Five Signs Your Appointment Setting Campaign Needs A Makeover

by Anika Davis Marketing Executive

In every marketing campaign, you need to first get in touch with your business prospects. That is where a good appointment setting team is needed. They are the first people that will interact with prospect, encouraging them to have a meeting with you, and ultimately become the next set of qualified sales leads. Whether you will succeed or not will depend on how well your team does their work. Of course, even when you find success in the long run, there will come a time when you just have to make some changes. And how can you tell if your lead generation process needs a makeover? There are five telling signs that you should watch:

You do not have business appointments in the calendar - the most obvious, and yet the most overlooked detail. While it is easy for you to say that you can always work on generating B2B leads, the mere fact that you have an empty calendar speaks for itself. You need to whip up your production process and begin generating business leads again.
You lost your current client and you do not have a replacement - one of the worst scenarios that can happen to your business. When you lose a client, especially a major one, it creates a huge vacuum in your profits, further affecting your lead generation activities. To avoid this, you need to regularly work on your market, setting qualified appointments as often as you can. In this way, you keep your pipeline full (and revenue coming in).
Your proposals are stalling or end up dead - this is a bad sign. When you start to notice that your proposals that were clearly supposed to close end up getting stalled or anything, this might signal that something is wrong with your lead qualification process. Maybe your parameters are too high, or maybe the B2B leads generated are not the right fit for your firm. You need to constantly fine-tune your lead generation process to help you land better deals, with less chances of stalling.
Your sales leads are too small - too many small deals in your appointment setting pipeline would mean that you are focusing too much on quantity, instead of quality. This is just a waste of time, money, and effort. Your people will tell you that closing small deals requires the same level of care and effort as larger deals. You might be able to correct this by engaging in a more in-depth market and industry research.
Your current source of leads is in low gear - just like a pasture that gets overgrazed, continuously generating business leads from the same industry or market will result in a smaller output. Try tapping a different market segment. Better yet, look at your verticals. You might discover prospects that can be as profitable as those you currently have.