The answer feels like a yes. When you’re in direct competition with a major industry player, you both still benefit marketing-wise. The attention you draw to each other might naturally result in more prospects going through your appointment setting process. In fact, some prospects are daring enough to select both of your companies just for the sake of scale.
Still, a fight’s still a fight. You’re not just there to show off and win hearts. You’re there to win and to win means you’re making an even more powerful marketing statement. Can you balance between maximizing the interest you’ve generated and at the same time, focus on one-upping your competitor?
Normally, it’s always advisable to think the best of your customers. On the other hand, this shouldn’t be a reason to include the so-called ‘village idiots’ in your prospect organization.
Yes, it sounds rather obnoxious to suspect any potential client of being that stupid. But remember, sending the wrong prospect to a sales rep is more likely going to frustrate them. You don’t honestly think the village idiot is going to those qualifications now do you?
When it comes to technology, it’s very easy to confuse reducing the amount of work and improving the work being done. Sometimes they can be one and the same. However, your best prospects blaze through your appointment setting for only one of these benefits: That is the improvement of their work.
Miscommunication is still a natural part of appointment setting. Even in an age where technology vividly communicates our thoughts, users themselves still mess up with those very same devices. Words get chopped. Schedules get bugged. A bit of correction and repetition will always be in order at some point in your campaign.
But exactly how and how often do you have to clean up such a mess? It’s that not easy to always dive into your records and change information. Eventually, you’ll just have to push through regardless.