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Adam Fridman Articles

Guest post by: Adam Fridman

Telemarketing Services: Per Hour Versus Per Appointment Compensation - Click To Read Article
A seemingly clear question, all telemarketing services should be based on per appointment compensation. Shouldn’t telemarketer only receive payment when they are successful? Why should a telemarketing company charge per hour even if they are not producing results?

Telemarketing Companies Are Not Working, When to Stop? - Click To Read Article
There 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.

How Do I Know My Home Based Telemarketing Services is doing its Job? - Click To Read Article
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 based appointment setters are working?

Home Based Agents or Call Center for B2B Telemarketing Service - Click To Read Article
Let’s take every characteristic of b2b lead generation services and do a side by side comparison between a call center and home based agents

Telemarketers: To Outsource or Not? - Click To Read Article
Some say it is more advantageous to just get an “in-house” staff, but some say outsourcing saves a great deal of money.

Telemarketing Services for Unconventional and Commodity Products or Services - Click To Read Article
. A good rule of thumb, if you have to say “but”, for example, “I offer merchant services, but we are unique in…..” Once your prospect registered merchant services, you have been cataloged with that commodity.

Appointment Setter Empowerment and Motivation - Click To Read Article
Most 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 companies offer their employees perks far exceeding the basics: yoga classes, on site gyms, massages, free food, and other add-ons to ensure employee2s are operating at the top of their abilities.

Pitch-Script-Call Guide Development - Click To Read Article
The first objective in lead generation is to create an affective conversation flow to generate an appointment with a qualified prospect.

Appointment Setter Empowerment - Click To Read Article
A 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 sales goals, is no longer cutting it in today’s business.

The Rewards of Global Virtual Teams - Click To Read Article
It 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.

Tips for Effective Appointment Setting - Click To Read Article
It 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 telesales efforts.

Tips for Effective Appointment Setting - Objections Handling Overview - Click To Read Article
Why is it that people do not want to explore opportunities in sales and in particular, getting into tasks such as appointment setting? 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 most people are unable to handle and carry a conversation well to a point where both sides can agree on a discussion.

Tips for Effective Appointment Setting – Handling Objections and Listening Skills - Click To Read Article
Getting your prospect to talk to you is achieving half of the appointment setting effort; the other half which is just as important is addressing your prospect’s issues and concerns. You have made your way through the gatekeeper and have delivered a fantastic opening statement. Now your prospect seems to be listening and finally he responds with a series of questions and states the reasons why your product or service doesn’t measure up to his expectations or it does not answer a need that would merit his consideration for an appointment schedule. In short, he is now in the “objection” mode.

Tips for Effective Appointment Setting – Reducing Objection Opportunities - Click To Read Article
Objections are a normal part of everyday communications.

Tips for Effective Appointment Setting – The Appointment Setting Close - Click To Read Article
Learning when and how to close the appointment setting can be challenging as handling your prospect’s objections.

Virtual Global Team Building - Click To Read Article
Encouraging team development, emotional engagement and social interaction provides a healthy and sound workplace environment for the otherwise isolated appointment setter.

Appointment Setting - Call Guide Methodology - Click To Read Article
Appointment setting campaign’s single most critical objective is to schedule a fully dedicated and committed time to speak with an interested prospect.

Avoid B2B Appointment Setting Mistakes - Click To Read Article
It 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.

Developing Telemarketing Success – Partnership Exploration - Click To Read Article
We have emphasized the importance of partnership as a means to increase the 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 customers.

Developing Telemarketing Success – Script Based or Free Flowing? - Click To Read Article
There is a great deal of debate among appointment setters about which particular telemarketing approach works best: script-based or a free-flowing presentation.

Developing Telemarketing Success – Telemarketing Strategies and Customer Relationships - Click To Read Article
In 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 service that is in line with the stages in the relationship the appointment setter has with the prospect. We hope that this article will enable you to be more effective in your telemarketing efforts and achieve telemarketing success.

Developing Telemarketing Success – The Importance of Partnering - Click To Read Article
In 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 telemarketing and the different strategies that both the client and the appointment setter can implement. It is highly important to note that all these approaches and strategies take into consideration the type of relationship that need to be defined and established from beginning to end.

Appointment Setting Illusion #1 – Groundless Projections of Results - Click To Read Article
Here is what “groundless projection” illusion sounds like:

7 Effective Guidelines for Successful Appointment Setting - Click To Read Article
All 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. Overcoming this great hurdle will determine whether you have successfully established a favorable condition for your next move.





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