Telesales - Freelance \ Self Employed

[walestelesales]

Hi all,

Having previously been involved in lead generation \ Telesales on a self employed basis in the energy sector (although this was some time ago - During CERT, so back early 2013) supplying leads to surveying agencies along with some major installers,Despite currently being employed full time in a B2B lead generation role, freelance telemarketing is something I am looking to get back involved in.

I have experience in both B2B and B2C and am keen to pick this back up ASAP.

Questions I have,

Would it be best to charge per lead or and hourly rate - What works best for you

Payment Terms

Where to find new and reliable projects

I look forward to hearing your thoughts

Best wishes

Chris

 

[alexdigital]

Hi Chris,

I'd suggest you offer a pay-per-lead service, far more attractive for the client. Charge upfront for a block of say 5 leads so the client can see how it goes. You could also offer some sort of guarantee on the quality so if they aren't happy with a lead they can get another..

To find some projects i'd find some local networking events and go along to introduce yourself and build some relationships, however, don't try and sell at these meetings.

Hope that helps.

-Alex

 

[webnise]

Hi Chris,

I think clients will favour pay per lead model but do you due diligence about the product on offer before hand. You might end up spending hours for some product that has no traction won't be good for you.

Local business event is a good starting point or you can search on this website to find some potential clients. I am not actively seeking a telemarketer at the moment but would be interested to know what you have to offer so drop me a PM.

 

[walestelesales]

Thanks for the advice, When I previously generated leads, it was on a pay per lead basis, to enable the client to have security using this model, I would replace the lead free of charge should it not meet the criteria we agreed prior to starting the campaign.

I will have a look at some networking events - I'll let you know how it goes!

 

[BOS]

Lets do some numbers here to find the value of leads, this is what we have used for high value sales in energy sector:

Profit from sale = £100 - just to make it easy
Commission at 10%

Stage of Sale
Qualification = 0.1
Needs Analysis = 0.2
Proposal = 0.5
Negotiation = 0.9

Buyer/contact profile
Nasty = 0.1
Average = 0.5
Have none business with before = 0.9

Examples
A known business contact asks for more information on product so he can mention it internally, you make sure he is not just doing you a favour
100 * 0.1 * 0.9 = £9
Commission/value of lead £0.9

A buyer says that they were just talking about such a product recently and would like to see more information and arrange a meeting
100 * 0.2 * 0.5 = £10
Commission/value of lead £1

So what am I saying
Work through a similar process to be sure of achieving value for both you and the company for whom you are selling. That way you can be sure of a good relationship.

Ask about sales cycle, conversion rate etc. tell them about your assumptions like above and see if they agree.

Share risks