Selling to business owners

24 replies
Hi guys,

What is something that I can sell to business owners? Something that all business owners want and are willing to pay for? Need something streamlined so web design won't help. Need something not so saturated? Something that is not a commodity?

Also, how would you market to them? Cold calls?

Thanks guys/girls
#business #owners #selling
  • Profile picture of the author Jeffery Moss
    Imprinted specialties is always a good idea, something that has the business name on it such as pens, notepads, bags, etc. This market might be over saturated online with all the Cafepress type stores online but offline it's still a wide open market and there are numerous companies you can affiliate with that will give you (for free or low cost) a demo kit. You would approach these companies by mail or email and set up an appointment to show samples, assuming you had prequalified them for need. This idea applies for any product you are trying to sell an offline business.
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    • Profile picture of the author ZachRobinson
      OK good thanks, anyone else?
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      Zach Robinson

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  • Profile picture of the author Matt Lee
    You just want somebody to cook something up for you and serve it on a plate?

    There's lots of needs you can fulfill for business owners, why don't you contact them and see what they're needs are? There's also a lot of great advice from people here on the forum, that are making a killing. Soak up as much as you can, and then make the decision that works best for you.
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  • I think the first thing you should do is look at a specific business and find out what that industry needs. Ideally an industry you like and you're familiar with. I'm sure you can get a ton of ideas from then on what the business owners in that market would pay to have.
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  • Profile picture of the author jamesfreddyc
    Originally Posted by ZachRobinson View Post

    Hi guys,

    What is something that I can sell to business owners? Something that all business owners want and are willing to pay for? Need something streamlined so web design won't help. Need something not so saturated? Something that is not a commodity?

    Also, how would you market to them? Cold calls?

    Thanks guys/girls
    Doing my best here to say this without breaking any forum rules here....

    We looked at successful webservices, pulled a single piece of functionality that they offered in their solution and focused on that to improve it and create a new webservice that has a unique selling proposition from the original.

    Web-based messaging solutions are needed in the marketplace because they address a wide range of problems that businesses and other professionals have. We found that appointment no-shows, low referral business, lack of cost effective solutions were all potential reasons why SMS/Txt Message based appointment reminders is a good idea to build a service for.

    Plus since it's recurring subscriptions, we can offer sales opportunities that are not typical --- like recurring commissions on the life of an account. Very cool.
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    • Profile picture of the author Lopaca
      Bottom line what all business owners are looking for is more customers. What you need to focus on is that and not so much on a particular product or service. Where many offline marketers make their mistakes is trying to sell a product or service that the business owner doesn't understand or who might have to add more daily functions to his or her business. They have enough to do simply running their every day to day operations and are not looking to spend money on something that adds to that process.

      Business owners don't mind spending money if it brings in new customers or brings back previous customers and it can be an easy sell when you can show them that you can provide that service. They really don't care how you do it, just that you can do it.

      I know you were looking for more of a particular product or service that owners would jump at but my only recommendation would be to keep the sells process simple by offering the one thing you know they want and that is more business. That is the one constant that all business owners want and need. I could go on and on about a whole bunch of ways to do that but I don't want to make this out to be some sort of sales pitch. Just wanted to add my two cents.
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  • Profile picture of the author ATAC
    Lead generation ...
    It is the easiest to sell and get your foot in the door also you can sell different services to go along with it like SMS marketing , email marketing ,and social media marketing,etc..

    The door is wide open and local businesses are hungry and willing to work with those who can show results fast.
    Best of luck
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    • Profile picture of the author imsolutionsgroup
      Originally Posted by ATAC View Post

      Lead generation ...
      It is the easiest to sell and get your foot in the door also you can sell different services to go along with it like SMS marketing , email marketing ,and social media marketing,etc..

      The door is wide open and local businesses are hungry and willing to work with those who can show results fast.
      Best of luck
      Agreed. Look into selling a SMS service to local businesses.

      I use to try and sell everything from website design to SEO...but SMS marketing has by far been the most lucrative for me.

      Plus, when you offer too many services, the business owners can't remember you or your name because they have a hard time associating you with what you do.

      But, when you focus on 1 product/service...they remember you as the expert in that niche.
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      • Profile picture of the author ZachRobinson
        Originally Posted by imsolutionsgroup View Post

        Agreed. Look into selling a SMS service to local businesses.

        I use to try and sell everything from website design to SEO...but SMS marketing has by far been the most lucrative for me.

        Plus, when you offer too many services, the business owners can't remember you or your name because they have a hard time associating you with what you do.

        But, when you focus on 1 product/service...they remember you as the expert in that niche.
        Is SMS basically text messages? So businesses will send a text to all of their clients about their special offer that day?

        Why is SMS very lucrative? How much to charge biz owners? Whats a good program to use for me?

        Thanks
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        Zach Robinson

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        • Profile picture of the author jamesfreddyc
          Originally Posted by ZachRobinson View Post

          Is SMS basically text messages? So businesses will send a text to all of their clients about their special offer that day?

          Why is SMS very lucrative? How much to charge biz owners? Whats a good program to use for me?

          Thanks
          SMS/Txt Message delivery comes with a ridiculously high read rate --- I've seen different numbers but all were above 90%. The fact is we are all busy and only getting busier, we simply dont always pick up the phone or even read emails that requently. But we darn sure read our text messages!

          The reason is simple: its passive communication that arrives to a devive that is always on and always on or near us. Its incredibly effective at message delivery and reception/reading compared to all other methods by which business owners attempt to deliver that message.
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    • Profile picture of the author ZachRobinson
      Originally Posted by ATAC View Post

      Lead generation ...
      It is the easiest to sell and get your foot in the door also you can sell different services to go along with it like SMS marketing , email marketing ,and social media marketing,etc..

      The door is wide open and local businesses are hungry and willing to work with those who can show results fast.
      Best of luck
      Whats the best way to market them? Cold call?
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      Zach Robinson

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    • Profile picture of the author iCubes12
      Banned
      [DELETED]
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      • Profile picture of the author ZachRobinson
        What are some good sms companies can I use to sell for?
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        Zach Robinson

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  • Profile picture of the author Aaron Doud
    Honest Answer? If you can sell go get a job selling for someone else. Sounds like you just want to sell so why waste time with any of the rest of it.

    Your local radio station is likely hiring and if you are any good that is an easy $50k and if you are actually great it should be 6 figures plus.
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  • Profile picture of the author Phil Carrick
    Hey Zack,

    I've been selling to off-liner's for a few years now and i've tried most methods buddy.

    This should not be taken as Gospel because I would need to know the niches of the businesses concerned but..........

    Nearly ALL off-line businesses (and online too!) NEED LEADS!

    Give them a few FREE Leads first then it's SHOWTIME :-)

    PM me mate if I can help in any way.

    Go get them ROCKSTAR Zack

    Phil
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    • Profile picture of the author ZachRobinson
      Originally Posted by Phil Carrick View Post

      Hey Zack,

      I've been selling to off-liner's for a few years now and i've tried most methods buddy.

      This should not be taken as Gospel because I would need to know the niches of the businesses concerned but..........

      Nearly ALL off-line businesses (and online too!) NEED LEADS!

      Give them a few FREE Leads first then it's SHOWTIME :-)

      PM me mate if I can help in any way.

      Go get them ROCKSTAR Zack

      Phil
      Hi there, thank you. So how do you sell to them? how much is good to charge $2k a month? What biz type would pay for this service? Someone not so cheap!

      Thanks buddy
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      Zach Robinson

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  • Profile picture of the author ZachRobinson
    Wow, you guys are the best. Basically text messages pushed to their clients "today's special..."

    What companies can I use?
    Do I push the texts? Or them?
    Good books on this?
    What are some good blogs?

    How do u market these to biz owners?
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    Zach Robinson

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  • Profile picture of the author MagneticKopy
    They need leads. Re-work their advertisements so their ads pull a better response and return. The work is easy and you don't have to be "Gary Halbert" to do it either.

    Just basic knowledge of direct response marketing.

    Hit the yellow pages and your local paper... full ads that suck.
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    • Profile picture of the author emozart
      Originally Posted by MagneticKopy View Post

      They need leads. Re-work their advertisements so their ads pull a better response and return. The work is easy and you don't have to be "Gary Halbert" to do it either.

      Just basic knowledge of direct response marketing.

      Hit the yellow pages and your local paper... full ads that suck.
      Interesting Idea MagneticKopy - Do you rework ads for businesses on a fee basis?

      How do you track? How do you charge? Sounds like it may be low barrier to entry and an really interesting place to demonstrate value
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      • Profile picture of the author MagneticKopy
        Originally Posted by emozart View Post

        Interesting Idea MagneticKopy - Do you rework ads for businesses on a fee basis?

        How do you track? How do you charge? Sounds like it may be low barrier to entry and an really interesting place to demonstrate value
        Everything gets tracked through a 1-800 number that the prospect calls to receive either more info or to get a free report. What I charge depends on the size of the ad and what the objective of the ad is.

        Most businesses simply don't know how to advertise. I see Chiropractors advertising in a small quarter page ads trying to sell a service that costs hundreds of dollars, sometimes even thousands. That's why they don't get any business. You can't sell a $2k service or product with a quarter page ad. In that particular case, you need to create a funnel and get leads through hotlines or free reports.
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  • Profile picture of the author Jay Levine
    Every business needs leads. But each business generates leads differently. For instance, a spa can generate leads from a contest on FaceBook. A dentist with a cleaning coupon from a mass mailer package. Bottom line is if you can generate leads, you'll be in high demand with local business.
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  • Profile picture of the author alexnob
    Make a sample video to promote their business, then privately contact him/her to sell your video. To go further, you can offer your service that upload and ranking that video on Youtube and charge monthly fee for maintaining the ranking.
    Hope that my point could help.
    Good luck!
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  • Profile picture of the author Jason Kanigan
    Originally Posted by ZachRobinson View Post

    Hi guys,

    What is something that I can sell to business owners? Something that all business owners want and are willing to pay for? Need something streamlined so web design won't help. Need something not so saturated? Something that is not a commodity?

    Also, how would you market to them? Cold calls?

    Thanks guys/girls
    Wrong direction. Don't try to "sell something to" business owners.

    People make themselves and what they offer a commodity. Websites. Why do some people make $10,000 or more for a site, while so many others are dicking around at $99?

    Talk to business owners. Ask them what they are looking for. Find something out of their needs that you enjoy talking about all day and provide that to them.

    And who says you can only have one tool in your toolbox? You could do several or even many things. But individual prospects may not need all of those things, and that's fine. Find out what they DO need.

    Show that you understand their problem better than anyone else, and I promise you that you won't be seen as a commodity.
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  • Profile picture of the author ramonavandusen
    Buyers would prefer not to have to build a sales staff because the owner/rainmaker is retiring. Antiquated IT systems are red flags for buyers. Similarly, poorly maintained production equipment signals a need for a cash infusion by a purchaser. As Ms. Annino stated, legal documents that are not accurate or current are headaches that buyers would prefer not to tackle. If the staff are nearing retirement, the buyer will have to hire new people and will worry about client and provider contact. Uncertainty to a buyer translates to a lower offering value.
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  • Profile picture of the author AndrewCavanagh
    One word: NICHE.

    When you sell into a specific business niche all the rules change.

    Some niches...especially a lot of industrial niches...they haven't been approached by marketers so you could sell any marketing service.

    You can joint venture with a skilled internet marketer who delivers multiple services and offer those.

    You can get to those niches through their industry associations, industry newsletters, industry websites or just a straight list of businesses in that tight niche etc etc.

    Kindest regards,
    Andrew Cavanagh

    P.S. Another service very few people offer is online press releases.

    They're great at getting a local business ranked fast on Google which is great proof for prospects.
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