Overcoming Objections&

Succeeding with DailyDeals

Diane WilliamsSpringfield, IL

Richard BrownRockford, IL

Laura SwisherPeoria, IL

“I’m already doing a deal with a competing daily deal website”

Distinguish by offering points of differentiation and ensure timing makes sense

44 sold for $440

Too much paperwork

Currently 44 sold for $440

This program is very exclusive. We also give you a check at the end of the day. To do that, there are a few forms that need filled out completely to ensure we are both protected.

Small operation won’t be able to fulfill vouchers sold

Agree to a maximum thatallows the deal to be profitable for both parties.

Maximum of 50, bumped up to 70Currently 56 sold for $1,680

“I’m already doing a deal with a competing daily deal website”

Apples and oranges. We conquer the competition in terms of scale and ability to deliver.

Maximum of 500Sold out for $5,000

Concern about the state of the newspaper industry

Conversation regarding circulation,digital growth and mobile.  DailyDeals is just another way we are adapting as a company (industry) to serve our customers.

Margin – “How am I going to make money doing this?”  

18 sold for $900

Have also run a nearly $3k deal

Offer nearly empty off season junior golf class via DailyDeals with the potential tobuild their consumer database, increase pro shop sales from these new customers and transition them toon-season class customers.

“I have a bunch of coupons out right now and can't really afford to give away more”

Schedule the deal during slower periodsor use the ROI calculator to illustratewhy this deal is different from others

509 sold for $4,540

“We're actually pretty busy right now and just don't need anymore business”

New audience from untapped/ surrounding area.New word of mouth in primary metro area.Merchant receives check before many vouchers are redeemed.

500 sold for $5,000

‘I don't want to come off as a "couponing business”’

Use testimonials and examplesof other, similar businesses...perhapseven their competitors…

67 sold for $3,720

Concerns about returns (on investment)

Selecting the right deal price versusaverage ticket price

608 sold for $7,600

ROI Calculator

Q&AObjections from the field

For more information contact:Shannon Dunnigansdunnigan@gatehousemedia.com401-451-3107

Diane WilliamsSpringfield, IL

diane.williams@sj-r.com

Richard BrownRockford, IL

rbrown@rrstar.com

Laura SwisherPeoria, IL

lswisher@pjstar.com