As cliché-ish as it may sound, it seems that everything in life can be likened to Boxing. This is probably because of the fact that this contact sport requires focus, determination, and a competitive spirit, much like all of life’s everyday endeavors. Sure, other sports also require the same characteristics – perhaps
even more – but Boxing has the right amount of athletics and drama which makes it one of the most adored forms of entertainment.
To compare the sport of Boxing to Outbound Telemarketing and Lead Generation is easy. Both are dynamic realms of human interaction governed by rules and strategies that necessitate working brains and stretchy muscles.
Know where and when to punch
Many great boxers have powerful punches but end up not being successful because of one major flaw: they lack timing. In Outbound Telemarketing and Lead Generation, a professional telemarketer’s wide range of knowledge and superb communication skills are useless if not used accordingly. One must assess the right moment to say the right words, especially if the prospect is also clued-up on the subject, like a passive counter-puncher. It’s not as simple as acquiring a list of numbers and calling them one by one – there’s a certain target market for every product or campaign, as much as saying, there’s a certain “weight class” for every boxer. Knowing where and when to strike can guarantee a knockout sales lead.
No hitting “below the belt”
In Outbound Telemarketing and Lead Generation, standard procedures and policies are set to regulate the way things operate. These rules protect both the B2B Lead Generation Services Providers and the prospective clients from harassment and inappropriate behavior. A telemarketing company may possess
all the contact information of a certain company but it doesn’t mean that they can call whenever they want. Conversely, prospects may also politely decline a sales call and can go as far as blocking calls from telemarketers whenever they wish. Therefore, a professional telemarketer must know when to “throw in the towel” and move on. These acts are to be respected and observed to maintain harmony within the industry.
Get as much support as you can from your “corner”
A boxer doesn’t fight alone – he has tremendous support from his coach, trainers, and an out-and-out camp that does whatever necessary to prepare him for a big fight. In the same manner, a professional telemarketer gains support from coaches and quality analysts to gauge and assess his strengths and weaknesses. While a boxer’s focus is on throwing punches, he also needs external perspective on how
he performs so he can learn from mistakes, maximize potentials and avoid “sucker punches”.
The link between boxing and telemarketing boils down into one word: determination. A determined telemarketer won’t stop at traditional methods and sloppy routines, and most importantly he doesn’t give up easily. He conditions himself physically and mentally to anticipate punches and to gather enough
strength just in case he falls down. As the old SMS quote goes, “Life is like a boxing match – defeat is declared not when you fall, but when you refuse to get up.”
Small companies who have little time and resources to manage their own lead generation telemarketers and appointment setters have the option of outsourcing these tasks to a capable and reliable b2b appointment setting company. However, there are companies who tell that they have negative experiences with outsourced services. While there are companies who purposefully try to scam and rob their clients of money, not all outsourced service providers are the same and there are authentic BPO companies who provide quality services. Nonetheless, there are still businesses who say that even hiring a good lead generation or appointment setting company is not at all worth it. There are actually valid reasons for this, and these reasons, if you know what they are, can be easily avoided and you can have the best business to business lead generation marketing campaign or the most successful b2b appointment setting campaign.
What prevents a lead generation or appointment setting campaign from giving you the best results? How can you make sure that your appointment setting campaigns are effective?
1. Quality of product or service.
One of the biggest problems why lead generation companies find it hard to get qualified sales leads and business appointments for their clients is that the product or service they offer is not exactly exceptional. If your product or service is mediocre and does not offer any significant benefits to your particular b2b sales leads, then don’t expect the members of your target market to come clamoring for it. Prove the value of your products and services to your clients and you will be able to generate a demand for your product. For example, before Facebook, there are already various social media platforms available to the general public. However, this did not stop the social media giant from creating a demand for itself. Despite being a relative latecomer, it was able to monopolize a large portion of its target market. The same thing goes for Google.
Prove to your clients that your product or service is indispensable, and you will have no difficulty getting the business leads and b2b appointments that you need.
2. Knowledge of the telemarketer, appointment setter or lead generation expert.
Being knowledgeable about the product, service, and market is important to be able to convince your target b2b sales leads that what you offer is the best solution for their problem. Much like how internet marketers strive to become thought leaders by producing quality, informative, and engaging content, so should your telemarketers be able to prove to your business leads that they understand what the leads are going through. Just hiring an experienced agent or employee and winging it is not enough. You have to provide enough training, especially when your niche is highly technical such as insurance, software, cloud services, or health-related. This means if you hire a telemarketing company, you have to inquire if they have previous experience with your market.
These two are the most common reasons why outsourced lead generation and appointment setting services don’t work for some companies. Once you get past these two, you will benefit from the full potential of having the services of a professional lead generation or appointment setting company.