You can nurture a rose in your garden, and it may bloom
a little earlier and grow stronger, but you can’t make it grow in the middle of the winter. The same is true of appointments. Nurturing decision makers with the information they need to help afghanistan telemarketing database solve their problems can help them move through the buying cycle faster and strengthen their relationship with your company, but it cannot completely change their priorities.
If you push for an appointment too early
your sales team will end up being frustrated because there is no concrete interest. So if a prospect is not ready yet, don’t say, “how’s your schedule this week?” Ask him or her to schedule an appointment next month or quarter. Let the prospect know if something comes up; he or she can always reschedule. Of course, don’t go much beyond the next quarter….Too much can happen!
Qualify the Prospect and Set the Appointment
Make sure the prospect has the authority to buy, a need for your product, a budget if the solution meets the need and a timeline for purchasing. Then, if the prospect starts asking you more detailed questions about your product, indicating what he or she is looking for, painting a picture of his or her needs and challenges, and fishing for an estimation of price, it’s time to suggest a meeting! If you take the time to do it right, business-to-business appointment setting becomes a lot easier.
For information about how 3D2B can help you with business to business appointment setting, call +1 718 709 0900 or +39 06 978 446 60 (EMEA).