Have two appts. tomorrow- presentation and closing tips?

DesertSand

12 years ago

What did you use to make the mockup?

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word12 12 years ago

Originally Posted by DesertSand

What did you use to make the mockup?

I am using WillR's script.
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- jimbo13 12 years ago
  
  Ultimately Word we want you to go and make a sale or two.
  
  Don't come back until you do. Ok?
  
  Dan
  
  Thanks
  
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vndnbrgj

12 years ago

I would have the site ready, since you promised a mock up.
I would aslo create a report outlining where they stand vs. the competiton in terms of Social Media, and whatever else they were interested in. So you can present packages.

So you go over the mobile site first. Theirs vs. yours.
Then you say... I know you also expressed an interest in social media, etc., etc.
Here is what we can do for you on those.
Then have packages. Mobile site = xxx. Mobile + Social = xxx. Mobile + Social + Etc. = xxx

Thanks

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Jason Kanigan

12 years ago

"I appreciate you inviting me in today. Can you share with me why you did?"

"What were you hoping I could do for you?"

"If I could do that, what would it look like?"

"How much new revenue do you believe that could bring in?"

"When would you like me to start the work?"

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John Durham

12 years ago

Originally Posted by Jason Kanigan

"I appreciate you inviting me in today. Can you share with me why you did?"

"What were you hoping I could do for you?"

"If I could do that, what would it look like?"

"How much new revenue do you believe that could bring in?"

"When would you like me to start the work?"

1: Because you called me and I want to learn more
2: I dont know, give me some ideas thats why I let you come out here.
3: I dont know, you are the expert, you are supposed to be the one telling ME that.
4: Depends on what you say and how much it costs, so far you are acting like Im the pro and not you.

Sorry bro, I have went into appointments and said "How can I help you today..." And have had them look back at me and say "Hell I dont know, you are supposed to be the expert, you tell me".

Principle: A Sales presentation is like a cruise you take a prospect on. If they dont feel like the captain of the ship is in control they get antsy. You have to let them know you got the wheel, with a steady hand, and its all gonna be good!

A better line of questions would be

1: Go in saying, great office you have here, I need to get a secratory like yours, she is sharp as a whip.
2: So, let me ask , who does your current website?
3: Is that working out for you pretty well...?
4: Great well, we are going to get you fixed up with a mobile site here, so you can get some mobile customers too, wont hurt a bit, I promise... lol Now, let me ask before we get started here
5: How much does your average customer spend at the point of sale? Do you know off hand?
6: Are most of them repeat customers?
7: Okay so it looks like an average customer pulls about $xxx per year for you?
8: Okay so it looks like wouldnt take too many customers to make this worth your while, thats what I wanted to know...Not trying to waste anyones time...but it looks like you are a pretty good candidate to get some benefit out of this then...
9: Let me ask, if I could bring you xx new customers per year, and it only cost you $xx, would that be worthwhile to you?
10: Great, let me ask, what are your company colors Bob...
11: Okay and are you just looking for people to contact you for a free consultation, or to make purchases directly off your website?
12: Great , we can make that happen.
13: And Bob, did you havfe a logo you wanted to use...?
14: What I can do Bob is go ahead and just make a mobile version of your current website, if thats working pretty good for you....sounds like you want the same colors and logos...will that work for you?
15: Great. Like I said, t6his is no big deal, I cant probably even give you a discount since we are just doing another version of your current site...I can probably have this up and running for you within 72 hours...does that sound fair enough?
16: Okay, great. Did you have any questions so far?
17: Great, now as far as payment...we do require payment up front before we start the work, and like I said we try to make it pretty affordable. what I can do is waive your first months maintenance and just charge you for the design itself for now...thats going to come to $XXX
18: I like to take checks honestly, but we can do a credit card too, either way is fine, which one of those is going to work best for you today?

Great.

Close em down.

This is just an outline, you may change the specifics, but this is about how it should go.

Ps. I forgot you were doing mock ups... I wouldnt do them personally... because if the prospect doesnt like it they will turn you down flat, however if you make the sale on anticipation and they dont like your first version you can always redesign for them and ingratiate them by being flexible like that... Never back yourself into a corner.

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Jason Kanigan

12 years ago

That is definitely something that happens, the "I don't know, you're the expert; you tell me" response.

The problem here is that if we don't find out about our prospect's world, we don't do the best job of matching up what we can do with what their problems are. So we can say, "I hear ya. But I'd be a lousy doctor if I prescribed a solution without first finding out about what's going on with you, wouldn't I?" And then continuing on with the questions.

Suppose you could do a lot more for them than simply build a website? If you don't ask questions, you'll never find out.

The wording of "Why did you invite me in today?" is a little different from "How can I help you today?", and gets a different response.

If you let the prospect answer with the responses John gave and accept them, you will end up doing a lot of unpaid consulting, and having prospects who disappear after you show them what to do...because they won't need you anymore. I personally do not want to talk to people who want to talk to me "for ideas." You pay for those.

Agreed about doing mock-ups...those should be done after the qualification process is complete if at all, to push the prospect "over the edge" and into the sale by proving you can do it.

BTW both John's method and mine will work.

Originally Posted by John Durham

1: Because you called me and I want to learn more
2: I dont know, give me some ideas thats why I let you come out here.
3: I dont know, you are the expert, you are supposed to be the one telling ME that.
4: Depends on what you say and how much it costs, so far you are acting like Im the pro and not you.

Sorry bro, I have went into appointments and said "How can I help you today..." And have had them look back at me and say "Hell I dont know, you are supposed to be the expert, you tell me".

Principle: A Sales presentation is like a cruise you take a prospect on. If they dont feel like the captain of the ship is in control they get antsy. You have to let them know you got the wheel, with a steady hand, and its all gonna be good!

A better line of questions would be

1: Go in saying, great office you have here, I need to get a secratory like yours, she is sharp as a whip.
2: So, let me ask , who does your current website?
3: Is that working out for you pretty well...?
4: Great well, we are going to get you fixed up with a mobile site here, so you can get some mobile customers too, wont hurt a bit, I promise... lol Now, let me ask before we get started here
5: How much does your average customer spend at the point of sale? Do you know off hand?
6: Are most of them repeat customers?
7: Okay so it looks like an average customer pulls about per year for you?
8: Okay so it looks like wouldnt take too many customers to make this worth your while, thats what I wanted to know...Not trying to waste anyones time...but it looks like you are a pretty good candidate to get some benefit out of this then...
9: Let me ask, if I could bring you xx new customers per year, and it only cost you , would that be worthwhile to you?
10: Great, let me ask, what are your company colors Bob...
11: Okay and are you just looking for people to contact you for a free consultation, or to make purchases directly off your website?
12: Great , we can make that happen.
13: And Bob, did you havfe a logo you wanted to use...?
14: What I can do Bob is go ahead and just make a mobile version of your current website, if thats working pretty good for you....sounds like you want the same colors and logos...will that work for you?
15: Great. I can have this up and running for you within 72 hours...
16: Did you have any questions so far?
17: Great, now as far as payment...

Close em down.

This is just an outline, you may change the specifics, but this is about how it should go.

Ps. I forgot you were doing mock ups... I wouldnt do them personally... because if the prospect doesnt like it they will turn you down flat, however if you make the sale on anticipation and they dont like your first version you can always redesign for them and ingratiate them by being flexible like that... Never back yourself into a corner.

I compare doing mock ups to an insecure girl who "does it" on the first date, because she's afraid someone wont like her otherwise... Although I know thats crude...its a good analogy I think.

Thanks

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John Durham

12 years ago

Jason I love you man, but Im getting the feeling you havent run too many of these appointments. I can agree with someone as a professional in the areas where they are one, which you definitely are in some areas... but, that advice will get him booted out of more offices than not... I covered getting to know their business in the above post... BTW, edited it some too (added) to strengthen it up a little...

Sorry, I hate to be a jerk, Im not always popular even with people who like me, and who I like... but this guy will blow his appointments like that.

I actually HAVE run a gazillion of these kinds of appointments so I do know this, but take it or leave it.

Im not trying to diss...but you cant just throw out textbook advice like that...

Ps. They didnt "invite" him in...they gave him PERMISSION to come in and present.

I gotta get outta here befiore I start losing friends.

Thanks
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Jason Kanigan

12 years ago

Well, I've sold $99 websites, $5000 websites, and $60K+ custom database-driven solutions...I have done a lot of these...we just have a different approach. Looking at the questions in your post, you'll see we ask the same things, just in a different way. My listing was not exhaustive or the entire process, either. They were starting points for the steps.

Lots of people have seen this post on your forum, which kind of combines the best of both worlds.

My prospects invite me in. I make sure they acknowledge that when we set the appointment. We invite guests in. Sets the tone. I don't cool my heels in the waiting room; I get treated with respect.

Originally Posted by John Durham

Jason I love you man, but Im getting the feeling you havent run too many of these appointments. I can agree with someone as a professional in the areas where they are one, which you definitely are in some areas... but, that advice will get him booted out of more offices than not... I covered getting to know their business in the above post... BTW, edited it some too (added) to strengthen it up a little...

Sorry, I hate to be a jerk, Im not always popular even with people who like me, and who I like... but this guy will blow his appointments like that.

I actually HAVE run a gazillion of these kinds of appointments so I do know this, but take it or leave it.

Im not trying to diss...but you cant just throw out textbook advice like that...

Ps. They didnt "invite" him in...they gave him PERMISSION to come in and present.

Thanks
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jimbo13 12 years ago

You are both right. Although I would shorten Johns bit even more.

Bit obvious but what you say when you turn up depends upon how you got there in the first place.

If I respond to some Marketing and an appt is made I would expect a sales person to ask the 'So why am I here?' question and then take it from there. A la Jason. eg me going to a family Doctor for a reason.

But if I respond to a cold call where the caller asks for 15 minutes to show me how he can make me more money/save me time etc then the same initial question would have me thinking he was an imbecile wasting my time. He should know exactly what he is going to say to me, what he proposes and why. A la John eg A Doctor seeing me have a heart attack in the street and him having the reason.

Both instances are being 'the captain'

Dan

PS: I'm just being general. Not talking about the OP as I wouldn't be going anywhere on that kind of wishy washy basis in the first place.
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John Durham

12 years ago

Im assuming the premise for being there is a cold call Dan, asking for permission to have a sales appointment.

If it were from a call in, then "Why am I here" would be appropriate.

Common sense is required, and relevance. You cant just ask questions like "Why am I here?" when you are the one who called them to make a presentation. thats not only cocky, but its not relevant or appropriate.

They are going to look at you and say "I dont know, you called me, why are you here?"

If that doesnt make common sense, on every level I dont know what to say.

As far as shortening it... I guess you could do that, but what I put there wouldnt take 5 minutes to say.

If you are in a face to face presentation and you dont lay some ground work and walk in asking for money two seconds after you get in the door, it wont happen.

Im not arguing with anyone, for the sake of argument, but I am telling you that I have seen a hundred of these meetings, not that Im the only one...

You have to break the ice and lay some ground work. Honestly, what I put there is too short if anything, from my view, as far as face to face presentations go.

You have to warm up to the prospect a bit.

Anyway, I know how people are....and once you back them in a corner, they HAVE to defend their point...

I know I hit a nerve, and I know you are a guy that doesnt like to see people get called out, and you are a defender, and I respect you for that... I have been the beneficiary of it at times....

This was not "picking on anyone" in particular, more the advice itself...

I honestly dont care to be viewed as an authority...or defend my point any further, because I AM one, and my point is legit.

Making peace is good, but sending people into appointments to get slaughtered is bad.

Again, Im assuming the appointment was set with a cold call, and I agreed with you in my post, that doing mock ups is not a good premise for one- Wishy washy.

-John

Ps. I havent had a day job in many years... Mostly that is from running these kinds of appointments.

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jimbo13

12 years ago

Originally Posted by John Durham

Im assuming the premise for being there is a cold call Dan, asking for permission to have a sales appointment.

If it were from a call in, then "Why am I here" would be appropriate.

Common sense is required, and relevance. You cant just ask questions like "Why am I here?" when you are the one who called them to make a presentation. thats not only cocky, but its not relevant or appropriate.

They are going to look at you and say "I dont know, you called me, why are you here?"

If that doesnt make common sense, on every level I dont know what to say.

-John

My English must be in Freefall this week.

Mwind missed what I meant in her thread. Perhaps I should stop posting after midnight UK time, I obviously don't make sense.

I am actually agreeing with you in my post.

If I am called by someone I don't expect to be asked 'Why am I here?' type questions.

I expect them to get on with things quickly.

Best Wishes to you John

Dan

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John Durham

12 years ago

Originally Posted by jimbo13

My English must be in Freefall this week.

Mwind missed what I meant in her thread. Perhaps I should stop posting after midnight UK time, I obviously don't make sense.

I am actually agreeing with you in my post.

If I am called by someone I don't expect to be asked 'Why am I here?' type questions.

I expect them to get on with things quickly.

Best Wishes to you John

Dan

I see now. You were clear and I missed a line, skimming...In any event, I hope you got from my post that I still respect you, whether you agreed with me or not, even though ultimately you did..

If I got anything from my mother it was "Dont throw the baby out with the bath water", which means "Separate the issues".

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DaniMc

12 years ago

Originally Posted by Jason Kanigan

My prospects invite me in.

Maybe this is the source of your disagreement? I don't think these people called word12 and invited him to come.

I think he called them and invited himself.

I agree with John 100%. If you call a business owner and talk them into seeing you when they have no idea who you are, you can't show up and say "Why am I here?"

I always try to remember this in every interaction. Human beings, almost above all else, crave certainty.

If you walk in there and you are certain that your product will help them and you make them feel certain that you know what you are talking about, getting the money is as simple as asking for it.

At that point, they like you because you provided them certainty.

At that point, they trust you because you gave them certainty.

Word12, go in there and be excited. Put on a show. Don't let your pitch be boring. Be absolutely convinced that they need it. Keep telling them how it will make them more money until they are excited too.

Then, ask for the money and shut up. Don't say another word. They will agree to buy from you.

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Jason Kanigan

12 years ago

John is not "wrong" and neither am I. We have two different approaches.

Here's my process:

I call a prospect. I find out if they have any "pain"...urgent, emotionally-driven need for what I have to offer...and I get them to monetize it a little. Then I book the appointment.

Then I set the up front contract.

"So you're inviting me in for about an hour...I'm sure you'll have a bunch of questions for me...I'll certainly have questions for you. At the end of that time, we'll both know whether there's anything I can do for you--"

There's more, but I'll stop there.

I get it on the table that they are inviting me in. They are. I wouldn't be there if they didn't. Make sense?

And again, I am NOT saying "Why am I here?"

The question is: "Why did you invite me in today?" Try asking it. Don't take "You're the expert; you tell me" for an answer. We are continuing to qualify here. How bad is the problem? What's it worth to solve it? Is this person a fit for you to do business with? Is their financial situation good enough that they qualify to buy from you?

"You're the expert; you tell me" can be a sign of a tire-kicker, or someone who wants free advice. In the sales world, we are not in the business of giving free advice. That's the way to the poor house.

How could you recommend as an expert any kind of solution without knowing the truth of what's going on in your prospect's world?

Originally Posted by Prevalent

Maybe this is the source of your disagreement? I don't think these people called word12 and invited him to come.

I think he called them and invited himself.

I agree with John 100%. If you call a business owner and talk them into seeing you when they have no idea who you are, you can't show up and say "Why am I here?"

I always try to remember this in every interaction. Human beings, almost above all else, crave certainty.

If you walk in there and you are certain that your product will help them and you make them feel certain that you know what you are talking about, getting the money is as simple as asking for it.

At that point, they like you because you provided them certainty.

At that point, they trust you because you gave them certainty.

Word12, go in there and be excited. Put on a show. Don't let your pitch be boring. Be absolutely convinced that they need it. Keep telling them how it will make them more money until they are excited too.

Then, ask for the money and shut up. Don't say another word. They will agree to buy from you.

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John Durham

12 years ago

Originally Posted by Prevalent

Maybe this is the source of your disagreement? I don't think these people called word12 and invited him to come.

I think he called them and invited himself.

I agree with John 100%. If you call a business owner and talk them into seeing you when they have no idea who you are, you can't show up and say "Why am I here?"

I always try to remember this in every interaction. Human beings, almost above all else, crave certainty.

If you walk in there and you are certain that your product will help them and you make them feel certain that you know what you are talking about, getting the money is as simple as asking for it.

At that point, they like you because you provided them certainty.

At that point, they trust you because you gave them certainty.

Word12, go in there and be excited. Put on a show. Don't let your pitch be boring. Be absolutely convinced that they need it. Keep telling them how it will make them more money until they are excited too.

Then, ask for the money and shut up. Don't say another word. They will agree to buy from you.

Thanks. Good stuff there about shutting up at the close too.

So then the argument is "relevance".

One point that I have always agreed with Jason about, on the other hand is "Questions Sell".

The reason they do, is that selling your team on YOUR plan is one thing...but the way to get them really passionate, is to let them have "input", then its "Our Plan".

By asking them questions, like "Whats your average customer worth? So then you would only need a handful of customers to profit then right? Okay so we are good there..."

By adding stuff like "Okay so we are good there...", it sounds more like a planning session (meeting of the minds) than a selling one.

That gets the prospects himself involved in the reasoning, and you arent just "selling" them, they are selling themselves WITH you...

By asking "What colors do you want Bob?"

They are saying "Blue and Yellow"

and they begin "creating" the website with you in their mind...

At the end, the natural conclusion is to follow through with OUR plans...

There are two levels of this

1: Prospecting
2: Selling

The selling part I descriobed above may seem hard, ONLY if you are thinking of it as a cold call... but the actual cold call took place when you prospected...Now its just two people sitting around discussing the thing they agreed to meet about...So its not a big deal to take some time with them and reason.

You established why you were there in the prospecting call. Now there is rapport, and its just two guys sitting around talking about the business owners solution and how it needs to be designed.

When we "reason together", we are both participating in the plan to make you famous... There isnt so much selling required, because the reasoning together, and choosing colors together, and designing the contact form together... is selling them.

As I read from someone else here once... it leads to a natural conclusion, not a pressureful, hard close.

You arent really pushing anything on them, you are simply reasoning with them, and you together are making the plan, that obviously needs to happen.

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DaniMc 12 years ago

Originally Posted by John Durham

One point that I have always agreed with Jason about, on the other hand is "Questions Sell".

So true. As a seller, a key skill is questioning!

Never asking in a way they can say yes/no...you gotta get them talking about what they love most...themselves!

I leave all the digital gizmos in the car. I walk in with a yellow pad and a pen. I usually have my line of questioning lined out in advance in my head. I then talk to them about their business and show genuine interest.

The truth is, I love my clients. I love their businesses. I love that they trust me with their money which was earned by blood, sweat, and tears. I tell them often, "The truth is, I love my clients. I love being trusted to make you more money and make your life easier." (Notice the switch of referential index here. I am referring to "clients" third person and then I replace it with "you." This automatically makes them think of them self as my client. It works!)

I am taking notes the whole time they answer my questions. I find out what their biggest frustrations are. They talk about what is important to them. I write it all down. Sometimes I ask the Dan Sullivan question (please look up the book, it is very good.)

Then, as I am talking about how I can help them, I am using their exact words. Their frustrations. Their goals.

In reality, I love selling. word12, if you can get inside their seat. If you can imagine you are them talking to you and you can learn what they think, you can sell them anything! A mobile site is a walk in the park.
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Jason Kanigan

12 years ago

John, I think you may be misinterpreting what I wrote. I posted an outline of what to say. Those are starter questions for each section of the process.

You give a lot more detail in your responses. Kudos.

I would never recommend anyone ask for money minutes into a conversation.

As for asking, "Why did you invite me in today," I've been doing it for years and nobody has had any problem with it. Most importantly, I get revealing answers.

Thanks

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John Durham

12 years ago

....Okay.....

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word12

12 years ago

Thanks for the input everyone! I am taking notes!

(Yes I called these guys cold)

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rolltide

12 years ago

Good luck on your appointments today.

Chris

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John Durham 12 years ago

Yup. What Dan and Chris said!
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Mwind076

12 years ago

This was a LONG thread...but very interesting. I think both Jason and JD are right. There is a CLEAR distinction between the two approaches to me (and probably to other people that are familiar with sales/how to lead someone). However to someone that doesn't know what they are doing, or is new, they would be confused and not be able to tell when to use which one, which helps them none. They also wouldn't be able to fuse the two off the top of their heads if the meeting called for it.

So, not to sound rude to those that don't know, but sometimes I think those that know should "dumb it down" and explain how and why to use the different approaches BEFORE you say the approaches.
Here, you'd have to read and figure out when to use what approach after it's said.

JMO

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John Durham

12 years ago

Actaully, neither of the approaches we described would be perfect for this guy, because we both overlooked the fact that he's going in based on the premise of a mock up, and we should have taken that into consideration...but hopefully he got a nugget here or there that will come in handy.

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Mwind076

12 years ago

I think he'd be a great candidate for a WSO or mentoring on sales...for someone

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word12

12 years ago

Ok, so guys here is an update; I created a new thread... any advice much appreciated on how to proceed! (I can't post links so I put a little space there in the URL).

warrior forum.com/offline-marketing-discussions/695972-potential-big-project-unsure-how-proceed.html#post7185425

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Have two appts. tomorrow- presentation and closing tips?

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