Successful appointment setting campaigns have relatively little to do with setting sales appointments. (Isn’t it about time that somebody came out and said it?) The truth is that appointment setting has a lot more to do with identifying opportunities accurately; that is, it has a lot more to do with qualifying and scoring leads appropriately and gauging the value of potential engagements before setting appointments than it does with actually setting appointments.
Obviously, you need to set sales appointments in order to make transactions and purchases happen. That stated, the steps that you take prior to setting sales appointments are just as or more important as the appointments you make because they determine the value of appointments and the potential of opportunities and keep you from wasting time and money.
If you’re outsourcing your appointment setting needs, the first step towards running a successful appointment setting campaign is finding the right partner. To find the right partner, you need to deliver a strategic request for information or request for proposal to potential providers. A strategic request should provide you with all of the information you need in order to determine whether or not potential vendors can run a call center as well as perform the initial steps required to make the appointments they make on your behalf worth your while.
Below are 15 questions you should include in the next request for information or request for proposal you submit to any potential lead generation/appointment setting provider.
1. Do you have experience in my industry and access to the lead data required to run appointment setting campaigns in my space? Please provide examples.
2. When it comes to appointment setting, what sets you apart from the competition and ensures quality conversions?
3. Do you offer recordings of scheduled appointments?
4. What criteria do you use to qualify an appointment?
5. Can you break up payments to accommodate our cash flow or budget cycle? We prefer to pay as we go as opposed to making one big payment and hoping that appointments show up.
6. What levels of sales and marketing experience do you have?
7. Tell me about your team and company. Have you sold what we sell before, from opportunity identification to closing, invoicing and collecting?
8. Who are some of your current clients?
9. Can you offer us any business contacts for referral purposes?
10. Where are your call centers and teams located?
11. Do your team members work from home independently or do they work in a team atmosphere?
12. How long have you been in business?
13. What types of reporting to you provide?
14. What do you cost?
15. What kinds of data do you share?
Want more information? Vendere Partners has it! In addition to delivering the questions above, the Vendere team is giving you access to insider tips on what to look for in lead generation/appointment setting vendors’ responses. Just click here to fill out a short form and gain access to “RFI Tips for B2B Lead Generation: Appointment Setting—15 Questions to Include in Your Next RFI.” You’ll get all of the insider information you need in order to determine which potential appointment setting partner is right for you—even if that partner doesn’t turn out to be Vendere.