Effectiveness of Outsourced Telemarketing in Financial Planning Lead Generation

When I was still a kid, I have been always perfect in attendance when magicians, as they call themselves, do some performance. When shows are over, the amazement that I feel lingers for a long time. There was no doubt in my heart that “magic” is real, not until I was educated. When I gained proper reasoning, I found the hidden deceptions and lies. From then on, I felt annoyed that most children are still believing on such lies. All were just tricks and there is no such thing as magic.

Some critics strongly agree that telemarketing services through outsourcing is also a trick. They oppose the idea of partnership, believing that an in-house financial planning lead generation program is the right decision to make. Telemarketers are compared to magicians, accusing outsourcers of doing magic, wherein investments are gone in a blink of an eye without the expected rewards. However, it can be worsen by saying that false promises of outsourcing is not anymore a trick but a fraud, a clever plan of a concealed treachery. Even the strictest standards meet an unwelcome atmosphere. It was conferred that appointment setting will have a pitch black destiny with this program. Well, this statement has a quantum of truth in it and another portion of a bogus as well.

There are many things to discuss with regards to these matters. Among the many things, the two of the most important issues refer to the resources and performance. First, are the available resources sufficient to color success? Second, is the work properly done?

Resources. There are three resources that must be present in performing a successful generation of financial advisor leads. First is the manpower. Workforce can be evaluated through their actual performance in data gathering, cold-calling and appointment setting. These professionals will perform well if they possess the necessary skills, namely sales, marketing, verbal communication and listening. The discipline, exemplary conduct, experience and education will sharpen the required abilities. If all of these are present, there is little doubt that poor results will come, instead of those expected.

Second is the technology. This spectrum involves the hardware and software applications. The key to an uninterrupted operations lies to the integration of telephone system to the computers, which is called as the computer-telephony integration, specialized call center applications and a CRM (Customer Relationship Management). Cheap and mediocre technology slows down all other processes. Third refer to management practices. When the provider of financial adviser leads, like retirement planning leads and investment leads, and financial appointments is reputable in terms of its management functions, good employment and installation of technology will follow.

Performance. Through the use of technology, business operations will have a smooth sailing journey. It is therefore on the performance of professional telemarketers with the supervision of the managers where success can be determined. When cold-callers use a straightforward yet courteous call scripts fueled by speech prowess and versatility in call handling, it is the best combination to qualify a sales lead and to set an appointment. The process must be aimed for speed and accuracy. Fast process but incorrect prospects is considered poor while precise targeting but consuming long period is not even better. There should be a balance between the two.

When an outbound call center is powered with above par resources and performance is evaluated to be good, better and even the best, then, why be reluctant in subscribing to this surefire program? This is real success, not purely an illusion.