Going For A Huge Goal Tommorow, Will Report Back

by payoman

Posted: 13 years ago 19 replies

OFFLINE MARKETING

So, I have decided to set a big goal for tommorow, not sure how realistic it is (would love feedback on that haha)...

So I have the following all ready :

- Targetted list of 100+ local electrical contractors that aren't on page 1 of Google/don't have a website/don't have google places etc (Used Power Lead Snatcher)

- Targetted to the niche cold calling script, including google keyword tool data, competition analysis data etc (Organised in Basecamp)

My Goal?

To sell at least (1) 'Silver' online marketing package (Up to 15 page website, 10 keyword SEO guaranteed page 1, email marketing and PPC campaign + Facebook + Twitter setup and maintennance for $1499 setup and $799 per month). Might throw in Google Places setup too.

If they call too expensive or don't need that much, will try to sell Bronze (5 page website, 5 keyword SEO + Facebook page for $799 setup and $349 per month).

Feedback very welcome, will check this thread in the morning before I start.

UPDATE : After getting through 60% of the list the rest are too far out of town to warrant my services. Only sent 3 follow up emails, no sales. Aimed for sales but unfortunately got met with MANY 'have too much work already' or 'no but thanks, i don't really advertise'.

Kind of wondering how I managed to get my first 2 real clients, and another potential one who has yet to make his deposit, it didn't take HALF as many calls to find them. Makes me look silly for all those threads I posted about how 'easy' cold calling was hahaha.

#back #goal #huge #report #tommorow

iInvent 13 years ago

Good luck!! Keep up posted!
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"Before you try to satisfy the client, understand and satisfy the person."
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StevieJK 13 years ago

Great!

Cant wait to hear your results, good luck!
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massiveray 13 years ago

Very achievable, your silver package sounds a ridiculously good deal, if I weren't selling almost the exact same thing I'd be tempted to buy it myself haha.

Out of interest, do you outsource your seo? I'd be making very little if I was charging the same monthly rate as you for guaranteed first page on 10 keywords, where do you outsource to?
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vndnbrgj 13 years ago

It's great that you have a goal and you are going to take action.
If it doesn't work out, set a larger goal. Hell, set a larger goal anyway.

For example, my goal this month is to get 20 new clients.
This is for one client a day, minus weekends and days with nice weather for fishing.

So, you could scale it up. Say you don't get any day 1, but 2 on day 2.
It will average itself out. Your job is to take action.
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rolltide 13 years ago

Good luck. Congrats on taking actioN!
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- Tony Grant 13 years ago
  
  I like the fact that you are using Power Lead to find Electrical Installers, nice...
  
  Oh and good luck too, the fact that you set the goal. have clear targets and realistic results, you will do it...
  
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  Jerry McGough 13 years ago
  
  First of all, don't let my comments below stop you....take your shot.....call all one hundred...
  
  So you know.....
  Electrical contractors....and all construction trades....are some of the hardest hit by this economy.
  When a union electrician around here is laid off, the hall tells them to expect to be out at least a year.
  
  I spent ten years as a Project Manager for a major Electrical Construction Company in a previous life....going back over twenty years....and to this day I get a majority of my business from them.
  
  Union contractors are less likely to bite. They wouldn't even want most of the calls they'd get. They can't...and don't want to... compete on small work (a few thousand bucks).
  
  Can your seach yield "Residential" Electrical Contractors ? They might (?) be your better target.
  
  Also, gatekeepers are definitely in place. When they say the owner isn't in, try a Plan B and ask for the Purchasing Agent. They have the ear of the owner.
  
  Good luck
  
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sweetcrabhoney18

13 years ago

I think you aren't aiming as high as you should. While that niche isn't as easy as pie to market to depending on your location you should be able to sell two to seven packages.
Also offer to send them something in the mail if they can't decide on the phone. Many times people forget what they talk about on the phone but a simple postcard can be enough of a reminder that they really do need the services you are offering plus it's a double hit for your list. Best of luck

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payoman

13 years ago

Originally Posted by sweetcrabhoney18

I'm 2 hours in and after about 40-50 calls, no sales yet. Most common excuse is 'too much work at the moment' or 'happy with my advertising'.

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Jason Kanigan 13 years ago

Originally Posted by payoman

I'm 2 hours in and after about 40-50 calls, no sales yet. Most common excuse is 'too much work at the moment' or 'happy with my advertising'.

Oh MAN do I have a great counter for the "I'm too busy as it is" objection. I charge for this. Let me share it here, because you need it and so few people are actually going to read this and take action.

This is a BS put-off by a scared prospect. It's amazing how great the economy is doing once you get on the phone, isn't it.

"Prospect, I really appreciate you sharing that with me--how your business is doing so well. Can I ask you a question before I go?" (OK) "When I first spoke with many of the business owners who eventually became my clients, they at first told me what you just did: that their business was doing great. But, after they gave me a chance to speak with them for a couple minutes, they realized I could help them--and I did. And they opened up and started sharing with me the Truth: which was that things were NOT as rosy as they at first had said. And I asked them: Why on Earth didn't you share with me how things were really going right at the start? I could have helped you that much sooner! And they said, (your name), I just didn't know you. So, Prospect, that's not what's happening here, is it?"

And shut up.

This practically embarrasses them into starting to tell you the truth. And it's a story about something that happened to someone else, so it isn't personal. Enjoy.

As for the other one:

"That's great that your current advertising is doing so well for you. Can I ask you a couple of quick questions before I go?" (Sure) "What forms of advertising are you using now? If there was one thing that they could do better for you, what would that be?"

You've been giving up too easily and letting the prospect qualify themselves Out. It's not their job to do that--it's yours. Make sure you have enough information to make a fair decision.
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John Durham 13 years ago

Gold, Silver, Bronze - Classic. Can hardly miss.
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payoman 13 years ago

Finished up, only ended up calling about 60, the rest in the list were too far out of town.

So, in the end only got asked to send through email 3 times and no one was firmly interested.

I can't help but think it's because the majority are individual tradesmen and they probably couldn't even handle the work of 5-10 extra jobs per month alone. Anyone got any ideas on local niches that prove fairly easy to sell?
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s62731

13 years ago

Jason is spot on here. He taught me that way of overcoming objections months ago and I use them to overcome the very initial objections everyday.

But here is something that I think will help you a ton of a lot:

You need to change you tonality depending on you industry. You see I do most of my business with tradie type guys, not so much the professionals (lawyers dentists accountant etc) and when I made the switch to tradies, I learnt I had to change my tone.

Most of the time these are guys who don't know (or care) about marketing, all they know is how to do their job. They are just average blokes. And as average blokes, they hate telemarketers calling them, and if they sense you are not 100% confident about what you are doing they will shut you down.

Infact, in the first 10 seconds you can't even be polite.

Know some people here might say that i'm an idiot, but I do what works, here is the opening part of my call:

"Hi, this is (my name), I'm a senior Director here at (company name). Now I really don’t like to muck around with these things, so just quickly are you a ________ here in the _______ area?

Great, Now I don’t wanna waste my time here & I know you definitely don’t wanna waste yours either. So the reason for the call today is......"

And I say this with a bit of force. I really shock them a bit, and then they listen to me. They also respect me, because I do not F*ck around. You see most telemarketers who call them are not confident and do not show any authority. I really command the respect from these guys, and they give it to me.

Thats just what works brilliantly for me. This will not work so well with secretarial or professional type people.

It is important to note that I ONLY call mobile numbers of tradies when using this technique.

Hope that helps,

James.

P.S. You may have noticed I say "a senior director" and do not let them know I am an owner. This is because I want the business to appear bigger.

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Anton Nadilo

13 years ago

Originally Posted by s62731

Jason is spot on here. He taught me that way of overcoming objections months ago and I use them to overcome the very initial objections everyday.

But here is something that I think will help you a ton of a lot:

You need to change you tonality depending on you industry. You see I do most of my business with tradie type guys, not so much the professionals (lawyers dentists accountant etc) and when I made the switch to tradies, I learnt I had to change my tone.

Most of the time these are guys who don't know (or care) about marketing, all they know is how to do their job. They are just average blokes. And as average blokes, they hate telemarketers calling them, and if they sense you are not 100% confident about what you are doing they will shut you down.

Infact, in the first 10 seconds you can't even be polite.

Know some people here might say that i'm an idiot, but I do what works, here is the opening part of my call:

"Hi, this is (my name), I'm a senior Director here at (company name). Now I really don't like to muck around with these things, so just quickly are you a ________ here in the _______ area?

Great, Now I don't wanna waste my time here & I know you definitely don't wanna waste yours either. So the reason for the call today is......"

And I say this with a bit of force. I really shock them a bit, and then they listen to me. They also respect me, because I do not F*ck around. You see most telemarketers who call them are not confident and do not show any authority. I really command the respect from these guys, and they give it to me.

Thats just what works brilliantly for me. This will not work so well with secretarial or professional type people.

It is important to note that I ONLY call mobile numbers of tradies when using this technique.

Hope that helps,

James.

P.S. You may have noticed I say "a senior director" and do not let them know I am an owner. This is because I want the business to appear bigger.

Jason, what an awesome piece of advice and something the poster should be immensely thankful for.

Now...onto you my friend....

Pick up the phone and ring them ALL back. Yes, every last one and go through the script Jason gave you word for word.

You have simply been fobbed off with the standard..."we have enough business thanks" line.

I am very well connected with many trades people through the property work we do offline and 80-90% of tradespeople are hurting....and many are hurting badly. Some are even on the verge of shutting down their businesses!! I am personally coaching a number at present with this exact issue.

Oh...here is another trick if you don't beleive us.

Ring a few of these companies and pretend to be a customer booking in a job...say "I would really like to get this job done urgently/in the next couple of days if possible. Can you do it? You will amazed at the answers you get from people who have told you they have too much work to handle.

Go for gold my friend....don't fall at the first obstacle.

Stay Strong & Propser.

Chjeers

Anton

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rolltide 13 years ago

Good luck today!
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- Jerry McGough 13 years ago
  
  Maybe you should take the "I've got too much work" lines out of the equation right up front.
  
  Something like......I know the majority of you guys are getting hammered by the economy.....that's common knowledge......even though most of them tell me "they have too much work. We both know that's not true.
  It's a little frustrating for me, because I know I can help....
  
  And have you helped any ? If not, do a few for free. Performance sells.....
  
  Thanks
  
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payoman 13 years ago

Well, I mean to be fair I have no idea how my countries economy is doing (I'm in Australia) in comparison to the US, so it could be rosy over here for all I know.

I wouldn't feel comfortable calling them back, I mean that's kind of bordering on harrassment. I'd rather just pick a different niche tommorow and try electricians again in a month or so, but thanks for your suggestion I appreciate it.
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Tjalling 13 years ago

Sounds like a challenge! Good luck.
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silverace 13 years ago

Great challenge! now what's going to happen to that first page guarantee when 20 companies from the same niche all want to get their keywords ranked on the first page?
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Going For A Huge Goal Tommorow, Will Report Back

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