Telesales for Printing Company

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Douglas M. has already sent a proposal.
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Experience Level: Intermediate
We require telesales agents to work in conjunction with our in-house staff, selling business stationery to UK solicitors. We are a friendly family firm and any candidates must reflect that ethos/culture in their approach.

Successful candidates will be supplied with contact details and sales back-up support, i.e. scripts/frameworks, design service, postroom facilities, technical assistance.

In return we require daily reports (Excel) and obviously sales. This project has been piloted and candidates can expect a good return on their sales skills.

Test results are as follows:
For every 100 solictors phoned 10% are interested in buying from us.
For every 100 solicitors interested in buying from us, 70 do.

That is a sales success rate of 7%. To gain that success rate you would need to phone each solicitor 4 times on average.

Each sale obviously varies but the average sale is £350.

Commission on each sale averages out at £50 for the first sale.

Once a new client is on board we also pay for repeat business.
The next two orders from the same client would result in commission of £25 per repeat order.

This means that each new customer should result in total commission of £100 payable in three installements over a rough period of 9 months.
It is worth mentioning that the repeat sales will be handled exclusively by our in-house team.

In summary the figures are:
4000 solicitors x 4 calls on average = 16000 calls.
16000 calls results in 400 solicitors requiring free proofs from our designers.
400 proofs x 70% success rate = 280 orders.
280 orders x £50 initial commission = £14,000.
280 orders x 2 return orders = 560 orders x £25 commission = £14,000

A word of caution for all freelancers is that each solicitor is only likely to order stationery three or four times a year. If they are not ready to order within a week or two we have found that repeated calls are a waste of time. This sales opportunity will require patience before success is seen. A couple of weeks finding out when each target is ready to order is paramount to the success of this project. Good record keeping will then allow the freelancer to maximise their time and make sales. My estimate is that once the initial round of calls has been made the above commission would not take any more than 200 hours to complete.

In total our company requires 500 new customers over the period of 12 months. Once that has been achieved we would look at the situation again and see if we wanted to continue the process.

Thank you for your consideration and I look forward to all questions and bids.

Scott McGregor

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