OFFLINERS... What do you do when they say, "We don't have/need/want a website" (!!!)...

48 replies
"We don't have/need/want a website."

Every time I hear this, I am stunned.

My reaction: I just move on.

It's the year 2011. If they cannot, on thier own, see the value (no, NECESSITY) in having a website, then I'm sure I won't be able to convince them of something that is so self-evident.

And, yes, maybe they ARE just doing fine without a website. If so, more power to 'em!

I'm just wondering how you guys handle this situation when it comes up (which is amazingly often!).

-- TW
#offliners
  • Profile picture of the author Bayo
    Originally Posted by TimothyW View Post

    "We don't have/need/want a website."

    Every time I hear this, I am stunned.

    My reaction: I just move on.

    It's the year 2011. If they cannot, on thier own, see the value (no, NECESSITY) in having a website, then I'm sure I won't be able to convince them of something that is so self-evident.

    And, yes, maybe they ARE just doing fine without a website. If so, more power to 'em!

    I'm just wondering how you guys handle this situation when it comes up (which is amazingly often!).

    -- TW
    Although I have not personally heard this in a sales conversation setting, if I did at some point encounter this I would take stock of how I got to be speaking to the person about a website in the first place

    BAYO
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  • Profile picture of the author Jesus Perez
    I perform ONE rebuttal only.

    "Although you may not want it, your customers do. Customers are flocking online everyday with their iPhones and computers to find _______. With a website, they'll find you... not _______, your competitor. "

    If that doesn't open their eyes, I move on.
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    • Profile picture of the author GaryCooper
      Originally Posted by Jesus Perez View Post

      I perform ONE rebuttal only.

      "Although you may not want it, your customers do. Customers are flocking online everyday with their iPhones and computers to find _______. With a website, they'll find you... not _______, your competitor. "

      If that doesn't open their eyes, I move on.
      Very smooth and very encouraging.Great to hear rebuttals that actually sound like they will accomplish something.
      It would work also for "we don't need a website too"

      Thumbs up answer for this thread
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      • Profile picture of the author Amir Luis
        "Although you may not want it, your customers do. Customers are flocking online everyday with their iPhones and computers to find _______. With a website, they'll find you... not _______, your competitor. "

        If that doesn't open their eyes, I move on.
        I really did like this line too....

        But in all actuality, at what point in the game are you hearing this?

        During your intro?

        Is it on the phone?

        In person?

        There are so many variables at play... it is really hard to give a good answer to what you need to do to handle these types of comments.

        One school of thought is the "high probability selling" theory. Where if they are not interested... Go.

        Next.....

        Really with so many variables at play... the best answer I see here is what was said above... with a twist.

        "Believe it or not, I can understand why you may feel that way. Although you may not want it, your customers do. Customers are flocking online everyday with their Smart Phones and computers to find _______. With a internet marketing, they'll find you... not _______, your competitor.

        Now that being said, do you mind if I ask why you don't want a website?"
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  • Profile picture of the author Scott Burton
    My gut reaction is to thank them for their time, ask them if they would like me to get back in touch with them later, or leave my contact data for them.

    But in the interest of knowing for sure, I usually try to find out if I can tell "why" they don't need one. Do they think it's too expensive? Do they think it's not worth while?

    I try to find out if they have a method of telling their customers what's new, on sale, happening, coming, etc.

    Try to approach it from that perspective. If I really want the account, I might even go so far as to offer a short term trial arrangement. But I generally only offer the short term trial (at my expense) to prospects whom I have an existing relationship with.
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    - = Signature on Vacation = -
    (We all need a break from what we do for a living. I thought it was time my signature got a break too)

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  • Profile picture of the author Raindance
    Show them the potential and how their competitors are ahead of them by having a site for their customers and prospects. If they're still not convinced, try cajoling them into mobile marketing. :rolleyes:
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    Making Money without Websites
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  • Profile picture of the author WebRank1
    I usually say the following: "How often do you pick up the Yellow Pages book to find something? Now.. how often Google you something you want to find?"
    That usually makes them think.
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    • Profile picture of the author redcell1
      Originally Posted by WebRank1 View Post

      I usually say the following: "How often do you pick up the Yellow Pages book to find something? Now.. how often Google you something you want to find?"
      That usually makes them think.
      I ask them the same thing, I get a few remarks and then ask them "Okay where is your yellow book ?"

      then they really shut up lol.
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      Just here to see the shenanigans.

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    • Profile picture of the author KathyK
      Originally Posted by WebRank1 View Post

      I usually say the following: "How often do you pick up the Yellow Pages book to find something? Now.. how often Google you something you want to find?"
      That usually makes them think.
      Well, it might. IF they have a computer. :p Not everyone does. My company deals with some who don't - and yes, we do sell them online services, but that's only because we are willing to do their work via fax/phone, and yes, even snail-mailed updates. We do newsletters more than websites - but we usually do them a business-card site to go along with the nl if they don't have a site. (Yes, we could do a more complex sites for them, too, if they wanted one - but, as the original poster noted, some don't believe they NEED a site.) And they aren't poor folk, either. Just old, and set in their ways.

      After they see sales improve even from a postcard and newsletter though, we often sell more extensive sites a couple of years later.

      BUT, it's really DIFFICULT to sell a site to someone who can't see it. You have to haul a laptop with WIFI to their office, HOPE there's a hotspot nearby... etc. OR (what we do) - screenprints. And hand-carry or snail mail.
      LOL - but we get a lot of happy clients who have NO clue what we are doing, except as their sales change for the better. :rolleyes:
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      Cheers,
      Kathy

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      • Profile picture of the author KathyK
        P.S. And we've had 1 of them retire so far, and let their kid take over the business. Instant "WE WANT A REAL SITE."

        I suspect that trend will continue.
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        Cheers,
        Kathy

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  • Profile picture of the author Linda_C
    If you prepare in advance, you can open their eyes and prevent the question. Before you pitch a company, use Google keyword tool to search (their industry)(their city) -- for example, yoga, cincinnati

    Tick the box that says "show only relevant searches"

    Paste the highest ones into a word doc and print it out. Google the phrase, too, and see if any local competition are on page 1.

    Then when you go see them, you can kick off by saying "Did you know that "x" number of people right here in cincinnati search google for yoga every month?

    While their mouth is gaping, tell them that people don't use the phone book anymore. Surveys indicate that about 10% of Internet users use the phone book to find local businesses. Google is the new phone book. And 80% of North America has internet access.

    I always ask why on Earth anyone would use the phone book when Google gives me a driving map? They agree.

    While they're digesting, also mention that their competition is getting the exposure for those searches -- they aren't (obviously) because they don't have a website.

    I usually tell people that in the past, Google didn't work for local businesses to find customers, and I totally understand why a lot of businesses with a local client base didn't have websites. BUT, ever since Google maps was launched, phone books are dying and people are searching online for local businesses. 1/3 of all Google searches contain a city or location indicator and that today ALL businesses need a website to be found, even locally.

    If you have a laptop with you, Google some of the keywords with their city so they can SEE all their competition showing up. Play it up -- search a phrase and SAY the number. (ie: 6500 searches a month for THIS ... 3000 searches/month for this... etc)

    Side note: For small local businesses, even low search numbers seem high. I've seen small local businesses salivate at ranking for a keyword with 1500 searches/month because that's a huge number to someone that has no idea how to reach 10 new customers, nevermind 1500.

    From there, it's not too hard to convert. Offer them a package they can't refuse. Then tell them they only have to pay HALF up front to be sure they like it before it's paid off.

    Good luck!
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  • Profile picture of the author jrod014
    I always approach them offering internet/social marketing THEN talk to them about upgrading/establishing their website.

    I usually never sell "SEO, website design," etc. Sell internet marketing and lead generation and the website will usually follow.
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  • Profile picture of the author Dan C. Rinnert
    Originally Posted by TimothyW View Post

    "We don't have/need/want a website."
    That may be code for "Go away."

    Since I work in an "offline" setting, I get plenty of these visits, calls, etc.

    Usually, I just say we manage our own website.

    Or, if they seem really annoying, maybe I'll say we don't have a website, don't need one and don't want one. After all, they're just a fad and what kind of person are you to go ripping people off like this in an effort to fill your own pockets while delivering something akin to magic beans which may look all nice and shiny but will never grow and will only amount to a hill of beans if I fall for enough scams like what you're offering me!

    Or, sometimes I'll say they need to talk to so-and-so who isn't in right now, and then tell them to call back during such-and-such hours, which will be a time when no one is actually here to answer the phone.

    If you go into a type of business where there are several people who handle incoming visitors, it can become a contest as to who can get rid of solicitors the fastest or in the most ridiculous of ways. Makes for fun stories during the lunch break or after hours.

    So, sometimes, it doesn't matter what you say, because our only goal is getting rid of you.
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    • Profile picture of the author JRCarson
      Having these types of people as clients would be an absolute nightmare.
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  • Profile picture of the author Rich Struck
    A while back I was working with a guy who owns a small chain of specialty stores. He didn't have a website and he didn't own hisname.com. I told him that even if he didn't want a site (fine, whatever), he should at least spend $10 to buy the domain to keep it from squatters. Nope, no go, his Facebook page is all he wants. There really isn't much you can do for people like this, they are un-helpable.
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  • Profile picture of the author jiantastic
    some people just don't want to be sold to. rebut with the above comments and if the person still refuses move on. It's a numbers game. You don't want to waste time with people who are not interested at all. You are out to make money.
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  • Profile picture of the author JamesZakaria
    "We don't have/need/want a website."

    Every time I hear this, I am stunned.

    My reaction: I just move on.

    It's the year 2011. If they cannot, on thier own, see the value (no, NECESSITY) in having a website, then I'm sure I won't be able to convince them of something that is so self-evident.

    And, yes, maybe they ARE just doing fine without a website. If so, more power to 'em!

    I'm just wondering how you guys handle this situation when it comes up (which is amazingly often!)
    There are two strategies for this. Either find clients who are interested in promoting themselves online and already have a website. Offer them complimentary services like email services, SEO, mobile services, PPC managements and more OR

    Find out more about your prospect and his/her business? Maybe that person doesn't understand the internet, maybe he is unconvinced that his customers are online, maybe he is afraid of change or being ripped off. There are many reasons why a business does not have a website. Investigate.

    Some of the advice here is terrible. Don't argue with someone. Have you ever won an argument with your wife or girlfriend? Even if you win, that person is not going to appreciate looking stupid by you.

    Instead show them evidence from a third source like New York Times, BBC, CNN or Fox News why online is the way to go. Learn how Ryan Diess and Mike K (traffic geyser) presents their product and do a similar presentation.

    Gotta go...Dinner time.
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  • Profile picture of the author hitsintoprofits
    My answer would be: "Dude, young people don't even believe that your company exists, if you don't own a website..."
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    Cheers!
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  • Originally Posted by TimothyW View Post

    "We don't have/need/want a website."

    Every time I hear this, I am stunned.

    My reaction: I just move on.

    It's the year 2011. If they cannot, on thier own, see the value (no, NECESSITY) in having a website, then I'm sure I won't be able to convince them of something that is so self-evident.

    And, yes, maybe they ARE just doing fine without a website. If so, more power to 'em!

    I'm just wondering how you guys handle this situation when it comes up (which is amazingly often!).

    -- TW
    If a business owner is responding in that manner it would indicate that they have probably built their business around walk in or word of mouth traffic/lead generation.

    This was an acceptable way to do things in local and small retail and service companies of the past. These businesses were and still are in many cases, located in the older "downtown" area. Not on the "strip and mall areas. They also may include some smaller production shops.

    We on WF all know where they are heading if they don't see the Internet as a key to growth. They may be happy and cash secure and not worried about it. If that's the case there is little you can throw at them that will awaken them. You can hit them with all the stats in the world and it may not faze them.

    Should you just walk away?

    I think not! There is some very good low lying fruit to be found here.

    Try this out before you write them off. Here's some free sales psychology courtesy of Old Dog.

    If they are not totally dead, most business people can't stand not to make some money. It's against an entrepreneur's nature. So keeping this in mind and try this......

    After the "don't have/need/want" story (they may be fibbing just to politely move you along) ask them "do you have or use a computer?" Chances they do for records, billing, inventory, etc.

    If " yes I do" then ask is it also connected to the internet? Chances are if they do taxes, ordering, etc. they are online.

    Then ask politely "I'd like to show you something if I may, it will only take 45-60 seconds." Get them too go to their computer. If that's not practical and you have a smart device or netbook then use it.

    Have them do this... Pull up Google and in the search bar type the following....:"The type of business they are in" ,"their Town, State" Use world search or local/places what ever you like. (Do not at this time type in their business name, not yet, maybe later.)

    Hit search and say here are listings and a map of "this town" and then "shut up". What they see will drive them nuts in most cases. They will see their competitors listed and flags on the map. If they say nothing then just wish them a nice day and leave.

    (Keep this in mind, as in all aspects of marketing, research is critical. Already run this drill ahead of time yourself if you can. No surprises. If you can't, odds are still in your favor they won't show high on the page if at all. This is why you don't use their business name at first)

    This does work, try it what do you have to loose? I have never had to break the silence yet and when they start talking be prepared to give good informative answers. Now I will admit that I consider myself as a master salesman. But the little nugget I just gave you is simple to do and at the very minimum may net you some $35-$200 range business by Google optimizing clients. They don't need to/ have/or want a web site to get this low fruit.

    However if you close that sale don't be surprised if their attitude about a web site may have changed somewhat too and guess who can help? Send me the business if you don't want it.


    Many Internet Marketers get all the state of the art systems, software, etc together and say it doesn't work. You need to learn to do some selling too. I'm not real good at the geeky stuff but Old Dog has learned to sell well.

    Would you folks be interested in some WSO stuff or offerings in this area?

    "Selling", where the rubber meets the road online and offline?

    Please comment!

    Old Dog
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    P.S. If I can be of any assistance in your "Off" or "On"- line sales and marketing please PM me or email at WinnersChoice-Warrior@yahoo.com . Old Dog

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    • Profile picture of the author jeffrey73
      I used to own an Electrical Contracting company. And this is kind of the mindset I had. The LAST thing I wanted to do was pay some idiot $500 or $1000 to get me ranked #1 ( which probably wouldn't happen anyway ), and I didn't want to have to "test" SEO vendors until I found the one that worked. This was a business being run, not a PPC campaign.

      I also did not want to pay someone $500 - $1200 to build me a website, that I knew wouldn't get traffic on it's own anyway. Now on the other hand, if they would have just said "I'll get you confirmed leads and make your phone ring", then I'd be asking HOW MUCH? That's what it's about.. Getting MORE BUSINESS that you can verify is coming in.
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      • Profile picture of the author Amir Luis
        Originally Posted by jeffrey73 View Post

        I used to own an Electrical Contracting company. And this is kind of the mindset I had. The LAST thing I wanted to do was pay some idiot $500 or $1000 to get me ranked #1 ( which probably wouldn't happen anyway ), and I didn't want to have to "test" SEO vendors until I found the one that worked. This was a business being run, not a PPC campaign.

        I also did not want to pay someone $500 - $1200 to build me a website, that I knew wouldn't get traffic on it's own anyway. Now on the other hand, if they would have just said "I'll get you confirmed leads and make your phone ring", then I'd be asking HOW MUCH? That's what it's about.. Getting MORE BUSINESS that you can verify is coming in.
        I actually had the very same thoughts running a contractor business. I can totally understand where you are coming from. That is how I REALLY started to DIG IN with internet marketing.

        Now it's my passion.

        As a former contractor. You can speak to certain demographics of clients like no one else can. You can overcome their objections before they even voice them because you already know what they are. You my friend... already think like they do.

        Did you put your team of sales reps together yet?
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  • Profile picture of the author TimothyW
    Just wanted to clarify my op...

    In this case, I was calling around (by phone) to a certain niche, and not identifying myself as a sales call (at first) -- so the people I was calling ASSUMED I was a potential customer (BTW, I was not trying to be purposely deceitful -- but I WAS "letting" them assume I was a potential customer (at first) :-)) Something like this... "I see you listed here under [category], in the [city] yellow pages -- You do [provide particular service], right? ---- Umm, do you have a website I could look at?"

    So.... It really cannot be (in this case), that they were trying to get rid of me by telling me they do NOT have a site, even though they do. I believe that the ones who told me they do not have a site, truly do NOT have a site!!

    Here's the even more amazing part... the niche I was calling was LAWYERS! -- Only about 50% of the ones I called HAD A WEBSITE!

    Truly mind boggling!! (granted, I was calling a part of the country that has a tendency to be a little 'behind the times') -- but, C'MON! 50% of the list of LAWYERS do NOT have a website. Makes no sense!

    PS: Thanks for your thoughts Old Dog -- I'll try that + some of the other good ideas people have posted. I just have trouble getting my mind around people who would -- on their own -- RESIST a concept so SELF-EVIDENT as "it's 2011, I NEED A DANG WEBSITE!!" -- If they have not reached that conclusion BEFORE I show up (ie: they do not have a website yet), then I think they are not the type of people I would want to deal with anyway.

    They are obviously operating on a completely different WAVELENGTH!!! A parallel UNIVERSE!
    And, quite possibly PROUD of it!
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    • Profile picture of the author Keith Boisvert
      After running into this on a regular basis, I determined a couple things.

      First off, I needed to change my strategy. People who cannot see the value of a website, nor are interested in learning about the value of one, are not my customers anyway.

      Secondly, by not worrying about these types of clients(which I had managed to convince a few at the beginning and were my worst customers anyway) it allowed me to focus on my ideal clients.

      I prefer to navigate towards those with a website, but one that is possibly under-used.

      Another demographic to worry about are those who DO want a website or some form of online presence, but really doesn't know why they want it or what to do with it when they get it. They have $$, but not a ton, so you end up building a half-assed site that sits dormant once you are done...OR the responsibility falls 100% on you to generate their marketing plan and content. Not a good idea either.

      So in answer to your question of how I deal with it...I say thank you and walk away smiling that I didn't have to waste my time. There are sooooo many other companies out there that need and want help, to worry about the group you have to educate...for me is not worth it.

      ~keith
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  • Profile picture of the author phaproduction
    Good points Keith
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  • Profile picture of the author Bruce NewMedia
    Originally Posted by TimothyW View Post

    "We don't have/need/want a website."
    For most businesses, most of the time, I find this is just something said, reflexively, to discourage vendors from pursuing them.

    ...and you really can't blame them. Who actually needs/wants a website?...all they care about are leads, customers, walk-ins, calls, appointments, estimates, referrals, etc.

    I have seen many do not make the connection between 'WEBSITE' and more revenue for them....maybe in a general, hazy sort of way, but not in a concrete way.

    Partly because, I guarantee you, they have a business owner buddy, who put up a website, and believes he/she gets nothing from it....so why would they?

    I find owners/managers are looking for reasons NOT to spend money.

    So, this notion, spread around forums, that local business owners are anxious and just starving for marketing advice, is not realistic. To me this has always been a QUALIFYING process.

    I find, there's a lot of good prospects, who display signs they are trying to take advantage of internet positioning, but are not succeeding YET...those prospects, approached right, are where I get my best best opportunities.

    I look at it this way: I want a business client (ideally) who has started down the learning curve, but hasn't made it work yet. ..so someone who says, "don't need, don't want it" is too early in the learning curve for me.
    _____
    Bruce
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  • Profile picture of the author TimothyW
    What Kieth + Bruce say makes a LOT of sense. It sounds like they are truly "in the trenches."

    I believe THIS to be especially true...

    ______________

    I find owners/managers are looking for reasons NOT to spend money.

    So, this notion, spread around forums, that local business owners are anxious and just starving for marketing advice, is not realistic.

    ____________________________

    Which would tend to discredit the oft-repeated, "I walked out with a check for $2,300.00" notion.

    Cheers (?)

    -- TW
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  • Profile picture of the author Jagged
    Websites are the backbone of most of those who offer services to offline businesses....so naturally, everyone needs one.
    If you sold mud flaps your mindset would be....your foolish not to have mud flaps, everyone needs them....

    With that said....most businesses do realize that the internet is a powerful place to be & their business needs a strong solid web presence to compete in todays internet crazed society.

    The question then comes down to.....is a website necessary to create that strong solid web presence? Helpful....i would definately advice any businses to have one....but not necessary to be honest...

    The selling points of a business website on the internet would be to:
    .....brand your business & products.
    .....legitimize your business in the mind of potential customers.
    .....have your business easily found in local searches.
    .....create a place to inform & reward your customers.
    .....attract & retain customers.

    All those can be created without an actual website...

    Google Places (or Bing local, Yahoo local) usually comes up 1st when any local search is performed...having a well defined, well optimized places page can offer all of the above....brandability, customer legitimacy, top search results, info & rewards with coupons, photos, videos & instead of having your google places listing link to a website...link to to your facebook fan page or to your merchantcircle acount where more info, coupons...even blogs can further solidify your business web presence.

    All local searchers are looking for is information....how they get that information really doesn't matter to them does it...as long as they get it & get it fast...

    A strong Google, Bing, Yahoo local listing combined with a solid, well managed social marketing campaign, good use of local directories, use of livingsocial, groupon, etc offers more than enough web presence for most local small businesses.

    I still strongly advice local business to have a website as a marketing tool. Combined with social marketing, email marketing....it packs the most bang for your marketing buck.....all I'm saying is that there are some local business that are realizing that having a website isn't all it's cut up to be....that they get more geo-targeted traffic, more leads from their facebook, linked-in pages.....more click throughs from their Google Places, merchantcircle listing....than they have from their website alone....which all boils down to ROI....I can see where a strong argument can be made for not having a website...

    If your client is hesitant about a website.....as an option...show them the strong online presence that social marketing can create...if they still seem hesitant....thank them for their time & walk away.

    ~Ken
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  • Profile picture of the author TimCastleman
    You can't fix stupid.

    If you do your best to sell them and they aren't interested then move on.

    You can't change the flow of water, you can't stop time, you can't change people's opinions.

    Don't waste your time with people who don't get it.
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  • Profile picture of the author DaniMc
    "You are right, you don't have/need/want a website. But, do you have/need/want more customers and lower marketing expense?"

    If they say no to that...it's a lost cause.
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    Be kind, for everyone you meet is fighting a hard battle.
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    • Profile picture of the author Amir Luis
      Originally Posted by Daniel McCoy View Post

      "You are right, you don't have/need/want a website. But, do you have/need/want more customers and lower marketing expense?"

      If they say no to that...it's a lost cause.
      Classic... I love it....
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  • Profile picture of the author John Durham
    Two words: Late and "er".

    Originally Posted by Bayo View Post

    Although I have not personally heard this in a sales conversation setting, if I did at some point encounter this I would take stock of how I got to be speaking to the person about a website in the first place

    BAYO
    Indeed. Wasnt a good prospect.
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  • Profile picture of the author bombasdeagua
    is unbelievable that a company does not have a website in these days.
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  • Profile picture of the author hotlinkz
    I have never had this come up. However, there are still a lot of business owners who simply have not made the connection. Others are resistant to change for whatever reason. Either they will come around or risk losing market share to more aggressive competitors.
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  • Profile picture of the author localbusinessguy
    I just show them their competition on Google page one and that usually changes their mind.
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  • Profile picture of the author Casper C
    My advice is to pre-prepare some brief case studies as well as impressive statistics that you can provide to any reluctant business owners you come across. If they can see how web services have helped other businesses tremendously, they might just be convinced.

    I wouldn't spend too much time convincing someone though; you can be spending that time on potential clients that are actually interested.
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  • Profile picture of the author Evolve91
    Its hard to believe that there are people in business who still think they don't need a website. My own Brother is one of them. He does floor tile and says he gets enough referrals from Home Depot and word of mouth. I don't think he is interested in expanding. Maybe the people who say "no" to a site are in the same frame of mind.
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  • Profile picture of the author TimothyW
    Many (most?) offline biz's are NOT interested in getting *more* customers -- they are interested in making sure they always have *enough* customers. There's a BIG difference in the mindset.

    One is expansion, the other is (merely) "filling up their own 'dance card'."

    For the latter group, once the dance card is full, they breathe a sigh of relief, and promptly stop trying to promote further. If they are already (+ consistently) at that "enough" point, then they see no need for a website that would truly expand their biz (and they are NOT interested in expansion at all).

    -- TW
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    • Profile picture of the author John Durham
      Originally Posted by TimothyW View Post

      Many (most?) offline biz's are NOT interested in getting *more* customers -- they are interested in making sure they always have *enough* customers. There's a BIG difference in the mindset.

      One is expansion, the other is (merely) "filling up their own 'dance card'."

      For the latter group, once the dance card is full, they breathe a sigh of relief, and promptly stop trying to promote further. If they are already (+ consistently) at that "enough" point, then they see no need for a website that would truly expand their biz (and they are NOT interested in expansion at all).

      -- TW
      What an AMAZING point. They are still thinking on the first level of Maslow's Pyramid. AMAZING DISTINCTION TIM!

      Thanks for defining this. They are most easily swayed by the idea of "making sure we get enough customers next month to 'make it'".

      They think "survival" not "growth".

      You speak to them on their level. BRILLIANT!
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      • Profile picture of the author internetPro
        Originally Posted by John Durham View Post

        What an AMAZING point. They are still thinking on the first level of Maslow's Pyramid. AMAZING DISTINCTION TIM!

        Thanks for defining this. They are most easily swayed by the idea of "making sure we get enough customers next month to 'make it'".

        They think "survival" not "growth".

        You speak to them on their level. BRILLIANT!
        wow that is a great point that is being made here... cash flow doesnt matter if its new or old business just as long as cash goals are being met...

        approach them with the means of being able to meet there quotas customer reteintain or costumer loyalty...
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  • Profile picture of the author JamesZakaria
    Right on Tim W.

    People run business for a number of reasons, many of them don't want huge organizations, just enough to pay the bills.

    I think that many web designers have presented biz managers with the features of a website and have not done a good job presenting the benefits and R.O.I. of online marketing. Owners want customers, not websites that cost them money. It's our job to help them connect the dots.
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  • Profile picture of the author Matt Woityra
    Maybe give them a no risk website...Offer it to them for free and they pay monthly hosting etc. Or, design one anyways, like for a pizza place ==> get traffic to it and get it index and tell them that you will sell it to them or there competitor, whoever wants it first. Or you can sell leads from that site. Example like a gym site that sells leads to its competitors. You get the idea. Donald Trump never took NO for an answer.
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  • Profile picture of the author BlueGlobeSeo
    Well, there are those that like to do things the traditional way, can't fault them. I have seen a few businesses who rely on word of mouth to keep the business alive. I still believe that in service-oriented businesses, no amount of online marketing can beat great actual customer service to attract people. A business may be no. 1 in search engines, but if service sucks, then it won't matter.
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  • Profile picture of the author Amir Luis
    Customer service is KEY....


    Follow up, follow up, follow up....
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  • Profile picture of the author hireava
    May be their products or services that they offer are very famous to the extent that they don't have/need/want a website....
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  • Here's a money line: "Of course you don't want a website, no one does, but you DO want more customers right?" If they say no to this you're being blown off.

    If you are being blown off and you still want the deal badly, you can say, "I can't imagine any business owner seriously not wanting more customers, so I guess you're blowing me off, which I can understand since you've probably worked with or been bothered by people who didn't have a clue what they're doing.. the question you have to ask yourself, is what if I'm the guy who can actually get you more business, is it worth 5 minutes of both our valuable time to find out?"

    At the very least, they will remember you.

    Knock em dead,
    Christopher
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  • Profile picture of the author danielkanuck
    I would resort to my days of collections and just bombard them with reasons why they need a website, and how their competitors could possibly jump on the website bandwagon and get a larger share of their target market. Don't take "no" for an answer. With enough verbal selling and convincing, i'm willing to bet that most business owners would at least try it out for 30 days to see if it's worth their time.
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  • Profile picture of the author cchipster
    I'd say something like that 'Geico' commercial: "Do you live under a rock?"
    Signature
    No signature, I'm sure you will be ok.
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