B2B Appointment Setting can be challenging. Finding the right clients and arranging a meeting with them is difficult. You need to stand out. You can book many sales appointments and increase your income with strategies and plans.
In this guide, we’ll take you through the definition of appointment setting, dig into how to set up an appointment by phone and email, and review the most important activities of an appointment setter so you can master the topic.
B2B appointment booking is a sales process that involves reaching potential buyers through various channels (phone, email, and social media), qualifying and nurturing them along the way, with the ultimate goal of making an appointment.
Appointment setup helps expand your sales pipeline and grow your business. The person in charge of this process is called the appointment maker and usually holds the position of Sales Development Representative (SDR). Learn more about appointment makers and what skills it takes to be at the top of the SDR game.
Once the appointment is confirmed, the spotlight turns to the sales executive, whose job it is to turn the meeting into a closed deal.
Appointment setting process:
The appointment setup process involves several important stages to help SDRs target the right prospects:
Define goals: The appointment-setting process begins with defining who you are targeting. First, you should create your ideal customer profile (ICP) and buyer persona (BP). The ICP summarises the main characteristics of past customers that define future customers. This information will become the main map for your researchers and be used by appointment-makers during outreach.
BP focuses on specific personal and social characteristics that will clarify the motivations of your potential buyers. You can think of it as helpful instructions on how to target potential customers. ICP and BP are used throughout the lead generation process.
Find the target: Researchers set out on their expedition to find leads that could lead to qualified B2B Appointment. Skilled researchers know how to analyse ICPs and BPs and look for clues and their contacts’ information. The better the quality of the data they provide, the better the chances that the SDR will schedule an appointment.
Research objectives: Before contacting a potential client, the SDR, aka the person making the appointment, must do their own research. Professional copywriters create all messaging (call scripts, social media messages, and email copy) for outbound campaigns, leaving room for creativity and personalization.
SDRs should collect anything that can personalise the outreach and make it feel human and personal. According to our recent survey, 46% of potential customers say personalization is the most effective way to turn them into customers.
Achieve goals: The active phase of appointment setup begins when an SDR first contacts a prospect. This can be done through various channels (phone, email, and social media); the most popular methods are email or phone outreach. According to Medium, 75% of executives are willing to book or attend an event based solely on cold emails or calls.
Consider Outsourcing B2B Appointment Setup:
If you don’t have the time or bandwidth to locate and organise your own meetings, you can outsource the process to a team of experienced sales development specialists or best B2B appointment setting services company. Your inside sales force may rely on a third party to do the groundwork, focusing all their energy on planning and delivering product demos.
Delegating appointment scheduling to outside experts not only saves money but also makes your outreach programmes more targeted and effective. SDR employs a variety of digital technologies to consistently deliver qualified leads, allowing your salespeople to focus on closing deals rather than making appointments.