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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
