Not all people are blessed with excellent communication skills. In fact, there are those who, even though they are not very good at what they do, are able to reach places because of their being articulate and word-savvy.
That’s the reason why business marketers often outsource their appointment setting campaigns to B2B lead generation services providers. These firms fill in the communication aspect that may be lacking in internal personnel, and of course they also secure the bottom line for the business.
That’s not the only benefit of outsourcing your appointment setting:
1. Speeds up the sales cycle
If your salespeople are setting their own appointments, they could be using half their time just generating meetings, with only the other half left to close the sale in a face-to-face meeting. Outsourcing the appointment setting of the sales cycle makes better use of your expensive field sales forces’ time. prioritise the relevant data.
2. Working with a qualified list of prospects
A good telemarketing company will gather, analyse and prioritise the relevant data so they get to contact the right people who are interested in your product or service.
3. Cost effective
Having a dedicated telemarketing team, generating a steady stream of qualified appointments, is more cost effective than using field-based sales people doing this role. In addition, by outsourcing your appointment setting, you will very quickly see a return on your investment through the focus and results of your sales process and results.
4. Maintains the integrity of your brand
Some companies have concerns that outsourcing their appointment setting to a third party will lead to a disconnection of their brand, culture and key messages. After all, no one wants to have their day interrupted by a ‘telemarketing company’. A key focus is the training callers will receive and the depth of client immersion and empathy.
5. Utilizing the right skill set
Not all salespeople are built the same. Some are better on the phone, others thrive when meeting clients in person and others get a buzz from cold calling. If your sales team don’t like, or aren’t good at cold calling, it will become a self defeating exercise, as motivation dies. A telemarketing company can help achieve the best results because they employ professional telemarketers who cold call and set appointments on a daily basis.
6. Scalable to the needs of the business
A telemarketing company is able to scale their services according to the demands of your business aspirations and budget. If a client wants to start with a small pool of prospects and gauge the results first, before committing to a full blown campaign, a telemarketing company can scale their services up or down accordingly.