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Clients will grow their top line through innovative approach to appointment setting.

Chicago, IL, February 11, 2011

Unless you are Mark Zuckerberg, the inventor of Facebook or Steve Jobs, the inventor of Apple, it is almost certain that your business product or service will face intense competition from both large, well capitalized and established Fortune 500 companies and also small, agile, creative and nimble mom and pop businesses down the street.

Being able to effectively sell and properly market your product and/or service is the catalyst that will determine whether your business survives in today’s ultra competitive recessionary environment. In fact, with aggressive and intense competition available for virtually all products or services, it is the assignment of the sales function within the organization to identify, engage and convince the prospective customer to purchase from you and not your direct competitors.

Although this question appears to address quality, once we dig deeper, this is essentially a valid concern of economic cost (actual $), opportunity cost (time), and psychological cost (pain). Many of our new clients begin a new lead generation campaign with the following goal:

Most sales driven businesses need a constant flow of appointments and lead generation for their internal sales team. The problem with this is that while the sales team are following up on leads and attending appointments, they're not on the phone getting new leads and appointments for your business!

Establishing an effective appointment-setting and telemarketing process is a key component of any successful tele marketing campaign. While it's possible to just pick up the phone and start "dialing for dollars", making calls without preparation or strategy will yield poor results. So what is your expectation of perfect lead generation appointment?

Here is what “groundless projection” illusion sounds like:

“I am looking to start my lead generation campaign selling my widgets to CEOs of Fortune 500 companies. Considering the greatness of my product and the fact that this call is ONLY appointment setting exercise, I am expecting .5 to .75 appointments per hour. Are you good enough to deliver such results?”

Encouraging team development, emotional engagement and social interaction provides a healthy and sound workplace environment for the otherwise isolated appointment setter.

Face-to-face team building activities or meetings for the virtual global teams particularly for appointment setter is not workable since most if not all appointment setters are geographically spread out throughout the world. It is not cost effective and the opportunity to have one is extremely rare.

It is widely accepted that the reward for promoting global virtual teams is the ability of organizations to leverage on the different skills and competencies of team members from around the world.

What does leveraging mean?

We have emphasized the importance of partnership as a means to increase the sales effectiveness for the telemarketing services and generate repeat business not only for the client and B2B service provider but for the prospect as well by creating value added products and service to the latter’s customers.

In our previous articles in the Developing Telemarketing series, "Script Based or Free Flowing?"” and "Telemarketing Strategies and Customer Relationships", we discussed the various considerations in choosing a script-based and a free flowing approach to telemarketing and the different strategies that both the lead generation client and the appointment setter can implement.

There is a great deal of debate among appointment setters about which particular telemarketing approach works best: script-based or a free-flowing presentation.Some staunchly defend their position that a script-based approach to telemarketing is better than a free flowing presentation. Let’s take a closer look and discuss the advantages and disadvantages:

In our previous article entitled “Developing Telemarketing Success – Script Based or Free Flowing?” we highlighted the advantages and disadvantages / challenges of each and mentioned that the primary consideration for the best approach to telemarketing approach lies in the product and / or service that is in line with the stages in the relationship the appointment setter has with the prospect.

Here are some tips on knowing when and how to close the appointment setting task. Be sensitive to your prospect’s responses.

Getting your prospect to talk to you is achieving half of the inside sales effort; the other half which is just as important is addressing your prospect’s issues and concerns. You have made your way through the gatekeeper and have delivered a fantastic opening statement.

Objections are a normal part of everyday communications.

Why is Idea2Result the best choice for my appointment setting tasks?

Choosing Idea2Result for your appointment setting campaign gives you a wide variety of flexible and practical options that can be tailored to your specific goals and objectives to create your virtual Call Center:

Why is it that people do not want to explore opportunities in telesalesand in particular, getting into tasks such as appointment setting?

It does take a lot of lead generation effort and patience just to get connected to your prospect and when someone answers the phone it is probably the only window of opportunity that you surely would not want to miss.

Lead Generation campaign’s single most critical objective is to schedule a fully dedicated and committed time to speak with an interested prospect.

It is our experience that if B2B Appointment Setting Campaign, is not handled with a "scientific" approach, it will not yield sustainable results for your lead generation.

All size businesses often have to deal with limited resources, time constraints and an overstretched worked force. While majority of today’s businesses utilize modern ways and technology to connect with its customers, getting that critical appointment and your message across remains a challenge. Overcoming this great hurdle will determine whether you have successfully established a favorable condition for your next lead generation move.

A recent article in Businessweek explored the question: what drives your best sales managers? The once revered volume technique, insisting on a high quantity of pitches to accomplish sales goals, is no longer cutting it in today’s business.

Step 1: Choose Sales Agent


Step 2: Choose Pricing Option


Step 3: Launch Campaign

To Learn More: Process, FAQ, Blog.

Call 888.495.5666 or email.

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