Not a great experience with Telesales

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a4labels

a4labels

Free Member
Jun 22, 2011
114
11
  • #1
    I voiced an interest in recruiting someone / company on a small contract to work on developing leads from the print industry and schools on these forums a few weeks ago.

    We are already big in these two sectors in terms of current business, but in reality we barely have scratched the surface.

    When I made my initial post I had no experience as to how telesales would work, the process or the costs.

    After speaking and emailing a number of people it became clear the route forward would be to agree a set of qualifying criteria for a lead and a fee for each lead.

    I weighed up the pros and cons of all those who got in contact and if I'm honest, I didn't do my homework!

    I decided to go with one person. We agreed the criteria and fee and the campaign was scheduled to begin the following day. That was 4 weeks ago and not heard a thing. Phone isn't answered and emails not replied to - thankfully no money changed hands.

    So I then re-contacted the person who nearly got my business first time round. With hind site he seemed a lot more professional that the first one. We agreed terms and I paid 50% of the invoice up front, conditional the remainder to be paid once the agreed leads were produced.

    After we made payment, we got a fraud alert from our bank regarding the payment we had made - that's still being investigated. The number of the chaps website was dead and again emails were being unanswered. This time he did come back to say that things had not gone to plan, so rather than the proposed 50 leads a week, he was in fact unable to produce any and he would issue a full refund.

    I will wait and see if this arrives.

    So, still keen (maybe naively) to pursue this route to market, I am looking for the following:-

    • A Telesales company / agency who is willing to work on a fee per lead basis (mutually agreeable lead criteria)
    • Company is established in the UK with connected and answered landline telephones
    • Leads to be generated from UK based staff
    • Has previous satisfied and independently verifiable satisfied clients

    I'd rather not take calls right away. If you think you would like to work with us, please drop an email to [email protected] with your ideas / prices and company info and we will be back in touch if we would like to work with you.
     
    T

    telemax

  • #2
    a4labels said:
    I voiced an interest in recruiting someone / company on a small contract to work on developing leads from the print industry and schools on these forums a few weeks ago.

    We are already big in these two sectors in terms of current business, but in reality we barely have scratched the surface.

    When I made my initial post I had no experience as to how telesales would work, the process or the costs.

    After speaking and emailing a number of people it became clear the route forward would be to agree a set of qualifying criteria for a lead and a fee for each lead.

    I weighed up the pros and cons of all those who got in contact and if I'm honest, I didn't do my homework!

    I decided to go with one person. We agreed the criteria and fee and the campaign was scheduled to begin the following day. That was 4 weeks ago and not heard a thing. Phone isn't answered and emails not replied to - thankfully no money changed hands.

    So I then re-contacted the person who nearly got my business first time round. With hind site he seemed a lot more professional that the first one. We agreed terms and I paid 50% of the invoice up front, conditional the remainder to be paid once the agreed leads were produced.

    After we made payment, we got a fraud alert from our bank regarding the payment we had made - that's still being investigated. The number of the chaps website was dead and again emails were being unanswered. This time he did come back to say that things had not gone to plan, so rather than the proposed 50 leads a week, he was in fact unable to produce any and he would issue a full refund.

    I will wait and see if this arrives.

    So, still keen (maybe naively) to pursue this route to market, I am looking for the following:-

    • A Telesales company / agency who is willing to work on a fee per lead basis (mutually agreeable lead criteria)
    • Company is established in the UK with connected and answered landline telephones
    • Leads to be generated from UK based staff
    • Has previous satisfied and independently verifiable satisfied clients

    I'd rather not take calls right away. If you think you would like to work with us, please drop an email to [email protected] with your ideas / prices and company info and we will be back in touch if we would like to work with you.
    Click to expand...

    Too much risk for pay per lead for me I'm afraid but good luck anyway.
     
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    London Gary

  • #3
    Not quite my scene but I'm a seasoned salesman and my little company shows people how to create a proper sales conversation with a potential customer in such a way that the chances of converting that conversation into an actual sale are greatly increased....course, videos and one-to-one telephone consultation for under £100. Would you consider assigning a sales role to an existing employee - or, even, recruiting someone who is keen to learn?

    Gary
     
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    warren cass

  • #7
    The issue here is you are asking the sales person to take all the risk. Have you got budget for a small trial where you can prove your numbers?

    We have always struggled to find good telesales people and there are so many factors which contribute to their results, product knowledge, quality of data etc. The better ones are usually busy and less likely to take on results based work.

    Best of luck with it!
     
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    telemax

  • #9
    cristinabarkerjones said:
    Would you share with us the name of the salesman you have hired? It's good to know who is trying to deceive us on the Internet! Maybe, it will be a very good idea, if somebody creates a list of all cheaters over the net, so we can avoid them.
    Click to expand...

    Good idea in principle but I fear that UKBF would be entering into a whole world of trouble if they allowed that.
     
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    B

    BOS

  • #11
    I run a sales outsourcing business and it might be useful sharing some experiences. To qualify these though you should know that
    1. We are in the market for invoices £10,000 to £15m+, that may be 1 or 1000 units.
    2. We work for SMEs only
    3. We sell to local government, hotels, healthcare sectors only
    4. The SMEs will always need some feedback on their offering to perfect its structure/delivery

    A. We think that you will generally overpay for your leads; an interested person who asks for more info is rarely worth more than 2% of potential sales value
    B. Human and financial resource must be considered EQUALLY by the customer; poor leads cost money
    C. Commission only does not create the two way dialogue needed to perfect product delivery to target market
    D. Talk Risk. More specifically find somebody who believes in what you sell ( it comes across when they sell) and ask them to risk-share in some way and show them how you will compensate them for risk sharing. It will take some iterations and should be reviewed regularly but you will both know when you have it right.
     
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    E

    Evotank

  • #13
    The Telesales teams I know and have an influence in are non UK based and although all fluent in English and all based in Europe so its doubtful that I can help you, although I will say this; Go with a trial, say 30 -60 days and start the lead fee toward the low end. They will commit to it, but will not put all their eggs in the one basket. If they pass the test (and they are happy with you) then put them on a sliding scale for leads generated...low to high. This way, you can protect your marketing budget and will not overpay for someone who cannot step and provide the numbers that you need.
     
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    Nochexman

  • #15
    a4labels said:
    A Telesales company / agency who is willing to work on a fee per lead basis (mutually agreeable lead criteria)
    Click to expand...

    In my experience you tend to get what you pay for with telesales. Consider employing someone with a modest wage linked to lead conversion. Any telesales person worth their salt can provide you with great feedback about your customers, how your company, your product, and your pitch are perceived, and you can learn about your competitors, and more, but only if telesales are part of your team. Commission-only means they will drop out as soon as the going gets tough. Telesales can be fantastic for growing your business, but it does not sound like you are committing enough to make them a success in your business. Best of luck.
     
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    Paul Brooke

    Free Member
    Mar 8, 2011
    159
    27
  • #18
    If I only had a £1 for every telesales person that says getting leads for me would be no problem I would be able to retire I am sure. The amount of time and money I have wasted on trying to find someone that can actually deliver what they say is quite frightening when I think about it. I have even gone to the "big boys" who say they can do this and that and still they produce very little. I guess they make more money on some campaigns than on others and so prioritise to the point my campaign gets little attention
    Back to door knocking methinks :eek:
     
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    telemax

  • #19
    Paul Brooke said:
    If I only had a £1 for every telesales person that says getting leads for me would be no problem I would be able to retire I am sure. The amount of time and money I have wasted on trying to find someone that can actually deliver what they say is quite frightening when I think about it. I have even gone to the "big boys" who say they can do this and that and still they produce very little. I guess they make more money on some campaigns than on others and so prioritise to the point my campaign gets little attention
    Back to door knocking methinks :eek:
    Click to expand...

    What do you do.Some things are unworkable with Telesales?
     
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    Paul Brooke

    Free Member
    Mar 8, 2011
    159
    27
  • #20
    We supply and install energy saving products such as Solar PV, Solar Thermodynamics for hot water, PV Power Diverters to immersion heaters, Far infrared radiators and Infrared water generators/ boilers. All sold to the domestic and commercial markets. but we concentrate more on homeowners. All products workable within a telesales environment I'm sure
     
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    Paul Brooke

    Free Member
    Mar 8, 2011
    159
    27
  • #22
    Done to death? Solar PV maybe... but it is still being bought and installed. And as regards for the other....When was the last time somebody called you offering thermodynamic systems? or infra red water generators?... don't talk silly bud.. these are new technologies and have not scratched the surface in the UK
     
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    telemax

  • #23
    Paul Brooke said:
    Done to death? Solar PV maybe... but it is still being bought and installed. And as regards for the other....When was the last time somebody called you offering thermodynamic systems? or infra red water generators?... don't talk silly bud.. these are new technologies and have not scratched the surface in the UK
    Click to expand...

    I'm not saying the tech is done to death!! Of course it isn't

    It's rubbish callers bombarding everyone with everything from Ambulance chaser Lawyers to Scam publications. Most companies (maybe not you personally) are not prepared to invest the money required to hire competent sales people who can engage on the telephone and identify a prospect's needs and bring you the vital leads that you require.
     
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    Paul Brooke

    Free Member
    Mar 8, 2011
    159
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  • #24
    I do have competent salespeople. But they are out surveying properties and talking to the customer as to the best solution for their home to enable them to invest and save money. What I was referring to are telesales people that can generate interest. The sale is not obviously done on the telephone. Merely to give a brief explanation of what we do, how we can help and if it is of some interest to them to warrant a call by a surveyor/salesperson.

    I am aware of a lot of peoples reaction to being cold called but as a company it seems the best way to make people aware that these products do exist. Most of the time, even if we do not get a sale, people are still grateful we have visited them and shown them the options

    But getting back to the thread..... finding telesales people that do a fair days work for a fair days return has been a difficult task. Most talk the talk and then that's it.... nothing
     
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    telemax

  • #25
    Paul Brooke said:
    I do have competent salespeople. But they are out surveying properties and talking to the customer as to the best solution for their home to enable them to invest and save money.
    Click to expand...

    I should have said competent telemarketing people. They need to have the ability to engage on the phone and get that person on side within 10 seconds . Not an easy ask, considering the amount of phone bombardment people receive. The people who can do that are few and far between, and don't come cheap.
     
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    Paul Brooke

    Free Member
    Mar 8, 2011
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  • #26
    I am not arguing the point that they are far and few between. All I said was that there are so many that promise the earth, take money upfront and then deliver bo diddly
    The whole point of me looking for good telemarketing people is exactly for the reason you stated. I want people that can walk the walk as well as talk the talk
    I appreciate it is a thankless task and they are up against it. I just resent those that say they can do all these things and then make all the excuses under the sun as to why they haven't.... even though they have asked for money up front
    Apart from door knocking and engaging with people I see no other productive way to take some great products to market. If anybody knows any different please feel free to chip in
     
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    3trades

    3trades

    Free Member
    Aug 8, 2008
    112
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    London, South east
  • #27
    Paul Brooke said:
    Merely to give a brief explanation of what we do, how we can help and if it is of some interest to them to warrant a call by a surveyor/salesperson.
    Click to expand...

    Apart from door knocking and engaging with people I see no other productive way to take some great products to market. If anybody knows any different please feel free to chip in
    Click to expand...

    Why don't you set up a landing page that explains all this? Then you can drive targeted traffic to it and have them opt in and submit their details if they are interested in a consultation.

    Then its not a cold call and you are generating your own leads.

    expect to pay anywhere between 40p and a few pounds per click on Facebook and Google CPC advertising. Depending on the demographics and the search keywords you target.
     
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    Lucie@MightyOak

  • #28
    telemax said:
    I should have said competent telemarketing people. They need to have the ability to engage on the phone and get that person on side within 10 seconds . Not an easy ask, considering the amount of phone bombardment people receive. The people who can do that are few and far between, and don't come cheap.
    Click to expand...

    100% agree. I run telemarketing and telesales campaigns and throw scripts out the window. I research and study the company I am working for and get a good understanding of the product or service I am selling or promoting into the prospected company.

    Having a conversation with someone and engaging with them rather going in with a hard sell approach works a lot lot better in my opinion and I do very well with my lead generation and also appointment setting campaigns. They aren't cheap - I certainly don't charge £6 per hour - but they do work :)
     
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    telemax

  • #29
    Lucie@MightyOak said:
    100% agree. I run telemarketing and telesales campaigns and throw scripts out the window. I research and study the company I am working for and get a good understanding of the product or service I am selling or promoting into the prospected company.

    Having a conversation with someone and engaging with them rather going in with a hard sell approach works a lot lot better in my opinion and I do very well with my lead generation and also appointment setting campaigns. They aren't cheap - I certainly don't charge £6 per hour - but they do work :)
    Click to expand...

    These campaigns ie B2C calling people in their homes, are the ones that require the very highest possible skillset from a Telesales person. This is almost never recognised by employers who seem to think that £6 is going to net them someone amazing. In reality those skills are worth more like £30 per hour.
     
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    Thermodynamic Man

    Free Member
    Aug 20, 2014
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  • #32
    As I said... last time I paid an hourly rate (far more than £6 per hour I must add) I was paying some woman to sit in front of the TV so she could get paid to watch Jeremy bloody Kyle. She admitted as such when I questioned her about the returns I was getting for my money. Hence I won't do hourly rate any more. :(
     
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    Lucie@MightyOak

  • #33
    Thermodynamic Man said:
    As I said... last time I paid an hourly rate (far more than £6 per hour I must add) I was paying some woman to sit in front of the TV so she could get paid to watch Jeremy bloody Kyle. She admitted as such when I questioned her about the returns I was getting for my money. Hence I won't do hourly rate any more. :(
    Click to expand...

    That's terrible!! :(

    I only work on an hourly rate - this original post is actually now one of my clients.

    I have had people that work for me take the p*ss but if you look at how many calls they make in a day and what actually gets done you can see that a) they have a daytime TV fetish (God knows why - it is crap) and b) they are liars and scammers who expect to get paid for sitting on their ars*s doing nothing.

    Saying that I DO have some great people working for me who DO work hard so it's all about finding the right people :)
     
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    telemax

  • #34
    Thermodynamic Man said:
    As I said... last time I paid an hourly rate (far more than £6 per hour I must add) I was paying some woman to sit in front of the TV so she could get paid to watch Jeremy bloody Kyle. She admitted as such when I questioned her about the returns I was getting for my money. Hence I won't do hourly rate any more. :(
    Click to expand...

    If your calling people in their homes, it's a waste of time doing it in the daytime.
     
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