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Differences Between Lead Generation and Appointment Setting Services You Should Know

A blog banner by Reservations Call Center titled Differences Between Lead Generation and Appointment Setting You Should Know

What are the differences between lead generation and appointment setting?

There is a notion that lead generation and appointment setting services are synonymous with each other. While there could be overlapping similarities with the two, there are still key differences that you have to know.

Let us dig deeper into that.

Lead Generation vs Appointment Setting

With 10 years of experience on both services, we have extensive knowledge on both Lead Generation and Appointment Setting services. Here is what we think:

  Lead Generation Appointment Setting
Goal This is to find new potential clients who might have an interest in your product or service.
This does not include booking appointments.
Often involves cold calls, networking, and referrals to build a list of potential clients.
This is often used to get your business in front of many new clients in order to make new partnerships or make a sale.
Identify which leads qualify as prospects. 
Strategy After contacting and gathering the information of new potential clients, they pass the information onto the business, which they will decide whether to proceed or not with the contact. Aside from talking with potential clients, this also involves putting a schedule to establish time when to contact the prospect. 
This is to finalize the potential sale or acquisition of a product or service.
Process This focuses on the gathering of new potential clients but there is no appointment involved. 
It revolves around advertising your brand, product or services to the target audience to get their information. 
This often involves advertising, digital content marketing, telemarketing or even customer referrals.
The appointment shows up on the calendar. Which the sales team will call, email or meet with the prospect on the scheduled date.
Most qualified leads and sales appointments will be considered as prospects. 
This is a person or business that actively shows interest in the product or service offerings. 
Appointment Setters must have the following skills:
Ability to identify decision-makers. Flexibility to go off-script when needed. Ask relevant questions to relate to the prospect. Intent listening ability
Influence This is an effective way to create a bigger pipeline or close a few quick sales deals.  This is a long-term solution with an end goal to foster stronger prospects over time.

How to Effectively Outsource B2B and B2C Lead Generation

Outsourcing is still the best way to utilize this service. Especially if your business is yet to form a strong in-house sales team. 

Fret not however, as outsourcing this does not mean you will be entirely dependent on a BPO company to ensure a healthy sales pipeline. In order to outsource effectively, do these essential steps when choosing the right partner:

1. Clean and properly segment your data

Accurate, up-to-date and properly segmented data is the backbone of your lead generation. This is both applicable for B2C and B2B telemarketing lead generation. Decision-makers change their contact information from time to time and their situation changes, like change of titles and so on.

That is why you have to make sure that you refresh your data and this is always up-to-date. Inaccurate lists could mean calling the wrong types of companies or customers. This will make sure that your effort is concentrated on the right people.

2. Choose the right agents

Together with your chosen BPO company, you can ask them to provide you with agents who sound enthusiastic and passionate when talking about your brand. Calling prospects rely on what they hear and thus tone is important. In addition to that, they must be good listeners as they are talkers. 

3. Focus on proper training and briefing of agents

A BPO company that specializes in lead generation, whether B2C and B2B, often have agents with extensive knowledge and experience with lead generation and appointment setting

However, you have to make sure they are briefed with the topic, product or services that they are calling about. This will ensure that they can properly convey the message you want your prospects to hear.

The more informed these agents are, the easier they can attract the prospects and build the leads that you want. 

4. Provide enough references

Telephone is not the only medium these agents use. Often, they follow up with a well-written email or additional content. This is to sustain the interest of the prospect which makes it easier for your sales team to close the deal.

That is why you have to provide them with the necessary support materials that highlight relevant benefits of your product or service. 

5. Understand your Prospect

You have to develop an effective strategy that resonates with your prospects. This will help the outsourced telemarketers to generate better results. Your strategy must provide them the right answer on why prospects should speak to you, your difference from competitors, and how you help your customers. 

Reservations Call Center Provides Lead Generation and Appointment Setting

We have more than 10 years in the service and we continuously provide excellent services to various clients across industry verticals.

Reservations Call Center ensures our service packages are on par with your demands and requirements. 

We are an ISO 27001-certified and HIPAA-compliant BPO company in the Philippines. 

Contact us today and let us improve your sales pipeline!