|Ok, let's start your day as a new ISP. |
As I have said before, I teach two main ways to build your business. Either banging on doors of local businesses or calling local businesses on the phone.
We will talk about networking with non-business contacts later.
So go to your kitchen and get the yellow pages out of the drawer under the telephone.
I have made calls to all types of businesses to sell website services and I have not noticed a big difference between them. So start with a category that you feel comfortable with. I do have a strong preference for "Mom and Pop" businesses. Lets leave the big chains for later.
Get your pen ready and pick up the telephone. We are ready to make our first call of the day. SMILE and have your favorite beverage ready.
SECRET REVEALED HERE:
The tone of your voice and your attitude is everything. Everything! I have made tens of thousands of telephone presentations and I know what I am talking about.
If you have the right attitude people cannot say no to you. It is spooky almost, but it is true.
When I worked in telephone marketing rooms with other salespeople, they would laugh at me because I always started with a very enthusiastic "Hi!"
But almost always I outsold the previous top salesperson by twice as much.
Refer back to secret 3 when I made 20 sales in less than 30 minutes. When I was focused with the correct attitude people could not say no to me.
I was not able to have this 100% of the time. I am not sure that would be possible. But I had reached a point of a steady 31% closing ratio 100% of the time.
So when I say SMILE I am not kidding!
So lets pick up the phone.
Ring. Ring. Answer: Maisy Flowers, how may I help you?
You: Sure! Could you please tell me who is in charge or your website?
Answer: We do not have a website.
You: Ok. If you did have a website, do you know who would be in charge of that?
Answer: Charles takes care of those type of things, do you want to speak with him?
You: Yes please, thank you very much!
Charles: What can I help you with?
You: Hi Charles. I understand if your company had a website you would be in charge of it.
Charles: Yes that is probably the case.
You: I am a local Internet Service Provider. We provide websites with a control panel that allows you to have easy access to all services you need.
I will even provide a custom website at no extra cost to you and maintain it. I want to be your company webmaster, but instead of charging $5000 to $20,000 you can hire me including your hosting for only $50.00 per month.
I would like to show you the control panel you have included with your website now, is that ok?
Charles: How do we do that?
You: Pretty simply actually. Do you have a connection to the internet at this time?
Charles: Yes we are on AOL.
You: Great that will work. I will set up a website for you.
If you decide you want to go with our service, we will hook it up to your own domain name instead, such as MaisyFlowers.com, if it is available. Do you have a preferred password to use for your test site?
Charles: Maisy will work.
You: Lets make it maisy787 just to be a bit safer. I am setting this up for you right now, can you give me about 3 minutes to show you how to use this?
You: Can you log onto the internet while I talk to you Charles?
You: Great, once you get online open a web browser, and type in this address:
Charles: Ok I am there.
You: This is where you will be able to see your website as you build it. If you want to use our services we will get rid of
and put in your domain name for your business instead.
Now let me show you where the control panel actually is, go to:
and type in this username and password, (give him the username and password you assigned him)
Charles: Ok I see some graphics.
You: Correct. This is what we call the Dedicated Server Manager or DSM Control Panel.
The email option will not work until we hook up your domain name, but you can try setting one up just to see how it works. I am going to walk you thru some of the features.
(At this point show them features, but pay attention to what they are saying. Not everyone will be interested in the same features. Listen. Listen. Listen. Listen. Listen. )
You: Ok Charles I am going to let you play with this. What I would like to do next is to come in and show you some designs I have that we can setup for your business.
Remember, I am willing to host your website with 100 megs of space, your domain name, all the features you see on that DSM control panel, and I will customize a website for your business and maintain it for only $50 per month.
May I come into see you on Tuesday to see if you have any more questions?
Charles: Tuesday is fine. How about 9 AM before everyone shows up?
You: I will be there. Thank you Charles, here is my phone number if you need me, and you can see my company website at http://yourISPwebsite
Charles: Great. I will talk to you later. You: Thank you Charles, have a nice day.
The other variation to this conversation is if they already have a website. But you still offer to show them the control panel so they can see how many more features you have to offer.
You may even suggest some of the free software that they can install from the DSM Control Panel
When you meet with Charles on Tuesday, show them some templates you can offer them from the EasySite template directory, review any questions he may have then ask if they want to sign you on as their personal ISP. If they say yes, get a check.
You can also preprint some of the templates you think they may like.
Be sure you have read the magic of numbers in secret #3 You will probably have to talk to 10 Charles type people to get 1 sale in the beginning.
If you would like to take our trial offer to become your own web hosting business, go to http://yobisc.com
You can read all the chapters of "How I Went From a Shoe Shine Boy to a Millionaire and Found Passion for Life" by going to http://salessuccessmagazine.com. These stories are copyrighted by Timothy L. Drobnick Sr. 1995 thru 2005. Any person using this article must publish it without modification and include authors bio and links.
About the Author
Timothy L Drobnick Sr has helped many people make money on the internet. Websites to visit for income opportunity are yobisc.com, http://virusfreespamfree.com, and http://myshoppingplace.net.
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