While B2B appointment setting is an incredibly effective way to grow your business, unfortunately, many companies don’t know the steps to take to have a sustainable program. To have a successful appointment setting program, your appointment setters must:
Prospect: During the sales prospecting process, sales teams find potential business opportunities. Whether you decide to find prospects on social media or through a database, this is how outbound leads enter the appointment setting sales pipeline.
Qualify leads: When sales development representatives (SDRs) call prospects, they must practice lead qualification. This is to ensure they’re only pursuing and setting appointments with leads that meet your ideal customer criteria.
Nurture leads: Lead nurturing is a crucial component of B2B appointment setting. It builds top-of-mind awareness and reminds the potential client that you haven’t forgotten about them or their business.
Set appointments: Lastly, setting appointments is the final step of the B2B appointment setting process. This allows your internal sales team to present a customized pitch to the prospect and convert them from leads into long-term customers.