DomCollect
DomCollect Staff
- Joined
- Jan 12, 2007
- Posts
- 244
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After reading some of the questions in this section I think I may be able to guide some of you asking the question of the best way to present your domains to endusers.
The biggest problem we face is that the end user has no idea of how a domain can help them and in most cases is likely to fall of his chair when the price is revealed. There is no way to educate them without revealing your price and by revealing your price you risk the chance of losing them altogether.
My background is in sales and not domains and the biggest issue with this market is that the enduser needs the domain but just does not know it, unlike other industries the enduser knows they need but cannot afford it or at least understands how the product could make a serious difference to their business.
When I market a domain the first thing I do is put an expose( PDF format) together listing Google search results, traffic, PPC, similar sales with price, links to independent evaluations and explanations (Edwin Hayward has some excellent material), similar businesses using keywords in their URL - how that has helped, market trends with graphs, ROI, a list of domains that could also be of interest, Yahoo stats as well as Google stats- keywords etc, short info on the company and client testimonials, SEO influences & potential lead generation…the list goes on
I sometimes contact other domainers and ask if I can add there domains in the sales pitch - you never know and if I sell their domain I can arrange a finder’s fee.
My exposes are about 4 to 5 sides of information, guides and graphs bullet noted at the beginning highlighting the most prominent arguments, for top generic domains that may well extend to 7 or 8 sides.
List your price at the bottom of the Expose.
I now create a call list and qualify the leads.
Now I am ready to start!
As a golden rule I do not try and sell the domain(s) I work on what is called the open door policy, don’t ask them to buy and they will not slam the door in your face. If the call is a success the door is not closed and the potential is still there. The only goal you should have is to keep that door open.
Avoid the word sell and domain.
My company has decided to market one of their internet addresses laptop.co.uk, would you be the right person to speak to?
Would this be of interest?
I am just putting some information together as we are just looking to see if there would be an interest. Can I send you an expose with some information that might be useful and I can contact you next week, or you could come back to me if you have any questions, would that be ok?
Ask for email address "Ok I will send this out to you today and hope to hear back from you, do you mind if I call you next Tuesday, would you prefer am or pm"
The above is the perfect scenario, the door is left open, the opportunity to say no to the purchase is removed by not asking and your enduser has an interest in knowing more, the expose will give him everything without you trying to teach them and with the right links he can investigate himself.
Only try and sell on Tuesdays, Wednesdays & Thursdays and ensure emails arrive on Tuesdays. – Fact is most people have more to do on Monday and can’t be bothered on Fridays. Tuesday is statistically the best day.
Inevitably when you are speaking to the enduser they will ask you something that will force you to answer, this is not bad but the more you talk the chance of discouragement are higher as you are teaching and without all the facts in front of him teaching rarely works.
The best cure is to steer the enduser towards what percentage of searchers click on the top organic listing- 56% click on the top listing as you already know the exacts for the domains you can provide him further information according to the top position in Google and perhaps the tenth position and the “potential return on investment” and in what time period this could be achieved.
We are now moving into the serious selling techniques with open questions as well as situation, problem and implication questions.
• Do not try and sell, you are only looking to see if there might be an interest.
• Do not teach, if they are interested they will verify your stats and info and as a result will already be making subconscious decisions regarding value to the company
• Even if they say no (Unless abruptly) ask to send it anyway and if they do by chance find it interesting they can call you.
• Read your expose – could someone outside the domain industry understand it? Would a stranger in the street understand it?
• Get on and off the phone as quickly as possible, as soon as you try and sell the enduser will start to hear the typical telesales and will look for the exit
• Examples examples examples, if you sell a specific benefit the buyer will only be able to understand examples that relate to them or their business.
• only about 4% of your calls will result in a sale - do not see the sale as a result see the door still open as a result. I recently sold escan.com and it took me 9 months to get the sale, for every argument the buyer used I quoted the expose, the buyer already knew the expose and so had trouble countering with arguments, and his only objection was price!
Lastly, the buyer often finds excuses not to buy and often these excuses come at the very end of the negotiations, in 90% of the cases the buyers only objection is price but in the end they add a new issue and the sale is lost.
“Besides the price are there any other concerns?”
“No”
“So if I can do something that brings this within budget we will have the sale?”
It is either a yes or a no; do not speak until you have the answer. If it is a no then you need to deal with the objections if it is a yes then you are 99% there all you have to do is drop your price or sell the advantages.
I hope this is of help and wish you every success, if there are positive results due to this I would love to hear about them. This is a guideline and each call justifies a different technique but this is what I use and it is also what I teach my team, it works!
Use full link:
http://www.seoresearcher.com/distribution-of-clicks-on-googles-serps-and-eye-tracking-analysis.htm
http://www.memorabledomains.co.uk/
My Group:
http://www.linkedin.com/e/-74718g-gdwxitlz-16/vgh/3392814/
The biggest problem we face is that the end user has no idea of how a domain can help them and in most cases is likely to fall of his chair when the price is revealed. There is no way to educate them without revealing your price and by revealing your price you risk the chance of losing them altogether.
My background is in sales and not domains and the biggest issue with this market is that the enduser needs the domain but just does not know it, unlike other industries the enduser knows they need but cannot afford it or at least understands how the product could make a serious difference to their business.
When I market a domain the first thing I do is put an expose( PDF format) together listing Google search results, traffic, PPC, similar sales with price, links to independent evaluations and explanations (Edwin Hayward has some excellent material), similar businesses using keywords in their URL - how that has helped, market trends with graphs, ROI, a list of domains that could also be of interest, Yahoo stats as well as Google stats- keywords etc, short info on the company and client testimonials, SEO influences & potential lead generation…the list goes on
I sometimes contact other domainers and ask if I can add there domains in the sales pitch - you never know and if I sell their domain I can arrange a finder’s fee.
My exposes are about 4 to 5 sides of information, guides and graphs bullet noted at the beginning highlighting the most prominent arguments, for top generic domains that may well extend to 7 or 8 sides.
List your price at the bottom of the Expose.
I now create a call list and qualify the leads.
Now I am ready to start!
As a golden rule I do not try and sell the domain(s) I work on what is called the open door policy, don’t ask them to buy and they will not slam the door in your face. If the call is a success the door is not closed and the potential is still there. The only goal you should have is to keep that door open.
Avoid the word sell and domain.
My company has decided to market one of their internet addresses laptop.co.uk, would you be the right person to speak to?
Would this be of interest?
I am just putting some information together as we are just looking to see if there would be an interest. Can I send you an expose with some information that might be useful and I can contact you next week, or you could come back to me if you have any questions, would that be ok?
Ask for email address "Ok I will send this out to you today and hope to hear back from you, do you mind if I call you next Tuesday, would you prefer am or pm"
The above is the perfect scenario, the door is left open, the opportunity to say no to the purchase is removed by not asking and your enduser has an interest in knowing more, the expose will give him everything without you trying to teach them and with the right links he can investigate himself.
Only try and sell on Tuesdays, Wednesdays & Thursdays and ensure emails arrive on Tuesdays. – Fact is most people have more to do on Monday and can’t be bothered on Fridays. Tuesday is statistically the best day.
Inevitably when you are speaking to the enduser they will ask you something that will force you to answer, this is not bad but the more you talk the chance of discouragement are higher as you are teaching and without all the facts in front of him teaching rarely works.
The best cure is to steer the enduser towards what percentage of searchers click on the top organic listing- 56% click on the top listing as you already know the exacts for the domains you can provide him further information according to the top position in Google and perhaps the tenth position and the “potential return on investment” and in what time period this could be achieved.
We are now moving into the serious selling techniques with open questions as well as situation, problem and implication questions.
• Do not try and sell, you are only looking to see if there might be an interest.
• Do not teach, if they are interested they will verify your stats and info and as a result will already be making subconscious decisions regarding value to the company
• Even if they say no (Unless abruptly) ask to send it anyway and if they do by chance find it interesting they can call you.
• Read your expose – could someone outside the domain industry understand it? Would a stranger in the street understand it?
• Get on and off the phone as quickly as possible, as soon as you try and sell the enduser will start to hear the typical telesales and will look for the exit
• Examples examples examples, if you sell a specific benefit the buyer will only be able to understand examples that relate to them or their business.
• only about 4% of your calls will result in a sale - do not see the sale as a result see the door still open as a result. I recently sold escan.com and it took me 9 months to get the sale, for every argument the buyer used I quoted the expose, the buyer already knew the expose and so had trouble countering with arguments, and his only objection was price!
Lastly, the buyer often finds excuses not to buy and often these excuses come at the very end of the negotiations, in 90% of the cases the buyers only objection is price but in the end they add a new issue and the sale is lost.
“Besides the price are there any other concerns?”
“No”
“So if I can do something that brings this within budget we will have the sale?”
It is either a yes or a no; do not speak until you have the answer. If it is a no then you need to deal with the objections if it is a yes then you are 99% there all you have to do is drop your price or sell the advantages.
I hope this is of help and wish you every success, if there are positive results due to this I would love to hear about them. This is a guideline and each call justifies a different technique but this is what I use and it is also what I teach my team, it works!
Use full link:
http://www.seoresearcher.com/distribution-of-clicks-on-googles-serps-and-eye-tracking-analysis.htm
http://www.memorabledomains.co.uk/
My Group:
http://www.linkedin.com/e/-74718g-gdwxitlz-16/vgh/3392814/