b2b lead generation appointment setting
George Clay
George Clay
Quality Appointments From A Single Cold Call Are Rare. B2B Appointments Develop From A Lead Generation Sales Funnel Of Qualified Prospects. Work Your Prospect List!
Q:Does B2B appointment setting still work?
A: Because the information age has leveled the playing field, the days of getting appointments on the first call are over. Business marketing by phone today is about qualifying prospects for future contacts. Getting appointments from a single cold call does happen. But a sales lead strategy built on that foundation will fail.
Q: What Goals Are Realistic For B2B Appointment Setting?
A: Once you realize that appointment setting is not the goal of your first call, the monkey is off your back. You are calling to get information. That means finding out if a particular prospect is suitable for being added to your sales funnel. Picture a crowded room. Your goal: find the folks interested — more or less — in what you offer. How to do it? Ask for a show of hands. There, that’s the goal of your cold call — (1) finding the right prospects; (2) separating them from the crowd: then (3) qualifying their interest level. My goodness — now you have three goals! Also, phone prospecting is a form of direct marketing. And building a highly targeted database is the key to any successful direct marketing campaign. Therefore, view each call as a means for fine tuning your sales funnel database. It’s a work in progress that never ends!
Q: How Do I Pitch My Telemarketing Call?
A: Always use a script. It keeps you focused and in control of the call. Make your introduction short, simple, to the point — something you can deliver in twenty seconds…without being rushed.
Q: Does Hard Sell Telemarketing Work ?
A: Avoid scripts that force you to speak and act in a manner that makes you uncomfortable. Relax and be yourself. After that, the rest is easy! Remember, the phone is a great way to build prospect lists, increase customer loyalty and win sales. The secret is to keep your call relaxed, almost informal tone.
Q: How Do I Qualify B2B Telemarketing Prospects?
A : Conclude your introduction with a simple “yes” or ““no” question. How your prospect answers will indicate if they are a qualified prospect…or a prospect you want to drop. Used early in your call this simple question helps you spot good prospects from the not so good prospects. Remember that crowded room example? Your question is asking for a show of hands. Some folks will raise their hands, some will not. Your lead generation and appointments develop over time from the folks who raise their hands.
Q: How Do I know My Script Is Working?
A: That’s easy — delivering your “pitch” without interruptions from your prospect is a sign that your script is working — keeping you and your prospect focused on you.
Q: OK to Read The Script…or Memorize It?
A: Reading is fine. The secret is making your delivery appear unrehearsed. Follow Winston Churchill. His speeches are among the greatest in the English language. He toiled endless hours over their every detail. Yet when delivering them he appeared completely at ease… almost casual in his presentation. Hence, his quip that “The very best impromptu speeches are the ones written well in advance.”
Get more straight talk about B2B cold calling, appointment setting and b2b sales prospecting at Marketing Direct website.
Your b2b lead generation appointment setting questions and comments are welcome!
Marketing Direct, Inc.
1845 Sheridan Avenue
San Diego, CA 92103
619–692‑3110
(Monday-Friday — 9:00am-5:00pm)
sales@mardirect.com
Email us or call us at 619–692‑3110 (Pacific Coast USA).
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Comments
Good article. What has also been a huge help to my colleagues and I are the sales lists
maintained at http://www.usdatacorporation.com/consumer_lists.php. They have the most comprehensive consumer lists I’ve ever used.
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thanks for such a comprehensive blog.i like the idea of a Question /Answer or FAQ format, it is far better than reading a long blog that sometimes beat around the bushes.
Telemarketing is not just effective in selling products or services it is also an effective tool in generating business leads and prospects and this can be achieved with the right skills and expertise.
looking forward for more informational and comprehensive entries here.