Appointment Setting is essential for B2B growth. Obtaining a viable in-person appointment with decision-makers provides the sales team with the right avenue for further sales.

People think that appointment setting is simple, but there is a science to the process that affects these potential leads.

Scheduling viable appointments with businesses depends on:

Complex businesses process: Businesses often have complex processes  and buying committees with decision makers and influencers.

Informed Buyers: finding key decision-making individuals within the business that are knowledgeable enough to discuss your product and how it fits within their business model.

Lengthy Negotiations: For B2B deals negotiations can take longer than expected, as the high-volumes and transactions necessitate caution.

To setup ideal B2B appointments that can convert into dales, we have compiled a list of essential todo’s in appointment setting, so let’s take a look!

1.Initial Sales/Market Research

Obtaining specific details for the target through targeted research (linked-in, social media) or intelligence providers is key, as sales reps will have less difficulty connecting with the right decision-makers.

2. Prepare Key Talking-points, Notes

Concise, to the point communication, is often greatly appreciated by potential prospects who have little time.

3. Provide Solutions

Identify a potential problem they may have, and present yourself as the solution.

4. Listen 

We often get lost in our sales pitch, but communication is a two-way street. Learn to listen and talk only when necessary. prospects are very often glad to provide you with valuable information that can cement your sales pitch in further discussion.

5. Have replies onhand for common rebukes

Be prepared to respond to the most common sales objections. This will help you get your foot in the door and utilize your previous intelligence gathering to present your calculated pitch

Final Thoughts

Appointment setting is an excellent way to initiate and assist existing sales teams, eliminate dead-end leads and expand opportunities to penetrate potential new markets.