Out-sourcing the sales function. Is it possible?
by Goleft, Window Shopper
- Created: January 22, 2011, 7:47 pm
I have read some general posts on outsourcing. And in theory this sounds good for small businesses in the online realm.
Most outsourcing I see are for such things as content creation and building website framework. Much of this is done in India and Pakistan using bid sites. I personally do;t agree with outsourcing content creation if you want to write quality, original, expert articles about subjects that you should be an authority on- but I can appreciate website outsourcing due to the big price differential and the often good coding skills of overseas workers. So many local companies charge way too much and do-t even understand basic SEO principles?! You may not get any better customer satisfaction by going local either.
However, this question is mainly about out-sourcing the sales function. One of my clients has a small online business that has Google ranking, but they are so busy putting up client pages and dealing with other business issues, they rarely have time to source new clients. Plus like with many people there is considerable'call resistanc'. As getting clients onto the site is the major revenue source, this company has been extending its break-even point further into the horizon.
I would like your advice on how you would structure outsourcing sales telephone calls. I assume that they will get someone competent and provide a script, but would you go with'house wive' or students?
Would you expect them to travel to this home business to make the calls or just fill in some CRM system with comments from their own home and get reimbursed for their calls. Initially they would be making local calls, but for interstate we would probably try and get a better VOIP plan or skype. Getting that right too can make a big difference to your ROI' any ideas?
The main question her is what fee structure would you consider fair? If a client listing costs $140 would you pay them a low hourly rate plus say 10% of listing sales or just 20% of all sales? I think paying them a straight hourly rate takes the sales eagerness out of the equation too much.
Any specific answers to these questions would be much appreciated!
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