3 Differences Between Lead Generation and Appointment Setting


What Is Appointment Setting?

Appointment setting is a strategy to bring in new prospects by setting a date on the calendar for your sales team to discuss your product and potentially make a sale. All of this can be done by an outsourced company, so all your sales team has to do is look at their calendar and show up for the appointment.

How Do You Become an Appointment Setter?

These people are important to the sales process and usually possess excellent conversation and people skills. Usually, a high school diploma and experience with customers is required. If you’re looking for an appointment setter, make sure the company or person you hire is well-qualified to do the job.

Why Is Appointment Setting Important?

Appointment setting has many benefits such as saving time, increasing profits, and getting your business noticed. Setting multiple appointments brings positive attention to your business and gets your brand noticed.

Outsourcing appointment setting will save your business time that can be spent on other endeavors. It also will save you the time and hassle of training a new hire.

What Is B2B Appointment Setting?

This is usually the last step in the process of lead generation. At this point, an appointment setter schedules a time for the prospect to meet with a closing sales representative. The sales rep will give an in-depth sales pitch and finalize the deal.

B2B appointment setters help closing sales reps focus on the most qualified leads. The prospect is already qualified and has shown interest in the product or service the company has to offer, so it’s more likely that the rep will be able to close the deal.

What Are the Most Important Things to Focus on to Be Successful in B2B Appointment Setting?

Appointment setters play a crucial role in the lead generation process, so they’ll need to hone the right skills in order to have the most success. And what are the most important things to focus on to be successful in B2B appointment setting? Here are some helpful tips:

  • Identify and speak with decision-makers
  • Be flexible with the script
  • Ask the most relevant questions
  • Be a good listener
  • Show how the product or service will provide value
  • Stick to the goal
  • Keep learning and practicing

If you want to grow your business, outsourcing certain aspects of your sales and lead generation process can be extremely beneficial. Hiring an expert to focus on leads allows you to get better results, while you focus on what you do best. The process is more efficient and usually saves your company a lot of money.

But what is the difference between lead generation and appointment setting? Check out our guide below to learn more about the ins and outs of these various styles of driving new business.

How Does Appointment Generation Work?

First, the appointment setter gets in touch with key decision-makers to qualify the lead. They usually do this by cold-calling or by following up on warm leads.

Once they’re in contact with the lead, they make sure they are a good fit for the product or service, and that they have the authority to make the final decision. Then they set an appointment for the sales representative to deliver the pitch.

What is Lead Generation?

Before we talk about the differences between lead generation and appointment setting, it’s important to understand the differences between a prospect and a lead. A lead is a person or business that has voluntarily given out their contact information to the business and could be a potential business opportunity. A prospect is a person or individual who has actually spoken with a salesperson or appointment setter and has shown interest in making a purchase.

This means that prospects are further along in the sales funnel than leads. They’ve engaged in two-way communication, while leads have only had one-way communication.

What Is the Difference Between Lead Generation and Appointment Setting?

Lead generation and appointment setting have many similarities, but they have a few key differences that you’ll want to take a look at before deciding which one is right for your business. The two marketing methods differ in the following ways.

1. Goal

The goal of appointment setting is to get your business in front of many new clients so you can create new partnerships or make sales. On the other hand, the goal of lead generation is to find new potential clients who might be interested in your product or service. Lead generation does not include booking appointments. Instead, it usually involves cold calls, networking, and referrals to build a list of potential clients.

2. Strategy

Both appointment setting and lead generation involve talking to potential clients, but appointment setting takes it a step further by putting a date on the calendar and establishing the time you will be in contact with the prospect. Lead generation is more about finding new potential clients, then passing the information on to the business to decide what their next move will be.

3. Process

Appointment setting is a very clear-cut solution. The appointments show up on your calendar, and the sales team calls, emails, or meets with the prospect on the appointed date. Lead generation is also quite a simple process, but the final result is more open-ended. You will receive information about a potential client, but there will not be an appointment set on the calendar.

4. Influence

Both lead generation and appointment generation have their own pros and cons. Lead generation is a great way to create a bigger pipeline or close a few quick deals and engage new customers, while appointment setting is a long-term solution that can foster stronger prospects over time.

What Is the Difference Between Marketing and Prospecting?

With all this talk of bringing in leads and prospects, you may now be wondering: What is the difference between marketing and prospecting? There are many similarities, but prospecting is usually about nurturing individual relationships, while marketing is about sending out a mass message to a target audience.

Deciding What’s Right for Your Business

Now that you know about the differences between lead generation and appointment setting, which one is right for you? Only you can decide the answer to that question, so think about your goals and do thorough research before you choose the best fit for your needs.

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About the Author: Han Butler

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Over the course of his tenure at ROI Solutions, Han Butler has led the charge on creating a company that is truly a leader in the Business Process Outsourcing (BPO) industry. His drive, and enthusiasm for creating a culture of inclusion, and camaraderie from the top down within ROI is only exceeded by his love for his family, and his ever-growing collection of LEGOs. Through his keen eye for creating value and opportunity, Han has been able to help usher in an unprecedented era of revenue and growth for ROI Solutions.

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