What to Do after Lead Generation: The Ins and Outs of Appointment Setting

Every company wants to grow, and the best way to do that is by securing new clients. New clients mean new revenue streams and an ever-expanding network. The best way to secure new clients is to generate viable leads and convert them, but what does that even look like? Anyone can generate leads, but knowing what to do with those leads is what actually closes deals. Lead management is crucial in this process, and the major turning point in closing a deal rests in the appointment setting. 

What is Appointment Setting?

As the name suggests, appointment setting is the process of scheduling appointments or meetings with potential clients to get the ball rolling. Up until this point, the potential client may not have even heard of your company. In other cases, they are familiar but have not made first contact yet, instead of relying on maintaining interest through more passive means, whether it be emails or website visits. Appointment setting is the first step in actually speaking to a prospect, usually over the phone or a video call. 

The process of appointment setting is fairly simple, you need only go through the list that your lead generation team has provided and schedule meetings with as many viable prospects as you can. From there, the salesperson takes over and will eventually have a chance to talk with the prospect. 

Boost your sales meetings with potential customers with the help of our proven appointment setting approach.

The Importance of Appointment Setting

An appointment setting is crucial in converting leads into customers. Just like many other aspects of the lead management process, appointment setting keeps your company at the forefront of the prospect’s mind.

At this point, perhaps your team decides that they are not a viable lead, and you can dedicate your time and resources elsewhere. On the other hand, perhaps the appointment goes well, and you are able to determine that the prospect is receptive to a potential. With this information, you can cater future material to the prospect’s interests and increase activity, or even close a deal right then and there. 

How to Set Appointments

You need to engage with your key prospects across multiple channels, tailoring your outreach based on their activities. You have options across multiple channels to engage clients, such as email, phone, social media, or web services, which can all be used to deliver appointment-setting touchpoints based on their interests.

Email 

You can use email to warm up your prospects and familiarize them with you and your services. Usually, multiple emails are sent throughout the campaign, and as a prospect engages more and more, you can suggest meeting to discuss in person or over the phone.

Phone

Calling prospects is a great way to secure an appointment. Calling can be more personal and flexible, since a conversation can happen one on one and in real time. Ultimately, the call provides a perfect opportunity to lead into a followup conversation with the prospect.

Social

Social media runs the world, and by having a social media presence you enhance your campaigns online visibility. 

Visit Callbox to learn more about appointment setting.