High-Probability Sales Through Appointment Setting « ledgerleads_blog

High-Probability Sales Through Appointment Setting



January 7th, 2013

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appointment setting, lead generation, telemarketing  Where: LDG | mainBusinesses engage in performing all sorts of lead generation tactics to help with generating high-probability sales appointments. Those kinds of B2B appointments, however, are hard to come by. Why is this? Because when a business executes an appointment setting campaign, they need to make sure that their method of appointment setting is able to find high-probability sales leads as well.

Appointment setting would mean nothing if a firm’s chosen method of lead generation is not able to help find the right prospects – qualified sales leads. Why would you even pursue scheduling a B2B appointment with a prospect if you are not able to confirm essential data, such as their company size, if they are planning to switch providers anytime soon, or if they are even considering buying the type of product/service you sell.

In order to generate high-probability sales through appointment setting you have to be able to qualify your prospects. As such, you may want to consider making use of other lead generation approaches such as B2B telemarketing to reach your target prospects and schedule meetings. But why telemarketing? What about other methods if lead generation?

 

B2B Telemarketing helps in prospect qualification.

To generate business leads you need to be able to know that your prospect meets all the qualifying criteria you need them to. Emails, although heavily used for lead generation nowadays, is a powerful tool which marketers can utilize to get in touch with potential prospects. But unlike with a phone call, however, it is not capable of quickly obtaining answers from prospects, especially if you are asking questions that are better talked about through a phone call.

Through the use of the phone you will be able to qualify your prospects right at the moment that you are speaking to them, granted of course that they want to engage in a phone conversation with you. Regardless, the phone allows you to get in contact with your target decisions makers quickly and to engage in a discussion with them in real-time. This helps you not only in conducting your appointment setting campaign but in qualifying them before you set up a B2B appointment with them.

When you are able to qualify your prospects and therefore generate high-quality and qualified sales leads, your chances of getting high-probability sales appointments goes up as well. This is because you are able to verify things such as your prospect’s capability to make a purchase and intentions of making their purchase within a set time-frame.

Getting better chances of a sale through appointment setting can be achieved through other methods, although B2B telemarketing is a good tactic to make use of because of the direct communication it provides between you and your prospects.

Is appointment setting your thing? If yes, consider the use of the phone in helping you generate higher quality sales leads and thus get better probability at getting appointments that help convert leads into actual sales!

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