Lead Generation
This is a service that is one of the most commonly used in telemarketing, and also one of the most poorly performed. Generating a lead involves using the telephone to engage a prospect in meaningful conversation, and attempting to ascertain whether there is the need for your client’s product, when that requirement is and if the company has budget to make a purchase, and also of course who the decision maker is (it should be the person you are talking to)
Appointment setting
Appointment setting is using the above process (lead generation) to uncover the need, length of time until requirement, and also budgetary availability to purchase a product and then arranging a meeting for your client's sales people to meet with the decision maker to close the business. If you have performed the lead generation correctly, that is exactly what should be happening. Some organizations who utilize an outsourced provider will prefer their sales people to arrange the meetings as a double qualification, however with a quality provider this should not be necessary.
Telesales
Telesales is using the telephone to move the lead generation process to a close of a sale without the meeting. Telesales is a great service and can be used to generate an enormous amount of business. It is common knowledge that telesales works better for lower value products, as when large amounts of money are to change hands people generally like to meet who they are doing business with face to face.
Which one do you need? When you understand the level of service, it should be easier to understand which offering best suits your particular business. Of course, if you wish to discuss any of this with us, you are more than welcome to call us for a chat!
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