How to Outsource Your Cold Calling to Work-at-Home Agents
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Cold calling is not only one of the less desirable sales tasks, it is also very time consuming and grinding work to do it effectively. Because of this, it can make sense to outsource the task of cold calling to a work-at-home agent who either specializes in this area or can be taught how to perform some of these tasks. Not only can this make your life easier, it can actually make business and financial sense when looking at how valuable your time is and how much you can pay someone else to take cold calling off of your plate. The challenge is how to find the right person, how to train them, and then how to manage their productivity. If this sounds like something you might want to pursue, join us for our next webinar on “How to Outsource Your Cold Calling to Work-at-Home Agents”. In this session we will discuss: Tips for promote your job posting Tips for interviewing your candidates Tips for compensation How to train them to make calls for you How to manage their productivity Recommended tools and processes
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How to Outsource Your Cold Calling to Work-at-Home Agents
- 1. How to Outsource Your Cold Calling to Work-at-Home Agents Michael Halper Founder and CEO SalesScripter
- 3. Why it Makes Sense to Outsource Your Cold Calling
- 4. 30% 30% 30% 10% Breakdown of Where Time is Spent When Cold Calling Phone and CRM Stuff Email/Voicemail Talking w/ Gatekeepers Talking w/ Prospects
- 5. Phone and CRM Stuff Email and Voicemail Stuff Talking w/ Gatekeepers Talking w/ Prospects 30% 30% 30% 10% Low Low Medium High Skill Level 3 Hours 3 Hours 3 Hours 1 Hour 10 Hours 18 minutes 18 minutes 18 minutes 6 minutes 1 Hour
- 6. Early Sales Process Stages Stage Goals Initial Contact Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you Appointment Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you Presentation Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-Qualify Gather high-level information Build interest in having conversation Schedule an appointment Pre-Qualify (Cont.) Hard Qualify Gather detailed Information (Discovery) Build interest in meeting Schedule a presentation Sell Product Map out Next Steps Close (Sale or agreement to move forward)
- 7. Finding a good cold caller Teaching them what to say Making sure they work Getting them to produce results Minimizing Turnover Protecting your time Job Posting / Interviewing Sales Playbook Recommendations for Tools Sales Methodology Compensation / Management Automation / Onboarding Tips Challenges Ways to Mitigate Challenges
- 8. Posting Your Job • Craig’s List – www.craigslist.org • Work-at-Home Mom website – https://www.wahm.com/forum/ • Odesk – www.odesk.com
- 9. Offshore vs. Domestic • Offshore – Economical – between $2 to $5 per hour – Recommend Philippines – Quality is the concern • Phone • Accent • Cultural differences • Domestic (US) – Typically between $10 to $15 per hour – Overall better quality than offshore
- 10. Interview Process 1. Set up a voicemail box dedicated for interviewing 2. Post job listing 3. You will receive responses from applicants 4. Reply to every response with email directing to voicemail box to answer 2 to 3 questions 5. Schedule interviews from acceptable voicemail messages
- 11. Finding a good cold caller Teaching them what to say Making sure they work Getting them to produce results Minimizing Turnover Protecting your time Job Posting / Interviewing Sales Playbook Recommendations for Tools Sales Methodology Compensation / Management Automation / Onboarding Tips Challenges Ways to Mitigate Challenges
- 12. Sales Playbook • Call script • Voicemail script • Email templates • Objection responses
- 13. Finding a good cold caller Teaching them what to say Making sure they work Getting them to produce results Minimizing Turnover Protecting your time Job Posting / Interviewing Sales Playbook Recommendations for Tools Sales Methodology Compensation / Management Automation / Onboarding Tips Challenges Ways to Mitigate Challenges
- 14. Tools - Phone • Cloud-based PBX phone system • Call log showing all inbound and outbound calls • Call recording options
- 15. Tools - CRM
- 16. Tools - Timekeeping • Timekeeping / Time Clock • Screen capture
- 17. Finding a good cold caller Teaching them what to say Making sure they work Getting them to produce results Minimizing Turnover Protecting your time Job Posting / Interviewing Sales Playbook Recommendations for Tools Sales Methodology Compensation / Management Automation / Onboarding Tips Challenges Ways to Mitigate Challenges
- 18. Sales Methodology • Teach them what to say and ask • Dealing with objections • Dealing with gatekeepers • Asking good questions • Closing for the appointment • How to use email and voicemail • Call cadence
- 20. Finding a good cold caller Teaching them what to say Making sure they work Getting them to produce results Minimizing Turnover Protecting your time Job Posting / Interviewing Sales Playbook Recommendations for Tools Sales Methodology Compensation / Management Automation / Onboarding Tips Challenges Ways to Mitigate Challenges
- 21. Compensation • Pay rate – $10 to $15 per hour domestic – $2 to $5 per hour offshore • Bonus structure – $20 to $50 per appointment/lead domestic – $5 to $10 per appointment/lead offshore • 1099 vs. W2 • Part-Time vs. Full-Time
- 22. Management Tips • Understanding the difficulty in cold calling • Focus more on the inputs instead of output • Use the carrot more than the stick
- 23. Reporting • Provide caller with a weekly scorecard that shows data from the week before – Total Hours worked – Calling hours – Non calling hours (admin, training, meetings, etc) – Dials – Dials per hour – Leads produced
- 24. Coaching • Provide coaching on a weekly basis at the beginning of the week • Areas to discuss: – Objections – Challenges – What is working / What is not – Script
- 25. Finding a good cold caller Teaching them what to say Making sure they work Getting them to produce results Minimizing Turnover Protecting your time Job Posting / Interviewing Sales Playbook Recommendations for Tools Sales Methodology Compensation / Management Automation / Onboarding Tips Challenges Ways to Mitigate Challenges
- 26. Onboarding • Automate as much as possible • Automating the first interview • Utilize training videos • Make the caller go through hoops • Spoon feed information • Try to have some sort of contractor or employee agreement in place • Think of it like spinning plates
- 27. When to Not Outsource Your Cold Calling • You have time to perform cold calling but you do not want to • Your budget is extremely small
- 29. SMART Sales System Sales Methodology Software Platform Professional Services
- 30. SMART Sales System Sales Methodology Software Platform Professional Services
- 31. SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
- 32. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation • Library of Scripts and Templates • CRM Functionality • Email Automation
- 33. SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
- 34. SMART Sales System Pricing • Software - $49 per user per month (40% discount for annual subscription) • Sales Training – No cost on YouTube • Scripter Walk-Through (2 hour engagement to create your pitch) - $200 For $249, you will get a full library of sales scripts, emails, and tools
- 35. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter