If you work in the sales department at a B2B company, you are well aware of just how much time, effort and money it takes to perform initial sales calls. For some organizations, relying on internal sales reps to perform initial sales prospecting is not a prudent use of resources. Consider this: if your in-house reps could be provided with leads that are ready for appointments and are close to converting, wouldn’t they be able to close more sales than if they were also tasked with the cold calling responsibilities? Let's take a look at some of the advantages of outsourcing the cold calling and appointment setting work to an outbound calling service.
1. Reduced Costs
Experienced sales agents often frown upon making initial sales calls because they would rather focus on the difficult challenges that mean much more to the company's bottom line. Instead of relying on your experienced staff to grab leads, you can lean on an expert outsourced staff to dedicate their time to setting appointments and engaging prospects. These representatives will make all those pesky introductory sales prospecting calls while your in-house staff focuses on pursuing strong leads and making your company the real money. So, you pay less for the cold calls and appointments and get more revenue from your in-house reps since they have more time to dedicate to finalizing sales.
2. Perfected Script Writing and Execution
The sole focus of an outbound calling service is to grab the attention of new prospects and convert them into likely buyers. These services have spent years studying buyer personas to develop unique insights and sales approaches to get their clients the leads they want. They'll put in the necessary work to perfect their calling scripts and uncover information about potential leads to fit your business before actually picking up the phone. Outbound calling services invest a significant amount of effort to gain a well-rounded understanding of your buyers’ motivations and will be the first to testify to the marked differences between prospective buyers.
Perhaps most important is the manner in which professional outbound sales agents handle these crucial introductory phone calls — since they’ve been in the game for a while, they know how to communicate on cold calls. Outbound calling services carefully collect data and use this information to tailor the course of the phone call. Most of these representatives have precise listening skills and exhibit the will to understand idiosyncratic behavior patterns while treating each prospect in an individualized manner. If it seems as though a target customer won't be responsive to up-selling, the outbound agent won't steer the conversation in that direction.
3. Ample Resources
Since making phone calls is all that outbound services do, they are loaded with cutting edge technology — their highly advanced computers and networks rarely falter. And, when it comes to the reps in these centers, keep in mind that this is their niche, and they perform quite well in it. Plus, outbound call centers always have enough staff on hand to handle a substantial amount of phone calls — a volume that your in-house reps simply might not have the time to generate.
Don’t Underestimate the Expertise of Outsourced Sales Reps
If you have any control over your B2B company’s sales efforts, you should not hesitate to lean on the specialized expertise of an outbound calling service if you need to save some money, get better leads and take advantage of more efficient resources. You'll rest easy knowing that your initial sales efforts are being handled by well-trained agents who demonstrate consistency in how your calls are handled. These sales prospecting aficionados might even perform the work at a higher standard than you are accustomed to. Add in the fact that outsourcing this low-level work liberates your own staff to handle more important tasks, and it is easy to see why more and more B2B companies are opting to lean on the prowess of outbound calling services.
RDI Corporation was founded in 1978 and is headquartered in Blue Ash, Ohio. We provide precise business solutions through a fully integrated outsourcing model and our clients ranged from mid-sized corporations to distinguished Fortune 500 companies.