August 23rd, 2014
In a typical corporate setting, there’s a lot of rigidity. Stern CEOs are often depicted as no-nonsense heads of the enterprise state with little to no tolerance for excuses.
That’s why it shouldn’t surprise you that making excuses only undermines your financial appointment setting campaign. But then again, how sure are that you’re truly free from the habit?
May 10th, 2014
Ever outsourced your appointment setting process and found yourself making complaints? Prospects aren’t showing up. Sales aren’t closing as well as you hoped.
In all honesty, you are entitled to get what you pay for. But if you learned to critique more and complain less, that would be a better way to maximize your ROI.
August 1st, 2012
In case you’re still not familiar with the term, upskilling is commonly defined in business as the practice of training one’s in-house workforce to have additional skills. For accounting, this can be an advantage during times when job requirements do not match the skills of the general population. Another advantage could be expanding the range of specializations of your accounting services by increasing the skills of your current employees. On the other hand, doing so should also be complimented by adding variety to the way you generate accounting leads.
For example, if you’ve only been using telemarketing so far then you can either try and upskill if it’s in-house or outsource to a company that is already in the midst of upskilling their call center agents. And yes, they’re out there. Besides, the costs of training could be high and it could still take time just for your own accounting personnel to learn the new skills. You wouldn’t want the cost of your services to skyrocket as a result because your raised up the costs of your own accounting leads.
Now with regards to upskilling itself, here are a few things that marketing can teach you:
- Make sure the basics are covered – Be careful about just upskilling anybody. Start first with those whose current skill set can match the new ones you’d like to add. It’s only common sense that if you’re going to add variety to the accounting skills of your work force, that work force needs to know accounting basics.
- Pick skills that give you an edge – Be aware of current events as well as the current state of your target market. Use market research to help you predict new demands for a certain type of accounting service. After that, you’ll now know which kind of skills you’ll need to invest in.
- Keep an eye on costs – Naturally, you have to make sure that upskilling doesn’t eat too much out of your finances that they’ll raise costs. A rise in cost might not work to your advantage if a lower one was supposed to be your main selling point.
Another thing you need to keep in mind is that you don’t necessarily have to market these new skills. Despite how you’ve predicted a rise in demand for certain accounting services, not all businesses have any real need for them. Don’t present them with too many options that aren’t relevant to their more immediate needs.
Now with that said, it’s now time to see how you (or an outsourced provider) can upskill your current telemarketing service. It can arguably be a lot simpler compared to upskilling your accountants because it’s just about integrating additional forms of marketing:
- Email marketing – Some telemarketing firms are already integrating the use of email so that it can offer support to telemarketing efforts. For example, emails can be used to request permission to call instead of calling directly first.
- Social media – The telemarketing industry has also begun to use social media to a certain degree. The online engagement can be considered as a form of qualification before taking it into the next phase of actually talking with the prospect on the phone.
- Websites – Managing websites and optimizing their content can attract more calls but it takes additional IT-marketing skills to completely succeed.
As the saying goes, variety is the spice of life so upskilling to increase the variety of both your services and B2B lead generation can be a good idea. Outsource though if you want to play it safe.
May 3rd, 2012
Setting an appointment for financial services is a big responsibility. There’s no doubt that you’re already busy handling other clients but you need to still set a sizable amount of your time meeting new targets for more opportunities.
The tragic thing about time is that, unlike money or some other form of capital, it’s likely the most non-renewable of resources. As far as you’re concerned, you can recover money and other physical losses but you can never truly recover lost time. You can make up for it but nothing will ever take back the hours you end up wasting when you get finance leads and then end up losing them because a proper appointment couldn’t be made.
That’s why, whether you’re outsourcing lead generation services for appointments or have hired your own group to set your schedule for you, they must know how to stay vigilant even after a lead has been qualified and the meeting date has been set on your company calendar.
One way to maintain this vigilance is by properly keeping close tabs on a prospect via a well-maintained database. Your lead generator has monitored the status of a prospect all the way until it was marked qualified. It shouldn’t stop there. The database entries must be monitored all the up until the meeting has taken place.
Monitoring also gives you more clearance to conduct business communications when it is usually restricted. Businesses looking for Australia business leads are allowed to make calls because the country’s registers are only protective of communications between companies and private citizens.
In any case, when screening or assembling a lead generation group, make sure their appointment setting must always keep tabs even after qualification.
April 26th, 2012
First off, it’s well established that outsourcing can really help cut the costs of what you might deem the ‘small stuff’ so you can focus more on what your B2B insurance company is really supposed to do. While it’s true that it can be cost-efficient, there are times when the ‘small stuff’ is a lot bigger and more complicated. What does this mean? It’s simply means you should be a bit more critical when you’re looking to outsource.
One such process is appointment setting. Naturally, when you’re B2B, discussing the full details is going to take you a lot of time. You might as well meet up in person to talk about the whole thing. However, your prospects are still entitled to some amount of information.
Some suggest leaving telemarketers in charge of handling that information. But remember, this is where you’re supposed to let your standards come in. You’ve probably heard enough about the difficulties in telemarketing in Australia, Canada, and several other nations with restrictive telecommunications policies that a clean record is automatically a given. So what else?
Another thing to keep in mind actually is the capacity of your appointment setter to go beyond their main method and integrate others as well. In this day and age, decision makers have set up more than course of obstacles for lead generators. Aside from the staples of a large database, agents with adequate communication skills, and years of experience, you’ll need them to know how to deal and adapt to these obstacles. There are so many other traits actually but hopefully some of those mentioned above can help quicken your search for the right insurance call center.