Do not explain to the business owner that your services can benefit them. You want THEM to explain this to you... You need to nudge them towards this idea..
"You use the internet at home and at work, right?" -Yeah
"Well when you look for {keyword}, you look online, don't you?" -Yeah
"Wouldn't you want to be visible to other people searching for your {keyword}?" -Yeah
*Sell hard*
They are a business owner, they want to be the smart one. They want to make the decisions and they want to have the ideas.
For you, who cares who idea it is? As long as they BUY, then let them think that. They want to talk to somebody who makes them feel smart, and they still walk away with the information they didn't have before talking to. Funny how that works.
You want to lead them with questions, but your questions need to be all resulting in one thing: The other person saying yes. If you break it up into 4-5 question, all ending in "yes," it will be easy to squeeze that last yes (sale) out.
"Wouldn't you want to get to work on time?" -Yeah
"Then you'd rather get a ride to work than walk?" -Yeah
"It'd be nice to have your own ride to work, right?" -Yeah
"You'd probably save a lot of time if you had your own ride, wouldn't you?" -Yeah
My favorite sales tips came from Tom Hopkins "How To Master The Art Of Selling Anything."
I haven't had to sell anything for a while, but I used to read and listen to his stuff constantly when I did and I always did well. When you use some of his techniques, it's very fun because you already know exactly where the conversation is heading and it's like mind control.
My roommate and I used to joke with it, like, "you'd rather clean up this mess than make me do it. WOULDN'T YOU?" But it's a very effective selling strategy.
