Website + City = No Thanks?

12 replies
I have several websites ranking page 1 for search terms like plumber + city. This is the one I want to talk about specifically.

It is for a plumber in a rather large UK city and I have spent all morning basically saying I can get their number seen for free and after they get a tonne more calls, we can talk shop.

All I get is "we're ok for the moment" "that's not something we would be interested in".

I was going to change the number on my website to point to them, do some other online marketing for them to get the phone to ring - for free - and then they pay me a monthly fee to keep it happening?

What script can I use to get someone on board as I am happy enough to call but either I'm clueless or all these "business" owners are apparently overwhelmed with customers.

What would you say?

*ring ring*

Them: Hello?
Me:Hi I was hoping to speak with the owner
Them:This is the owner/ hold on (have spoken to owner everytime so far)
Me:Hi, My name is________

What should I say after I introduce myself?
#city #website
  • Profile picture of the author Gill
    It sounds and reads like you have a really profitable proposition for the people you are happy to call however each minute they spend talking to you about what they will perceive as spending money on your services, is interpreted as time away from making money for themselves or their business.

    If I were you I'd make sure your customer proposition is water tight and you have clearly thought through all your "objection handling". Brainstorm (in the shoes of the business owner) all the areas they will object to in first 15-20 secs ( or longer) of your phone pitch, then prepare a response that keeps them warm. When I get calls I hate waffle and techy speak - I want to know whats in it for me to even concentrate on listening to you any longer and I want to know what that is really quickly or I run out of patience.

    Also what is your USP..what makes you so different from what they can read about on the internet or other cold callers they get. Offer them a freebie - one hours free consultation or free trial to prove your techniques work or whatever works for you. Business owners love freebies as long as they dont lack quality and are of use to them.

    You sound very knoweldgeable and confident in what you can do for the client so make sure this comes across but in a way that is not off-putting. Are you sure the phone as first contact is best. I use both phone, email, brochure and online as well as flyers and find that getting in a clients face too quickly when they know too little about you can be very offputting and keep doors closed.

    Keep your offering simple, and easy to digest with clear tangible results.
    I wish you every success. If you need a hand on the objection handling let me know.
    {{ DiscussionBoard.errors[3586182].message }}
  • Profile picture of the author HaydenR
    I've learnt that zero tech speak is important. In fact, avoid using the word "website" if possible. I've found that the moment I say "website" the people on the other end immediately assume I'm some lame web design company offering services they don't need.

    Of course, you'll have to eventually tell them how you're getting them the business so you can explain how it works later but not at the start.

    Focus on the direct benefits they will get. Let's say you are getting about 1000 visitors to your plumber site monthly. Don't say it in that way to the prospect. Tell them they are plumbing leads or verified prospects instead. Use terms they can understand and relate to. Translate that visitor number into potential cash value if possible.

    Be short to the point and ask positive questions that almost guarantee a "Yes". E.g. Would you be interested in getting more clients?
    {{ DiscussionBoard.errors[3586405].message }}
    • Profile picture of the author candoit2
      I would tell them I have some ad space available on the top of google and you have XXX amount of people coming to your site each month looking for a plumber.

      Should I send these people to you or someone else?

      Aaron
      Signature

      {{ DiscussionBoard.errors[3586668].message }}
      • Profile picture of the author JimmyD
        How are you finding businesses to call you need to find plumbers that are not doing well in the local organic SERPs but who do spend money on advertising. Look through the local papers/yellow pages etc. for advertisers.

        Also it would help if you determined what a new customer is worth to a plumber against how many visitors your website is getting.

        Then you may be able to put together a pitch that will catch their attention more.

        You may be better off sending them a letter/email/postcard first outlining the benefits of your website before you call so it's not a completely cold call.
        {{ DiscussionBoard.errors[3586824].message }}
        • Profile picture of the author Steve Holmes
          Originally Posted by GCM0904 View Post

          It sounds and reads like you have a really profitable proposition for the people you are happy to call however each minute they spend talking to you about what they will perceive as spending money on your services, is interpreted as time away from making money for themselves or their business.

          If I were you I'd make sure your customer proposition is water tight and you have clearly thought through all your "objection handling". Brainstorm (in the shoes of the business owner) all the areas they will object to in first 15-20 secs ( or longer) of your phone pitch, then prepare a response that keeps them warm. When I get calls I hate waffle and techy speak - I want to know whats in it for me to even concentrate on listening to you any longer and I want to know what that is really quickly or I run out of patience.

          Also what is your USP..what makes you so different from what they can read about on the internet or other cold callers they get. Offer them a freebie - one hours free consultation or free trial to prove your techniques work or whatever works for you. Business owners love freebies as long as they dont lack quality and are of use to them.

          You sound very knoweldgeable and confident in what you can do for the client so make sure this comes across but in a way that is not off-putting. Are you sure the phone as first contact is best. I use both phone, email, brochure and online as well as flyers and find that getting in a clients face too quickly when they know too little about you can be very offputting and keep doors closed.

          Keep your offering simple, and easy to digest with clear tangible results.
          I wish you every success. If you need a hand on the objection handling let me know.
          Hey Gc, (name?)

          Great points - it was my fault for not positioning myself properly.

          I actually just emailed the voicemail of a lead to a dentist today and he replied asking me to call him tomorrow - I have 2 sites in his location and market that get a total of about 500 uniques a month.

          UK is definitely different to US so if you have any objection tips then just shoot me a pm, would love to go over it.

          Originally Posted by HaydenR View Post

          I've learnt that zero tech speak is important. In fact, avoid using the word "website" if possible. I've found that the moment I say "website" the people on the other end immediately assume I'm some lame web design company offering services they don't need.

          Of course, you'll have to eventually tell them how you're getting them the business so you can explain how it works later but not at the start.

          Focus on the direct benefits they will get. Let's say you are getting about 1000 visitors to your plumber site monthly. Don't say it in that way to the prospect. Tell them they are plumbing leads or verified prospects instead. Use terms they can understand and relate to. Translate that visitor number into potential cash value if possible.

          Be short to the point and ask positive questions that almost guarantee a "Yes". E.g. Would you be interested in getting more clients?
          You are correct and it's something I've noticed too.

          This goes to anyone reading this thread - NEVER SAY WEBSITE.

          As soon as you do, "not interested".

          I am considering "Hey, I'm looking to work with a "vertical" company in "cityname" but haven't chosen anybody yet. Can I send you the leads I'm generating until I find a company that needs more business? I help local business find more customers so wasting leads is a pet peeve of mine.

          If they say yes just say, before I go can you tell me if "competitiors name" is a reputable company in the area?

          Originally Posted by AaronJones View Post

          I would tell them I have some ad space available on the top of google and you have XXX amount of people coming to your site each month looking for a plumber.

          Should I send these people to you or someone else?

          Aaron
          Originally Posted by JimmyD View Post

          How are you finding businesses to call you need to find plumbers that are not doing well in the local organic SERPs but who do spend money on advertising. Look through the local papers/yellow pages etc. for advertisers.

          Also it would help if you determined what a new customer is worth to a plumber against how many visitors your website is getting.

          Then you may be able to put together a pitch that will catch their attention more.

          You may be better off sending them a letter/email/postcard first outlining the benefits of your website before you call so it's not a completely cold call.
          I found people using Adwords said they already had people doing it. I said are they generating you enough business or can you do with more people calling you? They generally just replied with "we're happy as we are".

          Maybe I just called who were yet to have a coffee, it was 7:00ish when I started!
          Signature
          "Live like you'll die tomorrow, Learn like you'll live forever" - M. Ghandi
          {{ DiscussionBoard.errors[3588776].message }}
  • Profile picture of the author GeorgeReed
    Contractors and especially plumbers are some of the worst clients to have.

    They think theyre entrepreneurs but they dont understand the concept of leverage. They just want to do everything themselves and keep every penny regardless of whether or not the ROI is worth it.

    The best way to approach these idiots is to say:
    "I can get you work. How much percentage are you willing to pay me per job you get?"
    {{ DiscussionBoard.errors[3589546].message }}
    • Profile picture of the author jeffrey73
      LOL, this is exactly true! I can't believe I'm agreeing with this guy, but you can't deny it. I was in the Electrical Contracting business for years, and this is the way 99% of the owners are. ESPECIALLY plumbers, roofers, and General Contractors. LMAO!

      Originally Posted by GeorgeReed View Post

      Contractors and especially plumbers are some of the worst clients to have.

      They think theyre entrepreneurs but they dont understand the concept of leverage. They just want to do everything themselves and keep every penny regardless of whether or not the ROI is worth it.

      The best way to approach these idiots is to say:
      "I can get you work. How much percentage are you willing to pay me per job you get?"
      {{ DiscussionBoard.errors[3589736].message }}
      • Profile picture of the author DaniMc
        If your site is already getting visitors and you know you can send calls their way, just tell them:

        "I am getting a lot of plumbing referrals, would you mind if I send extra customers your way?"

        Then a week later call them back and tell them how much money it will take for you to keep sending the referrals. It might take a few weeks of different plumbers before one of them gets it...but they all love their phone to ring and they all love money.

        Don't even tell them about the site...just make the phone ring.
        Signature
        Be kind, for everyone you meet is fighting a hard battle.
        {{ DiscussionBoard.errors[3589872].message }}
  • Profile picture of the author Black Hat Cat
    Banned
    Originally Posted by Steve Holmes View Post

    I have several websites ranking page 1 for search terms like plumber + city. This is the one I want to talk about specifically.

    It is for a plumber in a rather large UK city and I have spent all morning basically saying I can get their number seen for free and after they get a tonne more calls, we can talk shop.
    Just curious, but is your plumber site actually getting any visitors? If so, how many?
    {{ DiscussionBoard.errors[3589618].message }}
  • Profile picture of the author abbadox
    I have used postcards to promote this exact type of service with great results. I tried via the phone but never really got it to work.
    {{ DiscussionBoard.errors[3589731].message }}
  • Profile picture of the author netstarmobile
    I would talk to the owner and paint a mental picture in their mind. such as: "Can you imagine going to your favorite restaurant for a week and enjoying the best food on the menu and not paying a dime in advance. How great would it be to enjoy all that food for a solid week and you pay only if you like the food. What a great idea, see it, enjoy it and pay only if you see the value. Sir that's what I'm offering you now. Try my service for 1 week to see how many more times I can make your phone ring, to see how many more appointments you'll make. The appointments if handled correctly will obviously turn into more sales, which of course means more money in your pocket. After the week I'm sure you'll want to keep the service and very likely, expand the service. I have several business owners, just like you that love this service and I have the testimonials to prove my claims. I would like to take a few minutes of your time to show you how I can have a positive impact on your business. How about Monday 10am, does that work for you?"

    Not very techie, but a pitch I have used to good effect, for my offline business. Most business only care about the bottom line and how you can help them improve it. Strong testimonials from other business owners will help you get in the door, but only a great product or service will keep you there. Hope this helps.
    {{ DiscussionBoard.errors[3590153].message }}
    • Profile picture of the author mjbmedia
      can you say youre doing this for one of their competitiors (privacy prevents you from sharing details) who is now so busy due to your successes they cant take all the new contacts so youre looking for the next lucky guy , is he interested as you have a list of 50+ local plumbers youre going through and someones gonna be happy.

      Im in UK too and agree many of the business people here are so slow , dumb and risk averse it serves them right when they go bankrupt.
      What adapt, innovate, me! but I'm British!
      Signature

      Mike

      {{ DiscussionBoard.errors[3591735].message }}

Trending Topics