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Advice Please? What Should I Prospect For?

by Rearden
22 replies
Hi guys,

Here's my situation:

-I'm taking a 8-5:30 sales job at a Fortune 200 company next week.
-I want to make more than at my job alone, so I'm going to sell something after the work day is done and on Saturdays.

Here's my problem:

-I have waffled back and forth between prospecting for 9x12 business versus prospecting for websites.
-I originally decided on 9x12, am totally comfortable and confident selling the 9x12 concept, and am totally geared up to get going, BUT, considering I will have between 6:30-8:30 and part of Saturday to prospect, I'm second-guessing going this route, in the case I CAN'T fill up my card enough and not profit enough for my time.
-The one big reason I originally decided on 9x12 was because of the prospect of having recurring orders and the ability to draw off prospecting as much.

Here's what I'm thinking now:

-I'm re-, re-considering pitching websites again. No large overhead to cover, easy turn-around time, ability to focus exclusively on sales activity, and the ability to focus on a niche that might be more receptive to hearing from me during the hours I'm free. Plus I have the opportunity to close over the phone.
-My worry here is that my profitability might not be as good as 9x12, BUT, the trade-off is no overhead issues. PLUS I'm not as fluent in web design and expressing the benefits as I am advertising -- but that's something I can get over in a few hours of self-educating.

So, that's my dilemma; what would you do? If you had a 8-5:30 M-F job, had 10-15 hours a week to pitch after the 8-5:30 job was finished, would you sell 9x12 or web design?

Thanks for any wisdom,
Dave

PS: I'm actually NOT afraid of calling; my main fear is being obligated to run something that I might not be able to fulfill and not make any money. Which is why I'm waffling to web design for the moment...
#advice #prospect
  • Profile picture of the author Blase
    Reardon,

    I need to ask you a question....

    Is you new sales job, hourly, salary, salary plus commision
    or straight commission?
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    • Profile picture of the author Rearden
      Blase -- it's base plus salary after the initial training period. I've basically been on 100% commission, as I've run a business for 5 years and have sold life for about a year now.

      It's an excellent opportunity in the long-run, as the career track has some good potential. PLUS, the benefits are nice (as my wife and I want more kids, she has a pacemaker, and the stuff I call healthcare now costs an arm and a leg, and it's still a "disaster plan").

      Max -- thanks for your insight. I think I have limited information as to what's possible pitching websites.

      I reasonably expect netting $500 on a basic type of webpage, sans hosting recurring. I figure making 500 dials to the right prospects weekly would allow me to make 3-5 sales per week average over the long haul, which would be fantastic and meet my income goal.

      I've read a bajillion posts on here -- specifically Nameless's as his success and no bull-sh*t attitude is inspiration. My hold-up is more on the technical side of finding a partner to outsource design to, and how to set up hosting/domain name reg stuff (as the one guy I talked to said he could design for $99, but I would be responsible for hosting, domain name reg, etc.).
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      • Profile picture of the author maxrezn
        Originally Posted by Rearden View Post

        Blase -- it's base plus salary after the initial training period. I've basically been on 100% commission, as I've run a business for 5 years and have sold life for about a year now.

        It's an excellent opportunity in the long-run, as the career track has some good potential. PLUS, the benefits are nice (as my wife and I want more kids, she has a pacemaker, and the stuff I call healthcare now costs an arm and a leg, and it's still a "disaster plan").

        Max -- thanks for your insight. I think I have limited information as to what's possible pitching websites.

        I reasonably expect netting $500 on a basic type of webpage, sans hosting recurring. I figure making 500 dials to the right prospects weekly would allow me to make 3-5 sales per week average over the long haul, which would be fantastic and meet my income goal.

        I've read a bajillion posts on here -- specifically Nameless's as his success and no bull-sh*t attitude is inspiration. My hold-up is more on the technical side of finding a partner to outsource design to, and how to set up hosting/domain name reg stuff (as the one guy I talked to said he could design for $99, but I would be responsible for hosting, domain name reg, etc.).
        Why only $500? You're making the typical mistake of applying your own monetary constraints on your clients. $500 to a stable business is chump change. My mobile websites begin at $750. If they can't afford $750..they are more likely than not running their business incorrectly. Keep in mind not every business owner is an ideal customer. You need business owners who realize that they need to spend money on their online presence. I recommend you read a few books on pricing strategy. The biggest factor of my success to date is learning how to tell a client the cost is $5,000 with the same exact face that I would tell him it's $500.
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      • Profile picture of the author Blase
        Originally Posted by Rearden View Post

        Blase -- it's base plus salary after the initial training period. I've basically been on 100% commission, as I've run a business for 5 years and have sold life for about a year now.

        It's an excellent opportunity in the long-run, as the career track has some good potential. PLUS, the benefits are nice (as my wife and I want more kids, she has a pacemaker, and the stuff I call healthcare now costs an arm and a leg, and it's still a "disaster plan").
        Reardon,

        This is just my opinion based on over 40 years of sales
        experiance, selling, managing and training.

        As long as you are on commision, focus on the
        postion you are taking and don't do anything on the side.
        You will make more money doing one thing and doing it
        to the best of your ability.

        You've seen it over and over in the forum.
        Focus on one thing and one thing only.

        Just my 2 cents.
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        • Profile picture of the author John Williamson
          Originally Posted by Blase View Post

          Focus on one thing and one thing only.
          I respectfully disagree. I know what you mean, but I'm a fan of multiple streams of income, so in case one dries up you have some backups. This doesn't mean, however, that you should spread yourself thinly across a number of different projects. Just focus on the ones you're good at and that are income-generating.

          Pareto's Law: 80% of your output comes from 20% of your input. Locate that 20% and focus your energy and effort there.

          If taking on a side project does not require an excessive amount of resources and time, then do it and test the waters. In my experience, the "side projects" sometimes become so lucrative that it makes sense to quit the original "main project" or job.
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          • Profile picture of the author Blase
            Originally Posted by John Williamson View Post

            I respectfully disagree.
            John,

            There are exceptions to every rule and you must be one of them.

            If you are a reader of this forum, which
            looking at your # of posts you are. I hope you'll
            agree focusing on one thing is very good advice for
            all of the Warriors that aren't making a dime.

            I also think it's very vocation depentant.
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            • Profile picture of the author John Williamson
              Originally Posted by Blase View Post

              John,

              There are exceptions to every rule and you must be one of them.

              If you are a reader of this forum, which
              looking at your # of posts you are. I hope you'll
              agree focusing on one thing is very good advice for
              all of the Warriors that aren't making a dime.

              I also think it's very vocation depentant.
              True. Start with one idea (but keep other ideas written down to get to later), build it to fruition, automate it as much as possible, then pursue other avenues.
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  • Profile picture of the author maxrezn
    I would suggest dialing 300-500 numbers each Saturday. Call and offer website redesign or mobile websites to local businesses, then set up an appointment.

    I just called 23 plumbers to test a list before giving it to my appointment setter, and set up 1 meeting for website redesign, mobile website, and SEO. He's ready to buy, could be $2,000 plus monthly fees.

    Look for "my guy". It's that one guy who needs your services. 98% of these people will not be your target. After a long hard day of cold calling you should have a short list of people with names, websites, and meeting times that are in need of your services.

    Also, why do you think that websites aren't as profitable as the 9x12? One website could easily be $5,000...and outsourced for $500.
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    • Profile picture of the author Brian F Adams
      You could also do email marketing to those businesses with any one of a dozen WSO's out there and sell your redesign or mobile sites. Both are hot right now.

      If you need any suggestions, pm me I can point you into some things that have worked for me.
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    • Profile picture of the author Rearden
      Your thoughts on which industries and their decision-makers are reachable Saturdays?

      I'm thinking tradesmen -- painters, plumbers, landscapers, etc....

      Any other ideas?

      Also -- wondering if y'all can give me some input on what MIGHT give a newbie (to web design, not sales) like myself more of an edge -- prospecting locally, cold calling heavy on Saturday and having a mixture of F2F and over-the-phone closing to local clients, OR specifically cold calling the West Coast through the week after work and a little phone work on the weekend, closing all deals over the phone?

      I'm biased slightly to hustling locally.

      Originally Posted by maxrezn View Post

      I would suggest dialing 300-500 numbers each Saturday. Call and offer website redesign or mobile websites to local businesses, then set up an appointment.

      I just called 23 plumbers to test a list before giving it to my appointment setter, and set up 1 meeting for website redesign, mobile website, and SEO. He's ready to buy, could be $2,000 plus monthly fees.

      Look for "my guy". It's that one guy who needs your services. 98% of these people will not be your target. After a long hard day of cold calling you should have a short list of people with names, websites, and meeting times that are in need of your services.

      Also, why do you think that websites aren't as profitable as the 9x12? One website could easily be $5,000...and outsourced for $500.
      Signature
      David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
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      • Profile picture of the author maxrezn
        Originally Posted by Rearden View Post

        Your thoughts on which industries and their decision-makers are reachable Saturdays?

        I'm thinking tradesmen -- painters, plumbers, landscapers, etc....

        Any other ideas?

        Also -- wondering if y'all can give me some input on what MIGHT give a newbie (to web design, not sales) like myself more of an edge -- prospecting locally, cold calling heavy on Saturday and having a mixture of F2F and over-the-phone closing to local clients, OR specifically cold calling the West Coast through the week after work and a little phone work on the weekend, closing all deals over the phone?

        I'm biased slightly to hustling locally.
        In your position, I would create a list of 500-1000 companies within 25 miles around you who offer services such as carpet cleaning, plumbing, electrician etc.

        Use OpenVBX through Twilio and do a voicemail blast at 6AM. Done correctly, you will leave a vague message on 500+ voicemail inboxes. Something like "Hi this is Jason, I had a question about your site. Give me a call at 789*******. Thanks". When they call back the number, have an automated recording saying "Thanks for calling me back. I'd like to offer you a completely free analysis of your site/Google Places listing/mobile mockup/etc. If you think this is something you'd be interested in...just leave your name and number at the beep and I will get back to you shortly."

        That should get you some hot leads.
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        • Profile picture of the author sodomojo
          Originally Posted by maxrezn View Post

          In your position, I would create a list of 500-1000 companies within 25 miles around you who offer services such as carpet cleaning, plumbing, electrician etc.

          Use OpenVBX through Twilio and do a voicemail blast at 6AM. Done correctly, you will leave a vague message on 500+ voicemail inboxes. Something like "Hi this is Jason, I had a question about your site. Give me a call at 789*******. Thanks". When they call back the number, have an automated recording saying "Thanks for calling me back. I'd like to offer you a completely free analysis of your site/Google Places listing/mobile mockup/etc. If you think this is something you'd be interested in...just leave your name and number at the beep and I will get back to you shortly."

          That should get you some hot leads.
          Max have you tried that? What is the cost for it? ANy success using it?
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  • Profile picture of the author Rearden
    Let me put it this way -- I'm not trying to be pie-in-the-sky.

    And I agree with you -- in my first year in business, I raised my prices 100%. And guess what? Clients were MUCH better, retention was better, AND... nobody batted an eye at the price and more people bought!

    I just need a successful web design guy to model. I'm operating from ignorance of the possibilities.
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  • Profile picture of the author vndnbrgj
    What time zone are you in?
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    • Profile picture of the author John Durham
      Originally Posted by vndnbrgj View Post

      What time zone are you in?
      Good question, when I managed Bowers room, I didnt make enough money, and I would come home at night and cold call people on the west coast and then hawaii in the evenings to generate extra finances... If you are on WC you can get up early and call east- thats a small issue. The BIG issue is deciding on a concept and sticking to it. Many times right about the time success finds us we have moved to a new address and our post gets returned to sender. lol

      If you have a knack for the 9x12 thing then thats a good place to start. Webdesign is as profitable as you want it to be really.

      I enjoyed bowers room, but the thing is that if you can sell offline products AT ALL, you have enough skills to beat your job pay wise and it starts to not make sense being there.
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  • Profile picture of the author Rearden
    EST in TN.

    I definitely have a knack and level of enthusiasm for the 9x12 concept -- BUT, it's and cost-benefit issue.

    What if I sell half of the spaces and net the same income as selling 2-3 websites in a month (and probably doing double the work), as I only have 10-15 hours a week (probably closer to 10 hours) to prospect?

    Assuming I could get over the *knowledge* curve (sales curve is pretty much a winner now), how could I not sell AT LEAST 2 websites and profit close to $1000 on prospecting 10-15 hours a week, after outsourcing the majority of it?

    Much less risk for equivalent gain. It's just a competency thing at this point.
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  • Profile picture of the author John Williamson
    In short, I'd say web design, given your time constraints. Also maybe consider looking into SEO and offering that as an upsell. But you could get home in the evening and call the west coast which is 3 hours behind. If you called at 6, they would be sitting around at the office at 3 in the afternoon.
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  • Profile picture of the author Rearden
    Thanks for the idea -- I'm going to start working a list of contractors in the West after work. And maybe cold call locally on Saturday as someone else recommended.
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  • Profile picture of the author Rearden
    Thanks Blase -- this is a temporary income solution to bridge the gap between starting my new position and filling my job's pipeline large enough to live comfortably.

    But I do agree with you.
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    • Profile picture of the author Blase
      Originally Posted by Rearden View Post

      Thanks Blase -- this is a temporary income solution to bridge the gap between starting my new position and filling my job's pipeline large enough to live comfortably.

      But I do agree with you.
      Best of luck to you.

      A great sales person can make a ton of money.

      I'm also very impressed that you are willing to
      work fro straight commission. It's very hard to find
      people that will do that today.

      Of course we do live in the land of entitlements.
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  • Profile picture of the author Rearden
    It's in the blood.

    Dad sold his chemical business to a Fortune 500 company after grinding it out for 20 years and retired at 49.

    Uncle helped launch XM Radio, and Grandfather was an industrial HVAC salesman.
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  • Profile picture of the author Jason Kanigan
    Not what you should be prospecting for, but WHO you should be prospecting for.

    You have several problem-solving solutions in your toolbox. Who is experiencing problems that your solutions could help solve? Don't worry about the solution until the end of the process.
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    >> Executive advisory: Unstick sales, strategy & growth problems fast → jasonkanigan.com

    >> Selling? Then this is the FREE YouTube series you need RIGHT NOW
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