Closing???

how about offer seo and for the first few months some ppc. while their waiting on the first page of google, they will still have some leads coming in.

You can adapt this script.

No website can work without SEO, so just remove the references to websites. Try not to talk about SEO much, because that's a scary acronym for non-techies.

Just build excitment.. If you already have clients enquiring about your services, they are already half sold. They wouldn't be contacting you if they had a "tight-budget". That is just their way of kindly letting you know your phone pitch needs some improvement.

All you need to do is ask them why they are contacting you and once they tell you, you let them know the how quickly you can get the job done for them. Naturally they'll then enquire about your pricing, you then come to an agreement. It isn't as difficult as you'd imagine.

Jason's script up above will definitely help influence them to believing they are getting a good deal.

You need to add urgency...

This deal ends "tomorrow".

Thats why corporate robotic telemarketers work, because they can only follow policy and they cant make deals, so people know "I have to make this deal now, on THEIR terms... if I want to do it".

Whereas they will string an indy biz guy along, because he doesnt have strict policies and he is flexible.

You should tell him, if you wait 90 days then it will be six MORE months till you see results, which is the reason your competitor is getting all the traffic now...because he didnt wait... six months from now he will have this all sealed up, you may as well not even do it...if you want to get a shot at number one, I'd advise moving now"

Add urgency. Close NOW or else I will spend my energy on someone who wants to have a successful site. Your call, either way is fine.

You want to be light hearted when "greeting", but when "closing" you want to be dead serious.

Here's the truth: You are starting a new business, you dont have time to play with people. "Close now,. or miss the deal"

You were dialing number when you found THIS one right?

Okay, you will find another the same way, and THAT person may be ready to do business. Dont waste time with non prospects, or even wishy washy ones...let them come around when they are done worrying over every dime...while their competitors take their market share.

Find one of those guys who really wants his piece of the market.

There are guys who really WANT it...find THOSE guys and tell the others they can run to catch up with you when they are ready to compete, IF they still even have a shot.

First of all, if people are calling you that is a good thing!

Second, you are not going to close everyone.

You mentioned you go into your pitch, etc.

I would recommend you start asking questions instead of going into pitch mode.

Take control and guide the conversation to where you want it to go with questions.

Questions that will reveal they are in pain (isn't that why they called) and reminds them of it.

After they tell you why they are calling, say something like,

In order to determine if I can help you, I have 5 questions I need to ask you, is that ok?

Then design questions that address the common responses you listed

Do you have a budget?

How do you evaluate the effectiveness of your current market spend/activities?

What kind of result are they looking for? How did they come about those numbers?

These are just some examples to give you an idea.

After you get all the answers you need, tell them you will call them back with a recommendation……NEVER GIVE PRICING….at this juncture. Schedule a phone appointment to call back that same day or the next day.

This way you give yourself time to craft a persuasive recommendation if they are worth the time.

Now here's the deal! You already know if you can work with this person or not based on the budget question.

You won't be able to close everyone because some just won't have the money.

I will recommend one book to you. It has done wonders for my businesses. (purple cow) is the title