How to Outsource Cold Calling to Work At Home Agents
•Download as PPTX, PDF•
0 likes•930 views
How to Outsource Cold Calling to Work At Home Agents
Recommended
Recommended
More Related Content
What's hot
What's hot (20)
Similar to How to Outsource Cold Calling to Work At Home Agents
Similar to How to Outsource Cold Calling to Work At Home Agents (20)
More from SalesScripter
More from SalesScripter (20)
Recently uploaded
Recently uploaded (20)
How to Outsource Cold Calling to Work At Home Agents
- 1. How to Find and Hire Cold Callers
- 3. 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
- 4. Posting Your Job • Upwork – www.upwork.com • Craig’s List – www.craigslist.org • Work-at-Home Mom website – https://www.wahm.com/forum/
- 6. Automate the 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
- 7. Subject line: Automated Interview with [Company] for the [Job Title] Hello [Applicant Record First Name], Thank you for applying for the [Job Title] position. The first step in our process is for you to call into [insert phone number that has a voicemail box set up specifically for this] and provide answers to any of the three questions. 1. [insert question 1] 2. [insert question 2] 3. [insert question 3] This automated process is designed to minimize the amount of time and effort you have to spend while we try to learn a little more information about you in order to determine how well you fit with this position Once we review your answers, we will be back in touch with you to discuss any next potential steps. Thank you and we look forward to learning more about you. Best Regards, {email signature}
- 8. Automate the 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
- 9. 100 RESPONSES/RESUMES Traditional Approach Automated Interview 100 RESPONSES/RESUMES 30 CALLS 15 VMs
- 10. Applicant Scoring Name Phone Email Notes Sound Qualification Pay Hours Internet Tom Jones 555-6677 Abc@xyz.com Sounds decent, decent resume, a little soft spoken 8 8 $10 10 - 20 Yes Maria Gonzales 555-4321 maria@gonzales.co m Sounds good, no b2b calling 9 9 $12 - $13 10 Yes Sharley Thoms 555-6978 sharley@thoms.com Not great experience but sounds good 9 7 $10 - $12 10 to 30 Yes
- 11. Asking the Best Interview Questions DID NOT HAVE GOOD INTERNET DO YOU HAVE GOOD INTERNET? WORK-AT-HOME SETUP TELL ME ABOUT YOUR WORKSPACE. ABLE TO MAKE COLD CALLS HOW DO YOU FEEL WHEN CALLING? ABLE TO LEARN PROCESSES TELL ME ABOUT A PROCESS YOU HAD TO LEARN.
- 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. Product Selling Company Product Features Benefits Goal: Get Customers Consultative Selling Value Pain Points Questions Product Company Name Drop Goal: Starting Conversations
- 15. Learning Curve No Knowledge Make Cold Call Set Appointment Lead Appointment Close Sale
- 16. Product Selling Company Product Features Benefits Goal: Get Customers Consultative Selling Value Pain Points Questions Product Company Name Drop Goal: Starting Conversations
- 17. Learning Curve No Knowledge Make Cold Call Set Appointment Lead Appointment Close Sale
- 18. Sales Playbook • Call script • Key questions to ask • Objection responses • Voicemail script • Email templates
- 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. Tools - Phone • Cloud-based PBX phone system • Call log showing all inbound and outbound calls • Call recording options
- 22. Tools - CRM
- 23. Tools - Timekeeping • Timekeeping / Time Clock • Screen capture
- 24. 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
- 25. Sales Methodology • Teach them what to say and ask • Asking good questions • Dealing with objections • Dealing with gatekeepers • Closing for the appointment • How to use email and voicemail • Call cadence
- 28. 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
- 29. Compensation • Pay rate – $10 to $15 per hour domestic – $2 to $7 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
- 30. Management Tips • Understand the difficulty in cold calling • Focus more on the inputs instead of output • Use the carrot more than the stick • Empower and try to be more hands off than overbearing • Provide visibility and accountability
- 31. 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
- 33. Coaching • Provide coaching on a weekly basis at the beginning of the week • Discuss performance for week before • Discuss objections
- 35. Coaching • Provide coaching on a weekly basis at the beginning of the week • Discuss performance for week before • Discuss objections • Role play
- 37. Coaching • Provide coaching on a weekly basis at the beginning of the week • Discuss performance for week before • Discuss objections • Role play • Set free for the new week
- 38. 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
- 39. Onboarding • Automate as much as possible • Automating the first interview • Utilize training videos
- 41. Onboarding • Automate as much as possible • Automating the first interview • Utilize training videos • Make the applicant go through hoops
- 42. Make Applicant Go Through Hoops VM Interview Send Paperwork Watch Training Videos Reply to Job Posting Phone Interview Role Play
- 43. Onboarding • Automate as much as possible • Automating the first interview • Utilize training videos • Make the applicant go through hoops • Spoon feed information • Try to have some sort of contractor or employee agreement in place • Think of it like spinning plates
- 45. Key Takeaways • Chose the right person • Support them for success with tools and processes • Protect your time
- 47. Follow Us @salesscripter / @sales_halper @salesscripter / @michael_halper @salesscripter www.linkedin.com/in/mhalper/ @sales_halper
- 49. Sales Tools (Scripts) Call Scripts Email Messages Voicemail Scripts Objection Responses Meeting Scripts Sales Presentation Sales Message (Sales Pitch) Product Target Buyer Type Value Points Pain Points Pain Questions Name Drop Examples Sales Tactics and Processes (Tips) Cold Calling Cold Emailing Voicemail Strategy Objection Handling Dealing with Gatekeepers Meeting with Prospects Qualifying Sales Process Networking Closing Level 1 Level 2 Level 3
- 50. Get your copy here https://www.amazon.com/dp/0578615762