Learn how we combine cold email and an appointment setter to handle our outbound prospecting and schedule booked calls into our diary
2020 was the year we started automating our internal sales process.
We never had a problem generating B2B leads! Our issue was managing our cold email campaigns, finding prospecting data, responding to emails and trying to book sales calls.
All of this takes up so much time our salesperson could only handle around 3 calls per day!
Fast forward to November 2021 and we have our lead gen process on autopilot. Cold email campaigns are managed by our PM and calls are scheduled into our diary by our appointment setter.
This means we only have to be part of the sales process once a call is booked (we’re also in the process of promoting a member of the team to attend these discovery calls so we can spend more time growing the business in 2022).
So how can one appointment setter book 806 calls in one year?
It took about 70,000 cold emails to book 806 appointments (just over 1% appt rate from cold email sent)
The appointment setter does not send these emails, source data or manage our outbound campaigns.
Her job is to simply respond to positive responses from our outbound activity.
Once a prospect is interested in speaking with a member of the team she schedules a call in to our diary.
How long does our appointment setter work each day to book 806 calls per month?
Kirthi (our appt setter) is contracted to 5 hours per day. As mentioned above her time is spent responding to prospects who have requested more information and booking a time to speak with us.
When Kirthi’s not busy responding to prospects she is following up with decision makers who requested information at a specific time.
Where did we find our appointment setter?
South Africa! Why? The founders at RooCru have another family business which has an SEO team based in Cape Town. They are aware there is a lot of talent in SA that is highly educated, competent and available for work. We decided to run a Facebook recruitment campaign in South Africa and had a tonne of applications.
There is also a significant cost advantage from hiring in SA. We offer the UK minimum wage to people in SA. This is significantly higher than the minimum wage in SA and so we are able to attract a level of candidate that would not be available in the UK for our budget.
It’s a win – win!
Can cold email generate 806 booked appointments in your diary?
Maybe! (although I wouldn’t recommend sending 70,000 emails over 12 months if you don’t have the resources to handle a large volume of incoming emails). Your ability to generate a high volume of booked calls will also depend on the type of businesses you target, your average order value and the size of your market.
For example a service based business targeting insurance firms with over 1,000 staff isn’t going to have enough data to send 70k emails in 12 months.
We suggest finding a system that works before hiring an appointment setter!
There is no point hiring an appointment setter if you are not generating leads (unless you try and get them to do some cold calling).
At RooCru we use cold email as our main source of leads and we recommend this method of prospecting for most of our clients.
If you want to learn whether cold email could be a viable lead source for your business then why not book a call with a member of the team.
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