SELLING SMS IN PERSON...

biz2mob · 15th May 2012, 11:37 AM

Hey guys, I have learned so much from you and I thank you. I have now set an appointment to sell SMS, it's in 3 hours in fact, with a small business restaurant owner. I have created my pricing, created table tents specifically for the restaurant, as well as customer satisfaction cards to capture numbers. I bought Will's wso sms video and I'm about to use it in my sales presentation. I've never sold in person, and am wondering how to incorporate the video with my material? Any advice would be great thanks.

sitefurnace · 15th May 2012, 02:30 PM

I think the best thing you can do is not to try and think about it too much. The more you try to plan your presentation the more likely it is going to go a completely different direction.

At the end of the day all you want to convey are a few key things like: how it works, what the benefits are going to be and how much it costs and how to get started.

You need to connect with the owner and to do that you need to let him lead the way to an extent. Just try and connect and be genuine and you will go a long way to getting the sale in eyes. Just make sure you ask for the sale!

Steve Solem · 15th May 2012, 04:32 PM

Honestly, with a service that can cost you so little to let someone try it free for a month (while they're building their list) I'd worry less about "selling" and let the service and the extra business you bring in for him in a months time do the selling for you.

Sure you can try to convince people and educate them on sms and why they need to be using it, but when you stand to make hundreds or even thousands from a new sms client over the next 1 - 3 years, why not invest $15 - $20 to SHOW them how well sms can work?

If he gets 500 on his list in a month (which is probably a LOT) and you pay say $.03 per message...that's $15 invested and unless you plan to charge him something crazy for your services, I'd say he'll easily see the return on his investment and be a client of yours for a long time coming.

Good luck and let us know how it works for you!

Steve

thetaspark · 17th May 2012, 07:07 AM

Wow! good I found this. A friend just rang me up about selling sms to small business in our local. I'd have loved to hear from biz2mob, how did it go for you, I'm definitely gonna recommend your video presentation idea...

biz2mob · 17th May 2012, 08:19 PM

Originally Posted by Steve Solem

Honestly, with a service that can cost you so little to let someone try it free for a month (while they're building their list) I'd worry less about "selling" and let the service and the extra business you bring in for him in a months time do the selling for you.

Sure you can try to convince people and educate them on sms and why they need to be using it, but when you stand to make hundreds or even thousands from a new sms client over the next 1 - 3 years, why not invest $15 - $20 to SHOW them how well sms can work?

If he gets 500 on his list in a month (which is probably a LOT) and you pay say $.03 per message...that's $15 invested and unless you plan to charge him something crazy for your services, I'd say he'll easily see the return on his investment and be a client of yours for a long time coming.

Good luck and let us know how it works for you!

Steve

Well Steve, I totally agree, and will absolutely do that in the future, unfortunately I have about $100 to my name and need to make some sales!!!

biz2mob · 17th May 2012, 08:23 PM

Ok, so as far as the appointment went, I showed the video, showed a table tent and the customer satisfaction cards, this owner said he needed to talk with his partner and decide on it. Today, I set a same day appointment and went in with sitefurnace advice structure, it turned out better, but he said he wanted to checkout my website and get back to me as well. I'm really looking into what I can do to get better at closing these deals.

WillR · 17th May 2012, 08:58 PM

Originally Posted by biz2mob

Ok, so as far as the appointment went, I showed the video, showed a table tent and the customer satisfaction cards, this owner said he needed to talk with his partner and decide on it. Today, I set a same day appointment and went in with sitefurnace advice structure, it turned out better, but he said he wanted to checkout my website and get back to me as well. I'm really looking into what I can do to get better at closing these deals.

People like to see results. If not their own then at least some case studies from previous work you have done. We are all skeptical by nature and you need to keep that in mind. No one wants to be the first sucker who hands over cash to someone and gets scammed. That's the same reson why you will see in a lot of newly launched WSO's people always make comments such as "looks good, but I will wait to see a few reviews before purchasing". No one wants to be that first person to take the leap of faith... but someone has to, right?

You need to make it easy for them to trust you. When you have no previous case studies yes, it's harder. But this is when you need to use things such as free trials and test campaigns to help get those first few case studies under your belt. Once you have a few restaurants on board then you can easily go along to their competition and show them the results you are getting. It'll be hard for them to say no.

So get on the same level as this business owner.

Put yourself in his/her shoes. I would say something like this...

"I know you are probably cautious and rightly so. There's a lot of scammers out there trying to get your money. The fact is I am different from all of those people. I want to help you make more money because I know if you make more money then you are going to be more than happy to keep on paying me to take care of this service for you. So how about this. Let's setup a test campaign first. That way there is absolutely no risk or obligation on your part. We'll set up just a few table tents, run them for 2 weeks and if you don't see the value in the service I am offering then I will happily walk away with no hard feelings. But I'm confident you will see exactly how powerful this system is and when you do, we can then upscale things and roll it out on a permanent basis. Does that sound fair to you? I want to take all the risk for you because I understand I need to earn your trust and respect and I have no doubt whatsoever you will want to keep working with me after the free test campaign has finished. So would you like me to get some table tens printed up for you? The sooner we get this going the more jump you will have on your competition."

What business owner could say no to that? You have immediately eliminated all of the risk and concerns they have.

Obviously a test campaign like this will cost you a bit in printing fees and SMS fees but keep it small scale so as to minimize your expenses. Also keep in mind that if you truly believe in the service you are offering then there should be no problem in offering a free trial because you will make all your money back in the first paying month.

Sales is just a numbers game. You might get the odd person who doesn't want to continue on after the free trial but with all your other paying customers it won't matter.

biz2mob · 17th May 2012, 09:26 PM

Thanks Will, I thoroughly understand now what needs to be done to get the first few clients, I thank you.

WillR · 17th May 2012, 09:37 PM

Originally Posted by biz2mob

Thanks Will, I thoroughly understand now what needs to be done to get the first few clients, I thank you.

Make sure you keep us all updated as we love to hear stories of success.

15th May 2012, 11:37 AM	#1
biz2mob Active Warrior Join Date: 2012 Posts: 95 Thanks: 57 Thanked 28 Times in 17 Posts	SELLING SMS IN PERSON... Share on: Hey guys, I have learned so much from you and I thank you. I have now set an appointment to sell SMS, it's in 3 hours in fact, with a small business restaurant owner. I have created my pricing, created table tents specifically for the restaurant, as well as customer satisfaction cards to capture numbers. I bought Will's wso sms video and I'm about to use it in my sales presentation. I've never sold in person, and am wondering how to incorporate the video with my material? Any advice would be great thanks.

15th May 2012, 02:30 PM	#2
sitefurnace HyperActive Warrior War Room Member Join Date: 2009 Location: UK Posts: 231 Thanks: 4 Thanked 36 Times in 23 Posts	Re: SELLING SMS IN PERSON... Share on: I think the best thing you can do is not to try and think about it too much. The more you try to plan your presentation the more likely it is going to go a completely different direction. At the end of the day all you want to convey are a few key things like: how it works, what the benefits are going to be and how much it costs and how to get started. You need to connect with the owner and to do that you need to let him lead the way to an extent. Just try and connect and be genuine and you will go a long way to getting the sale in eyes. Just make sure you ask for the sale!

15th May 2012, 04:32 PM	#3
Steve Solem Senior Warrior Member War Room Member Join Date: 2008 Posts: 1,164 Thanks: 170 Thanked 405 Times in 298 Posts	Re: SELLING SMS IN PERSON... Share on: Honestly, with a service that can cost you so little to let someone try it free for a month (while they're building their list) I'd worry less about "selling" and let the service and the extra business you bring in for him in a months time do the selling for you. Sure you can try to convince people and educate them on sms and why they need to be using it, but when you stand to make hundreds or even thousands from a new sms client over the next 1 - 3 years, why not invest $15 - $20 to SHOW them how well sms can work? If he gets 500 on his list in a month (which is probably a LOT) and you pay say $.03 per message...that's $15 invested and unless you plan to charge him something crazy for your services, I'd say he'll easily see the return on his investment and be a client of yours for a long time coming. Good luck and let us know how it works for you! Steve
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17th May 2012, 07:07 AM	#4
thetaspark Warrior Member Join Date: 2012 Posts: 20 Thanks: 3 Thanked 3 Times in 2 Posts	Re: SELLING SMS IN PERSON... Share on: Wow! good I found this. A friend just rang me up about selling sms to small business in our local. I'd have loved to hear from biz2mob, how did it go for you, I'm definitely gonna recommend your video presentation idea...

17th May 2012, 08:23 PM	#6
biz2mob Active Warrior Join Date: 2012 Posts: 95 Thanks: 57 Thanked 28 Times in 17 Posts	Re: SELLING SMS IN PERSON... Share on: Ok, so as far as the appointment went, I showed the video, showed a table tent and the customer satisfaction cards, this owner said he needed to talk with his partner and decide on it. Today, I set a same day appointment and went in with sitefurnace advice structure, it turned out better, but he said he wanted to checkout my website and get back to me as well. I'm really looking into what I can do to get better at closing these deals.

17th May 2012, 09:26 PM	#8
biz2mob Active Warrior Join Date: 2012 Posts: 95 Thanks: 57 Thanked 28 Times in 17 Posts	Re: SELLING SMS IN PERSON... Share on: Thanks Will, I thoroughly understand now what needs to be done to get the first few clients, I thank you.