Tag Archives: sales appointments

Appointment Setters Must Always Test the Waters of Budding B2B Channel

The biggest challenge of every B2B salesperson is information. They need a name, a number, a way to learn about where their potential customers are and how to close a deal.

 

That much hasn’t changed even when the tools for acquiring that information have undergone a digital revolution. Instead of just phone numbers you now also have email addresses and social media accounts. Everyone’s trying to be on all the screens that are facing business owners when everyone used to ask for their ears.

 

All the same, they’re still doing their best to get a market’s attention. The danger though is when appointment setters jump far too quickly each time a new channel starts to open up. Test the waters first!

 

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Setting Sales Appointments with Numbers Isn’t Necessarily A Shallow Tactic

It’s true that numbers don’t always win. In fact, sometimes they can serve more reason to doubt or create more disappointment in business decisions. From the consumer’s end, sometimes numbers have only been used to lie or ‘not tell the whole story.’

 

That doesn’t mean you shouldn’t use them to win sales appointments.

 

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Plan Your Appointment Setting Strategies Around Schedule Management

Like a lot of things in the B2B sales process, tying appointment setting strategies with schedule management seems like stating the obvious. Under the surface though, a lot of questions remain unanswered. Aren’t there different management styles?  What about time zone differences? Is punctuation a bigger deal in one region or in one industry compared to another?

 

Answering these questions might be too much to cover in a single blog post but here are some of the basic techniques to synchronizing your appointment setting strategy with the schedule management habits of any target market.

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Sales Appointment Tips – Distinguish Feedback from Exploitation

Most of the time, businesses are always called to serve customers. Happy customers mean more sales. It’s also important to actually improve a customer’s experience even before the buying decision, especially in B2B industries. That’s why getting feedback is important. It helps construct the experience.

 

On the other hand, there can be a dark side to this. Rare as this could be, there are moments when a sales appointment only occurs after your business has been nothing short of exploited.

 

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Sales Appointment Setting Tips – Play A Hero or a Lesser Evil?

When playing the hero wins you the trust of potential customers, it’s a powerful marketing pitch. At least, that’s what Mark Schaeffer thinks when describing Apple’s recent shift towards offering hardier security policies.

 

But in the bigger picture, are you really playing the hero or are you just the lesser evil? A good appointment setting process requires careful understanding of a prospect organization’s ethos (controversial as that sounds). Otherwise, you can’t tell the difference (and yes, that is a very big deal).

 

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