Many clients want to stop cold calling altogether and replace it with a more automated, efficient & profitable lead generation strategy. Here’s how.
Prospecting is the first step in the appointment setting process. The sales team must find potential leads and qualify them to ensure that they are pursuing the right business opportunities.
1. Do Your Research
When it comes to appointment setting services B2B, focusing on research is the first step. It’s essential to understand your target market so you can effectively identify potential clients and communicate how your solution will help them achieve their business goals.
During the call, focus on the client’s problems and how your solution will solve them. Brian Tracy, famous marketing guru, suggests that this is one of the best cold calling tips for salespeople.
You can personalize the experience by doing a little research before you dial, such as looking up their LinkedIn profile and finding out more about them. This will make them feel like they aren’t getting a generic sales pitch and will give you an advantage over your competitors. Also, be sure to allow your prospect to choose the time of their appointment with you – it will make them feel more involved. This can be done using a scheduling tool that allows your prospects to choose a meeting date and time that works for them.
2. Create a Strong Introductory Pitch
The goal of a cold call is to get a prospect’s attention and secure a time on their calendar. If you’re calling an executive, it’s critical that your introduction is compelling enough to get them on the phone. Start with a personal introduction, and then focus on their business challenges that your product or service addresses.
It’s important that your pitch sounds natural and doesn’t sound rehearsed, which is why it’s a good idea to memorize a general outline or key points of your speech. However, you’ll need to adapt the speech for each person and their specific needs.
Be careful not to sneak in features or benefits as you’re making the initial contact. Focus on establishing that your solution is the hero that will solve their problem. Make sure to avoid jargon or industry terms that may alienate them. Instead, use words and phrases that are more familiar to them. Try referencing things like their current invoicing process or challenges related to subscription billing.
3. Ask for an Appointment
Whether you’re contacting people over the phone or via email, asking for an appointment politely and professionally is key to getting the response you want. It’s important to give them a wide span of time to choose the date and time that fits their schedule. This will help them feel like you’re not imposing on their time and that you understand how busy they are.
In the email, begin by stating who you are and why you are contacting them. Then, ask for a meeting and explain how it can benefit them. This will make them feel valued and increase the likelihood of a positive response.
If you’re unable to meet on the selected date, send a quick email apology and offer alternative dates. This will prevent a back-and-forth over multiple emails, which can annoy the recipient. It’s also helpful to include a business signature with your appointment request email to give it more credibility.
4. Don’t Give Up
Cold calling is a staple in most salespeople’s prospecting arsenal, but that doesn’t mean it’s the only way to get more appointments. Using an automated appointment funnel can be much more effective than cold calling and still provide an excellent return on investment.
Incorporate a personal touch into your call – If you notice your prospects in the news or on social media, or have something in common with them, make a point of finding out and use it as an ice breaker. This will show that you care about your prospect and can make the call feel less like a sales pitch.
Give your prospects a choice – When it comes to scheduling, giving your prospects the option to pick a time they want can make them feel more involved and invested in the meeting. Using an appointment booking tool like Harmonizely can be a simple way to do this. Just send a link to your prospects and they can choose their preferred appointment date and time.