1. This site uses cookies. By continuing to use this site, you are agreeing to our use of cookies. Learn More.

[WEB DESIGN] How to deal with this business owner's excuse?

Discussion in 'Offline Marketing' started by nigga99, Sep 2, 2015.

  1. nigga99

    nigga99 Newbie

    Joined:
    Jun 14, 2015
    Messages:
    38
    Likes Received:
    1
    Occupation:
    https://www.fiverr.com/frogmedia
    Basically a lot of business around my area own just a facebook page,so when i call (i'm not cold calling because i send them a direct mail with a mockup of their future website) they usually tell me that they don't need a website because they are fine with their fb's page. Also considering the reviews system of fb they are doing good.
    Now what i use to tell is something about branding : They can't create brand awareness in the customer if they only have a fb page because every single fb page look the same,so they should invest in website to brand themselves online.
    Most of the time the business owner don't even know what i'm talking about and thats another lost oppurtunity.

    What can i say to justify in their mind the cost of website when they are fine with a facebook's page?
     
  2. Kokander101

    Kokander101 Junior Member

    Joined:
    Aug 2, 2015
    Messages:
    101
    Likes Received:
    26
    Location:
    The holy land
    You can rank their website using SEO. First page on Google with the right KW and the right website can skyrocket their business...
    they just can't do the same thing using only FB.

    show them some use cases and case studies with ROI of your recent clients... That may do the trick.
     
  3. Sherbert Hoover

    Sherbert Hoover Jr. Executive VIP Jr. VIP

    Joined:
    Dec 26, 2010
    Messages:
    995
    Likes Received:
    7,987
    Occupation:
    ORM - Branding - Content
    Location:
    United States
    Home Page:
    Let's use an example.

    Say I'm targeting businesses in the Ocala, Florida area. Let's go with lawyers. I'd personally create a complete social and web schema for a fictional law office in Ocala. I'd rent out a UPS box and send the address verification for local citations there. I'd connect a Google Voice number and use that for the "company" number.

    I'd do everything that is talked about in CCarter's Big Brand Checklist on WickedFire. Google it, open the archived version, read. Make it look as real as possible. Get them in Google Local, the Yellow Pages, all that fun stuff. Get their website and social media accounts ranking for these search terms. If you get calls, make a note of them. Same with messages and emails.

    Then, after I've overtaken some of the top spots for "Ocala Lawyers", I'd start reaching out to law offices, stating that you were able to overtake their search positions with a fictitious business, and you can do the same and more for them.

    I've used this method to get a client who was resistant at first. Prove your worth. Get creative. Get off BHW and put the work in. Worst case you've got a site and social schema and can sell off your leads to an interested party, and sell ad space on your site. Best case you wrangled in some clients.
     
  4. nigga99

    nigga99 Newbie

    Joined:
    Jun 14, 2015
    Messages:
    38
    Likes Received:
    1
    Occupation:
    https://www.fiverr.com/frogmedia
    Good idea,thank you.

    It's way more profitable and fast just to create a directory and sell ad space.
    It's a lot of work to trying to get a client even if the cr must be high...
     
  5. ChanzGrande

    ChanzGrande Elite Member

    Joined:
    Feb 16, 2008
    Messages:
    2,484
    Likes Received:
    1,172
    Occupation:
    Accountant
    Location:
    Northern Woods Counting Money
    Look this can be an easy turn-around a lot of times. Facebook is nice, but unless the marketer is actively engaged in a concerted effort to acquire new customers that way, then all they really have is a door to their establishment ... and no way to push people towards the door. When you are not advertising on facebook in a manner to acquire new customers then having a facebook page is only effective to the point that people either LOOK for you, or their friends tell them about you. Sure this kind of business is always good, but it is not going to pull traffic. It isn't going to rank for local high value keywords related to the niche.

    It is effectively the equivalent of having no real online presence. People need to think about their online efforts in a more traditional sense. If your facebook page, or website isn't drawing in new customers - then what added value does it bring to your business. It's like a sign with no way to tell people to look at the sign. The only people who find your business this way are people who would have found it anyway. These businesspeople are earning NO additional business as a result of having a facebook page - particularly when they don't advertise, or know how to setup an effective keyword-targeting social campaigns.

    Code:
    "I understand you believe you are doing OK with only having a facebook page. A lot of our previous customers felt the same exact way. But, once we loaded up the system and got it firing on all cylinders for them, what they realized is:
    
    1. Our websites create the perfect online presence to maximize the value of their existing facebook page, or other social networks and profiles.
    2. Having a website in addition to a facebook page really opens the door for new business. These businesses never realized how many MORE customers could be generated with a concerted effort to have the RIGHT presence online.
    
    The bottom line in all businesses is always dollars and cents. Let us help you pump up your online presence and capture more prospective customers than you ever imagined possible."
    Then close them. Please keep in mind there is a structure to overcoming objections, and the most important thing is to acknowledge their sentiments. This will open them up to be more responsive to the logic of your impending rebuttal. Ex ... I understand how you feel, We have heard that from other customers before, I know what you are saying, I can see how you feel about XYZ, etc....

    If you are having less success than you expect to overcoming this specific objection - it's likely in your head, or the head of whoever does your calling. You won't believe this until you try it, but ... have your rep do the following for at least 20 calls ...

    1. Breathe and relax.
    2. Say at the start of the call(in your head or out loud as long as phone is muted) ... "I will make this sale."
    3. See the person grabbing their credit card and giving you the numbers in your mind.
    4. DO NOT make a single mistake with the following format for overcoming objections: Agree, Isolate(if needed to get to the real objection), Rebut, Close.
    This is the most well established method to overcome objections, and sticking to the formula and having good expectations causes people to enjoy success.

    Finally, overcoming objections is much more of an art than a science, but the formula given above works so it should be embraced. And it should be practiced. You can do it in a mirror ... just smile and Agree, Isolate, Rebut, Close. The most important steps are AGREE, and CLOSE. Failure to do either of these things consistently will result in less than stellar results. The agree statement takes the edge off and makes your prospect more in tune with your impending logical sales argument, and people rarely buy anything until you CLOSE(ask them to buy).

    Good luck!

    P.S. Ten years of experience in direct response call centers as a sales manager/trainer. The model above works for objections and always has, so give it a go.
     
    • Thanks Thanks x 6
    Last edited: Sep 2, 2015
  6. Not Ste Hughes

    Not Ste Hughes BANNED BANNED

    Joined:
    Jun 11, 2015
    Messages:
    243
    Likes Received:
    580
    These type of clients who don't understand web design are idiots and they are not worth the effort they are worth in my experience (7 years freelancing/agency work).

    But... the way to sell them is on leads. Explain to them facebook pages are used to let current customers who already know they exist connect and keep up to date with their favourite brands and businesses. Websites are developed to bring in new customers, through search. Explain both types of marketing do work, but they do completely different jobs and they can complement each other very nicely.

    Really push that their new website will bring in new customers, while facebook does not do this. No one searches facebook for a nearby sandwhich shop or whatever, they go on google and their facebook page will not appear on google.
     
  7. Not Ste Hughes

    Not Ste Hughes BANNED BANNED

    Joined:
    Jun 11, 2015
    Messages:
    243
    Likes Received:
    580
    Why the fuck did I write a useful post to someone who has "nigga" in their username?
     
    • Thanks Thanks x 3
  8. nigga99

    nigga99 Newbie

    Joined:
    Jun 14, 2015
    Messages:
    38
    Likes Received:
    1
    Occupation:
    https://www.fiverr.com/frogmedia
    This post is gold and i am sure it will help lot of guys here,thank you for sharing yours experience.

    It's funny because this acc is my alt and today i founded it already logged and i'm too lazy to switch, btw thank you for your useful post :)
     
  9. Not Ste Hughes

    Not Ste Hughes BANNED BANNED

    Joined:
    Jun 11, 2015
    Messages:
    243
    Likes Received:
    580
    So you have two accounts?

    INB4BAN
     
    • Thanks Thanks x 1
  10. King_James

    King_James Regular Member

    Joined:
    Jun 21, 2013
    Messages:
    212
    Likes Received:
    111
    Location:
    Europe
    Seems like you are a newbie..

    90% of objections are automatic, they don't even mean it. Just think about it, it ever happened to you that a telemarketer called you/a salesman approached you and you already had an excuse ready?
    Business owners get 100x times more people that are trying to sell something to them than an average person does. So this 'automatic objection' is really installed firm in their brains, it's like breathing, they don't even do it consciously.

    Just ignore it, because he may not mean it. But don't attack it, you're better than that; let it fly out. Remember to use great questions so you don't get Yes/No answers.

    What I mean by don't attack it? Well, hear them out instead of doing the talking yourself. Just sincerely listen to them and they may just answer the objection on their own; ever noticed how when a person is upset and you just shut up, they run out of steam? Aka, they answer their objection by themselves.

    If ignoring it and shutting up doesn't work, you do this:

    1. Put the objection back in their pockets with a question, so they have to defend and explain their own objection. 'It cost too much?' In trying to explain their own objections, chances are they will take themselves out of it.

    2. Ask questions. Get more information. ‘I know you have reasons for saying that. Do you mind if I ask what they are? Listen carefully. You have the power to close if you know the reasons!

    3. Close! ‘If we could handle that, would you want to go ahead?'


    This is just one of the ways you can handle objections. Learn sales before you start selling, and you will find out. You can't go fighting in the arena if you don't know how to use a sword, can you?

    Just remember one thing. Objections are one of your greatest assets. When someone gives you an objection, you should be in celebration! The prospect is just asking for more information, they are an opportunity to know what's really going on in the prospect's mind.

    Also, the best salespeople handle objections up-front, they pre-frame them and even brag about it in advance. They kill the monster while it's little. Steve Jobs used to brag about Apple's prices, because that's what set them apart.

    Good luck!
     
  11. nigga99

    nigga99 Newbie

    Joined:
    Jun 14, 2015
    Messages:
    38
    Likes Received:
    1
    Occupation:
    https://www.fiverr.com/frogmedia
    I've called a prospect 30 mins ago he said that the site is useless because they only work with local customers and the facebook page is enough for them. I've explained that a fb page cannot bring new costumers and he said that they are fine with their local customers.
    The city where this business is small and no touristic (during the summer they are not open at all), he then told me that they used to have a website a was a waste of time to keep it updated, they didn't even have a tripadvisor's page.
    Small city's business are the harder to convert.
    I want to know how do you guys would have managed this kind of objections.