Going Cold For First Time In 4 Years

15 years ago

Sure. Here is how to get past the GK.

Take the GK's name and use it. Ask for the owner. They say no. Ask when you can call back. Ask if they have a private email address. They may give you one. Use that...

Call back in two days, ask for the owner by first name, about the email you sent him to his personal email address (xyz@yahoo.com)...

Mubarak

Thanks

Signature

Minisite Design

{{ DiscussionBoard.errors[987698].message }}

GuerrillaIM

15 years ago

Hi Mubarak,

Yes, that is a good tactic. One angle I have used before is to say that I am calling up to refer business to them and I own my own company. Then when they get on the line I introduce myself and say I'm doing a bit of networking and wonder if they want any business I can put their way. Usually they are quite happy at this idea and then open to talking about doing the reverse.

Good idea, lets keep them coming. I will try them all I promise! (yes even comical ones if you have any, I need to keep myself entertained while doing this)

Thanks

{{ DiscussionBoard.errors[987722].message }}

GuerrillaIM

15 years ago

Been calling this morning. Made 1 appointment for a chump change deal.

Getting some strange (and rude) reactions out of some people. Anyone got some killer techniques to share with me?

Thanks
1 reply

{{ DiscussionBoard.errors[989516].message }}

Vikuna2009+

15 years ago

I'm in a similar situation due to the fact that real estate is sooooo slow right now. Here is my contribution:

1. Offer to do something for Free in exchange for a free 15 minute consultation, either by phone, email or preferable in person.

2. Are they on google maps? If so, is it fully loaded (meaning 10 photos and 3 coupons besides their address and phone). Also, recommend that their customers can do reviews (design a tiny flyer that they can give their customers when they pay).

3. Set them up with Google alerts, important to be able to see what people are saying about them on the web.

4. Enter their website into getlisted.org to see if they are listed in google, yahoo, msn and best of the web. These are all free too. More exposure, more money for them.

5. Use website grader to see how their website is doing, most likely they would need improvements.

6. Use Microsoft Photo Story 3 (free download) to create video slide shows that you can use to upload to Youtube (you would need a code from papajohn.org in order to do so, also free).

7. Use tubemogul.com to upload to another dozen or so video channels.

8. Set them up with an aweber.com auto responder. You open the account for them, you keep control, charge $50-$150 maintenance a month and extra for each email that you write. Collect email addresses from them on a bi-weekly schedule.

9. Offer article marketing with links back to their website (think ezine, squidoo, hubpages etc.).

10. If you can afford it, buy some wso's (Maria's mindmap would be good).

Hope this help, take care, Eva

[ 3 ] Thanks
2 replies

{{ DiscussionBoard.errors[989804].message }}

liza31n 15 years ago

I guess it's one of the financial crisis effect around the world.Recession makes the business world slow and things get rough.I suggest keep things work,don't give up and take this as a challenge you can surpass.
- Thanks
- 1 reply
{{ DiscussionBoard.errors[989839].message }}
- ExRat 15 years ago
  
  Hi GuerrillaIM,
  
  I'm going to be sat in my office, on my own, with just a phone to keep me company
  
  I don't know what occurred after the last thread where you mentioned the team leader/manager problem - did you sack/replace them? Has the whole team gone?
  
  Because if you still have the team, I was going to suggest killing two birds with one stone - you 'become' the team leader, and sit with the team making the calls - perhaps with them doing the same. That way, they get to see you hammering the phone and vice versa - you get to keep an eye on them and possibly pick up some tricks.
  
  That was a decent solution to the first thread (although it may not have been possible) and could help to solve this problem too.
  
  I presume you have spoken to your colleagues and business network and innocently dropped into the conversation that you are 'expanding' this area of the business and would appreciate the nod (drop a 'drink') on any openings passed on from their business network?
  
  Not sure if any of this will spark any ideas, as it's hard to advise without knowing how you run your business, but hope it helps in some way.
  
  Thanks
  
  Signature
  
  Roger Davis
  
  {{ DiscussionBoard.errors[989958].message }}

competitive

15 years ago

I am in real estate aswell and it is so slow its unbelievable. I am now using my computer with a system that I came across. I am now making hardcore cash about $330 everyday just sitting at my computer, guess what my next sales page will be!

Originally Posted by Vikuna2009+

I'm in a similar situation due to the fact that real estate is sooooo slow right now. Here is my contribution:

1. Offer to do something for Free in exchange for a free 15 minute consultation, either by phone, email or preferable in person.

2. Are they on google maps? If so, is it fully loaded (meaning 10 photos and 3 coupons besides their address and phone). Also, recommend that their customers can do reviews (design a tiny flyer that they can give their customers when they pay).

3. Set them up with Google alerts, important to be able to see what people are saying about them on the web.

4. Enter their website into getlisted.org to see if they are listed in google, yahoo, msn and best of the web. These are all free too. More exposure, more money for them.

5. Use website grader to see how their website is doing, most likely they would need improvements.

6. Use Microsoft Photo Story 3 (free download) to create video slide shows that you can use to upload to Youtube (you would need a code from papajohn.org in order to do so, also free).

7. Use tubemogul.com to upload to another dozen or so video channels.

8. Set them up with an aweber.com auto responder. You open the account for them, you keep control, charge $50-$150 maintenance a month and extra for each email that you write. Collect email addresses from them on a bi-weekly schedule.

9. Offer article marketing with links back to their website (think ezine, squidoo, hubpages etc.).

10. If you can afford it, buy some wso's (Maria's mindmap would be good).

Hope this help, take care, Eva

Thanks
3 replies

{{ DiscussionBoard.errors[995530].message }}

Vikuna2009+

15 years ago

Originally Posted by competitive

I am in real estate aswell and it is so slow its unbelievable. I am now using my computer with a system that I came across. I am now making hardcore cash about $330 everyday just sitting at my computer, guess what my next sales page will be!

Well, I shared my limited knowledge and good for you for making the $330 a day, just sitting at your computer. A share though, would be nice

!

Thanks

{{ DiscussionBoard.errors[995641].message }}

GuerrillaIM

15 years ago

Originally Posted by competitive

I am in real estate aswell and it is so slow its unbelievable. I am now using my computer with a system that I came across. I am now making hardcore cash about $330 everyday just sitting at my computer, guess what my next sales page will be!

Umm... Maybe you charge people to know how to make $300/ a day and make $300 a day doing it?

Thanks
1 reply

{{ DiscussionBoard.errors[995656].message }}

Vikuna2009+ 15 years ago

Originally Posted by GuerrillaIM

Umm... Maybe you charge people to know how to make $300/ a day and make $300 a day doing it?

Not $300, $330 !!! Yep, sure would like to know :confused:
- Thanks
- 1 reply
{{ DiscussionBoard.errors[995703].message }}
- John Durham 15 years ago
  
  Hi GuerrillaIM,
  
  I have alot of experience in running telemarketing operations. I can help.
  
  A: Focus on "mom and pop" businesses with 3 employee or less that do over 1 million per year in income, because in a small mom and pop business the owners are rarely standing more than 10 feet away from the person who answers the phone. The GK in these companies is generally the owner themselves
  
  B: Hone in on them by using "sales genie" or some comparable telemarketing list service. With most reputable telemarketing list programs, you can create your own custom list based on the numbers of employees, sic code, number of years in business, income, geography... you also get email addresses and fax numbers. Sales genie is a bit pricey but a comparable service is http://www.goleads.com , and you can get that for only 10 bucks per month!
  
  C: Use only one TSR (employee) on a part time basis, and have them sit there for 8 bucks and hour and cold call your list of business owners for less than 200 per week, offering free consultations and setting appointments for you, if $200 bucks a week is an option. If that is NOT an option, you should still have no trouble getting through to owners by yourself, with that type of call list.
  
  The pitch itself is a smaller issue, the KEY is the "LIST".
  
  If you generate a good call list of million dollar business owners, with less than 5 employees, in any niche you want, then the owner himself will answer the phone 60% of the time, and if there is another gatekeeper, they usually just hand the phone right to the owner.
  
  On the other side of the coin:
  
  If you are focusing on businesses with 15 employees or higher, then gate keepers are a problem, but honestly in the web design field there's no reason why you should have to focus only on HUGE businesses. 80% of these mom and pop businesses do 1-2 million per year or more. You can also focus your list only on businesses with less than 5 employees , who do over 5 mil per year if you want.
  
  You should make enough money off mom and pop operations within a few weeks to put you back in the game.
  
  There isnt any reason why these "5 employee" type companies would generate any less profit for you than a 15-20 employee company.
  
  If you are chargin 5-10k for a website, then these mom and pop businesses have just as much potential to deal with you and are much less hassle to deal with.
  
  Best part is that it doesn't take a "board meeting" for them to make a decision and lay a check on the table.
  
  Hope that helps!
  
  Thanks
  
  {{ DiscussionBoard.errors[995751].message }}

joshril

15 years ago

Originally Posted by competitive

I am in real estate aswell and it is so slow its unbelievable. I am now using my computer with a system that I came across. I am now making hardcore cash about $330 everyday just sitting at my computer, guess what my next sales page will be!

So are you trying to butter us up for a WSO? I don't understand this post...

Thanks
1 reply

{{ DiscussionBoard.errors[996479].message }}

Vikuna2009+ 15 years ago

Originally Posted by joshril

So are you trying to butter us up for a WSO? I don't understand this post...

Totally agree! Here we are, sharings specifics to help one and another out and all we get is the "great" information that you somehow managed to find a way to make $330 a day, but no specifics what so ever. Not even a hint.

Come on man, spill your guts, lol , we are ALL dying to now. At least give us a hint !
- Thanks
{{ DiscussionBoard.errors[997366].message }}

GuerrillaIM

15 years ago

Hi Eva,

The idea for setting up on google maps and google alerts is a GREAT idea! I'm going to test it out tomorrow. I had quite a good morning so spent the whole afternoon putting together quotes and paperwork. If it goes well I will defo sort you out.

Hi ExRat,

I had to go through proper procedure. The manager has been with us for 2 years so I suspended him and another member of staff pending interview. After interview I let 1 member go and demoted the manager to salesperson again.

Funny you should suggest becoming teamleader as my business partner has done just that and we have seen a big improvement. It will be a few months at least though before the money comes in from new deals going on the board.

My business partner used to work in same office as me but now I'm all alone, which is not bad because the sales room can get a bit noisy.

I called round my pool of contacts but its a lot shallower than it used to be. I've signed myself up for some networking events so hopefully this will turn up trumps.

Didn't have a bad day in the end. I got a few hopeful quotes out and managed to sell and get payment for:

1 Page websites,
Website Update (about 25 billable hours),
1 PPC campaign creation (with monthly management fee),
Landing Page Design for PPC campaign,
Years website hosting.

It still feels like chump change but hopefully I can generate enough cash to be able to afford some advertising.

I'm contemplating doing a direct mail to all the local companies but its a minimum order of £500 from listbroker + postage & printing which isn't cheap really. I haven't been too successful with direct mail before so I'm a little cautious on this.

I think I might smash the phone for a few weeks and then put all profits from this into PPC campaign for software development. I just need 1 good project to sort me out but I don't have the usual buffer of money in the account that would let me advertise for a couple of months without seeing an instant return.

On monday I'm going to make it my goal to offer 100 companies free setup on google maps & alerts. I will make them answer my opening questions before they get anything so will hopefully have a foot in a few doors.

Wish me luck

Thanks

{{ DiscussionBoard.errors[990632].message }}

GuerrillaIM

15 years ago

I've been thinking this over for the last hour or so. Am I approaching this from the wrong angle? Should I be spending my time approaching companies whose customer base want web design?

So far I have thought of contacting companies that register the paperwork for new businesses. Are there any more that might be good?

Thanks
1 reply

{{ DiscussionBoard.errors[990918].message }}

Killer Joe 15 years ago

I co-owned a company years ago where I had 6 telemarketers working the phones to make appointments with business owners. My job was not telemarketing, but I was their boss, so they had to do what I wanted them to do.

One day during a sales meeting one of the telemarketers said something along the lines of "Well, it's easy for you to pontificate about what we should do, but we don't see you on the phones trying to get sales."

I thought about it for a moment and agreed. So I manned one of the phone stations for a week. I tried every openeing line they used, and I sucked beyond belief.

But then I stumbled on this opening line...

"Hi, my name is (insert your name) and I have a service that can (insert your main benefit). Is that something you would be interested in?"

Every answer was the same. Three seconds of silence, and then a yes. I set more appointments that week than all six of the others combined.

It worked great for getting past the gatekeeper, too. I would slightly change it to "Hi, my name is (insert your name) and I have a service that can (insert your main benefit). Is that something (insert business owners' name) would be interested in?"

It's very hard for a gatekeeper to make a decision along those lines so they would almost always pass the call through.

The secret is in asking if that is "something they would be interested in".

I don't know if this will help you, but our sales skyrocketed from that point forward.

KJ
- [ 2 ] Thanks
Signature
{{ DiscussionBoard.errors[990993].message }}

jasonl70

15 years ago

My business partner used to work in same office as me but now I'm all alone, which is not bad because the sales room can get a bit noisy.

when I read this, the first thing that came to mind: if this hinders you, perhaps it hinders your sales team as well? Managers seem to pefer this environment, because it strokes the ego and makes them look good/important to their boss - after all, look how busy everyone is? But it's not always what's really most productive and best for the company. just something to think about once you get some time to breath and reflect some...

Thanks

Signature

-Jason

{{ DiscussionBoard.errors[991373].message }}

GuerrillaIM

15 years ago

KJ - I like the angle. I'll try to think up a good benefit to open with.

Jason - It hinders me more because I have to put together quotes and do paperwork and stuff. A noisy sales room for me is a nice thing, as long as it is the noise of work. I wouldn't be happy if it was quiet.

I have worked in noisy sales rooms a lot so it doesn't really bother me, but its nice to have my own space and a door I can close if I need a little peace and quiet.

A bigger problem than the noise when working in the salesroom is all the distracting questions that get thrown at me. If they have to come to my office then its usually something that warrents my attention, if I'm sitting next to them they just ask questions it seems for the sake of it.

Thanks

{{ DiscussionBoard.errors[991449].message }}

Sheila

15 years ago

Offering a free video is an easy lead in to sell your other services. Have you done any work with video? The reason I ask is because Animoto videos are quick and easy to create. You don't even need a video camera - just a few images plugged into the Animoto software, which provides the music and animation. And the videos are very professional-looking. No one will know it only took you 20-30 minutes to create a "commercial" for the business, and the video has a high perceived value (at least $500-$1200).

Since the business owners will be grateful that you just gave them a free commercial on 23 channels (they don't know you used TubeMogul) they'll be more receptive to you doing other work for them at reasonable rates. Btw, it only costs $99 for 3 months at Animoto.

When you call, offer the free video to introduce your services, no strings attached. Then ask them "How's business?" Once the business owner starts talking, you'll be home free. I'm sure you can take it from there, and help solve their problems for a fee :-)

There are tons of companies out there offering websites, but I'd bet they don't hear from someone offering them a free commercial very often. In fact, if you offer your free video on craigslist, I'm betting you'll have some interested people calling you so it'll free up some of your time.

You'd retain the rights to the video (it's in Animoto's TOS) and, if the business owners don't purchase anything else, you could charge them $99 to submit it through TubeMogul. 23 commercials on the web for $99 - that's still a bargain! Not everyone will take you up on your offer, but the ones that will are indebted to you and will be open to listen to any other suggestions you make.

If you don't want to go the Animoto route, another Warrior - GoGetta - Jamie Garside offers a book of phone scripts for free that is very on target for the type of calls you're making. He's using it in today's market and getting great results. I don't remember his website, but I'm sure you can find one of his threads and take it from there.

Best of luck to you! I'm sure you're going to come out of this better than you were before, even if you can't see it yet.

Thanks
2 replies

{{ DiscussionBoard.errors[991525].message }}

ExRat 15 years ago

Hi GuerrillaIM,

if I'm sitting next to them they just ask questions it seems for the sake of it

I realise that you have reasons why you like your office. But if you ever change your mind, it's worth remembering that you can position your desk in a room so that it's -

a) near enough to keep others on their toes

b) far enough that it creates a barrier which makes it easy to make them realise that they should only disturb you when appropriate. Raising it (and therefore raising your eye level) just a little may also help.
- Thanks
Signature

Roger Davis
{{ DiscussionBoard.errors[991865].message }}

Vikuna2009+

15 years ago

Originally Posted by Sheila

Offering a free video is an easy lead in to sell your other services. Have you done any work with video? The reason I ask is because Animoto videos are quick and easy to create. You don't even need a video camera - just a few images plugged into the Animoto software, which provides the music and animation. And the videos are very professional-looking. No one will know it only took you 20-30 minutes to create a "commercial" for the business, and the video has a high perceived value (at least $500-$1200).

Since the business owners will be grateful that you just gave them a free commercial on 23 channels (they don't know you used TubeMogul) they'll be more receptive to you doing other work for them at reasonable rates. Btw, it only costs $99 for 3 months at Animoto.

When you call, offer the free video to introduce your services, no strings attached. Then ask them "How's business?" Once the business owner starts talking, you'll be home free. I'm sure you can take it from there, and help solve their problems for a fee :-)

There are tons of companies out there offering websites, but I'd bet they don't hear from someone offering them a free commercial very often. In fact, if you offer your free video on craigslist, I'm betting you'll have some interested people calling you so it'll free up some of your time.

You'd retain the rights to the video (it's in Animoto's TOS) and, if the business owners don't purchase anything else, you could charge them $99 to submit it through TubeMogul. 23 commercials on the web for $99 - that's still a bargain! Not everyone will take you up on your offer, but the ones that will are indebted to you and will be open to listen to any other suggestions you make.

If you don't want to go the Animoto route, another Warrior - GoGetta - Jamie Garside offers a book of phone scripts for free that is very on target for the type of calls you're making. He's using it in today's market and getting great results. I don't remember his website, but I'm sure you can find one of his threads and take it from there.

Best of luck to you! I'm sure you're going to come out of this better than you were before, even if you can't see it yet.

Animoto is GREAT but there is a problem. For you to use them and upload a video, there is a $249 charge, FOR EACH CLIENT, so if you sell it for $99, you loose $149.

Better use Photo Story 3 (a FREE Microsoft download). Yeah, I know, the "music" that you can create for free is definitely NOT the best, but at least it is free.

Combine Photo Story 3 with jpg from Publisher, then add some Powerpoint to it, add the "crappy" music and you are doing a TON of good advertising for them. Add tubemogul and that should do it.

(Honestly, I have NOT tried this myself but I'm about too. Do not want to mislead anyone thinking that this is the way to go, I'm still experienting myself and don't kow the answer yet).

Here is a tip (and I LOVE it, lol). Type in Google maps into your search bar, then hit Google maps. Once in, type "restaurants, Sherman Oaks, CA) and hit search.

Spazio is going to come up on top, hit "more info" and LOOK, isn't that BEAUTIFUL!!!

IMHO, they probably paid THOUSANDS for those Youtube videos but you can use Photo Story 3 to come pretty close and lets say you charge $250 each or 3 for $500 (with 10-12 photos in each slide plus 3 custom made in Publisher, then throw in 7 FREE pictures plus 3 FREE coupons, on top of that, throw in a FREE admission to Youtube).

If thet hesitate, tell them you will also submit them to another dozen or so (did I already say that, lol?) video channels.

Use Spazio as your friend, explain they probably paid THOUSANDS for it and no, you are not up to par but what you CAN do, is pretty close and for a FRACTION of the price.

As far as the coupons, make sure to put a code in there so they know where the business is coming from.

GOSH, I just felt I spilled my GUTS but that is what this forum is all about, HELPING each other...

Let me know how it goes and even though I'm a newbie, feel free to PM if you want to pick my newbie brain for free, again, best of luck, Eva

[ 1 ] Thanks

{{ DiscussionBoard.errors[991937].message }}

Sheila

15 years ago

just a quick note - Animoto is $99 for 3 months and $249 for a year. You only need one account for unlimited videos, with unlimited length to your videos. Check out their site. You retain the rights to the videos, and that's good for continued business anyway. This way if your client bails on you, you take down the video.

Thanks
1 reply

{{ DiscussionBoard.errors[994262].message }}

AmyBrown

15 years ago

Originally Posted by Sheila

just a quick note - Animoto is $99 for 3 months and $249 for a year. You only need one account for unlimited videos, with unlimited length to your videos. Check out their site. You retain the rights to the videos, and that's good for continued business anyway. This way if your client bails on you, you take down the video.

Animoto's terms and conditions don't allow for 3rd party commercial use: animoto - the end of slideshows

To conform to their terms each client would need their own Animoto account.

Thanks
1 reply

Signature

"Test fast, fail fast, adjust fast."
Tom Peters

{{ DiscussionBoard.errors[996652].message }}

Sheila

15 years ago

Originally Posted by AmyBrown

Animoto's terms and conditions don't allow for 3rd party commercial use: animoto - the end of slideshows

To conform to their terms each client would need their own Animoto account.

OR . . . if you retain ownership of the videos as suggested, there is no third party involved in the transaction so it's within animoto's TOS. Being that there are two approaches to the same market - each marketer can decide which approach they prefer, based on their overall objective.

Some marketers prefer to not give up ownership of videos, content, sites, etc. when selling to the offline crowd. This way, if a local business owner knows you can (and will) redirect the traffic in their niche to their competitors, they're a lot less likely to stop paying your monthly maintenance fee. After all, you're generating additional traffic for them, so you should be compensated for it. If they change their minds down the road, no problem, you just change the links, etc. It's just a little added security built into the agreement.

Thanks

{{ DiscussionBoard.errors[1003641].message }}

artwebster

15 years ago

One man army?

Let's be blunt about this - you are not a one man army any more, you are a general without an army trying to defeat another army of individuals by using wire controlled weapons.

If you are a one man army fighting an army of individuals you need to develop a method to approach an individual, recruit him onto your side, and then approach the next individual.

You have got to accept that wire controlled weapons only work if you know exactly where your target is. While you are locating the target, why not cut out the anguish, approach the target head on, recruit the gatekeeper to your cause and solve your immediate problems?

I only wish I had your ability to go out and 'do' because I assure you, 'doing' is very easy on a face to face basis.

Thanks
1 reply

Signature

You might not like what I say - but I believe it.
Build it, make money, then build some more
Some old school smarts would help - and here's to Rob Toth for his help. Bloody good stuff, even the freebies!

{{ DiscussionBoard.errors[995103].message }}

Alan Mc Donald 15 years ago

sorry to hear about your misfortune mate
- Thanks
Signature
{{ DiscussionBoard.errors[995116].message }}

GuerrillaIM

15 years ago

kadensnga - that is truly solid advice. If I take on a caller to qualify my potential prospects, can you think of how I should srtucture their pitch? As for that sort of wage I won't be getting experienced salespeople.

I had a look at the services you recommended but they seem to be US based. I am selling to the UK right now. I wonder if perhaps I should also try selling to the USA. Are US based companies likely to use a company in england for design, development & marketing?

Thanks
1 reply

{{ DiscussionBoard.errors[996134].message }}

John Durham

15 years ago

Originally Posted by GuerrillaIM

kadensnga - that is truly solid advice. If I take on a caller to qualify my potential prospects, can you think of how I should srtucture their pitch? As for that sort of wage I won't be getting experienced salespeople.

I had a look at the services you recommended but they seem to be US based. I am selling to the UK right now. I wonder if perhaps I should also try selling to the USA. Are US based companies likely to use a company in england for design, development & marketing?

I would take an 8 dollar telemarketer over a cushy "experienced salesperson" any day, they will put out more work and dial more numbers! I will try to come up with a decent pitch and pm you with it. Glad I could help.

BTW: I think most people are more concerned with your offer than what country you are from, with the exception of a couple of countries that are known for scamming... I don't think your results would be any less significant calling from another country. I do business all the time with other countries, via email. I would think marketing to the US from the UK might be considered kind of a unique sales proposition that some would find intriguing. Maybe you could even think of some benefits to that which create more perceived value.

Remember, these mom and pop business owners aren't as internet savvy as most of the people here on WF, and doing business internationally could be kind of unique and cool thing for alot of them. Maybe even prestigious.

Thanks
1 reply

{{ DiscussionBoard.errors[996282].message }}

Sheila

15 years ago

Originally Posted by kadensnga

I would take an 8 dollar telemarketer over a cushy "experienced salesperson" any day, they will put out more work and dial more numbers! I will try to come up with a decent pitch and pm you with it. Glad I could help.

BTW: I think most people are more concerned with your offer than what country you are from, with the exception of a couple of countries that are known for scamming... I don't think your results would be any less significant calling from another country. I do business all the time with other countries, via email. I would think marketing to the US from the UK might be considered kind of a unique sales proposition that some would find intriguing. Maybe you could even think of some benefits to that which create more perceived value.

Remember, these mom and pop business owners aren't as internet savvy as most of the people here on WF, and doing business internationally could be kind of unique and cool thing for alot of them. Maybe even prestigious.

I totally agree! In fact, I've always had better results with non-telemarketers because they don't sound "pitchy". They engage in a conversation with the mom and pops, and get results because they are genuine.

If you do decide to sell in the US, it's a proven fact that a male with a British accent is perceived as being intelligent, trustworthy etc. in the USA. Funny, too, because if someone is calling from within the USA, female voices have been proven to be the most trustworthy when selling over the phone.

I don't think it matters what country you decide to sell in - Jamie Garside sells internet-related services quite successfully in England. And there are local businesses all over the globe that will be happy to work with someone that will actually help them make more money online.

Thanks
1 reply

{{ DiscussionBoard.errors[1003689].message }}

GuerrillaIM 15 years ago

Originally Posted by Sheila

If you do decide to sell in the US, it's a proven fact that a male with a British accent is perceived as being intelligent, trustworthy etc. in the USA. .

Hehe... I come from london so 90% of americans think im australian.

I did an interesting bit of research today. I called around all the business owners that I know and tried out a few offers. I talked about the free google maps, alerts and video and the interesting thing was that it didn't really do anything for them. I had to have a long discussion explaining what it was and the benefit behind it.

I asked them what they wanted and they all said "More money, less work". They want the end result without all the complexities of having to learn something new. I already have raport with these guys so its hopefully a good insight they gave me.

I think this will be the angle I take. I will present myself as a service that can increase their profits and reduce their workload by using IT. Its a very generic pitch which will be a problem so I'm still trying to think up a good USP.
- Thanks
{{ DiscussionBoard.errors[1003776].message }}

Sheila

15 years ago

Your research is a goldmine! How about taking their words and putting them into your USP?

Something like: "Do you know how most business owners are struggling to make more money and do less work? Well, that's what I do - I help business owners like you get more customers/clients/patients and make more money, I do all the work for them, and I cut their advertising expenses by 50%-70% at the same time!"

Then, if they like your USP, the only next logical step is for them to ask "How do you do that?"

That's your cue to sell benefits. What's in it for them? Higher profits.

Do they care how you're going to get them money? Probably not (as long as it's legal :-) Do they care how you're going to generate traffic? Probably not. Unless you tell them that having a website is like opening a new storefront/office/clinic and that their web visitors are just like people walking into their business daily - only better. Being listed in google maps will help them to be seen as the authority in their niche, so customers will want to come to their storefront and see what they have to offer, instead of their competitors.

Customers nowadays do their research online, and then shop locally. Ask them where they go to look for information? They'll probably say google. And that will prove your point.

Ask them if their customers can find them on the web? Are they giving buyers an incentive to buy from them? Free info., free consult, free bonus of some sort? If they develop a USP that's better than their competition's, they'll be able to charge more for their products/services - would they like to see more profits for each sale?

How about their current customers? Are they keeping in touch with them automatically? Most businesses don't, and lose out on their most valuable asset. It's a lot easier to sell to current customers than it is to go out and get new ones. For instance, if they had an effective email system set up and they knew that Tuesday afternoons were usually slow, they could send out an email to their current customers and say they were running a special during that time - tell them to tell their friends and c'mon down for a special gift, etc.

Can they relate to putting commercials out on the Internet? Probably not, unless you tell them that youTube is now the second largest search engine and gets more searches daily than yahoo and msn. And they'll have a commercial on youTube - PLUS - it'll be like having their commercial on other smaller xx TV stations too.

Do they care if you use Twitter? Probably not, unless you tell them that even major corporations like zappos shoes are using it to build customer loyalty and increase their business daily - and if they get on the bandwagon now, they will be able to capture market share before their competition does.

Are they tracking their results from their current advertising? They can do that on the web. etc. etc. etc. I somehow got on a roll, but I'm sure you get the idea . . .

I never discuss the details of how I do what I do - it just bores them. It's not their business, and they really don't care - they just care about results. When their eyes start glazing over, it's time to stop with the tech stuff and concentrate on the benefits you can provide for them. A good rule of thumb is for every hour you talk to a business owner, spend no more than 3 minutes talking about the tech side of things, and spend the other 57 minutes talking about their business and how you can help them attain their goals.

Thanks
1 reply

{{ DiscussionBoard.errors[1003916].message }}

SarahMcHarry 15 years ago

GuerillaIM,

The advice you received about approaching 'mom & pop' businesses is sound.

In England (where I live too) there is a layer of small businesses who are totally ignorant of what the Internet could do for them. They may have scrappy little websites but it does them no good because nobody ever visits them. Maybe they've been taken for a ride by unscrupulous webmasters. Or maybe they've heard about this Internet malarky but don't know where to start.

I know from my own local experience that the market is ripe for someone to take them by the hand and get them a web presence. They don't have gatekeepers, they don't respond to high pressure sales tactics and they don't actually need any cutting-edge technology to get their businesses online.

One way you could approach the market is to concentrate on a niche (undertakers? florists? hairdressers?). Find one or two local (very small) businesses in that niche and do them good websites. It's painless to get them into Google #1 within a few short weeks.

You can do this very fast and you only need maybe five or so to get your cash flow going. Your reputation will spread by word of mouth within that niche and you can spread yourself geographically within the same niche, or you can diversify into other niches within your local area.

I hope this helps. Good luck!

Sarah
- Thanks
{{ DiscussionBoard.errors[1004024].message }}

Going Cold For First Time In 4 Years

Trending Topics

How did you turn it all around?

A healthy fascination for Hollywood...

Any thoughts on golf's latest phenom...Scottie Scheffler??

What's the Best IM-Related Skill to Learn Today That Can Help in the Future?

best high quality crypto traffic.