who here ever one call close for a seo service ?

8 years ago

Originally Posted by Clautusoar

The more i call, the more i start to feel more comfortable talking to decision makers. Just out or curiousity, who here has ever cold called and then closed in the same day or after the call is done. Im in a situation where getting a job is not the answer, making a sale from my services in seo will be a major breakthrough, however i feel like i can one call close, but i dont think its possible.

And yes, i heard of a book called one call closing by claudue.

I believe the majority of the salespeople who hang out here
do one call closes - in person and over the phone.

IMHO - doing it any other way is just a waste of time, money and resources.

Altho - a few people like DaniMc put forward valid reasons to
continuously work your prospects with followups.

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Claude Whitacre

8 years ago

Originally Posted by Clautusoar

The more i call, the more i start to feel more comfortable talking to decision makers. Just out or curiousity, who here has ever cold called and then closed in the same day or after the call is done. Im in a situation where getting a job is not the answer, making a sale from my services in seo will be a major breakthrough, however i feel like i can one call close, but i dont think its possible.

Of course it's possible. Every sale I even made was closed in one call. I'm talking about many thousands of sales.

It does require a certain mindset.

Most top salespeople here prefer sales over several steps, while building rapport, and a relationship. This is perhaps the more advanced way to sell. And ultimately, the more profitable.

All of this is hunting or trapping.

By nature, are you a hunter, or a trapper?
Hunters go out and beat the bushes until they find something to kill and eat. An impressive skill. And a great skill to develop.

Some people are trappers. Trappers prepare traps, wait for their prey to fall into the trap.
These people tend to use marketing more. It's a more advanced skill.

Me? I'm a predator. I'm there to make the sale. Everything else is incidental.

But DaniMc, and other high level professionals do it the other way. They tend to build relationships, ask more questions, and let the sale kind of happen by itself.

The hybrid way is to go for the close on the first call, and if they have a reason to get more information, or see other decision makers...you let it take a few more calls.

All methods work, because we see masters that make fortunes just cold calling, closing on one call, building a funnel, use content marketing, only use networking, only advertise...

It's whatever you aptitude is.

But thinking you cannot close in one call is wrong. It may just be too uncomfortable for you to sell that way. And I suspect that guys like DaniMc could close in one call, if they wanted to, but have just chosen the "marketing client attraction, keep in touch until they are ready.. path".

There is no best way.

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Clautusoar

8 years ago

Originally Posted by Claude Whitacre

Of course it's possible. Every sale I even made was closed in one call. I'm talking about many thousands of sales.

It does require a certain mindset.

Most top salespeople here prefer sales over several steps, while building rapport, and a relationship. This is perhaps the more advanced way to sell. And ultimately, the more profitable.

All of this is hunting or trapping.

By nature, are you a hunter, or a trapper?
Hunters go out and beat the bushes until they find something to kill and eat. An impressive skill. And a great skill to develop.

Some people are trappers. Trappers prepare traps, wait for their prey to fall into the trap.
These people tend to use marketing more. It's a more advanced skill.

Me? I'm a predator. I'm there to make the sale. Everything else incidental.

But DaniMc, and other high level professionals do it the other way. They tend to build relationships, ask more questions, and let the sale kind of happen by itself.

The hybrid way is to go for the close on the first call, and if they have a reason to get more information, or see other decision makers...you let it take a few more calls.

All methods work, because we see masters that make fortunes just cold calling, closing on one call, building a funnel, use content marketing, only use networking, only advertise...

It's whatever you aptitude is.

But thinking you cannot close in one call is wrong. It may just be too uncomfortable for you to sell that way. And I suspect that guys like DaniMc could close in one call, if they wanted to, but have just chosen the "marketing client attraction, keep in touch until they are ready.. path".

There is no best way.

Couldnt you just take their cc information and then process the payments via paypal ?

I personally prefer to close on the first call, but i been getting alot of information on setting an appointment on the first, so i play it safe and set an appointment.

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kenmichaels

8 years ago

Originally Posted by Clautusoar

Couldnt you just take their cc information and then process the payments via paypal ?

I personally prefer to close on the first call, but i been getting alot of information on setting an appointment on the first, so i play it safe and set an appointment.

Then do it.

Not all advice is good.

Listen to your instincts, they are your best friend.

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kemdev

8 years ago

Of course the sales professionals will say you can close the sale in one call. It may even be true, sometimes. But I don't think any of them have sold SEO or web design services in one call, to a completely cold prospect. Prove me wrong and I'll shut my mouth.

Yes, you should chase that lay down close in one call, but it's the exception, and thinking it should happen every time "or you're not a real salesman" is only going to lead to disappointment and frustration.

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kenmichaels

8 years ago

Originally Posted by kemdev

Of course the sales professionals will say you can close the sale in one call. It may even be true, sometimes. But I don't think any of them have sold SEO or web design services in one call, to a completely cold prospect. Prove me wrong and I'll shut my mouth.

Yes, you should chase that lay down close in one call, but it's the exception, and thinking it should happen every time "or you're not a real salesman" is only going to lead to disappointment and frustration.

I do. Websites are ridiculously easy to sell in one call ... cold.
Easier now in 2015 then it was back in 1997.

I don't sell SEO. But, I bet if I did ... that would be pretty easy too.

With that said. Cold calling should only be a starting point.
Get started with cold, get systematic about things, learn from your mistakes
and then build a better lead source, that brings you in warm/ hot leads.

THEN if you don't close > 50% in one call your just being lazy.

Also, IMO ... running across a few lay downs is not the same as
one call closing.

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Claude Whitacre

8 years ago

Originally Posted by kemdev

Of course the sales professionals will say you can close the sale in one call. It may even be true, sometimes. But I don't think any of them have sold SEO or web design services in one call, to a completely cold prospect. Prove me wrong and I'll shut my mouth.

I was selling in person, cold calling in person. But I've made plenty of sales ($4,000), popping in to talk to someone I've never talked to before.

Originally Posted by kemdev

Yes, you should chase that lay down close in one call, but it's the exception, and thinking it should happen every time "or you're not a real salesman" is only going to lead to disappointment and frustration.

That's an interesting take on it.

To me, it's not the exception at all. It's the only way I sell. Nobody gets a second call.
And it costs me some sales. But I sell more than I lose, because of my "One shot rule".

On the other hand, most people don't have my self-image. To some people, the "one call close" could really be the exception.

And what leads to disappointment and rejection? In my experience, what was always the most frustrating to me was being forced to make the multiple calls. All the time wasted on people that were never going to buy. If someone is going to reject you, why not limit that to one time? Why let someone reject you over and over again, with only a slim chance at reward? Knowing that a person isn't going to buy from you (partly because you refuse to call them again) is liberating. Forgetting that person, and moving on to someone else, is a form of freedom to me.

There are people that make multiple calls that are "real salespeople". Some are very successful. But let's be completely honest here, you don't like the idea of cold calling. You don't like the idea of trying to close in one call. I get it. It's uncomfortable for you, as it is for most.

But pretending that there aren't lots of salespeople out there making high end sales in one call, to strangers....is just silly.

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Claude Whitacre

8 years ago

Originally Posted by Clautusoar

Couldnt you just take their cc information and then process the payments via paypal ?

I personally prefer to close on the first call, but i been getting alot of information on setting an appointment on the first, so i play it safe and set an appointment.

I don't think that's playing it safe. If you have the decision maker on the phone, why make them listen to a second call?

Originally Posted by Clautusoar

Couldnt you just take their cc information and then process the payments via paypal ?

Of course. Or you could get set up with a Credit Card processor. Or take check over the phone (Ken knows how to do that, I don't)

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chamberlain

8 years ago

Just started outbound this week selling design/seo and have not had a 1 call close yet but see it easily happening. Assume the sale. I used to sell IT Training kits over the phone between $600 and $1,600 and would have a one call close almost daily.

I close 70% of inbound from Craigslist on the first call. It's a warm lead but easily done. I litterally tell them that I am sending them a scope of work and an invoice for the 50% deposit (assume the sale). Rarely does anyone say just send the scope and not the invoice.

It really just depends on your comfort level though. I have been at this for 15 years, know my product very well and very comfortable on the phone.

I will let tou know if I get any outbound 1 call closes next week.

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animal44

8 years ago

Originally Posted by Clautusoar

Just out or curiousity, who here has ever cold called and then closed in the same day or after the call is done.

Depends what you call a close.

I "closed" 5 appointments from 10 calls once. More often I'd "close" 1 appointment from 10 calls. These weren't sales because I insisted on a consultation before closing the sale to ensure I understood what the client was trying to achieve.

Your success will depend mostly on the quality of your list. If you're randomly scraping numbers off the web, then expect a high rejection rate. If you're responding to a wanted ad for SEO services - I wouldn't call this a cold call - then there's really no reason why you couldn't close on that call.

I don't like cold calling. especially for things with a poor reputation like SEO and web development.

I'd suggest networking and referrals is a far more effective way of getting high quality clients... Oh and did I mention JVs...!

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Clautusoar

8 years ago

I'm going to one call close tomorrow. Im tired of waiting for no reason, but experts suggest to not to close on the first. But i dont care anymore. I just dont want to wait i wanna close, and do techical seo work

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DaniMc

8 years ago

Originally Posted by kenmichaels

I believe the majority of the salespeople who hang out here
do one call closes - in person and over the phone.

IMHO - doing it any other way is just a waste of time, money and resources.

Altho - a few people like DaniMc put forward valid reasons to
continuously work your prospects with followups.

Totally agree that it is best to do it in one call. However, it really depends on the product.

SEO - Absolutely - Close that deal hard.

Originally Posted by Claude Whitacre

But DaniMc, and other high level professionals do it the other way. They tend to build relationships, ask more questions, and let the sale kind of happen by itself.

The hybrid way is to go for the close on the first call, and if they have a reason to get more information, or see other decision makers...you let it take a few more calls.

With marketing services - I would absolutely go for the close. Hell, I would even start closing right from when they answer the phone - "Hi you don't know me but if I can show you exactly how I have helped other *restaurants*plumbers*HVAC* businesses close $20,000 per month in new clients, will you buy from me today?"

I think it works best when people know right away that you are there to sell them - especially on these type of services.

I would still plan out 5-10 additional touches - call-backs, emails, texts, visits - you can close a high % if you never give up.

So, you make 100 calls per day. You will close a lot more people on call #2 than call #1 - so as many 2nd calls as possible will increase your close ratio.

I'd rather talk to 100 good prospects on call #8 than 100 totally cold prospects on call #1.

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Clautusoar

8 years ago

Originally Posted by DaniMc

Totally agree that it is best to do it in one call. However, it really depends on the product.

SEO - Absolutely - Close that deal hard.

With marketing services - I would absolutely go for the close. Hell, I would even start closing right from when they answer the phone - "Hi you don't know me but if I can show you exactly how I have helped other *restaurants*plumbers*HVAC* businesses close $20,000 per month in new clients, will you buy from me today?"

I think it works best when people know right away that you are there to sell them - especially on these type of services.

I would still plan out 5-10 additional touches - call-backs, emails, texts, visits - you can close a high % if you never give up.

So, you make 100 calls per day. You will close a lot more people on call #2 than call #1 - so as many 2nd calls as possible will increase your close ratio.

I'd rather talk to 100 good prospects on call #8 than 100 totally cold prospects on call #1.

I get leads off manta, yellow pages, you got any other suggestions on where i can find more business directories ?

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DaniMc 8 years ago

Originally Posted by Clautusoar

I get leads off manta, yellow pages, you got any other suggestions on where i can find more business directories ?

These have excellent data:
https://www.coleinformation.com/prod.../business.aspx

Business Mailing Lists

https://www.experian.com/small-busin..._business_0520

If you don't have a lot of money, and are in the US - sign up at your library and get Reference USA. You can then login from home and download business contacts for free, including phone numbers. I got started with this one.

ReferenceUSA
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Claude Whitacre

8 years ago

Originally Posted by DaniMc

So, you make 100 calls per day. You will close a lot more people on call #2 than call #1 - so as many 2nd calls as possible will increase your close ratio.

I'd rather talk to 100 good prospects on call #8 than 100 totally cold prospects on call #1.

I want to make sure I understand.

Do you mean repeated calls to the same person that you have already presented to? You mean you will sell more to the exact same people, on the 8th attempt (by itself) than on the first attempt? (I mean just the 8th attempt, not cumulatively)

Or do you mean that if you call the same list, and you'll sell more on the 8th call because now they are ready to hear a presentation?

In other words, on the 8th call, after the presentation..

Or on the 8th call, you finally give the presentation?

Or do you mean it may take 8 calls (or whatever number) to really ask all the questions and provide all the answers needed to make a decision. In other words, the presentation takes place over multiple calls?

It's a serious question. I hope I made my question clear.

Whatever your answer....I would rather make 100 calls to people that have said no to me already, than 100 cold calls, because in 100 cold calls, I may only get through to 5 or 10 decision makers, and maybe only have one conversation. And familiarity eventually builds trust and rapport.

Is that what you are talking about?

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Michael Nguyen 8 years ago

Here's my take:

I sell SEO & Adwords and what I've noticed so far is, it takes more than 1 call to close the deal. The first call is the interruption call. They are interested at this stage but have not seen/head enough to make a decision due to timing, and also the call was out the blue.

I will then schedule a follow up call to do the needs and analysis. After I've gotten that information, I will then do a one screen presentation and then close (this could also be in the form of an email proposal).

I might have to call the number 6-7 times to reach a decision make eg GK, No answers etc

After I've got the DM it will take 6-7 interactions before its closed. Maybe I've made things difficult but when I closed that other deal earlier this year, it took:

49 Days from first contact to close
24 phone calls
18 emails
1 sms

The first call, he was driving, no one makes a buying decision while they drive and it was the same for the next 2 - 3 days before we started talking properly when he was in the office.
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DaniMc

8 years ago

Originally Posted by Claude Whitacre

I want to make sure I understand.

Do you mean repeated calls to the same person that you have already presented to? You mean you will sell more to the exact same people, on the 8th attempt (by itself) than on the first attempt? (I mean just the 8th attempt, not cumulatively)

Or do you mean that if you call the same list, and you'll sell more on the 8th call because now they are ready to hear a presentation?

In other words, on the 8th call, after the presentation..

Or on the 8th call, you finally give the presentation?

Or do you mean it may take 8 calls (or whatever number) to really ask all the questions and provide all the answers needed to make a decision. In other words, the presentation takes place over multiple calls?

It's a serious question. I hope I made my question clear.

Whatever your answer....I would rather make 100 calls to people that have said no to me already, than 100 cold calls, because in 100 cold calls, I may only get through to 5 or 10 decision makers, and maybe only have one conversation. And familiarity eventually builds trust and rapport.

Is that what you are talking about?

Seeing that most sales are made on the 8-15th contact (or something like that - can't remember exactly) and most sales people never even call back the second time, each phone call raises the likelihood of a sale by a large factor.

Let's say I am committed to making 100 cold calls per day. Instead of stopping there, I believe it is wise to then spend some time hitting those follow ups. Fortune is in the follow up.

Yes - the cold calls are all important - for that is how they get into the funnel.

But, to maximize the efforts of all that dialing, why not follow up 15 times? I don't mean just calling everyone back all the time. If you were actually able to reach the DM - don't just drop it there! As your offer sits in their head over days and weeks, they become more likely to buy.

For example - I have people who make my cold dials. They do this daily. Then, my team (the real sellers) - follow up with the people who had an actual conversation. We obviously ignore the people who tell us to go to hell. I want my real talent only having real conversations. It is such a waste of resources to have real talent making cold calls. That's a $15/hr gig at the most.

Even with warm calls, it doesn't matter to me if the lead put their info to 10 other companies - I will call more and will get that deal because the other companies almost never call again.

If I have gone through the expense and time of hiring callers, we aren't just going to hit them once. Saying no isn't the best way to shake us. If you need the service, we will find out and we will close you.

If I didn't have callers, and I had gone through the expense and time to really call on an effective scale, I'm not just going to try once.

It's like selling face to face. If the front line salesperson can't close the deal, the team lead gets involved. If the team lead can't close, the manager gets involved. If the manager can't close, the owner gets involved.

We don't blindly call everyone over and over - but we wring every drop out of that prospect list to maximize the investment.

I recommend the book "Predictable Revenue" - it is very good and is how I am building my company.

Imagine if you could eventually have 2,000 real prospects, who just haven't said yes yet. You could build a huge business just calling those prospects regularly, offering value and collecting more info.

EDIT: Just realized I didn't actually answer your question. We pitch them every time by adding value and educating them. There are no worse words in sales than "just following up" and "I'd love to meet with you" - I just coached someone making calls in my office because I heard her say "I'd love to meet with you." I told her to forget about what you want. Find out what she wants and tell her you can give it to her by meeting with her. So, every call is a pitch wrapped in education and helpful info "Did you know you can..." - "Here is what we did for another client just this week - here is exactly how it works..." and get the appointment. So, yes it's a pitch every time - but the key is to deliver value with each conversation.

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Claude Whitacre

8 years ago

Originally Posted by DaniMc

Seeing that most sales are made on the 8-15th contact (or something like that - can't remember exactly) and most sales people never even call back the second time, each phone call raises the likelihood of a sale by a large factor.

Let's say I am committed to making 100 cold calls per day. Instead of stopping there, I believe it is wise to then spend some time hitting those follow ups. Fortune is in the follow up.

Yes - the cold calls are all important - for that is how they get into the funnel.

But, to maximize the efforts of all that dialing, why not follow up 15 times? I don't mean just calling everyone back all the time. If you were actually able to reach the DM - don't just drop it there! As your offer sits in their head over days and weeks, they become more likely to buy.

For example - I have people who make my cold dials. They do this daily. Then, my team (the real sellers) - follow up with the people who had an actual conversation. We obviously ignore the people who tell us to go to hell. I want my real talent only having real conversations. It is such a waste of resources to have real talent making cold calls. That's a $15/hr gig at the most.

Even with warm calls, it doesn't matter to me if the lead put their info to 10 other companies - I will call more and will get that deal because the other companies almost never call again.

If I have gone through the expense and time of hiring callers, we aren't just going to hit them once. Saying no isn't the best way to shake us. If you need the service, we will find out and we will close you.

If I didn't have callers, and I had gone through the expense and time to really call on an effective scale, I'm not just going to try once.

It's like selling face to face. If the front line salesperson can't close the deal, the team lead gets involved. If the team lead can't close, the manager gets involved. If the manager can't close, the owner gets involved.

We don't blindly call everyone over and over - but we wring every drop out of that prospect list to maximize the investment.

I recommend the book "Predictable Revenue" - it is very good and is how I am building my company.

Imagine if you could eventually have 2,000 real prospects, who just haven't said yes yet. You could build a huge business just calling those prospects regularly, offering value and collecting more info.

EDIT: Just realized I didn't actually answer your question. We pitch them every time by adding value and educating them. There are no worse words in sales than "just following up" and "I'd love to meet with you" - I just coached someone making calls in my office because I heard her say "I'd love to meet with you." I told her to forget about what you want. Find out what she wants and tell her you can give it to her by meeting with her. So, every call is a pitch wrapped in education and helpful info "Did you know you can..." - "Here is what we did for another client just this week - here is exactly how it works..." and get the appointment. So, yes it's a pitch every time - but the key is to deliver value with each conversation.

Thank you so much. One of the most valuable posts I've read in a long time. I get your process now.

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tryinhere

8 years ago

Originally Posted by DaniMc

There are no worse words in sales than "just following up"

I used those exact words yesterday, " hi Fred just following up on your message that you left the other day" or words about that. he was about to lay down some cash with another player, we spoke, and then closed a 10K plus deal.

and using the words "just following up" or similar was not the first time nor the last, bit like asking people with two left feet to dance like Fred Astire, probably wont work for most who don't dance but for others it has closed out many hundreds of thousands of dollars.

The more you do the more you see there is no real right or wrongs, just find your own move and dance the day away is best.

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DaniMc

8 years ago

Originally Posted by tryinhere

I used those exact words yesterday, " hi Fred just following up on your message that you left the other day" or words about that. he was about to lay down some cash with another player, we spoke, and then closed a 10K plus deal.

and using the words "just following up" or similar was not the first time nor the last, bit like asking people with two left feet to dance like Fred Astire, probably wont work for most who don't dance but for others it has closed out many hundreds of thousands of dollars.

The more you do the more you see there is no real right or wrongs, just find your own move and dance the day away is best.

Ahh, we are talking about two different things completely.

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tryinhere 8 years ago

Originally Posted by DaniMc

Ahh, we are talking about two different things completely.

LOL now your sounding like my trouble n stife, she says that all of the time.

But you did say "There are no worse words in sales than "just following up"" so sorry all at sea and a confused / but all is low stress here and sorry I mucked it up.
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Clautusoar

8 years ago

@DaniMc i would love to train with you on a mock cold call

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DaniMc 8 years ago

Originally Posted by Clautusoar

@DaniMc i would love to train with you on a mock cold call

Really you wouldn't. There are others here who would do much, much more for you than I can. I really appreciate the compliment.

I really shine in building business, goal setting, systems, structure, growth, and leadership. I do OK with sales, but you'd be better served by someone else.
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Matthew North

8 years ago

Originally Posted by Clautusoar

Just out or curiousity, who here has ever cold called and then closed in the same day or after the call is done.

Friend, you can look at sales from different perspectives. It's kind of like dating a girl on on a date. The first way is to play the short-term mating strategy, a drink at a bar, then straight back to yours for a 'Movie', but if you don't 'Close' here you probably won't see her again. The tension is gone, and she knows how the movie will end if she sees you again.

The other is to wait a long time, dating, connecting, and generally playing the safer long-term boyfriend role so she sees you as a more serious prospect than just a fun hookup type.

The point is, if you are going to do one strategy, commit to it. Don't try to get the sale on the first call and not play to win, don't court your customers in a half-assed way. Go all out no matter what.

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Clautusoar

8 years ago

Originally Posted by Matthew North

Friend, you can look at sales from different perspectives. It's kind of like dating a girl on on a date. The first way is to play the short-term mating strategy, a drink at a bar, then straight back to yours for a 'Movie', but if you don't 'Close' here you probably won't see her again. The tension is gone, and she knows how the movie will end if she sees you again.

The other is to wait a long time, dating, connecting, and generally playing the safer long-term boyfriend role so she sees you as a more serious prospect than just a fun hookup type.

The point is, if you are going to do one strategy, commit to it. Don't try to get the sale on the first call and not play to win, don't court your customers in a half-assed way. Go all out no matter what.

Im going all out to close on the first call, $2000 or die.

Its funny how cold calling/sales and pickup are similar.

I watched julien blanc,rsdmax,rsd todd pickup day game.

We trying to close

We trying to ****

See a commonality

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SalesGod

8 years ago

I PMd you the solution to your problem but your still asking for help from people who have never one call closed seo deals.

Thanks

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massiveray

8 years ago

I'm terrible on the phones.

6 years ago I picked up my mobile, called 30 local businesses, told them what I could do in regard to generating traffic and what the traffic could do for them, closed 3 on day 1. For a total of just over £8,000 per month.

I don't use the phone to make calls much these days. Mostly concerned with inbound methods, but if I need to I can still make money in a day if needs be.

It isn't hard to get money on the first call, if you have experience and can prove your past results.

I tell people, yeah I put a traffic generation plan in place for xxx company. Made them £6.8 million in profit in the first 11 months, here is the proof.

They can't wait to pay me, pretty much whatever I ask for, which is generally around the £2-5,000 monthly mark these days.

Thanks
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Clautusoar

8 years ago

[DELETED]

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Matthew North

8 years ago

Originally Posted by Clautusoar

Dude thats so refreshing to here. Reading this made my night. Now how would you pitch seo now ? For a business owner to understand that he ******* needs this to increase his renvue by whatever the percentage is.

Heres my pitch, you seo nerds that are roaming around the warrior forum for some inspiration to start your seo business today that are not registered warriors go ahead and steal this "basic script". Because it got a guy talking about his website, until i ****ed it up because i wasnt listening to him well.

Anyway here it goes, im open for critisim.

ME:Good _________ (whatever, morning or afternoon), this ia elijah hood with (my company name), hows it going

DM: good and you

ME:Excellent, thank you for taking my call, you got 30 seconds

DM: Im kinda busy but whats up.

Me: The reason why im calling because i want to see when i can get a couple minutes of your time, to show you how you can be alot more effective targetting the people who have a need for your service in your area.

To be sure im not wasting your time

(Here comes the qualifing questions)

#1 Do you have a website

#2 on average how many customers find you from your website.

#3 what can you benefit from more people finding you online and doing business with you.

Any suggestions on my main pitch "the reason why im calling part"

It's a bit salesy, but here I would include:

'When have you had a chance to look into SEO?'

And

'What was the outcome?'

'What's stopped you up until now?

'So it was just price and nothing else?'

Now you can go into how you are cheaper/more independent than other big companies, split payments.. plus you can really qualfiy how much $$$ a single client is worth to them to make a $1-2k investment negligible if they are selling big ticket items.

Its really simple

Thanks

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massiveray

8 years ago

Like I say, I didn't have a script.

I got my list of numbers from vans driving around my city and companies I walked past with their number on the window or sign etc just took a pic with my camera (now I'd use my phone).

I called the numbers, asked if they had a web traffic guy, told them i was one and I had previously made other companies money, then how much.

By the end of the calls people wanted to hire me so i sent over invoices and they paid them.

Now it's more inbound so I just answer the phone (only on Wednesdays between 12-4pm), listen to their problems, tell them what I can do for them, and send an invoice if it's a good fit.

I've found that people care more about a local guy, who can make them money and prove he has done it in the past. Drop a few big names (if you have worked with them) and they will generally listen to your offer, tell you what they need or want, and then you can tell them if you can deliver that.

Right now, I'm running paid traffic funnels that require nothing at all from me in person until payment has been received.

I'm an amateur on the phones at best, but I make a shit load of money so.....

Originally Posted by Clautusoar

Dude thats so refreshing to here. Reading this made my night. Now how would you pitch seo now ? For a business owner to understand that he ******* needs this to increase his renvue by whatever the percentage is.

Heres my pitch, you seo nerds that are roaming around the warrior forum for some inspiration to start your seo business today that are not registered warriors go ahead and steal this "basic script". Because it got a guy talking about his website, until i ****ed it up because i wasnt listening to him well.

Anyway here it goes, im open for critisim.

ME:Good _________ (whatever, morning or afternoon), this ia elijah hood with (my company name), hows it going

DM: good and you

ME:Excellent, thank you for taking my call, you got 30 seconds

DM: Im kinda busy but whats up.

Me: The reason why im calling because i want to see when i can get a couple minutes of your time, to show you how you can be alot more effective targetting the people who have a need for your service in your area.

To be sure im not wasting your time

(Here comes the qualifing questions)

#1 Do you have a website

#2 on average how many customers find you from your website.

#3 what can you benefit from more people finding you online and doing business with you.

Any suggestions on my main pitch "the reason why im calling part"

I force myself to call at least 50-120 calls a day from yellow pages and manta

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Clautusoar

8 years ago

Originally Posted by massiveray

Like I say, I didn't have a script.

I got my list of numbers from vans driving around my city and companies I walked past with their number on the window or sign etc just took a pic with my camera (now I'd use my phone).

I called the numbers, asked if they had a web traffic guy, told them i was one and I had previously made other companies money, then how much.

By the end of the calls people wanted to hire me so i sent over invoices and they paid them.

Now it's more inbound so I just answer the phone (only on Wednesdays between 12-4pm), listen to their problems, tell them what I can do for them, and send an invoice if it's a good fit.

I've found that people care more about a local guy, who can make them money and prove he has done it in the past. Drop a few big names (if you have worked with them) and they will generally listen to your offer, tell you what they need or want, and then you can tell them if you can deliver that.

Right now, I'm running paid traffic funnels that require nothing at all from me in person until payment has been received.

I'm an amateur on the phones at best, but I make a shit load of money so.....

Paypal invoices?

Thanks
1 reply

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massiveray 8 years ago

Originally Posted by Clautusoar

Paypal invoices?

Back in the day yeah.

I use a service called freshbooks now.
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- Clautusoar 8 years ago
  
  Originally Posted by massiveray
  
  Back in the day yeah.
  
  I use a service called freshbooks now.
  
  Do you have the functionality to invoice clients like a auto pay way. So you dont have to chase clients payments month to month, you know what i mean ?
  
  Thanks
  
  1 reply
  
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  Michael Nguyen 8 years ago
  
  This works
  
  https://gocardless.com/
  
  or paypal subscriptions
  
  Thanks
  
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Clautusoar

8 years ago

Originally Posted by massiveray

I don't use the phone to make calls much these days. Mostly concerned with inbound methods, but if I need to I can still make money in a day if needs be

It isn't hard to get money on the first call, if you have experience and can prove your past results

They can't wait to pay me, pretty much whatever I ask for, which is generally around the £2-5,000 monthly mark these days.

Just want to comment on this if i havent already, for any new seo guys if you dont have any testimonials or examples i have another source for trust building.

But anyway, having past results is fantastic, however if you dont have any dont get to hung up on having it. The source that i have found on lionzeal.com, have a trust building proposal thingy.

If you sound confident on the phone, or you show them the purposal that "sells them by teaching what seo is" they will have the confidence to invest in you.

However, if someone is paying you £2000--£5000 a month, how can you show them a return on investment ?

You can also use a return on investment scenerio to build trust if you have no past work.

I remebered i had an appointment with a construction guy who was paying alot of money on seo, and he wasnt near the 1st page of google.

Thanks

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bizgrower

8 years ago

Me: The reason why I'm calling is because although I usually work by referral, your business interests me and I want to offer my services to get YOU more traffic to your website, which usually increases revenue by ___________ ( a ton, a sh** ton (if you can say that), or a dollar amount)

Then you shut up until they talk. Hopefully it leads to your close.

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Clautusoar

8 years ago

Originally Posted by bizgrower

Me: The reason why I'm calling is because although I usually work by referral, your business interests me and I want to offer my services to get YOU more traffic to your website, which usually increases revenue by ___________ ( a ton, a sh** ton (if you can say that), or a dollar amount)

Then you shut up until they talk. Hopefully it leads to your close.

I like that you sound like you got the most power than the business owner

[ 1 ] Thanks

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SalesGod

8 years ago

One call closing is easy. Just don't be lazy and memorize all your rebuttals and come up with 7-10 powerful closes to use after you rebuttal. If you have an answer to everything they have to throw at you, assuming you know how to build trust and desire in your pitch all they can do is either hangup or close. Only give them those 2 options. I personally call back even when they hangup on me. Show them how there gonna make money, get them to trust you on that, speak with confidence and your golden.

Thanks
1 reply

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Clautusoar

8 years ago

Originally Posted by SalesGod

One call closing is easy. Just don't be lazy and memorize all your rebuttals and come up with 7-10 powerful closes to use after you rebuttal. If you have an answer to everything they have to throw at you, assuming you know how to build trust and desire in your pitch all they can do is either hangup or close. Only give them those 2 options. I personally call back even when they hangup on me. Show them how there gonna make money, get them to trust you on that, speak with confidence and your golden.

Coconut milk

Thanks

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SalesGod

8 years ago

And don't listen to any of that "consultative sales BS" it works in a few select industries but absolutely not yours. Don't be a conversationalist be a closer. There's nothing wrong with hard closing someone if it's right for them and will truly be of benefit.

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SalesGod

8 years ago

I'm positive I'm the only one on this thread who's recently closed multiple seo deals.

Thanks
3 replies

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Claude Whitacre 8 years ago

Originally Posted by SalesGod

I'm positive I'm the only one on this thread who's recently closed multiple seo deals.

Then you are wrong.

And you told us earlier that you set appointments for other companies. and you only sell that service. Did you branch out? Change jobs?
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bizgrower

8 years ago

Originally Posted by SalesGod

I'm positive I'm the only one on this thread who's recently closed multiple seo deals.

Your attempts to pee higher on the wall are not working.

Nor does it do any good to throw out blanket insults and disrespect to forum member
posters and readers when you have no real idea what all they do or don't do, what
types of products or services they are offering and so on.

I don't usually say anything, but I've grown tired of your posts that are nothing but attempts
to position yourself higher than others. Just relax and post helpful information based upon
your real world experience, training, and knowledge (I've seen glimpses of that.)

[ 2 ] Thanks
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SalesGod

8 years ago

Originally Posted by bizgrower

You're attempts to pee higher on the wall are not working.

Nor does it to any good to throw out blanket insults and disrespect to forum member
posters and readers when you have no real idea what all they do or don't do, what
types of products or services they are offering and so on.

I don't usually say anything, but I've grown tired of your posts that are nothing but attempts
to position yourself higher than others. Just relax and post helpful information based upon
your real world experience, training, and knowledge (I've seen glimpses of that.)

Note taken. Thanks for the constructive criticism.

[ 1 ] Thanks

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massiveray

8 years ago

Originally Posted by Clautusoar

Do you have the functionality to invoice clients like a auto pay way. So you dont have to chase clients payments month to month, you know what i mean ?

Nah it doesn't, my assistant sends mine along with their reports each month.

Originally Posted by SalesGod

I'm positive I'm the only one on this thread who's recently closed multiple seo deals.

hahahaha then I bow to your superior skill sir

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SalesGod

8 years ago

Originally Posted by massiveray

Nah it doesn't, my assistant sends mine along with their reports each month.

hahahaha then I bow to your superior skill sir

I ment to write the only one who's recently "one" call closed seo.

Also I read your original response before you changed it. You said how do I know what you guys are doing?

The answer is I don't know for sure If I'm the only one here who's recently done it. Am I wrong? Either way me saying that is more argumentative and not really helping the OP so I'll leave it at that. I honestly hope I'm not the only one who has recent experience on the topic because that would mean a lot if the advice given was invalid.

Thanks
2 replies

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massiveray

8 years ago

Originally Posted by SalesGod

I ment to write the only one who's recently "one" call closed seo.

Also I read your original response before you changed it. You said how do I know what you guys are doing?

The answer is I don't know for sure If I'm the only one here who's recently done it. Am I wrong? Either way me saying that is more argumentative and not really helping the OP so I'll leave it at that. I honestly hope I'm not the only one who has recent experience on the topic because that would mean a lot if the advice given was invalid.

Uh huh, changed it because I didn't actually want to start a discussion about it.

Yes you are wrong!

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GrapeApe90

8 years ago

@Clautusoar,

SEO service is not something potential clients typically decide to purchase right away, especially over the phone. When it comes to selling services in the digital space you need to educate and build trust with prospects. Focus on scheduling meetings. Invite them into your office and make them feel comfortable, then pitch them on your services. If you start focusing on scheduling meetings more than closing the deal on a cold call you will notice a major mind mentality shift and a complete confidence booster.

To answer your question in short though, yes achieving "one call close" is possible. I've done it and I'm sure others have as well. "One call closes" with SEO services isn't easy and requires multiple variables for it to happen, not just a good pitch.

Thanks
2 replies

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SalesGod

8 years ago

Originally Posted by GrapeApe90

@Clautusoar,

SEO service is not something potential clients typically decide to purchase right away, especially over the phone. When it comes to selling services in the digital space you need to educate and build trust with prospects. Focus on scheduling meetings. Invite them into your office and make them feel comfortable, then pitch them on your services. If you start focusing on scheduling meetings more than closing the deal on a cold call you will notice a major mind mentality shift and a complete confidence booster.

To answer your question in short though, yes achieving "one call close" is possible. I've done it and I'm sure others have as well. "One call closes" with SEO services isn't easy and requires multiple variables for it to happen, not just a good pitch.

Would you rather waste time and money schedualing meetings and following up with the guy a bunch of times before you get paid, or would you rather invest time, learn to one call close and close multiple deals in the same amount of time it's takes you to meet with a prospect and close them "hopefully"? Which one sounds like the better more cost efficient option?

Digital marketing and especially seo is one of the easiest things iv found to close over the phone and it absolutely should be done.
I'd strongly disagree on focusing your efforts in setting up meetings an being friends with them, your goal should be to close, everything you do and say should be leading to the close and nothing else should be your main focus. Build that trust over the phone, tell them what you do, tell them what you've done, tell them what you'll do for them. If they want to meet tell them you'll meet them for drinks next month after you make them 100k.

Thanks
1 reply

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GrapeApe90

8 years ago

Originally Posted by SalesGod

Would you rather waste time and money schedualing meetings and following up with the guy a bunch of times before you get paid, or would you rather invest time, learn to one call close and close multiple deals in the same amount of time it's takes you to meet with a prospect and close them "hopefully"? Which one sounds like the better more cost efficient option?

Digital marketing and especially seo is one of the easiest things iv found to close over the phone and it absolutely should be done.
I'd strongly disagree on focusing your efforts in setting up meetings an being friends with them, your goal should be to close, everything you do and say should be leading to the close and nothing else should be your main focus. Build that trust over the phone, tell them what you do, tell them what you've done, tell them what you'll do for them. If they want to meet tell them you'll meet them for drinks next month after you make them 100k.

@SalesGod yes your ultimate goal should be to close the deal because if you don't close the deal then you don't make the money! Traditional sales tactics are no longer efficient and will soon be irrelevant in most situations. But obviously you are entitled to your own opinion but the goal here for me was to give a fellow marketer information and strategies that I've witnessed first hand grow a company to doing a massive amount of sales in a short amount of time and becoming one of a few Premier Google SMB Partners in the world. In the end it sounds good and is easier said then done but keep selling @Clautusoar dreams!

Thanks

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Clautusoar

8 years ago

Originally Posted by GrapeApe90

@Clautusoar,

SEO service is not something potential clients typically decide to purchase right away, especially over the phone. When it comes to selling services in the digital space you need to educate and build trust with prospects. Focus on scheduling meetings. Invite them into your office and make them feel comfortable, then pitch them on your services. If you start focusing on scheduling meetings more than closing the deal on a cold call you will notice a major mind mentality shift and a complete confidence booster.

To answer your question in short though, yes achieving "one call close" is possible. I've done it and I'm sure others have as well. "One call closes" with SEO services isn't easy and requires multiple variables for it to happen, not just a good pitch.

You can one call close seo, i believe its possible, if you have a good trust building strategy

Thanks
1 reply

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GrapeApe90 8 years ago

Originally Posted by Clautusoar

You can one call close seo, i believe its possible, if you have a good trust building strategy

@Clautusoar,

It is absolutely possible to "one call close", I'm not denying that at all. Shit, I know people who can sell water to a whale, including myself . Just remember what your ultimately goal is. "make the money" and "satisfy the client". Not all advice is good advice, it is up to you to pick and choose what is good information and implement it.
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SalesGod

8 years ago

Claude, I have a small inside sales department I'm building up and we sell marketing services among other things for companies. I don't do seo or service clients I only sell if for my own clients. I'm always trying to grown my business. Does that clarify everything?

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SalesGod

8 years ago

When I give advice I never lead people the wrong way I simply state what's currently working every single day for me personally and my team.

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1 reply

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DaniMc 8 years ago

Originally Posted by SalesGod

When I give advice I never lead people the wrong way I simply state what's currently working every single day for me personally and my team.

There are many tools needed to build a machine; the situation should dictate which tools are used at which time.

The skilled seller/business owner can reach into a bag of tools at will and choose the best option.
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who here ever one call close for a seo service ?

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