It's what I call "The ole George Wright Trick" because it taught me several valuable lessons, and I picked up off George Wright here on the forum, it was worth naming.
Here it is:
If you are in a new town, and you want to sell offline small businesses , but you dont have any local clients to show yet... do this (Below) ; I have used it twice and closed both deals:
" Like I said ________ we are new in town , just starting our business, and trying to drum up our first few local clientele to showcase to the community... I'll tell you what, since you need a website, and I need some testimonials I'll go ahead and get started building you a 5 page static site this evening. For $100.
We could probably have you up and running in 72 hours.
Does that sound fair enough?
Customer: Well how can I say no?
Then you can try to go for the phone close: Tell you what ____ since we are doing this for $100 if you could save me a trip out there and just handle the billing by phone that would be great, however if not I will send a courier by to pick up a check this afternoon, which One of those would work best for you?
Now what did I learn from "The Ole George Wright TricK"?
A: If you make a deal they cant say no to you will always close the deal.
B: Once they are in with that hundred bucks they are now "Your Client".
- I have made almost 1k apiece now on BOTH of those 100.00 clients.
- They now tell all other web salesmen "I already have a web guy".