1. Startup Telesales

2. Instant Cashflow
• # of leads
• Conversion %
• Avg $ Sale
• Number of Sales
• Margin

3. “My experience with companies that experience
hyper growth is that they do it one of two ways ...
either to the consumer through social ... or via a cash
positive telemarketing campaign” -
Neil Robertson - trada.com

4. online marketing: 0.5%
telesales: 20x

5. so why isn’t everyone
doing it?

6. telesales sucks
Fear of rejection

7. Telesales
≠
Cold Calling

8. How to run a campaign

9. Step 1:
Set a Goal
100 leads
=
200 - 400 calls
=
15 calls per day

10. Online Telesales In Person
Leads 1,000 1,000 1,000
Conv % 1% 10% 30%
# Sales 10 100 300
LV $500 $500 $500
Total Sales $5,000 $50,000 $150,000

11. Lead Cost

12. Online Telesales In Person
Leads 1,000 1,000 1,000
Conv % 1% 10% 30%
# Sales 10 100 300
LV $500 $500 $500
Total Sales $5,000 $50,000 $150,000
CPL $10 $10 $10
Gross Profit -$5,000 $45,000 $140,000

13. Time

14. Online Telesales In Person
Leads 1,000 1,000 1,000
Conv % 1% 10% 30%
# Sales 10 100 300
LV $500 $500 $500
Total Sales $5,000 $50,000 $150,000
CPL $10 $10 $10
Gross Profit -$5,000 $45,000 $140,000
Time - 1 month 1 year
Annual Sales - $540,000 $140,000

15. Market Size

16. Online Telesales In Person
Leads 100 100 100
Conv % 1% 10% 30%
# Sales 1 10 30
LV $500 $500 $500
Total Sales $500 $5000 $15,000
CPL $10 $10 $10
Gross Profit -$500 $4,500 $14,000
Time - 1 week 2 months
Annual Sales - $54,000 $84,000

17. When to use TS
• Finite (small) market
• Higher value sale
• Customers not ‘online’
• Faster Growth
• Fail Faster
• Expensive leads
• Suits your personality
• Builds credibility

18. Step 2:
Lead Gen
Lead generation
Create an ebook swapping the
book for a phone number

19. Step 3:
Make it snappy
“The odds of qualifying a lead
if called in 5 minutes are 21
times higher versus 30
minutes.”

20. Step 4:
Get a CRM +
Payment
Must have a follow up date
function
Helps to clarify progress
Creates a reproducible record
Paypal + Other phone
processing

21. Call Tips
• The goal is to find out if they are a prospect
• Expect an average of 6 touches before a sale
• Always have a next action (I’ll call you back on Thursday at 2pm)
• Consistency trumps charm
• Aim to explain everything first. Don’t sell on the first call.
• Then ask for the money
• 50/50 listening / talking
• Be interested
• Demonstrate credibility by following up on time

22. Step 5:
Automate
Find repeatable sales cycle
Hire 2 people at once
Low basic + high commission
Track everything

23. james@jameskennedy.ie