In an age of specialization, the selling process has proven to be much more successful
when different experts handle each phase. While a sales force may be splitting
cold-calling duties, setting appointments might not be the strong suit of those
involved. With appointment
setting services, a business can concentrate on creating
dynamic marketing campaigns and the sales team can focus on closing the deal.
What Appointment Setting Services Do
Despite the apparent decline of telemarketing as a sales technique, it is still
one of the primary ways that businesses contact and communicate with potential
buyers. In fact, many businesses invest over 90 percent of their marketing
budget in appointment setting simply because it works. Professional appointment
setting is an art, and appointment
setting services have refined that art
to make it as unobtrusive and effective as ever. From the largest Fortune
500s to brick-and-mortar start-ups, appointment setting is a vital part of
setting services combine their best practices with a business
particulars to conduct telemarketing campaigns. These services have one goal--to
present the product or service in the most attractive light in order to get
that customer to sit down with a sales team. Appointment
setters are really
salespeople at heart that have mastered the art of telephone communication
to break down barriers and lay the groundwork for closing deals. They use state-of-the-art
call tracking software to keep up-to-the-minute records of customer lists,
detailing whether theyre interested, not interested, ready to meet, or ready
Choosing an Appointment Setting Partner
This is easily one of the more critical decisions to make during the course
of business operations. The right appointment setting company can multiply
leads, increase sales, and keep the prospect pipeline full.
There are three primary characteristics to be in
tune with when selecting a service:
- Do They Know the Industry? Again, this is an age of specialization. That
means there are appointment
setting services that focus on such industries
care, mortgage brokers, financial planners, insurance agents, contractors,
and most service oriented businesses.
- Can They Pitch to the Right Level? Most
setting services can handle communicating with homeowners.
A service that isnt prepared to talk intelligently
with CEOs and decision makers, however, wont get a professional business
very far. Speaking with potential services to see if they have professionals
can handle the stress of highbrow clientele isnt wasted time.
- Can They
Handle High Volume? This depends entirely on the amount of business expected
on a daily basis. If businesses are expecting to set hundreds
of appointments per day, they had better be sure that the appointment
setting services theyre
considering have the calling force to meet their needs.
The Bottom Line
As with any potential partner joining a business, a little homework goes a
long way. Businesses should meet with appointment
setting services to find
out their capabilities and professionalism. After all, theyre going to be
making the business very first contact with the customer, and there isnt
another chance to make that first impression.