The screen of your cell lights up in the darkness. You’re in a daze but the ringing persists. Who could it be? You don’t recognize the number but you answer. It’s an unfamiliar voice asking if you have a minute to spare to hear this quick pitch. In the mood you’re in, you’re about to blow this cheerful telemarketer away, when he asks, “How has your day been so far?” At that moment, time stops. A WILLING EAR? You talk about why you’re feeling so down and get some really great outlooks on things. Within the first five minutes, you feel loads lighter and guess what… Now you’re really interested in that ‘quick pitch’.
Appointment setting services provide your business with the telemarketer willing to pitch your product or service to gain, maintain or regain that client. Appointment setting provides a comfortable environment for your business to simply make and deliver the product and or service available. Appointment setting services usually increase sales through:
Generating & Converting Leads
Scheduling Qualified Appointments
Assisting the company in the acquisition of clients
B2B Appointment Setting Services
Business to Business Appointment setting services allows your business to work directly with your selected appointment setting service provider. This appointment setting service provider may serve as your sales team. As such, the main purpose of an appointment setting service is to increase sales for your business.
If however you already have a sales team, appointment setting services can do the cold calling to provide your sales team with warm leads and qualified appointments. The business relationship established between you and an appointment setting service can ensure that there is a steady stream of work for your business.
Lead Generation Appointment Setting
The central focus of lead generation is to convert interested potential clients into buyers of the product or service your business provides. Although this sounds like a simple enough process, it can be fruitful only when done properly. You must decide what sort of campaign you plan on developing with your appointment settling service provider. Do you wish for your selected service provider to:
Find and deliver warm leads
Convert leads into qualified appointments
Fill your sales funnel
Sort through potential clients to select important and fruitful ones
Compile lists of potential leads within a given industry
Assist in reaching and maintaining customer interest
Develop methods which distinguish you from the competition
Remember, to achieve success, your selected service provider must share the vision of your business. Also, they must be able to communicate effectively with potential clients to have them pay mind to your products or services.
Sales Appointment Setting
Does your business have a sales department? Are they bringing sufficient and qualified leads to your company? Do these phrases, “not interested”, “we’re already set” and “no thanks” demotivate your sales team? If your sales team is not generating the results your business requires for success and expansion, it’s time to consider sales appointment setting services.
By hiring a B2B sales appointment setting service, you will have the time necessary to improve upon the quality of your service and product. Meanwhile, your selected business associate will drive sales your way, thus allowing your business to thrive. Your selected sales appointment setting team can assist with the following:
Keeping your customer information organized and accurate. It is easy for things to get jumbled and disorganized which can, in turn, result in costly mistakes. To facilitate your customers, you need to know who they are, what they want, and how your business can accommodate.
Your sales team will be inefficient if they have to find the leads, do the cold calls and the close the deal for themselves. Too much time will be wasted finding and qualifying leads. With a sales appointment setting service, your sales team can focus on what matters most to your business - closing deals (making sales). They can spend their time providing the clients with the services and products they desire. This will produce positive results for your business. Clients will see your prompt and efficient service and even recommend your business to others.
Beneficial & Cost Effective
Sales appointment setting can be an innovative method to save useful business resources. The searching, hiring, interviewing, and training required can all be outsourced. While they handle the training of their telemarketers who will assist in the acquisition of clients, you are able to invest your money wisely where it will be most beneficial.
Appointment Setting Companies
As the name suggests, appointment setting companies handle leads and get results. This takes quite a load off your business hands, for sure. Sit back, and wait for the warm leads to flood in? Before you commit your absolute faith in the first appointment setting companies who sound right, consider the following:
Type of Relationship
What type of relationship do you wish to have with the appointment setting company you plan to select? If you plan of having a B2B relationship ensure you select a reputable company with experience. Quality service is a must, as clients respond better to non-manipulative tactics and gimmicks. Be mindful to select an appointment setting company that has the perceptiveness required to get your desired goals.
Although appointment setting companies can boost sales with the right approach, can you afford it? Ensure that you select packages which suit your needs. There are appointment setting companies who provide standard packages at a fixed rate or customizable packages. Assess your business needs and choose packages which are both suitable and affordable.
Remember that your business is being represented by your selected appointment setting company. Therefore you should provide an outline of a script that the telemarketers can use when reaching out for potential leads or clients. If your script is not suitable then the two of you can collaborate and decide to use a script yields the results you wish to achieve.
You can not be assisted by an appointment setting company which has poorly invested in its own growth and development. You need to select an associate with progressive ideas and actions. Choose an appointment setting company which invests in the necessary software and hardware to achieve success in finding leads and increasing sales for your business. Additionally, this selected company must be willing to utilized forward-thinking techniques and strategies to keep ahead of the competition.
Can you suggest another tip which one should consider before selecting an appointment setting service? We’d love to know what you’d suggest.
Have you come to a dead end with lead generation?
We’ve all been there.
Prospects aren’t interested in your product or service or even taking your calls. It’s hard enough to be on the phones every day making phone calls – and harder having every person turn you down.
Well, there’s good news: Generating leads doesn’t have to be that difficult. With the right team and strategy at your disposal, you could easily be following up on leads and engaging with interested prospects.
We’ll walk you through different ways that you can generate leads for your team. When we’re done you’ll know exactly how to convert qualified generated leads in your pipeline. Ready? Let’s dive in.
6 Ways to Generate New Leads for Your Sales Team
Before you start diving into generating leads, you need to understand how the process works. Just like you would outline a blog post before writing, you want to establish the three or four main takeaways of your lead generation campaign, and make sure you have a team to help you. Then, you can start talking about how you are going to generate your leads.
Now, let’s talk about the 6 different ways that you can generate new leads for your team!
1. Social Media
Social media is a great way to generate new leads. Twitter, Facebook and Instagram are just a couple platforms that businesses use for lead generation.
Twitter and Instagram allow for direct messages, which makes it easy to reach out to people in specific industries.
To use Facebook for lead generation, you may have to invest in advertising. The good news is that there are experts who do Facebook advertising for a living.
Social media platforms are an amazing way to generate leads but you have to be willing to reach out to people and be social – hence social media.
2. Optimizing Content
When you use content that is relevant and appealing you will capture the correct audience. No matter what industry you are in, you are the expert!
Highlight what you do best and share inside knowledge to show the information you’re sharing is reliable.
Yes, LinkedIn is a social media platform. It’s just so important for lead generation that we gave it its own number.
Publishing posts and articles on LinkedIn is a great way to get noticed by other companies. LinkedIn also makes it easy to establish yourself as an industry leader.
Add people on LinkedIn who you want to be in your network. Be sure to add a note so that when they see your invite, they will know why you want to be connected with them.
If you’re looking to take LinkedIn lead generation extremely seriously be sure to:
- Participate in discussions
- Publish posts and articles
- Comment on other posts
- Stay active
- Use it as a social network – be social!
4. Email Marketing
Do you have an email list?
If not, you may want to start working towards developing one.
And no, buying email lists is not the answer to your problem.
Get people who are interested in your business to sign up for your email list. How? By distributing amazing content that people can’t say no to and want to be notified when you’ve published something new.
Email marketing is never going to go out of style.
5. Public Relations
Joining a podcast, live video, radio show, or video chat in your industry is a great way to generate new leads. This will help people get to know you on a different platform, and not just as your usual business self.
It also helps you become more relatable which will encourage people to reach out and talk to about what you do.
6. The telephone
Start a campaign with a telemarketing company and develop a lead generation campaign.
Are you trying to set appointments for your sales team or up-sell / cross-sell services?
A telemarketing campaign is a great way to increase sales and profits, the number of qualified leads, and the number of appointments.
There actually are a lot more benefits than those, check them out here.
We’ve covered 6 different ways that you can develop leads.
If you want more information on this subject feel free to call us at 888.229.7046.
We’re the people who make and take the calls. Lead generation is just one of our many specialties.
Written by: Amy Schiller
There’s a satisfying feeling that you get every time you close a sale – especially if it is one that you have been working on closing it for a long time.
Like that one time you closed a sale that you were nurturing for years and it made all the hard work worth it. The phone calls and emails that you were sending back and forth for years finally pushed your prospect to invest in you and your company.
The precise reason closing a sale feels so amazing is because of the hard word that was put into it – suddenly sleepless nights and long evenings in the office make sense.
Use these 20 quotes for the days when you feel like giving up. Share them with your team or hang them around the office for motivation.
1) "Don't be afraid to give up the good to go for the great." -John D. Rockefeller
2) "Don't let what you cannot do interfere with what you can do." -John R. Wooden
3) "The successful warrior is the average man, with laser-like focus." -Bruce Lee
4) "Be miserable. Or motivate yourself. Whatever has to be done, it's always your choice." -Wayne Dyer
5) "I am not a product of my circumstances. I am a product of my decisions." -Stephen Covey
6) "Great things are done by a series of small things done together." -Vincent van Gogh
7) "Accept failure as part of the process." -Unknown
8) "The secret of getting ahead is getting started." -Mark Twain
9) "Don't watch the clock; do what it does. Keep going." -Sam Levenson
10) "Become the person who would attract the results you seek.” -Jim Cathcart
11) "Setting goals is the first step in turning the invisible into the visible." -Tony Robbins
12) “Motivation will almost always beat mere talent.” – Norman Ralph Augustine
13) “Always do your best. What you plant now, you will harvest later.” – Og Mandino
14) “Our greatest weakness lies in giving up. The most certain way to succeed is to try just one more time.” – Thomas Edison
15) “The harder the conflict, the more glorious the triumph.” – Thomas Paine
16) “It’s not about having the right opportunities. It’s about handling the opportunities right.” – Mark Hunter
17) “The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will.” – Vince Lombardi
18) “There are no shortcuts to any place worth going.” – Beverly Sills
19) “Life’s battles don’t always go to the strongest or fastest; sooner or later those who win are those who think they can.” – Richard Bach
20) “Obstacles can't stop you. Problems can't stop you. Most of all, other people can't stop you. Only you can stop you.” – Jeffrey Gitomer
Written by: Amy Schiller
Often, as salespeople, we learn from sales blogs written by companies who sell a marketing or sales service. It’s true to say that this information can get kind of stale, as most people curate content and use the same information from other companies except they distribute the content in different ways.
As sales people, we know that it’s important to stay inspired and reading or watching the same content all the time makes it difficult.
There is one type of content that can help us get out of this repeated content funk: TED Talks. Featuring people that present content on topics that they have developed themselves. Instead of repeated information being spued at us, they inspire us with new content in an easy-to-understand and inspiring way.
So, to help you break out of your typical sales advice mold and learn something new to make you better at selling, we’ve compiled 5 amazing TED talks that inspire us.
How to Magically Connect with Anyone
In this TED Talk, Brian Miller, explains the importance seeing the world from the point of view of another person. Not only does this help us connect with others, but it helps in sales too.
This is a great TED Talk to watch if you’re just beginning in sales of need a reminder about the importance of listening to your customers. Being able to put yourself in the shoes of the buyer is very helpful. Watch this video to understand why.
First Why and Then Trust
“Trust is human. It’s about human interaction. It’s about real conversations. What we need is more handshake conversations. What we need is more handshake discussion. More handshake debates. More handshake friends. More handshake leadership.”
Nothing replaces human contact. That’s one of the many things that Simon Sinek touches on in his TED Talk. Watch this 17-minute video to get more insight into the importance of human to human interaction in the business world.
How to Skip the Small Talk and Connect with Anyone
Sometimes, we forget that the CMO, CSO, CEO, or any other C suite executive is a person. We put our business needs first and lose that human to human connection.
This TED Talk by Kalina Silverman does a great job at reminding us just that. Let’s skip the small talk and hop right into the big talk. Remember that everybody is only human.
The Skill of Self Confidence
This TED Talk is a great one to watch when you just can’t seem to land a sale. Dr. Ivan Joseph talks about the importance of self confidence and persistence.
Stop the negative self-talk. Have self-affirmations. When doubt and fear come into your mind, replace it.
The Science of Sales
As co-founder and CEO of ConnectYard, Donald Doane speaks from his experiences of beginning a startup. This talk explores a common challenge for many young companies, which is learning how to create a repeatable and scalable sales process that will take their company from concept through profitability.
Great energy, positive vibes, and the best inbound calling customer service that you'll ever get
1. Add value
First, put yourself into your customers shoes. Consider what’s important and how your product or service will benefit them. If you’re having trouble with this part, that’s ok. There are many solutions to this. One is to get feedback from your target market through surveys. This could be online, or it could be on the phone.
During the first phase, think: start helping, stop selling.
Once you have figured out how you can add value to your customers, pick up the phone and call them. Let them know about special deals and discounts.
Another way to add value to your customers or clients is to offer a whitepaper or any type of free resource. This will give your target market insight into the industry and provide them with information that they didn’t already know. It will make it more difficult for them to leave for a competitor.
2. Build a better customer experience
If you’re looking for more positive online reviews, word-of-mouth referrals, and higher retention rates then it’s time to develop a memorable customer experience.
This will allow you to develop a relationship with your customers, potentially recover lost customers, engage existing customers, improve customer satisfaction, and add a competitive advantage to your company.
Improving the customer experience is something that is easy to do and provides your company a lot of benefits.
3. Design a customer outreach strategy and stick to it
The purpose of customer outreach is to introduce something awesome to your customers. This can be the white paper or it can be a new amazing service. It should be something that will get your customers excited and again, add value.
QCSS worked with a client in the healthcare industry who was losing their own customers and market share due to aggressive acquisition tactics of a competitor. That’s when QCSS helped design and implement a customer outreach strategy that allowed the client to provide more customized, high touch relationships with their clients.
In the end, QCSS reduced customer churn for the company.
QCSS Case Study
The client produces compliance publications for billing and coding departments within hospitals, private practices, and home health facilities.
This company was losing their own customers and market share due to the aggressive acquisition tactics of a competitor owned by a multi-billion-dollar healthcare company.
QCSS helped design and implement a customer outreach strategy that allowed the client to provide more customized, high touch relationships with their clients.
QCSS reduced customer churn.
There’s a huge myth out there right now that a lot of people are believing… The myth is that social and digital outreach alone will bring qualified leads into your sales pipeline. It’s part of the reason that people believe picking up the phone and calling someone is no longer necessary..
This is far from the truth and Tony J. Hughes (THE sales guru) wrote an entire book about this very hot topic.
His new book is called COMBO prospecting and in a recent interview with John Smibert he explains the importance of digital and social as well as the phone to build a quality sales pipeline for your business.
If you don’t have time to read or watch the interview, here are a couple of takeaways.
You need the right combinations of activity, done the right way and at the right time if you want to succeed.
The 3 key combinations are:
The right value narrative
The right mindset
The right combinations
You need the combination of digital and social as well as the phone.
If you want to build a quality sales pipeline you must… jab, jab, jab with email & social… and then knock them out with the phone.
A silent sales floor is dangerous
Scared to make cold calls? It’s easy to make calls warm and you can do that with social. You need human-to-human interaction. The chances of you landing a sale just from chatting with someone over LinkedIn is very rare. Pick up the phone and call.
Everybody should be selling
The CEO, CFO and all the salespeople.
No salesperson can get enough qualified leads into the pipeline from marketing. Inside sales or sales development reps are never going to provide enough leads either. There’s always going to be some gap and salespeople have to be good at creating their own personal pipeline.
The boxing metaphor
In boxing, you’re constantly jabbing away with your left hand. You should also be jabbing away in social. By this Tony means, using LinkedIn, Twitter, text messages and email as your jabs. Then, the right hook is a phone call. The thing that will knock the person out (not literally, don’t worry).
“Social Phone” is the key to success
Every prospect you’re working with has a mobile phone or a cell phone, and that phone is also their personal digital assistant. That is where they can look at social and they can take a phone call. Social and phone is the only way to go and be successful.
Bringing it all together
The key message from Tony was that using social and phone together will completely change your pipeline. Also, make sure your sales floors aren’t silent, you have to be talking to the customers and outbound with the phone.
There’s a lot of work to do, COMBO type work.
If you want to know more, just look for COMBO prospecting in bookstores or buy it on Amazon.
Here is some sales advice from our team at QCSS. To find out more about what we offer, call 888.229.7046
✦If you are an aspiring entrepreneur, you're going to want to watch this!✦
So, here is a Q&A with Catherine Karabetsos, the CEO of QCSS who actually has that ONE THING we all wish our bosses could have..
And that is, EMPATHY ⭐️
It's so refreshing to hear some humanized, inspiring advice from the queen of entrepreneurship herself!
So check it out and really listen to what she says; for this interview is far from those monotonous, cliche one-liners that most businesses give you.