Category Archives: Appointment Setting

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.

Important Aspects of Appointment Setting Using Telemarketing Services

There are a lot of things that needs to be considered when a software company would like to gain bigger financial gains. First of all, the people working there has to bear in mind that the most import aspect in having a very successful business is to set face-to-face appointments so that the sales people can meet personally with a well-qualified prospect. When you say a well-qualified prospect, it means that warm and qualified leads like software leads or marketing leads were generated and were nurtured.  This is just one of the reasons why a lot of software companies are always on the lookout in hiring new people to become their professional appointment setters or telemarketers and do face-to-face appointment setting services round the clock.

By employing telemarketers, it will remove all the hassles of cold calling and appointment setting and instead of calling people at random, targeted call lists can be created and names of persons and companies can be plucked out right from those lists so that software companies can save time, money, effort and even humiliation in talking to the wrong people at the wrong time with the right product or services or talking to the right people promoting the wrong type of software products and/or services.

But, the question is, can a company do all of these things at the same time?  Everybody knows that these software companies are always burying their heads trying to come up with newer software programs that specific companies would need to address specific needs, concerns and issues. For instance, an accounting company would like to have a customized type of accounting and financial software that is tailor-fit to their needs. So, if a software company gathered and generated qualified leads for that accounting firm, they should try to develop one that’s fit for that company and, at the same time, do telemarketing and call up the decision maker and tell him what they have in store.

This is going to be very challenging for a software company trying to do everything at the same time. Sometimes, there is a possibility that they will compromise one task from another and that can compromise everything. To prevent this, some other software companies will get in contact with a b2b telemarketing company and let the professional appointment setters or telemarketers do the job of appointment setting and generating and nurturing qualified leads for them.

Nowadays, all almost sales person of software companies is aware of the fact that a well-qualified prospect can quickly turn into a paying consumer if they can come in front of them and, of course, before doing that, they have all the information about that prospect so they can learn what their needs are and present the right software solution and outsourcing to telemarketing firms will really help them not just earn higher profits but they can also save time, money and effort.