From insurance to IT, appointment setters can occasionally make unlikely matches with prospects whose businesses make you feel out of place.
But in reality, the need for their respective services can still be greater than the division created by varying business cultures. Therefore, you’ve still got to make those calls or meet with ‘those’ people even when it feels like you’re going to look completely out of place. Is there any way that appointment setters can make this all a little less awkward?
A couple years ago, there were some who feared that the rise of online marketing and its respective technologies would bring an end to a lot of appointment setting practices. The picture being painted was that of professionals rejoicing. Meanwhile B2B telemarketers and direct mail lead generators are sadly hanging their hats in the face of their supposed empowerment. Technology, it seems, has now added a firewall to push their gradual elimination from the sales process.
In reality though, those same disheartened professionals could actually stand to gain more from these improvements. Appointment setting could actually be a whole lot easier because technology has found a way to cut out all the red tape.
Sometimes when you hear so much political outcry against outsourcing, even merely considering the idea is enough to be a mark of shame.
But you should be well aware, these are feelings that are not always well-founded. And contrary to many views about B2B business, your decisions are still easily crippled by free flowing feelings.
You know it can be a little fitting to read this after knowing Boardwalk Empire just had its series finale. Whether it’s historical or fictional, the dramatic portrayal of Depression-era organized crime is often touted with examples of people resorting to falling in with the wrong crowd in order to survive.
Oddly enough, it’s an example you can turn to when guilty feelings about outsourced appointment setting start to interfere even when you’ve made a strong, factual case for your decision.
Despite the trappings of the internet, big data analytics, and sophisticated targeting, much of today’s appointment setting M.O. remains the same. One particular aspect of it is giving prospects the idea (and the freedom) to contact you whenever they want. Whether it’s on a brochure or on your website, the tactic of leaving your contact details lying around has been used even before professionals started to use the first calling card. To understand this is to understand a core element to successful appointment setting.
And make no mistake, this isn’t just used in inbound marketing. Active, outbound marketing also makes a point to make sure your leave a lot of doors open for which your prospects can walk through. In fact, when you see the essence of this strategy, it doesn’t really matter what you’d call it. So long as you’re hoping for a follow-up, you’ll need to leave some contact details behind.