Originally Posted by Roy2015
Thanks guys for the responses. I was thinking of just starting with 1 telemarketer at 20-30 hours per week. Then hopefully if I can close at least 10% then at 1 lead per hour I will sell 2-3 per week.
Are those numbers accurate as to what to expect working with a telemarketer? They should generate about 1 lead per hour and I should close at least 10%? I have heard that 5% is a standard closing rate for telemarketing leads that you buy, but should I expect a higher close rate b/c I am in control of the script and I have more screening questions?
I have a team of about 40 telemarketers I manage and I thought I would try to give you a little insight on some of the numbers you mentioned in your post.
Lead generation per hour can vary quite a bit. If its a good area you could generate 2 or 3 leads in an hour. If its a bad area you might generate 2 leads after calling all day. Here are a few of the variables to keep in mind:
How long is the approx. successful phone call? 1 - 2 minutes? 5 minutes? I live by the philosophy that LESS is MORE
when developing a cold calling script. Some people may debate me on this but I think with a longer qualifying script I still would never ask more than 2 or 3 questions. The purpose of a telemarketer is to generate interest, not complete the sale for you.
This is another big variable. Some areas are very receptive to cold calls - others not so much. I always recommend targeting more rural areas, you should have a much higher success with both lead generation and with sales in the rural areas. If you are telemarketing for Medicare Supplements you can actually take advantage of the heat map I have on my web site located HERE
I have hired telemarketers from literally all over the world. Here in the US, Jamaica, India, Pakistan, and the Philippines! While it may seem ideal to have someone here in the US do your cold calling for you, it can be difficult to keep someone motivated on the phones while trying to pay them an entry level wage. I would highly recommend hiring someone in the Philippines - they are familiar with US culture and speak English well! I get asked all the time about the "accents" which admittedly some of my telemarketers have - and its really a non issue. I just called my bank (JP Morgan Chase) last week and I was immediately transferred to a call center in India. Did the representative have a slight accent? Yes. But I was able to accomplish everything I needed without a problem.
Closing percentage will vary - I have seen some agents close as high as 20%. If I was going to write a business plan I would estimate 5% closing rate and anything you close above and beyond that would just be gravy.
Best of luck!!!