I've gotten a lot from this forum since the day I joined. Thank God my business and my abilities have come a loooooooooooong way since then! This is my contribution to everyone. I hope you benefit from it as I have.
Part of the technique I'm going to show you is based off of Jason Kanigan's calling script. If he reads this thread, I'm sure he wouldn't mind linking to it.
Earlier this month I started a different prospecting technique. This involved me designing a VERY professional yet functional website for a dentist. The website has great capabilities to generate leads with prominent Call To Actions. This website looked GOOD, as you'll see why that matters later in this post. A quick Google search gave me a list of 10 dentists in the area that didn't have a website, or had a busted looking website. I went in person to each of these dentists to show it to them.
Now mind you, I've been blessed with sales ability. In addition to that, I have no issue walking into a business cold and talking to the owner. I find this better because whoever you're talking to can put a name to a face. You can interact with them in ways you can't do over the phone or through the mail. (No disrespect to either of those methods - as I use them in my business daily) I dress very sharply (dress shirt. tie, dress shoes) because since I'm a professional, I want to undoubtedly be viewed as one. I also had a picture of the homepage of the website I designed on my iPad when I walked in.
When I walked in, I used THIS EXACT TECHNIQUE to start and told the secretary:
"Hi, I'm not sure who I should be talking to - maybe you can help me out. I have a website I already designed that's 100% completed and I'm positive this dentistry can greatly benefit from it...but I'm not sure who I should be talking to... (trailing off with my voice with a puzzled look on my face)" When I mentioned the website, I placed the iPad in front of the secretary so she could see it. Here's what that script did for me:
The secretaries made it their sole duty in life to get that person NOW and bring them up front to talk to me! Crazy huh?
I visited 10 dentists. 3 were closed. 4 had just signed up with a company that specializes in dentist websites. (smile 24/7 or something like that) The other 3 told me who I needed to talk to and when to come back. I followed up again the very next day, and one of the ones that were closed the 1st time around, looked at the website right there on the spot. (I had it on a subdomain of my business website)
The end result?
$3,500 for the website on the spot with a wealth of opportunity on the back end. Here was the interesting part: NO ONE GOT UPSET, NO ONE GOT MAD. THEY JUST WANTED TO HELP ME OUT! This dentist has been wanting a website for sometime now. He was VERY grateful I followed up with him again. Talk about excitement! Getting to know him has been great, and his dentistry is already doing better as a result of it. But anyways...this gave me an idea.
How about I do this for more industries? I spent the next 2 days creating 4 more websites - Contractors, Plumbers, Lawyers, Accountant.
Just like the above, I targeted 10 businesses from each industry. When I went to sell to contractors, I sold it on only the second business. He told me "There's no way in hell I'm gonna let you offer this to so and so competitor down the street". I sold the plumbing website on the 5th business. I sold the lawyer website on the 4th firm, and I sold the accountant website on the 6th. I dedicated an individual day to each industry, but after an average of about 2 hours, I was back in my office with the websites sold.
Each website was sold for $3,500. What helped me sell them the website so easily was the valued I created. For example: Once I was talking to the person in charge, I made the following points while showing the around the website:
"John, this website is the best website of all dentists in this entire city. I already looked and if you'd like, so can you."
"Now this part of the website increases your calls because we've made a clear call to action. How do you prefer your prospects contact you John, by phone? Ok so yes, this feature will definitely increase your phone calls."
"Now John, this feature is my favorite. All of your customer testimonials will rotate through on every single page. Your credibility will SOAR through the roof! None of your other competitors have this feature on their websites. I already looked and if you'd like, so can you."
I also threw in some bonuses to make the deal an absolute no brainer. This "bonus package" consisted of 1) a 47 page report on marketing your business online. 2) A complementary month of lead generation. 3) A complementary business consultation on their marketing and advertising and how they can maximize both while spending less.
I expressed the value in these services as well like I did with the website features above. In each case, they GLADLY gave me my asking price, which led me to believe I could have gotten even more had I asked. I made a payment plan with the plumber, because he didn't have all the money. $1,500 up front, $1,00 in 30 days, and $1,000 in 60 days.
Some important points to take away from this: 1) Follow up regardless of what method you are using. Business owners are busy running their business and might not be able to see you/talk to you the first time around. 2) If possible, make personal contact with prospects. When you do this, you become "real" to them. 3) No matter what you're selling, BUILD THE VALUE! Had I done the same exact strategy but just said, "Would you like to my a website?" I wouldn't have gotten anywhere. 4) Find a great Introduction/Ice Breaker. In this case I used Jason's opener, and it worked flawlessly.
I'm excited because I am now in a position where I can help good business owners make more money with their businesses. And you want to know what the fumiest thing was? Every single one of them said sales were down and they were AND HAVE BEEN looking for a way to make more money!!!!!! They ALL told me that the only way they knew of was the Local Newspaper, Billboards, and The Direct Mail Companies (like ValPak) and yet they all said they've tried these services and didn't get good results! BUT THEY STILL ADVERTISED WITH THEM! If this doesn't encourage you to get out there and help these desperate owners, I don't know what will!
So there you have it. A straight forward proven way to help business owners while getting paid handsomely in the process!