MyNameIsAlex

Over the last two weeks I've been working on starting my SMS Marketing business and I've managed to get one client, but I credit it almost entirely to luck. I've tried cold calling, walk-in, and emails. I landed the one client through an email but I got him because he had recently been approached by another company who was charging a ludicrous $500 a month for essentially the same service, only this company claims the rights to his opt-in list upon termination of their service, so in addition to lower costs, my service isn't an obvious data mine.

I was originally charging $50/month for 1000 messages, but following the suggestion of a particularly helpful warrior, I bumped it to $99 a month (first client still paying $50/month though).

I realize that I only have 1 client because that's about all the exposure that I've obtained so far, but I'm having trouble getting the exposure. I got a address/phone/email scraper for local businesses, so I have loads of potential leads.

I originally tried to market to restaurants but I found that it was difficult for me to try and convince them to spend money in the hopes of making money (I live in a pretty poor area). I then decided to give the dentists niche a go, but all the ones I've called are using demand force/lighthouse/patient activator, and I guess I feel intimidated by these companies. How can I compete with them? My pricing is lower, but their systems are far more robust, so I feel I don't really have room to compete.

I believe in SMS marketing, I think it's a powerful tool and a profitable venture for me to embark on. However, I can't convince the prospect that they should switch from powerful system they are currently using, to my "inferior" platform.

Sorry if I'm a bit scatter-minded. I also notice that I keep trying to switch focus on the group that I want to try and market to. Should I stop doing this? I feel like I'm not focused because I'm not really sure where to start (despite already "starting"?).

Adwizard

Keep on keepin' on!!!

MoBuzz

You should never try to convince them to "switch" to your service. Instead show them how SMS can make what they are already doing even more powerful. With SMS being new, I find a 30 day trial to work best for me. I see it as planting seeds, I go around setting businesses up with a free 30 day trial, give them a few table tents and a couple flyers and get them set up. Over 30 days I pop in and be sure there on the rite track. It helps to establish a relationship before you have asked for $.

I would suggest raising your prices and only offer fully managed programs. If you do not manage them, atleast for the first couple months most will fail.

MyNameIsAlex

Thanks, what I mean by convince them is they already have an SMS appt. reminder service in place through one of the companies I listed. These companies specifically tailor their platform for dentist offices. While they do charge very high prices, their platform merits the cost and the offices are happy to pay. I'm mostly asking how are people competing with these companies, or do they just work around them?

MoBuzz

Gotcha, I think with dentist it is a numbers game. If you reach out to enough then you will find some that are not using a service yet. Give them a free trial and go from there... Personally I did not find dentist to be very profitable for me.

MyNameIsAlex

I see, thanks. I've spent the last hour or so calling chiropractors and I feel like I'm able to get a lot further in the conversation with them than anybody else I've made contact with. Though I'm finding that many of them are walk-in based practices so my service is of little use to them. Do you have any recommended scripts for pitching to medical offices?

MoBuzz

If your main focus is appointment reminder service then include insurance agents ect as well. My pitch is pretty simple. "If I could set you up with a free trial of my appointment reminder service and show you how it can reduce missed app. by up to 70% would you be up for it.

Adwizard

Alex you mentioned the other products the dentist are using have a lot of features perhaps they're not using all the features they have. If that is the case then you could justify having a lower cost... remember that when you save a business a dollar thats an extra dollars added on their bottom line. I am not familiar with those products mentioned but if what you have will serve the same purpose then you should approach them about adding more to their pocket.

I have trained a lot of sales people and what I would like to tell you is that if you choose to deal with the professionals, then you yourself must be professional, confident and prepared.

Adwizard

Restaurants and businesses with high consumables are my preferred choices. I am really specialized in helping to grow restaurants. The fact that it's a poor area is even better... they really need what we offer. You need here to understand the nature of the beast. Restaurants have some what of a fixed cost and then of course their food cost or cost of goods sold. That food cost is 30-35 percent max. If they tell you it is higher than that you can tell them they have too much food going out the back door. Knowing the simple figures makes it easy to sit down with a restaurant owner and get them to give you a good offer to fill up the empty seats in the place. The lights are on if there's 1 person or 50 in the place. They are paying their dishwasher by the hour and when the place is full there waitresses make more money so are much happier. Sit down with him and do the simple math. A fantastic offer is buy any dinner and appetizer you get a dinner free... Food costs for app is usually20-25% and few people will sit and have appetizer without getting drinks. Lots of money made on drinks and now the couples dinner is turning into a party. Give them a great dining experience and get them excited enough to talk about you bringing in even more new customers.

Hope this helped
Ed

HypeText

"I originally tried to market to restaurants but I found that it was difficult for me to try and convince them to spend money in the hopes of making money"

I find the above hard to believe as "It takes money to make money" is one of the first things ANY business person learns and/or hears.It sounds more like maybe you need to work on your presentation and perhaps more strongly stress the Benefits to the Restaurant Owners.

Keep in mind that a Sales Presentation should never be about convincing the prospect. It should be about identifying their need and filling it.

Pushing their "Pain Buttons" is what gets them to part with their Dollars...no matter how bad the economy might be.

MyNameIsAlex

My presentation is probably the problem then. I always think about a sales presentation as convincing the prospects. So when pitching to a prospect, I should really be letting them do the talking for most of the beginning of the conversation, then once they have spilled it out all on the table, I tell them how they can use SMS marketing to fix those issues. I think I've been doing it all wrong. lol.

Anybody know of any resources for working on my pitch? I've read a few phone scripts but I don't think I have trouble on the phone.

Also, in my area, life insurance agencies cold call all day long and when I was trying to cold-call restaurants, it wasn't uncommon for them to reply something along the lines of "we are not interested, we've been offered this by other agencies many times, do not call again" and then they hang up. I think one of the scripts somebody posted here about asking the 1 question "how would it effect your business if you could __________" might be a good way to avoid that.

HypeText

Listening is certainly an important part of any Presentation.

The key is asking the right, close ended, questions. You want to ask the Business Owner questions that you already know the answers to and ask them in such a way that they can only provide one possible answer.

You can say whatever you want to them...its not going to be the truth until THEY say it.

Are you making it past the Gate Keepers before you get shut down? Or are you being blocked from the get go.

You can have the best presentation in the world...its not going to do you any good unless you are getting the appointment.

MyNameIsAlex

Yeah, I can get past the gate keeper fine. I read from somebody here that all I have to say is "Hello (persons name), my name is Alex. I need to speak with your (manager/business owner/office manager)." and then like magic, "one moment please".

MarketingAce

nice. thank you for the info...

Jason Kanigan

Oh boy...

Go here

and then

Go here

and then

Use your brain to modify that for your mobile offer

and then

Go sell.

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HypeText

Chances are....thats what got in the way in the first place.

MyNameIsAlex

You sir are a reincarnation of Jesus himself (and a bit of a comedian too).

HypeText, as you've gathered, I'm new to all this. I've obviously used my brain to get me this far right? I'm not sitting in some god forsaken office desk making my boss three times my yearly salary and being miserable all the time.

On top of that, despite having a very limited amount of money to get all this going, I'm 100% debt free so I view that as a win.

HypeText

Just to be clear...it wasnt a criticism...The fact that you took the plunge speaks volumes.

The fact that you are able to admit you dont have all the answers and can ask questions puts you way ahead of many...

Most people who are just starting out have a tendency to overthink the process. Remember to K.I.S.S.

MyNameIsAlex

I didn't look at it as criticism, I saw it as a rather witty joke and laughed at it.

Ah yes, overthinking. Something I actively do all day long. I hadn't really thought about that being another one of my problems. Thanks.

HypeText

No Problem, advice is Free...Psychotherapy I charge for! lol

MyNameIsAlex

With kaniganj's info in mind, I feel like my "I need to speak to your (person in charge)" line to get past the gatekeeper might make my phone call seem too serious and when I eventually get to my quick pitch, the prospect might get angry that I made the call seem so serious.

Is my current gatekeeper passer too serious? Any better ones? Or should mine be fine?

HypeText

I find its always best to approach a Gatekeeper casually and don't let on that you are a salesperson.

The minute you hit them with "I'd like to speak to the person in charge" it takes a negative turn because you are either a sales person...or a dissatisfied customer

Here is what I use:

"Hi, my name is___________, you guys have a great place there and I was wondering if I could speak to the owner/manager as a I have a couple ideas to make it even better..."

Jason Kanigan

I gave you the method for getting the gatekeeper to help you...in the first part. The "little unsure" technique.

In fact, I gave you a whole selling system. Now go make use of it!

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grey38

Hey guys, I'm actually fairly confident I can sell SMS to restaurants. My plan of approach is calling them up saying something like. "Hello my name is Shane D. I'd like to set up a meeting at your restaurant and show you how you can fill your tables on slower nights, would you be interested?" Any critiquing on that would be helpful.

When I get there, hoping they have WiFi, if not i'll set the system up before I get there. Btw using LimeCellular. My biggest question would be asking them how many people they tend to seat on average per night of the week. Then telling them, wouldn't you love the power of bringing them in virtually whenever you want. Not only sell them the service, but sell them the process of how the customer would react to giving their phone numbers up.

For example, we would sit down at the booth. and I would proceed to tell them about QR codes. This free knowledge will get them hooked. Limecellular offers free QR codes with their service. So you could put it on a flier in the booth, and let people read how they can get a free appetizer or drink or whatever for signing up with their mobile number. Print that at every booth and imagine the amount of numbers you'll have at the end of the week. You can't do that forever because people will start to ask for two appetizers and you only got their phone number first.

This is my basic process I've cooked up and was waiting for my wisdom teeth to be yanked and healed. Luckily I should be good by saturday to start calling some restaurants. What do you guys think of that process?

Adwizard

Kaniganj... you beat me to it... I was going to quote your post here cause I told you someone here could use your help... glad to see you came over to give it to Alex.... Thanks

grey38

Wow, I've check these both out. One word, brilliant. You have definitely just increased my chances of getting serious clients. Thanks much.

SergeParis

Hello all, very interesting thread

thanks kaniganj for your info, so good !

grey38, i'm french, could you please explain me what you mean by 'booth'.
web translator say it's something like phone booth, tan booth, ticket booth, and i don't see the relation with what you're saying

thanks

grey38

Oh it just means like a table. But has two bench seats, that you slide into. It's an open table just has two benches on the sides.

http://eashindustries.com/tables/booths_pedestal.jpg

MyNameIsAlex

Alright, I've modified the script a bit to fit SMS marketing using Jason's tips.

I'd like a little critiquing if that's OK.



(Gatekeeper)

Hi, um, I’m not really sure who to talk to. I have a few ideas that I think might help your business. Um, who would I talk to about this?

(Decision Maker)

Is this a bad time to talk?
(Yes) - Hang up
(No) - Proceed

Let me take a quick minute to tell you why I called, and then you can decide if we should keep talking or not. Sounds fair?
(Okay/What’s this about?) - Proceed
(No) - Hang up

My name is Alex, and I help restaurants fill empty tables during peak, and non-peak times. Now, I can accomplish this through a few different methods. As of late though, with this economy, consumers are always trying to get good deals and save money, Groupon is a prime example of this. Unfortunately, groupon takes huge cuts of the deal, exploiting the high demand of consumer coupons. What you may not know (decision maker), is that there are other ways to bring customers in with great deals. What I’m thinking is we can use text message marketing to contact your customers, instantly sending them 24-hour coupons that offer them great deals, like the ones they find on groupon. This is proven to be a very effective way to bring customers into your business, in minutes. But I don’t want you to take my word for it (decision maker), I want you to see results for yourself. So I’m offering you a risk-free trial of my text message service. If you find that it doesn’t work for you, no hard feelings, but I don’t think it will come to that. How about we meet in person so we can discuss this further?


My commercial takes me just over a minute to read off, I'm pretty sure it can be corrected though because when reading it I feel like it sounds too rehearsed.

HypeText

Alex,

I have to admit, I'm not too fond of your opening...it makes it seem like you are fumbling...and fumbling is the same as lack of control.

You could Try, "I wonder if you could help me? Who is in charge of X?"

Eliminate the use of "um's" and eliminate open ended questions...

Asking them if its a bad time gives them an instant out...

Suggesting the business owner is in anyway ignorant about running their business isnt a good way to go "What you may not know...."

"How about we meet in person?" makes it too easy for them to say "No" or "I am too busy", instead, assume the sale...

"Mr. Merchant, I'd like about 15 minutes of your time to show you how we can bring in new customers and increase your existing customer's spending. I have Blank and Blank times available on BLANK date, which is better for you?"

MyNameIsAlex

I was going off Jason's advice for those, I can see how the "um's" might be bad, but the "is this a bad time" seems to make sense. Jason's reasoning for it is that they don't know who you are or what you want yet, and naturally, they want to find out. So unless it really is a bad time, they probably won't say it is, and will want you to proceed to find out who you are and why you are calling.

I'll definitely change the ending though. I've read it many times here, I just forgot to implement it in my pitch. Thanks

With the exception of the ending and the intro, would you make any changes to my commercial? Am I leaving out anything that I should have in it? Or do I have things that I should/are unnecessary?

Thanks again

HypeText

Well, I am going to stick to my guns on that "Is this a bad time" approach...bad ju ju

As for my opinion, I would remove the Groupon comment as I'm not a big fan of bashing, but thats my opinion.

MyNameIsAlex

SCORE! I'm sure i just got lucky but I made more revisions to the script. Tried to find an excuse to put off calling, couldn't find a valid reason so I said "screw it.." picked up the phone dialed a number and I got an appointment and the owner seemed excited!

Thanks a bunch for the revisions!

I tried the "is this a bad time" approach and it worked as intended.

I made a few changes to the groupon parts, so it doesn't sound like I'm bashing groupon, just pointing out its shortcoming (large cut of profit).

Meeting with him on monday! Hopefully this will be client number 2!

HypeText

Good Job! charitable contributions gladly accepted! lol

MyNameIsAlex

Haha, I'll surely keep it in mind for when I get a happy steady income flowing.

Adwizard

Alex... do keep the "is this a bad time" for the exact reasoning you mentioned above. Avoid at all cost like Hype said to bash anyone but if you changed that part like you mentioned that is good... Using big names the owner would be familiar with like Groupon is a great idea just don't bash and it sounds like you changed that.

I think your telling them a bit much on the phone towards the end where you mentioned that you think we can use text messaging etc... you may have changed that already too though... You need to repost now after you've made those changes so we can see what you have now. Instead of telling them all the details though you want to tell them the benefits of what you have (I Mr. Prospect can put your reason right into their hands where your message would be viewed by 97% of your customers within 4 minutes of the time you decide to give it to them, which would certainly fill up your empty chairs during your slow days or off peak hours.)

If you can speak to them about bringing in extra business and turn that into dollars you will be in a much better position to leverage yourself and command a higher price for your service too.

Repost your refined Script and we will keep tweeking it! Most importantly... while we are doing this keep calling though and making bank... I think your realize that now though!!!

Jason Kanigan

"Unsure" doesn't mean "clueless", "unconfident" or "afraid."

Hey, I'm unsure. So what? Can you help me?

Not plaintively, not pathetically, not whining. Just a little unsure.


Glad you are getting results with it.

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HypeText

Jason,

I agree...

I was actually referring to the usage of "um's" when I mentioned it sounded like he was fumbling.

Jason Kanigan

Yup, I noticed you doing that, and that's why I put in the clarification to bolster what you were recommending. Thanks!

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HypeText

Ok, just wanted to make sure I wasnt criticizing the "unsure method"...

Mark Fromm

Jason,

Thank you for posting on this thread. YOU ARE AMAZING! I've seen a ton of people trying to tell mobile marketers how to cold call yet the questions still keep coming. Today you've taught reality and how to immediately engage your prospect without showing yourself as a sales person. That's where everyone goes wrong. They either start out selling or they try to deceive the owner by acting more like a customer and then moving into a sales pitch. Not a good move. Your strategy is spot on. It doesn't matter who you're calling on the opening needs to engage. Once engaged they'll listen and react the way you want them too.

I've been doing this a long time but I'm not ashamed to say that you are the FIRST person that has blown me away with your cold calling strategies. I've worked for some of the masters of cold calling like Chet Holmes and the like but you top them all.

People have come to this thread for help, you gave it, but yet some doubt you or want to change it. If what they are doing was working they wouldn't be here so I would suggest they not try to reinvent what's working from someone who's mastered this and that's you.

Everyone should know that what Jason is sharing on this thread is worth thousand of dollars. The least you can do is try it exactly like he has explained. Do it word for word.

I checked out the cost of Jason's WSO's and they are worth at least 20,000 times the price he's charging and he over delivers big time. I'm normally not an impulsive buyer but when the best is in front me I can't wait so I bought Jason's WSO. I'm a TAKE ACTION guy and that's how I've built many successful businesses. And guess what? My current businesses will now grow like crazy because of finding you on this 31st day of March 2012.

If anyone wants to make their business take off then TAKE ACTION and go get Jason's WSO RIGHT NOW! Stop asking questions about what if this or what if that. Get Jason's WSO and all your questions and challenges will be solved.

GO HERE NOW!

Thanks Again Jason. I will be following you for a long time.

Jason Kanigan

So, how have those of you who've been using these methods been making out? Any questions?

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HAdrian1239

I've been wondering what people's successes are with this too, Jason. The information you provide is so valuable!

I just started approaching things this way myself, and while I've messed up a few times and ultimately ended up with people not understanding, being afraid, or just hanging up... I've managed to stay on the phone with them a lot longer.

Your "unsure" technique works every time... my biggest downfall is reverting back into old habits once i get past the "establish contract, 30 second commercial" bit and into the full pitch.

I tend to accidentally slip from monetizing the problem into ramble on about solutions still without even realizing it, or because someone gets impatient... and that does not serve me. That said, I did have a few people hang up on me "because they don't need anymore customers, and don't want to engage with the ones they have"

On the one hand, that was probably my fault because I'm so new at implementing this... on the other hand, they were so adamant.... who would turn away new customers... especially an eatery... and on another level entirely, those kinds of people are NOT the kind I want to do business with as a client, because I can imagine they'd be more pain than they were worth.

Jason Kanigan

Don't pitch!

Monetize the problem.

The prospect is not interested in your solution. Technical things frighten them.

Yes, qualify for personality fit, too.

You don't want to sell to everyone. You want to find those people who value you, what you offer, and reward you well for your expertise.

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wislndixie

Jason, you're the best.

Robert X

Alex,, That's prfect! You need to "educate" the Chiro's that the service will benifit them by sending out text reminders,, say like monthly, telling the patient that they need to come back,, and offer a coupon or a deal of somekind. 10% off This Week Only!!!

Do you see? Gotta get creative. Every biz can use this in some way. It's up to you to find it.

Robert X

p.s. Thanks for the idea! Hope this helps others as well.

[

toddfromboston

Alex,

Been doing the mobile thing since November but I started with smartphone apps and nothing else, needless to say it wasn't as successful. Recently I added sms to my arsenal (I do it through Avid Mobile) and getting appointments and clients has been much easier. I'll share a few tips with ya.

First, I make a list of businesses I want to visit, normally with the help of Google maps. I then check the business website (if they have one) and find the name of the owner. If the owners name is not listed, I look for a manager. If neither is listed I'll do a Google search with the business name + owner, so for instance, if it was a restaurant called Star of Siam, the search would be "Star of Siam Owner." 60% of the time a Google search will lead you in the right direction.

IF I'm cold calling I ask for the owner directly. Usually the person asks who I am and I say something like. "my name is Todd, I'm a district manager with (your company name) Mobile, we are a national mobile communication company and I'm calling to discuss a potential partnership." I find when I use the word partnership I get who I'm looking for (and if you think about it, it is a partnership). I then give a brief overview of what the system does and explain that I could show the owner exactly how it would work specifically for his/ her business if they could meet with me for about 15 minutes. And then I try and close for an appointment.

If I'm out prospecting and I walk into a business I use the same script for the most part, but I'll ask if its a good time. If so, I sit down with them. If not I try and schedule something right then and there with them. When I go to the appointment I bring a laptop with a powerpoint presentation cued up and ready to go, along with some case studies that pertain to their business printed up to leave with them. I also bring a pad of paper and pen. Before I go into what the system can do, I ask them a few quick questions.

1) What are you doing right now in terms of marketing and marketing campaigns
2) What do you like about what you are using right now or what has shown you success
3) Which do you like the least/ which has shown you the least ROI
4) If you could change anything about what you are doing for marketing, what would it be?

Make sure you write down everything they say. Especially what they use and what they are finding the least amount of ROI with. That way if they say your service is too expensive you can simply say "Well XYZ has been bringing in the least ROI and is something you want to get rid of etc..."

Find a bunch of case studies (you can do a Google search for mobile marketing case studies or sms marketing case studies, text message marketing case studies etc...) Arm yourself with as many as you can across any niche you're looking to get business in.

Also, for each niche you are looking to do business with, try and come up with 1-3 packages for each. Figure out exactly what they need and what they don't and adust your services as needed. A dentist may not find a use for mobile coupons but appointment setting and mobile website might be ideal.

Hope that helps

-Todd

Rock n Roll is BACK!

Best piece of advice I've ever received... "Listen, just shut the F*#^ up and listen!" (Because there's always going to be people who have been doing what you do/ want to do for much longer. Shut up, listen to them and learn from them)

JTV

This is a long shot, but I wonder what has become of Alex now. Alex, if you see this, mind giving us an update on how it's going? Thanks!

TrumpiaTim

Would love to see the progress you have made in 2 years as the mobile sms market has exponentially grown! Do you have your own white label sms platform now?