Prospecting advice please

by 37 replies
48
Hi Guys,

I wanted to know what some effective ways are of finding prospects that do not have a website?

Any tips and advice appreciated.

Tracy
#offline marketing #advice #prospecting #website
  • Call and ask. Fast and effective. This chicken "let me do research" nonsense is just another way of wasting time and avoiding the phone. You'd get much better and faster results if you would just bite the bullet.
    • [ 5 ] Thanks
    • [3] replies
    • Ditto.

      Or it might look like the approach of a 7 figure investment banker who wears Armani and drives a jaguar... They all start with a big stack of millioniares to cold call.

      Or maybe the Insurance salesperson who pounds $250,000 per year out of a phone and a desk and lives in a million dollar home.
      • [ 2 ] Thanks
      • [1] reply
    • Hi Jason,

      Yes, I understand what you are saying. I have heard many times that cold-calling is the most effective prospecting method. I fully intend to do that.

      Just so you understand, I am not asking the question I started the thread with because I am afraid of cold-calling, although, I will say that doing anything new always carries with it even a tiny bit of trepidation. I have worked in the education field for a number of years, and before that, in college housing, so I have the ability to not only talk to people in a way that gets results (even when they have been upset or downright pissed about a situation), but am frankly very good at building relationships. I have been sick, however, which has brought sleep problems. As such, my hours can be erratic and not conducive to calling businesses. I am up typing this now because I have not slept yet today, and am working on fumes. LOL I know, not helping the health thing any but be that as it may for the moment. So, while I definitely intend to cold-call, I am interested in other methods of prospecting at this point. I think you can see where I am coming from. I'll get there (cold-calling), Jason, but at the moment, other effective prospecting suggestions would be greatly appreciated

      Also, I thought at least making an attempt to see if the business already had a website would be a basic first pre-qualifier.





    • Kaniganj has given you the answer in post #2. It doesn't matter much if they have a website already. If you can't find it on Google's first page of results, they effectively don't have a website.
  • I am having a bit different opinion from Mr. Jason Kanigan. Direct phone calls will might look like an unprofessional approach. I use to search on local directories, telephone directories, business directories or one of my friends has appointed executives to contact companies for prospective business.
    • [ 1 ] Thanks
    • [1] reply
    • What on earth is unprofessional about calling? Maybe the way you're currently doing it?

      You guys waste so much time doing "research" and that is actually an avoidance technique. Anything to stay off the phone. And what is "one of my friends has appointed executives to contact companies for prospective business"? Sounds like somebody's doing the calling...just not you.

      Do you want to make money now or much later?

      Calling someone up and asking "Say, you don't have a website, do you?" is fine. Nobody cares, believe me. They aren't judging you. And you get your answer in 10 seconds.
      • [ 2 ] Thanks
      • [1] reply
  • I don't know...Places Scout?

    It is faster to just call and ask to qualify In or Out. Remember, you're not inviting these people home for dinner. You're just asking a question. They're not even going to remember about you in 10 minutes if they don't need you.
    • [ 1 ] Thanks
  • Sources: the phone book(s), newspapers, the internet - yellowpages, etc.

    Every time you go into a business, look for business cards. Some restaurants have an area where there are a lot of cards. Look through them, find the ones that don't list a website. Pick them up and call them.
    • [ 1 ] Thanks
  • You could also focus on more rural towns where the new frontier is less prevalent and the prospects of web marketing are more fascinating to business owners. More business owners are without sites in rural areas, and they need it even MORE... Its true.

    Plus, they are more impressed with your knowledge and authority than city slickers are.

    Most of the cold calling horror stories you hear are from people who are doing it in major cities. I dont, even though I have HAD to in the past. I focus on rural areas now. Cherry pick your battles. No need to beat yourself up unnecessarily.

    Go low resistance.

    Focusing on rural areas you can be a big fish in a hundred small ponds.

    Ps. Thats one of the tricks I have never and WILL never reveal on the WF. I know some sweet spots after years of telemarketing the whole country, but reserve that knowledge for my own endeavors.

    Hey a brother has to keep SOMETHING to themselves right?

    A chef might teach you to cook well, but never share their own secret spices from their own recipes. You can make your own once you know how to cook
    • [ 2 ] Thanks
    • [2] replies
    • Never looked at that this way, I live in a small city, about 45-50K , I figured there may not be a "market" here, again I don't sell websites, but I do seo/gp/sms .

      Looking at it in this light makes more sense, I may have to look into some of the businesses around here a little more. At first my goal was to not have to meet anyone in person :-)

      I am over that now and trying to explode my business much faster. I am thinking some of the car lots here are prime for lead generation via sms on their print ads.

      Ryan
      • [ 1 ] Thanks
      • [1] reply
    • Hi John,

      That's a great thought about rural vs. urban prospects. Thanks. And of course, you are allowed to keep a piece of the secret sauce to yourself
      Your chef analogy makes perfect sense.

      Thanks

      Tracy


      • [ 1 ] Thanks
  • Also, also, also...(had this brainwave while shaving just now)...

    Others have noted that it is often easier to sell an upgrade to people who ALREADY have a website, but are dissatisfied with it.

    So whether they have one or not isn't relevant, is it? How they feel about the situation IS relevant. Get on the phone and talk to people!
    • [ 3 ] Thanks
    • [3] replies
    • My mother pastors a church, and she was just telling me yesterday that she was researching church websites and that you can hardly find a nice one, and that they mostly all look half finished. I told her that was because they are mostly built by shade tree volunteers, because the church market always has someone who wants to donate their talents, but volunteer work isnt as high of quality usually.

      There are alot of people and markets with a generally ineffective web presence across the board. You can capitalize on that by speaking to their inward dialogue, and saying what they already think.

      "Bishop, In my experience most churches have volunteers doing their sites, (he is agreeing with you mentally) and frankly you can tell by the quality (he is agreeing mentally again). It would be very easy to stand out from other church sites simply by having it done by a pro...(It makes sense to him now)"

      You have to set up your punch lines for them to have power.
      • [ 2 ] Thanks
      • [1] reply

    • Lol Jason, you got threads on your mind while shaving? The bathroom is my place of peace, it's my sanctuary.. I've read more books in that small sq ft space than some people will read their whole lives.

      JD - it would seem the church would be the "least stressful" "company" to approach, I mean if I was scared to talk to someone, I would start at a church .. it's not like you are going to get cursed out .. I would think.

      I just got a postcard in the mail from a church the other day, I sent it right back in a letter asking if he could call me , I had something in mind to help out. I am just going to lead in with SMS when he calls. I see churches as a huge market for websites (as already mentioned) and SMS, especially really large congregations.. I just don't like selling websites.

      Ryan
      • [ 1 ] Thanks
    • Jason,

      LOL! to the idea while shaving. I have to admit though that inspiration has struck me too at the seemingly oddest times. I say 'seemingly' because one might say that thinking of website prospecting ideas and shaving don't match up. I think though that once we put in our minds that we want something, it is when we don't put active pressure on ourselves that everything is allowed to flow and we get the best answers. In other words, we can stop ourselves up with too much thinking at times. I hope that makes sense.

      As I was reading through the thread, it struck me about asking if the owner were interested in a redesign if they already have a website. I am no coder and don't create straight html sites at this point. I use WP. I am not sure how to handle doing tweaks or redesign to an html site if the client did not want a complete overhaul on a different platform. Any suggestions there? I know I could outsource it, of course.

      Tracy




  • I was just thinking about churches yesterday.

    There are a lot of churches in my area. In fact, when you enter one of our little towns, there are signs listing all the churches. A light bulb went off.

    I would enjoy doing websites for churches. I am a Christian and enjoy talking with others who share my beliefs. However, I wouldn't limit my prospecting to Christian churches, I'm going to contact all of them in my area.

    Thanks for the reminder John.

    PS - I agree about the rural area. I have often heard, "I've been looking for someone who is local and couldn't find one."
    • [ 1 ] Thanks
  • Guys,

    I love the information and perspective everyone is adding in this thread. Thanks

    Here is a link to a post Jason Kanigan made on John Durham's telemarketing forum. I thought his suggestion for approaching the cold-call process were insightful and to the point, so I am sharing it here. I hope no one minds

    Jason's Kick-Butt Approach

    Tracy
    • [ 1 ] Thanks
  • I really don't understand why all these people here give you advice on cold calling when you try to find businesses with no website, it baffles me how the cold call religion needs to be preached in almost every thread there is.

    You want to know how you can find businesses without a website, easy go to google maps and search for business + City now see if you find listings with where you see "maps.google.com" where normally you would see a website.

    Changes are 99% that this business doesn't have a website... easy, simple and you don't have to call a soul.
    • [2] replies
    • Hi,

      I do believe in the power of cold-calling as many above have suggested, but as I stated in the thread, I do want alternatives to that for the moment. Thanks so much I appreciate your input.

      Tracy
      • [1] reply
    • The opportunities you miss by spending alot of research time instead of dialing are usually more than the "gain" you create by stopping the "flow" every five minutes to research leads...

      There is a secret that is invisible called "momentum"; once you have it you can hardly do any wrong, but if you arent getting any momentum and are starting and stopping and calling sporadically in between research...

      A targeted list is great if you can just buy one and be done with it, and sit it in front of you and dial 200 numbers in a row... but if your research is stopping you from just dialing one number after the other and getting sales momentum... it can be detrimental...

      I know you dont see it, thats why I say its one of the invisable secrets that make all the difference... Its one example of how theory is different than reality.

      Targeting is great, but momentum is better when it comes down to pitching.... You can pitch more people and gain more opportuni9ty by talking to people than spending spending half your day researching.

      Dont ask me why it works that way but it does.

      If you are charging 10-15k per sale, then by all means do it, you dont need a sale every single day... momentum may not mean as much to you if volume isnt a factor and a sale here and there is all you need.

      Also if you schedule a day or two per week just for list building, seperately from your call session days, and you can just sit down to a large targeted list and dial straight through, then you can have momentum on your call days... But I dont recommend taking alot of time between calls and killing your momentum.

      When I do a call session, I go from number to number straight through almost and dont even put the phone down.

      People preach cold calling because before it was preached alot of people were spinning their wheels and there wasnt even enough need to have an "offline forum", but when they started cold calling hardcore it became more legit for the average person to make actual "money" offline and required its own section as I see it.
      • [1] reply
  • Networking meetings are a good source, as you'll find people there who are just starting up and you'll meet other people who may refer you to your prospects!
  • On the calling too maybe assume they have a website.

    How iis your website working out for you? Helping to drive customers into your door?

    What you don't have a website?

    You know just go with the flow.

    As long as you have a good product and don't sound like a moron someone will buy.
    • [ 1 ] Thanks
    • [1] reply
    • Hi Aaron,

      That is a very cool angle! Very nice! Thanks for sharing

      Tracy
  • Hi Tracy, check out this thread for some very cool and simple ways to find potential clients that really do need website services due to their websites being 'broken', down for maintenance, or because they're using a bad service, etc. It's just a few simple methods for filter potential clients via Google search:

    http://www.warriorforum.com/offline-...e-clients.html
    • [1] reply

    • Thanks for the information, Ashley

      Tracy
  • Tracy, another thing I think people overlook alot is the local classifieds.

    If you have a local newspaper... I have had some good success with classified ads. Not for small ticket products, but for services like web design...Local offline classifieds can work real well with the right offer or hook.

    Better than craigslist actually IME.

    You may opnly get 5 -8 call ins per week for your $60.00 investment, but closing 2 or 3 of those is alot of profit.

    Most people are looking for 50 responses when they place a local classified, but for what we do, only 5 or 6 can make you alot of money, and thats a good expectation from one in a medium or small town... You cant look at res[ponse volume.... think ROI instead.

    If you are selling a ten dollar product, then local classifieds can be real disapointing.

    I have so many business models to pursue its crazy.... but honestly alot of people could make a fulltime living advertising in their local classifieds if they are willing to try a couple of different headlines till one works.

    Local offline classifieds really do work, if you design your campaign around ROI and not high Volume expectations.
    • [1] reply

    • That's a great idea, John. Thanks for the feedback. I agree that in this increasingly digital age, people are starting to prematurely deprecate traditional forms of marketing. Thanks for the reminder


      Tracy
  • If you dont have a website, you can call by using phone-book, use directories, help of friends, etc
  • Do research about your target niche, there are tons of articles and tips online
Join the discussion

Next Topics on Trending Feed