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How to Approach Local Businesses

Discussion in 'Making Money' started by daja29, May 26, 2010.

  1. daja29

    daja29 Junior Member

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    I have a service that I want to offer local businesses. I tried cold calling and to my surprise, a lot of people were not interested. I have a feeling that the way i approached them lead them to think that I was just any old telemarketer and not legit.


    How would you suggest going about this?

    Even if you could put in a fake convo that would be great so i can understand

    thanks alot!
     
  2. MisterGemini

    MisterGemini Senior Member

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    What is the service? It has a great impact on what form of marketing would be effective.
     
  3. Risky Business

    Risky Business Junior Member

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    1. Make a 2-3 page presentation of features and benefits and why they should do it. (including a cover letter of the title, company logo, etc)
    2. Walk in and get a decision makers card or contact - get contact info first
    3. Try to meet in person and ask them questions of what they need to succeed before pitching anything
    4. Start to lean into your service, explain why you can solve those problems and how it will increase efficiency or whatever it is meant to do
    5. Ask them if you can speak to them over the phone and schedule a follow up (unless its a on site sale sort of thing)
    6. Go back, send an email thanking them for talking to you - attach presentation doc (pdf) and tell them you are willing to adjust to there needs (seems like you are doing a specialty service)
    7. Wait a few days and like a first date see if they contact you...3-4 days later follow up with a phone call and ask for a meeting again.
    8. Meet and ask for feedback, tell them how you can adjust to do that and close the deal


    Now if this is for $20 it may not be worth it.
     
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  4. daja29

    daja29 Junior Member

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    say web design, or web optimization, seo type services
     
  5. funky_c

    funky_c Newbie

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    1) Research in advance and ask for the person you're looking for by name
    2) Follow the sales funnel of a pitch (Attention, Interest, Details, Action)
    3) Cold call should start with attention and interest, then leave them hanging by saying "i know you're busy, how about I swing by in person at %date%%time% to discuss the details on how I think we can make this work for you.
    4) Details is the meeting time/date, Action is pushing for a followup.
     
  6. MisterGemini

    MisterGemini Senior Member

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    Well web design and seo services don't go hand in hand. You are either offering one or the other.

    I mean this from a packaging perspective. You come in guns blazing about everything under the sun that is about the online world, and these local businesses get confused real fast. Go in there with one intention only. It's either, they need a website, they can trust you with that. Or they need search rankings, and they can trust you for that. After you closed and developed a relationship, you can start to talk about everything else. If you come in though as the amazing Swiss Army Knife of Online Presence for Business, they will just get lost in all the widgets and how they apply to their business.

    So remember.. one target.. point aim shoot win.

    First, I would identify your target market. Who in your locale needs a website, who is willing to pay for it, what are the benefits? These are just some starter questions to help in targeting the market.

    I can tell you that if you design packages specifically for say, Chiropractors, that you are the web design/seo go to guy for Chiropractors, then your chances of getting through to them will go up 300%. If you want to be the everything to everybody guy, well, expect more of the same results you have seen thus far.

    So first start by identifying who you are marketing these services too.

    Next find the ones that have websites that suck really bad. It is very likely they are not happy with it either. Put together a short proposal presentation to email to them outlining all the issues you identified with their site, what they are missing out on because they don't have you, and tell them you will be calling them in the next few days for a followup. You will either get a reply thanking you, or they will await your call.

    Call a few days later, preferably at the best time of day when they won't be busy (this depends on the target you identify), and let the office manager/gate keeper know Dr. SoandSo is expecting your call. Thank them, and set up a time where you can meet in person to go over what you sent. You are in, now close the deal. Total cost: maybe 15 minutes of your time looking at what they are doing, adding their stuff to your presentation and emailing it to them.

    Make sure you get their permission to use them as case studies, because then you will be able to use that to get into the other offices.

    Alternatively, you can search them out on facebook and try and become friends with all their friends and then friend them and send a message :)

    These are just some basics. Really can't get into a lot of detail without a more specific target both as a business offering, and the businesses it serves. Hopefully though this gives you some ideas to start off.
     
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    Last edited: May 26, 2010
  7. selfxemployed

    selfxemployed Registered Member

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    some nice tips in this thread, thanks fellas. i would say try to look professional as possible, let them know your about your business.
     
  8. daja29

    daja29 Junior Member

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    ok so maybe this will helpl target some answers.

    This is a a mock convo that I would typically have:

    m= Me c= client o-owner

    m- hi my name is mike form [company] can i speak to the manager/owner?
    c-ok hold on

    o-hello?
    m- hi my name is mike form [company]. We are creating free websites for businesses in [town] for our pre-summer special. Is this something you would be interested in?
    o-um no sorry, please dont call agian..

    that happens id say 4/5 times and the other 1 would be receptive. I am just trying to see how i can tweak the convo to help gain more attention.
     
  9. nj1485

    nj1485 Registered Member

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    When cold calling it's best to get to the point right away. Make benefit statements in order to generate interest in what you have to offer.

    Before saying which company you are calling from tell them how they can benefit from using your serevice. Ask strong questions that are difficult to say no to.

    EG: "Are you interseted in getting 20 to 30 leads to youe website each week?", "Would this increase revenue for you?"

    OR "Mr Business Owner, we have implemented a lead generating strategy for companies in your market/industry, which has increased their revenues 20-30 percent.Would this strategy benefit you also?"

    Keep in mind that some idiots will say they are not interested in making more money, so you do not want to work with these people anyway. Cold calling is a numbers game so keep going and always try again.
     
  10. shadowman

    shadowman Registered Member

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  11. unknown00

    unknown00 Regular Member

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    switch up your approach and keep trying.... just recently i was thinking about making a local website for my town.. and offer to goto each for picture taking and posting on the website.. it would be the towns local directory, fully updated....
     
  12. grafxextreme

    grafxextreme Regular Member

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    This really depends upon what kind of business you're approaching. Are you talking small business owners or mid-size businesses? Are you talking retailers, professionals or service companies?

    In all cases, none of them are interested in SEO, Facebook, Video Marketing or any other nonsense. Chances are really good that they have no clue what you're talking about. Even if you're offering free websites you still haven't told them how that would help them.

    The best way to approach small business owners is by offering them what they want rather than what you want to sell them.

    "You never have to sell someone something they want"

    Approach the small business owner by asking them what their biggest problem are in regards to ....? Then ask them why these are problems? What solutions are they seeking? What is their budget for the solutions they're looking for?

    Angle the questions towards whatever you're trying to sell. Then once you've completed this part, explain to them it will take you ten days to come up with a proposal for them and get an appointment with them for the follow up.

    You're now on your way...

    Forget what the gurus are trying to tell you. They've never been in the field and had to try to build a business like this without connections. This is basically what I teach displaced executives who are in my Inter program.

    Don't over complicate or over think -- just DO!
     
  13. savvypro

    savvypro Regular Member

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    The old Bettger method of sales.