Outsourcing lead generation and appointment setting
If you are outsourcing your lead generation and appointment setting then what’s left of your business ?
You are just supplying products or services while the most important part of your business as it relates directly to your revenue is outsourced.
You could as well start looking for OEM partners or become a shipping warehouse.
Why not to outsource
Why would you outsource one of the most important parts of your business ?
1. Learning curve
It is well known that it takes 6 months before a sales rep. has acquired enough knowledge and insight to start and close any deal. How can a lead generation and appointment setting service become effective and efficient almost instantly ?
The employees of the outsourcing company interpret your information. During their lead generation they interpret the messages from the suspect which they have to communicate to you. It is evident there will be a loss in translation.
The people to contact are found and the initial contacts are made by the outsourcing company. The first lap of any relation is outsourced and will be missing for taking the next steps.
4. Common relations
Over the years in business a sales rep. has build up his relations and contacts in the business. Even during a first contact these relations and references can play an important role in getting more information and setting the appointment.
The operator of the outsourcing company misses all of these relations and references making it harder to set the appointment.
5. Market noise
Sales reps. know what is happening in an industry and can chat about it with the suspect as he has also his view on the industry. This is interesting for both parties.
As the people working at the outsourcing company have no knowledge or insight in the industry the chances to engage in a conversation is minimal.
6. Scripts are static
An outsourcing company requires a script for their telephone conversations. However as they are dealing with humans having a certain responsibility a script might turn out to be too rigid.
When a salesman calls his messages, questions and pitch will change during the conversation in order to adjust to the needs, requirements or views of the callee.
7. Information loss
As the initial contact is being made using a conversation or communication by a third party the exact messages and questions from the potential customer are lost.
8. keep the conversation going
How can the operator of the outsourcing company keep the conversation going on his call or first contact ?
The experienced sales rep. will be able too.
9. Lead qualification
Each lead is an investment in time, money and resources. Hence the requirement of lead scoring. If the leads are generated and the appointments are set by the outsourcing company then you make your investments of limited resources based on the lead qualification by a third party.
10. Appointment setting
Appointments require agendas to be shared between the sales rep. and the workers at the appointment setting company. The agenda needs to be updated all of the time causing overhead for the sales rep. as he needs to update his agenda online almost immediately.
The probable customer has a form of trust with the person generating the lead or setting the appointment. Hence a possible disillusion when he meets the sales rep. who is probably quite different. This can wipe out the initial trust.
12. Market changes
During lead generation and appointment setting process you will learn about the requirements, demands and changes in the market. If you use a lead generation or appointment setting service you will miss all the changes in the market too late as it not included in your script or standard questions.
Why outsource such an important part of your company as lead generation and appointment setting as that is part of the core business of the company?
Outsource your IT or accounting instead as they are not key or core business.
Do you outsource lead generation or appointment setting ?