With the exception of 1 meeting, I walked out with either cash or a cheque there and then! The total gross income from the past month has been just more than £6000 (roughly $9,200)
All 11 sales were for websites which I charge £500 (plus £20 per month) however one of them was for an extra special website for a larger company at £1000.
As an important side note, many of these sites will be pure profit because I have just discovered, the Colourway theme for wordpress which is ludicrously easy to setup and looks stunning: http://www.warriorforum.com/warrior-...gle-click.html
When I discovered that I felt like it was Christmas
My tactics in the meetings have changed as my level of experience has grown and my style in the meetings is now 100% assumptive. This is huge.
I go in there with my notepad and ask questions about what they would like to see in there new website. Its that simple.
I build the website there and then with them as the guide. Start with the homepage and what they'd like to see on there right through the entire site structure to the contact page and whether they'd like their office to be shown on a Google map. Their participation is key.
Throughout the process you are creating a visual image of the customers brand new site in their mind. They then buy into that.
The fact is, when they agree to meet with you about a website, they are already made up on the fact they need a website. Why wouldn't they buy today? There is no good reason.
I have found in the many meetings I have walked away with "I'll need to think about it" or "need to run it pass the Mrs" you rarely get the business
Assuming the website is going to be built weeds (most) of these indecisive sorts out.
Being relaxed is vital Being assumptive does not mean you go in being aggressive and try to pull every trick in the book to get the deal closed. Believe me, in the beginning I lost enough sales like this, trying to use scarcity tactics and so on. The customers see right through this.
Be assumptive, be friendly, ask for the sale with a smile and you're in good shape
Final point which I think has been a big help has been taking out my ipad and showing a couple of examples of top of the line websites I've done. On the lovely HD screen of the ipad the sites look even nicer. This has been the final nail in the coffin in a few of my meetings I'm quite sure. You show them some of your work and the rest is history.
For any cheapskates like me out there who didn't go for the 3g ipad2, this is an app I have found to be amazingly useful for my business purposes App Store - Offline Pages - offline web page reader
Want to give props to John Durham and all the guys over at the Telemarketing forum, they have been a massive help to me as i have negotiated the learning curve of both cold calling and maximizing meetings. If you do any kind of offline work, even if you don't use the phone, get yourself over to the Telemarketing forum and register, you'll benefit in ways you could not imagine
Any questions, please ask away and I'll do my best to answer you promptly.