Many companies would love to outsource their appointment setting tasks because they believe doing so would save them valuable time and resources. They are absolutely correct.
When companies do not delegate appointment setting to their salespeople, these salespeople are able to do what they do best-close sales. Likewise, hiring an in-house staff to complete these tasks can be cost-prohibitive. Finally, delegating other staff to make these calls in their downtime can cause issues since appointment setting takes a specific skill set that not everyone possesses.
Unfortunately, many companies who believe outsourcing would be a good choice are hesitant to do so because of a concern over handing such a vital task to an outsider. The truth is, most companies who outsource their appointment setting tasks have had great success. The key is to understand some of the common misconceptions associated with outsourcing and then find a quality firm to conduct this important business development tool.
So, what are the most common misconceptions associated with outsourcing appointment setting?
- Calls will be automated or made by offshore agents. While some firms may use robo-calls or offshore agents, quality ones do not. Make this the first question you ask prospective firms.
- Fake appointments will be set up. Another critical question to ask is how appointment setters are compensated. If they are paid per appointment this is a red flag. Remember, quality firms that have been in business for a long time are looking to establish long-term relationships with the clients they serve. Setting up sham appointments is not the way they do this.
- There will be a large upfront fee. A reputable firm will likely offer a pilot program so you can see your results before you make a long-term commitment.
- Outside appointment setters won’t properly represent my brand. High-quality firms that handle appointment setting tasks for companies got where they are because they are able to become brand ambassadors for the companies they represent. That means they get to know everything about your company and are able to pass that knowledge onto prospects.
Finally, while price is always an important consideration, you really do get what you pay for. If you are looking for a cheap way to line up the most appointments possible, there will be plenty of businesses willing to take your money. The key is to find a quality firm who has a proven track record of success and who can set appointments with people who are interested in what you are selling. Work with that type of firm and you will wonder why you ever tried to set appointments yourself in the first place.