How to get clients from local businesses

This article was written to teach my members how to get clients for ISP websites, but it can work for almost anything that you are selling to local businesses.

I advise that you try for the mom and
pop shops where the owner is on the premises.

Rule #1 Always treat the receptionist as the owner because
he/she just may be the owner.

Rule #2 If the receptionist does not like you, you will
probably never see the owner.

Rule #3 If you do see the owner, remember the owner may
rely on their receptionist's opinion.

Here is what you say when you go in the door:

"Could you tell me the person that is in charge of your website?

or better yet

"Are you the person that is in charge of your website?"

DO not ask "Do you have a website?" They will say yes
and you are done, or they will say we don't want one"
so don't ask that.

If they say they do not have a website, ask, "If you did
have one, who would be in charge of it?"

This will tell you the person to talk to and usually will
get you past the receptionist.

When you talk to the person that is in charge, introduce
yourself as a local ISP, and offer your services.

You will have to ask questions and get them talking. The
more they talk the more you will find out what it is you
can do for them.

If you see something of interest in their office ask
about it it really does not matter what they are talking
about just get them talking and listen.

Eventually what they want will come out and then you offer
the solution.

You WILL get 9 turn downs to get 1 client.

If you do it right they will like you either way. Yes or no.

Rejection is fine you can ALWAYS check back later if you
KEEP notes and the NEXT time it will be MUCH easier because
you will refer to your notes and bring up something you talked
about earlier

At this time you can ask them if they have any friends that
could use your services.

If sales was 100% everyone would do it. I will tell you that
your percentages will improve over time. After 20 years of
selling I have gotten to a 90% closing ratio, when I am face
to face.

The secret?

I let them talk, and I listen, and I don't hear no, but the
average is 1 in 10.

Now the only way to get to the next questions, is to go out,
make mistakes, come back, and ask me what to do next.