Why Appointment Setting Can Make or Break a Business


Sales appointment setting is an extremely time-consuming task. It also is critical to a company’s success.

It takes an average of eight contacts per lead to close a sale but most salespeople give up after only one or two contacts. It’s not that they don’t care or that they aren’t motivated to make a sale, they simply don’t have the time. Consider how much time it takes to reach out to a single prospect two or three times. Then double or triple that number and it is easy to see how salespeople quickly become overwhelmed.

If this sounds familiar, it is time to consider B2B sales appointment services to help move leads through the sales funnel. While the thought of turning over what is arguably one of your company’s most essential jobs, if you can’t give it the attention it requires than it is time to make a change.

On the fence as to whether you are at the point where outsourcing your sales appointment setting makes sense? The following questions can help you decide.

Is your customer data unorganized or incorrect?

Maintaining client and lead information reduces mistakes costing your company revenue — you need to know who you’re contacting, why you’re contacting them, and what your business can do to help them. Otherwise, time is wasted. 

Do you spend more time creating systems to nurture leads than you spend nurturing them?

An effective cultivating system continually updates and tracks lead purchasing signals, pushing them through the funnel until they are ready to go to your sales team. Without such a system, your company will lose leads, clients and, ultimately, revenue. 

Are your sales and marketing teams too busy?

Sales appointment setting is one of the first things to be pushed to the side when time is short. Unfortunately, when appointment setting falls by the wayside, revenue takes a significant hit.

Is saving time and resources a priority?

Searching for, hiring and training appointment setters takes time and money away from making sure appointments get made and leads are nurtured. Instead of spending your time assembling and managing an in-house, use those resources to ensure that your sales team performs at the top of its game and meets its goals.

Are you unsure how to measure success when it comes your appointment setting strategy?

The best appointment setting strategy involves making sure that it fits your business model, target market, and brand. The only way to determine that is through the tracking and evaluating of relevant metrics.

Does your need for sales appointments ebb and flow?

The best appointment setting strategy takes into consideration that business ebbs and flows. Effective appointment setting involves holding off when you are meeting your goals and need to concentrate on your current client load. Remember, too many leads are a liability if you can’t provide them with the service they expect. Instead, it is important to scale up in a manner which ensures you don’t let new and existing clients down.

Setting B2B sales appointments is one of the most critical aspects of your business. Therefore, partnering with a quality appointing setting firm could be one of the smartest business decisions you make. If you need help with sales appointment setting, contact Tactical Telesolutions at (800) 700-7422 or visit us at tacticaltelesolutions.com.