8 Appointment Setting Leveraging Strategies. More Prospects, Same Time.

8 Strategies to get more discovery calls from your B2B appointment setting efforts.

Your appointment setting efforts can be leveraged to generate many more leads, appointments, and accounts with virtually no additional effort or expense.

Same smiling. Same dialing. Many more qualified opportunities and new accounts.

Let’s set the common scene. You launch your appointment setting process with 10 newly identified decision-makers every day. 10 a day. 50 a week. 200 a month. 1,000 in 5 short months.

During the course of your call process, you will be dialing each of those companies 8 – 20 times. During those calls, you ask gatekeepers strategic questions to gather important information about products/services, decision-makers, purchasing volume, upcoming vendor reviews, and more.

As you make these calls, you are sending uniquely designed response devices. It may be an email, video, postcard, letter, lumpy mail… and leaving strangely formatted voicemails.

Here are the less obvious ways those efforts can be used to generate new accounts for you.

Table of Contents

8 little used ideas for more discovery calls

Don’t reference anything sent before.

1. Any response device used to lift a phone prospecting campaign should never reference the fact that you called them or will call them again.

Use of response devices must standalone economically

2. Any response device used must stand-alone economically. We measure the cost per inquiry or opt-in separately from the call campaign.

Work within 80/20

4. You identify the 20% of your targets that generate disproportionate results. We all know the 80/20 rule. 80% of our business comes from 20% of our efforts.

Well, when you call and identify the top 20% of your opportunities, you can target that high potential worth group with special campaigns.

Ability to launch campaigns to targeted niches

5. You can launch targeted campaigns to niches that are more responsive as they are more targeted.

Example: In the course of your calling, you identify 300 suspects that use service X, 400 that use Y and 250 that use Z.

You can now launch targeted campaigns to them with better results. Something that may not have been practical before the call campaign.

Identify the tire-kickers and dump them

6. You identify those whom you should never spend another nickel or minute on.

The flip side of identifying the larger opportunities is that you also identify the smaller opportunities. You can decide where to draw the line and not spend money or time where you are less likely to get results that justify the effort.

Great way to test. If it doesn’t work on a warmer list, it won’t work with strangers

7. Make your direct marketing more responsive and cost-effective. After calling you can be sure that 100% of your targets are qualified. Great way to test a direct marketing campaign. If it doesn’t work on a list that you have called and know the business potential of, it won’t work on a less qualified list. Great way to avoid squandering marketing resources.

Special sequences timed to vendor review dates

8. Launch special campaigns timed to the renewal of vendor contracts.

Hmmmmm… During the course of your calls, you inquire about the timing of contract reviews. You make note of the date in your contact manager.

Example: You identify 25 companies who review vendors in April. You decide in February to launch a targeted campaign to those companies.

You set up one process with master documents and launch your pre-programmed access campaign. You do this every month and continually tweak your process and master documents for greater success.

Because you are working with groups you are much more effective and efficient.

If you haven’t been leveraging your efforts in these ways… how much has it cost you?

Start now!

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