Outsourcing Cold Calling, Does It Work?

32 replies
I want to have a joint venture with someone to handle phone calls from website design clients.

Here is what I'll do:

I'll find the clients that need mobile or new websites

I'll then create free mockup of their website or mobile site

I'll then contact them through email with their website mock up and then explain briefly how it will benefit them.

If they like the design they send me their phone numbers to call them.

So I am looking for a joint venture with someone to handle the phone calls.

All the clients that we call asked us to call them which means they're half way sold.

I want to have a JV with someone to handle the phone calls because I spend a lot of time creating the website mockup and finding the leads because I do all the work manually. And I spend a lot time in online marketing also.

So I want focus on doing job while someone handling the pre-qualified clients on the phone and we split the profit.

I know finding good cold callers isn't an easy task, so I already have my script that can strike most of the possible objections you can get from clients. Being in the system for over 3 years I know most of the excuses clients are trying to give to hang up the phone and I've prepare a script to train the person even if they don't know how to close deals very well.

Since most of the clients are from U.S , I want to JV with someone from U.S and split the profit, or pay them hourly .

If I can get the right person we can close 5-10 deals every day.

My question is how do I find defendable and reliable cold caller?

What's the pay rate or commission rate?

What's the best way to train them?

I really need advice from fellow warrior because I've already posted project at freelancer . com and odesk to hire someone.

Thank you for your comments.
#calling #cold #outsourcing #work
  • Profile picture of the author Matthew North
    Why would a proven telemarketer need you when they could do it themselves? These ideas are lazy, dishonest and for those reasons don't work in the real world. You need to provide tangible value to the relationship, instead of attempting to take advantage of someone's naivety about their worth. It's disrespectful to salespeople. You expect to make the most out of a relationship while contributing the least. Anyone competent is going to see you for what you are.. and you will vanish from these forums, probably to jump to the next shady scheme to make money quickly without having to work for it.

    Good luck.
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    • Profile picture of the author umc
      Originally Posted by Matthew North View Post

      Why would a proven telemarketer need you when they could do it themselves? These ideas are lazy, dishonest and for those reasons don't work in the real world. You need to provide tangible value to the relationship, instead of attempting to take advantage of someone's naivety about their worth. It's disrespectful to salespeople. You expect to make the most out of a relationship while contributing the least. Anyone competent is going to see you for what you are.. and you will vanish from these forums, probably to jump to the next shady scheme to make money quickly without having to work for it.

      Good luck.
      WTH? Why is what he's proposing disrespectful? He is providing tangible value in that he's doing marketing up front to bring in warm leads and he's building the websites. So then, any telemarketer could do it themselves, as in build websites? I've known many telemarketers that can barely boot up a computer, much less build a site.

      Damn, it seems like people here have such high regard for what they themselves do that they discount what anybody else does. The OP didn't ask how he could put the screws to a telemarketer. Why the attitude? This place sucks more by the day, with everyone sporting the attitude of you know nothing, I know everything, you suck, and I don't. Calling this a "shady scheme" or "dishonest" seems like a gross overreaction, but then so do a lot of the posts on here anymore. You can't have a discussion of an idea without someone jumping on you here.

      My wife did something similar to this, though in the insurance industry, on the side and enjoyed it. She made calls to leads that came in and set up appointments for a friend of ours that sold some sort of Medicare supplements or something. She didn't have many calls to make, but she made good money on the side just because she wanted to try it out and did pretty well at it. I think that the OP could probably find someone similar. Heck, if we had time, one of us might think about doing this just for the challenge. We're so busy with our own business that we don't have much time though.
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  • Profile picture of the author Jack Gordon
    In my experience, cold calling is not easily outsourced. In fact, it is usually a trainwreck.

    Though, it seems what you are looking for is not a cold caller, but someone to follow up on warm leads.

    These are two very different jobs requiring different skill sets and, frankly, what you need is the one that is easier to do.

    I would not JV on this, I would hire an employee that you can directly supervise (even if you are not in the same location, you can use a service that records all calls "for training purposes")

    Make sure they understand they are working for you, in the way that you expect the job to be done. Pay them a base hourly rate plus commission.

    It is scary taking on an employee for the first time, but that is the right approach here.

    Good luck.
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  • Profile picture of the author Claude Whitacre
    Originally Posted by zoldusta View Post

    I want to have a joint venture with someone to handle phone calls from website design clients.

    Here is what I’ll do:

    I’ll find the clients that need mobile or new websites

    I’ll then create free mockup of their website or mobile site

    I’ll then contact them through email with their website mock up and then explain briefly how it will benefit them.

    If they like the design they send me their phone numbers to call them.

    So I am looking for a joint venture with someone to handle the phone calls.

    All the clients that we call asked us to call them which means they’re half way sold.
    How sold are they when you call? Do they know the prices? Are they ready to buy, or do they want more information? How far down the "I want to buy" path are they?

    These leads sound a lot more like "I'm pretty sure I want to buy this", leads than cold call leads.

    Personally, If I were going to go to all the work to create all the mock ups, I'd have them call...and I'd answer the calls myself. That's where all the money is.

    i wouldn't pay hourly, because of all the work you are doing. An hourly person will likely kill all but the most insistent of buyers. If you want someone to call them, or answer the phone, why not someone in house, I mean literally in the same room as you? That way, you could tell what they are saying, and fire the bad ones right away.

    But if you are building mock ups I think you are dramatically overestimating the number of calls/inquiries you are going to get. You aren't going to get 50% to respond. You may get 1%...maybe a tad more or less. And then you have to close them.


    I would have them call you, instead of you calling them, after they give you their number. It's a whole different ball game, if they are calling you. Far easier to sell. Plus, there is no phone tag.....no receptionist, no buffer zone.

    Why not try the system, with you answering the phone, to see how many calls you actually get? Then you'll get real information on how hard they are to close, how many call, and how many buy. if you still want to cal them, wait until you get some calls. Call the fist several yourself, to work out the bugs, and see how busy a person will be.


    I would never have them give me a number, for me to call back. I would always answer the phone. You want them interrupting you, not the other way around.


    You said you were "In the system for 3 years". Does that mean you have been selling, with this method for 3 years?
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  • Profile picture of the author Jack Gordon
    My presumption in answering was that the OP has a problem with being on the phone (accent, anxiety, whatever) that was keeping him from moving the business forward.

    If that is not the case, then Claude's answer is much better than what I suggested. It is your business, and you should be your best salesman.

    If, however, you are in a situation where being on the phone is just not going to happen, it is better to find someone you can control to do it for you. In the same room is best, recording (and reviewing) calls is an adequate runner up.

    The important thing is that this person represents you. They are not in it for themselves. They, for all intents and purposes, are you on the phone. So you have to make sure they can communicate the way you demand it is done. And that requires that you actively manage them.

    In my opinion, working through sales anxiety is preferable to managing people, but that is just me.

    If you want to run a business, you wear many hats. There is no getting around the fact that you have to be whatever it is you are, and a salesperson or a sales manager.
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  • Profile picture of the author umc
    I like the idea of having them call you directly like Claude mentioned, but then again if you can get them to give you their number it puts you a bit more in control. It might be easier to get them to give you a number than to call though. All things you could test.

    It sounded like you just needed someone to call due to time constraints while you were working on the web design end of things and the marketing. Maybe you could do the calling yourself and just go a bit slower. Or, maybe you want to grow quicker and have something residual on the back end that you're wanting to sell faster so it makes sense to hire a phone person. Then again, I don't have to know all of the ins and outs of your business and scrutinize every detail to answer questions.

    Hourly plus commissions would probably be how I'd pay. I'd also probably do like Jack said and hire that person myself instead of partnering with someone. Like just about anything, finding someone reliable and dependable can be tough, but it is possible. Hire slow, and fire fast. For some reason when I ran phone rooms it seemed like the least dependable people were often the best on the phone. I am a very reliable and dependable person, and I was good on the phone, but the great ones were some of the biggest flakes I had ever met. Training is a matter of providing scripts, allowing people to use them in combination with their own personality, and finding a way to listen in or record calls to be listened to later and gone over for training purposes.
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  • Profile picture of the author Freebiequeen1999
    I have to say this is going to be very hard....in effect you want a "closer">>> you are doing the fronting....and you want someone to close. Only problem - many variables in any sort of design business....questions only the person doing the work could answer

    JMO this is not really going to be easy maybe you should have a big questionnaire for prospective clients. Be upfront - tell them your English is not good ....maybe offer a discount (part of what you would pay an American closer?)

    You could also find someone in your country who is reasonably "good" at speaking English and I am sure they would be easier to work with you, cheaper...and right "there" so you could comminicate with them

    Personally I don't this is "dishonest" per se, just not very workable, way too many variables for this to work. You will have a hard time getting Americans even on Craigslist to do this for commission...hourly will eat away your profits. Most telemarketing needs a very specific sale otherwise it is appointment setting...in this case you are almost doing the "reverse" ....re-inventing the wheel is not that easy
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  • Profile picture of the author mariaconsuelo
    I have a team of experienced Filipino call center agents who can fulfill the tasks you need. Fees start at $8/hour for the experienced telemarketers/agents.

    We work with you to define the skills that meet your project’s needs, and then we identify the agents who best fit your criteria. All of our agents have business support service experience, are college-educated, and have been carefully screened for superior verbal and written communication skills. Our favorable work environment and cross-training ensures that your business receives the highest-quality customer support and retains a consistent team of agents.

    Email me back to hear sample voice clips and resumes of agents
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    • Profile picture of the author iAmNameLess
      Originally Posted by mariaconsuelo View Post

      I have a team of experienced Filipino call center agents who can fulfill the tasks you need. Fees start at $8/hour for the experienced telemarketers/agents.

      We work with you to define the skills that meet your project's needs, and then we identify the agents who best fit your criteria. All of our agents have business support service experience, are college-educated, and have been carefully screened for superior verbal and written communication skills. Our favorable work environment and cross-training ensures that your business receives the highest-quality customer support and retains a consistent team of agents.

      Email me back to hear sample voice clips and resumes of agents
      People thinking they can outsource this from the beginning are usually doomed to fail.

      I wrote a blog about this just yesterday. The Truth About Cold Calling To Generate Business - Income Bully

      As for the OP, it seems like he wouldn't even be finding people to cold call. Sounds like pretty easy closing to me but the more questionable thing here is the business model. Why do all the work up front in order to generate a lead that may not close?

      Another question is, why would you want to have the additional overhead when you're doing 90% of the work anyway?
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    • Profile picture of the author Freebiequeen1999
      Originally Posted by mariaconsuelo View Post

      I have a team of experienced Filipino call center agents who can fulfill the tasks you need. Fees start at $8/hour for the experienced telemarketers/agents.

      We work with you to define the skills that meet your project's needs, and then we identify the agents who best fit your criteria. All of our agents have business support service experience, are college-educated, and have been carefully screened for superior verbal and written communication skills. Our favorable work environment and cross-training ensures that your business receives the highest-quality customer support and retains a consistent team of agents.

      Email me back to hear sample voice clips and resumes of agents
      LOL.....that is way too expensive for people with accents in another country'

      I do know some here like to hire them for 2 bucks an hour , lots of "outsourcing" going on I guess

      Pretty funny you quoted $10 an hour in the other thread
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  • Profile picture of the author winsoar
    You could do it another way, contact the company and ask them if they would like a free mockup first - either by email or phone..
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    • Profile picture of the author Claude Whitacre
      Originally Posted by winsoar View Post

      You could do it another way, contact the company and ask them if they would like a free mockup first - either by email or phone..
      Yeah, just doing the work, before you even cold call.....is a recipe for a ton of work, with no payoff.
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      • Profile picture of the author James English
        Outsourcing it will be a trainwreck.

        To actually get them working they are going to need a TON of handholding up front. The reason you are outsourcing is so you have more time to work "on your business, not in it" correct?

        All we do is cold call and cold email, all day every day. We have hired overseas and we have hired domestically, both have eventually panned out, but only when we had worked through the kinks ourselves and figured out how to replicate ourselves with the people we brought onboard.

        Make 100 calls a day for the next few weeks and you will land a few clients, no doubt about it. People jump at this outsourcing game WAY too early. Learn your business, learn your market, sell to your market, replicate yourself.
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  • Profile picture of the author John Durham
    Originally Posted by zoldusta View Post


    I’ll then create free mockup of their website or mobile site

    I’ll then contact them through email with their website mock up and then explain briefly how it will benefit them.

    If they like the design they send me their phone numbers to call them.

    .

    So, my question is; " How many of these people have sent you their phone numbers and asked for a call?"
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  • Profile picture of the author bizgrower
    I think it was a company called Panther Marketing that was the first virtual marketing agency
    I read a case study about. I did not find that case study, but found a lot by Googling
    "first and largest virtual marketing agency". Probably just Googling "virtual marketing agency"
    will do a lot of good for you to find models and information for what you are trying to do.

    https://www.google.com/search?site=&....0.8mLPwgL-NE8

    It seems like you have done this for three years, so you should be able to create a system
    that is plug and play with the right people.

    Finding the right people will be the hard part:

    Do read Iamnameless' blog at incomebully.com. He covers the commissions and has a lot of good information.

    Do videos, or at least audios, of yourself doing these deals and use them for training.
    Do the "this call will be recorded for training purposes" thing that someone mentioned.

    When it comes to hiring, as UMC mentioned, hire slow and fire fast. Do your best to hire
    who you think will do the best job representing you properly.

    Have a probation period so you can fire fast if they are doing uncorrectable and/or unethical things.

    Don't hire someone who "needs" money, or needs anything else. Needy people are always going to be needy and use it to manipulate. Do hire someone who will appreciate the opportunity - like a Mom who has a husband who is providing most of their income and just wants to help with rent or a car payment.

    Try to hire someone who is realistic about their personal budgeting. I've had employees who try
    to make my part-time job ($300/week) offer into a $5000 per month job. They make it unpleasant for
    the other employees and myself. It's very worthwhile to wait for the right fit.

    Don't hire liars. People who tell what seem to be little white lies, or exaggerations of previous work
    history and job accomplishments, will also lie to you about your work situations. "I did not tell that guy
    we would also do his mobile site for free..." when they darn well did to get the deal/commission. Or
    they will lie about other I did not say that, or situations where they were rude and unprofessional.

    Don't set up your pay plan so it will lead to lies. I've had follow up calls from companies offering a service I declined saying I talked to "jane" and she said I agreed to send copies of my bills for analysis. (Either "jane" lied about what I said to get points in their compensation system, or they are liars.)

    Actually check with previous supervisors.

    Grow slowly so that you handle all business well. 5 to 10 more deals per day sounds like a lot more work for one person to handle.
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    • Profile picture of the author savidge4
      Has anyone ever noticed there is a pattern here. One week we have folks that can do the work, but cant sell. and then a few weeks later we have folks that cant produce the product / service but that can sell.

      In both cases we do our usual.. "oh that will fail."

      If there ever was a money making website idea.. well there it is pairing the haves and the have nots in the offline marketing realm.

      I keep waiting for the sun moon and stars to align and getting one from each posting in the same week.. wonder how that would go?
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      • Profile picture of the author bizgrower
        Originally Posted by savidge4 View Post

        Has anyone ever noticed there is a pattern here. One week we have folks that can do the work, but cant sell. and then a few weeks later we have folks that cant produce the product / service but that can sell.

        In both cases we do our usual.. "oh that will fail."

        If there ever was a money making website idea.. well there it is pairing the haves and the have nots in the offline marketing realm.

        I keep waiting for the sun moon and stars to align and getting one from each posting in the same week.. wonder how that would go?
        The JV section?
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        • Profile picture of the author savidge4
          Originally Posted by bizgrower View Post

          The JV section?
          Sounds logical... but go look and those listings aren't there. Hey I can sell your website program... or hey I need someone to sell my website program. its just not there.

          What this boils down to is connecting the almost far east and the west. the west sells and the almost far east produces.
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          • Profile picture of the author John Durham
            Originally Posted by savidge4 View Post

            Sounds logical... but go look and those listings aren't there. Hey I can sell your website program... or hey I need someone to sell my website program. its just not there.

            What this boils down to is connecting the almost far east and the west. the west sells and the almost far east produces.

            Trouble is that almost ANY salesperson can outsource web design and SEO to a million different free lancers and start a business any time they want, and keep ALL the profit. The age old issue here is that web designers need salespeople more than sales people need web designers.


            If all you have is a promise of future commission, then you aren't giving them anything they can't already give themselves.You need to be coming to the table with cash to offer, or else they can work for themselves easier than they can work for you, and it makes more sense for them to.


            Example:


            If a sales person around here wants to sell web design, he looks up a designer on the forum, offers to pay them 150-200 bucks for a job, then goes out, makes a sale, and charges $1500 for it.


            You want them to jump at a 50/50 split? Maybe let them keep 10% of the residual?


            That's not a deal to a good sales person, or anyone capable of pulling business on their own.
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            • Profile picture of the author savidge4
              Originally Posted by John Durham View Post

              Trouble is that almost ANY salesperson can outsource web design and SEO to a million different free lancers and start a business any time they want...
              Ahhh but based on what most here would say and suggest is that outsourcing is trial and error until you find the right one ( if ever ). for me personally it was if ever... and I never did. As much as I have a system, its not written in stone... and THAT is not something you can just outsource.

              BUT... A guy like this tho has tooth in the game.. he has leverage.. he will produce.. hell from the way it sounds the job is half done just in the presell process.

              For any partnership to work leverage has to be equal. Selling strength vs production strength.

              Sure any salesman can get right on that... how many do? and how many are successful? probably about as many production guys that try to sell. As I see it, production is only a commodity to those that also can produce.

              To think you can get just anyone to do fulfillment is a big joke. The person you are paying $3 an hour could care less... no skin in the game.. they will take their time... they will be hard to get ahold of... you will have to be on Skype 8 hours at a crack baby sitting. Even THEN.. if you the salesman don't know how to produce.. and the process... its just more wasted time and more wasted money.

              If you cant sell it you cant make it, and if you cant make it you cant sell it. No matter what side of the coin you are on.. its a 50 50 split... Its the very few that know what they are doing on both ends that can develop the outsourced production side and get it going, and then go out and sell it.

              Honestly if I was not so backed up with projects right now I would probably try the guy out myself.


              PS... and iAm... you don't count... you ride both sides of the fence here! LOL
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  • Profile picture of the author bizgrower
    ^^^^^^^
    The 16 hour time zone difference ain't easy.
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    • Profile picture of the author savidge4
      Originally Posted by bizgrower View Post

      ^^^^^^^
      The 16 hour time zone difference ain't easy.
      Its not hard either... I deal with just about that daily. the day starts at what 4pm est? midnight is an 8 hour day!
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  • Profile picture of the author daniyal100
    Ahhhhhhhhhhhhhhhhhhhh, Newbie Dreams..
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  • Profile picture of the author Jason Kanigan
    I have hired and gone through many phone prospectors. Here are the key things I've noticed:

    1. Hire local and have them work where you can see them.

    I mean in your office. Even if it's from your dining room table. DO NOT let them work from home.

    2. Letting them work from home is an excuse for them to slack off.

    No joke. I have had TMs who work just fine in our office environment where they are "isolated" from friends, family and distractions...but put them at home and despite their best intentions, they easily get distracted.

    Not only do they fail to make the required hours of dialing from home, they also have poorer quality conversations.

    3. (Legally) Check Check Check their home life before you hire.

    Tim Castleman recently did a podcast talking about hiring and I found myself shouting "YES!" in agreement. He was talking about hiring people he wanted to 'rescue'. You know, people with personal problems who are begging for a chance...you can tell they have talent but their home lives are screwed up.

    Well, you CANNOT FIX THEM. Do not even try.

    Every time I have done this--hired a 'rescue'--it has failed. The person may have started off OK, but in a short time their home life began screwing them up: police, kid trouble, drinking etc.

    Look for steady individuals who do not have problems. Look for "boring" people. They last longer.

    4. Have a TM training program and standard Q&A before you begin.

    "Where is the bathroom?"

    "When do I get a break?"

    These basic, repetitive questions eat up your (and you are THE BOSS now) time...on stupid things. Have a standard Q&A sheet or audio that answers typical questions. This way you can refer new hires to the Q&A instead of having the questions consume your time.

    This is more important than you may think. Consider how much time your bosses at past jobs have had employees bust into their offices and ask questions that could easily be answered NOT by a $100K+ guy or gal. Well, YOU are that guy or gal now.

    As for the actual work they are going to do on the phone...

    You had better have a training program for them.

    What is their purpose?

    What are the expectations in dials and results?

    What is the starting script?

    How should a call proceed?

    What is being offered?

    These things and more should all be discussed...but that discussion should be in a packaged form so that your personal interaction time is minimized. You do not want to blow days and days every week simply educating new hires. Because...

    5. Not many will last.

    Expect high turnover. Even with strong screening, you won't keep many.

    I hired a college girl to set appointments for our TV show. Her final call was setting her first appointment. I thought she had done very well for her first calling experience. Overnight she quit. She just didn't see herself as a TM...she was a prop girl for the film industry.

    You are not in control of what these hires think! Even though her final act was a success, she just didn't have the self-concept allowing her to be a phone salesperson.

    They WILL disappoint you.

    I suppose this is true of any subbed worker: sooner or later, they won't deliver. They won't show up...I have had previously totally dependable people flake out. And as the boss, you are the one who deals with the consequences.

    It is a hard business to get working well, but so few do that it's a prize when you have developed it.
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    • Profile picture of the author MichaelWinicki
      I'll take a somewhat contrarian view to this- at least in one area...

      I've been using outsourced cold callers for 6 months to call brick & mortar businesses.

      And what I've found is that for simple or basic offers such as "Offering a free report" in exchange for a contact within the company and their email addy, the outsourced callers do a decent job.

      I wouldn't use them for complicated cold call offers or if they're expected to close on something that costs the prospect money, but for simple offers IF you get the right telemarketers they can do an adequate job.

      I don't hire the "$2 an hour folks". I spend more per hour in order to attract higher quality telemarketers.
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      • Profile picture of the author John Durham
        Originally Posted by MichaelWinicki View Post

        I'll take a somewhat contrarian view to this– at least in one area...

        I've been using outsourced cold callers for 6 months to call brick & mortar businesses.

        And what I've found is that for simple or basic offers such as "Offering a free report" in exchange for a contact within the company and their email addy, the outsourced callers do a decent job.

        I wouldn't use them for complicated cold call offers or if they're expected to close on something that costs the prospect money, but for simple offers IF you get the right telemarketers they can do an adequate job.

        I don't hire the "$2 an hour folks". I spend more per hour in order to attract higher quality telemarketers.

        Indeed. I would use the RIGHT outsourcers for SIMPLE lead generation only. They can handle an easy elevator pitch where not too much commitment is asked from the customer until the actual sales call takes place... but they aren't going to SELL anything for you generally.


        The quicker a person can get over that myth the better.


        The best way to do it is to train your own sales force, whose loyalty is to YOU and YOUR company.
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      • Profile picture of the author Freebiequeen1999
        Originally Posted by MichaelWinicki View Post

        I'll take a somewhat contrarian view to this- at least in one area...

        I've been using outsourced cold callers for 6 months to call brick & mortar businesses.

        And what I've found is that for simple or basic offers such as "Offering a free report" in exchange for a contact within the company and their email addy, the outsourced callers do a decent job.

        I wouldn't use them for complicated cold call offers or if they're expected to close on something that costs the prospect money, but for simple offers IF you get the right telemarketers they can do an adequate job.

        I don't hire the "$2 an hour folks". I spend more per hour in order to attract higher quality telemarketers.
        I think that is reasonable...like I have been saying...there are limits as to what a telemarketer can (reasonably) do...

        A lot of people here seem to think that they can cheaply hire a "sales director"...."Marketer" and "closer" cheaply or on commission...won't work

        Effectively you are using "fronters"...to find interest and then you close them....that works

        Fronting....Appointment Setting ...and selling some simple , set in stone items is really what works when you have others doing the calling for you

        Example what would work for web design...

        fronting call and see if they want a "free analysis"....then the web designer send that and follows up


        appointment setting
        : find interest, set a date and time for a free in person analysis and consultation

        closing : would only work if very simple.....like selling a simple web to mobile set price app...or maybe selling a "basic" do it yourself or semi done for you package

        Closing on this would be very hard....and beyond the scope of the telemarketer
        too many variables.."can you take my old files?'...."how much for totally new logos and graphics?"...."can you integrate my appointment setting software>>?"..."I don't like wordpress, how much for Joomla or ?"....."will this include an app for ordering online?"
        "can they replace my sales system with woo commerce" and so forth

        duh...I don't know...we will get back to you....gee I will try to find out...

        then the biz owner says "well have the guy call me or stop by">>>and what? the "guy" is in Pakistan or India or Phillipines and then what? His english is not good

        "SO YOU DON'T REALLY KNOW ANYTHING ABOUT THIS DO YOU....YOU ARE JUST A TELEMARKETER....I WILL DEAL LOCAL"

        and there you have it....why this won't work unless it really is Local IMHO

        too many techies here want someone to figure out the whole sales process, pitch, follow up, etc....all for commission? or lowball hourly? ain't gonna happen

        and if it does...any telemarketer that smart will find some other guy in India to make the websites and keep 80% rather than working for some other guy for a measly 20%
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        • Profile picture of the author John Durham
          Originally Posted by Freebiequeen1999 View Post

          I think that is reasonable...like I have been saying...there are limits as to what a telemarketer can (reasonably) do...

          A lot of people here seem to think that they can cheaply hire a "sales director"...."Marketer" and "closer" cheaply or on commission...won't work

          Effectively you are using "fronters"...to find interest and then you close them....that works

          Fronting....Appointment Setting ...and selling some simple , set in stone items is really what works when you have others doing the calling for you

          Example what would work for web design...

          fronting call and see if they want a "free analysis"....then the web designer send that and follows up


          appointment setting
          : find interest, set a date and time for a free in person analysis and consultation

          closing : would only work if very simple.....like selling a simple web to mobile set price app...or maybe selling a "basic" do it yourself or semi done for you package

          Closing on this would be very hard....and beyond the scope of the telemarketer
          too many variables.."can you take my old files?'...."how much for totally new logos and graphics?"...."can you integrate my appointment setting software>>?"..."I don't like wordpress, how much for Joomla or ?"....."will this include an app for ordering online?"
          "can they replace my sales system with woo commerce" and so forth

          duh...I don't know...we will get back to you....gee I will try to find out...

          then the biz owner says "well have the guy call me or stop by">>>and what? the "guy" is in Pakistan or India or Phillipines and then what? His english is not good

          "SO YOU DON'T REALLY KNOW ANYTHING ABOUT THIS DO YOU....YOU ARE JUST A TELEMARKETER....I WILL DEAL LOCAL"

          and there you have it....why this won't work unless it really is Local IMHO

          too many techies here want someone to figure out the whole sales process, pitch, follow up, etc....all for commission? or lowball hourly? ain't gonna happen

          and if it does...any telemarketer that smart will find some other guy in India to make the websites and keep 80% rather than working for some other guy for a measly 20%

          One thing I overwhelmingly agree with freebie queen about is that telemarketing for "sales" (as opposed to "fronting") is best for when you are selling a "package". If you want to consult in an open ended fashion that could go anywhere, then you need to be the one doing your own selling or have HIGHLY, HIGHLY trained consultants (and highly PAID).


          It doesn't make much sense to do that though.


          Just sell a basic package, and upsell individual added services from there.

          I personally don't see why a person would want to deal with selling anything other than preset packages. The basics are all just about the same. Anything after the package becomes an upsell. You can't scale open ended consulting very easily, but you can design a selling process around a pre set package that can be duplicated.

          When you are selling a preset package , you don't have to know everything about everything... All you have to know is your package and how to relay its value.

          It is easier to create a more focused sales presentation that leads someone through a proven process, to a close, when you are selling a preset basic package.


          Everything else is basic upsells of additional services...


          Once you have them on a basic package, upselling is easier because they are already your client... but you may miss a lot of basic package sales from trying to be everything all at once to all people.


          Keep it simple, and create your selling processes in ways that can be duplicated by an average person.
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  • Profile picture of the author MichaelWinicki
    I do know of a firm that uses $12 an hour (plus commission) telemarketers as closers... successful closers.

    And how do they accomplish that?

    They have a 42 slide Powerpoint presentation the telemarketer essentially narrates to the perspective client using one of the online meeting services. The slide presentation does the heavy lifting and the telemarketer doesn't need a great deal of skill or experience in order to close $2,500 a month consulting services.
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    • Profile picture of the author John Durham
      Originally Posted by MichaelWinicki View Post

      I do know of a firm that uses $12 an hour (plus commission) telemarketers as closers... successful closers.

      And how do they accomplish that?

      They have a 42 slide Powerpoint presentation the telemarketer essentially narrates to the perspective client using one of the online meeting services. The slide presentation does the heavy lifting and the telemarketer doesn't need a great deal of skill or experience in order to close $2,500 a month consulting services.

      That's cool! I'm betting they aren't outsourced telemarketers. That's a great system. Back in the pre internet days we used "illustrated flip through folders", to sell, the same way, door to door. Didn't take a ton of experience to learn to flip the pages smoothly and get from one point to the next. Basically the customer was reading the page right along with you as you embellished a bit. One reason it's powerful is because it gets more senses involved.
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      • Profile picture of the author MichaelWinicki
        Originally Posted by John Durham View Post

        That's cool! I'm betting they aren't outsourced telemarketers. That's a great system. Back in the pre internet days we used "illustrated flip through folders", to sell, the same way, door to door. Didn't take a ton of experience to learn to flip the pages smoothly and get from one point to the next. Basically the customer was reading the page right along with you as you embellished a bit. One reason it's powerful is because it gets more senses involved.
        No. Those aren't outsourced telemarketers... but they are relatively cheap and unskilled telemarketers.

        Great connection back to flip-through-folder days.

        Yeah, this is the same thing, but with the modern twist.

        And it does seem to make closing easier.
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  • Profile picture of the author Freebiequeen1999
    I agree....you can sell larger items, higher priced items over the phone IF you have a system in place....
    the powerpoint is a great idea....
    however...the telemarketers surely did NOT think that up themselves haha

    what I see too much of around here is techy guys (often in another country) who assume telemarketers will set up a whole marketing system, find potential leads, answer questions and close sales ....all out f the air....with no system in place

    like I keep saying....they need a sales process, material, pitch....set things to sell

    yes, you can sell "larger" items...even sort of open end...I have done it myself with vacations...

    but you are selling a carefuly crafted package with options..."OH no Joe, you don't have to decide when or where you wish to cruise, all we need to decide now is that you and Judy want to cruise within the next 2 years...you can decide which ship, which port etc at any time, our cruise counselors are here for you, now all we have to do is get you set up while this is stil available...did you want to do this on visa or mc?"
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