Best Way To Get The Sale

winsoar

9 years ago

Or even charge weekly, just charge more so it makes sense to pay monthly or annually.

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Brent Stangel

9 years ago

Buying ad space you haven't tested, a year in advance, is not something I would recommend, unless they offer a prorated refund.

Why are you not offering monthly?

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Rory Singh

9 years ago

Monthly is a great option. Weekly is not enough commitment on their behalf. You can even increase your cost a little by upping it to about $19.99 per month.

But now that you are charging for ad space, make sure that they get what they are paying for.

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BMGGT13

9 years ago

Sorry - I forgot to mention that it is a business listing that I am selling. Not ad space.

So the business listing is good for one full year.

$199 for the business listing.

So thoughts?

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Claude Whitacre

9 years ago

Originally Posted by BMGGT13

Sorry - I forgot to mention that it is a business listing that I am selling. Not ad space.

So the business listing is good for one full year.

$199 for the business listing.

So thoughts?

Obligate them for the year, but charge monthly. Start the pitch with $19.95 a month. When they say "OK", offer it for $199 for the entire year. Most will go for it.

But $19.95 a month...is a $20 decision. $199 a year is a $200 decision.

But you are charging way too much for a listing. A listing should be free, and a display ad should be what you charge for. Your customers aren't used to paying for listings, anywhere.

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BMGGT13

9 years ago

But they pay $19.99/mo - then they have the option to cancel after the 1st month. What if the site only sends them 10 hits? Or 20? 5?
You know?

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Claude Whitacre

9 years ago

Originally Posted by BMGGT13

But they pay $19.99/mo - then they have the option to cancel after the 1st month. What if the site only sends them 10 hits? Or 20? 5?
You know?

You've never done this before. A $20 automatic charge to their card, will almost certainly go uncontested for several months..or even years.

And you are not making sales now. Really, get them set up on automatic monthly charges. The vast majority of customers will never have any idea where their calls come from.

And give them something more than a listing. Make it an expanded listing with brand names, products sold, hours, a map....whatever you can do to add value.

And the real reason you offer monthly, is to get them to say "Yes" so you can offer a discount for annual payment...after they have given you their card number.

That's why infomercials offer monthly payments. The buyers are flipped to a lump payment once they are buying.

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John Durham

9 years ago

Originally Posted by Claude Whitacre

You've never done this before. A $20 automatic charge to their card, will almost certainly go uncontested for several months..or even years.
.

Thanks, you saved me a lot of breath by making that point so concisely, I wasn't even going to say it at all, because if a person is extrapolating their facts, they could argue against it with reasoning, and I would have wasted my time. What you just said comes from experience and owning your understanding by having seen the actuality.

It's easier to keep them on for hundreds or even thousands of dollars paying perpetually, than it is to have to call them back up and re-close the same $199 sale next year. It's also easier to get the sale, and easier to justify your low price, by making it monthly. Also increases your ability to offer a cool front end loss leader like "no billing the first 30 days, and you can cancel at any time".

They rarely EVER do, but offering this makes it easier for them to say yes, and thus you close more sales.

In this case I think you need to justify the price for being low, more than apologize for it being high. Offering ongoing monthly payments makes that justification point automatically.

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BMGGT13

9 years ago

Originally Posted by John Durham

Thanks, you saved me a lot of breath by making that point so concisely, I wasn't even going to say it at all, because if a person is extrapolating their facts, they could argue against it with reasoning, and I would have wasted my time. What you just said comes from experience and owning your understanding by having seen the actuality.

It's easier to keep them on for hundreds or even thousands of dollars paying perpetually, than it is to have to call them back up and re-close the same $199 sale next year. It's also easier to get the sale, and easier to justify your low price, by making it monthly. Also increases your ability to offer a cool front end loss leader like "no billing the first 30 days, and you can cancel at any time".

They rarely EVER do, but offering this makes it easier for them to say yes, and thus you close more sales.

In this case I think you need to justify the price for being low, more than apologize for it being high. Monthly payments make that justification automatically.

Ok so should I charge $9.99? Or $19.99 per month then?
Also still offer that they can have the option to pay the whole year price at a discounted rate right? Like $99 - which will save them $20.?

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Freebiequeen1999

9 years ago

Originally Posted by Claude Whitacre

You've never done this before. A $20 automatic charge to their card, will almost certainly go uncontested for several months..or even years.

And you are not making sales now. Really, get them set up on automatic monthly charges. The vast majority of customers will never have any idea where their calls come from.

And give them something more than a listing. Make it an expanded listing with brand names, products sold, hours, a map....whatever you can do to add value.

And the real reason you offer monthly, is to get them to say "Yes" so you can offer a discount for annual payment...after they have given you their card number.

That's why infomercials offer monthly payments. The buyers are flipped to a lump payment once they are buying.

?? Dealing locally is different from infomercials or "internet marketing"...
yeah....you might "get over" on some small biz....who overlook the monthly charge

I think hoping to get paid on "uncontested" charges is not a good way to build a following, referrals....if the wrong angry biz owner figures it out you could find your own reputation smeared (rightfully so)

As for OP....I hope you have traffic , exposure ...otherwise why will businesses go for this? You need some value to the site - reviews, articles by local bloggers, maybe discount coupons
a guy here has a site that offers local apps from local venues..nice idea
maybe your own app? discount coupons on the app?

directories are a dime a dozen, everyone uses google, except for those sites that offer coupons and deals, reviews, maybe "new biz" openings, closings, etc..stuff that is useful beyond google

the idea of "build it and they will come" passed long ago IMHO...you need real value

You also need to build trust and integrity...hoping for clients to "forget" their auto pay is just ludicrous IMHO

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BMGGT13

9 years ago

Originally Posted by Freebiequeen1999

?? Dealing locally is different from infomercials or "internet marketing"...
yeah....you might "get over" on some small biz....who overlook the monthly charge

I think hoping to get paid on "uncontested" charges is not a good way to build a following, referrals....if the wrong angry biz owner figures it out you could find your own reputation smeared (rightfully so)

As for OP....I hope you have traffic , exposure ...otherwise why will businesses go for this? You need some value to the site - reviews, articles by local bloggers, maybe discount coupons
a guy here has a site that offers local apps from local venues..nice idea
maybe your own app? discount coupons on the app?

directories are a dime a dozen, everyone uses google, except for those sites that offer coupons and deals, reviews, maybe "new biz" openings, closings, etc..stuff that is useful beyond google

the idea of "build it and they will come" passed long ago IMHO...you need real value

You also need to build trust and integrity...hoping for clients to "forget" their auto pay is just ludicrous IMHO

I don't see how this is a bad business model? They can cancel anytime. Its up to them to look at their bank statement every month.

Thats not my or our problem.

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John Durham

9 years ago

Originally Posted by BMGGT13

I don't see how this is a bad business model? They can cancel anytime. Its up to them to look at their bank statement every month.

Thats not my or our problem.

It is a tried and true concept. Stick with those and you will be fine. People forgetting to cancel is one reason why many businesses are able to build 50 million dollars or more per year in recurring revenues.

Most of the time people aren't really forgetting, they just see it as more of a loss to cancel than to pay. They don't want to lose something they have already acquired when the cost is so low and there is a possibility that it may have value. At twenty bucks per month, it isn't worth thinking about to them, compared to having a potentially valuable asset in their listing.

Example:

If their clients pay them only $500 and you only get them only one sale every two years, they still profit.

It's worth the CHANCE that they could get a few sales here and there.

As for "forced billing" after the trial?

WP does it, intuit does it, auto responder platforms do it...practically anything you sign up for a free trial with does it. It's a fact of life in new age business.

Just because we are relaying that most people wont cancel doesn't automatically assume that they aren't receiving value.

Saying that people forget to cancel, doesn't mean you are saying that they should or even would want to.

As Claude said ; stating a fact doesn't mean you are automatically "trying to get over on someone".

I'm glad I get auto billed, so I don't have to deal with the hassle of keeping track of paying every month, personally. I am also glad people offer 30 day trials, because if I really don't want it then I have an option. If I don't cancel, then I expect that I will be billed. No one got over on me, unless they didn't tell me I was going to be billed after 30 days.

In any event, if you want to know what works, it's all around you. It's in every hosting company that you have ever taken out a free trial with practically. Saying that it isn't a common business practice that is acceptable is like swimming around in the ocean saying there is no such thing as water.

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BMGGT13

9 years ago

Originally Posted by John Durham

It is a tried and true concept. Stick with those and you will be fine. People forgetting to cancel is one reason why many businesses are able to build 50 million dollar per year recurring revenue.

Most of the time people aren't really forgetting, they just see it as more of a loss to cancel than to pay. They don't want to lose something they have already acquired when the cost is so low and there is a possibility that it may have value.

Word press does it, intuit does it...practically anything you sign up for a free trial with does it. It's a fact of life in new age business.

And just because we are relaying that most people wont cancel doesn't automatically assume that they aren't receiving value.

Many assume that just because you are saying one thing that means you are saying something else... Well, saying that people forget to cancel, doesn't mean you are saying that they should or even would want to.

If their clients pay them only $500 and you only get them one sale every two years, they profit.

In any event, if you want to know what works, it's all around you. It's in every hosting company that you have ever taken out a free trial with practically. Saying it isn't a common business practice that is acceptable is like swimming around in the ocean saying there is no such thing as water.

As Claude said ; stating a fact doesn't mean you are automatically "trying to get over on someone".

Wait - there is no such thing as water?

Man today has been a crazy day!

Yeah - I agree with you on this. Every time you sign up for something it is usually monthly... It all adds up and when something is so small, it will often get overlooked or they realize the value behind the great price and are ok with it.

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Claude Whitacre

9 years ago

Originally Posted by Freebiequeen1999

?? Dealing locally is different from infomercials or "internet marketing"...
yeah....you might "get over" on some small biz....who overlook the monthly charge

I think hoping to get paid on "uncontested" charges is not a good way to build a following, referrals....

You completely misinterpreted my post. Nobody wants to "get over" anybody.

But it's a fact that charges that are less than $20, tend to not get cancelled, because the charge isn't enough to worry about.

It has nothing to do with "uncontested charges". An uncontested charge is when you didn't order something and you got charged for it, or you didn't want what you got. I meant that the charge would be low enough, that the buyer wouldn't be making a "buying decision" every time they saw the charge.

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Mark Singletary

9 years ago

What does the listing give them in real life terms? We know it gets them a spot on your site but what else do they get?

Mark

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BMGGT13 9 years ago

Originally Posted by Mark Singletary

What does the listing give them in real life terms? We know it gets them a spot on your site but what else do they get?

Mark

The listing gives them pictures, contact info, website links, phone number, business logo, I will write a blog about their business and more!
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selfdisciplineacademy

9 years ago

1) Offer it as a monthly subscription...

2) Sales is a skill that takes years to master. Start studying it.

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kursat

9 years ago

I would say - write down every objection that the client could think or come out with, then find solutions to each one of them. Next step is to offer them the solutions with benefits that they will get from using your services. This should increase your conversions. I find it easier to ask straight for the order than ask many confusing sales closing techniques. Hope you do well...

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Kay King 9 years ago

I wouldn't focus on objections - but on benefits.

What kind of traffic are you providing? How much exposure does their listing get? Is the traffic the same market the business is targeted to?

Have you had ANY success in selling this??? If not, price may be too high or perhaps listing it as $99/6 months or $50/quarter might work better...with an option for perhaps $150 for an entire year to make the long term commitment more attractive.

I would not sell it for less than a 3 month period - too much effort involved for one month. If you do it "monthly" that gives the buyer 12 times a year to decide to cancel...not great.

I agree I wouldn't focus on "trying to close" on this kind of sale - I'd focus on the pure benefits to the business - the traffice and exposure and the fact that once the listing is up they don't have to do anything with it (you handle it).
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Jason Kanigan

9 years ago

Dropping the price from $199 to $99 at the last minute is like telling them, "I was going to rip you off, but now I won't; is that cool?"

It's also telling them your price is completely made-up.

Where is the VALUE of your listing?

Show them it can drive enough prospects to give them $5000+ in business, and they'll be excited. Get THEM to figure it out ("If they say it, it's true; if you say it, you have to defend it"~JK) they will do it without hesitation.

As a biz owner, my response is: So you've got a directory...so what?

Again, where is the VALUE?

Concentrate on that.

EDIT: I would *not* make this a subscription/multi-month payment. Every single time you have to go back to collect payment, even if it is on autobill (they'll look at their statement), you will have to make that tiny sale again. It sucks.

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savidge4 9 years ago

It sounds like you are getting "interest" but you simply are priced to high. why not test a lower price? try $99 and see what happens. If that level works out then adjust the price again and jump to $149 and see how that goes.

Part of the deal as I see with directory sales is you want to get as many as you can. If you are calling 100 places and getting 1 sale for $199 that's great. but I would rather call 100 places and get 5 sales at $50. It fills my directory. A fuller directory pulls more traffic. The more traffic you pull the greater the value next year when you start this process all over again.

In the end its all about "building" you cant build on an empty shell of a site. Fid the price point that matches the value within your pitch, and when you find that... run with it.
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John Durham

9 years ago

More than likely, you are rushing through the pitch, and not getting them all the way through the sales process....asking for the close before all the pre-closing stuff is in place.

You have to have them tied down, engaged and involved in the co creation of their purchase, with a sense of urgency, a sense of perceived value, and you also need to be getting agreements from them along the way that cause them not to be able to back out at the close.

For instance:

"Are you going to be wanting a custom graphic for your logo Bob, or do you already have one that you want us to use for your listing?"

If he answers either one of those questions, then he has tied himself in a bit... you need four or five of those types of questions, to get him tied in real good, before you are ready to close.

That's one example. Tie downs are kind of like small implied "pre-commitments", that customers make on the way to being closed, which makes it hard for them to back out at the end, because they have already tied themselves in and co created the sale with you on several levels, throughout your pitch.

That is why the sales PROCESS must be adhered to... (AIDA)

You have to get him through the buying process, and make sure he is in the buying mentality before you can ask for his credit card.

If he is, then he will bust it out with no problem...if he isn't, then you are going to get "Let me get back to you" or "let me think about this..."

In short;

I don't know all the details but, at first glance, it sounds like you are rushing through the pitch and jumping to the close before it's time. Make sure the buying signals are there before asking for the credit card. If they aren't, then keep pitching til you see some slight buying signals.

Just as important as asking for the close (which is good of you) is making sure you are asking when it's TIME to ask.

What is it that they are saying which is making you feel like its time for the close, and what are you saying at the closing?

Just so you know... I have closed 5 or more directory listings a day, for weeks at a time,, personally... trust me...

I have probably sold and closed 150 of them personally, acted as the "closer" on at least a couple hundred more, and have monitored thousands of these sales... in headphones, listening to telemarketers for training reasons.

You need to get them through the selling process... taking shortcuts will not end up in closes, but getting a few people through the full process will. It's not hard, you just have to make sure they really want to hear what you are saying, in alignment with the AIDA philosophy of getting interest and attention first.

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Oziboomer

9 years ago

The $199 or $99 or even $499 price point is in the area that all "small" operators operate and it just puts most businesses off.

If you can't deliver results it doesn't matter what the price is.

If it is a business listing then I can get GREAT Free listings that drive significant traffic from say backpage or a multitude of LOW dollar listings.

If it is just a listing then the price is too high.

Go in and offer free or a $1 trial and then SEND some business...even if it is a friend purchasing something....

You can then go back and say the service costs XXX monthly or save XX Annually.

Otherwise change your positioning and move up to pricing that is more in line with what professional services cost.

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John Durham

9 years ago

I would go with the $19.99, and yes offering them an option to pay all up front at a discount is an excellent choice!

Back when I started, $24.95 per month was more what you could charge for a directory listing, but TODAY people charge over a thousand dollars per month for them. Personally I wouldn't do it for less than $47 or $79.00 per month today.

One way to double your profits FAST is to double your price. At your price, as long as you have a lot of perceived value to offer in your pitch, you could play with price all kinds of ways.

I WOULD suggest a free first 30 days as a loss leader, telling them that they can cancel anytime in the first thirty days and they wont be billed...then tell them that NO one ever cancels usually..."

9 times out of ten they wont cancel either. You lose the first months payment, but you sign up 4 times more customers, and your residual grows into something significant much faster.

Good luck!

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BMGGT13

9 years ago

Ok so lost companies won't cancel after the 1st month if I am charging monthly?

So what if I charge $9.99 /mo for a listing. With this listing they will be able to add maps, photos, website links, logos, content, specials and more.

But after I get them hooked on the $9.99 - I then so - for a year we do offer the yearly package for only $99. (Save you $20) if you purchase now.)

Something like that?

Has anyone had success with the monthly option?

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Claude Whitacre

9 years ago

Originally Posted by BMGGT13

Ok so lost companies won't cancel after the 1st month if I am charging monthly?

So what if I charge $9.99 /mo for a listing. With this listing they will be able to add maps, photos, website links, logos, content, specials and more.

But after I get them hooked on the $9.99 - I then so - for a year we do offer the yearly package for only $99. (Save you $20) if you purchase now.)

Something like that?

Has anyone had success with the monthly option?

You offer the annual payment option, after they have bought, in the same call. It works, because they have already decided to buy. Now it's just a detail as to how they pay.

Sure, I've done it...as have most people selling continuity programs.

say, ".if you just want to take care of it for the first year..... this saves you $20. should we do it that way?"

Don't say "...if you purchase now". Because it will make them make their decision to buy....twice. Never ask them to buy, after they already agreed to buy.

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BMGGT13

9 years ago

Ok. Thanks. I will charge $29.99/mo or $199/ year for the featured listing and $19.99/mo or $299/year for the enhanced listing.

The featured listing will keep them at the top of the search results.

Sound ok?

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John Durham

9 years ago

Originally Posted by BMGGT13

Ok. Thanks. I will charge $29.99/mo or $199/ year for the featured listing and $19.99/mo or $299/year for the enhanced listing.

The featured listing will keep them at the top of the search results.

Sound ok?

Again, I don't know your product, or the rest of your pitch, but that pricing formula seems to look great. I would add the 30 day trial myself. If you are worried about daily cash flow, your discount that you offer for paying up front should make you some upfront cash daily, while the rest of the sales add to your residual. SOME people WILL take the yearly pay offer. More easily as an additional option than as an ONLY option.

Thanks
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BMGGT13

9 years ago

Originally Posted by John Durham

Again, I don't know your product, or the rest of your pitch, but that pricing formula seems to look great. I would add the 30 day trial myself. If you are worried about daily cash flow, your discount that you offer for paying up front should make you some upfront cash daily, while the rest of the sales add to your residual. SOME people WILL take the yearly pay offer. More easily as an additional option than as an ONLY option.

Thanks for taking the time to help out - I don't know if I could set up the first month free? They have to go to my website www.floridatripguides.com and then register for their listing there.

I use pay pal.

So i don't know if it's possible to accomplish this?

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John Durham

9 years ago

Originally Posted by BMGGT13

Thanks for taking the time to help out - I don't know if I could set up the first month free? They have to go to my website www.floridatripguides.com and then register for their listing there.

I use pay pal.

So i don't know if it's possible to accomplish this?

I really highly advise people to close on the phone, and not let a person off the phone until they have billing completed. In this case, if your pay pal configuration doesn't offer a free thirty day option, then you could opt to refund their first month if they cancel.

In any event, loss leaders do help to increase sales tremendously if you can pull one off. Offering a loss leader could even double , triple , or quadruple sales.

Thanks
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BMGGT13

9 years ago

Originally Posted by John Durham

I really highly advise people to close on the phone, and not let a person off the phone until they have billing completed. In this case, if your pay pal configuration doesn't offer a free thirty day option, then you could opt to refund their first month if they cancel.

In any event, loss leaders do help to increase sales tremendously if you can pull one off. Offering a loss leader could even double , triple , or quadruple sales.

Ok so what's a loss leader? Never heard of that term before. Thanks

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BMGGT13 9 years ago

The only negative I have with the charging $19.99/mo is I won't get the full $99 or $199 right away. So the first month or so I won't be making as much income.

But in the end it's more money I suppose? I just need to make this work. My fiancé and I just bought a new house and we just moved in. Now it's time to make money. So a little pressure - but good pressure
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DABK

9 years ago

Listen to Claude.

It's $19.95 a month. That's $239.40 a year. However, if you take care of a whole year right now, it's only $195 for the whole year. That saves you $44.40 because it saves me a lot of work.

If your site sending them only 5 or 10 visitors a month is a concern, then increase traffic to your site and talk to them about how many visitors they get now for everyone who buys.

For some, 10 visitors equals 1 sale and 1 sale equals 5000 dollars in revenue, $500 in profit. I'd gladly pay $99 to get $401 in profit and most certainly to get $500 in profit.

I'd sell them on the idea that they can make an offer each month on the listing, at no additional cost (they send you the info, you put it up and take it down whenever they want).

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Claude Whitacre

9 years ago

Originally Posted by DABK

Listen to Claude.

It's $19.95 a month. That's $239.40 a year. However, if you take care of a whole year right now, it's only $195 for the whole year. That saves you $44.40 because it saves me a lot of work.
.

Good dialog for the script too.

Thanks
1 reply

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DABK 9 years ago

Thanks.

Works for me and on me.

Originally Posted by Claude Whitacre

Good dialog for the script too.
- Thanks
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John Durham

9 years ago

Most companies wont cancel. One will now and then... but in the end you come out ahead by far.

Doing something like getting them hooked on the monthly first is a good way to lead into a close. If you can get agreement. ie;

"...only $9.99 per month does that sound fair enough? Okay great, by the way you can also get two months for free by paying for the whole year in advance for only $99 dollars if you would rather... Which one of those options do you think you want to go with today?"

Closed ended closing question. If they answer either way it is time to close

Alright then, I will just need to get a little bit of information here... and we can wrap this up... firstly, we usually like to do all of our billing electronically by visa, mastercard, or check by phone, for record keeping purposes. Which one of those are you going to be using today?"

Bingo. You have a sale.

DANG, I'm out of Thanks Claude!

Claude's advice is even better- offering the option after the close.

Thanks

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John Durham

9 years ago

A loss leader is when you offer them something for free in exchange for trying your service or product. In this case it would be offering them a free thirty days in advance with an option to cancel at any time.

Again; they generally WONT cancel any time soon. It's just a fact, and the nature of how people make millions of dollars on forced monthly billing business models, which offer a 30 day loss leader.

This tactic is proven many times over, and is pretty much common for a reason; because it WORKS! lol.

In internet marketing a loss leader might be when someone offers you a free report in exchange for joining their email list, which gives them the opportunity to sell all kinds of stuff to you down the road.

Another thing you may hear it called around here is "an ethical bribe"- same thing. I just like "loss leader" better. It is a valuable and effective sales tactic. One of the MOST effective.

Good question for WF newbs, in case they see that term floating around and don't know what it means. So often we talk like everyone already knows the basic intercommunity terminology, and it isn't true.

Glad you asked.

Basically it means taking a loss on the front end (a small one) in order to make ten times more profit on the back end.

You sacrifice 30 bucks the first month, in order to gain 30 bucks per month for the next 5 years, that you may not have gotten without having offered the 30 day loss leader (Free 30 day trial basically).

Thanks
1 reply

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BMGGT13 9 years ago

I get it now thanks...

Ok here is my other dilemma... When I created my website - I did it all backwards. (1st time doing it). I created all my listings myself - in hopes that the site would hold thousands of listings and eventually people would pay to be on the site.

Other the past few months I realize that I shouldn't of done it this way. Right now there are 1,700 listings on the site. I think I need to make that number go down to around 500 or so.
Eliminate most of the free listings that I created and once I gain more paid listings (monthly subscribers 👍&#127995 then I will delete more of the free ones.

I am no expert - but I think that this will create a lot less work for me and the website to run a lot faster.

The other negative with having so many listings is - if you were to buy a enhanced listing then it would be listed with all of the other free listings... You may not ever see their listing unless you search through all of them. If I don't have as many listings then their listing will be easier to find.

I do have the featured listing which will put them at the top of the search results which would eliminate that issue above.

Thoughts? Thanks
- Thanks
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John Durham

9 years ago

I would use those 1700 listings as my cold call list. You already gave them something, (a free listing) so that gives you a good opening, because you are calling them about something they already own and is therefore naturally of interest to them.

Featured listings should be more than just at the top of the list, they should be expanded , better listings with more graphics, and/or features.

I don't see the problem if you are able to put them at the top of the list.... I guess I don't understand the issue there. Have you not clearly defined the difference between a free and featured listing?

Thanks
1 reply

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BMGGT13

9 years ago

Originally Posted by John Durham

I would use those 1700 listings as my cold call list. You already gave them something, (a free listing) so that gives you a good opening, because you are calling them about something they already own and is therefore naturally of interest to them.

Featured listings should be more than just at the top of the list, they should be expanded , better listings with more graphics, and/or features.

I don't see the problem if you are able to put them at the top of the list.... I guess I don't understand the issue there. Have you not clearly defined the difference between a free and featured listing?

Oh I have defined the difference between the two listings... Both listings offer the same benefits - but with the featured listing you will be able to add more categories and pictures.

Ok next question - should I offer a "free" listing at all? The free listing they will be able to add their business name - address - description and the features of their business. And only get 1 category to choose from?

Thanks

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John Durham

9 years ago

It really depends on what kind of sales pitch angle you want to come from. The free listing angle gives you a foot in the door, so I would do that for the first seventeen hundred listings that are already up, and try it out. If the results aren't what you need in the first 2-300 calls then I would change the strategy up a bit. In any event, it's good that you have some listings up because when people come to check out your site it wont look empty.

Good going on all of the effort by the way. That is awesome. You are in the last mile of a million mile race to selling listings!

[ 1 ] Thanks
1 reply

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BMGGT13

9 years ago

Originally Posted by John Durham

It really depends on what kind of sales pitch angle you want to come from. The free listing angle gives you a foot in the door, so I would do that for the first seventeen hundred listings that are already up, and try it out. If the results aren't what you need in the first 2-300 calls then I would change the strategy up a bit. In any event, it's good that you have some listings up because when people come to check out your site it wont look empty.

Good going on all of the effort by the way. That is awesome. You are in the last mile of a million mile race to selling listings!

Yeah - thanks

So I did some research and I think the best time for me to make calls will be the following.

Monday - between 1pm-4pm
Tuesday- 9am-12pm and 1pm-4pm
Wed - 9am-12pm and 1pm-4pm
Thurs - 9am-12pm and 1pm-4pm
Friday - No calls.

Are those the best times to call?

Thanks

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Freebiequeen1999

9 years ago

well this is not something I would plan on....pretty shaky IMHO

also....if you don't know what a "loss leader" is makes me wonder how much sales experience you have?

Thanks
1 reply

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BMGGT13

9 years ago

Originally Posted by Freebiequeen1999

well this is not something I would plan on....pretty shaky IMHO

also....if you don't know what a "loss leader" is makes me wonder how much sales experience you have?

I have a lot of sales experience actually. Real estate, time share and vacation packages.

Thanks

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BMGGT13

9 years ago

Ok so when I am calling businesses - what would be a good line to create the urgency? Especially now that I will be charging monthly and or yearly. I know that's a huge part of the sales process. Just looking for recommendations.

Thanks.

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John Durham

9 years ago

Well, for one, in order to create urgency, you could make all of your free trials, and full pay discounts dependent on the customer buying TODAY... also you could add features that only apply if they buy today... or make "limited time offers...", claim "limited slots are available", or make your offers "exclusive to only a few customers per category/city/state..."

Basically make securing their opportunity a time sensitive thing, and really stress, throughout your pitch, the benefits of acting TODAY, or the loss they will experience by putting the decision off.

Basically structure your pitch so that there is no good reason not to do it NOW, and EVERY good reason TO do it now...

But I will let some others answer for awhile. I have been posting too much today.

It's been a lot of fun in the offline forum today though! Lot's of good discussions that apply to my own areas of understanding! I feel like I was able to contribute some value. Haven't had this much fun answering threads in awhile.

Would love to see some of the others ways of creating urgency.

If you can effectively create urgency it knocks out about half of the closing objections , such as "Let me think on this and get back to you..."

Basically that is usually a BS answer because a person doesn't want to say yes, but they don't want to tell you no. Sometimes it's legit, but not most times.

Every percentage of objections that you can knock out prior to close is good. I call them "pre objection stoppers".

You should have answers built into the body of your pitch for every potential objection that could come up, before it arises in the close.

[ 1 ] Thanks

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bizgrower

9 years ago

I manage a hotel and am getting solicited by Colorado Vacation Directory of Cabins Campgrounds Lodging & Attractions
for $319 per year - much more established and visited than your site.
SO, partly answers the WIIFM questions I have.

I looked at the website a little.
Make sure all the links are working on all browsers.
BandB s in Daytona does not work in IE.

I don't like the flag pole things.
I want a list of hotels so I can stand out a little via text/pictures that make people
want to explore my hotel over the others.

As a buyer of a service such as yours, I want to be able to cancel easily if it is
not working for us. So, I'd go for the monthly option with no cancellation hassle if
I were to buy.

Also, I really only need more business in April, May, October, and November, so
it does not make sense to buy an annual thing. Commission per actual guest
is best, of course. For hotels, that's the Expedia or booking.com model.
Unique angle from the hotel industry.

For my hotel, and many others where there is not a lot of competition, I don't need
the paid version of Trip Advisor or Yelp. We stand out enough as it is.

Just some thoughts.

[ 1 ] Thanks

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BMGGT13

9 years ago

Good thoughts - thanks you two! All interesting ideas. Really looking forward to getting on the phone tomorrow!

Thanks
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John Durham

9 years ago

Originally Posted by BMGGT13

Really looking forward to getting on the phone tomorrow!

What is your opening line in the greeting that gets their attention and inspires interest?

Let's make sure you get some traction here.

We have been talking about parts and pieces of your presentation. What does it look like all the way through?

[ 1 ] Thanks
1 reply

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BMGGT13

9 years ago

Originally Posted by John Durham

What is your opening line in the greeting that gets their attention and inspires interest?

Let's make sure you get some traction here.

We have been talking about parts and pieces of your presentation. What does it look like all the way through?

Ok below is my basic script - now mind you - I haven't changed this to fit the monthly payments yet.

Hello! This is Brandon from floridatripguides.com!

The new 'personalized' Florida destination website - that connects OUR visitors to YOUR business!

_(NAME)_, I'm sure you're busy - so the short version is...

We've done the research - and the NUMBER 1 thing on every visitors list to Florida is - INFORMATION. And our site has it!

We let our visitors know WHERE to: Eat, Stay, Shop, and Play!

Our site just officially launched - and we're gearing up to attract thousands of visitors each month who are looking to enjoy themselves at a business like yours...

We want YOUR BUSINESS added on our website! Best part - its free!

Your business has the opportunity to stand out - not only in front of new potential customers to your area - but to stand out from your competition as well...

Mr/Ms _____ You can showcase your business by adding a description, hours of operation, your address and more - PLUS you'll receive our personal, positive 'TIP' - about what we liked about your business!

Florida Trip Guides has over 28 different locations and over 87 different categories to choose from! Your business will be listed under every category that fits best.

Looking to stand out even more? Then we also offer our Enhanced Listing, and Featured Listing. If you purchase you're listing TODAY, we're offering a "LAUNCH SPECIAL" that's 50% OFF our listing choices - now through April 30th!

Our most popular listings - is our 'Enhanced Listing'. Normally $199 is now only $99. The other - is our Featured Listing normally $399 is now only $199 - AND - either listing is good for one full year from the date of purchase! With both of these listings you will be able to add your logo, contact info, videos, pictures, website links and more! Plus we will write a blog about your business as well!

Where else can you find advertisement like this for pennies a day?

To add your business TODAY - just go to our website and click 'Join Us' - and it's all done right on through PayPal on our secure site.

Once you select which listing fits your needs best - then you can start adding information to our site.

Once again all listings are half off until April 30th...

We also offer affordable advertising space as well - if you're more inclined to post an ad...

Just check out our 'Advertise With Us' Page. Compared to other sites - you'll understand why we think they're very affordable, and, very valuable!

Do you have any questions? How does that sound? Lets get you started!

Once again my name is Brandon - owner of Florida Trip Guides.com!
I really appreciate your time today...

I know I've given you a lot of information, so if I can have your email address, I can send you the simple details.

Thoughts?

Thanks

Thanks
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Matthew North

9 years ago

Originally Posted by BMGGT13

Ok below is my basic script - now mind you - I haven't changed this to fit the monthly payments yet.

Hello! This is Brandon from floridatripguides.com!

The new ‘personalized’ Florida destination website - that connects OUR visitors to YOUR business!

_(NAME)_, I’m sure you’re busy - so the short version is…

We’ve done the research – and the NUMBER 1 thing on every visitors list to Florida is - INFORMATION. And our site has it!

We let our visitors know WHERE to: Eat, Stay, Shop, and Play!

Our site just officially launched – and we’re gearing up to attract thousands of visitors each month who are looking to enjoy themselves at a business like yours…

We want YOUR BUSINESS added on our website! Best part – its free!

Your business has the opportunity to stand out - not only in front of new potential customers to your area - but to stand out from your competition as well…

Mr/Ms _____ You can showcase your business by adding a description, hours of operation, your address and more - PLUS you’ll receive our personal, positive ‘TIP’ - about what we liked about your business!

Florida Trip Guides has over 28 different locations and over 87 different categories to choose from! Your business will be listed under every category that fits best.

Looking to stand out even more? Then we also offer our Enhanced Listing, and Featured Listing. If you purchase you’re listing TODAY, we’re offering a “LAUNCH SPECIAL” that’s 50% OFF our listing choices – now through April 30th!

Our most popular listings - is our ‘Enhanced Listing’. Normally $199 is now only $99. The other - is our Featured Listing normally $399 is now only $199 - AND - either listing is good for one full year from the date of purchase! With both of these listings you will be able to add your logo, contact info, videos, pictures, website links and more! Plus we will write a blog about your business as well!

Where else can you find advertisement like this for pennies a day?

To add your business TODAY - just go to our website and click ‘Join Us’ – and it’s all done right on through PayPal on our secure site.

Once you select which listing fits your needs best - then you can start adding information to our site.

Once again all listings are half off until April 30th…

We also offer affordable advertising space as well – if you’re more inclined to post an ad…

Just check out our ‘Advertise With Us’ Page. Compared to other sites – you’ll understand why we think they’re very affordable, and, very valuable!

Do you have any questions? How does that sound? Lets get you started!

Once again my name is Brandon – owner of Florida Trip Guides.com!
I really appreciate your time today…

I know I’ve given you a lot of information, so if I can have your email address, I can send you the simple details.

Thoughts?

Thanks

Don't confuse prospecting with selling..

Ask a few questions at the start if they would actually see the value in/would want a listing on your site.. then you can sell.

The problem is that it sounds more like a bad radio commercial than a conversation. I can tell you've never tried this script in the real world by how it reads.

There's a lot wrong with it. I would start from scratch.

Focus on finding people who actually want a listing.. by asking.

Try targeting your calls to people who are already buying advertising in a directory like the yellow pages or the newspaper.

Give them more of what they want and what they're used to buying.

It should compliment what they have in place already for best results.

Thanks

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misterme

9 years ago

Originally Posted by BMGGT13

During the conversation - they are very excited about what my site can do for their business. However when I tell them that it cost $199 for the whole year - then they usually say well we cant do that right now, or that's too expensive.

Because you're not closing them during the conversation. Oh sure they seem excited, it means nothing. Basically what you've been doing, and ironically, what some others commenting here would have you still do, is trying to close on price.

What you want to be doing is closing them on the particulars, and THEN use price to make it a no-brainer deal for them, and bring it home.

Originally Posted by John Durham

Tie downs are kind of like small implied "pre-commitments", that customers make on the way to being closed, which makes it hard for them to back out at the end, because they have already tied themselves in and co created the sale with you on several levels, throughout your pitch.

That's really a great post, John.

I had a twist yesterday about tie-downs as a matter of fact. I was on a phone call with a client and instead of tie downs on new points, what I did was present her with actual facts about her, having her agree that these were facts, which she can't disagree with... it's a natural tie down... which then led to the close. It went something like this, "this is true about you, right? That's also true about you, yes? And this thing here is true about you too? OK, so based on that, here's what we do next, OK?"

Originally Posted by BMGGT13

But they pay $19.99/mo - then they have the option to cancel after the 1st month. What if the site only sends them 10 hits? Or 20? 5?
You know?

It's up to you to deliver a service beyond their expectations. You're pushing a mediocre service no better than anyone else's or do you offer something better than the rest?

Originally Posted by BMGGT13

Ok below is my basic script

It's a bit hypey what with "we're gearing up to attract thousands of visitors" and "The new 'personalized' Florida destination website"...

But also I see you say it's free?

No wonder they act excited.

Then you pitch the enhanced listing, for a fee... and naturally, you lose them there.

I won't even get into how fake it comes across that a "most popular listing" ...is on sale. For a whopping half price, too. If it were popular, it wouldn't be on sale for half off.

And too many calls to action:

"To add your business TODAY - just go to our website and click 'Join Us' ...

We also offer affordable advertising space as well - if you're more inclined to post an ad...

Just check out our 'Advertise With Us' Page..."

Too many choices.

And overall, you're not selling. You're talking at them, throwing feature after feature at them:

"Compared to other sites - you'll understand why we think they're very affordable, and, very valuable!"

"either listing is good for one full year from the date of purchase!"

"you'll understand why we think they're very affordable, and, very valuable!"

"Where else can you find advertisement like this for pennies a day?"

You're pitching where it should be a conversation.

Sounds like a carnival barker.

"Step right up! She walks, she talks, she crawls on her belly like a reptile!!!"

Thanks
1 reply

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ewenmack

9 years ago

Originally Posted by misterme

I had a twist yesterday about tie-downs as a matter of fact. I was on a phone call with a client and instead of tie downs on new points, what I did was present her with actual facts about her, having her agree that these were facts, which she can't disagree with... it's a natural tie down... which then led to the close. It went something like this, "this is true about you, right? That's also true about you, yes? And this thing here is true about you too? OK, so based on that, here's what we do next, OK?"

That's the same method Frank Kern uses in his webinars to transition from
training to what he has to offer to get more.

He comes up with three things that are true, like
what happened on the webinar.

The reason is to create a yes momentum.

Best,
Doctor E. Vile

Thanks

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John Durham

9 years ago

[DELETED]

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BMGGT13

9 years ago

Originally Posted by John Durham

Not the best script my friend... If you weren't so urgent to start tomorrow, I might try to work on it some with you and hone in on it a bit, but I have to get offline for now. Will be back on later tonight, or definitely tomorrow for awhile.

ok thanks. Will talk to you soon - thanks for your help. Maybe I will put calling off until Tuesday.

Thanks

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Freebiequeen1999

9 years ago

I agree....how often do you get all the way through that script?

what kind of results do you get for the clients? how much traffic?

Florida has so many many websites...I am sure they are approached by others all the time

= do you have stats of how many visit the site?

= do you have any paying customers who would give a good review to your services?

Thanks

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BMGGT13

9 years ago

So I have decided to go the monthly route. So $19.99 for the Enhanced Listing or $199/year and $29.99 or $299/year for the Featured Listing. They will have the option to pay a one time cost that will cover the whole year and save them money as well.

I like that plan. When's the best days and times to call?

Thanks

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BMGGT13

9 years ago

So what's a great way to create urgency during my calls?

Thanks
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DABK 9 years ago

In any list, the 1st one gets seen more often. The lower down the page, the less seen.

You can only show so many above the fold per industry/city.

It's like SEO, top result in Google gets some 30% of the clicks available for the keyword; #2 gets 12%; #3 gets 8%.

In political voting, they found out that the candidate whose name is 1st on the list (even if it's 2) gets more votes... by virtue of being the 1st on the list.

I don't know statistics about being the 8th on a directory page, but it's bound to get you a lot fewer clicks/calls than #1.

Originally Posted by BMGGT13

So what's a great way to create urgency during my calls?
- [ 2 ] Thanks
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omegamedia

9 years ago

Really an offline marketing is to able to connect with a lot of people and tell them about something and personally interact to person's

Thanks
1 reply

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savidge4 9 years ago

Lets really get down to brass tacks here... you are not ready to sell your site yet. part of the "decision" process is the prospect taking a peak.. and well a peak is not going to help you in the slightest.

Let me start with this... https://www.cloudflare.com/ you need this desperately... and its free! Next you need a cache plugin - again really bad. If you run a page speed test: GTmetrix | Website Speed and Performance Optimization a "good" number to shoot for is 5 seconds. under 3 is better... yours tested at 13 seconds. To give you an idea... for every second past 5 seconds you are losing 7% of your traffic ( on average ) that means you are losing right at 50% of your incoming traffic to page load alone.

Where is the mailing list? ( that nice blue bar at the top of your site? might be a good idea to have "Get up to date Florida travel Information in you inbox: enter e-mail and submit" )

If the idea is to get people to sign up using the online application service.. HIGH LIGHT the crap out of that portion of your side bar.

I EXPECT that if you are listing medical... every flippin hospital in the state is already listed.

Do yourself a favor and become an expedia affiliate. you simply are not going to sell Disney a listing to your site. but you could be making money every time some one books a room there. once you have been accepted with expedia they actually have folks that will work with you and help you optimize those listings for your site. for THAT alone.. it would be worth it for you.

You have no geographical information on your site. in each article there should be some reference to where it is and what is close by.

column shortcode is your friend... white space is good.. but having columns of information running off to the left is well... not professional: https://wordpress.org/plugins/shortcodes-ultimate/ free and worth every penny!

look up and learn and implement Unique Selling Perspective ( USP ). not just the home page.. but every page. Images are great.. but images with a USP is better.

Go here: http://www.warriorforum.com/offline-...ss-owners.html this is basically kinda where you should be.

Your content is good.. BUT.. its not going to help you. ( sorry ) vacation site content needs to be within the context of "vacations" they need to be an answer to something.. am I really going to look up "common snakes of florida" before I go on vacation? probably not. wouldn't a listing of events and festivals be better content in CONTEXT of what your end user may WANT to read.. and actually be searching and land on your site? better yet a post per event and festival.

Another plugin: https://wordpress.org/plugins/all-in...rich-snippets/ you have got to have it. you need every leg up you can get in the market you are shooting for.

Me.. personally would say you are a good solid month out easy.. and I think I am being kind with that number.

Hope that Helps!
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bizgrower

9 years ago

Expedia is the same company as hotels.com, and many other sites.
You'll get many channels that way.
Some of their affiliates get large enough to have their own staff and 800 numbers...

So, another great suggestion from savidge4.

Unless I missed, one thing you'll need to ad to your wiifm ("what's in it for me" for the newer people)
is how you will market the directory itself.

The Colorado Vacation Directory I mentioned has been around since before the internet so they
have print directories with good distribution throughout the state.

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John Durham

9 years ago

Some great advice here about the travel affiliate programs. Responded to your PM , BMGGT13

[ 1 ] Thanks
1 reply

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AzzamS 9 years ago

Originally Posted by John Durham

Some great advice here about the travel affiliate programs. Responded to your PM , BMGGT13

Hi John,
How do I get hold of you mate? I have a list that I want to teach telemarketing to and looking for JV or collaboration, but only with the best. Can you drop me a line azzam dot Sheikh at Gmail dot com
- Thanks
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misterme

9 years ago

Good observation. Though I think the difference between Kern's technique and what I did is Kern uses arbitrary facts such as, "You heard the webinar" "You filled out the form" and then states what he wants them to accept as true, which can be unrelated to the previous two facts, such as "So you know this is the best program to accomplish your goals." Right?

What I did was cite personal truths about the client I happen to already know are true because the client told me so. That could be, for example, "Relationships mean more than anything to you" "you're doing this because you want an art piece holding significant meaning for you" and then state the close: "So let's schedule this now."

Somewhat the same, yet somewhat different. A nuance shift. And a bit different from traditional tie downs, which was my point.

[ 2 ] Thanks

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daniyal100

9 years ago

Originally Posted by BMGGT13

Ok so I am starting to call businesses about purchasing a business listing for $199 on my website.

During the conversation - they are very excited about what my site can do for their business. However when I tell them that it cost $199 for the whole year - then they usually say well we cant do that right now, or that's too expensive.

Now I got to thinking today that I can offer at the very end of the convo - after they already told me no - "Well I know you are interested in this - what if I take half off of the price and it only cost you now $99 for the whole year?"

Once you start doing it you'll figure out what's the good way to do it and then eventually if you keep doing it you'll be at a place where you know what's the best way to close the person your talking on phone at the moment.

There's no best way, the trick is in the process from the time you say hello to the final hang up after close which you'll get pro from experience.

What's the best way to close the sale?
What's the best verbiage to use?

I would have to go into my site every time to change the price - which is fine - but I need to tell my potential client that in order for them to get this offer, then they need to purchase while they are on the phone with me.

Any thoughts?

Thanks!
Brandon

Once you start doing it you'll figure out what's the good way to do it and then eventually if you keep doing it you'll be at a place where you know what's the best way to close the person your talking on phone at the moment.

There's no best way, the trick is in the process from the time you say hello to the final hang up after close which you'll get pro from experience.

Thanks

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Freebiequeen1999

9 years ago

savidge4 gave lots of good advice here...the site really needs work..and lots of it
there is no way biz in florida will buy into this.....

tourism is huge here...and we have so many resources and so many ad options trying to get their biz

the basic premise of this site is screwed because he carefully put in "personal tips" that were not personal at all....for biz he never visited....

a visitor to ft lauderdale would find some out of biz places....some very expensive and some that are way out in a strip mall in a dicey area....unreal

oh along with a few listings in Naples on the other side of the state..

it is all jumbled together....attractions with diners with hotels with fishing boats...no rhyme or reason
He totally ignores the Las Olas area - one of the hottest tourist areas...totally ignores 17th street causeway...which is near our cruiseport - the busiest in the world , in winter it is jumping and even all year round - this is where 10,000 tourists come in and out every weekend with RCI's huge ships

instead he randomly picked suburban places and places 15 miles away and no reason or knowledge of them at all

all the learned biz advice falls on deaf ears here....

why bother? OP knows his plan is flawed, he really needs to go back and fix the many errors on the site, maybe "clean out" some of the many listings, figure a way to get real reviews or no reviews
make site load faster...make it searchable - it is not

Remember too - you are going up against a huge tourist machine here with fantastic websites, offers, information, tons and tons of Local coupon mags, on the beach coupons, people on segways and roller skates who advertise, girls in bikinis advertising, ads on plane banners, ads on the water taxi, adson the side of the free tourist trolley, I have even seen an ad on a wind surfer LOL

can this site in any way compare to

Fort Lauderdale Hotels, Beaches, Restaurants and Things to Do

Thanks

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