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In regards to selling websites... what makes a BIGGER impact?

by jRad
13 replies
In regards to selling websites, what makes a bigger impact when attempting to start / close a sale?

1) Calling them on the phone

OR

2) Walking into their business, asking for the owner, and giving 5 minutes of your time face to face - with a demosite in hand on your tablet, and handing them a business card?

There's a ton of small businesses downtown that don't have websites, I'd love to get some opinions.
#bigger #impact #makes #selling #websites
  • Profile picture of the author David Miller
    Both methods work. How well they work is a matter of how well and how comfortable you are when doing it.

    You should however, have a well rounded marketing plan that employs several methods:

    Cold calling
    Referrals
    Walk-in
    Email
    Lead generation
    Direct mail

    and more.

    The answer is that there is no ONE thing.
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    The big lesson in life, baby, is never be scared of anyone or anything.
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    • Profile picture of the author opt in
      Originally Posted by David Miller View Post

      Both methods work. How well they work is a matter of how well and how comfortable you are when doing it.

      You should however, have a well rounded marketing plan that employs several methods:

      Cold calling
      Referrals
      Walk-in
      Email
      Lead generation
      Direct mail

      and more.

      The answer is that there is no ONE thing.
      I like what David said.

      I would also add this:

      If you can introduce yourself as an owner that wants to share something and not as a salesman or a representative it would be beneficial. Most Owners likes the idea to talk to another owner, it gives a more casual dynamic in the conversation where the owner (prospect) don't feel like they will have to listen to a sales pitch.

      Hope this help,

      David
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      • Profile picture of the author jRad
        Originally Posted by opt in View Post

        I like what David said.

        I would also add this:

        If you can introduce yourself as an owner that wants to share something and not as a salesman or a representative it would be beneficial. Most Owners likes the idea to talk to another owner, it gives a more casual dynamic in the conversation where the owner (prospect) don't feel like they will have to listen to a sales pitch.

        Hope this help,

        David
        Great pro-tip. Whenever I cold-call someone, the first thing that comes out of my mouth is "I'm the owner of X company, a new web design / graphic design business in town". It's great to give them some backstory, so they feel a sense of legitimacy.
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        • Profile picture of the author iAmNameLess
          Originally Posted by jRad View Post

          Great pro-tip. Whenever I cold-call someone, the first thing that comes out of my mouth is "I'm the owner of X company, a new web design / graphic design business in town". It's great to give them some backstory, so they feel a sense of legitimacy.
          And how is that working for you?

          To answer your question... it depends on what you mean by impact? Financially, on the mind of the business owner, impact of your time? What do you mean? You could also ask what is more effective, but then it depends on your meaning of being effective.

          I think you're wasting time going in cold to a business with a demo site, I think thats a bad idea, because it costs you too much in time. Even if you say it takes you 20 minutes, it is still a waste of time.

          I think cold calling is going to be your best way to generate business, over directly going in there. I'm not against going into businesses and pitching them, I just think a cold call can be done much faster, and easier.
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          • Profile picture of the author David Miller
            When I approach a prospect I say something along the lines of I'm with XYZ. My firm has done work with other ABC companies and we've been able to MNO....

            My point is that prospects are not impressed by telling them you are the owner. Business owners with a brain are concerned with what you are bringing to the table.

            The people that embarrassed about being a salesperson are the people that say things like, "don't tell them you're a salesman".

            Good luck to you. Done with this thread.
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            The big lesson in life, baby, is never be scared of anyone or anything.
            -- FRANK SINATRA, quoted in The Way You Wear Your Hat
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            • Profile picture of the author iAmNameLess
              Originally Posted by David Miller View Post

              When I approach a prospect I say something along the lines of I'm with XYZ. My firm has done work with other ABC companies and we've been able to MNO....

              My point is that prospects are not impressed by telling them you are the owner. Business owners with a brain are concerned with what you are bringing to the table.

              The people that embarrassed about being a salesperson are the people that say things like, "don't tell them you're a salesman".

              Good luck to you. Done with this thread.
              Yeah I agree... except when talking to gatekeepers, I usually try to ask for the owner by name, once I get the owner or decision maker it is selling time lol.
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              • Profile picture of the author JeffKan
                Originally Posted by David Miller View Post

                Both methods work. How well they work is a matter of how well and how comfortable you are when doing it.

                You should however, have a well rounded marketing plan that employs several methods:

                Cold calling
                Referrals
                Walk-in
                Email
                Lead generation
                Direct mail

                and more.

                The answer is that there is no ONE thing.
                Originally Posted by kaniganj View Post


                Presenting to unqualified prospects? That's a great way to waste time.
                David and Kanigani are right on. You need to have other things to offer when walking into a business. When you go in and qualify them, you now know what you can offer. Stop thinking of yourself as a web designer/developer at this point. Start thinking of yourself as a marketing consultant. It doesn't matter if you don't have experience in a certain subject... you have a community here that has experience. If you get a gig for something you don't know how to do, outsource it. With that said, start off slow until you get use to working with outsourcers. Hope that helps.
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    • Profile picture of the author jRad
      Originally Posted by David Miller View Post

      Both methods work. How well they work is a matter of how well and how comfortable you are when doing it.

      You should however, have a well rounded marketing plan that employs several methods:

      Cold calling
      Referrals
      Walk-in
      Email
      Lead generation
      Direct mail

      and more.

      The answer is that there is no ONE thing.
      I'm in this boat. I'm in the boat where, I'm a recent graduate. I only have one website that I designed for a client two years ago. He is happy with it, and it generates him money. Since then I've designed a boatload of other websites just for fun.

      Point is, in my eyes, I should have websites that I've done on my website to show off the work I've done.. but I don't - because I'm just starting out.

      I used to work at a UPS Store in town, and all the time people come in asking for websites. I set up a tent card there saying, "Need a Website? Call *my company* at xxx-xxx-xxxx. Email us at me@mysite.com. Visit us at www.mysite.com". Haven't had any calls or emails yet. I set that up on Wednesday (a few days ago). Do referrals like that take a while?

      So far I've picked out some ads in the local paper that don't have websites (plumbers, maintenance etc). I've had a couple meetings this week, where they were both happy with what I had to offer. They took the contracts with them and said they'd call me / email me in a few days. Haven't heard back, regardless of the meetings going really well. I'm going to give them a call on Monday, set up a meeting to sign the deals.

      Direct mail is expensive (in Canada). I can choose either Residential or Business targeting, I'll have to double check the prices again.

      Not sure what lead generation is.
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  • Profile picture of the author Jason Kanigan
    If you want to reach more people more quickly, then calling is the way to go.

    Demo site, huh.

    Presenting to unqualified prospects? That's a great way to waste time.
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  • Profile picture of the author centsible
    Content marketing is an essential part of an overall online marketing strategy. Without content there is nothing to optimize for SEO purposes and nothing to share in social media. Every business, both B2B and B2C need to focus on content in 2012. Anyone agree?
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  • Profile picture of the author dtaylor
    I am not a web designer, but I do sell a lot of services to local businesses.

    If you are on a tight budget and don't mind doing a few cold calls to generate business you can be very successful. These can be either by phone or in person or a combination.

    One thing that has worked for me is to always, always sell the appointment rather than trying to sell the service on-the-fly to to the owner. Your positioning is all wrong and, for me at least, I end up with not a lot to show for my efforts. When I set an appointment I close about 25%-35%.

    Once you get a few dollars ahead you might consider sending out 25-50 direct mail pieces per week and following those up with a phone call. You will usually fill up your appointment book quickly doing that.

    These are a couple of great threads on doing direct mail that will definitely get your creative juices flowing:
    http://www.warriorforum.com/offline-...mple-easy.html

    DTaylor
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  • Profile picture of the author krikkod
    I second what dtaylor says in regards to selling the appointment.

    The reason i believe it has always worked for me is because the emphasis is on meeting up, not on being sold to.

    You will have more people open to the other idea of just meeting up to discuss something that can help them out as opposed to 'i want to sell you a website that will rank number 1 on Google so lets meet up'.

    The difference is very subtle but for some reason it works, at least for me it has.

    Try both mate - its all about what you do best - theres no one path to your end goal.
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