Two cold calls - two meetings

7 replies
I had an extra 10 minutes before I had to leave home today so I figured I'd try to make a couple of quick cold calls before I left. I'm going to start selling mobile websites.

So the first two businesses that I called, the owners answered the phones and agreed to have me come it. I basically used the script that ScottH mentioned in a previous thread (the one that's 1500 posts long).

I said "Hi, this is Mike Martin and I'm a small business owner in the area. I was on your website but noticed that you don't have one that's mobile friendly. Would it be ok for me to make a quick page of your website for mobile phones and stop by to show it to you?"

The first owner immediately asked "What's the cost". I said "It depends". I then thought I was going to get a rude remark but she happily said "Sure, you can come by but it will have to be sometime next week."

So I'll be going there next Tuesday.

The second call I made, the owner answered and I said the same thing. She sounded very busy but said "Yeah, but I'm real busy right now. Can you call back next Mon or Tue to set it up?". I said sure.

I made a couple of other calls but the owners weren't there.

So now I have a few days to build a couple of mock up mobile sites and hopefully come away with some sales next week. Now I just have to figure out pricing.

Question - Would it make sense to charge $XX per webpage?

Mike
#calls #cold #meetings
  • Profile picture of the author TenaciousFlea
    good news.
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  • Profile picture of the author RRG
    Originally Posted by mrcouchpotato View Post

    I had an extra 10 minutes before I had to leave home today so I figured I'd try to make a couple of quick cold calls before I left. I'm going to start selling mobile websites.

    So the first two businesses that I called, the owners answered the phones and agreed to have me come it. I basically used the script that ScottH mentioned in a previous thread (the one that's 1500 posts long).

    I said "Hi, this is Mike Martin and I'm a small business owner in the area. I was on your website but noticed that you don't have one that's mobile friendly. Would it be ok for me to make a quick page of your website for mobile phones and stop by to show it to you?"

    The first owner immediately asked "What's the cost". I said "It depends". I then thought I was going to get a rude remark but she happily said "Sure, you can come by but it will have to be sometime next week."

    So I'll be going there next Tuesday.

    The second call I made, the owner answered and I said the same thing. She sounded very busy but said "Yeah, but I'm real busy right now. Can you call back next Mon or Tue to set it up?". I said sure.

    I made a couple of other calls but the owners weren't there.

    So now I have a few days to build a couple of mock up mobile sites and hopefully come away with some sales next week. Now I just have to figure out pricing.

    Question - Would it make sense to charge per webpage?



    Mike
    Great job!

    I would tweak this in the following way:

    Don't ask a close-ended question ("Would it be OK?")

    Ask for the appointment. "I can come out and show you an example of a mobile-friendly site for you. How's next Wednesday at 2?"

    One more tip: don't tell them you're available today or tomorrow or even any day later in the same week you're calling. Always schedule it at least a week out.

    It's about positioning. Notice how both owners you reached were busy?

    You need to be busy, too, even if your'e really not!
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    • Profile picture of the author mrcouchpotato
      Originally Posted by RRG View Post

      Great job!

      I would tweak this in the following way:

      Don't ask a close-ended question ("Would it be OK?")

      Ask for the appointment. "I can come out and show you an example of a mobile-friendly site for you. How's next Wednesday at 2?"

      One more tip: don't tell them you're available today or tomorrow or even any day later in the same week you're calling. Always schedule it at least a week out.

      It's about positioning. Notice how both owners you reached were busy?

      You need to be busy, too, even if your'e really not!
      Thanks for the tip. I like the "I can come out and show you an example...." line. Especially asking "How's next (whatever day) at 2".

      Is it a good idea to call the day before or morning of to confirm the appointment?

      BTW, these two businesses are coffee shops and both have terrible regular websites too. So if I come up with something cool for the mobile, I can see if I can update their regular site as well.
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      • Profile picture of the author RRG
        Originally Posted by mrcouchpotato View Post

        Thanks for the tip. I like the "I can come out and show you an example...." line. Especially asking "How's next (whatever day) at 2".

        Is it a good idea to call the day before or morning of to confirm the appointment?

        BTW, these two businesses are coffee shops and both have terrible regular websites too. So if I come up with something cool for the mobile, I can see if I can update their regular site as well.
        No, do not call back to confirm.

        Tie down the appt. when you make it. Make them grab a pen and their calendar to write it down and tell them you will do the same. Then of course, show up 5-10 mintues early, never even a minute late.
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        • Profile picture of the author RRG
          Originally Posted by RRG View Post

          No, do not call back to confirm.

          Tie down the appt. when you make it. Make them grab a pen and their calendar to write it down and tell them you will do the same. Then of course, show up 5-10 mintues early, never even a minute late.
          Some might say call to confirm so you don't waste your time if they don't honor the appointment.

          But this is about psychology and positioning.

          Professionals work by appointment. And if you set an appointment, you should honor it unless a true emergency arises.
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    • Profile picture of the author jimbo13
      ^ Completely agree with RRG.

      Also, if you now know where you are going next Tuesday, have a look at businesses in the same road and phone them up.

      That way you will not have to much 'dead time' when some appts are out/forgot etc.

      Dan

      PS: I hope you didn't say 'See you next Tuesday' to her.
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  • Profile picture of the author ConradDeas
    Awesome stuff MrCouchPotato!! Everything I've seen about mobile sites from the "experts" has been about charging per site...

    But you may want to go over to the Mobile Marketing Mobile Marketing section to ask the question about charging per webpage.
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