Success With Offline Business? 22 Calls And ZERO Appointments?

68 replies
I was very interested to try out the offline gold methods because i can see how most company websites have NO opt in form or a way to capture visitors. So in essence they are absolutely wasting those visitors and money. I really cant see a busines saying "no i dont want a way to capture information and be able to market to potential clients forever"

I have been calling real estate companies that have websites in my local area. Ive made about 100 calls and talked to 22 brokers and not a single appointment. I basically follow the exact script in the thread "stupidly simple cash cow" and for brokers to hit it home i use an example. I tell them that not having a way to capture potential customers would be like holding an open house and not getting peoples information so that you could follow up. DUH!

I know 22 people isnt a lot but i just want some input.

Still not even a single 15 minute session. Im starting to thing that the real estate business is the wrong one to go after. Whats up? Who should i target.

Anyone having success with the method and wanna share some insight?
#appointments #calls #gold #offline #success
  • Profile picture of the author Kyle Tully
    OK, a few things...

    1. 22 (phone?) calls isn't enough to judge. Try 100.
    2. How you say the script is just as important as what you say.
    3. Real estate in your area might not be a good target, but it's too early to tell.
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    • Profile picture of the author Glenn Newsome
      Maybe you are telling a little too much. Just ask them if they would be interested if you could boost their sales, bottom line, etc. Don't tell them they need to capture the customer's info---that is telling them what to do themselves and they no longer need you.
      I don't know your exact wording, but I would think that is where the problem lies. I think 22 calls is more than enough to convert one business or more, especially in the local market. You're a hometown boy--not some far off company.
      Just my 2 cents,
      Glenn
      edit: Michael Mayo just had great success using the same info---maybe he could listen to what you are saying and give you some suggestions.
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      • Profile picture of the author 4morereferrals
        In my locale' I wouldnt waste another minute on the RE niche unless you already some targeted lists that know you and respect you as an authority.

        Realtors in Southern Cal - where the RE market is better than most - can barely afford a freakin cheese sammich right now.

        Restaurtants are RIPE.

        Insurance Agents are somewhat recession proof.

        Auto Repair ...
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      • Profile picture of the author jan roos
        I would follow Andrew's advice if I were you. "just go talk to some business owners"

        I know it's hard because I am in the same boat as you. I did however talk to a few business owners about what I can do for them. I talk to them when I go about my every day stuff like eating in their restaurant or buying something from their shop.

        I honestly only had the guts to talk to about 9 so far and landed 2 clients and almost all the others were like "wow you really got something here"

        So i'll tell you one thing for sure, business owners are receptive to this and most will stare at you in disbelief like you are some sort of genius or something.

        I experienced this and it really is a good feeling because lets face it. Us warriors really do have a ton of very good info in our heads that will blow any business man's mind.

        Now off to go talk to some more business owners.


        Cheers,

        Jan
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  • Profile picture of the author matthewd
    Hmm... the Real Estate business is hurting pretty bad right now, so that could explain it.

    On the other hand you might find some that are absolutely dying to get new leads since things are so dry for them, so it's hard to say for sure.

    Maybe just try a different market and see if that has anything to do with it.

    Also, what about sending the letter rather than calling... You can be mailing out letters to some and calling others to test your numbers.
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  • Profile picture of the author voiceofreason
    Banned
    Are you speaking with real estate agents, or with the broker/owners of the shop? I ask because the average real estate agent is dead broke. Between 70 -73% of all real estate agents in the U.S. close fewer than 4 transactions per year.

    This is because many are part - timers, or simply not effective marketers, so they do it on the side. So if you're going after the average agent, you're speaking with those who are broke anyway, and chances are, they realize they would not have the money to afford paying to have website work done.

    If you're going after the broker/owners, you might want to target teh smaller or local area shops ather than the national chains, as many national chains try to use corporate sponsored resources.
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  • Profile picture of the author Martin Luxton
    Jake,

    With the current market and the normal downturn in house sales at this time of year maybe real estate brokers are not the best people to talk to right now.

    I'm not saying there isn't money there, but you're probably talking to shell-shocked people who are seeing their livelihood disappear.

    Is there a real estate niche in your area that's booming? Or how about companies that auction repossessed properties?

    Martin
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  • Profile picture of the author imaddict
    Wonder how this would do with a dollar bill letter (ala Halbert) and a Fedex envelope? Ever consider trying it?
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  • Profile picture of the author Jakehyten
    Thanks for all the great responses. I know 22 calls isnt a lot but ive been in outside sales all my life. And speaking to 22 decision makers (brokers) and having them tell me not interested was absolutely shocking.

    I am going to send some letters and try different businesses and even walking in. I will see what works best.

    Literally though, ANY company that paid money to have a website and isnt capturing those visitors is WASTING money. its like opening a new store and not having a cashier in there!

    Ill update with results.
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    • Profile picture of the author Eric Lorence
      Try lawyers and law firms, another recession proof profession...

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  • Profile picture of the author Melody
    Back in 1993, I worked with the first company in the country that built websites for RE agents, and I spent a lot of years in that industry selling various types of services to the niche - from loans to advertising to websites.

    Aside from the points already brought up - it's a highly regulated industry, and even though you were talking to brokers - they still might not have been the decision makers unless they were independent (non franchise or chain offices).

    There are many legal issues when doing web sites for realtors - and most companies now have their own in-house dept that does the agent sites, or a company they contract with.

    You have to get approved by the corporate office before you can even get an office to let you present to their agents - and that can be a long process - not to mention that there are a lot of already approved services in this niche.

    Seriously - there are many many other niches that are hungry and easier to break into - especially right now!
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    • Profile picture of the author Jakehyten
      Originally Posted by Melody View Post

      There are many legal issues when doing web sites for realtors - and most companies now have their own in-house dept that does the agent sites, or a company they contract with.

      You have to get approved by the corporate office before you can even get an office to let you present to their agents - and that can be a long process - not to mention that there are a lot of already approved services in this niche.

      Seriously - there are many many other niches that are hungry and easier to break into - especially right now!
      Thank you. I was actually thinking of that too. But i was talking to independent companies. Not the big ones becuase i would have to get ahold of the HEAD hauncho for that. I was calling smaller locally owned companies.

      Could you give an example of some niches that are hungry for these services? Really i cant see why a business WOULDNT want it!?!? its crazy not to
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  • Profile picture of the author Jared Alberghini
    My advice, stop cold calling these businesses... go there personally, strike up a warm conversation with them, and then if you feel they are ready, ease into your offering.

    I think the cold-calling (or as I like to call it - phone-spam) is where you are running into problems... stop calling/spamming, and just go to the businesses and talk with them in person.

    A handshake and introduction is much more appealing than getting a telemarketing call.

    It's certainly an art-form that you need to practice, and figure out which approach works best for you.

    - Jared
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  • Profile picture of the author Jared Alberghini
    Here's what I did when I first started out building custom websites for businesses...

    I would walk down the street, go into every business on main street in my town, and I introduced myself, and just made that initial contact. I showed genuine interest in their products/services, asked a bunch of questions... basically I acted like a potential customer.

    This approach made the business owners more than happy to talk with me, because they viewed me as a potential customer, and they were trying to make a sale.

    Now here's what I did to prepare for the next time I went to see them...

    I took all of their promotional materials, business cards, pamphlets, brochures, etc... sometimes I would take pictures of the outside of their business also.

    Now, I went home, and took all of their material and transformed it into a beautiful looking 'mock up website'... no matter if they had a website already or not, I would make a better looking one, with more promotional tools like newsletter signups, etc...

    After I had put together a mockup website for them, after a few days, I would go back to see them again, and show them what I put together for them, (on my laptop, or online as a seperate folder on my web design website) and then I would go into further details of how I could help their business make more money, get more exposure, etc.

    This has been the best tactic that has worked for me time and time again over the years.

    In summary, go to a business, strike up a conversation with them as a 'potential customer', evaluate their online presence, if you can do better, put together a 'mock up' of how you could help them, and then go back to see them, and present your skills.

    I'm telling you, this works. I've done it for years, and I've seen it work over an over again with amazing results.

    - Jared
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    • Profile picture of the author jimoferie
      Jared has an excellent approach.

      I advised a friend of mine to do the same type of cold-calling to generate business for his ventriloquism/illusionist show.

      He walked into schools, daycare centers, clubs, carrying one of this "dummies" and let the dummy do the talking.

      It worked!

      You need to think creatively (like Jared) and my friend.

      Nothing beats face-to-face marketing off line.

      As for Real Estate....not in today's economy! You might do better approaching businesses that want people they can sell to over and over to on a list. Real Estate seems to be a one shot sale.

      Hope this helps.

      Jim DeSantis

      Originally Posted by Jared Alberghini View Post

      Here's what I did when I first started out building custom websites for businesses...

      I would walk down the street, go into every business on main street in my town, and I introduced myself, and just made that initial contact. I showed genuine interest in their products/services, asked a bunch of questions... basically I acted like a potential customer.

      This approach made the business owners more than happy to talk with me, because they viewed me as a potential customer, and they were trying to make a sale.

      Now here's what I did to prepare for the next time I went to see them...

      I took all of their promotional materials, business cards, pamphlets, brochures, etc... sometimes I would take pictures of the outside of their business also.

      Now, I went home, and took all of their material and transformed it into a beautiful looking 'mock up website'... no matter if they had a website already or not, I would make a better looking one, with more promotional tools like newsletter signups, etc...

      After I had put together a mockup website for them, after a few days, I would go back to see them again, and show them what I put together for them, (on my laptop, or online as a seperate folder on my web design website) and then I would go into further details of how I could help their business make more money, get more exposure, etc.

      This has been the best tactic that has worked for me time and time again over the years.

      In summary, go to a business, strike up a conversation with them as a 'potential customer', evaluate their online presence, if you can do better, put together a 'mock up' of how you could help them, and then go back to see them, and present your skills.

      I'm telling you, this works. I've done it for years, and I've seen it work over an over again with amazing results.

      - Jared
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  • Ok, here's a few things I see happening...

    1. You're cold calling. That, in my years of experience in both inside and outside sales, is the least effective method of generating leads. Behind mailing, behind pounding the pavement, and even behind leaving your business card randomly around town with your slogan on it. Your conversion rate is going to SUCK compared to other things you could be doing.

    2. Those that make cold calling work know that what they say isn't nearly as important as how they say it. Same rules as face to face - don't be pushy, use your fact finding skills, ask questions, let them respond.

    3. Realtors don't want to answer their phone right now - too many collection agencies calling.

    4. Realtors are BROKE right now, even if you can help them make money they aren't willing to part with the few dollars they have. Marketing is always one of the first things to be cut from the budget.

    5. You're probably laying it all on the line, telling them exactly what you'll be doing. Remember, chances are these people have NO idea what online marketing really means. In fact, a web design firm or even a relative with good intentions probably designed their site - but there is very little chance they did it themselves, let alone have any idea what an opt-in form is. Don't try to tell them what you'll be doing as a process, tell them how the process will benefit them. Leave it a mystery.

    That's all I can think of at the moment... But basically, stop calling them, and stop explaining this to them. You wouldn't explain nuclear physics every time someone wanted to hook up their electricity, leave the technical stuff out of this.

    And for heaven's sake, pick a marketing method that will at least get you some real results. If cold calling isn't working for you, drop it. There are plenty of other methods that are easier to perfect.

    - Cherilyn
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  • Profile picture of the author Curt Dillion
    I've done some calling on customers. I've sent out in excess of 90 letters to a wide range of business types. So far, one phone call, but no appointments.

    The first 45 letters were exactly as the format. The second batch, I changed because I'm not comfortable playing games with businessmen. I've been one all my life, and I don't like it when someone does it to me.

    So, my second batch of letters actually told them what I intended, with screenshots of their websites. The screenshots were marked up to show them where I would put in the opt-in form. I'm sure I will eventually get some calls from some of those people.
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    • Profile picture of the author Jared Alberghini
      Originally Posted by Curt Dillion View Post

      I've done some calling on customers. I've sent out in excess of 90 letters to a wide range of business types. So far, one phone call, but no appointments.
      My point exactly... 'cold calling/mailing techniques' are not as effective as they once were. People now view these techniques as just another form of 'spam'.

      Curt, is there any way you can go visit these businesses in person? are they close enough?

      A chat and a handshake is so under-rated these days...

      Take a look at my posts above to read more on this subject...

      Hope my thoughts help you out.

      - Jared
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      • Profile picture of the author Curt Dillion
        Originally Posted by Jared Alberghini View Post

        My point exactly... Curt is there any way you can go visit these businesses in person? are they close enough?

        A chat and a handshake is so under-rated these days...

        Take a look at my posts above to read more on this subject...

        - Jared
        Jared,

        I spent a day going out to the businesses, and talking with them. I took my one page proposal, and a screen shot of their site, which I gave them. I decided that a day was enough for now. It may be the season, or the economy, that's making the difference. Perhaps, I'll try it again after the first of the year.
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        • Profile picture of the author Jared Alberghini
          Originally Posted by Curt Dillion View Post

          Jared,

          I spent a day going out to the businesses, and talking with them. I took my one page proposal, and a screen shot of their site, which I gave them. I decided that a day was enough for now. It may be the season, or the economy, that's making the difference. Perhaps, I'll try it again after the first of the year.

          A day is enough? yea right... it took weeks for me to develop my face-to-face skills and land my first client...

          Don't give up after only trying it for a single day... it takes practice to hone your skills.

          Keep at it, keep practicing, keep trying different techniques until you find a system that works for you.

          Jim P had a great suggestion... just try and get that second follow up appointment scheduled!

          - Jared
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  • Profile picture of the author Jim Pearson
    Jakehyten;

    I've trained over 1,400 sales reps & over 600 business's in the art of selling, i.e. closing the sale, making the appointment.

    Send me a PM & I'll help you(free of charge) if your really interested in getting business offline.

    The first and most important thing to remember is...your job whether you cold call, stop in person or whatever is to get a appointment...not try to sell anything...Also everything you say and do has to be crafted in their(the prospects) world...your job is to find out their need (if possible) they try to fill it with your product.

    There are simple and quick ways to get the appointments you need...it just takes some practice and trail & error to figure out what works best for you and your market.
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    • Profile picture of the author Curt Dillion
      Originally Posted by Jim Pearson View Post

      Jakehyten;

      I've trained over 1,400 sales reps & over 600 business's in the art of selling, i.e. closing the sale, making the appointment.

      Send me a PM & I'll help you(free of charge) if your really interested in getting business offline.

      The first and most important thing to remember is...your job whether you cold call, stop in person or whatever is to get a appointment...not try to sell anything...Also everything you say and do has to be crafted in their(the prospects) world...your job is to find out their need (if possible) they try to fill it with your product.

      There are simple and quick ways to get the appointments you need...it just takes some practice and trail & error to figure out what works best for you and your market.
      Thanks for that. I skipped right over the appointment part when I went out.
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  • Profile picture of the author Bob Monie
    Maybe try face to face, definitely alot harder to say no to someone in person rather than over the phone. Grab their addresses and spend the day driving around to each one. People like examples and proof, so this way you can print off and show them examples.

    Dont stop at an opt-in form either, could mention adwords and also the benifits on SEO.

    I speacialise in local SEO. I optimise sites for local businesses in my city.

    I conducted a survey of 100 people, asking them their prefered method they use to find local businesses. 80% said online search while only 17% use the Yellow pages book (Full survey results can be seen at my SouthAussies.com website in my sig). This still astounds me that these businesses are willing to fork out $40,000 every year for a full page yellow pages ad. I wont forget to mention that the Yellow pages is the most competitive marketplace on earth due to ad density. I was told the main reason most businesses cough up this sort of money for a YP ad is because all their competitors are doing it.

    There are high trafficed local search terms (1000+ monthly searches) in my city that seriously have no business websites ranking in the top 10. Top 10 is filled with useless directory listings.

    Its a simple fact that 95% of offline business owners would'nt have the slightest clue about marketing online. Alot of them think that simply creating a webpage for their business is all thats needed.

    Definitely do face to face cold canvassing rather than over the phone. Im sure you would get a much better response, 5 - 10 out of 22 people interested in learning more and maybe investing in you.

    I done face to face cold canvassing when i first started out and i know it works.

    Id suggest grabbing a yellow pages directory and make a list of all the types of businesses that have fullpage ads. E.g. Furniture Removals, Law Firms, Glaziers, etc, etc. These are the businesses that are not afraid to spend on advertising and who could benifit most from opt-in forms, SEO and Adwords.

    To help convince them with proof, you could use my survey poll. Just print it off and show them on paper.
    Results can be found at:

    http://www.southaussies.com/wp-conte...8/11/poll1.gif
    http://www.southaussies.com/wp-conte...8/11/poll3.gif
    http://www.southaussies.com/wp-conte...8/11/poll4.gif

    Good luck, work hard and keep at it.
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  • Profile picture of the author Curt Dillion
    I was surprised to discover that many of the business owners I spoke with seemed to feel like their website was an insignificant part of their business. They seem to have had websites for some period of time. Since it wasn't bringing them business, they were just sort of ignoring it.

    I'm sure that attitude won't prevail for too much longer, which makes this a great opportunity.

    Bye the way, I still own a construction company in my local area. You wouldn't believe how many phone calls I get from people trying to sell me web services.
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    • Profile picture of the author AndrewCavanagh
      # 1: Offline Gold is the name I used initially in a report called Offline Gold For The Online Marketer.

      The basic strategy outlined in this report was to talk to business owners in your local area one on one and sell them your internet marketing services...local SEO, pay per click, email marketing...whatever you have the skills to do.

      So while the strategy in the thread The Offline Cash Cow certainly is valuable it's misleading to call it "Offline Gold".


      # 2: The Cash Cow thread started out getting you to MAIL a letter to local brick and mortar businesses.


      # 3: Cold calling on the telephone can be quite difficult for a lot of people.

      It is usually far better to start by talking to business owners you already know and your friends know talking to them one on one.

      That gives you the chance to have a casual conversation about their business and any online marketing they're doing.


      # 4: Kyle is right. If you are going to cold call or take any action you need to do it on a scale with an intention to get results.

      While starting out with 22 calls is great really if you want to be sure of getting results you need to think about mailing to 1,000 businesses or cold calling 500 businesses or walking into 100 businesses to be sure you'll get some results.

      Ultimately if you want to make a full time living selling your internet marketing services then you should be prepared to do enough work to get some results.


      # 5: Going in with the attitude that you're trying to sell a specific service makes this process FAR more difficult.

      It is far easier to get a business owner talking about his marketing in general and how he's making money from his business, finding out what he wants from his business then customizing a solution that suits him.

      That also avoid the whole problem of coming across as a salesperson.

      Providing customized solutions positions you as a consultant.

      Kindest regards,
      Andrew Cavanagh
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      • Profile picture of the author AndrewCavanagh
        Some great advice here...

        Originally Posted by Jared Alberghini View Post

        My advice, stop cold calling these businesses... go there personally, strike up a warm conversation with them, and then if you feel they are ready, ease into your offering.

        I think the cold-calling (or as I like to call it - phone-spam) is where you are running into problems... stop calling/spamming, and just go to the businesses and talk with them in person.

        A handshake and introduction is much more appealing than getting a telemarketing call.

        It's certainly an art-form that you need to practice, and figure out which approach works best for you.

        Originally Posted by Jared Alberghini View Post

        Here's what I did when I first started out building custom websites for businesses...

        I would walk down the street, go into every business on main street in my town, and I introduced myself, and just made that initial contact. I showed genuine interest in their products/services, asked a bunch of questions... basically I acted like a potential customer.

        This approach made the business owners more than happy to talk with me, because they viewed me as a potential customer, and they were trying to make a sale.

        You don't even need to act like you're a potential customer.

        Just being friendly and asking questions is enough.

        In other words stop trying to hard sell some pre-determined service and take your time to get to know the business owner, how his business works and what he wants out of his business.


        Originally Posted by Jared Alberghini View Post

        A chat and a handshake is so under-rated these days...
        Originally Posted by Jared Alberghini View Post

        A day is enough? yea right... it took weeks for me to develop my face-to-face skills and land my first client...

        Don't give up after only trying it for a single day... it takes practice to hone your skills.

        Keep at it, keep practicing, keep trying different techniques until you find a system that works for you.

        Jim P had a great suggestion... just try and get that second follow up appointment scheduled!


        It really is as simple as getting to know some business owners in your local area and getting to know they're businesses.

        Most of you are in way too much of a hurry to sell something.

        Take some time to get to the point where the business owner knows you and trusts you.

        Get to know his business and what he wants out of his business.

        You know it's okay just to walk into businesses and say hi and just make conversation.

        You don't need to sell anyone anything the first time you talk to them.

        The more trust and rapport you build the easier this whole process becomes.

        And yes it may take you a week or two instead of a day or two to land a client but it is just so much easier doing it this way and all those business owners you build friendships with are likely to give you referrals too.

        Kindest regards,
        Andrew Cavanagh
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        • Profile picture of the author davebo
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          • Profile picture of the author Jakehyten
            Originally Posted by davebo View Post

            I think it's quite comical that IM'ers (mostly who never attempted to sell offline) think it's so easy to make money offline. So like this, they think they can make a few calls and have some appointments and then make some sales. Of course, they don't realize that people are busy...get called a million times a day...and need to be eitehr extremely persuasive (which most people aren't) or be giving away money to get an appointment.

            Like David said, if you're convinced that you're THAT good then you can get away with just making contacts and getting to know people. Bankers might have to make a harder sell because tehy're a commodity, but if you add value then it shouldn't be that tough.
            Ive been selling offline my whole live. ive owned two businesses that have made me well into six figures that I ran and trained my own sales reps. If theres anything im very good at its selling. I am good enough to where if i TALK to 22 people i would expect to land an appointment. So i wanted some feedback on maybe if this was a bad market or typical.

            I do not think i can make a FEW calls and expect massive results. First of all if you READ the post i TALKED to 22 people. Not made 22 calls.

            I
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            • Profile picture of the author Melody
              Originally Posted by Jakehyten View Post

              Ive been selling offline my whole live. ive owned two businesses that have made me well into six figures that I ran and trained my own sales reps. If theres anything im very good at its selling. I am good enough to where if i TALK to 22 people i would expect to land an appointment. So i wanted some feedback on maybe if this was a bad market or typical.

              I do not think i can make a FEW calls and expect massive results. First of all if you READ the post i TALKED to 22 people. Not made 22 calls.

              I
              Again, RE is a tough niche to break into even when business is good - primarily because any marketing they do has to follow a lot of legal regs and believe it or not - it's one of the reasons the sites don't have simple optin forms - agents cannot use the leads generated UNLESS the client specifically requests a follow-up from the agent (simple double optin is not enough).

              I have also been in offline sales my whole life (more than 10 years selling services to RE)
              and have always found in person cold calling to be one of the easier ways to get business. But I also belong to local business networking groups, Chamber etc - and get a LOT of referrals and 'warm intros' this way as well.

              And if your in an area where the economy has tanked - these kind of intros are GOLDEN!
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              • Profile picture of the author Jakehyten
                Originally Posted by Melody View Post


                I have also been in offline sales my whole life (more than 10 years selling services to RE)
                and have always found in person cold calling to be one of the easier ways to get business. But I also belong to local business networking groups, Chamber etc - and get a LOT of referrals and 'warm intros' this way as well.

                And if your in an area where the economy has tanked - these kind of intros are GOLDEN!
                yes thank you. I have also arranged a meeting with a local business group and im going to do a presentation. I can expose 20+ people at once and set myself up as a trusted expert.
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                • Profile picture of the author Melody
                  Originally Posted by Jakehyten View Post

                  yes thank you. I have also arranged a meeting with a local business group and im going to do a presentation. I can expose 20+ people at once and set myself up as a trusted expert.
                  That's EXACTLY what I am talking about - it's called 'leverage' and it's the best way to make the best use of EVERYONE'S time - yours and the potential client.

                  good luck and let us know how you do - we've done very well offline with our new service - in spite of launching at the 'worst' possible time.

                  LOL - it's only a bad time if YOU think it is ;-)

                  Melody
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                  Our first "Digital Yard Sale"! A massive PLR Blowout Sale to help a friend pay medical expenses.
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                • Profile picture of the author Kay King
                  I agree that RE is a tough market for this. Many of the local offices are getting leads already that are generated by the parent company and most big RE companies have massive "brand" sites that collect leads and funnel them to local branches around the country.

                  If you are determined to work with RE brokers/agents - look to see what you might develop to advertise foreclosed homes in the area. Foreclosures are hard to find online because there are so many middle men charging for this info. What about developing a "best deals" housing site where area brokers could buy a page (one time setup fee, monthly maintenance fee, for example) where they could advertise the best housing deals they have for sale? There could also be sections for single family, rental units and commercial properties that are in or near foreclosure.

                  The deal could include working with the Chamber of Commerce to include a flyer/brochure about the site in packages they mail out to those planning to move to the area.

                  kay
                  Signature
                  Saving one dog will not change the world - but the world will change forever for that one dog.

                  I'm going to work on being less condescending
                  (Condescending means to talk down to people)
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            • Profile picture of the author 4morereferrals
              Ive been selling offline my whole live. ive owned two businesses that have made me well into six figures that I ran and trained my own sales reps. If theres anything im very good at its selling. I am good enough to where if i TALK to 22 people i would expect to land an appointment. So i wanted some feedback on maybe if this was a bad market or typical.

              I do not think i can make a FEW calls and expect massive results. First of all if you READ the post i TALKED to 22 people. Not made 22 calls.
              With all that said - you selected the most horrific niche to make 22 calls in I could imagine in the maketplace - real estate agents - who likely are tapped on all their CC's, flat broke, and relying solely on their Broker to do ALL their marketing.

              They already have a smorgasboard of online web site firms innundating their voicemail and mailboxes for niche focused websites etc ...

              Pick a new niche that doesnt have 50,000 options for email, websites etc ... like say - restaurants. There are soooooo many things an online marketer could hlp them accomplish that theyd love, but only people marketing to them are Yellow Pages ... and their paying huge for that crap.

              My old insurance agency .. yellowpagesonline.com or some crap convinced my partner while I was away .. to buy a #1 -#10 listing on their BS site for $800 a month - locked in for a year. If you type Auto insurance for our geo and area codes - we came up in 1-10 - how many phone calls to the 800 # from that in a year .... drum roll - freakin 2. !!! People will pay.

              Get another niche' :-)
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              • Profile picture of the author Jakehyten
                Originally Posted by 4morereferrals View Post

                With all that said - you selected the most horrific niche to make 22 calls in I could imagine in the maketplace - real estate agents - who likely are tapped on all their CC's, flat broke, and relying solely on their Broker to do ALL their marketing.

                They already have a smorgasboard of online web site firms innundating their voicemail and mailboxes for niche focused websites etc ...

                Pick a new niche that doesnt have 50,000 options for email, websites etc ... like say - restaurants. There are soooooo many things an online marketer could hlp them accomplish that theyd love, but only people marketing to them are Yellow Pages ... and their paying huge for that crap.

                My old insurance agency .. yellowpagesonline.com or some crap convinced my partner while I was away .. to buy a #1 -#10 listing on their BS site for $800 a month - locked in for a year. If you type Auto insurance for our geo and area codes - we came up in 1-10 - how many phone calls to the 800 # from that in a year .... drum roll - freakin 2. !!! People will pay.

                Get another niche' :-)
                I need to clarify something. First I made about 100 calls. And SPOKE to 22 people. And i talked to maybe 1 real estate agent. It was brokers. Most agents dont even have websites they just use the brokers. Unless they are top top producers.

                thank you for the yellow pages tip. That is a good example.
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        • Profile picture of the author Jared Alberghini
          Originally Posted by AndrewCavanagh View Post

          Some great advice here...


          You don't even need to act like you're a potential customer.

          Just being friendly and asking questions is enough.

          In other words stop trying to hard sell some pre-determined service and take your time to get to know the business owner, how his business works and what he wants out of his business.


          It really is as simple as getting to know some business owners in your local area and getting to know they're businesses.

          Most of you are in way too much of a hurry to sell something.

          Take some time to get to the point where the business owner knows you and trusts you.

          Get to know his business and what he wants out of his business.

          You know it's okay just to walk into businesses and say hi and just make conversation.

          You don't need to sell anyone anything the first time you talk to them.

          The more trust and rapport you build the easier this whole process becomes.

          And yes it may take you a week or two instead of a day or two to land a client but it is just so much easier doing it this way and all those business owners you build friendships with are likely to give you referrals too.

          Kindest regards,
          Andrew Cavanagh
          Great info Andrew, I especially like your tip "It really is as simple as getting to know some business owners in your local area and getting to know they're businesses."

          Boy, this thread is developing into quite a nice resource!

          - Jared
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          • Profile picture of the author TJ Kazunga
            My advice, stop cold calling these businesses... go there personally, strike up a warm conversation with them, and then if you feel they are ready, ease into your offering.

            I think the cold-calling (or as I like to call it - phone-spam) is where you are running into problems... stop calling/spamming, and just go to the businesses and talk with them in person.

            A handshake and introduction is much more appealing than getting a telemarketing call.

            It's certainly an art-form that you need to practice, and figure out which approach works best for you.

            - Jared
            LOL - so absolute! Cold calling is phone spam? What about walking into a shop, interrupting a biz owner and pretending that you might be a customer?

            Question: If cold calling is so bad why do so many companies invest in it?

            Jared, this is not aimed at you personally, just that your post was handy

            What all these off line threads have thrown up is that there is no "one" right approach. What's good for the goose etc etc...

            Personally, I think all these methods, whether face to face or cold call, will piss off a lot of people. Come on, it is all Interruption Marketing after all, no matter how you try to wrap it in "I'm really interested in your product".
            My response..." Really? then why not buy the damn product instead of talking to me about bloody websites and s**t!"

            Andrew's tip is slightly different - work with small biz owners you already know and then get them to give you some referrals... warm prospects, that is why it works.

            My point for this post. Let's not deal in absolutes people.. "Don't do this", "do that" etc etc. NOT productive methinks... too subjective.

            Lets just share what has worked, and let people try the methods that they feel comfortable with. What I find works is to use Davids letter idea, offering a free consultation, and then I follow that up with a phone call 3-5 days later to close an appointment.

            It works for me. Will it work for you? Hell knows... try it out and don't be afraid to test all sorts of other approaches.

            Cheers
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            • Profile picture of the author Jakehyten
              Originally Posted by TJ Kazunga View Post

              LOL - so absolute! Cold calling is phone spam? What about walking into a shop, interrupting a biz owner and pretending that you might be a customer?

              Question: If cold calling is so bad why do so many companies invest in it?

              Jared, this is not aimed at you personally, just that your post was handy

              What all these off line threads have thrown up is that there is no "one" right approach. What's good for the goose etc etc...

              Personally, I think all these methods, whether face to face or cold call, will piss off a lot of people. Come on, it is all Interruption Marketing after all, no matter how you try to wrap it in "I'm really interested in your product".
              My response..." Really? then why not buy the damn product instead of talking to me about bloody websites and s**t!"

              Andrew's tip is slightly different - work with small biz owners you already know and then get them to give you some referrals... warm prospects, that is why it works.

              My point for this post. Let's not deal in absolutes people.. "Don't do this", "do that" etc etc. NOT productive methinks... too subjective.

              Lets just share what has worked, and let people try the methods that they feel comfortable with. What I find works is to use Davids letter idea, offering a free consultation, and then I follow that up with a phone call 3-5 days later to close an appointment.

              It works for me. Will it work for you? Hell knows... try it out and don't be afraid to test all sorts of other approaches.

              Cheers
              Great points tj, I agree about the cold calling. ive been cold calling all my life and it can be VERY effective. I want to try ALL of the methods and see which are best. If i could sit at home and bust out 200 cold calls and set up x amount of appointments it just may be more effective time management than pounding pavement.

              Im not gonna accept any one method as absolute truth but rather test a few different things including putting my own personal spin on it from my past successes in sales.

              I am tracking all of my results and will be able to post on what is working
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              • Profile picture of the author Steven Wagenheim
                Ah, the script...Do you know why some actors get paid millions of dollars
                for a movie or TV show?

                Because they can turn a few okay words into a comic or dramatic masterpiece.

                Not everybody is cut out for speaking to people. They don't have a
                commanding voice, or they sound uncertain, stutter, and many other things
                that can turn that script into fireplace fuel.

                Listen to Boris Karloff narrate "The Grinch"

                You'll see what I'm talking about.
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                • Profile picture of the author TJ Kazunga
                  Ah, the script...Do you know why some actors get paid millions of dollars
                  for a movie or TV show?

                  Because they can turn a few okay words into a comic or dramatic masterpiece.

                  Not everybody is cut out for speaking to people. They don't have a
                  commanding voice, or they sound uncertain, stutter, and many other things
                  that can turn that script into fireplace fuel.

                  Listen to Boris Karloff narrate "The Grinch"

                  You'll see what I'm talking about.
                  Steven, yes and no. Yes, how you come across is important, but no, having a script can be detrimental. What I mean is this is not acting. Above all else, building a relationship with a business owner requires sincerity. Sincerity can shine through the most bumbling stumbling approach.

                  And finally, the actor appears in one movie... we have infinite takes to get it right. Keep on talking, writing, etc because someone will say yes. Do a great job for them and then it's now a different story...

                  PS. People are still talking about Boris and the Grinch 30 plus years later... if only we would be so remembered!
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                  • Profile picture of the author Steven Wagenheim
                    Originally Posted by TJ Kazunga View Post

                    Steven, yes and no. Yes, how you come across is important, but no, having a script can be detrimental. What I mean is this is not acting. Above all else, building a relationship with a business owner requires sincerity. Sincerity can shine through the most bumbling stumbling approach.

                    And finally, the actor appears in one movie... we have infinite takes to get it right. Keep on talking, writing, etc because someone will say yes. Do a great job for them and then it's now a different story...

                    PS. People are still talking about Boris and the Grinch 30 plus years later... if only we would be so remembered!
                    Sure a script can be detrimental because most people sound like they're
                    reading a script.

                    But try talking to somebody on the phone with or without one and
                    stuttering over every 3 words or putting in 20 "ums" and "ahs" for every
                    100 words. Some people just can't speak to other people and script or
                    not, they're not going to be convincing.

                    That's another reason why I like Andrew's method as well. Talk to people
                    who you know. You shouldn't have too much trouble talking to your
                    local barber, especially if you've been getting haircuts there for the last
                    10 years.
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                  • Profile picture of the author wordwizard
                    About script: better to be clear about the message you want to bring across but
                    without trying to actually write it all out (at least for me).

                    I've tried to target restaurants at first, and was getting really frustrated. No takers.
                    But I also realized later that I hadn't done my homework and checked what they
                    did and did not have in terms of web presence already.

                    So thanks to the new offline thread, this time I've actually DONE my homework,
                    and now I have a VERY good idea as to what to tell them. I also have some
                    newfound confidence as I'm helping a friend get her e-biz rolling, and I have back-up
                    if I need technical help.

                    So now I'm sending letters (starting last Thursday, i.e., 2 days ago), and today
                    I went to talk to a bunch of business owners, and several were VERY happy to
                    talk wtih me.

                    Plan to continue to do a combination of the two methods (sending letters, following
                    up by phone, and going door to door in areas with lots of businesses, dropping off
                    my letters and talking with people).

                    No $ yet, but much more encouragement than last time. And one very grouchy
                    guy who practically kicked me out of his store (he had NO interest in anything
                    related to the internet -- oh well).

                    It was a bakery, and interestingly he said that right now he was working way above
                    capacity but after christmas there would be no more business for a while. I told him
                    he might be able to change that, but, well, it's his loss :rolleyes:

                    Fact is that I discovered to my amazement that 99% of local businesses with
                    websites really do have no opt-in forms, so I now no longer even need to check.
                    And as far as optimization goes, it's a total joke.

                    And when I ask, so what is your website doing for you? and tell them that I can
                    help them make it actually do some real work for them, they get quite interested
                    And if they don't have a website, I'll set them up with a WordPress site and go
                    from there.

                    Looking forward to next week! I'm enjoying this.

                    Also, the timing is good. After all, those are tax deducticle expenses and they can
                    get part of their money back in a few months, while increasing their income during
                    the slow post-holiday season. Keeping my fingers crossed.

                    Elisabeth
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                    FREE Report: 5 Ways To Grow Your Affiliate Income

                    Let Me Help You Sell: Sales Letters, Email Series, Pre-Sell Reports... PM me & we'll talk!
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                    • Profile picture of the author JohnMcCabe
                      I've posted this in similar threads, and it's just as appropriate in this one...

                      If you want to learn how to have honest-to-goodness conversations with business owners (or anyone, really), pick up a copy of "Conversations with the Greatest Networker in the World" by John Milton Fogg. It was written for the network marketing crowd, but the lessons on asking questions and LISTENING to the answers fit this model perfectly.

                      John is an old friend I haven't spoken to in way too long, but I've watched him get people to open up and practically bare their souls to him. He is a master interviewer, as well.

                      His technique is extremely simple - he asks a question and listens to the answer. He cares about getting the answer. And it usually leads to the next question, and so on.

                      Most people are ecstatic to have someone finally LISTEN to them, actually hear and care about what they are saying. I imagine this goes double for your average small business owner, what with dealing with suppliers and employees and customers, all with their own agendas.
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                      • Profile picture of the author AndrewCavanagh
                        Originally Posted by JohnMcCabe View Post

                        If you want to learn how to have honest-to-goodness conversations with business owners (or anyone, really), pick up a copy of "Conversations with the Greatest Networker in the World" by John Milton Fogg. It was written for the network marketing crowd, but the lessons on asking questions and LISTENING to the answers fit this model perfectly.

                        John is an old friend I haven't spoken to in way too long, but I've watched him get people to open up and practically bare their souls to him. He is a master interviewer, as well.

                        His technique is extremely simple - he asks a question and listens to the answer. He cares about getting the answer. And it usually leads to the next question, and so on.

                        Most people are ecstatic to have someone finally LISTEN to them, actually hear and care about what they are saying. I imagine this goes double for your average small business owner, what with dealing with suppliers and employees and customers, all with their own agendas.

                        It's not complicated.

                        In fact if most people just read what you wrote above AND APPLIED IT they would be getting business owners falling over themselves to hire them.

                        Listening and being genuinely interested is the key to building rapport and trust.

                        And getting hired is more about trust and rapport than any other single factor.

                        Put simply you can do really well in this business by being a caring decent human being.

                        Kindest regards,
                        Andrew Cavanagh
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                    • Profile picture of the author AndrewCavanagh
                      Originally Posted by wordwizard View Post

                      About script: better to be clear about the message you want to bring across but
                      without trying to actually write it all out (at least for me).

                      I've tried to target restaurants at first, and was getting really frustrated. No takers.
                      But I also realized later that I hadn't done my homework and checked what they
                      did and did not have in terms of web presence already.

                      So thanks to the new offline thread, this time I've actually DONE my homework,
                      and now I have a VERY good idea as to what to tell them. I also have some
                      newfound confidence as I'm helping a friend get her e-biz rolling, and I have back-up
                      if I need technical help.

                      So now I'm sending letters (starting last Thursday, i.e., 2 days ago), and today
                      I went to talk to a bunch of business owners, and several were VERY happy to
                      talk wtih me.

                      Plan to continue to do a combination of the two methods (sending letters, following
                      up by phone, and going door to door in areas with lots of businesses, dropping off
                      my letters and talking with people).

                      No $ yet, but much more encouragement than last time. And one very grouchy
                      guy who practically kicked me out of his store (he had NO interest in anything
                      related to the internet -- oh well).

                      It was a bakery, and interestingly he said that right now he was working way above
                      capacity but after christmas there would be no more business for a while. I told him
                      he might be able to change that, but, well, it's his loss :rolleyes:

                      Fact is that I discovered to my amazement that 99% of local businesses with
                      websites really do have no opt-in forms, so I now no longer even need to check.
                      And as far as optimization goes, it's a total joke.

                      And when I ask, so what is your website doing for you? and tell them that I can
                      help them make it actually do some real work for them, they get quite interested
                      And if they don't have a website, I'll set them up with a WordPress site and go
                      from there.

                      Looking forward to next week! I'm enjoying this.

                      Also, the timing is good. After all, those are tax deducticle expenses and they can
                      get part of their money back in a few months, while increasing their income during
                      the slow post-holiday season. Keeping my fingers crossed.

                      Elisabeth

                      There's some nice feedback here.

                      Scripts are not really a good idea if you make cold calls on the phone.

                      You should be asking questions and listening not trying to pitch anything if you make these calls anyway.

                      Also keep in mind it's about relationship building...sometimes you have to do that with the gatekeeper before you can get to the business owner.



                      Combining different methods of lead generation...letters, emails, calls and talking in person is a good idea.

                      You're far more likely to hit on something that works well for you.

                      The method that gets the fastest response is usually just talking to business owners one on one but if you do enough of it and learn from the feedback you get then nearly any method will work well enough to create a full time living for you.


                      Most businesses have websites and internet marketing that is really, really awful.

                      They're throwing their money away on advertising that doesn't make a profit and many are hurting.

                      You have something exceptionally valuable to offer...internet marketing that brings back considerably more dollars than the business owner pays out.

                      That's just one of the reasons it's so easy to make a good living with this business model.

                      Kindest regards,
                      Andrew Cavanagh
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                  • Profile picture of the author BrianTubbs
                    Just throwing out ideas, not my personal experience here, but...

                    What about direct mail? I'd much rather put together a compelling offer via a post card or sales letter - and send that out to 1000 area businesses (or even more). Would much rather do that than cold call. I can't stand even the THOUGHT of cold-calling.

                    If you ARE going to cold call, why not invite them to a free seminar, rather than try to sell them over the phone.

                    Put a seminar together about how the Internet can help their business. Free. No obligation. But, of course you can grab clients (and maybe even sell some products) at the seminar.

                    Just some thoughts.
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                  • Profile picture of the author Grindstone
                    Dentists are a good niche to start marketing your services to. Most of them have websites, they spend money on advertising constantly, and there's lots of them in each geographic locale so the fear of loss trigger is easily employed.

                    I would avoid real estate and contractors like the plague right now, they're dieing a quick and painful business death.

                    My 2 cents from successfully selling online services to brick and morter businesses and running a brick and morter advertising business for the last 10 years.
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    • Profile picture of the author zenmn
      I used to do this off line stuff.

      In 6 months--while working fulltime-- I signed:

      A Yoga Studio

      A Welding Shop

      A Fly Fishing Guide

      A Utilities Contractor

      A appointment setter and sales lead generator

      A Hydrant repair franchise seller

      An OEM Tool company

      A Motivational Speaker

      A Tailor and seller of suits



      Most did not have websites.

      Some I did PPC--adwords.

      Some I helped them with email campaigns to their own lists.


      All were found just talking and networking.

      -zenmn
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      • Profile picture of the author AndrewCavanagh
        Originally Posted by zenmn View Post

        I used to do this off line stuff.

        In 6 months--while working fulltime-- I signed:

        A Yoga Studio

        A Welding Shop

        A Fly Fishing Guide

        A Utilities Contractor

        A appointment setter and sales lead generator

        A Hydrant repair franchise seller

        An OEM Tool company

        A Motivational Speaker

        A Tailor and seller of suits



        Most did not have websites.

        Some I did PPC--adwords.

        Some I helped them with email campaigns to their own lists.


        All were found just talking and networking.

        -zenmn

        Great feedback.

        It really isn't hard to get hired selling your internet marketing services to regular offline businesses.

        I am inclined to think that if you talked to 22 people and didn't get anyone interested that you were doing something amiss.

        Here's a question:

        "If you call those business owners back would they be happy to talk to you again?"

        If not then the first thing you want to look at is how you can improve your rapport building process.

        If they would be happy to hear from you you can simply call them and tell them you have a Christmas gift for their business friends...a gift one hour internet marketing consultation with you.

        Kindest regards,
        Andrew Cavanagh
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    • Profile picture of the author JamesFraze
      I do IT consulting in Dallas and here is what I've found:

      Lawyers and Doctors have money but they are extremely demanding and high maintenance.

      Real Estate agents and Construction shops are hurting for money and though they need the service, most of them simply can't (or won't) pay.

      The above four categories we don't even try to sell - mostly because it is a more labor intensive maintenance, they are never happy, or they simply can't / won't pay.

      If I cold call, I ONLY cold call people with advertising budgets. I look through the papers and see who is advertising - this tells me they know the value of spending money to get new customers.

      I don't sell them over the phone, my objective over the phone is to fish for the decision maker and find out when they are least busy. I also gather information about their current webmaster and if they are happy with the results they are getting - Some people get really upset, some unload on you and desperately ask for help.

      Ignore the ones that get upset, and schedule a physical meeting with the ones that need help.

      Don't focus on selling them "something exactly", focus on selling them a solution - and fish for exactly what that solution is by talking to their gatekeepers, secretaries, etc

      Once you have information, you can always call back, and ask to speak directly to the decision maker by name. Typically they ask who you are to try to screen the call - do not say you are "yourname with so and so web design" - that's selling. Instead, say you are "yourname, and you want to verify your appointment" - they can't argue that.

      You can go through 10 or so businesses an hour like this and find clients. Follow up with a salesletter that promises a solution and thanks them for their time, asking them to call you when they are ready to get the promise.

      When you are on the phone, turn a "NO" into a "well, would you like to get my free 30 part marketing tips course by email that shows you ways you get more customers for free" etc, then remarket and back end sell through a good newsletter.

      Don't be timid either - timid salespeople have skinny children.
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  • Profile picture of the author Curt Dillion
    Andrew, thanks for the clarification.
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  • Profile picture of the author iw433
    Great advice here! Chiropractors. Most chiropractors advertise, and a lot do not have websites. There are a few outfits that target chiropractors and you can get some really good info from them. Sign up for one of their newsletters. Just google chiropractic websites and do the research. You can then get a domain for a good chiropractic keyword in your area, dominate the first page of google sell the ready made site, plus maintenance to one chiropractor in your area. When you make a call let them know that you have a site on the first page of google and only one person will get it.
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    Address-O-Lite

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    • Profile picture of the author myob
      I advertise in local newspapers, and have large 24" x 12" magnetic signs on my cars. Never have to make a cold call at all!
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      • Profile picture of the author wordwizard
        Originally Posted by myob View Post

        I advertise in local newspapers, and have large 24" x 12" magnetic signs on my cars. Never have to make a cold call at all!

        Paul, where do you get those signs???

        Thanks.

        Elisabeth
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      • Profile picture of the author David Neale
        Paul I'm also considering "signing" my car. Can you track leads generated by the signage?

        I'm thinking of using a unique phone number to track effectiveness.

        Full car signage costs about $1200 here.

        Originally Posted by myob View Post

        I advertise in local newspapers, and have large 24" x 12" magnetic signs on my cars. Never have to make a cold call at all!
        Signature

        David Neale

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        • Profile picture of the author Grindstone
          Originally Posted by David Neale View Post

          Paul I'm also considering "signing" my car. Can you track leads generated by the signage?

          I'm thinking of using a unique phone number to track effectiveness.

          Full car signage costs about $1200 here.
          David, a unique phone # (maybe a 800# for when you're travelling?) or a unique web address redirected to your main site with a bit of tracking code installed?

          As a signmaker, I would totally recommend going with a full wrap (if that's what you meant by full car signage) if you can get a good design installed on your car for $1200. Full wraps jump out in traffic way more than a little 1'x2' magnet ever will. If you do go the magnet route, for the love of all things marketing, put one on the back of your car (same goes for your full wrap, put a strong call to action on the back) as nobody sees or pays attention to the ones on the side of your car but someone is always behind you in traffic and they can't help but read what's there while sitting at the light. Seriously, try not to read the advertising on the back of the car in front of you at the next light you catch red.

          This is probably worth a whole new topic over at LBB.

          Cheers,

          Pasha
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  • Profile picture of the author Charles Harper
    If you are part of the War Room I am going to post a tip.

    Charles
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    • Profile picture of the author flnz400
      Originally Posted by Charles Harper View Post

      If you are part of the War Room I am going to post a tip.

      Charles
      I check around...what's the name of the thread?
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  • Profile picture of the author Loren Woirhaye
    With RE agents I would advise you to not focus on
    making a website for the agent. That stuff is personal
    branding crap and it does little to sell houses unless
    done in a big, big way.

    RE agents may know this intuitively. They may already
    have tried a site and seen that it didn't work very well.

    What you CAN do is say something like - "what if I could show
    you a way to revive an old listing instantaneously".

    Most real estate advertising is BAD advertising. If you can
    write strong copy or hire it done you can offer your ad-writing
    services for a cut of the profits. Since the agents are B.r.o.k.e.
    they won't want to pay you anything up front but you may
    be able to work out a paid-for-performance deal.

    Harlan Kilstein had some thoughts about this a while back. You
    might look him up and see if what he says makes sense to you.
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  • Profile picture of the author rmx
    I used to provide a service to companies. (not internet marketing)

    In the beginning the only market I knew that could use my services was
    the RE market. I had some success but found agents/brokers very
    hard to deal with.

    When times are tough, they don't want to spend any money (or don't have any).
    When they are selling lots of houses, they don't think need to do anything other than
    what they are doing. They also have very short attention spans. In their defense it's a
    very tough feast or famine business for most of them.
    They can be very hard to work with.

    I know I used to be one :-)

    As soon as I found other markets that could use my services, I stopped
    working in the RE market and did much better.

    My advice is the change markets.

    RMX
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  • Profile picture of the author Eric Stanley
    Here is the biggest secret that has already been revealed: Get involved with local business groups and your local chamber of commerce and get to KNOW your clients. I'll take a semi-warm lead anyday. I joined my local chamber a not too long ago and let me just say it is the best thing you can do if you want to create a sustainable offline business offering list management, seo, whatever it is you can do for them.
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  • Profile picture of the author intratec10
    Originally Posted by Jakehyten View Post

    I was very interested to try out the offline gold methods because i can see how most company websites have NO opt in form or a way to capture visitors. So in essence they are absolutely wasting those visitors and money. I really cant see a busines saying "no i dont want a way to capture information and be able to market to potential clients forever"

    I have been calling real estate companies that have websites in my local area. Ive made about 100 calls and talked to 22 brokers and not a single appointment. I basically follow the exact script in the thread "stupidly simple cash cow" and for brokers to hit it home i use an example. I tell them that not having a way to capture potential customers would be like holding an open house and not getting peoples information so that you could follow up. DUH!

    I know 22 people isnt a lot but i just want some input.

    Still not even a single 15 minute session. Im starting to thing that the real estate business is the wrong one to go after. Whats up? Who should i target.

    Anyone having success with the method and wanna share some insight?

    I have a method that is working for me. I posted it on this thread Here. Just scroll down to my

    post and take a glance.
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    kill the mortgage. ....i'm the guy they tried to hide.

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  • Profile picture of the author Jesus Perez
    I think real estate is a terrible market for this. Seriously, just how much repeat business do you think they get? Not much I suspect. It seems like a business where you try to catch that one qualified prospect and sell them. If they don't bite, they move on. So an email capture is useless. What are they going to email about? An apartment on the beach when the subscriber already rented somewhere or showed zero interest?

    Now, tell them you can send 50 new, fresh prospects every day and they'll beat your door down.

    Find another market.
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  • Profile picture of the author GoGetta
    Here is my input here from experience, Maybe you will see it but it is on page 2 so maybe not!

    First off cold calling can be extremely effective if you do it right! There is believe it or not a right and wrong way to do it.

    First off,

    How much research did you put into the 22 businesses you called? Where did you get the numbers from?

    This is so important. I could get 20 business numbers right now and pitch at least 6 or 7 of em if I researched it well. You can find targeted leads online for cold calling for FREE easily. Picking a list of numbers at random will not get you results or will bring you minimal results! You will have to call 100s of numbers to find somebody interested. Its like anything, preparation is key!

    How long have you been cold calling?

    If its your first time out, I congratulate you on taking action but its a numbers game, especially at first. I would recommend you call a niche you know a little bit about first. This will help as you can then talk the lingo as they say!

    Secondly, Script!

    What you say and how you say it is crucial. Reading of that direct mailing from the cash cow thread is a waste of time. That has been written for a direct mail! You are beating around the bush to much with it, especially if you are reading it word for word! Receptionists or business owners will see you coming a mile off!

    Regardless of what you offer, you will fall in the advertising bracket if you beat around the bush! Be straight up, tell them what you do and how they will benefit from listening to you! Keep it short and sweet!

    If there not interested move on! Make more calls! Do that and you will gain experience and become better and better.

    Ask yourself,

    "If you were a busy business owner, what could someone say to you that would make you stop and take note!"

    Focus on the benefits from the get go!


    Cold calling is hugely effective if done right for anyone, however shy you are. It takes a short while to get used to but once going can be so profitable its unreal!

    Look at all the companies now that employ cold callers! They do it because it WORKS! Period!

    See for yourself > Here

    Just my 2 cents!

    GoGetta
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  • Profile picture of the author JohnSpangler
    I agree with a number of points in this thread as I work offline right now and have been since August.

    Find the companies already paying for advertising-meaning right now-placing ads in the local coupon book, newspaper- pay attention to radio commercial and tv commercials for local businesses who are paying to get customers.

    They have their wallets out raising their hands saying I want more customers because if they had more than enough they wouldn't be paying for ads right now so capitalize on the low hanging fruit.

    This morning I had a real estate agent contact me to ask if I'd be interested in producing some videos for his houses for a very small hourly rate.

    The real estate market is one I personally try to stay away from as I haven't found much success there but have with companies that say sell mattresses.

    I hope that helps,

    John
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  • Profile picture of the author botorparen
    Banned
    [DELETED]
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    • Profile picture of the author kf
      Cold calling is a tough game. And, IMO, requires a really thick skin.

      The numbers I was told is 20 calls, 4 sits, 1 sale.

      When I did the off-line thing (13 years ago), it was an additional struggle b/c I spent a lot of time educating people about the Internet and why they should care.

      B/c I came out of a corporate environment and had no direct sales experience, what I did was find somebody I could learn from.

      In my case, I was running an Internet directory for local practitioners in a certain market (also sold directory space online to practitioners who were not local). Today you would call it a portal. To off-line prospects, I called it a 'directory' or 'magazine'.

      So I looked for someone who was doing something similar using traditional medium. Ever see those little magazines you get in hotels --- they show you a few local attractions, but are mainly an advertising vehicle for local businesses. I found the publisher, asked him to mentor me, and then shadowed him for a week while he did calls.

      The man was a master. Seriously, I learned sooo much about sales. He would walk in to a restaurant that had ads in 4 of his 5 magazines (different versions for different locales). The owner would say - not this time, don't have the money, not seeing ROI - and he wouldn't even address the objections. He'd wave his hand like 'no biggie - that's not why I'm here anyway'.

      He would chit chat about their family, his family, the road construction and how it might impact business, the upcoming tourist seasons.... whatever. Before we knew it we were being comped a meal and -- 9 times out of 10 -- before the meal was over the owner would be back with a cheque and an order for the advertising he (initially) didn't want to buy.

      I went this route for a while. Made good money but I just didn't like direct sales.

      If you're struggling and have no experience with sales, find someone who does it and ask them to mentor you. They will be flattered. Most sales people are not viewed with high regard so they will welcome your interest -- and the ones who are really good at it are a joy to watch.

      Also, the motivational stuff - Zig Zigler, Brian Tracy, etc - is also helpful.

      FWIW, I found networking to be really effective - speaking at local business groups, trade shows, chamber of commerce, etc (as others have mentioned above) - this all positions you as the 'expert' and 'go-to-guy (or gal)'.
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      Those who stand for nothing, fall for anything. ~ Alexander Hamilton
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  • Profile picture of the author thegeneral777
    Gday - OK time to blunt.....GO AND TALK TO THEM.

    Every single person I've talked to has been interested.

    I also give them a "marketing pack"....this is free Maps listing etc.
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  • Profile picture of the author haridasz
    That's all you did...22 calls!!

    Common...you need to keep on trying...

    There are a few other method to try too..
    cold call, letters, friends and family,

    This owrks dude..

    I was so serious about this that I have bought all note worthy materials on this. Just practise, practise, practise...

    And be confident of your skills...believe me you know more about this stuff that 99% of the business owners out there....
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