Best approach

I have a low-cost ($199) internet advertising product that I want to market to local small businesses. Because I have priced this product so affordably, I cannot afford a long drawn-out sales process that involves extensive hand holding and "cultivating," I am looking more for a one-two punch. Is it unrealistic to try to get a sale (even such a small one) on an impromptu, initial visit? Any suggestions for stategy?

IMO, with the right product and presentation a $199 isn't unreasonable at all. For instance, if I visited a software sight that offered a product I was looking for as long as the sight seemed reputable and my purchase was safe I wouldn't hesitate to buy online.

Yes, I would too. But let's suppose you weren't on the market for my product (specifically), but I walked through your door (as a local rep) with a short, to-the-point presentation about how our website can bring you business or your money back. Do you think you would try it then?

IMO, when the desire is high and the risk is low anything is possible.

Thanks for the encouragement, SalesGuy! Someone told me that when you walk into a business cold, you only have 30 seconds and will not walk out with a sale, but because I know that I will never be able to excite sales reps into a $100 initial commission per sale unless the sale is quick and easy, I am trying to prove them wrong. I have not sufficiently tested my approach, but because I don't have much outside side sales experience, personally, it is diffiecult to know if my results would be typical. Thus, my probing of the pros....Thank you.

RainMaker, I used to sell "Management Services" to small business owners. I'd walk in to the business cold and convince the owner, on the spot, that it was in his/her best interest to pay our company $250 to have one of our analysts come in to evaluate [judge] how the company is being ran. Talk about resistance! My point... like Salesguy said, "When the desire is high and the risk is low anything is possible."

Thank you, Jackie, that is EXACTLY what I am trying to do! If you don't mind, I have 3 questions for you: 1). How much was your compensation on the $250 sale (if you don't mind me asking) 2). As a rep, could you make enough sales to make it worthwhile (I've had some people tell me its not worth it for such a small sale)and 3) Did you consider a sale to be dead if you didn't close it on the spot or did you follow up on ones that wouldn't cut a check?

Thanks Everyone for your input. This is very helpful to me.

Quote:

Originally Posted by RainMaker

Thank you, Jackie, that is EXACTLY what I am trying to do! If you don't mind, I have 3 questions for you: 1). How much was your compensation on the $250 sale (if you don't mind me asking) 2). As a rep, could you make enough sales to make it worthwhile (I've had some people tell me its not worth it for such a small sale)and 3) Did you consider a sale to be dead if you didn't close it on the spot or did you follow up on ones that wouldn't cut a check?

I've thought about and I believe the sale was $500 not $250 and I received $400 of that.

For this particular company that was the only sale available so a rep either made enough money or they went elsewhere.

Personally, I considered the deal dead but that probably wasn't always the case. This viewpoint helped me take maximum advantage of the time I was given and prevented me from any false hope of future deals.

Thanks, Jackie. That was quite helpful. On my first day of testing out my sales technique, I gave 6 brief presentations and didn't make a sale. I was a little disappointed because I didn't think it would be that hard to get a measly $199 out of a business for an advertising product that offers a 100% money back guarantee if they don't get results!

I am evaluating whether to: a) modify my presentation b) spend a few more days out in the field to see if the numbers get better with volume (and experience) or 3) try a different prospecting method altogether.

I assumed a deal was dead if I walked out the door without a check and was not going to waste my time with follow up phone calls to these "stallers." Then much to my surprise, 2 days later one them called ME and asked me to return so he could buy. This unexpected twist really messed with my head.
If anyone has any experience selling a low-cost product and can share with me what worked for them, I would be very grateful.

Best approach

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