B2B appointment setup is a sales approach that entails experienced sales representatives participating in the prospecting stages of the sales process. A closing sales rep takes over after the initial broker has booked a follow-up contact with the prospect to help with the final phases of the sales process.
This may seem familiar if you have been through the sales development process before. Essentially, a firm utilizing this method invests more time and effort in the prospecting stage to guarantee that they are reaching and selling to prospects that are a good fit for their offering. Prospecting, appointment establishing, and closing are the three critical elements of each sale’s B2B appointment setting strategy. You can take a closer look at each phase from the below link:
During the prospecting stage, sales development reps work with marketing and sales qualifying leads to determine where the buyer is in their decision-making process. The lead has expressed interest in the product or service by this point in the sales process, but the rep involved in this step of the process must assess if the customer represents a sales opportunity. If it is decided that this buyer has a high probability of becoming a client, they will proceed to the appointment arranging phase.
- Making an Appointment
Before the contract is closed, the lead is nurtured during the appointment establishing phase. During this stage, the appointment setter works with the lead to schedule a meeting with the rep, who will close the transaction to discuss their final proposal. This function can be filled by internal team members or outsourced to an outside agency so that your sales agents can focus solely on selling.
The appointment setter should be a good prospector who can qualify the top leads to move on to the next transaction stage. After scheduling a sales meeting between the lead and the sales agent who will seal the deal, the appointment setter returns to prospecting and rebuilding the pipeline, looking for new leads.
After scheduling a lead’s appointment, the final sales rep works with them to negotiate and close the deal. The goal is for the closing sales professional to obtain highly qualified leads that are ready to negotiate closing terms and are likely to buy.
Tips for Getting a B2B Appointment
- Do your homework.
Research is the key to discovering the most extraordinary leads for your organization. To be well-prepared for their qualifying interactions, appointment setters should spend time researching the potential buyers they are engaging with before reaching out to particular connections or bringing in a close sales rep.
- Be approachable.
While the ultimate goal is to convince your leads to buy, appointment-setters should focus on establishing trust and interacting with them on a personal level. The purpose of appointment-makers is not to sell a product. It is to learn about your leads’ requirements and worries to see if they’re a good fit for what your organization has to offer. When qualifying new leads, avoid being overly aggressive or prescriptive and instead use a conversational approach.
- Ask probing inquiries.
Appointment setting’s purpose is to get to know your company’s leads so you can figure out how likely they are to buy your product. To do so, you must ask insightful questions to get the potential customer’s perspective ultimately.
- Hire a business-to-business appointment-setting service.
If your sales crew is currently overburdened, consider outsourcing to an outside firm or agency that can assist you with prospecting and appointment setting. These experts are skilled in identifying qualified prospects, allowing your salespeople to focus solely on closing and retaining existing customers.