6 Reasons Prospects May Not Respond Well: B2B Appointment Setting Services

Michael Maximoff
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The reason why B2B appointment setting matters so much is that it gives brands an opportunity to get noticed, inform prospects about their solutions, and convince them to make a decision to buy.

Recognizing the huge importance of this process for the success of a B2B company, many brands invest heavily in creating their own in-house teams of appointment setters… and they often face a huge variety of challenges on their path.

According to the experts from specialized B2B appointment setting services, there are six key reasons why prospects may not respond well to your appointment setting efforts. Want to learn about each of them? Then read our recent blog post to see what your team might be doing wrong and change this to achieve better results!

Why Aren’t Your Prospects Responding? 

We all know that lead generation is one of the key elements of the sales process. Yet, knowing how to generate leads is just not enough for ensuring the success and prosperity of your business. Apart from filling your pipeline with lots of qualified leads, every efficient sales person also needs to know what to do with those leads next in order to close deals. That’s when the appointment setting steps in.

Setting high-potential sales appointments is surely hard. But, just imagine if there would be someone who can ensure that you generate lots of leads and that every sales appointment you set has a high chance of bringing you the desired result. Sounds too good to be true? Wrong guess. After all, that’s exactly what specialized B2B appointment setting services do!

Delegating this task to a professional appointment setting service actually makes sense if you look at all the possible benefits. Namely, professional appointment setting services can help you:

  • Boost lead quality;
  • Get more sales meetings in no time;
  • Discover qualified opportunities;
  • Save time for your in-house sales team and let it focus on closing deals, etc.

Due to these and many other reasons, outsourcing the B2B appointment setting often turns out to be a wise solution for businesses. Appointment setting companies can help you streamline the sales process and reach your short-term and long-term business goals with ease.

What Is Appointment Setting?

Long story short, this process literally implies getting in touch with your potential clients and scheduling a meeting with them. However, of course, that’s not the entire process. Before they can arrange sales meetings, every appointment setter needs to do a lot of prep work.

It all starts with analyzing the target market and creating the right ideal client profile. Then, it takes time to fill your sales pipeline with fresh leads through product demos, conferences, webinars, events, and other channels. After this, appointment setters spend time and effort interacting with potential clients to provide relevant information about your business, gauge interest, and answer all questions. And, only then, can they move on to leverage common tactics to schedule appointments.

While there is a variety of channels and tools that can be used for this purpose, an experienced appointment setter will typically leverage the following tactics:

1) Outbound Calling

The first way to get your sales program on the right track is by making cold calls through the list of leads you’ve shaped through prospecting. Cold calling enables appointment setters to determine the prospects’ interest and which potential clients should be moved forward down the funnel.

2) Answering Inbound Calls

Some of the most motivated and interested new clients may contact your company themselves. By responding to their calls, answering their questions, and providing them with additional information and sales material, an appointment setter can also set appointments rather quickly and easily.

3) Emailing

Finally, one more way to arrange a meeting with a particular sales lead is by reaching out to them via email. In emails, appointment setters can inform their prospects about their business and the solutions it offers. Then, when a prospect starts getting interested, they can schedule a meeting.

Each of these tactics has its own pros and cons. But, each is time-tested and proven to be effective. Thus, a professional lead generation company like Belkins will likely leverage all these tactics together to help you set more appointments and get the best results. Such companies can guarantee success, which is why delegating this task to outsourced appointment setting teams can be a wise solution.

Why Does Appointment Setting Rule in the B2B Sector?

Now that you know more about the essence of B2B appointment scheduling, it is natural to wonder why it matters so much for the B2B industry in particular. The answer may not lay on the surface, but it’s pretty objective.

The majority of sales managers are focusing on one single metric to track their teams’ success. They focus on meeting sales quotas. And this is a huge mistake.

Of course, meeting your company’s sales targets is important and, as we all know, it requires working towards improving and maintaining your brand’s relationships with its existing customers. However, while you focus on current customers, your pipeline is experiencing a drought as it doesn’t fill with new, high-potential leads.

In order to change this, B2B brands should distribute their focus evenly between maintaining old customers and acquiring new ones. And that’s where lead generation steps in.

With the help of lead generation, B2B brands can ensure a stable flow of new leads into their sales pipelines. Respectively, a larger number of fresh leads means a larger number of potential buyers. Thus, generating new leads directly affects the future profitability of the company.

Okay, but what about the B2B appointment setting? While lead generation lets you find potential customers, scheduling appointments with them enables you to get them interested and, hopefully, convert them into actual customers.

There are many reasons why this process is so important, particularly for B2B brands. First and foremost, it is one more opportunity to help prospects notice your brand.

Appointments enable you to tell prospects more about your business, explain what you have to offer, and gain trust.

A B2C brand can achieve all these goals without meeting its prospects face-to-face. But, for a B2B business, a personal meeting is the best way to build trust.

Finally, we have to mention that holding appointments is one of the most cost-effective ways to close sales. When talking to decision-makers in person, your reps have a chance to grab their attention better and convince them to buy from you. If you use, let’s say, paid advertising instead, it can take lots of time and money until you can get the same positive results.

As you can see, appointment setting holds lots of real value for B2B businesses. So, if you are not using it to its full potential, you are missing out on a whole range of opportunities!

6 Main Reasons Why Your Prospects Aren’t Responding: B2B Appointment Setting Services

If your in-house team was doing its best to help your brand succeed in setting appointments with qualified leads but faced lots of refusals, the chances are that there is something you are doing wrong. B2B appointment setting is a subtle art. It takes time, effort, and dedication to achieve real results in it. And, before you reach your goals, you have to be ready that your prospects may not respond well to your efforts.

To help you see what you might be doing wrong, the professional appointment setters from Belkins have outlined the top six reasons that can affect the effectiveness of your B2B appointment setting strategy:

  1. You Failed to Show That You Have a Solution to Your Prospect’s Problems

    First and foremost, you may face issues with scheduling sales appointments just because your sales reps failed to address the prospect’s problem effectively. Here is a thing — every potential customer you are trying to reach has certain problems and pain points. Be sure they know what their problem is. And your task is to recognize this problem and show that you have a solution during your meeting. If you fail to do this, most likely, the sales process won’t go any further.

  2. You Failed to Reach a Decision-Maker

    One of the key rules all B2B appointment setting services always keep at the core states that an appointment set with someone other than a person who makes decisions doesn’t count. Thus, if you fail to reach decision-makers, that might be the reason why your efforts don’t bring any results.

    It doesn’t necessarily have to be a business owner. But it has to be someone whose voice is highly valued in your prospect's business. Ideally, your sales reps should focus on arranging a sales meeting directly with a decision-maker. At the very least, you can hold a meeting with a stakeholder. But only if they can convince a decision-maker.

  3. The Lead Doesn’t Have Purchasing Power

    An inexperienced sales manager can expect that the fact that a prospect has agreed to a meeting by default means that they have the needed purchasing power. But, this is not a rule. Some companies may really have a determined intention to buy from you, but, if they are going through certain financial constraints at the time of your appointment, they will likely try to postpone the buying process. Such business leads aren’t very promising. So, your appointment setters shouldn’t be surprised to see such leads respond not too well to their efforts.

  4. The Lead Isn’t Looking for a Solution to Their Problem

    In the process of lead generation, your business will likely come across plenty of prospects who perfectly match your ideal customer profile and, thus, are expected to be interested in buying from you. But, for some reason, they are still not turning into customers. If that’s the case, it might be that a particular prospect is just not eager to solve their problem yet. Such leads can eventually buy from you. However, that’s the case when your team should rely on careful lead qualification.

    Remember that a lead who has clearly indicated that they need your solution, let’s say in a week or month, has more potential to buy than the lead who has a need for your solution but has an open-ended timeline. Respectively, the first one should be treated more seriously.
  5. The Lead Doesn’t Trust Your Organization and Isn’t Ready to Listen

    One more reason why prospects may not react well to your B2B appointment undertakings is that they simply don’t trust your brand enough. When there is no trust in your organization, a lead will naturally be unready to listen to what you have to offer. In this case, the core task for your appointment setters is to identify and understand the concerns a particular lead has and find ways to address them in a way that will help build trust.

  6. The B2B Lead Has to Be Beneficial for Your Future Profitability

    Sometimes, even if a particular lead responds well to your efforts and shows a real intention to buy, it can make no sense to invest more time into nurturing them just because their customer account is not beneficial for you in the long-term perspective. Professional appointment setters should always be able to identify whether a particular lead can be beneficial for your business’s future profitability. If not, it is important that you make a weighted decision on whether to go after that account or not.

The Bottom Line

While generating more leads may not be too big of a problem, what really gets challenging is getting those leads to schedule meetings with you and, eventually, turn into actual buyers. It takes time and lots of work to move every lead down the sales pipeline. And, as you can easily guess, many brands are facing a whole range of issues on their way.

For B2B businesses, it is neither new nor rare to see the efforts of their appointment setters go in vain. As you now know, there might be plenty of reasons for that. There can be a lack of trust, poor purchasing power, and many other problems that can make leads respond poorly to your efforts. But, there is a solution!

If you want to overcome all these challenges and let your in-house team focus on closing sales, then all you need is a reliable lead generation company by your side. With the help of a trusted business lead generation agency, your business can get plenty of high-value leads and appointments that have the potential to boost your sales. At the same time, your own team will gain more time for taking care of other important things.

Thus, if you feel like your current strategy is underperforming, don’t hesitate to opt for professional appointment setting services by Belkins, and you will never want to go back!

Michael Maximoff

Co-founder and Managing Partner at Belkins
Mike has more than 10 years of experience in the digital marketing and technology sector selling to SMB internationally. Michael leads Belkins' sales force and is responsible for biz development and new partnerships.