Sales Introduction for Success I am writing this because you have expressed an interest in representing our company. This is a very simple business, so don’t let nerves or fear of rejection slow you down. Most importantly, Don’t Over Think This! We have over 22,000 destinations already listed on our websites. Now is the time to make them stand out to attract more customers. At a cost of under $1.00 per day, what business can’t afford this? Also, although I talk primarily about restaurants, almost all businesses should be on our website and available to you. Facts you need to know! 1. As I said, we have over 22,000 Destinations on our website and adding about 200 per day. 2. There are two types of listings. Free listings (also know as Nominated Listings) are those that we put on when they come to our attention. They include: Name, Address, Type of food, Website and Phone Number. Nothing else. Our Featured Listings are what you are selling. These are listings that are under the complete control of the restaurant and can be changed hourly, daily, weekly or anytime. They include Pictures, write-ups, hours, specials, short and long descriptions, Inclusion on our map, highlighted in yellow, listed in front of Nominated Listings, Inclusion of QR codes, and just about anything the restaurant wants. All for under $1.00 per day. 3. All listings are organized by State and either City or County as well as by type of Restaurant. There is a button for All Restaurants also. 4. We have between 300,000 and 400,000 hits per month and growing now that we are expanding out of just Indiana. 5. We have been operating our website for over 10 years. 6. We actually operate 4 websites and they are: www.whatsnewrecreation.com www.whatsnewrv.com www.whatsnewmarine.com www.whatsnewtraveling.com 7. Our Recreation website is just the gateway to our other websites. 8. Inclusion on any of our other websites is inclusion on all three informative websites at no extra cost. So, if a restaurant wants to advertise to all travelers as well as boaters and RVers, just getting on one website puts them on all three websites. More Bang for the Buck. 9. We also have a brand new website, www.jobs4moms.us. This is a free website that helps gets businesses employees. No cost, but if you help them get on this website, then you have the opportunity to talk to them about our other websites and how they help. 10. Practice before you try to sell. To create a brand new listing, follow these instructions. First, Create an account at the top of the webpage. Second, enter a fictitious business. May I suggest Chris’ Fake Pizza, 1716 Ridgedale Road, South Bend, Indiana. Click and fill in as many areas as you want. Then click 60 day trial and go find the restaurant to see how the listing looks and where the information shows that you inputted. After you do this a few times, move it to a new State and Address. I will erase the fake listings. 11. A shortcut to do this is when there already is a Nominated Listing for a business. In that case, Simply click on the name of the business after find it on the main website. In real life, you should do this before entering the business. This will take you to the second page of the listing and there will be a line to claim this listing. Click on that. If
you were really selling, you would have the restaurant click on the listing to claim and control it. The website will have them then create an account and then have them fill in the information like you did above. For practice, look for Chris’ Fake Pizza Restaurant in Fairbanks, Alaska Claim this as if you were the owner and see how it works. I will un-claim it as soon as you are done, allowing you to do it again and again. 12. Finally, try to give away 5 free Featured Listings before you sell. That will give you the confidence to handle this professionally. Under Promo Code just enter RF100 and the listing will show free. The listings cost at full price $500 for a year, but I sell them for $350 for a year to get under the $1.00 per day. That promo Code is REP30. Watch the cost at the bottom of the page as it should then go to $350. You can try this as well and then don’t hit save and it will disappear. 13. Finally, we are always available to help. Just call (574) 329-0463.
From the Desk of: J. Christopher Warter CEO, What’s New Recreation, Inc. (574) 329-0463 Chris@whatsnewrv.com Administrative Office 2004 Ironwood Circle, Suite 170, South Bend, IN 46635 (574) 329-0463 Office (574) 235-3040 Fax www.whatsnewrecreation.com Useful Facts for Reps to Know 1. We are not a new company. We have been in business since 2007, originally as a handbook to hand out at RV shows across the country. 2. We no longer have the hard copy handbooks, keeping costs to our advertisers low. We now have two active websites and are starting a third website in June. Our primary website is www.whatsnewrv.com, but our fastest growing website is www.whatsnewtraveling.com. Both of these can be reached directly or thru www.whatsnewrecreation.com. We soon will be working with www.whatsnewmarine.com as well. 3. Our websites are now averaging 300,000 to 400,000 hits per month and are expected to grow rapidly with our newest marketing plan in place. WE currently have over 26,000 listings on our website. Most of these are in Indiana and the surrounding states, as we have just begun expanding into other parts of the country. We are adding over 400 listings per day. 4. We are still marketing thru RV shows across the country, but also thru interstate billboards and fliers at participating restaurants, campsites and shops across the country. We will soon start advertising on the RV network as well as local radio spots. 5. As a Rep, you can modify any price down to make the sale. You can even, if need be, make a Featured listing free for a period of time. 6. As a Rep, you can offer Featured Listings for either 6 months or 12 months at current rates or lower. 7. We handle all mass loading for large companies with over 10 franchises. 8. A listing on one website includes listings on all three websites as desired by the customer, at no additional charge. 9. A Featured Listing includes Name, Address, Phone Number, Website, Specials, Announcements, Photos, Short and Full Descriptions, Placement of QR codes and inclusion on a map. 10. All listings are sorted by type of listings for easy use. Restaurants have many types to make finding them easier and any restaurant can be listed under more than one type of listing. They are also sorted by State, City or County. They also are found by mileage from user. 11. Featured listings are found under each city or county above the non-featured listings and are highlighted in yellow to stand out. They are also found on the map of that state. 12. Stores are also listed by category in the same manner as restaurants. 13. Large National Companies may not want their headquarters to be listed on our website, so there is an option on the addendum forms to have them not show, but to have their individual business locations show. 14. Anything is possible. Just contact our office to see how it can be done. 15. Addendum for phone sales is at https://www.whatsnewtraveling.com/agreement/_admin/ (Available easily on the bottom of each web page by clicking on the “Rep Login”) After filling in the form, it will be sent to the client for review and signature. Then it will be sent automatically to our office for billing. They still need to create an account and fill in the listing form, but use the price you quote them on the appropriate line and do not get any financial information, except a PO Number if they have one. 16. As a Rep, you will need to contact me to give me a password and an email that you want to use to get to this Addendum form before you attempt to use it in a sale. Friends Helping Businesses Succeed
Why List With Us The question I am asked most often is: Why should I list with What’s New Recreation? These people are not being rude, they just don’t understand the difference between us and Google or any of the other listing companies. The answer is easy to give and easier for them to understand. Our website is less expensive, offers the ability to change at no extra cost, includes pictures and write-ups, and most importantly, gives them the opportunity to be found by our over 400,000 viewers. They can also take free advantage of the Featured Listing’s daily specials section on the website. All this without paying huge amounts to be on the first page of Google. The saying about our competition is that if you aren’t on the first page, you are lost to the typical user. With our company, all listings are on the first page. There is no second page of listings. We keep the numbers low by categorizing the listings and showing them by State, County or City. This allows our over 20,000 listings to shine brightly to the ultimate user. Our Featured listings are always shown before our standard listings, but all listings can easily be found. As to our other differences, have you ever wondered why a store or restaurant runs a special and only posts it inside their door? At that point, the customer is already inside and committed to buying. This special has no benefit in bringing in more customers. With our website, Featured Listings can show their daily specials, which can be posted for everyone to see before they decide where to shop or eat, thus driving up customer traffic. Our website offers 32 different types of restaurants. Any of our Featured Advertisers can select as many of the options as are appropriate for them. They don’t have to make a decision of one listing type over another. The same can be said about our shopping listings. Currently we have 31 types of businesses listed for shopping. On both of these listings, we are adding types all the time, but we don’t try and squeeze a business into just one category. If five types fit the business, then they pick five types of listings. It costs no more. Another benefit of listing with us is that they get more exposure for their dollar. We started out as an RV website, and maintain that. We also have a website for boaters and a third for ordinary travelers. When a business advertises with us, they get placement on all three websites at no extra charge, if they want. Each one of our websites attracts a specialized type of visitor, but they all shop and eat, so we are exactly what the businesses want. Right now we are not as big as some of the other companies, but we are growing exponentially. We average over 400,000 views per month and that is without much advertising. We are starting an advertising campaign including both billboards and fliers. We already advertise in magazines and at consumer shows, with much more anticipated as we break out of Indiana into the rest of the country.
Sales Approach Probably the most daunting task that a new sales person can do is make a “Cold Call” on a business. These calls are made when the business has not asked to see you. It does not mean that you are trying to catch them cold. Armed with a plan, this sales task can be made much less intimidating. Our business is one that is needed and helps the business. “But, I am not a Salesperson.” I have heard that over and over again, and even said it myself when this first started. The truth of the matter is that we all are salespeople. A doctor must first earn your trust before you let him treat you. This is sales. A Realtor must first impress you with his knowledge of the industry before you talk to that person about spending a large amount of money on a house of business office. This is sales. Trust is earned. So, how to do this becomes more of how can I help than how can I convince you to buy. Following is the approach that has worked well, but you are free to use any truthful approach that you want. We have several programs available to you for the benefit of the business. First is our free listing, sometimes called a Nominated Listing. Anyone, including you, can nominate a business to be on our website. This gives you a reason to make an appointment to talk with the manager or owner of the business to review the information in the listing. You need to be sure that everything that is on our website is accurate. I suggest making an appointment so that the owners have the opportunity of meeting with you when they are not distracted with the day to day operations of the business. Also, I suggest going to the business to make the appointment during a slow time. Quite often, the person making the decisions will simply say that they can talk right then, so be ready. Look presentable, confident and have everything available to continue right then if asked to do so. While you are checking the facts of the free listing, you should talk to the person about becoming a Featured Listing. Explain the difference in the listings and show them that for less than $1.00 per day, they can increase their exposure exponentially. The second program that is available is our jobs listings. We have another website that is available to you at www.Jobs4Moms.us. Almost all small businesses are looking for help, and we can answer that need. Our website is not only for moms, but anyone that is looking for a job. This was started in March of 2024 and so has not had time to grow and mature. That gives you new client the opportunity to stand out to people looking for full or part time employment. This is FREE opportunity for you client to reach all people that ae thinking about getting into the work force. We are starting to advertise this service in grocery stores and anywhere there is a jobs board. Talk to the manager or owner about how this could help them. If they have a “Help Wanted” sign in the front of the business, then this is for them. There are three things that a business needs. The first is inventory, which we are not concerned with. The second is help staffing, which we just covered. The third is Customers, which is what we are specialists at attracting. With our rapidly growing following, a business can’t afford not to become involved. Be sure to explain the difference in the listings, stressing the write-ups, pictures, and Daily Specials sections of the listings. Finally, do not take too long. Their time is valuable to them and if you respect it, that is another way of earning Trust.
Explanation of Entering a Business Listing Entering a Featured Listing is a very simple feat that you can and should get familiar with before trying to sell listings. As We have already shown you, there are two types of listings for every category on our website. A standard listing (sometimes called a Nominated Listing) is a free listing that anyone can put on our website. No financial information is required, and the business will appear as soon as we can verify that validity of the listing. This type of listing is very simplistic and includes the name of the restaurant, address phone number and general type of restaurant. The listing will only allow one selection of one type of restaurant to be chosen, but does give some exposure to the public. The type of business you are selling is a Featured Listing. These listings include all the information of a Nominated listing, but also include multiple listing of type of food or business, pictures, simple and complete explanations of the business, specials, link to the website, use of a QR Code, listing ahead of all non-featured listings in the City or County, and so much more. They will also be featured on the map in their state of business. This gives customers a great idea of their location by zeroing in on the business. The following pages of this document explain how to enter any listing with your customer. For your training purposes, we have numbered the lines of the application under Restaurants only. All of the same principles apply to other listings, which do not have numbered lines. Use this guideline to practice entering Businesses.
1. Name: This is the name of the business as it will appear on the website. That may be different than the actual company name. 2. Address: This is just the street address and is needed to pu the restaurant on the map. 3. P.O. Box, if needed: If this is not needed, just skip. 4. City: Enter the City Name so sthat the business can be located by City. 5. County: Enter the County Name so that the listing can also be located By County 6. State: Select the State. If this is a national company, it will be listed by individual stores. 7. Zip Code: Zip Code of the Restaurant, not the business office. 8. Contact Name: This is for our records as to whom you talked, It does not show in the listing. 9. Contact Email: This is for our records as to whom you talked, It does not show in the listing. 10. Contact Phone: This is for the Website listing as to what number Customers should call. 11. Website: This will be an automatic link to the restaurant website on our website. 12. Optional Donation Request: Some businesses like to have a donation made to either the Local Fire Department or the Local Visitors Bureau. By clicking this link, a 20% donation will be made, but then no further discounts will be allowed. 13. Choose Category: This is how the business will be listed on the website. Any business may pick as many types of food as is properly descriptive of what they serve. If a type of food is not on the listing, simple contact us and it will be added. This makes finding the restaurant much easier and simple for the customer. 14. Days of Operation: These are the days and times a business is scheduled to be open. Holidays and other changes can be listed on Announcements below, as they occur. 15. Type of Food: This is another generalization that appears only on the second page of the Featured Listing. Along with the other Descriptions, it can be used to further encourage a customer to come to the Business. 16. Specialties: This also appears on the second page of the Featured Listing and highlights something that the business has become know for serving. 17. Rep ID: This must be filled in if you want to get paid. Only registered Reps can be found here. 18. Short Description: This is the food and business description that is found on the first page of the listing. It is designed to make the persong want to come in or at least explore more information by clicking on the name of the restaurant. 19. Description: This is the long description of anything and everything that the business wants to say to the potential customer. Along with everything else
here, this can be changed at no additional cost by the customer as often as wanted. 20. Announcements, Specials, Discounts: What additional business does a daily special bring in to a business if it is only shown to customers already in the business. This is the way to announce to the general public a special ffoering for that day. 21. QR Code: Although not often used, this is a shortcut to get to a certain page of the business’ website such as the menu or the product list. 22. QR Code Title: This is what the business wants the QR code called as an example, “Our Menu”. 23. Manager or Owner: Again, this does no appear on any public listing. It is for our records as to whom we should contact to follow up on any particular matter. 24. U-Tube Video Link: Some businesses have a U-Tube page as well as a website that they are proud to show. This is where that link should be listed. 25. Promo Code: To give a percentage of the cost as a discount, enter a Promo Code in this spot and the price at the bottom of the page will automatically be discounted. This cannot be used if a Donation is being requested above. Some Reps prefer to leave this blank and just use the line #30 Price Quoted by Rep. 26. Optional Image: This is the first page photo that the business wants shown by their name on the Featured Listing. 27. Additional Image: This is the photo for the second page of the listing and is optional. 28. Choose Pricing: This is really where a business chooses what they want to do for their business. It includes a free trial, the featured Listing, an ad in the book, etc. 29. Prefer to pay by invoice: Some businesses prefer to be invoiced, we will handle that for you. 30. Price Quoted by Rep: This overrides the calculations on the bottom of the page and the Promo Code. 31. Purchase Order #: Larger businesses will need not only to be invoiced, but the invoice must include a Purchase order number. The rest is regarding the selection of the additional advertising that is requested such as banners, pages in the books, as well as the total sale price which is automatically calculated. If you don’t want the price calculated because you gave a large discount without a Promo Code, simply check the small box labeled : All the price calculations will disappear. If you want to use a supplemental agreement to explain or expand on the full agreement given to the party, click Rep Login at the very bottom of the page. Check if there's a supplemental agreement for this listing
Full Loading Instructions There are two ways that any business gets on our websites. The first is as a Nominated Business (Sometimes referred to as a Simple Listing) This can be accomplished when any person clicks on the First green box on our website that says that if a person knows of a business that deserves more attention, then click on the Nomination button. By nominating a business of any type, the business will appear on the website after we have determined that it is a valid nomination. This listing is free but contains very little information to be used by the general public. The second way that a business gets on our website is as a Featured Listing. This listing is very reasonably priced, usually less that a dollar a day. This listing gives a business the opportunity to let the public get a full feel for the restaurant before they come in. It tells them about specials, the type of business they are and so much more information that is explained to you in the next paper. It grabs their attention and keeps it by enticing the potential customer with valuable information. At this time, we don’t offer customer reviews as so many of them are put up by people with alternative motives. We may change this in the future, but each listing would then have the opportunity to opt out of that feature. There are specific things to learn before entering a listing. First, before talking to a potential customer, check to see if the business is already shown on the website. We are actually dealing with three websites, but by going to www.whatsnewrv.com, any information entered on this website will automatically transfer to the other websites unless the customer does not want that. On our website, the business is the boss. Our websites are: www,whatsnewrv.com www.whatsnewmarine.com www.whatsnewtraveling.com On the website, You can find most businesses by going to the term “Destinations” as a drop down on the top of the webpage. If you already know that the business is a restaurant or a store, you can look under those specific headings in the yellow line on the top of the webpage. If you ae looking at a tablet of a cell phone, the yellow line is not there and then simply click on the three lines on the top right side of the webpage. After clicking on the link, pick your state and then the type of business. Hit the Black Go Button and it will take you to the listings. Enter your city in the box above the listings and the webpage will go to all the listings in that city. You can also choose to search by County. Select the city or County in the drop down box above the listings and it will go directly to listing in the area. Scroll down to the listing you are looking for or simply hit Control F. Type in the name of the business and click enter to find the listing. If a listing is not there and you already know you want to go to that business, enter it as a Nominated Business as described above. This takes 2 minutes.
Before going out to approach potential customers, be sure to read and study the sheet that has all the lines numbered for entering a listing. Keep in mind that these are general information that may or not be relevant to the business. Not all lines need to be filled in and some types of business will not have all the same boxes. That is why it is important to practice so that you know how to handle a situation if something unexpected occurs. We are there to help at aln and all times. When you are in front of the customer, have the person you are dealing with, review the Nominated Listing while you are explaining the two types of listings on the webpage. Be sure to mention that a Featured listing is less than a Dollar a day, as discounted. Further, the business controls the listing completely and can make as many changes as they want, as often as they want. It would be good to remind them that we have over 400,000 views per month and are growing as we move out of just Indiana. If the customer would like to become a Featured Advertiser, it is a simple process. The fastest way is to do the following: 1. Go to the business listing as shown above and click on the business name. 2. Click on the term “Claim this listing” which is on the second page of the listing. 3. This will take you to the “Claim Listing” Page. You will probably then need to have your customer Click on Create an Account in blue letters. 4. This will then take you to the create an account which is very easy and straight forward. This does not obligate then to anything and no financial information is required in any way. Have them fil in this information and remember their password so that they can get back to work on their listing, if they decide to go forward. It often helps if you give them a password card. This shows professionalism. 5. After creating their password and account, simply go to the home page and log in. Under the blue line, the name of the business should appear. Click on the business name and the form will appear for creating the Featured Listing. Because all business are different, the form may not look exactly like the one described before, but it is easy to figure out and become almost automatic when practiced. If you have any trouble, you can call me and we can do a Zoom session to learn this process. The next way to make a customer a Featured Advertiser is by having them do as follows: 1. Click on the upper right part of the screen where it says “Create an
Account”. Again, this will take them to the page that they fill in there name and password etc. No financial information is taken and no obligation is made by doing this. 2. Go back to the main page and click on the ”My Account” words in the Upper Right and sign in using the new password. 3. Click on the Blue line that best describes their business. If you don’t see it, click on the blue line saying Destinations. 4. Fill in the information as it is described in the previous papers and be sure that you are listed as the Representative so that you get paid and credited with the sale. 5. Remind them that they can and should change this as often as they want and that they completely control the listing. 6. Keep in mind that the first time they work on their listing, a delay will occur before the change is listed on the website. This is a safety precaution, stopping somebody from hacking a jeopardizing their business. We take safety of our clients information very seriously. 7. You will not be handling any money. For security purposes, we have all billing done by the home office. We pay you twice a month. If you customer uses a Credit or Debit card, assure them that we don’t keep that information anywhere. Once the purchase is finalized, the financial information is automatically deleted.
Success as an Independent Representative Here are the 10 steps before approaching a potential customer. 1. Familiarize yourself with the different websites, categories and different Handbooks. 2. Sales is not a dirty word, but not telling the truth is. 3. Be prepared to answer questions. Any question is a step closer to a sale. 4. Show confident when you arrive. Not arrogance. 5. Know that we will back you, as best we can, if you make a mistake. 6. Know your customers and how we can help them grow and succeed. 7. Be polite and never argue. They may have a legitimate concern. Instead, listen and look from their point of view. 8. Understand the true value of the website. In all respects, it is the most success oriented for businesses on the internet. 9. Plan your visits ahead when possible by trying to make an appointment at a time not the busy tome of the business. 10. Have FUN. You are offering help to all size businesses.
Your Materials Included with a Start-Up Package. 1. Training Manual 2. Business ID 3. 4x9 cards for Restaurants 4. 4x9 cards for RVers 5. 4x9 cards for Having Fun 6. 4x9 cards for Jobs 7. Sheet of Remember your password cards 8. RV window stickers 12x9 9. Business door/window stickers “Welcome” 10. Stands for cards 11. List of Promo Codes 12. Handbook Ad sizes and Suggested Costs for Featured Listings. 13. Visitors Bureaus Benefits Handout 14. Visitors Bureau Yellow Sheet 15. Compensation Sheet All these materials can be replaced at no extra cost by calling the office during business hours. (574) 329-0463
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