In accounting, it is often advised to categorize your spending. In fact, even marketers will say that the cost of your lead generation campaign should be further divided in terms of medium (e.g. the cost of social media should be separated from the cost of telemarketing). On the other hand, what if your marketing process is outsourced? Is it something that you should group with your own marketing costs or does it deserve its own category?
While your salespeople will say that accounting leads demand a quality of their own, that quality comes at a cost. But more than that, this cost shouldn’t go beyond more than the money your salespeople actually make. Ask yourself, just what good is it to spend so much just to attract attention when that attention earns you so little in the end?
Appointment Setting Strategies Should Contribute Instead of Cost
Make no mistake, getting the attention of a market is an established need. It does not matter whether you are a B2C or B2B firm. It does not matter whether your lead generation is done in-house or is outsourced elsewhere.
Doing it right does still come at a cost. But again, that cost shouldn’t undermine your business by using so much money that you scarcely had more than what you had prior to spending.
This is not even just exclusive to finances. The costs can also undermine your capacity to grow, your capacity to serve, and even your capacity to keep marketing!
- Capacity to grow – Your marketers should go beyond what their own results show. They should be able to see how their efforts, despite their supposed success, translate into a more tangible success via growth of a business. Will the prospects they attract become long-time customers? Will the money earned from a close deal cover the cost and at the same time, give you enough improve your accounting services?
Related Content: How Appointment Setting Should Consider ALL Marketing Results
- Capacity to serve – After all the money you poured in, does it leave you with enough to even maintain the quality of your services? Growing is one thing but daily operations and paying your employees are a more pressing needs because they are also your present ones. You can put the brakes on upgrading till you have found ways to save up enough. But if you cannot even maintain the current costs of running your business, you need to re-evaluate how much your B2B accounting leads are guzzling.
- Capacity to keep marketing – Marketing costs can also consume marketing itself! At this point, you are looking at the worst case scenario. If the costs of, for example, a single click on your web banner ad eats up half of your online marketing budget, it is time to stop. That is the best thing you can do before the next click bites out the budget you have set aside to pay your resident tax advisers. If you cannot even see a way to keep the costs of marketing from eating itself up, then you need to seriously review cost-efficient ways for generating your leads.
Never forget that, at most, a quality lead generator only does half of what you need to keep your business running. Yes you need the attention of your market but that is for the purpose of gaining more opportunities and more customers. Those opportunities are lost if your campaigns do not leave you enough to spend to make it happen. The costs of B2B appointment setting should not cost you your sales!
A lead is a lead is a lead.
The importance of a business lead holds no bounds. Acquiring a potential client can “almost” be a cause for celebration. When an organization gets a whiff of a certain someone or any information regarding another business that is interested in one’s products or services, then said organization is now one step closer into making a long-term relationship with their newfound client. Doing so can lead to many more sales transactions in the coming months (or even years).
Business leads are even a greater importance to accounting firms. Yes, you may be sick of the phrase that “a lead is a lead is a lead,” however, there is a reason behind the different level of importance for accounting leads than prospects for other industries.
Let us look at some examples shall we?
First of all, when a business starts out one part of their operations will be, of course, accounting. Simply speaking, said businesses cannot exist without this department. They are the professionals that undergo daily tasks regarding data handling with regards to sales, purchases, and expenses. Aside from this, they also compile and prepare tax reports, general auditing, and even computing periodic payroll statements.
Additionally, people tend to safeguard any information regarding their financial data and output. Think about it; how would you feel if some stranger suddenly asks you about your financial status?
So what does this have to do with getting accounting leads?
In short, accounting firms need to create a suitable interest for other companies to outsource their accounting services to them. Hence, when a prospect shows interest, it is not just a single step to acquiring that much needed sales transaction but maybe even that of a giant leap.
Doing all these lead generation procedures may be time and money consuming for the accounting firm’s part. The best thing that they can do is to outsource to a telemarketing firm to handle accounting marketing campaigns.
Why are professional telemarketers the key to the lead generation campaign’s success?
Number one, today’s call center industry breeds professional sales representatives that expertly handle each and every call that they make. They are able to adapt to situations brought upon them by the accounting lead. Therefore, if they are bombarded with objections they can still skillfully generate interests that can convert sales ready leads into respected clients for the accounting firm. If said lead shows no progress or no interest whatsoever, then they can let go of the lead and still safeguard the firm’s name.
One of the best things about outsourcing the accounting marketing campaign to a professional telemarketing company is the advantage of being able to target leads with near pinpoint accuracy. This is due to the their highly detailed and lengthy list of leads they use to target the accounting firm’s markets. So for example, if the firm wants to target Australia as their main target market, then the telemarketing company screens their list for leads only located in the land down under.
There are still other major benefits that accounting firms can obtain from their outsourced lead generation campaign if it handled by a professional telemarketing company. These firms should contact a reliable call center to know more on how they can start their outsourced campaign.
Handling lead generation for tax consulting firms can be challenging in so, so many ways. Yes there are some methods that are easier to accomplish than others, but for the most part, the entire marketing process is down right pain staking. You can’t just pick a random firm and say, “Hey, that’s going to be my next client that will get my tax consulting services!” Question is, are you entirely sure you want to start doing that?
Non-targeted tax leads is just you asking for trouble to come to your firm from different directions. We have a situation wherein your firm can and will receive tons of complaints from totally uninterested individuals and businesses. You don’t want to get booted out of a business establishment due to an uninvited and abrupt visit now would you?
Secondly, there is also that great possibility that you are just wasting your efforts and most definitely your time. Where is money in this equation? Well, money can be recovered but those wasted efforts and time that you expend doing unsuccessful tasks will leave your tax consulting firm dry off resources. Such resources might still have a chance to be recovered but, again, it will take an immense amount of time, or worse, it will never come back.
Because of this, it is important for you to precisely know and target your markets with great precision. Upon knowing who or what market you plan on contacting, the next step is to implement an effective method for your marketing campaign. After all, tax leads don’t just come knocking on your door by themselves if they have absolutely no idea that your tax consulting firm exist.
In order to get the word out about your services, the best way to do this is to outsource to professionals; and what better experts are there than professional telemarketers.
In truth, reliable telemarketing firms are not all the bad. As a matter of fact, they can be downright helpful especially for generating quality leads for your tax consulting firm. Inside these call centers are not just professional cold calling representatives but also skillful data specialists.
These data specialists are in charge of enhancing and verifying the information found within the telemarketing firm’s lead database. Now this is the list of leads the telemarketers will be using for their cold calls. It is to your advantage that your outsourced lead generation and appointment setting campaign.
The information found within the database is detailed and well-classified. For example, say you want to target a specific industry or city like Singapore, then you can request the telemarketing team to target only the prospects within your designated specifications. That way, you only get the qualified leads you need and not some random business on some random market.
With the aid of the detailed lead database, along with the expertise of the telemarketers, you tax consulting firm can get the best lead generation campaign that you can ever imagine. If you want to know more on how you can start your lead generation and appointment setting campaign, it’s best to contact a reliable telemarketing firm today.
Along with medicine and law, accounting remains as an in-demand service whether the economy is peaking or at its lowest ebb. Hailed as the language of business, this function is used to determine a firm’s financial position, performance and cash flows. Aside from this basic form, accounting is of great help in budgeting, forecasting, investing and other relevant decisions. It is also engaged in top-notch missions, like auditing, management advisory and litigation support. With a limited pool of professionals, some companies seek the expertise of CPAs and accountants from accounting firms.
The need for accounting services is what forced professional accountants to form partnerships. Before, these organizations are flocked with clients from a variety of industries. However, today, the growing population of accounting firms has changed this situation. Though the established, big names in this service sector are enjoying their sales performance, small-and-medium businesses may not be on the same page. Even if their goals aim on providing solutions, these firms also need accounting services leads to continue their services.
In order to obtain qualified appointments with clients, there is a need for an effective accounting lead generation. However, there are three problems that hinder accounting firms to accomplish this responsibility. First, who would handle the task? They cannot sacrifice their own services just to concentrate on marketing. Their core competencies are still their lifeline. Second, what must be done? Generating accounting leads, like tax leads, bookkeeping leads, audit leads or cpa leads, requires a good program, budget and procedures. Only few can craft all of these requisites while doing their own homework. Third, how to implement this function? Well, it can only be answered when the two preceding queries are solved.
It would also come as a big burden for an accounting firm to shoulder this non-core function. Hiring additional employees, buying equipment and spending time in monitoring is not a feasible plan. In this case, the professional partnership has to look for another and better option. Actually, they can scout for a lead generation specialist in the form of an outbound call center. As they look for their partner, they have to consider the number of accounting service leads they need and the limit of their budget. If they need a small number of leads and that their funds are very tight, then the best thing to sign up for is an outsourced telemarketing.
Perhaps, some accounting service providers are not anymore new to outsourcing and not a total stranger with telemarketing and outsourcing. Several companies have been using cold-calling to get new clients, and win more sales. However, they could not do so in-house because of the large costs involved and the complexity of the function. Partnering with a service provider can remove these obstacles. How? BPO partners usually charge lower costs than the total expenses to be incurred with an on-site campaign. Apart from that, the challenges can be eliminated with the skills of the professional telemarketers, good management and quality systems, and technology used by a credible appointment setting company.
Accounting firms have to adapt with the changing times. They cannot rely too much on what they have, but focus their attention and ample time on their core competencies. One important undertaking that they should strengthen is B2B lead generation. To succeed on this function, they need to partner with the experts. Through outsourced telemarketing, they can use their limited funds to buy high-quality leads and appointments.