Website + City = No Thanks?

It sounds and reads like you have a really profitable proposition for the people you are happy to call however each minute they spend talking to you about what they will perceive as spending money on your services, is interpreted as time away from making money for themselves or their business.

If I were you I'd make sure your customer proposition is water tight and you have clearly thought through all your "objection handling". Brainstorm (in the shoes of the business owner) all the areas they will object to in first 15-20 secs ( or longer) of your phone pitch, then prepare a response that keeps them warm. When I get calls I hate waffle and techy speak - I want to know whats in it for me to even concentrate on listening to you any longer and I want to know what that is really quickly or I run out of patience.

Also what is your USP..what makes you so different from what they can read about on the internet or other cold callers they get. Offer them a freebie - one hours free consultation or free trial to prove your techniques work or whatever works for you. Business owners love freebies as long as they dont lack quality and are of use to them.

You sound very knoweldgeable and confident in what you can do for the client so make sure this comes across but in a way that is not off-putting. Are you sure the phone as first contact is best. I use both phone, email, brochure and online as well as flyers and find that getting in a clients face too quickly when they know too little about you can be very offputting and keep doors closed.

Keep your offering simple, and easy to digest with clear tangible results.
I wish you every success. If you need a hand on the objection handling let me know.

I've learnt that zero tech speak is important. In fact, avoid using the word "website" if possible. I've found that the moment I say "website" the people on the other end immediately assume I'm some lame web design company offering services they don't need.

Of course, you'll have to eventually tell them how you're getting them the business so you can explain how it works later but not at the start.

Focus on the direct benefits they will get. Let's say you are getting about 1000 visitors to your plumber site monthly. Don't say it in that way to the prospect. Tell them they are plumbing leads or verified prospects instead. Use terms they can understand and relate to. Translate that visitor number into potential cash value if possible.

Be short to the point and ask positive questions that almost guarantee a "Yes". E.g. Would you be interested in getting more clients?

Contractors and especially plumbers are some of the worst clients to have.

They think theyre entrepreneurs but they dont understand the concept of leverage. They just want to do everything themselves and keep every penny regardless of whether or not the ROI is worth it.

The best way to approach these idiots is to say:
"I can get you work. How much percentage are you willing to pay me per job you get?"

Just curious, but is your plumber site actually getting any visitors? If so, how many?

I have used postcards to promote this exact type of service with great results. I tried via the phone but never really got it to work.

I would talk to the owner and paint a mental picture in their mind. such as: "Can you imagine going to your favorite restaurant for a week and enjoying the best food on the menu and not paying a dime in advance. How great would it be to enjoy all that food for a solid week and you pay only if you like the food. What a great idea, see it, enjoy it and pay only if you see the value. Sir that's what I'm offering you now. Try my service for 1 week to see how many more times I can make your phone ring, to see how many more appointments you'll make. The appointments if handled correctly will obviously turn into more sales, which of course means more money in your pocket. After the week I'm sure you'll want to keep the service and very likely, expand the service. I have several business owners, just like you that love this service and I have the testimonials to prove my claims. I would like to take a few minutes of your time to show you how I can have a positive impact on your business. How about Monday 10am, does that work for you?"

Not very techie, but a pitch I have used to good effect, for my offline business. Most business only care about the bottom line and how you can help them improve it. Strong testimonials from other business owners will help you get in the door, but only a great product or service will keep you there. Hope this helps.