The Art of Appointment Setting

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Image Source – Rev Stan (CC License)

New Years Resolution: Lets get the appointment diary full

Appointment setting is a necessary skill that any successful B2B lead generation company must master in order to stay ahead of their competitors. If lead generation companies are unprofessional about their appointment setting approach, they can do their clients more harm than good, and in some cases slam the sales door firmly shut to any future discussions. The very idea of getting face to face with the decision makers is to be able to convince them about the utility of the client’s services or products for their organisation, however, these decision makers are besieged with offerings and obligations from all sides (Internal as well as external), and it’s often a near impossibility approaching them. So what can we do differently to get past all the call screeners and gatekeepers appointed by these decision makers and help your clients get in the same room with them?

The contact list:

Having a good contact list and data base, is imperative for the success any B2B lead generation campaign. If you are wasting precious and costly time calling the wrong people, or worse many of the contact numbers are incorrect, then the campaign will hit a brick wall very soon.Thus saving a few pounds on a cheaper contact list will not save money in the long term if you spend half the time cleansing the list.

Use dynamic scripts and dynamic callers

Just like a good play, you need a good script to succeed in winning your audience. A good script gives you an opportunity to summarise all the salient points of your offer and remain on track. It should, however, be dynamic so as to adjust according to an individual’s needs and pain points. Doing your homework well before preparing a script is very important since it helps you know your prospect inside out. Thus it follows that having dynamic callers who know the market and have done their research will be more ready to adapt the conversation in line with the prospects real needs and status.

Stay Calm:

Every top sales executive will tell you not to give a knee-jerk reaction as soon as you hear a note of disinterest in a prospect’s voice. You have to be patient sometimes and readjust your strategies in order to get your foot into the door. Good campaigns will have regular reviews at the beginning to highlight and smooth out any issues.

This is why B2B lead generation companies shoulder a great responsibility of helping their clients get into the same room as the decision makers. We must devise effective methods to slip past those pesky gatekeepers and then convince the decision makers to grant an audience so at then the client can make their pitch armed with the client intelligence and needs learned along the way.


Contact Us

If you are interested in us at VSL running a campaign for you or you would just like some more information please contact us.

 With over 50 years experience in B2B telemarketing services, VSL should be your first port of call for a managed telemarketing campaign.

For more information take a look at our Telemarketing page.

 At VSL we have proven ourselves to be one of the best lead generation companies, through telemarketing campaigns designed to bring you maximum results.

For more information take a look at our Lead Generation Page

Do you need Business to Business (B2B) appointments setting? Then Virtual Sales Limited should be your first port of call for a managed appointment setting campaign.

For more information take a look at our Appointment Setting page


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Andy Dickens

Andy Dickens is a veteran of IT Sales, used to leading by example. He is the CEO of Virtual Sales Limited (VSL) who offer telesales, telemarketing, lead generation and appointment setting services to B2b businesses. He previously was Sales Director EMEA for Red Hat and before that ran sales at Visio before it was acquired by Microsoft.