Businesses are always on a lookout for ways to grow, by making their processes efficient, optimizing their resources or cutting down on their costs. One such way is by adopting an appointment setting service which in turn, helps achieve all the three. Appointment setting is a crucial part of the sales cycle that involves the scheduling of sales meetings.
Let us walk through a typical sales cycle in, for instance, business insurance.
It starts with prospecting – the identification and stacking up of leads. Once you have your leads, they need to be turned into prospects – the ones interested in buying insurance.
The prospects will then scrutinize your insurance product inside out by throwing a medley of cross-questions at you. After triumphantly crossing that round, you finally close the deal and ask them for referrals.
Appointment setting services kick in with the conversion of a lead to a prospect. It is the first point of contact the lead will have with the insurance company.
Appointment setters are responsible for getting the leads interested in buying and fixing up business insurance appointments with the sales team.
The company need not spend on employing and training teams for this appointment setting. Outsourcing appointment setting services allow the firm to cut down on employee costs considerably and to do away with the hassles of managing them.
The time and money saved here can be inserted perhaps into marketing budgets to acquire more leads.
The initial client breakthrough is tougher than it seems and usually eats up a significant portion of the time taken for an entire client acquisition cycle.
The sales team ends up spending half of its time on this initial stage. Thus, if the concept of division of labor is applied here, efficiency is bound to rise.
With an appointment scheduling service on board to take care of this vital aspect, it will speed up the rest of the cycle and more deals can be accomplished in the same time.
The sales team may get entangled in the web of cold calls, follow-up calls, appointment confirmation calls and maintaining these databases, getting further and further away from what they are best known for – closing deals.
By entrusting such services with handling appointment fixing, the sales team of the company can focus on polishing up their pitch to woo the client or strategizing on how to tackle the client’s skepticism.
Appointment setters are trained in this domain. Getting through to clients, be it through telephone, social media, voice message or e-mail, they understand the basics of every communication channel.
They understand your business. Their mastery of communication skills, database management, follow-up consistency and the best of tools will surely make your sales process more efficient. They provide you with a customized solution to the troubles of setting sales meetings.
Specialized appointment setting services even help in keeping an eye on the performance of the company through their analytical tools. Figure out whether your sales numbers are soaring high or taking a dip with the data and data tools provided by these services. This would even aid in spotting the underperformers and rectifying the problems in time.
All these points prove that outsourcing appointment setting services serve as a win-win mechanism any business can adapt to have its sales take off.