The Global Associates Appointment Setting Services in India constantly strive to get appointments from desired decision makers to give their clients an opportunity to come face to face with these important people. Appointment setting services in India perform the important task of exploring if an opportunity exists for their clients to build a sustained business relationship with the targeted company. Appointment setting doesn’t guarantee a qualified opportunity, yet it gives you an opportunity to know your prospect inside out.
Pain and motivation
The basic principle of the sales business is that an opportunity can exist only in the presence of two factors: pain and motivation. Appointment setting services in India provide an opportunity to their clients to know the prospects well. You ask probing questions to elicit the needed information to assess if any pain exists and what is the level of motivation on customer’s part.
Components of appointment setting:
It’s imperative to understand the basic components of appointment setting in order to run an effective appointment setting campaign. This helps you tackle the decision makers in an effective manner. Following is a list of these components.
Appointment setting services in India need a proactive approach since only a ceaseless activity enables you getting in touch with important decision makers. You have to keep dialing to get to more and more prospects, rest of the sales process follows once you have an appointment.
The person getting in direct touch with the decision makers is your sales rep, naturally he is a key component in your appointment setting campaign. Train them well so they don’t sound scripted or unprepared, robotic or animated, over aggressive or sleepy. They should sound natural, confident and capable to convince the decision maker to grant an audience.
The Global Associates B2B Appointment Setting Services face several challenges in today’s changed business scenario that makes their job a very demanding one. The task of B2B appointment setting services becomes even tougher when the leads forwarded to them are of poor quality.
Lack of quality appointment setting opportunities
Facing the problem of a lack of quality appointment setting opportunities is common for B2B appointment setting services as their systems may have some shortcomings they ignore. It’s imperative to identify and fix these problems but it’s never as easy as one might imagine. The best way to go about it is to list all the processes and monitor them to judge if they are working as per your expectations.
· A good first impression is essential:
Making a good first impression is essential, you don’t get a second chance, not in today’s busy world. You must generate interest within the first few seconds of your call if you want to have the desired appointment. If you fail to do it, you will hear that deadly click on the other end very soon.
· Success in getting the decision makers on the other end:
The final objective of B2B appointment setting services is to reach the important decision makers and convince them to grant an appointment. Devising a sound strategy is necessary to accomplish this objective. You have to go through several steps efficiently, like preparing a complete, error-free contact list; training your sales executives; finding ways to get past call screeners without wasting time; and convincing the decision maker to grant an audience, to be successful in your trade.
Reaching out to unknown customers to get appointments for their clients is part of the job of B2B appointment setting services. The modern-day business scenario presents several challenges; effective and innovative strategies can help appointment setters overcome these challenges.
The Global Associates Lead Generation in India is one of the most unenviable jobs in the world, especially in this era of super-busy decision makers and ever-intensifying global competition. The process of boosting lead generation in India always begins with a meaningful conversation between two interested parties; it’s an opportunity for the salesperson to clear the doubts and objections raised by the prospect and take the sales process forward. They will come forward on this journey with you only after you succeed in allaying their apprehensions and answer their queries in a satisfactory fashion. Following are some useful tips for accomplishing this objective.
· Encourage them to come up with their objections:
You must necessarily learn the art of empathizing with the customers to uncover their objections first to understand their concerns and doubts. You should have a set of pointed questions to elicit this information from the prospects if you want to effectively maximize lead generation in India. Once you are aware of their doubts and objections, the next step is to clear them.
· Keep ready a list of responses:
Having identified their main objections, you must have a set of responses ready with you. You should prepare responses for different types of objections- about the quality, price, suitability, or service etc- for countering these objections. These responses should be listed in a manner convenient for your sales people to spot quickly when needed as soon as the objection is raised. You could list them in a spreadsheet or just attach them on a printed sheet near the phone desks of salespersons, for example.
· Add regularly as you learn from experience:
This list is not final by any means, keep adding to it to make it more exhaustive and effective as you learn from experience. Keep uncovering possible objections as you deal with new customers and prepare best possible responses for them. It would be better if you have multiple responses for each objection; rank the responses according to their success rate for future use.
One important step in the process of maximizing lead generation in India is to clear the doubts raised by the customer. Present yourself in a positive light by identifying the objections and preparing effective responses for those objections.
The Global Associates Telemarketing Companies In India cannot rely solely on pumping more and more fresh leads into the sales pipeline, managing their overall operations more efficiently and with a sense of purpose is very important. Telemarketing companies In India must take care of every single stage of their operations in order to improve the conversion ratios and grab some lucrative deals. We offer some useful tips for managing your prospects more efficiently and making your approach more result oriented.
· Never compromise with quality:
Most telemarketing companies in India give a lot of importance to the number game, which is justified to some extent. However, you just cannot undermine the importance of quality and hope to succeed by concentrating solely on quantity aspect. Focus on the quality of existing leads to effectively improve their closing ratios. Generating fresh leads needs investment of money and manpower; a cheaper way of improving your business is to concentrate on the existing leads.
· Be technology savvy:
State of the art technology helps you stay with the competition, you can make it more effective by devising innovative strategies. For example, CRM technology would help you in sorting out problems and streamlining your process, a clear-cut strategy for the sales process in combination with this technology would help you scale greater heights.
· Train your sales persons:
It’s imperative for telemarketing companies in India to impart regular training to their sales teams. A sales person is the face of the organization, he is the first one to get in touch with the prospect. You should conduct regular training and motivation sessions to guide them about what they are selling and how should they live up to customer’s expectations. It’s important for them to sound natural and knowledgeable, and not over animated or aggressive, or dull or sleepy while conversing with the customer.
Sales organizations use innovative methods and latest technologies to successfully maximize The Global Associates Sales Lead Generation In India; using technical jargon and buzz words is always a part of their sales strategy. Talking about value proposition and competitive advantages of one’s products/ services is no doubt necessary but customer’s needs have to be your first priority if you want to run an effective sales lead generation program. The prospect is never interested in listening to too much technical detail; they just want to know the benefits of your proposal for them. We were discussing the necessity of including some essential elements in your sales strategies in our previous post, the discussion is continued here.
Essential elements of sales strategy:
When you are devising your strategies for boosting sales lead generation in India, you should remember that they always look at a product or service or solution from the perspective of only three basic elements: Time-saving. Earning or saving money; and reducing stress. Let us discuss these elements in detail.
· Saving their time
Time is money, as they say. Can you offer something in those terms? The prospect is always interested to know if your solution can save them precious time. Show them objectively how you are going to achieve this objective for them. Demonstrate in clear terms how you can help them complete their processes faster and more efficiently. Reducing the wastage of time and improving their productivity should be The main focus of your solution.
Earning or saving money
Profitability is always the bottom-line for any organization. Why would they be interested in buying from you unless you can convince them about greater profits? When you tend to rely on technical terms and buzz words, you often forget that the customers are more interested in seeing their profit margins grow. Show them how your solution may help them earn or save more money, and the deal is yours.
· Reducing stress
Remember while trying to boost sales lead generation in India that a working person spends more than half of their waking hours in their work places. They need a stress-free work environment to remain happy and productive. Your solution should offer a way of reducing the stress levels by making the processes easier and more efficient, that’s important for them.
The best way to maximize The Global Associates Lead Generation in India is to bridge the gap between the performance levels of the high and low performing employees of an organization. Most companies depend largely for their business on just a handful of their high-performing sales persons while rest of the employees complete the numbers, doing virtually nothing to boost lead generation in India. Raising the average performance level of the employees could go a long way in improving the productivity and profitability of the organization.
Bringing performances at par:
You can’t hope to maximize lead generation in India if only 20% of your employees bring in 80% of the company’s business while the others are contributing little. It’s not difficult to imagine the extent you to which you can raise your productivity levels if you can bridge the gap between the performance levels of the two kinds of workers. Following are three ways for achieving this objective.
1.Identifying shortcomings of low-performers:
You need to identify the shortcomings of your low-performers in order to improve their performance. These weaknesses can be categorized as:
· Difficulty in advancing sales leads beyond initial phases;
· Poor performance during conversations and presentations;
· Inability to build sustained relationships;
· Lack of a clear vision and inability to make strategies or take important decisions.
2.Listing the characteristics of high-performers:
Having pointed out the shortcomings of low-performers, it’s important to list the characteristics of the high performing sales people. Now you want the low-performers to learn and embrace these qualities. Some of these qualities could be categorized as:
· Ability to develop good referrals;
· Ability to build sustained business relationships;
· Fluency and flexibility during conversations;
· Good at using technology;
· Broad vision to devise effective strategies;
· Hardworking and focused.
3. Imparting regular training:
After completing the first two steps, it’s imperative to conduct regular training sessions where both these employees share their views and experiences. The low-performers will learn from their better performing colleagues during these sessions. These sessions also give them an opportunity to learn the tricks of the trade from their colleagues that would help them contribute towards enhancing lead generation in India.
Sales people constantly strive hard to maximize The Global Associates Lead Generation in India by adopting fresh ideas and more effective tactics. The business scenario has changed over the years and the customer today is extremely busy and very well-informed; making the job of boosting lead generation in India a most unenviable one. We have been discussing some effective lead generation tactics in our previous posts, the discussion is continued here.
· Advantages of organizing trade shows:
One of the most effective ways for maximizing lead generation in India is to organize trade shows, they bring in most and the best quality leads. It gives you an opportunity to showcase your products publicly besides getting in touch with the prospects directly. You discuss various issues and technicalities, answer queries and objections while the customers can make negotiations having analyzing their options and judging your capabilities. One disadvantage though is that it’s a costly affair, a tactic to be used only once in a while.
· Importance of conducting seminars/ webinars:
Knowledge sharing through seminars or webinars is another effective lead generation tactic. You get in direct touch with the prospects and answer some of their queries, making a good impression. Have a solution for their issues, and you land a quality lead right here.
· Good old tool of running e-mail campaigns:
Running an email campaign is one of the oldest yet most effective ways of boosting lead generation in India. However, top executives are extremely busy today, so you need to make your campaign effective without actually looking too pushy. Send newsletters and product information on a regular basis without demanding anything, it will present your image as a serious organization wanting to help the customers. Keep them interested by sending only something valuable for them and this tool will act as a great lead generating tactic.
· SEO for best results:
One of the most effective modern lead generation tactics is search engine marketing. Everyone is using internet to acquire more and more information; when they google their queries, you have a chance to invite them to your website and let them know more about you. It’s vital to invest more on search engine marketing, it will attract better quality leads.
The final objective of The Global Associates Telemarketing Companies In India is to close deals; it’s natural for them to celebrate a deal that was closed after all the effort they put in. Sometimes a deal is closed sooner than expected and it’s time for telemarketing companies in India not to get into the celebration mode too soon. They should in fact be on their guard for perhaps the deal closed a bit too quickly for everything to be all right.
Usual length of a sales cycle:
Every businessman knows that a sale requires a certain effort and time to be closed; if a particular sale is closing too soon, it’s necessary to be a little cautious. Telemarketing Companies In India strive hard to get in touch with prospects for acquiring new business, it’s essential to weigh the pros and cons when a lead closes sooner than expected.
Reasons for early closing:
There are sometimes some extraordinary circumstances where a deal gets closed faster than usual. If a buyer is desperate for a particular product or service, they might go for it right away. On the other hand, a sales person may be smart enough to understand their needs perfectly and present a suitable solution they cannot refuse. These are, of course, exceptional cases, try to think if there is something wrong.
Is there anything fishy?
It’s necessary for telemarketing companies in India to make sure that the buyer has no intention of not paying for their product or services later; moving too fast could be a warning signal. Try to figure out if they have the intention of availing your services and putting off the payment indefinitely, go a little slow till you are sure about their intentions. Customers pursuing more than the regular ones give rise to suspicion, don’t ignore the signals.
Avoid communication gap:
A communication gap between telemarketing companies in India and the customer can also result in a deal closing too quickly, and should be avoided at any cost. There is a chance the client may be expecting to get something other than what you actually offer, so they don’t think it necessary to clarify what the entire deal is. The client is fixated on a particular feature or benefit, so the sales cycle moves too fast. Go out of your way and make the things clear if you feel things are moving too quickly to make sure you don’t face any embarrassment later.
Maximizing The Global Associates Sales Lead Generation In India is one of the toughest jobs in the world today with extremely busy decision makers and ever-intensifying global competition making life difficult for the sales people. One should understand the intricacies and complexities of each stage of the lead generation process to be able to successfully run sales lead generation in India program. Appointment setting is a crucial step in lead qualification process, you cannot take a lead forward without directly getting in touch with the executive having the power of taking decisions regarding purchasing your product or service. Appointment setting thus becomes a vital skill to master, you help your client get in the same room as the important decision makers and they find a way to move forward towards cracking a lucrative deal.
Sales people often believe in climbing up the ladder by contacting the lower-rung people in an organization first. Reaching out to the top executives directly is of course not an easy task but it can pay rich dividends if done properly and in a professional manner. Make a thorough research to identify the executives with real decision making powers and go straight for them.
You add a whole new level of credibility when you meet a decision maker in person. Phone calls are quite impersonal, showing your face gives a different meaning to your relationship. Go well prepared and present yourself as a thorough professional at par with the decision maker; this will prompt the staff to take you seriously.
You need to master the art of appointment setting as it’s a vital step in the process of sales lead generation in India. We shall continue this discussion in our next post and provide more tips to develop an effective appointment setting campaign.