While setting appointments, the B2B appointment setting team must connect with the right people – precisely, people with attributes qualifying them for the next stage of interaction. It is a crucial step as the team is responsible for surfacing the best prospects and connecting them with the sales team. However, how does the team do it or specifically, qualify a lead for an appointment? What parameters does the team use while doing it? Let’s focus on answering these questions in this blog.
Ensuring Quality Leads for B2B Appointment Setting – 6 Elements to Qualify
Providers of B2B appointment setting services in India look for the following six elements while qualifying B2B leads for appointments.
1. Assessing the Prospect with the Ideal Customer Profile
Appointments can be scheduled only with prospects matching the company’s ideal customer profile (ICP) as it is these people who would be the most interested ones. Accordingly, the team ensures a prospect has all the attributes and characteristics mentioned in the ICP. It includes assessing the prospect across multiple parameters, like their industry, pain points, level of interaction, demographic, company size, etc.
2. Decision-Making Capabilities and Authority
Another crucial criterion is the prospect’s decision-making authority and level. There’s no point in arranging a meeting with someone who cannot decide or has to turn to the higher management for every little confirmation. Thus, the team also evaluates an individual’s position in the organizational hierarchy to gauge their decision-making authority and schedule appointments with them.
3. Financial Muscle
Imagine doing all the groundwork and getting a prospect to the doorstep only to discover they do not have the budget to buy your offering! While that’s annoying it also demonstrates a poor or inadequate evaluation criterion. After all, every appointment should aim to drive sales. Without a budget, it isn’t possible!
Thus, while assessing a prospect, the team also evaluates the prospect’s financial compatibility. It looks for the deal sizes, sales cycle duration, the company’s financial performance, economic stability, and more to determine if the prospect can buy your offering after the sales meeting.
4. Lead Scoring and Prioritization
A lead’s worthiness is quantified through a particular score, termed the lead score. Thus, the team assigns numerical values to every lead, depending on their conversion likelihood. While doing so, the team factors in engagement, demographics, website visits, content interactions, etc.
The team also assesses the prospect’s level of interest based on its engagement with your emails, social media, or content. Precisely, these are termed behavioral signals that help determine the extent of interest of a prospect in your offerings.
5. Pain Points
While determining a prospect’s potential value, the B2B appointment setting team should also verify their pain points. For example, if you are a finance software provider, check if the prospect has pain points that your application will address. If the pain points don’t match, the prospect will not buy your offering, resulting in a waste of time and energy. Pain points are part of a prospect’s ICP which should be evaluated and verified before you propose a meeting or call with the sales team.
6. Realistic Timelines
Timelines signify the urgency of the need for your offering. For example, a prospect might want to implement a solution but not immediately. Probably they’ll need it months from now. This indicates the lack of immediate need. So, the prospect would remain in the pipeline for a long time. Thus, while setting appointments, the team should also look for feasible timelines aligned with the sales team.
Set More Fruitful Appointments with Professional B2B Appointment Setting Services in India!
At DemandFluence, our B2B appointment setting professionals scan every prospect and filter the list out to give only the best of prospects to the sales team. Our team assesses a prospect across various parameters, including the above and many other specific ones to determine their conversion potential and schedule appointments only with those immediately interested in buying our client’s offerings. The result is a higher conversion percentage. Consider working with us if you need appointment setting support. Our experts will be glad to help.
Please email us at hi@demandfluence.com to connect with our experts.
