The Global Associates B2B Appointment Setting Services face numerous challenges in today’s changed business scenario, where technology rules the roost and fundamentals can sometimes take a back seat. Even though technology has its own advantages, it’s difficult for B2B appointment setting services to successfully convince the decision makers to grant an audience if they don’t follow the fundamentals of appointment setting. In fact, it’s very much possible to enhance your success percentage dramatically just by doing small things right, like closing the appointment setting calls in a concise, clear and sincere way. You might get into trouble if you sound too clever or too ambitious, try instead to make your call closers more effective and see the results. Following are some tips to end your calls smartly and efficiently.
- Offer a sound reason:
You are not getting any appointments if you don’t offer a sound reason for the same. The decision makers are a busy lot, they have a premium on their time. They won’t give an appointment just to oblige you. You must try and pinpoint a problem, and then offer to discuss the solution in the meeting. Assure them that they would get full value for the time they spend with you, that’s the bottom line.
- Offer an incentive:
B2B appointment setting services often commit the mistake of just asking for an appointment without actually having a solid agenda for the meeting. It’s essential to provide some sort of incentive to the prospects for every appointment, why else would they spare their valuable time? Plan to give a presentation regarding the issues they are facing, or discuss some latest industry trends; offer a carrot for them every time.
- Call when you are ready:
Never make an appointment setting call unless you have done your research and are ready. Identify their issues and have a solution ready before you dial their number. Instilling a sense of confidence in the prospect is necessary to be successful in getting the appointment.
- Adopt a flexible approach:
Sales people make a lot of calls, every single call won’t end the way they plan it to be. It’s essential to be prepared for an objection, for a diversion, for an unforeseen turn in the conversation. Adopting a flexible approach will enable you to be able to take another course. You don’t have to be rigid, listen to the client and act accordingly. Setting the appointment should be your priority, not the medium or mode of communication or the meeting place.
B2B appointment setting services are likely to be more effective if they think like solution providers, focusing on the customer rather than selling their service or product. They can make their call closers more effective if they offer a sound reason, be polite and helpful and be flexible with their approach.