How to Make Hiring a Virtual Sales Assistant Easy and Affordable

SalesScripter
SalesScripterFounder and CEO, SalesScripter à SalesScripter
How to Make Hiring a Virtual Sales
Assistant Easy and Affordable
Michael Halper
Founder and CEO
SalesScripter
How to Make Hiring a Virtual Sales Assistant Easy and Affordable
$100,000 per year
Divided by 52 weeks in a year
= $1,923
Divided by 40 hours per week
= $48 per hour
$100,000 per year
Increase to $150,000
Cost for VA - $250 per week
Annualized cost $12,000
Return on Investment = over 300%
Finding a good cold caller
Teaching them what to say
Making sure they work
Getting them to produce results
Minimizing Turnover
Protecting your time
Job Posting / Interviewing
Sales Playbook
Recommendations for Tools
Sales Methodology
Compensation / Management
Automation / Onboarding Tips
Challenges Ways to Mitigate Challenges
Posting Your Job
• Craig’s List – www.craigslist.org
• Work-at-Home Mom website – https://www.wahm.com/forum/
• Odesk – www.odesk.com
Offshore vs. Domestic
• Offshore
– Economical – between $2 to $5 per hour
– Recommend Philippines
– Quality is the concern
• Phone
• Accent
• Cultural differences
• Domestic (US)
– Typically between $10 to $15 per hour
– Overall better quality than offshore
Interview Process
1. Set up a voicemail box dedicated for interviewing
2. Post job listing
3. You will receive responses from applicants
4. Reply to every response with email directing to voicemail box to
answer 2 to 3 questions
5. Schedule interviews from acceptable voicemail messages
6. Asking interview questions that align with target characteristics
7. Use point system to track interview question answers
Finding a good cold caller
Teaching them what to say
Making sure they work
Getting them to produce results
Minimizing Turnover
Protecting your time
Job Posting / Interviewing
Sales Playbook
Recommendations for Tools
Sales Methodology
Compensation / Management
Automation / Onboarding Tips
Challenges Ways to Mitigate Challenges
Early Sales Process Stages
Stage Goals
Initial Contact
Cold Call
Inbound Call
Email
Event
2 to 5 minutes
80% on prospect
20% on you
Appointment
Phone Call
Face-to-Face
Discovery
20 to 30 minutes
50% on prospect
50% on you
Presentation
Discovery
Presentation
Demonstration
1 to 2 hours
20% on prospect
80% on you
Pre-Qualify
Gather high-level information
Build interest in having conversation
Schedule an appointment
Pre-Qualify (Cont.)
Hard Qualify
Gather detailed Information (Discovery)
Build interest in meeting
Schedule a presentation
Sell Product
Map out Next Steps
Close (Sale or agreement to move
forward)
Sales Playbook
• Call script
• Key questions to ask
• Objection responses
• Voicemail script
• Email templates
Finding a good cold caller
Teaching them what to say
Making sure they work
Getting them to produce results
Minimizing Turnover
Protecting your time
Job Posting / Interviewing
Sales Playbook
Recommendations for Tools
Sales Methodology
Compensation / Management
Automation / Onboarding Tips
Challenges Ways to Mitigate Challenges
Tools - Phone
• Cloud-based PBX phone system
• Call log showing all inbound and
outbound calls
• Call recording options
Tools - CRM
Tools - Timekeeping
• Timekeeping / Time Clock
• Screen capture
Finding a good cold caller
Teaching them what to say
Making sure they work
Getting them to produce results
Minimizing Turnover
Protecting your time
Job Posting / Interviewing
Sales Playbook
Recommendations for Tools
Sales Methodology
Compensation / Management
Automation / Onboarding Tips
Challenges Ways to Mitigate Challenges
Sales Methodology
• Teach them what to say and ask
• Asking good questions
• Dealing with objections
• Dealing with gatekeepers
• Closing for the appointment
• How to use email and voicemail
• Call cadence
Sales Methodology
Finding a good cold caller
Teaching them what to say
Making sure they work
Getting them to produce results
Minimizing Turnover
Protecting your time
Job Posting / Interviewing
Sales Playbook
Recommendations for Tools
Sales Methodology
Compensation / Management
Automation / Onboarding Tips
Challenges Ways to Mitigate Challenges
Compensation
• Pay rate
– $10 to $15 per hour domestic
– $2 to $5 per hour offshore
• Bonus structure
– $20 to $50 per appointment/lead domestic
– $5 to $10 per appointment/lead offshore
• 1099 vs. W2
• Part-Time vs. Full-Time
Management Tips
• Understanding the difficulty in cold calling
• Focus more on the inputs instead of output
• Use the carrot more than the stick
• Empower and try to be more hands off than overbearing
Reporting
• Provide caller with a weekly scorecard that shows data from the week before
– Total Hours worked
– Calling hours
– Non calling hours (admin, training, meetings, etc)
– Dials
– Dials per hour
– Leads produced
Coaching
• Provide coaching on a weekly basis at the beginning of
the week
• Areas to discuss:
– Objections
– Challenges
– What is working / What is not
– Script
Finding a good cold caller
Teaching them what to say
Making sure they work
Getting them to produce results
Minimizing Turnover
Protecting your time
Job Posting / Interviewing
Sales Playbook
Recommendations for Tools
Sales Methodology
Compensation / Management
Automation / Onboarding Tips
Challenges Ways to Mitigate Challenges
Onboarding
• Automate as much as possible
• Automating the first interview
• Utilize training videos
• Make the caller go through hoops
• Spoon feed information
• Try to have some sort of contractor or employee agreement in place
• Think of it like spinning plates
When to Not Hire a Virtual Sales Assistant
• You are not close to running at full capacity
• Your budget is extremely small
SMART Sales System
S
M
A
R
T
ales
essaging
nd
esponse
actics
SMART Sales System
Sales Methodology Software Platform Professional Services
SMART Sales System
Sales Methodology Software Platform Professional Services
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training
SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
• Library of Scripts and Templates
• CRM Functionality
• Email Automation
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks
SMART Sales System
Pricing
• Software - $49 per user per month (40% discount for annual subscription)
• Sales Training – No cost on YouTube
• Scripter Walk-Through (2 hour engagement to create your pitch) - $200
For $249, you will get a full library of sales scripts,
emails, and tools
Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@salesscripter
1 sur 34

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How to Make Hiring a Virtual Sales Assistant Easy and Affordable

  • 1. How to Make Hiring a Virtual Sales Assistant Easy and Affordable Michael Halper Founder and CEO SalesScripter
  • 3. $100,000 per year Divided by 52 weeks in a year = $1,923 Divided by 40 hours per week = $48 per hour
  • 4. $100,000 per year Increase to $150,000 Cost for VA - $250 per week Annualized cost $12,000 Return on Investment = over 300%
  • 5. Finding a good cold caller Teaching them what to say Making sure they work Getting them to produce results Minimizing Turnover Protecting your time Job Posting / Interviewing Sales Playbook Recommendations for Tools Sales Methodology Compensation / Management Automation / Onboarding Tips Challenges Ways to Mitigate Challenges
  • 6. Posting Your Job • Craig’s List – www.craigslist.org • Work-at-Home Mom website – https://www.wahm.com/forum/ • Odesk – www.odesk.com
  • 7. Offshore vs. Domestic • Offshore – Economical – between $2 to $5 per hour – Recommend Philippines – Quality is the concern • Phone • Accent • Cultural differences • Domestic (US) – Typically between $10 to $15 per hour – Overall better quality than offshore
  • 8. Interview Process 1. Set up a voicemail box dedicated for interviewing 2. Post job listing 3. You will receive responses from applicants 4. Reply to every response with email directing to voicemail box to answer 2 to 3 questions 5. Schedule interviews from acceptable voicemail messages 6. Asking interview questions that align with target characteristics 7. Use point system to track interview question answers
  • 9. Finding a good cold caller Teaching them what to say Making sure they work Getting them to produce results Minimizing Turnover Protecting your time Job Posting / Interviewing Sales Playbook Recommendations for Tools Sales Methodology Compensation / Management Automation / Onboarding Tips Challenges Ways to Mitigate Challenges
  • 10. Early Sales Process Stages Stage Goals Initial Contact Cold Call Inbound Call Email Event 2 to 5 minutes 80% on prospect 20% on you Appointment Phone Call Face-to-Face Discovery 20 to 30 minutes 50% on prospect 50% on you Presentation Discovery Presentation Demonstration 1 to 2 hours 20% on prospect 80% on you Pre-Qualify Gather high-level information Build interest in having conversation Schedule an appointment Pre-Qualify (Cont.) Hard Qualify Gather detailed Information (Discovery) Build interest in meeting Schedule a presentation Sell Product Map out Next Steps Close (Sale or agreement to move forward)
  • 11. Sales Playbook • Call script • Key questions to ask • Objection responses • Voicemail script • Email templates
  • 12. Finding a good cold caller Teaching them what to say Making sure they work Getting them to produce results Minimizing Turnover Protecting your time Job Posting / Interviewing Sales Playbook Recommendations for Tools Sales Methodology Compensation / Management Automation / Onboarding Tips Challenges Ways to Mitigate Challenges
  • 13. Tools - Phone • Cloud-based PBX phone system • Call log showing all inbound and outbound calls • Call recording options
  • 15. Tools - Timekeeping • Timekeeping / Time Clock • Screen capture
  • 16. Finding a good cold caller Teaching them what to say Making sure they work Getting them to produce results Minimizing Turnover Protecting your time Job Posting / Interviewing Sales Playbook Recommendations for Tools Sales Methodology Compensation / Management Automation / Onboarding Tips Challenges Ways to Mitigate Challenges
  • 17. Sales Methodology • Teach them what to say and ask • Asking good questions • Dealing with objections • Dealing with gatekeepers • Closing for the appointment • How to use email and voicemail • Call cadence
  • 19. Finding a good cold caller Teaching them what to say Making sure they work Getting them to produce results Minimizing Turnover Protecting your time Job Posting / Interviewing Sales Playbook Recommendations for Tools Sales Methodology Compensation / Management Automation / Onboarding Tips Challenges Ways to Mitigate Challenges
  • 20. Compensation • Pay rate – $10 to $15 per hour domestic – $2 to $5 per hour offshore • Bonus structure – $20 to $50 per appointment/lead domestic – $5 to $10 per appointment/lead offshore • 1099 vs. W2 • Part-Time vs. Full-Time
  • 21. Management Tips • Understanding the difficulty in cold calling • Focus more on the inputs instead of output • Use the carrot more than the stick • Empower and try to be more hands off than overbearing
  • 22. Reporting • Provide caller with a weekly scorecard that shows data from the week before – Total Hours worked – Calling hours – Non calling hours (admin, training, meetings, etc) – Dials – Dials per hour – Leads produced
  • 23. Coaching • Provide coaching on a weekly basis at the beginning of the week • Areas to discuss: – Objections – Challenges – What is working / What is not – Script
  • 24. Finding a good cold caller Teaching them what to say Making sure they work Getting them to produce results Minimizing Turnover Protecting your time Job Posting / Interviewing Sales Playbook Recommendations for Tools Sales Methodology Compensation / Management Automation / Onboarding Tips Challenges Ways to Mitigate Challenges
  • 25. Onboarding • Automate as much as possible • Automating the first interview • Utilize training videos • Make the caller go through hoops • Spoon feed information • Try to have some sort of contractor or employee agreement in place • Think of it like spinning plates
  • 26. When to Not Hire a Virtual Sales Assistant • You are not close to running at full capacity • Your budget is extremely small
  • 28. SMART Sales System Sales Methodology Software Platform Professional Services
  • 29. SMART Sales System Sales Methodology Software Platform Professional Services
  • 30. SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
  • 31. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation • Library of Scripts and Templates • CRM Functionality • Email Automation
  • 32. SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
  • 33. SMART Sales System Pricing • Software - $49 per user per month (40% discount for annual subscription) • Sales Training – No cost on YouTube • Scripter Walk-Through (2 hour engagement to create your pitch) - $200 For $249, you will get a full library of sales scripts, emails, and tools
  • 34. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter