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Articles from Adam Fridman | Selfgrowth.com
- How Do I Know My Home Based Telemarketing Services is doing its Job? - by Submitted on Apr 10, 2011 from Adam FridmanTelemarketing companies have now embarked to the trend of hiring home based appointment setter. Debates on the advantages and disadvantages of this unique approach have been discussed here and there. But the most practical question that all business owners should ask is: How do I know my home ...
Views: 597 - Home Based Agents or Call Center for B2B Telemarketing Service - by Submitted on Mar 27, 2011 from Adam FridmanLet’s take every characteristic of b2b lead generation services and do a side by side comparison between a call center and home based agents: Technical In terms of technology, call centers are able to create internet and power redundancy to prevent down time. In medium to large size call ...
Views: 727 - Telemarketing Companies Are Not Working, When to Stop? - by Submitted on Mar 25, 2011 from Adam FridmanThere is really no formula or rule of thumb to follow in determining if enough is enough with telemarketing companies. Hence, this is not an easy question. There are number factors that we need to consider in order to derive the best decision. Is there chemistry with your telemarketer? Even if ...
Views: 647 - Telemarketers: To Outsource or Not? - by Submitted on Mar 20, 2011 from Adam FridmanThere had been a number of debates on whether to outsource telemarketers or not. Some say it is more advantageous to just get an “in-house” staff, but some say outsourcing saves a great deal of money. So what is the real deal? I say let us discuss the advantages and disadvantages and you ...
Views: 671 - Telemarketing Services for Unconventional and Commodity Products or Services - by Submitted on Mar 20, 2011 from Adam FridmanIn order to understand the idea in-depth, it is important to define and differentiate the two terms. First up is commodity, it is a product or a service familiar to everyone so there is a big chance of getting regular solicitations like insurance, merchant services, mortgages and investment. On ...
Views: 679 - Appointment Setter Empowerment and Motivation - by Submitted on Mar 12, 2011 from Adam FridmanMost of the telemarketing industry has neglected to focus on this piece of the equation. We read in the papers and hear on the radio that “human capitol” is your most valuable asset for any size corporation. Keeping your staff motivated will ensure their top performance. Many progressive top ...
Views: 689 - Pitch-Script-Call Guide Development - by Submitted on Mar 01, 2011 from Adam FridmanThe first objective in lead generation is to create an affective conversation flow to generate an appointment with a qualified prospect. Here are two essential reasons why this particular objective is so crucial: 1. It is very tempting to begin discussing your business highlights ...
Views: 690(1 vote) - Appointment Setting Formula For Lead Generation & Inside Sales - by Submitted on Feb 02, 2011 from Adam FridmanWe come across all sorts of clients. From large global multinational corporations to small mom and pop businesses around the corner in your neighborhood. What do they all have in common you may ask, a desire to grow and expand their top line. One of the most common solutions to grow and ...
Views: 627 - Developing Telemarketing Success – Script Based or Free Flowing? - by Submitted on Feb 17, 2011 from Adam FridmanThere is a great deal of debate among appointment setters about which particular lead generation approach works best: script-based or a free-flowing presentation.Some staunchly defend their position that a script-based approach to Lead Generation Services is better than a free flowing ...
Views: 711 - Illusion #5 "Call me when you have a Sale" - by Submitted on Feb 17, 2011 from Adam FridmanBeing able to effectively sell and properly market your product and/or service is the catalyst that will determine whether your business survives in today’s ultra competitive recessionary environment. In fact, with aggressive and intense competition available for virtually all products or ...
Views: 664(1 vote) - Illusion #4 "I only want to meet Warm Prospects" - by Submitted on Feb 17, 2011 from Adam FridmanAlthough this question appears to address quality, once we dig deeper, this is essentially a valid concern of economic cost (actual $), opportunity cost (time), and psychological cost (pain). Many of our new clients begin a new lead generation campaign with the following goal: “I am very ...
Views: 706(1 vote) - Appointment Setting Illusion #3 - Don't Bother Me, Just Send Me Appointments - by Submitted on Feb 17, 2011 from Adam FridmanMost sales driven businesses need a constant flow of appointments and leads for their internal sales team. The problem with this is that while the sales team are following up on leads and attending appointments, they're not on the phone getting new leads and appointments for your ...
Views: 884(2 votes) - Appointment Setting Illusion #2 - Expectation of Perfect Appointments - by Submitted on Feb 17, 2011 from Adam FridmanEstablishing an effective appointment-setting and lead generation process is a key component of any successful Lead Generation Services. While it's possible to just pick up the phone and start "dialing for dollars", making calls without preparation or strategy will yield poor results. So what is ...
Views: 746(1 vote) - Appointment Setting Illusion #1 – Groundless Projections of Results - by Submitted on Feb 17, 2011 from Adam FridmanHere is what “groundless projection” illusion sounds like: “I am looking to start a campaign selling my widgets to CEOs of Fortune 500 companies. Considering the greatness of my product and the fact that this call is ONLY appointment setting exercise, I am expecting .5 to .75 appointments per ...
Views: 676 - Tips for Effective Appointment Setting – The Appointment Setting Close - by Submitted on Feb 17, 2011 from Adam FridmanLearning when and how to close the appointment setting can be challenging as handling your prospect’s objections. Here are some tips on knowing when and how to close the Inside Sales task. Be sensitive to your prospect’s responses When your prospect begins to ask questions, it is a ...
Views: 1783 - Tips for Effective Appointment Setting - by Submitted on Feb 17, 2011 from Adam FridmanIt does take a lot of effort and patience just to get connected to your prospect and when someone answers the phone it is probably the only window of opportunity that you surely would not want to miss. Good first impressions last, so here are the steps you need to take for your effective ...
Views: 1235 - Tips for Effective Appointment Setting - Objections Handling Overview - by Submitted on Feb 17, 2011 from Adam FridmanWhy is it that people do not want to explore opportunities in sales and in particular, getting into tasks such as lead generation? You may get as many responses and as varied as the people you talk to, however there seems to be one universal answer to this question and it is in the fact that ...
Views: 1526 - Developing Telemarketing Success – The Importance of Partnering - by Submitted on Feb 17, 2011 from Adam FridmanIn our previous articles in the Developing Telemarketing series, "Script Based or Free Flowing?"” and "Telemarketing Strategies and Customer Relationships", we discussed the various considerations in choosing a script-based and a free flowing approach to Inside Sales and the different strategies ...
Views: 1125 - Developing Telemarketing Success – Telemarketing Strategies and Customer Relationships - by Submitted on Feb 17, 2011 from Adam FridmanIn our previous article entitled “Developing Telemarketing Success – Script Based or Free Flowing?” we highlighted the advantages and disadvantages / challenges of each and mentioned that the primary consideration for the best approach to telemarketing approach lies in the product and / or ...
Views: 1816 - Developing Telemarketing Success – Partnership Exploration - by Submitted on Feb 17, 2011 from Adam FridmanWe have emphasized the importance of partnership as a means to increase the Inside Sales effectiveness for the telemarketer and generate repeat business not only for the client and B2B service provider but for the prospect as well by creating value added products and service to the latter’s ...
Views: 946 - Avoid B2B Appointment Setting Mistakes - by Submitted on Feb 17, 2011 from Adam FridmanIt is our experience that if B2B Appointment Setting Campaign, is not handled with a "scientific" approach, it will not yield sustainable results for your Inside Sales or Outside Sales. Many businesses have embarked on lead generation as a tool for their business through a "simple approach", ...
Views: 1020 - Appointment Setting Illusion #1 – Groundless Projections of Results - by Submitted on Sep 28, 2010 from Adam FridmanHere is what “groundless projection” illusion sounds like: “I am looking to start a campaign selling my widgets to CEO’s of Fortune 500 companies, considering how the greatness of my product and the fact that this call is ONLY appointment setting exercise, I am expecting .5 to .75 appointment ...
Views: 1000 - Appointment Setter Empowerment - by Submitted on Feb 17, 2011 from Adam FridmanA recent article in Businessweek explored the question: what drives your best sales managers? The once revered volume technique, insisting on a high quantity of pitches to accomplish Inside Sales goals, is no longer cutting it in today’s business. Instead we see a shift towards improving the ...
Views: 1060 - Appointment Setting - Call Guide Methodology - by Submitted on Feb 17, 2011 from Adam FridmanAppointment setting campaign’s single most critical objective is to schedule a fully dedicated and committed time to speak with an interested prospect. Based on our extensive experience and deep industry knowledge, many marketing business development strategies simply miss the target. These ...
Views: 1761 - 7 Effective Guidelines for Successful Appointment Setting - by Submitted on Feb 17, 2011 from Adam FridmanAll size businesses often have to deal with limited resources, time constraints and an overstretched worked force. While majority of today’s businesses utilize modern ways and technology to connect with its customers, getting that critical appointment and your message across remains a challenge. ...
Views: 2714 - Virtual Global Team Building - by Submitted on Feb 17, 2011 from Adam FridmanEncouraging team development, emotional engagement and social interaction provides a healthy and sound workplace environment for the otherwise isolated appointment setter. Face-to-face team building activities or meetings for the virtual global teams particularly for lead generation ...
Views: 1811 - The Rewards of Global Virtual Teams - by Submitted on Feb 17, 2011 from Adam FridmanIt is widely accepted that the reward for promoting global virtual teams is the ability of organizations to leverage on the different skills and competencies of team members from around the world. What does leveraging mean? You may have heard of the term leveraging from a financial ...
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