Four Questions to Ask Before Choosing an Appointment Setting Firm
If you want to grow your business, then appointment setting has to be a part of your overall marketing strategy. The best appointment setters generate leads, make cold calls and schedule appointments. Most importantly, they perform all these vital tasks while allowing business owners to concentrate on providing the highest quality products and services.
Companies of all sizes outsource their appointment setting tasks. Doing so allows their sales people to concentrate on the highest-quality leads, avoiding wasting their valuable time qualifying leads that may or may not eventually convert.
Of course, handing over control of appointment setting tasks can be scary. After all, you are relinquishing a good deal of control when it comes to the top of your sales funnel. In light of this fact, it is essential that you partner with an appointment setting firm that you can trust with your brand.
Before you begin your search for an appointment setting firm, it is important to know exactly what you are looking for. Therefore, when determining which firm you will choose as your appointment setting partner you should begin by asking yourself the following questions:
- What level of expertise do they need to possess? If you are looking for people to set up appointments for salespeople but not delve much further, then industry expertise is probably not a high priority. However, if you are setting appointments with prospects who are further down the sales funnel, then some industry knowledge will be required.
- Will they be using an account-based selling? Cold calling involves a different approach and outcome than account-based selling. While cold calling works for certain projects, others rely on a multi-channel approach which acquires leads from things like content marketing and website conversions, just to name a few. Account-based selling involves warming up leads and then closing with appointments. No matter which approach you use, it is important that your partner understands the method you employ.
- Will you have a point person within the firm? Having a dedicated point person within an appointment setting team allows this person to act as a true extension of your sales team. This type of relationship tends to lead to more success because you can talk to this person on a regular (many times, daily) basis and make adjustments as needed.
- What is the pricing structure? While some companies look for firms that offer pay-per-appointment pricing, this isn’t always the best approach because in such cases it can diminish the quality of leads. In other words, appointment setters may opt for quantity of appointments versus quality. On the other hand, when your appointment setting partner is an extension of your team, they will concentrate on the best leads, even if those leads take more time to uncover.
Appointment setting is critical to the success of your business. Trusting it to a firm that meets your particular needs is the key to a successful partnership that allows you to set quality appointments that are most likely to convert. All while spreading the great news about your brand.
TTS is accomplished at appointment setting, and an appointment is often the highest of goal in a hierarchy of goals that can be achieved in a campaign. TTS clients consider appointments to be both “face to face” and via the phone, with many preferring a well-qualified phone appointment prior to traveling to a client site. Learn more about TTS appointment setting service.