With over 30 years of experience in generating qualified appointments for B2B clients, GCL bring you our Quick Fix Top Tips for Appointment Setting, C-Level and beyond.
Know your Target Market.
It’s important to start with a smaller, targeted list of well researched, high profile leads. You won't be speaking with every C-level executive, instead you need to know exactly who is best to be speaking with. This will be dependent on your solution and who makes the buying decisions at their company.
Know your audience.
Do your research into each and every C-level executive you call. When you reach out to each individual, make the call about their company – not yours. Lead with the information you’ve researched before telling them how your solution can help them specifically overcome a challenge they're experiencing.
Know your influencers.
C-Suite Executives are hard to reach. and often rely on assistants to "filter" their e-mail, direct mail and phone calls. Treat them with respect, have a conversation with them, ask them for help. Often, a good administrative assistant can be your best friend.
Know your message.
Preparation is key. You only get one shot at making a first impression. Tailor your message and remember that you’ll only have a few minutes on the phone, so keep it simple. Demonstrating empathy with their business pains and being able to name drop relevant client references demonstrates previous successes and has a very powerful influence.
Know what you want.
After talking to the right person, asking the right questions, and offering the right solutions, you need to ask for the right appointment. But you need to know what this looks like. Is it a phone call, an in-person meeting, or a full presentation?
Getting qualified appointment time with core Decision Makers can be an invaluable tool for your sales team but relies on the skill and expertise of the agents calling, their experience, support, management and coaching.
Make sure your team and agents are fully on board with the core objectives, data targets, collateral available and rationale behind your campaign and work with experts to design, develop and ensure that your campaign delivers.
You can get further insights on this topic in our guide "GCL's Best Practice Guide to C-Level Appointment Setting".
