Appointment Setting Illusion #1 – Groundless Projections of Results

Here is what “groundless projection” illusion sounds like:

“I am looking to start a campaign selling my widgets to CEO’s of Fortune 500 companies, considering how the greatness of my product and the fact that this call is ONLY appointment setting exercise, I am expecting .5 to .75 appointment per hour, are you good enough to deliver such results?”

Let’s examine this fairly simple sentence about this business owner’s perception of B2B Executive Level Telemarketing Campaign he is contemplating. In additional to precisely quantifying the number of appointments which is expected by the Agent, this owner made every assumption possible about the marketplace he is about to enter for the first time via a new lead generation method. Availability of CEO’s, competitiveness of his product, ability to schedule appointment even after the prospect is on the phone, and complete disregard to all other variables of the campaign (variables are discussed in Chapter 2). “…are you good enough to deliver such results” is the only question presented to the Agent or to the Appointment Setting Company being interviewed.

I enjoy analogies and would like to compare this example to another industry. Masonry tradesman is approached with the following question, “I would like you to build the most beautiful home in our county, are you good enough to deliver?” This is further clarified with the following, “this type of a house has never been built before, but it shouldn’t be a big deal, bricks are solid, mortar is strong and you can have your pick of best Trowels, Brooms and Brushes!”

If you know construction, you know that masonry work follows meticulously outlined blue prints designed by an architect, often based on the concept of an artist/designer. Furthermore, this mason will need tools, masonry materials and supplies. Although mason is an important component of the project, his ability to deliver hinges on a well-orchestrated strategy, meticulously outlined action plan and the tools necessary to get the job done.

Reaching success in appointment setting take time and patience, tweaking and careful monitoring and tracking of results. Going in with a “groundless projection” will destabilize the team from the onset.

Idea2Result provides a tactical plan to bring your vision into reality. You are great at your business, we are great at ours. Business Development is a key ingredient to successful growth, given many options for branding, marketing, advertising and salesmanship, our involvement will help to avoid many "pitfalls" and get you faster to the finish line.