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Just made my first appointment - scared sh**less- Please advise

by Amy5
28 replies


Tried mailing postcards = no response
Tried emailing= no response
Found the balls to make phone calls to local area restaurants - made 20 calls - got my first appointment for this coming monday morning.
  • They advertise in local clipper magaizine (coupon)
  • They don't have facebook or email marketing because he doesn't like to maintain it.
  • He's interested in getting customers to come in more regularly.
  • He has 2 locations.

I'm thinking of talking about email and sms - as a direct way to get customers in.

But also want to talk about facebook (since he mentioned it) he said, do you guys do Facebook? I said Yes.
They have karaoke on Friday and Saturday - and it could be a good conversation on Facebook.

He sounds like a bear on the phone - all no's - but then something happened and he asked me about Facebook.

So...... I don't want to make it too complicated - do I talk about all 3, Facebook, SMS, Email?
I feel SMS and email will help him bring in more business than Facebook.
So What Should I Do? Lead with all 3? Lead with just Facebook(since he mentioned it) Or Lead with SMS and email marketing which is why I'm calling restaurants - thinking sms and email will drive people more frequently and during slow times.

I don't have any printed brochures - just business card (and website) - I can create letter head on my printer if you feel I need it.

Also - I was thinking email and SMS at $350 a month - if I create it, manage it, maintain it.
Facebook at $100 to set it up and $250 to make daily status updates - drive engagement -

I live in Southern California - so it's not a cheap area - but businesses are hurting and their lease/rents are high - so budgets may be super low. (From what I heard on a few phone calls today - they say I'd love marketing help but don't have even $50 a month for it)

I'm nervous, excited and scared sh**less. I have had a few local businesses that I've worked with for free ( email, Facebook and a website - but haven't done SMS yet)

I'd love any advice you guys have! I want to do this as well as possible and not make too many newbie mistakes. This could be my first paying customer.
#advise #appointment #made #scared #shless
  • Profile picture of the author ronr
    Congratulations on your first appt.

    If you are really scared about this don't think you need to be a great super sales person and 1 shot closer because you aren't and don't need to be.

    Take the pressure off yourself. Remember this isn't life or death.

    Think of this as practice and don't think you need to know everything or try to sell them something right away.

    A great way to gain rapport and take the pressure off yourself is to go in with pre planned questions to learn more about their business. What they are doing now, what is working and what isn't working, what they are looking for etc.

    Then leave and put a proposal together. That will give you time to think and come up a solution and offer you think they wil accept and you will be better prepared and relaxed your 2nd visit.

    If the guy turns out to be a jerk he isn't the kind of person you want to have as a client anyway but it will still be good practice.

    As you gain more experience you won't always need to make 2 visits but it's a good way when you are just starting.

    Hope this helps,

    Ron
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    • Profile picture of the author Amy5
      Thank you Ron

      " Remember this isn't life or death" You are so right. I just really want to make a legit business happen. But it's not life or death - thank you for putting into perspective.

      I was thinking I needed to sell them something then and there - but I like your suggestion of asking questions - and leaving without a sales offering - then coming back with a proposal.
      I know it might lose the "heat" if I leave and come back with a proposal, but I don't want to appear desperate and I like the idea of coming back with a solution based on what was said during the appointment.
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  • Profile picture of the author iAmNameLess
    First of all, what is the type of business? They need to already be having people in order for sms to work. Facebook is the easiest way to spread the word about a business. I assume it is a bar or restaurant.

    If that is the case, tell him you have two services that you would like to bundle together. Facebook of course since he's interested, but offer SMS, but not the crappy sms services many on here think is a quality service. Offer table tents, consult with him and see if he will offer a free desert or appetizer in order to get them opt in to the sms list. When I was doing SMS, my clients were having a humungous return, because I consulted with them on how to build it up, and they listened.

    With SMS... the value you can provide, graphic design for the table tents, printing, wait about a month for the list to build, and then his profits increase. If he is unwilling to take advice on having specials when he promotes to the list, then it is a lost cause.

    Lead in with facebook, and upsell with SMS but include the whole bundle, graphic design, table tents, etc, get a set up fee to be able to do all that plus make a bit of profit, then have a monthly charge.
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  • Profile picture of the author Amy5
    Thank you iAmNameLess
    Yes it's a local restaurant.
    They've been around over 10 years.
    They offer happy hour deals and other periodic deals - I see how it helps to encourage someone to opt-in if they get rewarded for it.

    For SMS I'm looking at Lime - looks like they have all the features.
    I'm not a graphics person - so I'm not sure I can design a table tent - but I see that they are needed.

    THANK YOU for letting me know it may take a month to build the list up - I want to set proper expectations.

    What type of ROI have your restaurants seen with SMS? I'm hoping the restaurant will feel the difference - feel it working.

    Thank you again for your suggestions!!
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    • Profile picture of the author iAmNameLess
      Originally Posted by Amy5 View Post

      Thank you iAmNameLess
      Yes it's a local restaurant.
      They've been around over 10 years.
      They offer happy hour deals and other periodic deals - I see how it helps to encourage someone to opt-in if they get rewarded for it.

      For SMS I'm looking at Lime - looks like they have all the features.
      I'm not a graphics person - so I'm not sure I can design a table tent - but I see that they are needed.

      THANK YOU for letting me know it may take a month to build the list up - I want to set proper expectations.

      What type of ROI have your restaurants seen with SMS? I'm hoping the restaurant will feel the difference - feel it working.

      Thank you again for your suggestions!!
      With SMS the ROI is difficult to say. If you mean ROI with their entire marketing plan, I'm not sure. ROI on the service, I would say about 300% is a good average. A night club that has a restaurant side to it, they used to do about 900%. It varies. You'll want to personally shoot for 200% and then move up.

      For designing a table tent, its very cheap to outsource, just go to odesk.
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  • Profile picture of the author Jason Kanigan
    Begin by asking him why he got into the business in the first place -- what his hopes and aspirations for the business were.

    Then ask if he feels he's on track or not.

    Then find out if what you can provide would help fill the gap.

    This is pretty much the method I use with small business owners. Gets them happy, then concerned, then wanting to do business.

    Also, good for you for doing the calling. It's the quickest way of getting feedback that I'm aware of.
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  • Profile picture of the author godinu
    One way to overcome being scared is to think of it as if you are talking to a friend who owns the business. Show him how facebook and all your other ideas will help get more people in the door and make him more money. That's what he really wants and what all business really want to know: "how will this help my business?"

    You can start conversations by asking what kinds of promotions he's tried and what has worked and not worked, then show how your methods compare to that. Facebook is always great because it's a continual thing; people are bound to like the page right off the bat.

    If you like what u do and are excited by it, it will come through in your talk. This is the best sales tool you can have.
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    • Profile picture of the author Bennette
      Amy5,

      I agree with iAamNameLess and would like to offer a few tips.

      Focus on him and his business by asking open ended questions. Your website is not important. Business owners want to know what you can do for them and how you can bring them more customers.

      Take your agreement with you and go for the close, no need to create a proposal. Get a deposit upfront and then the balance after you finish the set up.
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  • Profile picture of the author mockspeed
    This is my first post here (just joined Warrior Forum), but since I've been face to face sales for the duration of my career, here are some thoughts.

    You mentioned that this business does the following -
    • They advertise in local clipper magaizine (coupon)
    • They don't have facebook or email marketing because he doesn't like to maintain it.
    • He's interested in getting customers to come in more regularly.
    • He has 2 locations.
    So, you've done a good job of figuring out his initial situation, but you have to still figure out what his problem(s) are. Each point you listed above needs to be further explored.

    Re: Clipper magazine - ask him how much he is spending per month/per quarter. Ask him if it is getting him results. Ask him WHY he isn't getting the results he wants from Clipper. Ask him what happens if this problem continues to persist - ie that Clipper doesn't work.

    Re: getting customers in more regularly
    - ask him what this would mean for his business. would he be able to add another (third) location? ask him how much this new business is worth to him. what is the average tab that a person spends at this place. ask him why what he is doing is not really working out for him.

    when you ask him these questions, focus less on the situation ie - i don't have customers, instead focus on the problem - ie - i'm not making money/revenue and the implications of these problems - if i am not making money, i am not growing my business.

    then.... the way you close the sale by saying that your solution (whatever you are proposing) will help him get in front of more people, bring in more customers to the business, make more money, and all that jazz. obviously, your solution will be much more detailed than this, but the gist is that you are solving a big problem for him, and all he has to do is pay you.

    my final advice - be sure to bring paperwork/contracts or something that lays out the solution, the price of the solution, and a place where he can sign. once you are done w your conversation and presenting your solution and your price, let him know that you can start helping him bring him more business and can start as early as next week.

    assume from the moment you arrive that he will want to sign-up with you, and be ready to get paperwork signed so he can benefit from you working with him.

    best of luck!
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    • Profile picture of the author slr3950
      Wow - some great tips here already for you!!

      Mostly, I have always found the sales process to be as much about attitude as it is for "techniques" or methods. In your case, it so reminds me of when I first started "knocking on doors" many moons ago...and what helped me the most may help you as well. I will give you two strong ideas that will totally change your frame of reference for the better:

      1) make sure you have some "other appointments" set up before seeing this one..if you can, spend some time tomorrow making more calls in the same area as your guy. That way you save time and gas if you can go right down the street either before or after. You can even drop by a prospect "on the way" with no real intention of doing anything more that establishing some rapport. Just say, "I know you are busy..and so am I..I am on my way to meeting just down the road, and have been wanting to meet you. Can we set an appointment to talk further day after tomorrow?" That takes a lot of the pressure off you..and him too. And, increases your perceived value. You are "busy"...

      2) With the guy have, think of it as "practice" -- that way, you cannot really "blow it". So often, especially when just getting started, in your nervous zeal to "get it all right" you will scare them off. By shifting into a mentality of "just practicing", you will be a lot more relaxed and much more productive. It allows you to be "an observer" of yourself and the whole process.

      So, get some MORE appointments..you are on the right track! Practice makes perfect..and don't worry!

      Good Selling,
      Steve
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      • Profile picture of the author Young Samurai
        I'm sorry I can't offer anything other than the guidance above.

        I just wanted to say thank you to Amy5 and the other contributors.

        As someone who hopes to be in this position in January this is great.

        The suggested table tent/SMS strategy for restaurants could be a wso in itself.

        Please return and tell us how things went.
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        Kyle
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    • Profile picture of the author TheLocalCoach
      Originally Posted by mockspeed View Post

      Re: Clipper magazine - ask him how much he is spending per month/per quarter. Ask him if it is getting him results. Ask him WHY he isn't getting the results he wants from Clipper. Ask him what happens if this problem continues to persist - ie that Clipper doesn't work.

      Re: getting customers in more regularly
      - ask him what this would mean for his business. would he be able to add another (third) location? ask him how much this new business is worth to him. what is the average tab that a person spends at this place. ask him why what he is doing is not really working out for him.

      when you ask him these questions, focus less on the situation ie - i don't have customers, instead focus on the problem - ie - I'm not making money/revenue and the implications of these problems - if i am not making money, i am not growing my business.

      then.... the way you close the sale by saying that your solution (whatever you are proposing) will help him get in front of more people, bring in more customers to the business, make more money, and all that jazz. obviously, your solution will be much more detailed than this, but the gist is that you are solving a big problem for him, and all he has to do is pay you.

      my final advice - be sure to bring paperwork/contracts or something that lays out the solution, the price of the solution, and a place where he can sign. once you are done w your conversation and presenting your solution and your price, let him know that you can start helping him bring him more business and can start as early as next week.

      assume from the moment you arrive that he will want to sign-up with you, and be ready to get paperwork signed so he can benefit from you working with him.

      best of luck!
      Some EXCELLENT advice right here (and more on the thread)! Mockspeed is correct that you want to assume the sale and be prepared to "write the order". While you don't need to feel pressure that you only have this one shot, often restaurant owners (I've owned a couple, I know) don't want to sit in meetings with marketing people and explore all their options in detail. For whatever reason, you have his attention, so go in trying to get him signed up.

      I agree with others who have suggested leading with Facebook, as that peaked his interest. You can suggest that that are many other ways you can help him, once you become his marketing consultant, but focus in on his interests and what will solve his most immediate problems. While he's curious about Facebook, he may have no idea what Facebook can and can't do for him. So be prepared to go another direction if he takes you there (by asking the kinds of questions noted above). What you don't want to do is present a laundry list of solutions that he can "think over". Keep your solutions simple and make it easy for him to say yes.

      Test his interest in SMS, if it also peaks his interest, then you could easily offer a combined Facebook/SMS solution. You can show him a price sheet that lists the two separately, then offer him a discount for a combined campaign, that of course, you completely manage for him. Good luck, you have lots of great ideas on this thread to pull from.

      PS- if you have questions about Lime platform, PM me.
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      • Profile picture of the author Amy5
        THANK YOU Warriors!!!!!!!!!!!!!!! Thank you for the awsome help, information, tips, and encouragement. I wanted to post a follow up message about how it went


        I plan on compiling the information you shared and post it as a pdf for any other newbie going on their first appointment. I feel there may be many of us, and this thread was incredibly helpful! I seriously appreciate you all!!

        OK so how it went:
        First thing he said is, "Oh I forgot - okay I have ten minutes" I told him I be efficient - gave him my card - confirmed he's been in business over 20 years - asked what he's doing for marketing and advertising right now & how its working - THIS is when he opened up a real conversation started.
        • He only does local coupon magazines, which aren't working as well as they used to - but he still gets in enough business to cover the cost of the advertising
        • He tried an email marketing company but didn't see enough return on the $200 a month investment
        • He's been pitched on daily deals, sms, email and social media a lot but is hesitant to spend any money on it
        • He wants to "try" facebook but the Yellow pages/SuperMedia is the one he would try if they would lower there $200 monthly fee down to $100

        He asked my price for Facebook and a list of the services that I'd provide. I had a list with me with a price and gave it to him, my listed price was $450 a month, planning on negotiating down to $350
        When he asked what I do for $450 I told him as I went over my document:

        • Create custom tabs - 1 reveal tab to encourage likes, 1 custom tab for deals and 1 for events
        • I'd work on his page for up to 30 minutes in the morning, afternoon and before 5 and would:
        • Check for messages
        • Delete Spam
        • Reply to any Customer Service
        • Reply or like comments
        • Post between 1 and 3 status update daily including questions, polls, and other engaging conversation starters
        • invite friends to the fan page
        • Comment or "like" activity on other local business Facebook Pages
        • "Like" local businesses
        • Review "insights" Facbook Analytics
        • Create report (monthly)
        • Monitor what people are saying about the business on Facebook (and any
        • other socail profiles we manage on your behalf
        • **Up to $50 a month on Facebook advertising

        He said $200 was too much when yellow pages/SuperMedia quoted them so there's just no way.

        I asked him what he felt it is was worth? He said if he can't make any money from it it's worth zero. I did explain that the ROI on facebook is challenging. You can measure likes/fans, engagement,etc.. If we run Facebook only coupons we can see who's using them - but other than that - do we know if that person who "checked in" would have been at the restaurant if there were no Facebook page - would they be there anyway, maybe.... we can't tell.

        He then asked me what other local restaurants I have worked with - okay that's when my newbie nerves may have come through. I told him that we hadn't started to talk to local restaurants until now, and he's be our first local restaurant.

        That's when he said - what if I were your first customer and you could use me as a reference - would it be worth it for you to lower your price?

        I said maybe.

        He said he won't pay anymore than $100 a month for someone to create and manage his Facebook page.

        I told him I'd need to think about it and get back to him tomorrow.

        Then he gave his business card, (he's the owner), gave me his personal email and cell and said he hopes I'll call him back later today or tomorrow to let him know we can do this for $100 a month.


        Sooooooooooooooo, I'd say it didn't go badly. We talk about Email and SMS but he's only interested in Facebook and wants to spend $100 a month (This is southern California just FYI).

        I'm guessing it will take me an hour or so to create his page and reveal tab, and a few minutes to create a QR code to his facebook page that he can print up as stickers and put on his menus. It will probably take 15-20 minutes in the morning, afternoon, and late afternoon to post status updates on his page and comment on local pages on his behalf - so I guess I'd be paid $10 an hour = $100 a month.
        Not my dream or ideal - but maybe it's a great start. I'd have a local restaurant in my portfolio.

        I'm going to say yes to him - but it wont include the $50 in advertising.


        Do you guys have any feedback? Could I have done something differently? Could I do something better next time?

        Thank you again for all of your help!!!
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  • Profile picture of the author oscarmike
    Hi Amy, you can do it! we all think you'd do just fine.
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  • Profile picture of the author rachelle123
    Hi Amy,

    I was just in the same boat as you.. I just closed my first mobile/sms deal a few days ago and I was also sh%$ting bricks like you.. Mine was over the phone and not in person but makes no difference.. If your not confident in what your offering, it will come across like that.

    Believe in what your selling and that you will really help this business owner. My initial conversation with the second guy that I sealed the deal with, was making him feel the pain by him not having a mobile site with sms. He is losing a ton of customers that he could be target immediately.

    If you have a mobile device, bring it with you and show him how his site looks on the phone (if he has one).. if not use someone else's.. and then show him a demo of one that is set up and looks great.. ( I offered to do his mobile sites for free to seal the deal but signed him on setup and maintenance)

    You can always sign up for a service that will give some sms for a free trial and setup a campaign and get him to opt in for him to see first hand.

    Good Luck, your going to do wonderful!

    Kim
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  • Profile picture of the author enterpryzman
    I can tell you one very important thing to convey...HONESTY. All to often when selling, some on WF seem to be full of it and it shows ( none of those responding to you above ). If you understand what you want to say but get nervous, practice responses with simple note cards and you will find it easier to remember what you want to say.

    This may sound strange but in order to help break down the blocks that exist when nervous, you will be able to rely on what you have forced into your memory. I am obviously NOT saying to use a canned response for everything, it will get much easier after you settle into your own adaptation of standard answers.

    I meet with 10 - 20 new clients and repeat clients weekly and I am always 100% honest and open. If I do not know an answer to a client question, I tell them I will find the answer for them.

    When I start every appointment, I listen very closely to what I am being told and I assure you that you have something in common with every person you meet, sometimes you have to look for common ground but, it will be found. Once you establish this, you start with a relationship, you and the client are equal in some important way which helps build trust.

    You can do this while respecting the time your client has available and not wasting it. The best way to learn is to do and grow. I always love to watch others sell when I can, no matter what they are selling, this can be a great education as well.

    I educate about options to solve problems and explain possible problems in the near and far future. I explain things that could be done by others but, based on the way I explain the options, they usually understand I can best help them rather than their hiring somebody else. I always offer suggestions of other professionals that can help them in related areas of business.

    Take your time and relax, if you make a mistake, regroup and start again and don't stretch the truth, it's not right to do it and it should bother you to do so. I assure you the client will eventually figure it out should you do so and it will hurt you more in the end than it every helps you in the beginning.

    Good luck,
    Enterpryzman
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  • Profile picture of the author Carl Fridsjö
    1. Come prepared
    2. Be honest
    3. Just do it
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    • Profile picture of the author bsvoboda
      Hi Amy5,

      Congrats on your first appointment. All the comments and suggestions here are good. As pointed in #15, you can never go wrong with honesty.

      Anyway, I'm a former chef/cafe owner and currently do some restaurant quality assurance (QA) consulting. Basically, that means I help with efficiency, customer satisfaction, upsells and other tactics that get more people in the door.

      My very first appointment and client came as a result of a very honest conversation with a gentleman who turned out to be the General Manager of Neiman Marcus. It didn't start out as a sales call, but just a chance meeting where I happened to mention that I had just graduated from culinary school and didn't know if I would go into business or back to my old career. Long story short, he offered to be my first client and I worked with two of their California stores for 5 years.

      This was in 2009 and I didn't have a business license, a work facility or a plan. He hired me because I had a lot of confidence, which I was able to back up with skill. He also got the store to feature me in some of their promotional events. So honesty and confidence works.

      Other considerations:

      Restaurant owners are very busy people so don't feel slighted if your meeting is interrupted more than once.

      They're looking for more and repeat customers. If they can get a full house on an otherwise slow night they'll love you. They have to pay the staff whether they're busy or not. Facebook is ideal for that. However, if it looks like it will create extra work for him it's a tougher sale. Let him know that it's time consuming but you can handle it for him.

      Go in with some ideas, but ask lots of questions to get him talking about his business. You won't know what his particular problem is until he tells you. If he really is a grouch try appealing to his ego (great food, ambiance, etc.), but if it looks like he'd be a real pain to work with be prepared to walk away.

      Finally, the fact that you got an appointment in the first place could mean that either he has already talked to a lot of service providers and is price-shopping, or he's talked to a lot of service providers and nobody wants to work with him.

      I'll send you some good vibes on Monday.

      Cheers,

      Brenda
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  • Profile picture of the author AustralasianLadyBoy
    Don't be scared, what's the worst thing that can happen? I was in the same situation years ago (my stomach was grumbling so loudly in the waiting room, from eating beans, and the secretary cottoned on and I accidently let out a few little farts - both she and I tried to hold back laughter - but turned out she phoned thru to the boss whilst I was in the toilet: I had to go because he was late)

    Fast forward: Before I turned up, I made more calls/appts and I made mention of these during the appt (he asked me - I just told it how it was - I didn;t know about "scarcity" or any of that crap whilst I was talking to this guy). He got a bit nervy, and went ahead with what I was offering. That's when I learnt the power of exclusivity/scarcity (doesn;t have to be seo - can be any service).

    After we'd be working for a while, he told me that his secretary had told him about my gaseous experience in his waiting room lol.

    He remains a good client to this day.

    So moral to the story: don't have fear of something silly like an appt - there's lots more to worry about - and have backups (appts).

    PS: it helped that I was extra-ordinarily good-looking at the time, despite my bowel rumblings lol
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  • Profile picture of the author peter360
    Always give your customers what they want first (Facebook, Twitter, etc...) and then upsell other services. They think they know what they need for their business to grow, but in fact many times they have no idea...they just want more customers and they don't know what to do. Building a good relationship with the client is very, very important. DO NOT try to be pushy and sell anything at first. Just listen to what the client wants and tell him you are going to help him. Then, later you can come up with other ideas to get him more new and repeat customers.
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    • Profile picture of the author writer2009
      Hello Amy5,

      Nice work, getting your first appointment.

      Since I don't know what your background and experience is, it is somewhat difficult to give you suggestions. If I suggest something that you already know, please overlook it.

      For this first appointment, I'd suggest that you keep the focus on learning about his business. Use the meeting as an information gathering appointment.

      Think of it as a Doctor's appointment. When you first walk in to your doctor's office, he doesn't just start prescribing. He must first diagnosis the problem. How does he do this? By asking questions.

      Asking questions is a great way to start most meetings. It also the very best way to get your clients to tell you exactly what they need.

      With that in mind, here's a suggestion on where to start.

      If you haven't already, I'd ask him if he has a customer list. If so, what form is it in? How did he build it? When was the last time he used it? How did he contact his list? Mail? Phone? How successful was it?

      Does he attempt to capture the contact info of this customers? If so, what exact method does he use?

      I'd also ask to see the advertising and marketing materials he's used in the past year. Then, I'd ask him what was the most successful campaign last year. He probably won't know, by that I mean he probably won't have hard numbers, he'll just be guessing. Most businesses don't track their advertising and marketing. They just through something at the wall, keep their fingers crossed and hope for the best.

      As you may or may not know, in business, the list is everything. If you can help him build his list, you'll be helping him built the most valuable asset he'll ever have.

      So, I'd focus on helping him build his list.

      I use to have some marketing material I used for a local restaurant a number of years ago. If I can find those things, you're welcome to them.

      Hope this helps.
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  • Profile picture of the author mickmccrory
    Since he is all "no", then it is better to lead with facebook and go for that deal first and then shoot for SMS once you have the client's business.
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    • Profile picture of the author Sue Bruce
      Facebook is your "yes" I would give him a reasonable price for that alone and since you're inexperienced don't try to push him.

      After he signs for Facebook, then you can begin the upselling. You 'll feel positive, have made money with a possibility of much more!
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      • Profile picture of the author Pierre!
        Hello Amy5,

        Well, you have some great advice here... and I am paying attention to it too

        One thought I had - If you could video some of the karaoke, or perhaps the winners of a 'karaoke contest' you should get some great conversations on Facebook - I would think a contestant would 'share' their videos out pretty readily and the YouTube views may help.

        Not sure about the venue or how they do the karaoke at this location... but perhaps it will spark some creativity for you!

        Let us know how successful your Monday ends up!

        And

        Merry Christmas and Happy Hanukkah!

        Patrick
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  • Profile picture of the author Hubby
    Hi Amy, You have some great advice to peruse over and pick what you feel comfortable with. The first paying client I ever had was hearing me share a few things I thought would help promote their health product online and they came right out and said, "So what is all this going to cost us to get started?" I had the figure in mind, a monthly figure, they paid me on Paypal, I did not do any paperwork with them but we have a wonderful relationship and the only thing holding them back is that they are slow to implement suggestions to things like changes to their website, etc. So I told them, when you get these ideas implemented you will enhance your results.
    Anyway, hey, have fun with it. People usually need to like you, feel some warmth and friendliness from you (see you as a happy person) in order to want to spend time and money with you. I go for the relationship upfront, relaxed, casual, ask a few questions, then get serious about business propositions and ideas. They really only care about what you can do for them to make them more money, bottomline. Give them some results and you are set. And I don't mean to imply that you are "casual" to the point of not being professional or that you have all day to shoot the breeze with them, I mean you spend a few minutes to warm them up and then you can say something like, "well, before the time gets away from us, lets talk about a few things that you are concerned about while we have a minute". . . something like that. You will not be able to predict what is going to happen, so relax and enjoy the experience!
    Lee Gantz
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  • Profile picture of the author Jason Kanigan
    Good for you for getting through the experience in one piece!

    And you did a great job of remembering everything that happened and writing it down for review.

    This guy is a good negotiator. Everything, from the time pressure ("I only have 10 minutes") to the use of the knowledge that you're looking for your first client ("What if I give you a good ref as your first client") was designed to wear you down. And it did work.

    I think you gave him waaaay too much technical info about How you do what you do. Also I would have never told him you are looking for your first client.

    When he said "too expensive"...next time this comes up, reply with, "Compared to what?" in a nice tone.

    Work on quantifying the size of the problem. How many customers does he think he's missing out on every month without social media? What would their guest check average be (how much they spend)? Multiply together. Now you have a $$ lost per month figure. Scary total, right? Scary enough to DO something about?

    So I commend you for you effort and sticking in there...and suggest that some awareness of sales process and negotiation are now in order. Let me know if I can help further!
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  • Profile picture of the author Amy5
    Thank you Jason.

    I see it's time to really get clear on the sales process. I see the importance of
    quantifying the size of the problem. I'm not sure how to guess-timate how many customers he's missing out on every month without social media and what would their average spend be would be. I wish there were a better way to track the effects of social media and prove it to the prospect.

    I'm looking at the links from your signature now
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  • Profile picture of the author Jason Kanigan
    "I'm not sure how to guess-timate how many customers he's missing out on every month without social media and what would their average spend be would be."

    You don't tell your prospect; you ask them to tell you. If you say something, you have to defend it. If they say it, it is true.

    Your prospect will know their own business--if a restaurant owner doesn't know what their guest check average is, they shouldn't own a restaurant!
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