Had my Groupon lead appointment today....
To today I had my appointment from the lead I got USING GROUPON for selling my SMS service and it went ok but no sale yet. Here's what happened.
Before I actually saw the owner (he was in his office) he yelled out "Great...right on time". So the key for everyone here is not to be late. Owners respect that.
When we sat down I started out with the normal small talk about traffic and weather. Then talked about Groupon and how it was going for him. I then started doing my pitch. I went over the SMS stats, showed him my printouts and did a quick TXT demo on my phone.
The whole time he was nodding "yes" to everything I said and even agreed with me on occasion...especially about how 20-30 year olds text more than talk on their phones. I'm thinking this is great and it could be my first sale.
He then asked "how much" and I pulled out an ROI sheet first and showed him how much his business can increase with even 250 subscribers. I then showed him my price sheet and explained it all to him.
Then came his questions....
1. Why do I need you? This was kind of a weird question and maybe it's because I didn't explain myself fully during my pitch. But then I told him that I'm the one with the software and the service and I'd also be adding and sending the texts for him so he doesn't have to think about it. He said...oh..ok.
2. So I have to do all the promoting? This was an interesting question and sort of made me think of a new problem that I could solve for him and others. But my answer was "yes, you'd be doing the promotions using table tents, flyers, business cards, posters, etc." He then said "Waitresses can be lazy and not mention to customers to sign up". Didn't know what to say about that without insulting his wait staff.
3. Where do I get the flyers and promo stuff? I told him he could use his own printer conpany if he had one, but if he wanted, I could design the materials for him and get it printed. I then gave him a price list for my printing services (that I outsource of course).
4. Who else have you signed up with? This question caught me a bit off guard and I told him that I just started this service and I've been talking to various restaurants who are interested, but he'd be the first to sign up. I also told him that I've been in business for over 20 years and this is just a new service we're offering. He sounded a little hesitant but then said "So I'd be pioneering this idea, then?" I laughed and said, yeah.
5. Let me keep over your information and I'll call you in a few days. Ugh...the dreded "let me think about it" response. I then said that since he'd be my first customer, I could include the first 250 texts free. I know...I know...I shouldn't give that type of stuff away free but I don't have anything else to offer yet. That didn't phase him much anyway. He still needs to think about it. I'll call him at the end of the week to see if he's still interested.
Although there's a lot that I can take from this appointment as far as experience goes. I think the number one reason he didn't sign up right then is because I didn't have any customers yet. I think if I could have rattled off a laundry list of businesses that use my service, then he would have been more inclined to sign up. Or a worst case senario would be that he'd want to call those businesses and see how it was working for them first. But that's just my gut feeling. He didn't actually say that.
But back to question number 2....
I have an idea that I'll post in future thread.
Mike
Before I actually saw the owner (he was in his office) he yelled out "Great...right on time". So the key for everyone here is not to be late. Owners respect that.
When we sat down I started out with the normal small talk about traffic and weather. Then talked about Groupon and how it was going for him. I then started doing my pitch. I went over the SMS stats, showed him my printouts and did a quick TXT demo on my phone.
The whole time he was nodding "yes" to everything I said and even agreed with me on occasion...especially about how 20-30 year olds text more than talk on their phones. I'm thinking this is great and it could be my first sale.
He then asked "how much" and I pulled out an ROI sheet first and showed him how much his business can increase with even 250 subscribers. I then showed him my price sheet and explained it all to him.
Then came his questions....
1. Why do I need you? This was kind of a weird question and maybe it's because I didn't explain myself fully during my pitch. But then I told him that I'm the one with the software and the service and I'd also be adding and sending the texts for him so he doesn't have to think about it. He said...oh..ok.
2. So I have to do all the promoting? This was an interesting question and sort of made me think of a new problem that I could solve for him and others. But my answer was "yes, you'd be doing the promotions using table tents, flyers, business cards, posters, etc." He then said "Waitresses can be lazy and not mention to customers to sign up". Didn't know what to say about that without insulting his wait staff.
3. Where do I get the flyers and promo stuff? I told him he could use his own printer conpany if he had one, but if he wanted, I could design the materials for him and get it printed. I then gave him a price list for my printing services (that I outsource of course).
4. Who else have you signed up with? This question caught me a bit off guard and I told him that I just started this service and I've been talking to various restaurants who are interested, but he'd be the first to sign up. I also told him that I've been in business for over 20 years and this is just a new service we're offering. He sounded a little hesitant but then said "So I'd be pioneering this idea, then?" I laughed and said, yeah.
5. Let me keep over your information and I'll call you in a few days. Ugh...the dreded "let me think about it" response. I then said that since he'd be my first customer, I could include the first 250 texts free. I know...I know...I shouldn't give that type of stuff away free but I don't have anything else to offer yet. That didn't phase him much anyway. He still needs to think about it. I'll call him at the end of the week to see if he's still interested.
Although there's a lot that I can take from this appointment as far as experience goes. I think the number one reason he didn't sign up right then is because I didn't have any customers yet. I think if I could have rattled off a laundry list of businesses that use my service, then he would have been more inclined to sign up. Or a worst case senario would be that he'd want to call those businesses and see how it was working for them first. But that's just my gut feeling. He didn't actually say that.
But back to question number 2....
I have an idea that I'll post in future thread.
Mike
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