10 {{ upvoteCount | shortNum }}
10 {{ upvoteCount | shortNum }}

I've spotted my biggest hurdle: CLOSING THE SALE. Advice?

by abo28
8 replies
Hello,

I hope this post won't be too long - but I feel the need to share some of my thoughts and ask for some advice from the experienced offliners people here.

Some time ago I've been seduced by the idea of trying to sell my video creation services directly to 'offline' companies in the US. (I'm currently selling this services here at the WF and love it, but I thought that I would be able to get a a very nice deal if I secured some clients directly.) So I've made a little experiment: I've hired a telemarketer at Fiverr for one hour. He called about 35 businesses and got two positive answers ("I'm interested"). Great, but... everything stopped here. Why? Because following up with those two business owners lead to no success. I mean, no further answer at all.

I've made them a "video in the rough", just to give them a good idea about what I can do, sent the links via email more than once... silence.

At that moment I saw the biggest obstacle that cold prevent me selling directly to US business owners. It's CLOSING THE DEAL. I mean, I think I could find some decent telemarketers to get me a few good leads every week, but after that, how can I "chase" those leads? How can I actually sell? (I live in Europe, by the way.)

Video creation is a complex service (like most online services, actually) and selling them would require an appointment with the owner. I was thinking about setting up virtual appointments via Skype or Mikogo, but do people really take this kind of "appointments" seriously?

Any opinion or "random thoughts" are very much welcome.

Thank you for having read that.

Bogdan
#actual #advice #biggest #closing #hurdle #spotted
  • Profile picture of the author maxrezn
    Well for one, use VOIP over a great internet connection via a Skype or Google US phone number. For live demos, use www.joinme.com for screen sharing. Very simple for the person on the other end without the need to download a program.

    If you want to see success I suggest contacting 100+ business owners daily..35 won't really do much. Keep your sales funnel full and you'll be ok. Always keep improving your sales skills and demonstration abilities.
    {{ DiscussionBoard.errors[6243818].message }}
  • Profile picture of the author candres79
    In sales it really is all about follow up! You need to constantly keep following up one way or another with your leads or your just leaving $$$$ on the table. Most prospects will not buy the 1st time you contact them. It took me 6 times contacting a chiropractor before I closed the deal... but it was worth the follow up. If I hadn't followed up I would not have made that sale.

    I find that phone conversations are the best in my opinion... way easier for me anyways to close over the phone! The 1st time I contact them I peak their interest and tell them I will get back with them with a detailed report...

    I set a date and time with them, get back with them on that time and lead them into a webinar. You can use Mikogo, I have used it before and works fine. In the webinar I am usually talking to them on the phone as well. I present the report... which basically sells the product or service I'm offering. Then I go right into the proposal and try to close them right there. Sometimes they will need more time, that's fine just make sure to follow up. proper follow up is crucial as at least 60% of my sales are from follow up!
    Signature

    Regards,
    Candres
    Powerful Internet MarketingPowerful Internet Maketing

    {{ DiscussionBoard.errors[6243938].message }}
    • Profile picture of the author MaxwellB
      Originally Posted by candres79 View Post

      In sales it really is all about follow up! You need to constantly keep following up one way or another with your leads or your just leaving $$$$ on the table. Most prospects will not buy the 1st time you contact them. It took me 6 times contacting a chiropractor before I closed the deal... but it was worth the follow up. If I hadn't followed up I would not have made that sale.

      I find that phone conversations are the best in my opinion... way easier for me anyways to close over the phone! The 1st time I contact them I peak their interest and tell them I will get back with them with a detailed report...

      I set a date and time with them, get back with them on that time and lead them into a webinar. You can use Mikogo, I have used it before and works fine. In the webinar I am usually talking to them on the phone as well. I present the report... which basically sells the product or service I'm offering. Then I go right into the proposal and try to close them right there. Sometimes they will need more time, that's fine just make sure to follow up. proper follow up is crucial as at least 60% of my sales are from follow up!
      You really should be able to go for the money and get a decision at the end of the appointment if you've made your case or at least after sending a proposal.

      The chiropractor, why did it take 6 contacts?

      It sounds like you weren't creating any urgency.

      Your not a clown, your not a car salesman, you are a professional, once you show them the value in your offer and properly present your solution to their need you should be able to ask for a decision yes or no and you should establish that this will be the outcome of the appointment from the very beginning.

      Your letting them give you the run around, because they don't feel like there is any urgency or because they have something holding them back that you have not uncovered.
      Signature
      Get featured on Forbes, Inc, Entrepreneur, Bloomberg and other major media publications - Gain instant trust, credibility and close more sales!

      {{ DiscussionBoard.errors[6244339].message }}
  • Profile picture of the author Eddie Spangler
    I dont think you have to meet with the owner to sell a basic video, like a slideshow type based on still images.
    If you are trying to do major productions from across the ocean that could be a problem.

    You simply call up and make an offer and they either want it or they dont.
    Call them up , tell the benefits, as you may know mr customer local companies will charge 500-1000 per finished minute. If you want our special we create up to 2 minutes for only x amount.
    Get a deposit, then you spend time on phone or via email to determine how the video should look, make video and collect rest of money and move on.

    If you are trying to get amounts $500 or under it shouldnt be all that difficult.
    Signature
    Promise Big.
    Deliver Bigger.
    {{ DiscussionBoard.errors[6244362].message }}
  • Profile picture of the author AllThingsLuxury
    Remain confident throughout. Don't show any weakness.
    Signature
    All Things Luxury - Jewelry for Less
    Jewellery in Canada, Charms and Beads, Pandora Style Beads, Chains
    {{ DiscussionBoard.errors[6250509].message }}

Trending Topics