SaaS appointment setting tips

SaaS companies face some unique challenges when it comes to Sales & Marketing. How do you find high value opportunities? Here are some SaaS Qualified Lead Generation Tips.

SaaS appointment setting Tip #1: Thoroughly research your prospects

With many other types of campaign we perform, it’s pretty easy to identify the audience. For example, we have business supplies clients who sell many different types of products. Interestingly, we usually start with the toilet paper. Here’s our pitch;


“Do you need toilet paper? Our’s is cheaper. Can I send you an order confirmation?”


I kid, of course. But SaaS and software is different. Why a company needs you is entirely circumstantial. It’s down to you to find a ‘high growth’ company or a company which ‘values XX’ or clearly is ‘going through YY phase’. This is why it’s so important to thoroughly research your prospects and why this is the best thing for them.


SaaS Appointment Setting Tips




SaaS appointment setting tip


SaaS appointment setting Tip #2: Send meaningful marketing campaigns

The next SaaS appointment setting Tip is to make sure your prospect is aware you exist before picking up the phone. Now, I don’t mean simply sending 3 emails and then calling, expecting them to be delighted.


This should genuinely add value to their lives. What does this look like in real life? That all comes down to your understanding of your customer;


“Don’t think about ways to sell to them. Find out how customers buy this product.”

You came here looking for an answer and I’ll bet you found the above to be both vague and frustrating. But it genuinely is true. The more you find out about how customers buy from your most successful competitors, the better you’ll do.


Discovery another SaaS appointment setting tip here


SaaS appointment setting Tip #3: Have a really good reason to call

So, we have a customer who you know that this will answer their prayers and you’ve now sent them a wonderful marketing campaign. The ideal scenarios is that you’ve done the above 2 perfectly. If you have, Customers will be pounding down your door.

The final SaaS appointment setting Tip is to have a really good reason for calling. Respect prospect’s time by calling to offer a next step that’s really going to fit well with their previous behaviour;

  1. Did they click the ‘Book a Demo’ button but didn’t book > Call to book it in for them
  2. They had a technical question about the specifications > Get a member of your Tech Team to call them
  3. Did they view an industry specific promotional video > Call them to answer their questions about how your product fits in that industry



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