David: You've had a lot of success selling web sites recently. How are you doing it?

Carl: There's no secret to it really. The formula is simple: make calls, set appointments, get sales. The more calls you make, the more appointments you get. The more appointments you get, the more sales you get. I recently returned from a successful sales trip to West Yellowstone (a small community approximately 2 hours away), and that's exactly what I did there.

David: What did you do prior to going to West Yellowstone in preparation?

Carl: Well, I contacted as many businesses in West Yellowstone as I could, told them what I wanted, and got permission to visit with them. It was very successful. I then spent a couple of hours looking over the prospect list and doing research. If a company already had a web site, I looked it up so that I could speak intelligently to them about what I could offer them.

David: How many appointments did you have?

Carl: I had a total of 15 appointments spanning 2 days. While I was there I took the opportunity to visit with the Chamber of Commerce and learn as much as I could about the area. For me, it was a very good decision to spend some time in West Yellowstone as it gave me an opportunity to broaden my prospective client base.

David: What happened in the average appointment?

Carl: After initially meeting them and exchanging introductions, I would ask them a little about their businesses trying to find out what their interest or knowledge was about the Internet. I could then ask the appropriate questions to help them purchase a web site from me. It is amazing to me that many people think or want you to think that they know a great deal about the Internet, but when it comes right down to it they know very little. It can be a real challenge not to make them feel inadequate when purchasing a web site. In fact, I think that many do not purchase because they feel intimidated with what you may know and do not like to feel intimidated.

David: What are some of the standard objections that you came across? How do you respond to those?

Carl: Cost, time, and not knowing exactly what to put on a web site are the most common objections. Another objection that I hear quit a bit lately is that they have spent money on a web site already and have received no return on the investment. To me, if they are giving you objections, they are searching for a way to be helped. What they are really telling me is that "IF" you can show me how to do it, or explain to me why I should, then I would be happy to purchase from you. This is where it is really important to ask the right question and listen for the response that you are looking for. Many times I have answered a question with another question, the answer of which will answer the original question. This helps the customer feel like he is in control and will continue the conversation. Don't be afraid to close the sale. Test the water by asking those questions that will keep the dialog going or close the sale. It is not easy but it is doable.

David: What are some of the successes that you encountered, and what is the status of those accounts?

Carl: I sold one web site on the spot. I gave out four proposals and am following up on them now. Three look real promising. One will be a bit of a sale, but I have permission to continue to visit with them about it. I did not get a flat turndown from anyone that we visited. One business just was not interested in a web site at this time. However, they said I could stop and visit them anytime I was in the area and give them information about what we were up to. I feel this is positive as it gives me an opportunity to learn more about them and they can get to know me.

David: Is there anything that you think the average reseller should know before going out to do exactly what you did?

Carl: Learn all you can about the product that you are selling, namely EZ-NetTools™. It's your greatest asset. Take time to learn about your clients. Be consistent in your approach and know what your limitations are. Most of all, make your sales calls. It's the hardest part of the job, but it's the only way that you will make sales.