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An Important Factor when Setting Appointments with Business Leads

By Anika Davis Subscribe to RSS | May 14th 2012 | Views:

A business owner should never forget that sales  lead generation is only effective if your campaign is able to generate a large quantity of potential leads. No matter how targeted your qualifications are for the marketing campaign, the ratio of success is always parallel to the quantity of the  sales leads generated. The reason for this is because emotional factors constitute a large portion on the propensity of the decision maker to do business with you. Even if they fit the target market criteria to a hilt, if they do not feel an affinity or kinship with your company, they will not be willing to set appointments.

Understandably,  generating business leads is much more difficult than finding sales leads. Furthermore, the above mentioned “emotional factor” limits the amount of business leads that you can set appointments with. The recent developments in the business world have made it such that decision makers are even more discriminating with whom they give their business to than ever before. This makes your job of finding qualified leads triply difficult because you have to find business leads in both quantity, quality, and affinity for your business to become truly competitive. The last factor is obviously the most complicated. In the case of business to consumer companies, they build kinship with their sales leads by creating “viral” marketing campaigns that appeal to their humor, sympathy or some other provocative emotion. Appealing to the emotions of B2b companies is far more difficult because you are not just dealing with a single person. There may only be one decision maker in the organization that is relevant to your company’s industry, but that person is also thinking of the welfare of an entire corporation.

Nonetheless, there is a way to effectively move around this emotional factor. By building a good relationship through strong lead nurturing programs, indifferent business leads will eventually warm up to your company. Asking referrals from business clients with whom you have a strong business relationship is also one of the best strategies to minimize dealing with indifferent business leads. This is most true when you are dealing with Asian organizations. When setting appointments with company executives of Asian nationality, there are certain practices that must always be observed, but to be introduced by a common acquaintance or business connection will most likely result in a new business with that particular business lead.

Generating business lead and b2b appointments through referrals by established clients is a great way to reduce expensive marketing costs. In all probability, these long-standing business partners don’t even need to be asked to refer you to their connections. Particularly satisfied clients may even set your business to business appointments for you.

For newly established companies who do not yet have a network of clients, the best way to find business leads in quality, quantity and affinity is to hire a reliable lead generation and appointment setting firm. The firm will function as the common business acquaintance, and will “introduce” your company to their network of clients, helping you meet with the right business leads that you need.

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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