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  • Writer's pictureMichele Self

Call Reluctance in B2B Appointment Setting

It is a daily grind for the sales team to approach their prospects and set up appointments and there are days where they are pooped out! They can end up feeling an unwillingness and lack of confidence in the appointment setting task. Now, there is a great margin if you are able to attract a hefty amount of prospects and set appointments, but if you fail in setting them, you are setting a table for your competitors to jump in and swoop all the revenue up!


Maybe some individuals on the team have a lack of optimism and positivity, sometimes laziness heavily prevails which causes inefficiency in work. So what is a team to do?


Here are some useful DOs and DON’Ts that will create a sense of confidence and motivation.


DO establish a goal.

Set up new business targets and compare your old performances with your new business goal. Evaluate the improvements and amendments needed which will enable you to complete the number of fresh clients you require.


Devise a plan which will give you an estimate of the number of calls it takes to set an appointment as demanded by your new business goal.


DON’T wait for the right time.

If you wait for the right time to make appointments then you’ll lose the opportunity. Take full responsibility for the task and perform it regularly. Delete excuses and procrastination from your daily life and utilize your time to target your prospects eagerly.


Schedule your targeting efforts, preferably, in the morning hours or anytime between 1pm and 3pm Eastern. Consequently, you will get it done in priority without stretching and delaying it to days and weeks.


DO warm up leads with marketing tactics.

If you feel awkward in making a call and opening a conversation with the prospect without any reference, then you’ve got to build a base for it ahead of time. You have to do some homework before approaching a client which will enable them to have a general overview of you and your business.


Marketing tools and tactics can greatly help you in creating an impression that last. This may consist of emailing a helpful blog post or relevant ebook with a note stating that you will contact them in the coming days. This will mentally prepare them for your upcoming approach, as well as gives you an opening subject for discussion.


DON’T let “NO” discourage you.

For a salesperson, the probability of hearing a “No” is always higher than getting a “Yes”. Do not lose hope or your readiness with the fear of hearing a “No”. No just means, not right now.


Set your mindset up by preparing for a rejection and forget how many times you will fail. If you run into a “No”, simply try to bring your phone call to an end politely giving off a positive gesture. Even the most experienced of salespersons get a denial more often than an approval.


One way to improve your chances of getting a confirmation from a prospect is to call enough people because surely somebody is going to have a need for your expertise. Stay positive!


DO remember your goal.

Your primary target should be to achieve the number of appointments and confirmations that will assist you to get your sales numbers. Do not rush in getting every person agreed for an appointment. List down yours targets and keep it in front of you while making a call. Learning and memorizing them will keep you focused.


Greater the sales, more widely the business will fulfill its goals. Be hopeful through the process!


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