In our last blog B2B Lead Generation Tips: How to make your lead generation campaign successful? Part II, we discussed some basics of prospect list development and importance of lead qualification.
Today we will discuss important aspects of appointment setting on a cold calling list and how it can support the B2B lead generation process.
How aMarketForce Enhances Your B2B Lead Generation and Sales Success
The main purpose of the B2B tele-calling is to set an appointment with a potential client that may lead to lucrative sales. If you are calling on a list of cold contacts then it is important to prepare before the call. Tele-callers should look for points (like probing and challenging questions) to make rapport with the prospect – decision makers. A website is a key source for valuable info like press releases on product launches, appointments, or funding news. Also, it’s important that reps are prepared with basic answers for gatekeepers. Gatekeepers are not your enemies and have lot of information.
Make sure tele-callers clearly identify all stakeholders and decision makers so they can prioritize effectively. Script should include probing and challenging questions which can help provoke prospect or help in building rapport. They should also be provided with list of important potential objections. Qualifying questions should be phrased in the script to avoid making prospects feel uncomfortable.
You shouldn’t be too pushy and force your prospect to make the decision on first very call. Always confirm the prospect’s correct email and direct phone number when they request more information. Regular follow-up with warm prospects is crucial, as tele-calling relies on long-term, reliable communication.
While setting appointment with you prospect, make sure that the sales team is available on the suggested date and time. Send a calendar invite with call details to the prospect and a reminder email a day before the call. All these small points can make a huge different in your appointment setting process and making your lead generation campaign successful.
In our next blog post we will discuss aMarketForce’s lead nurturing and lead scoring services and how it can support the B2B lead generation process.
aMarketForce’s B2B lead generation services provide clients with reliable leads, while its marketing and sales teams qualify contacts to boost close rates. To know more about our B2B lead generation services email us at info@amarketforce.com.
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