In a traditional setup, sales representatives would start with researching the target audience. They would then contact them and convince them to purchase your products or services. The latter part would continue till the lead made a purchase. It not only took a lot of time to convert but also got a lot of rejections. That’s what we discuss at length in this article. Let’s start with the procedure
Steps to generate B2B leads with appointment generation
B2B lead generation is a three-step process: prospecting, setting an appointment and closing. Each stage plays a critical role in conversion, with appointment generation improving the quality of leads. Let us discuss these in detail.
Prospecting
Your data analysts use the latest technology to collect vital information for the sales team to use later. It includes name, organization, designation, phone number, email ID, and other details.
Setting an appointment
In this step, your appointment setters are responsible for building brand awareness among your target audience. They continue to do this on loop, thus driving more warm leads into the sales funnel. Notably, the setters only pass on a prospective consumer when they are sure of their genuine interest in your brand.
Closing
When a prospective customer shows interest in your product or service, the setters set an appointment for your sales team. The team then contacts them and details them about the purchase of their choice.
Leads generated in the mentioned process come into the funnel with high chances of conversion. Qualified appointment setting involves cleansing the audience database and nurturing selectively to land high-quality leads.
Tips to improve B2B appointment setting
As already established, appointment setting can be beneficial if done smartly. Here are some tips to improve the B2B appointment setting process.
- Identify decision-makers within your target audience.
- Craft a script that targets the pain points of your ideal customer.
- Gauge the prospect’s profile and ask only relevant questions.
- Listen to their answer before moving on to the next question.
- Be innovative with the script when the prospect asks for additional information.
- Show how your brand’s product or service can add value to their business.
