B2B Appointment Setting All You Need to Know

B2B Appointment Setting All You Need to Know

The primary goal of B2B outbound marketing is to get qualified leads, so businesses try to analyze the ideal customer profile and hand-pick potential leads through various prospecting means. These potential prospects are then contacted to set up a sales appointment.

This guide will elaborate on B2B appointment settings, its process, and its strategies. Let’s get started right away!

What Is a B2B Appointment Setting?

A B2B appointment setting is a marketing tactic that promotes sales activity. It involves following up with top-funnel qualified leads to schedule appointments or sales meetings to deliver pitches about the product or service the respective company offers.

Often, an appointment is the final stage of the lead generation process, and during this, the lead/prospect becomes an actual customer. So, the B2B appointment setting makes getting more clients on board easier.

Why Do You Need a B2B Appointment Setting?

Why Do You Need a B2B Appointment Setting
Why Do You Need a B2B Appointment Setting

1. Helps Sell High-Priced B2B Products

If your B2B company sells huge deals or high-ticket products or services, closing a sale involves many touchpoints and convincing multiple stakeholders through account-based sales (ABS).

Incorporating a B2B appointment setting would lessen your time and efforts by identifying key decision makers and following up with potential prospects and nurtures until they are ready for a detailed sales pitch.

2. Shortens Lengthy Sales Cycles

A lengthy sales cycle is a natural part of the B2B environment. B2B Appointment setting helps you shorten the sales cycle by making closing reps or sales development executives focus their nurturing activities only on qualified leads who are ready to buy your product or avail of your service.

3. Cost-Effective

The ideal goal of a B2B appointment setting service is to delegate the prospecting task, allowing the appointment setter to spend time only on qualified leads. This is particularly helpful when dealing with a larger sales price since those deals take longer to nurture and close.

Most B2B companies today outsource the appointment setting service to avoid the cost and effort of internally filling this role.

B2B Appointment Setting Process

1. Identify Your Target Customers

To get started with setting your appointment, you need to define your target audience. You should create an ideal customer profile (ICP) and buyer personas. The more research you do on the leads, the higher the data they will be provided by the customers and the chances of scheduling an appointment are more.

To create your ideal customer profile, you should look at the profiles of your existing customers, and from there, you can quickly identify the commonalities. Finding these are helpful for your appointment setting process and will also be vital for your lead generation process.

2. Research 

Before contacting a potential client, appointment setters must conduct their research. Content and email marketers create the necessary messaging templates for outbound campaigns (cold calling scripts, email copy, and social media messages). Still, the appointment setters can make and personalize the content accordingly.

The appointment setting uses a human tone to avoid the prospect disconnecting the call. So, gather the information that can be used to personalize the outreach process. This is excellent for securing appointments and landing customers.

3. Reach the Target

According to Medium, 75% of B2B executives are likely to make an appointment/attend a business event based solely on a cold call or email. So, this is where the active phase of any appointment setting venture begins.

The appointment setter has to contact the potential clients (qualified leads) through different channels like phone, social media, or email. To choose the channel, you can head on to the research phase to analyze which channel the client will be more comfortable with. Based on the conversation, the setter can pitch the product or service to set an actual appointment for sales reps to close the deal.

4 Tips for B2B Appointment Setting

Here are some proven tips to effectively conduct this important phase of lead generation.

Tips for B2B Appointment Setting
Tips for B2B Appointment Setting

1. Be Human

One of the most essential parts of the appointment setting process is to engage with the clients so that you don’t sound like a typical salesperson. For that, you need to analyze their company, what they do, their challenges, and how your product or service can be the ideal solution. With this, you can craft a personalized message and use a more human tone, so the potential client knows you took the time to understand them.

2. Implement a Multichannel Strategy

Multichannel outreach is the need of the hour. Preferences of business executives and managers differ when it comes to modes of communication. While some may prefer chatting on social media, others might prefer a call or a formal email thread. So, your brand should have different channels set up for communication. Also, appointment setters should be ready to have a conversation on any channel for scheduling an appointment.

3. Find the Right Time to Connect 

In the sales process, timing is everything. You don’t want to disturb a prospect at the wrong time to ask for a meeting. Generally, business prospects are not that busy in the middle of the week. Also, per the industry you are targeting, you can find a generic schedule of clients to time the call right. If you call at a time when your potential customers are free to talk, the chances for success should be significantly higher. However, always confirm the client’s availability before starting your scripted conversation. This is a polite move, and the client will likely provide you with a suitable time frame to connect again.

4. Be a Problem Solver (Handling Objections)

When you make cold calls to top-level managers or executives of other companies, there are higher chances of objections and problems related to your product/service. For that, you should be prepared in advance. Anticipate the potential objections and formulate the responses to handle such situations properly. If you respond satisfactorily to all their problems and objections, that may display the brand’s values.

Whether to Outsource B2B Appointment Setting?

B2B appointment setting is about identifying and reaching the decision-makers to convince them for an appointment. Indeed, this process requires a resilient approach and can take dedicated resources. So, you can definitely consider outsourcing the B2B appointment setting process instead, so that you can use your sales team in other important areas.

Also, when you outsource this process, you won’t have to pay extra for keeping dedicated resources and can collaborate with the agency on a contractual basis. What’s more? An outsourced agency is equipped with skilled and experienced appointment setters, increasing your sales opportunities. So, your sales team can focus on making a good impression in meetings with clients and closing deals efficiently.

FAQs

1. What is the B2B Appointment setting service?

B2B appointment setting service is a sales methodology that increases sales opportunities and reduces appointment setting costs for companies. You can outsource the B2B appointment setting to an agency to utilize this service.

2. What does an appointment setter do?

An appointment setter would contact sales leads to schedule appointments or sales meetings. The appointment setters reach out through various means, such as cold calling and emailing. Then the appointment setters qualify leads if they are interested in the product or service.

3. What is a sales development representative?

A sales development representative is an inside sales rep that focuses on sales prospecting. Their job is similar to appointment setters as they reach out to new leads, qualify them, and push them down the sales funnel where a salesperson can close the deal.

4. Can appointment setting increase sales?

Appointment setting services will have the expertise of growing the interest for your product or service by explicitly targeting the potential clients of your targeted demographic. They also optimize your sales strategy thereby increasing lead conversions.

Wrapping Up

Well, that’s all about B2B appointment setting. There are two things to notice. First, appointment setting is crucial in B2B prospecting and sales. Second, it can be time-consuming and hectic, especially for businesses with limited resources.

So, outsourcing this process to an agency can be cost-efficient to land more sales. If you want to boost the quality of your sales opportunities, you can reach out to us for a dedicated B2B appointment setting.

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Samuel Darwin is the President at Demand.me, where he helps businesses do more through SEO and Link Building. As a digital marketing professional, Sam has worked with several Fortune 500 brands across the US, UK, and Australia to improve their online presence.

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