It’s given that B2B sales people should possess problem-solving ability. This allow them to seek and identify problems in a prospect’s organization and use it to pitch in a tempting offer of solution. However, this ability should not just be limited to them. A rather well-executed one in the area of B2B appointment setting can also entail seeing issues in a target market and providing service that is unsatisfactorily done by competitors.
It may be tricky especially that it can be viewed as opportunistic. But if you feel that the competition is getting sour, providing less than what the prospects or clients deserved and you can do something about it, might as well settle on a decision on being the knight and shining armor and profess your noble intention by means of your B2B appointment setting strategy.
Comprehend what’s best for the clients/prospects.
You’ll require a great deal of marketing research and statistics before arriving to this conclusion. Don’t go about presuming that you know what’s best for the prospect or client. Like how important evidences are in the court, your presumptions will work best if you support it with a good data and information.
When you are already completely confident that you know what’s best for the prospect or client or even for your target market, layout the standards. Don’t just talk about how your services or products are better than the other competitors. Also talk about how your ways are better.
Adhere and be consistent with your standards.
Since you are trying to win over prospects and clients from competitors, the worst thing you can ever do is mess up by being a hypocrite. What if you go around chastising your competitors and it turned out you’re no better than them? You wouldn’t have the last laugh with that!
There are businesses who are halfhearted in providing service to their client and there are those who are dedicated in doing so. Always make sure you are the latter.