Making (and keeping) business-to-business engagements is difficult. Do you want to improve your conversion rate? Here are a few tips to help you generate more leads, strengthen your sales funnel, and grow your business.
1. Get To The Point Quickly and Don’t Waste Their Time
First and foremost, be straightforward. State your name, what you do, why you’re calling, and inquire about a possible meeting time with the prospect. Nobody likes having their time wasted, so if you have anything to sell or give a prospect, tell them about it immediately. Consider drafting a brief script that you may use as a guide. This will help you stay on track.
2. Do Not Rely Solely on Emails; Make A Human Connection Over The Phone
You never know if someone will respond to your email or if it will be trapped in their company’s spam filter. Phone calls are typically more successful than emails. 82% of buyers indicate they accepted a sales meeting following a phone conversation connection.
A phone call allows you to establish a relationship and engage in a two-way conversation, which is typically more beneficial than simply having someone read a sales email. This can result in improved conversion rates straight away, or it can improve your connection with a lead and increase your chances of converting them later.
3. Perform Your Research Before Contacting A Lead
You’ll have a much better time interacting with your lead if you know what their firm does, who their audience is, what their specific function at their company is, and the pain problems they’re likely encountering in their field.
This is especially critical in a B2B situation because people want you to understand their industry. Why would they bother collaborating with you if you don’t? When it comes to B2B appointment setup, arming oneself with knowledge decreases your risks of rejection and increases your conversion rate.
4. Check in with Leads To Ensure They Keep Their Appointment
Appointments are frequently forgotten. So, once you’ve received an appointment confirmation, make sure you follow up. Request that your lead receives a calendar invite so that they may add it to their calendar and receive notifications. Because more than 70% of individuals use a digital calendar to manage their schedule, this is an excellent approach to keep your meeting at the forefront of their minds.
If you want to be extra confident that your lead will show up for your meeting, we recommend following up and reminding them about it the day before through email, SMS, phone, or any other way you deem acceptable.
5. Make It Simple for Leads To Book Appointments on Their Own
Emails and phone conversations are excellent, but what if someone wants to take the initiative and book a consultation with your business themselves? If a lead discovers your website, it should be simple for them to contact you.
Listing your phone number and email address is a good start, but you should also think about including online scheduling capabilities on your website so that leads may arrange appointments on their own.
Also read: Reasons Why Sellers Fail to Succeed on Amazon FBA
