Your Power Script to Get Web Hosting Clients
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?
Charles: Sure.
You: Can you log onto the internet while I talk to you Charles?
Charles: Yes.
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://salessuccessmagazin
e.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.