Thursday, September 6, 2012
B2B appointment setters are seldom considered a necessary expense in improving business operations; however, hiring professional b2b appointment setters will be of great help to your sales and marketing departments. With plenty of fraudulent service providers on the web, it’s understandable why a lot of business owners would rather have their marketing people do everything instead of outsourcing this operation to a third party. But not all BPO companies are the same, and a quick research on Google would immediately give you a list of reliable b2b appointment setters. The difficult part is looking for a good appointment setting company that has experience with your particular industry.
When you rely only on your lead generation experts to set all the business appointments for your sales representatives, you will inevitably be sacrificing the quality of your lead generation marketing campaigns. Why? Because creating an effective campaign requires analysis, research, and a lot of A/B testing. All these tasks need a lot of attention and concentration by themselves, but if your marketing people also need to do all the cold calling and haggling with the gatekeepers, then something is definitely bound to give.
When doing appointment setting, no other method of communication is better than telemarketing. If you have a team of adequately trained b2b telemarketers, then you can have your own appointment setters. However, if you don’t have any, then don’t just pull an on-the-job trainee to do this for you. It’s a common mistake of businesses to drop every undesirable task they have on their trainees, and this never leads to anything good. You have to remember that when you are dealing with either your b2b sales leads or clients, you have to put your best people forward. This means you have to not only have capable telemarketers handling your appointment setting campaigns, you need to have experienced professional appointment setters setting up schedules with all your qualified business sales leads.
Your sales people can also be your appointment setters, although they shouldn’t ideally be. Why is this? Think about the most important tip when dealing with gatekeepers: do not sell to them. Most sales persons can’t help but go into sales mode when dealing with a particularly stubborn gatekeeper. This, of course, would compel the gatekeeper to further reject any attempts at getting an appointment. While you may have really good sales representatives who are well capable of dealing efficiently with gatekeepers, which would you rather have: let them heckle gatekeepers all day or let them use their superb negotiating skills on the decision makers and close the sale?
You can appoint random members of your sales and marketing teams to do your appointments setting campaign and it won’t necessarily ruin your business. But if you do so, you will miss out on a lot of potential opportunities had you allowed your employees to do what they were trained to do; that is, let your sales people close sales and your lead generation exports to come up with effective lead generation strategies.
Thursday, August 23, 2012
Among the most celebrated business personalities of this generation is Warren Buffett. Aside from being stingy with his funds, Buffett is known to be an efficient goal setter. Whenever he sets a goal, he makes all the necessary efforts to achieve them.
Among the most celebrated business personalities of this generation is Warren Buffett. His numerous successful investments are envied by many. And yet, there is more to this man than simply knowing where to invest his money. With all the companies and various businesses he owns, it's a wonder how he can remain on top of things and not lose focus of the direction he wants these businesses to go. What is the secret of Warren Buffett and his amazing success? Aside from being stingy with his funds, Buffett is known to be an efficient goal setter. Whenever he sets a goal, he makes all the necessary efforts to achieve them.
The following pointers from Warren Buffett can be used by business owners and entrepreneurs to improve not only their business model, but also their lead generation and b2b appointment setting campaigns. Here are a few important business tips from Warren Buffett as explained by Scott of liveyourlegend.net.
Prioritize what needs to be done right now.
If you are boggled about how you will be able to accomplish all the tasks piling up on your desk, then it's the right time to set your priorities straight. The truth is, most of these tasks you've taken upon yourself to accomplish are not that important at all. Or they should not be your priorities considering your position. For example, you might be buried knee-deep in reports about whether you should consider social media marketing or not, when in fact, you should be focusing on making sure that your products and services live up to the promise you give your clients. Identify the tasks that you really need to finish first and don't let your attention wander onto less important tasks.
Focus on the most important things.
There is a reason why outsourcing companies are flourishing: because they help other companies become successful as well. The greatest benefit of good outsourced service providers is that they help company owners focus better on the core tasks of their business. They can leave the back office tasks to not only a capable worker, but a professionally skilled employee whose management they don't have to worry about. Like these companies, when you are able to focus on the core processes of your business, you will be able to improve the results of your work which eventually translates to being able to provide better products and services. This helps you conduct much more effective appointment setting campaigns with each of your b2b sales leads. Follow Warren's example and take the steps to help you focus better on the important aspects of your business. List these down, and outsource the rest. Next, stick to making this list a reality no matter what the cost. This way, you will have lesser internal distractions and you will be able to concentrate better on what needs to be accomplished right away.
Make your priorities as clear as possible.
Identifying and clearly stating what you want to achieve will help you to actually turn them into reality. When listing down your goals, instead of writing that you "want to generate as much qualified leads as possible", write instead that you want to find "highly qualified business sales leads in the x industry whose companies have xxx to xxx number of employees, and whose annual income is from $xxx to $xxx." Being specific right now helps you to remain focused over time, even if there are hundreds of distractions vying for your attention.
The next time you’re caught in a slump and don’t know how to move forward, remember to prioritize, focus on the important tasks, and make your priorities as clear as possible. Follow these simple tips and you will surely be able to improve your business in no time.