Profile of Freelancer Вячеслава

Home Office: I see visiting the office not just useless, but hindering the making of profit. All direct sales, purchase of goods with reconciliation of price lists, attraction of partners and control of timely payments carried out exclusively through the phone, Internet and e-mail.
You: don’t pay for my office space and rent; I don’t spend precious time on the road, which will be invested in customer search and cold calls. I have fast Internet at home, a large 40’ monitor and a powerful computer, unlimited mobile communication (Beeline, Tele2) – all that is needed for a full-fledged productive work. I have only seen about 5% of my entire customer base in my life, which is proof of successful communication through face-to-face meetings.

Motivation: “The more calls, the more sales.” Don’t stand over my head and lash me in the office! I worked my whole life without a salary, only on a percentage of the sales I made. My incentive for steadily increasing monthly earnings (over 150 000 rubles a month) is to move from an apartment to a country house and purchase an SUV (Jeep Grand Cherokee).

My principle of work: there are 2 categories of people who consider cold calls to be an inefficient way of selling: some do not know how to call, and the second are these ingenious people who call and annoy them. I don’t look or think, but I pick up the phone and make a cold call to a stranger with the same ease I make to my mom or best friend. I do not use boring official phrases, and in no case do I feel timid, insecurity. My voice is perfectly intertwined with confidence, humor, technical terms and sometimes flirting (if I call a girl). A positive note in conversation always tends to encourage mutual communication at the other end of the line.

The formula for success is to fill the CRM database with contacts that I will call. To search for them, I use Yandex.search, Yandex.maps and various reference portals. That's what I spend the afternoon doing. The first half of the day is cold calls. The more, the better. The third step – sending a commercial offer – is the most important thing in the work to make a sale. If I am interested in a potential client by phone and find out the email address, then I prove by letter what I said on the phone. I write an Outlook letter with a background, the usual white color looks boring. The font is 14 size and by no means Arial, Times New Roman! We send a letter (not a subpoena, not a notice of bank debt from creditors), after reading which the client must give us money and consider us reliable business partners. Each paragraph of the text is separated by .PNG images – they are transparent, they have no background. If we write in the letter that “water boils at 100°C,” we put an image of a teapot with steam under the text. The ideal commercial offer is one that proves, like a theorem, the utility and necessity of our service to the customer. The last step is the easiest – call back a day or two after the presentation is sent to find out what decision the client has made. In case of refusal, I find out the reason and fight with objections until the victory.