"The simple turn of a good phrase"
So here's one that should be at least worth a few thousand to you:
"Let me ask, have you folks registered your domain yet"?
Let me explain.
If a customer says "I wanna do a website but just not right now... I'm putting it on the back burner..."
What do you say?
Okay I'll call you back next month and give every other guy in the world a chance to sell you in the meantime"?
Thats one way.
"Okay I understand, dont have the time right now huh? Too much on your plate...?"
Customer: "yeah I've been meaning to get to it but I just have so much going on..."
Me: "Let me ask have you registered your domain yet"?
"Well, I'll tell you what, it doesnt cost but $10.00 to register, and even if you arent ready for a site yet, its a good idea to register before someone else gets it... you can always build a website down the road... I'd be happy to do that much for you anyway".
Customer: "How much would you charge me for that"? (cha-ching! Buying signal here).
Well, I cant see charging you for something like that but... just remember me whenever you go to do your website, is that fair enough? I'd love the opportunity to earn your business...actually, heck, if you think you're gonna be doing this in the next month or two, I'll be glad to go ahead and even put a page up for you that says your website is coming soon ... that would at least put you ahead of the game and get your URL drawing some traffic in the meantime"
1 out of 3 people you offer this to will says yes. 10 bucks is easy to say yes to, especially wwhen they know it doesnt even go to you directly... furthermore... you practically have the job in the bag now.
They are more than likely going to tell the other salesmen "I already have a web guy" from this point on.
It is especially important to get this guys email addy and call him back once every two weeks to check up on him... he may not be closed on $1,000 today... but he's 90% closed for next month and you can use the sale next month as much as you could this week.
Keep stuffing the pipeline.
When they are ready to do their website (which now is more in their "forefront" than before) you will be the guy that gets the job.
If you are currently converting prospects at 5%.... this is a trick that can make that 10%...
There are all kinds of things you can do to push that percentage just 2 or 3% higher and higher till almost no one is saying "no" to you.
4 or 5 little tricks like that and you will be closing every third call.
Everything you can do that increases conversion, increases conversion.