It is rare that you only have to pay for effective performance with any type of service you purchase for your business. However, that is exactly the case with the pay for performance appointment setting solution offered by Internal Results.
Understanding the pay-for-performance structure is helpful in comparing providers or in deciding whether to outsource this business activity at all.
Remember, this is not outsourcing your sales & marketing efforts. Our service is designed to leverage the time and talents of your most valued resource, your field sales team, by introducing them into the selling cycle at the critical time and place with a targeted key executive.
The following is a look at several of the major advantages of pay-for-performance appointment setting.
No Wasted Effort
Let’s begin with the most obvious benefit.
When you only pay for actual appointments, you avoid waste. With self-managed appointment setting, the waste involves time and resources allocated toward prospecting calls that may or may not amount to anything.
When you outsource the whole of this process, waste includes paying a provider that charges for time or in other ways that include payment for non-effective prospecting.
The pay-for-performance structure offered by Internal Results means you literally pay money only when your sales rep has a meeting scheduled with a buyer.
Other companies charge for additional overheads, set-up fees, and retainer fees, which means you could invest a lot without any commitment to consistent, high-quality appointments. To add to this, some companies make sure you are locked into a contract for a period of months.
ReferAppointment.com announces the launch of its groundbreaking auto buying referral/appointment system. ReferAppointment.com is an end-to-end platform that seamlessly combines a fully automated system for growing and nurturing referral networks with a comprehensive appointment platform.
Unlike other options available for the auto industry, the ReferAppointment.com platform is not a CRM (Customer Relationship Management) or “dealership” system. Instead, ReferAppointment.com gives auto dealerships the tools they need to incentivize sales people, prospects, customers and business partners to provide a steady stream of referrals for their dealerships. In effect, ReferApointment.com makes it easy for car dealerships to harness the power of word-of-mouth advertising to schedule qualified appointments and close more sales.
Customer discounts and cash incentives for referrers and salespeople drive the system. By greatly reducing the need to spend large sums of money on advertising, ReferAppointment.com allows dealerships to offer lower prices. Auto buyers get a better deal, and the discounts enable auto dealerships to close more sales and get even more referrals.
“ReferAppointment.com gives dealerships scheduled appointments instead of questionable leads,” states CEO and Founder Ondra Mayfield, “and there’s nothing else like this available today. The system connects to social media and the most popular email service providers, so referrals can quickly go viral. And absolutely everything is automated and tracked. Dealerships get detailed reports as well as the ability to pay salespeople bonuses when prospects schedule appointments, confirm appointments, show for appointments and close sales.”
It’s always good to have a plan for your sales visits that can serve as a quick reminder of the essentials. You can use this checklist as a review before and after each sales call to make sure you cover all the bases. Leaving a sales call and wishing you had remembered to ask a specific question or show the prospect another product idea is a horrible feeling; using this checklist may help you avoid that. Edit this list based on the type of sales cycle you’re involved in.
Sales Call Checklist
1. Preparation Prior to Sales Call
2. Greeting and Introduction
5. Handling Objections
8. Customer Maintenance
This checklist will help you stay focused. Every time you schedule a sales call, run through this list before-hand to make sure you’re prepared–and after the visit to see what you can do next time to make the call run more smoothly and increase your chances of success.
CallSource, the U.S. leader in call management, tracking, and training, conducted research into best practices for successful service appointment setting, winning the company one of four finalist slots at Driving Sales Presidents Club’s Most Valuable Insight competition. The research, presented last week at the New York event, analyzed data across 2,464 phone calls and identified six key behaviors that, when successfully performed, were crucial in increasing service call-to-appointment ratios. The study also examined the frequency with which call handlers performed these six key behaviors.
We hear so much these days about the customer-driven buyer’s journey and that more than half of the sales cycle occurs without prospective customers contacting a sales representative. The new buyer’s journey puts ever-increasing pressure on marketing departments to handle the pre-sales process.
Although marketing technology, with its lead scoring, data integration, and automated content delivery tools, can help marketers respond quickly to inquiries online and deliver targeted content, it’s often not enough. That’s why the best marketers still match high tech with the human touch—especially when their product line is complex, and the sales cycle is long.
Appointment setting: It is a universally difficult part of business development, and therefore the most common roadblock to growing your company through increased profitable sales.
In most businesses no sale will happen without first speaking directly with a prospect. If you can get in front of (or on the phone or computer with) a prospect, you can make the sale, right? The presentation itself is rarely the challenge; getting the presentation set up is. Your success as an entrepreneur/sales person requires you to become a proficient appointment setter.
With over 20 years of business, sales, and consulting experience SMS is capable of serving many market sectors. We provide the field level support needed to generate results and grow your business. Other companies may provide appointment setting services; whereas SMS will partner with you to grow revenue.