Hard selling is better than setting appointments.

You still DO NOT have a sale. You had a conversation, that COULD HAVE been turned into a sale. No sense getting ramped up about hard selling being better than anything else, at this point.

One reason to make appointments is some people will only deal with local sources AND THEY WANT TO SEE THEM FACE TO FACE. You'll only get their business if you're willing to meet with them.

That's how it is.

These are easier sales because there's very little competition going door to door. Chances are good that if you give a half way decent presentation they'll buy from you.

Find out who else they know. Get 3 or 4 good referrals before you leave.

You can turn one sale into 4 or 5 very quickly, just by working those referrals.

Make sure you get at least a couple of new referrals from each referral that you sell to.

Now you're rockin'. Make the appointments and go get those sales.

Then you can come back and tell us all about hard selling, ok?

Ron

I make sales calls and I contact with intent to close on the call. I resort to setting up appointments if for some reason I'm unable to close.

I tend to introduce myself.. quickly highlighting that I'm an authority in this field. I ask specifically for 2- 3 minutes of their time as it's easy for them to commit that amount for something of value.

Your opening line... the reason why i'm calling is because we notice you are losing money by being on the second page of google might not be solid enough. You may need to test it until you find what works.

The more you're able to profile before contact, the better.

I know you requested assistance with your script but I'd like to recommend having a read of 'Pitch anything' by Oren Klaff.

Are you surprised...?

Here's a quote from a real business owner which I think conveys how most - if not all - business owners in this day and age think of cold callers:



I would tell you how I got the above guy as an ongoing client... but I'm sure it would fall on deaf ears...

He's right. He probably gets 5-10 calls like that a day. I do, and I hang up.

You are going to get this objection often. Either come up with a great answer that moves the sale forward, or stop getting that objection. The way to stop getting that objection is to see them in person.

Here. I'm going to give you the approach I used that generated lots of appointments and real sales.

After I get the business owner...
"I provide quality leads and sales to business owners that already have a website. I'm not calling today to make an appointment, but was just going to stop by for a minute to meet you and ask a few questions. If you decide you're interested then we can make an appointment for a later date. Will you be there tomorrow at 3PM?"

The only reason this works is that I gave a benefit, but I said I wasn't calling for an appointment. I'm just not giving him anything to say "No" to.

If he says "Can you just ask me over the phone?" I say "Nope. I just want to meet you. Tomorrow at 3PM?"

Frankly, I only did this over a five hour period (If I remember correctly) to make sure the approach worked. I think I made 17 "appointments" out of 50 or 60 calls. I had three real presentations on site and closed 2 substantial sales.

Half of them weren't there when I arrived, and I didn't reschedule. I made these appointments about 15 minutes apart, all in the same town. A few I had to blow off because I was busy selling. I was extremely easy to get rid of at this point. I was just sorting through them to find the one or two that I really wanted to work with.

Of course, I wasn't really just there to meet them. I was there to sell them if there was a meeting of minds. And I wasn't going to make an appointment for later.

The easiest thing in the world to get rid of is a phone call. The hardest thing? A body.

I was testing the script because I wanted to put it in my book on sales prospecting, and I knew it would work (I've used similar approaches before with success.). Most of my sales were made by public speaking and referrals. I was calling complete strangers.

depends on what your selling. You can easily one call close a $500-$1000 product on the first call. Your script defiantly needs some Major work though. Telling them there losing money be being on the second page is a bad line man. I also don't see anywhere on the script where you qualified them to see if there even worth pitching. One call closing is easy but there's a really specific way you have to do it and structure it so you lead them down the right psychological process. I've one call closed a ton of people on SEO I don't sell it anymore though.

Your response to the want to think about is stall is one of the worst things you can say. Once you say that you fall out of rapport and the deal is dead. Most people THINK your supposed to directly address that though.

Pretty low of me? did you not see that I commented on like everyone of your posts in the offline section and gave you some valuable tips? Keep failing then. I wont help. NO ONE here can teach you how to sell effectively over the phone this is my area.

open

tell them you'll make them money

questions to see if there a good fit

pitch them. Include only 3-4 of your weakest benefits

trial close

Take payment or rebuttal until they buy or hangup on you.

This is the structure of how you one call close.

If you told me I was losing money without building a case first, CLICK!

I would be scheduling a time to meet with a lite version Company Specific report in hand.

Sell the more data/detailed Company Specific report and then move into promoting the business.

You need to show figures, and then back up your talk with your walk (and a 100% no-lose guarantee).

This is what I can do. This is the revenue you can expect. This is how much my services cost. This is your net income after expenses. If I can't make it happen you pay nothing.

Signed contracts!

Oh good, another script.