Setting B2B Appointments - Which is better? The Internet or the phone?

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The question is: which is better to set an B2B appointment, the phone or the Internet?

The phone always was and always will be the best way to set an appointment with a decision maker. There are a lot of things neccesary to succeed in setting the appt. ie., Your atttitude, yours and the prospects voice inflection, volume etc. the presentation to go on & on & on............

Will continue on with this discussion shortly, but in the meantime: what's your opinion and any War Stoies?
#attitude #phone leads #sales #sales and marketing #sales training
  • Profile picture of the author whateverpedia
    Simple answer - whichever way your clients want to do it.

    Offer a range of options, and let them choose which is best for them.
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    • Profile picture of the author dowitnow
      Like your username. The name of our company is Whatever It Takes. But I've got to ask. If one is just statring out in sales and hasn't developed the experience to research HOW the prospect likes to set the appt. do we call them or email them and ask "How do YOU like to set the appt.?"

      Of course not. Keep in mind the prospect and/or customers' inbox is LOADED with 'NEW MAIL." Therefore they will probably DELETE anynew mail from someone they are not familiar with.

      There is a science to setting up an appt by phone.

      A quick example of what 99% of appt setters start the conversation with is "How are you today?". This is the BIGGEST mistake we can make when staring a phone presentation.

      This is just one small example of why setting an appt by phone is the best method. There is absolutely now way we can START to build repoire if we use the Internet.
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  • Profile picture of the author thunderbird
    When the prospect likes you, they'll look for an excuse to do business with you. Yes, I speak from experience. What will make them like you? People generally perceive you to be a charming conversationalist if you let them do most of the talking. Just silently steer the rudder.
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    • Profile picture of the author dowitnow
      Exactly T-Bird. Get them talking about themselves. Most people would rather talk about themselves instead of the 10 most important people on the planet.

      Ask open ended questions that are designed to gather information.

      The best one I've always taught was: "How long have you been doing this?, followed up by: "What made yo get into this industry?"

      The 2cd one will give you info like "My father or Uncle started it" which COULD mean Dad or Uncle is still involved and may be the REAL decision maker.
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      • Profile picture of the author bsummers
        Appointment setting via phone will always be a big contributing factor in the success of the businesses that are into it. It's cost effective and can reach your client anywhere in the globe. Appointment setting is a much more alike to social media. There are tricks that you need to know in order to get it done properly. Yes, it's tough, sometimes there are objections and as an appointment setter you must know how to handle objections.
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        Need help in LEADS for your business? Ask me on how to generate qualified and targeted leads from appointment setting and lead generation campaigns through calling, social media and email marketing.
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