Business

Be a Step Ahead of Your Competitors by Hiring B2B Appointment Setters

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Written by Su Kim

If you own a B2B enterprise, then you will know the importance of closing important deals and winning over prospective clients. While your sales department might be doing a fabulous job of getting your business sales, they might not be able to get your prospective clients every time. Here is where you might consider outsourcing.

B2B Appointment Setters to the Rescue

If you have never heard of B2B appointment setters, then you might want to research a bit on the same. In business, dynamics keep changing at a drop of a hat. Customers’ expectations change, new market trends and products are entering the market. The competition is too severe, and you need to be constantly on your toes to meet those expectations.

Now, you might be wondering how a B2B setter fits into all this. Getting new leads and following up on them till you close the deal is a tedious task. There are a lot of processes to be followed. If your sales rep keeps focusing on only one prospective lead, then they might miss out on other clients. B2B appointment setters are the bridge between your prospective clients and your sales rep. If you plan on hiring B2B appointment setters in Scottsdale, Arizona, then you might come across many appointment setting companies such as www.intelemark.com that deal with lead and demand generation right till your appointment setting campaign.

In simple words, B2B appointment setters, otherwise known as sales development representatives, are people who try to pitch in your products and services with prospective clients and get your appointments on your behalf. There is more to what meets the eye with it comes to appointment setters. You might be of the perception that the focus of these setters majorly lies in getting your leads. This is one aspect of their job. In addition to this, some of the key responsibilities of appointment setters include:

  • Scheduling meetings and training programs
  • Be up to date with the latest market trends so that they can pitch in betters
  • Cold calling and writing emails

A professional and experienced B2B appointment setter will be able to tap into your target audience, try to understand their expectations, gather feedback and come up with ways to resolve them so that they can be converted into clients. They will also know of the latest CRM system and update information accurately.

B2B appointment setters can be of two types:

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  • Inbound setters
  • Outbound setters

Inbound setters are the ones that get you qualified leads that have come in from various sources. Here the prospective clients will make the effort to call and enquire about your products or services since they might have heard about it from social media, tradeshows, internet, or print.
Outbound setters, on the other hand, will chase after cold leads and try to convince them to invest in your products or services. Here the clients might or might have not heard about your product or services.

Some companies have all bound B2B appointment setters that deal with both cold and warm leads and get help to generate more clientele for your business. If you have a big enterprise, you can redefine your sales structure, so that these appointment setters can also fit into your organization hierarchy.
You can opt for 1 appointment setter for a single sales rep. This is beneficial if you have just started your business. If you run a small or medium company, then you can assign to appointment setters for a single sales rep. This helps the sales rep to close deals faster and shorten their sales cycle.
If you are a high-end business selling expensive products or services, you might want to opt for one appointment setter for multiple salespersons. The products might be limited, and the appointment setter can easily focus on multiple leads and close them.

Why opt for B2B appointment setters

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If you are still skeptical if outsourcing to appointment setters would be a great idea, then the below tell-tale signs might help you come to a better decision:

  • Enough sales leads, but no conversion despite having best practices in place
  • Are not able to close deals even after pursuing leads
  • The customer database is poorly maintained with essential information missing
  • Sales rep are overloaded with appointments and are not able to close deals

Lead generation and conversion are an essential part of any business. If your business is facing any one of the above issues, then it might be time for you to bring in the experts for the job. Hiring the right B2B appointment setters can help you focus on your main objectives and achieve them.

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Some of the key benefits of hiring their services include:

  • These can help your business identify your target audience
  • They can generate more sales opportunities for your business
  • It can help in creating brand awareness amongst the customers
  • B2B appointment setters have the right reporting tools to help improve your business
  • They can easily pinpoint the pain areas of the customers and come up with a strategic plan
  • They can help you save on time as you get more time to focus on achieving your business goals

Appointment setters work diligently to convert leads into qualified prospects. They will set up an appointment with your prospective lead, explain in-depth about your products and services, and how these can benefit them in the long run.

They will be prompt in answering all the queries of the clients and based on their discussion will be able to gauge the interest of the client. If they feel that this is a genuine lead, they will go ahead and share the lead with your sales rep to take it forward.

Conclusion

B2B appointment setters are indeed a valuable part of any sales organization. When the leads generation is in the right hands, you can rest be assured they will be an increase in both your business efficiency and revenues.

About the author

Su Kim