Telemarketers often face numerous challenges in the area of B2B lead generation. There are lots to consider, such as audience profiles and the appropriate channels to utilize. But it gets even more complicated when prospects are ready for a sales appointment.
There is no single formula for a successful B2B appointment setting. In fact, businesses have their own approaches towards prospect engagement. They may even have varied ways on how to get past gatekeepers.
Voicemail is considered as one of many brutal filters that appointment setters have to encounter. For many business executives who comprise a bulk of your target market, voicemail is a sophisticated tool for filtering incoming messages. Basically, it gives them the convenience of knowing your intentions without having to spend time absorbing the message you try to impart. This is obviously a critical phase in the sales process. And compelling voice messages are obviously needed to stimulate engagement.
No doubt, appointment setters struggle with scripts for professional voice messages. But scripts are only good for imparting your intent. They are not that effective in keeping your prospects interested.
And so, to attain a more relevant B2B appointment scheduling and setting campaign, it is imperative to follow these effective tips.
Introduction. This first part should be both professional and personal. Of course, a short greeting and introduction comprise a good opening. The prospect is preferably addressed on a first name basis, and the appointment setter should use his or her full name. This is followed by the company’s identity. Open up by telling your offers, taking into account the details about the prospect. A compelling introduction might convince the prospect from skipping to the next voice message.
Body. Here, you are allowed only a limited amount of time to consider the issues that your B2B leads are possibly facing. For instance, if you target the CEO of an IT solutions company, ask if it has issues concerning sales and B2B lead generation; then, layout a brief summary of the solutions you offer. Try to be specific and simple. Never overstuff the content of your message with information that is incompatible with your prospect’s data.
End. After everything’s been said, tell your prospect about how you are eager for an appointment. Chances are, the solutions you presented in your message might prod your prospect to know more. Close with a friendly, “Call you back,” and follow up with an e-mail on your next callback.
The process takes only a few seconds. Nonetheless, it takes a high amount of proficiency to guide B2B leads through the sales pipeline. Consider hiring a B2B appointment setting and lead generation firm to provide the necessary skills in your campaign.