How I built a 8 figure sales teams with outbound

In this video I'm going to be breaking down the exact steps that you, as someone who is calling people or managing people who are calling people for a living and calling leads in order to make sales needs to do in order to make sure that you have the most success possible. My name is Matt and I own a business called Dialer IO and I've done the, done the sales for about 165 different businesses. I've also run my own large outbound teams and now I own a dialer and I can see basically what everybody's doing. I have got of clients like Cole Gordon, Tony Robbins, Andy Elliott and lots and lots of other ones. And they all use my software in order to get higher contact rates and speak to more of their leads. And over the past sort of six to eight months of running this business, I've learned an awful lot about what are the effective strategies that you need to do in order to increase your outbound effectiveness. So number one is that you need to turn KPIs away from dials and towards time. So time is the factor that most people just do not use effectively. And what do I mean by that? So the number one thing that you can do in order to increase the revenue of your business, in my opinion, is increase your speed to lead. MIT just released a study where they took I think it was like 16 or 18,000 leads, tracked them all the way through HubSpot with multiple different businesses. And if someone was contacted in less than five minutes, they had a 100 times higher likelihood of buying in the end. And this is a huge metric that most people are just not even trying to fix. They have a system where a Slack channel, you know, they send a random thing to a Slack channel and then from there like they hope that the person gets to them and they're using Zapier and they don't even really know what the delays are. Instead of using webhooks or APIs or something that's more precise and this is the overall problem on my system we've seemed to have fixed that. But not everyone's on my system. So you know, I want to be able to give everybody the opportunity to fix it. So optimizing for speed to lead, what you need is time because you do not know when leads are going to come in. So if your reps are, you know, doing two, three hours a day, which they probably are, uh, if you don't have something that's doing screen recording or recording, you know, anything in particular of what they're doing, there's a great, a great company called Time Camp. Camp with a K. And what that will do is not a screen recorder, but it is a way that you can see where they're spending their time and what they're doing and hold them more accountable. And you can even put an hourly rate attached to them so you can see even what lead sources they're doing stuff on. So it's a really great software guy called Nick Fisher. Shout out to New Age Education was the one that got me onto that. And it's really, really good. I have it on my own computer as well. So getting more time, you know, you also need to space that out throughout the day. And if you're in the States, for example, you need to have EST all the way through to PST because you have leads opting in all the time but your guys are not on enough in order to actually hit them. So what you're doing is they're cherry picking leads or you have this like weird system of which you've frankenstein together but what you don't have is a roster that actually allows you to call people all of the time. Okay, so roster out and then have a system that heavily incentivizes the speed to lead. Right. And you will be doing your best to increase that. And again, if you can get them in less than five minutes, then that's going to give you statistically, according to recent studies, a 100x higher likelihood of having that person buy. Okay, the next thing that you should be doing is that you should be stop segmenting leads based off we weird things, weird subjective metrics like this lead source and this lead source and all that kind of stuff. What you want to do is you want to have a clear priority as to like how you contact leads, have a system and then have your agents and have your, your business set up to where you can like systematically hit things. I see a lot of people that are really trying to do really, really complex things, but they haven't, they haven't fixed or sorted out their simple. Do not go complex before you get simple. If you don't have a good speed to lead or a way of tracking that or a way of holding people accountable for that. Because you're using KPIs like dials. I can tell you right now you can fudge that instantaneously. I've seen dudes just go at that and just skip through a hundred leads in a day. I've seen people leave blank voicemails instead of actual having high talk time. And all of this is just to avoid working right? And this is a real problem. But you need to start, you know, setting up simple systems in which can scale up and not trying to go through these complex series of lead routing. And if this, then that and complex lead scoring when you don't even know if the people that are opting in are being called once a day, three times a day. Are you guys triple dialing? Are you like doing some crazy non TCPA stuff? Like, let's just keep it really nice and simple. Have some good solid KPIs. Make sure you have enough time in order to actually be able to call people. And you will be able to then have a nice good, simple system in which you can expand out from there. Okay? One of the next things is to have set openers for each one of your lead sources. So do not have the same generic opener every single time. It just doesn't work. It's not a good way of doing it. You want to be able to like use a lead magnet. People say lead magnet leads are bad. I think they're fantastic. I think that you can have really, really niche, really problem specific league magnets. Like if you go to dialer IO right now, you'll see lead magnets on a manager's guide to increasing attestation scores. This is very nich. Okay, but if I call you up and go, hey, this is just Matt from dialog. It looks like you downloaded our guide to increasing your attestation scores. Is that right? All right, cool, man. Like, what kind of sparked your interest in that? And like, why are your scores so bad, dude? What's going on? Right? And then like, that's a very specific lead. That person is in my demographic, otherwise they would not have downloaded it. Okay? So but you need to have a nice specific, you know, a nice specific script for that. Otherwise, like, it's just going to be generic and it's not going to work. Right? Next you need to do is track the following metrics. One is time, then dials, then pickups, then calls over 15 seconds, calls over two minutes. Okay? And then how many people are offered a next step, whatever that may be, and how many people accept it. Okay? Those are your essential metrics because you need to know your pickup rate. You need to know how much time you've got to make sure that people are being rostered appropriately and that you're actually having enough time in order to do it. You need to know what the like, rate of people that pick up to have a conversation over 15 seconds and two minutes and are actually offered because that's how you're going to tell your training apart. If someone's being told, hey, I'm busy, can you call me back later? I don't pick up the phone when I'm busy. So if I'm picking up the phone, I have at least a couple minutes to spare. And so it's just something that you're doing. Like it's. It's just a you thing. Okay. And the more you realize that, the more that you can try and fix it. So if you're tracking those metrics, then you should, then you're at least you're in a position to be able to, you know, to be able to get the data that you need in order to make your setters better. That's why in Dialogue IO, all of the dispositions that we have are set out for that and all of the filtering we have so you can actually make guys better. The last one that I'm going to say is stop dialing leads so much that, like, it's ridiculous. Like, dude, she's just not that into you. Get over it. It is what it is. She doesn't like your face. Okay? If you've dialed someone 15, 18, 20 times, like, the chances are they're just not a demographic of person that responds well to phone calls. They don't know it's you calling unless you're using like branded caller IDs, but they don't know it's you call. So, like, they're just not a person that's good to call. That's why you have text and email and other mechanisms of getting a hold of people. Right. Or you could do book a call retargeting, stuff like that. What you don't want to do is just dial people 50 times for absolutely no reason so that you can pretend that you're keeping your team busy. It's not the way that it works. All they end up doing is you end up having this skewed metric where you have a bunch of people called a lot and a bunch of people that are barely called. And that's because, like, you're not rostering in the times and the segmentation. Everything's too complex, right? And you're calling people way too much. I can see that the efficacy of dialing people past 10 dials is extremely inefficient. The pickup rates are low and the set rates are very low and the sale rates are very low. And the reason for that is if you have a hundred people and on day one, 20 of them pick up. Now you've got 80, but you removed 20 of the people that would have picked up. So let's just say there are 40 people or 30 people in that mix that will never pick up the phone. So now you're going from 100 to 70 and you've got 20 of them day one. Now you've got 50 left, right? And then you're like, no, but I've got 80 leads. No, you don't, mate. Like, you just. There's a percentage of people that will never pick up the next day 10, pick up the next day 8, pickup the next day 7. So what you're doing is you're left with a pool of people who are statistically unlikely because of their personal characteristics and trait to answer an unknown phone number. Now, there are ways at dial that we can try and combat that with like branded caller IDs and 1, 800 numbers and certain pattern trips and stuff like that. However, those are not easy to do in other systems. But also, like, even doing all that, it's not an extraordinarily effective use of time, whereas speed to lead is. So I'd rather have a setter doing nothing for 10 minutes, right, sitting there like this, and then a lead comes in. Boom, they get them, right. That is a better use of time than them sitting there calling the living out of everybody a thousand times. It's a stupid way of doing it, so stop it. All right, guys, this is going to be like a low edit. I'm going to try and do some sort of daily upload thing or every other day where I just give you guys as much value as humanly possible. Hope you like it. Make sure you like subscribe. Hit notification bell. If you want to increase your contact rate, go over to dialer. And if you want to do sales training with me, go down below. And I've got a thing. It's like 50 bucks a month. Okay, bye.