Your end user strategy: phone tips

**Banned: democrat** · 05-06-2009, 02:48 PM

I am going to do three different articles on how to get sales from end users via the different methods that I use. The first and most important method that I use is the phone, now before you get all whiny and close your mind to the opportunities out there. I use Manta, it is a website that deals with small businesses and it enables you to type keywords in and it gives you every business that might have some relevance to your keyword. I have a few other resources that I use to really pinpoint and not make it so repetitive and hopefully I'll be able to guide you through.

Now, let's say you have 200 numbers in front of you of all the prospective buyers. You now need to say a small prayer and start dialing, I recommend calling mid morning, as many companies may have a ritual that they might follow. Sound pleasant, be sure you identify yourself right away. No long drawn out spiels to the secretary as that won't make you happy when she says to hold on. In fact, I can guarantee that you'll burn out fast.

So you have the owner or the person who is in charge on the phone, let's say this company doesn't have a website. Ask them why they don't have one. Some will state that they don't know that much about the internet, others will think they are doing just fine without one. Next question, ask if they want more sales (usually breaks the ice and they answer with the incredulous yes, why wouldn't they want more business) Now this is where you state why you are calling and what you can offer them. It's called the sales pitch, you can be super good or you can be scared and not know what to do or say. Well, never fear as you are getting advice from someone who has a lisp and is constantly stuffed up.

People will listen if you seem friendly, you are attentive to what they are saying and you come out being straight up and tell them how it is. Don't get long winded as they have things they need to do besides listen to you.

Tell them about the domain name, give them stats and how it will bring more online presence which will then enable them to drive more sales to their business. You might have to tell them about a lot of things but this where you can upsell, offer them packages, etc.. The sky is your limit once you have gotten past that barrier.

Negotiating the price over the phone isn't as hard as it seems. There are tricks to this. What I usually do and it has worked incredibly for me is say, all prices are negotiable and go about $2,000 dollars above what my ideal price is and 9/10 I get the numbers I wanted spot on.

If I am dealing with someone who has some inkling of what's going on, then I let them know that I am not going to budge from the number too far off. If they want the name bad enough, they'll comply with you.

Closing the deal: It sounds scary but really it's not, they want your name, they want whatever else you may have suggested to them and they are ready to go. So I normally ask for a wire, I'll send them an email while they are on the phone. I'll collect all the information that I need from them. Set them up in my system. I recommend getting an excel file going so you can keep track of all your sales.

Some tips, you want to give deadlines and you want to be sure to act on interest quickly as often times, the momentum can quickly die if you aren't careful. be sure that they are faxed a contract if the sale amount is large enough. I dealt with a domain that was over $45,000 dollars and I made sure there was were contracts in place. There are some great domain lawyers out there that would be more than happy to help you out.