Just Hired Another Sales Rep

13 years ago

That's great - I just posted on Craigslist for a sales rep. Getting some good responses.

Let me ask you, how well are these kids converting sales into the company? It's one thing to get a sales rep, it's another to have them actually produce for you - and considering their young and unexperienced, the "catch-22" is that you'll have to train them on basic sales skills, as well as internet marketing/consulting lingo/products/services/etc...

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MWGrubb58

13 years ago

You'd actually be surprised. These college newbies know as much about using the 'Net as any of the gurus here.

They actually close about half the business owners they talk to... The key is getting them to continue to go out.

Cheers,

Millard

Thanks
1 reply

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joshril

13 years ago

Originally Posted by MWGrubb58

You'd actually be surprised. These college newbies know as much about using the 'Net as any of the gurus here.

They actually close about half the business owners they talk to... The key is getting them to continue to go out.

Cheers,

Millard

I'd have to agree with Millard. Colleges are an EXCELLENT resource for recruiting. College students are hungry and aren't afraid to talk to business owners, and many of them are quite savvy.

I'd rather have a college student that's eager to learn and get experience in the real world than a 20 year sales veteran that's stubborn and has bad habits when it comes to sales.

Thanks
1 reply

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MWGrubb58

13 years ago

Originally Posted by joshril

I'd have to agree with Millard. Colleges are an EXCELLENT resource for recruiting. College students are hungry and aren't afraid to talk to business owners, and many of them are quite savvy.

I'd rather have a college student that's eager to learn and get experience in the real world than a 20 year sales veteran that's stubborn and has bad habits when it comes to sales.

You are so right!

College students are HUNGRY to get out and "prove" themselves! Many times it is just a matter of giving them enough rope to get going.

As far as training, I have a manual I created that gives scripts, ideas, tips, etc., for them.

Each rep signs a NDA as well as an independent contractor agreement.

We pay our reps VERY well, but is comish only. As mentioned earlier... a base gets the rep comfortable... I want reps with a FIRE in their belly... The best way to do that is to make sure they sell to get paid.

Our reps close on $500 services all the way up to $5000 packages... it does not make any difference!

I think our success is due to the system we use... we are heavy into using a process approach.

Cheers,

Millard

Thanks
2 replies

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Amber Jalink

13 years ago

Originally Posted by MWGrubb58

You are so right!

We pay our reps VERY well, but is comish only. As mentioned earlier... a base gets the rep comfortable... I want reps with a FIRE in their belly... The best way to do that is to make sure they sell to get paid.

Our reps close on $500 services all the way up to $5000 packages... it does not make any difference!

I think our success is due to the system we use... we are heavy into using a process approach.

Cheers,

Millard

Hi Millard,

Just sent you a quick PM.

And also, do you hire these people on a long term basis (if they keep producing for example), or just say for a few months or when they're no longer productive?

Amber

Thanks

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Dr Dan

13 years ago

Originally Posted by MWGrubb58

You are so right!

College students are HUNGRY to get out and "prove" themselves! Many times it is just a matter of giving them enough rope to get going.

As far as training, I have a manual I created that gives scripts, ideas, tips, etc., for them.

Each rep signs a NDA as well as an independent contractor agreement.

We pay our reps VERY well, but is comish only. As mentioned earlier... a base gets the rep comfortable... I want reps with a FIRE in their belly... The best way to do that is to make sure they sell to get paid.

Our reps close on $500 services all the way up to $5000 packages... it does not make any difference!

I think our success is due to the system we use... we are heavy into using a process approach.

Cheers,

Millard

I have been planning on doing this for a few weeks now. What percentage do you offer them?

Thanks

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MTB Rob

13 years ago

I've been doing this, it works wonders... Another tip:

Try to utilize local university and craigslist for more then JUST sales.. You can find some easy outsource work right there-- submitting back-links, creating social bookmarks, talking to graphic/design students and getting them to do logos/designs for you..

People are dying for internships and offering $100 here, $100 there goes a LONG way with local college kids...

Trust me I was one last year

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Voasi

13 years ago

Originally Posted by MWGrubb58

They actually close about half the business owners they talk to... The key is getting them to continue to go out.

What price point are they closing at on average? We typically are closing people in the $2k-$5k mark.

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Shane F 13 years ago

How are you guys structuring your salaries/commissions to the sales reps?

We have commission only sales reps but are thinking of jumping the bridge to base + commission.

Will base + commission produce more sales due to the fact we can have quotas or is it not worth the headache?

Thanks, Shane
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Voasi

13 years ago

My problem with base + commission is that they always seem to have the ability to get "comfortable" very quickly with the base. If they can hold there salt, I'm always open to talk after 30 days about salary/base, but I don't take anyone on base upfront.

My guys/team are commission only out the gate.

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misskimberly 13 years ago

Originally Posted by Voasi

My problem with base + commission is that they always seem to have the ability to get "comfortable" very quickly with the base.

I know what you mean. We've gone through similar experiences.
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AussieT

13 years ago

Can you elaborate a bit on this please?

What is the service at the local uni you used? A Dept or their community board or what?

You mention later the marketing folks like to get out... Do the uni's have a marketing dept or course? Who and how did you approach them?

Tom

Originally Posted by MWGrubb58

Thought you might be interested in the way I found my most current sales rep.

I used the service at our local university to place an ad for a student interested in marketing to help me find clients.

This is a wonderful deal.

The marketing folks like the chance to get out in the community and I like the fact that the enthusiasm of youth helps me to sell more.

The money the sales people get is FAR, FAR more than they could ever get working a part-time job.

You might want to try it out.

Thanks

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pethanks

13 years ago

Young people are indeed very enthusiastic. You can trust them to do sales.

Thanks

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treezie

13 years ago

Was it hard finding commission only sales reps? I remember when I was looking for a job back in college...I hated the commission only ads, they turned me away because I always thought it might be a scam or whatnot. And are these telemarketers or are they actually going out and meeting business owners?

Thanks
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Amber Jalink

13 years ago

Originally Posted by treezie

Was it hard finding commission only sales reps? I remember when I was looking for a job back in college...I hated the commission only ads, they turned me away because I always thought it might be a scam or whatnot. And are these telemarketers or are they actually going out and meeting business owners?

I wondered about this too... are these people actually closing the sales?

Thanks

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AidenChong

13 years ago

As far as I know, Millard's approach are always "do it face to face" kind of approach.

He's the real kind of "offline" guy that I happen to know, who uses systems to approach business owners...

Not some "behind-the-computer-monitor" kind of approach.

Aiden Chong

Thanks
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Amber Jalink

13 years ago

Originally Posted by AidenChong

As far as I know, Millard's approach are always "do it face to face" kind of approach.

He's the real kind of "offline" guy that I happen to know, who uses systems to approach business owners...

Not some "behind-the-computer-monitor" kind of approach.

Aiden Chong

That's not really the question we asked... we do know that its being done "in person"... the question is, is it being done in person by the new sales people OR are they there just to get the initial leads/calls, and then Millard goes in?

Thanks

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Amber Jalink, Founder http://www.dime-co.com
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AidenChong

13 years ago

Ah, sorry Amber, misunderstood your points.

Am a student of Millard here. As far as I know, I was being asked to close the sale on my own, and the system he teaches, are really simple.

Literally anyone who can speak, will be able to close a sale.

I've done that with a few local businesses in my own area.

So I just wanted to chip in and say that most probably he would be teaching all his sales rep doing like what he taught me.

Or else he won't be offering the commission to "fire" them up. No closing sales, no commission.

That's my take on it. I'll leave the rest to Millard

Hope that helps.

Aiden Chong

Thanks

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MWGrubb58

13 years ago

Thanks for the questions!

All the sales reps are face-to-face sales reps...not telemarketers.

I have a very precise system I use with the reps. The reps are the ones doing the closing.

The reps get 20% with bonuses based upon dollar volume of work.

I want to point out that the reps are used ONLY for "Online Marketing."

The "Online Marketing" is the way I get in the door.

I do all the training and let the sales people get the leads. I will point out that I have several other methods I use at the same time... It is the many poles in the water approach.

Hope this helps!

Millard

Thanks

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Voasi

13 years ago

Originally Posted by MWGrubb58

All the sales reps are face-to-face sales reps...not telemarketers.

Hey Millard - Above you said this is a recent method you found your most CURRENT sales rep. What were you doing before to find sales rep or in conjunction with finding the College kids?

I've been using Craigslist lately to find sales reps, but it seems like finding people within my "network" has been the most effective.

Also, we offer a suite of services too - what services do you offer outside of internet marketing? Lastly, if you don't mind telling, what's the "funnel" you're putting your clients in? Example....

1. College kids sells email marketing package at $399/mo.
2. Then upsell SEO for $997/mo. after 90 days
3. Then upsell Offline consulting (fill in the blank here) for $2k/mo. after 180 days

Thanks

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MWGrubb58

13 years ago

Voasi,

After the college kids sell a small package and we have good results, then I sell the client either a large coaching fee or a retainer package with percentage of sales... All offline stuff.... not just marketing but a host of other things to build the business... $3k or more /month PLUS % of increased profit... Other straight package prices.

Cheers,

Millard

Thanks

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Just Hired Another Sales Rep

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