Each sector today is so crowded with participants that they can only hope to survive if they stay ahead of the competition. And to do that, they need to constantly bring in new clients for their business. Many organizations have a specially designated department called the Business Development Team that cares about generating leads through cold calls, referrals, etc. However, given the volume of business that an organization needs to stay afloat, and the process involved in converting a lead to a warm lead means that it becomes too costly for one department to manage all the activities.
In this light, the best option is to outsource the job to a B2C appointment setting call centre. These call centres do the exact work that a Business Development Team does without the organization having to do all the groundwork. The sales team can simply focus on converting the warm leads into finalized proposals. Finding the right type of B2C centre for appointment setting can be quite tough. Therefore, there are certain things you need to look for while deciding on the right B2C centre.
The first and foremost thing you should consider is that the cost of outsourcing should not exceed the cost of managing your own internal team. Your budget will give you an idea of the number of clients you would need to pitch to and the industry experience will tell you the conversion rate. The cost for this conversion should not exceed the cost of running your own internal team considering the fact that such cold calls and referrals can be managed by interns themselves.
The second thing you should keep in mind is the experience that these appointment setting centres have, not in the substitute or related sectors, but those sectors that are as close as possible in operations to yours, because you need to know what works and what doesn't. Take stock of their past achievements, modus operandi, and the time frame within which they have completed their tasks, whether the deadlines have been met or not because these are the things that are most important when approaching clients through cold calls or blind approaches.
The third thing you should do is to sit down and have a talk with them. You should understand their plan of action and their strategy. Sometimes, the strategy that works for a fellow sector or organization might not work for you because of how you chose to market yourself. In this case, you should rely on your judgment to understand whether the strategy would work for you or not.
The fourth and one of the most important things to keep in mind is that an appointment setting centre is only as good as the employees that work there. You should take a look at their hiring structure and the experience level of the employees that work there. Also, make sure that your target audience is as close to your B2C appointment setting centres as possible.
Another important thing you should keep in mind is that these leads may call back when it is convenient for them. These organizations should be available at all times. It is ideal if there is a live tracking mechanism or a periodic reporting mechanism on the progress or the relevance of leads generated. There should also be a communication channel between the appointment setting centre and your sales team.
Lastly, do a simple Google search. Find out as much as you can about the ones you have shortlisted and ask around. This can be of a great help to you. Sometimes, clients are extremely versatile and dealing with all of them can be quite difficult. Tiny things like voice modulations and opening dialogues can make a lot of difference. A little asking around can help with that.