DAVID MCCALL ZAPABLE 2.0 SALES WORKSHOPzap4week.s3.amazonaws.com/SalesDMCCALL.pdf · ZAPABLE 2.0 SALES TRAINING HOW TO CONTACT Make a Rates Card ﬂier to hand into local business

ZAPABLE 2.0 SALES WORKSHOP DAVID MCCALL

SELLING TO LOCAL BUSINESS

ZAPABLE - THE OPPORTUNITY

SELLING TO LOCAL BUSINESS

‣ Zapable gives you the unique opportunity to enter the local business marketing space

‣ Every business can use an app:

‣ Dentists

‣ Doctors

‣ Lawyers

‣ Bars

‣ Restaurants

‣ Soft Play

‣ Coffee Shops

‣ and the list goes on…. Let’s look at a few examples of these

DENTISTS

ZAPABLE 2.0 SALES TRAINING

WHO TO CONTACT AND WHY?

▸ Dentists:

▸ Let customers book an appointment

▸ Image Gallery

▸ Provide information for nervous patients

▸ Videos showing proper teeth brushing/dental care

▸ Contact us, email capture page etc.

LAWYERS/ATTORNEYS


WHO TO CONTACT AND WHY?

‣ Lawyers:

‣ Give free legal advice

‣ Link to road traffic offence, parking ticket advice

‣ Contact us

‣ Book an appointment

‣ Video presentation

‣ Engage with clients

BARS & RESTAURANTS


WHO TO SELL TO AND WHY?

▸ Bars and Restaurants

▸ This should be your main focus and target in my opinion

▸ All Social Media in one place

▸ Menus

▸ Book a table

▸ Webpage

▸ cont…



▸ cont…

▸ Contact Forms

▸ Data Capture

▸ Loyalty Cards

▸ Discount Vouchers

▸ Call us

▸ PUSH MESSAGING



▸ Coffee Shops:

▸ Social Media

▸ Loyalty Cards

▸ Discount Vouchers

▸ Contact us

▸ Location

▸ Doesn’t need much. Maybe charge less for more volume


HOW TO CONTACT POTENTIAL CLIENTS

▸ Build a database of telephone numbers

▸ From where?

▸ Yellow Pages (Use a scraper)

▸ Thomsons Local

▸ Facebook

▸ Local Knowledge


HOW TO CONTACT

▸ Make a Rates Card flier to hand into local business

▸ This makes your call more of a warm lead than normal

▸ Cold call through your database

▸ Build a list and email them: Use a scraper to build an excel file and then use an email client to send i.e. Mail chimp, Aweber

▸ Must follow up as the client will more than likely not call you

▸ Get yourself a simple website and an inbound telephone number

▸ Pick up the telephone!


PRICING

▸ Do some research

▸ What are your competitors charging for an app?

▸ Davy Jones Locker example

▸ Find a price you are comfortable pitching but don’t devalue the potential. A sale should require some resistance to price but it should be an objection you can overcome

▸ Find the sweet spot, have a lowest price in mind and be prepared to walk away from a deal. The ocean is deep with plenty to eat.


PRICING

▸ I charge £2000 per app and £99 per month for a local bar

▸ My prices vary depending on the size of the business I am pitching to.

▸ I am prepared to walk away from a deal if I have to, but I rarely do.

▸ Why? My sales pitch is designed to hook customers and show them the value in taking an app and the cost of not taking one.

▸ The lowest I would go to is £1500 and £50 per month

▸ I set myself a financial target every month which I aim to destroy, so deals can be made if it fits my target


SOCIAL PROOF APPS/DEMO APPS

▸ Build some examples apps

▸ Preferably real life examples

▸ Offer a local business a discounted app to get an example

▸ Make sure it looks amazing

▸ Use as many features related to your target as possible

▸ Send them the .apk or get them to download onto their phone


COLD CALLING - GETTING STARTED - MINDSET

▸ Cold calling done properly is one of the most effective methods of closing deals with customers

▸ You need to get into the mindset of being a superstar closer before you get on the phone

▸ I listen to some pumping music in the morning to get me into the zone

▸ Dial in blocks of 2 hours with a 30 minute break in between (build database, look for leads, build app, go for a walk)


COLD CALLING MINDSET

▸ Everyone has the ability to make sales on the phone

▸ Don’t think of it as a cold call, think of it as a conversation

▸ The conversation is going to provide real value to the customer

▸ Be excited about what you are selling

▸ KNOW YOUR PRODUCT INSIDE OUT: This stops you from freezing when you are asked a question.

▸ If you don’t know, be honest about it! “Give me 2 seconds and I’ll check that”


MINDSET

▸ Pretend you are the client

▸ Make a list of potential objections you would use

▸ Get a couple of answers to all of these objections and practice them, practice, practice!

▸ As you dial, write down new objections you get and come up with strong handles for them. Build a cheat sheet for yourself with the correct handles

▸ You are in control at all times.

ZAPABLE SALES TRAINING 2.0

BASICS OF A GOOD SALES SCRIPT

▸ Sales scripts should have 5 main parts to it.

▸ Introduction

▸ Presentation and Fact Find

▸ Short Story

▸ Close

▸ Rehash

ZAPABLE 2,0 SALES TRAINING

GATEKEEPERS

▸ Not the enemy

▸ Can be a font of useful information

▸ Don’t pitch to them. Absolute waste of time

▸ Try to get the Decision Makers name before you call

▸ There are a couple of ways to try and get past the Gatekeeper

▸ Really friendly or really professional but familiar!


GATEKEEPER SCRIPTS - TAKE NOTES - EXAMPLES

▸ “Hi Joanne, it’s David calling from Apptastic, can I speak to John please? (Can I speak to the boss/owner/leader of the pack)

▸ Can I ask what it’s regarding?

▸ Yes, of course, it’s a call about a business improvement audit we carried out last week)”

▸ If it’s questioned by DM, tell them you did a review of their social and web presence and have found a huge area that they’re missing out i.e. mobile app

▸ More examples


SCRIPT WRITING - INTRODUCTION

▸ Your introduction to the DM should be short, snappy and to the point.

▸ Don’t flap or waffle. Be in control and be direct.

▸ “Hi, it’s David calling from Apptastic in Glasgow, how are you today?”

▸ “Great, listen, I won’t keep you long as I know you’ll be busy man so it’s just a quick call regarding a mobile app for your business, now, can I ask, have you looked into a mobile app for Yo Sushi yet?”

▸ More examples of intro’s kept simple.

FACT FIND & PRESENTATION


FACT FIND AND PRESENTATION(1)

▸ Give your reason for call and get your fact find done. Write down the answers!

▸ “The reason for the call today is to talk you through the development of a personalised app for Yo Sushi today.

▸ Can I ask, do you utilise Social Media?

▸ What kind of success do you have with it?

▸ How are customers connecting with your business at the moment?

▸ How do you contact your repeat customers and champions of your brand?

▸ Do you run any loyalty schemes?

▸ Do you use discount vouchers at all?

▸ cont…


FACT FIND & PRESENTATION (2)

▸ Are you open to using new technology?

▸ What if I could put your business in your customers pocket? Can you see the benefit of having all of your social media in the one place? Yeah? (explain Facebook reach issue)

▸ Having menus on the customers phone and the ability for your customer to book a table in your place from their phone? Yes?

▸ What about having an electronic loyalty card that can be updated as and when with no printing costs? Yes?

▸ What about being able to send a message to all of your customers that comes through just like a text message on their phone? An obvious yes!

SHORT STORY


SHORT STORY (THE PITCH)

▸ Start to recall the answers you recorded earlier on and form them into your pitch

▸ “So John, as we discussed, the features I described to you are all available for you today. What we do at Apptastic is design you a personalised mobile app that allows your customers to view all of your social media in one place, let’s them view your menu, pictures of your venue and of the food/drink you serve, book a table, give discount vouchers and loyalty cards but most importantly for me, the opportunity to send push messages directly to your customers mobile phone. Sounds good doesn’t it?

▸ cont…


SHORT STORY (THE PITCH) 2

▸ A lot of the big brands are getting onboard with mobile apps now and are paying a fortune for the privilege. This is exactly what happened when web design was in it’s infancy. A lot of companies are charging upwards of £60,000 for a personalised mobile app. We here at Apptastic are out to change that. So far, in your local area, we have Yen, The Liquor Barn, Cafe Rogano all on board. (list their competitors) You know them yes? Okay, they all took advantage of the discounted rates that we are offering at the moment and here is what we offered them.”

▸ Talk your customer through the number of users accessing web through their phones vs desktop etc.


SHORT STORY (THE PITCH) 3

▸ At this point, I would direct them to an example app that is targeted to their business i.e. another bar/restaurant/coffee shop

▸ “As you can see, the app flows really well, is extremely intuitive and is a great extension of your business.

▸ I take it you can see the benefits of having your own app, now that you’ve seen this one yes?”

THE CLOSE


THE CLOSE

▸ Okay, the discounted price we spoke about earlier on was a starting price of £1500 to design and build your app then ongoing costs start at £60 per month. There are different rates depending on what features you decide you need for your app. That also affects your maintenance cost as some features require more ongoing attention as the month goes on. The standard cost for similar businesses to yours is just under £2000 upfront, so £1980 upfront plus an ongoing monthly fee of £80 per month. Here’s what you will get for that:


THE CLOSE

▸ “You get your very own app designed and uploaded to both the Apple and Android stores. The app includes the following features and functions: (list all relevant features)

▸ Your monthly fee covers all hosting for the Android Play Store and the Apple App Store, a white label push messaging window so you can control the messages leaving your business and it also includes 4 changes to your app per month which you can email or call through whenever you want. Sounds good yes?

▸ At this stage, you are likely to get objections which you should have prepared well for! Let’s go over some potential objections


THE CLOSE

▸ Okay, once you’ve dealt with the objections, move assumptively into a close. Get the customer to give you a few verbal nods and go for the close:

▸ “Okay John, so you can see the benefit to your business from getting your own mobile app, yes?

▸ And you can know that having the ability to contact customers is crucial for your business, yeah?

▸ Okay, in order to proceed, I just need to get a few details from you John. Can I ask your surname?


THE ALTERNATIVE CLOSE

▸ “Okay John, so I can see that you’re interested in what we’ve been talking about today yes? Are there any reasons you can think of why you wouldn’t want a mobile app for your business?”

▸ If you have done your fact find and presentation properly, you shouldn’t have to deal with too many objections here. Have your Objections cheat sheet ready to convince them!

▸ The main way to ensure success with the task at hand is to be dominant but not overpowering. Remember that you are in control at all times. You instigated the conversation, you have a great product to offer so be prepared to walk away from the deal if you have to. I’ve found the most successful sales people are pressure free.


THE REHASH

▸ Successful deals should result in referrals. If you don’t ask for them at some point in your dealing with the customer, you are leaving money on the table.

▸ The best time to do this is when you are delivering on your app. When your customer is excited about the app, they are more likely to give you good referrals.

▸ “Obviously you are very happy with the app that we’ve put together for you. I want to ask, are there other businesses that you think could benefit from a mobile app? If you refer me to another business and they take an app, I’ll give you your first 3 months maintenance for free!”


SCALING THE OPPORTUNITY AND YOUR BUSINESS▸ Zapable truly is a business in a box. The most important

part is taking action on the opportunity. Your business can be built part time in your evening and weekends and can eventually replace your full time income which is exactly what has happened to me. I know that without the hard work and effort, that this wouldn’t be a reality.

▸ davidpmccall

▸ My next steps are as follows:


SCALING YOUR BUSINESS

▸ Offer opportunity to 2 x door to door commission only sales people

▸ I will train them to sell to businesses and pay them handsomely for each deal they bring me.

▸ Offer opportunity to people who are comfortable cold calling other businesses and train them to target their own town. I am going to cover my own local area just now until I get the area rocking.

▸ Eventually step away from the phone and concentrate on different ways to grow the business and develop the team

▸ Already got interviews lined up for January


SCALING THE BUSINESS

▸ Student sales staff

▸ Fliers and rate cards made up

▸ Local area directories set up to grow monthly income

▸ Place adverts in relevant trade news magazines/online print

▸ Build your own website and social media profile and use your own app for demo purposes (Make it amazing!)


INFOGRAPHICS

▸ Infographics are a smart way to give your customers a quick visual fact check before they make a decision. If your customer is struggling with the decision and you are struggling to close them OR have got them face to face, show them some of the following or make your own!

QUESTIONS? ? ?

YOU CAN DO IT, PUT YOUR BACK INTO IT!

Ice Cube, 2000

AS A WISE MAN ONCE SAID…

Documents

DAVID MCCALL ZAPABLE 2.0 SALES WORKSHOPzap4week.s3.amazonaws.com/SalesDMCCALL.pdf · ZAPABLE 2.0 SALES TRAINING HOW TO CONTACT Make a Rates Card ﬂier to hand into local business