Why Outsource Appointment Setting & Telesales?
Many B2B companies are still skeptical about considering outsourcing for any part of their sales function which they consider as a core competence. One thing that most businesses skip is the benefits outsourcing brings.
Establishing telesales and appointment setting teams from the ground is a complex task. You need time, effort, and expertise to build a team who have the required skill set and experience to bring optimum results.
Moreover, appointment setting is a fundamental part of the B2B lead generation and business development cycle. During this part, sales reps create a list of contacts, review them, qualify the leads, and schedule appointments with interested buyers to close the deal.
Before we dig into the benefits when you outsource appointment setting and telesales, let’s look at important factors to consider when outsourcing lead generation services.
Factors to Consider While Outsourcing Lead Generation Services
When done right outsourcing some or all of your lead generation efforts can provide significant impetus to your sales pipeline, while also being more cost-effective.
Having the right partner is the key to a successful outsourced lead generation program. Here are vital things to consider when thinking of outsourcing your lead generation services:
- Have a clear set of objectives and prioritize them.
- Look for a partner with Industry experience, caliber, and solid testimonials.
- Spend time with your partner agency discussing and aligning sales strategy and sales process with your target prospects– clarity in the sales process is key.
- Try a pilot of at least 3-4 months before making a long-term contract, or before locking down the process and targets.
- Look for Long-term partnerships, and do not plan for short-term engagements.
- Put in place tracking & reporting systems for campaign performance and quality of leads generated.
- Run periodic experiments, and use the information you gain from face-to-face meetings (wins and losses) to see if the target prospect personas, product/service positioning and the sales process can be improved.
- Track ROI concisely.
Perks of Outsourcing Telesales
Here are four reasons why B2B enterprises can outsource appointment setting and telesales to a telesales specialist or enterprise.
1. Comprehensive Sales Script
Sales scripts should be adequately researched, professionally written, well structured, and tested to identify any potential weak areas. It should also include closed questioning and suitability to the target audience being contacted.
Creating a script with all the above mentioned factors takes time and knowledge. You need to refine it continuously but telesales experts do it effortlessly. This saves you from making mistakes and demotivating your team if the calls don’t make any progress.
2. Technology and Data Analytics
Technology is changing every passing day and if your call center uses outdated technology which leads to constant hang-ups or connection issues, your potential buyers will be irritated.
Telesales is a process-driven strategy that requires deep data insights that identify if the right customers are approached with the right products or services at the right time. This will be accurate if it is driven by data and analytics and the ability to understand the data and what it is informing you about your sales process.
3. Specialization and Speed
It is difficult to excel at something that is not the main operation of your business. The Telesales agency’s focus point is selling efficiently via phone calls. This results in improved productivity and better sales.
Also, companies need sales data for compliance as well as forecasting and decision-making. Without refinement, knowledge, and expertise, it takes years to build a team and bring appropriate results. With the assistance of a telesales expert, the speed of reaching your sales goals increases drastically.
4. Compliance and Consumer Protection
Consumers are nowadays aware of their privacy rights and governments are actively safeguarding them. Telesales enterprises know the upgraded regulations and compliances that you need to abide by. Companies have to comply with laws relating to human resources, insurance, technology, and data protection. These are non-negotiable aspects of compliance and consumer protection and if you break any law, it leads to heavy penalties.
Advantages of Outsourcing Appointment Setting
B2B appointment setting actively targets prospects who are interested in buying your product or service. The global appointment scheduling software market size is expected to reach $546.31 million by 2026, growing at a CAGR of 13.1% from 2019 to 2026. So you can outsource appointment setting to enjoy multiple benefits. Some of them are as follows:
1. Saves Good Money
Creating an in-house team of appointment setters is costly and if they don’t perform efficiently, you need to replace them. This becomes a recurring process that costs more than it brings business. Also, as an employer, you need to pay employee benefits, train them, and still have high turnover rates.
On the other hand, outsourcing costs much less, and due to their expertise, changing them is once in a while. This removes a major headache and saves a pretty amount of money for you. In turn, making your appointment setting a successful activity.
2. Increased Attention on Core Enterprise Services
When it comes to handling business there are multiple activities, meetings, and operations you need to conduct. You will need to track and analyze complicated or difficult tasks to ensure the success of your business.
Appointment setting helps businesses free up their time and focus only on the essential tasks that require your undivided attention.
Moreover, if companies outsource appointment setting, it is not only cost-effective but also ideal for resource allocation along with enhanced customer experience. So businesses save money, and time and still get quality leads.
3. More Scalability and Efficiency
Outsourcing is beneficial as you can be assured that your appointments will be scheduled around your availability. You don’t have to worry about working around someone else’s schedule or skipping important work. This flexibility is one of the biggest advantages of using an outsource appointment setting.An effective appointment setting campaign can assist your business in scaling up its operations by generating a higher volume of qualified leads. Companies can also build lasting relationships with their customers, ensuring that they continue to be loyal and buy from their business in the future.
Bottom Line
Businesses are choosing outsourcing services that will take away their stress and hurdles. Outsourcing appointment setting and telesales comes with tons of benefits and frees up your sales team’s time to focus on closing the clients. One thing that you can take care of is choosing the right agency or vendor to avoid excess time consumption and costs. With outsourced appointment setting and telesales, you can achieve your sales and financial goals effortlessly.
Gaurav Roy
2 May 2018
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