Improve the efficiency and productivity of your B2B telemarketing campaign by outsourcing to profess

Sometimes the hardest thing to do in business is get your foot in the door of a prospective company. Genuine, qualified appointments are vital to any business but actually finding the time to reach the point of making an appointment with a prospect is not easy. Most businesses prefer to expend their energies in other areas of the business, choosing to focus on core business activities, which means the lead generation side of the operation is put on the back burner. Similarly, sales people generally despise the lead nurturing element of the sales cycle, usually preferring the thrill and excitement of making sales. In order to make a sale, however, you have to get in front of the decision maker which does require some effort and relationship building from the word go.

Telemarketing is the perfect solution to generating new B2B leads and appointments. Setting up a telemarketing function in-house is a huge drain on resources. Managing it is a continuous drain on resources too! Outsourcing is by far the best option; you don’t have to worry about managing a telemarketing team, you don’t have to worry about the cost of purchasing a database management system, a phone system and the software required to ensure that the telemarketers are doing what they are supposed to be doing nor do you have to worry about putting your expensive sales people on the phones trying to get appointment when they should be out on the road converting existing leads into new business.

Appointment setting companies can help you maximise your existing resources and enhance your existing marketing strategies. The hardest part of using an outsource provider is choosing the right partner for your business. B2B telemarketing is a specialist area and, when you take into account the specific industry sector you work in, you need to choose a provider that does have relevant background knowledge about your business type.

If, for example, you provide training to schools and colleges, you need to work with a telemarketing agency that has proven success in the education sector. The same applies if you are an accountant looking for new business; work with a partner that can show it has the relevant expertise in the financial sector.

Telemarketing, in general, applies the same principles, for example negotiating gatekeepers and overcoming objections, to a particular topic therefore it is worth choosing a company that already has a certain level of expertise in your field.

Using an outsource agency will mean that you have a dedicated telemarketing, or more if your budget allows for it, making over 150 calls per day on your behalf in order to engage in high-level conversation with decision makers with the ultimate goal of booking an appointment. Out of the 150 calls, the average telemarketer should talk to around 50 decision makers per day. If you are targeting the right data, the right industry sectors and the right people that have a genuine need for your product or service, this is a lot of people who could be persuaded to meet with your company to discuss the development of a long-term relationship.

Nicole Semark, a director at Amvoc, an outsource provider of B2B telemarketing services to businesses in the UK and overseas, has developed a comprehensive approach to telemarketing for businesses and users.