Let’s talk about some of your mistakes.
Don’t run away! Let’s speak about how to avoid the unintentional errors you make while scheduling B2B appointments.
There are many different B2B appointment strategies to learn and keep up with, but knowing how not to drop the ball is just as important.
It will be easy to develop your own approach to avoid the frequent appointment setting mistakes that others have made if you are aware of them.
That way, you can concentrate on improving your appointment-setting strategies and nurturing activities — basically the stuff that gets you a paycheck.
When scheduling B2B appointments, avoid these blunders like the virus if you want to see more paydays.
1. Keeping Track Of Client Changes In Your Head
You have long days ahead of you. You (ideally) speak with a large number of prospects. So, maybe you, to save a few pennies here and there, you ignore your customer relationship management (CRM) data.
You convince yourself that you’ll remember everything and take notes afterwards; no harm, no foul, right?
That’s not the case. According to a blog post from Exclusivecalls, “outdated CRM records [are] one of the key reasons why sales agents lose opportunities to fix meetings.”
It may appear that you’re freeing yourself from the duty of nurturing leads through the sales funnel, but make no mistake: failing to update CRM data while engaging prospects is a B2B appointment setting mistake you don’t want to make.
Here’s what you should start with: During every B2B appointment establishing call, add notes to a CRM profile. Keep track of how much more prepared you are for the call and how equipped you are to offer tailored pitches.
2. Targeting The Wrong Audience
Mistake number two: You’re targeting the wrong audience.
I’m sorry to break it to you, but having a busy schedule of calls means nothing if they don’t result in a significant amount of revenue.
When you engage unqualified leads that don’t fit your desired customer profile, you’re wasting time that might be better spent setting meetings with qualified leads (Marketing qualified or Sales qualified) who will purchase.
(Plus, while you’re making calls for the sake of making calls, your rivals are getting a free ride on the qualified leads you could generate. No bueno.)
Before you dial, do the following to have more successful interactions when establishing B2B appointments:
- Create a detailed customer profile and do market research to learn more about your target market.
- Create marketing material that speaks directly to them.
- Implement appointment-making software that qualifies leads before you meet with them.
3. Using Time-Consuming Tools
In any case, how do you schedule appointments anyway?
Avoid utilizing CRM or appointment-setting systems with insufficient built-in capability if you wish to follow the best practices of B2B appointment-setting procedures.
Trust me when I say that the lack of customizability and accuracy prevents you from scheduling more new B2B meetings than you think.
Take the effort to locate a sales interaction platform with appointment-setting unique capabilities that can assist you in the following areas:
- Call the next-best lead based on your criteria (and follow up with them automatically!)
- Using logical branch scripting, you may avoid objections while staying on topic.
- Leads who aren’t ready for an appointment should be nurtured.
- Set appointments in the next available calendar time window automatically.
- Keep track of sales, Leads quality, and rescheduling requirements, among other things.
That’s not all; select the perfect platform, and B2B appointment scheduling will never be the same.
4. Keeping Them On Their Toes (But Not In A Good Way)
“When booking an appointment, new clients want to know what to anticipate and what they’re agreeing to,” AppointmentCare writes in a blog post.
It appears to be a no-brainer, right? You’d be surprised at what you’d find.
Unfortunately, leaving your prospects hanging without the information they want is a typical B2B appointment scheduling mistake:
- An in-depth description of the services or goods you provide. (Duh.)
- Costs connected with actions taken after making an appointment.
- They have prep work to do before their next visit.
Also, always ask your prospects what they want to know; otherwise, they may lose interest in your bad communication skills and go on to the next vendor.
Consider yourself a buyer. Don’t you want to know what you’re getting yourself into before you make a commitment?
5. Oof – Deafening Silence In The Event Of Client Feedback
Unless your product sells itself, in which case… where can everyone purchase your money tree? Doing business without requesting client input doesn’t work out for anybody.
“Feedback is the breakfast of champions,” stated Ken Blanchard, a business strategist and leadership consultant.
The sooner you realize that client feedback is critical to meeting your B2B appointment-setting objectives, the sooner you can put user ideas into action to enhance your abilities and streamline your operations.
In the end, acting on their advice keeps your consumers satisfied. Also, keep in mind that happy consumers are loyal customers.
6. Setting Up Appointments In (Dis)organized Chaos
The same guideline applies whether you’re doing your own B2B appointment setting or heading the position for your sales team on your own – there are no shortcuts here.
Rule: Instead of going commando, develop a repeatable method to better handle the critical elements of a customer’s visit once it’s been scheduled.
“Details might get lost or forgotten if you don’t have a clear procedure in place, and your consumers will be upset.” You must take care of your clients if you want to keep them — not merely attract a continual supply of new ones,” says Larry Alton of Small Business Trends.
Take notice of this B2B appointment-setting strategy: After a customer schedules an appointment, make sure the information is correctly documented, examined, and handled by the appropriate personnel. When it comes to B2B appointments, there are a lot of moving factors. Expect mix-ups, overlapping appointments, and disgruntled clients if you and your team don’t have your sh*t together.
It’s a good thing there are scheduling software systems to keep track of all those moving pieces for you… just saying!
Tired of no-shows and canceled appointments? Get in touch with us to see what you’re overlooking about how today’s customer operates, the best way to schedule appointments, and more.
Vikas Bhatt is the Co-Founder of ONLY B2B, a premium B2B lead generation company that specializes in helping businesses achieve their growth objectives through targeted marketing & sales campaigns. With 10+ years of experience in the industry, Vikas has a deep understanding of the challenges faced by businesses today and has developed a unique approach to lead generation that has helped clients across a range of industries around the globe. As a thought leader in the B2B marketing community, ONLY B2B specializes in demand generation, content syndication, database services and more.