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Finding More Business Leads by Winning Appointments

By Anika Davis Subscribe to RSS | May 17th 2012 | Views:

After months of hard work, hours spent cold calling and telemarketing, you finally get to see the fruits of your labor. The continuous flow of business leads into your sales funnel is the best news that business owners can hear. While the flow of sales leads continues, your appointment setting team are set to work getting appointments scheduled with each business lead. As a business owner, do know how important winning these appointments are, not only for profits, but also for future business leads?

In the b2b industry, a successful business partnership has a high possibility of delivering new business leads. Unlike with the business to consumer industry, those in the manufacturing and development industry are continuously expanding their social and business network, though they tend to be more protective of these connections. For someone who works in the b2b industry, a successful business meeting with a business lead who has a vast network of business connections is a blessing. If you are able to tap into this network, you can almost relax with your b2b lead generation campaigns. Consequently, this means that you have to be more strict with your appointment setters and your sales agents.

As the people responsible for ensuring profits for your company, your sales people should be properly trained and updated with the best practices in dealing with clients. They should come well-prepared with all necessary documents, wearing the appropriate attire, and with a substantial background knowledge of the client and their problem. As much as possible, your sales people should always consider the business leads’ best interests when pitching your products and services.

By providing solutions that fit the client’s financial and operational capabilities, you are showing them that you see them as more than just another business lead by providing them with solutions that will best benefit their company instead of just going after the highest sale. This is a practice of great importance that should be found in b2b companies yet is often overlooked. True, some b2b companies do implement this, but as they grow and the competition in the market increases, they tend to drop this practice and just run after the big clients. If you really want your business appointments to become successful, you should drill this practice into your sales people. After your leads become clients, then you can go ahead and start up selling, just make sure that your company always provides excellent service. First impressions are important, so you must make sure their their initial experience with your company is pleasantly memorable. This is always a good factor that will eventually lead to numerous referrals.

No matter how large or small your clients’ networks are, you must keep in mind they all have to be treated properly. Your customer service agents must put the client's’ welfare in top priority at all times. When your clients are properly taken care of when any problem arises, you can expect them to keep returning with their business to you.

Anika Davis - About Author:
Anika Davis is a marketing executive for Leads and Appointments. And has a proven track record in helping b2b companies generate qualified sales leads through telemarketing, search engine marketing and email marketing. Find more lead generation tips and how to's at

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