Meeting prospect in 2 hours - confused on how to approach
I originally called because she has bad reviews online... she is the NEW owner and just recently took ownership of the place 3 weeks ago. She has a small clue of what's going on online, which is a yelp page with 1 1/2 stars.
Her Google places reviews are doing better, but Yelp is the first thing that appears when you Google the company.
I called her yesterday to reconfirm our meeting but her comments shook my faith in todays meeting. She asked me how long I needed because she only had a few minutes. I told her all in all I would like to speak with her for about 30 minutes and I felt that what I wanted to speak to her about has value. I also gave her the option to reschedule for another time which was more convenient.
She opted to keep the meeting time, but told me "I have had sales guys coming at me from left and right so you can imagine I'm a bit inundated with all the calls. I'm a tough sell so I probably won't be buying."
With this in mind, I'm trying to formulate the best way to leave this meeting with a tleast ONE YES. There are a NUMBER of things I beleive she needs, but I don't know what something SMALL I could do is to keep the dialogue open going forward.
Following the loss leader strategy, I am trying to think of what I can do for $50 for her that offers value.
I know she could use the following:
1) ORM
2) Better website - she is yellobook premium right now
3) mobile marketing
I'm in between just SPEAKING with her about her online reputation... but letting her know I think it's best to maximize her current happy customers by finding ways to keep them coming back thru sms marketing. So I essentially want to leave the building with setting her up with a 30day sms marketing trial, with her paying me a $50/75 fee for print material.
Does that make sense? Or should I keep it strictly ORM? I'm not sure I'll be able to get her to sign up with a $500/month package today.
Any advice? I hope I was clear.
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Philip Dwyer
In a moment of decision the best thing you can do is the right thing. The worst thing you can do is nothing. ~ Theodore Roosevelt