Appointment setting is one of the most important parts of the sales cycle. One has to be an experienced appointment setter in order to schedule a meeting with the company’s decision maker and push through with the sales process. Most companies prefer to outsource their appointment setting services so they can focus on closing deals with clients who show interest in their product or services; thus, resulting to revenue acceleration and increased sales.
What is Lead Generation?
Lead generation is often described as the marketing process of arousing and capturing the interest of a company’s target audience, which is geared towards a more developed sales pipeline.
Why is it important?
Change is inevitable. This is also evident with today’s buying process. With the fast turnaround of technology, business owners have to keep up and develop new ways of attracting clients; or else, they’ll be left behind.
Gone were the days when telemarketers mainly relied on outbound techniques and cold calling to advertise their products and find their way towards potential clients. While the competition in the market remains as tight, appointment setters has to innovate a new way to reach potential buyers and be heard through the noise. So, instead of focusing on email blast, cold calling and mass advertising, marketers should also center on making a presence by helping clients find your company and learn how to build a continuous relationship with these prospective clients.
Today’s buyers are wise enough that they resort to self-education. With the abundance of information, people become overwhelmed and gets better in tuning out the noise. These buyers tend to research about things that they are only interested in. Having said that, you need to spark a person’s interest by coming up with a mix of highly informative and entertaining contents. Additionally, these contents has to be distributed on the right channels; giving special emphasis to the company’s website, blogs and social media.
With the buyer’s aggressive role in the sales process, your role as an appointment setter is to build a constant relationship with these clients. This is a very important role as you’ll have to keep the client interested with the product or service that your company offers until such time that you have scheduled a meeting to further discuss the transaction and seal the deal.
Mind you, keeping the client interested does not only entail providing them with up-to-date information. Being a marketer, you’ll have to be enthusiastic even if you’re about to handle the 150th call. Keep the conversation lively. Well, no one would be interested to talk to a grumpy-sounding telemarketer.
So, explore a few options and find the most effective means that would best suit your company. With the continuous change in the sales cycle, you’ll have to be brave enough to explore new options. Be aggressive and bold enough to rise up among the competition. Spark the attention of your target market, maintain a constant communication and be prepared for your company’s fast advancement.