Why Pay-Per-Appointment Doesn’t Pay Off
/in Appointment Setting/by TTS adminWhy Pay-Per-Appointment Doesn’t Pay Off
Outsourcing your appointment setting tasks is often a smart choice. Statistics show that by shifting these responsibilities away from your employees and sales team you are likely to see an increase in sales and customer acquisitions. In the process you also are likely to save significant amounts of time and money.
Unfortunately, many businesses who choose to outsource appointment setting are under the mistaken impression that paying per appointment is the best way to structure payment for these services. It is easy to see why. After all, paying only for the appointments that are set up seems like a winning proposition.
While in theory this sounds like a good idea, in practice it almost never is. In fact, this decision may cost you more than just money. It can cost you a great deal of time, lower employee morale and damage your brand.
If an appointment setter is only judged by the number of appointments set, it is easy to see how he or she would begin to see the volume of appointments as the only true measure of success. However, if appointments are not vetted properly, salespeople inevitably will meet with prospects who are unlikely to ever buy what they are selling. This results in salespeople wasting time meeting with unqualified leads instead of truly viable prospects. Salespeople also will quickly become discouraged when they repeatedly show up for appointments only to find poorly qualified leads waiting for them-if those appointments show up at all.
When appointment setters are focused on setting appointments at all costs, you can be sure that they will begin to employ desperate tactics, as well. Such tactics will cast a business in an unflattering light, as will overly aggressive tactics. Over time, even if a prospect is interested in meeting with one of your salespeople, he or she is likely to decide against it because your brand has been cast in a negative light.
Paying per appointment can be tempting, especially when budgets are tight and competition fierce. It is at such times, however, when money is best spent on reputable appointment setting firms that focus on quality not quantity. Reputable appointment setting firms also will define the project at hand in light of a business’s long-term goals. This means that they will provide you with the greatest number of qualified leads which will result in increased sales, improved morale and a brand reputation that remains intact.
The Best Way to Succeed at B2B Marketing
/in Appointment Setting, Inbound Call Center Services, Lead Generation, Outsource Call Center Services, Telemarketing/by TTS adminMany marketers will tell you that B2B marketing can be much more challenging than B2C marketing. This is because B2B transactions often require more time, involve of a greater number of decision makers and require a proven return on investment. B2B marketing also is challenging because this market segment is focused on streamlining the buying process in order to save time and money.
One common mistake B2B marketers make is to spend most of their time selling based on the proposition that their product or service is better than their competitors’ products or services. While this certainly must be part of the equation, it is important to understand that the majority of B2B sales are made when you are able to solve a problem. In other words, many times a B2B marketer must accentuate the negative aspects of a prospect’s current vendor in order to make a sale.
One of the most important things you can focus on when approaching a B2B prospect is how they feel about their current vendor and the level of service that vendor provides. The fact is, most businesses you want to sell to already need what you are selling, they are just buying it from someone else. In those cases, you need to find out how you can do what their current vendor is doing—only better. This involves asking prospects if they are happy with their current vendor. You also need to ask questions like, does your vendor pay enough attention to your needs? Do they make things easier on your business? If you find out the answer is no to any of these questions, you have the perfect opportunity to explain why your company is a better fit.
Another huge issue that many B2B companies have is that they are overwhelmed with managing multiple vendors and would be much happier having one point of contact. If you are able to provide this single point of contact, you need to emphasize it. You can start by asking if they would like to spend less time managing vendors. If the answer to this question is yes, you have your opening. This is especially true when it comes to IT solutions. Show a prospect a software system or solution that is easier to manage and you might find yourself with a new customer.
In the end, B2B marketing involves solving problems. Therefore, to successfully sell in this arena, you must always pay attention to what your prospect has to say about what is wrong with their current situation and vendor and then tell him or her how you are different.
Five Myths that Derail Appointment Setting Success
/in Appointment Setting/by TTS adminFive Myths that Derail Appointment Setting Success
Appointment setting is one of the most effective ways to maximize sales efforts. Unfortunately, many people look at appointment setting as something to dread rather than an avenue to success.
There are many myths that revolve around appointment setting that lead to subpar results. In order to make sure that your appointment setting efforts are productive, it is necessary to debunk these myths.
Myth #1: The more calls you make, the more leads you will get.
Reality: Sales is indeed a numbers game but it is important that just as you qualify sales leads so that you can concentrate on the best ones, you need to establish a criteria for appointment setting candidates. In other words, you need to target those individuals and companies that are most likely to respond positively to your request for an appointment.
Myth #2: You must be pushy if you want to set appointments.
Reality: The key to getting someone to listen to a sales presentation is not by forcing him or her to talk with you. Rather, you need to establish a rapport with that person. The most successful appointment setters listen to the needs and concerns of those they are calling and are able to have a real conversation instead of just pushing for an appointment.
Myth #3: Appointment setting is a job no one wants.
Reality: If you view appointment setting as a challenge and an opportunity to offer prospects something that will really benefit them, appointment setting instantly becomes less of a chore.
Myth #4: Gatekeepers are the enemies of appointment setters.
Reality: Contrary to popular belief, gatekeepers are often an appointment setter’s best friend. Unfortunately, many appointment setters spend so much time and effort trying to avoid or get around a gatekeeper, they miss a golden opportunity to establish a powerful ally. Remember, most gatekeepers have the ear of the decision maker. When a gatekeeper respects and trusts you, they are much more likely to work on your behalf to set up an appointment.
Myth #5: Setting your own appointments makes the most financial sense.
Reality: Appointment setting doesn’t come naturally to everyone. Partnering with a professional telesolutions firm is often the best way for salespeople to get in front of prospects. Such firms are better able to ferret out the most promising appointments. Further, experience counts when it comes to appointment setting. Therefore, salespeople—who understandably want to spend their time selling and not setting appointments—don’t have the time necessary to hone their appointment setting skills.