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5 Steps to a Successful Business Appointment Setting

By Anika Davis Subscribe to RSS | May 31st 2012 | Views:

The primary step in selling the goods and services of your brand is setting appointments. Bear in mind that you’re not only selling the meeting itself, but you’re also selling yourself. Contacting another firm in order to schedule your first business appointment could in fact be daunting. Nevertheless, if you are prepared, you will be more confident when you make that call. Not only that---preparedness can help you have a smooth-sailing experience.  

If you are a b2b marketer, business appointment setting is a must when it comes to looking and forming strategic alliance or finding new clients. How to reach your contact and setting business appointments could indeed be a painstaking and difficult task, most especially in competitive industries. If you’re cold calling leads or prospects, here are some tactics to help you achieve successful business to business appointments.

1.Look for your prospect’s direct contact details. If the company’s gatekeepers (secretaries or personal assistants) are blocking you from the person you want to speak to, or that sales prospect does not seem to get back to you, then why not get his or her company email address or locate a direct phone line. Sometimes, you have to do what you have to do and if that includes digging straight to the ultimate source, then by all means, you have to do it.

2.Know more about your prospect prior to making that call. You’re calling a human being and real connection and rapport is necessary before heading on full blast into your sales pitch. It’s only natural that if you have already felt that connection with someone, you’re more likely to listen to what he’s saying. The same is true with telemarketing—you've got to strike that connection. However, for you to be reliable you have to sound sincere or else, they will sense it over the phone. If you’re making that pitch, warm them up in your first contact to set the business appointment. In some situations, you could even drop off subtle clues at what you’re selling. Just remember this: If you’re coming on too early or too strong, then you may turn off your prospect. Avoid these 2 extremes.

3.Determine your prospect’s interest by observing some speech and verbal cues. If the prospect seems uninterested and indifferent, look for methods to encourage him so that he allows at least just a few more minutes with you.

4.Set a definite date. Okay, if your prospect says he is busy on this day, right away suggest another date and time. Never set a date that’s too far in the future since this makes it easy for them to change their mind and walk away from the deal. Be persistent minus being irritating and be firm in terms of the time of your business appointment whilst you are still engaged on the telephone.

5.If you’re engaging on the phone, the main focus must stay on securing that business appointment. Never make that mistake of getting preoccupied in giving too much info—just save all the intricate details about your products and your brand till you have that personal interaction.


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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