Thursday, January 17, 2013

Appointment Setting Tips – Use It When Exiting To B2C

The idea of business appointment setting sounds highly corporate. And when it comes to insurance, even auto insurance firms have plenty of demand from the big business sector. On the other hand, you will always hear stories of people growing tired of the corner office atmosphere. They feel a calling to take themselves or even a part of the business to some place filled with less suits and more with just regular people. From the looks of it, things like client meetings and appointment setting strategies would seem to lose their meaning.

However, maybe you should think again. There can still be a chance for an appointment setting strategy to fit in this sudden change in a salesperson's direction.

B2B-B2C Appointment Setting: Start Focusing More On Consumer Businesses

Perhaps when your auto insurance company caters so high up the ladder, the idea of catering to consumers is a long way drop. However, you can begin your slow descent with appointment setting. There is not always a clear line between B2C and B2B. Sometimes the closer you are in the relationships between business and customer, the closer your B2B services can start transitioning. For auto insurance, this can mean starting with insurance leads that cover consumer-oriented services like taxi or bus companies.
Once you have identified your targets, that does not mean you should quickly shirk off whatever you have learned about appointment setting thus far. It may not be a good reason to cease working with your present appointment setting service. You must still remember to avoid common mistakes and plenty of the steps to working with an outsourced company can still apply.

Though speaking of steps, do remember that a drop is only a drop if you throw yourself off instead of gradually climbing down. Knowing that, here are some steps you can take to use appointment setting as a means to assist your journey down and out of the corporate culture.

  • Step 1: Identify with prospects – Setting business appointments already has this as a staple. However, the experience can differ when you have a prospect that behaves closer to a consumer. They may have a small taxi business but they are likely to take days off, get home before dinner, go to church etc. In other words, once your appointment setting process has identified your new market, you need to start aligning yourself to their image.

  • Step 2: Align with their priorities – In the big business world, priorities are numerous and complex. For regular business owners, your auto insurance offer might just give them an even bigger headache than it did you when you first started. Understand how much auto insurance really means to them. Do not belittle those who place it lower on their priorities. Avoid flattering those who you managed to take it seriously. Your appointment setting process is meant to keep you productive and it will not help if you exhibit behavior that turns off prospects with a heavy-handed corporate image.

  • Step 3: Avoid stuffing your schedule – As a final note, sometimes it helps to also work on the smaller things. There might be little point in exiting the corporate scene if you still insist your appointment setting strategy keeps bringing on the pressure. Keep it from interfering with the things you wanted try outside it. Make it clear to your appointment setting group on what days you are available and on what days you would rather spend some time off.

Appointment setting may sound like a B2B marketing process but it does not always cater to the high-end corporate culture of the business world. Who knows, maybe you outsourced a business who has just as much experience catering to more consumer-oriented services for your auto insurance sales leads.


Unknown said...

Research is very important in appointment.

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ovei bardhan said...

Thanks for your tips. It is very helpful post. I like your tips..thanks again..

Appointment Setting Services

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