Powerful Way To Close Clients On Website Design!! Make them REALLY want a website!

by s62731
201 replies
Hey guys!

So a few months ago I was really struggling with selling to people VIA cold calling. But after A LOT of persistence and help from people on this forum (special thanks to Jason Kanigan) I am now starting get great success I didn't believe was possible(14 websites in 4 days at $499 a pop = $6986 in one week!!!!!)

And most it has all come down to 2 things:
  1. Persistence
  2. A great closing method

Now this closing method is not immediate, but it is very powerful.

When I ramped up my calling to 100 calls a day (i know some people will say that's not much, but for me it was) I started to run into the same problem over and over again.... Anybody who was interested would want me to "email some information over".

Now after "emailing some information" about 30 times, with not interest what so ever after the email was sent (and after calling back), I realized I had a problem.

So I came up with a solution that turned almost every "could you email some information" into a customer.

The demo site:

Now i am sure some other people are already doing something like this, but I must of missed that thread.

What I simply say over the phone is "What I would love to do is create a 'mock' version of what your new website would look like and then send you a link to look at it". They 100% always say YES!

So I would create a subdomain (yourbusiness.mywebsite.com) and use wp twin to clone an existing customers website onto this new subdomain. Then I would just delete all the information, change the logo to a text that says "your business name" and sent the link to the business owner.

This whole process takes less than 10 minutes!!!!

So what happens next?

Either they email you back saying: "when can we get started?"

Or

You call them and they say: "wow I really loved the site, and this is only $499?"

So far this week I have done this 15 times, and closed 14 of them!

Why is this so powerful?

Original these people were a bit skeptical about people who try to sell them stuff over the phone. But creating a demo website for them makes it REAL.

They can actually see what you will create them. They feel like this is already there site. It is just there waiting for them.

Anyway, using this has helped me close 14 websites in 4 days, calling about 400 buinesses. You do the math. Thats a lot of clients for not much work!!

So what should you do?

If they sound skeptical, offer them a 'demo' site!!!!!

Thanks guys,

James

Edit: and just to add... using this method means you do not have to schedule appointments with the business owners, all closing is done over the phone!
#clients #close #design #make #powerful #website
  • Profile picture of the author NameThatCandy
    Great idea!!

    I am selling mobile websites, I am going to try your method!

    btw, what business do you usually call?

    thanks
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    • Profile picture of the author Vikuna2009+
      I already hit the "Thanks" button but if I could hit it twice, I would.

      For me, this is a quick and show method with no bs. LOVE it and "Thanks" again, lol, Eva

      ...mental note; go NOW and google to learn how to use WP twin... (and off she goes).
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  • Profile picture of the author fpharaoh
    Not my line of offline business but this is a great tip.
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  • Profile picture of the author Steve Solem
    Excellent advice there James!

    I just started doing this with mobile sites as it only takes a few minutes to go from a bland demo to a semi-custom version of what could be their working site and I think it's a great way to help you sell.

    Nice job!

    Steve
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  • Profile picture of the author s62731
    @ Namethatcandy: I contact all types of service businesses. If there are more than 100 searches a month for the service in my city, i'll contact them.

    I use places scout (wso software) to find all google places listings for a certain keyword, then call all the ones that have no website.

    for example: Air Conditioning City
    This came up with 68 businesses that had no website. Called everysingle one and eventually sold 3 sites to air conditioning installers.

    Other good business types:
    House cleaning services,
    Tree Removal
    Fencing Contractor
    Timber flooring

    Just to name a few. Check out superpages.com for more ideas
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    • Profile picture of the author Ehanson
      Very effective method and thanks for sharing. I'm assuming they pay via PayPal or check?

      I used to work for an online company that would also send demo's out to prospective clients and it worked well.

      I'll be trying this out with businesses I contact.
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    • Profile picture of the author mikeb1
      great idea like it thanks for the share

      Originally Posted by s62731 View Post

      @ Namethatcandy: I contact all types of service businesses. If there are more than 100 searches a month for the service in my city, i'll contact them.

      I use places scout (wso software) to find all google places listings for a certain keyword, then call all the ones that have no website.

      for example: Air Conditioning City
      This came up with 68 businesses that had no website. Called everysingle one and eventually sold 3 sites to air conditioning installers.

      Other good business types:
      House cleaning services,
      Tree Removal
      Fencing Contractor
      Timber flooring

      Just to name a few. Check out superpages.com for more ideas
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  • Profile picture of the author RaptorGabe
    Not exactly revolutionary but what people need to understand is that by showing this type of success it means THAT IT IS WORKING!!! Seriously if you are having trouble with this method you are trying too hard lol just shut up and make the calls . Try to set a record of being told no in one day.....you'll be shocked by how much money you make
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    • Profile picture of the author StrategicCheetah
      James this is a really awesome post. Its funny how you can be working one way and have the blinkers on. Even though I've been giving away websites for free using WPTwin, I never did think about doing this when I was asked for samples!

      I am absolutely going to be using this from now on for people who want to see samples! Thanks mate.
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  • Profile picture of the author Kunle Olomofe
    A variation of this netted the web design arm of my offline web consulting biz $4,492 for 2 sites at around $2,200/site for the same client.

    Had an outsourcer build the demo sites (for free--made him an offer of a good deal possibly coming down the line and he's a great guy and protege so he did it with a smile), then I went in and made a presentation of both sites, there was a full team of half a dozen execs and everything... no one had questions, they were happy, the cheque was signed a week or so later.

    This doesn't happen every day just pointing out that it appears the demo site concept is what will take over the web and possibly graphic design worlds (especially offline)--appears it already has actually...

    Too many broken promises by designers may have caused this... or maybe too many ads out there by designers so seeing their name etc on a great design made just for them becomes believing for them..

    This is essentially building sites for free with no surefire shot of getting the deal, but if you target your audience well so that you're sure the folks you're calling have money and want a web site, and it's just that they need a convincer and if the demo building doesn't take too long or cost an arm and a leg then it's definitely worth trying this... it's surely a viable method.

    PS: Since I was charging $2K a pop per site, I didn't have the demo built till I was almost sure the deal was going to be closed and all they needed was to see that the job could indeed be delivered as promised.
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  • Profile picture of the author P1
    I still have a hard time seeing how people can close fully on the phone, I would think the person you are calling would never cut a check to a complete stranger.

    I don't doubt it's possible it's just something that I would never do if some random person called me.

    s62731, do you think meeting with the business owner after showing them the site can raise your sales? you could also upsell.
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    • Profile picture of the author RentItNow
      Originally Posted by P1 View Post

      I still have a hard time seeing how people can close fully on the phone, I would think the person you are calling would never cut a check to a complete stranger.

      I don't doubt it's possible it's just something that I would never do if some random person called me.

      s62731, do you think meeting with the business owner after showing them the site can raise your sales? you could also upsell.
      Again, I agree. I would never buy a service based on a phone call. It is the old try it out for 30 days thing that might work but I'm not willing to break something that's working.

      The meet/greet and upsell is key. I WANT them to buy the google marketing loop I'm offering them. It is the single greatest service I can offer them.
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      I have no agenda but to help those in the same situation. This I feel will pay the bills.
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      • Profile picture of the author StarkContrast
        And don't forget, folks, it was the persistent 100 calls a day (just a 100) that launched this. Had it not been for that, the OP's story would be very different.
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    • Profile picture of the author s62731
      Originally Posted by P1 View Post

      I still have a hard time seeing how people can close fully on the phone, I would think the person you are calling would never cut a check to a complete stranger.

      I don't doubt it's possible it's just something that I would never do if some random person called me.

      s62731, do you think meeting with the business owner after showing them the site can raise your sales? you could also upsell.
      Yeh I also had a hard time seeing how you could close on the phone, until started doing this.


      You will find people are always skeptical when being sold stuff over the phone, and have a natural block against it. That's why this method is so good.

      Because by creating them a demo site, it starts to become trust worthy. You said you were going to do it, and you did. Now they have a tangible website of their own they can look at.

      The other thing is that I always tell them to check out my own site, where I have a video of me talking to the camera about how local businesses can really utilize a website. So by sending them there it puts a face to the voice calling them.

      One thing I will agree with you on however, is the upsell. It is hard to upsell immediately if you are not physically there with them. But I will send these customers a free report about a month after they have had their website.

      The report basically goes over the benefits of being at the top of the search engines, and how they can really dominate their competition. Then a week later I will call them up and offer a google places/seo upsell.

      That is what has been working for me so far.

      Edit: One thing I forgot to mention, is that I would definitely prefer to have a meeting with the business owner and do the upsell then and probably increase my chances of closing the sale. However if the business owner is more than an hour away, for me that is not worth it.

      1 hour there, 20 minute meeting, 1 hour back = 2.5 hours. Sure I guess you could say that is worth it to close the client, but In that time I could have called another 100 businesses, had 4 agree to set up a demo site, and then set up the sites, then called them the next day and made 4 sales, instead of just 1.
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      • Profile picture of the author P1
        Originally Posted by s62731 View Post

        Yeh I also had a hard time seeing how you could close on the phone, until started doing this.


        You will find people are always skeptical when being sold stuff over the phone, and have a natural block against it. That's why this method is so good.

        Because by creating them a demo site, it starts to become trust worthy. You said you were going to do it, and you did. Now they have a tangible website of their own they can look at.

        The other thing is that I always tell them to check out my own site, where I have a video of me talking to the camera about how local businesses can really utilize a website. So by sending them there it puts a face to the voice calling them.

        One thing I will agree with you on however, is the upsell. It is hard to upsell immediately if you are not physically there with them. But I will send these customers a free report about a month after they have had their website.

        The report basically goes over the benefits of being at the top of the search engines, and how they can really dominate their competition. Then a week later I will call them up and offer a google places/seo upsell.

        That is what has been working for me so far.

        Edit: One thing I forgot to mention, is that I would definitely prefer to have a meeting with the business owner and do the upsell then and probably increase my chances of closing the sale. However if the business owner is more than an hour away, for me that is not worth it.

        1 hour there, 20 minute meeting, 1 hour back = 2.5 hours. Sure I guess you could say that is worth it to close the client, but In that time I could have called another 100 businesses, had 4 agree to set up a demo site, and then set up the sites, then called them the next day and made 4 sales, instead of just 1.
        Awesome, so a day you could get 3-4 people to buy the demo website?

        And how's this method going for you now these days?
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        • Profile picture of the author keldog
          Just getting into offline seriously now and after 10+ years in the print advertising industry (the offline world of course) I believe this method is sound. We used a similar approach with great results!

          A variation of the "puppy dog close". eg; Pet shop owner lets shoppers take a puppy dog home and assure them they can return it in a few days if they're not happy. Puppy does the selling and puppy rarely comes back. Deal closed.

          Give them a lovable little website, cold wet nose and all, it will do the selling and rarely come back. We did some of our best work on those particular ads and this approach, as we wanted to make sure we had the best chance to close the deal.

          One might find oneself making very cool websites, doing one's best work, in an efficient and effective manner and wind up creating a nice little business, closing lots of these deals. No cubicle.

          Originally Posted by P1 View Post

          I still have a hard time seeing how people can close fully on the phone, I would think the person you are calling would never cut a check to a complete stranger.

          I don't doubt it's possible it's just something that I would never do if some random person called me.

          s62731, do you think meeting with the business owner after showing them the site can raise your sales? you could also upsell.
          I might have had a hard time believing it too had I not seen it first hand. Almost all (98%) of our deals were made over the phone and ranged anywhere where from $295.00 to $1,500.00 and more.

          Not saying it's the biggest money in the advertising world, what I am saying is these offline business owners will spend that kind of money over the phone. They did it with us all day, every day (M-F).

          Not only would they cut checks, sight unseen, about 40% of our payments came through credit cards. Immediate payment, sight unseen. And for a product with much less wow factor!

          We did business from coast to coast and had thousands of customers whom we never saw in person. Repeat customers issue after issue, for years. Still do.

          Suffice to say the owner of that company lived comfortably in a million dollar plus home and drove brand new luxury vehicles. It works.

          As far as the upsell over the phone, that was even easier! They've already purchased from us. It may sound bad but it was like shooting fish in a barrel. Almost too easy.

          I would show the client (again, already made) a bigger better ad for a little bit more, "super size it" so to speak. Usually a no brainer for them.

          Not sure exactly how this translates to the offline/online arena but the technique worked extremely well for us. Some variation of that should do the trick. Additional pages for x-amount more, for instance.

          Let's not forget hosting or maintenance fees! Could they benefit from a mobile site? How about video and a custom Youtube channel? Or maybe a FB Fan Page? Email marketing anyone? SMS? QR codes...

          Originally Posted by RentItNow View Post

          I'm doing this but not with cold calling. I am just talking to everyone I possibly can and offering a mock up to show them what I mean. As you said, it is rarely declined.

          This has worked so well that I have been trying to quicken the process as much as possible including having a paypal link on the email or page to let them PAY for it or put a deposit right away. Still testing that tho. Most places are still skeptical of paying before receiving so to speak.
          Love the PayPal link in the email or on the site idea! Make it as easy as possible for them to make the payment via the link. Upon doing so you remove the link from the site and basically turn the site over. Slick.

          I can see it now, right up at the top, the payment button, plain as day. Don't be shy about it. One thing I learned there is these are business people that often appreciate boldness. They respect it.

          Further, they don't have a lot of time for beating around the bush. Though you need not be as obvious as a payment button above the fold on the home page, it just might work for some.

          Sorry to have carried on but thanks to the OP I am really pumped right now. I've seen this work elsewhere. Should work here too and the OP is proof.
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  • Profile picture of the author RentItNow
    I'm doing this but not with cold calling. I am just talking to everyone I possibly can and offering a mock up to show them what I mean. As you said, it is rarely declined.

    This has worked so well that I have been trying to quicken the process as much as possible including having a paypal link on the email or page to let them PAY for it or put a deposit right away. Still testing that tho. Most places are still skeptical of paying before receiving so to speak.
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    I have no agenda but to help those in the same situation. This I feel will pay the bills.
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  • Profile picture of the author truesouth
    Hey folks, this works. I have done the same this week here in Chile, and the results are impressive. I only had to make 20 calls to get a new customer. And yesterday I made one call, and got a new customer. Yes! 1 call = 1 new customer.

    This is very powerful!
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    • Profile picture of the author s62731
      Originally Posted by truesouth View Post

      Hey folks, this works. I have done the same this week here in Chile, and the results are impressive. I only had to make 20 calls to get a new customer. And yesterday I made one call, and got a new customer. Yes! 1 call = 1 new customer.

      This is very powerful!
      Wow man... 1 call 1 customer. That's awesome!

      What customer who is even slightly interested in wanting a website would turn down a free 'demo' of what it would look like!

      Even if they didn't decide to get a website from you (like I said I got 14/15 sales), when they do decide to get a website, they are going to come calling you anyway. Win win.
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  • Profile picture of the author jaybaker
    Very interesting... By coming to this thread and another on the offliners forum I have already learned 2 very impressive methods for getting clients. Working on one right now and will be sure to implement this one shortly after I start seeing results with the other.

    Thanks to the OP for posting this btw.
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  • Profile picture of the author s62731
    @P1:

    The sale usually occurs the next day. So after they say "do you have anything you could email me?" or "do you have any samples" or anything like that I say:

    "I'll tell you what. Ill create a mock-up or what type of website I will design you, then I will send you a link to look at it. It's best to see if you like my style of websites before we go any further"

    To which they ALWAYS say:

    "Wow that sounds great, here's my email address..."

    So then I do the site, and send them the link.

    Next day....

    I check my email, about 70% email back saying "I loved the site, what do I have to do to make it mine?" or along those lines. Make the sale then and there.

    or

    If they don't reply by email, I would call them that afternoon, and the same thing happens. Me: "did you get a chance to look at the mockup web design I did for you?"

    Owner: "yes I loved it bla bla bla..."

    ---------------------------------------

    So as you can see the sales aren't made on the same day as the original call, but they are made the next day after they get a chance to look at them.

    The key here is to call HEAPS of businesses. What I do is a combination of what I have learnt from Jason Kanigan and John Durham.

    Basically, call a **** load of numbers (john) and then sell **** to them (jason).

    If you call 100+ businesses and dont get a single one saying "hmm we have been wanting to get a website for a while", then something is wrong.

    The better you get, the more you can turn slight interest into a sale.
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  • Profile picture of the author Jason Kanigan
    Hi James, good to hear you are experiencing success. Selling is not a skill that is developed overnight!
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  • Profile picture of the author Rf Li
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    • Profile picture of the author P1
      Originally Posted by Rf Li View Post

      Going to put my insurance cold calling skills into practice soon. I need a copy of WP twin it seems.
      You can just use standard HTML sites I'm sure it'll have the same effect and will be more lightweight, easier to transfer and manage.
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      • Profile picture of the author bvbiz
        Originally Posted by P1 View Post

        You can just use standard HTML sites I'm sure it'll have the same effect and will be more lightweight, easier to transfer and manage.
        You can also do this with FB fan pages. All works the same. FB is an easy sell due to the numbers and the comfort level...everyone has an account.
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  • Profile picture of the author Tracy411
    Hi James,

    I have never done this, but sounds like a great method. I have a couple of questions:

    How do you transfer the site over to their domain for them once they buy it?

    Do you buy the domain name for them, or do they?

    Who writes the content for the sites? I am guessing you use some 'lorem ipsum' text for the demo.

    I am trying to picture the process and flow.

    Thanks in advance

    Tracy
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    • Profile picture of the author s62731
      Originally Posted by Tracy411 View Post

      Hi James,

      I have never done this, but sounds like a great method. I have a couple of questions:

      How do you transfer the site over to their domain for them once they buy it?

      Do you buy the domain name for them, or do they?

      Who writes the content for the sites? I am guessing you use some 'lorem ipsum' text for the demo.

      I am trying to picture the process and flow.

      Thanks in advance

      Tracy
      Hi Tracy

      1. I buy the domain for them. Much easier than trying to get them to do it, if you make them do it, you are putting all your power in their hands. What if they never do it? It might take them 2 weeks to do, it might take 4 months!

      2. I just use WP-Twin to transfer it over. But realistically I could just install it again because it is so empty. All it has is maybe 2 industry related images, and where the logo should go, just a text image with their company name.

      3 I write the content for the sites. Originally I could not be bothered doing this and I got the client to write the content. But they are busy and never get around to doing it. I generally make them pay 50% upfront and 50% after completion. So if I have them do the content it could take months before it is complete, so would have to wait months to get the other 50%. So now I do all the content and usually only take 48 hours from first payment to completion.

      4. Yeh I just use lorem ipsor stuff for the text, and I create a couple of empty pages just to fill the menu.

      Hope that helps

      - James
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      • Profile picture of the author P1
        Originally Posted by s62731 View Post

        Hi Tracy

        1. I buy the domain for them. Much easier than trying to get them to do it, if you make them do it, you are putting all your power in their hands. What if they never do it? It might take them 2 weeks to do, it might take 4 months!

        2. I just use WP-Twin to transfer it over. But realistically I could just install it again because it is so empty. All it has is maybe 2 industry related images, and where the logo should go, just a text image with their company name.

        3 I write the content for the sites. Originally I could not be bothered doing this and I got the client to write the content. But they are busy and never get around to doing it. I generally make them pay 50% upfront and 50% after completion. So if I have them do the content it could take months before it is complete, so would have to wait months to get the other 50%. So now I do all the content and usually only take 48 hours from first payment to completion.

        4. Yeh I just use lorem ipsor stuff for the text, and I create a couple of empty pages just to fill the menu.

        Hope that helps

        - James
        Do you have them also pay monthly hosting after you have bought the domain and they have purchased the site?

        If so how do you work that out?
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  • Profile picture of the author More Ideas
    Thanks a lot for this.

    I've also found a lot of people are just sceptical, or they think it will be too much hassle. So, by doing this, you are removing the 'clutter' from their mind (be it about how a site might look, how long it might take, but also, what they need to do).

    I was just wondering can any of you guys recommend some good themes (or examples of websites) for restaurants - and for any other types of businesses (preferably free).
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  • Profile picture of the author denial12
    It is a Great idea friend. Thanks for sharing with us.
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  • Profile picture of the author BlogDiva
    Getting the deal has been one of my struggles but not anymore...Tomorrow I plan to put this into ACTION! I will report back my results!
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    • Profile picture of the author P1
      Originally Posted by BlogDiva View Post

      Getting the deal has been one of my struggles but not anymore...Tomorrow I plan to put this into ACTION! I will report back my results!
      Same here.

      Let's see who can land more!
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      • Profile picture of the author BlogDiva
        Originally Posted by P1 View Post

        Same here.

        Let's see who can land more!
        Uh Oh...looks like we got a "website close the deal challenge" going here!
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        • Profile picture of the author P1
          Originally Posted by BlogDiva View Post

          Uh Oh...looks like we got a "website close the deal challenge" going here!
          How did you do today?
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          • Profile picture of the author s62731
            Originally Posted by P1 View Post

            How did you do today?
            More importantly... how did you do today? How many calls did you make?
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  • Profile picture of the author s62731
    Just a note on cold calling and closing the deal:

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    • Profile picture of the author StrategicCheetah
      Originally Posted by s62731 View Post

      Just a note on cold calling and closing the deal:

      YouTube - Broadcast Yourself.
      This really hits the spot for me. It happens all the time where I'll be thinking of jacking it in for the day because nobody is interested and after making that final 20 or 30 calls, finding an absolute gem of a client who needed an ecommerce site or something high end

      The feeling when that happens is amazing.

      Then on the other hand, how horrible does it feel when you stop short of the number of calls you were intending to make?

      It eats away at you for the rest of the evening! lol

      The trick is, set the number of calls you are wanting to do and make sure you follow through and complete the session.

      If you do that most days you work you will never ever struggle to find customers who need help.

      Thanks for this video, and the original post, both were awesome.
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    • Profile picture of the author P1
      Originally Posted by s62731 View Post

      Just a note on cold calling and closing the deal:

      YouTube - Broadcast Yourself.
      Any update on your sales people?
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    • Profile picture of the author him77
      Originally Posted by s62731 View Post

      Just a note on cold calling and closing the deal:

      YouTube - Broadcast Yourself.
      Thanks for the video...really motivating. Could you give us a quick sample of the script you're using such as the intro or opening. I can take it from there. Thanks again.
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      • Profile picture of the author ltplenus
        Originally Posted by him77 View Post

        Thanks for the video...really motivating. Could you give us a quick sample of the script you're using such as the intro or opening. I can take it from there. Thanks again.
        I'm also interested on the above. Thanks in advance !
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  • Profile picture of the author aeroturner
    Hey thanks for sharing this..Very interesting, really a great thread
    Getting ideas to grab clients easily..
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    • Profile picture of the author midasman09
      Banned
      Here's take off on Jame's technique;

      "Mobile Websites"!

      However....rather than Phone Calls....we do "In-Person" calls on Restaurants!

      We "Barge In" (we're really smoother than that) (8am to 10:30am) We "walk" into a restaurant (not a greasy spoon) preferably a medium to upper class place....ask if the owner is in....tell owner he does NOT have a Website that can be seen on a Mobile Phone (we assume)....show him what we mean by a "Mobile Site"....tell him we'd like to make a MockUp at absolutely NO Obligation and we'd like to stop back tomorrow about the same time to show him what it looks like.

      They either say Yes or No or have some questions. We never divulge cost at this time. Sometime they'll ask "WHY?" does he need a "Mobile Site"?

      We tell him that MOST of his potential customers probably have a Mobile Phone and this will make it easier for them to Find the restaurant....see what the place looks like....the Menu and what's the Special of the Day etc....plus.....it's the "Modern Tool"!

      If owner gives too much "static" or a No...we thank him for his time and go to the next restaurant.

      Out of 6 Calls last Monday....my new rep got 4 "Yesses" and 3 "Closes" the next day for $290 + $160 every month for a weekly "Service" of changing the Daily Specials and any upcoming events....$450 ($225 on acceptance and $225 when up and running)

      Depending on how the day goes...determines when...."prospecting" is done. If she blanks out in morning....she continues on at 1pm. Fortunately, she's "nice-looking" so she's usually able to get "Demo-OK's" from a high percentage of her attempts...whereas my other guy doesn't get as high a percentage of "OK's" maybe due to his "nerdy" appearance. Who knows.

      We spend the afternoons on building the Demos...which take about an hour each (using Quentin's Script)

      The "hardest" part of this is...."finding the owner IN!"....however, this sure beats making dozens of phone calls (which we can't do in towns of 100,000 and below)

      It's best if you have a Mobile Phone to demo with BUT....by using a "Simulator" and making copies with "Snag It" ....we found you don't need a Phone.

      And...we include a "secret-closing" technique that motivates Owners to go NOW! Plus....if they don't have a regular website...we do work on that.

      Don Alm
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      • Profile picture of the author Steve1776
        Originally Posted by midasman09 View Post

        Here's take off on Jame's technique;

        "Mobile Websites"!
        .........

        They either say Yes or No or have some questions. We never divulge cost at this time. Sometime they'll ask "WHY?" does he need a "Mobile Site"?

        '''''''

        Don Alm
        ,

        Don

        Go to Google Key Word Tool and type in biz + city in the word box.
        Click "advanced options and filters".
        Choose "mobile devices with full internet browsers"
        click "search"
        then add up all the local monthly search terms that fit his type of restaurant.

        For "restaurant dallas" the total is :
        restaurant dallas......................90,500
        restaurants in dallas tx.............12,100
        restaurants in dallas texas......... 9,900
        restaurants dallas ...................60,500
        restaurant in dallas .................90,500
        restaurants in dallas ...............60,500
        TOTAL 324,000 searches per month!

        That's why he needs a mobile site!
        Signature

        You can get anything you want if you help enough other people get what they want.
        Losers fail and quit. Winners fail until they succeed.
        Indecision is worse than the wrong decision. You can fix a wrong decision, you can't fix indecision.

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      • Profile picture of the author iampino
        This is great stuff here! Can you share your "secret closing" technique?

        Originally Posted by midasman09 View Post

        Here's take off on Jame's technique;

        "Mobile Websites"!

        However....rather than Phone Calls....we do "In-Person" calls on Restaurants!

        We "Barge In" (we're really smoother than that) (8am to 10:30am) We "walk" into a restaurant (not a greasy spoon) preferably a medium to upper class place....ask if the owner is in....tell owner he does NOT have a Website that can be seen on a Mobile Phone (we assume)....show him what we mean by a "Mobile Site"....tell him we'd like to make a MockUp at absolutely NO Obligation and we'd like to stop back tomorrow about the same time to show him what it looks like.

        They either say Yes or No or have some questions. We never divulge cost at this time. Sometime they'll ask "WHY?" does he need a "Mobile Site"?

        We tell him that MOST of his potential customers probably have a Mobile Phone and this will make it easier for them to Find the restaurant....see what the place looks like....the Menu and what's the Special of the Day etc....plus.....it's the "Modern Tool"!

        If owner gives too much "static" or a No...we thank him for his time and go to the next restaurant.

        Out of 6 Calls last Monday....my new rep got 4 "Yesses" and 3 "Closes" the next day for $290 + $160 every month for a weekly "Service" of changing the Daily Specials and any upcoming events....$450 ($225 on acceptance and $225 when up and running)

        Depending on how the day goes...determines when...."prospecting" is done. If she blanks out in morning....she continues on at 1pm. Fortunately, she's "nice-looking" so she's usually able to get "Demo-OK's" from a high percentage of her attempts...whereas my other guy doesn't get as high a percentage of "OK's" maybe due to his "nerdy" appearance. Who knows.

        We spend the afternoons on building the Demos...which take about an hour each (using Quentin's Script)

        The "hardest" part of this is...."finding the owner IN!"....however, this sure beats making dozens of phone calls (which we can't do in towns of 100,000 and below)

        It's best if you have a Mobile Phone to demo with BUT....by using a "Simulator" and making copies with "Snag It" ....we found you don't need a Phone.

        And...we include a "secret-closing" technique that motivates Owners to go NOW! Plus....if they don't have a regular website...we do work on that.

        Don Alm
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  • Profile picture of the author danielkanuck
    You sound like a marketing rebel. Thanks for the tips and insights of your work, and keep profiting for Warrior Forum sake!
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  • Profile picture of the author MaxxC
    James,
    Very nice of you to share your experience with your web business.
    I'm new to this, but I want to get started in WP website creation for local offline businesses.
    I'd like to know if your website business set up was based on a WSO product, and if so, which one ?
    Thanks.
    Thanks also, to the other contributors to this thread.
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  • Profile picture of the author Anthony
    This is what I did.

    I have my ipad with me. I will eat in a restaurant ( I always choose the time that is no during the peak hour). After the meal, I just ask for the boss, or the manager. I politely comment on how good the service and the food were. Then i show him the company site I did on my ipad. I also shared with him on he can integrate the company info with other cheap advertising method (which is of course, another product of mine ) I have local listing site. If he is interested, that is fine. If not, just move on. The money is in bringing that place into my listing because from there I can up sell lots more other services.
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  • Profile picture of the author s62731
    @ aeroturner: no worries

    @ midasman09: That definitely sounds like something that would work! After christmas I am going to be venturing into the mobile world, and that looks like a perfect way to star. Thanks for sharing.

    @ DanielKanuk: All it takes is a little motivation. The warrior forum motivated me, just wanted to give back a bit

    @ MaxxC: You don't need any WSO, all you need is motivotion and a phone! However there is a WSO by Ryan Shaw (I think) called offline profits in 7 days (or something) that goes over the first 7 days, and how to effectively start the business.

    @ Poem: Thats a good idea, restaurant owners will always be more inclined to listen to you if you eat there. However I think it would be more effective if you went to 10 restaurants in 1 night (not eating there obviously lol) and closing them that way. Although next time I am out for dinner I might just take my new Samsung Tab 10.1 with me haha
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  • Profile picture of the author DarinS
    Awesome post James can't wait to put it in to action. My story read just like yours up on till the DEMO SITE part.

    I'm also wondering about the hosting? Do the business owners usually go with you for hosting if so how much do you charge or do you do the 6 to 12 months free deal?
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  • Profile picture of the author s62731
    I have a hostgator reseller account, and I the amount I charge the hosting depends on how easy they were to close lol.

    At the start I just charged $10 a month, or they could pay $100 for the whole year in one payment.

    Now I tend to charge $30 a month, or $300 for the year in one payment. They can save $60, it won't be a pain in the ass and it is also good for my cashflow.
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    • Profile picture of the author Deidra Renee
      Originally Posted by s62731 View Post

      I have a hostgator reseller account, and I the amount I charge the hosting depends on how easy they were to close lol.

      At the start I just charged $10 a month, or they could pay $100 for the whole year in one payment.

      Now I tend to charge $30 a month, or $300 for the year in one payment. They can save $60, it won't be a pain in the ass and it is also good for my cashflow.
      I thought I was the only one that did that..If someone gives me a hard time, I tend to charge them a little extra...sorry!
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      • Profile picture of the author cniemann
        Originally Posted by Deidra Renee View Post

        I thought I was the only one that did that..If someone gives me a hard time, I tend to charge them a little extra...sorry!
        I do the same thing. I call it my happy price, because no matter how much they complain they are paying me enough that I will be happy.
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    • Profile picture of the author MrSDPromo
      Originally Posted by s62731 View Post

      I have a hostgator reseller account, and I the amount I charge the hosting depends on how easy they were to close lol.

      At the start I just charged $10 a month, or they could pay $100 for the whole year in one payment.

      Now I tend to charge $30 a month, or $300 for the year in one payment. They can save $60, it won't be a pain in the ass and it is also good for my cashflow.
      James, so how would your initial script go on the phone? How and when do you throw this in about hosting? I have always found it tough to sell a website then all of a sudden state there is hosting now too. If you had a script it would be great! Thanks

      Jake
      Signature
      Jake Widmer
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  • Profile picture of the author Tracy411
    James,

    Does the hosting fee include any updates? Do you provide site updates, or is that a separate fee?

    Also, what pages do you put on the demo sites? How many? What general type of content do you add? Again, I am trying to picture it. I have seen business sites whose content is varied. I am curious how you approach it. I apologize if this was said already here, but I don't think so.

    Tracy
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  • Profile picture of the author BlogDiva
    I made some calls today but it wasn't 100 and all the ones I did call about 30 of them said they did not want a website.
    I did call a referral and she is going to buy a site from me on Thursday so not too bad of day. I will try again tomorrow.
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    • Profile picture of the author P1
      Originally Posted by s62731 View Post

      More importantly... how did you do today? How many calls did you make?
      Originally Posted by BlogDiva View Post

      I made some calls today but it wasn't 100 and all the ones I did call about 30 of them said they did not want a website.
      I did call a referral and she is going to buy a site from me on Thursday so not too bad of day. I will try again tomorrow.
      I did around 30 calls as well, A LOT where not in and just let the phone go straight to voice mail. (Maybe I called too early?)

      I reached about 1 business owner but he had a heavy accent and said he didn't want a website.

      I am also going to try again but this time focus on a new niche or bigger sized businesses.

      s62731, I imagine a lot of the times you can't get a hold of the business owner also is this why you said you called 80 people with 0 no's because a lot where not in or did you literally get 80 no's?
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  • Profile picture of the author BarbaraP
    Awesome ideas. Thanks James and others. Surprised at how impressed local business owners are with simple sites if you tell stories and quote statistics of how many sales/local search involved via IM, social media, mobile.

    They know Google, facebook, mobile are big, they have NO idea how big. So if you get them thinking how many people they see googling on their mobile phone and not finding their biz, they sell themselves on needing you.

    Could you put a link in the demo back to a "close" page (if the demo is live) that offers way to click and choose what options they want to add: Local Search SEO like Google Places, bing, yahoo, and # local directories set-up, mobile version, and hosting and/or maintenance for content, facebook biz page, and/or training for their staff to learn how to add content? Or maybe that complicates things?

    People like "free" so included in $499 is custom header, keywords and descriptions for the site, Google Analytics, custom content, and a free report on what kind of new content and offers get customers to come back (of course you may offer those service:-) - just find an article online or PLR report that you can quickly revise for your own to show you know more and want to help their biz grow.

    Anyway, love threads like these that share real ideas so we can learn from each other and LOVE that Aussie accent, James! Thanks
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  • Profile picture of the author s62731
    @ blogdiva and p1: You guys MUST call 100 businesses! If your calling 30 businesses and then stopping you are setting yourself up for failure.

    I literally had to break through 80 calls the other day before any one was interested. Of that 80 maybe about 20-30 didn't answer/owner wasn't there.

    They key here is to target businesses that:
    1. Are small service based industries, 5 employees or less type ones.
    2. Do not already have a website for their business.

    Even better yet, call 100 trades who have their mobile listed as their business number. You are guaranteed to get the owner that way.

    But... DO NOT STOP TILL YOU CALL 100 BUSINESSES!!!

    @ Barbara p: I think that is a great way to upsell people, however if they do not know the benefits of seo or google places they are unlikely to check the box. You need to educate and convince them on the idea first

    @ Deidra: haha yeh it is sort of like a pain in the ass tax. If you think they are a pain in the ass, you tax them.
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    • Profile picture of the author BlogDiva
      Originally Posted by s62731 View Post

      @ blogdiva and p1: You guys MUST call 100 businesses! If your calling 30 businesses and then stopping you are setting yourself up for failure.
      But... DO NOT STOP TILL YOU CALL 100 BUSINESSES!!!
      I'm going to shot for 100 call tomorrow. I have to finish up my website (re-design) today and Tomorrow I won't stop until I have called 100 businesses.
      I will keep you posted.

      Thank you for the encouragement! I know I can do this
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      • Profile picture of the author StarkContrast
        Originally Posted by BlogDiva View Post

        I'm going to shot for 100 call tomorrow. I have to finish up my website (re-design) today and Tomorrow I won't stop until I have called 100 businesses.
        I will keep you posted.

        Thank you for the encouragement! I know I can do this
        Go for it, Blogdiva! Make those calls. Bring in that business. It truly is a numbers game. Then, rinse and repeat many times. Good luck.
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        • Profile picture of the author Alson
          Originally Posted by marhamat View Post

          Go for it, Blogdiva! Make those calls. Bring in that business. It truly is a numbers game. Then, rinse and repeat many times. Good luck.
          yeah it's really a number game , persistence really plays alot!
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  • Profile picture of the author dic
    Hi James

    Great method here – I'll be trying it today!

    One quick question: how do you find your leads? It seems to me most businesses already have sites, and although a lot of them are outdated I don't really know how to convince them of that... Do you just call businesses you see without websites or what? Is it possible to call up a business with a site and still get them interested in yours?

    Cheers

    Benedict
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    • Profile picture of the author s62731
      Originally Posted by dic View Post

      Hi James

      Great method here - I'll be trying it today!

      One quick question: how do you find your leads? It seems to me most businesses already have sites, and although a lot of them are outdated I don't really know how to convince them of that... Do you just call businesses you see without websites or what? Is it possible to call up a business with a site and still get them interested in yours?

      Cheers

      Benedict
      You need to go in with a specific package/product you are going to be selling, and then target the people who desperately need that product!

      When I first started cold calling businesses I was just picking up the yellow pages calling businesses, trying to figure out the different ways I could help them. This did not work.

      So I decided to have an entry product (website) and then upsell them later on (seo, google places, adwords etc).

      So what you need to do is figure out what type of businesses desperately need a website. Ill give you one of my goldmines that I have dug out lately: Air-conditioning Installers.

      So these guys are a service based industry, and are feeling the bite of the economy. On top of that, most have not yet got onto the internet yet, and are still relying on yellowpages and badly done print media to get them business.... and it isn't working.

      So now you know a business type that desperately needs the specific product you sell, how do you generat your list?

      I use a product called places scout (best product my business has ever purchased!). Anyway, you can search for "airconditioning city" and it will come up with the top 100 airconditioning businesses for that city. Now, you can sort out the businesses that dont have websites. You might get at least 60 for any given city. Now just target 2 cities, and you have a list of ATLEAST 100 airconditioning businesses, without websites, that desperately need them.

      The downside to places scout: it will only give you the top 100 businesses for the given industry, and then once you sort out the ones with no website you only have about 50-60 left. When in reality there are probably 500 of those businesses in your city, 300 of whom have no website. So you are only getting a small percentage of people. But that is all that you need

      Hope that helps

      James

      Note: Do NOT stop untill you call 100 businesses.

      I kept stopping after about 30 calls and got no success. And I was just setting my self up for failure, as soon as I really put in the hardwork it paid off. Don't be a little bitch!
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      • Profile picture of the author jhuman
        Nice post James.

        I think the illusion of closing the sale on the first call without showing the prospects of what you offer, most likely, is impossible. It is just a numbers game. The more calls you make to potential clients the higher chance of closing the deal because during the prospecting phase you learn how to sharpen the pitch, gain more confidence, and develop sincere business relationships.

        I found another good way to close clients were to create a 1-3 min video of a mock up of their website or a short explanation of (if you're doing online rep) how your services will benefit them.

        It took me awhile to unlearn that the most important thing I had to change was to deliver benefits to the client instead of features. Features are cool but benefits are the real value proposition potential clients are looking for. as well as the problem you will solve for them.
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      • Profile picture of the author Steve Hunt
        This is a great thread, I have contacted loads of offline businesses and not once did I think about using WP Twin to send out a demo site.
        I now see where I have going wrong
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      • Profile picture of the author dshipman
        14 websites in 4 days? Holy cow, that crazy. Congrats.
        I need to hit the phones. I have a bit of an aversion to cold calling, but I plan to get over it.
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      • Profile picture of the author cwill184
        I love this idea of a demo site and can see how it helps pull in business. I am interested to know what kind of themes people are using if WP or are you creating static business type websites with about us page, contact us etc?
        Signature
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      • Profile picture of the author smilechaitu
        plz help me also. i opened web development company 30days back i tried business to business marketing. cold calling too but no single order upto nw. i did more then 100 calls per day. am really depressed of results. plz save me and my company
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      • Profile picture of the author anpharmd09
        Originally Posted by s62731 View Post

        Note: Do NOT stop untill you call 100 businesses.

        I kept stopping after about 30 calls and got no success. And I was just setting my self up for failure, as soon as I really put in the hardwork it paid off. Don't be a little bitch!
        Lol, I love it...well said!
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  • Profile picture of the author neoo28
    Thanks a lot for sharing. Very good info.

    I would like to start this method also. I am not very good with design. What kind of theme I can use to start with and what kind of content to create for such websites.
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    • Profile picture of the author P1
      Also a good method to finding more businesses is go to Company Profiles & Company Information on Manta

      Go to the top where it says "Browse Companies" and pick your state

      On left set some "Refine Your Results" I set:

      "Number of Employees" to 5 → 9
      "Location Type" to Single Location
      "Ownership" to Private Companies
      Then choose what you want from the categories.

      If you didn't already know Manta supplies you with a owners name or the person in charge so you just ask from them when calling. (not sure if they was mentioned yet in this thread)
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  • Profile picture of the author lembone
    Nice Work!!

    Thinking oustside the Box.. I did something like your Method and this is the First time i have been to this Post, but anyway, i did something similar to your creation and landing the Client for $1800 .. Plus i out ranked her Website in google and got on the first page and then sold her the websites and all that came with the Site. and still get a Monthly Fee from her $500 for the work that i could have outsourced, but i chose to do it myself, because i am greedy.. lol I really love what you are doing. I
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  • Profile picture of the author Carl Fridsjö
    Great thread man, thx... what theme do you use for your clients?
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  • Profile picture of the author Jason Kanigan
    If you guys and gals are new to reading this thread, go up and make sure you watch James' video post. (James--between the two of us, we have one full head of hair!) He has some important things to say about persistence and not prejudging the next call. His breakthrough happened well after most people would want to give up--the secret is to ignore how you feel, detach yourself from the outcome, and say to yourself that You Are Making The Calls That You Said You Would.

    Remember, you cannot control what your prospect on the other end of the line does: whether they're available to talk, whether they want what you have to offer, and so on. What you can control is whether you make the calls or not. Some days, no one will want to talk to you; others, everyone will want to talk with you. It has NOTHING to do with you!! But if you don't make the calls consistently, you will never get to the days when everyone wants to speak with you.
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  • Profile picture of the author BlogDiva
    I have been working on getting my site together so when I make these calls I can send them to a nice website.
    Let me know what you guys think of it: Baltimore Website Designer | Blue Butterfly Marketing
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  • Profile picture of the author rbecklund
    Thanks for this post - great stuff. I've got more SEO work than I can handle, but my partner who does the webdesign is slowing down on work, this will be great to bring in more webdesign work.
    Signature

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    • Profile picture of the author s62731
      Yeh I know what you mean. I am so flat our right now. Got 20 clients in the last 2 1/2 weeks, and barely have the time to do all the work.

      I need to figure out a better system for completing the work. At the moment all my clients are calling me everyday to make major changed and stuff. So time consuming.

      Definitely going to be looking at outsourcing next year!
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      • Profile picture of the author P1
        Originally Posted by s62731 View Post

        Yeh I know what you mean. I am so flat our right now. Got 20 clients in the last 2 1/2 weeks, and barely have the time to do all the work.

        I need to figure out a better system for completing the work. At the moment all my clients are calling me everyday to make major changed and stuff. So time consuming.

        Definitely going to be looking at outsourcing next year!
        That is insane.

        That's nearly $10,000 in just 2 1/2 weeks!
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        • Profile picture of the author s62731
          Originally Posted by P1 View Post

          That is insane.

          That's nearly $10,000 in just 2 1/2 weeks!
          One the surface it looks great. But it has many of its own problems lol.

          First of all 20 websites is a lot to do on my own in only a few weeks. So am trying to find someone to outsource to. Am having trouble with customer service as well, with 20 clients almost all at once it is hard to remember who is who, and spend so much time on the phone with them. They all have so many questions.

          Then as well as that I think I got very lucky. Chose 2 very good niches, where the business is slow around Christmas, they all needed and wanted websites.

          So whilst it sounds like $10,000 in 2 1/2 weeks, it all these websites wont be done until very early January, so it is more like $10,000 in a little over a month.

          Hopefully I can upsell these people though lol
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          • Profile picture of the author P1
            Originally Posted by s62731 View Post

            One the surface it looks great. But it has many of its own problems lol.

            First of all 20 websites is a lot to do on my own in only a few weeks. So am trying to find someone to outsource to. Am having trouble with customer service as well, with 20 clients almost all at once it is hard to remember who is who, and spend so much time on the phone with them. They all have so many questions.

            Then as well as that I think I got very lucky. Chose 2 very good niches, where the business is slow around Christmas, they all needed and wanted websites.

            So whilst it sounds like $10,000 in 2 1/2 weeks, it all these websites wont be done until very early January, so it is more like $10,000 in a little over a month.

            Hopefully I can upsell these people though lol
            Ahh ok, so the deals are sealed and for your demo sites you have to go back and finish off with their content.

            Still awesome! As long as you get all that money upfront that is amazing.
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          • Profile picture of the author Steve1776
            Originally Posted by s62731 View Post

            One the surface it looks great. But it has many of its own problems lol.

            First of all 20 websites is a lot to do on my own in only a few weeks. So am trying to find someone to outsource to. Am having trouble with customer service as well, with 20 clients almost all at once it is hard to remember who is who, and spend so much time on the phone with them. They all have so many questions. .......

            T
            Since you're a member of the War Room check out Green Samba. It's a great piece of software to help manage your clients and projects.
            Signature

            You can get anything you want if you help enough other people get what they want.
            Losers fail and quit. Winners fail until they succeed.
            Indecision is worse than the wrong decision. You can fix a wrong decision, you can't fix indecision.

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  • Profile picture of the author AnthonyCurtis
    Along the same lines -- There was an awesome WSO back in August that is closed now...
    http://www.warriorforum.com/warrior-...35-closed.html
    but the idea was something like this...

    1) Record a voicemail blast that says, "I had some downtime, so I built a few websites for local plumbers that looked like they needed one. You're one of them. If you'd like to see it, give me a quick call back so I can email you a link." I try to avoid lying whenever possible, so I had my wife record the message and say, "My husband had some downtime, so I ASKED HIM TO build a few..." Plus, her voice is much sweeter than mine.

    2) When they call back, let it go to voicemail where they can leave their name, business name, phone number, email, etc.

    3) Only after they show interest, do you build a quick mockup site and send the link.

    Saves a ton of time building sites for people who aren't interested. Plus, the voicemail blast is another HUGE TIMESAVER versus coldcalling. I use Callfire.com...i think it's about $0.02 per call.

    Some of that may not have been in the WSO (my own tweaks), I'm not sure.

    I hope that's helpful.

    - Anthony Curtis
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  • Profile picture of the author rachelle123
    Anthony,

    What has been your response rate doing it this way? Say out of 100 Voicemails, how many are calling back interested & turn into sales?

    Thanks,
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  • Profile picture of the author P1
    Keep getting the stupid assistant who refuses to pass you through!
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  • Profile picture of the author amarketing
    Thanks for sharing this post. It's really an inspiration. I'll remember this when I do the 25 calls short of my goal and need the motivation to get to the end.

    You said that customer service will take you a long time. What are your CS calls like? What kind of things do they ask?

    How do they react when you tell them about the recurring hosting payments? Is it not a big deal to them?

    Also, you said that it will take you a long time to get the sites done. However, if WP Twin get's the framework all set up, isn't it just a matter of entering the content? How many sites can you do in a day?

    I'm sorry about all of the questions, but this thread has been so full of great information that I just want to "squeeze out the last drop."
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  • Profile picture of the author TopGun38
    Very nice post. I think you can also email them first then do follow up calls. This way you might get some interested email replies and incoming calls.
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  • Profile picture of the author Jason Kanigan
    @P1: "act a little unsure" to get past the assistants. I shared the method with another Warrior in this thread, and within a very short time he got an appointment. I've even included an actual recording of me using it in action so you can get the idea...there are several posts in that thread explaining it all.
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  • Profile picture of the author rbecklund
    James - have you found that calling the businesses that don't show a website on Google Places that you have a better chance of finding people that need sites compared to just cold calling a list from the same niche? I've experimented some with calling businesses that don't show a site on google places and they all "say" they have a website. I just cold call lists I get from Reference USA.

    I really like your free demo site idea - very nice!

    robbie
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  • Profile picture of the author P1
    rbecklund - s62731 uses Places Scout as he mentioned which grabs its data from Google Places if the business owners say "we already have a site" ask them "what is the url?" Most think that just having their business on Yelp is "their site".
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    • Profile picture of the author TheCG
      Originally Posted by P1 View Post

      rbecklund - s62731 uses Places Scout as he mentioned which grabs its data from Google Places if the business owners say "we already have a site" ask them "what is the url?" Most think that just having their business on Yelp is "their site".

      I find the same thing. They think their Yellow Pages listing is a website.

      I talked to someone this past week that had just had YP do an actual site for him. It was horrible. The images weren't loading and it was really bad.
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  • Profile picture of the author kymobilemedia
    Hey. I really liked the video you did.

    I am also following John Durahm's method of getting salespeople, and I plan on combining his teaching with yours to sell more clients over the phone. I am around an hour away from a decent sized city, so selling on the phone is what I will need to do.

    I will be writing up my business plan this week, find telemarketers to sell the demo sites, and come up with a system where I can follow up with the potential client, and call them back.

    Just a couple of questions:

    I just wanted to know which wp theme you are using, and if you don't mind, I would really like to see one of your demo sites for reference to see what is working.

    Also, do you have a questionnaire that you send after closing the deal so that you can create the content? If so, mind sharing?

    And, how are you getting the contract signed? I plan on either using echo sign for an electronic signature, or just use a scanner and email. I don't have a fax line, but would consider a virtual fax line.


    Thanks for sharing your business model. I will post mine as soon as it is done this week, and let you know the results.


    Thanks
    Jason
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    • Profile picture of the author iampino
      Jason,

      Did you end up sharing your business plan? I was wondering if I could see how you did yours, or if you would like to trade and critique, etc.

      Any thoughts?
      Pino

      Originally Posted by kymobilemedia View Post

      Hey. I really liked the video you did.

      I am also following John Durahm's method of getting salespeople, and I plan on combining his teaching with yours to sell more clients over the phone. I am around an hour away from a decent sized city, so selling on the phone is what I will need to do.

      I will be writing up my business plan this week, find telemarketers to sell the demo sites, and come up with a system where I can follow up with the potential client, and call them back.

      Just a couple of questions:

      I just wanted to know which wp theme you are using, and if you don't mind, I would really like to see one of your demo sites for reference to see what is working.

      Also, do you have a questionnaire that you send after closing the deal so that you can create the content? If so, mind sharing?

      And, how are you getting the contract signed? I plan on either using echo sign for an electronic signature, or just use a scanner and email. I don't have a fax line, but would consider a virtual fax line.


      Thanks for sharing your business model. I will post mine as soon as it is done this week, and let you know the results.


      Thanks
      Jason
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  • Profile picture of the author seoextraordinar
    Great advice, I've always wanted to offer websites to small/local businesses in my area but was too scared to cold call. I prefer to actually walk in there and ask them, though.
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  • Profile picture of the author s62731
    @ p1: Listen to Kaniganj's advice. It really helped me get around gatekeepers. And secondly, why don't you call smaller businesses where the owner will answer?

    Sure they won't bring in big profits through upsells, but they will get the ball rolling.

    @ aMarketing:

    So when I say customer service, I am referring to all the conversations I am having with these people over the phone. They always want to change little things here and there. Such as "I want a different capcha code, I dont like that one" or "Can you make the phone number a little bigger?"

    The process of doing the sites is getting faster, but it is all the stupid little stuff they want to have changed that is taking time. I have just developed a good process for this and will be implementing it with all new websites.

    They do not care about reccuring hosting payments. I basically say "so to have a website up an running on the internet, there is an investment of $x a month, that's how much it costs, so thats how much I charge"

    I make it sound as if I am not making any profit of it.

    @Bchua10

    I am using a combination of 4 wordpress templates, and I will use the one I think fits the business type the best.

    There is no specific information that I should give you. Only the general concept that I use.

    Why? I hear you ask.

    Because if I just hand everything over to you on a platter it is worthless. But if you discover it on your own, you will actually value it, and make it work for you.

    @rbecklund:

    So when I call the businesses without websites, oftern they do say "I have a website", then I would say something along the lines of "Thats great... whats the url? How is it working for you guys?"

    Then when they say "it is bringing in some people" I start the consultative selling process Jason Kanigan has so generously taught me Thanks Jason!


    Hope that helps guys,

    James
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    • Profile picture of the author P1
      Originally Posted by s62731 View Post

      @ p1: Listen to Kaniganj's advice. It really helped me get around gatekeepers. And secondly, why don't you call smaller businesses where the owner will answer?

      Sure they won't bring in big profits through upsells, but they will get the ball rolling.
      Yea, I'm going to look it over once again.

      As for the smaller businesses I'm going of what Manta says and I called ones that say 1-4 employees. I called a lot of different contractors but usually the same thing happens.

      I'm attempting a new niche of businesses.
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  • Profile picture of the author amarketing
    Thanks a lot for answering my questions!

    You totally provided a lot of info and I agree with you that you can't be spoon-fed everything. You've got to get the ingredients together and cook it yourself! Thanks for your great answers.
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  • Profile picture of the author peter360
    The "demo" strategy is a great idea. People are much more willing to pay when they see how their website would look like (both regular and mobile websites). I am going to apply this in my business.
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  • Profile picture of the author eddie67
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    • Profile picture of the author P1
      Originally Posted by eddie67 View Post

      I like to start this method but I am not very good with design shall I outsorce this? I don;t have problems with the theme but what should be the best theme to put into it?

      Thanks for sharing. Very good info.
      There is no best theme, you should pick a theme that is already related to the niche you're targeting it's way easier that way.
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  • Profile picture of the author seg7575
    Thanks for sharing this great marketing idea.But how did you get their contact?
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  • Profile picture of the author Jason Kanigan
    I'll add to what jhuman says about features and benefits.

    Non-technical people (and business owners usually are not computer people) Do Not Care about features. They have no idea what you're talking about when you say "CMS" and, frankly, terms like this scare them. I go beyond benefits, focusing on uncovering urgent, emotional problems prospects are experiencing--this is what makes people buy fast.

    When I work with IT Value-Added Resellers (people who re-sell Microsoft or Sage products, for instance), the first thing I have to help them unlearn is their reliance on product knowledge. Knowledge does not make sales. In fact, "Let's go discover the answer together" will get you a lot farther along. This isn't an industry where there are gearheads who want to know every ratio and factoid and show off their own product knowledge. Business owners have a problem they need solved--and like their lawyer, accountant, doctor or other professional, they do not care about the details of exactly how you will solve it.

    Focus on uncovering problems your prospect is experiencing, and how your solutions will take care of them. You'll be seen as a trusted advisor rather than product pusher, and your sales cycle will go much more quickly.

    BTW if you zipped through this thread to the end, you missed James' (the OP) awesome video posted halfway through. Head up and find it!
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    • Profile picture of the author 1fisherman
      Originally Posted by kaniganj View Post

      BTW if you zipped through this thread to the end, you missed James' (the OP) awesome video posted halfway through. Head up and find it!
      Thanks for reminding me!! I saw the link and was going to go back and check out the video but forgot.

      Excellent video will be giving it a try this week.

      Gregg
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  • Profile picture of the author tobyddd
    Great tip and one that I'm using for both main & mobile sites
    Using BlogZapper for WP based main sites and a nice php template for the mobile sites - all pre-customised before I contact them.
    I do a fair bit of research before I contact any customer - armed with local GA info, competitor info - and tend to stick to one area of business a week i.e. plumbers one week, restaurants the next
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  • Profile picture of the author magiclouie
    Thanks a lot mate, my employer and partner saw this thread and he gave it to me.

    We will be applying this method for sure.

    Thanks for sharing!
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  • Profile picture of the author EmmaPowell
    So simple and yet so effective...... loving this!
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  • Profile picture of the author dericks3
    Trying this method called about 60 or so people got 3 to say yes to the demo.

    None called me back,had to call them(not a big deal),just sharing.

    1 person loved the design and said call back in a week when they get things straightened out.


    The second person I needed to call 2 times to get an answer.

    He said he hadn't looked at his email yet to see the demo I made(I made it and sent it 7 days ago),but he said he will have a look and call me back Monday.

    The 3rd demo site I made for this guy,i have called him 2 times in the past week,he hasn't returned my calls.

    I emailed him the site 4 days ago.

    Obviously doing 3 demo sites isn't much of a test,but I thought I would post my findings.

    I will probably need to do more like 10 or so demo sites I feel to have any concrete evidence as to whether this will work for me.

    I will keep banging the phone and keep you posted as to my results..

    I am also using a scraper to target people without websites,scraper seems to be somewhat accurate at least,which is nice.
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    • Profile picture of the author P1
      Originally Posted by dericks3 View Post

      Trying this method called about 60 or so people got 3 to say yes to the demo.

      None called me back,had to call them(not a big deal),just sharing.

      1 person loved the design and said call back in a week when they get things straightened out.


      The second person I needed to call 2 times to get an answer.

      He said he hadn't looked at his email yet to see the demo I made(I made it and sent it 7 days ago),but he said he will have a look and call me back Monday.

      The 3rd demo site I made for this guy,i have called him 2 times in the past week,he hasn't returned my calls.

      I emailed him the site 4 days ago.

      Obviously doing 3 demo sites isn't much of a test,but I thought I would post my findings.

      I will probably need to do more like 10 or so demo sites I feel to have any concrete evidence as to whether this will work for me.

      I will keep banging the phone and keep you posted as to my results..

      I am also using a scraper to target people without websites,scraper seems to be somewhat accurate at least,which is nice.
      Well s62731 does say that the success rate is about 70% so you are still in the game!

      You also add: SpyPig - Free Email Tracking System - Find out if your email has been read! to your email it'll basically alert you when someone you sent a email to opens it so if you call back and they say "I haven't checked yet" you know they did.
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  • Profile picture of the author lembone
    What does this Wp do for a site? and do you just find a site to clone?
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  • Profile picture of the author Michael William
    I clone sites all the time for demos. Lets say I have a guy named Rob Thompson who owns a massage therapy business and I already have a demo template but for the massage niche.

    What I will do is make a sub domain on my server called robthompson.mysite.com and quickly clone my demo site onto that sub domain and make a new logo for it with his business name and contact info. I may use some of his images as well if available.

    If its a mobile site, same thing but I will aslo set up a SMS campaign for him as well and put that on the site. I will use OpenVBX and give him the login for it so he can look around and see the campaign I made for him. If I am doing a regular site I'll throw in a mobile site as a bonus or upsell.

    When he buys I do a new clone only this time on his server and then outsource the actual content. But cloning is a sales process that works very well. You're showing them a product with their name on it and letting them look under the engine (WP dashboard/OpenVBX/html CMS for mobile if not WP). I wouldn't try to sell a site any other way anymore.
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  • Profile picture of the author Ryan Milligan
    Banned
    I have actually found when I offer a demo site in my first email to a business with a site. Or redesign of a site to a business with a poorly designed one it actually has an unbelievable conversion rate.

    I have done it to 4 business in the past 2 weeks and 3 of them have agreed to the deal along with an SEO package and Facebook page. It's actually great!

    Easy money!!!
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    • Profile picture of the author dericks3
      Curious do you think the demo would be as effective for example if we just sent out the template to the prospective client without their name on the header?


      Example: xxx Plumbing Services,at least they can see how the template would look for their business.

      Anyone tried it this way?
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  • Profile picture of the author TopGun38
    For anyone here that's interested, I have something that can make us both some decent cash.

    I do SEO for a living and have achieved some decent rankings for some competitive keywords. Now I'm sure you come across a lot of people saying they already have a website when you make 100 calls per day. Instead of just saying thanks for their time why not offer my SEO service to them and we both can make some cash by simply ask them how their website's been performing for them...

    If anyone here is interested, please PM me and we can discuss this further.
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    • Profile picture of the author Deidra Renee
      Originally Posted by TopGun38 View Post

      For anyone here that's interested, I have something that can make us both some decent cash.

      I do SEO for a living and have achieved some decent rankings for some competitive keywords. Now I'm sure you come across a lot of people saying they already have a website when you make 100 calls per day. Instead of just saying thanks for their time why not offer my SEO service to them and we both can make some cash by simply ask them how their website's been performing for them...

      If anyone here is interested, please PM me and we can discuss this further.
      I will keep this in mind when I get back on the phones..I'm taking a break right now lol I will be sending you a PM with a few questions about your services
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  • Profile picture of the author BDE4Live
    Thanks for this post.
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  • Profile picture of the author Dr Mukherjee
    Great post and it works. Most of the people I met wants to see some example of works. If you are starting out and no previous example, this helps a lot to win. Thanks for the post
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  • Profile picture of the author Mister Natural
    question about WP-TWIN:
    does it copy only wordpress sites?

    and if you find a nail salon that needs a site,, how do you find a nail salon site on word press to clone?

    To close the deal you clone a good looking site and transfer their content to the new site?

    thx
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    • Profile picture of the author P1
      Originally Posted by Mister Natural View Post

      question about WP-TWIN:
      does it copy only wordpress sites?

      and if you find a nail salon that needs a site,, how do you find a nail salon site on word press to clone?

      To close the deal you clone a good looking site and transfer their content to the new site?

      thx
      You just have to change the images on the template to match their business.
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    • Profile picture of the author EmmaPowell
      Originally Posted by Mister Natural View Post

      question about WP-TWIN:
      does it copy only wordpress sites?

      and if you find a nail salon that needs a site,, how do you find a nail salon site on word press to clone?

      To close the deal you clone a good looking site and transfer their content to the new site?

      thx
      WP Duplicator also works really well

      Its free and easy to use

      You can find it here --> WordPress › Duplicator « WordPress Plugins

      Alot of plug ins went a bit funky with the latest WP update but this one is still performing well - I use it all the time on my sites I want to clone =)
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  • Profile picture of the author Derrick H
    Good post lots of good information will definitely keep your information and contact you if I may be in need of your services
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  • Profile picture of the author Nail Yener
    Great idea James. Showing people that you actually did something for them helps closing the deal a lot. It may seem to take more time and effort at first but looking at your numbers (closing rate) it is definitely the way to go.

    One thing you can even go further is that you can create a (local) business directory for the city or niche you are making websites for and create a free listing on it as a bonus.
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  • Profile picture of the author s62731
    Decided this information was too good for the back-end of a 7month old thread!
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  • Profile picture of the author Jason Kanigan
    I see James did a direct mail campaign...but don't overlook the fact that he started with good old cold calling/prospecting.

    James busted his butt, made a ton of calls, and most importantly didn't give up.

    Don't miss his video explaining his process that's buried way back in this thread. Here's the link.

    Watch what happened when he finally relaxed and took the pressure off himself as he called.
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  • Profile picture of the author brainmadder
    Great methods I havent been on this forum long but I enjoy the fact that I get to learn from so many creative minds being that this is new for me. I am looking to give back to the forum as well but this was a much needed read....Awesome
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  • Profile picture of the author hereforsuccess
    i was wondering where can i learn how to use WP twin,
    does it cost money to use it?

    i really want to take action but i don't know anything about web design.
    or is there someone who is willing to create the mockups for me? and ill do the calling, and once we get the sale we can split the money.
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  • Profile picture of the author jaudet
    Hey I really needed to thank you for this post. I am planning my tools and practise my pitch for the last days and will soon start to call, but I will also add this to the plan. Thank you!

    Also, after readings posts, I had a quick question in mind. When you charge your clients 20-30$ per month for hosting, but already have a hostgator account (that could be other hosting site but it's an example). As the webmaster, I still pay only 7-10$ per month right, but as you get more customers with more domains to this account, you still pay only 7-10$ because it can handle unlimited domains.

    Am I correct or I don't understand correctly ?

    If I am correct, then it is magic That is plain free money without any investment to do.
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  • Profile picture of the author Paul Battrick
    Sounds to me like you guys are doing great work here so kudos to you.

    At a glance I'd say you might want to look at systemisation.

    It will take time but the more processes in your business you can systemise and automate the easier it will become for you.

    Whilst you making lots of call to clients you'll find it hard to really grow .. If you write down everything you do then it will be easy for you to simply show that to a salesman you might hire to follow and implement.

    Take yourself out of the business as soon as possible so you can focus on growing your business rather than working in it, that's the real key to success in any business.

    Well done on inspiring me and many other warriors
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  • Profile picture of the author Rus Sells
    This is the exact method I've used in the past coupled with the your site sucks balls angle except for one thing.

    I would do the mock up before even calling them, then when they admit they need an updated site because their existing one sucks, I tell them the new site is already finished!
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  • Profile picture of the author henry Argueta
    i will be implementing this method today for a few hrs..wish me luck
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  • Profile picture of the author 123xyz
    James,

    Are you still continuing to have success with this sales approach?

    I looked into WP Twin and seems found a handful of people mentioning that they were having problems with it and the lack of support. Have you had any issues with WP TWIN?

    I stumbled across another product that appears to do the same thing as WP TWIN (called Duplicator) and is free. Either way cloning sounds like a great way to cut down on the work.
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  • Profile picture of the author HAdrian1239
    If you're more technically inclined, there is a way to clone WP databases/sites manually... even though it can be a bit time consuming and confusing to set up at first... I used to do this before these tools came along to help.
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  • Profile picture of the author MsMogulNike
    Happy For you... wish you continued success. Thanks for sharing : )
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  • Profile picture of the author Gary Zaydman
    This is a solid idea. Personalized urls is the way to go for this. It does work like magic.
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  • Profile picture of the author John Williamson
    Great suggestion, OP. I always give the client a preview of their website during the process using a subdomain, but I've never really thought about using it as a selling/closing tactic. Good idea.
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  • Profile picture of the author Ashwin83
    Gold! Thanks!
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  • Profile picture of the author IMAnthony
    Thankyou for this useful thread.Another way you canuse this is for facebook landing pages. Almost every fan page has a phone number. Besides this, there is something that have helped me to overcoming fear to coldcalling, it is using skype, because at least for me, watching my screen with some scripts and motivational speeches , while speaking on the phone, make it easier.
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    • Profile picture of the author TheCG
      Here is a tip:

      If you are calling dog groomers or kennels and you have dogs yourself, put the dogs up before you start calling.

      Groomers and kennels were my list today and my dogs would go nuts hearing the dogs barking in the background of the potential clients.
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      • Profile picture of the author mikeb1
        Big thanks to OP great thread learned a lot of new tactics to use
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  • Profile picture of the author hellboy99
    That's cool...i recommend making one awesome website for one niche then using WP duplicator plugin (if you're using WordPress, its free and fast) to create multiple websites on your host. Create several sub-domains and show each of your prospects the website. Let them all have a bidding war over it and sell it the one that offers the most money (obviously) You don't have to let them know theirs other prospects fighting over the same website.
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  • Profile picture of the author sloanjim
    Which WP Themes d oyu guys receommend best for local web desgign? Any in the WSO section you recommend? I am talking nice but basic...not e-commerce, huge sites etc.
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    • Profile picture of the author EmmaPowell
      Originally Posted by sloanjim View Post

      Which WP Themes d oyu guys receommend best for local web desgign? Any in the WSO section you recommend? I am talking nice but basic...not e-commerce, huge sites etc.

      I love Jo Pixelcrafters themes - they are beautiful

      They are also designed with lead generation in mind with clear call to action above the fold to drive the business more clients...... which is what its all about!
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  • Profile picture of the author Scott Hewitt
    EXCELLENT thread guys, if you have been in IM for any time you have all the tools you need to ROCK IT!
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  • Profile picture of the author Jason Kanigan
    A screenshot instead of a full demo site may be a good way to give your prospects a taste of the goods without giving it all away.
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  • Profile picture of the author brik2500
    Great post about persistence...

    Thanks!
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  • Profile picture of the author IMAnthony
    The idea to show a demo is powerful. Unfortunately cold calling is not for everyone. The method to show a live example works as well as you get the potential client's attention. I personally do not make cold call because really it is not for me and mail is working better. But the idea to pre-sell with a live site for the customer is the main strategy that many are using.

    Thankyou for sharing you experience.
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  • Profile picture of the author failideas
    this was a good read and gave me some ideas for a system i will be implementing asap although not cold calling
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  • Profile picture of the author Merkurio
    Wow man, that is some powerful stuff. Remind's me of Ewenmacks post on how a porsche dealer got a 32% respond rate by taking pictures of potential clients driveways with a porsche in it and sending them the picture.

    Having the client be able to actually see the product, psychologically makes them immagine having/owning it already!

    Great stuff, will be using this one, no doubt!
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  • Profile picture of the author ARealBiz
    Great sharing. perseverance + right strategy = success
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  • Profile picture of the author smilechaitu
    hi all. i called more then 100 but still i dont get results. what can i do? am based in new zealand. do i need to follow different way to workout? am running without single order also. its more then 30 days since i started Web development company. plz anybody help me out
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    • Profile picture of the author pinkgink
      Originally Posted by smilechaitu View Post

      hi all. i called more then 100 but still i dont get results. what can i do? am based in new zealand. do i need to follow different way to workout? am running without single order also. its more then 30 days since i started Web development company. plz anybody help me out
      Are you talking to the decision maker? What is your script?
      I'm not an expert but I do have some experience. I'll help you if I can.
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  • Profile picture of the author smilechaitu
    this is my script. hi my name is krishna . am from company called narinja tech. can i take with your manager or business owner please. when business owner comes in online i will speak like this. introduce my self says like this. hi i observed that you dont have website which really impacts your business. we offering free demo.we will create and mail you. if your interested you can reply back to us after seeing our work. then they saying sorry we are not interested we already got some one who is taking of it. and some people replies is we dont need any website and we are happy with it. and some people says that they already excellent websites and they are happy with that. this is what problem am facing.
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    • Profile picture of the author pinkgink
      Originally Posted by smilechaitu View Post

      this is my script. hi my name is krishna . am from company called narinja tech. can i take with your manager or business owner please. when business owner comes in online i will speak like this. introduce my self says like this. hi i observed that you dont have website which really impacts your business. we offering free demo.we will create and mail you. if your interested you can reply back to us after seeing our work. then they saying sorry we are not interested we already got some one who is taking of it. and some people replies is we dont need any website and we are happy with it. and some people says that they already excellent websites and they are happy with that. this is what problem am facing.
      Are you calling businesses in your country? I can tell English is not your first language, so if you are calling the US that could be the problem.

      You need to explain to them why they need a website, how it would benefit them.

      Read all the threads by: John Durham and Jason Kanigan these two guys really share their knowledge.

      Download this free report by John Durham and read it
      http://www.warriorforum.com/offline-...rting-now.html

      And Don't Give Up!
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      "To the world you may be one person, but to one person you may be the world."
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      • Profile picture of the author smilechaitu
        Thanks for your help. ya english is not my first language. am from india but living in new zealand. i will read this report and i am also offering services like social media,seo too. do u have any idea on how can i sell those too?
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        • Profile picture of the author pinkgink
          Originally Posted by smilechaitu View Post

          Thanks for your help. ya english is not my first language. am from india but living in new zealand. i will read this report and i am also offering services like social media,seo too. do u have any idea on how can i sell those too?
          The report and threads from John Durham and Jason Kanigan will teach you how to sell anything.
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  • Profile picture of the author Huskerdarren
    Holy cow, I just searched for painters/my city and found a handful in under 5 minutes. Then I found a bunch more that were horrible and needed redesign. I like it!
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  • Profile picture of the author brik2500
    LOL, I love it....100 calls was your tipping point....I never had the patience for it myself....but I will have to start a challenge...maybe here on WF....and finish it!

    Great post!
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  • Profile picture of the author asiamaria
    Fantastic post and similiar to my 50 calls lol.

    With the mockup do you gauge interest first before you offer?

    I mean if they say yea interested but not until next year would you still offer a mockup?

    Appreciate the advice

    Matt
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  • Profile picture of the author Michael Nguyen
    I'm meeting a client on Monday and definitely gonna try this. He emailed my uncles restaurant website (which I have access to) to sell a product, but it won't fit in his shop. I looked at this product and his website (bad) and thought here is an opportunity.

    I called the guy today to say, how did you get our email? (starting of with small talk). He replied, which I then said your product is not right for us. I then asked him about his marketing etc.

    Turns out the guy needs a new website and SEO. So I'm gonna wow him with the new site and hopefully close him.

    Will keep you updated.
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  • Profile picture of the author john Roberts
    yeah when i first started the local thing I had a local business myself and had to bring myself leads to pay the bills.. I just grew from there know i do it for others which is awesome.. and the pay is also... I love my job!!
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    • Profile picture of the author mirin
      great idea. is there a software to track their visit to the site?
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  • Profile picture of the author Vid Yo
    Oh how I haaaaate cold calling!!!

    I mean I hate cold calling so much that I put it off for anything. Scrubbing my floors, spraying wasps down from the outside of the house, even peeping in the attic for a noise my husband claims he heard the night before.

    ...seriously!

    BUT...

    This thread has really inspired me (thanks OP!) to come up with a way to STOP looking on odesk and elance for outsourcers (for...you guessed it...cold calling), and pick up my phone and do it myself. For those who hate cc as much as I, this may help.

    I set a different goal.

    I didn't set a goal of making a sale today. Nor did I set a goal of making 100 calls. I set a goal of getting 5 positive responses. Specifically, "Yes, send me the demo". I figured the OP achieved an amazing conversion of 93% (demo to $$). If I can get 50% or even 20%, I'd be ecstatic!

    I reached my goal in around 45 calls and demos have been sent! I know the op suggests 100 and I think that is certainly an achievable number, however, I've set that goal before and never reached it...oh how I hate cc!

    My goal on day 2 or 3 will be to get 5 "oh please, oh please send me the demo" type responses. I'll work my way up to the goal of 100 calls.

    5 responses today:

    2 "I'm so glad you called! Send me the demo"
    2 "Sure I'll take a look. Send me the demo"
    1 "Actually, meet me at Breakfast Cafe around 8:30am tomorrow. I mean I'll be there eating anyway" (hhhmm...)

    This course of action may get slammed by the John's and the Jason's, but it got me off my keyster!

    If I get even 1 sale from these 5 demos, I swear I'm running out and doing a cart wheel in my front yard...and I haven't done one of those in over 15 years
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    • Profile picture of the author Zen Warrior
      Originally Posted by ncp63837 View Post

      Oh how I haaaaate cold calling!!!

      I mean I hate cold calling so much that I put it off for anything. Scrubbing my floors, spraying wasps down from the outside of the house, even peeping in the attic for a noise my husband claims he heard the night before.

      ...seriously!

      BUT...

      This thread has really inspired me (thanks OP!) to come up with a way to STOP looking on odesk and elance for outsourcers (for...you guessed it...cold calling), and pick up my phone and do it myself. For those who hate cc as much as I, this may help.

      I set a different goal.

      I didn't set a goal of making a sale today. Nor did I set a goal of making 100 calls. I set a goal of getting 5 positive responses. Specifically, "Yes, send me the demo". I figured the OP achieved an amazing conversion of 93% (demo to $$). If I can get 50% or even 20%, I'd be ecstatic!

      I reached my goal in around 45 calls and demos have been sent! I know the op suggests 100 and I think that is certainly an achievable number, however, I've set that goal before and never reached it...oh how I hate cc!

      My goal on day 2 or 3 will be to get 5 "oh please, oh please send me the demo" type responses. I'll work my way up to the goal of 100 calls.

      5 responses today:

      2 "I'm so glad you called! Send me the demo"
      2 "Sure I'll take a look. Send me the demo"
      1 "Actually, meet me at Breakfast Cafe around 8:30am tomorrow. I mean I'll be there eating anyway" (hhhmm...)

      This course of action may get slammed by the John's and the Jason's, but it got me off my keyster!

      If I get even 1 sale from these 5 demos, I swear I'm running out and doing a cart wheel in my front yard...and I haven't done one of those in over 15 years

      Right on! I can identify....but I have started cold calling too....and the demo method is what I have been doing too.

      And my mindset is like yours--just get some demos sent out. I haven't any sales from this yet--just started this week, but have a couple that seem likely next week--they are busy guys in the engineering field and are very interested but just have been too busy....and to be truthful, I haven't really made that many calls.

      Funny thing is, when I start I have no problems and don't mind the calling. And it may sound like an over-used cliche on WF, but mindset of just wanting to provide a good service and not worrying if it is going to be this call.....just knowing that someone will need and appreciate and want my service ....has taken all the fear away...

      ... I'm not sure what it was that made me put this off because I kinda like it...the key for me is not taking it too seriously and just relax and even....have a little fun

      keep on keepin' on

      Mike
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  • Profile picture of the author zoro
    Should be able to use the Demo method with Mobile Website too.
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  • Profile picture of the author Volux
    That many businesses?

    I've been wanting to do this, very badly. But I'm stuck:

    1. I live in a small town, but I know businesses want websites. You have done this for hundreds, did you contact decent-sized-city businesses to find that many?

    2. After creating the website, do you continue to maintain it for them under your hosting, or how does that work?

    Thanks!
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  • Profile picture of the author hayfj2
    A Powerful way is also to confirm they NEED it as well as want it

    What about getting them to pre-qualify themselves by asking good killer qualifying questions, that gets them to confirm to themselves that they have a problem, that they dont know or have all the answers, but you might.

    Sometimes it pays to ask questions instead of rushing into a sale, demo or presentation.

    e.g.

    Are you happy with...

    1. the ROI you're getting from your current website?
    2. the revenue & sales you're getting from your current website?
    3. the level of signups you're getting from your current website?
    4. the level of traffic you're getting from your current website?
    5. the leve of engagement you're having with your fans, friends & followers online?

    No?

    Then I maybe able to help you (but I might not), if you have 2 minutes now, we can find out whether we should be talking and whether I can actually help you....

    Make sense?



    IF THERE IS NO NEED - IF THERE IS NO PAIN, DONT PROCEED.

    YOU'LL BE WASTING YOUR TIME AND THEIR'S.

    Hope that gets you thinking...

    Regards


    Fraser

    P.s. You don't need to call 100 businesses. You simply need a better marketing and sales approach and maybe need to revist your pricing strategy for once you identify their pain, and the IMPACT and COST of their pain and you ensure your solution is less than the cost of their pain, and kerching, you "in" the money....whatever you charge
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  • Profile picture of the author Volux
    Great insight, thank you.

    However, I do have question: do you continue to manage their website for them under your own hosting account? Or how do you operate this?
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    • Profile picture of the author Patrick Burke
      James, would love to hear your latest after close to a year since the thread started.

      I am not a huge fan of cold calling, but not opposed to it.
      Going to try to use my autodialer per Anthony Davis's advice earlier in thread. post #63.

      I have also had success with direct mail, where I may try to split test the ugly yellow post card with Bob Ross' M3 method which rocks.

      Thanks for the inspiration, James, as well as the many positive contributors.
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      • Profile picture of the author tylerherman
        I kinda feel bad for these businesses getting the shitty websites you guys are selling, but hey, make that money.
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        • Profile picture of the author zimbizee
          Originally Posted by tylerherman View Post

          I kinda feel bad for these businesses getting the shitty websites you guys are selling, but hey, make that money.
          What makes you think they are shitty???????
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          • Profile picture of the author TheCG
            Originally Posted by zimbizee View Post

            What makes you think they are shitty???????
            Don't feed the troll...
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          • Profile picture of the author Underground
            Originally Posted by zimbizee View Post

            What makes you think they are shitty???????
            Have you seen the templates used? For all the beautiful, pro looking templates available these days, all the plugins they could get, all the advances, they get sold a very basic, ugly template that is used simply for the greatest convenience of seller.

            There is something spectacularly absent among the I.M crowd when it comes to aesthetics and design nous, or even really providing things that will benefit businesses.

            Well done to the OP for devising this method and getting success. I was shocked so many bought the demo site though. But I suppose because they hadn't had one before, they were none the wiser.
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  • Profile picture of the author Jason Kanigan
    For the newbies:

    http://www.warriorforum.com/offline-...ml#post5175452

    Watch James' (the OP's) video in post #31 here...he made 80 dials and nobody cared...then he "gave up" on trying to sell but not on himself...he'd made a promise to himself to make 100 dials and now the self-imposed pressure was off. Watch the vid to see what happened over the next 20 dials!
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  • Profile picture of the author PanteraIM
    Hey!

    I've been using this method to great success as well. Never thought of using the WP Twin plugin to do this - thanks for the tip.
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  • Profile picture of the author bryantkeefe
    Excellent thread. Everything is cured by getting more sales. At 22 this story helps a 48 year old see the light. Thank you!
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    • Profile picture of the author Jason Kanigan
      Originally Posted by bryantkeefe View Post

      Excellent thread. Everything is cured by getting more sales. At 22 this story helps a 48 year old see the light. Thank you!
      More sales definitely do help.

      Then you can run into problems like foolish spending, which having money can cover up. Like bad marketing.

      And increasing cashflow can hurt businesses if they aren't careful. More in = more out, and if the out occurs at the wrong time, the business can run out of cash.

      However, I really do believe that everyone can benefit from James' video on page one.
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  • Profile picture of the author WordpressManiac
    Thanks for sharing this! I plan to start offline marketing here in Germany and this could be a great start!
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  • Profile picture of the author AdrianMansilla
    Look great!
    Can you pm the themes you use to create fast mock version and close sale fast
    Do you contact differents niches at the same time or focus in one niche with one demo niche version?
    interesting

    Thanks
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  • Profile picture of the author Matt Lee
    Yeah i'm real curious on what theme(s) people are using to clone the wp demos, and anyone share that with me? Many thanks!
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  • Profile picture of the author Funkymonkeyman
    Hey this is great I haven't thought about this yet! Do you ask for access to their wordpress admin file?
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  • Profile picture of the author WayneMoore
    Hi there!

    Where is the best place people tend to find leads for this kind of method? Do you tend to focus on 'New' businesses with no site? Or find businesses with Low quality sites?

    Cheers!
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  • Profile picture of the author Hakim AK
    Can't wait to get home to try this out!

    Just started on my web design service recently. Got lots of enquiries from potential clients but they usually go MIA along the way.
    Got to try the demo site idea and land my first client..

    thanks all for the contributions, will update once i got my first sale.
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    • Profile picture of the author Jason Kanigan
      Originally Posted by Hakim AK View Post

      Can't wait to get home to try this out!

      Just started on my web design service recently. Got lots of enquiries from potential clients but they usually go MIA along the way.
      Got to try the demo site idea and land my first client..

      thanks all for the contributions, will update once i got my first sale.
      DON'T email them the link for the demo site, and then wonder what happened.

      Set an appointment to get on the phone, then send them the link, and hear LIVE what their reaction is.

      If you send the blind link, you may never hear their reaction. Too embarrassed to tell you about something they don't like. Or they may steal your design and go find a cheap designer to copy it.

      Get on live with them and hear their real reactions. Then if they say they don't like something, you can quickly change it for them.
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  • Profile picture of the author s62731
    Hey Guys,

    Since I started this thread (over 2 years ago), and building a very successful business since then, I've been getting hounded with 100's of private messages over the last few months.

    So, I've decided to write an up coming post about what I've been doing for the last 2 years. My struggles, my successes. The feeling of doing my first $10,000 month. Then my first $20,000 and on to my first $30,000 month. What hurdles I had to overcome, and what I learnt.

    Keep an eye out.

    James
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    • Profile picture of the author Jason Kanigan
      Originally Posted by s62731 View Post

      Hey Guys,

      Since I started this thread (over 2 years ago), and building a very successful business since then, I've been getting hounded with 100's of private messages over the last few months.

      So, I've decided to write an up coming post about what I've been doing for the last 2 years. My struggles, my successes. The feeling of doing my first $10,000 month. Then my first $20,000 and on to my first $30,000 month. What hurdles I had to overcome, and what I learnt.

      Keep an eye out.

      James
      Wow man, you are doing awesome! Thanks for coming back and updating!
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    • Profile picture of the author Adrian John
      Originally Posted by s62731 View Post

      Hey Guys,

      Since I started this thread (over 2 years ago), and building a very successful business since then, I've been getting hounded with 100's of private messages over the last few months.

      So, I've decided to write an up coming post about what I've been doing for the last 2 years. My struggles, my successes. The feeling of doing my first $10,000 month. Then my first $20,000 and on to my first $30,000 month. What hurdles I had to overcome, and what I learnt.

      Keep an eye out.

      James
      Thanks for planning doing this.I'll check your posts to see when u do it
      Looking forward to see how you built the business up to $10k/month and further
      Take care
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    • Profile picture of the author kevinenrique
      Originally Posted by s62731 View Post

      Hey Guys,

      Since I started this thread (over 2 years ago), and building a very successful business since then, I've been getting hounded with 100's of private messages over the last few months.

      So, I've decided to write an up coming post about what I've been doing for the last 2 years. My struggles, my successes. The feeling of doing my first $10,000 month. Then my first $20,000 and on to my first $30,000 month. What hurdles I had to overcome, and what I learnt.

      Keep an eye out.

      James
      Wow.. very inspirational.. looking forward to this.
      Thanks!
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    • Profile picture of the author V12
      Originally Posted by s62731 View Post

      Hey Guys,

      Since I started this thread (over 2 years ago), and building a very successful business since then, I've been getting hounded with 100's of private messages over the last few months.

      So, I've decided to write an up coming post about what I've been doing for the last 2 years. My struggles, my successes. The feeling of doing my first $10,000 month. Then my first $20,000 and on to my first $30,000 month. What hurdles I had to overcome, and what I learnt.

      Keep an eye out.

      James
      This will be very interesting, inspirational and useful. Looking forward to it.
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    • Profile picture of the author Vikuna2009+
      Originally Posted by s62731 View Post

      Hey Guys,

      Since I started this thread (over 2 years ago), and building a very successful business since then, I've been getting hounded with 100's of private messages over the last few months.

      So, I've decided to write an up coming post about what I've been doing for the last 2 years. My struggles, my successes. The feeling of doing my first $10,000 month. Then my first $20,000 and on to my first $30,000 month. What hurdles I had to overcome, and what I learnt.

      Keep an eye out.

      James
      Waiting to hear from you...

      Eva
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  • Profile picture of the author Clautusoar
    OMG, your a genius. I'm going to use this method tomorrow. I feel hopeful now. THANKS
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  • Profile picture of the author AussieT
    Yeah, also looking forward to the update and bookmarking the thread so I don't miss it

    Hey James are you still selling websites? I see you are selling a lead gen model in your signature so just wondering if you dropped this model or if you are doing both?

    I also didn't notice that your last reply was so long ago
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  • Profile picture of the author Clautusoar
    How do i do this wp twin thing ?
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  • Profile picture of the author James Hensley
    Lots of great stuff in this thread, thanks everyone for sharing your experiences. I would like to add mine as an example of what I think is the best strategy for timing (when to present them with the demo)

    The way I see it there are 2 points at which you can lay it on them, that's during the first contact or after you ask them if they would like you to make them a demo.

    In my experience if you present it to them upfront, it does give you "cool points" for having it ready before your point of sale. But doing this will make them think, hey this guy made a whole website even before knowing he had the sell. So their mind begins analyzing from this mentality, you don't want that.

    Now they could be completely distracted from objective thinking just from the excitement of getting a site.

    Or they may be led to thinking about your work too soon. Giving them more time to weigh the value vs pricing. If they visualize a longer time frame for the demo, then automatically the perceived value will increase because time = money.

    That may not be very clear

    I just think its best to make initial contact, create interest, and then make them wait (lol, not too long) but long enough to make them anticipate the demo, to grow some excitement. And while they are waiting, you will be tapping into there subconscious without even saying it directly, "this stuff is valuable, it takes time to build a nice website"

    And when they do see your work, they will appreciate it more and likely already made a decision to work with you, when they ask something like, "alright how do we get started", then their pretty much primed for you pricing options.
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    • Profile picture of the author Mystery777
      Originally Posted by James Hensley View Post

      In my experience if you present it to them upfront, it does give you "cool points" for having it ready before your point of sale. But doing this will make them think, hey this guy made a whole website even before knowing he had the sell. So their mind begins analyzing from this mentality, you don't want that.
      I also think there is a psychological aspect to it that works in your favor "if" you made them agree first that you work on the mockup and that they commit to checking it out to tell you their opinions about it.

      They kindda made a promise here which they have to abide by... and many will take into consideration the effort you put in to make the demo.

      Even if they don't like the initial design, I'd say they'll be much more open to give you a second chance to change or fix whatever they didn't like about it, as opposed to totally dismissing you (reciprocity rule or something?).

      I wouldn't take more than a day though, to put together the mockup... as they might get distracted and lose interest quickly... but I'll also make sure they know it is just a demo mockup.. not a complete site built in only one day.

      Also, doing it this way, I sense the quality of clients you get would be much better.

      However, I also can't help but to notice that the other route has its positives as well. Like, it may have the power to convert even those who aren't interested in a website, to want one. So you'd get clients who'd have otherwise said "no.. not really interested" to you, if you asked their permission for a mockup first.

      You just ask them to visit a specific url or click on a specific link and they see the mockup (preferably with their logo or name on it). I believe it can convert the "no's".

      Anyone else can chime in and share their opinion?

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  • Profile picture of the author James Hensley
    Hey you know your right Mystery, there are definitely positives for each approach. Perhaps the best strategy would be to borrow some mentalist concepts and be prepared for multiple outcomes.

    This would require you to have the ability to read your prospects response as you are talking to them on the phone.

    So before even mentioning the demo, you would need to get a read on how open they are to getting a website in general.

    If the prospect is strongly against it, then the better option would be to present the demo as an instant disarm.

    If they sound optimistic about getting a website, then you can go ahead and tell them you will create one and get back to them as soon as its done.
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    • Profile picture of the author Mystery777
      Originally Posted by James Hensley View Post

      If the prospect is strongly against it, then the better option would be to present the demo as an instant disarm.
      But wouldn't that sort the whole issue out?.. It means, eitherway, we need to prepare the mockups for all of the prospects ahead of time.

      If prospect is against it, we show them the demo immediately. If not, we claim we're going to prepare one soon and show them. Eitherway, it means more work on us.

      Hmmmm.. perhaps a better approach would be to do the mockups for the ones interested after they agree to it. At the same time, filter out the ones that aren't interested... then follow up with them after a coupla days or so, pretending to be another company...

      This time flash them that site immediately.. with their names/logos..etc. "Is this yours?". lol

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  • Profile picture of the author James Hensley
    Idk about that, lol.

    But its true regardless of your strategy, the demos should be made ahead of time, always to be prepared.

    I was only commenting on the way to present it while improving the perception of value. If you use the strategy in my original statement then you don't necessarily have to build them before qualifying. But with your post, you made me realize a different approach. Which is to always be prepared for multiple outcomes and leverage them to your will
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  • Profile picture of the author Clautusoar
    Whats good script to go along with this powerful "mock-up site" ? without sounding to salesee
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  • Profile picture of the author Dhira
    I've done this a couple times. I can confirm it works.

    I don't do cold calling, but I've pitched 2 clients by doing a mock version of their site on my subdomain..... 100% rate - I have 2 clients lol.

    Now if only i could get 18 more without cold calling
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  • Would this work if you email them? Just sending the business owner a demo link?
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