18
Jul

Paralyzed by prospecting? Don’t force it, outsource it!

Mark Parton

Mark Parton

Mark has 25+ years of call center experience and is a lifetime entrepreneur. He is the founder of Call For Wine which he scaled and sold in 2010. His new passion as the founder of Incremental Business, is to help small businesses grow and thrive.
Mark Parton

Prospecting. Business owners love the idea, provided they don’t have to do it. The thought of outbound telemarketing can be paralyzing. Who will do it? Who will set it up? Who will manage it? No worries, there is a solution.

Here are a few reasons you should embrace the idea of outsourcing your prospecting.

1. Know what you know; don’t know what you don’t know.

Would you wire a house or try to fix your own plumbing by yourself? Of course not! That said, leave your prospecting to people that know what they are doing. In order to prospect effectively, you have to hire the right person, develop the campaign, write the script, motivate the sales team and track the results. There are lots of moving parts, and plenty of headaches involved. Instead of trying to do it all, find someone with experience handle it. You’ll see better results and it will free you up to focus on running your business.

2. Let you and your team focus on what you do best.

Time is money and wasting time on something you hate and are not good at is a colossal waste of time. If you have a team that is good at taking care of customers (what I call “farmers”) but are scared to death of going out and looking for new business (“hunters”) then why put them through the grief, potentially losing staff? Instead of pushing your team into doing something they’re just not comfortable with, outsource it!

3. Face it, hiring telemarketers is a nightmare.

If you have ever gone through the process of hiring prospecting telemarketers—it’s a nightmare. I have run call centers for 25 years and to this day the hardest thing is hiring the right people for this job. Chances are, you want to pay them a low hourly rate with a little bump for positive production and the turnover is never ending. It’s a constant job in and of itself. Also, if you plan to do it in-house who will manage it? No matter how “independent” your prospectors claim to be, they still need to be managed and that requires a babysitter.

4. Its far more cost effective.

The focus for the prospecting team is to prospect and because that’s all they do, they will get more done. Pound for pound you will not only get your money’s worth but you will also save yourself the aggravation of riding the people around you to do a job they hate. If you choose to hire a new team to do it themselves, how sure are you that they will be able to consistently deliver the best results? 

Don’t force you and your staff to do something that their not comfortable with and won’t excel at. Outsourcing your prospecting will help you sleep better at night as it is one less thing you have to worry about. Not to mention—you’re likely to see better results when you leave it to the professionals.