Category Archives: Appointment Setting

Keeping Cool During Lead Generation Hiccups In Australia

Keeping Cool During Lead Generation Hiccups In Australia

Let us face it, not everything you plan or do for your B2B lead generation campaigns would turn out perfectly all the time.

Sometimes, you just have to learn how to deal with the hiccups that comes once in a while.

These may happen rarely, but during those times that they do, and you are so not prepared, be ready to lose B2B leads in the end. Remember, you have to make a positive first impression with the people you network with. They are the ones who will decide whether they will buy or sign up to your offer.

Related: Richard Branson on How To Effectively Generate B2B Leads

You need to be at your best. And here is how you will do it:

  1. Practice makes perfect
    When you keep doing something again and again, it becomes practically impossible to be left tongue-tied in your presentation. As long as you drill the details in your head, you can easily recall them when you need it the most, like when making a B2B telemarketing call.
  2. Rework the details
    Memorizing stuff is great, since it is like engraving the facts on stone. But to be sure you know everything inside and out, it might be good to try rearranging the details. Good exercise for the mind, as well as a sure-fire way to keep things properly fastened in your head.
  3. Create ‘what if’ situations
    Being prepared meant anticipating any situation that may arise during your B2B appointment setting campaign. Think of what might happen, like a busted microphone, misplaced slides, wrong set of brochures, etc. Then plan contingency measures for those instances.
  4. Visualization is the key
    Try imagining the things you will do during the presentation. Imagine how you will act in front of the audience. This little exercise would be a good way for you to keep calm and being prepared (without actually experiencing these situations).
  5. Get back-up plans in place
    When I say back-up plans, I really meant back-up plans. When your initial networking strategy fails to get you sales leads, use your next set of plans. It does not hurt to have something at the ready in case things go wrong.
  6. Learn from close calls
    During all those times when you almost blew the deal, surely you have felt relieved that you were able to save it. But have you ever taken a step back and wondered what you could have done better at the start. A little self-examination would be very useful for future reference.
    Related: Communicate Well And Start Generating Qualified B2B Leads
  7. Repeat all the time
    Practice, study, and planning are simple tasks you can do every day, but for you to do just that for a long time, well, some of us are guilty of slacking off. Word of advice? Do not stop. Only by constantly honing your craft will you perform flawlessly during networking and lead generation campaigns.


Building networks and meeting up with potential B2B leads is not really a great challenge. You just need to brush up and practice with your B2B lead generation skills.


A Closer Look At A Sales Lead’s Mind: An Australian Perspective

A Closer Look At A Sales Lead’s Mind An Australian Perspective

When we want to sell something, we want to be sure that we appeal to the sentiments of our business prospects.

Now, we all know just how hard that can be. That is why we often ask them a lot of, pretty much, personal questions. This is what makes all the difference for our B2B lead generation campaigns. Just imagine just how complex that is if the market we want to work on is based in Australia.

What do you think runs inside the minds of your sales leads?

This could very well be the one advantage that you could have to get them to turn these prospects into a closed deal.

So, what do you think are business prospects asking themselves?

  1. “Should I do business with him?”It is a warranted question, since this raises the issue of our capabilities.

We may be a big brand or a well-known company, but if you cannot truly represent your business and your ability to deliver what you promise, then you will not get their deal at all. You have to be really good at your articulation in this case, if you want to get their attention.

  1. “Should I do business with this business?”Basically, this is all about your brand, your identity, of your company.

It is about influencing your prospects to do business with you. You need to keep the integrity of your company intact. In other words, you have to clean up your act, deliver what you promise, and give your company credit when credit is due. It is all about keeping clean.

  1. “Will they offer something I want or need?”You know that a business can only sell if you can offer something that your B2B leads prospects will need to make their lives easier.

You need to show them just how your products or services work, how it will solve their problems, as well as the other benefits that they can enjoy if they purchase or sign up with you. You might want to train your B2B telemarketing team well on this regard.

Related: How To Make Sales Leads Spend More On You

  1. “Will the value being presented meet my expectations?”Simply speaking, will the returns for the initial investment be significant enough for a deal to happen?

You know how hard it is to raise money, and that new investment can only be made if there is assurance of profit later on. With out on, you will not be able to make a sale. Your appointment setting team needs to be prepared to answer such concerns.

  1. “Shall I make the decision now?”How you convey the urgency of your offer matters a lot here.

You see, business prospects rarely make an immediate purchase decision. More often than not, they will wait things out and see if they still have a need for your offer later on. That would not be good for your business. That is why you should work on creating urgency in your sales repertoire.


Now that you know what are most likely running in your sales leads’ prospects minds, I am sure that you can work on a better B2B lead generation plan.

Go Beyond The Usual In B2B Lead Generation

Go Beyond The Usual In B2B Lead Generation
These days, it is important to keep up with the market trends. Considering how quickly things can change in the market, you really have to be constantly on your toes. 

That is the key to surviving.
This is also the same situation with B2B lead generation campaigns. You have to go beyond what you usually know and do in finding, generating, nurturing, and converting B2B leads.Being good enough is not good enough anymore.If you want to be successful in your marketing campaigns, you have to do better than that. The nice thing about this is that there are ways to achieve that.

For starters:

  1. Empathy
    Yes, we have all heard this all the time, but too many of us involved in the B2B appointment setting game tend to forget developing our empathetic side. Remember, you want to establish a relationship with your prospects. Try putting yourself in their shoes.Related: The Eight-Point Communication Strategy For Better Appointment Setting
  2. OwnershipBe it a problem or an issue faced by customers, even if this is not your fault, you still need to take ownership of it. Letting the customers know that you are in control of the situation will show them of your responsibility and care.
  3. Follow-up 

    When conducting business or telemarketing transactions, make it a point that you properly follow-up any call that you make. It is all about being punctual and responsible for the time you gave.

  4. FairnessWhen doing business, always make it a point not to give preferential treatment on some customers. Being a biased businessman will not do well for your sales leads effort, ultimately ruining whatever chance you have in making profitable sales in the long term.
  5. BalanceBeing in business is walking the thin line between making a profit and providing a service. Striking that right balance of helping your customers and reaching profitability targets of your company is a must.
  6. ExpertiseFor what reason should customers believe whatever you say? If you become the expert of your industry. Study your business well, participate in online forums, publish articles and books, etc. There are a lot of things that you can do to show your knowledge.
  7. Recommendations 

    There will be times when you just have to back away from a business deal, especially if you have no way of providing what the customer needs. Really, it will not hurt you to point these customers to other businesses. At least you are providing good customer service.

  8. SpontaneityUsing a calling script is useful for B2B telemarketing campaigns. But you should only use this as a guide. Be natural and spontaneous in your business discussions. Your prospects would appreciate that.

    Related: Six Steps To Effective B2B Lead Generation


To tell you the truth, the secret to a successful telemarketing campaign rests on your capacity provide excellent customer service. Without it, building a positive relationship with customers and prospects will not be possible.Think of it as a necessary marketing investment, one that has better returns for you in the long run. Just give this a try.