When you arrive at the appointment setting stage, you will be confident that your sales target is primed, interested and ready to accept your appointment proposal. But how do you ensure the appointment is booked? Here are some quick-fire tips for success.

1. THE ART OF APPOINTMENT
SETTING: TIPS AND TRICKS
FOR SUCCESS

3. The ground work associated with
booking knockout sales meetings, starts
in the lead generation and nurturing
phases of the process.
When you arrive at the appointment setting
stage, you will be confident that your sales
target is primed, interested and ready to
accept your appointment proposal.
The business prospect will at this
point, be a hot lead that just needs
the right guidance to convert
interest into a sale.

4. But hold on...
B2B is usually more complex than selling to
customers, therefore there are a few banana
skins to navigate.

6. To offset all these potential banana skins, we have outlined some tips
that will allow you to secure as many lucrative sales calls as physically
possible...

7. Do your homework
Do your homework
Preparation is vital for appointment setting.
Demonstrating confidence and showing that you are
knowledgable about your industry will put any tension at ease.
Anticipate your future clients' concerns, hesitations and objections.
It’s not your job to blow the prospect away on this call, but it can signify
the start of a relationship, and a chance to make a great first
impression.

8. Be professional, not robotic
Be professional, not robotic
You will have a script that will form the basis of your call, but
you need to be able to react well to how the conversation
moves.
Use some persuasive language, but be careful not to overdo it.
Show your commitment by asking targeted
questions and listening attentively.
Take notes from this conversation, you never know what extra information
you might ascertain from it.

9. Timing is crucial
Timing is crucial
Be considerate of your prospects' time when calling to schedule an
appointment.
Always ask if they have time to talk, and that you’re not of any
inconvenience.
You’re much better off repeating the call at a better time, however
frustrating it is, than irritating your future client and putting them off your
business altogether.

10. It might take a while, be persistent
It might take a while, be persistent
Appointment setting will take time, there’s no way around it.
Once you have defined your targets, show consistency in your attempts to get
through to them.
You should use every avenue that you can to get through to them. Call, email or
leave a voice message to encourage them to agree to a meeting.
Markets change, and so do the needs of any given prospect. A negative response
today can easily turn into a “yes” within a few months.

11. Referrals, referrals, referrals
Referrals, referrals, referrals
Referrals are important when it comes to B2B appointment setting.
This is because people tend to transfer their trust for the referrer
to the person referred. They feel like they know you, which
provides a huge advantage.
You can obtain referrals from your network of colleagues, business
associates, and friends. You can also leverage any relationships
you have within a prospect’s organisation.