Appointment Setting: Helping Singaporean Businesses Grow

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Home Page > Marketing > International Marketing > Appointment Setting: Helping Singaporean Businesses Grow

Appointment Setting: Helping Singaporean Businesses Grow

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Posted: Mar 24, 2011 |Comments: 0
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In business-to-business space, appointment setting refers to the process of identifying the legitimacy of a sales prospect by scheduling a meeting with him/her (done by telemarketers or cold callers) for the sales representative to present and further discuss a service or product. This presentation can be done in three ways: face to face, over the phone, or through a web seminar (or webinar). In B2B marketing, it is a common practice for organizations to outsource this service to third party telemarketing specialists. This is because business leaders know that professional teleservices providers are more experienced in setting high level and quality appointments for any type of business. Outsourcing appointment setting services also enables a business’ sales representative to focus more on meeting with their prospects and turning these warm leads into valuable business partners. Instead of finding leads and scheduling a meeting with them, all that sales reps have to do is prepare a presentation and discuss with the prospect the benefits of what is being offered.

In Singapore, outsourcing appointment setting services to third party firms can provide businesses an added boost to their overall sales performance. This is because business meetings scheduled by highly trained telephone marketing representatives have higher chances of being converted into sales. This high conversion ratio is attributed to the fact that professional telemarketing companies follow strict qualification processes and standards to ensure that appointments are as good as closed deals.

Another reason why Singaporean businesses should consider outsourcing appointment setting service to telemarketing companies is the accessibility to instant phone marketing expertise. We all know that cold calling requires specialised skills, and not all sales people like to do it. In fact, a lot of individuals hate the idea of initiating a call to a stranger (and receiving one from them) for any reason. This is because any call that has to do with sales and marketing is deemed invasive and intrusive by most people. If you own a business, it can be quite a challenge to hire good telemarketers or create an in-house team to set business appointments for your sales department. It takes a lot of work to get really good at it, and delegating the task to the experts makes good business sense.

In addition, meetings scheduled by professional cold callers are well-qualified. They ask questions relevant to the offer and gather as much information as they can during an appointment setting call to ensure that each prospect is well-informed about the service or product, and have shown real interest in further discussing the offer with a sales representative. Stringent qualification procedures reduce the risk of no-shows and cancelled appointments.

Another great thing about getting professional appointment setting services is the CRM technology being used by telemarketing companies. Most firms offering teleservices have developed cutting edge CRM and pipeline applications that enable clients to monitor their campaigns with ease and immediately get notifications whenever an appointment is set. This kind of technology eliminates the need to call or check with providers the status of a particular lead. Clients are automatically informed through the system about the details of the appointment which is crucial to the presentation that will be conducted by the sales rep.

Delegating this task to professionals also helps businesses to establish a stress free environment for their employees. By entrusting the cold calling activity to a third party agency, employees become more work-driven because they can focus on tasks that they perform well at. This of course increases staff productivity.

Outsourcing appointment setting services also helps in saving operational costs. The need to spend on building an in-house team of telemarketers is eliminated should a Singaporean business decides to seek help from a telemarketing provider. There is no need to hire and train people, find an office space, and buy equipments. These will all be taken care of by the telemarketing firm.

Finally, outsourcing to a telephone marketing company for appointment setting services is both a cost-effective and cost-efficient marketing technique. Singaporean businesses that will engage in such an undertaking will soon find that it is far more effective than direct mail or print advertisement in terms of ROI, but is also a great supplement to other marketing initiatives.

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Maegan Anderson -
About the Author:

Maegan Anderson works as a professional consultant. She helps businesses in AU and SG increase their revenue by lead generation and appointment setting services through telemarketing. To know more about this visit: http://www.callbox.com.sg/

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Article Tags:
telemarketers, telemarketing companies, appointment setting, b2b telemarketing, call center, b2b call center, b2b leads