how to outsource your cold calling to work-at-home agents
TRANSCRIPT
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How to Outsource Your Cold Calling to Work-at-Home Agents
Michael HalperFounder and CEO
SalesScripter
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Why it Makes Sense to Outsource Your Cold Calling
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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
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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
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Early Sales Process StagesStage Goals
Initial Contact
Cold CallInbound CallEmailEvent
2 to 5 minutes80% on prospect20% on you
Appointment
Phone CallFace-to-FaceDiscovery
20 to 30 minutes50% on prospect50% on you
Presentation
DiscoveryPresentationDemonstration
1 to 2 hours20% on prospect80% on you
Pre-QualifyGather high-level informationBuild interest in having conversationSchedule an appointment
Pre-Qualify (Cont.)Hard QualifyGather detailed Information (Discovery)Build interest in meetingSchedule a presentation
Sell ProductMap out Next StepsClose (Sale or agreement to move forward)
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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
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Posting Your Job
• Craig’s List – www.craigslist.org
• Work-at-Home Mom website – https://www.wahm.com/forum/
• Odesk – www.odesk.com
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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
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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
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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
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Sales Playbook
• Call script
• Voicemail script
• Email templates
• Objection responses
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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
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Tools - Phone
• Cloud-based PBX phone system
• Call log showing all inbound and
outbound calls
• Call recording options
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Tools - CRM
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Tools - Timekeeping
• Timekeeping / Time Clock• Screen capture
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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
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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
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Sales Methodology
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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
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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
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Management Tips
• Understanding the difficulty in cold calling
• Focus more on the inputs instead of output
• Use the carrot more than the stick
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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
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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
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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
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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
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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
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SMART Sales System
SMART
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essaging
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SMART Sales System
Sales Methodology Software Platform Professional Services
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SMART Sales System
Sales Methodology Software Platform Professional Services
![Page 31: How to Outsource Your Cold Calling to Work-at-Home Agents](https://reader036.vdocuments.net/reader036/viewer/2022062503/58d136411a28abe3298b6559/html5/thumbnails/31.jpg)
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
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• Live Sales Training (in-person)
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SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
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• Library of Scripts and Templates
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SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
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Sales Coaching
• One-on-One Sales Coaching
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SMART Sales System
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