Posts Tagged ‘pay per lead’

7 Valuable Misconceptions about Outsourcing Appointment Setting

Friday, April 17th, 2015
  1. annoying callsWhen you outsource appointment setting will get a robocaller making your calls. I don’t know what is worse a robocaller or waiting for the live person to come on the line. If you are selling robocalling systems – then you may want to use a firm that uses them – if not – why annoy them?  Ask what type of calling system the firm uses. It’s a bad idea to annoy the prospect.
  2. Appointment setters are not from the United States. That may be true – and this is something you should ask before you hire a firm. Ask to speak to the team members that are calling on your behalf. They should sound like they are calling from your company. If you’re selling Italian wine – you may want your callers to be from Italy. In general – companies in the US want someone that they can understand. It is a reflection of your business.
  3. Appointment setters make bogus appointments because they get paid on how many appointments they set. This can be true. Once again – ask the firm how the callers are compensated. Ask for references. The goal of a good appointment setting firm should be to give you the highest quality appointment. Why? Because they want you to continue doing business with them.
  4. I’m afraid I’m not going to get what I have paid for. A quality appointment setting company should offer you a pilot program. This is a way you can see what they can provide you without getting in too deep.
  5. Appointment setters are a bunch of people sitting in a room with headsets on. Ugh – don’t you hate when you receive a call and you hear the other conversations in the background. It makes you feel like just a number and they don’t care. A good appointment setting firm should have conversationalists that can make appointments with key decision makers. They should reflect your company. With that being said – when deciding on a firm, look at who your prospects are and what type of firm has a better shot at making an appointment with them.
  6. Outsourcing an appointment setting firm is a waste of time because I have a sales team. There was this lyric from an 80’s band that went like this: “What do the mailmen do? The mailmen do deliver.” Same thing goes for sales – sales people sell. Appointment setters make the appointments – getting the grunt work out of the way for the sales team.
  7. Appointment setters annoy prospects. That would not be a good thing. Appointment setters should be brand ambassadors for your company – they are an extension of your sales team. If you hire a firm that is pushy or stalking prospects – then it is time to find another firm.

 

The Allocation of B2B Marketing Budgets

Wednesday, December 7th, 2011

It is very interesting that firms are allocating large amounts of their marketing budgets to trade shows. What are they doing about prospect follow up? A recent article that I read stated that most leads/contacts from trade shows are not followed up on. It makes me think that companies should invest more of their budget in telemarketing to make sure there is proper lead follow up.

Most Challenging Marketing-Sales Funnel Process

Thursday, October 20th, 2011

This chart, provided by www.marketingsherpa.com, shows the results of over 1,700 B2B marketers who were asked what is most challenging in the marketing-sales funnel process.

MarketingSherpa.com Chart of the Week

As you can see, Lead Generation comes in a close second.  Using a lead generation expert, such as EAS LeadGen, will remove your lead generation challenges in this process and will provide you with prequalified, face-to-face appointments.

What do you find most challenging in your sales funnel process?

 

Need a 4th Quarter Sales Infusion?

Tuesday, September 20th, 2011

The third quarter of 2011 is upon us. Are your sales on target? The better question is, are you surpassing your sales goals?

It’s time to look at getting a fourth quarter sales infusion. Contacting EAS LeadGen, a professional lead generation firm, can help you increase your sales pipeline by providing you with qualified leads.

It’s time to amp up your game. Trade shows may be coming, email blasts are being sent out; what are you doing to follow up? To optimize the leads, hire a pro at optimizing. It is a very simple process:

  1. Contact EAS LeadGen
  2. Agree to a trial
  3. Provide us with a list or we will create one for you
  4. Attend your appointments
(There is also some paperwork that needs to be completed.)

Sales Presentations – What do people remember?

Monday, August 15th, 2011

This has been posted several places on the web – and I found it interesting when thinking about the sales process.

Do remember, during a sales presentation, people typically comprehend:

11% of what they hear

32% of what they see

73% of what they hear & see

90% of what they hear, see & discuss

For other great information about sales meetings/presentations, check out EAS LeadGen’s next newsletter. Sign-up here.

Greatest Sales People

Tuesday, March 29th, 2011

With EAS LeadGen being a business-to-business lead generation organization, our main focus is to generate leads for you to turn into sales. We found this article really interesting and thought we would share it with you. A complete article about these “Top 10 Sales People” can be found on www.inc.com.

Top 10 Sales People

  1. Mary Kay Ash
  2. Dale Carnegie
  3. Joe Girard
  4. Erica Feidner
  5. Ron Popeil
  6. Larry Ellison
  7. Zig Ziglar
  8. Napoleon Barragan
  9. John H. Patterson
  10. David Ogilvy

Each of these people has a very unique story. One of them found 1-800 Mattress, and another was the leading Steinway piano sales person with over $40 million in sales. They are pioneers in the sales industry.

Can you think of any other sales pioneers that should be listed?

Do You Have Any Plans for 2011?

Thursday, December 23rd, 2010

The fourth quarter is coming to an end, and plans are being made for 2011. What are your plans for lead generation next year? Are you using social media, direct mail, and a trade show or two? How about pr – are you going to submit an article to a journal or an online distribution service? What is going to give you the greatest amount of leads with the best ROI?

Adding an outsourced lead generation service to your mix will increase the amount of leads you generate – and can work hand-in-hand with the marketing mix that you are creating for your company. Send the sales team to the trade shows – but make sure there is follow-up to all prospects.  If you have a list from the previous year – you should have an appointment setting firm like EAS LeadGen set appointments for you while you are there. Direct them to your booth. Have dinner meetings arranged.

Who is responding to your social media inquiries? Are prospects slipping through the cracks? Have you thought about outsourcing the follow-up – to make sure it is done promptly – and it will weed out the frivolous inquires and hand over the hot prospects?

What are your plans for 2011?

How Are You Going to Grab Your Business Prospects’ Attention?

Tuesday, November 2nd, 2010

Reviewing the headlines this week there was Charlie Sheen and his hotel rampage, Ozzy Osbourne who is set to write a health column for Rolling Stone, and then there is – big surprise – Mariah Carey who is pregnant. Chances are – your company is not going to have breaking news that will shove these to the back burner. In the world that we live in, it is harder to create awareness about our businesses.

We may have pipe dreams of Howard Stern raving about our company on the air or Oprah telling her viewers that she uses our services. But, the reality is – this is just a pipe dream. The best company in the world will find it hard to compete with such attention grabbing headlines.

What is a company to do? Do not sit idly waiting for a prospect to discover you! Post a blog, join Facebook or LinkedIn – great. But, nothing is better than pounding on the doors. That is how you get attention.  How do you bang on the doors if you are located in Iowa and you need to bang on the doors in New York, California, Texas and Washington? Outsource a company that can do it for you.

We, here at EAS LeadGen, have been banging on door for our clients for years – and quite successfully. With great skill and professionalism, the LeadGen team has not only been “knocking on doors” but we skillfully have been setting appointments for our clients with prospects. The value that we provide by not only generating leads, but since we are speaking to your targets everyday – we are finding out what they think and know about your company. We are also able to confirm correct and viable decision makers so other direct marketing efforts, like direct mail, can further your prospecting and dollars and are not wasted.

So – how are you going to grab your business prospects’ attention?

Telemarketing vs. Appointment Setting

Tuesday, July 6th, 2010

Is telemarketing a thing of the past or has it been repackaged as “Appointment Setting”? Is there a difference between telemarketing and appointment setting? Reviewing what was expected of telemarketers and what is expected of appointment setters, there is a large difference in the process and outcome.

Telemarketing is still being used currently as a form of sales. Think automatic dialers – you answer your phone – you say “hello” a few times – and finally someone on the other end starts talking. I personally usually hang up. I know they are trying to sell me something. Think of the forceful scripted conversations – where the caller does not take “no” for an answer. There is not an art of conversation. The conversation is very black and white. This is what I’m offering and I want you to buy it. The best is when someone calls you – and you can’t even understand them. Even if it is a product/service that you are interested in, can you imagine dealing with the company with any problems or questions?
If you were not able to get the words “not interested” in fast enough, they scheduled an appointment with you. Only to have frustrated sales people call upon you to find out that you had no interest in the product or service. Chances are – the telemarketing firm was paid by appointment – so they scheduled appointments for people who had little or no interest.

This is a true story; I received a call – several years ago from a caller who was asking for my husband. I let the caller know that he was not available – and I could tell by the mispronunciation of his first name that this was a telemarketer – and I asked very nicely to be removed from the list. The caller then proceeded to yell at me and told me that this was my spouse’s girlfriend calling. If only the company that this person was calling for could hear how she was representing their company. I’m sure they would be horrified.

Appointment Setting was developed from everything that telemarketing was doing wrong. Appointment setting firms wanted to differentiate itself from telemarketing firms by offering high quality employees that can carry on conversations with gatekeepers and top level executives to build trust and create a positive brand image of the company they are representing. They are often highly trained about the products and services that they are representing.

The appointments that they schedule represent them. Their appointments are high caliber. They prime the prospects for the sales team. They supply collateral material upon requests from the prospects. They are not just a nameless caller making appointments on your behalf – they develop a rapport with the prospects and sales team and work as an extension of the sales team.

Do you agree that telemarketing has not been repackaged as “Appointment Setting”?

Top Challenges for B2B Sales and Marketing

Thursday, May 27th, 2010

We found this chart interesting and wanted to share it with you.

Do you have the same challenges when trying to generate sales leads?

Have you tried outsourcing your appointment setting?