How to build a successful working relationship with a call center

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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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How to build a successful working relationship with a call center

  1. 1. What’s the secret to a successful relationship with a call center?York Consulting Inc.Business-to-Business Call Center416.410.2222Inquiry@yorkc.comwww.yorkc.com
  2. 2. 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 present them properly. www.yorkc.com
  3. 3. Secret to a successful relationship with a call center But, there is a whole list of companies that outsource their pre-sales process and are very happy with how things work out. Collaboration After 10 years in this business we can say that the most important thing in outsourcing is the working relationship. www.yorkc.com
  4. 4. Secret to a successful relationship with a call center A few tips on what makes outsourcing lead generation & appointment setting beneficial for both, you and the call center! www.yorkc.com
  5. 5. Secret to a successful relationship with a call center 1. Choose a team that knows your industry well, has experience promoting your products/services and calling your target markets. www.yorkc.com
  6. 6. Secret to a successful relationship with a call center 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. www.yorkc.com
  7. 7. Secret to a successful relationship with a call center 3. Set the right expectations. www.yorkc.com
  8. 8. Secret to a successful relationship with a call center If your industry has a 1 to 2 year sales cycle, that is what you should also expect from call center leads. www.yorkc.com
  9. 9. Secret to a successful relationship with a call center 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 them interested enough to want to find out more from your sales representatives. www.yorkc.com
  10. 10. Secret to a successful relationship with a call center 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. www.yorkc.com
  11. 11. Secret to a successful relationship with a call center 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. www.yorkc.com
  12. 12. Secret to a successful relationship with a call center 4. What the call center needs to get the program going. www.yorkc.com
  13. 13. Secret to a successful relationship with a call center Relevant targets (vertical markets, company size, territory you can effectively service, appropriate decision makers). www.yorkc.com
  14. 14. Secret to a successful relationship with a call center 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. www.yorkc.com
  15. 15. Secret to a successful relationship with a call center 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. www.yorkc.com
  16. 16. Secret to a successful relationship with a call center Information as a PDF presentation that could be sent by email when prospects require some information first. www.yorkc.com
  17. 17. York Consulting Inc.Business-to-Business Call Center 416.410.2222 inquiry@yorkc.com www.yorkc.com

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