Replenishing your sales pipeline with fresh leads is a prerequisite
of business development. B2B appointment setting is one of the key
methods companies use to generate qualified leads and maintain a healthy
sales pipeline. However, arranging appointments with interested and
relevant decision makers can be time-consuming, and requires skills that
are not necessarily found in strong field focused sales people.
An increasing number of companies are outsourcing this aspect of
their business development and have found it to be an effective solution
to maintaining a strong sales pipeline, as well as improving the
effectiveness of their sales force.
If you’re still not convinced, we’ve got six reasons why outsourcing
your appointment setting to a professional telemarketing company can be
beneficial to your business:
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. DCI,
for example, works closely with clients from the outset to truly
understand their business and objectives, and continue to work
seamlessly with them throughout the campaign. When they make a call,
they don’t phone as DCI or on behalf of anyone – they become the client.
5. Utilising 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, and they know the techniques involved to be able to secure
qualified appointments.
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.
DCI B2B appointment setting services are tailored to the needs of
your business. They will ensure that the key messages you want to get
across are understood and the information you want to gather is relayed
accurately.
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