Converting a lead into a paying customer is a team effort. While highly motivated sales reps might be prepared to take on every step in the sales process all on their own, that doesn’t mean they should.
Every member of your sales team will have different strengths and weaknesses. Some might be great prospectors or lead nurturers, whereas others will be incredible deal-closers. It’s important to build your sales strategy around those strengths, and that’s why sales appointment setting is so important.
In this post, we’re going to be showing you why sales appointment setting services might be able to save you time and resources, and how to know whether or not it’s a good fit for your business.
Appointment setting is a stage in the sales process that involves qualifying and nurturing prospects before scheduling a final sales meeting with a different rep that will close the deal.
It works like this: your appointment setters speak to the prospects on your lists to introduce them to your company and nurture them to move them down your sales funnel. Once they express an interest in scheduling an appointment, they’re passed off to your closing sales reps.
At this point, they’re already very interested in buying thanks to the efforts of the appointment setter and very likely to convert, so your closing sales rep will have an easier time sealing the deal.
By putting an appointment setting process in place, you can ensure that your best deal-closers only spend their time on qualified leads that are interested in what you’re selling.
Appointment setting can be handled in-house by members of your team or outsourced to an agency like Abstrakt. The best appointment setters will excel in qualifying leads and be excellent prospectors.
Read more: What is b2b appointment setting?
So, how do you know whether appointment setting makes sense for your business? Here are some of the biggest signs you’re ready to implement an appointment setting process.
Table of Contents
1. You’re not closing enough deals
2. You’re not converting enough leads into prospects
3. Your sales team is stretched too thin
4. Your customer database is a mess
5. Your sales meetings feel like fishing expeditions
6. You’re spending too much
If your team is struggling to meet their sales targets, it might not be a problem with your reps – it could be a problem with the quality of your leads.
Some customers just aren’t going to be a good fit for what you’re selling and won’t buy no matter how convincing your reps are. It goes without saying that you don’t want your team wasting time on leads that aren’t going to convert to sales, but without an appointment setting process in place, they will be.
Appointment setting ensures that your reps only spend their time with qualified leads that are actually interested in what you’re offering and likely to buy, and don’t waste their time on those that aren’t.
As such, once you implement appointment setting into your strategy, you should see your sales close rate improve.
Building your sales pipeline isn’t just about attracting new leads to the top of your funnel, it’s also about converting those leads into prospects that are ready to buy.
If you’re struggling to nurture your leads to the point where they’re ready to speak to your sales reps before they leak out of your funnel, you could benefit from investing in lead appointment setting services.
Good appointment setters know how to get your prospects interested in what you’re offering and qualify them quickly. They can deliver your value proposition, handle customer objections, and identify their pain points to usher them down your sales funnel and pass them over once they’re ready to buy.
They know what questions to ask in order to find the decision-makers within a prospective account and put them into a nurturing cycle or qualify them straight away.
Your best sales reps should be focused on what matters most – closing deals. If they’re stretched too thin prospecting for new leads and wasting their meetings nurturing prospects that aren’t ready to buy yet, it’ll hurt your bottom line.
Not only that, but it isn’t good for morale either. Speaking to dozens of unqualified leads who aren’t interested is disheartening for your team, and low employee morale can badly hurt your performance. In fact, companies with high employee morale have been found to be 21% more profitable, and those that prioritize employee engagement improve sales by 20%.
Professional appointment setters can handle the nurturing part for you and move your leads through the sales funnel to free up your reps’ time. That way, they can devote their energy to what they do best – selling and closing deals.
Success in sales in 2021 starts with data. You need to have as much information as you can about who you’re contacting, why you’re contacting them, and why they might be interested in what you have to offer. That’s why it’s so important to maintain up-to-date and accurate customer data in your CRM.
If your CRM isn’t as tidy as it should be, it may be a sign that you could benefit from a professional appointment setting service. Good appointment setters know how to draw the information your sales reps need to close the deal from the prospects they talk to and log that information on your database.
An appointment setting service can also help you to better manage your customer data. They can eliminate duplicates, match and merge your lists, and prioritize and segment your leads.
One sure sign that you could benefit from appointment setting is if the first meeting your customers have with your sales reps often feels like a fishing expedition.
Your sales reps shouldn’t be wasting time gathering information about what your customers need – that should have already been taken care of by the appointment setter.
They should be fully prepared going into the meeting and armed with everything they need to know about the customer so that they can spend their time focusing on the real issues and solutions, and on closing the deal.
Sales appointment setting doesn’t just help you to close more deals and boost revenue, it can also help you to streamline your sales operations and cut down on costs. Appointment setting ensures sales reps no longer have to waste time collecting information, qualifying leads, and other tasks that cut into your ROI.
If you think you’re spending more than you should be on your sales operations, you might want to consider outsourcing appointment setting to an agency like Abstrakt.
By outsourcing, you don’t have to risk investing in unproductive overhead. You can scale your number of appointments set upwards without having to worry about searching, hiring, and training new sales reps.
If you think your business could benefit from appointment setting, the next step is to work out how to incorporate this extra step into your sales operations.
You have two choices: use internal members of your team as appointment setters, or outsource all appointment setting to an external agency so your reps can dedicate all their energy to selling.
There are many advantages to outsourcing. Here are a few of the main benefits.
First off, you can benefit from the expertise that an outside specialist agency brings to the table.
A good sales appointment setting provider will have specialist knowledge and expertise since prospecting is their core competency. Even if you think your in-house team is versatile and up to the task, they’re probably not going to have the same level of expertise if they aren’t professional appointment setters.
It’s also rapidly scalable. If you have tight deadlines for pipeline acceleration, you might not have time to recruit and onboard new staff. In this case, it makes more sense to outsource it to a third-party firm that can help you accelerate your pipeline rapidly.
Finally, it’s often more economical. Sales appointment setting providers like Abstrakt offer a complete appointment setting package for a fraction of the cost of a single full-time employee.
Interested in learning more about our B2B appointment setting services? Schedule a meeting today.