I Just Landed One of My Biggest Sales!

41 replies
I have been picking up business cards without website addresses.

I also get the Sunday papers and call the people who are running ads without a website address on their ads.

I call businesses Tuesdays - Fridays. I don't call on Mondays because people tend to be busy after the weekend.

I find that Fridays are one of the best days to make my calls - people are generally happy that the weekend is near.

So I call this local business and the woman, Carla, tells me that she has been thinking about doing a website but she's not sure. We talked (actually I asked questions and listened to her) for 30-45 minutes. We established a relationship and the conversation ended with we'll get back in touch next week so I could talk to her husband, Steve too.

Turns out Steve is a muckedy muck at one of our local newspapers.

A business owner went to the newspaper to run a full page ad and asked Steve if he knew any local website designers.

Steve told him about me!

I just met with this business owner, showed him the demo site I built, picked up a check for half the fee and will get the other half when the site is complete.


A few lessons I learned:

  • You never know whom you are talking with when you are making calls. Establish a relationship and make sure you ask questions about their business, listen, and take notes. Remember people's names. If they tell you the name of the spouse, their pets, etc., write it down. The more you know, the better.
  • Never be shy about telling someone what you do.

    When a friend of my son's parents came over, I noticed he was driving a work truck. He's an electrician. I said, "hey, I see you're an electrician. You don't have your website on your truck, do you have a website?" No, he doesn't. I do not hesitate to ask any business owner I meet if they have a website.
  • Send thank you cards. After I talk with someone about a possible website, even if they do not commit during the conversation, I send them a thank you card. My name and business is now in front of them and I would get there are not too many other people doing this.


Keep the faith.

Believe in yourself.

Never give up.



Good luck fellow warriors. I wish you great success. -Lori
#biggest #landed #sales
  • Profile picture of the author Dann Vicker
    Good one Lori. Its nice of you to share your experience with other warriors. Am sure this is worth more than two cups of starbucks coffee for our offline brothers. And for me, it reaffirms the power of building relationships, networks and partnerships. That is pretty much what I'll be working on in my own field of product creation and affiliate marketing.

    Enjoy your success.
    Signature

    Looking for high quality solo ad traffic? 200-2000 clicks available/day. Testimonials here. PM me

    {{ DiscussionBoard.errors[5663359].message }}
  • Profile picture of the author Mike Ogbin
    Thank you Lori Kelly with this killing advice

    Always treat people politely and give them the credit that they deserve and more "treat customer as a king"
    Signature
    Speedy Up - Jumping game that change your mood and put smile in your face :)
    {{ DiscussionBoard.errors[5663451].message }}
  • Profile picture of the author CircleofDocs
    Congrats!!!
    {{ DiscussionBoard.errors[5663459].message }}
  • Profile picture of the author Krisz Rokk
    Congratulations Lori and thank you for sharing your valuable insights with us.
    Love the 3rd part: "sending a thank you card". Very good.
    Signature
    {{ DiscussionBoard.errors[5663552].message }}
  • Profile picture of the author thereikid
    Great post thanks for the wisdom and insight!
    {{ DiscussionBoard.errors[5663554].message }}
  • Profile picture of the author chow
    great work taking marketing offline. I am going to start paying more attention to business cards and ads I see now. Thanks!
    {{ DiscussionBoard.errors[5665389].message }}
    • Profile picture of the author kerry3280
      Well done! Just goes to show that by getting out there and putting the work in pays off. Hopefully this may well lead to many many more customers!
      {{ DiscussionBoard.errors[5665406].message }}
  • Profile picture of the author rooze
    Great post.
    Knowing how to politely present yourself and your services is a priceless asset. I went out for a meal on New Years Eve and picked up a really nice design/marketing project at the restaurant bar. I listened to the guy's issues with his existing designer for two minutes and gave him 3 good reasons why he should go with my company. A few days later the check for 50% was banked.
    Selling in these situations is knowing how to put yourself forward without getting into people's space.
    {{ DiscussionBoard.errors[5665460].message }}
  • Profile picture of the author lucidsuccess
    Yeah great lesson, you never know who you are going to meet.
    {{ DiscussionBoard.errors[5665699].message }}
    • Profile picture of the author Josh880
      Thanks for sharing...Congrats
      Signature

      {{ DiscussionBoard.errors[5665711].message }}
  • Profile picture of the author Seantrepreneur
    This is one of the many posts I've read about someone getting clients by basically just talking to other people. It's important to see that getting a client can happen anywhere at anytime. Just talking to people about what you offer will get you places.

    While sitting behind the computer sending email after email works and is easy, getting out and actually meeting ppl works great too. Plus, face to face is better for relationships which lead to referrals.

    Great job!

    Sean
    {{ DiscussionBoard.errors[5666026].message }}
  • Profile picture of the author Yogini
    Lori,

    Great post. I never heard the phrase muckedy muck- is that a Texas term? I can tell you are excellent at relationship building just from the thoughtful e-mail you sent to me when I asked you some questions. Good point about the thank you notes too.

    Debbie
    {{ DiscussionBoard.errors[5666119].message }}
    • Profile picture of the author Lori Kelly
      Originally Posted by Yogini View Post

      Lori,

      Great post. I never heard the phrase muckedy muck- is that a Texas term? I can tell you are excellent at relationship building just from the thoughtful e-mail you sent to me when I asked you some questions. Good point about the thank you notes too.

      Debbie
      Hi Debbie. It was a pleasure exchanging emails with you. How are you doing? Are you picking up the phone? "Muckedy muck" is a term I learned from my dad - I think it's an old term but not from Texas. : )
      Signature
      Learn Website Tips, How to Do Keyword Research, & How to Write Killer Content.
      Stop Wasting Time.
      Start Living Your Dream.
      Click Here NOW to Get Your Hands on
      One of the Most Valuable Ebooks Ever!

      {{ DiscussionBoard.errors[5760793].message }}
  • Profile picture of the author smitty7534
    Congrats that's sounds awesome.

    I've been approached by quite a few people to build them a website, but I haven't had the time until now.

    If you don't mind me asking what are people charging for building a WP website?
    {{ DiscussionBoard.errors[5666713].message }}
  • Profile picture of the author Steve Holmes
    Just an example to me of using people to market "for you".

    If you give people the time without an "agenda" other than to help them, they will usually WANT to give something back to you.

    I gave a guy who called me marketing advice, he wanted to do SEO with me but was in a contract with another company.

    By the end of our conversation he wanted to give me free services he offered in his health clinic. Thankfully i didn't need any and thus respectfully declined. The intention however, indeed on both ends, was there.

    Reap, sow.

    Good job Lori
    Signature
    "Live like you'll die tomorrow, Learn like you'll live forever" - M. Ghandi
    {{ DiscussionBoard.errors[5667123].message }}
  • Profile picture of the author Austin357
    Lori,

    Great example of doing things differently and going the extra mile! Keep going and to more continued success!
    {{ DiscussionBoard.errors[5667155].message }}
  • Profile picture of the author ilovemedia
    Great job Lori! Also I really enjoyed your insight, some of your ideas (like the thank you cards) are something I would have never had thought of. I agree with you about establishing a good connection between you and the consumer. I always try to get as much personal info from the consumer as possible, it not only helps to get an idea of who they are and what they are it also lets them know that they are important and you are listening to them. I always try to be on a friendly level when I contact them again and ask how they are doing, being sure to mention something from a past conversation (i.e. “how is your pet doing lately?” or “How did Cameron do on that test you said he had coming up?”). Great tips Lori!
    {{ DiscussionBoard.errors[5753844].message }}
  • Profile picture of the author RobbieT
    Well done Lori.

    It's amazing what happens when we put the laws of nature into effect..ie. we were given 2 ears and one mouth so we should use them in the same ratio...ask questions, listen a lot, talk a little.

    Through you doing that and with your caring attitude you got your reward.

    Love the follow up with the "Thank You" card. That's what makes you different !!

    Take good care of those that you love.

    Robbie T
    Signature
    learn how to Make Money From The Web

    Follow my Journey to make an extra $40 or $400 per week each week and TOP UP YOUR WEEKLY INCOME

    Check it out here - Make Money From The Web
    {{ DiscussionBoard.errors[5754200].message }}
  • Profile picture of the author Tracy411
    Hi Lori,

    That's awesome I love that you focus on the person and relationship building as a vehicle to building business. People sense when someone is putting the dollar buck ahead of the needs and desires of the prospect/customer.

    Wishing you evermore success

    Tracy
    {{ DiscussionBoard.errors[5754263].message }}
    • Profile picture of the author David Miller
      There's an important lesson to be learned here, especially by all of those who feel that sales can only be made by building a relationship based on the pretense that you are there for some other purpose.

      Clearly Lori makes it known that her goal is to sell her services. That doesn't stop her from making the most of each call.
      Signature
      The big lesson in life, baby, is never be scared of anyone or anything.
      -- FRANK SINATRA, quoted in The Way You Wear Your Hat
      {{ DiscussionBoard.errors[5755633].message }}
      • Profile picture of the author Michael Bucker
        Originally Posted by David Miller View Post

        There's an important lesson to be learned here, especially by all of those who feel that sales can only be made by building a relationship based on the pretense that you are there for some other purpose.


        Clearly Lori makes it known that her goal is to sell her services. That doesn't stop her from making the most of each call.

        First, great job Lori. Second I have to agree with David. I believe that what most are calling relationship is actually rapport. Lori has not built a relationship quite yet. She built instant rapport that is leading to a relationship.


        Her initial 30-40 minute conversation is actually rapport building with the right focus into the end result of closing. This also led into a referral.


        We often think we want to build a relationship right off but it is that mindset that often creates such a friendship status that no close is included. Rapport is what we want upfront that assists into a close and results in a relationship also.


        Lori built rapport which caused the sale and a relationship. However the relationship is a bonus to the rapport and sale. I do not feel it is the reason for the sale. It will lead into more sales and referrals however.
        {{ DiscussionBoard.errors[5762934].message }}
  • Profile picture of the author ebaypowerguru
    Well done mate

    Believe and faith are key, faith is the ability to see the impossible and belive in the unbelivable!

    Originally Posted by Lori Kelly View Post

    I have been picking up business cards without website addresses.

    I also get the Sunday papers and call the people who are running ads without a website address on their ads.

    I call businesses Tuesdays - Fridays. I don't call on Mondays because people tend to be busy after the weekend.

    I find that Fridays are one of the best days to make my calls - people are generally happy that the weekend is near.

    So I call this local business and the woman, Carla, tells me that she has been thinking about doing a website but she's not sure. We talked (actually I asked questions and listened to her) for 30-45 minutes. We established a relationship and the conversation ended with we'll get back in touch next week so I could talk to her husband, Steve too.

    Turns out Steve is a muckedy muck at one of our local newspapers.

    A business owner went to the newspaper to run a full page ad and asked Steve if he knew any local website designers.

    Steve told him about me!

    I just met with this business owner, showed him the demo site I built, picked up a check for half the fee and will get the other half when the site is complete.


    A few lessons I learned:

    • You never know whom you are talking with when you are making calls. Establish a relationship and make sure you ask questions about their business, listen, and take notes. Remember people's names. If they tell you the name of the spouse, their pets, etc., write it down. The more you know, the better.
    • Never be shy about telling someone what you do.

      When a friend of my son's parents came over, I noticed he was driving a work truck. He's an electrician. I said, "hey, I see you're an electrician. You don't have your website on your truck, do you have a website?" No, he doesn't. I do not hesitate to ask any business owner I meet if they have a website.
    • Send thank you cards. After I talk with someone about a possible website, even if they do not commit during the conversation, I send them a thank you card. My name and business is now in front of them and I would get there are not too many other people doing this.


    Keep the faith.

    Believe in yourself.

    Never give up.



    Good luck fellow warriors. I wish you great success. -Lori
    Signature
    The eBay Power Guru Blog

    Learn How To Be An eBay PowerSeller For Free Today
    {{ DiscussionBoard.errors[5755774].message }}
  • Profile picture of the author dtaylor
    This reminds me of an expression one of my top salespeople used a lot:
    "The harder I work, the luckier I get"

    So true.

    Congratulations,
    DTaylor
    {{ DiscussionBoard.errors[5755816].message }}
  • Profile picture of the author Dimitris Skiadas
    Thank you Lori for this great post!The most important thing is building a relationship with the client!Most of the times you buy the person, not his services!

    2 months ago i bought a new house and these days i am going to different places to find the furniture.Today, i went to a large shop, looking for a big couch, a dining table, a bedroom etc I did not go mad with his furniture, honestly. But i loved how he sold his self to me!

    His service was great!And even i will probably not buy from him, i will definitely consider proposing him to other people for their furniture..You see my point?

    Thanks again and congratuulations for your approach!

    Cheers

    Dimitris
    {{ DiscussionBoard.errors[5755829].message }}
  • Profile picture of the author AMABIZ
    Great post, and congrats!
    {{ DiscussionBoard.errors[5758910].message }}
  • Profile picture of the author rackemup
    Right on Lori, good job and congrats! Where in TX by the way? Plano here. Keep up the good work!
    {{ DiscussionBoard.errors[5762523].message }}
  • Profile picture of the author Lori Kelly
    rackemup - I'm in the Hill Country, just a few miles west of Marble Falls.

    When I make my calls, I only make about 5 calls before I get a hot lead. Usually within 2-3 calls, I get a warm lead.

    I believe this is due to me being a local designer. A connection with our local community is immediately established - developing one of the first steps in trust.

    I don't sell my services. I explain the benefits of having a website.

    If I have to sell a website to someone, I won't waste my time.
    In 2012 if people don't understand the importance of a website, I'm not going to take the time to education them. (Lori's rule #3.)

    That may sound harsh, but there are too many people who already realize the value of having a website and those are the ones I want to work with.

    Here's a little info on my calls.

    On Friday, I called plumbers.
    One plumber I called explained that times are tough and due to the economy, their business wasn't doing so well.

    I asked her how the ad she ran in the paper was working.
    She wasn't sure.

    It is difficult to believe that business owners do not ask a potential new client how they heard about them.

    So I said, "You know what might be a good idea?
    Every time you get a call, say hey, how'd hear about us? And make a note of it. That way, you can tract where your customers are coming from.

    [Sounds simple, doesn't it?]

    She started talking (and really important, I listened and took notes).

    She told me she did a direct mail campaign when the post office was offering a special.

    I asked her what her rate of return was with that ad campaign.
    It only paid for the cost of the mailing.

    Plumbers don't necessarily need a site with all the bells and whistles - they merely need an online presence and a chance to get ranked so they can be found locally.

    When the objection was they couldn't afford a site due to their fluctuation in income, I asked her how much profit she made on her average sale.

    Turns out she could afford a basic website if the site returned two average jobs/sales.

    I just happened to be on Google and did a search of local plumbers.
    We talked about her competition.

    I just asked her a question that if the site could return two customers and paid for itself with two jobs, is that be something she would be interested in.

    After talking with her for a while, we realized our kids went to the same school. (click)

    And they played little league together a few years ago (click).

    I'll be meeting with her and her husband this week.


    I contacted a local attorney who said he had no use for a website.
    I thanked him for his time and hung up. (Lori's Rule #3.)

    I contacted an hvac company.
    I asked him if he had a website.
    He said yes, but he was interested in my services, could I send him a price list. I did and will be calling him again this week. He sounded like he was in a hurry and I don't want to push (that's why I sent him the pricing first and will call him later).

    I called a propane distributor.
    I asked for the owner.
    The receptionist asked if this was a sales call.
    I said yes.

    She said "we're not interested."
    I said: I understand. I'll only take a few minutes of the owner's time. I just wanted to ask him if y'all (this is Texas) have a website.

    She said, ahhhh, hold on a minute.

    She came back and said: "he's on another line right now, can he give you a call back?"

    I said sure. What's his name?
    She told me.
    I said I'll just give him a call next week.
    Now, I have his name. When I call again (and I will call again), I'll ask for him by name.


    I'm no expert. I don't claim to be.

    As I said before, I have the mindset that I have a vested interest in this community - to make it grow and help business owners by increasing their business.

    So if a business owner doesn't want my help, that's fine. I'll find the ones who do.



    PS - Thank you all for your kind words.
    Make a game plan.
    Stick to it.
    Never give up.
    Signature
    Learn Website Tips, How to Do Keyword Research, & How to Write Killer Content.
    Stop Wasting Time.
    Start Living Your Dream.
    Click Here NOW to Get Your Hands on
    One of the Most Valuable Ebooks Ever!

    {{ DiscussionBoard.errors[5762742].message }}
  • {{ DiscussionBoard.errors[5762756].message }}
    • Profile picture of the author Lori Kelly
      Originally Posted by DianaHeuser View Post

      Stunning news Lori

      I am thrilled and delighted for you.

      Di
      Hi Di. How's it going for you? We haven't talked in a while. When you get time, send me an email Lori@lorikellywrites.com -- sure hope everything is going well for you.
      Signature
      Learn Website Tips, How to Do Keyword Research, & How to Write Killer Content.
      Stop Wasting Time.
      Start Living Your Dream.
      Click Here NOW to Get Your Hands on
      One of the Most Valuable Ebooks Ever!

      {{ DiscussionBoard.errors[5763374].message }}
  • Profile picture of the author Lori Kelly
    Woooooo whooooo. Just got a call from the plumber gal I talked to on Friday.

    Her mother in law is looking for a website designer for her storage business.
    Signature
    Learn Website Tips, How to Do Keyword Research, & How to Write Killer Content.
    Stop Wasting Time.
    Start Living Your Dream.
    Click Here NOW to Get Your Hands on
    One of the Most Valuable Ebooks Ever!

    {{ DiscussionBoard.errors[5763421].message }}
  • Profile picture of the author Sullygromo
    There you go Lori....you got it working!!!! Congrats....
    {{ DiscussionBoard.errors[5764749].message }}
  • Profile picture of the author racso316
    Congrats Lori. I completely agree to always create a relationship, and educate your clients/prospects just like you're doing. I wrote a post about it right here http://www.warriorforum.com/offline-...r-clients.html
    Selling thank-you notes is something most businesses don't do, and it is something that works. Good job!
    {{ DiscussionBoard.errors[5765176].message }}
  • Profile picture of the author TrishOleary
    Congrats Lori, that is so inspirational for those struggling to get offline clients

    Building a rapport and establishing a relationship is the MOST important thing you can ever do without a doubt.

    Cheers,
    Trish
    {{ DiscussionBoard.errors[5765404].message }}
  • Profile picture of the author apurvmat
    Congrats on your success! Thanks for the story!
    {{ DiscussionBoard.errors[5770365].message }}
  • Profile picture of the author JDIZM
    Nice work Lori. Hopefully plenty more to come.
    {{ DiscussionBoard.errors[5771972].message }}
  • Profile picture of the author Austin357
    Bravo Lori! Stories like this are always good to see. Keep up the great work !
    {{ DiscussionBoard.errors[5772002].message }}
  • Profile picture of the author lindafulkerson
    That's AWESOME! Congratulations on your new client!
    Signature

    Blog Coach | Social Media Manager | Learn about Blogging -- OnBloggingWell.com

    {{ DiscussionBoard.errors[5813418].message }}
  • Profile picture of the author mojo1
    Congrats Lori from one Southern Belle to another.

    Your success continues to inspire me.

    All the best,

    Mojo
    {{ DiscussionBoard.errors[5813700].message }}
  • Profile picture of the author AussieT
    I'll echo the chorus of cngratulations. Well done. Now on the next one
    {{ DiscussionBoard.errors[5813709].message }}
    • Profile picture of the author amulektwo
      hey Lori
      Great Job on your success...Im doing the smae thing...educating my clients and gicing them good value before they spend any money with me...it May start off slower this way but in the Long run we will have so much business That we will not be able to handle it all...

      Keep Up the good work
      {{ DiscussionBoard.errors[5813791].message }}
  • Profile picture of the author rainingproblems
    Originally Posted by Lori Kelly View Post

    [*]Send thank you cards. After I talk with someone about a possible website, even if they do not commit during the conversation, I send them a thank you card. My name and business is now in front of them and I would get there are not too many other people doing this.[/LIST]

    Keep the faith.

    Believe in yourself.

    Never give up.



    Good luck fellow warriors. I wish you great success. -Lori
    Now that's powerful right there. Am definitely going to use this piece of advice for this situation.

    Just day, I stopped by the post office to send out some direct mail postcards. In the same lot as the post office is a restaurant. Right outside was an employee smoking. I asked him when the owner usually showed up. He told me the owner was in right that moment. So I went in, asked him about what he does to promote his restaurant, showed him how his site looked on a mobile phone and a demo site for a mobile optimized page. He'll have to talk to his business partner.

    For me, that was a great milestone. I started out trying to cold call but gave up after the 2nd call; that's when I decided I was going back to the direct mail route. For me to have been able to get his attention on an unannounced visit, that was a plus.

    Even if I don't get his business, I will definitely be getting a than you card tomorrow.

    Lori....congrats on your success by the way.

    Kevin
    {{ DiscussionBoard.errors[5813939].message }}

Trending Topics