Contacting Local Business Owners

by sunshne721 102 replies
Hello everyone,

I have a consulting business and I've been having trouble contacting local business owners. I'm targeting handymen such as roofers and plumbers. I have no problem building a list of business to contact, but once I contact them either through email or their contact page, I never get a reply back. I've contacted almost 100 businesses so far and not one response. I've tried send emails from Gmail and my own hosting account, but still no responses. The emails that I arent spammy and they're full of value. Can anyone tell me what I'm doing wrong?
#offline marketing #business #contacting #local #owners
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  • Profile picture of the author dave147
    With local business owners you might be better off to get out there and meet them face to face.
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    • Profile picture of the author sunshne721
      Thanks for the advice, the only thing is that these business are in a different state.
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      • Profile picture of the author DABK
        When you send email message; what are your open rates?

        How do you select who to send email to?

        What's in it for them?

        Is it clear from the beginning that there's something worth their time in it?

        Why do you send email, instead of calling, or regular mail?

        Originally Posted by sunshne721 View Post

        Thanks for the advice, the only thing is that these business are in a different state.
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        • Profile picture of the author sunshne721
          Originally Posted by DABK View Post

          When you send email message; what are your open rates?

          How do you select who to send email to?

          What's in it for them?

          Is it clear from the beginning that there's something worth their time in it?

          Why do you send email, instead of calling, or regular mail?
          If I email 20 businesses, I usually get 5 opens, so it's pretty low. I use a website analysis tool that gives a score of each website. All I have to do is enter their web address and if it has a low score, then I'll send my email to them. I'm offering them a website analysis at no cost to them so they can better understand why they're ranked lower in Google than their competition. I heard that email is faster and with email the business owner can read it and reply to it whenever they're not busy, but if I cold call them, especially during business hours, they might not have time to talk.
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          • Profile picture of the author Oziboomer
            Originally Posted by sunshne721 View Post

            I use a website analysis tool that gives a score of each website. All I have to do is enter their web address and if it has a low score, then I'll send my email to them.
            If you are thinking about what helisell suggested and also some of the other suggestions that seem to peak your interest like a negative approach etc.

            The one thing I'd be doing is contacting the people with a high score not a low score.

            People who show up in your analysis tool with a low score probably don't really give a sh*t about generating business from their website.

            They are the group of tradies who drive around doing jobs all over the place.

            We think of them as the "dog and ute" type of business...you know they have a big dog and a utility that serves as their office and mode of transport. Plus it carries all their tools.

            Usually the "UTE" will have a Phone number on that says something like "Call Mike's Aircon when you need split or ducted air-conditioning."

            They have plenty of work on and don't have anytime for website improvement because they are too busy working.

            The higher scoring websites however are usually business with more than "one dog and ute"

            They have employees and bigger overheads than the small guys.

            They need a flow of leads to support their business.

            They have already invested in the website and the adwords campaigns etc etc...

            When you approach them either via the helisell route or your own composition they are more likely to listen.

            A free website analysis is so lame and it wouldn't interest many unless they were bored and seeking company.

            Now...

            A comparative analysis showing them where their competitors are stronger than them is a better approach.

            If you can weave in some emotional hook to your material you will also do better.

            A bit like saying. . .

            "hey have you seen how competitor Joe's plumbing is doing?"

            He's got this new system that is keeping his guys flat out busy....

            ...and just I saw his wife parking her new car outside [insert desirable local designer boutique here]

            You need to show the prospect a huge emotional benefit to get closer to them.

            Website analysis = cold

            Competitor's wife driving new car = hot

            Competitor taking big vacation = hot

            Competitor business expanding = hot

            You don't need to know all the prospects names (although it helps) but you do need to know at least the best known competitor''s name.

            There are so many ways to get their attention so promise me "no more poor emails ok?"

            best regards,

            Ozi
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      • Profile picture of the author dave147
        Originally Posted by sunshne721 View Post

        Thanks for the advice, the only thing is that these business are in a different state.
        Not so local then

        You should call them and offer your service, or you could just do the analysis and send them the free full report with a further call to action.
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  • Profile picture of the author animal44
    Let me guess... You're trying to sell SEO (or similar) from a cold email?

    Most people, especially tradesmen, would consider any cold email as spam.

    Tradesmen publish their tel number and email in order to sell to others, not to be sold to. Think along those lines and you'll get a clue how to get them to respond...

    However, forget email... I'd get face to face, like Dave suggests. Build some trust before trying to sell...
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    • Profile picture of the author sunshne721
      I'm actually offering the business owners a free website analysis. The only thing is the business owners are in a different state.
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      • Originally Posted by sunshne721 View Post

        I'm actually offering the business owners a free website analysis. The only thing is the business owners are in a different state.
        do you sell, and run your business, the way you buy personally?
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        • Profile picture of the author sunshne721
          Originally Posted by kirbymarketingconcierge View Post

          do you sell, and run your business, the way you buy personally?
          Yes because when I email businesses, I only focus on how they can benefit from my service and what's currently preventing them from getting more customers. I also provide the businesses with website analysis videos that I've completed for other businesses in the past to provide more value. When I buy something I tend to focus more on what's in it for me and how I can benefit from it.
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      • Profile picture of the author jcjonas
        What is the email you are sending say? Include the subject line as well. Also, what do you say when leaving a voicemail message. These business CAN be sold via phone and email. You just need the correct approach. Lets start there.
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        • Profile picture of the author sunshne721
          Originally Posted by jcjonas View Post

          What is the email you are sending say? Include the subject line as well. Also, what do you say when leaving a voicemail message. These business CAN be sold via phone and email. You just need the correct approach. Lets start there.
          Thanks for replying, here is the subject line and email:

          Subject: Do You Need More Customers For Your (Niche) Business?

          To the owner of (Name of Business),

          I came across your website earlier and I would like to offer you a free website
          analysis report.

          The analysis report will help you identify any aspects of your website that's preventing you from getting new customers or being seen on Google ahead of your competition.

          I have provided 3 examples of video reports that we've recently conducted for other (niche) businesses so you can see what we can do for you.

          If you would like to have the same analysis report done for you, please reply back as soon as you can.

          Kind Regards,

          Melanie Granger


          I don't usually leave a voicemail, just the email.
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          • Profile picture of the author yukon
            Originally Posted by sunshne721 View Post

            Thanks for replying, here is the subject line and email:

            Subject: Do You Need More Customers For Your (Niche) Business?

            To the owner of (Name of Business),

            I came across your website earlier and I would like to offer you a free website
            analysis report.

            The analysis report will help you identify any aspects of your website that's preventing you from getting new customers or being seen on Google ahead of your competition.

            I have provided 3 examples of video reports that we've recently conducted for other (niche) businesses so you can see what we can do for you.

            If you would like to have the same analysis report done for you, please reply back as soon as you can.

            Kind Regards,

            Melanie Granger


            I don't usually leave a voicemail, just the email.



            You've already lost their trust with the first line in your email.

            If my name is Jim, you better be calling me Jim, not To the owner of (Name of Business), otherwise your going in the spam folder.

            Be sincere when making contact and not come off as some canned spam script designed for the masses. Talk to the potential client like you already know them and you know their business/niche.
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            • Profile picture of the author sunshne721
              Originally Posted by yukon View Post

              You've already lost their trust with the first line in your email.

              If my name is Jim, you better be calling me Jim, not To the owner of (Name of Business), otherwise your going in the spam folder.

              Be sincere when making contact and not come off as some canned spam script designed for the masses. Talk to the potential client like you already know them and you know their business/niche.
              What if you can't find the name of the owner? You're right it would be better to make the email more personable. The thing how do I try to be persuasive without sounding like a sales person? These businesses are on Google so they're probably getting a lot of spam emails as it is, but I want to stand out from that.
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              • Profile picture of the author tryinhere
                Originally Posted by sunshne721 View Post

                What if you can't find the name of the owner? You're right it would be better to make the email more personable. The thing how do I try to be persuasive without sounding like a sales person? These businesses are on Google so they're probably getting a lot of spam emails as it is, but I want to stand out from that.
                as in post Number 9 by animal, why do you not have people come to you, who want your service, this way you can offer solutions to their problems with out being the pushy salesperson and probably close a high 70% plus if the ducks line up.

                If your service does what it says it can do, then build your own site to do just that, bring in more customers, your customers.
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          • Profile picture of the author Sayed
            Originally Posted by sunshne721 View Post

            Thanks for replying, here is the subject line and email:

            Subject: Do You Need More Customers For Your (Niche) Business?

            To the owner of (Name of Business),

            I came across your website earlier and I would like to offer you a free website
            analysis report.

            The analysis report will help you identify any aspects of your website that's preventing you from getting new customers or being seen on Google ahead of your competition.

            I have provided 3 examples of video reports that we've recently conducted for other (niche) businesses so you can see what we can do for you.

            If you would like to have the same analysis report done for you, please reply back as soon as you can.

            Kind Regards,

            Melanie Granger


            I don't usually leave a voicemail, just the email.
            Hello Sunshne

            First thing, your subject line: It screams "I'm selling you something". Do you know how many of these emails they get daily? Too much. With a subject line like this, I guess 90% will delete without opening.

            You may try something like you are sending an email to your friend. Frank Kern uses the word "hey" ONLY as 50% of his subject lines.

            Second thing, one sure thing you need to know; usually about 50% of your emails will end in the spam folder, so they won't see it at all (put this in your mind.)

            Third thing, your first line (which usually appears before they open your email) lacks the intimacy and friendliness (it sounds like "to whom it may concern".) This will turn them off immediately.

            Number 4: You said that you'll offer them a free analysis. They will immediately think in their heads "what is the catch here? no one offers a free service", so you need to answer this question in your email actually with confirming that there's a catch which is that if they like x, then you'll offer them y.

            No.5: You said you send them 3 examples from similar clients. This will scare them that you'll use their own reports to show for future customers. So you need to assure them that you have an agreement from the other 3 clients to show their reports (if you don't have this agreement, you really must NOT show them these examples.)

            I hope this helps
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            • Profile picture of the author sunshne721
              Hi, this is very helpful, thanks. I'm definitely going to change the subject line and see if I can make it less spammy and more attention grabbing. I added the examples just for proof, but I understand what you're saying.
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          • Profile picture of the author RichBeck
            Originally Posted by sunshne721 View Post

            Thanks for replying, here is the subject line and email:

            Subject: Do You Need More Customers For Your (Niche) Business?

            To the owner of (Name of Business),

            I came across your website earlier and I would like to offer you a free website
            analysis report.

            The analysis report will help you identify any aspects of your website that's preventing you from getting new customers or being seen on Google ahead of your competition.

            I have provided 3 examples of video reports that we've recently conducted for other (niche) businesses so you can see what we can do for you.

            If you would like to have the same analysis report done for you, please reply back as soon as you can.

            Kind Regards,

            Melanie Granger


            I don't usually leave a voicemail, just the email.
            A quick initial thought......

            You're not "selling" a "free website analysis report." You're "selling" the result...

            The business owners could care less about a "free website analysis report." Tell them what result they can expect.

            Is it more people picking up the phone, calling and handing them money once their "issues" are fixed? Is it they'll know how to improve their website to stand out from their competition? Is it something else? Ideally, you'll want to relate it to the reader putting more cash in his pocket.

            Once you nail the result you get for the reader, it makes it much easier to "sell." Make sure it is at a level that you could describe it to your grandmother.
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          • Profile picture of the author moneyg
            Thanks for replying, here is the subject line and email:

            Subject: Do You Need More Customers For Your (Niche) Business?

            To the owner of (Name of Business),

            I came across your website earlier and I would like to offer you a free website
            analysis report.

            The analysis report will help you identify any aspects of your website that's preventing you from getting new customers or being seen on Google ahead of your competition.

            I have provided 3 examples of video reports that we've recently conducted for other (niche) businesses so you can see what we can do for you.

            If you would like to have the same analysis report done for you, please reply back as soon as you can.

            Kind Regards,

            Melanie Granger


            I don't usually leave a voicemail, just the email.
            I agree with many members here about changing your subject line. Your subject line is your Headline so it needs to be written in a way to get them to want to click your email.

            In the body, you may want to entice them with a CTA and a link like "Get Your Website Analysis Report Here". Have the link go to landing page mimicking the same offer but with an optin form "Enter Your Details Here" (Name, Email, Phone, Website). I'd go one step further and embed a retargeting script on the landing page in case they weasel out of filling out the form. If they fill out the form, send them their website analysis report. After you send them the report, reach out to them by phone a few days later. If they don't fill out the form, retarget them.

            Hope this helps.
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          • Profile picture of the author SARubin
            Originally Posted by sunshne721 View Post

            Thanks for replying, here is the subject line and email:

            Subject: Do You Need More Customers For Your (Niche) Business?

            To the owner of (Name of Business),

            I came across your website earlier and I would like to offer you a free website
            analysis report.

            The analysis report will help you identify any aspects of your website that's preventing you from getting new customers or being seen on Google ahead of your competition.

            I have provided 3 examples of video reports that we've recently conducted for other (niche) businesses so you can see what we can do for you.

            If you would like to have the same analysis report done for you, please reply back as soon as you can.

            Kind Regards,

            Melanie Granger


            I don't usually leave a voicemail, just the email.
            I have to agree with a couple of the other replies...
            This email screams "SPAM."

            I've owned a small plaster and painting company for many years (I still own it, but I don't really do any of the physical work anymore) and your email looks the same as dozens of others we get every month.

            When I first used to get them, I thought "maybe I should contact one of these guys."

            But after seeing enough of them, my first thought turned to "wow, I just got a personal email from someone who wants to help me (along with 1000 other people who got the same exact email 2 minutes after you clicked your send button)"
            The only thing missing from your message is the line that says "when you respond, please give me your name and website address so I know who you are."

            Eventually, those kinds of emails just get deleted right away.


            Of course, I try to never criticize anyone without offering a solution.
            So, here's a little insight into my mind (from back when I was a full time contractor).

            First off, my website was an afterthought. After years in the business, I put one up because I figured it's what everyone else was doing, and I needed to keep up with the competition.

            I knew (at least I thought) my website could be better, and it should be helping me get more customers. But, I'm a contractor, not a website guy. And while I'd like to have someone help me out, I'm not interested in spending thousands of dollars, just to get screwed over.

            So, sunshne721, the first thing you need to do is build a little rapport, and get me to trust you.

            Here's a message I got a while back, that actually got me to read the email. I saved it because it made a nice addition to my email swipe file...

            Subject: I love your website!
            (this got my attention, because a little flattery never hurts)

            Opening line: I'm looking at your website's wonderful content and I love it! I reached out to see if you would be interested in helping your site reach its full potential?
            (this was the line I saw when hovering over the message. It got me to open the email, which is half the battle)

            It went on from there. This person actually included my website address on the next line (so I believed they at least knew who I was). It talked about wanting to help me because they liked what I was doing, and they believed they could help me.

            Then they included a couple bits of advice I could implement on my own, right away (proof they knew what they were talking about). And finally they made their pitch of a complete website analysis, if I was interested in turning my website into a lead generation machine.

            A week later I received a follow up from the same person, with some more advice, and another offer. (they were starting to build rapport)

            At another time, this email campaign could have worked on me. But my painting/plastering business was already more of a part time hobby by then (still is).
            By the third email I felt obligated to reply, and let her know that I appreciated what she was doing, but I wasn't the best candidate for her efforts.

            The point is... Out of all the hundreds of emails I was getting, I actually responded to this one.

            I hope my experience gives you some insight.

            All the best,
            SARubin
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      • Profile picture of the author animal44
        Originally Posted by sunshne721 View Post

        I'm actually offering the business owners a free website analysis. The only thing is the business owners are in a different state.
        Then build a local website advertising your services and have people call you...

        Further thought... why not sell locally first...?
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        • Profile picture of the author sunshne721
          I could try to sell to businesses in my area, but I live in a small town so there aren't that many as some of the bigger cities. Also, I'm targeting a specific group of people who I know need help with their websites.
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          • Profile picture of the author savidge4
            Originally Posted by sunshne721 View Post

            I could try to sell to businesses in my area, but I live in a small town so there aren't that many as some of the bigger cities. Also, I'm targeting a specific group of people who I know need help with their websites.
            WHOA... WAIT... STOP... WHY in the world? What's the catch here? WHY are you not starting locally? Less work.. easier to contact... prove yourself in the pond you live before you move on to the next one. develop success, and then have a platform to grow that success from.

            There is an issue here and it has little to do with subject lines and letters and open rates. YOU are afraid of something, and that is literally showing through in your communication efforts. if you are unable to contact local prospects.. how do you think you will contact ones 300 miles away? You are hiding behind the vail of distance, and it just is not going to work.
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            • Profile picture of the author sunshne721
              You're 100% right. The thing is, I'm kinda afraid of cold calling. I tried it once a while back and I would get really nervous.
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              • Profile picture of the author animal44
                Originally Posted by sunshne721 View Post

                You're 100% right. The thing is, I'm kinda afraid of cold calling. I tried it once a while back and I would get really nervous.
                When I said I was shy and nervous to my early mentors, they told me to deal with it. I did.

                You don't have to cold call local businesses, you can network, send letters, walk in, advertise, build a website. Easy to rank a site in a small town.m Get out and talk to the people you already do business with. Your hairdresser, the guy you buy coffee from, the computer guy, the fashion store... They might not be ready to do business with you right now, but they might know someone who is ready. Build your network. Find the key people who know everyone and keep in touch, keep on their radar...

                Tradesmen can be hard to sell to at the best of times...
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              • Profile picture of the author savidge4
                Originally Posted by sunshne721 View Post

                You're 100% right. The thing is, I'm kinda afraid of cold calling. I tried it once a while back and I would get really nervous.
                My 8 yr old son would tell you this "I am afraid of the dark, but it wont stop me from getting up in the middle of the night and going to the bathroom" You simply have to get over the fear and do what you have to do. OR you can sit at home and dream about making it someday.

                The reality is no matter HOW or WHERE you do this.. there WILL BE phone conversations in your future. there is NO WAY to avoid it. That is the nature of the business.

                I personally hate phone calls... and for way different reasons than you. When I deal with local clients.. I go see them. Phones in my book are evil and impersonal. How do you separate yourself from the other 10 billion phone calls a business owner may get in any given day from people selling pretty much the same as you? Go and shake their hand! Market separation is guaranteed!
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                • Profile picture of the author BigFrank
                  Banned
                  Originally Posted by savidge4 View Post

                  I personally hate phone calls... and for way different reasons than you. When I deal with local clients.. I go see them. Phones in my book are evil and impersonal. How do you separate yourself from the other 10 billion phone calls a business owner may get in any given day from people selling pretty much the same as you? Go and shake their hand! Market separation is guaranteed!
                  That's all certainly valid, however, the telephone is the most significant money making tool you will ever have at your disposal. I'm biased, of course, since my most successful years were all due to telemarketing.

                  Walking in to meet people can be fraught with problems. No one likes unannounced or unexpected visitors during their work day. You can always hang up on a telemarketer. No one wants to be rude to the point of throwing you out of their place of business - which is the equivalent.

                  Additionally, I can probably prospect 50 businesses in the same amount of time that it would take for someone to make a in-person cold-call. When I do get to have a conversation, I will arrange a face-to-face if necessary, but generally I will try to conduct most of my business without ever meeting the business owner in person. Rather than going to meet them first, I send them a long list of references, a portfolio of my work and a promise to meet or beat any price, as long as the comparison is comparable in nature - which allays any apprehension on their part.

                  My stopping by to shake their hand is something I generally do AFTER I complete a project for them. I do that not just to say thank you, but to also make sure that they are completely satisfied and most importantly, to ask them for a few referrals, which is the main way I get new clients. I don't spend a single penny on advertising - ever.

                  I'll never understand the aversion that people have to using the phone to market their business, many to the point of being terrified at the thought of calling someone. Anytime you can sit at your desk in your PJ's, patting your dog on the head while you sip good coffee - well, that's the benefit of working from home.

                  Pick up the phone. Make some easy money. lol

                  Frank
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    • Profile picture of the author TMets5
      I agree and he may want to offer a low cost foot in the door service that will help build trust and allow an opportunity for warm contact moving forward
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  • Profile picture of the author helisell
    Call them on the phone...

    Say 'I wonder if you could help me?'

    Assuming they say 'yes'

    I have a small web/marketing operation and I've been offering free website analyses in your industry...but the thing is virtually no one responds to my emails and I'm trying to figure out why.

    Could I pick your brain for one minute?

    If you guys have a website have you ever had it analysed?

    Do you actually get much business from your website.....blah blah etc etc.

    Go straight to the people you are trying to target and get THEM to tell you the best way to approach them.

    I doubt you'll take my advice but I can assure you it works like a dream.
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    P.M. me if you'd like a three paragraph (max) no holds barred, response to any marketing or sales problem you may have..

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    • Profile picture of the author sunshne721
      Originally Posted by helisell View Post

      Call them on the phone...

      Say 'I wonder if you could help me?'

      Assuming they say 'yes'

      I have a small web/marketing operation and I've been offering free website analyses in your industry...but the thing is virtually no one responds to my emails and I'm trying to figure out why.

      Could I pick your brain for one minute?

      If you guys have a website have you ever had it analysed?

      Do you actually get much business from your website.....blah blah etc etc.

      Go straight to the people you are trying to target and get THEM to tell you the best way to approach them.

      I doubt you'll take my advice but I can assure you it works like a dream.
      Thanks for the advice, I will definitely consider giving that a try.
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    • Profile picture of the author Ron Lafuddy
      Originally Posted by helisell View Post

      Call them on the phone...

      Say 'I wonder if you could help me?'

      Assuming they say 'yes'

      I have a small web/marketing operation and I've been offering free website analyses in your industry...but the thing is virtually no one responds to my emails and I'm trying to figure out why.

      Could I pick your brain for one minute?

      If you guys have a website have you ever had it analysed?

      Do you actually get much business from your website.....blah blah etc etc.

      Go straight to the people you are trying to target and get THEM to tell you the best way to approach them.

      I doubt you'll take my advice but I can assure you it works like a dream.
      Here's the gold in this thread.

      I have sold to thousands of contractors. They buy over the phone every day. That's why you see their ads in print and other media.

      It takes work! They are busy. You'll have to call, leave messages, follow up.

      The above approach is a surefire conversation starter, where the prospect tells you HOW TO SELL, whatever you are selling, to him or her.

      Great share!

      Ron
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    • Originally Posted by helisell View Post

      Call them on the phone...

      Say 'I wonder if you could help me?'

      Assuming they say 'yes'

      I have a small web/marketing operation and I've been offering free website analyses in your industry...but the thing is virtually no one responds to my emails and I'm trying to figure out why.

      Could I pick your brain for one minute?

      If you guys have a website have you ever had it analysed?

      Do you actually get much business from your website.....blah blah etc etc.

      Go straight to the people you are trying to target and get THEM to tell you the best way to approach them.

      I doubt you'll take my advice but I can assure you it works like a dream.
      Smart, smart, smart, smart, smart.
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    • Profile picture of the author Jeremiah Walsh
      THIS!

      Humans love to help people. We are natural problem solvers. If you call asking for help you will get it if they have time to give it. It opens the door for all calls in the future. From the moment they help you, you will never have to cold call that person again.

      If they don't buy from you now, ask for a referral... and again... that is not going to be a cold call. It will be a call with a higher propensity to buy.

      Originally Posted by helisell View Post

      Call them on the phone...

      Say 'I wonder if you could help me?'

      Assuming they say 'yes'

      I have a small web/marketing operation and I've been offering free website analyses in your industry...but the thing is virtually no one responds to my emails and I'm trying to figure out why.

      Could I pick your brain for one minute?

      If you guys have a website have you ever had it analysed?

      Do you actually get much business from your website.....blah blah etc etc.

      Go straight to the people you are trying to target and get THEM to tell you the best way to approach them.

      I doubt you'll take my advice but I can assure you it works like a dream.
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    • Profile picture of the author Joshua Young
      I agree. This works!
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    • Profile picture of the author nasstar
      this sounds like great advice, honestly cold calling is not easy at all, you might just get an answer when you are about throwing in the towel.
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  • Profile picture of the author TheBigBee
    The more negative, the higher the response. We humans are weird. We will ignore a "positive" inquiry and will drop everything - all profit generating operating activities to respond to the negative.

    Be as negative as you can and be borderline insulting. When I say borderline, you don't want to say things like "you suck!" Rather, "whoever OK'd the hiring of your marketing guy needs to be fired right now, here's why."

    To take it another step further, the more you don't care about whether they will not reply the higher the response. I've shipped e-mails with no idea how to monetize the e-mails and instead focused on; "I'm going to make you feel something."

    If you're leading with value - a lot of value, it can convey neediness or that you've done the same thing with 100x others. If you've done this 100x times, they're like "how valuable can this info be if everyone is getting it?" In short, no one wants to give a weakling their money.

    Think about it. If you're leading with value, how successful can you possibly be by cold e-mailing them with value? On a primitive level they're able to conclude that "this person is trying to be liked and win me over." At that point, you've lost.

    I sold consulting and raked it in a market in a market where they don't buy "consulting" by simply not giving two f**ks about their feelings.

    So, if I were you I would lead with negative; "PROOF; Your Marketing Guy is Eating Your Lunch." Think about that. You're telling a guy the guy he hired is eating his lunch. It hits at his pride. We own businesses because we don't want folks eating our lunch. We want to eat the lunch of others.

    Or, "Why are you letting your marketing guy rob you???" Again, you hit them in a way that they haven't been hit before.

    Describe what you see in authoritative but negative fashion and forget about a call to action. Don't say "I can help you if you call me..." etc. Rather, no CTA at all. Rip them a new one and end the e-mail with absolutely no request or invitation for them to reach back out to you...

    Then wait for replies. You'll get elaborate and "defensive" replies. From there, you got em. They'll open every e-mail you send from there. You've just gotta finesse that into a sale.

    I'm only sharing what's worked for me.... Negativity gets clicks, sales, etc. Humans are weird.
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    • Profile picture of the author sunshne721
      Originally Posted by TheBigBee View Post

      The more negative, the higher the response. We humans are weird. We will ignore a "positive" inquiry and will drop everything - all profit generating operating activities to respond to the negative.

      Be as negative as you can and be borderline insulting. When I say borderline, you don't want to say things like "you suck!" Rather, "whoever OK'd the hiring of your marketing guy needs to be fired right now, here's why."

      To take it another step further, the more you don't care about whether they will not reply the higher the response. I've shipped e-mails with no idea how to monetize the e-mails and instead focused on; "I'm going to make you feel something."

      If you're leading with value - a lot of value, it can convey neediness or that you've done the same thing with 100x others. If you've done this 100x times, they're like "how valuable can this info be if everyone is getting it?" In short, no one wants to give a weakling their money.

      Think about it. If you're leading with value, how successful can you possibly be by cold e-mailing them with value? On a primitive level they're able to conclude that "this person is trying to be liked and win me over." At that point, you've lost.

      I sold consulting and raked it in a market in a market where they don't buy "consulting" by simply not giving two f**ks about their feelings.

      So, if I were you I would lead with negative; "PROOF; Your Marketing Guy is Eating Your Lunch." Think about that. You're telling a guy the guy he hired is eating his lunch. It hits at his pride. We own businesses because we don't want folks eating our lunch. We want to eat the lunch of others.

      Or, "Why are you letting your marketing guy rob you???" Again, you hit them in a way that they haven't been hit before.

      Describe what you see in authoritative but negative fashion and forget about a call to action. Don't say "I can help you if you call me..." etc. Rather, no CTA at all. Rip them a new one and end the e-mail with absolutely no request or invitation for them to reach back out to you...

      Then wait for replies. You'll get elaborate and "defensive" replies. From there, you got em. They'll open every e-mail you send from there. You've just gotta finesse that into a sale.

      I'm only sharing what's worked for me.... Negativity gets clicks, sales, etc. Humans are weird.
      Thanks for the reply, I will have to start implementing this in my emails. This definitely sounds like a great way to stand out from other marketers.
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    • Profile picture of the author TMets5
      That's a counter-intuitive approach that is never taught in any marketing course...and your psychology behind it sounds spot on...will have to take that approach and see how it works. It obviously works for you...thanks for the share
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  • Profile picture of the author xInd
    When I am not on the computer building websites or running marketing campaigns, I am running a roof and home maintenance business. Tradespeople usually aren't interested in a free website analysis. They want jobs. Most of them have too much work, are very busy and selling them on an analysis of something that's already working is a hard sell.
    What is a conversion for you? What is your end goal? How will you make money by building contacts with these contractors? Cut to the chase and put that in front of them might be the answer. If whatever you're doing works, then what makes you money should be what makes them more money. Show me right now, how you can make me more money as a contractor and you've got my sale, but I don't need anybody to analyze anything on my websites.

    Hope that helps
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    • Profile picture of the author sunshne721
      Thanks for your response, it's nice to see someone reply who's actually in the skills trade industry. The main goal of the website analysis is to figure out why their websites aren't ranked higher in Google. I've seen plenty of websites that look very outdated, aren't mobile optimized and have little to no customer reviews in Google Places. I don't target all businesses, I actually use a white label service that analyzes each website and gives me a report of what needs to be done to improve their ranking. So my end goal is to get the businesses ranked higher in Google so they can get more visitors and potential customers.
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  • Profile picture of the author Starlyn Tejada
    Hi!

    Construction companies, handy men etc those type of business are out there driving and working hard and maybe don't even know what a website is.

    If they have one is because their son took html in school and made one for them. I know because I seen them and most websites are garbage.

    So when You call you have to be really simple and explain things very simple and how that is going to help them get more and better customers.
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  • Profile picture of the author BigFrank
    Banned
    The easiest way to lose my trust or interest is to offer me something for free. If your product or service isn't worth charging for (which is indicated by you giving it away), it's not something I would ever have any interest in.

    Business owners aren't stupid. They know that there is no such thing as a 'free lunch.' The psychological barrier you create with this tactic is very hard to overcome. Better to tell them that if they aren't completely satisfied, you won;t charge them. That at least shows that you believe in your work product.

    Frank
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    • Originally Posted by BigFrank View Post

      The easiest way to lose my trust or interest is to offer me something for free. If your product or service isn't worth charging for (which is indicated by you giving it away), it's not something I would ever have any interest in.

      Business owners aren't stupid. They know that there is no such thing as a 'free lunch.' The psychological barrier you create with this tactic is very hard to overcome. Better to tell them that if they aren't completely satisfied, you won;t charge them. That at least shows that you believe in your work product.

      Frank
      Ever heard of free samples? No, free samples has never worked. 90% of my business has come from free consultations.
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      • Profile picture of the author BigFrank
        Banned
        Originally Posted by PaulintheSticks View Post

        Ever heard of free samples? No, free samples has never worked. 90% of my business has come from free consultations.
        That's wonderful. A 'free consultation' is not a product and it barely qualifies as a service. We were discussing giving away something for free that should have a perceived value. I put no value on a free consultation as it's just a conversation with a fancy name. How do you sell anything to anyone in the service industry without some sort of conversation? Answer - you don't.

        I'm left wondering how a lot of you folks get dressed in the morning without assistance. lol

        Frank
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  • Sunshine,

    Giving value up front (in any form) to build trust is one of the best business building strategies and its how I got my business established.

    Of course, this isn't my idea. It came from world-class marketers such as Jay Abraham and Dan Kennedy.
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    • Profile picture of the author eccj
      Originally Posted by PaulintheSticks View Post

      Sunshine,

      Giving value up front (in any form) to build trust is one of the best business building strategies and its how I got my business established.

      Of course, this isn't my idea. It came from world-class marketers such as Jay Abraham and Dan Kennedy.
      There is nothing wrong with giving value.....

      A free sales pitch is not value however.
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    • Profile picture of the author animal44
      Originally Posted by PaulintheSticks View Post

      Of course, this isn't my idea. It came from world-class marketers such as Jay Abraham and Dan Kennedy.
      Don't think I've ever seen Jay Abraham or Dan the Man cold emailing free stuff to anyone...?
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  • Just remember there are always going to be haters out there that will look to put you down and bash anything you do. Don't pay attention to them. They have low self esteem and their hate is really directed at themselves.
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    • Profile picture of the author BigFrank
      Banned
      Originally Posted by PaulintheSticks View Post

      Just remember there are always going to be haters out there that will look to put you down and bash anything you do. Don't pay attention to them. They have low self esteem and their hate is really directed at themselves.
      Just remember that there are always going to be morons out there that don't have an original thought and will try to encourage you to run your business by their dictates.

      Their self-loathing is so intense that they are blinded by fact and they believe that they are always correct, regardless of how idiotic their claims may be.

      Follow their lead at your peril.

      Frank
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  • Profile picture of the author umc
    Why can't it just be a matter of different strokes for different folks? That's the beauty of marketing. There are many things that work...if you do. Too many people here are wrapped up in their own ego as if they do it right and their way is the only way. If it works and you're happy, do it. If it isn't working or you're not happy, look for another way.
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    • Profile picture of the author BigFrank
      Banned
      Originally Posted by umc View Post

      Why can't it just be a matter of different strokes for different folks? That's the beauty of marketing. There are many things that work...if you do. Too many people here are wrapped up in their own ego as if they do it right and their way is the only way. If it works and you're happy, do it. If it isn't working or you're not happy, look for another way.
      That wasn't my point. I maintain that a 'free consultation' is not a product or service. It's a conversation with a goal of selling a product or service. It has absolutely no intrinsic value. It is NOT a free sample. Why would you want someone to take advice from someone that doesn't understand the basics. We should be looking out to protect others from misinformation. Don't like my tone of breath? Sue me. I ain't Mary Poppins.

      Of course people should do what works for them. That doesn't change the facts. Additionally, you'll notice that I didn't retort until challenged with an off-the-rails post. I don't suffer fools, lightly.

      My work here is finished.

      Frank
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      • Profile picture of the author yukon
        Originally Posted by BigFrank View Post

        That wasn't my point. I maintain that a 'free consultation' is not a product or service. It's a conversation with a goal of selling a product or service. It has absolutely no intrinsic value. It is NOT a free sample. Why would you want someone to take advice from someone that doesn't understand the basics. We should be looking out to protect others from misinformation. Don't like my tone of breath? Sue me. I ain't Mary Poppins.

        Of course people should do what works for them. That doesn't change the facts. Additionally, you'll notice that I didn't retort until challenged with an off-the-rails post. I don't suffer fools, lightly.

        My work here is finished.

        Frank



        You ever wonder why accountants aren't billionaires?
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        • Profile picture of the author BigFrank
          Banned
          Originally Posted by yukon View Post

          You ever wonder why accountants aren't billionaires?
          Not something that I devote a great deal of time, to. :-)

          Frank
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      • Profile picture of the author PaulintheSticks
        Originally Posted by BigFrank View Post

        That wasn't my point. I maintain that a 'free consultation' is not a product or service. It's a conversation with a goal of selling a product or service. It has absolutely no intrinsic value.
        Maybe you should let Frank Kern know that because that is his exact strategy for getting consulting clients. He's obviously not as smart as you.
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        • Profile picture of the author BigFrank
          Banned
          Originally Posted by PaulintheSticks View Post

          Maybe you should let Frank Kern know that because that is his exact strategy for getting consulting clients. He's obviously not as smart as you.
          Obviously not. He's still working for a living, trying to sell a dream, while I'm retired and enjoying the fruits of my labor - living the dream.

          Who's your daddy?

          Frank
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        • Profile picture of the author eccj
          Originally Posted by PaulintheSticks View Post

          Maybe you should let Frank Kern know that because that is his exact strategy for getting consulting clients. He's obviously not as smart as you.
          Yeah.......

          No it's not.
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  • Profile picture of the author jcjonas
    Hi Sunshine,

    You will get so many different opinions on how to market your business on this forum. That's what makes this forum so great yet can drive you crazy on which way to go. You need to decide what works best to your strengths. If you do not like face to face cold calling, then work the phones.

    But you need to do one of them in order to scale your business. Giving away a free website analysis means nothing to this group of business owners. Also, getting them higher on the search ranking means nothing to this group of business owners.

    You need to speak their language and what keeps this guys up at night; What are the challenges they face in their industry. Once you figured that out, you can market effectively to this group.
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    • Profile picture of the author BigFrank
      Banned
      Originally Posted by jcjonas View Post

      Once you figured that out, you can market effectively to this group.
      Why try to figure out what keeps them up at night? Call them up and ask them.

      Frank
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    • Profile picture of the author sunshne721
      Thanks for your reply, I agree that it's important to know the needs of the business owner. I know for a fact that the only thing they care about is getting more customers and making more money.

      No customers = no money = no business

      From reading the other responses in this post it seems like cold calling is the best way to go when it comes to contacting them, but how do you all find the time to call 100+ businesses in a day? Isn't there a way to save time contacting these businesses? What about outsourcing?

      The website analysis that I provide is just a way for me to get my "foot in the door" and it also lets them know how knowledgable I am about Web design and website performance. It also allows me to separate myself and stand out from others who are providing the same service.
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      • Profile picture of the author savidge4
        The idea here is to get the prospect to commit to getting the free report.... but coming out and saying.. hey want this free report? just isnt going to do he trick... I think we can all agree the prospect wants more leads.. more jobs.. more money. The vehicle you are pitching is that online is the best method to make that happen.

        In order to get those new leads, those new jobs, and increase earnings.. I need to better understand how you are positioned online. At no cost, I will run a site analysis and say Tuesday at 4pm? we can meet and go over my findings and determine the best path to your financial growth.

        *** The red and blue text... You are not asking if its ok to meet... Dropping the question inflection at the "time" and then following with a statement that you will be meeting is a bit of a mind trick.. they will agree with the time.. they will suggest a different time... OR they will say they are busy.. you then throw the time question to them "When is good for you? I am here to help you, so whatever fits YOUR schedule."

        The report is exactly that a way in the door.. it becomes a TOOL to assess the work involved.. you will want to bring in a trade related metaphor. Someone calls you out on a service call.. do you get right in there and fix it, or do you assess what needs to be done? this is what the website analysis does. It allows me to see where you are and what we need to do to get you more leads, more jobs, and increase income.




        Originally Posted by sunshne721 View Post

        Thanks for your reply, I agree that it's important to know the needs of the business owner. I know for a fact that the only thing they care about is getting more customers and making more money.

        No customers = no money = no business

        From reading the other responses in this post it seems like cold calling is the best way to go when it comes to contacting them, but how do you all find the time to call 100+ businesses in a day? Isn't there a way to save time contacting these businesses? What about outsourcing?

        The website analysis that I provide is just a way for me to get my "foot in the door" and it also lets them know how knowledgable I am about Web design and website performance. It also allows me to separate myself and stand out from others who are providing the same service.
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      • Profile picture of the author animal44
        Originally Posted by Oziboomer View Post

        They have plenty of work on and don't have anytime for website improvement because they are too busy working.
        My feelings exactly. Combine that with their cynicism over anything internet related and it's a no go...

        Originally Posted by BigFrank View Post

        That's all certainly valid, however, the telephone is the most significant money making tool you will ever have at your disposal. I'm biased, of course, since my most successful years were all due to telemarketing.
        I agree the telephone is a great money making tool, however, there's just too many noobs cold calling these days. Back in the 70's the business owner might have got a few calls a week, by professional sales people. Nowdays it's a dozen noobs a day who think they can make easy money selling any old rubbish to innocent and ignorant business owners. It's simply intrusive... And it's never a good start to a relationship by annoying people who might buy in the future or give you referrals now...

        Originally Posted by sunshne721 View Post

        From reading the other responses in this post it seems like cold calling is the best way to go when it comes to contacting them
        Nope. But do try it to find out for yourself...

        Think about the roofer hanging off a ladder 20 ft off the ground and he gets a call asking if he wants a website analysis...

        And you may be breaking the law...
        Originally Posted by sunshne721 View Post

        it also lets them know how knowledgable I am about Web design and website performance.
        But you can't build a website to attract your own prospects...?

        That would be one way to build credibility...

        Another would be to build a website (for the client) first and sell the leads... Let them test it out to prove they're getting their money's worth... A cold email/telephone call/letter saying that you've got "x" hot prospects every month is more likely to get a response...
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        • Profile picture of the author BigFrank
          Banned
          Originally Posted by animal44 View Post

          I agree the telephone is a great money making tool, however, there's just too many noobs cold calling these days. Back in the 70's the business owner might have got a few calls a week, by professional sales people. Nowdays it's a dozen noobs a day who think they can make easy money selling any old rubbish to innocent and ignorant business owners. It's simply intrusive... And it's never a good start to a relationship by annoying people who might buy in the future or give you referrals now...
          A person trained in telemarketing understands how to make a call without annoying someone. I can call someone that hates being called and in minutes having them eating out of my hand. Not always, of course - but more often than not. No one gets, "dozens of calls per day." That's just hyperbole.

          The funny part is, I have never been called for anything Internet related, myself. I'm not even on a do not call list. I get calls to convert to solar, change traditional electric suppliers and charity calls, but that's it.

          You are right about one thing. Whenever I do get a call it's usually by someone that has no business even picking up a phone. I love the rare occasion when a pro calls, I listen to every word they say - before I say, "No, thanks!" If they keep trying to sell me after I decline the offer I realize that although their skill may be high as it relates to the pitch delivery, they haven't been taught the number one rule of telemarketing. When someone says no, get off the phone and call someone that might say yes. If you have to try to sell me something, I obviously don't need it.

          Frank
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          • Profile picture of the author animal44
            Originally Posted by BigFrank View Post

            No one gets, "dozens of calls per day." That's just hyperbole.
            Wonder why the politicians bought in DNC lists...?
            Wonder why more than half of UK businesses signed up, even though the DNC list wasn't well advertised...?

            Anyway nobody calls you because you drive a BMW... Get an Aston Martin and you'll be as popular as me...
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            • Profile picture of the author BigFrank
              Banned
              Originally Posted by animal44 View Post

              Anyway nobody calls you because you drive a BMW... Get an Aston Martin and you'll be as popular as me...
              If I wanted something that never started and leaked oil, I'd still be riding my Triumph Bonneville motorcycle. :-)

              Frank
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              • Profile picture of the author animal44
                Originally Posted by Claude Whitacre View Post

                I made a huge amount of money by annoying people with a call
                And I make a whole heap more by not cold calling...

                BTW, one of my clients has just shut down their telemarketing department. Nice new year present for 32 people. They just weren't getting the response they used to.


                Originally Posted by BigFrank View Post

                If I wanted something that never started and leaked oil, I'd still be riding my Triumph Bonneville motorcycle. :-)

                Frank
                Ha! new found respect. I remember the Bonnie. My second choice of dream bike. The first was a Norton Commando - not because it was a better bike, but because I had a couple of heroes who rode Nortons. Never did own either.

                These days, I've wimped out and prefer comfort...

                Originally Posted by savidge4 View Post

                Somehow this HAS to be a typo
                Not if you were listening...
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                • Profile picture of the author BigFrank
                  Banned
                  Originally Posted by animal44 View Post

                  And I make a whole heap more by not cold calling...
                  But I'll bet you could make a lot more with some professional telemarketing added to the mix. :-)

                  BTW, one of my clients has just shut down their telemarketing department. Nice new year present for 32 people. They just weren't getting the response they used to.
                  Well, I'm retired for the most part, but I'm sure with a good room manager, a proper script and some driven callers, that could be turned around!

                  Ha! new found respect. I remember the Bonnie. My second choice of dream bike. The first was a Norton Commando - not because it was a better bike, but because I had a couple of heroes who rode Nortons. Never did own either.
                  In the early 70's, when British bikes were ruling AMA road racing (now referred to as Gran Prix) I managed a Triumph motorcycle shop in Philadelphia. My first was a '68 Bonneville, maybe the single most perfect example of what a motorcycle should be. Well, that was until I got my 750cc triple Triumph Trident. Oh, my! Incredible power and smooth as silk. Wound up putting that engine in a Rickman-Mtisse road racing frame and started racing, myself. I wasn't very good, but I had a blast.


                  Source: http://www.carandclassic.co.uk/car/C642771

                  The arrival of the first 500cc Kawasaki changed motorcycling forever. Like riding a garbage disposal.

                  FYI - I did have a Norton Atlas for a short period of time. I love Nortons. I love all British bikes.

                  These days, I've wimped out and prefer comfort...
                  I hear you. My BMW is a true sports car and that suspension leaves a lot to be desired on today's roads. Ouch! That, said - I'd never trade it for a land cruiser. :-)

                  Cheers. - Frank
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                • Originally Posted by animal44 View Post

                  And I make a whole heap more by not cold calling...
                  Now that really put me in my place.
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                  • Profile picture of the author BigFrank
                    Banned
                    Originally Posted by Claude Whitacre View Post

                    Now that really put me in my place.
                    I'm not sure. It appears that you're still breathing.

                    Frank
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                  • Profile picture of the author animal44
                    Originally Posted by Claude Whitacre View Post

                    Now that really put me in my place.
                    You'll have to move to the wilds of Oregon and take up spoon whittling...
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                • Profile picture of the author savidge4
                  Originally Posted by animal44 View Post

                  Not if you were listening...
                  I'm not selling you anything.. and your not my son.. so no I wasn't LOL ( poor wife ) but when I do "Listen" all I hear is JV this and JV that.. LOL
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                  • Profile picture of the author animal44
                    Originally Posted by savidge4 View Post

                    but when I do "Listen" all I hear is JV this and JV that.. LOL
                    Ha! I don't even reached to post count of you (and others) going on about cold calling... And I'm not the one who has to cold call on Christmas eve to feed my family...!

                    Did I tell you I had a six month holiday between Oct 2015 and April 2016? And I still earned more than you...
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                    • Profile picture of the author savidge4
                      Originally Posted by animal44 View Post

                      Ha! I don't even reached to post count of you (and others) going on about cold calling... And I'm not the one who has to cold call on Christmas eve to feed my family...!

                      Did I tell you I had a six month holiday between Oct 2015 and April 2016? And I still earned more than you...
                      Earning more than me? Well actually.. I would hope you did... I did my personal taxes Jan 2nd I made a whopping $0.00 ( as in even before any deductions.. not that I even had any of those. )

                      My net worth is tied to my business'. Even what many would consider personal long term investments are locked behind LLC, S-Corps and C-Corp's.

                      The day to day family expenses comes from my wifes earnings. We could both shut our business' down tomorrow, and aside from liquidation, live modestly ( pay all the bills, groceries etc ) for 10 years. I may have 100's of problems.. but money aint one of them.

                      As for the 6 month holiday.. I straight up would commit suicide if I went longer than a week! LOL My problem is.. I enjoy what it is I do.. Every last bit of it.. the bits I don't like.. I pay other people to do.. not that I cant do it, I don't ENJOY doing it.

                      I gave up worrying about money a long time ago... I don't concern myself with my bills today tomorrow or even next year.. I focus on ASSETS. what can I build that has worth, be it my business' or some of the stuff I have started in the last year in terms of real-estate.

                      As I see it, this is where many fail long term. Self employment is a butch! Saving and investing are PARAMOUNT to personal, and even business long term success. You all can go out and buy all the cars and bikes you want... but just think of me in my ( ok not mine, my business' ) 2017 F-350 that makes me money. Down to the clothes on my back.. if there is not the potential for an Item I own to make me money... I simply do not own it.
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                      • Profile picture of the author animal44
                        Originally Posted by savidge4 View Post

                        Earning more than me? Well actually.. I would hope you did... I did my personal taxes Jan 2nd I made a whopping $0.00 ( as in even before any deductions.. not that I even had any of those. )

                        My net worth is tied to my business'. Even what many would consider personal long term investments are locked behind LLC, S-Corps and C-Corp's.
                        Duh! I haven't been paid personally since 2008...

                        Originally Posted by savidge4 View Post

                        As I see it, this is where many fail long term. Self employment is a butch! Saving and investing are PARAMOUNT to personal, and even business long term success. You all can go out and buy all the cars and bikes you want... but just think of me in my ( ok not mine, my business' ) 2017 F-350 that makes me money. Down to the clothes on my back.. if there is not the potential for an Item I own to make me money... I simply do not own it.
                        I agree, reserves are essential.

                        I didn't buy the Aston. It was part of my remuneration for a one off deal I did. Started as a joke and turned real. I spend little on myself. I do what I do both because I enjoy it, and for my family. I let them down once, I have now ensured that that won't happen again...

                        However, family time is my priority, over work and money. I never had much "Dad time" as my dad worked all hours and died prematurely as a result. I hope your son doesn't grow up to feel the same way.

                        And I've turned to training because I get a lot of pleasure out of that and I have the time to do it. My star protege was 22 years old when she started, in her first job, no business experience, no sales experience. Her salary was 44,000 pa - high for the UK. Despite that, owning her own home was an impossible dream.

                        Now, one year later she is buying her own home, and much larger than she originally dreamed off. She has earned over 4 million in the last year, while holding down her full time job. She now has many more choices and doesn't have to work all hours to get those choices. How many 23 year olds have those choices? One wonders why so many on here seemingly want to deny others those choices...

                        Oh, and she didn't have to spend a single day on the phone cold calling...
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                        • Profile picture of the author savidge4
                          Originally Posted by animal44 View Post

                          Duh! I haven't been paid personally since 2008...
                          You get it, I get it... I am Sure others do.. but the "Business" side of business is like some unspoken evil that jumps out of the shadows and says "BOO!" and people run for the hills. And then trying to explain it.... What do you mean you don't get paid?!?!?! <giggles>


                          Originally Posted by animal44 View Post

                          I agree, reserves are essential.
                          The ability to risk, and at the end of the day it doesn't effect "lifestyle" is HUGE

                          Originally Posted by animal44 View Post

                          I let them down once, I have now ensured that that won't happen again...
                          A painful lesson for sure... Over the years, I have done it more than once. - never again!

                          Originally Posted by animal44 View Post

                          However, family time is my priority, over work and money. I never had much "Dad time" as my dad worked all hours and died prematurely as a result. I hope your son doesn't grow up to feel the same way.
                          Same story with me... except my father is still alive, I see him 2 days a year ( he stops thru on his grandsons birthday ) At 70 something he commutes 3 hours a day 6 days a week. Grinds it out hard.. actually admire that about him. But my son gets what I didn't. He gets every day 2 hours of "his" time and we share 2 hours a day and he helps with my work and stuff. He gets 6 hours every Sonday ( <-- spelled incorrectly for a reason ha )

                          Originally Posted by animal44 View Post

                          Oh, and she didn't have to spend a single day on the phone cold calling...
                          All of this was possible because she stepped into your network... if you didn't give her that what would she have had? ( just sayin )

                          I'm really not against JVing.. I do it all day every day.. but I, we, you have the base to make it work. Its those very first steps.. your first few clients.. once you have that in your pocket, you can ASK for referrals! That's the point that you can start pushing circle of influence.
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                          • Profile picture of the author animal44
                            Originally Posted by savidge4 View Post

                            All of this was possible because she stepped into your network... if you didn't give her that what would she have had? ( just sayin )
                            Nope. I didn't gift her any clients nor did I introduce her to anyone. She got her own clients from her own contacts as did all but one of my proteges.

                            Funnily enough the one protege I did gift some clients too didn't do very well. I've just fired him. Awkward as he's a close friend - one of the few from high school who survived his teens...! Friendship seems to have survived though... On paper he should have been the most successful - he had contacts, he had sales experience, he had business experience. He's been in business for almost as long as me, though he stayed in one place for all that time. He has extensive contacts. What he didn't have was motivation. He's a little too comfortable and looking forward to retirement...

                            Edit to clarify: "he stayed in one place for all that time" means he lived in the same city we grew up in for all that time. Not that he worked for a single employer. His business has many clients, employees and turnover is in the millions. He's already quite well off.
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                            • Profile picture of the author savidge4
                              Originally Posted by animal44 View Post

                              he stayed in one place for all that time.
                              The variable of death! LOL He was an employee Probably damn good if you told him WHAT to do.. but not worth his weight in salt if left to his own.

                              Flip that around.. an entrepreneur becoming an employee.. it just doesn't work ( but I think it is an easer transition ). I know I never could go back... I'd figure out how to sustain myself in the woods before I worked for someone else! LOL
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                              • Profile picture of the author eccj
                                Originally Posted by savidge4 View Post

                                The variable of death! LOL He was an employee Probably damn good if you told him WHAT to do.. but not worth his weight in salt if left to his own.

                                Flip that around.. an entrepreneur becoming an employee.. it just doesn't work ( but I think it is an easer transition ). I know I never could go back... I'd figure out how to sustain myself in the woods before I worked for someone else! LOL
                                That sounds like a good reality show right there.
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          • Originally Posted by BigFrank View Post

            No one gets, "dozens of calls per day." That's just hyperbole.

            The funny part is, I have never been called for anything Internet related, myself. I'm not even on a do not call list. I get calls to convert to solar, change traditional electric suppliers and charity calls, but that's it.
            I may get 15 calls a day from robots, (SEO mostly) Viagra salespeople from India, and people wanting to switch my utilities or my credit card processor.

            Almost never are these people talented in any way.

            And..just by habit...I now say no to everyone. Once in a year or so, I'll get a real player that can carry on a conversation...like a real person.

            Originally Posted by animal44 View Post

            And it's never a good start to a relationship by annoying people who might buy in the future or give you referrals now...
            I made a huge amount of money by annoying people with a call or visit at the door.
            After doing it for a couple of decades, I learned to be more selective, run referrals, re-sell past customers....and call people who are highly likely to buy from me. (because they have a proven habit of buying how I sell).

            Cold calling also gave me new starts at referral chains.
            Cold calling someone isn't all that annoying, unless they are wholly unqualified as a prospect.

            And DNC lists are joined because... who actually wants to get cold calls? Who wants to see commercials? In fact, most people would sign up for no more sales letters, no more PPC ads, no more e-mail offers.

            Have you ever seen an ad in a newspaper? Wouldn't you rather just not see any ads?

            Have you ever started a conversation with a stranger? That's a cold call. Wouldn't it be less irritating to people if you just never talked to them?

            A cold call isn't that much of an interruption, if you qualify quickly, and don't waste time.

            Are there more productive ways to make a personal sale? Yes.

            But cold calling (if you are good at it) does make you money, and it doesn't irritate the people who buy...or even the people that listen to you, and don't buy.

            I wish I could get on the "Do not call me for a favor" list. But life goes on.
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            • Profile picture of the author BigFrank
              Banned
              Originally Posted by Claude Whitacre View Post

              I may get 15 calls a day from robots. Viagra salespeople from India.
              Word travels far and wide!

              Frank
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        • Profile picture of the author savidge4
          Originally Posted by animal44 View Post

          I agree the telephone is a great money making tool
          Somehow this HAS to be a typo
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          • Profile picture of the author BigFrank
            Banned
            Originally Posted by savidge4 View Post

            Somehow this HAS to be a typo
            It paid for my house. lol

            Frank
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  • Profile picture of the author jcjonas
    Agreed! Simple enough.
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    • Profile picture of the author BigFrank
      Banned
      Originally Posted by jcjonas View Post

      Agreed! Simple enough.
      Yes. This stuff isn't rocket science but many people like to make it harder than it really is. It's a way of giving oneself permission to procrastinate and/or ultimately fail.

      Someone really needs to come up with a really good slogan. Something like, "Just do it." Yeah. That sounds like a winner. lol

      Frank
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      • Originally Posted by BigFrank View Post

        Yes. This stuff isn't rocket science but many people like to make it harder than it really is. It's a way of giving oneself permission to procrastinate and/or ultimately fail.

        Someone really needs to come up with a really good slogan. Something like, "Just do it." Yeah. That sounds like a winner. lol

        Frank
        "Make the Wager" - it's a numbers game that you can win

        That's how I see it (of course, I grew up in Las Vegas)

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      • Profile picture of the author tpgrm
        - Many tradesmen use free estimates, so they're seeing right through your free analysis approach.

        - Tradesmen deal with their business very directly. I'm much more likely to get the owner on the phone than most other businesses. Call them early before they get tangled up in their work.

        - Stay away from the truck-and-ladder guys. They're not interested in building a business. They stay busy through referrals. If they're not busy, they'll go fishing until the phone rings.

        - Use Helisell's script to get things started. Then provide specific pain points you have discovered with their serp - do some background research.

        - Next, paint a picture of what it would mean to his business if it was on the first page, at or near the top in search results.

        - Find out when he has more time to discuss the details and schedule a call.

        - Develop a script and rehearse, rehearse, rehearse. You can do this!
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  • Profile picture of the author NewParadigm
    Originally Posted by sunshne721 View Post

    Hello everyone,

    I have a consulting business and I've been having trouble contacting local business owners. I'm targeting handymen such as roofers and plumbers. I have no problem building a list of business to contact, but once I contact them either through email or their contact page, I never get a reply back. I've contacted almost 100 businesses so far and not one response. I've tried send emails from Gmail and my own hosting account, but still no responses. The emails that I arent spammy and they're full of value. Can anyone tell me what I'm doing wrong?
    handymen roofers and plumbers are out working. they rarely use email even if they know how. that's probably 85% of the independents.

    for old school trades, use regular mail or call them.
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  • Profile picture of the author SalesGod
    I literally didn't ready any of this thread other then your question so if the problems already solved then sorry but my suspicion is that your telling them too much in your email. Your probably giving them enough information for them to feel like they can make a yes or no decision just from reading what you sent.


    You simply need to spark there interest and that's it. Make a bold claim that gets them curious without telling them what you do. Usually what you think is the perfect email is the one that wont get results. Keep it really simple. Most of my cold emails are like 3-4 lines.
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  • Profile picture of the author Carlo Guzzi
    have you tried sending out a Sales letter to your list outlining the benefits of your service
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  • Profile picture of the author carriestone85
    Have you tried reaching them via their Facebook Page? Some owners are active on Facebook or they have managers for it that may relay your message to them.
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  • Profile picture of the author sonjay
    So many good recommendations!

    Time to TEST, TRACK, TWEAK.

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  • Profile picture of the author Unlimitlists
    I would agree with the what a few others say. Small business owners do better with face to face. I had the same problem with my software development consulting firm. The best contracts we have signed have all come from building relationships face to face. Once you have a few client they will begin to help spread the word for you.
    Have you tried Direct Mail Marketing? This was the second most effective way to get people's attention.
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  • Profile picture of the author aligouda
    1. Always call first and try to set an appointment before going there. It will save you a lot of time, especially if you are saying that the business owner is not there.

    2. Depending on your company profile, you could associate yourself with a larger company. For example, if you are an IT consulting company and specialize in Telephony, you might want to present yourself as Cisco partners. They tend to be more receptive to such names as they have already engaged with these brands rather than accepting a call from another unknown company trying to sell them something.

    3. Calling after working hours will help

    4. Be extremely confident when dealing with receptionist. Act as if the business owner is expecting your call. Try to suggest that during your conversation with the gatekeeper.

    5. If e-mail is available, sending an e-mail 1-2 days before making the call will help.

    6. Ensure that you never sound salesy. Have a more helping approach and try to establish report first rather than start with your salesy pitch.

    7. Never disclose the reason of your call to the receptionist or someone else.

    8. Always try to find out their name before calling them or visiting them. You will give the impression that you know them and it will facilitate your access to them.

    I hope the above helps. If you could provide more details about the nature of your business, I could reply with more targeted solutions.
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  • Profile picture of the author FLXInteractive
    I would recommend using an email tracking program as this will give you insight onto whether your prospects are opening emails in the first place. Moreover, a marketing automation tool might come in handy as you will need to do proper follow ups to non replies as it can take up to at least 3 to 5 follow ups before you hear back. Hope this helps!
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  • Profile picture of the author lkbbb
    bookmarking this page for sure.
    I've been cold calling for mine and my partners web design business, on the first day i got 2 leads for every 9 calls, yet on the second and third day i had absolutely no luck. Not sure if it's jsut me or if there is just off days every now and then..
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  • Profile picture of the author Jgregory
    First, know your target market and location. About an hour's research should do it

    Talk only to specific tradesmen who actually want more customers. Find your genuine prospects first. You'll burn out fast fretting over the 98% that don't give a cr*p about marketing or websites.

    Like Oziboomer suggested... drop some chum in the water that appeals to the choir.

    Email Prospecting

    Subject: Dan Jones is heading to Barbados next week. Are you?

    Body: Call me if you'd like your website to send you 10 more customers every week, year round.

    555-555-5555

    Melanie Granger [your photo]

    That's it. Keep it clean and nothing else in the body.
    By the way, Dan Jones is the owner of the largest XYZ business in town. That nugget came with quick research.

    Go Fishing with the Phone

    Cold calling for prospects first, instead of try to sell on the call... goes fast and is painless. Say a variation on the above or dream up another one. If they don't take the bait, move on.

    Last thought, Melanie... as others have said in this thread... you can't sell Free. You can't even give it away. It's the wrong bait.
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  • Profile picture of the author Greg Green
    There can be plenty of reasons.

    A) They're busy

    B) They get bombarded with those emails all the time

    C) They don't really check their email (which goes along with A)

    D) All the above

    The truth about cold emails is that they're attractive because you can hide behind the computer and don't have to talk to the business owner on the phone, nor do you have to be face to face with that person.

    Now do not get me wrong, you can have success with just sending out cold emails and converting leads into clients and people have done this numerous times, but it's just hard as hell!

    My advice, get out of you comfort zone and cold call them first! Don't try to sell them on the first cold call, your goal on the first call should be to get a second call with them and have a longer conversation so you can learn their pain points and goals.

    You can then develop a solution and basically educate them on what they're doing wrong in a screencast video and email it to them, once you send it, give them a call and let them know to check out the video.

    You're educating them plus giving value then you can explain how you can help them out in a proposal and convert them into clients.
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  • Profile picture of the author Eric Strong
    Small business owners/tradesmen, mostly do business with a handshake, meaning that most of what they do is face to face. I don't see them responding well to emails. Try looking at the situation from their point of view. I would start with a phone call. Talk to them personally. I would bet that you would get a better response.

    Good luck!
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  • Profile picture of the author TMets5
    Cold email is a very challenging method to get the attention of local biz owners since every Tom, Dick, and Harry offline marketing consultant is bombarding them with messages daily about the "next best thing" There are ways to hire callers for a reasonably cheap fee...you may need to include other contact resources with email for a complete prospecting message
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  • Profile picture of the author ThePromotionalGuy
    Hellor sunshne721,

    Originally Posted by sunshne721 View Post

    Hello everyone,

    I have a consulting business and I've been having trouble contacting local business owners. I'm targeting handymen such as roofers and plumbers. I have no problem building a list of business to contact, but once I contact them either through email or their contact page, I never get a reply back. I've contacted almost 100 businesses so far and not one response. I've tried send emails from Gmail and my own hosting account, but still no responses. The emails that I arent spammy and they're full of value. Can anyone tell me what I'm doing wrong?
    To qualify my response please note: of the 48 years I've been selling products and services to the public, 26 of those years I was a tradesman. But my position was always, I am the owner of a business that markets and tracks my advertising, even though it is considered a trade.

    Having gone round and round with other tradesmen about marketing their business and hitting my share of brick walls here is a little insight for you to consider.

    Offering your services to tradesmen and women you are going to run into 7 hurdles.

    Hurdle #1
    Most tradesmen typically see themselves as technicians rendering a service, not as a business owner that markets his/her service(s), i.e. plumbing, electrical, roofing, etc...

    Hurdle #2
    Most of the time you will find 1 or 2 person operations. And they are barely making it.

    Hurdle #3
    They view marketing and advertising as an expense, not an investment. Passing out business cards is highly valued with trades, over any type of marketing.

    Hurdle #4
    Those trade businesses you find with employees, it took years before they could hire their first employee. As each year past and growth came, more were hired.

    Hurdle #5
    Tradesmen with years in the business have built long lasting relationships and referrals with other local businesses and they trust those relationships before they trust anyone else.

    Hurdle #6
    When a trade business plateaus, and they will, coasting and resting on their laurels sets in. Trades are not loyal to a sound continuous marketing program.

    Hurdle #7
    From their Day 1, until this point in time, everything they have done, from growing, working, hiring that first employee, they believe, with all their heart, they were the only ones who got them where they are today.

    Saying all that doesn't mean you won't get your foot in the door. Plus there will always be exceptions to the rule. I've simply provided you a hurdle schematic. To get around these hurdles, you must know the mind and the history of your target.

    Chinchilla
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    Force-Communication - "It is the noble art of causing a client, a customer, or a prospect to perform a positive act as the direct result of reading your words." - Herschell Gordon Lewis
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    • Profile picture of the author Oziboomer
      Originally Posted by ThePromotionalGuy View Post

      Offering your services to tradesmen and women you are going to run into 7 hurdles.
      Every copywriter and person wanting to market to this group of people should get an engraved wall plaque with this list.

      Better still...get it printed and frame it up.

      I'm reading the list and mentally ticking off the milestones.

      There is a way I, and perhaps other marketers in Australia, have referred to this group and it is...

      "Has dog and Ute"

      One or a couple of person operation with a Utility, pick-up truck, and a dog to guard their stuff and keep them company.

      On another tack I've had numerous people try to pitch my business lately on "Google 360 view" for my business listing.

      It was bit like when Reach Local first went out and promoted adwords.

      I've tolerated their calls and also walk ins as I've wanted to observe the pitches and see how they sell.

      Today I spent maybe 30-40 minutes talking to a rep on their second visit and I discussed some sales techniques and other things.

      Some of those things from my point of view were to deflect the sale but others were to assist the guy who really had a good pitch and should be closing more sales.

      He's mostly up against the seven hurdles as you pointed out with a few more thrown in.

      When I catch up with him next I'll point him to the list.

      Best regards,

      Ozi
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  • Profile picture of the author Max Konnov
    It will be great to contact local business owners, so you can do face to face meeting and understand their requirements. you can convince small as well as large business clients through your local language in local area.
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