Is B2B Appointment Setting a Skill Easily Acquired?

http://www.epictelemarketing.co.uk/appointment-setting/
Is B2B Appointment Setting a Skill Easily Acquired?
It used to be the case in England that the majority of workers were involved in manufacturing. The creation of products that could be mass produced using engineering was the backbone of industry in the nineteenth and early 20th centuries. As time went by, though, the manufacturing of products became something that could be done a lot cheaper overseas and now China has become the centre of the world’s manufacturing base.

This has meant that business in Great Britain has moved a great deal more into providing services rather than products. Banking and Finance, of course, are classic examples of this type of business. The products they produce are all conceptual, recorded on pieces of paper and then, more recently, electronically. Insurance is another example as is the Legal profession, Computer Consultancy, Internet Marketing and many other types of work that involve communication and information processing.

Most of these businesses need to find other businesses to offer their services to. The work they do is not directed at consumers, individuals who are looking to spend their hard earned cash on keeping themselves and their families amused, healthy, wealthy and wise. Since many of these fields are highly competitive, because many people are trying to earn a living offering the same services, this creates a marketplace where there is a constant need to network with other businesses and get yourself out there in order to promote your services.

The Business to Business marketplace is filled with companies, both small and large, that need to communicate their offerings to others. It is still the case that face to face meetings need to be arranged with new potential clients although many businesses these days operate long distance, through telephone appointments or via web conferencing. Whichever means of communication is used making B2B Appointments for one on one discussions, looking for a chance to form new business relationships is a skill that has become very much in demand.

Exactly what skills are required to make an appointment? You may think that being knowledgeable about the services being offered is top of the list but in fact this is way down at the bottom because the appointment that is being offered is with someone who has this knowledge. The person making the appointment needs to be, above all , chatty and personable, quick thinking and flexible in order to respond to objections or excuses and above all, persuasive. Being able to talk the person round to accepting an appointment from someone who can answer all their questions is a skill that is not easy to develop.

Specialist companies now exist to train and equip their workers to make appointments over the phone for their clients. They are yet another example of a type of service company that has arisen to support other service companies. Isn’t it wonderful how we have replaced manual work with office work in order to cope with the need to replace the manufacturing of products by the provision of services?