Category Archives: Appointment Setting

How To Check If Your B2B Appointment Setting Plan Will Succeed?

How To Check If Your B2B Appointment Setting Plan Will Succeed

Making plans are important. There is no substitute in marketing for a good business plan.

The problem here is in the carrying out part of the plan. You see, in today’s ever changing business environment, the B2B appointment setting plans you made today may not be a relevant plan tomorrow. If you want to be successful in your marketing activities, you have to know where exactly you should start your campaign.

Actually, the success of your marketing efforts would be dependent on your ability to evaluate the soundness of your plans. If you see anything wrong in the initial stages, then you can change it quickly. That would save a lot in terms of time and money that you would have to invest.

Here are some questions to serve as your guide:

Will you do everything you can to get your sales leads to make a purchase?

You see, if you believe that what you have is precisely what your market needs, then you would do everything within your power to make them see the truth.

Without this conviction, you would not be able to sell your products or services as intently as you would have wanted. A good marketer would know how to sell the products with the confidence and conviction that will be felt by the other side.

The question here is, do you have that conviction for yours?

Related: The True Definition of “Engagement” in B2B Marketing

Have you talked to stakeholders about your plans?

Sometimes, a little nitpicking with the other people in your company will lead to some interesting conclusions. The most important part is the alternative viewpoint.

You know that it is important to get more B2B leads coming your way, so you would want to make some really good plans to achieve that goal. But, equally important, is that you consult the others, like those in your telemarketing or promotions team. They might give you some ideas on how to properly carry out your objectives. It helps to ask a different on how to solve a problem you are dealing with.

You just need to ask.

Have you considered licensing the idea?

No good plan goes unrewarded, so to speak.

Even if you have no means to carry out your plans for your own business, but you do have a working model for it, why not try putting a license on it and let others do the task. For example, you are a small mobile applications provider, but you want to enter a really big market. You do not have the means to do that on your own. So, why not ask the help of bigger distributors?

Let them sell your products for a price, so you can concentrate on what you do best: making excellent mobile software applications for other businesses.

Have you contacted retailers and other distributors about your product?

If there is demand, you can certainly provide the supply.

And you can only know that if you ask distributors and other outlets if they are willing to carry your merchandise. If they say yes, then good for you. If not, well, you did ask. You might get some ideas for a better offer.

Just some ideas to help with your B2B lead generation plans.

Related: Is B2B Lead Generation really just about the numbers?


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.