Outsourcing leads/sales for small business?

[fence4fun]

So here I am, having spent a long, long time developing/testing my new product so that it's now ready to roll-out. Reaction from "proper" test groups (not just friends) has been excellent and market research has identified a niche.

Trouble is, although there is movement, take-up is slow from my initial print advertising in "Events" magazine and also my own self-built site with own SEO work which I know can be a minefield and a bottomless cash pit if I were to outsource it.

My question is: is it worth looking into paying for lead generation or even commission based sales outsourcing to give the product a kick start?

If so, does anyone know how to go about this on a very small budget? e.g. are there companies who will work soley on sales commission with nothing up front - sorry if this sounds naive but could do with some help.

[yankee candleman]

I would attend as many functions as possible, such as the NEC and have a display with a deal on the day, such as the organiser can fence free if they get 9 others etc.

Like most activity based corporate events, seeing them in action is worth a 100 leads.

Just my thoughts though, certainly not an expert.

[fence4fun]

Duly noted -already have it down as part of overall marketting strategy. Thing is I could do with more leads in the meantime, between shows so to speak.

Cheers for the suggestion.

Darren

[yankee candleman]

Well, for leads you can go to company house and it lists the directors etc of companies and the size/age of the company etc.

When it comes to following the lead up, don't go for the MD but try and get the PA's name and ask her to help.

When I had to arrange appointments with someone who dealt with the training, I would get the name of the MD's PA from the receptionist and phone and ask for her. They were always a bit surprised when you said, "No, I do not want to speak to Mr ****, I was wondering if you could help me. Do you know the name of the person who organises the Corporate activity days and incentives in your company?"

They spend so much time diverting calls from the MD that to be asked personally to help always seemed to get a great response. They would give me the name of the person who dealt with training and more often than not, put my call straight through.

I would send a bouquet of flowers if I made an appointment to say thanks for their help.

Might be an idea to try.

[fence4fun]

Excellent advice - much appreciated. I personally hate cold-calling but that suggestion might smooth the path.

Cheers

Darren

[yankee candleman]

I remember being taught the golden rule to cold calling.

Never let it be cold.

The short explanation is always get the name of a person to talk to and if they can't help you, get the name of the person they think can.

Always use their name when being transferred, such as "Mary said that you are the person most likely to be able to help me with my enquiries Ruth, are you able to talk for a minute or two?".

We all hated cold calling but I had an appointment rate of 1 in 8 calls which is supposed to be good.

I have many more techniques, maybe I should do an E Book? ;)

[fence4fun]

An ebook sounds good - does this mean you have never (or would never) use outsourcing for your sales?

Just to enlighten you a little on my own situation - I am working 9-5 full time to cover this expansion with other products so don't have the time to make my own calls. In my case wouldn't it be a good idea to use at least some outsourcing?

[Gillie]

If you can find someone who is good at it, and if the figures add up, ie the cost involved and how many leads you need to convert to cover the costs etc, then yes. I have used telemarketing in the past to follow up on letters sent out first introducing various new finance products that come out, but for general day to day stuff, I use in house people to follow up with letters and emails.

[oldeagleeye]

Have a word with Adventurelife. Given your prices he might be able to fit fencing in with his activity holidays. Rob

[fence4fun]

Thanks Gillie - would this add up for a small operation like mine?

[Gillie]

If you are sending out letters first you will need contact details or buy a list of relevant contacts, and then you would be expected to pay anything from £50-£200/day for telemarketing, so if you were to get one lead worse case scenario, would this pay for all of the above and leave you with some over?

You would need to work out how many leads you would need converting and get someone to do it who has experience in this kind of field and see what they reckon conversion is!

You need to build up a portfolio of other businesses who could bounce off each other that would offer similar but not competing businesses, so you can pass leads on to each other.

[yankee candleman]

An ebook sounds good - does this mean you have never (or would never) use outsourcing for your sales?

Just to enlighten you a little on my own situation - I am working 9-5 full time to cover this expansion with other products so don't have the time to make my own calls. In my case wouldn't it be a good idea to use at least some outsourcing?

I would only outsource if they were paid on results.

The personal touch is so much nice than a script reader but that is just my opinion. I get fed up with people calling me in the shop (must get 10 a day) who do not even know who they are talking to and I mean a business sense, not me personally.

If people say "Is that Cherish?" I always listen to at least their next line. ;)

[fence4fun]

Cheers oldeagleeye will do. I'm new here so should I just do a post search?

[oldeagleeye]

I think he does a terrific deal on all sorts of personal and corporate events - team building and all that - and at very reasonable prices. It also seems to be a no nonsense sort of company so the accommodation varies from billet style to 4 star. There is also a choice of activities and I think water rafting is the main one but the visitor can chhose 2 or 3 activities. Yours might fit in well.

Pity that don't teach foil fencing at school these days. Great discipline and I got to be in the UK school semi-finals for both the foil and rapier. Mind you that was over 30 years ago. Best on luck then I think your on a winner - especially as a corporate sport. Gentleman's sport and all that. Might be worth a few mails to the big City firms like Pricewaterhouse - Hill Samual and a trip around Docklands with some brochures. etc. Rob

This the members link
http://www.ukbusinessforums.co.uk/forums/member.php?u=19765

[fence4fun]

Thanks oldeagleye - it's amazing how many people have tried it at school age and it's a shame we in the sport don't do a better job at retaining everyone who ever comes into contact with a foil, epee or sabre.

Personally I still love it - even when I'm teaching one of my many versions of the art to whatever population group (I also do kids parties, probation work, schools etc .. you name it) I still can't resist grabbing a sword and having a quick go myself, despite my buggered knee :0)