Too Afraid To Hop On The Phone? Then You Might Be Too Afraid Of Big Deals


It’s a saying that I live by, “Businesses don’t do business with businesses, people do business with people.” This applies to just about any business as does the title of my post. Being a good businessperson also usually means you have to be a good salesperson. Even if you’re the CEO, sales should be in your blood, or if not you should at least be working to hone your skills.

I see this come up a lot with new Domain Investors in particular when it comes to end-user sales. Most of the domain sales I make are to end-users, I used to do the outreach myself now my team does it. What I’ve noticed over the years is that many of the big deals require getting on the phone with the person and in some cases meeting them in person. It all goes back to the whole people doing business with people idea.

It always surprises me when I get an email from a new Domainer who says, “I know the perfect company to buy my domain and I keep emailing them but I’m not hearing anything back.” Many of my biggest deals have started out the same way and it’s taken picking up the phone and making a call to a real person to close the deal.

Here’s the thing, email has gotten out of control for just about all of us. It has also become harder to tell what is spam and what is a real email from a real person. A company may want to buy your domain but your email to ends-up going to the completely wrong person, who also happens to get a zillion other emails every single day.

If you pick up the phone and ask the receptionist a very simple question, “Who should I talk to about domain names within your organization?” you might be surprised to find yourself being transfered to, drumroll please, the right person! If you’re too afraid to hop on the phone though you’ll never reach that person, instead you’ll reach the person who works for the person who works for them via a general email box and your message will be discarded as one of the many sales letters they get about anything from SEO to saving money on heating costs.

So don’t be afraid, pick up the phone and make it happen, the big deals are out there but it’s the real salespeople that will land them.

(Photo Credit)

{ 8 comments… add one }

  • John Harrison October 25, 2012, 9:40 am

    Hey Morgan, great post!

    I think there is a whole generation of people who have grown up with communication methods like email to whom the phone is an enemy! An older generation swear by the phone and an even older one by talking face to face. Its probably time to address this issue in businesses today.

    Do you have any plans to blog about particular ways to educate and convince businesses that a particular domain would be beneficial to them?

  • Jen October 25, 2012, 10:19 am

    Wow Morgan,

    I must have willed you to write this post.

    As a new domainer, I’ve made unnecessary road blocks for myself I’m sure by not picking up the phone. I was just at a lost for what to say and to whom to say it to.

    Thanks for posting this and I hope along with your previous commenter that you spend a bit more time on this one. It would be so very helpful if you could share what is working for your team.

    You could be potentially training your next superstar unknowingly if you do:)

    • Morgan October 26, 2012, 1:07 pm

      @Jen – awesome! So happy to hear you liked this post!

  • Adam October 25, 2012, 8:51 pm

    Some people are just poor speakers or not natural at closing deals. Some don’t have English as their native language too. That’s where brokers come in though 🙂

    “Who should I talk to about domain names within your organization?” . . . Oh to be a fly on the wall when you ask that . . . Dough what ? 🙂

  • Arseny October 26, 2012, 12:43 am

    Thanks for sharing! I’m as a sales myself know that it’s also great idea to mentally prepare yourself that the person doesn’t know you and you don’t them either. And thus it’s ok to be rejected. The more rejects you receive – the close to closing the deal you are 😉

  • Jennifer October 26, 2012, 9:29 am

    Did my last comment get caught up in your spam filter or should I not bother in participating in any dialogue on your blog?

  • Taylor October 26, 2012, 10:06 am

    This is good prompting for me, and just as true for advertising/lead gen/affiliate deals as it is for domain sales.

    I’m definitely guilty of avoiding the phone. I’ve traditionally worked in lead gen verticals in which I seldom need to interact w/ clients/buyers, except for 1-2 initial phones calls w/ a biz dev person. But as we expand into new and less-charted verticals, getting on the horn to set up deals is essential.

    Morgan, I never seem to get notified of new posts, even if I check the box.

  • Jennifer October 26, 2012, 3:54 pm

    Yes, I really do enjoy and learn a lot from your insightful posts in the short time I’ve visited your blog. Wait a bit for the comment section to be reviewed.

    Lesson learned:)


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