IT service providers and product vendors are always hard pressed to increase their profit margins. This explains why they are investing a lot of time and money on increasing the efficiency of their lead generation.
While this has been a commonly accepted approach to boost productivity, it certainly does not entail a direct impact on revenue. Do you know what does? Yes, IT appointment setting is always the transitional period between a warm prospect and a sale.
But at most, it is also often the hardest process to undertake, considering the complexities and risks that are involved in stirring the interest of a IT administrators and other related decision-makers.
But for By Monday CEO Larry Myler, these can be easily hurdled with the use of the right approaches needed in boosting appointment setting proficiency.
In a 2013 Forbes article, he lays out the following vital reminders every IT marketer should cite along with tweets we found helpful in your lead generation and appointment setting campaign:
You don’t NEED this deal.
Jim Camp, in his book No, makes this point very clearly by stating that while there are some things you really do need, such as air, water, food, etc., you don’t need any single business deal. When prospects sense fear in your voice (fear of losing the deal), they instantly pull back. Engage them with an if-you-don’t-buy-from-me-it’s-not-the-end-of-the-world attitude.
— Barbara Hoover (@brbrahoover) April 20, 2015
Your FIRST goal is to help the customer.
Prospects will instantly resist setting an appointment with you if they think you’re in it for you. Right up front in the first seconds of the first contact, you must exude service not selfishness. This is especially important because before you even open your mouth, your prospect is already in a defensive mental position.
The 3 R’s of Appointment Setting for the Healthcare Industry: Relationships, Revenue, and Reputation http://t.co/DhocDfK0Na
— Belinda Summers (@belindasummers) April 22, 2015
Others LOVE what we offer, and you will too.
One of the most effective ways to break the ice early and have a prospect respond with genuine interest is to offer an example of how you helped another customer with a problem common to the industry. For example, you could say, “XYZ company was losing a lot of money because of early expiration of inventory. We introduced our system and they began saving $35,000 a year, with a payback time of six months. Have you ever had a similar problem with your inventory? When can we talk about that?” Short, sweet and to the bottom line.
— Joe Domaleski (@joedom) March 8, 2015
If you need help in setting up IT appointments, you can employ a lead generation service that takes your marketing and sales requirements into account.