Are you a business owner that is too busy running your business to find any time to grow your business? I have spent over 10 years as a sales person in many different industries implementing many different strategies; from door to door sales to integrated multinational campaigns employing staff in many time zones.
In this course I will teach you to use the same tools I use for my clients to move business processes offshore quickly and reliably. By learning to leverage global labour markets you will be able to grow your business faster than you ever thought possible.
All you need are the RIGHT TOOLS and the RIGHT PEOPLE
The truth is:
Whether you're in a real-world service business, an online company, or you're selling products, this strategy can work for you.
Do what the big boys do: build a sales team to do your sales for you. Even if it's just you right now, you can use this system and:
The tools are easy to use. Take this easy-to-follow course now - and build a sales team for your business now!
The goal of this course is to teach you to build an outsourced sales team to increase your bottom line.
In this opening lecture I'll cover why this strategy works even if you're a small company, as well as introducing the four components of the strategy:
A brief introduction to who I am and how I've used this strategy in the past. I briefly discuss 3 business types I've had success with so you can start to see how this program will work for you.
The first of several case studies that will give you a good idea of how the system works alongside your business and other marketing efforts.
The first business type we'll look at is a Building Services Company. This was a long-term, relationship-building project that generated over $1 Million in revenue for the company.
The second case study is for an online event listing social media pre-launch campaign. The site wasn't finished being built, and we generated over 500 business sign-ups before they went live.
This case study uses a hypothetical new product and I'll show you how you could use our calling strategy to get this product into as many hands as possible. By mixing our sales strategy with email marketing and a product sample, we can really make our prospects pay attention to us.
In this lecture we'll cover:
An introduction to the 4 main tools you'll need to make this strategy work:
A summary of Section 1 - you should now know where we're going with all of this
This section 1 assignment will help you start thinking about your specific business situation and imagining how this strategy could work for you.
In the next several lectures we'll go in-depth into CRM (Customer Relationship Management) systems - the cornerstone of this strategy. We'll cover the advantages of using a CRM and what you should look for to make sure you pick the one that's best for you.
You'll learn why a simple spreadsheet just won't work and my personal choice for a functional, easy-to-use, cheap to run CRM.
I also cover some other considerations you'll want to make when choosing the right CRM for you.
A Screencast of my CRM of choice. If you've never seen a CRM before, this will be a quick way to familiarize yourself with what they are and how we'll be using them.
If you HAVE used a CRM before, this will be a quick way to see how another option works and compare features.
We'll go through how the CRM is organized (contacts, organizations, etc.).
Every CRM organizes and categorizes leads differently. We'll look at how Insightly uses organizations (companies) and contacts (people in those companies) - how they're linked in your CRM and why having good data to start with is crucial to your success.
By understanding the relationship between organizations and contacts, you'll be able to start planning out your own sales campaign as it relates to the type of leads you have.
To import a large number of leads into a CRM you need a properly formatted lead import template. Insightly has some available to use, linked here.
Note: Every CRM imports leads differently. If you're using a different CRM, find a template made specifically for that system to make your life easier.
This PDF compares 40 of the top CRM software options. Use it to compare offerings and help narrow your choices down.
Use the lead template provided above. This lecture will show you exactly how to:
No client database is every "finished". You'll be constantly getting new information and updating records. This lecture will show you how to edit contact and organization records so you're always up to date.
Tags are a CRMs best way of organizing, grouping, and monitoring your leads. I'll show you how to add, edit, and bulk-change your tags.
I'll also discuss some of the tagging strategies I've used in the past, including tags for:
Tasks are the ONLY way to make sure nothing falls through the cracks. Every call-back, follow-up action, or any other part of your sales process needs a task to remind the right person to do the right job at the right time. We'll go through how tasks are linked to the rest of your prospect information and how best to use them.
A summary of CRMs and some final thoughts before moving on.
This assignment will help you start looking into CRMs and focusing on your specific needs.
In this first lecture about file repositories, we'll talk about how a good cloud storage solution is one of the fundamental tools for this strategy. You'll learn about how creating 'living' documents that automatically sync with your team means they're always up to date.
You'll also learn how to keep track of your freelancer's work by gathering call recordings.
We'll go into detail with my two favorite options: Dropbox and Google Drive.
A quick summary for the section before we move on.
For our file repository assignment you'll set up both Dropbox and Drive accounts and get everything ready for your first contractors.
A virtual phone system will let you add phone numbers instantly with no equipment required. The benefits of a virtual phone system (one that doesn't require actual phones, simply an internet connection and a headset) are:
We'll go into detail with my phone system of choice and compare it to one you're probably already familiar with: Skype.
Skype is quick, cheap, and easy to use, but is also seriously limited when you're looking at expanding your team.
My choice, Line2, is affordable, expandable, and does everything you need.
A list of alternate phone systems for you to compare.
For this section's assignment you'll research available phone systems and choose the one that's best for you.
oDesk is one of the largest online portals for matching freelancers with clients like you.
In this introductory lecture we'll cover:
We'll use a specific project (designing new business cards) to go through how to:
In this lecture we'll go through the process of posting your first job. We'll cover different posting strategies and I'll discuss what I've tried and what worked best for me.
By the end of this lecture you will be ready to post your first job.
Once you've posted your job, it's time to interview applicants. We'll go through actual job applicants and review their profiles, previous job feedback, and more to determine who deserves an interview.
Some thoughts on relationship building on oDesk and how to act in general.
I also discuss oDesk's feedback system and how to deal with bad hires.
In this section's assignment you'll post your first job to oDesk and hire someone to do it!
I'll show you exactly how I build cheap lead lists by making it as easy as possible for my freelancers.
You'll learn two ways to get your lead list built:
A quick summary of the course as a whole up to this point.
You'll create an oDesk job posting for lead research. You'll hire someone to do the work and end up with a filled out import spreadsheet ready for your CRM.
We've already looked at a bunch of freelancer profiles in the last section. Now we'll do the same but focusing on salespeople.
Many people who advertise phone sales experience on oDesk are misrepresenting themselves, so we'll cover how to watch out for that to make sure you're hiring the best.
Learn some of the hiring strategies I've used and how to narrow your search down to the best salespeople.
We'll then start going through the filtering/interview process, including:
Summary for this section.
For this assignment, start browsing salespeople on oDesk and, if you're ready, create a job posting to start interviewing.
An introduction to the 4 areas of training you'll be focusing on.
The 4 areas are:
In this lecture we focus on #1. You'll learn how to map out your sales process so that you're ready for the next step (writing your call script)
With your process mapped out, you're now ready to write your call script. You'll learn how to listen to recordings to be constantly updating and modifying your script so every day is more effective than the last.
Your training documentation will determine how much work you have to do down the road and how long it will take for new freelancers to get up to speed. I'll outline what your training material should include so you know what you have to do. This includes:
You'll learn the single most important training strategy I've ever used to constantly improve your team and your process.
The idea is to identify one MAJOR aspect of a freelancer's call that can be fixed for the biggest improvement.
I also briefly discuss team training.
The end of our training section (and most of the course!)
Time to get started creating your training materials.
Our last lecture and a final summary of the course.
This blueprint is a start-to-finish checklist so you can make sure you've taken every step necessary to launch your first outbound sales campaign.
I've been working in sales for over 10 years - everything from door-to-door to call centers to being a one-person sales and marketing department for a wide variety of companies.
I've personally sold millions in revenue, and run a company that builds customized outsourced sales teams for small businesses - Dragonfish Sales Solutions.
Some of Dragonfish’s successes include:
My passion is using the right tools to quickly and cheaply build systems to help smaller businesses develop a competitive advantage.
I’ve done it for my clients, now I’m doing it for you.