So After Hundreds Of Cold Calls. . .

36 replies
...Nothing.

I stopped counting after the second day, because I was nearing the hundreds. Since then, I missed some days, but I've been calling every morning for the most part. I'm providing SEO if you haven't read my previous threads. On almost every call I get a receptionist, gatekeeper, whatever ya call em'. It's very rare for me to directly speak to a decision maker. The gatekeeper ALWAYS takes down my email and tells me that they'll pass it on (LIES). All of the decision makers that I do get through to (rare), aren't interested, almost right away. I know that this might be a problem with what I'm saying to them, but the point it, right now I don't have time to work on that because I barely get any decision makers on the phone in the first place.

And like I said before, I'm in a bad situation right now and it's only getting worse. I'm planning on working my way out of it. So I was thinking, I'm going to start lower... start smaller than SEO. I'm going to sell websites to local companies that have just started up recently.

With that said, I have a few questions:
-How is selling websites different from selling SEO and such services?
-What's the average price point for a 5 page website? --Do you charge a monthly maintenance fee?
-What businesses are typically the best to target for selling websites?
-(MAIN QUESTION) How do you find clients with no website? (without the use of yellow pages or anything like that)

I want the main question answered asap, even if you can't answer the rest. I want to get started making calls right away! Also, if there's any useful threads on selling websites that you guys would want to link me to, feel free.

Thanks Warriors!
#calls #cold #hundreds
  • Profile picture of the author MonteMichaels
    You can see a website, even though it is not physical, it is something that the senses can grasp. That makes it much easier for your brain to wrap around.

    SEO is intangible. There is no physical product at the end. Its close to selling insurance, where you really only see numbers and stats rather than a finished product.

    Good job on taking action. I know that it can be frustrating at times, but when you get this calling thing down, you will be glad you did. Sales is the one skill that cannot be replaced, no matter what the business is, and what Google decides to do.

    I would focus on providing websites, or something else that you can show the client a finished product at the end. That make it so much easier to sell, especially latter on when you have a portfolio built up that you can show those prospective clients.
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  • Profile picture of the author Robert Domino
    How are you going to get past gatekeepers selling websites?

    My guess is that you'll run into the same problems. You might want to think about that problem first.

    I really don't want to discourage you but your questions are so basic, it sounds like you have to come up with a business plan before you start calling "right away".

    Maybe there's a WSO that would help you do that? I think there's a whole lot of them dealing with selling websites.
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    • Profile picture of the author iRunThis
      Originally Posted by MonteMichaels View Post

      You can see a website, even though it is not physical, it is something that the senses can grasp. That makes it much easier for your brain to wrap around.

      SEO is intangible. There is no physical product at the end. Its close to selling insurance, where you really only see numbers and stats rather than a finished product.

      Good job on taking action. I know that it can be frustrating at times, but when you get this calling thing down, you will be glad you did. Sales is the one skill that cannot be replaced, no matter what the business is, and what Google decides to do.

      I would focus on providing websites, or something else that you can show the client a finished product at the end. That make it so much easier to sell, especially latter on when you have a portfolio built up that you can show those prospective clients.
      Yeah that's true. That's why I'm moving on to this now, it seems like it is a lot easier to sell websites than SEO. I am going to provide websites, but I'm asking how. I don't know how the "scripts" differ from SEO. Am I actually trying to "sell" now?

      "Hey, I'm ______ from the ______ area, and I noticed that you don't have a website up. I have a deal going on with local businesses right now, is that something that you would be interested in?"

      Also, the people with no website in my local area, how do I find them? I'm sure there has to be a website that lists local businesses without a website?

      Originally Posted by Robert Domino View Post

      How are you going to get past gatekeepers selling websites?

      My guess is that you'll run into the same problems. You might want to think about that problem first.

      I really don't want to discourage you but your questions are so basic, it sounds like you have to come up with a business plan before you start calling "right away".

      Maybe there's a WSO that would help you do that? I think there's a whole lot of them dealing with selling websites.
      Well I was planning on calling newer businesses. Newer businesses have a much lower chance of a gatekeeper answering the phone, if they do, they'll just be another everyday worker, not a trained receptionist. It also seems like a website is much more of a need than SEO in business owners eyes.

      I will not buy any more WSO's and I do have to come up with a business plan before I start calling right away. The questions are basic, is that a problem?

      What I'm asking is, as far as scripts are concerned and everything else, how is it different from providing SEO services. I'm not going to start making calls before I hear what the people that have actually sold websites said to close their deals. I don't even know how or where to find clients without a website. My questions are basic, but they are needs in my opinion, before I start cold calling.
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      • Profile picture of the author kvnkane
        Originally Posted by iRunThis View Post


        "Hey, I'm ______ from the ______ area, and I noticed that you don't have a website up. I have a deal going on with local businesses right now, is that something that you would be interested in?"
        how are they supposed to know what the deal is? just ask them if they have a website or if they have given thought to getting one sometime in the future.
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  • Profile picture of the author iAmNameLess
    Originally Posted by iRunThis View Post

    ...Nothing.

    I stopped counting after the second day, because I was nearing the hundreds. Since then, I missed some days, but I've been calling every morning for the most part. I'm providing SEO if you haven't read my previous threads. On almost every call I get a receptionist, gatekeeper, whatever ya call em'. It's very rare for me to directly speak to a decision maker. The gatekeeper ALWAYS takes down my email and tells me that they'll pass it on (LIES). All of the decision makers that I do get through to (rare), aren't interested, almost right away. I know that this might be a problem with what I'm saying to them, but the point it, right now I don't have time to work on that because I barely get any decision makers on the phone in the first place.

    And like I said before, I'm in a bad situation right now and it's only getting worse. I'm planning on working my way out of it. So I was thinking, I'm going to start lower... start smaller than SEO. I'm going to sell websites to local companies that have just started up recently.

    With that said, I have a few questions:
    -How is selling websites different from selling SEO and such services?
    -What's the average price point for a 5 page website? --Do you charge a monthly maintenance fee?
    -What businesses are typically the best to target for selling websites?
    -(MAIN QUESTION) How do you find clients with no website? (without the use of yellow pages or anything like that)

    I want the main question answered asap, even if you can't answer the rest. I want to get started making calls right away! Also, if there's any useful threads on selling websites that you guys would want to link me to, feel free.

    Thanks Warriors!
    1.) STOP PROVIDING SEO... nobody cares, no business owner cares, a million calls a week are about SEO. They don't even know what SEO is... Sell RESULTS, not SEO.

    2.) If you're being screened you aren't doing things right. Ask for the owner by name... don't say who you're with or why you're calling, if they ask who you are, just say your first name. What is this in regards to? Just to touch base about some tech stuff.

    3.) Why would they take down your email? Big red flag showing you aren't serious about what you do. Take down your number if anything, but I would just ask when a better time to call back would be. Also, if you're calling contractors, you should be getting the owner on the first call.

    4.) You don't want to work on what you're saying to them. You say you don't have time, but now you expect us to take time to help you. Make time for it, or give up. Those are your choices... you either adapt and continue to grow, or you whither and die.

    How is selling websites different from selling SEO and such services?
    Answer: It's easy to show value. If they don't have a website, you can't sell SEO. You have an easy angle to work from, you can get them more visibility, you can get them a website that gets them customers, you can build a website so they can brag to their friends in business, or common people. I sell web design services. I'm even better at SEO, but I never cold call and sell SEO. People will call me because of how I market, advertise, and by word of mouth because they want someone that can give them results. I don't sell SEO directly... I sell websites then SEO and other services.

    -What's the average price point for a 5 page website? --Do you charge a monthly maintenance fee?
    ANSWER: Anything you want... I'll list my starting price, depending on the website, as $499-799 for a basic 5 page website. People are out there selling $50 5 page websites... or $99 websites. I still sell a lot of mine, probably more than they sell of the cheap websites. The price doesn't matter... when I first started I thought price mattered, but it didn't. I started out offering $199 websites, and sometimes even dropped down to 150. I wouldn't recommend that, because you get problem clients.

    For the monthly maintenance fee, just worry about the websites for now.. how it on their server, but bring it up to them and let them know you can host their website as well for an additional $10/mo. Don't worry as much about that yet, you need to be comfortable with your first few sales before upselling and trying to get as much as you can from them.


    -What businesses are typically the best to target for selling websites?
    ANSWER: All businesses... there isn't a best..

    -(MAIN QUESTION) How do you find clients with no website? (without the use of yellow pages or anything like that)
    ANSWER: Common mistake you're about to make. You're about to waste a ton of calls asking people who don't see the value in having a website to get a website. The best clients to have, are the ones that have websites that need redesigned. What a better way to sell not only web design, but SEO?

    Sir, I was just calling because your website is horribly outdated, and customers can't find you ANYWHERE online because Google hates your website! I fix problems like that.

    You say that... you'll have biters LOL.. something so basic and simple, yet it will work. You sell them on web design.. optimize the site for the search engines... on page should be included.. then after the project is completed, sell them on google places.


    KEEP TRACK OF YOUR CALLS NO MATTER WHAT. You probably weren't in the hundreds if you weren't keeping track. Never stop keeping track, because then it allows you to be discouraged, to not be accountable, and to not know your numbers when you finally get a sale.
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    • Profile picture of the author iRunThis
      Originally Posted by iAmNameLess View Post

      1.) STOP PROVIDING SEO... nobody cares, no business owner cares, a million calls a week are about SEO. They don't even know what SEO is... Sell RESULTS, not SEO.
      I didn't get a chance to sell results. lol I didn't mention SEO on any of the sales calls. Whenever I did get a decision maker on the phone, I would tell him that he's losing clients to his competitors, the whole spiel about hundreds of people searching for him every month, his competitors being in front, and me bringing his website in front of theirs. I always got a "not interested" maybe it's because I sound nervous when I'm reading something scripted over the phone, that's what I started to think.

      Also, my mistake, they didn't take down my email, I meant phone and name.

      "4.) You don't want to work on what you're saying to them. You say you don't have time, but now you expect us to take time to help you. Make time for it, or give up. Those are your choices... you either adapt and continue to grow, or you whither and die."

      I think you misunderstood me here. I'm not saying that I don't have time to work on what I say to them. What I meant is, I don't have time to work on that RIGHT NOW, I DO plan on hopping back into SEO in the future, but for now, I decided to take a step back and sell websites first, for two reason:

      1) Because many people say that it's easier to sell a website than it is to sell SEO.
      2) Like you said, when I sell websites to clients, and they are happy with the work that I've done, I can begin to sell them other services, SEO included.

      To the main question, that's interesting. I've never thought about it that way.

      To everything else, thanks man! Your responses are usually always exactly what I need.
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    • Profile picture of the author massiveray
      Great post.

      Originally Posted by iAmNameLess View Post

      1.) STOP PROVIDING SEO... nobody cares, no business owner cares, a million calls a week are about SEO. They don't even know what SEO is... Sell RESULTS, not SEO.

      2.) If you're being screened you aren't doing things right. Ask for the owner by name... don't say who you're with or why you're calling, if they ask who you are, just say your first name. What is this in regards to? Just to touch base about some tech stuff.

      3.) Why would they take down your email? Big red flag showing you aren't serious about what you do. Take down your number if anything, but I would just ask when a better time to call back would be. Also, if you're calling contractors, you should be getting the owner on the first call.

      4.) You don't want to work on what you're saying to them. You say you don't have time, but now you expect us to take time to help you. Make time for it, or give up. Those are your choices... you either adapt and continue to grow, or you whither and die.

      How is selling websites different from selling SEO and such services?
      Answer: It's easy to show value. If they don't have a website, you can't sell SEO. You have an easy angle to work from, you can get them more visibility, you can get them a website that gets them customers, you can build a website so they can brag to their friends in business, or common people. I sell web design services. I'm even better at SEO, but I never cold call and sell SEO. People will call me because of how I market, advertise, and by word of mouth because they want someone that can give them results. I don't sell SEO directly... I sell websites then SEO and other services.

      -What's the average price point for a 5 page website? --Do you charge a monthly maintenance fee?
      ANSWER: Anything you want... I'll list my starting price, depending on the website, as $499-799 for a basic 5 page website. People are out there selling $50 5 page websites... or $99 websites. I still sell a lot of mine, probably more than they sell of the cheap websites. The price doesn't matter... when I first started I thought price mattered, but it didn't. I started out offering $199 websites, and sometimes even dropped down to 150. I wouldn't recommend that, because you get problem clients.

      For the monthly maintenance fee, just worry about the websites for now.. how it on their server, but bring it up to them and let them know you can host their website as well for an additional $10/mo. Don't worry as much about that yet, you need to be comfortable with your first few sales before upselling and trying to get as much as you can from them.


      -What businesses are typically the best to target for selling websites?
      ANSWER: All businesses... there isn't a best..

      -(MAIN QUESTION) How do you find clients with no website? (without the use of yellow pages or anything like that)
      ANSWER: Common mistake you're about to make. You're about to waste a ton of calls asking people who don't see the value in having a website to get a website. The best clients to have, are the ones that have websites that need redesigned. What a better way to sell not only web design, but SEO?

      Sir, I was just calling because your website is horribly outdated, and customers can't find you ANYWHERE online because Google hates your website! I fix problems like that.

      You say that... you'll have biters LOL.. something so basic and simple, yet it will work. You sell them on web design.. optimize the site for the search engines... on page should be included.. then after the project is completed, sell them on google places.


      KEEP TRACK OF YOUR CALLS NO MATTER WHAT. You probably weren't in the hundreds if you weren't keeping track. Never stop keeping track, because then it allows you to be discouraged, to not be accountable, and to not know your numbers when you finally get a sale.
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  • Profile picture of the author mojo1
    Please take this in the most sincerest way but your energy is very rough and hurried.

    It seems almost as though you really don't care about most anything and just want a check and want it badly. People can really sense this kind of thing.

    One of the things I say to Gatekeepers (yes those people you seem to loathe) is the following:

    Hi this is Jennifer calling with xyz co. I'm hoping you can help me out or at the very least point me in the right direction. Pause, Pause, Pause....Until the person on the other end say's ok, I'll try my best OR simply ok. It will be very uncomfortable at first to keep your mouth closed until the person says "ok" but trust me, this signals to both us that they have agreed to help me get the outcome I asked for. After they've said ok, then continue with getting the information you need to either get the business owner's name or the person who handles the marketing for their company, etc.

    I've set appointments for different industries including web marketing services and trust me I get the information I need whether it's the name of the decision maker or they transfer my call to the decision maker themselves or the DM's voicemail.

    I will usually when I ask also get the best time to call back.

    Please take a minute to slow down and not mow the gatekeeper down or be dismissive with your energy.

    If you'd like, I will also pm you with a report of 100 places listings in your chosen niche and city that will show whether a business has a website.

    I do agree with your initial observation about course correcting your services to now start with a more straight forward service like websites.

    If you're interested in a report, just pm me with your lead niche and city criteria.

    Best.
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  • Profile picture of the author mojo1
    One additional option you might want to consider would be to sell websites for another Warrior on check craigslist for someone looking for a remote or outside sales guy.

    Based on what you've shared, I'm not so sure mentally you're up for fulfilling the technical side of any contracts you obligate yourself to. A website after all is representative of someone else's livelihood. I wouldn't want you to give yourself a not so rosy reputation if you're up against some type of major financial issues, if you know what I mean.

    Although some people work extremely well with their backs against the wall and it may work for you. I just don't think you have to work like that if you don't want to with so many companies seeking someone who is willing to do the work.

    That said, there are plenty of trustworthy business men and women on this site. Introduce yourself and see if they'd allow you to sell for a percentage of their website packages sold.

    All the best.
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  • Profile picture of the author Cynthia A.
    JaVaun,

    It seems like you're just looking to sell something because you heard it pays better & is easier to sell. If you're looking for an easy sale, sell mobile sites. I know you don't want to buy another WSO, but Kevin Koop & Dave Cisneros have a mobile site WSO package (not an affiliate link) that's relatively cheap (no OTO either). The easiest way to sell mobile sites is to go after businesses that HAVE websites already (they understand the value of having one. People w/o sites don't). Just call up or walk in & tell them you were looking at their site on your smart phone & were having a hard time because it's not optimized for mobile phones. Have them look at it themselves (that's social proof). Once they see for themselves how hard it is to navigate, they're going to want to have a site that looks good on cell phones, especially when you remind them that so many people use them to search now. If you're talking to a gatekeeper, say the same thing & have her look for herself. Just ask who's in charge of their website. She will more than likely take your info to pass on to the boss. And she's going to tell the boss to look at the site for him/herself to see what she saw. She's going to be your salesperson indirectly.

    You really want to offer more than just one thing, but one thing gets you in the door.

    Hope that helps,
    Cynthia
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  • Profile picture of the author Lori Kelly
    There are many threads on this topic. I'd spend some time on the advanced search and read some of the content. I'll try to find them for you and post them.

    Don't sound nervous. Don't read like a script. You are not selling anything. You are contacting business owners to help them.

    I don't bother leaving a message. I've been on the other end of this call and when someone gave me their name and number I was busy doing something else. It's a waste of time.

    Keep the mindset that you are darn good at what you do and you WILL help business owners. I'll try to find the threads for you.
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  • Profile picture of the author Jason Kanigan
    Your job is to find business owners who need your help. Not to force a solution on them.

    Work on getting the tension out of your voice. This alone will get you very far.

    Work on not caring whether this prospect is interested in what you have to say or not.

    You cannot control whether your prospect answers the phone...can talk right now...is interested in what you have to say...buys...

    ...all you can do is control your own behavior. Do you make the calls? Do you take them through a consistent sales process?
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    • Profile picture of the author shockwave
      I cannot say that this WILL turn into sales. But what I can say is, it's an easy way to find businesses that:

      1. Might understand the value of a website.
      2. Might not like the way their current website looks and might be possibly willing to listen to what you have to offer.
      3. Might think their website is just fine, but don't know who to turn to for things like social media, video ranking, blah...blah..blah.
      4. Might have money to spend, because what they have now probably cost them at least a few $100 over the last 12 months.

      So HOW do you find these?
      "featured on YP.com" + "plumbing" + "miami"

      "Yellow Book USA, Inc." + "plumbing" + "miami"

      You change out the niche and the city...and you'll have PLENTY of people to call.

      As IAmNameless and Jason have pointed out on numerous other threads: It's not WHAT you sell them, it's the RESULTS you will provide to them.
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  • Profile picture of the author digichik
    You have been given priceless information on what and how to sell in numerous threads, if you are not going to take the advice given the perhaps you should stop wasting our time.

    In response to a thread you posted on 04-29-2012, I told you that SEO is a difficult service to sell, doctors and attorneys are difficult markets to sell anything to, and to use the 'search' feature on this site to put together a script from some of the priceless information freely given by John Durham, kaniganj, David Miller, iamnameless, and a others. Most of which it seems you ignored.

    I also let you know that you can't get on the phone sounding desperate.

    Did you even bother to search 'gatekeeper' on this forum or Google. There are many ways to get past the gatekeeper if you take the time to learn them.

    As I suggested to you almost a week ago, and others have suggested, you would be better off selling website design, then upselling to SEO. If you can't do the design yourself you can outsource it to someone here on the forum. Find someone with excellent reviews, find out their turnaround time, find out their fee and then add your profit to that and you have the price you will charge. It's not rocket science.

    After you have sold them a website you can then offer them SEO, just ask them what's the point of having a website if no one can find it, SEO is what they need for their website to bring them more customers, thus more revenue.

    Make a list of 50 businesses you want to call, look them up on Manta.com to get the owners name, then start calling.

    Telemarketing works, but if you are discouraged or desperate you will continue to struggle. If you are in dire financial straights, take a few minuutes and ask yourself what is the worst that can happen? Short of losing your life, whatever it is can be dealt with. We create our own monsters, they don't really exist. If your utilities get cut off, just keep going. If you keep going you can make the money to get them turned back on. If you're about to be evicted, just keep going and you can get the money for a new place to live. Do you get my drift??? When you accept that whatever it is can be handled, you will no longer be desperate. You will then be able to get appointments/sales.

    This does work, but you have to be open to the advice that the people hear have freely and generously given to you.
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  • Profile picture of the author digichik
    In selling web design don't compete on price. For some reason, web design, is easier to sell if you charge more. The price ranges given by iamnameless are a good place to start.

    Shockwave just gave you a good way to find clients.

    Remember, you decide if the prospect is worth your time, not the other way around. You have to keep control at all times, it's a way to keep from having problem needy clients.
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    • Profile picture of the author sandalwood
      @shockwave:

      "As IAmNameless and Jason have pointed out on numerous other threads: It's not WHAT you sell them, it's the RESULTS you will provide to them."

      If people don't understand that, they really should work for the government. The money is easy, their time is controlled and absolutely no thinking is required.

      @digichik

      Sometimes people have nothing better to do then to make endless posts about having nothing better to do then to make endless posts. I'm not scolding you in any way shape or form so please don't take it that way. I thought I saw your feathers a tad bit ruffled over an issue that has the potential to waste a lot of your productive time. You can only help people so much, right?

      Other than that, how'd you like the parade Mrs. Kennedy?
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      • Profile picture of the author digichik
        Originally Posted by sandalwood View Post


        @digichik

        Sometimes people have nothing better to do then to make endless posts about having nothing better to do then to make endless posts. I'm not scolding you in any way shape or form so please don't take it that way. I thought I saw your feathers a tad bit ruffled over an issue that has the potential to waste a lot of your productive time. You can only help people so much, right?

        Other than that, how'd you like the parade Mrs. Kennedy?

        Point well taken. I just thought a little tough love might help get him on the right track and keep him there.
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      • Profile picture of the author perpetualmike
        Hi iRunThis,

        In answer to your question "how do I find clients who need
        a website".

        Every week I get these money mailer coupons, val-pak,
        and local newspapers.

        I check if the businesses advertising have web sites.
        Either punch in their business name in google, or use
        Manta or other business directories that are available.

        If they don't, I give them a call using John Durham's or
        Jason Kaniganj's opening. Depends

        Try to be helpful and not try to push a site on them

        Trades people seem to answer their own calls.

        Sometimes I hang out at my local Quikchek in the mornings
        and strike up a conversation with tradesmen coming in for
        coffee.

        You know, like, "how's business". If they don't sound too
        enthusiastic, I tell them what I do and if they would like
        me to help them

        Face to face is the best

        Don't beg and be yourself.

        It will come

        Mike
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  • Profile picture of the author IM nice guy
    Offer something of value first!

    Who are you? they don't know you from a bar of soap! you have to build trust, and build value in the eyes of the potential client first, before expecting anything. The best way to do this is offer them a free service!

    Try something like this:

    "Hi, I'm a small (small implies NOT a corp, people hate being sold by big corps) blah blah business person in INSERT THEIR LOCAL AREA trying to build a rep for myself by offering a free service for local businesses that can help you get more leads via the internet. we've had a look at how your website can generate more leads from the net, and created a powerful report that shows you just what the potential is.... I was wondering if I could get the email address of the business owner (if not talking with them) so that I can send it over...."

    You get the drift, but this is clever, and it works. I've used a similar approach myself, and still do.

    Cold calling can actually almost be a pleasant experience, and enjoyable, if you have the right angle, and just be yourself.

    The one thing you don't want to do is keep calling 100s of people when your approach is not working. If you get shutdown after actually connecting with even 10 directors or owners in a row, then you're probably not doing it right...

    If I call 100 people, I'll usually get 30 connections with the right person, from that 30, I'll usually get about 10 people say yes to my free offer of high value. Not bad compared to traditional cold calling I think.

    Just keep playing and tweaking your approach, and don't give up!

    Good luck,

    Nick
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    • Profile picture of the author Aussieguy
      Great post!

      Question if you don't mind: what is your conversion of the 10 who take up your free offer to paid clients?

      Originally Posted by IM nice guy View Post


      If I call 100 people, I'll usually get 30 connections with the right person, from that 30, I'll usually get about 10 people say yes to my free offer of high value. Not bad compared to traditional cold calling I think.
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      • Profile picture of the author IM nice guy
        Originally Posted by Aussieguy View Post

        Great post!

        Question if you don't mind: what is your conversion of the 10 who take up your free offer to paid clients?

        Pretty good actually, Around 40-50% at the lowest. As I said, it's so much easier when you're offering a free service up front. And sometimes you can make money even when you are offering a free service (hint: what rhymes with boasting? )

        The thing to keep in mind, is the first point of contact is where they should perceive you as HIGH VALUE (important to their own businesses success) while at the same time, being LOW RISK, because at the beginning, even if they can see your value, if they don't feel safe, they will hold back.

        Get their trust, and you can offer them services for life!
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        • Profile picture of the author Aussieguy
          I've been advised that I'd be wasting my time with this sort of approach (the free as opposed to the low value offer I mentioned above)....yet that never made statistical sense to me.

          Your experience confirms what does make sense to me. Having the ability to follow up with something deliverable electronically serves to keep the cost near zero. If it resulted in only 3 follow up sales for typical IM services per 100 dials you're well in front of a one call close strategy.



          Originally Posted by IM nice guy View Post

          Pretty good actually, Around 40-50% at the lowest. As I said, it's so much easier when you're offering a free service up front. And sometimes you can make money even when you are offering a free service (hint: what rhymes with boasting? )

          The thing to keep in mind, is the first point of contact is where they should perceive you as HIGH VALUE (important to their own businesses success) while at the same time, being LOW RISK, because at the beginning, even if they can see your value, if they don't feel safe, they will hold back.

          Get their trust, and you can offer them services for life!
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          • Profile picture of the author Claire Koch
            i like nice guy corny and gets away with it lol
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  • Profile picture of the author Aussieguy
    I'm doing the naughty thing of a quick reply before reading all the other replies, so someone hopefully has already pointed this out...........

    1) The more information / education a product or service requires, the less appropriate going for an immediate sale becomes...

    2) The more expensive a product is, the more decision time required. Regardless of some stories you might hear on here, small business doesn't generally impulse buy a 5k product. A $90 impulse buy? Sure.

    Those two reasons are why you'll see websites being more recommended: no education required and (possibly) not as expensive as seo (depending on what you're offering).

    If you're desperate for sales and contacts for future upsales...maybe you can come up with a low cost impulse buy? Maybe you can do their google places set up etc on a cheap one off? Maybe you can get a couple sales guys....charge $200 and find an outsource for $100. You could pay the sales guys $100 per sale, and do the work and outsource any overflow work (plus make money off your own sales). There are other ideas that come to mind......
    Make some small money and build a list to upsell websites/seo etc down the track.....

    You're familiar with the concept as you're already doing that with your giveaway WSO.
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  • Profile picture of the author wally247
    Originally Posted by iRunThis View Post

    ...Nothing.

    I stopped counting after the second day, because I was nearing the hundreds. Since then, I missed some days, but I've been calling every morning for the most part. I'm providing SEO if you haven't read my previous threads. On almost every call I get a receptionist, gatekeeper, whatever ya call em'. It's very rare for me to directly speak to a decision maker. The gatekeeper ALWAYS takes down my email and tells me that they'll pass it on (LIES). All of the decision makers that I do get through to (rare), aren't interested, almost right away. I know that this might be a problem with what I'm saying to them, but the point it, right now I don't have time to work on that because I barely get any decision makers on the phone in the first place.

    And like I said before, I'm in a bad situation right now and it's only getting worse. I'm planning on working my way out of it. So I was thinking, I'm going to start lower... start smaller than SEO. I'm going to sell websites to local companies that have just started up recently.

    With that said, I have a few questions:
    -How is selling websites different from selling SEO and such services?
    -What's the average price point for a 5 page website? --Do you charge a monthly maintenance fee?
    -What businesses are typically the best to target for selling websites?
    -(MAIN QUESTION) How do you find clients with no website? (without the use of yellow pages or anything like that)

    I want the main question answered asap, even if you can't answer the rest. I want to get started making calls right away! Also, if there's any useful threads on selling websites that you guys would want to link me to, feel free.

    Thanks Warriors!

    I left you a visitor message in your profile...not a PM because I don't have enough posts.
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  • Like what I said in my thread here where I shared my story of how two bullets blasted my life away and one cold email changed my family's life forever, for the better -- It's almost all about:

    • THE OFFER •

    ^ It goes around these lines:

    WHAT YOU HAVE =>> WHAT THEY NEED =>> THE VALUE OF YOUR OFFER WITH ITS UNIQUE SELLING PROPOSITION =>> THE OFFER =>> THE CONTRACT =>> THE RESULTS OF YOUR OFFER FOR WHAT THEY NEED =>> BIGGER CONTRACT =>> MORE CONTRACTS FROM REFERRALS =>> LOOP FOREVER

    ^ This means:

    • WHAT YOU GOT = You can develop websites, do graphics design, formulate and implement onsite and offsite traffic generation campaigns via SEO among other methods...

    • WHAT THEY NEED = More exposure. More traffic. More sales. More repeat business. How can they achieve this? Expanded reach across their target markets through a cost-effective solution, so establishing an online presence and an online point-of-sale outlet becomes necessary for their businesses. Then, they need to widen the exposure of their brand and products across online places heavily trafficked by their target markets, so online promotions and traffic generation campaigns become necessary for their businesses. Then, they need to efficiently process orders or bookings and to efficiently process payments, so automated online systems become necessary for their businesses. Then, they need systems to promote repeat business, so client/customer management systems become necessary for their businesses. Hey, you got these things covered! So, on to the next:

    • THE VALUE OF YOUR OFFER WITH ITS UNIQUE SELLING PROPOSITION = It's time to innovate, to break into the market, to be creative enough to formulate an irresistible offer. How about:

    =>> Development of the website and all systems mentioned above at a fixed one-time discounted price, and 100% freely bundled traffic generation and online marketing services for one year at a fixed XX% commission for each lead and sale generated by that website?

    Now this could very well be THE OFFER we're talking about. I'd buy that! You aren't only giving them 100% freely bundled services that they need, with their discounted purchase of what they also need, but rather:

    =>> You're guaranteeing results as a partner of their business, and you'll also benefit from their offline marketing campaigns, 'cause they'll most likely promote that website in their offline campaigns, right? So, at this point, it's time to push through with the other things I mentioned:

    THE CONTRACT =>> THE RESULTS OF YOUR OFFER FOR WHAT THEY NEED =>> BIGGER CONTRACT =>> MORE CONTRACTS FROM REFERRALS =>> LOOP FOREVER

    I had a set of resources. There was a need. I had an offer with value that can give them what they need and a unique proposition that can help them achieve what they want. One cold email. After that?

    I broke into the international corporate system security software market in North America and the EU from my Manila-based home office, with my wife, Cherry, with some work at home mom and dad friends, without any capital other than our free time, our own specialized skills, knowledge and expertise in relevant industries and specialized subject areas, with a couple of computers, with a residential DSL connection, and without eyesight. This resulted to:

    A short term "trial" contract. A bigger contract. More big contracts that grew into bigger contracts from referrals. Loop forever, well, 6 years to forever as of this writing. That's what I did and what I'm still doing...
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  • Profile picture of the author Rearden
    Lots of valuable advice on this thread.

    I'll throw my 2 cents in.

    If you aren't getting anywhere on the phone after 1000 calls, it's time to walk into 20-30 businesses a day ice cold.

    Why? Owners will take you more seriously when you walk in cold, and will give you a better audience to display your offering. Plus you differentiate yourself from every other two-bit telemarketer because you have the balls to walk in cold and attach a face to a name.

    Giving good phone is a sexy concept that few are successful at, because it takes a subtler approach versus face-to-face sales, and, in my opinion, a longer learning curve.

    If you like my suggestion, then today, pick out a list of 100 to 150 businesses in your area you'd like to target. Posters suggesting browsing Val-Paks, local newspapers, etc., for business ideas perfect, because you know for a FACT these guys already are open to the idea of "spending money to make money" because they're shelling out a good bit on advertising.

    Lastly, make sure you are dressed nicely -- wear that suit you have in your avatar. Polish you shoes. And look the owner square in the eyes and give a firm handshake.

    "Hi, my name is Joe Blow. I saw your ad in the Hereford Newspaper. I help successful businesses like yours make more profit from your web presence. With that said, would you have any objection to taking 10 minutes to see the kind of work I do? (see 'em now or schedule later)."

    Hard work + Targeted Approach + Time = Success. You're halfway there.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Rearden View Post

      Lots of valuable advice on this thread.

      I'll throw my 2 cents in.

      If you aren't getting anywhere on the phone after 1000 calls, it's time to walk into 20-30 businesses a day ice cold.

      If you like my suggestion, then today, pick out a list of 100 to 150 businesses in your area you'd like to target. Posters suggesting browsing Val-Paks, local newspapers, etc., for business ideas perfect, because you know for a FACT these guys already are open to the idea of "spending money to make money" because they're shelling out a good bit on advertising.

      From Claude;My experience walking into small businesses, is that it's a little harder to get rid of you...because you're there. And you have to tell someone...to their face, that you don't want to talk to them. Harder than hanging up on someone.

      "Hi, my name is Joe Blow. I saw your ad in the Hereford Newspaper. I help successful businesses like yours make more profit from your web presence. With that said, would you have any objection to taking 10 minutes to see the kind of work I do? (see 'em now or schedule later)."

      From Claude:That's actually what a real salesman would say. One of the things I do is be serious. I joke with customers, but not prospects. They're busy. I act like I'm one CEO talking to another CEO.

      Hard work + Targeted Approach + Time = Success. You're halfway there.
      This is not a joke. I walked into a retail store and said "Hi, Claude Whitacre. I help retail businesses like yours get more people finding you online and get them coming through your door....." (Not perfect, I know but it was before I read Kanigan's stuff)

      I was about half way through my sentence and the owner (a middle aged guy about my size) just gave me a little wave and started walking away.

      Out of reflex I said "Hey! I'm not done talking to you" (I'm not used to people walking away from me. I've told customers to leave for not much else)

      I kid you not, he turned around and said "Sorry, what were we talking about?"

      I was more shocked than he was by my little outburst. But he ended up buying my service. I do not recommend this as a technique.

      I debated whether I should tell anyone about this. It was just so weird.
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      • Profile picture of the author Sue Bruce
        Originally Posted by Claude Whitacre View Post

        This is not a joke. I walked into a retail store and said "Hi, Claude Whitacre. I help retail businesses like yours get more people finding you online and get them coming through your door....." (Not perfect, I know but it was before I read Kanigan's stuff)

        I was about half way through my sentence and the owner (a middle aged guy about my size) just gave me a little wave and started walking away.

        Out of reflex I said "Hey! I'm not done talking to you" (I'm not used to people walking away from me. I've told customers to leave for not much else)

        I kid you not, he turned around and said "Sorry, what were we talking about?"

        I was more shocked than he was by my little outburst. But he ended up buying my service. I do not recommend this as a technique.

        I debated whether I should tell anyone about this. It was just so weird.
        LOL Got a new slogan for you.

        Claude Whitacre, I don't do passive agressive for your business, I do agressive agressive.

        Sue
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        • Profile picture of the author dave147
          Originally Posted by Sue Bruce View Post

          LOL Got a new slogan for you.

          Claude Whitacre, I don't do passive agressive for your business, I do agressive agressive.

          Sue
          Claude Whitacre - The Terminator
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  • Profile picture of the author dave147
    wow hundreds of calls and no result? Perhaps you should change your strategy...as Rearden suggested, try the cold walk in, my guess is that you'd be much better with this strategy. Start by visiting the businesses you already cold called. I'm sure you'll see a different result.
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    • Profile picture of the author nyk24
      only just skimmed this thread but lots of good advice here.

      the OP should read this thread here: http://www.warriorforum.com/offline-...y-3-weeks.html

      this is what I am doing at the moment aswell as cold calling try door to door, emailing, texting (yes text messages work lol) and direct mail.

      as long as you show value in whatever you sell and the prospect can see through examples or a demo that your product or service works and that he understands the concept then you have won part of the battle.

      hth

      nick
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  • Profile picture of the author NewParadigm
    If you are targeting people who don't have a website presence, there is probably a reason. they are dinosaurs and old dogs you'll never teach new tricks. Go to the people who are already advertising online and have a web presence. They are already sold to the concept.

    Your only chance with the others is selling them BENEFITS (more sales etc...) not FEATURES (seo).
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  • Profile picture of the author kaposzta
    Before you stop cold calling, check this video:


    Claude Diamond shows a solution to your "gatekeeper problem"
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  • Profile picture of the author Mwind076
    ...or you could just listen to Jason Kanigan and watch his vids.
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  • Profile picture of the author Jessie Stevens
    Hint: Drive around town. Look for up-and-coming stores. Stores that say, Coming Soon "..."! Some people focus on getting their "physical store" up before investing in a website. You can, offer websites to people those people.

    I hope this helps!
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