I have been successful selling fan page services both online and offline using different techniques. This past Monday I spent an hour putting together a list of 16 businesses (was not aiming for only 16, just only had an hour to spend). Here are the steps and the results...
1) Went to Google and searched "site:Welcome to Facebook - Log In, Sign Up or Learn More xxxxx oh", which yielded page results from Facebook
2) Went down through the results and found businesses in that area who were currently using Facebook. By currently I mean recent posts and activity.
3) Spent a couple minutes looking at their page, info, etc. Then in a spreadsheet put in business name, email, phone, urls and any notes I felt would help when I called
4) Called all 16 businesses. Only took about 30 minutes because I was not able to reach who I needed. Ended up leaving voicemails for most.
5) Sent an email to each one (changing a couple sentences if necessary to make more personal) saying that I had just tried to reach them and wanted to follow up with a quick email. NOTE: I think a decent subject line here is "your facebook page"
6) By end of the day got two responses.
Two meetings. One next Tuesday who I told I wanted to make a quick mock-up and spend 15 minutes showing them and explaining what we could do for them. Met with the other business today and closed it. I fully expect to close the other one on Tuesday.
Total time not including meetings was about two hours.
This isn't some kind of revolutionary technique, but if you are trying to sell fan page services and are having trouble I think the key here is that finding businesses who are already using Facebook is much, much, much easier than calling businesses out of the blue. I normally get no responses from emails, but I think that it got a good open rate because they are on Facebook and I used it in the subject line. Plus the fact that I had already tried reaching them. I think perhaps I set myself apart from the spam they typically get. I wasn't sending out a mass email, it was personal.
Interested to hear what techniques others are using to sell this type of service.