The once revered volume technique, insisting on a high quantity of pitches to accomplish sales goals is no longer cutting it in today’s business. Instead we see a shift towards improving the quality, not of each call or pitch, but of each individual appointment setter. There may at this point be an uncomfortable feeling that this inevitably implies an increase in compensation, but that is neither a practical or permanent solution to explore. We turn instead to Maslow’s third level in the hierarchy of needs for all people, including appointment setters: the need to belong.
Most of the telemarketing industry has neglected to focus on this piece of the equation. We read in the papers and hear on the radio that “human capitol” is your most valuable asset for any size corporation. Keeping your staff motivated will ensure their top performance.
Appointment setters in telemarketing can be compared to a factory line, with the expectation that if agents are on the phone for a certain number of hours, they must deliver results. Very often those who spend eight hours calling prospects to generate business opportunities while facing countless rejections are often treated as marginal components of the process. And, if you are investing time and money into your campaign in the form of direct expenses for the agent and for the data, treat your agent as you would want to be treated.
First we need to open communication on both ends. It is no longer the status quo to speak to agent once, give him or her a script, and only see them on payday. A relationship needs to develop that creates a comfortable environment for feedback to be sent regularly. On your end, this means taking the time to get to know the appointment setter, examine their work, and give constant praise or criticism when deserved. What you will get in return in addition to better performing appointment setter is the peace of mind that you will be kept well informed about your lead generation. So when you decide to take on a sales agent to increase traffic, take the initiative to ensure that the two of you will have the kind of relationship that will benefit your business. The subtleties of feeling like a member of your organization can really enable that agent to produce amazing results in B2B lead generation campaigns.
Most of the telemarketing industry has neglected to focus on this piece of the equation. We read in the papers and hear on the radio that “human capitol” is your most valuable asset for any size corporation. Keeping your staff motivated will ensure their top performance.
Appointment setters in telemarketing can be compared to a factory line, with the expectation that if agents are on the phone for a certain number of hours, they must deliver results. Very often those who spend eight hours calling prospects to generate business opportunities while facing countless rejections are often treated as marginal components of the process. And, if you are investing time and money into your campaign in the form of direct expenses for the agent and for the data, treat your agent as you would want to be treated.
First we need to open communication on both ends. It is no longer the status quo to speak to agent once, give him or her a script, and only see them on payday. A relationship needs to develop that creates a comfortable environment for feedback to be sent regularly. On your end, this means taking the time to get to know the appointment setter, examine their work, and give constant praise or criticism when deserved. What you will get in return in addition to better performing appointment setter is the peace of mind that you will be kept well informed about your lead generation. So when you decide to take on a sales agent to increase traffic, take the initiative to ensure that the two of you will have the kind of relationship that will benefit your business. The subtleties of feeling like a member of your organization can really enable that agent to produce amazing results in B2B lead generation campaigns.
