stamford

great thread.. very interesting views. Ken5000 were all your calls to the same niche? what route did you take? the quick one or the aida one? well done anyway

Gladiator

"Grease Monkey" is demeaning to friends of mine who are auto Mechanics.
Captain Kirk calling Dr McCoy "Bones" might also be demeaning to Dr's LOL Dr. McCoy - I'm a Doctor not a... - YouTube

*just a little fun

Andre

Are You A Sick Marketer?

DexterGallagher

Ken,

I have several approaches as follows:

1) I make sure the emails I send has the persons name in it...then once I have emailed them I track it with yesware until it is opened - if after 48 hours it has not been opened I telephone and ask to be put through to "Joe", if the gatekeeper asks "what is it about?" I tell them "it is regarding the email exchange Joe and I have had"...then I am put through. Then I'm in!

2) Call them up ask for name on email Joe, and once I am put through after following above points in 1 - I just ask "Joe, I sent you an email asking if you could you handle 2 or 3 more customers every week - did you get it?" 90% of the time they say no they didn't get it (this could be to do with their spam settings etc), and they usually get the conversation back to how they can get these extra customers.

I am targeting various niches such as restaurants, dentists and lawyers.

Dexter

DexterGallagher

Yes I have several of WillRs WSO's and others, they are on our website and I give access to my VA to do them.

Working various niches, answered the gatekeeper question in the above post - try not sound like a sales man.

Regarding pricing I ask how many pages and do it that way, i however they "have to think about it", I do tell them the price I have quoted is an introductory offer and will go up, as I explained earlier in a post I increased the price and they still bought!

I include hosting for the first 12 months and it is a one off cost, the only ongoing is for the following years hosting and domain. Content updates are included up to 6 minor amendments such as a new offer, new coupon anything over 4 lines is charged at $85.

mrtrance

What if we bypass the email route and just did the cold calling to these businesses. How or what sort of opening would be good to bypass the GK and then once we are connected to the person who is the DM. Since we did not sent them an email what sort of opening do we use here? Have you just done the straight cold calling with no prior emails and what was your success rate and what did you say to get to the DM and then close the sale?

DexterGallagher

I have been trying something without email, just cold calling and it has been working rather well.

When I call, I listen and usually the GK answers the phone and includes their name, if they don't I sometimes say, "sorry I didn't catch your name?"

As I have some software that draws the business, business owners email and website I have their name usually in the email or on their "about us" page.

I then asked to be put through to "Joe", if she asks what's the call for, I just tell her it's regarding the email exchange I have had with Joe. The only time I get a no is when Joe is not in! I try not to use their full name as this SHOUTS OUT - SALES CALL!

Been working for 2 hours this morning and closed 3 up to now at $895 each and I have 5 mock ups to do for tomorrow, not even half way through the day!

You have to separate yourself from the "other sales calls" and the best way is not to sound like a salesman. :rolleyes:

It you get caught out, an old sales coach once told me, just ask the gate keeper, "if you were I, what would you do to speak to Joe?" They will then tell you the best way.

Hope it helps.

Dexter.

ken5000

Thanks Dexter for your response. Sounds like you have a good thing going. Just one thought that I had...you are not charging for hosting for one year, but what if you charged less up front and then went ahead and charged a monthly hosting cost. Perhaps some businesses would not be taken back so much by the initial cost? Just an idea.

Stamford, I'm just getting started and was planning to try focusing on dentists, but I've heard that several other niches would be just as good or possibly better. I'm still working a full time job and don't really have time to make calls, so I'm hoping I can get started with emails.

Jarrod

Dexter, if you don't mind sharing, what is the name of the software/scraper tool you are using that pulls the owners name? I have one I have been using but it does not pull that piece of info. It does, however, pull whether or not they have a mobile site or not. Does yours do that as well?

mrtrance

Thanks for the info.

If you are saying trying to reach a dentist, chiropractor, surgeon, etc. that are in the professional fields do you still use their "first" name as well? And for these types of businesses do you try to call like after 5pm or before 9am since anytime during the day most are busy with patients and the GK will most likely tell you that and try to take a message (at this point we can't really say that we are calling about an email exchange since she will be writing that info down and giving it to the dentist, chiropractor, etc. and then they might figure out that they never had any sort of email exchange with you). If they say they are not available do you ask what is the best time to reach them, but then at that time you might come off as a salesperson.

Once you get connected to the DM do you use a quick approach by just saying that you navigated to their website on your mobile phone it is hard or difficult to navigate or not mobile friendly? What do you say at this point to close the sale and get payment info? Is it pretty short (i.e. MrBill approach) and to the point or do you have to explain a bit before they are onboard?

J23

Hey Dexter,

Glad to see you having success with this. I just had a quick question about your strategy. I see you mentioned mock ups. Do you make these mock ups before even contacting the business owners to show them what their site will look like once it's mobile optimized, or do you wait until actually getting them signed up?

I've heard of people doing it both ways, so not sure how you were going about it.

DexterGallagher

I only charge $60 for 1 years hosting so I can't see how this would work? I am selling them so that is all that matters to me.

Dentists are difficult unless you have the either the practice manager or owners name. Where are you based?

DexterGallagher

I have been using 2 tools, Mobile Renegade (AWESOME! it also tells you if mobile or not) and a paid search on a credit reporting site this gives me the owners full name and email address this covers small businesses all over the world and at $899 per year for 3000 searches isn't cheap but is certainly worth it.

DexterGallagher

As first I did, it took me half of the day to complete 50 mockups and the rest of the day creating emails and videos.

Now I am trying ways, the first is a cold call and if they want to go ahead I email over a full working mobile site.

The second is to email out say 100 leads using gmail, track them using yesware and in the email I put that I have created a mock up of their mobile optimized site, if they want to take a look email me back - and they do!

Out of these I can get between 4-7 asking to see the mock up, then I use WillR's Minute Mobile Mockup, once that is emailed over and it is opened (yesware tracks that the email has been opened and the link clicked to the mock up), I then call them and ask what they think? This way out of 7 I can close 5. They pay me using their credit card (I don't use Paypal) and I create the full blown site (outsourced costs me $10 per site) and upload it to our hosting.

With the cold calling, I can call more people than 100 and sales is a numbers game - don't let anyone tell you different!

Dexter.

ken5000

Dexter,

I just have a few quick questions...

1. What types of businesses have you been most successful at targeting?

2. When did you break through and start making sales?

3. Are you finding that cold calling brings you more business than email marketing? I have Mobile Renegade too and it's awesome. I can usually get the business owner's name from his website.

4. Is there a reason you don't use Paypal?

ken5000

And thank you so much for you help. To your success!

ken5000

If I cannot be on the phone, but can make and send mockups via email, would you consider that a good use of my time? Do you get a reasonable response rate that way?

mrtrance

Dexter,

Could I get your feedback on this?

Mobilize

Hi Dexter,

Can you please tell us which credit reporting site you are referring to?
I've been wanting to sign up for a service like this.

Thanks

RichardDean

There is no art to what mr.bill says he is doing... I hang up on people like that everyday. The ones that really get the business are the real sales men.

I'm over helping out a friend in his office and they get 5 times the calls I get and people dropping in.

I was in the mortgage business for years I seen them come and go and the ones that did it like my post they were the ones that made the big sales and money like me.

The mr. bills they all left or made very little money to the true ones because in the long run that does not pay off.

No art in his way at all

Richard

5 Minute Mobile Sites... My Next WSO Comming Soon.

J23

Thanks for the response. I like the idea of emailing them and telling them you already have the mobile mockup ready, so that way you don't waste time making mocks for people who aren't even gonna respond.

Who exactly do you outsource the full site to? If it's a personal source, do you mind sharing where you hired him from (I'm guessing oDesk or something like that?)

Do you use Will's templates for the full site too or does your outsourcer do something different?

Lastly, it sounds like you host all of your clients site's on your own servers. Howcome you do it that way instead of hosting it on the clients server?

Thanks!

DexterGallagher

I don't target this type of client...so cannot comment.

The only ones I have limited contact with are dentists and I use their FULL name.

Dexter

DexterGallagher

I outsource to someone on Odesk, all the software is on my website that the outsourcer accesses, it is backed up before they start work and after in 2 separate locations - just in case...

I use WillR's MMM and Jump Mobi (got in when it was $67)

2 months ago I targeted a particular niche in the UK and I secured 3 sites who all wanted to host the mobi site on their own hosting, so I agreed! Within the first week I had to reinstall the sites for the 3 of them AND they would not pay me for this...even though in the contract it states only minor 3 line amendments are free on 6 occasions.

If you let your clients near it and they mess up AND THEY WILL, you will be the first person they call! So to avoid this situation I host them.

J23

So if I undertand correctly, WillR's MMM is just for the mockups, and then you (or your outsourcer) uses Jump Mobi to actually build out the full site?

Does Jump Mobi also provide hosting solutions or do you just use a regular hosting account like Host Gator or something?

Any other tools/software/services you recommend for someone just getting started? I'm trying to learn as much as I can before I start emailing people and I feel like I'm getting close, but I seem to have new questions popping up in my head every day haha.

WillR

Fair call Runles.

.

➨ Here's How to Make Your First $177 Online
This Week Using the Piggyback Method...

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ronr

I don't understand the hostility.

Mr. Bill has a system that works for him, makes sale and has done it for awhile. He was willing to share it and I can see it helping people. While it's not hard core sales, so what. It's a lot less intimidating for people who want to do cold calling but who are afraid or feel they aren't hard core sales people. In fact I shared what he was doing with a family member who was afraid to pick up the phone and make cold calls but because of what he was doing was simple they started doing it and didn't procrastinate.

There are different techniques and as long as they work so what. There are all different levels of selling. Just because you do it one way or isn't as high of level of selling as you doesn't mean the other one is wrong.

Ron

WillR

To those reading this thread, who would you rather listen to?

Richard who makes pizzas for a living...

OR

Bill who is actually doing this stuff.

Bill began as a member of my course and has since been showing me all of the websites he has been creating for these local businesses in Australia. I have actually been very surprised by his success. The difference between him and most is that he just got right out there and started doing it. He didn't talk about things or worry about what might happen -- he just did it. He has been showing me the sites he has been creating for clients week after week. He is actively making these sites and banking on them each and every week. I've seen more than enough proof of that.

Don't listen to those who are not actually doing what you are wanting to do. The fastest way to suceed is to follow those that are already doing what it is you want to do. Richard isn't and Bill is. So I'm sure you can all make an informed decision as to who you should really be listening to here. If you want to flip pizzas then listen to Richard. If you want to sell mobile sites then listen to Mr Bill because he definitely has a method that is working VERY well for him.

.

➨ Here's How to Make Your First $177 Online
This Week Using the Piggyback Method...

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Mr Bill

Thanks Will. I might also add that I would have thought that people who make sales are the "real salesmen". I have no interest in being a "hard core" salesman (whatever that means). There is one purpose and one purpose only in selling and that is to sell and make money. I'm not in this to win a "sales skill award" or to pontificate about how to twist someone's arm into buying something they don't want. If they want it, I'll deliver. If they don't, I'll leave them alone.

In my opinion there could not possibly be anything more annoying than a salesman who just wants to twist your arm, be annoying and "prove" that he can grind you down to the point where you eventually give up and hand over the cash. Where the goodness in that? By the time that's happened (which could take weeks) I've sold 10 sites and made more money and made more people happy.

Make the call, if they ask questions - by all means sell until they stop asking but if they are clearly not interested, fine. Hang up and move on. There are no awards given out for being annoying and wasting people's time.

It's been said that a "good" seller will sell anything to anyone - even if they don't want it. I call those people idiots and time wasters who make the world a worse place. I'm here to make money and I gladly exchange my sites for money with those who want them and I gladly leave people alone who don't.

And for those who are new to sales, don't listen to the losers, thieves and self title "professionals" (give me a break) who tell you the sales process needs to have some made up pseudo-scientific approach like "Approach, Desire, Objections, Closing" or any of that other garbage. They have no idea what they are talking about and need to wake up to themselves and stop trying to justify some WSO they bought that was written last century. They are NOT helping anyone! Those are the ones who feeding their egos and are usually the ones who will waste their clients time and end up feeding them some crappy 5 minute website. They are not really helping anyone and just polluting the world with their "slick" sales talk.

Be quality, deliver quality and just be yourself! Ring, tell them you can help them with their website and if they are not interested don't make their life miserable (and you look like a desperate wannabe cry baby) by rambling on and on and on and on. Just politely thank them for their time and hang up the phone. That's the SMART way to sell. Short, sharp and with a minimum of wasted time.

You're not there to marry them or build a "long term relationship" your job is sell a mobile website then move out of the way. If you do a good job (the only thing that matters) they will come back to you. Don't listen to them! You don't need some massive sales dance and wank to be an effective seller.

Gladiator

For some the right tone on selling mobi sites is a little soft type of sale and move on to the next call, what ever works! In may ways it is a numbers game. Maybe even look for a lay-down lol which would be nice! If you make enough calls you will get some easy ones!

Selling mobi sites is not nor should be a hard core/one call, boiler room type of close! It just isn't because there is no greed or urgency why they should get one today! Also because it is another "website" it is an old service with some hype in the eyes of the client.

You pitch should come across more like an expert, educating and giving the client many reasons and benefits to get the mobi site. In this case i would say it's like playing or being a professional, authority or a web Dr. giving advice. This is why you need a lot of patient with type of sale - most people don't get it and you have to be able to take a lot of time with every close.

I personally like to push a little more but you have to know when to stop and maybe leave things open so you can call back after they digest some of the info! Get the client in your sales funnel and sell them more services later!

Andre

Are You A Sick Marketer?

DexterGallagher

I find that if I have done a website for competitor in their field say plumber, I tell them that I have an appointment with another plumber in the same town regarding setting up a mobile website and 7 out of 10 times that gets their attention. They usually ask "what are you doing for them?"

I tell them a mobile website and SEO for the mobi site. They usually respond with "how much is that then?" My counter is, "depends on what you want? Now lets take your website...for a 7 page mobile optimized website we would charge $895 plus $99 per month SEO services. I can have your mobile site up in 3 days, is that good for you?"

They normally respond with "yes", then I say, "OK payment is with credit card that way you are protected" and I take credit card payments on a virtual terminal (NOT paypal!)

Scott Stevens

Where are you from, Dexter?

Yours in prosperity,
Skochy - The Musical Salesman

vnr406

Hi guys,

Loving all your input into this thread. I would like to ask your thoughts on the following and apologise if I am going over ground covered.

I am from the UK, I think in general we like a softer sell to other parts of the world having said that I see some very rich hardcore salesmen around.

I am not a natural cold caller but will give anything a go if required but the recent thing I have been mulling over is trying to be in the bussiness owners mind and not our 'I have a brilliant product for you mind'.

On doing some research and looking at companies/restaurants etc that do not have a mobile presence or are flash based etc I notice the following two most common scenarios.

1) Website is made by yell therefore from the owners point of view it's I have just paid or are paying yell £xxxx for a website and pay them a monthly fee why do I need your service or they can do it for me.My business is trying to save and make money not spend on something we already have paid for.

2) Website is designed by a webite/seo company, they can do a mobile site for me, why do I need you? Why would you employ another web service when you are already employing/using one?

Any thoughts guys and thanks in advance and once again sorry if I have missed anything in the previous posts.

Regards

Vince

goodbuys

ok,

Thanks for the input! How does having a mobile website increase sales, if the customer website is not optimize or SEOd. Lets, say the customer is not receiving any visitors to their current website. How can we help increase their customer base with a mobile website?

Thx,
Goodbuys

okdelivered

Great work, do you have resistance with their existing web developer, for script insertion and redirection

okdelivered

Hey Dexter, i like your sales strategy, it sound very encouraging, do you have any obstacles with the existing web developer in regards to script and redirection to mobisite

Scott Stevens

Hi Bill,

Great post - thank you.

If you don't mind my asking, where are you getting your leads? Are they paying advertisers?

Scott

Yours in prosperity,
Skochy - The Musical Salesman

DexterGallagher

Scotty,

I am from Charlotte NC, but currently in the UK on secondment for 6 months - hate the weather...

Dex.

DexterGallagher

1) website on yell is for desktop point out how many potential customers they are missing who are browsing on mobile devices- it works

2) You are a specialist in mobile development, if their existing web guy could do a mobile site why have they not suggested it before? Then say, I can get you a mock up in X, take a look at it and if you like it buy it - what do you say? Then shut up.

Dex

DexterGallagher

Wow, if you are asking that question, you are in the wrong section...

Just ask them could they cope with 2 or 3 extra customers this month? Most will say yes - then tell them you can bring the extra business to them (do your homework make sure there is mobile traffic AND they are already spending on seo or PPC!

Then ask them what the value of 2 -3 new customers would be to the business. 3 sales at $500 = 1500 per month x 12 months...compared to an investment of $1200 for a mobile website - Get it now?

Dex

DexterGallagher

Not really, as I try to help them and I even offer them commission if they get me a lead that turns into a sale....

DexterGallagher

Scott,

I am getting my leads from a credit source company, these give the MD's name and telephone number, no email or website though I am trialling 2 pieces of software to scrape yellowpages etc and it seems promising - it also emails to the selected businesses pretty cool.

Dex

DexterGallagher

I was in a restaurant last night and I struck up a conversation with the owner and he said to me point blank - "Why would I need a mobile website? I have customers!" I then saw a young couple around 20 ish and they where both no their Blackberry's, so I just said to the owner - "wait one minute".

I went to the couple and asked if they had looked at the restaurants website on their phones, they replied "yes", by this time the owner was right behind me. I then asked them what they thought, the guy said the site was hard to navigate, zoom in etc and the lady said that it was hard to get information from it. I then arranged 2 drinks to be sent over.

I then turned to the restaurant owner and said, "take a look out their" - opposite was another restaurant that had a large queue outside (1 hour - we had initially intended on going there but couldn't wait!) around 40 people waiting outside drinking wine/beer waiting for a table most using their mobile phones. And I finished with, "would you not like that queue?"

I then sat down and finished my meal with my wife and when we went to pay the owner asked how much would it cost to create a mobile site, I told him I would do an introductory price of $199 if he could recommend my companies services to 10 of his business friends and I gave him 11 business cards.

By the time I got home I had already had a text from one of them, asking for a meeting to discuss their mobile website.

Scott Stevens

I hear you, bro.

Well done on the success.

Yours in prosperity,
Skochy - The Musical Salesman

Scott Stevens

Great idea. I'd thought about doing this.

Yours in prosperity,
Skochy - The Musical Salesman

DexterGallagher

Also found a company who does outbound sales calls and I will give them a try, initially they wanted paying £100 per 100 calls, however I have negotiated £3 per lead NOT per call.

Scott Stevens

Nice one.

I once met with a company that does this. I think they charged £5k for a set period, but can't remember how long.

They came recommended, and were very professional, driving 2 hours to meet us:

Telemarketing, Telesales and B2B Telemarketing Services for UK Companies

Don't know if that will be of any use.

Yours in prosperity,
Skochy - The Musical Salesman

goodbuys

Unfortunately, my question probably is in the wrong section, but I like your suggestions, now it is time to get busy, this is something that I never really recognized, especially the PPC.

Thx,
Man, Enjoy

mobilemanic

I think you are missing a big point here. Your approach if I understand it, is a follow up call after an emailed video. The first thought will be what we all think when we get marketing calls. They are trying to sell me something.

You are just a voice on the phone. They have no trust in you. As soon as you start to tell them about your services, you have confirmed their suspicions, you want to sell them something and they hang up.

Perhaps when you call you could say something like" Hello did you get a chance to see the video I sent you a few days ago? Great! Could we set aside about 10 minutes of time on Monday to prove to you exactly how we go about adding a ton of more sales for your business." ( or something along those lines)

The phone call should be just to get the appointment only, not to pitch. Would you buy something from a voice on the phone? It's much more likely that if your in person pitch can show the business owner how it will add to his bottom line and is actually an investment and not another expense, you will close the sale.

If your selling just mobile sites alone, are they getting any business from their destkop site? If not, why would they be interested in a mobile site? Try to think as if you owned the business. They would welcome someone who they could trust is trying to help them grow their revenue. They hate being sold something. Hope this helps.

DexterGallagher

Mobilemanic,

My approach at the beginning of March was as you outlined, however I have moved on now from that, I may suggest that you read the thread fully to get the bigger picture.

I was wasting time creating videos and doing mock ups, I only now do mock ups for people who are biting at the bit and ready to order. At this stage we have discussed price and how long it will take.

Scott Stevens

Stealing this.

Yours in prosperity,
Skochy - The Musical Salesman

DexterGallagher

Scotty,

I find in the UK that the business owners of small companies are very skeptical when they get a cold call...they think how much will it cost me? But by mentioning their competitors in the SAME town or city they want to "protect" their turf so will do (within reason) anything to protect their livelihood.

One builder told me to sling my hook (using other words...) so I did what I said and contacted 4 other competitors of his in HIS town and got 3 of them to buy mobile websites, 2 weeks later the same builder who told me to go away called me asking how long it would take to build a mobile site as his competitors are getting all the enquiries - I explained that I had created mobile websites for them and he confirmed that was the reason he was calling...I told him £1300 and he paid! If he had not been rude I would have done it for £500 - his loss my HUGE gain.