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.

A Recap on Lead Generation

Lead generation is the process of finding viable prospects and attracting them to your business, with the end goal of converting them into a customer. There are many different methods of generating leads, and here at Callbox, we utilize six lead generation avenues: voice, email, social, chat, website, and webinars. However, these tools can be used for more than just lead generation, they can be used in lead management and appointment setting.

After generating a list of leads, researching the leads for fit, and nurturing those leads into interested potential buyers, it is important to consider how these leads will be managed and ultimately, converted into customers. Thus, it is time to take the next step in the sales process: 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.

Despite the actual process of appointment setting being fairly simple, actually scheduling an appointment can sometimes be one of the most difficult parts of business development, especially for smaller start-ups that do not have the resources to dedicate to many prospects. After all, for an appointment to be set, the prospect must have a genuine interest. A good lead management system and lead nurturing process are helpful in determining which leads are ready for appointments. For smaller companies with fewer resources, this process can be assisted by companies that offer appointment setting services, such as Callbox.

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. Unlike other forms of lead management, appointments give you the chance to speak with a prospect one-on-one, giving your company a name, a face, and a voice. No matter how many emails your prospect opens, or how many times they click through your website, a sale is not possible without speaking to them first. Therefore, appointment setting is an integral part of the sales process and serves a twofold purpose: sales potential and activity generation.

HubSpot is an inbound marketing and sales platform that assists businesses in attracting visitors, converting leads, and closing transactions.

Callbox has been a HubSpot Solutions partner since 2020, and as a lead generation company, Callbox, together with HubSpot makes sure that every B2B company’s success and development depends on having a stable, high-quality pipeline.