Appointment Setting
Buyers Guide generates 3 types of appointments; attendees for events (paid or free), telephone leads ready for phone follow up and face to face meetings.
Attendees for Events:
We have been working for the UK Ministry of Defence to arrange attendees for bespoke events.
Free to attend events: we distribute e-mails to potential attendees and then follow up by phone to gain commitment to attend the free event.
Cost to attend events: We distribute e-mails to potential attendees and then follow up by phone to gain commitment, capture contact details, take payment by credit card, process purchase orders and do event management as necessary.
Telephone Leads:
We contact potential clients, qualify them to a specific criteria, have them answer client generated questions and then pass a daily call and response report to the client for their sales team to follow up with the client.
Face to Face Meetings:
We contact potential clients, qualify them to a specific criteria, have them answer client generated questions, confirm that they have decision making authority and have an immediate need for the product or service, book a time for a face to face meeting as necessary and then pass a daily call and response report to the client for their sales team to follow up with the client.
The Buyers Guide Appointment Setting Process
Steps to Success
1. Qualification Profiling
We ask you about the attributes of your best customers -- those that are generating the highest margins -- and make a Best Customer Profile. The attributes of the Best Customers are the criteria from which we build a qualification profile, and prioritise your list so that we target the prospects that best fit your ideal customer profile.
2. Guided Presentation
We don't read from a script, but we do follow a well prepared and rehearsed Guided Presentation. The first part of the presentation focuses on finding and qualifying the main decision maker. Once we have that person's attention, we work on qualifying his/her need, timeframe for implementation, and the approval and budget process.
3. Database Layout
The fields of information we capture during the course of our conversations with your prospects are collected in a well constructed database layout that follows the order and flow of the presentation. Custom fields are set up with pre-designated value options. These options can be used for inclusion into future marketing efforts.
4. Training
Once we have received your materials, we assemble our telemarketing team for a conference call with your team. This is where you give us your presentation and tell us what's important to know. This will include success stories and well known references. Of course, we will have already studied your web site and any collateral materials you have forwarded either in electronic format or print.
5. Selecting a Diary Date:
Our online contact management system will e-mail your chosen point of contact when a qualified lead is identified. Meeting dates will then be confirmed between your salesperson and the prospective client.
Call 0191 265 6388 now to discuss how Buyers Guide can help your company make more qualified appointments.