However a cloud provider called me with his own horror story telling me he got stiffed by a reputable telemarketing company.
Nearly every company that’s tried marketing for IT services has experienced major complaints. What’s behind all these horror stories?
Those that Go Where only Angeles Dare to Tread
As I have just written about how setting IT appointments is probably one of the most difficult vertical markets to represent. In fact, many well known companies have each taken their turn at telemarketing from MSPU to Ulistics and even Vertical Axion and all failed. Now there is a herd a new companies entering the battle, many are former MSPs that have sold their IT companies, and think they will be able to solve this conundrum.
The truth is that most likely none of these companies had a proven process for setting appointments in the first place and probably underestimated the challenge from the beginning. One of the greatest challenges running a call center designed to set appointments for IT providers is that nobody really wants to be a telemarketer. It’s probably viewed as one of the lowest jobs by job seekers and usually only considered as an option by those people that are truly desperate like people dodging child support, dodging taxes, criminal history etc…
Massive Turn Over
The skill required to accomplish cold calling success is truly possessed only by ab extremely few individuals. This is because it takes true passion along with a thousand other traits to consistently enable reps to meet their sales quota. It took me 15 years to realize that you can’t count on getting the bottom of the barrel employees to actually have enough passion to get the job done. Of course, the extremely low pay which is dictated by what managed services providers are willing to fund the campaigns doesn’t help.
Of course, every company usually finds a super star at some point that makes them shine for their clients for a while but because of the factors mentioned above these people never last long. This is what causes the schizophrenic performance where some clients get their appointments for a while and then latter the leads run dry. This is because the super star that did a great job before no longer works there and now you have some other representative that hates their job and has no passion representing your company on the phone.
What’s The Answer to the Problem
Well some might say that if you make these folks work on straight commission that this might give then the proper motivation. However, this stone aged idea won’t solve the problem and can only serve to exacerbate the situation. You could pay representatives more money and this would help but wouldn’t truly provide the ultimate solution. The key is to transform marketing IT services into an easy task, provide a competitive salary and an exciting work environment. Of course, we have solved this conundrum because we have turned the dreaded telemarketing task into a fun and easy job by utilizing our sticky mail-out! Our goal is to vanquish all the horror stories and transform the image of the tarnished lead generation service in the technology industry.