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INCENTIVE MARKETING FOR OUTBOUND SALES & TELEMARKETING TEAMS
Turn More Conversations Into Appointments, Shows & Sales.
Use high-perceived-value prospect and customer incentives to strengthen outbound offers, book more appointments, increase completed attendance, close more sales, and create repeat and referral opportunities — without discounting the core offer.
CMI supplies and fulfills the benefit your prospects and customers receive.
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20+
Years In Business
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18k
Clients Enrolled
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13M+
Certificates Distributed
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1M+
Incentives Redeemed
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29M+
In Savings For Redeemers
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Thousands
Of Satisfied Clients
WHERE THE OUTBOUND FUNNEL LEAKS
Contact Rate Is Cheap. Held Appointments Are the Expensive Part.
Dashboards report dials, contacts and bookings. The business is paid on held appointments, closed sales and repeat customers. Between those numbers sit four leaks that quietly consume a sales week.
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Contact rate → Live conversation
The rep reaches a real person and the ask falls flat.
Dials connect and conversations happen, but the call-to-action is too thin to earn a next step. The contact was expensive. The offer attached to it was not compelling.
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Booked appointment → Held appointment
A name lands on the calendar. Nobody joins the call.
Dials, data, labor and follow-up were all paid for before that slot existed. A no-show consumes the appointment cost and returns nothing to the day.
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Held appointment → Close
They showed up, listened, and still didn't move.
A completed appointment can stall when the prospect sees no reason to act now — and the only lever left on the floor becomes cutting price.
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Sale → Repeat / referral
Past buyers are never given a structured reason to return.
Satisfied customers who could reorder, upgrade, reactivate or introduce someone are left without a defined reactivation or referral offer.
Every arrow in the funnel is its own conversion event — and each one can be influenced by giving the prospect or customer a concrete reason to take the next step, without touching your pricing.
THE OUTBOUND LIFECYCLE
Six Conversion Events — Not One.
Outreach, conversation, booking, attendance, sale, repeat. A booked appointment is not a held appointment, and a held appointment is not a sale. An incentive can be placed anywhere the prospect needs one more reason to move.
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Cold Contact / Outreach
Dials, texts and emails go out.
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Response / Live Conversation
A real person engages.
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Booked Appointment
A slot is on the calendar.
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The event you get paid on
Held Appointment
The prospect actually shows.
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Sale
The decision is made.
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Repeat / Referral
The customer produces again.
- Incentive on the outreach — a stronger reason to respond and talk.
- Incentive on the booking — a reason to hold the slot and show up.
- Incentive at close — added value instead of an automatic price cut.
- Incentive after the sale — reactivation, reorder and customer referrals.
Every incentive on this page goes to the prospect or customer you are working to book, close or retain.
BOOKED VS. HELD
Optimize Cost Per Held Appointment.
Cost per booked appointment is an incomplete number. A booking is a line on a calendar. A held appointment is the only version your closers can actually work.
Booked appointment
A slot on the calendar
The dials, the data, the setter's time and the follow-up sequence are already paid for, and a closer's hour is already blocked. The prospect simply had nothing at stake in keeping it.
Held appointment
A prospect actually in the conversation
Now the pitch can do its job. Attaching something meaningful to completing the appointment gives the prospect a concrete reason to be there when the call starts.
You are not buying a better list. You are protecting the appointment you already paid for — by giving the prospect a second reason to keep it.
The offer goes to the prospect, so the value works on the person who decides whether to show up.
FOUR WAYS OUTBOUND TEAMS USE CMI
Four Places an Incentive Changes the Number.
Every benefit below is offered to a prospect or a customer as part of your external marketing and sales follow-up. CMI supplies and fulfills it.
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1
Book More Appointments
Give the person on the other end of the call a reason to say yes to a time instead of ending the conversation.
The incentive is named on the dial, in the voicemail, in the follow-up text and in the email — turning a weak ask into an offer worth a calendar slot.
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2
Increase Show / Held-Appointment Rates
Attach something the prospect genuinely wants to completing the appointment.
Confirmation calls and reminder messages carry the benefit forward, so the slot means something to the prospect and not only to your schedule.
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3
Close More Sales
Add high perceived value to the offer at the decision moment instead of automatically discounting.
Your closer gains a value lever that is not a price concession, keeping the negotiation on the product rather than on the invoice.
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4
Drive Repeat Business and Customer Referrals
Give past buyers a defined reason to reorder, reactivate or introduce someone new.
Reactivation calls, renewal windows and customer referral campaigns all carry a benefit the customer actually values receiving.
THE INCENTIVE LADDER
Match Perceived Value to the Size of the Ask.
The bigger the commitment you are asking the prospect or customer for, the more perceived value the benefit can carry. These are directional examples, not fixed rules — every sales floor builds its own ladder.
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Step 1 · Low-friction ask
Response or booking
A lower-friction benefit that makes answering, engaging and holding a time worth doing.
- $100 Dining Certificate
- $100 Hotel Savings Card
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Step 2 · Real time invested
Completed appointment or demo
A more meaningful benefit tied to attending and completing the appointment.
- Higher-value Dining or Hotel Savings
- Smart Device Voucher
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Step 3 · Buying decision
Purchase
Higher-perceived-value travel added to the offer at close instead of a price reduction.
- Airfare Plus Hotel Stay Certificate
- Resort Stay Voucher
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Step 4 · Existing relationship
Repeat or referral
Appreciation and milestone value that makes reordering and introductions feel earned.
- 4 Night Cruise Certificate
- Resort Stay Voucher
CAMPAIGN EXAMPLES
Built Around How Outbound Teams Actually Work a Day.
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Cold-Call & Warm-Lead Booking Offer
Give the setter a real offer to lead with.
The prospect who agrees to a time receives a named benefit, turning a generic 'quick 15 minutes' into something worth putting on a calendar.
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Voicemail, SMS & Email Follow-Up
Make the unanswered follow-up worth returning.
Reference the benefit in the voicemail script, the follow-up text and the email so the callback has an obvious reason attached to it.
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Appointment Confirmation & Reminder
Protect the slot you already paid to create.
The confirmation call and reminder message restate exactly what the prospect receives once the appointment is completed.
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Completed Demo or Consultation Offer
Reward the prospect for the time they invested.
A benefit delivered after a completed demo or consultation, regardless of whether the prospect buys.
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Proposal & Close-Stage Value Add
Add value at the decision point instead of cutting price.
Present a travel or dining benefit as an addition to the proposal rather than an immediate reduction in what you charge.
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Dormant-Customer Reactivation
Give a quiet account a reason to answer again.
Win-back calling lists and reactivation emails carry a fresh benefit so the outreach is not simply another check-in.
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Customer Referral Campaign
Turn satisfied buyers into a source of new conversations.
Reward the customer when a referred prospect becomes a customer.
AFTER THE SALE
Your Customer List Is the Cheapest Pipeline You Own.
The sale is not the end of the funnel — it is the start of the list with the highest contact and answer rate you have. Those buyers already took your call, already bought, and already know people like themselves.
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New Customer
The first purchase is complete.
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Appreciation Touch
A benefit that reinforces the decision.
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Reorder / Reactivation
A defined reason to buy again.
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Customer Referral
A warm conversation enters the top.
Every referral a customer produces re-enters the funnel as a conversation that already trusts someone who bought from you.
PROTECT PRICE, CHANGE BEHAVIOR
Protect the Price. Change the Behavior.
An incentive is a behavioral lever. It gives the prospect or customer a reason to take the next economically valuable action while protecting the perceived value of what you actually sell.
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A discount lowers what you sell for — permanently.
Every concession trains the next prospect to hold out for one, and it resets what the market believes your offer is worth.
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An incentive adds a reason to act now.
The prospect or customer receives something with real perceived value for taking the next step, while your price and positioning stay intact.
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The benefit goes to the prospect or customer.
This is external marketing. The recipient is always the prospect or customer you are trying to book, close or retain.
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CMI supplies and fulfills it.
Your team distributes the benefit; the recipient redeems directly through CMI. No inventory, no gift closet and no fulfillment work on the sales floor.
THE INCENTIVE LIBRARY
Benefits Worth Answering the Phone For.
Dining, hotel savings, smart devices and travel — the kind of value a prospect will hold a calendar slot for. CMI supplies and fulfills every one of them, so your setters and closers never handle redemption.
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$100–$500 Dining Certificates
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$100–$500 Hotel Savings Cards
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Smart Device Vouchers
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Airfare Plus Hotel Stay Certificates
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Resort Stay Vouchers
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4 Night Cruise Certificates
PRICING
Find the CMI Plan That Fits Your Business
Explore current CMI membership options, features and available plans in one place.
Compare plans, included features and current offers.
QUESTIONS FROM SALES LEADERS & CALL-CENTER OPERATORS
What Outbound Teams Ask Before They Start.
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For the prospect or customer, always. CMI benefits are used in your external marketing and sales follow-up to influence the behavior of the person you are trying to book, close or retain.
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Many outbound teams do. Naming a benefit the prospect receives for attending gives the appointment real weight, which is exactly where most outbound funnels lose the most value.
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By SMS, email, QR code, printable PDF, landing page link or directly from your CRM using the Zapier and API integrations — so a setter can trigger it the moment the appointment is booked or held.
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No. CMI supplies and fulfills the incentives. Your team distributes them and the recipient redeems directly through CMI, so nobody on the floor manages inventory or redemption.
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That is the point of using an incentive instead of a discount. The added value sits alongside your offer rather than reducing it, so your list price and positioning stay intact.
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No. Two-person appointment-setting teams, inside-sales departments, BPO call centers and in-house closing teams all use the same platform. Unlimited distribution is included in the membership.
More appointments. More shows. More closes.
Give Every Call One More Reason to Move Forward.
Keep your scripts, your dialer, your sequences and your pricing exactly as they are. Add the benefit your prospects and customers receive — CMI supplies and fulfills it.
Prefer to talk it through? Call 1-619-815-4181