Who in his right mind wouldn’t want cake for dessert?
It’s a piece of heaven which requires a minimum amount of effort to produce, hence the expression “a piece of cake.” But this is not the case in B2B appointment setting for IT products and services.
Now, enough about cakes. We couldn’t resist emphasizing how complex and difficult acquiring qualified appointments can get. In fact, much of the challenge in business development is anchored on getting prospects to commit. One supposed reason for this is that not many companies in the IT sector are making use of the right tools and technologies that allow for a consistent production of qualified appointments.
But at present, IT companies are spending large amounts on lead generation and appointment setting, expecting these investments to deliver the best results. Often, however, these improvements fail to hit the right numbers that indicate business growth.
The problem here is not technical. Actually, it mainly concerns how well appointment setters handle calls. And for the most part, it seems that most IT companies are more focused on getting more decision-makers in the front end of the sales funnel rather than pinning their hopes on quality connections.
Ensuring that you sales funnel is consistently filled with qualified appointments means underscoring ENGAGEMENTS. This is done by doing the following ways:
Profile your leads
Knowing whether certain client companies fit snugly with your ideal client profile gives a huge boost in your lead generation. Client profiling basically enables you to locate your target audience (based on size, budget and current needs) and create messages that resonate with them, hence resulting in better opportunities with high sales potential.
Don’t Overdo your Calls
Not many decision-makers receive outbound calls positively. And they may as well drop you if you keep on calling them successively over an extended period of time. It’s fine to be aggressive, but at times, you may want to establish daily limits so as not to jeopardize your efforts on building relationships with potential IT buyers.
Highlight the Value of your Product
In this sense, you will need to promote the value of your product in a way that addresses the initial concerns of your prospect. Once you get to identify the prospect’s main concerns, you will have to use the acquired information to create relevant communications.
Related Post: Defend a Higher Price: 3 Steps
Again, engagements matter more. It’s not really the numbers that feed the sales funnel, but it’s really the way you connect with your audience that makes for a highly consistent appointment setting campaign for your IT products and services.