Why You Have To Pay Telemarketers Hourly! The REASON Why They Wont Work On Commission!
Because you don't know your numbers! You have no track record of what your selling process will produce!
I see a lot of people post about hiring telemarketers... Hardly anyone wants to pay hourly. Why?
Because they don't have a sales process in place with numbers behind it.
I have seen people get downright pissy around here about the fact that they cant seem to get others to work for a "handful of magic beans"!
Before you can hire telemarketers, you have to know what you are hiring them to do! You need to give them a sales process that they can predictably succeed with.
That is the step BEFORE hiring, which makes hiring successful.
You can't have successful salespeople without having a successful selling system in place for them to work with.
So you design websites... Big deal.
You have a skill, NOT a business.
When you have a proven sales process in place THEN you have a business that someone might feel privileged to work for.
If you need a telemarketer to prove to YOU that your idea is sellable, then you still aren't ready for hiring.
You need to be able to tell the TELEMARKETER how THEY are going to make money, and KNOW that they are going to, if they follow your system.
As a rule, you cant hire telemarketers and expect them to perform without handing them a solid sales process to work with, that is going to work for them.
You cant hire telemarketers to make up your entire selling system for you.
UNLESS YOU HAVE MONEY!
You need a proven selling process in place, or the money to develop one, or the fortitude to sell for yourself and pave the way until you have one.
If you have that (a proven sales process), then hourly is safer (for YOU) than commission because you know at what rate your numbers work, then you can base your compensation formula on how much you KNOW your new hires are going to produce per hour.
If you know that 2 out of 100 people purchase when an action is repeated 100 times in a prescribed manner, like a clock, then you know you can afford to pay a telemarketer hourly to dial 100 numbers per hour in the prescribed manner...and you wont lose even in the worse case scenario.
Everyone wants to pay commission because they don't have that process down. Which basically means you have no business yet. It is still just an idea. If you had those numbers down, then hourly would make a lot more sense to you than commission does.
If you hire people you need to have a work process for them to follow, and if you don't, then you don't have anything to base any expectations or numbers off of. The best you can do in that case is to create a process that is based on proven principles that have been proven to work in the past, and pay someone by the hour to implement it, testing and tweaking until you have those numbers.
Or, get out and sell for yourself, which I understand is not the thing for every body.
For instance, Amway and other direct marketing and MLM companies, Rainbow vacuums.... they can all hire inexperienced people on commission because they can solidly say "If you do this, like this, this many times, then THIS will happen..."
And they have 100 other successful salesman who used the same process while working for them, who drive nice cars... who can attest that a person can indeed succeed with their sales training/processes.
They are handing each new hire a successful system to work with, with numbers behind it that will produce at a predictable rate for the new hire, if they do it as prescribed.
When you can do that (produce those numbers) , then you have a basis for hiring people and creating expectations of them.
Otherwise, all the hiring in the world isn't going to make a difference. Instead of saying you cant find people to hire, you will be saying that you hired 10 people and no one was good enough to sell for you.
That's the thing about people wanting to hire telemarketers here... Do you have a process that works , for them to implement? If not, then how do you know when they are or are not performing to expectations? How do you know what you can or should expect? How can they ever succeed at their job?
You have to pay them hourly to test and tweak scripts for you. Nobody is going to do it on commission without some proof that your system of selling works and/or has worked for others.
Not to be redundant. I am not trying to discourage anyone. Just saying you need to go with hourly and pay that person to be the guinea pig that tweaks out a proven sales process with you. When you have that, then you have a serious business. You have an action that can be repeated, duplicated and scaled upon. That's where the business is. Everyone does mobile sites, but few of them have a sales machine that works. That's where the business is.
If you go out of pocket to design, test, and tweak out a proven duplicable sales process, then you REALLY have something.
One sided deals don't work. There has to be something in your offer for the salesperson that would motivate them not only to think of the financial potential, but ALSO the probability of them being able to personally succeed with it.
Hiring sales people is itself a sales job. They are talented and you need their skill more than they need yours. You need to have money to pay them like shadow92 did with his cousin, or you have to have some killer proof that a person can achieve desirable success with your system.
-JD
Cheers, Laurence.
Writer/Editor/Proofreader.
Kevin Downey
www.kickinads.com