Phase 3

Frankly, we're in this business to make a lot of money; not at your expense, but by growing your business and making a lot of money for you. Our professional business-to-business telemarketers and appointment-setters are into it, and so, hopefully, are you. We also know the value of what we do (if we do it successfully); and that there's a huge difference between an $8/hour telemarketer who interrupts your dinner to sell you a credit card and a professional door-opener who can get you in to see the CEO of a Fortune 500 company next Thursday. Getting your outside salesrep to do effective prospecting like that is nearly impossible, but it's what we do best. Phase 3 is where it all comes together for the long term.

Trials can result in a number of outcomes. It's certainly possible that we can fail to generate any new business at all for you (which doesn't happen very often, and which would be a major disappointment to all of us.) We could generate too little business, or generate business that's not going to be profitable, in which case we might choose to part company. Or we can examine what happened and see if we can fix it. It doesn't happen very often, but, as we said, there are no guarantees.

Most often, we'd like to think, we do a great job, and we discover that we've developed a process that's extremely profitable for you, it's scalable (i.e. we can do more of it and get even better results,) and that even throws off enough margin at the end (i.e. when the leads close,) that the whole program not only ends up paying for itself, but it can be a major profit center and source of growth. That's where things get interesting, because if there's a way to use those extra profits to fund a commission, our guys will jump at the chance of participating.

Once we've proven that outsourced telemarketing can work, we try to switch to a compensation program that represents a true "win-win." That is, if the trial proves that JV/M's telemarketing can reliably feed your company's need for increased profitability and revenue growth, (and assuming that we get along well,) we may propose a switch to a pricing program that includes a performance-based incentive that can reduce your up-front cost and risk, enhance the results through incentives, motivate our people to do an even better job, and put more money both your pockets and (hopefully,) ours.

To be clear, we can't do any pure pay-per-appointment, or straight commission work -- as you can imagine, we get three requests like that per day -- but a reduced base plus an incentive approach is a nice way to lower your up-front costs, while motivating excellent performance.

The individual pricing structures available under Phase 3 vary depending on the appointment rate, the close rate, the length of the sell cycle, the margin available, and many other factors, but certain structures will make intuitive sense. To start, we have to go back to the fact that the great salespeople that we have at JV/M are not looking to work for their share of our hourly billing rate. But at the same time, you're also not looking to pay someone (us or an in-house person,) $40K or $60K a year or more "on the come." If the effort results in more profit than that, you might be willing to pay something like that, but on the back-end, not the front. Our incentive-based pricing structure is designed to bridge the gap, share the risk, and generate excellent results.

For planning purposes, assume that if we can get you where you want to go, we'd like to be able to earn what a good salesperson would get, assuming it's affordable. That may come in the form of a small monthly base plus a commission based on revenues or GP, or a draw plus commission, or per-appointment spiffs, or some other combination of quotas, targets and incentives. If you can afford more, great (we only use it to motivate our people to perform, so it's to your advantage to make it as appealing as possible;) if not, we still may be able to come up with something that works that you can afford.

The point is that JV/M can offer a flexible pricing structure in Phase 3 because we now know how to generate new business for you. We have a level of confidence in your ability to close, and in the market's demand, and you have confidence that we can find the business. We can then get about the business of riding the tiger.

Nothing requires that we switch to an incentive-based pricing plan. We can continue at an hourly rate, or you can purchase discounted blocks of time. But incentives are a great way to motive salespeople and reduce your risk. Overall, we find that incentive-based pricing provides us with the opportunity for a true win-win, and a long term partnership for growth, and we look forward to working with you in this manner.