“Target the right decision-makers for quality appointments”
ProspectAware’s experienced callers use a top down appointment setting methodology when targeting their clients’ new business accounts. Using this approach allows ProspectAware’s callers to identify relevant pain points and specific business needs. Capturing this information ensures that ProspectAware’s clients have a clear understanding of the business issues they will be addressing during each appointment setting campaign.
Big organisations often have a large and complex hierarchy. Most appointment setting organisations tend to focus on mid-level management with a view to securing introductory appointments.
The idea is that if you get in front of these managers, they may have ownership of a project now or in the near future, or maybe able to recommend you to higher level management.
However, at ProspectAware we believe that these are the wrong people to target. Middle managers usually have limited influence or decision-making authority, so even if you do manage to meet and impress them, you are back to square one.
120 hours per week are wasted at ineffectual meetings with non decision-makers
67% of all appointment setting organisations focus on mid-level management
Only 18% of technology vendors are targeting true influencers within an organization.