Selling Websites

5 years ago

Originally Posted by John Marshall

I am thinking about telephoning possible prospects in order to arrange a meeting so I can make a sale presentation to sell websites. I'd be grateful for some help as I don't know how to go about this.

What sort of prospects have you found best to sell to?

How do you make the initial approach when you call them? What do you say?

I appreciate your experience and thoughts about this.

I am a developer and I have sold websites
here and there but I have never setup a local
agency to sell websites. You are on the right
track because you can make bank from the
recurring hosting/maintenance fees.

I would not use your approach of cold calling
people or making in person presentations
because you will be wasting your time trying
to convince people to buy from you, but that
is up to you.

First thing you need to have a state-of-the-art
website. There you can have sample pages of
what you will setup for your clients. You decide
on your clientele and the services pertaining to
their industry that you will offer.

Then advertise, on a continuing basis, in your
city magazine or newspaper. Offer introductory
low pricing and run special offers, bearing in
mind that your primary objective is to get
those recurring monthly fees.

I would advise you to find a book or guide that
provides step-by-step instructions for setting
up an agency so that you don't frustrate and
re-invent the wheel.

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savidge4

5 years ago

Originally Posted by Monetize

I am a developer and I have sold websites
here and there but I have never setup a local
agency to sell websites. You are on the right
track because you can make bank from the
recurring hosting/maintenance fees.

This for the most part is true... hosting fees ( I charge on the low end $50 a month, no change fees no maintenance fees, just a straight $50 )

Originally Posted by Monetize

I would not use your approach of cold calling
people or making in person presentations
because you will be wasting your time trying
to convince people to buy from you, but that
is up to you.

I have an "Agency" that tailors specifically to local business, and I will 100% disagree with this. I will get into this in a bit, but "convincing" anything is not selling.

Originally Posted by Monetize

First thing you need to have a state-of-the-art
website. There you can have sample pages of
what you will setup for your clients.

state-of-the-art? ehhh not really, cant say that mine is the most spectacular thing in the world. There are other aspects of my business I dont have a website for, and sell specifically using cold calling.

Originally Posted by Monetize

You decide on your clientele and the services pertaining to their industry that you will offer.

this is a trap and I will get into this

Originally Posted by Monetize

Then advertise, on a continuing basis, in your
city magazine or newspaper. Offer introductory
low pricing and run special offers,

do 20 somethings read newspapers? How about 30 somethings? 40 somethings? Its even to the point that I can ask if 50 somethings read newspapers. I can tellyou I do not run ads for my services in printed publications.

Originally Posted by Monetize

bearing in
mind that your primary objective is to get
those recurring monthly fees.

Do you know what the "average" lifetime of customer with a hosting program is? the answer is in the order of 1.5 years - under "normal" build it and maintain it type set ups. The question then becomes how do you make this longer... 3 years... 5 years... 20 years

Originally Posted by Monetize

I would advise you to find a book or guide that
provides step-by-step instructions for setting
up an agency so that you don't frustrate and
re-invent the wheel.

Incomebully.com is a GREAT resource. A member of this forum... not so active anymore... but his "the ultimate blueprint" is worth every penny.

So my approach to this is understanding what the marketing aspect of website developers looks like. Anyone that owns a "business" ( meaning registered and all of that ) will attest to the fact that developers call about daily. That SEO types call about daily. "Google" calls about daily. If this is what is "normal" practice.. how can you stand out from the rest?

You are a local business.. you are seeking to provide your services to local business', walking in and meeting these people face to face is standing out from the rest. read this: ( https://www.warriorforum.com/offline...l#post11556894 ) from that post and down. This outlines how I walk into a business and what it is I offer... in this thread I am speficaly speaking about selling SEO... but I use the exact same method for selling sites. Sites to those that dont have them, and SEO to those that do.

Now the whole pricing thing. I basically have 2 website types I sell. A business card site. the 5 W's and an H ( Who, What, Where, When, Why and How ) address, phone number hours of operation yada yada yada... in ANY market you should at a minimum get $600 for this - and THEN get $50 a month in hosting

The second site type is going to include funnels etc - I call them "Machines" that produce sales and leads. these for Me start in the $3000 range and only go up

In BOTH cases, I use the contribute app to set up the business on Google maps. I include the process of a Google My business listing. In setting up the site i also include setting up Google Analytics. Anytime someone calls the business from the Google listing "call" option, it is tracked. Anytime someone gets "Directions" to the location it is tracked. You can spit out monthly reports that says "According to Google data you got 25 phone calls and 8 people requested directions" What do you think this scenario does to Life of Customer?

1 customer a month compounded over time turns into serious money. after the first year of 1 new website a month you have $600 reoccurring + the $600 to build the site. after the second year its $1200 + $600,and the 3rd year its $1800 + $600. Build 2 sites a month and those numbers double $1200 the 1st, $2400, the 2nd and $3600 the 3rd.

Dont think all you need to do is "Advertise" THAT in world of website development is a path to failure. dont let them find you.. you need to find them.. and prove yourself, and your services. Read the other thread!

hope that helps!

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Monetize

5 years ago

Originally Posted by savidge4

state-of-the-art? ehhh not really, cant say that mine is the most spectacular thing in the world. There are other aspects of my business I dont have a website for, and sell specifically using cold calling.

Wait, what?

You sell websites without a proper website of your own.
How does that work, exactly?

Thank you for sharing your business model.
That is really interesting.

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savidge4

5 years ago

Originally Posted by Monetize

Wait, what?

You sell websites without a proper website of your own.
How does that work, exactly?

Thank you for sharing your business model.
That is really interesting.

No less than say 5 years ago... not sure that would have been a question you would have asked.

The reality is in a localized market... the website is nothing more than a tool to add validation or proof you are not a scam. Add in some case study type things of past clients and things get better.

As you have suggested with a sales mechanism of a site- We can do this, and this, and that, and ooh ahh flashy flashy and act now for our discount... which is more scammy sounding?

The idea is to instill trust in the process. You walk in, you add them with contribute, you leave a business card and you show back up a week later. RESULTS speak louder than words be it spoken or written on a website. In todays day and age you could do this with a facebook page vs a website and no one would think twice about it. Not so long ago... you wouldnt have had to have either, and to be honest I am not so sure that is not still true today.

Sales is a process, and the more steps you put in the process the more likely it is going to break down. Get in and prove what it is you can do and close the deal... no selling, DEMONSTRATING.

VS a sales funnel and join this news letter, and read these e-mails, and watch this video, and make this call, and do this, and do that, and jump hoop after hoop after hoop - My sales percentage per sales call over an amount of time is silly. We are not talking 10% silly... Im sitting right in at about 80% at this point.

If you went out and used the method in the other thread on say a Monday and visited 10 locations... i would bet that by Friday, you will have closed a deal. Imagine doing this every Monday.

So you go out on Monday and close the deal on Friday. Sat Sun, you work on fulfilment Monday you take time away from fulfillment and do 10 sales calls. Tues Wed fulfilment, and Thursday you deliver the previous week client the keys to their website. and Friday you start with your new client.

50 weeks a year - 50 clients $600 websites 30K the first year and thats just for the fulfilment part. Hosting comes in at a whopping 15K for the same year. Thats 45K the first year, and 75K the second and 105K the third. - LIFE CHANGING

And all you have to do is walk your silly little tail end in to a store and play with your phone? And I have seen it in person time and time again. I have read it here time and time again, and I have read it else where time and time again... uh uh uh I cant walk into a place of business can i e-mail them? can I call them?

I guess you can.. but the conversion percentage aint going to be no 1 in 10 let alone 8 in 10... its gong to take a LOT longer than say 2 hours a week to walk into 10 places of business. AND you are going to have to "Sell" vs DEMONSTRATE your ability.

And the more I think about this.. you dont need a website to do this

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Monetize

5 years ago

Originally Posted by savidge4

And the more I think about this.. you dont need a website to do this

You need to show people a website if that is what you are selling.
But you can do whatever you want.

As for myself, I am not inclined to do any sort of presentation, and
that is because I'm elderly and disabled and I'm not doing anything
strenuous. If it can't be done 100% online, it's not getting done.
I might talk on the phone for a minute, but that is all.

If you all want to run around town chasing leads, doing follow-ups,
and whatever else you do, have at it.

Anyway, I appreciate your critique of my comments, but everybody
in sales knows that men and women use different sales techniques.
And my techniques have been working for me just fine.

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savidge4

5 years ago

Originally Posted by Monetize

You need to show people a website if that is what you are selling.
But you can do whatever you want.

As for myself, I am not inclined to do any sort of presentation, and
that is because I'm elderly and disabled and I'm not doing anything
strenuous. If it can't be done 100% online, it's not getting done.
I might talk on the phone for a minute, but that is all.

If you all want to run around town chasing leads, doing follow-ups,
and whatever else you do, have at it.

Anyway, I appreciate your critique of my comments, but everybody
in sales knows that men and women use different sales techniques.
And my techniques have been working for me just fine.

No you dont actually... Your SELLING.. i dont SELL. I produce a result - they get listed on Google Maps ( hours photos etc ) I then say, Yes I can build a website for you, and we do this and this and this. in MY case at this point I can show them someone's ( close in proximities ) site I have already done, and set up a time to fill out a questionnaire and ask them to round up business card and logo jpg and whatever else they may have.

I would say 99% of the time I dont even show a website in this process. I DO NOT have a web address on my business cards. Websites have this nasty habit of adding steps to the process. UNLESS it is a internet initiated transaction. A cold call or a face to face call IS NOT a internet initiated transaction - and sending this type of interaction to a internet based sales page creates friction in the sale.

Yes everyone has different methods that work for THEM... of course. I cold call under certain circumstances, I sell via the internet, and I do face to face selling more than I probably should. BUT the reality is face to face is hands down the most effective method of selling when you can introduce the element of "Results".

For ME.. when all else fails, and the situation is suited for it, i will hop my happy little tail end on a plane, and I will meet a potential client in person. There was a time a year and a half ago that I was making straight up cold calls to Doctors in States in the west and midwest. would literally hop off the plane rent a car and cold call until I got an in and went from there and would be back on a plane that afternoon to get home. ( I would bribe the gatekeeper with lunch for the staff if I could get in to see the doc at lunch time )

It works.. it closes deals. Read any number of Claudes posts... face to face.. calling is to set the appointment to get the face to face.

In todays world, you simply stand out from the crowd by doing this. Everyone else is to scared to do it - what if they reject me? boo hoo... Colonel Sanders said it best "One less no to a yes"

I guess its not for everyone... based on the friction even bringing it up, its not for the majority... but it should be.

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Monetize

5 years ago

What is your point to all of this and how do
your dissertations about my comments help
the OP? If I ever need your advice about
anything I will start a thread. Thank you.

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savidge4

5 years ago

Originally Posted by Monetize

What is your point to all of this and how do
your dissertations about my comments help
the OP? If I ever need your advice about
anything I will start a thread. Thank you.

How does it help the OP? you were leading him down what is in general ( more often than not ) a losing course of action. Build a website and business will come is just not how selling websites to a local market works. I have specialized in LOCAL for many many years. Working with local clientele is simply easier. Sorry I got your panties in a wad, but from my perspective it was old school bad advice.

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max5ty

5 years ago

Originally Posted by Monetize

What is your point to all of this and how do
your dissertations about my comments help
the OP? If I ever need your advice about
anything I will start a thread. Thank you.

I think savidge4 gave some very good advice.

I've noticed that when giving advice there's usually a couple different ways people take it...

Some, are happy with the income they're making and don't want to go further because it's out of their comfort zone...

others, take the advice as learning and see new opportunities.

You say you're unable to do calls door to door with local businesses. I can understand that. But, I also believe you'd be further ahead if you hired someone to do that for you.

If you hired a salesman or two, you'd get more out of it than relying on email.

I can tell you that cold email is not the way to get a small business owner's attention.

Imagine where you could be a month from now if you hired someone to go business to business and drum up business?

It can be done. I have a woman in my think tank that did just that and now has all the work she can handle

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max5ty

5 years ago

Originally Posted by savidge4

No less than say 5 years ago... not sure that would have been a question you would have asked.

The reality is in a localized market... the website is nothing more than a tool to add validation or proof you are not a scam. Add in some case study type things of past clients and things get better.

As you have suggested with a sales mechanism of a site- We can do this, and this, and that, and ooh ahh flashy flashy and act now for our discount... which is more scammy sounding?

The idea is to instill trust in the process. You walk in, you add them with contribute, you leave a business card and you show back up a week later. RESULTS speak louder than words be it spoken or written on a website. In todays day and age you could do this with a facebook page vs a website and no one would think twice about it. Not so long ago... you wouldnt have had to have either, and to be honest I am not so sure that is not still true today.

Sales is a process, and the more steps you put in the process the more likely it is going to break down. Get in and prove what it is you can do and close the deal... no selling, DEMONSTRATING.

VS a sales funnel and join this news letter, and read these e-mails, and watch this video, and make this call, and do this, and do that, and jump hoop after hoop after hoop - My sales percentage per sales call over an amount of time is silly. We are not talking 10% silly... Im sitting right in at about 80% at this point.

If you went out and used the method in the other thread on say a Monday and visited 10 locations... i would bet that by Friday, you will have closed a deal. Imagine doing this every Monday.

So you go out on Monday and close the deal on Friday. Sat Sun, you work on fulfilment Monday you take time away from fulfillment and do 10 sales calls. Tues Wed fulfilment, and Thursday you deliver the previous week client the keys to their website. and Friday you start with your new client.

50 weeks a year - 50 clients $600 websites 30K the first year and thats just for the fulfilment part. Hosting comes in at a whopping 15K for the same year. Thats 45K the first year, and 75K the second and 105K the third. - LIFE CHANGING

And all you have to do is walk your silly little tail end in to a store and play with your phone? And I have seen it in person time and time again. I have read it here time and time again, and I have read it else where time and time again... uh uh uh I cant walk into a place of business can i e-mail them? can I call them?

I guess you can.. but the conversion percentage aint going to be no 1 in 10 let alone 8 in 10... its gong to take a LOT longer than say 2 hours a week to walk into 10 places of business. AND you are going to have to "Sell" vs DEMONSTRATE your ability.

And the more I think about this.. you dont need a website to do this

Honestly, you're probably one of the smartest people on here when it comes to local marketing.

You've always got a ton of good stuff.

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animal44

5 years ago

Originally Posted by John Marshall

I am thinking about telephoning possible prospects in order to arrange a meeting so I can make a sale presentation to sell websites. I'd be grateful for some help as I don't know how to go about this.

What sort of prospects have you found best to sell to?

How do you make the initial approach when you call them? What do you say?

I appreciate your experience and thoughts about this.

As stated previously, what makes you stand out from the other gazillion people doing the same thing?

Forget cold calling - you'll end up a busy fool. An endorsed offer to a list will get you more clients than you can handle in no time. e.g. your Accountant or other B2B business. Failing that (Accountants can be funny about endorsements) how about CofC. Or a trade association.

For offers, think in terms of 2 for 1 rather than discounts. In other words, add something on rather than discounting. e.g. "I'd like to buy you this extra worth $x when you buy my website. Here's why". Or give them a mystery, "I'll tell you why when we meet." Reason why is important, but doesn't have to be complicated.

It could be a special offer "just for customers of..." or "members of..." Important not to offer this publicly, as in an Ad.

Ewan listed an offer a while back that would likely get some bites. Though you should always come up with something unique to yourself. Cut and paste is never a good long term strategy.

That's my quick contribution... Have a nice day...

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Matthew North

5 years ago

Originally Posted by animal44

As stated previously, what makes you stand out from the other gazillion people doing the same thing?

Forget cold calling - you'll end up a busy fool. An endorsed offer to a list will get you more clients than you can handle in no time. e.g. your Accountant or other B2B business. Failing that (Accountants can be funny about endorsements) how about CofC. Or a trade association.

For offers, think in terms of 2 for 1 rather than discounts. In other words, add something on rather than discounting. e.g. "I'd like to buy you this extra worth when you buy my website. Here's why". Or give them a mystery, "I'll tell you why when we meet." Reason why is important, but doesn't have to be complicated.

It could be a special offer "just for customers of..." or "members of..." Important not to offer this publicly, as in an Ad.

Ewan listed an offer a while back that would likely get some bites. Though you should always come up with something unique to yourself. Cut and paste is never a good long term strategy.

That's my quick contribution... Have a nice day...

This is great advice for someone established and with a network and can actually do the things you've outlined in your post.

Anyone can pick up the phone and hunt for someone looking to buy. Is it the best use of your time? It depends. Do you have the money to spend on ads and the commitment to learn inbound marketing? Go for it. But if you're treading water what you need is more sales, and as Claude has said previously, phoning people is the fastest but also the most uphill way of getting them.

And here's the answer to your question of how to stand out.. you tell them a story, not a pitch, but a story framed as a case study with a relatable narrative from beginning to end. A before and after using an indirect competitor works best. Can you do that?

Now to address OP:

Through making enough calls you'll simply run into people looking to buy anyway even if you're a complete newbie. Ask why they haven't gotten around to doing it yet. See if they care. Mention it's a way of getting them more high value customers. Break down their CLTV over the phone of how much a customer is worth to them and compare it to the $4000 or so price of a new website. That's how you sell the value as an investment

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John Marshall

5 years ago

Thank you for all of your contributions. It has got me thinking about a few things

One thing that I would like to know is how can I find businesses which do not have a website?

The other is how can I find businesses which are just setting up and need a website?

Ideas on how to go about this would be highly appreciated.

-- John

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Monetize

5 years ago

Originally Posted by John Marshall

One thing that I would like to know is how can I find businesses which do not have a website?

The other is how can I find businesses which are just setting up and need a website?

Ideas on how to go about this would be highly appreciated.

-- John

You would check wherever new businesses register for
licenses/permits, in my city that is the courthouse and
the information is public. You can also check various
business directories.

It is hard to know who has a website, that is one of the
reasons I suggested placing ads. But if you are going
to telephone people, that would be the first question
you should ask.

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savidge4

5 years ago

Originally Posted by John Marshall

Thank you for all of your contributions. It has got me thinking about a few things

One thing that I would like to know is how can I find businesses which do not have a website?

The other is how can I find businesses which are just setting up and need a website?

Ideas on how to go about this would be highly appreciated.

-- John

The wonder of the contribute APP approach is part of the data you would enter with the "Free" listing would be the web address

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Monetize

5 years ago

Originally Posted by John Marshall

I appreciate your experience and thoughts about this.

Another thing that you could offer your clients
is a domain name for their website. It could be
sold as part of their website package or sold
as an additional separate item.

I would register the name before offering it to
them. The domain name should be catchy
enough to close the sale yet generic enough
to be offered to the next potential client in
case the current one doesn't jump on it.

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John Marshall 5 years ago

Thank you, Monetize. I'm giving things a go today. I'll let people know how I get on...
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sdentrepreneur

5 years ago

Telemarketing websites sounds depressing.
Offer people free website analysis and then use Hubspot website grader to upsell your services. https://website.grader.com/
Bid low....then make the money back on a monthly marketing service.

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