B2B appointment setting: your sales reps in front of the people who decide
This is our core business. Our job is to build the funnel, which means finding, calling and qualifying. Yours is to close the contracts. When that division is clear cut, your sales reps stop losing whole days searching and go back to doing what you hired them for.
What a qualified appointment means
A meeting with someone who has real decision-making power, not a courtesy meeting with someone who will then have to ask somebody else.
Before every appointment we prepare the brief: who the company is, who the person is, what problem they raised on the call and what they expect from the meeting. Your sales rep does not arrive cold. They arrive knowing what to look for.
The test we use to judge a campaign is simple: your sales reps only turn up where there is a concrete opportunity. Everything else is time we have made you waste.
What we leave to our competitors
Lead lists that never get worked, call attempts that go nowhere, appointments booked with people who do not decide, courtesy meetings that end with a quote nobody reads.
These are the four things that make companies say appointment setting does not work. What does not work is that way of doing it.
How we manage the diary
We work on your calendar, not ours. We fit around your time slots and organise your time the way you ask: by area, by day, by density of appointments.
Every appointment is confirmed the same day or the day before. If something comes up we reschedule it ourselves, without your sales rep having to chase anyone.
The method behind the appointments
A good appointment is the result of three things done beforehand: the right list, the right message and qualification on the call.
The list comes from the market diagnosis and from profiled lead generation. The message grows out of the real pain of your prospects, not out of a generic script. Qualification happens during the call, and it is the filter that decides whether that meeting deserves the time of one of your sales reps.
Every week we measure calls, duration, appointments and confirmations, and we adjust. First measurable results in 90 days, then it keeps improving.
Why appointments fall through, and how we prevent it
An appointment almost always falls through for one of three reasons: it was booked with the wrong person, it was booked too far ahead, or nobody reminded the person who was supposed to attend.
The first is handled by qualification on the call, which is the moment we check whether we are talking to the person who decides. The second is handled by managing the diary, because the further away the date, the more likely it is that priorities change. The third is handled by the confirmation, which we make the same day or the day before.
When an appointment falls through anyway, and it does happen, rescheduling is our job. Your sales rep does not have to chase anyone.
What we need from you
Real availability in the diary, first of all. A calendar that says it is free when it is not produces appointments that are booked and then cancelled, and every cancellation costs credibility with that prospect.
Then we need feedback after the meetings. Knowing how an appointment went, even in two lines, is what lets us refine the qualification: if a certain kind of company always produces friendly meetings with no budget, that kind of company comes off the list.
When we are not the right choice
If you do not have a sales team able to go to the appointments, booking them is pointless. If the average contract value is too low for a visit to pay for itself, the numbers do not add up. If you are looking for a supplier who fills an activity report without looking at results, that is not us.
We say this up front because a campaign set up on the wrong premises wastes time for both of us, and costs you money as well.
What we can add
Alongside appointments we look after the pipeline and the CRM with a sales dashboard, training and coaching for your agents, support during negotiations, customer care and international markets.
Frequently asked questions
What does a qualified appointment mean?
A meeting with someone who has real decision-making power, not a courtesy meeting. We prepare the brief, and your sales reps turn up only where there is a concrete opportunity.
How do I buy the service?
We start from an analysis of your customer base and your target. From there we build the proposal around the volume of work that is actually needed. Call +39 347 830 5930 or write to clienti@alis.srl for an assessment.
What happens if an appointment falls through?
We reschedule it ourselves. We confirm every meeting the same day or the day before precisely to catch the unexpected before it costs your sales rep a wasted trip.
Let’s talk
If you want to find out whether this makes sense for your company, the quickest way is to send us a couple of lines on what you sell and who you sell it to. We reply with an honest assessment, even when the answer is that we are not the right choice.
Write to clienti@alis.srl or call +39 347 830 5930, every day from 8:30 to 18:00.