Posts tagged appointment setting
The glory days of door to door salesmen have (mostly) come and gone. Many prognosticators have been quick to predict a similar fate for cold calling and telemarketing. You must go no further than your favorite search engine to get the idea. A recent Google search for “cold calling is dead” yielded 14,200,000 results and featured ads titled, “Cold Calling is Stupid”. That said, telemarketing and appointment setting continue to be necessary evils along the path to sales success. Mastering the art of effective appointment setting can set you and your company apart from its competition. At its most simple level, appointment setting is simply the creation of a mutually agreed upon time and place for you or your delegated representative to get together with a client. It is at its core about finding qualified prospects and setting an appointment with them. Like any other critical business practice, it takes time and effort to get it right.
To be truly effective, an appointment setter must convert the prospect into a customer by intriguing him with features, advantages, and benefits of the product/service in question. The customers level of interest will be based on the skills and conversational manner of a sales rep. For the most part, appointment setting is simplest, and the most preferred way for small businesses to promote products and services to ultimate customers.
So why go at it alone? By outsourcing marketing functions such as appointment setting, you can offload the massive amount of work associated with achieving marketing perfection. Your outsourced service can work in tandem with your sales team to create opportunities to present your product or service to curious prospects, and these opportunities can be developed into massive sales increases over time.
Most third-party outsourcing firms will work with you so that your appointment setters appear to your clients as if the appointment setter is calling from your own corporate offices. You can set your appointment setter up with a unique caller ID that matches your own and the offshore call center can set your agent up with an email address tied to your domain name.
Hiring an outsourced call center can help your company avoid the multitude of expenses associated with handling these mundane, complicated tasks in-house. If you choose to conduct these activities within your cozy corporate confines, you’re going to have to install many phone lines, as well as draw on systems that call centers use to make calls and records more effectively. You will also almost certainly need to broaden your workplace space and enlist people who will need substantial training. No, cold calling is not stupid. Failing to consider these critical overheads, might unfortunately point that insult in your direction.
Choosing an Outsourcing Service
To make the most from any appointment setting project, it really is best to ideally contract a corporation who offers multi-channel sales options. These technologically advanced centers will have the ability to mix data entry, support, and marketing services should you need them. You should always also make sure that their agents can provide the opportunities you will need to communicate with customers and correctly cover client markets.
Choosing an effective telemarketing service will help you reduce overhead and realize increased sales. All while allowing you to sit comfortably in your familiar, air-conditioned office. How’s that for smart?
Businesses must efficiently allocate resources to survive in the competitive global marketplace. The majority of small businesses would like for an cost-effective method to prospect, promote, and sell products or services and appropriately cope with outbound sales problems. While telemarketing outsourcing has been put to use by businesses for a long time, many are now investigating doing the same with higher-level business development activities. The reason? Outsourced business development can be more cost-effective and efficient than wasting substantive time, assets, and elbow grease than hiring $50k representatives.
Still, once you have made the decision to outsource, it is up to you to make the project successful. If you aren’t careful, outsourcing business development can be detrimental to your sales process should you choose a second-rate provider. If you don’t provide sufficient training, maintain adequate communication, or impart enough management oversight, your effort of effectively passing the business development baton will fall flat. Offshore outbound sales efforts must have a workforce which can take on massive volumes of outbound calls and are prepared to work with your internal team.
So what constitutes a qualified representative? First, the agent must be an effective communicator who can effectively interact across departments regardless of discipline, background, and/or expertise. He or she should also have experience with, or sufficient exposure to, a wide variety of business disciplines. Furthermore, the representative should ideally be an excellent communicator, both verbally and in the written word, and have the ability to muster the passion and energy to take company sales to the next level. If your call center of choice employs agents of this skill set, your organization will be well on its way to improving results in complex business environments where projects, divisions, and departments cover various markets.
Outsourced business development reps primarily focus on understand the challenges of delivering a more cost-efficient and profitable process. Call center agents must be familiar with sales team communications and relationships, and be able to work across departmental boundaries. More specifically, the job calls for team players with business networking skills, not to mention the know how to engage both regional sales managers and field reps with constantly changing business initiatives. Outsourced representatives who demonstrate the ability to quickly absorb sales and marketing training typically succeed with driving field sales initiatives. Offshore business development reps will be responsible for developing and working with sales field operations to implement the tactical plans to drive new business. These activities will have a significant impact on the overall success of the company, as well as ensuring the commercial viability and ultimate success of sales products and solutions.
By selecting a qualified call center, outsourcing business development can release your enterprise from the time commitment and expenditure necessary to unload substantial payouts in terms of salary and bonuses associated with internal sales operations. This will allow you to continue operating your business effectively, and to target your unique skillsets on your innate proficiencies.