Last week, I began cold-calling, and after some initial beginner's luck I whipped out the phone book and thought I would give some local businesses a shot. I called a couple hair salon's, car dealerships, etc. It was then, that I noticed the limosine section of the yellow pages -- I thought it was worth a shot.
So I found a limosine company that also had a link to their website. I quickly typed in the URL and noticed that it was a few years old (via the copyright 2008 as footer) and the design was outdated. I decided I would call up the owner and see if he had any interest in purchasing an updated website.
Upon calling him, I quickly realized that he was an elderly man of whom was not very good with computer's. After making my pitch, he said "Yeah, I'd tell you to e-mail me some more information but my Hotmail has a virus". After deciding that it was best not getting into the fact that e-mail accounts themselves cannot store viruses, I decided to just go with the flow.
I told him, "If you're interested in updating your website, I could come over and show you some examples of my work -- and maybe even help you fix your e-mail account while I'm there?". The old man then replied by saying "Sure, get your ass over here!".
It wasn't the ideal appointment, and it was unusual to say the least -- but I was desperate for a lead and it was an immediate one. Better yet, he lived only about 15 minutes from my house. I gathered a few printouts from my portfolio, a couple demo's, a pen, and a notepad; and I decided to go over there and hopefully make a sale.
First and foremost, the guy wanted me to take a look at his e-mail for him. I thought that I might as well help the poor guy out, and hopefully generate a lead in the process. & so it came to be that he didn't in fact have a virus -- he simply forgot his password. I guided him through the security questions and eventually granted him access to his e-mail account once again.
At that point, I knew it was time to make a hard pitch. I didn't go there just to fix an e-mail account for a senior citizen, I wanted to make a sale as well. I pulled out my portfolio, and we discussed what he did/didn't like about the current website. I asked him what his budget was and he told me that anything under $500 would be in his range. -- fine with me.
For the remainder of my visit, he was busy upstairs with some customers, and so I didn't get as much time as I wished to make a close. It seemed that although he was interested in updating the website, he may have been a bit unsure about whether or not it was worth it monetarily.
He had some business downtown to take care of at that time, and told me that he couldn't commit to anything at the moment. He did however have some interest and told me to give him a call at the end of the week (today).
All in all, I ended up spending an hour helping an old guy get access to his e-mail account, and at best garnered a nice warm lead for later in the week. Oh, and he offered to give me a ride home in his 1958 Rolls Royce -- which was quite fun and gave me the opportunity to talk to him about the website for a few more minutes.
Anyway, I am to call him back TODAY and I am not sure what the best way to approach him in terms of closing the deal. I don't know if he's looking to put down a deposit or if he is willing to pay the entire amount up front.
What should I say to ensure that I get the deal closed?
If you read all of that, thank you! If not, I understand, haha. I tend to ramble on a bit but I hope those of whom took the time to read it enjoyed the story.
Feedback is appreciated!