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3 Ways To Create Better Appointment Setting Conversations

 

In every appointment setting task that you have to involve yourself in, you also need to remember how to best keep a conversation going. As long as your business prospects talks, there is a chance for you to generate more sales leads or a closed deal. The only challenge here is how you actually pull that off. For the veterans, having a conversation would be a natural act. But for those new in the game, it helps to know a few pointers to do it right. For example:

  1. Create an advocacy – remember Guy Kawasaki’s principle of brand ambassadorship? You may not need to have your clients speak in your behalf, but if you can copy that energy they have in your telemarketing calls, then it would make your lead generation campaign much easier.
  2. Paraphrase what they say – after the prospect has said their piece, repeat (in your own words) what they meant. In this way, ambiguity is avoided, and you can see if you have truly understood what the problem is. You can come up with a better solution for them, for that matter.
  3. Talk about the gap – the reason why your prospect might not be willing to work with you is probably because of the gap between your solution and the severity of their perceived problem. Your job now is to explain to them why they should be working with you.

For the sake of generating good B2B leads, you should do your best to have a conversation with your prospects. Your lead generation campaign is dependent on it.

Lead Generation Tips From Neil Gaiman

 

What do American author Neil Gaiman and lead generation have in common? It has to do with the secrets to successfully generating B2B leads. Yes, finding, nurturing, and converting sales leads can be really hard to do. But, if you have a good foundation for your business, then you will be able to succeed. This is something that Neil Gaiman said in his speech. According to him, to be excellent in business, there are three things you need to posses:

  1. Be efficient – deliver your products or service on time. Be sure that you do what you promise during your appointment setting campaign, and that you do not let your customers down.
  2. Be effective – it is not enough that you deliver on time. You should also be able to deliver excellently. A lot of dissatisfaction stems from poor quality or delivery that brings down customer satisfaction.
  3. Be congenial – when you are a pleasure to work with, your clients and customers would be more receptive in working with you. This is an added investment that can support your business long-term.

Gaiman also mentioned that being able to fulfill at least two of the three conditions will help you along your work. But if you really want to be the best in your business, if you want your telemarketing team to be more effective, then all three conditions will have to be met. But it is not that hard to do, right? These are just the basics for a successful and profitable lead generation campaign.