I suspect that many think that
these services are not very effective, or they misunderstand the art and science behind B2B appointment setting, particularly if they have never used such a service.
Alternatively, if marketers have hired an appointment
setting service and it did not work well for them, thailand telemarketing database they probably think that all appointment setting services are a waste of money. I completely disagree, because I see it working exceptionally well every day. To set the record straight, here are 6 common misconceptions about B2B appointment setting services:
The appointments are never
qualified and never turn into deals – It’s true that unqualified appointments typically do not turn into deals. For this reason, you need to carefully consider which appointment setting service you engage. Some appointment setting services simply get any appointment. If a prospect will take a call, that counts! On the other hand, if you use an appointment setting service that qualifies based on BANT* criteria, those appointments can and do turn into deals. The very best appointment setting firms see, on average, a 60+ percent conversion rate to forecast revenue.
It is easy to schedule a qualified sales appointment
Scheduling a qualified sales appointment is not at all an easy task. It typically takes multiple phone conversations and/or an exchange of multiple emails. In essence, the inside sales person scheduling the appointment is running a 1-to-1 nurturing campaign and it can take several weeks to qualify a prospect. The very best B2B appointment setters need to contact approximately 10 companies in order to obtain 1 qualified sales appointment.
Our sales people can schedule their own appointments – Yes, they can, but is that the best use of their time? Sales people should focus on closing deals, not finding leads – that is marketing’s job. Time spent looking for leads means hours lost working on qualified opportunities.