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Wednesday, September 22, 2010

The Role of Telemarketing in Appointment Setting

Running a business requires time, people to help you run it and their time too. Tough business competition nowadays means a hard time working alone. Running a business would require a lot of needs. Needs that unfortunately, requires much of your time and more often than not, the lack of a competent staff would hinder your functions.

Wikipedia defines telemarketing as “a method of direct marketing in which a salesperson solicits prospective customers to buy products or services, either over the phone or through a subsequent face to face or Web conferencing appointment scheduled during the call.” It's apparent in the definition that appointment setting plays an important part in business functions and in telemarketing as well.

Appointment setting has been the key element in obtaining new businesses because it enables salespeople to present products and services in meaningful face-to-face encounters. It increases the probability of closing sales considerably when sales representatives meet prospects personally than discussing product specifics over the telephone. SME (Small and Medium Enterprises) have also benefited from appointment setting services due to the lack of resources to launch elaborate marketing endeavors. Pre-arranged meetings have been instrumental for start-up enterprises in reaching prospects from several types of industries such as medical, financial, manufacturing, real estate and other service oriented institutions.
Expediency is the name of the game. The sooner a connection is established between telemarketer and prospect is, the better. The needs of the prospect will be immediately identified and it could work in a lot of ways – either a sale is secured, a lead is generated or an appointment is set. There's still math involved here, the more calls made, the more chances of getting successful appointments.

Remember that lead generation cannot be done randomly, otherwise its purpose has already been defeated. Without the full support of a dedicated team, doing this can be nearly impossible. For this reason, many companies choose to outsource lead generation to a trusted lead generation services provider that knows what kinds of leads are best and which ones will convert better.

It's important to know and understand that telemarketing is not the be-all end-all of sales strategies. Instead, it's just one method of performing the sales process. Just like other tried and tested sales method, success in closing a sale over the phone is dependent on finding qualified prospects to call.

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