Questions about Starting an independent sales contractor position for Web Design Firm

What is the compensation plan?

What is the fee range for websites?

I'm not sure if you've ever worked as an independent contractor (aka self employed) before, but make sure you're keeping good records of all your expenses so that you can deduct them for taxes. Also be aware that you're required to submit quarterly tax payments.

I know that doesn't answer your question but I've seen so many independent contractors slammed with taxes and penalties come tax time, I had to mention it.

Now, about your question, just get yourself in the habit of talking to a lot of people prospects every day. Commit yourself to talking to X amount and don't stop until you meet that commitment every day. Focus on contractors, plumbers, tree removers, etc. They need people like you, they're easier to reach than most business owners, and they often have money to put into it.

Besides cold calling or cold walking, network through
your Chamber of Commerce, MeetUp groups, community
service groups, church groups... (Networking groups where
you have to pay a lot to join have never been for me.)

Maybe do volunteer work at something you enjoy, but don't
really push your business stuff - just have fun and get to
know a lot of people.

Dan

I say take this opportunity to learn all you can about the business so that you can be the one paying someone else 25% and collecting the 75%

I admire your patient attitude. This takes work! But the results are definitely worth your investment.

In terms of both efficiency and effectiveness making appointments over the phone is the best way to get started which I see you have realized.

This probably has the steepest learning curve out of any marketing method because it is a skill in itself, but once you get over that initial hump you will plateau and will start seeing results very quickly, then you'll hit another hump and improve even more and so on.

I would make a pre-approach campaign first, set your goals and objectives then make a list of the business you need to call.

I'll give my template that I use before each campaign to help clear my thinking:

Prospect information
Make sure spelling and pronunciation is correct!
Organization:
Name:
Title:
Phone:
Email:

How prospect will use product?


Competition
Which competing products does prospect use?
What is prospect's relationship with competing products?
In what ways is my product more effective than my competitors?
What is my company's strategic advantage?
Why don't more people buy this product?
What is the best way to educate these prospects in the consultative sales process?

Ability to Buy?
Is this a person who is authorized to make orders happen, or can the put me in touch?
What are my call objectives?
What issues/needs do I recognize to be selling opportunities?
What challenges is this person facing?
Where is their company now, where is it going, where has it been?
Make sure to know their market and other issues/needs before making contact.
What common ground or contacts might be helpful?
Any mutual contacts or referrals to break the ice?
Any similar community or professional organizations to provide common ground?
What commitment do I want to obtain today?
Plan for possible next step.
Do I want to set up a meeting?
Do I want permission to send more info/samples?
Be very clear and concise about my request.

What will I say first?
Qualify for interest, need and budget.
Tell prospect why she should meet with you.

Make sure to base the why on information I have about her general needs.
Communicate the 'Ask' in the presentation. Don't sell, but demonstrate why he needs to meet with you urgently through asking questions around painful areas, illustrate their desire to gain and fear of loss with a story from a similar customer.

During the presentation, get the prospect to continually agree with you to make saying no at the end an illogical decision. 'Does that make sense?' 'Is this what you had in mind?' 'Do you see how this would be an improvement to your current situation?'

Push them into the 'yes room', of agreeing with you early in the call. Avoid negative statements or questions which kill momentum.

Write a VERBATIM script and stick with it, after 500 or so calls the sales process will be locked into your unconscious memory, leaving you more conscious focus to pay attention to your customer.

They will always tell you exactly what you need to close them if you listen closely enough and between the lines, which is why having a verbatim script so necessary and powerful.

Without a VERBATIM instrument of controlling the call pattern all that seems to happen is that the prospect will control the conversation. There are no rails so to speak for the conversation to run along so often it will lead on an irrelevant path throughout the sales process.

Plus, when a whole ROOM of agents are doing this, it makes troubleshooting the sale impossible without listening to the call individually.


Credibility statement: what we’ve done for other companies, how we did it, how we might do it for prospect, follow-up.

Actual opening statement

Ideally, you should be using this on a micro-level for each call, but sometimes this isn't always practical or desirable.

This will answer a lot of your questions and will spark some ideas to move you in the right direction.

Pantera

They just dont want to scare the newbies who are afraid of the phone.

Make as many calls as you need to in order to accomplish your goals.