Making (and keeping) B2B appointments isn’t easy. Wondering how to maximize your conversion rate? Here are a few strategies that help you gather more leads, build your sales funnel, and expand your business.
1. Get Right To The Point And Don’t Waste Their Time
First and foremost, be direct. State your name, what you do, why you’re calling, and ask about a meeting time that may work for the prospect. Nobody likes having their time wasted, and if you’ve got something to sell or offer a prospect, it’s best to tell them about it right away. Consider writing a short script that you can use as a reference. This will help keep you on track.
2. Don’t Just Rely On Emails – Create A Human Connection Over The Phone
You never know if someone is going to answer their email, or if your message will get caught in their company’s spam filter. Emails are great, but phone calls are often more effective. 82% of buyers say they’ve accepted a sales meeting after a connection that started with a phone call.
In a phone call, you can start creating a relationship and have a two-way conversation – which is often more effective than just having someone read a sales email. This can lead to better conversion rates right away, or enhance your relationship with a lead and boost your chances of converting them later.
3. Do Your Research Before You Make Contact With A Lead
If you know what your lead’s company does, who their audience is, what their particular role is at their company, and the pain points they're likely facing in their industry, you’ll have a much easier time engaging with them.
This is particularly important in a B2B setting – people expect you to understand their business. If you don’t, why would they bother partnering with you? Arming yourself with a bit of knowledge reduces your chances of getting rejected, and is sure to boost your conversion rate when it comes to B2B appointment setting.
4. Follow Up With Leads To Make Sure They Keep Their Appointment
People forget about appointments all the time. So make sure you follow up after you get an appointment confirmation. Ask to send your lead a calendar invite, so they can add it to their calendar and get notifications. More than 70% of adults use a digital calendar to manage their time, so this is a great way to keep your meeting on top of their mind.
If you want to be extra sure that your lead will attend your meeting, we also recommend following up and reminding them about your appointment the day before by email, SMS, phone, or whatever other method you feel is appropriate.
5. Make It Easy For Leads To Schedule Appointments On Their Own
Emails and phone calls are great, but what if someone wants to take the first steps themselves and schedule a consultation with your firm? If a lead finds your website, it should be easy for them to get in touch with you. Listing your phone number and email is a good first step but you should also consider integrating online scheduling tools into your website so that leads can schedule appointments on their own
Need Help Reaching Business Owners? Contact Us Today!
If you need help reaching potential B2B customers, Incept is here to help. We’re experts in B2B marketing and lead generation, and we can help you design a holistic, comprehensive solution that will bring in more leads, boost your sales, and grow your business. Contact us online or give us a call at (330) 649-8000 to speak to one of our experts, and see how we can help.