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Need help with what to say during the sale

by Donowhy
12 replies
Hello everyone!
I am about to try selling mobile websites to local restaurants, I've got the websites built and what not, but I have no idea what to say, what kinds of questions they will ask, or how I might answer them...

This is my first offline entrepreneuring experience... I am trained as a programmer, not a salesman.

This is my idea so far (as I make it up on the spot)

1. See if they have a website/mobile page
2. Call in, ask if I could have a few minutes with their manager to discuss giving them a mobile website. I have two upsells, so perhaps I could give them the initial one page website very cheap, then upsell to a 5 page website?
3. Meet with the manager, tell them I'm a double majoring college student looking to make a little extra money by creating and hosting websites for my local community. (Would this make them not want to pay as much?)
4. Show him/her some examples of my work, both regular and mobile websites.
5. Discuss pricing options-
-$50 for a one page website
-$200 for a 5 page website (home, menu, about us, contact, maps, and features like social media integration and a Call Now button at the bottom of each page)
-$10/month for hosting

[Do these prices seem to low? Considering I'm a 19 year old with no professional business training]
6. Make the sale and be a happy man


Any input would be greatly appreciated. Again, I'm a bit unsure on mainly what to say to get my foot in the door and get that meeting, and how to price this.

Thanks in advance,
Marcus
#sale
  • Profile picture of the author Jason Kanigan
    Don't tell them you're a college student.

    Read this:

    The Telemarketing Forum*.:.*What Should I Really Expect? Selling Websites over the Phone. I need a closer.

    And this:

    http://www.warriorforum.com/offline-...ake-money.html

    Your prices are way too low.
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  • Profile picture of the author J R Salem
    As said above, your prices are way too low.

    You also need to be more confident when going in for the sale. As long as you are doing something to help the business, you shouldn't feel shy or nervous. You are doing them a huge favor.
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  • Profile picture of the author Donowhy
    I appreciate the suggestions guys! I'll report back how the sale went.
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    • Profile picture of the author maverick5ca
      Talk to him about benefits of having mobile website. eg.
      - Increased traffic
      - Increased repeat visits
      - Increased conversion rates
      - Leveraging features like coupons etc.

      Show him value.
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      • Profile picture of the author kemdev
        No upsells. Sell them on a package and price that will be of benefit to the from the beginning. What are you gonna say after selling them a one page site... "Gimme more money so now I can build you something that will actually be of use to you"?

        Price is too low. Start at $500 - you'll get sales at that price and it isn't chump change. And don't let age deter you, I'm 20 and haven't touched anything under $1,250 since January.

        Don't tell them you're looking to make extra money. Tell them you can offer something of real value to their business and start a conversation about THEM not you.
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        • Profile picture of the author Donowhy
          Originally Posted by kemdev View Post

          No upsells. Sell them on a package and price that will be of benefit to the from the beginning. What are you gonna say after selling them a one page site... "Gimme more money so now I can build you something that will actually be of use to you"?

          Price is too low. Start at $500 - you'll get sales at that price and it isn't chump change. And don't let age deter you, I'm 20 and haven't touched anything under $1,250 since January.

          Don't tell them you're looking to make extra money. Tell them you can offer something of real value to their business and start a conversation about THEM not you.
          Interesting, so how much would you charge for the hosting if they don't have one?
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          • Profile picture of the author kemdev
            Originally Posted by Donowhy View Post

            Interesting, so how much would you charge for the hosting if they don't have one?
            I've always referred them to a host I use and collected my commission. But don't do that - rent a dedi server and charge $20 or $30 per month, $75+ if they want free updates.

            EDIT: @Don, have you ever sold a mobile site?


            I've also learned to never work for free. No mockups, no demos, nothing. Just a portfolio. And you know what? When I stopped doing these mockups and sketches, I made MORE sales AND at a higher price point.
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            • Profile picture of the author Donowhy
              Originally Posted by kemdev View Post

              I've always referred them to a host I use and collected my commission. But don't do that - rent a dedi server and charge $20 or $30 per month, $75+ if they want free updates.

              EDIT: @Don, have you ever sold a mobile site?


              I've also learned to never work for free. No mockups, no demos, nothing. Just a portfolio. And you know what? When I stopped doing these mockups and sketches, I made MORE sales AND at a higher price point.
              Thanks for the price estimation.
              I have Godaddy's unlimited hosting, would that work? I seriously doubt they would have massive amounts of traffic going through their websites
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              • Profile picture of the author kemdev
                Originally Posted by Donowhy View Post

                Thanks for the price estimation.
                I have Godaddy's unlimited hosting, would that work? I seriously doubt they would have massive amounts of traffic going through their websites
                I'm not sure. If it isn't a dedicated server or reseller plan, I wouldn't host 10+ client sites on it. Someone please correct me if I'm wrong.
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    • Profile picture of the author midasman09
      Banned
      You're trying to sell a "Visual" service....On The Phone! Bah! Humbug!

      1) Google, "Restaurants in (your town) Find one that has a website but is NOT "mobil-ready"

      2) Make a "Mock-up" of a different, local restaurant. Just 1 page with a Tap-To-Call button. mobil-ready 1-pager

      3) Go to the restaurant you want to sell and ask if the OWNER (NOT Manager) is in.

      When OWNER appears....
      1) Say...."Hello" ...."I'm a Local Internet Marketing guy. I help Tourists and Local Consumers find "Places To Eat" on their cell phones. Here's what "La Margueritta" looks like on a mobil phone (Show Demo restaurant you did already, on your phone)

      And....here's what Your restaurant looks like. (SHow HIS restaurant)

      Notice, I have to Scroll sideways and up and down to get it all in PLUS there's NO "Tap To Call" button so diners can phone in a reservation.

      Now...ask the following;
      "Would YOU like to be easily found on Mobil Phones"?

      Note: This is a "closing question"! His answer HERE determines his Interest.

      Now....no matter what he says in response, I continue on with; "Fine!" I can set this up for you AT NO OBLIGATION.... and come back tomorrow to show you what it looks like. What's a Good Time for you?"

      You've just met the guy....no way is he going to give you any money NOW! You are "setting the stage" and "getting him into your Sales Funnel!"

      Note: You could call on 3 or 4 more restaurants....getting "Their Permission" to have YOU make a "Mobil Site" at NO obligation.

      When you return with the Mobil Site you made for him....you can then show him the 1-page version and a Full-Fledged version....offering a choice.

      Anyway....that's what I would do. A "Two-Step"....FACE-TO-FACE sales call.

      Don Alm....sales guy
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  • Profile picture of the author firentire
    midasman09 - great post

    Donowhy - You may want to have all your customers under a reseller account. Don't go with a dedicated server before starting to make some real money. Also, i would not use my personal hosting for that. You will have to do it professionally.
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  • Profile picture of the author Writerdave
    Try to present to your prospects as if they are your friends. Does the trick for me every time. You talk to people very easily and confidently. Also, try to be honest. If there is something you cannot do, express it out rightly. Remember, you are not seeking sympathy but business which should be of mutual benefit to both parties.
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