· Offering a sound reason:
B2B appointment setting outsourcing can be a profitable proposition, however, there would be no takers if you are asking for an appointment without offering any sound reason for the meeting. The decision makers just don’t have enough time these days, they are not going to entertain you unless you give a valid reason for them to meet you. It’s always best to try and pinpoint a problem, and then offering to discuss the solution in the meeting. They should get full value for the time they spend with you, that’s the bottom line.
· Offering sincere help:
Providing some sort of incentive to the prospects for every appointment is the best policy for B2B appointment setting services. One can offer to give a presentation regarding the latest industry trends, propose to discuss their pain points and possible solutions, there has to be a carrot for them every time.
· Making a thorough preparation:
Making a B2B appointment setting call without doing a thorough research about the customer’s problems and needs is like going to a war without ammunition. You must have a solution ready before you even pick up the phone. You cannot win the appointment without instilling a sense of confidence in the prospect.
· Going with the Flow:
B2B appointment setting companies make a lot of calls, every single call is not going to end the way you want it to be. You should be prepared for an objection, for a diversion and should be flexible enough to be able to take another course. If the client wants you to make another call, just say yes. If they want to make a video conferencing call instead of a personal meeting, why should you have any problems?Try one more time even if you are denied an appointment. Just keep trying.
B2B appointment setting is about thinking like a solution provider, not like a sales person. Offer a sound reason, be polite and helpful and think on your feet, it’s all about making the prospect comfortable and instilling confidence in them.