April 19th, 2016
Following up an appointment in any business setting is just as important as keeping your credibility as a business partner. Showing how you value of any business prospect is a solid factor that any B2B vendor must indicate. Thus, following up an appointment is very crucial because it is the bridge by which business prospects move to the next phase of the sales funnel. Any company that shows professionalism and excellence in follow-ups can surely fire the revenue button of any business. To see how follow-ups are done, we have compiled some best practices within our appointment setting workaround.
- Schedule the Follow-Up Call – Send the lead a meeting invite to the follow up call so that they have it on their calendar. This will help to prevent them from double booking. Also, if something comes up, they will be reminded to inform you so that they can reschedule.
- Send Useful Information – After the call, make sure to send over any additional product information or industry related content that may be relevant to their needs. It’s important to continue developing the relationship. Ledger Lead’s appointment setting software has an email marketing software feature that will allow you to automatically send specific emails to your lead based on the result of your call. This feature is great during the lead nurturing process.
- Send a Confirmation Email – Send a confirmation email the day prior to the call reminding them of the appointment. Briefly recap what the topic of the appointment. Make sure to remind them of the previous call’s discussion and date.
- Get Information on Declined Appointments – It’s vital to understand why your lead declines an appointment. Politely ask what their reasoning is for declining the call. The feedback they provide may be invaluable to your organization and the sales process. Knowing why a lead declined, can help you refine your approach, moving forward.
Knowing the right steps to take during the appointment setting process is crucial for your sales team. Ensuring your sales reps know the steps to take between point A and point B can make all the difference in the success of your lead management process.
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