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Fastlane Building an online web development business(Sales calls included)

Discussion in 'Lessons from Success/Failure' started by Valsore, Feb 17, 2017.

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  1. Valsore
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    Valsore New Contributor

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    Hey Guys

    I've been lurking on this forum a long time, but finally decided to start engaging. I found a partner who does web development in Germany. We partnered up and I will be getting new clients in the UK, whereas he will develop the websites.

    I started calling over the last 2 weeks. Here is a recording of a sales call where the guy was not interested immediately. I was wondering if anybody has any feedback, should I go into my pitch directly or is it ok what I did here? For some context, the package I am talking about actually has a link to a recording that I made analyzing the leads website and telling him how he can improve it. However her didn't even look at it.
     

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  2. SOMRAJ DUTTA
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    SOMRAJ DUTTA PARKED

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    first do segmentation of your target market and then pitch. so imagine if you were a client to your company what would you be typically interested in? Start from there and then start pitching to the targetted clientele list. You would be get a better response. Also work on your Objection list. Learn from every call and document mistakes. Rest the law of averages will start working for you! All the best!
     
  3. Valsore
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    Valsore New Contributor

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    What's the objection to "I'm not interested."?
     
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  4. csalvato
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    csalvato Platinum Contributor Read Millionaire Fastlane Speedway Pass Summit Attendee

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    "Have a good day."

    They aren't qualified.

    On to the next lead.
     
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  5. johnp
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    johnp Gold Contributor Read Millionaire Fastlane FASTLANE INSIDER Speedway Pass

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    haha you are so right. Reminds me of a recent experience I had...

    I was sitting in on a call with a sales guy for a pretty well known SaaS. Call was scheduled for 60 minutes. Within 10 minutes he qualified us as not interested and literally said, "I have more qualified people to speak to. I have to go. I'll follow-up through email. Good-bye."

    I sat with the other guy in the room in complete shock. I then looked the sales guy up. #1 in the company. Has won awards.

    @Valsore

    The bottom line is this:

    There are tactics and there are the fundamentals. You can get all of the tactical advice about how to convert that guy. But at the end of the day, I'd start with the fundamentals -- Qualify and move on. If you are worried about converting everyone then maybe you are in the wrong industry or your market sucks and you need to find a new one.
     
  6. Andy Black
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    Andy Black Any colour, as long as it's red. Staff Member Read Millionaire Fastlane FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR

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    Great story @johnp, thanks for sharing that.

    Sales is a screening process.

    You're trying to find out asap whether the other person sees the value or the cost in what you do.

    If they don't see the value, do what @csalvato says and politely move on.

    There's someone up the road who will bite your hand off and be a pleasure to work with - because they will see the value in what you have to offer, and not just the cost.

    What would happen if you didn't try to convince people who don't want what you're selling, and kept moving on till you found someone who is already interested?
     
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  7. Valsore
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    Valsore New Contributor

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    Thanks for the replies guys. Yea you're right I should be doing a better job at targeting. Right now I am sending packages by post from Germany to prospects in the UK. In the packages I have a short letter pointing them to a link on which I am hosting a video of how they can improve their website. I believe that it's a powerful way to get their attention, however it costs almost 7 euros to send each package and it takes time time to make the video and send the package. Too much time and money only to have them not even open the package. Then when I call them it's just like a regular phone call haha.

    Yesterday I read this article: https://growandconvert.com/marketing/grow-digital-agency . I think I saw it on the facebook group by @Fox about starting your own web development business. (By the way check out his thread, a lot of value there)

    It's actually pretty good value, I recommend it. The guy from KlientBoost is running a multi-million dollar agency, and he's sharing how he got his first few clients from nothing, by sending a lot of personalized value giving e-mails. I decided to use that approach as well, as it can still be personalized however it won't cost me 7 euros every time I want to contact a prospect.

    I am using the template he outlined in the article, and this is an example of one email I sent yesterday. It's giving value directly by showing the prospect how they can improve their marketing and it has a bit of humor to differentiate me from all the other cold emails.

    "Hey Richard

    I’ve noticed your page, I think you're doing an awesome job. Here’s how you could make it even better.


    1. Right now you’re paying for ads on google, so in effect you’re paying for every click leading a visitor to your website, but you are shooting yourself in the foot by how your page is designed to get them to contact you. If you have a multi-step landing page, the percentage of visitors that visit your page and become clients will go up.

    [​IMG]


    2) Having testimonials clearly visible at the top of your page will also increase your conversion rate. With other law firm recently it was found to increase conversions by 13%.


    [​IMG]

    I actually have a PDF of some ways a law landing page can be optimized. Let me know if you’re interested, I can send it to you.


    [​IMG]




    Thanks,

    Eroslav"

    I am open to critiques about what can be improved in this email.
     
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  8. Fox
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    Fox Legendary Contributor Read Millionaire Fastlane FASTLANE INSIDER Speedway Pass LEGENDARY CONTRIBUTOR

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    Welcome to the forum and I am glad you like the FB group. I had a read through that article before and it is really good. One thing I will say is his use of those style of jokes is congruent with his personality and company. I would look at dropping them or switching them to something some in style with your own personality. High value emails are a great way to go and I think one of the best ROI activities for finding new web clients. Make sure to follow up with a call a few days later too.

    Keep us posted.
     
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  9. Valsore
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    Valsore New Contributor

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    Thanks man, I agree, I will personalize the email more to suit my personality. Will keep you guys posted:)
     
  10. Valsore
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    Valsore New Contributor

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    Hey guys, I made some follow up calls today. I got a few hangups but some of them were pretty nice.
    The big issue:
    What do you say when their website could be improved(and in 1 case the prospect said it could be improved), but they already have a firm working on it and they don't want to change it?

    Also, I am open to criticism of my opening pitch. You cant really hear in the recordings what the prospects are saying but you can hear me clearly.
     

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  11. policebaton
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    policebaton Contributor

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    Was kind of hard to hear the first call, if you have android try downloading an app called ACR which is an amazing free recorder. I record every single call I make to never forget details.
     
  12. SquatchMan
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    SquatchMan Silver Contributor Read Millionaire Fastlane I've Read UNSCRIPTED FASTLANE INSIDER Speedway Pass

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    You literally copied the email from the article. You even used "shooting yourself in the foot", the PDF with specific advice, and the stupid picture at the bottom (at least it was a different pic).

    You want critiques of an email, but you can't even go through the effort to create your own email.

    Come on man.

    Try something out and determine for yourself if it works or not. Stop trying to copy stuff from everyone else.

    You're the type of "entrepreneur" that I hate. You can't figure out anything for yourself, ask some questions online, and then just copy whatever sounds good.

    You know the biggest difference (besides bank balance) between your type of entrepreneur and people like Jonathan Dane (guy who's email template you stole)?

    When Jonathan Dane wonders what the best way to get clients is he tries everything and goes with what works best.
    When you wonder what the best way to get clients is you Google search, "Best way to get clients"
     
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  13. policebaton
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    policebaton Contributor

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    Ha love the harsh truths on here man!
    I know what it was like starting off in sales years ago... and then B2B sales was a whole 'nother thing to fucking take on. There are some nuances and rounding out you have to do. It'll be worth it in the end, but it's hard. That's why it's not a joe schmoe gig.. there's good money in it.

    If you ever have some really specific questions feel free to PM. I do advertising sales.