Top 3 Tips For Choosing An Appointment Setting Telemarketing Company
Are you looking for a steady flow of appointments with prospects?
For many companies considering using telemarketing appointment setting is main objective. Ive lost count of the number of times Ive spoken with a client and they tell me I just need to get in front of them
Indeed if you have a complex or highvalue proposition such as software or consulting services getting that initial appointment is essential.
So if you are considering using an appointment setting telemarketing company what are the top three things you need to know?
Of course there are many telemarketing companies providing Appointment Setting Services so understanding which telemarketing company is right for your business is the key to success of any appointment setting campaign.
As an owner of an appointment setting telemarketing company and having run hundreds of telemarketing appointment setting campaigns over my career Ive learnt to identify the campaigns that work and the ones that dont.
So heres my top three tips for choosing the right appointment setting telemarketing company for your business.
1Do they have the right sector experience?
2Can they be credible at the right level?
3Are they used to setting the right volume of appointments?
These are all critical areas in which to evaluate any prospective appointment setting telemarketing company; lets look at them in turn:
1The right sector
How important is it that your appointment setting telemarketing company has previous experience of your market. Well from our experience its a considerable factor in the success of any appointment setting telemarketing campaign.
Sector experience brings a level if understanding often a subtle one that helps ensure success. Simply having working in a particular sector previously means that your appointment setting telemarketing company will be understand all the nuances of the market and companies they re calling into. Small aspects such as internal terms job titles jargon organisational structures vary so much from sector to sector that its very difficult to teach.
Believe me this does make a difference. Thing about the last time you were called by an appointment setting telemarketing reading a canned script. As soon as you asked a question and they had no idea what you were talking about what do you think about the prospects of actually meeting the company?
2The right level
Again this is a critical but subtle thing that you should always look at when considering appointment setting companies. If youre trying to get a meeting with a seniorlevel decision maker and lets be honest thats all decision makers what will they think if youve got an 18year old calling them?
Wherever possible seek to match the appointment setting telemarketing consultant with the target prospect. For example in my appointment setting telemarketing company we only work with senior experienced telemarketing consultants for appointment setting campaigns.
Why? Because we set appointments with senior decision makers. Our people have worked in senior management roles; theyre credible when it comes to pitching a departmental head or CEO. Appointment setting requires your telemarketing company to establish credibility within seconds. This is achieved by more than a script its achieved by presence.
3The right volume
We generally work with Directors of small companies who want us to get meetings with very senior decision makers in medium to large companies. Why? Because as an appointment setting telemarketing company we specialise in highquality and lowvolume appointments.
Thats right; were not interested in setting 3 appointments per day for our clients. If youre looking to keep a team of hungry salespeople busy with 15 meetings per week each then were not the type of appointment setting telemarketing company for you.
Equally if youve got a highvalue proposition and youre also running your own business then you probably want an appointment setting telemarketing company that only send you out on well qualified serious meetings. For a start you probably couldnt afford to spend more than two days a week out on sales appointments.
Getting the match right between the volume of appointments you need and then amount that your appointment setting telemarketing company is geared to deliver is important. If you only want a few and theyre a call centre wanting to keep three agents making 100 dials a day guess what will happen?
So in summary choosing the right appointment setting telemarketing company is all about fit. Do they fit your sector the level of prospect they are calling and finally do they fit with your expectations of the number of appointments you want.
Get all these three right and you can expect a profitable and successful appointment setting telemarketing campaign.
About the writer: David Regler is Managing Director of Maine Associates Ltd a sales lead generation telemarketing agency specialising in telemarketing appointment setting services.
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