Is outsourcing the cold calls a good idea?

7 replies
I work an office job during the day. I have just began getting serious with my offline marketing.

Since I am at a desk all day, I am able to do extensive research and do the whole email prospecting pretty much in any location I want.

But face to face or at the very least a phone call or two can be much more effective.

Aside from making some calls on lunch and some other various opportunities throughout the day, I would like to get some volume going.

All I would need is the initial call to be outsourced. If they are local to my area, I can receive the call back or make the follow up and visit the business myself.

If I cold call outside my local area, I can do the follow ups as well.

It is more feasible to make 5-10 calls a day (the follow-ups) instead of 80-100 (initial calls).

How is odesk as far as outsourcing the initial call? e-lance? what is a fair price for this?

Anyone do this? or am I shooting pool with a rope?

Thanks in advance...
#calls #cold #good #idea #outsourcing
  • Profile picture of the author Dexx
    I'd talk to John D's group at his forum:
    The Telemarketing Forum - Index

    ~Dexx
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  • Profile picture of the author kymobilemedia
    I am in the exact same position as you. I look forward to seeing the replies on this one.

    Just my thinking, I am going to start out with either google places or web design, and call on my lunch hour, as well as hire a telemarketer.

    I will give the TM 1/3 of the package price for each sale to keep them motivated and making sales.

    I am still working out my entire business plan, but right now it is looking like hiring a telemarketer to call and close the deal, and then send me the buyer info to call and get the necessary details for starting the work. I will do all of the work that I can in the evening hours and start outsourcing once I have too much to do myself.

    That is where I am at right now.

    I look forward to hearing from others on this.

    Thanks
    Jason
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  • Profile picture of the author uppergrade
    Try to make contact personally with people you met almost daily. When you make a call dnt bother them with your idea, call in their free times like lunch breaks or ending hours of a day. As in early working hours no one like to take these cold calls.
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  • Profile picture of the author localvseo
    Given your limited time I would try and make at least 20-30 hours of calls yourself to get some data before you outsource. This will accomplish a few things:
    1. Give you data for your area, niche etc. Are people requesting other services? Are they being bombarded by competitors you don't know about? Talking to the biz owners may also give you other ideas for good offerings.
    2. It will allow you to refine your script for your target audience before you pass it off.
    3. Provide some metrics to judge your outsource firm on. If you are good on the phone and you hire a company that is only getting 10% of the interest you are then you may need another company generating the leads.
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  • Profile picture of the author Jason Kanigan
    You can find plenty of telemarketers on elance. They range from low rate contractors from outside the First World, who may or may not have their own special challenges dealing with this market, to high rate First World contractors.

    I have done work off elance as a subcontracted prospector. However, I only do this work for minimum $30+/hour and only if I like the subject. These kinds of projects are therefore rare, and I really don't like to fill up my day with subcontracted prospecting at a low rate (for me). That means a technical product or service that will enhance my career, with a medium to large ticket price (that price is also necessary to sustain my rate). Keep in mind that my close rate is very high though. I might make 8 to 12 calls over an hour--far less than a telemarketer--but I'll close 2/3 to 3/4 of the people who I'm able to talk to for whatever the next step the client wants. Also note that when I talk to someone, we're in the conversation for 10 minutes because I'm asking questions. Your typical telemarketer is going to make 50 - 100 dials an hour, get blocked by gatekeepers, get shut down because they're intimidated by the prospect, not know what questions to ask beyond the script you gave them, and so on to burn through those dials.

    So I'm sure you can get a $5/hr telemarketer, but who knows what kind of quality results they'll generate?

    I believe every business owner should get good at prospecting. This is because NOBODY will ever care about your business as much as you do; and your role is essentially selling--regardless of what you may think. Presidents sell. CEOs sell. They typically got that job through a Sales career--and the accountants and operations guys who get there from time to time usually preside over an organization that is cutting and dying.

    Take a month and prospect on your own. You'll get an idea of what it takes, what kind of conversations you have (there are only so many in each niche, and then you recognize you're having *that* conversation all over again with this new prospect) and what the typical objections people have are. Then if you choose to outsource the initial phase, you can give good direction to your contractor(s). If you want some help with what to say and do, let me know.
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  • Profile picture of the author ShawnSells
    When I tried to outsource initial calls, I ended up disappointed with the results.
    Lots of interest up front, but lots of excuses instead of appointment later. I did find very experienced telemarketers wanted a better pay structure than I wanted to give. If they are newer they seem to need much hand holding.
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  • Profile picture of the author offlinemike
    I have worked with many outsourced options for cold calling - it's a totally viable model.

    Assuming you don't have a lot of resources, use sites like elance and similar to find people working from home. You can get very high quality callers for very cheap - stay at home moms, etc. that may not need a ton of money but put a huge premium on flexibility.

    The key to doing this successfully is in the hiring process. You want to do a test of many of them at no/very low cost to you to find the one that is worth keeping. This is true of outsourcing any function. You need to have a thought-through process to do this effectively.

    Once you find your one "keeper" - treat them well!

    Mike

    PS - definitely recommend that you try to make 25 calls or so yourself every day though - you will sharpen your skills and be able to give better training and feedback to your outsourced caller.
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