OFFLINE ESSENTIALS #1 - Personal Contact

11 replies
It's really EASY to get new clients - you just need to take a walk, look for small or "mom and pop" companies and chat up their owners.

But wait a second.
"Chatting up the owners" means interacting with people - that's harder than it may sound!

You need to develop a positive body language:

  • stand straight up - chest out, shoulders back, stomach in.
  • keep your head up - make eye contact with every person you talk to.
  • talk with a soothing voice.
  • don't cross your arms, don't touch your face.
  • move slowly - imagine you're wading through a swimmingpool.

And when you're standing in front of the door.. say to yourself "I'M IN CONTROL OF THIS SITUATION!"
Then, don't think any further - just open the door and walk in! (YOU'RE THE BOSS, YOU HAVE THE KNOWLEDGE, THEY *NEED* YOUR SERVICE!)

Just do it - this is almost like a phobia: you need to confront yourself with the thing you think you can't handle.

And believe me - after a while, walking into stores and chatting up the manager becomes a FUN thing to do!!! YOU'LL LOVE IT!

CHEERZ!
#contact #essentials #offline #personal
  • Profile picture of the author Frank Bruno
    Thanks for the tips but wouldn't it be easier to sell to a group of business owners all at one time rather than trying to sell one at a time?


    Frank Bruno
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    • Profile picture of the author ChrisByrns
      Originally Posted by Frank Bruno View Post

      Thanks for the tips but wouldn't it be easier to sell to a group of business owners all at one time rather than trying to sell one at a time?


      Frank Bruno
      Sure thing, Frank. BUT when i started promoting my services to local companies (i was 18 back then, that was 12 years ago) i was really afraid to walk into them stores and ask for the manager.. i couldn't even think about speaking in front of a crowd. Until i learned some basic things an image coach told me.

      I think, you need to learn to walk before you can run - but that's just my own humble opinion.
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  • Profile picture of the author TorontoCarol
    Good for us to remember that we have the knowledge and we need to step out of our comfort zone. I met with an offline web systems manager recently and when he told me how much their clients pay for a site and hosting, I got a little nervous.

    But then I started asking questions: what about this part of your service? do you include this? etc. and before long he was scribbling away in his little notebook and telling me he'd have to get back to me with the answers.

    I ended up having a great old time and two hours flew by. Now if a still learning old lady can do it, anybody can.

    Carol
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  • Profile picture of the author AlexKaplo
    Hey there,

    Really like the post man, great tips for offline sales reps, and marketers. Also, when doing video or doing a live presentation, standing up straight and speaking loud are key elements to become an authority.
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  • Profile picture of the author artwebster
    I never could stand up straight but have to talk loud.

    Generalisations are wonderful things but ABSOLUTELY, LETHALLY DANGEROUS when given as advice like this.

    The most basically trained new face to face salesman will (should) have been told right from the start that the best way to get close to a prospect is to reflect aspects of him.

    What's the point of a salesman standing up straight and playing pouter pigeon with me if it puts his eye level two feet above mine?

    What's the point of talking with a soothing voice - I'm partly deaf and would soon be shouting at you to speak up! I'm also coot and old enough to think you were humouring me - "Poor old dodderer - a bit past it - I'd better slow down!" The speed of my listening is great, it is just the quality that is lacking!

    Don't cross your arms? If your prospect crosses his arms and that is not a sign that he is trying to hide from you (anybody ever learn about body language?), you had better cross your arms too!

    Doesn't anybody teach absolutely basic sales techniques any more?

    Move slowly - wtf is that about? Somebody moves slowly around me and I think, poor old fashioned coot that I am, that they need the toilet, a chair or assistance.

    If you want to do a face to face presentation, above all else, be true to yourself. How many people can keep up a false front all the time as suggested in the OP? It's a great way to impress someone - trying to lie when your own body language will scream at your prospect that you are not what you claim to be.

    As for "I'm the boss' and they 'need' my service - this comes right out of the back pocket of the snake oil charlatan. Unless you are prepared to actually provide a service, don't insult the intelligence of the person you are about to talk to. While it is possible to take control of a conversation, it is impossible to impose your will on it.

    A good salesman never sells, he gets people to buy from him - there is a world of difference and I am shocked that this seems to be news here.
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    You might not like what I say - but I believe it.
    Build it, make money, then build some more
    Some old school smarts would help - and here's to Rob Toth for his help. Bloody good stuff, even the freebies!

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  • Profile picture of the author Colin Evans
    What does walking up to a mom and pop store and standing there selling stuff have to do with internet marketing?

    That said, I agree with artwebster - getting orders offline requires a lot of skill and my most successful salesmen were those who used the mirroring technique - the old english colonel types didn't make many sales...
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    Sig not working today - too hung over...

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  • Profile picture of the author GoGetta
    Good Advice Chris.

    The approach to the sale or the prospect is in essence the most important aspect of either walking into a brick and mortar business or calling up a brick and mortar business.

    If you dont have belief or confidence you will never convince anyone that your product or service is good! When I am prospecting I think of one sentence:

    "I am doing the business owner a favour by contacting them, they are not doing me a favour by listening!" I can easily move onto a competitor!

    This is usually the ticket to successful selling in the offline niche! I have been doing it 3 years and cold calling. These points by far weigh out all other things!

    GoGetta
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  • Profile picture of the author artwebster
    Hi, GoGetta,

    You didn't read a single word I wrote, did you?

    "I am doing the business owner a favour by contacting them, they are not doing me a favour by listening!" I can easily move onto a competitor!

    I read that statement several times and I don't believe for one second that you believe it. What you are saying, effectively, is that unless you get the red carpet treatment, you aren't going to earn money from anybody who does not welcome you with open arms or roll over and play dead.

    You are right in one thing you say, the approach is all important. My approach has always been - what do I need to know to help these people? Think about that and, if your current stated approach is earning you any money, mine will at least quadruple it.

    The art of salesmanship boils down to having a confrontation and both sides declaring themselves the winner.

    The art of training salespeople boils down to knowing what works, why it works and explaining the methodology of applying the interlocutors art to the prospect and taking away from him everything that he tells you he needs to have taken away.

    I really do get so tired of people spitting out the half digested pips from some obscure book written by a wannabe but can'tbebotheredtobe author who knows just enough to be bloody dangerous and without the sense to realise it..
    Signature

    You might not like what I say - but I believe it.
    Build it, make money, then build some more
    Some old school smarts would help - and here's to Rob Toth for his help. Bloody good stuff, even the freebies!

    {{ DiscussionBoard.errors[675136].message }}
    • Profile picture of the author GoGetta
      Originally Posted by artwebster View Post

      I really do get so tired of people spitting out the half digested pips from some obscure book written by a wannabe but can'tbebotheredtobe author who knows just enough to be bloody dangerous and without the sense to realise it..

      I dont knwo how you came to this???? what obscure book? you lost me there?

      I have just stated how I think when I approach business owners everyday and it works for me just fine. This is the way I have done it for 3 years, 2 of which were for a company that recently sold for $30million plus! That was an internet marketing consultancy and this was the same approach!

      So if you can quadruple that, good on you! Its funny how you shoot down something that is WORKING for me right now! I dont sit behind my PC spouting of pips of information taken from elsewhere and post theories. This is what I do day in day out, this is where I make most of my money with IM!

      If you don't agree with what I say thats fine, this is a forum and everyone has there own opinion but to say you could quadruple what I do becasue I am effectively doing it all wrong is just funny! How can you come to that assumption!?

      Anyways, it was my opinion and what works for me! I hope yours works for you as well as mine works for me!

      GoGetta
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  • Some pretty socially awkward people manage to sell successfully in person and over the web for one big reason: they care about giving the customer what they want.

    You have to go in knowing you have something they need, and be willing to listen to them and let them know that is your priority. Body language and vocal tenor matter for some interactions, but what people REALLY want is to know how you can benefit them.

    If that gets communicated, the rest is icing.
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  • Profile picture of the author artwebster
    what people REALLY want is to know how you can benefit them.

    This is the crux of the matter, as I said, what do I need to know to help these people.

    If I was full of my own importance and feeling how lucky these people were that I just happen to have enough time for them to be able to worship me and be grateful I called, I think my cold calling days would be over.

    The only 'salespeople' I know who use this type of approach are order takers going on fixed appointments to demonstrate a product. Rank Xerox salesmen were very much in this mould until there was some real competition.

    As for my assumption on quadrupling your results IF you approach businesses the way you claim to, that is based on over 40 years experience in the field selling direct and training salespeople by example and in the class room.

    Believe me, if I was fit enough, I would not now be sitting at a computer waiting for someone to come and put me to bed. I'd be out there - selling.
    Signature

    You might not like what I say - but I believe it.
    Build it, make money, then build some more
    Some old school smarts would help - and here's to Rob Toth for his help. Bloody good stuff, even the freebies!

    {{ DiscussionBoard.errors[675932].message }}

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