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I Sent My Prospect A Text, She Responded: What Would John Durham Do?

by RyanLester
30 replies
So yesterday after on my home from doing a few door-to-door calling offering my website design service, i stopped by a 5-chair salon down my road. The owner was not there but I managed to speak to the assistant. She told me that she they had just had a break-in that particular morning and that the owner went home to sort out a few things. They do have a website, as per observation.

So this morning i decided to move in from this angle: The Break-In.

I sent the owner a text message saying the following:

Me: Hi A, i got your number from B. Im sorry to hear about the break-in at the salon. Just wanted to know what would be the best time to come by to discuss setting up a website for your salon? Lester

Prospect: What do you charge to do so?

Me: My launch price is $212. But after July it will be from $349. (This is the price in dollar terms)

Prospect: Sorry not interested but thank you.

Me: X, thank you for your response, i appreciate it. regards, Lester.

So it's quite evident that the salon needs a website, and I know that I should follow up on this prospect. What should do? How should i follow up? Should I set up a mock up of a salon website and stop by and show it to her?

Thank you for your response.

Btw, im just putting into practice what JD has been teaching: ACTION.

Thanks
Lester
#durham #john #prospect #responded #text
  • Profile picture of the author payoman
    Why would you follow up when they said blankly no, not interested?

    Are you avoiding the phones? I have yet to even bother with door to door sales and I have about $3000 in the pipeline from the phone in the last 2 weeks, purely from cold calls.
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  • Profile picture of the author HAdrian1239
    I would also say... why would you pressure her when...

    1. She is not your market anyway since she is "not interested"
    2. Most likely she is "not interested" because...
    A. She just had her business broken into and probably vandalized thus being out $$
    B. May not have the brain space at the moment to even consider how a website could help her recover from such.

    If you want to do SOMETHING, keep her on a list somewhere and follow up in a month or so. Until then, go after more prospects.
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    • Profile picture of the author jimbo13
      Move on.

      What a thing to text her.

      Dan
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    • Profile picture of the author RyanLester
      Guys,

      I appreciate your response.
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  • Profile picture of the author tryinhere
    Originally Posted by RyanLester View Post

    Me: My launch price is $212. But after July it will be from $349. (This is the price in dollar terms)

    Prospect: Sorry not interested but thank you.
    that's the bit you blew buddy, it was the wrong answer, it gave them a yes or no out and was not handled very well.

    A better answer would have seen you sitting with the client and discussing that persons needs and wants, making them feel ownership of the site before hitting the price now or wham bam mam type close.

    Prospect: What do you charge to do so?

    John, it varies with each client and is dependent on want they want, I do have a free 30 minute consult, I know your busy, what would be a good time I could drop by and spend a few minutes with you to further discuss your needs.

    / you tried to sell him on a dime, rather let him invest in his business future and you will start to close and probably retain these people for a very long time with after sales / ongoing support options.
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  • Profile picture of the author timmykins
    Originally Posted by RyanLester View Post

    So it's quite evident that the salon needs a website, and I know that I should follow up on this prospect.
    Lester, I'd say you caught her at the totally wrong time, she just had a break-in and you are trying to sell her a service that is not really a priority for her right now. If you were trying to sell her an alarm fitting service, that may be a different senario!
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  • Profile picture of the author 2ndopkate
    I agree with Peter's point. Tossing out a number gave the owner an excuse to say "no thanks". Of course texting makes one inclined to respond with a shorter message.

    Think of a different way to phrase it to make the prospect curious. Such as: "Can't say until I know more about what you want to do with your website. Is Wednesday or Thursday better for you?"
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  • Profile picture of the author Jason Kanigan
    She IS interested, that's why she asked about price.

    But you didn't do anything to get off the price question and came across as yet another commodity.

    Go read this.

    Then contact her again in a week or so.
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    • Profile picture of the author bob ross
      Originally Posted by Jason Kanigan View Post

      She IS interested, that's why she asked about price.

      But you didn't do anything to get off the price question and came across as yet another commodity.

      Go read this.

      Then contact her again in a week or so.
      Jason is 100% right here.
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  • Profile picture of the author John Durham
    Great answers here...

    In short. JD would drop it, and shift back up into third gear and dial twenty more numbers. There are more prospects where that one came from.

    She'll call you back if she's interested. Either that or 90 days from now you will be digging through call backs and see her number, and may have a better chance then.

    DO NOT GET HUNG UP ON PEOPLE.

    That should be rule#1

    Remember; you need a sale, but it doesnt have to be from this person.

    Dont get hung up, keep dialin', smilin' , stylin', and profilin'..

    Props to payoman for seeing the deeper issue.
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  • Profile picture of the author mjbmedia
    shes about as interested in you as you are in her.
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    Mike

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    • Profile picture of the author SalesNirvana
      i would never want to do business with u . honestly this

      Me: My launch price is $212. But after July it will be from $349. (This is the price in dollar terms)

      woa slow down there big guns....

      thats the most horrible selling i ever witness , its also sleazy

      she didnt buy because you are not a salesperson

      you are a sleazy salesperson
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      • Profile picture of the author John Durham
        Originally Posted by SalesNirvana View Post

        i would never want to do business with u . honestly this

        Me: My launch price is $212. But after July it will be from $349. (This is the price in dollar terms)

        woa slow down there big guns....

        thats the most horrible selling i ever witness , its also sleazy

        she didnt buy because you are not a salesperson

        you are a sleazy salesperson
        Agreed here too. She would have nev er told me "not interested".

        Honestly, when someone says "How much do you charge", thats a buying signal, you should have not said "$212", you should have said , "Well let me see here.... When you take this basic package you get this , this this and this...and our usual price is this, but if you do it today its only this...and its a good deal because the competitors are chargin this...

        We also have a bigger package but Im assmuning you are just wanting to get started with something basic right?

        Or "SOMETHING....".

        I would have taken that buying signal and warmed it up before I dropped a price on it and a close.

        Thats if I were phone closing...

        For an appointment I would have just said "Well, it just depends on what package you go with, most are pretty affordable. Lets take a look at what you are interested in doing whenever I drop by , and I promise we will give you the best deal possible, is that fair enough...?"

        Good call SalesNirvana... I would say this is a "developing" sales person.


        I guess this is why newbs need verbatim pitches and rebuttals.

        Edit: Oh yeah; the obvious. I would have never text her.
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      • Profile picture of the author RyanLester
        Originally Posted by SalesNirvana View Post

        i would never want to do business with u . honestly this

        Me: My launch price is $212. But after July it will be from $349. (This is the price in dollar terms)

        woa slow down there big guns....

        thats the most horrible selling i ever witness , its also sleazy

        she didnt buy because you are not a salesperson

        you are a sleazy salesperson
        Sales Nirvana, please build up, not break down. There is no need to call me that as in business we need to test new things.

        I wish you the best in your endeavours.

        Lester
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        • Profile picture of the author jimbo13
          Yes he was being a bit harsh on you. I don't think you are sleazy at all.

          You just made an error in judgement that is all. You should have just gone back next week. You said they were cold walk ins so it is not as though she was expecting you.

          Don't dwell on it though. If you really want to see her because it sounds as though she is in the market, scribble it in your diary for 3 months today and check if she has a website.

          If not then walk back in. She would have forgotten you by then. Especially if you go to one of the other salons so as not to jog any memory from B.

          You will also be 3 months more 'smooth' with your walk in pitches and objection handling.

          Good luck

          Dan
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          • Profile picture of the author John Durham
            Originally Posted by jimbo13 View Post

            Yes he was being a bit harsh on you. I don't think you are sleazy at all.

            You just made an error in judgement that is all. You should have just gone back next week. You said they were cold walk ins so it is not as though she was expecting you.

            Don't dwell on it though. If you really want to see her because it sounds as though she is in the market, scribble it in your diary for 3 months today and check if she has a website.

            If not then walk back in. She would have forgotten you by then. Especially if you go to one of the other salons so as not to jog any memory from B.

            You will also be 3 months more 'smooth' with your walk in pitches and objection handling.

            Good luck

            Dan
            Dan, yes I think "sleazy" was uncalled for. He made some good points but his premise I dont think was very noble. There is a certain group around here running around all superior like "Hail Consultants", all Nazi like... They enjoy making themselves feel superior...but nobody pays attention to them , because its the little guys with dirty elbows who are reporting all the actual sales.around here...even though their speech may not be as flowery, and their ways may be simple, they are results driven.

            Are the thoughts of the ant of any consequence to a Lion...?
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  • Profile picture of the author Rearden
    Right.

    I would have answered the price question with a question.

    "Well Mrs. Jones, I'm not trying to dodge the question, BUT there are REALLY a lot of different options, some which may be right for you, and others which definitely WOULDN'T."

    Then either close an appointment or continue fact-finding.
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  • Profile picture of the author Sue Bruce
    A five chair salon is able to afford a $200 for a web site.

    Are you seling a two page web site for $200? If not and you are offering a 5 page site then you are selling yourself short.

    Eat canned beans, macaroni and cheese, go to a food bank, anything but sell yourself short.

    I have no idea of your financial situation and suspect that it is not abundant. Set yourself an honest evaluation of what that web site is worth (true market value). Do not compromise. If you do, you are compromising your self worth, self esteem and confidence in yourself. As an entrepreneur you need a strong sense of self worth. If not, you will be practically giving away sites for groceries or rent.

    Mindset is a huge part of becoming a successful entrepreneur. I would stick it out with LinkedIn. Theres a lot of info on how to succeed, here on the forum and on the internet. Many people are gettting contracts every day, if you do it right.

    You are worth as much as you believe youre worth!
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  • Profile picture of the author scottiek
    Hmmm....I've not sold websites to SMB's before but here's my two cents:

    She doesn't want a website.

    What she really wants is more customers, right? More pants in the seats.

    That's what I would pitch....I can get you more customers (through a website, but that's the feature...gotta sell the benefit).
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  • Profile picture of the author xlfutur1
    Its pretty tough to make a sale from a text conversation, especially when price is the only factor.

    If you could have talked with her at that moment, you could have possibly avoided the price question and start asking questions. I just wrapped up a salon client that I've been in touch with since last December. Turns out they are not the greatest marketers so once I was able to talk with the owner at length, I suggested a variety of things that would help grow their business. During our one hour meeting, I asked alot of questions and gave alot of suggestions that she loved.

    Once the trust factor had been cemented, not only did I get them as website and hosting client, but also SMS marketing incorporated into the site to begin building their list. AND.....She is President of the local business association so she asked me to give a presentation on mobile marketing to their entire group at their monthly networking meeting in January. I could have moved on back in December, but staying in touch definitely worked out on this one.
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  • Profile picture of the author Tsnyder
    We all love technology but if you're smart you'll go old school
    and send a hand written thank you note immediately. You will
    be one of the few, if not the only, salespeople she has ever
    received one from.

    Do not say another word about price in the note. Simply thank
    her for her time and attention, let her know that you'll stay in touch
    and put her in your contact management system for future reference.
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  • Profile picture of the author mjbmedia
    this happens though when people are farlry new, they grab and leech onto any opening there is because, understandably, they want to get some business in, so I get why the OP is wanting to not let this opportunity go, once youve got 10+ clients its easier to let them go, at the outset as I remember, its not so easy to most.

    Having said that, you've shown nothing to suggest you care about her business, mentioning the break in merely showed you knew about it, but it wasnt the greatest opening line to a pitch ever ;-)

    However, if you approached it maybe the business could use the break in and recovery from it as a storyline for a blog/ PR piece via their new site and marketing bod (you) that will not only help them recover but should bring about some local interest in their plight.

    I repeat what I said earlier, she cares as much about you as you care about her, think about it.

    Also when people say forget about these lead and move on, dont totally forget about them, put them on follow up for 2 weeks/ months time and follow up, but for now dont dwell, they mean move on , make more visits, more calls, theres more fish to fry now, then come back to this, and other warm leads again
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    • Profile picture of the author RyanLester
      Thanks to all who responded, I will keep her in mind as i know she needs a website, i will be working on my pitch as well restructuring my pricing to tailor the client. I'll be implementing the the decoy pricing strategy as per WillR
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  • Profile picture of the author Jeff333
    Hello

    We never sell a product...we sell the advantages...You didn't talk about it...Like : Would you like to increase your business sales by 20% ? Let's meat at....etc

    Here is a technic an other one : Give me 10 minutes and I will Show You....IF I failed I will Give 20$ to a charity on your name.

    Best Regards
    Jeff Boivin
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  • Profile picture of the author KaterSD
    Why did you text her rather then call her?.

    I think you pitched her at the wrong time, besides the fact she received a text from a stranger
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    • Profile picture of the author Brenny76065
      LOL. So, am I the only one, when reading the headline, who thought that the prospect responded with "what would John Durham do?"
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      • Profile picture of the author RyanLester
        Originally Posted by Brenny76065 View Post

        LOL. So, am I the only one, when reading the headline, who thought that the prospect responded with "what would John Durham do?"
        Lol, that's a good one Brenny.
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  • Profile picture of the author beeswarn
    To RyanLester,

    Jason Kanigan has a good point and, even though it seems to differ with John Durham and IAmNameless, it doesn't really. You should make good presentations and you should have high quality, rehearsed answers ready for people. But you also need to make a lot of calls.

    You're showing potential by going door to door, but you probably cannot meet enough prospects that way to achieve real success. Use the phone and make 100+ full presentations every week.

    To everyone else: Wow! Payoman has come a long way quickly, hasn't he?
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  • Profile picture of the author RedShifted
    Giving price over text was a huge mistake, get over it and move on imo.

    Throwing in a time constraint was also a terrible idea. I will NEVER do that unless I know the customer is close to sold. This is impossible to determine by text. She likely felt like she was being pressured just because you mentioned the price going up. So it was easier for her to just say no.

    Next time, do NOT give a price. Our business will NOT give prices over the phone and this was the first thing I was told when working for them. We always go in person because we close a lot more deals that way.

    Also, I love the fact how you say she's interested AFTER she just told you no. Its one thing to have confidence, its another thing to let your ego blind you.

    Like everyone else said, just drop it and move on.

    -Red
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