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Commission Only Telemarketing

Posted by Admin under Business

In the UK there are over 600 telemarketing/telesales companies and these range in size and experience.

Typically they would fall into the following types:

Day rate charging

Telemarketing companies that charge a flat day rate for their services (sometimes with a bonus on appointments/sales).

Monthly rate charging

Telemarketing companies that will charge a flat monthly fee for a certain number of hours calling throughout a month.

Appointment rate charging

This is fairly new and only a few agencies provide this, but there are no fees other than when a confirmed appointment is booked.

We get asked a lot about commission only telemarketing, why is it that no telemarketing company will take on commission only calling?

One of the popular comments we hear is: “Surely if they are confident in their abilities then they would be driven to produce results.”

There are many forms of marketing (web based marketing, PR based, telephone based) and all have charges associated with them. This can be expanded to sales people, instead of taking a basic salary and commission, if they are confident in their sales abilities why not go commission only?

The answer would be that they do not fancy the risk. If a sales person could choose between a commission only job and a job that offers a basic wage of ?35,000 + bonus + car then most would opt for the latter.

The same could be said for telemarketing companies, if they have lots of businesses willing to pay them for calling then they would choose this over commission only work (which may not pay up if a sale is made). It is about risk.

Freelancers or retired people may consider commission only work, but it difficult from a commitment issue. If you are paying a company for telemarketing, then they are committed to you. If you are not paying them and they are only paid on a results basis, getting commitment and dedication is almost impossible. Plus as soon as a job opportunity or a paying client comes along, you will probably be brushed to one site.

There have been a few companies that did offer commission related calling, but they are not trading any more (possibly due to them not generating enough commission or getting paid work).

The risk is actually with client, they have to pay the agency to do calling, which may or may not result in orders/appointments/sales. This is actually not that much different to other forms of marketing (from advertising, internet marketing, mailing) in that you do need to speculate to accumulate (you do need to invest in the unknown).

Agencies get asked all the time, and it is normally by startup companies that want to get orders flowing. Normally there is no brand, no track record and no sales structure, so the startup is wanting someone else to take on the risk.

In many ways it would be great to have a telemarketing company hammering out calls by the thousand, and you not paying for it unless they get results. However no telemarketing company will take this on due to the risk.

Components of Killer Cold Call Scripts

Posted by Admin under Business

A successful cold call script appears to be effortless to the casual observer. However, the discerning ear will be able to identify that the caller is moving easily through a three-step process with one single goal in mind.

Whether you believe in scripting or not does not matter. The fact is every call is scripted and has an opening, stuff in the middle, and a closing. Then, if you believe you have control over the outcome of your prospecting calls you have a good shot at improving your results. Just examine your process and strengthen any areas of weakness. What is the three-step cold calling process?

Let’s take a quick look:

Build control into your cold call scripts. As you script your call, make a statement then, follow that statement with a question. Repeat that pattern throughout each call. Capture your prospect’s attention with an information giving statement. Then, engage them in the conversation with a question. Guide the course of the call with your questions. Make sure question leads toward the goal of scheduling an appointment. For example: I am calling for a 20-minute meeting (statement).Do you handle his calendar or does he (question)?Make sure your cold call scripts position you as the expert. During each call, address the unspoken question upfront before your prospect asks, that question is – what is in it for your prospect if your prospect makes time to talk to you?End each call with one of three pieces of information:A meeting with the prospectAn agreed upon time to call back to schedule that meetingA genuine reason that the prospect is not one with whom you will do business. This happens rarely, rarely, rarely. A viable reason could be that the company is going out of business.

The final, vital component is to make your one, single-minded goal to schedule an appointment. It doesn’t matter if you want to schedule face-to-face meeting or a formal phone meeting. The process is the same.

A surprising number of cold callers use the initial prospecting call to gather information about the prospect company. Make this mistake and it will be a good, long while before you can call again. Why? Because, the administrative assistant and the decision-maker will remember you as the one who called and expected them to do your homework for you.

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Article Submitted On: January 29, 2011