Appointment-setting services allow sales-driven organizations to prescreen potential customers and clients before setting up face-to-face meetings. This preliminary stage of contact can help save valuable time and resources by pinpointing which customers or clients require significant face time and which can be handled by a follow-up phone call or e-mail.
Appointment setters serve an important function within any business that uses direct contact techniques to drive sales. Cold calling for appointments reaches out to a predetermined target market that’s likely to buy your products or services. The process of appointment setting includes direct telesales, lead generation, database updating, and customer retention. Each of these categories is responsible for building brand and increasing market value.
Companies that aren’t practicing appointment setting themselves should have someone doing it for them. Appointment setting services are the alternative for those businesses whose structure and employee count isn’t conducive to cold calling. Also, outsourcing appointment setting to a third-party vendor frees up in-house sales staff to concentrate on what they do best.
Today more and more businesses are outlining their prospecting processes and using third parties for appointment-setting tasks. Third-party resources include appointment-setting software and services, which are fully customizable to merge with unique business models. Consistent communication, feedback, and strategy refinement are integral parts of the appointment-setting process and should be reviewed continually in search of ways to improve.
Businesses that use an appointment-setting company may see their sales representatives’ productivity double for the following reasons:
- Appointment setters specialize in identifying quality prospects and filtering out the rest.
- In numerous surveys, salespeople say cold calling is their least favorite task. Some say they plain hate it and avoid it at all cost.
- It is much easier to manage a sales staff when the appointment setting is outsourced.
- Appointment setters provide extensive analytics to help measure and improve the effectiveness of a campaign.