B2B appointment generation has slowly emerged to be one of the most important aspects of business communications. It is no longer associated with just booking a meeting but has transcended into key aspects like building and maintaining meaningful relationships with prospects and customers.
The process of appointment booking is rapidly evolving as we move into 2022. And if we look back at 2021, we can see that there were many changes in the way people were generating appointments for their business: from using social media to making video calls on Zoom or Google Meet. But what does this mean? What are the upcoming trends in the B2B appointment generation in 2022 that we need to look out for?
Before we answer any of those questions, let’s first take time to understand what is B2B appointment generation? And why do companies need it?
What is B2B Appointment Generation?
Imagine you are an owner of a small tech company with an advanced solution that will revolutionize the entire data security industry. Now that you have a product, you want to sell it to all the IT companies out there. However, being a small tech company, you don’t have enough resources to afford a big sales team and your core workforce mainly consists of talented software engineers and developers. How are you supposed to scale your sales with such a small sales team?
This is where B2B appointment generation steps in. Appointment setters free up your sales team’s time by taking care of the scheduling process of meetings. The main goal of B2B appointment generation is to help your sales rep dedicate his/her time to delivering a more finessed pitch that is good enough to close a deal.
Now that you have a brief overview on appointment setting services, let’s center our attention towards the top 5 upcoming B2B trends in appointment generation you need to look out for:
1. Customer Data Is The New Meta
Using customer data to improve the user experience has become a standard trend everywhere. Almost every major organization is leveraging technological innovation and psychological triggers to collect, track, and use comprehensive customer data effectively.
When it comes to B2B appointment generation, customer data plays a crucial role in enhancing your sales pitch. Appointment setting services have enough insights on how to create a more attractive and relatable pitch. Which further results in improving the conversion rates.
2. Increased Scope of Personalization
With the abundance of customer data, the personalization of appointment pitches today has become easier than ever. Recently, Capital One gave us good insight on how you too can efficiently utilize customer data for creating personalized messages through its latest campaign.
Capital One’s Second Look program leveraged customer data to cultivate deeper relationships and trust with their clients. Apparently, the program was well versed in monitoring clients’ financial activities and notifying them with targeted messages that allowed them to track their finances, quickly respond to potential fraudulent activities, and find new services. This initiative has since then inspired several other banks to take up such programs and strengthen their customer data.
So, go ahead and utilize your customer data to not only improve the user experience but also to create an attractive sales pitch for your B2B appointment generation campaigns.
3. Rapid Growth of Virtual Appointments
Online communication like video conferencing has ushered in a new trend of networking for B2B appointment generation services everywhere. It has simplified the way of scheduling and attending meetings by making them more convenient for you and your customers. Virtual meetings have managed to transcend the geographical barrier by offering your client the flexibility to schedule a meeting from anywhere anytime.
4. Automation Tools are Gaining Popularity
Increasing development in A.I. Tech and machine learning has given rise to a new generation of automated marketing tools that help in cutting down the time wasted on monotonous activities and help you in creating a streamlined B2B appointment generation solution.
As of now, there are a lot of simple, affordable online appointment setting services available out there that offer you great automation features. So, go ahead and use these automated appointment setting services to scale your lead conversion rate to the top.
5. Growing Adoption of Cloud-based Systems
With businesses moving online, there is a dire need to adopt cloud-based solutions that allow you to function remotely. Having information and customer data across diverse platforms is going to be crucial for executing seamless appointment setting services.
Plus, increasing migration into cloud systems will also enhance the cloud security of your enterprise. This means that your client data and even your personal data can rest securely in a cloud vault. Giving you the power to access those anytime and anywhere. This will in turn make B2B appointment generation more agile and secure in the future.
Now that we have an idea of what upcoming trends to look out for in 2022, let’s see how companies are using them to their advantage. Here, Logichron has a good case study where you can see a few of these trends coming into action.
Logichron’s Case Study:
Logichron was contacted by an IT company in the United States that was facing issues with setting appointments. Their challenges ranged from being unable to establish connections with IT decision-makers, to tracking cold-call outcomes on CRM and meeting sales targets. After going through their business process and understanding their needs, we were able to come up with the following strategy: –
Fetching Data – We gathered and compiled enough data on their target audience. This helped us zoom in on the ones that were likely to convert or at least schedule an appointment with us.
Utilizing Telemarketing – After our extensive research, we came to the conclusion that telemarketing would be the top-most effective way to reach our target audience.
Following up on hot leads – With the medium decided, we started contacting hot leads and scheduled a meeting at a time that is fine with both the customer and the IT company’s sales rep.
As a result of this strategy, within the first quarter, we were able to generate 120 leads through telephonic calls alone. Also, 30 leads were generated through email marketing every quarter. You can read the entire case study here.
This shows us how you can too lead an effective B2B appointment generation strategy with simple steps and ideas. If you are interested in leveraging our appointment setting services then visit our website or contact us today. We have years worth of experience creating campaigns that increase leads at a lower cost per lead than traditional methods like cold calling.
