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So. I have this list...

by rrolling
7 replies
...of 2,500+ businesses without websites, plus another list of 200 more in the same situation. Each includes the business names, addresses, as well as the phone and fax numbers. As you can see, I have the materials (actually, I've had them for a while now...) necessary for launching my offline web design marketing campaign, but I am still stuck on where to start in the contacting process. With that being said, I would love some advice...because at this point I really need some.
#list
  • Profile picture of the author jtlucas2511
    Send me that list and we will figure something out..
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  • Profile picture of the author John Durham
    Originally Posted by rrolling View Post

    ...of 2,500+ businesses without websites, plus another list of 200 more in the same situation. Each includes the business names, addresses, as well as the phone and fax numbers. As you can see, I have the materials (actually, I've had them for a while now...) necessary for launching my offline web design marketing campaign, but I am still stuck on where to start in the contacting process. With that being said, I would love some advice...because at this point I really need some.

    A Good start is:

    Hey, this is ________ is Bob around"? Great.

    Hey Bob, this is ________with _________ Hope you are doing well today. Great. Thats good to hear.

    Listen I'm not gonna take up a bunch of time Bob, I was just doing some market research for another client of mine, and I noticed that you didnt have a website... at least one I could find, is that true?

    Whats the holdup if you dont mind my asking...?

    So it's something you have been planning then, just on the back burner for now... I understand.

    (Thats only if he says "I havent got around to it yet...", or something of that nature, I dont have time to write out all the potential scenarios and rebuttals, however, whatever he says...just understand it, and confirm it back to him...)

    Well...just so you know Bob, here's what we have been doing for other local business owners like yourself this week, and the reason for my call...

    (Tell them about your special promotion...BRIEFLY...Just wet their appetite and make them anticipate...dont necessarily try to sell them right now. Just make them excited about the possibilities... You will sell yourself out of the appointment if you go to far on this part... Just bullet the highlights of what you are offering and what you have been doing for other business owners and how they have enjoyed the service... How you are offering free quotes...

    When you are done BRIEFLY touching on your offer... then... proceed to nail the appointment assumptively. That means : "Assume" he wants to meet.

    Bob, I know I caught you off guard in the middle of your business day here, and you probably dont have alot of time to talk... is this your office number?

    Great.

    Are you going to be around any this afternoon?

    Good deal... Lemme see here...

    I've got an opening this afternoon between 2:30 and 3:30... I'd love to stop by and chat to you for a few minutes, if that doesnt interfere with your schedule... (Bingo, you just told him you are considerate, and he feels better about saying yes, because you gave him an "out". You "obliged" Him).

    Bob: "No I have an errand to run til 3 and I wont be back in till morning...".

    No problem, I understand, let me see here.... I could actually stop by tomorrow morning around 10 0r 11 am... which one of those would work best for you?

    Bob: "I'm in meetings till 11... "

    You: Ouch, yeah, I am actually booked solid with myself for the rest of all tomorrow afternoon, so in that case I wouldnt be able to make it out till probably Wednesday... (Bob almost missed his chance, you created scarcity - the "Take Away"). I'd really like to give you a chance to see this before we end the promotion...

    I'm thinking I could probably swing by for a few minutes between 1:00 to 2:00 on wednesday afternoon, as long as you are are going to be in...

    Which one of those times would work best for you?

    Bob: I suppose I could carve out 30 minutes at around 1:15

    You Okay Great:

    Let me make sure I have your information correct...

    Can you tell me your actual street address there? (Make them say it to you).

    Okay great, thats what I had down... and whats the nearest main cross street to you there, are there any signs or buildings I should look out for to make sure I dont miss it...?

    Great.

    And , again you were just interested in a possible basic webdesign and hosting right?

    Okay Great.

    Okay, I am writing you in for 1:15 pm on Wednesday The 18th, and would you mind writing down my name and passing it on, that way your secretary knows who I am in case I have to call and reschedule or something between now and then?

    Okay Great.

    Okay and here's my name again, and number, and if for some reason you have to reschedule between now and then please feel free to call me, and Ill be glad to reschedule our meeting.

    Okay great.

    Well I have you down at 123 main street, and I will be planing on seeing you at 1:15 on wednesday... looking forward to it!

    Great have a nice day, cya then!

    What did you just do here?

    With your closing questions, you tied him down, obliged him, and made him think you were doing him a favor by being so considerate of his scheduling demands...

    You also got him to admit he's at least interested in a basic web design...

    By going the extra mile to repeat the information, and ask customers to write down you name and number and pass it on... You have convinced him that this is a serious meeting he is committing to that is not tentative... But at the same time he feels safe dealing with you because you always offered him an "out". He doesnt feel pressured, so he doesnt DREAD your coming.

    Even though you used alot of deep psychological tie downs, he feels you are easy going, and he doesnt mind taking a little time for you.

    In the end, you understood his schedule, and you spoke his language, and so now you are not a "telemarketer" in his mind... You are a fellow local business person rather, with your own schedule just like his... He also appreciates you trying so hard to "squeeze him in before the promotion ends..", and all of this is happening on a subconscious level.

    Now you have about a 70% chance of making a sale, because he has:

    A: Expressed interest
    B: Feels obnliged because you "Killed him with Kindness and understanding".
    C: And he actually kind of likes you because you showed some urgency but you didnt pressure... you were willing to work with him on every level, because you are a business person yourself, so you can understand.

    D: He sees eye to eye with you, and he's thinking "If the sales meeting goes anything like the phone call, then I like this guy and Im looking forward to meeting him".

    Thats what you do with a call list.

    Book yourself up with meetings with business owners.

    Note:

    If that seems to hard... or like too much work, or you cant train someone else to do it for you... or you dont have the where withall to set up a few telemarketers and create some killer closing systems... Then perhaps Offline isnt your game.

    Offline is about all about "Outside Sales".

    Hope this helps. Of course you will need to tailor it to your individual offer...Good luck!

    Ps. If you arr setting appointments for others and not yourself, then there are different things to be considered. again this is off the cuff, trying to help, wrote this off the top of my head as a general guideline.
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  • Profile picture of the author TaylorB
    Really great reply John!! I didn't post the question but "thank you" for your input. You're really a pay it forward type of person and your generous nature is very appreciated. Terry
    Signature

    I got some very sound investment advise that I'd like to share: Invest in yourself consisting of Love, work, time, dollars, knowledge and among and certainly not least, faith...

    Then Pay it forward.
    www.seoguidevideo.com

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  • Profile picture of the author John Durham
    Well I guess these guys didnt want their thread... lol Might as well take it over. Im glad you guys got something out of the post!
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  • Profile picture of the author rrolling
    A Good start is:

    Hey, this is ________ is Bob around"? Great.

    Hey Bob, this is ________with _________ Hope you are doing well today. Great. Thats good to hear.

    Listen I'm not gonna take up a bunch of time Bob, I was just doing some market research for another client of mine, and I noticed that you didnt have a website... at least one I could find, is that true?

    Whats the holdup if you dont mind my asking...?

    So it's something you have been planning then, just on the back burner for now... I understand.

    (Thats only if he says "I havent got around to it yet...", or something of that nature, I dont have time to write out all the potential scenarios and rebuttals, however, whatever he says...just understand it, and confirm it back to him...)

    Well...just so you know Bob, here's what we have been doing for other local business owners like yourself this week, and the reason for my call...

    (Tell them about your special promotion...BRIEFLY...Just wet their appetite and make them anticipate...dont necessarily try to sell them right now. Just make them excited about the possibilities... You will sell yourself out of the appointment if you go to far on this part... Just bullet the highlights of what you are offering and what you have been doing for other business owners and how they have enjoyed the service... How you are offering free quotes...

    When you are done BRIEFLY touching on your offer... then... proceed to nail the appointment assumptively. That means : "Assume" he wants to meet.

    Bob, I know I caught you off guard in the middle of your business day here, and you probably dont have alot of time to talk... is this your office number?

    Great.

    Are you going to be around any this afternoon?

    Good deal... Lemme see here...

    I've got an opening this afternoon between 2:30 and 3:30... I'd love to stop by and chat to you for a few minutes, if that doesnt interfere with your schedule... (Bingo, you just told him you are considerate, and he feels better about saying yes, because you gave him an "out". You "obliged" Him).

    Bob: "No I have an errand to run til 3 and I wont be back in till morning...".

    No problem, I understand, let me see here.... I could actually stop by tomorrow morning around 10 0r 11 am... which one of those would work best for you?

    Bob: "I'm in meetings till 11... "

    You: Ouch, yeah, I am actually booked solid with myself for the rest of all tomorrow afternoon, so in that case I wouldnt be able to make it out till probably Wednesday... (Bob almost missed his chance, you created scarcity - the "Take Away"). I'd really like to give you a chance to see this before we end the promotion...

    I'm thinking I could probably swing by for a few minutes between 1:00 to 2:00 on wednesday afternoon, as long as you are are going to be in...

    Which one of those times would work best for you?

    Bob: I suppose I could carve out 30 minutes at around 1:15

    You Okay Great:

    Let me make sure I have your information correct...

    Can you tell me your actual street address there? (Make them say it to you).

    Okay great, thats what I had down... and whats the nearest main cross street to you there, are there any signs or buildings I should look out for to make sure I dont miss it...?

    Great.

    And , again you were just interested in a possible basic webdesign and hosting right?

    Okay Great.

    Okay, I am writing you in for 1:15 pm on Wednesday The 18th, and would you mind writing down my name and passing it on, that way your secretary knows who I am in case I have to call and reschedule or something between now and then?

    Okay Great.

    Okay and here's my name again, and number, and if for some reason you have to reschedule between now and then please feel free to call me, and Ill be glad to reschedule our meeting.

    Okay great.

    Well I have you down at 123 main street, and I will be planing on seeing you at 1:15 on wednesday... looking forward to it!

    Great have a nice day, cya then!

    What did you just do here?

    With your closing questions, you tied him down, obliged him, and made him think you were doing him a favor by being so considerate of his scheduling demands...

    You also got him to admit he's at least interested in a basic web design...

    By going the extra mile to repeat the information, and ask customers to write down you name and number and pass it on... You have convinced him that this is a serious meeting he is committing to that is not tentative... But at the same time he feels safe dealing with you because you always offered him an "out". He doesnt feel pressured, so he doesnt DREAD your coming.

    Even though you used alot of deep psychological tie downs, he feels you are easy going, and he doesnt mind taking a little time for you.

    In the end, you understood his schedule, and you spoke his language, and so now you are not a "telemarketer" in his mind... You are a fellow local business person rather, with your own schedule just like his... He also appreciates you trying so hard to "squeeze him in before the promotion ends..", and all of this is happening on a subconscious level.

    Now you have about a 70% chance of making a sale, because he has:

    A: Expressed interest
    B: Feels obnliged because you "Killed him with Kindness and understanding".
    C: And he actually kind of likes you because you showed some urgency but you didnt pressure... you were willing to work with him on every level, because you are a business person yourself, so you can understand.

    D: He sees eye to eye with you, and he's thinking "If the sales meeting goes anything like the phone call, then I like this guy and Im looking forward to meeting him".

    Thats what you do with a call list.

    Book yourself up with meetings with business owners.

    Note:

    If that seems to hard... or like too much work, or you cant train someone else to do it for you... or you dont have the where withall to set up a few telemarketers and create some killer closing systems... Then perhaps Offline isnt your game.

    Offline is about all about "Outside Sales".

    Hope this helps. Of course you will need to tailor it to your individual offer...Good luck!

    Ps. If you arr setting appointments for others and not yourself, then there are different things to be considered. again this is off the cuff, trying to help, wrote this off the top of my head as a general guideline.
    Thank you, John, so much for this post-- it was incredibly informative, and well thought out (I can't wait to try it tomorrow). See, coincidentally enough I was looking at your telemarketing forum earlier today as well, and found some good tips on getting over my telemarketing...insecurities.
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