Here's a really strange phenomenon...or is just me? Hmmm

10 replies
I sell website re-design services to businesses, so I do lots of calling for appointments. I have not ever been able to sell website re-design services to businesses with websites that are pre-2003. Not Ever!!!

As soon as I see one of these prehistoric monsters from the last century, I dread making the call. I just don't allow myself to skip it, so I dial.

Why are these business owners married to these hideous dinosaurs??? It's Baffling.:confused:

I have an easier time selling to businesses with no website at all.

Anyway, just taking a few minute for lunch and needed to vent. Now back to the phone.
#hmmm #phenomenonor #strange
  • Profile picture of the author Michael Nguyen
    Originally Posted by digichik View Post

    I sell website re-design services to businesses, so I do lots of calling for appointments. I have not ever been able to sell website re-design services to businesses with websites that are pre-2003. Not Ever!!!

    As soon as I see one of these prehistoric monsters from the last century, I dread making the call. I just don't allow myself to skip it, so I dial.

    Why are these business owners married to these hideous dinosaurs??? It's Baffling.:confused:

    I have an easier time selling to businesses with no website at all.

    Anyway, just taking a few minute for lunch and needed to vent. Now back to the phone.
    They don't need it redesigned. I called up a guy sometime ago who had an ancient website and he had too much business to handle anyway so a new site was not going to solve the problem. He was a control freak anyway from the sounds of it.
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  • Profile picture of the author Jason Kanigan
    Originally Posted by digichik View Post

    I sell website re-design services to businesses, so I do lots of calling for appointments. I have not ever been able to sell website re-design services to businesses with websites that are pre-2003. Not Ever!!!

    As soon as I see one of these prehistoric monsters from the last century, I dread making the call. I just don't allow myself to skip it, so I dial.

    Why are these business owners married to these hideous dinosaurs??? It's Baffling.:confused:

    I have an easier time selling to buinesses with no website at all.

    Anyway, just taking a few minute for lunch and needed to vent. Now back to the phone.
    Well now you are getting into some "prejudging the call". You really don't know how it's going to turn out before you dial.

    Let's look at some possibilities:

    They haven't updated it in 10 years.

    1. Ask them Why not?

    2. They must have been surviving this long without it (especially after, say, 2008). How have they been doing that?

    3. How do they feel about their site?

    4. Do their customers tell them anything about it? Do they care what their customers think?

    5. If their site was updated, do they believe there would be any change in visitor behavior and conversions?

    Once you find out the answers, I believe you'll have a good snapshot of where this prospect is and whether they can be helped by you or not.

    If you find there's a common objection, try bringing it up at the start.
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  • Profile picture of the author Aaron Doud
    A site redesign isn't normally the problem any of them have. It's not even honestly a solution most businesses will buy.

    Can it be the behind the scenes solution? Yes of course.

    And here is what I mean.

    The Problem:

    The problem will be unique to each business but will go along the lines of needing more business, expanding the business and etc.

    When you get in deeper you will find out and show them the opportunities available online.

    The Solution:

    You will show them how you can put together a complete web marketing campaign. You will upgrade their Website and it's content so when the site is found customers will be drawn to "call" (etc, whatever they want that customer to do). You will show them how you will use video, google places/maps/whatever google wants to call it today, seo, PPC and etc to dominate online with the purpose of getting more customers. Of course since you have been selling these services for a while you know that you should never speak jargon but speak results.

    The Alternative:

    Of course this might sound hard. And there are easier solutions. You could just go out looking for people who want a website redesign. Of course such people will likely be in it for the ego so conversions and such may not matter. And there are people out there who want a new website. But personally I think even they could benefit by a total package vs. just a new site.

    In the end it depends on what you want to do. But I have to question calling people with old websites (pre 03 according to you) as you clearly can't convert them. I'm all for taking action. But why work to work? And calling a group that you know will not buy is merely working. You are dialing but are you dialing effectively?

    If you can't sell them how much time are you wasting on them? Could your time be better spent? Yes IMO it could be.

    If you know they will not buy before you even call you are wasting your time and theirs. Even if they could be sold they will likely not be sold by you because you have already pre-qualified them out mentally. So either way they are not buying from you (and maybe not buying from anyone) so why waste another call on this group? Why not focus instead on those you sell best to? That way your efforts are maximized.
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  • Profile picture of the author PanteraIM
    These are all good responses, but honestly I've experienced the same when I've tried to sell redesign for dinosaur sites.

    There are some of those prospects that are just stuck in the Yahoo 2000s and refuse to change, the same kind of people that don't see the value in IM and likely never will.
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    • Profile picture of the author iAmNameLess
      Originally Posted by PanteraIM View Post

      These are all good responses, but honestly I've experienced the same when I've tried to sell redesign for dinosaur sites.

      There are some of those prospects that are just stuck in the Yahoo 2000s and refuse to change, the same kind of people that don't see the value in IM and likely never will.
      As far as making the sale... in my experience, and I'm far from a sales guru, you have to figure out what motivates them. More customers, doesn't motivate everybody but that doesn't mean you can't sell to them. It all comes down to approach and how to adjust based on their needs or wants.

      A lot of people here think that every business needs a website... but they don't need one. You have to make them WANT one. Wants, for some reason motivates more people than needs.
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  • Profile picture of the author iAmNameLess
    I LOVE these businesses. A change of perspective might help you out before even dialing. When you get one of these businesses as a client, they are typically very well branded offline. They have a strong client base with plenty of referrals and word of mouth marketing. They don't "need" the internet, BUT they obviously got in on it before most businesses did so they have seen the value at one time. Your job would be to show value in today's age. Value doesn't have to be bringing in more customers... I love these types of clients because you become their go to guy or girl once you have them and they usually will bring you more customers than you could imagine!

    How I would approach it, is boost their ego and make them aware of a problem, the problem being an outdated website. Someone in their position that obviously has been around doesn't NEED more business maybe, but shouldn't the website reflect on the quality of work they do?

    Can a new website bring in more customers for them? Maybe, maybe not.. and that usually isn't their concern anyway. Being in business for so long, their bigger concern with a website (with your help) is reflection of the quality of their work.

    Mr. Prospect... I know you probably have a ton of repeat customers, and referrals, you might not need more customers but I was just surprised that a business like yours that has obviously been doing something right for however many years, isn't reflecting the quality of work you do, on your website. Why is that? Do you just not have enough time to work on that?
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    • Profile picture of the author mojo1
      Originally Posted by iAmNameLess View Post

      I LOVE these businesses. A change of perspective might help you out before even dialing. When you get one of these businesses as a client, they are typically very well branded offline. They have a strong client base with plenty of referrals and word of mouth marketing. They don't "need" the internet, BUT they obviously got in on it before most businesses did so they have seen the value at one time. Your job would be to show value in today's age. Value doesn't have to be bringing in more customers... I love these types of clients because you become their go to guy or girl once you have them and they usually will bring you more customers than you could imagine!

      How I would approach it, is boost their ego and make them aware of a problem, the problem being an outdated website. Someone in their position that obviously has been around doesn't NEED more business maybe, but shouldn't the website reflect on the quality of work they do?

      Can a new website bring in more customers for them? Maybe, maybe not.. and that usually isn't their concern anyway. Being in business for so long, their bigger concern with a website (with your help) is reflection of the quality of their work.

      Mr. Prospect... I know you probably have a ton of repeat customers, and referrals, you might not need more customers but I was just surprised that a business like yours that has obviously been doing something right for however many years, isn't reflecting the quality of work you do, on your website. Why is that? Do you just not have enough time to work on that?
      Is this the same Iamnameless of months past?

      This new, more tender, warrior is quite a refreshing manifestation. I've done several double takes while reading your more softer responses of late. I hope this new guy stays around for a while and I know I'm not the only one who's thinking this either. Ah hell, it doesn't matter if I am.

      Just had to let you know my dear, this is a really good look on ya.

      Cheers my friend.
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  • Profile picture of the author Mr. Subtle
    Originally Posted by digichik View Post

    I sell website re-design services to businesses, so I do lots of calling for appointments. I have not ever been able to sell website re-design services to businesses with websites that are pre-2003. Not Ever!!!
    Are the re-design websites you're piking responsive or static?
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    • Profile picture of the author payoman
      Originally Posted by Mr. Subtle View Post

      Are the re-design websites you're piking responsive or static?
      That's rarely going to make them care.

      "Did you know your website looks crap on mobile?"

      "We don't care, we have tons of customers"

      Is the response I usually get.
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  • Profile picture of the author digichik
    Thanks, you all gave me some really good advice and helped me put things back in perspective.

    The list I'm calling from has some of these really old sites thrown in, they're not the majority of the leads. Now, with some of the suggestions you guys have given, I believe I will sell to some of them.

    Jason, you were right, I have started to pre-judge them, I will change this. I know better.

    IamNameless, thanks for giving me a new way to see these prospects and their potential for referral. This tip will help me stop prejudging them.

    Arron, your tip are always golden as well. I use re-design as a way to get my foot in the door for many of my other services. I generally do pretty good with getting appointments, except with these businesses with the really old sites.

    Now I'm going to change my perspective, see them as a really good opportunity.

    Mr. Subtle, the sites I offer are both static and responsive, with mobile as an add on or part of a package.
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