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Walking in Cold Approach

by swagcentral
64 replies
I'm thinking about approaching several businesses tomorrow, to try and sell them on SEO and web design. What should I bring with me? Do you guys have brochures, a binder, or anything else which helps the sales process?
#approach #cold #walking
  • Profile picture of the author Jay Rhome
    In your case I'd bring a small laptop or big cellphone if possible, with a portfolio, and of course show some of your SEO success. And a business card with a QR code that links to your site to end with "wow" factor.
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  • Profile picture of the author twmaffun
    I agree. Make them notice you, and that you are good with techology. Have a phone, and maybe a bluetooth headset on at all times Bring some paperwork, and something to show them that you have done before maybe, or just to prove to them you are good.
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  • Profile picture of the author CarmaGordonyrtg
    I'm thinking about approaching several businesses tomorrow, to try and sell them on SEO and web design and sale or purchasing is help to seo services
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  • Profile picture of the author Mike Grant
    Do NOT do this to business owners.
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    • Profile picture of the author twmaffun
      Cold Calling would be better, set up a meeting, then meet the owner, just my 2 cents.
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      • Profile picture of the author swagcentral
        Cold calling won't be as effective. There's a very limited amount of businesses in the niche I want to target, so cold approaching seems like a better choice since I'm a pretty outgoing/friendly person.

        I'm going to borrow my friend's iPad and show statistics and stuff right off the iPad. It'll probably take 5-10 minutes for the business owner to make a decision.
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        • Profile picture of the author Mike Grant
          Originally Posted by swagcentral View Post

          Cold calling won't be as effective. There's a very limited amount of businesses in the niche I want to target, so cold approaching seems like a better choice since I'm a pretty outgoing/friendly person.

          I'm going to borrow my friend's iPad and show statistics and stuff right off the iPad. It'll probably take 5-10 minutes for the business owner to make a decision.
          What a terrible idea.
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          • Profile picture of the author swagcentral
            Originally Posted by mgtarheels View Post

            What a terrible idea.
            thanks for the contribution bro..
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            • Profile picture of the author Mike Grant
              Originally Posted by swagcentral View Post

              thanks for the contribution bro..
              No problem, bro.
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              • Profile picture of the author swagcentral
                Originally Posted by mgtarheels View Post

                No problem, bro.
                dude you're weird and have contributed nothing to this thread. get a life
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                • Profile picture of the author scottk1216
                  This is what I do / take.

                  I walk in with a targus backpack on. In the back pack I have:

                  1. My laptop in hibernate or sleep mode so it will boot up fast. I have firefox loaded with tabs that are appropriate (keywords they should be optimized for, their incomplete google places listing ect. Clean your computers desktop up first.

                  2. Clear internet stick plugged into a battery powered wifi router

                  3. A good quality spiral notebook

                  4. If I was refereed to them I might have a letter of introduction from the person who refereed me.

                  5. My smart phone so I can show them other mobile sites I have made or how their site looks if they already have one. ect
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                  • Profile picture of the author myob
                    Take nothing but business cards and introduce yourself, then arrange for an appointment. Carrying backpacks or luggage around brands you as an amateur peddler. We get these kind of peddlers all the time to my office with their latest and greatest SEO schemes. Such a sight makes for a good laugh, but it's really so sad.
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                    • Profile picture of the author joshril
                      Originally Posted by myob View Post

                      Take nothing but business cards and introduce yourself, then arrange for an appointment. Carrying backpacks or luggage around brands you as an amateur peddler. We get these kind of peddlers all the time to my office with their latest and greatest SEO schemes. Such a sight makes for a good laugh, but it's really so sad.
                      Agreed... If you decide to walk in cold, the goal is to make an introduction. You then follow-up later with a call, thank you card, or ideally a scheduled appointment.

                      The best success I've had is to walk in with nothing but business cards in my pocket. Ask the first person you see if he/she is the owner and let them know that you're a local web designer or whatever it is that you're doing and you're looking to meet some of the local business owners.

                      You're not here to sell anything, you just want to grab a business card, say hi, and leave one of your own.

                      Assuming the business owner is around, this type of low-key approach works best.

                      Always follow-up... even if it's just a thank you card thanking the business owner or gate-keeper for their time.

                      Now, the downside of doing this is the time involvement and actually talking to a business owner can be hit or miss... I'd much rather go to a network event, setup referral networks, or build strategic partnerships than pop into businesses unannounced as it's not the best use of your time. But, it is better than doing nothing... If you're going to do it, plan your day to reduce drive-time and hitting up businesses that aren't prime candidates for whatever it is that you're offering.

                      Here's another strategy...

                      When I was in the insurance business and I had an appointment with a business client at his/her business, I'd always try to get him to give the names of the business owners in the area. Whether I got the names or not, I'd pop in and drop the business owner's name that I had just met with and use the same "introduction strategy" above.

                      Hope this helps.


                      Joshua
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                • Profile picture of the author John Durham
                  Originally Posted by swagcentral View Post

                  dude you're weird and have contributed nothing to this thread. get a life
                  However he has contributed over 800 posts of content to Allens Says forum, and has earned his right to speak wherever he wants to.

                  "Get some respect"                  .
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                • Profile picture of the author kbsamurai
                  Originally Posted by swagcentral View Post

                  dude you're weird and have contributed nothing to this thread. get a life
                  Actually, he was giving you a good opinion. Something anyone that has actually walked into a business cold recognizes. You original proposal of coming in simply to do a short presentation on a computer for websites design and seo was a terrible idea. The business owner will see your walk in as the intruding interruption it is. Most business owners if they are actually there will unlikely to react positively to that and will unlikely be willing to listen to your sales presentation with an open mind even if they are polite.

                  The only time you can walk in cold on business owners with any chance of success is when you come either bearing free gifts of obvious benefit (something that is of obvious value to them in less than 60 seconds like the slide show video of interior another person mentioned being willing to do with business owner paying only if he likes it OR a free gift of real value to them that makes it worth spending a few minutes listening to you)

                  OR are able to drop names of other business owners they know and respect who are your current clients that you can honestly say referred you to them.

                  and you had better be good at building rapport fast, and be good at listening and asking the right questions to determine what their needs are and what they want within a few minutes.

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        • Profile picture of the author tich
          swagcentral I sent you a PM check it out
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        • Profile picture of the author hotlinkz
          Originally Posted by swagcentral View Post

          Cold calling won't be as effective. There's a very limited amount of businesses in the niche I want to target, so cold approaching seems like a better choice since I'm a pretty outgoing/friendly person.

          I'm going to borrow my friend's iPad and show statistics and stuff right off the iPad. It'll probably take 5-10 minutes for the business owner to make a decision.
          A business owner make a decision in 5 to 10 minutes..."yawn...ok, I'm awake. What a wonderful dream I had about the ideal business owner!" Don't hold your breath, I have yet to witness this 5 to 10 minute marvel of nature.

          Before you run them off with figures, bars and graphs, introduce yourself as a fellow local business owner. Explain what you do, mention their website if applicable.

          Your pre-prospecting research should provide you with some good data about the business. Ask the business owner if they have any pressing needs with their web-base operation or if they have given any thought to online ecommerce.

          Also get some irregular size business cards printed up. These type cards are less likely to get lost in the business card organizer.

          Good luck!
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    • Profile picture of the author rafterman
      Originally Posted by mgtarheels View Post

      Do NOT do this to business owners.
      worked for me
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      Boston SEO Services

      Boston Florists
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  • Profile picture of the author warrior realm
    Originally Posted by swagcentral View Post

    I'm thinking about approaching several businesses tomorrow, to try and sell them on SEO and web design. What should I bring with me? Do you guys have brochures, a binder, or anything else which helps the sales process?
    mgtarheels is right ... bad idea.

    Most business owners will see you as an interruption to their busy day.

    Try postcards, dropping off sales letters maybe or telemarketing ... anything BUT walking in cold.

    Find a way to get their attention so that they will WANT to talk to you.

    Keep in mind that business owners are constantly under siege from salespeople all day long. Everybody is trying to sell them "the latest greatest idea to make their business more profitable".

    Find a way to stand out from the crowd so that they'll come to you versus you going to them. When you figure that out, you'll be KING of your niche!

    One way to do that is to create a "Special Report" containing information that they would find immediately useful and valuable. Give them some information that will grab their attention and pique their interest and cause them to view you as an "expert" rather than just another sales person off the street.

    I've done the door knocking and sales pitching and I can tell you from personal experience that it SUX! No matter how good your product or service, you're still an "unannounced interruption" when you walk in off the street.

    I'd recommend you get out a pen and a piece of paper and do a little brainstorming. Just start writing down everything that comes to mind about: Who is your customer? What are their needs? What can you tell them that they would view as valuable information ... information that would showcase your expertise?

    Get that into their hands and then let them come to you for more information!

    Create a "lead generation" tool and a method to get it into the hands of your prospective customers. Give them a reason to want to talk to YOU versus everyone else that's trying to get their attention.

    Mike

    Look at it from the perspective of your prospect.
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  • Profile picture of the author BizzyBea
    I would much rather approach a business face to face than cold call them on the phone. It's far too easy for them to just say 'no' and hang up. If you dress smart and have a respectful attitude, most of them will listen to what you have to say. I don't like the backpack approach as someone already said, it makes you look like a peddlar - not a good look if you want to be taken seriously. Sending a letter or postcard first is a good idea, then your approach isn't quite so 'cold'.

    I'd rather die than cold call someone
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  • Profile picture of the author mancmusicman
    @bizzybea

    John Durham has a really good audioseries about 'cold calling'. as for wanting to die than cold call, its not the most pleasant experience cold calling but a rejection on the phone is much easier than a rejection face to face.

    plus..why not combine the 2..research and call your prospect..give him your details and book an appointment..then your appointment give him the full pitch. its the method I've been using .fairly new to it all but I have managed to get about 2-3 appointments since starting about a week or so ago.
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    • Profile picture of the author BizzyBea
      Originally Posted by mancmusicman View Post

      @bizzybea

      John Durham has a really good audioseries about 'cold calling'. as for wanting to die than cold call, its not the most pleasant experience cold calling but a rejection on the phone is much easier than a rejection face to face.

      plus..why not combine the 2..research and call your prospect..give him your details and book an appointment..then your appointment give him the full pitch. its the method I've been using .fairly new to it all but I have managed to get about 2-3 appointments since starting about a week or so ago.

      Thanks, I just had a look at that. I might try it sometime because I really would love to have the confidence to cold call people! It would make life a lot easier, since it takes so much longer to approach a person than it does to call them
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      • Profile picture of the author kmckillop
        Any business owner I have spoken to gets the same rehashed stuff all the time. Cold calls, walk ins etc. You're not taking THEIR time into consideration by interrupting their business day.

        Yes it's harder for them to say no, that but doesn't change the taste from bad to good.

        I don't like people coming to my door and trying to sell me stuff, why would a business owner like you walking into their 'home' and trying to sell them stuff.

        As been stated in this thread, give them something of value, get their attention by giving first, not asking for their money. Don't sell them SEO or web design, people don't buy that, they buy solutions to problems.

        Make them a custom report (not some mass-mail type thing) outlining information about their current site and online market. Make them a video and send it to them (review their website and SHOW them the stats live in the video).

        I'd avoid the walk in, you're only serving yourself not them.
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  • Profile picture of the author JPRoss
    Dropping in without an appointment is an awful idea if you expect to actually talk with a decision maker. You can drop in to drop off company literature and maybe a promotional gift (hint hint).
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    • Profile picture of the author swagcentral
      wow..real good advice. thanks guys

      Originally Posted by kmckillop View Post

      Any business owner I have spoken to gets the same rehashed stuff all the time. Cold calls, walk ins etc. You're not taking THEIR time into consideration by interrupting their business day.

      Yes it's harder for them to say no, that but doesn't change the taste from bad to good.

      I don't like people coming to my door and trying to sell me stuff, why would a business owner like you walking into their 'home' and trying to sell them stuff.

      As been stated in this thread, give them something of value, get their attention by giving first, not asking for their money. Don't sell them SEO or web design, people don't buy that, they buy solutions to problems.

      Make them a custom report (not some mass-mail type thing) outlining information about their current site and online market. Make them a video and send it to them (review their website and SHOW them the stats live in the video).

      I'd avoid the walk in, you're only serving yourself not them.
      Originally Posted by JPRoss View Post

      Dropping in without an appointment is an awful idea if you expect to actually talk with a decision maker. You can drop in to drop off company literature and maybe a promotional gift (hint hint).
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      • Profile picture of the author indiana141
        Depends on how hungry you are and if your going to listen to the negative comments, I just started to also, i have no website, no places page(waiting for the letter with pin) but got checks from 3 different businesses in the past 5 days. I did not make one phone call, just got off the couch with a simple 1 page brochure, they need you!
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        • Profile picture of the author swagcentral
          That's really impressive. What kind of businesses did you target?

          Originally Posted by indiana141 View Post

          Depends on how hungry you are and if your going to listen to the negative comments, I just started to also, i have no website, no places page(waiting for the letter with pin) but got checks from 3 different businesses in the past 5 days. I did not make one phone call, just got off the couch with a simple 1 page brochure, they need you!
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  • Profile picture of the author Jimian
    Bring a printout of Their Competition... Maybe their website or google places list of their niche and show em they are nowhere to be found... That'll grab their attention!
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    • Profile picture of the author Amir Luis
      Originally Posted by Jimian View Post

      Bring a printout of Their Competition... Maybe their website or google places list of their niche and show em they are nowhere to be found... That'll grab their attention!
      This is actually extremely effective.

      Kind of a combination of all the ideas listed in this thread....

      Those that know me... know... I love cold calling... why?

      Because it's hella effective... (hella is a Norcal phrase... don't know why that came out, maybe because I travel too much...)

      Anyway...

      You mentioned having a particular niche... that is good. You can compile a list with the business owners names via Manta.com or via the Secretary of States Business filings website. Whatever....

      If there is less than 100 businesses in your area in that particular niche...

      Call them up and say something of the like... "Hi, _______... My name is ______ and I am _____ I was wondering if your businesses website was bringing you traffic like you thought it would?"


      "Really, well if you have about 5 minutes I'd like to buy you a cup of coffee and share a way to make your website an asset that makes money vs. an expense... I am going to be in your area tomorrow between 10am and 1pm, would either of those times work for you?"

      THIS IS JUST AN EXAMPLE SCRIPT      ... There is a forum totally dedicated to calling businesses and it's free to join... The Telemarketing Forum - Index
      There are plenty of scripts over there for you to choose from.


      This will open the door for you and you don't walk in dead cold....

      But... you may not have what it takes to pick up the phone... Nothing personal. There are those out there that don't. No biggie...

      Picking up the phone and calling them gives you an opportunity to establish interest right off the bat. AND... it also is a form of proactive marketing.Also you can reach out and touch WAY more people in 2 hours on the phone than you can driving all over town.

      The ones that aren't interested when you call... you go see them anyway. Why? Because you planted the seed by calling... This way you go out swinging with each and every phone call. AND... because you made the list to call with, you know who to ask for when walking in cold.

      A couple of times in this thread it was mentioned, do some research...

      Agreed...


      Starting out... I would walk in with nothing but a smile... Now I have changed it up a little. (This is if I set the appointment over the phone, I usually don't walk in cold.)

      It is really easy to go to the Dollar Store and get a plastic presentation folder... $1. Then print out the first page of Google for their specific niche. This is why I think it is good that you are only targeting one niche.

      Then use the google keyword tool to display the amount of searches every month for said keywords related to their niche... You can use Jing (free) to capture the image and make arrows pointing to the search volume, then adding a little note. "This is the amount of potential customers you are missing. Call me right now for more information (PHONE NUMBER)" Then print and add to your $1 folder...

      You may want to photoshop a pic of you and your company logo onto all of these pages.... but totally optional. You do want a call to action, benefits, urgency, and contact info though. I prefer to put my face out there because it is a proven marketing principle that works... ask any lawyer or real estate agent.

      In your folder insert a sales letter, the search volume... the proof that they aren't on Google Page one... and maybe some statistics on growth of internet usage, blah blah blah...

      Then insert a page asking them to set the appointment (the close), or you could direct them to a custom video of a critique you did on thier website, or something or another... a SPECIAL OFFER JUST FOR YOU. kinda thing. Whatever...

      And whatever it is... create urgency... act before March 1st (two weeks is a good time frame, I have used it for several years in several different businesses) for our "whatever discount"

      Why go through all this trouble...?
      Simple really... you have just created a marketing piece / sales presentation tool. EVERYTHING WE DO should be a form of marketing. Right down to the clothes we wear.

      If they are there when you walk in...
      Great... You can give them a quick presentation right out of the folder, build the value in your service, overcome any objections, then ask for the sale. BAM... money in the bank.

      If they are not there when you walk in...
      No biggie... just leave the folder, say you have a special deliver just for _______. Please let him/her know I came by.

      Be real nice... (Guess that's kind of a given:p)I have been known to let the gatekeeper know my intentions and make them an affiliate of sorts... Quickly explaining what I am offering, then letting them know if the owner signs up for my services, I will pay you $100 cash. Or you could carry around a Gift Card to PF CHANGS, or some other popular spot that everyone knows, and say I'll buy you and your loved one dinner -while showing them the card. This is also EXTREMELY effective because the business owner will listen to him/her and trusts their opinion, usually. (Always use the words, "if you can help me out" when doing this... people like to help other people.)

      Now what? You wait 48 hours, then call...

      "Hey _____. I left a free report with your receptionist and just thought I would give you a call and see if you have any questions, comments, or concerns?" (This time when you call you and the receptionist are friends and she will let you through because she has a vested interest in you closing the deal.)

      Can't get a hold of them? Send a personalized hand written "thank you" card. "Thank you for looking at my report, just thought I would see if you had any additional questions or if I could be of service in anyway." Insert two business cards inside the envelope. Why two? You never know when they may not be able to afford your offer at the moment or have too much going on. After all, they are running a business. But they may pass on your card to someone else in need of your service... but want to keep one of your cards for later.

      Pretty easy... the only thing I didn't cover here... asking for the sale. That is only because I don't know what you are pitching and there are too many variables.

      So we as marketers know... you should have AT LEAST 5 streams of marketing going at any given moment if you want to be successful. Right?

      So...

      1. You cold called...
      2. You walked in...
      3. You hired an insider sales affiliate...
      4. You left a presentation...
      5. You called warm....
      6. You sent a thank you card...
      7. You gave them 2-3 business cards...


      I would have to say that is 7 attempts that should be taken with each and every client. Maybe this is why I have such a high closing ratio... I don't know.

      On a side note: If you get the deal before you send a card... send it anyway, with a personalized hand note about one of your conversations you had... This will increase referrals and lock you in with a KUNG FU grip with that customer.

      Don't get offended when they don't come beating down your door. You really have to keep in mind, people are busy. So you may not hear from someone for some time.... but that's ok... and that is why you keep following up with each and every prospect you get.

      With the presentation folder, color ink printing, paper, thank you cards, stamps, and business cards you have between $5-$6 invested in each prospect. But keep in mind... one deal will pay for a 100... and you will be able to keep your funnel full....

      A lot of people keep going after the new fish and forget to feed the ones you already have. If you keep feeding them... they will grow.

      I wish you the best and look forward to hearing about your success.
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  • Profile picture of the author Tiger_Claw
    I've heard both methods work equally the same. I've never actually tried walking in cold off the street, I have made a ton of cold calls and have had success. Though, I am considering making some packages to drop off with a variety of different local businesses.

    I am going to approach it in a different matter. I'm going to cold call the business first and ask if it's alright if I just drop off some information. If they say, yes? Then that is my, "in" and now I can put together a quick presentation to possibly show them when I drop off my literature.

    - TC
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    • Profile picture of the author Ehanson
      I'm not a fan of walking in cold off the street and going for a hard sell; here in New York that can get you a real earful and that's seen as an intrusion to business owners as stated above.

      You need to find a way to get them to come to you instead of the other way around. Once you get a client ask them for referrals, if you're good at what you do they will come to you.
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  • Profile picture of the author MichaelHiles
    If you think that you're going to walk into a small business and impress the business owner with a sales pitch on the spot, you obviously don't know much about small business owners. The best you can hope for is an intro and a meeting at a later time convenient to the business owner, not convenient to you because you decided to grace him or her with your presence.

    But I won't discourage you from doing it, sometimes people need to learn lessons on their own by just doing it.

    Good luck.
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  • Profile picture of the author John Durham
    Read post number 19 on the following thread. I remember this post because it saved my butt once! and helped me pay my mortgage. Only I called and set the appointment first, but if George says he walks right in, I believe him.

    http://www.warriorforum.com/main-int...desperate.html

    Better yet; here it is:

    Originally Posted by George Wright View Post


    ...

    Here is what I would do.

    First I'd build "momentum." I can work mad, I can work sad and I can work glad but I can't work hungry so first things first.

    I'd walk about two blocks to a business area and walk into the first business and say to the owner, "I'll build you a website for $300." If he said no I'd say, "How about $200?" If he said no I'd say, "How about $100." By now we would both be laughing and before I left I'd have some money in my pocket.

    Now off to Denny's, Norms or IHop for a BIG breakfast and a pot of coffee.

    From there I'd walk into every business and repeat what I did this morning. The only difference would be that I wouldn't settle for less than $300 with half down and half whenever.

    At lunch time I'd go to a mom and pop restaurant and eat a nice lunch and leave a BIG tip in plain view on the table as I asked to speak to the owner. The owner would come over and I'd tell him. "Your food is so good I want to give your restaurant a place of honor on my restaurant guide on the Internet. I'd walk out with that deposit and spend the rest of the day selling til dinner time.

    I'd be so far away from home by now I would pay to ride the bus home. Stopping off at the local market I'd buy some beer and salty snacks and stay up all night building websites.

    In a couple of days I'd return to all the people I sold to and collect the rest of my money.

    Now I would write a WSO on "How To Pull Money Out Of Thin Air" Outlining how I started selling to offline businesses and make another quick thousand or two.

    Oh wait. That's not what I "would do." That's what I did. Rinse & Repeat.

    George Wright
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    • Profile picture of the author Amir Luis
      Originally Posted by John Durham View Post

      Read post number 19 on the following thread. I remember this post because it saved my butt once! and helped me pay my mortgage. Only I called and set the appointment first, but if George says he walks right in, I believe him.

      http://www.warriorforum.com/main-int...desperate.html

      Better yet; here it is:
      That has to be one of the best threads EVER... I just went through and read the WHOLE thing... there are so many nuggets of information in there...

      Thanks John.
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    • Profile picture of the author nando1125
      Originally Posted by John Durham View Post

      Read post number 19 on the following thread. I remember this post because it saved my butt once! and helped me pay my mortgage. Only I called and set the appointment first, but if George says he walks right in, I believe him.

      http://www.warriorforum.com/main-int...desperate.html

      Better yet; here it is:
      That is Gold haha!
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  • Profile picture of the author johnhoefer
    Walking in cold will be received differently by different businesses. I do it for auto repair shops and it works well. They guys are down to earth and the owner is usually at the front desk.

    The only thing I bring in with my is my tablet pc (Small one), and a flyer. Like others said here, my goal is only to introduce myself set up a time to come back that is convenient for them.

    Also, if they are busy with a customer, I never interrupt. I just leave my flyer and then come back later after visiting other shops.

    Now, walking in cold to a lawyers office, an insurance agency (I work at one) or other professional services doesn't work well. I can't stand people that walk into my business, but then again, they all have the same crappy ideas and pitches. If you have a unique idea that can make them money, then people don't mind listening.
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    • Profile picture of the author midasman09
      Banned
      ABSOLUTELY! RIGHT ON!

      I've been selling advertising programs for many years and I learned long ago that...."it's too easy to say "No Thanks!" on the phone. I sell FULL Color advertising programs (Ads on Pizza Box Flyers, Ads on TV Channel Guides in Hotel Rooms, Ads on Restaurant Menus).....and....one of my latest and best....

      "VIDEOS ON SPEC!"

      I discovered that most restaurants TAKE GREAT PRIDE IN THEIR INTERIOR DECOR! They want the INSIDE of their restaurant to be IMPRESSIVE! They spend LOTS of money and Time....on their Interiors!

      However....potential diners do NOT SEE THE INTERIORS....until they are INSIDE the restaurant.

      So....knowing this...I made up a Sample PhotoStory Video (free from Microsoft) by taking digital photos of the outside of the building, the Sign and.....the INTERIOR of a local restaurant. Put together a Slide Show Video with an Opening Screen....photos with nice transitions....and appealing Background Music. WHALA! About 10 photos....for 90 sec video.

      I then burned a DVD and put it in my Portable DVD Player and walked into restaurant...asked for the owner....told him I'd like to "Show Him A Sample Video that Could Help him get more business." He was eating a late lunch at the bar so I plopped the portable DVD Player down, opened it and hit the Start Button!

      WOW! Bango! Bingo! Bongo! I thought the guy was going to come "UnGlued"! His mouth dropped as he SUDDENLY REALIZED WHAT he was looking at. A way for potential Diners to SEE THE INTERIOR of HIS restaurant.

      I then asked if he had any objections to my taking some digital shots and put together a Sample Video for him....at NO obligation.

      He agreed. So, I took some shots...went to my office and made up a 90 sec video....burned a DVD....plopped it into my Portable DVD Player and went back the next day at the same time. Sure nuff...there he was, sitting at the bar, eating his lunch.

      I greeted him and set the Player down and hit the Start Button and...once again....the guy's mouth drops open and a BIG SMILE comes across his face as he says those "Magic Words" indicating he's Interested.

      "How Much?"

      I tell him the price for the DVD....plus an additional for uploading to You Tube and an additional fee for uploading to 17 other Video sites plus a monthly amount to be included in my "Areas Best Restaurants" website.

      He says; "I'll take the WHOLE ENCHILADA!'

      So....if I had tried to see this guy by Phoning or sending a Sales Letter or email....he would have NEVER seen it and I would NOT have had a NICE SALE!

      Again....I learned long ago....to make money in MY "Sales Arena" (selling ad programs)....I MUST....Jam my Sample into my prospects Hands or Put them IN FRONT OF THEIR EYES! Trying to explain a Full Color Video with Text and Music....is like trying to "explain" one of Michaelangelo's art works! Can't be done.

      So....give me all the reasons why "Walking in Cold" doesn't work while I go about getting 2 Video Jobs a DAY....by SHOWING my Samples!

      Midas Man
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  • Profile picture of the author Besttips
    GREAT info here!

    I just read the entire string also and picked up many nuggets to use (and some definitely not to use!!
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  • Profile picture of the author garyfromdurham
    Originally Posted by swagcentral View Post

    I'm thinking about approaching several businesses tomorrow, to try and sell them on SEO and web design. What should I bring with me? Do you guys have brochures, a binder, or anything else which helps the sales process?

    Swagdale

    How did you get on with your cold calling?

    Cold calling is TOUGH and I don't have the confidence to do it. I wish I could be a superstar like John Durham, Andrew Cavenaugh etc. but I'm too shy and come across as awkward which doesn't make a good impression.

    I'll send you something that I personally use to get my offline clients which works for me. I think you'll find it useful and it might get you more customers.

    Look out for your PM

    Regards

    Gary
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  • Profile picture of the author John Durham
    Cold calling is awkward for EVERYONE at first... but if something else is putting money in your bank, I say do that instead. If not... the phone is always there for you, and there is always business for you waiting on the other end of it.
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  • Profile picture of the author nando1125
    I have never really tried the walk-in approach. But I have used cold calling and it works.

    Main reason why I haven't tried the walk-in approach is because I wouldn't want to look like some weird sales man trying to squeeze in a sales pitch, and if I did end up doing it I probably would just do a quick intro and take/leave a card as mentioned earlier in the thread.
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  • Profile picture of the author Simon H
    Originally Posted by swagcentral View Post

    I'm thinking about approaching several businesses tomorrow, to try and sell them on SEO and web design. What should I bring with me? Do you guys have brochures, a binder, or anything else which helps the sales process?
    I have done sales for over 15 years in small and Fortune 500 clients. Much of my job was to do cold calling and approach companies cold. Its hard when you are walking in cold to big companies but for small business owners. It is extremely easy and simple. Just be prepared and have a good offer. Your focus should be what can you offer them- rather then please buy my goods. If you build enough value through images, charts, numbers and estimates- you can wow any business owner.

    Also most of the sale is about building relationships. When you approach any business owner it is best to try to establish small conversations and build naturally- go in as a potential customer and get them talking to you and then perhaps discuss your SEO after.

    You can go to any printing company to get brochures made. Business cards as well, have an order form made from Microsoft Word with prices and special prices for them.

    Also many times with my clients, most said no in the beginning. I approached many over and over until they said yes. You just need to be strategic about it. When you approach mid size or larger companies its best to have a name prepared before walking in or else you will sound more like a soliciter then a relationship sales builder.

    Hope this helps- sounds like you have a great idea, most would never do.

    Simon
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    • Profile picture of the author midasman09
      Banned
      I've been 'Walking In Cold" for 30yrs and selling 1 out of every 3 small business owners I show my Programs to.

      Sure....once in a while I get a rude-crude-dude but...for the most part, small biz owners are cordial and courteous and OPEN to "...a New Idea to Help you get more business!"

      I've also noticed that the "rude-crude-dudes"....on average....are out of business withing a year.

      Midas Man
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      • Profile picture of the author rafterman
        Originally Posted by midasman09 View Post

        I've been 'Walking In Cold" for 30yrs and selling 1 out of every 3 small business owners I show my Programs to.

        Sure....once in a while I get a rude-crude-dude but...for the most part, small biz owners are cordial and courteous and OPEN to "...a New Idea to Help you get more business!"

        I've also noticed that the "rude-crude-dudes"....on average....are out of business withing a year.

        Midas Man
        Clearly the "what a terrible idea" post was spot on
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      • Profile picture of the author midasman09
        Banned
        Here's 2 examples of "Programs" I've sold where I didn't "walk-in-cold";

        1) My very first business was "Burglar Alarms".
        I used a Sales Technique I call...."Pre-Conditioned Controlled Mailing"
        I'd phone businesses (using a Cross-Index Directory that lists phone numbers in order of Addresses. 1219 Main, 1221 Main, 1223 Main...etc) I'd go right down the street saying the following;
        "Hi....my name is .......I have a new type of Security System made especially for Small Businesses. May I send you some information on it? (first contact)
        I sent my Sales Letter and Brochure to those that said, "OK, Send it over!'
        They'd see my Name. (2nd Contact)
        I'd then phone in 2 days and ask if I can come over to show them how my System works and give them an "estimate" (3rd contact)

        So...with this method....I was able to set up at least 2 appts a day

        (You could do the same with SEO service or Websites)

        2) Storm Windows - after a divorce I moved to the mountains of Colorado (Ski Country) Instead of looking for a "J.O.B."....I created my own. I was in a local pub one afternoon and overheard a discussion on "Storm Windows". 5 homeowners were sitting at a table behind me talking about WHERE they could get Storm Windows for the coming winter. I asked the TarBender if he had a Denver Phone Book. He handed me one and I looked under "Storm Windows"...found 2 companies that made them. Phoned and found one co that even had a "Salesman's Sample" kit. I went over and bought the Kit. The Sales Mgr took me on a Tour and in an hour, I learned how they made Storm Windows and what they would cost me. I could charge my customers anything over that. I then made up some Order Forms and proceeded to Make Phone Calls (using the Cross-Index Phone Directory)
        My phone pitch went like this;
        "Hi....my name is_____ I install Storm Windows. Do you have Storm Windows? (If answer was "Yes!"...I'd thank them for their time and go to the next number) If answer was "No!"....I'd say "Fine!", I will be in your neighborhood this evening giving an estimate for one of your neighbors and I can stop by at ______ Would that be OK, or would ____ be better?"

        MOST of the time they gave me a time that was "good for them". I'd go over...show my Sample....get out my measuring tape and give my figure on the cost...breaking it into "Small-Medium & The Whole enchilada". (This was in the early 80's and it was amazing how many took the "Whole Enchilada)

        I was averaging $1500 NET Profit each evening.

        Anyway....thanks for letting me remember my first business projects.

        Don Alm....MidasMan....STILL selling....and LOVING it!
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      • Profile picture of the author Amir Luis
        Originally Posted by midasman09 View Post

        I've been 'Walking In Cold" for 30yrs and selling 1 out of every 3 small business owners I show my Programs to.

        Sure....once in a while I get a rude-crude-dude but...for the most part, small biz owners are cordial and courteous and OPEN to "...a New Idea to Help you get more business!"

        I've also noticed that the "rude-crude-dudes"....on average....are out of business withing a year.

        Midas Man

        The rude crude dudes... are broke... that is why they are the way they are. They are struggling, and probably need our services more than anyone...

        But they just don't have the bucks to make it happen. They are stressed to the max. There are problems at home because of the financial burden, their lifes work is going down the tubes and they know it.

        If you can possibly put your self in their shoes... You may be able to get around the rude crude dudes and turn them into allies....

        Few and far between... but it does happen
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        • Profile picture of the author John Durham
          Originally Posted by Amir Luis View Post

          The rude crude dudes... are broke... that is why they are the way they are. They are struggling, and probably need our services more than anyone...

          But they just don't have the bucks to make it happen. They are stressed to the max. There are problems at home because of the financial burden, their lifes work is going down the tubes and they know it....
          Thats when you pull the ole George Wright trick on em and say "I'll build you a site for a hundred bucks.... would that help you out"?

          At least lock them in with a down payment and make yourself their "web guy".

          NEVER walk out of an appointment without a check. Work that prospect down as far as they will go even if thats just a hundred bucks to start... they will feel ingratiated by your willingness to work with them... and in my own experience you will make more money throughout the year through upgrades and referrals you get from them.

          Dont be too proud to take 100 bucks to nail someone down and title them as "Your client"... this way they can start telling all the other sales people "I already have a web guy".
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  • Profile picture of the author Rus Sells
    This thread is epic funny!

    Here's the thing, you have people who say go for it and you have people who say don't do it ever.

    If your telemarketing or walking in its still a numbers game in the end.

    When you call on the phone your going to get shut down, when you walk in personally your going to get shut down.

    Which path are you most comfortable with? Phone or in person? Figure out which one and stay that course.

    When it comes right down to it, if your calling on the phone or waking in, BOTH are an uninvited intrusion.

    Take the advice on here that works for you and ignore the rest.
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  • Profile picture of the author Jay Rhome
    Originally Posted by Rus Sells View Post

    This thread is epic funny!

    Here's the thing, you have people who say go for it and you have people who say don't do it ever.

    If your telemarketing or walking in its still a numbers game in the end.

    When you call on the phone your going to get shut down, when you walk in personally your going to get shut down.

    Which path are you most comfortable with? Phone or in person? Figure out which one and stay that course.

    When it comes right down to it, if your calling on the phone or waking in, BOTH are an uninvited intrusion.

    Take the advice on here that works for you and ignore the rest.
    Right on. I can't believe some say to avoid this like the plague. Is it the best approach? Well it is very good if you need results FAST, but obviously it's not the only method, and certainly not a way to do it continuously IMO.

    Midasman obviously has success with it, but he's probably very good at it too.

    I found out doing this face to face that I got the best feedback and pulse on my market. But, I rarely closed anything, and there were a few rejections I took personally. And it takes a long time.

    I prefer cold calling than showing up unannounced, and of course I prefer a lot of methods more than these two! But to say they don't work is untrue.
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    • Profile picture of the author Amir Luis
      Originally Posted by Jay Rhome View Post

      Right on. I can't believe some say to avoid this like

      I prefer cold calling than showing up unannounced, and of course I prefer a lot of methods more than these two! But to say they don't work is untrue.
      I absolutely agree with the last part....


      Actually.... I am getting better and better at closing over the phone but it is a skill that needs practice.

      There is something to be said about looking a prospect in the eye.

      You can judge so many different variables solely on body language that you can't see over the phone, Or GoToMeeting.

      Cold calling to get the appointment, then coming in and looking them in the eye... has proven to be successful for me. Just sayin.
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      • Profile picture of the author John Durham
        Originally Posted by Amir Luis View Post


        Cold calling to get the appointment, then coming in and looking them in the eye... has proven to be successful for me. Just sayin.
        It proves successful for millions of sales agents who work for thousands of sales organizations all over the world everyday!
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  • Profile picture of the author Brucew0617
    I should to say SEO is not a easy job...
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    • Profile picture of the author tamala
      Our family owns a large company. I would never just approach a business owner. They are too busy and you are not going to get a good response. My father never talks to anyone, I do, or one of the other family members. I would make an appointment first. We also deal with alot of other companies and definitely an appointment. Wish you all the luck in the world.
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      • Profile picture of the author Rus Sells
        Right, but there is a huge difference between walking into a large company versus a mom and pop business.

        Originally Posted by tamala View Post

        Our family owns a large company. I would never just approach a business owner. They are too busy and you are not going to get a good response. My father never talks to anyone, I do, or one of the other family members. I would make an appointment first. We also deal with alot of other companies and definitely an appointment. Wish you all the luck in the world.
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      • Profile picture of the author John Durham
        Originally Posted by tamala View Post

        Our family owns a large company. I would never just approach a business owner. They are too busy and you are not going to get a good response. My father never talks to anyone, I do, or one of the other family members. I would make an appointment first. We also deal with alot of other companies and definitely an appointment. Wish you all the luck in the world.
        I never buy the readers digest subscriptions either when the door to door salesman come around selling it every now and then... but still, readers digest has probably a million subscribers.

        One good rule of marketing is that you cant base all of your judgement around only what YOU would buy.

        I agree that appointment setting is much better though (big advocate) ... but door to door does work.
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        • Profile picture of the author Amir Luis
          Originally Posted by John Durham View Post

          ...One good rule of marketing is that you cant base all of your judgement around only what YOU would buy.

          I agree that appointment setting is much better though (big advocate) ... but door to door does work.
          Agreed...

          To some extent we need to make assumptions that everyone in our target demographic is like us....

          But to assume EVERYONE thinks like we do.... or... to accept the varying opinions and conjecture that you receive from these forums as Principled TRUTH... will hurt you and close your mind.

          Think about it.... I don't know about you But I hAVE TO HAVE AN OPEN MIND ON EVERYTHING THAT i DO.

          In my experience it really pays to know your target demographic. Not know what you think they know...
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    • Profile picture of the author rafterman
      sitting behind the computer, easy.

      Getting out there and convincing people you can bring them more customers from sitting behind a computer, hard.

      Originally Posted by Brucew0617 View Post

      I should to say SEO is not a easy job...
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  • Profile picture of the author Amir Luis
    Makes sense.... A proven and time tested principle. Not a theory.... or flash in the pan....
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  • Profile picture of the author k60mall
    I have walked into large and big businesses and never had a problem getting a foot in the door.

    You just need to be confident and present yourself professionally.

    Keith
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  • Profile picture of the author WillDL
    I'll talk to walk ins, if I have time. The trick for walk ins is to understand sometimes the decision maker is actually busy. I'm a big fan of cold call for the appointment.
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    Occasionally Relevant.

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  • Profile picture of the author AnthonyR
    If you're going to walk in cold you gotta be hot...I don't mean good looking but hey

    that might help. By hot I mean prepared. This is what I would Do and Have Done.

    1. Get a website Relevant to the business that you're targeting on the first page of Google. I hate backlinking so I outsource to a VA for $2.33/hr. It's not hard to get a local business on the 1st page.

    2. Once you have that done then walk in cold and tell them that you have a website
    on the first page of google and also let them know how many searches they get per
    month. And if they convert at 10% they'll make xx more per month.

    3. Tell them that you'll give them a free trial for 2 weeks or a month. So you put their info on the website and make sure you have an opt-in form. Then you show them the
    results and that you're the real deal

    4. if they say no it's ok because you now have an ASSET! A website on the first page of google.

    Again if they say no just hustle and let other relevant businesses know about your asset via postcards, letters, cold calling, walking in cold, chamber of commerce events etc.

    Someone is bound to say YES especially if you're offering a free trial. Hell even give it to them in exchange for some referrals that way you'll have a warm introduction.
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  • Profile picture of the author zoro
    If you do walk-in cold calls then you will need to see many businesses before you'll strike one that has the time to listen two you. It's basically a numbers came. In my experience for every 10 you walk into, only 1 will be willing to listen to you ie, 10%.
    Remember to always leave your card/brochure with the other nine businesses and always try to pick up one of their cards for your future reference.
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  • Profile picture of the author jackanderson1
    This is the reality about it. Cold calling won't be as effective. There's a very limited amount of businesses in the niche I want to target, so cold approaching seems like a better choice since I'm a pretty outgoing/friendly person.
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  • Profile picture of the author roggernrogger
    Cold Approach is Good and that is way to to get more business. After calling customer we can set an appointment only. There is no other way to set an appointment. In call we have to convince them for our product and there usage. If we made this then only they are ready for appointment and after that all responsibility of the sales agents of company to handle customers.
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