Selling internet marketing services to offliners - where is the money ?

12 replies
hello

I made few hundred cold calls to small offline business - builder , plumbers , garages , got maybe 10-15 leads , but it looks like uphill battle.
The guys are like dinosaurs - if they have the website they are not looking for any improvement , if they don`t have one , they don`t want one.
I`m fed up with dealing with these dinosaurs , which are good industries which want to spend money online and appreciate it ?
#internet #marketing #money #offliners #selling #services
  • Profile picture of the author WeavingThoughts
    Phone calls to people without websites.

    Mobile website for people with websites.

    Small business owners, and more so professionals.

    SEO and marketing
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  • Profile picture of the author hayfj2
    Call people doing Groupon offers that don't have mobile sites

    Call people on page 4+ of results for a particular keyword - ask why they not on #1

    Call peope who not on google places, maps etc

    Call people who have large ads in Yellow Pages offline diretories

    or large ads in local chamber of commerce mags

    Call people who on Linkedin but not getting found on LI search facility

    Call people with free listings in Yellow Pages and ask how effective it is

    Call people and quote the result of your best case study

    Call people and ask them where their biggest IM,OM or SM needs/frustrations are?

    Invite them to a webinar/workshop and pre-qualify their frustrations

    Be a speaker at your local COC or business networking event

    As for niches/sectors or industries to target, try:
    • Accountant
    • Architectural Services
    • Bank Services
    • Bookkeeper
    • Builder
    • Business Advisor
    • Business Coach
    • Business Insurance
    • Car Repairs
    • Car Sales, Leasing
    • Car Services
    • Carpenter
    • Carpet Cleaning
    • Caterer
    • Cleaning Services
    • Computer Networks
    • Computer Sales-Service
    • Computer Software Sales-Services
    • Electrician
    • Engineer
    • Flooring/Carpets
    • Florist
    • General-Motor Insurance
    • Graphic Designer
    • Health and Safety Consulting
    • Hospitality or TourismIndependent
    • Financial AdvisorInterior Designer
    • Landscaping Services
    • Marketing Services
    • Mortgages
    • Office Products
    • Painter and Decorator
    • Photographer
    • Plumber
    • Printer
    • Property Maintenance
    • Property Management
    • Recruitment or Human Resources
    • Residential Property
    • Security Systems
    • Sign Company
    • Solicitor
    • Surveyor for Residential Property
    • Telecommunications Services
    • Travel Agent
    • Web Design
    • Web Hosting-Design
    • Windows-Doors


    Hope that helps.


    Fraser
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  • Profile picture of the author PsycFa
    The main issue you are having is that you are not pitching properly i believe. There are several ways you can push them into updating their websites.

    Competitors analysis: compare between their main competitors and show them what they lack.

    Educate them: the fact that they are not trying to change anything is because they do not know that what they are doing or have is making them lose potential clients..

    Rope twist: simply offer them small services like; basic on page seo, google +, facebook fan page etc and work your way up from there.
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    The aim of marketing is to make selling superfluous. The aim of marketing is to know and understand the customer so well that the product or service fits him and sells itself.....

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  • Indeed I wasn`t pitching properly , from yesterday instead selling I started offering free website performance check and coming back after few days with solutions
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  • Profile picture of the author Jason Kanigan
    Your job is to SORT.

    You are not interested in dinosaurs. Or trying to convince carnivores that veggies are the way to go.

    Qualify quickly. Call. This guy isn't your market? No problem. Goodbye. Next call.
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  • Profile picture of the author hayfj2
    Your job is NOT to sell
    Its to DISQUALIFY as quick as possible
    If they DONT fit your criteria hang up, kill the call, move on...

    Do you have a prospect profile of all the criteria you want them to meet/fit
    and key questions to qualify/disqualify them quickly?

    More importantly, can you do this PRIOR to speaking to them?

    Regards


    Fraser
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    • not really qualifying them before call ,at the moment is more hit or miss
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      • Profile picture of the author hayfj2
        maybe try a 2 step approach test...

        1. call say 50, give them a url (of a landing page)

        and let the landing page/squeeze ask some qualifier questions

        2. get them to submit their details and tel to get a FREE item of value

        such as a discount voucher or free website analysis worth £250 etc.....

        ..what you're really doing is prequalifying your call, and they asking you

        to call them

        Or a stronger pre-qualification to confirm there is a NEED - no need, dont go.

        worth a test at least.

        Hope that makes sense.
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    • Profile picture of the author MaxwellB
      The business types your calling are definitely in need of the services. I know because my clients sell web design, mobile web design and seo to these businesses all the time.

      With the prospecting if your going to just call, say a basic intro of yourself, why your calling and see if their interested you have to be ready and willing to have a lot that are dinosaurs and a small percent that see the value right away. You'll sift through and find those ones that see the value. Depending on your ability it could take a few hours. To a real appointment setter 2-3 hours to get a lead is nothing when there are high tech IT solutions that take 8-10 hours to get an appointment with the CEO.

      So if you don't want to play the numbers game you have to do something to change your approach and script to make it more effective or at least see if it's more effective. For example, go in with a "consultant" title, and compare them to their competitors....look here:

      "Hi this is Max Berry I'm a senior business consultant with BDM, we're the web consulting company here in (your town or city), real quick john the reason for my call was that we noticed other (plumbers, electricians, whatever) in your area have been updating their websites lately and getting mobile websites, we noticed yours was slightly out dated and this is probably causing you to leave some money on the table, I would like to come by tomorrow or (tuesday, wed, whatever) and talk to you further, would that be okay?"

      So instead of just calling and seeing if they want a website or redesign, compare them...tell them they need it..

      Now this one only works if they have a website...but you get what I'm saying. You need to do something different to make them more interested OR be okay with playing the numbers game.
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  • Profile picture of the author bizopp71
    You simply have do your research to show strong points on how these businesses would need your services. Have them realize how it would help grow their business. What entrepreneur would not want to make more money? If you showed me solid proof that your services could help increase my revenue, i surely would bite. Just like a dinosaur!
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  • Profile picture of the author John Durham
    You are going to run into this with every industry you undertake until you learn how to sell.

    I have always said and always will that sales skills are the most vauable you can have...doesnt matter if you can build a website that does everything but a persons dishes...if you cant sell its just a hobby.
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  • Profile picture of the author Claude Whitacre
    Originally Posted by smallbusinesstoolkit View Post

    hello

    I made few hundred cold calls to small offline business - builder , plumbers , garages , got maybe 10-15 leads , but it looks like uphill battle.
    The guys are like dinosaurs - if they have the website they are not looking for any improvement , if they don`t have one , they don`t want one.
    I`m fed up with dealing with these dinosaurs , which are good industries which want to spend money online and appreciate it ?
    These people buy from me every day. Are they dinosaurs? Yes. But you are not selling. You need to learn how to sell. They are buying from reps every day.
    Buying is half of what they do.

    You got 15 leads from a few hundred calls? No bad really, but that's just the bare beginning of the process.
    If you are looking for an industry where there are no sales skills needed, good luck in your search.
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    One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

    What if they're not stars? What if they are holes poked in the top of a container so we can breath?
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