Sounds like he is looking for lead generation?
I assume he has ruled out (or is already doing) advertising like online, direct mail, billboards, etc. Not sure how a salesperson would approach this, given that small businesses generally hate cold calls. And knocking on doors won’t be feasible in an area the size of Pennsylvania. Maybe instead of hiring a salesperson, find a marketing/advertising firm that specializes in online advertising. It seems that getting your name to pop up in the web browsers of the right people in the right geographic area should generate some leads, and evidently you are good at converting leads to sales. My impression was always that the key to the SMB market was partnering with the computer and network consultants, since most companies outsource their IT work these days. “Partnering” being a euphemism for paying commissions. If you don’t pay a spiff and maybe a residual if they renew, some other ISP will and that’s who they’ll recommend to their clients. From: AF <af-boun...@af.afmug.com> On Behalf Of Lewis Bergman Sent: Monday, January 27, 2020 9:25 PM To: AnimalFarm Microwave Users Group <af@af.afmug.com> Subject: Re: [AFMUG] Commercial Sales I guess I don't understand why you would want to pay a salesperson with a 100% close rate. Why not spend the money on either front line phone answering people or installers? If you have more than a 2 day wait list it seems pointless to guess sales staff. On Mon, Jan 27, 2020, 8:31 PM Matt Hoppes <mattli...@rivervalleyinternet.net <mailto:mattli...@rivervalleyinternet.net> > wrote: I know you don’t believe it but it’s true. I see you don’t include pricing on your website. We do. I suspect that contributes to some of the difference. When people call us they’ve already looked at the webpage and aren’t so much calling for pricing as much as calling to get service. On Jan 27, 2020, at 9:22 PM, Darin Steffl <darin.ste...@mnwifi.com <mailto:darin.ste...@mnwifi.com> > wrote: Matt, Plenty of people call who are price shopping. They're paying $30 to $55 per month with a competitor for worse service. But they call and ask if we can offer faster service for the same or less money. We give them our pricing and if it's $1 more than what they have now, they go radio silent. This isn't everyone obviously but it's a significant number of the 35% who don't commit to our service. I know your numbers are exaggerated because there is simply nowhere near a 100% close rate on ISP sales. I don't believe your claim. Sorry On Mon, Jan 27, 2020, 7:27 PM Matt Hoppes <mattli...@rivervalleyinternet.net <mailto:mattli...@rivervalleyinternet.net> > wrote: Not exaggerated. Folks who call us are ready to dump Comcast. It’s barely a sell and more a schedule of when we can get there. Same with businesses who call. They already made their mind up they want us when they call. I’m trying to drum up sales for folks who haven’t called or don’t know of us. Why would someone call and then not signup? Literally the only folks who don’t signup on the first call are folks outside our coverage area. On Jan 27, 2020, at 8:18 PM, Darin Steffl <darin.ste...@mnwifi.com <mailto:darin.ste...@mnwifi.com> > wrote: I have to assume you're exaggerating with a 100% close rate. That's literally not possible. Looking at our stats of current and canceled subs, then comparing it to serviceable subs who didn't go with us, we're at a 65% close rate for residential. Very fair in my opinion. We are definitely not cheap. Our minimum is now $65 monthly but I feel good not having as many cheap and complaining customers. On Mon, Jan 27, 2020, 7:13 PM Lewis Bergman <lewis.berg...@gmail.com <mailto:lewis.berg...@gmail.com> > wrote: Wow... Sounds like you are to cheap. Just kidding. I assume you have little to no completion. On Mon, Jan 27, 2020, 6:29 PM Matt Hoppes <mattli...@rivervalleyinternet.net <mailto:mattli...@rivervalleyinternet.net> > wrote: Our close ratio of leads we get is 100%. So not likely. This person would be drumming up new leads that are not organically coming in. On Jan 27, 2020, at 7:16 PM, Lewis Bergman <lewis.berg...@gmail.com <mailto:lewis.berg...@gmail.com> > wrote: I would hope an effective sales person in the position you describe could triple the close ratio of the leads you get currently and generate a few every month you are not currently seeing. On Mon, Jan 27, 2020, 6:06 PM Matt Hoppes <mattli...@rivervalleyinternet.net <mailto:mattli...@rivervalleyinternet.net> > wrote: We are looking at hiring a commercial sales rep. Their job would be to sell direct to larger businesses dedicated fiber internet service. 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