Pitch Help + Mailtester

5 replies
DEMONSTRATING HIGH VALUE

Today, I formally started telemarketing the sale of some "higher ticket" stuff I think can be valuable to a given niche. I would like input if possible to see how I can get better using the approach I am comfortable with.

I used Jason Kanigans' "can you help me out..." pitch. It went something like this; "I was hoping you can help me out..." {Pause} Her: "I can try..." Me: "So I was wondering if you could help me show you guys some problems with the way your business is listed online?"

Most of the time "{she} would respond; "no, we are not having any problems." I'd then rattle off the three most egregious problems found on Yext, and then offer to show {her} how to fix them and be a hero for her boss.

Most of the time {she} would request my e-mail or give me an e-mail for the decision maker. I made 9 calls, got 3 that said; "we wouldn't be interested" even after I offered to show {her}the problem. I took this personally as clearly I was not on my game. After those first 3, I stepped up my game. I got 4 more "we will pass this along to {head honcho}, and 2 connected me with {head honcho} right away. I spoke with 2 {head honchos} and converted one into a buyer who made a down payment for me to fix the listings stuff right away. I did so by showing him the problem, then other opportunities / problems, and got him to open up regarding some of the challenges he was facing. The head honcho who paid me also requested a formal proposal for other services to be rendered.

For the record, I will be fixing his errors manually, and keeping the $400 for myself rather than giving it to Yext. {Head Honcho} is totally fine with that.

I ONLY called prospects who are running PPC - which clearly means they are actively spending money on marketing.

I'm going to refine this approach so as to try and engage the gatekeeper. The idea is to win over the gatekeeper so that {she} does exactly as I ask {her}to do. All I want her to do is see the errors for herself and make a decision; "{her} will my value be raised by showing this to my boss? Will I be considered a top notch team player then? Can bringing this info to my boss be risky?"

Most of my prospecting for offline work has been done in one niche strictly by word of mouth and forum postings. Previous to that, I'd run the auto dialer and wait for the phone to ring. So I would appreciate anyones' advice on how to win over the gatekeeper every single time (within the context of; let me show you problem then offer solution) so as to motivate the person to connect me with the decision maker.



MAILTESTER

I asked a feisty little "gatekeeper" for the e-mail address for {head honcho} and she re-positioned me. She basically refused to give it up. I tested out whether or not the e-mail address for the guy listed as the {head honcho} on the companys' site was valid. After I gave her my e-mail address, I said; "oh I'm sorry, I found {head honchos'} e-mail address right here on the internet (didn't mention Mailtester). It's actually here for the world to see. It is STILL xyz@abc.com correct?" Before {she}could reply I asked what was {her} e-mail address to copy her on the e-mail to her boss and I promised to put a good word in for her.

Mailtester is awesome. Been using it since 2011. There basically 5 permutations of an e-mail address most people would have if you know their name.
#mailtester #pitch
  • Profile picture of the author James English
    I get what you are doing, but by pitching that gatekeeper you are already positioning yourself pretty poorly. I can almost guarantee that if you would have spoken to an actual decision maker your results would have been even better. You got the sale though, so clearly it worked

    Your pitch is nothing like Kanigans pitch :p

    Again though, great job on the sale! Congrats
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  • Profile picture of the author Jason Kanigan
    @theOP: good for you for taking action and you see it didn't take much to get somewhere. Don't pitch the gatekeeper: it'll give them a reason to qualify you out. Just ask them to connect you to the right person (and there's the Little Unsure technique).

    Your idea of qualifying for PPC customers is a good one.
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  • Profile picture of the author digichik
    Originally Posted by TheBigBee View Post


    After those first 3, I stepped up my game. I got 4 more "we will pass this along to {head honcho}, and 2 connected me with {head honcho} right away. I spoke with 2 {head honchos} and converted one into a buyer who made a down payment for me to fix the listings stuff right away. I did so by showing him the problem, then other opportunities / problems, and got him to open up regarding some of the challenges he was facing. The head honcho who paid me also requested a formal proposal for other services to be rendered.
    Take note of how you were able to sell after talking with a decision maker. Again, don't waste your time presenting to the gatekeeper.

    Use Jason Kanigan's 'can you help me' exactly the way he lays it out, not to present to the gatekeeper, but to get through to the decision maker or at least get that persons name. Using his exact method you will see even better results. Your service and approach(PPC advertisers) is right on. I would say you'll be surprised at how many of these accounts will grow with more upsells, but I know you won't be. You are smart and expect it.
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  • Profile picture of the author Climb Online
    9 calls and 1 sale, wow, nice going!

    I had a shocking day, 60 dials and did not get to speak to a DM.

    Can't wait for tomorrow.
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