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First Sales Call for Offline Business is Tomorrow - Any Tips?

Discussion in 'BlackHat Lounge' started by tjtigers14, Feb 11, 2013.

  1. tjtigers14

    tjtigers14 Jr. VIP Jr. VIP Premium Member

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    It's with the owner of a smaller salon in a small town so I don't think they will be looking to spend much. I want to offer to build her a Facebook page, give her sponsored posts on my popular local community page, build her a Twitter, set her up with FourSquare, and create shareable content to share with fans. I'm thinking of charging $299 then upselling for text/email message marketing (I'll use Twilio and Aweber), mild reputation management ($199), maybe PPC.

    The thing is, I'm just not sure about how to do this. I'm going to start by talking to her about herself, move on to the salon itself and then on to questions like "Where do you want your salon to be in 1 year?" and eventually "What's your budget?" and then propose a plan from there. Basically I'm just going to wing it.

    But I'm looking for tips from the BHW community. Should I use my iPad? Should I create a binder report to give her? Should I have contracts ready to sign?

    Help! Thanks all
     
  2. masteraffmarket

    masteraffmarket Jr. VIP Jr. VIP Premium Member

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    Of course have contracts ready, but you seem to have a good game plan. Just back what you say and be the authority in the clients eyes and you will have an easy sale. Just ask for it
     
  3. RantinRave

    RantinRave Registered Member

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    First off, if you want to do a test run. I'm more than willing to do a skype with ya and you can freshen up your pitch.

    Overall you are creating a sales pitch. A sales pitch will not be perfect the first time, second time, or even 1000th time. Why? Because even if you get down what worked for the first person. Might not work for the first person. This is where your "read" comes into play.

    As somebody who was strictly a "tech guy" about a year ago, then moved into sales. I think I'm comfortable giving these tips:
    - Be sure to have an answer for EVERYTHING. For example -- why can't she do this herself? why are you better than joe blow down the road? etc.
    - Never be concerned about price. It's not your fault if they can't afford it. Don't lowball yourself -- There will always be somebody cheaper out there. It's your job sell why it's better
    - Don't get to caught up in the tech details: I'm going to have to say this is probably one of the hardest things for tech guys to do. Google Analytics, Adwords, SEO, SEM. Throw all that out the window. If I'm the one paying you I want to know - HOW IS THINK PRODUCT (or SERVICE) MAKING ME MONEY ??
    - If they turn you down right on the spot. Don't let it worry you. When cold calling I will get turned down 400 times before I get one sale. lol. It's kinda crazy when you think about it, but it all works out in the end when you get that one sale. What an adrenaline rush.
    .... Kinda off track, but if you have an issue with being turned down either A) Start making cold calls or B) Go out and try and pick up every girl you come across. You'll get used to being turned out very quick. And become accustomed to it.

    Hell yeah have the papers ready to sign. If they are anxious to get it rolling they won't mind cutting a check right there for you to get it rolling.

    Last but not least, be confident. I don't mean be cheesy and have that shit-eatin' grin. I mean, be confident that the service you are selling WILL work and WHY it will work. Businesses get scammed all the time with shitty vendors that really don't do shit. They get mixed up in it because of high pressure salesmen.

    PM me if you want to work on your pitch. I'll ask question that a typical business owner/decision
     
    • Thanks Thanks x 1
  4. PandaDomo

    PandaDomo Senior Member

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    A good tip is to ask assumptive questions and be on a personal level.

    For example...

    Q: Okay, so how is your Twitter campaign running right now? How much traffic are you getting?

    Depending on her answer, it's already rock-solid and you can move on to the next question or if you're lucky, you can be able to offer an upsell and improve it. If you're really lucky, she might say "Twitter campaign? I haven't even started that yet" and then this is where you can REALLY sell your services and then say something like "Oh, really? You're missing a lot of traffic here, I don't know why your previous manager didn't get started on this yet".

    There's a lot of questions you can ask, but can't think of any off the top of my head right now. Just be able to relate to her with whatever stories you have that are interesting or funny, it's usually a good sign if you can make your clients laugh. It would make them feel more inclined to hire you because then that way they don't only have a business relationship with you, but they would see you as a friend. People tend to like going back to their friends for recurring business :)
     
  5. jetti789

    jetti789 Junior Member

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    1.Go after businesses that are advertising. They are easier to deal with instead of trying
    to convince someone to advertise.
    2. Print out copies of similar businesses that have facebook pages etc to show them.
    3. Don't low ball your price. And don't assume how much money they can spend.
     
  6. b1step-ahead

    b1step-ahead Power Member

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    I dont know what area your in, but push a few craiglist ads, they always help with traffic. Hair shop's are alot about image and reputation- Push yelp and local google places stuff. Throw in some social media contests like best haircut etc... you will learn a ton of stuff so dont worry about mistakes.
     
  7. tjtigers14

    tjtigers14 Jr. VIP Jr. VIP Premium Member

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    Wow thanks for the advice everyone! I put together a sweet presentation pushing reputation management and social media marketing.

    But my main question is, HOW DO I PUT TOGETHER A CONTRACT??

    Can anybody refer me to a template or anything like that? I'm sort of freakin out now that it's 1:30
     
  8. RantinRave

    RantinRave Registered Member

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    Ah, can't believe I forgot this one, but I'm taking this off of PandaDomo ..

    A good way to open is ask them what experience and/or knowledge they've had with social media and online marketing. If they don't understand that. Then asked if they've had and have generated any known business via facebook, twitter, etc. Then ask if they've ever had experience or heard of any other vendor offering the other stuff you are looking to pitch to them.

    You'll be alright man. I already know it. Just remember, how are you going to make them money? If you can't prove that. You won't get the signature. If you can .. you will. If not from them, you'll get it from somebody a whole lot better.

    As for a contact, just google it, fill in your name/company name. Remove, remove, or insert anything you want to. It's one customer. You don't have much to worry about. I would recommend doing a little more research on that front if you start getting more and more customers tho :)
     
  9. b1step-ahead

    b1step-ahead Power Member

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    your best bet is to search for takitals thread