Outsourced B2B Appointment Setting: Does it Work?
Setting up appointments with new and fresh contacts is a major task for the sales team, as it is one of the best ways to qualify leads. However, it is not an easy task. Generating sales opportunities on the phone is heavily reliant on money and technology, and of course, a specialized skill set as far as the caller is concerned.
While many companies have tried to make it work through their in-house teams, others have turned to outsourcing their B2B appointment setting responsibilities. So far, outsourcing such responsibilities have yielded positive results, and here are a few reasons why you should consider it.
The cold calling process requires professionals who know exactly what they have to do. But you can’t expect these professionals to just fall from the sky. Just like other professionals, they need to be groomed for the job, and with the training and hiring processes come significant expenses.
Cold callers need to be supported from a technology standpoint as well. On an average, a team of cold callers typically has to make over a hundred phone calls in a single working day, and this requires a significant investment in the right technology.
When you outsource the cold calling process, of course, you need to pay the company. However, compared to the investment you would have to make if your company undertook the process itself, it is nothing. All in all, outsourcing your sales appointment setting responsibilities is a great money saver.
A Professional Approach
A lot of people have the notion that appointment setting requires little skill, but they could not be further from the truth. Appointment setting is a very specific skill, and when you outsource appointment setting responsibilities to a company that specializes in it, you can expect an approach that is professional from professionals who have been heavily trained to deliver results in a short span of time.
Frees Up Professionals in Your Company for Other Duties
Your company has its own set of professionals. While they may not be the best at setting appointments, they undoubtedly have a number of other skills that you can tap in to in order to increase their productivity.
However, you can only put those other skills to use if there is enough time to do so. Too often, the talent and skills of several individuals in a company are never utilized, as they are caught up in work they are not too good at. For this reason, it’s imperative for you to outsource duties such as appointment setting, and let your employees do what they are really good at.
Ultimately, when you outsource appointment setting duties, you can rest assured about the fact that sooner or later, the results are bound to show. Organizations who specialize in appointment setting greatly increase sales opportunities, which is sure to increase your company’s revenue in time.
Outsourcing appointment setting frees up time for existing professionals in your company and in the long run, increases profitability. So, all in all, it is definitely a great idea and not just a good one!