An appointment is an important leverage in the customer decision journey of your potential customers. That’s where you bring out the big guns to get your customers to buy. However, the process of making the appointment is in most cases ineffective. Which means you continuously lose chances to sell. Ready to improve?
Old legacy systems and processes
Asking how companies are planning their appointments with (potential) customers is quite the same as asking how they are throwing their money out of the window. Sure, it’s a process that takes time, effort and some investment. But it’s above all a process that never seems to be questioned. Moreover, cold calling is a real nightmare – and a true discouragement – of sales people.
The ineffective sales team
So let’s see what happens. Suppose your company sells motorboats, with a gross margin of 1,000 euros per motorboat. You’re running a successful marketing campaign to raise awareness and at the same time, your sales team of 5 people is calling people for an appointment. Every call – and the corresponding administration – takes about 15 minutes, so your team can call about 100 people per day. Let’s say 10% of called people agree for an appointment, and suppose that – of the 10% – another 10% buys a motorboat.
Let’s crunch the numbers: your sales team costs 25,000 euros per month. They call 2,000 people per month, have 200 appointments and eventually sell 20 motorboats. In that case, you’re making a loss: the total gross margin of 20,000 euros is not enough to compensate for the salaries of your sales team.
If you’re like that motorboat company, you need to stop what you’re doing right now, and look for more efficiency. And that’s where IVR comes in.
Ready for a massive improvement?
Subscribe to our newsletter and receive our articles in your inbox!