SYS 036: How To Outsource Your Sales Calls- Interview with Robert Poole

Steve is joined by Robert Poole who specialises in helping small businesses sell to other companies. Together they discuss the value of calling people over the phone to help sell your business, why it is important to tap into the emotional side of marketing and why systems are critical to your business’ growth.  KEY TAKEAWAYS  For a small company when you begin to make some revenue it makes sense to outsource somebody to cold call because let's face it, most people aren’t at that level. You can get brilliant results by making direct contact with companies and this technique is still as brilliant today as it was 20 years ago.  Having clarity on who your target audience is is very important. Narrow down your dream audience very specifically before you begin to call potential clients. Whilst, social media marketing is beneficial and effective in some scenarios, one of the benefits of calling people is that they have to make a decision right there and then. We’re so separated from person to person communication and so over the phone and via video is a very effective way as people appreciate they are talking to a human versus talking to an online machine.  You’re 70-80% of the way to getting a sale when you go through all the marketing aspects of the phone call first. It is a lot easier when dealing with somebody who knows what they want and what you offer. The sales aspect is about urgency and helping them get over those final questions.  All sales and marketing is emotional. In the B2B world, there is a misconception that emotion doesn't come into it which is simply not true. We are all emotional beings and so we need to tap into that.  Systemizing things is so critical. Everything has to be duplicable and repeatable, you cannot depend on a person's skill set, you have to have those systems in place if you want to grow. If something is not systemise-able, then it is not worth doing, just because you are a one-man show does not mean that you don’t need to systemise things if you want to grow.    BEST MOMENTS  “We started as a company because we needed to expand our cold calling.” “With the right business at the right time, the time to get started is now.” “We’re all emotional beings and so we need to tap into that emotion” “Systemising things is so critical.” ABOUT THE GUEST  Robert Poole “Do you have a small business that sells to other businesses? If so, you probably know that there are plenty of resources for companies that market to consumers or companies who sell to large, Fortune 500 type companies. But what about the small businesses in the middle who sell to other companies. Where do we go to get answers? How do we grow our companies consistently while still keeping our sanity? That’s the question. Roberts Contact Details Website: https://www.salesdouble.com Email: [email protected] Facebook: facebook.com/b2bRobert VALUABLE RESOURCES Facebook Group: https://www.facebook.com/SystemsAndOutsourcing/  Website: https://systemsandoutsourcing.com/welcome-1  YouTube: https://www.youtube.com/c/drsteveday   ABOUT THE HOST Steve used to be a slave to his business but when he moved to Sweden in 2015, he was forced to change the way he worked. He switched to running his businesses remotely and after totally nailing this concept he decided to spend his time helping other small business owners do the same. Steve’s been investing in property since 2002, has a degree in Computing, and worked as a doctor in the NHS before quitting to focus full-time on sharing his systems and outsourcing Methodology with the world. He now lives in Sweden and runs his UK-based businesses remotely with the help of his team of Filipino and UK-based Virtual Assistants. Most business owners are overwhelmed because they don't know how to create systems or get the right help. Our systems and outsourcing Courses and coaching programme will help you automate your business and work effectively with affordable virtual assistants. That way, you will stop feeling overwhelmed and start making more money.    LinkedIn: linkedin.com/in/b2brobert/ Top 10 Secrets for Small Business Owners Free E-Book: https://www.growyourb2bcompany.com/onesheet48178662