Cold Walk In Approach For Businesses Selling Local Online Marketing Services

10 replies
I think this may help some people.

For several recent years I sold a Local Online Marketing service called Local Profit Geyser.
For a few years the initial cost was $3,999 (plus $199 a month) and later I raised it to $5,999 (plus $199 a month). Most of my sales were from speaking to groups of business owners. But I also just walked in to businesses...mostly retail stores and offices where a service was sold by incoming calls.
There was no particular time of day, no letter sent beforehand...no card...I just walked in.

Me "Hello. my name is Claude Whitacre, I create customers and high quality leads for businesses that already have a website. Would you like to know more?"

They would usually say one of these;
"Not interested" (although I got that response far less than you would think)
"You need to talk to....."
"Why do we need to have a website?"
"How do you do that?"
"I have a minute, what have you got?"

If they asked a question or gave a positive response, I'd say "Do you have any customers that have found you online?". If they say "No", I ask "Would you like some?". Usually this was the end of the discussion.

And if they said "Yes", I would ask "Would you like to have more of them?" I want them to say "Yes" at his point..or ask "How do you do that?' The people that said "Yes" were the ones I was really interested in talking to.

"What I do is put your company information in front of customers that are looking for your service. When they go online looking for a (whatever they do), they find you far more often, and they find your competitor far less often. Does that sound like something you would want to talk about?"


That's about as far as I'll go without talking to the business owner. And if it's a partnership, both owners. If I needed to, I'd make an appointment. But I really just wanted to talk to them right then.

"What are you doing online right now?" is what I would ask next.

The reason I initially said that I " create customers and high quality leads for businesses that already have a website. Would you like to know more?" is that I wanted to sound selective, which I was. The reason I asked "Would you like to know more?' is that I wanted to leave as soon as possible, if they weren't interested...and it was an unusual question that they weren't expecting. It didn't sound "Salesy". It sounded like I had something...maybe something exclusive.

Although I smiled and was friendly, I didn't make it look like I was really wanting to talk to them. In fact, I only wanted to talk to them if they were interested (at least in knowing more).

My approach was literally my elevator speech when networking, or attending events. I would just leave off the "Would you like to know more?" at these events. I wanted them to ask me about it. But they had to ask me a question, or my effort ended right then (except for pleasantries)


One thing I would avoid at all costs is describing the specifics of how my service worked, until I started presenting to them. I would speak in generalities..like "When someone goes online to search for (what they sell), we make sure they find you in multiple locations online. You need to be where the customer is looking, wouldn't you agree?'

That kind of thing. I would only share "How this works" in a real presentation. Usually right then.

To be honest, I only did this for a week or so...mostly to test my approach so I could include it in a book I was writing...but I made a sale every day. One day I made two.

If I wasn't making more sales from speaking to groups of business owners, I would have just used this method....and referrals...which I also got.

What amazed me was that every business owner gets multiple calls a day (usually robo calls) about online marketing. But they get very few people just walking in.

In cold calling, just remember this...
In your town, today...there are between 10 and 100 people that are actively looking to buy the exact thing that you sell. You just need to find them.

And I tell my local online marketing prospects "In your town today there are between 10 and 100 people that are actively looking to buy what you sell....they just need to find you"

If anyone has any questions, I'm here to help.
#approach #businesses #cold #local #marketing #online #selling #services #walk
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  • Profile picture of the author savidge4
    For me personally... This is my preferred method of getting new clients. For me it isn't so much about the results of " todays " efforts. Obviously they are important, but do this enough over time, and check in with those you have approached in the past, and overall your close percentage goes through the roof. Face to face is by far the best approach if you are more of a relationship sales person.

    My personal sales style is very laid back and almost to an extreme anti sale almost. I do know when to drop the hammer tho.. signals are signals, and you don't have to call me twice for dinner. LOL

    The key for me.. I am a body language kind of guy... you cant read body language over the phone or by e-mail... But in front of someone and their eyes are wondering or they start with the foot shuffle, you know to change it up, or wave the white flag and move on.

    When someone says " Im not interested " and they are looking you straight in the eys when they say it.. guess what.. they are not interested LOL Now if they say " Im not interested " and they are lookng down at thier feet.. another story... and here is what I have figured out over the years.... This is where you set an appointment for a later time.. set it on common ground ( a coffee shop ) or set it in your office. Cant explain why so much... but works better than most of the time.
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    Success is an ACT not an idea
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    • Originally Posted by savidge4 View Post

      For me personally... This is my preferred method of getting new clients. For me it isn't so much about the results of " todays " efforts. Obviously they are important, but do this enough over time, and check in with those you have approached in the past, and overall your close percentage goes through the roof. Face to face is by far the best approach if you are more of a relationship sales person.

      My personal sales style is very laid back and almost to an extreme anti sale almost. I do know when to drop the hammer tho.. signals are signals, and you don't have to call me twice for dinner. LOL

      The key for me.. I am a body language kind of guy... you cant read body language over the phone or by e-mail... But in front of someone and their eyes are wondering or they start with the foot shuffle, you know to change it up, or wave the white flag and move on.

      When someone says " Im not interested " and they are looking you straight in the eys when they say it.. guess what.. they are not interested LOL Now if they say " Im not interested " and they are lookng down at thier feet.. another story... and here is what I have figured out over the years.... This is where you set an appointment for a later time.. set it on common ground ( a coffee shop ) or set it in your office. Cant explain why so much... but works better than most of the time.

      You know what the easiest thing to get rid of is? A phone call.
      Do you know the hardest thing to get rid of? A body.
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      • Profile picture of the author JohnMcCabe
        Originally Posted by Claude Whitacre View Post

        You know what the easiest thing to get rid of is? A phone call.
        Do you know the hardest thing to get rid of? A body.
        Nah. A few sacks of Quikrete and some deep water will do the trick, as will a hungry gator or a herd of wild pigs...

        You're on a roll, lately. Keep the good stuff coming.
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  • Claude, everything you write is always gold!
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    David Hunter | Duke of Marketing | Real Estate Agent
    www.DukeOfMarketing.com

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  • Profile picture of the author Ron Lafuddy
    Originally Posted by Claude Whitacre View Post

    What amazed me was that every business owner gets multiple calls a day (usually robo calls) about online marketing. But they get very few people just walking in.
    Yep, and it's been like that since forever. The sole reason there aren't more sales, more deals done, more products sold is.... people are afraid to ask. Thus, there will always be more opportunity to do business than the rest of us, who don't mind talking to another human being, can possibly handle.

    Sad, but true.

    Ron
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    • Originally Posted by Ron Lafuddy View Post

      Yep, and it's been like that since forever. The sole reason there aren't more sales, more deals done, more products sold is.... people are afraid to ask. Thus, there will always be more opportunity to do business than the rest of us, who don't mind talking to another human being, can possibly handle.

      Sad, but true.

      Ron
      I have a guy that interviewed me that is in the life insurance business. He told me that in the US, 40% of adults over 25 years old have no life insurance other than whatever their job provides.

      I actually made me angry. How many life insurance agents are there in the US? 501 thousand!

      One out of every 600 people, including old people and children...sells life insurance....
      And yet none of them can get off their ass and talk to the 40% of the adults in the country that need what they sell.

      Happy New Year.
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  • Profile picture of the author ginnysclub1
    I'm curious. What products/services were you selling? And what were the prices?
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    • Originally Posted by ginnysclub1 View Post

      I'm curious. What products/services were you selling? And what were the prices?
      Are you asking me?

      The second and third line of the first post gives that information.

      If you want to know everything that was included, you can just Google Local Profit Geyser and there are answers to any question you may have.

      To the Mods; This service is no longer offered. The websites, videos, testimonials, and FAQ sheets are still out there,(if anyone searched for them) you just can't buy the service anymore.

      I wrote a book titled Local Online Marketing that literally tells you how to do everything I did for a client. It's on Amazon if you want to know every service I offered and every step I took to provide it.
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  • Profile picture of the author ANTHONY2006440
    Claude how do you feel about appointment setting beforehand? I have a niche and have over 300 email addresses of clients within the niche.
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    • Originally Posted by ANTHONY2006440 View Post

      Claude how do you feel about appointment setting beforehand? I have a niche and have over 300 email addresses of clients within the niche.
      When I was prospecting in the same town...meaning just cold walk ins...I'd just walk in the business. I made appointments if they were referrals or if they were outside my small town. I would never drive out of town, just to walk in one or a few businesses cold. But I may go to another town and walk in 30 businesses, because I know I'd get a client by the end of the day.
      I would often have a referral in another town, and I would call for a specific appointment. And I would drive just to see them.

      In other words, if I had a specific lead, I'd call for an appointment. But if I was just calling cold, I'd just walk in.
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