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Some tips on how to build a successful relationship with a call center that will generate leads and appointments for you.
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What’s the secret to a successful relationship with a
call center?
York Consulting Inc.
Business-to-Business Call Center
www.yorkc.com
Secret to a successful relationship with a call center
There are many companies out there that need to grow their sales pipeline and many of them
hesitate to outsource cold calling because they
think a call center wouldn’t be able to presentthem properly.
www.yorkc.com
But, there is a whole list of companies that outsource their pre-sales process and are very
happy with how things work out.
Collaboration
Secret to a successful relationship with a call center
www.yorkc.com
After 10 years in this business we can say that the most important thing in outsourcing is the
working relationship.
Secret to a successful relationship with a call center
www.yorkc.com
A few tips on what makes
outsourcing
lead generation &
appointment setting
beneficial for both, you and
the call center!
1. Choose a team that knows your industry well, has experience promoting your products/services and calling your target markets.
Secret to a successful relationship with a call center
www.yorkc.com
Secret to a successful relationship with a call center
www.yorkc.com
2. Decide what you need them to do:
• Determining initial interest and responding to requests for information; and/or
• Staying in touch with the contacts over time, as their needs mature; and/or
• Qualifying the company and contact for size, need, decision making process, budget, timing; and/or
• Generating leads and setting appointments.
Secret to a successful relationship with a call center
www.yorkc.com
3. Set the right expectations.
Secret to a successful relationship with a call center
www.yorkc.com
If your industry has a 1 to 2 year sales cycle, that is what you should also expect from call center leads.
Secret to a successful relationship with a call center
www.yorkc.com
An outsourced team won’t be able to present your products and services at the same level of detail
as your team would, but it would certainly be able to qualify more prospects and make theminterested enough to want to find out more from your sales
representatives.
Secret to a successful relationship with a call center
www.yorkc.com
We know that not every prospect closes, and similarly not every contact who may want an appointment will
see it through. Usually a superior tells them that the
issue is not high on the company’s agenda, so the meeting is not necessary at this time. Expect a small percentage of attrition.
Secret to a successful relationship with a call center
www.yorkc.com
It takes longer to set meetings by calling into a target group of large companies pursuing VP and C Level
people than it will to reach manager or owner levels in
medium and smaller companies.
4. What the call center needs to get the program going.
Secret to a successful relationship with a call center
www.yorkc.com
Relevant targets(vertical markets,
company size,
territory you can effectively service,
appropriate decision makers).
Secret to a successful relationship with a call center
www.yorkc.com
Enough information to deliver a relevant message — most important
points that need to be covered – a brief
introduction of your company, a description of your products and
services, the value proposition that these represent.
Secret to a successful relationship with a call center
www.yorkc.com
Criteria that will help the pre-sales staff qualify your leads better – what qualifying questions they could ask
to identify the best opportunities for you.
Secret to a successful relationship with a call center
www.yorkc.com
Information as a PDF presentation that could
be sent by email when
prospects require some information first.
Secret to a successful relationship with a call center
www.yorkc.com
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