How to Outsource Your Cold Calling to Work-at-Home Agents

How to Outsource Your Cold Calling to Work-at-Home Agents

Michael HalperFounder and CEO

SalesScripter

Why it Makes Sense to Outsource Your Cold Calling

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

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

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)

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

Posting Your Job

• Craig’s List – www.craigslist.org

• Work-at-Home Mom website – https://www.wahm.com/forum/

• Odesk – www.odesk.com

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

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

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

Sales Playbook

• Call script

• Voicemail script

• Email templates

• Objection responses

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

Tools - Phone

• Cloud-based PBX phone system

• Call log showing all inbound and

outbound calls

• Call recording options

Tools - CRM

Tools - Timekeeping

• Timekeeping / Time Clock• Screen capture

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

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

Sales Methodology

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

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

Management Tips

• Understanding the difficulty in cold calling

• Focus more on the inputs instead of output

• Use the carrot more than the stick

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

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

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

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

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

SMART Sales System

SMART

ales

essaging

nd

esponse

actics

SMART Sales System

Sales Methodology Software Platform Professional Services

SMART Sales System

Sales Methodology Software Platform Professional Services

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

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

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

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

Contact Us

Michael HalperFounder and CEO

SalesScriptermhalper@salesscripter.com

@salesscripter