With End Users Determination is the Name of the Game


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I have learned after many attempts that with some domains cold calls are the best way to try and sell the domain. Some people do not answer their whois email or might be more comfortable on the phone because there is an added trust factor of talking to a real person.

Currently, I am on spring break and finally have time to make end user calls during the day when I am normally in school during normal business hours. Yesterday I made 19 phone calls to places all over the country from California to Maine and even 2 calls outside of the United States.

I was trying out a few variations of my script, but call after call all I got was no after no. So many people told me they already have a domain and would not let me explain the benefits of owning the generic domain or the geo city domain for their profession. The prices were all reasonable but most people would not even let me get that far.

Two people I called did take down my name, phone number, and email and said they did not want the domain right now but they might some time in the future so they would contact me then.

I got quite frustrated after 18 calls and I posted on twitter my frustration and then decided to make one more call.

I called a law firm which means most of the time the secretary just listens and then hangs up. This time was different she handed the phone to the boss and we had a great conversation about owning the domain. His exact quote "I can see the value in owning that" That made my day all better, he said he was busy and to send him all of the details to his email and we will finish the transaction asap.

I wanted to post this story to encourage others to keep trying especially when it comes to selling to end users. I made 19 calls in total and only 1 turned out. That is a 5.2% chance of success, but all it took was that one call to make the day worth it. That is what I love about end user sales.

So keep trying to sell to end users and if you have any questions be sure to ask them.

Related posts:

  1. Telephone Calls To End Users
  2. Sample End User Domain Sales Call Transcript
  3. Proof Some End Users Still Do Not Get It

Comments

8 Responses to “With End Users Determination is the Name of the Game”

  1. Michael
    March 30th, 2010 @ 7:21 am

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    Great lesson, thanks for sharing.

  2. Leonard Britt
    March 30th, 2010 @ 8:04 am

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    The role of salesperson is not one many domainers look forward to. It is easier to face silent rejection via email than via phone. In the last several months I have launched a number of South Florida local sites (HollywoodBeach.info, FortLauderdaleBeach.tv, Brickell.tv, Doral.tv, PembrokePines.tv, Islamorada.tv, & under initial stages of development Weston.tv) but am yet to secure advertisers. They probably aren’t going to come knocking on my door :) As you state a 90%+ rejection rate is probably normal in sales and yet it takes tough character to bounce back repeatedly to enthusiastically go for the next prospect. Hats off to your initiative!

  3. Arseny
    March 30th, 2010 @ 8:25 am

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    Great blogpost! I think 5.2% ratio is quite high. What person you’re asking for when you do your cold calls? I mean have you tried to identify your decision makers?

  4. TeenDomainer
    March 30th, 2010 @ 8:58 am

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    @Michael Thanks

    @Leonard I’m local to South Florida but yes you have to keep trying because if you do you will eventually succeed.

    @Arseny Thanks I think that 5.2% is a little high too but that was just yesterdays. If it is a small business I will ask for the owner or person in charge of the website often times the same person. If it is a larger business I will ask for the media, web, or advertising people and sometime I just end up leaving a message with a secretary. Its hard to get through to the right people many times.

  5. Dan Sanchez
    March 30th, 2010 @ 10:37 am

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    That’s awesome Brian! I used to hate making sales calls, but once you get warmed up and lose the fear it becomes a numbers game. Ultimately you can always improve your chances of selling the name if it has ranking, usually by alot!

    Give me a call whenever, I’ll be the hardest sale you’ll ever make!

    Dan

  6. Leonard Britt
    March 30th, 2010 @ 10:38 am

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    One additional note for consideration – do factor in the value of your time – domain acquisition & marketing versus historical conversion rates. Phone calls may or may not have a higher conversion rate than email but they are clearly more time consuming. Finding local advertisers will likely come from some form of direct contact but a personal visit to hundreds of local businesses with perhaps a low single-digit conversion rate would be very time consuming. I’ll likely attempt other methods first.

  7. Ze
    March 30th, 2010 @ 3:55 pm

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    There is an interesting post on Elliot’s blog today about reaching out to end users. In the end it’s all a numbers game and the more contacts the more sales, no doubt. But as Leonard mentions above, it’s a salesperson job. I found that partnering with experienced sales people and working on commission is the way to get those high number of contacts out and make sales more often. Let someone do all the leg work for you. You can gather 100 contacts in a couple of hours and send out a bulk email proposal to all the potential buyers. If you have a 2% success that is 2 sales… in two hours… It doesn’t always happen but this system works. (if you know how to find the right buyers..;-)

    Keep it up.

  8. Mike
    March 30th, 2010 @ 4:27 pm

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    it can be tough cold calling. as Dan said once you get warmed up though, it can actually be a bit of fun. every rejection is a chance to learn something and refine your approach. what did i say wrong? what could i have said that i didnt? how might i have answered this objection?

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