With many outsources sales services providers (telemarketing, sales enablement, pay per appointment, or pay per lead agencies), you only get what you absolutely paid for. You might ask, “What’s wrong with that?”–until you get hit with the hidden gotcha’s.
As past CEO’s and sales executives ourselves, we found ourselves at the burning end of these gotach’s once too many:
Model 1: The 100-dials-a-day Deal.
Yes, they will make 100 dials a day. However, things being what they are, they may reach 6 people that day, of which 5 say they are not interested.
So, you will receive a a report stating that 100 dials were made, talked to 6 prospects, 5 said not interested, and here is the name of the person who said, “Send me something over”.
Model 2: You only pay when we Set an Appointment For you.
Yes, you only pay when there is an appontment set. But that is their goal, not yours. What you wanted was a Sales Qualfied Lead.
Your sales rep can come to the appointment only to find out that the “prospect” doesn’t have the budget, authority, or doesn’t have a need at this time—just wants to talk.
Appointments and Sales Qualified Leads are not the same thing.
Model 3: You only pay when we send you a lead.
This is even worse than model 2–you only get a lead with whom you try to set an appointment, only to find out that “prospect” isn’t really qualified.
Where we are Different
What you need is Quality Sales Pipeline–not dials, leads, or appointments.
Here are some major differences that set us apart:
• We focus only on building Quality Sales Pipeline—we expend a great deal of effort to fully qualify the prospect according to your qualification criteria. And, we continue to refine and improve this qualification criteria, so we get better and better results with each passing day.
• Our Teleprospecting professionals are highly experienced at leaving messages that get them call-backs. Therefore, our connect ratios are higher, and our conversations more useful.
• When prospects say ”Not interested”, we don’t leave it there. We ask why. We also ask when things might change. As a result, we build for you a significant amount of market intelligence that helps you better refine your message, your approach, or even your target market segment.
• Everything we build in order to generate a Quality Sales Pipeline is yours—the call scripts, voice mail scripts, email scripts; all market data we collect for you; all CRM customizations we do for you—all are your. And we transfer so much marketing and sales best practices to your leadership team that we are frequently asked to participate in senior management meetings.
The True Test of a Partner
A true partner leaves you far better off than where you were when you first began your partnership–right as of the first few days. How do you feel about your current provider?