UberTrader
New Contributor
Great post, excellent advice.I did door-to-door sales for 4 summers while in college, working 80 hours a week. I don't have any experience outsourcing sales, but here is my mini brain dump.
1.) Schedule and metrics are everything. Focus on the number of people you contact and the number of demos/trials you give - make these your goals (I.E I will contact 100 people today and schedule demos for 10). Forget about the number of people you close starting out.
2.) Get through the No's as quick as possible. Forget people who say "I'll think about it" or "give me your contact information". Every second you waste here is a second you lost with a good prospect. Circle back and call these after you get through your list.
3.) Come up with a set script and don't stray from it. Practice so you don't sound robotic but never "just wing it" on a sales call. Read How to Win Friends and Influence People and Brian Tracy for some ideas here. The script should build rapport, find a need, address the need, and close.
4.) Finding the need is key. No one is going to buy something that doesn't improve their life in some way.
5.) Try to do a little research before the call to build rapport. LinkedIn is a great resource. People will open up trust if you have something mutually in common (same state, favorite sport, etc).
6.) Referrals are huge. See #5 - you are much more apt to buy something if someone you know bought the same thing.
7.) Close often and early. See #2 and #4. If you can't find a need and/or you are not getting buying sings, thank them for their time and move on.
8.) listen to feedback but don't chase sales buy adding features. If you hear the same thing from 5+ people, think about adding it but never do development to try to win a sale.
Obviously cold calling 30,000 people yourself is a little unrealistic but I would suggest calling the first 1000 or so to figure out the game and then outsource from there.
*thumbs up*
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