve your appointment setting engagements and provide a nifty amount of high profile B2B partners.

Be vibrant. A closed B2B deal is enough motivation for you to ramp up your lead generation and telemarketing campaign. It is also a reason to feel enthusiastic and optimistic, qualities that are known to entice steadfast prospects. B2B conversations are mainly personal as much as they are professional. The goal after all is to “warm up” your leads and prepare them for a sales meeting, so you better need to let your prospects know that you’re their guy.

Be attentive. Wherever you are, having active listening skills punctuates healthy relationships. In B2B marketing, they are essential in achieving a high level of intimacy between you and your B2B partner. Appointment setting is where your prospect tells you about specific issues that he or she is facing. You take into account their insights and you present the solutions that you are willing to offer. Mutual discussions such as this are prerequisite to a long-term relationship.

Be assertive. Your industry demonstrates the prevailing concept of “dog-eat-dog.” Often, one is compelled to assert his or her position in the light of increasing competition. A certain level of aggressiveness has to be exerted, especially when you are engaging difficult prospects.

There you have it, the three B’s for optimizing your engagements with your clients. You might as well consider orienting your appointment setters and telemarketers on these important points. But it would also be a viable option to hire a firm that specializes in lead generation and appointment setting.

 

How to Foster Commitments that can Improve Appointment Setting

How to Foster Commitments that can Improve Appointment Setting

Every B2B partnership entails long-lasting implications. From lead generation to appointment setting, each component that fosters such bonds promise a steady stream of consumer demands as well as revenue. The last thing a company wants in this respect is a weak relationship.

Parting from high profile B2B leads at the earliest phases of direct engagement is heartbreaking as much as it is devastating to one’s image among potential prospects. Without nurturing your prospects, you will obviously fall far from achieving conversion goals. Other than that, it strikes a very hard and demoralizing blow right in the heart of your lead generation campaign. You might as well consider a total revamp of your appointment setting strategy, but this will only involve a lot of time and resources just to attain the most appropriate of plan. ROI maximization couldn’t be possible at this point.

Thus, B2B marketers should exert extra effort in building adamant relationships with their B2B leads. Without a doubt market research and analytics tools contribute a good deal towards formulating an effective telemarketing campaign. But more often than not, the way you engage your prospects and build long-lasting relationships that go well beyond the purchase phase is a potential game changer.

Here are ways that telemarketing teams could apply to achieve better customer rapport.

Aim for better appointments, not conversions. 

From experience, B2B marketers point out that some appointment setting failures are caused in part by focusing too much on the future. The problem lies mainly in the idea that long-term goals in the form of conversions are more important. What they seem to overlook is the fact that enhanced customer engagements are the real drivers towards attaining these goals.

Improve the leadership skills of your appointment setters. 

People outside the B2B world find telemarketing easy. In reality, it’s not. Picking up the phone and contacting your prospects involves a high level of sophistication and discipline that parallel military traditions. Leadership skills are crucial to the overall health of your lead generation telemarketing campaign. And your appointment setters need to be inculcated a good amount of authoritative vigor in goading prospects to commit.

Be specific in your offers. 

Everybody values his or her time. And your prospects might not be satisfied with all you’re boasting about “optimization” and “maximization.” If anything, they want a reason why they want to have you as their service provider in the long run. Boasting just doesn’t help, and so are details that are irrelevant to their real needs. In appointment setting, you will need to focus your discussions on the things that matter to your target.

Having your prospects commit can be a very difficult process. But outsourcing your marketing processes to a reliable B2B lead generation company can help overcome the intricacies and allow revenue growth based on better B2B relations.

The Three “Do’s” Of Successful B2B Appointment Setting In Singapore

 

Conducting a successful B2B telemarketing campaign in Singapore will be dependent upon two things: one, the business list or calling list that you have; and two, the skills of the B2B lead generation personnel that are responsible in getting in touch with these prospects. Ideally speaking, this would be enough to bring in the B2B leads that you need. Unfortunately, we are in a less than ideal world. In one way or another, your business is heading for failure. But that is if you cannot address these marketing challenges fast, challenges that are so old-school, that you might be surprised that these are big issues even until now. If you cannot resolve them fast, then you will not be going anywhere at any time.

First, we need to discuss about the lack of empathy. How many times have we heard our marketing managers to always ‘show empathy’ to us before we make our telemarketing call? Yes, that may seem like such an easy issue, but even veterans marketers often fall into this trap. The success of your appointment setting efforts is dependent on your ability to establish rapport with your prospects. And you cannot do that if you do not express the right empathy with them. More likely than not, you will just lose their connection with you. Why not put yourself in their shoes? Try to understand what they are going through? It will not take you much effort, but this is a good start in your marketing efforts.

Second, there is that glaring lack of authenticity that so many of us marketers are still guilty of. You want to make a good first impression with your prospects? You tell them so many things that you can do. Yes, these may sound so promising but, in truth, what you said are nothing more than tall tales. Really, when you say something, when you make a claim in front of your sales leads prospects, always make it a point to show them proof. This is the only way for you to create credibility with your business. Be concerned over your prospect’s business situation. Seek the best solution. Remember, the goodwill you create here will be your strongest card in future lead generation campaigns.

Lastly, but no less important, is that disturbing lack of time awareness that marketers (and even some prospects) fail to notice. Time is gold, so to speak, and if you can find a way to increase the number of sales leads that you get, at the least possible amount of time required, is a good measure of efficiency. On the side of your prospects, they simply do not have all the time in the world. They have other things to attend to. To be honest, they are actually doing you a favor by entertaining your call. Go straight to the point. Lay out your business and what you can do for them. Do that and they will be more receptive.

It is all about being aware of what is going on. That is what will get you the B2B leads that you are looking for.