Back from Vacation, a quick marketing tip for offliners that increases sales
Hey Warriors,
Long time no see, been away for a bit, started with a vacation with the girlfriend to sin city Vegas, and ended with my sisters bridal shower and engagement party.
In any case, I'm back now, and wanted to see how things are with everyone, and shoot a nice little tip that works well.
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We all have different approaches to grabbing more business, my team has tried cold calling, letters, brochures, flyers, postcards, and they all have their ups and downs, but to be honest, all of the above is the best answer to any marketing questions.
However, I want to look at cold calling for a brief second.
Let me give you a little behind the scenes action:
1) Yellowbook releases their new directory, and I pay an assistant to read every ad, look for a .com, if there is not one, right the business and number down.
This is my cold call list, they have business's but no website, they have money because they are advertising, but obviously no website because they would advertise that too.
2) I call the business up and give him a hot minute speech.
" Hello, my name is (yourname), my company is looking to help out business's that don't have any web presence on the Internet, we are a web development and marketing firm, and based on our research your company does not have a website. We are calling to ask for permission to send you information in the mail about our process. "
3) This speech should be done all in one breath without the chance for them to say anything. The next following things will happen:
- No Thanks Not Interested
- Sure send the Information
- Why don't you tell me more about it now
4) Obviously the first one is not the response you are looking to hear, but you still thank them for their time and let them know if they ever need web services you will present them with a 30% coupon.
Sure send the information - Ok, we got a lead. This person probably is semi-interested but really just wants to get off the sales call, so you ask for their address, unless you have it, and thank them, and let them know you will follow up next week.
Why don't you tell me more - Your Hot! You got a Hot lead! But you don't want to seem desparate, so what you do is throw the sharper hook out their to grab the bait deeper.
"Well, basically, we program your website so that it appears in the top spots of Google, we add features that allow you to build your own mailing list in which you can market to, your business promotions and services can all be easily represented on the website... however, this is all explained in the information that we will send you..."
This is making them feel warm, it is turning them on to say the least, they are liking what they are hearing, and you are qualifying them... the next step is hearing, eithier, great thank you, and then you follow up with them...
or...
they may shoot a, "Well how much does your service cost"...
Now your burning up... Now you drop something like this...
" Well if you have time today or this week, I can drop by and show you some samples and some pricing options instead of mailing them, this way you can ask me your questions personally..."
here are the responses:
- Definitely, I'm available....
- I'm busy this week, how about you just send me the information...
Obviously choice one is better then two, so what we now have to do is rebuttal, keep him high on the idea of the best web development...
your response:
" That works, a quick breakdown, our website packages start at $200, and depending on your needs will rise at $100 per page from there."
You keep it low to keep them interested... $200 is our price for a homepage, then we charge $100 per page afterwards, so when we look at his business in the future, he may need 7 pages, which totals $900.
------------------------------------------------------
The overall goal in making the sale is knowing what your potential client is thinking before they can even say anything, but you should never shut up, you rebuttal, and rebuttal, after they say no, you say great, here is 30% off, after they say yes, you say great, how about today...
You don't want to seem desperate, and you never want the conversation to leave your control, if the other side is making the decisions then your not doing sales, your asking questions.... sales is about short questions that create yes or no answers that eventually reach the yes for you.
Hope this helps.
Steve
Long time no see, been away for a bit, started with a vacation with the girlfriend to sin city Vegas, and ended with my sisters bridal shower and engagement party.
In any case, I'm back now, and wanted to see how things are with everyone, and shoot a nice little tip that works well.
----------------------------------------------------
We all have different approaches to grabbing more business, my team has tried cold calling, letters, brochures, flyers, postcards, and they all have their ups and downs, but to be honest, all of the above is the best answer to any marketing questions.
However, I want to look at cold calling for a brief second.
Let me give you a little behind the scenes action:
1) Yellowbook releases their new directory, and I pay an assistant to read every ad, look for a .com, if there is not one, right the business and number down.
This is my cold call list, they have business's but no website, they have money because they are advertising, but obviously no website because they would advertise that too.
2) I call the business up and give him a hot minute speech.
" Hello, my name is (yourname), my company is looking to help out business's that don't have any web presence on the Internet, we are a web development and marketing firm, and based on our research your company does not have a website. We are calling to ask for permission to send you information in the mail about our process. "
3) This speech should be done all in one breath without the chance for them to say anything. The next following things will happen:
- No Thanks Not Interested
- Sure send the Information
- Why don't you tell me more about it now
4) Obviously the first one is not the response you are looking to hear, but you still thank them for their time and let them know if they ever need web services you will present them with a 30% coupon.
Sure send the information - Ok, we got a lead. This person probably is semi-interested but really just wants to get off the sales call, so you ask for their address, unless you have it, and thank them, and let them know you will follow up next week.
Why don't you tell me more - Your Hot! You got a Hot lead! But you don't want to seem desparate, so what you do is throw the sharper hook out their to grab the bait deeper.
"Well, basically, we program your website so that it appears in the top spots of Google, we add features that allow you to build your own mailing list in which you can market to, your business promotions and services can all be easily represented on the website... however, this is all explained in the information that we will send you..."
This is making them feel warm, it is turning them on to say the least, they are liking what they are hearing, and you are qualifying them... the next step is hearing, eithier, great thank you, and then you follow up with them...
or...
they may shoot a, "Well how much does your service cost"...
Now your burning up... Now you drop something like this...
" Well if you have time today or this week, I can drop by and show you some samples and some pricing options instead of mailing them, this way you can ask me your questions personally..."
here are the responses:
- Definitely, I'm available....
- I'm busy this week, how about you just send me the information...
Obviously choice one is better then two, so what we now have to do is rebuttal, keep him high on the idea of the best web development...
your response:
" That works, a quick breakdown, our website packages start at $200, and depending on your needs will rise at $100 per page from there."
You keep it low to keep them interested... $200 is our price for a homepage, then we charge $100 per page afterwards, so when we look at his business in the future, he may need 7 pages, which totals $900.
------------------------------------------------------
The overall goal in making the sale is knowing what your potential client is thinking before they can even say anything, but you should never shut up, you rebuttal, and rebuttal, after they say no, you say great, here is 30% off, after they say yes, you say great, how about today...
You don't want to seem desperate, and you never want the conversation to leave your control, if the other side is making the decisions then your not doing sales, your asking questions.... sales is about short questions that create yes or no answers that eventually reach the yes for you.
Hope this helps.
Steve
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StealthA00 -
Thanks
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sgsmorgan -
Thanks
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