Just a website? Or straight into SEO? How I improved my phone sales conversions!

by s62731
15 replies
Hi Guys,

In this post I want to share how I have drastically improved my sales over the past few months!

This last 6-8 months has been nothing but development for me. From scared to pick up the phone, to making one call closes! You should always be trying to improve your sales skills and strategies.

Note: My target market is small service businesses (roofer, plumber, carpenter, fencer, cleaners etc) who do not have websites! (And I only call mobile numbers, straight to the business owner)

Like many of us here, my main goal has been passive income. Directly from ongoing SEO which I outsource for quite a good price

My sales techniques have been evolving over time. From appointment setting, to creating demo's, to one call closing.

But the biggest dilemma has been this: Do I just sell them a website first? Or do I sell them the package. A website AND SEO.

A few months ago I was able to close a $500 website on the phone for 50% upfront. Then I could sell a $800 website on the phone in one call for 50% upfront. And then I could close in one call, a $1000 website! This is a big lesson for everybody learning how to close on the phone. Start of small ($500) and slowly increase your prices as you become more skilled at selling.

Anyway, after a while, I thought "Why not sell a package, a website and ongoing monthly SEO work. Besides, that is where all the money is!"

I thought that even though this is much more expensive ($400 a month, with a $647 startup) it should be easier to sell. Why? Because with this product I can sell them more customers, with just a website on its own, all I am selling is a website.

Alas, it was a harder product to sell. Simply because of the price. All these business owners know they need a website, but none know they need SEO. With that said, I was still closing people on this full package!

But I noticed something: It was much easier to upsell a customer SEO about 2 months after completing their website. They already trusted me, they were in love with their website.

So should you go back to just selling a website and try upsell them the SEO afterwards? Well sort of....

What I discovered here SIGNIFICANTLY increased me sales! (at least a solid few percent)

I went on to use the same script to sell the rather expensive package, but put the start-up cost to $1000. Now that makes this a lot more scary for the average business owner to invest in. $1000 then $400 a month!!! Thats a fair bit of money!

So of course people were even more thrown back when discussing the price with them. They would throw out even more objections at me. This time they were seriously concerned about the price!

But then BAM, I would counter all their fears with:
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Them: I'm sorry James, but that is just too much money. Can you maybe send me some information through and I can sleep on it?

ME: I hear what your saying and I agree, it's a big investment. So how about we do this. Lets forget about the Search Engine stuff. Right now the most important thing is that you get a website up and running. You CANNOT afford to be left behind, and obviously your financial future is important to you isn't it!?

Them: Very much so!

Me: Exactly, so lets just get your website up and running for now. It's only $500 upfront, sound fair enough?

Them: Yeh

Me: It's incredibly simple to get started, just a questions of some basic information and we do all the work for you. Would you prefer to pay by credit card or debit card?
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BAM. You have just made a sale! But why is this so effective? Simple:

They are trying to justify to themselves spending $400 a month with $1000 start-up. But then you cut the overall cost to $1000 and a start-up of only $500 right now. It is much easier to get them on board on the lower price.

You will close many more sales by getting them contemplating a high price, and then cutting it down drastically.

Now this can also be done by simple trying to sell a website for $1500, and then cutting the price to $1000 after a few objections.

But I have found after this particular method, they have an understanding of how SEO could benefit them and they are also easier to up sell later down the track.

Wow... This post has been a bit longer than intended. But I really wanted to show how YOU can increase you sales. The more you pickup the phone the more you will learn.

So get out there, pick up the phone and make some sales!

Oh and by the way, anyone out their saying "I am just too young" I am only 19!

s62731
(James)
#conversions #improved #phone #sales #seo #straight #website
  • Profile picture of the author maricelu
    Hey James,

    Interesting to see your script (if you're using one).



    Marcel
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    I have no signature.

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

      Hey James,

      Interesting to see your script (if you're using one).



      Marcel
      haha, I am DEFINITELY using a script. And would recomend everyone work off a script. In fact my script is about 10 a4 pages long, about 6-7 of them are nothing but overcoming objections.

      9/10 will say no the first time. But after 3 clising attempts and overcoming objections you will get a sudden burst in closes. Just watch Derick Lipski:


      This guy just pushes through all the objections and gets what he wants. He understands everyone says no first, but after a little bit, they will say yes!
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      • Profile picture of the author Learner4life
        Thanks James, great video from Deric Lipski, I love this guy and his enthusiasm for sales. Really learned a lot from this call and I've learned quite a bit from you in your previous posts too, thanks for all you do on the forum.
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  • Profile picture of the author Andrew H
    That guy is a closing wizard!
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    "You shouldn't come here and set yourself up as the resident wizard of oz."
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  • Profile picture of the author mojo1
    Wow, I recall seeing your post right at around the time you got started so I can vouch for your story.

    Your story and Payoman are both inspiring me to keep pushing forward. I just really began making calls last week and even went out on my very first appointment too.

    I didn't get the sale but honestly, after meeting with them, I really didn't want to work with that particular person anyway. I agree with Jason K. that we can decide who we want to work with as consultants and do not have to be desparate and take anyone.

    Anywho, congrats on your progress and successes.
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  • Profile picture of the author mojo1
    Hey James,

    I've reread this post, lots of golden nuggets here.

    One of the things I noticed you mentioning was that you call direct on mobile phones.

    How are you able to acquire these numbers? Are you outside of the US? I only ask this because, it's my understanding the yellow page directories in the UK actually list the biz owners mobile numbers.
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    • Profile picture of the author s62731
      Originally Posted by mojo1 View Post

      Hey James,

      I've reread this post, lots of golden nuggets here.

      One of the things I noticed you mentioning was that you call direct on mobile phones.

      How are you able to acquire these numbers? Are you outside of the US? I only ask this because, it's my understanding the yellow page directories in the UK actually list the biz owners mobile numbers.
      Yeh exactly I only call mobiles. I use a Google places scraper to generate a large list of leads. Export them to excel, and then delete all that have websites, and then seperate the list into landlines and mobiles. About 40% have mobile listings.

      By calling the mobile you get straight to the business owner, no stuffing around.
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      • Profile picture of the author mojo1
        Originally Posted by s62731 View Post

        Yeh exactly I only call mobiles. I use a Google places scraper to generate a large list of leads. Export them to excel, and then delete all that have websites, and then seperate the list into landlines and mobiles. About 40% have mobile listings.

        By calling the mobile you get straight to the business owner, no stuffing around.
        Which scraper is this? Please do tell. I currently have Rus Sells, GP Scraper and Places Scout. Is it something different than these?
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        • Profile picture of the author s62731
          Originally Posted by mojo1 View Post

          Which scraper is this? Please do tell. I currently have Rus Sells, GP Scraper and Places Scout. Is it something different than these?
          WHAT????? You have 3 places scrapers??

          Why on earth would you need 3? Thats like having 3 beds in your room when your only ever going to be sleeping in 1.

          One thing I have learnt: It isn't about the WSO's or software you have. It is all about your action taking. Buying three google places scrapers sounds like your trying to buy your success. Slow down on the buying, and speed up on the action taking!

          Oh, but yes I use one of the scrapers you have...
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          • Profile picture of the author mojo1
            Originally Posted by s62731 View Post

            WHAT????? You have 3 places scrapers??

            Why on earth would you need 3? Thats like having 3 beds in your room when your only ever going to be sleeping in 1.

            One thing I have learnt: It isn't about the WSO's or software you have. It is all about your action taking. Buying three google places scrapers sounds like your trying to buy your success. Slow down on the buying, and speed up on the action taking!

            Oh, but yes I use one of the scrapers you have...
            I only have 2 scrapers

            However, I agree with you about taking action which I am doing by the way.

            I know it would seem like overkill but I bought GP Scraper almost year ago and most recently bought Places Scout a month ago.

            I have the GP Scraper and downloaded it on an old computer that I don't use much anymore because it is so slow and didn't think I could get a replacement for it.

            However, if this is the one that differentiates landline from mobile then I would reach out to Rus and see if he would be willing to resend the download link.

            Do you mind sending me a pm if it is?
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  • Profile picture of the author Adwizard
    Awesome post James... great info and great advice!!!
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    Building Businesses Beyond their Four Walls by
    Thinking Outside the Box... since 1993.
    Is anyone capable of designing a mobile site for
    this e-commerce site for a fee:
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  • Profile picture of the author Amsterdam81
    thanks for sharing the infos, closing sales can be a 123 if indeed the leads are targeted

    cheers!
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  • Profile picture of the author azurews
    @agonce That Deric Lipski is hilarious! If I did that every day my family would haul me off to the looney bin...oh wait, I already live there haha
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  • Profile picture of the author kvnkane
    hey james, would you mind sharing a bit of your script with us noobs?
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