Posts

Top Appointment Setting Tips to Fill Up your Calendar

Top Appointment Setting Tips to Fill Up your Calendar

Top Appointment Setting Tips to Fill Up your Calendar

The end goal of all your marketing efforts is the sales close. It’s basically the culmination of the tactics you have applied right from the beginning of your lead generation campaign down to an appointment with a sales representative.

From the get-go, careful strategizing is essential to generating the right audience for your product or service. But to translate these opportunities into actual sales demands a lot more than just the usual lead nurturing tactics that are being implemented by your competitors

After all, B2B appointment setting is crucial to the success of your marketing campaigns for obvious reasons. The fact that you need to transform your leads into paying customers is essential to growing your revenue. Without a proper process for setting appointments with potential clients, it will be difficult for you to reach the revenue goals you have set for your business.

 

Easy Appointments?

What could be possibly harder than that? Well, a lot of businesses outside the B2B arena are quick to say that appointment setting should be the easiest marketing task there is. In fact, there are a lot of misconceptions about setting appointments with qualified clients. One of these misconceptions is that scheduling an appointment isn’t complicated at all. Do you know what’s easier? Flying a 747 jumbo jet.

If you catch our drift, then appointment setting isn’t all that easy, to begin with. Being the threshold between a lead and a juicy sale, it’s an activity that involves a great deal of detail in order for it to produce the results you wanted.

This is the reason why most B2B companies, especially in Australia, are investing a lot of their resources on getting more booked sales appointments on the regular. Sure enough, the dynamics have become increasingly difficult for these businesses. As B2B buyers have become even more meticulous when it comes to selecting and purchasing the right solutions for their enterprises. 

Related: How Marketing Automation Increased My Client’s Appointments in 30 Days

 

Creating the right plans

The number of appointments required before a prospect decides on buying a product has increased to 8.

This poses a considerable challenge for businesses to handle. The aim right now is t focus on value and reduce the number of appointments it takes to rake in a sale.

For this, it’s vital for sales reps as well as the marketing team to plan effective strategies that can help their businesses close more deals.

Here are some of the best tips to help you with that:

 

Make the conversation sound natural

As much as we are all excited for the rise of automation in marketing, we can’t deny the fact that decision makers seek real human interactions. Though new CRM tools such as Google Duplex provide an easier path for businesses to navigate around a sales appointment, it’s still vital for sales reps to personalize their interactions and avoid relying too much on automated responses and call scripts. Opt to train your in-house appointment setters themselves and you will be filling up your calendar in no time.

Related: 4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do [VIDEO]

 

Propel value

Nothing motivates prospects to take a course of action more than knowing the benefits on the other end. In other words, it’s important to provide your prospects with a good view of what they should expect from your product or service. By prioritizing what’s valuable to your prospects and avoiding being an advocate for your brand, you will be able to secure a better position for setting them up with a sales rep.

 

Ask the right questions

Decision makers instantly drop a telemarketing call due to the wrong queries. In appointment setting, it’s always best to calculate your steps, because the words you say no matter how insignificant they seem to you will determine the likelihood of a sales deal. For this, you will need to draft a guide containing the questions your appointment setters can use to nail a sales meeting.

Related: How to Handle Early Sales Objections, According to Science [VIDEO] 

 

Outsource your appointment setting

If you are cut for resources and time, you can consider outsourcing your appointment setting tasks. That way, your marketing and sales teams can focus more on generating leads and closing deals, respectively. To get the best results for your campaigns, you can delegate your these tasks to a marketing firm that knows your industry inside and out.

Related: What to Expect when you Outsource your B2B Lead Generation Processes

 

A ton of sales opportunities is coming your way. Click here to learn more.

 

Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

 

Do you want more leads?

Dial +61 2 9037 2248 | Chat on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

How to Future-Proof Your Energy Company's Marketing Strategy
The Top High-Impact Marketing Technologies Influencing B2B in Australia Today
5 B2B Email Marketing Goals that Make or Break Results [VIDEO]
Top Appointment Setting Tips to Fill Up your Calendar

Top Appointment Setting Tips to Fill Up your Calendar

Top Appointment Setting Tips to Fill Up your Calendar

The end goal of all your marketing efforts is the sales close. It’s basically the culmination of the tactics you have applied right from the beginning of your lead generation campaign down to an appointment with a sales representative.

From the get-go, careful strategizing is essential to generating the right audience for your product or service. But to translate these opportunities into actual sales demands a lot more than just the usual lead nurturing tactics that are being implemented by your competitors

After all, B2B appointment setting is crucial to the success of your marketing campaigns for obvious reasons. The fact that you need to transform your leads into paying customers is essential to growing your revenue. Without a proper process for setting appointments with potential clients, it will be difficult for you to reach the revenue goals you have set for your business.

 

Easy Appointments?

What could be possibly harder than that? Well, a lot of businesses outside the B2B arena are quick to say that appointment setting should be the easiest marketing task there is. In fact, there are a lot of misconceptions about setting appointments with qualified clients. One of these misconceptions is that scheduling an appointment isn’t complicated at all. Do you know what’s easier? Flying a 747 jumbo jet.

If you catch our drift, then appointment setting isn’t all that easy, to begin with. Being the threshold between a lead and a juicy sale, it’s an activity that involves a great deal of detail in order for it to produce the results you wanted.

This is the reason why most B2B companies, especially in Australia, are investing a lot of their resources on getting more booked sales appointments on the regular. Sure enough, the dynamics have become increasingly difficult for these businesses. As B2B buyers have become even more meticulous when it comes to selecting and purchasing the right solutions for their enterprises. 

Related: How Marketing Automation Increased My Client’s Appointments in 30 Days

 

Creating the right plans

The number of appointments required before a prospect decides on buying a product has increased to 8.

This poses a considerable challenge for businesses to handle. The aim right now is t focus on value and reduce the number of appointments it takes to rake in a sale.

For this, it’s vital for sales reps as well as the marketing team to plan effective strategies that can help their businesses close more deals.

Here are some of the best tips to help you with that:

 

Make the conversation sound natural

As much as we are all excited for the rise of automation in marketing, we can’t deny the fact that decision makers seek real human interactions. Though new CRM tools such as Google Duplex provide an easier path for businesses to navigate around a sales appointment, it’s still vital for sales reps to personalize their interactions and avoid relying too much on automated responses and call scripts. Opt to train your in-house appointment setters themselves and you will be filling up your calendar in no time.

Related: 4 Sales Call Rapport-Building Techniques That AI Can’t Yet Do [VIDEO]

 

Propel value

Nothing motivates prospects to take a course of action more than knowing the benefits on the other end. In other words, it’s important to provide your prospects with a good view of what they should expect from your product or service. By prioritizing what’s valuable to your prospects and avoiding being an advocate for your brand, you will be able to secure a better position for setting them up with a sales rep.

 

Ask the right questions

Decision makers instantly drop a telemarketing call due to the wrong queries. In appointment setting, it’s always best to calculate your steps, because the words you say no matter how insignificant they seem to you will determine the likelihood of a sales deal. For this, you will need to draft a guide containing the questions your appointment setters can use to nail a sales meeting.

Related: How to Handle Early Sales Objections, According to Science [VIDEO] 

 

Outsource your appointment setting

If you are cut for resources and time, you can consider outsourcing your appointment setting tasks. That way, your marketing and sales teams can focus more on generating leads and closing deals, respectively. To get the best results for your campaigns, you can delegate your these tasks to a marketing firm that knows your industry inside and out.

Related: What to Expect when you Outsource your B2B Lead Generation Processes

 

A ton of sales opportunities is coming your way. Click here to learn more.

 

Author Bio:

Dara Lin

Dara Lin is a Marketing Specialist at Callbox Australia. She is a coffee trailblazer, general music fanatic, and an internet enthusiast. Follow Dara on Twitter, Facebook, and Google+.

 

Do you want more leads?

Dial +61 2 9037 2248 | Chat on WhatsApp +65 8232 2417

 

 

Grab a copy of our FREE EBOOK, Targeted B2B Marketing: Guide, Checklists, and Worksheets! A comprehensive guide to targeted marketing to help organizations get in front of the right people at the right time through the right channels with the right message to influence a purchase.

Download Targeted B2B Marketing Guide, Checklists and Worksheets [Free eBook] CTA

How to Future-Proof Your Energy Company's Marketing Strategy
The Top High-Impact Marketing Technologies Influencing B2B in Australia Today
5 B2B Email Marketing Goals that Make or Break Results [VIDEO]
How Marketing Automation Increased My Client's Appoinments in 30 Days

How Marketing Automation Increased My Client’s Appointments in 30 Days

How Marketing Automation Increased My Client's Appoinments in 30 Days

I know you’ll get what I mean when I say, it feels good when you know you’ve helped your clients in every possible way.

“One of the best service-provider experiences I’ve ever had. This is my 4th attempt at using an appointment setting service, and this is the only one that has succeeded.”

“I am extremely happy with the results. I always have qualified leads and appointments, making my job in sales easy. I also love the system itself, as it helps to keep you organized.”

Read more Client Testimonials

As a B2B lead generation company for almost 15 years, we managed to meet or should I say, exceeded our client’s expectations by delivering qualified leads and appointments.

 

Let me tell you a story of how our client managed to get good results from our marketing automation campaign.

Early of 2015, a Marketing Manager of a software company in Australia inquires about our service and decided to sign up their first campaign with us.

The first contract was for a month. Being a software reseller, our client knows it’s hard to look for new prospects for their business. For reasons such as;

  • the software is expensive,
  • too many decision makers,
  • planning and evaluation will take years before the companies make a decision to purchase.  

In our years of experience, Callbox found out that in sales and marketing, visibility is important. You have to be where your prospects are in order to establish connections in the B2B world.

Related: Australian Prospects Preferred mode of Communicating By Statistics [INFOGRAPHIC]

Upon knowing our client’s goals and objectives, we set up a multi-touch multi-channel and lead nurturing campaign that allows us to reach out to prospects through their preferred channel – email, social media, web, mobile, voice and chat.

With the help of our marketing automation tool, we were able to maximize the campaign hours by prioritizing the calling of prospects depending on the times they are active and are most likely responsive on the phone, email and online. In short, we make calls at the hours where we know there is a bigger chance of converting them into leads and focus on prospecting and pre-qualifying during lean hours.

Being able to nurture our cold prospects – deliver the right message to the right people at the right time and place, and walk them through every stage of their buying cycle until such time that they are ready to do business with our client is the most effective way of handling our software prospects.

Related: Top 3 Benefits of Multi-Channel Marketing Every CEO Must Know

Callbox’s multi-touch multi-channel lead generation service and marketing automation tools – Pipeline Lead Nurture Tool and SMART Calling allows us to deliver almost 30% increase in leads for our client in a month. Because of this, we have gained their trust and have been their source of new leads up until now.

 

 

Read more successful marketing stories:

 

 

 See more statistics on this video!


 

Generate more leads and appointments

with our Pipeline and Marketing Automation Tool

Dial +61 2 9037 2248

 

 

Grab a copy of our FREE EBOOK, Why You Should Bet Your Money on Digital Marketing (And Win)! We brainstormed ideas, analyzed data, and interpreted recent developments vis-à-vis previous trends before coming up with a realistic view of this year’s marketing trends.Why You Should Bet Your Money on Digital Marketing (And Win)

How Marketing Automation Increased My Client's Appoinments in 30 Days
Sample Cold Calling Templates for All B2B Industries

The Eight-Point Communication Strategy For Better Appointment Setting

The Eight-Point Communication Strategy For Better Appointment Setting_DONE

You should always make a point to improve your communication. This is the one aspect in business that you can never do without. After all, talking or negotiating with sales leads prospects require clear communication skills, and many an appointment setting specialist will tell you just how important it is to be clear and concise with what you say. It avoids ambiguities, as well as speed up the marketing process. Still, there are only a handful of us who take this seriously. Most believe that they can just their usual when talking to prospects. That is not so.

To be effective in your lead generation campaign, you need to improve your communication skills. And here is how you do it.

    1. Talk one at a time – sure, multitasking sounds much more productive, but in truth, rarely does it end well for you. You need to concentrate solely on the person you are talking to. This will make them feel important and valued, as well as make it easier for you to turn them into new B2B leads. It will make talking to them easier, too.
    2. Look into their eyes – of course, this advice must adhere to local customs and sensitivities. As a rule, though, looking at people straight in the eye shows that you are an honest man. It may be awkward, yes, but it can create a stronger bond between you and prospects.
    3. Ask only a few questions – a good telemarketing representative can clarify or obtain information from sales leads prospects in just three or four questions. Most of the time, the conversation they have is just the icing of the cake, a way to establish rapport. At least they now have what they are really after.
    4. Write it down – now this is something that you do not see every day. Sure, you might think that you have the perfect memory, but there will be times that you forget the important details. To avoid that, write what you have to do or say, to serve as your guide.
    5. Respond to emails – business prospects can be frustrated with you if you do not answer their emails properly, if you indeed replied back at them. It only creates more problems for you and your marketing team in the end.
    6. Have a routine – this will help you get the most important tasks done in one day, at times when you are at your best condition. This will be most appreciated by potential business leads.
    7. Do not read too much into it – unless you actually spoke to your prospects, do not think too much about text messages or emails. Sometimes, the most innocuous ones are the most likely to be misunderstood.
    8. Get closure – this is true when you send brochure online, where you have no way of knowing whether your prospects have received it. You can arrange that by reminding them to reply, or simple create a auto-reply program that will tell you if they did get what you sent.

Easy, right? This is something that can really help your appointment setting campaign.