Appointment,Setting,Formula,Fo business, insurance Appointment Setting Formula For Lead Generation & Inside

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 We come across all sortsof clients.  From large global multinational corporations to small mom andpop businesses around the corner in your neighborhood.  What do they allhave in common you may ask, a desire to grow and expand their top line. One of the most common solutions to grow and expand revenue is toincrease one’s marketing budget for leadgeneration.  There are numerous ways to go about growing yourMarketing department’s reach, you may decide to expand your sales force,increase your advertising spend, go into new geographical areas, and / orexpand your current product / service lines.  In this article we willfocus on one particular innovative aspect of growing your top line, an aspectthat we know best, “business to business appointment setting”. You may wonder, howcould you possible satisfy my leadgeneration needs without knowing or truly understanding the complicatedintricacies of my product / service.  You may go further by asking us, Imay give you a chance since there is very limited downside for me, but how manyappointments will you provide, or at least promise to deliver.  While wedon’t provide any guarantees, let’s start by proposing the following formula: Idea: Agent + Product /Service + Promotion +  Data + Reporting + Training  + Management +  X = Result We believe that thisformula is inclusive of all major factors that could possible affect the resultof your campaign.   Step 1 is sharing yourbusiness Idea with us, what exactly are you trying to sell, what service areyou providing to the consumer, what are the benefits of your products, whatsets you apart in the marketplace when comparing against your competitors. You talk and we listen.  We come across so many differententrepreneurs from all walks of life and they all share one obsession ... myproduct / service will revolutionize the world and all that is necessary isjust some proper marketing channels and my business could become the nextFacebook or Google. Step 2 is hiring anAgent.  Everyone of our Agents has at least 3 years of direct relevantexperience in the Tele Sales industry.  Most of our Agents have gonethrough extensive Call Center Training by large global Fortune 500 corporationsincluding Citibank, JP Morgan Chase, General Motors and General Electric. When we hire our Agents, we absolutely make sure that they (i) have anability to free flow" their phone conversation with your prospect, (ii)have professional demeanor, (iii) are capable of projecting confidence andpersonality, (iv) have a desire to learn and grow, and (v) have the rightmotivation and desire to thrive on new challenges.  Remember thatcontinuous improvement in Agent’s motivation and personal initiatives areaccomplished through ongoing coaching, training and mentoring calls between youand your Agent. Step 3 is our need totruly understand your Product or Service.  As we mentioned earlier, wewill need to drill down to figure out what is it exactly that you are trying tosell, what services are you providing to the consumer, what are the benefits ofyour products, and what really sets you apart in the marketplace versus thecompetition.  We come across so many different entrepreneurs and so manyof them believe that their business could become the next Facebook or Google. Let’s take a step back for a second, how competitive is your industry, doyou know who those competitors are?  Are they bigger than your firm, dothey have more resources, specifically do they have more resources allocated totheir Marketing departments.  Have you done market studies to figure outwhat is the ultimate customer’s perception of your product / service?  Isit really a revolutionary concept or just the same old product / service with acreative spin?  Step 4 is the art ofPromotion.  Remember that it takes a lot of effort and patience just toget connected to your prospect and when someone answers the phone it isprobably the only window of opportunity that your Agent will have toeffectively promote your product / service.  It is extremely important foryour Agent to initiate and create a favorable condition for a warm and friendlyconversation by the quality and tone of his or her voice.  Theircharacter, personality, as well as temperament are revealed.  Simplyasking the prospect for a meeting is not the right approach.  Freeconsultations are often interpreted as a “sales pitch” session with little tono value.  What has been working in our experience, is an ability tocustomize a truly unique promotion that is specifically tailored to yourprospect, your Agent must develop an ability to catch the prospect off guard,be able to present a win-win situation that has the best chance of succeedingwith inside sales campaign. Step 5 is the quality ofprospect Data.  There are so many ways to analyze the value and type ofpotential commercial business prospects.   We drill down all the way toSIC Code, Area Code, City, State, Zip, County, Employee Count, Annual Salessize and Industry type.  Our Data is gathered from multiple sources andtelephone numbers are always verified to ensure accuracy.  The contactinformation of prospects is vetted to insure that these prospects are KeyDecision Makers (Owner/Manager and CEO's) of their respective businesses. Consistent tweaking of the prospect Data will help you overcome someinevitable variables that could adversely impact the successes of yourappointment setting campaign.  These variables include weather storms, sportevents, holidays, and major news events that influence a specific region and/orprospect set.      Step 6 is the process ofmeticulously reporting and documenting results.  Being able to constantlytweak the Agent’s Call Guide based on daily analysis of results and Agentsfeedback will create a continuous drive toward perfection.  Our Agentswill study and review the Call Guide for mastery of the content and naturalflow of the message, and make themselves available for over-the-phone trainingthat will be conducted by you since the first day of the  insidesales campaign. Step 7 is AgentTraining.  Remember that this crucial step is about the Agent becomingcomfortable and knowledgeable with your business product or service. Walking the Agent through your Website, sharing applicable marketingmaterials, and performing over the phone training are essential tools at yourdisposal. Both of us would like to make sure that our Agents are capable ofhandling objections while at the same time be able to project deep knowledge ofyour business product or service . We expect you to play a major role incoaching, training and mentoring our sales agent on how to effectively handlevarious possible objections presented by the prospect customer.  Bear inmind that our Agents are continually seeking your feedback and are here to makeyour dreams a reality. Step 8 is Management. Remember that continuous improvement in Agent motivation, instilling adesire for your Agent to thrive on new challenges and personal initiatives areaccomplished through ongoing coaching, training and mentoring between you andyour Agent.  Our Agents are a collegial team of highly ambitious,motivated, competent, and educated professional who are excited at the mereprospect of generating appointments and increasing your top line.                  Step 9 is X.  Inbanking agreements, it is referenced to as “natural disasters/acts of God”. We simply refer to it as “all other variables out of our control”, fewexamples: regional weather handicapping your target area, economic, sports orother events capturing your prospects attention, pre or post-holiday spirit andother circumstances surrounding your prospects “micro world”. 1-9 can be tweaked andperfected over time in your leadgeneration campaign.  This should be the primary focus of yourcampaign.  However, keep your eye out for variable X, as Sherlock Homessays, “remove the impossible, whatever remains, however improbable, is youranswer.”