Review My Sales Pitch! Please help.

Hello, everyone.
I'm new to the Offline Marketing business and I've recently started doing text message marketing.
Last week, I followed up with an appointment that was set up the day before. It was with the daughter of the owner of a Mexican/Vegetarian restaurant.

I'll do my best to type everything that was said.


Liz, "How can I help you?"
Me, "Hi, are you Liz? I'm Matthew, we spoke on the phone yesterday."
Liz, "That's right."
Me, "How are you? Looks like you're running the whole place by yourself."
Liz, "Most of the time, yes."
Me, "Anyways, like I mentioned a little bit on the phone.. I wanted to give you more info on text message marketing. You said that you were doing groupons, right?"
Liz, "Yes, we just finished.
Me, "A restaurant I worked at before, we did groupons. I noticed that it brought in a lot of people, but the thing is.. people never really bought above the discount."
She agreed.
Me, "Well, I wanted to tell you about text message marketing. Basically, how it works is we would send out a mass text to all of your customers saying something like 'Show this text to your server to receive 50% off any pizza with the purchase of a large pizza!' (Before I went to the restaurant, I looked at their menu to see what kind of food they served)
Now in order to text your customers, we would need their numbers first, right? What I would do is put these (I pull out table tents and flyers out of an envelope) on your tables and on the window.
Seemingly intrigued, she says "Oh, I was wondering how we would do that."
Me, "So, on the table tents, it would say something like 'Text Liz to 11111 to receive text coupons!' Then they would get subscribed onto the campaign. When we decide there's enough people opted in, we'll send our first promotion.
Cool fact. Did you know that 97% of text messages get opened?
Liz, "Well yeah, of course! Who are your clients?
(I sort of lied here.. I feel really bad about it)
Me, "I'm about to help out this other restaurant called _______."
(The business I was "about to help out" was gonna contact me a couple months later.)
Liz, "Oh, I know that place!"
Me, "Yeah, I really love the food."
Liza "So.. what will this cost me?"
Me, "Others would charge about $1,000 for a set up fee.. and then about $500 every month after that.
I would actually charge half. So about $500 for a set up fee, and then about $200-300."
Liz, "I see.. So, how does this work? Is there a contract?
I was caught off guard. I wasn't expected to be asked this.
Me, "Well, it's just me. I'm just starting this."
(Not sure how that made sense.)
Liz, "Oh, I see! Just you, huh?"
(At this point, I had to think quick. I don't know anything about contracts.)
Me, "Yeah, there are no contracts. No obligations."

There's sort of a silence here as she continues to work and reviews everything I told her. I noticed she's juicing carrots.

Me, "What are you making?"
Liz, "Ah, just carrot juice."
(I'll just leave this part out. We have a little friendly conversation about juicing and eating healthy.)

Then, we get back on topic

Liz, "I will need to run by my mom on this. She mainly speaks Spanish though.
(Her mom is the owner.)
The thing is, it's the start of the new year and it's kind of slow right now, which is why I'm the only one working. Also, we just ran groupon, so this text message marketing is out of my budget right now. Let me talk to my mom about this and I'll contact you in a couple weeks."

Out of desperation, I wanted to offer a month free.

Me, "Well, how about this.. How about I give you my service for free for one month. I'll handle everything for you. How does that sound?"

She looks surprised at this point.

Liz, "Well, let me talk to my mom about it. Here, write your name and number and text message marketing so I remember. I'll call you on Monday. If I don't call, then I'm probably really busy, so please, call me."


The following Monday she doesn't call me.
I wait til Tuesday to go back to the restaurant.

She tells me that she talked to her mom about it and that they're really interested. But they can't afford it right now and that they'll call me in the beginning of February.



I'm sorry that was a lot.

I have some questions..
1. Should I have a contract?
2. How do I offer value?
3. How do I close the sale then and there?
4. How can I improve?

Thank you for your help!


This probably isn't a salespitch. I'm not sure what to call it.