6 Sales Deep... Here's What's Working

by kemdev

Posted: 12 years ago 28 replies

OFFLINE MARKETING

I started up again selling web design back in March. By the 15th, I had my first sale. To date, I've closed 6 sales - check in hand, money in the bank. And I've got a lot of good things lined up for me in the very near future.

This isn't a post to brag. Six sales is hardly something to brag about. But it is money. Money that's paying my bills, giving me some savings, allowing me to do what I love. The list goes on and on.

Still, here's a little disclaimer: I'm not an expert. You're not going to find a 'golden nugget' or have any magical 'aha' moments in this thread. I'm just like you, and have been struggling for years to create my own career doing this.

I haven't purchased a WSO/product/whatever in a looooooong time. Everything I've learned about offline selling has been from you fine people in this forum and through personal trial and error. After doing this at a pretty steady pace for two months, I've discovered one thing...

...no one is going to buy a website from a cold email. This isn't the 'internet marketing' niche. Business owners are going to come up with every excuse in the book to NOT give you money. You actually have to have real conversations with these people, whether you're cold calling, going door to door, or just having a talk with the owner of your favorite restaurant. Real interaction. Trust me, it's not as scary as it seems.

I know we all want to believe that we can hire other salespeople or send mass emails or spend hundreds of dollars on iffy direct mail campaigns and have new business ringing off the hook, but it just doesn't happen that way. Sorry to burst your bubble.

I've put $0 into this business. The only way I've ever gotten a client is by approaching THEM and talking about how I can help their business. That's either by cold-calling or leveraging referrals. And in my opinion, that's what you have to do to make money in this business.

I'm making at least 50 calls a day. I try to have a conversation with every business owner I meet (not always a sales pitch... just a conversation). And what I'm finding is real relationships are forming and sales are coming in. Just because I'm putting myself out there.

What I really need help with is structuring my sales pitch. I know I should be leading my prospects down a path towards the sale, but my pitches don't really have much of a structure. I know it has cost me some sales and it's something I need to work on.

But the key point is I'm actually talking to people. I'm making phone calls, I'm talking to store owners, I'm putting myself out there, and most of all I'm working my ass off. That's what's working for me right now.

#deep #sales #working

danielsteven

12 years ago

Some solid advice but I'd have to disagree on a few things.

I have built my entire business on "cold emailing" however my emails come off personalized.

I also outsource the laborious parts as well (web research/ emailing) so I basically just manage and go out on meetings.

Do you go after businesses without a website or redesigns?

Thanks
1 reply

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iAmNameLess

12 years ago

Originally Posted by danielsteven

I have built my entire business on "cold emailing" however my emails come off personalized.

Eh... hopefully you'll come back in a year from now and tell me that I'm wrong... but I don't think you can build a business off it. You can get a sale here and there, but I don't believe a business can be successful when its marketing plan is just emailing.

Shame... finally there is a GOOD thread and it's already spoiled by an emailing nut.

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danielsteven

12 years ago

Originally Posted by iAmNameLess

haha.... come back a year from now? I've been doing this same "emailing" method for the last year and a half with good results.

Not trying to "ruin a thread"... just saying that I disagree with the suggestion that emailing doesn't work.

Thanks
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iAmNameLess

12 years ago

Originally Posted by danielsteven

yeah.. come back in a year.. I mean, it's easy to say on a message board you do something... we don't know your real life business.. for all we know you can be sitting collecting unemployment and making a sale once every 6 months and considering that success.

Emailing is not efficient.. it's proven. It is the least efficient method out there.

Mediocrity is not success... but to each their own I suppose.

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shockwave 12 years ago

Originally Posted by iAmNameLess

we don't know your real life business.. for all we know you can be sitting collecting unemployment and making a sale once every 6 months

Damn you Nameless! Where are those cameras installed? I had a feeling someone was watching my every move. Now I know who it was!
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iAmNameLess

12 years ago

Forget the amount of sales... you've done well.

You did something people are afraid to do and you're ahead of most of the people on here. People are scared to get in front of their market. Some people are so scared they change their goals into teach theory on how to do it, and spreading misinformation and lies, just because people eat it up.

Your experience is REAL experience. There doesn't have to be something new, some kind of crazy great system... the system is that you're talking to business owners. That's what it's all about!

Good job..

Are you making 50 calls a day, every day? I think you could be doing better as far as sales go.. the main thing is though, that you're out there trying.

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kemdev

12 years ago

Originally Posted by danielsteven

If that's what is REALLY working for you... by all means keep up the good work. But from my experience with emails - just like iAmNameless said - you may stumble upon a sale or two, but it's not going to give you consistent success. To answer your question, four of my sales have been straight-up designs. Two of those were re-designs of existing websites.

Originally Posted by iAmNameLess

Are you making 50 calls a day, every day? I think you could be doing better as far as sales go.. the main thing is though, that you're out there trying.

I'll be honest... not every day like I should. I'm fairly comfortable on the phone and have the ability to strike up real conversations when I reach the business owner. Where my calls are lacking, in my opinion, is my lead list. I'm getting ~70% either disconnected number or no answer. This is using JD's lead-gen software in his gold membership. If I run a streak of these disconnected numbers or voicemails, I usually break off and move on with my day.

I'm targeting contractors mainly for my calls. What time of day is usually best to get them on the phone? Early morning or late afternoon? I've been making calls between 9-11AM and I don't seem to be connecting to very many decision makers.

Thanks
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somacorellc

12 years ago

Originally Posted by Jesse Kemmerer

Where my calls are lacking, in my opinion, is my lead list. I'm getting ~70% either disconnected number or no answer. This is using JD's lead-gen software in his gold membership.

Early morning or late afternoon? I've been making calls between 9-11AM and I don't seem to be connecting to very many decision makers.

I have no experience with JDs lead gen thingy, so ymmv, but I just use the yellow pages. Start at the beginning and work your way through. All the clients I have right now are from cold calling the yellow pages. This gives you the added benefit of being able to determine which companies are spending big bucks on useless YP ads.

Personally I call from 9 to 11 like you, and get about 95% pickup rate. I rocket through about 75 calls in two hours on a good day.

Thanks

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Adwizard 12 years ago

Jesse,
Do create a sales pitch before you burn yourself out! Then when you work your ass off and make the same number of calls as you are now, you will sell 5-10 times more. You will also feel much better and be way more professional if you just structure yourself with a pitch.
Just my Opinion,
Ed
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kenmichaels 12 years ago

ahhh ..... but you did have your "magical 'aha' moment"

It was the moment of clarity, when you realized it was time to forget
all the WSO's and you picked a phone and started putting in real effort.

Stay focused, your on the road to success now. Don't let something silly
sidetrack you.
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kemdev 12 years ago

Is that 95% pickup rate calling contractors specifically? Or do you call any business that has an ad?
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- 1 reply
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- sodomojo 12 years ago
  
  Originally Posted by Jesse Kemmerer
  
  Is that 95% pickup rate calling contractors specifically? Or do you call any business that has an ad?
  
  Good Job Jesse. Are you building the sites yourself or outsourcing?
  
  Thanks
  
  1 reply
  
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  kemdev 12 years ago
  
  Originally Posted by Tydowns
  
  Good Job Jesse. Are you building the sites yourself or outsourcing?
  
  Building them myself... kind of. I use premium Wordpress themes. Templatic, Woothemes, and ThemeForest are my favorite resources for finding the best themes with the most options for my clients.
  
  Thanks
  
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af7850 12 years ago

Originally Posted by somacorellc

Personally I call from 9 to 11 like you, and get about 95% pickup rate. I rocket through about 75 calls in two hours on a good day.

What's this pulling you, 6 or 7 good potentials per session?

Posted from Warrior Forum Reader for Android
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- 1 reply
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- somacorellc 12 years ago
  
  Originally Posted by Jesse Kemmerer
  
  Is that 95% pickup rate calling contractors specifically? Or do you call any business that has an ad?
  
  I call everyone. From Aardvark Removal to Zooming Particle Accelerators. Not just the ones with ads. All of them.
  
  Originally Posted by af7850
  
  What's this pulling you, 6 or 7 good potentials per session?
  
  I average about 4-6.
  
  Thanks
  
  Signature
  Web Design Columbia SC
  
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RedShifted

12 years ago

Originally Posted by Jesse Kemmerer

I started up again selling web design back in March. By the 15th, I had my first sale. To date, I've closed 6 sales - check in hand, money in the bank. And I've got a lot of good things lined up for me in the very near future.

This isn't a post to brag. Six sales is hardly something to brag about. But it is money. Money that's paying my bills, giving me some savings, allowing me to do what I love. The list goes on and on.

Still, here's a little disclaimer: I'm not an expert. You're not going to find a 'golden nugget' or have any magical 'aha' moments in this thread. I'm just like you, and have been struggling for years to create my own career doing this.

I haven't purchased a WSO/product/whatever in a looooooong time. Everything I've learned about offline selling has been from you fine people in this forum and through personal trial and error. After doing this at a pretty steady pace for two months, I've discovered one thing...

...no one is going to buy a website from a cold email. This isn't the 'internet marketing' niche. Business owners are going to come up with every excuse in the book to NOT give you money. You actually have to have real conversations with these people, whether you're cold calling, going door to door, or just having a talk with the owner of your favorite restaurant. Real interaction. Trust me, it's not as scary as it seems.

I know we all want to believe that we can hire other salespeople or send mass emails or spend hundreds of dollars on iffy direct mail campaigns and have new business ringing off the hook, but it just doesn't happen that way. Sorry to burst your bubble.

I've put $0 into this business. The only way I've ever gotten a client is by approaching THEM and talking about how I can help their business. That's either by cold-calling or leveraging referrals. And in my opinion, that's what you have to do to make money in this business.

I'm making at least 50 calls a day. I try to have a conversation with every business owner I meet (not always a sales pitch... just a conversation). And what I'm finding is real relationships are forming and sales are coming in. Just because I'm putting myself out there.

What I really need help with is structuring my sales pitch. I know I should be leading my prospects down a path towards the sale, but my pitches don't really have much of a structure. I know it has cost me some sales and it's something I need to work on.

But the key point is I'm actually talking to people. I'm making phone calls, I'm talking to store owners, I'm putting myself out there, and most of all I'm working my ass off. That's what's working for me right now.

EXCELLENT points! You may not be a guru but sure as hell know what you're doing.

I just sold my 3rd website today, but its my first site where I'm getting paid a nice chunk of change ($750) and honestly this has motivated me like you wouldn't believe to get out there and start talking to more business owners.

Mainly for the fact that I'm noticing as I make websites, that its something I REALLY ENJOY doing. Like you get to put all your hard work and effort, creativity into just one thing and you get to see clearly the result of all that hard work immediately.

Its such a good feeling.

You're definitely a bit farther along than I am, I'm just not finally setting up my own website to market with, and then I'm going to go out there and try to get more referalls.

All I know is this is something I really like doing, so it would be a dream if I can just eliminate every else thats going on in my life and just focus on making this one thing successful.

Good for you and I don't think you're bragging, if anything you deserve to and I'll be looking forward to more posts from you in the future.

take care - Red

Thanks
1 reply

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somacorellc

12 years ago

Originally Posted by RedShifted

I just sold my 3rd website today, but its my first site where I'm getting paid a nice chunk of change ($750) and honestly this has motivated me like you wouldn't believe...

Now you get to charge $1,500 for your next website!

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JackScanlan 12 years ago

Nice work Jesse! Yeah its all about taking action. I was petrified for a long time to make cold calls. Then I just started doing it and eventually found a system that works for me. Its all about finding your own style and running with it.

Jack
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Cerbera

12 years ago

Nice work op - I think its key to engage with owners, even on basis of not making a sale. I've consistently asked local owners, even my favourite indian takeaway -

How things are going in this climate.
How many customers they're getting through the doors compared to last year
Have they looked ant any help to drive customers..

instead of here - i make websites - do you want one?

Thanks
1 reply

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mojo1

12 years ago

Originally Posted by Cerbera

I find this approach quite interesting.

It sounds like these questions are being asked toward the end of the conversation, am I right?

Do you or anyone else care to expand on how you would start this conversation from a cold call?

The questions do seem natural, however, I'm just wondering how you'd go from, " Hi Mr. Business Owner" to the questions above.

Thanks

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Hugh 12 years ago

Cerbera,

Brings up the point. There are two very different methods. Both work.
The OP was lamenting not having a structured sales pitch. Not easy to
develop, not easy to maintain consistency. But very effective.

Second (as per Cerbera) is to just ask about the business. Listen
carefully. When you hear the pain, you're almost there. If you ask
enough questions, the prospect will tell you what he wants. This
is also very effective.

Hugh

G
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JoeRockefeller 12 years ago

6 Sales is definitely an improvement over 0 sales. Keep up the good work.
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Preeti 12 years ago

Great post--love the motivation!

You're doing something right that many offliner's overlook and then wonder why they're spinning their wheels: taking the time to have a conversation with the owner to build a RELATIONSHIP with them!

It's not about their website or marketing or online vs. offline--it's about listening to their problem, asking the right questions, building trust and offering your <insert product/service> as a solution.

Awesome stuff..isn't it such an amazing feeling when you take action and actually get results?!?! Now..on to the next 6!!
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rbecklund 12 years ago

Way to go Jesse! Great post.

The thing that blows my mind is the amount of work that is out there if you just go get it - essentially it's unlimited.
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- sandalwood 12 years ago
  
  Jesse,
  
  Your next to last paragraph says:
  
  "What I really need help with is structuring my sales pitch. I know I should be leading my prospects down a path towards the sale, but my pitches don't really have much of a structure. I know it has cost me some sales and it's something I need to work on."
  
  If I may be so bold as to suggest you may do better with a sales presentation than a sales pitch. I say that because all of us who have brick and mortar businesses recognize a "pitch" and it turns us off. However, we are susceptible to a presentation.
  
  What's the difference? Pitch - Hi Jerk water I'm here to sell you my....
  
  Presentation - Hi Mr. Biz Owner. I'm a small biz person like you and I specialize in ways to make your bottom line fatter/bigger/larger etc etc etc
  
  Replace my words in 'presentation' with yours. Use what comes naturally to you. In fact, think about it this way. What if you were the B&M guy? How would you like to be approached?
  
  As for getting your name out there, keep networking. This is how simple it can be.
  
  Granted we had an advantage with this one but we could have met these folks at a social function just as easily. They came in to our agency to buy car insurance. While we were waiting for the printer to do its magic, we engaged in blather.
  
  They told us they specialized in adsense campaigns for certain niche businesses. We told them we also build websites and showed them four or five of our local clients newly built sites.
  
  They said they would refer a client and if he liked our work AND they liked our work, there would be 24 more to follow. Believe me I'm not bragging, I'm telling you how luck can suddenly show up in your life.
  
  You see, you know people like this already. They are waiting for you to come along so they can continue to do their business and keep their clients happy.
  
  Yes, we networked because of our ins biz but what says you can't network because of your love of pizza or hot dogs or motocross or whatever?
  
  I applaud you for your action steps and your persistence. You have nothing but a bright future ahead if you keep on track. Remember, everybody you meet needs or knows someone who needs your service. I guarantee it.
  
  Much success,
  
  Tom
  
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goodboy21 12 years ago

Its a nice post
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John Durham 12 years ago

This IS a big deal Jesse. I remember you emailing me awhile back saying you were going to do this.... and now you have done what you set out to do. That puts you in the top percentile. If you can get there in this amount of time, then you have what it takes to go all the way with this....as far as you want to. I have admired your journey alot since I have known of you. I know Im slow to respond sometimes but do pay attention.

Congrats on your successes. Many more to you!

Originally Posted by somacorellc

I call everyone. From Aardvark Removal to Zooming Particle Accelerators. Not just the ones with ads. All of them.

I average about 4-6.

In a way one might think this would be less effective because of the lack of targeting, and because you get alot of corporations on the phone.... but in REALITY the invisible (attitude) part of just saying "the heck with it Im just calling everything straight down the line"... and not giving too much weight to the decision...but giving ALL of your weight to the action of dialing, actually gets somewhere.

I tend to cherry pick on the phone a bit, but if Im not being decisive I will just call straight down like that to get myself some momentum, and that momentum itself makes the session more effective than the cherry picking would have.
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Minds Eye 12 years ago

Congrats on your success! Now start asking your existing clients who they know that may need the same kinds of services and have them send a letter of recommendation. Works like magic and has a far higher closing percentage than cold calling. (Done both, so I know my numbers!)
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6 Sales Deep... Here's What's Working

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