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The Best Ways to Create Predictable Revenue

What is the best way to build predictable revenue? According to one of my favorite books, it all boils down to systematizing your sales process.

“Predictable Revenue” is a fantastic book by Aaron Ross and Marylou Tyler. I recommend it to all of my clients. One of the main lessons I’ve learned from this book is how to systematize your sales process.

If you want to grow your business exponentially, you need to delegate certain duties and replace yourself in certain roles.

For example, if you don’t like prospecting, hire someone to do that for you. Not into lead follow-up? Find someone to take care of that for you. That way, you can dedicate all of your time to meeting with clients and closing deals.

Your lead follow-up system should be systematized to the point where it reads like a recipe.

A lot of clients have trouble letting go of managing every part of the sales process. However, it’s important that you trust your team members and hire people who will do the things you don’t like to really well. Look for a detail-oriented person who complements you.

If you don’t like cold calling and finding new opportunities, or you don’t enjoy following up with leads, find someone who is really good at following instructions and systematizing their day.

Again, it can be difficult for you to delegate at the beginning. However, once you see your calendar stacked with appointments and your business starts doubling—or even tripling—it will get easier.

We’ll handle outbound prospecting so you can focus on growing your business.

When you work with 1000 Calls A day, we handle the outbound prospecting for you. We call thousands of numbers a week to get those verbal opt-ins to add to your sales pipeline. I always recommend that you hire one person inside your office to take care of the lead follow-up. They will be more focused and able to convert leads at a higher level than you could on your own.

Ultimately, systematizing your sales process will give you more time to do what you do best.

If you have any questions or would like to learn more about 1000 Calls A Day, give me a call or send me an email. I would be happy to help you!

What’s the Difference Between a VA and an ISA?

What’s the difference between a VA and an ISA? Can’t one person handle both duties?

What is the difference between a virtual assistant, also known as your dedicated outbound prospector, and an inside sales agent?

I speak with a number of business owners who think that it’s best to combine the ISA and the VA role. However, there are a few reasons why that’s not the best idea.

It’s very common for people to get VAs and ISAs mixed up, but they are actually two very different roles.

Some business owners want to do their own lead follow up while producing, and others want the VA to handle lead follow up for them.

The problem is, neither of those options are sustainable if you want to systematize your sales process and create predictable revenue.

Your VA will identify opportunities to keep your ISA busy.

When you do lead follow up on your own or have your VA handle it, there is usually a point of diminished returns about three to six months later. Why? Your prospector isn’t prospecting because they do lead follow up 90% of the time, or you’re not doing your lead follow up because you would rather be out in front of consumers to grow your business.

In order to truly systematize your sales process, you need these two separate roles. VAs will identify the opportunity, add it to your sales pipeline, find the motivating fact, get them to verbally opt-in to be contact by an agent, and market-qualify the lead.

Your ISA is the person who spends the bulk of their time on the phone with your leads, teeing them up so that you can sign a contract with them.

The ISA’s job is to build rapport. They spend more time with your leads than anyone else in the sales process. I always recommend that our clients have an ISA in the office responsible for nurturing, educating, and converting leads. At 1000 Calls A Day, we take care of adding new opportunities to your pipeline and keeping your ISA busy.

If you have any other questions or would like to learn more about 1000 Calls A Day, just give me a call or send me an email. I look forward to hearing from you!

Only the Best Virtual Assistants Work With Our Clients

We put our virtual assistants through rigorous screening to ensure that we only provide the best help to our clients. Out of every 60 applicants, only about five will pass our test.

How do we at 1000 Calls A Day find the best virtual assistants for our clients?

First of all, we hold our applicants to a very high standard of quality. Out of the 60 applications we receive every day, only about five typically make it past this initial screening.

From there, we show the remaining applicants what to expect out of a typical day-in-the-life of one of our virtual assistants. By showing them what to expect, giving them basic scripts and roleplay assessments, as well as having them shadow our tenured virtual assistants, we do all we can to ensure that they are fully equipped to do the most for our clients.

We truly only take the best applicants to work for our clients.

Once applicants have made it this far, we like to make sure that they have updated software and computer systems as well as a stable Internet connection.

They then move on to a more difficult segment of our roleplay assessment. After they pass that, they become one of our virtual assistants.

We truly only take the best applicants to work for our clients.

To learn more about how to grow your business, or if you have any questions, feel free to give us a call or email. We look forward to hearing from you.