Before I joined the domain industry the only thing that I heard about domainers were negative stuff. People who sold domain names were portrayed in a very negative way.
The only thing I was reading or hearing was how these “squatters” were quickly registering the domain names of big companies then calling them demanding inflated prices for their domains.
Of course the situation got so bad that ICANN had to take action, and now we have formal dispute resolutions systems in place to protect trademark holders.
What a lot of domainers don’t seem to understand is that even some of the very-well educated people in the corporate world really don’t know what a domain name is. Some would not be able to tell the difference between a domain name and a website.
Some would not be aware that you can sell a domain name without selling the website, or even that either of them can be sold or transferred.
If people don’t know about domain names, then they will not know that a domain aftermarket exists. And, even if they know a little about the domain aftermarket, the lack of knowledge with regards to domain ownership transfer procedures is enough to scare them away from making a deal.
Those who know domains know it well. Those that don’t will not want to invest into the unknown.
There are some professionals who are damn good at what they do. They build successful businesses. Surely a top domain name would help their businesses. But, if they don’t know anything about domains, how domains work or how the domain ownership is transferred, how do you expect them to confidently make that 7-figure offer? Really…
You see, this talk about making the ultimate end-user sale is nothing more than a dream or a fantasy for many domainers. Unless the target market for your specific domain name really gets it with domain names then you are really daydreaming.
So, why call a banker and offer him a radiology machine? What would he do with it? Offer him banking software and then you will most likely have his ears. It is the same thing with domain names. As much as the domain name would be the best match for their business, if the end-user knows nothing about domains then you will only be offering something that is alien to them.
Cold-calling end-users will most of the time be unsuccessful. Why? Because you will need to educate every single person that you have to go through before you get through to the real decision maker.
Nonetheless end-users are not stupid. So if you tease them in the right fashion and entice them to the right information, they will take notice and start paying attention to domain names.
This is why we redesigned our domain marketplace. We only have to focus on how to get end-users to visit our website, whether by accident or intentionally. I am confident that anyone visiting our website can learn as much about domaining as they should need to. They can learn the basics and just enough to convince them that:
- Domains can be bought and sold
- The domain aftermarket has been active for many years
- The buying and selling of domains is a legitimate business
- Premium domains are valuable assets that will increase in value
- Etc, etc.
When I get an end-user inquiry for any of my domains, I always reply with my website link in my email signature. I always notice that there is a change of tone in their emails when they reply. They have visited the website and have brought themselves up to speed with the domain world. They have been sold on domain names, and now they are ready to do business.
The end-users that I would cold call are those that I am absolutely sure are already knowledgeable about domain names.
If I’m unsure about their domaining knowledge, then I would send them a polite email with the hope that they will visit eBusinessDomains.com from the link in the email and do their research from there.
Use technology wisely. Shut up and let the website do the talking!
I disagree – why wouldn’t you make a 5 minute phone call to the big people in the industry?
I made a cold call 2 months ago and 10 days later sold a name for $17,500. Granted the guy did “get” domains, but it was still a cold call that took 5 minutes.
Like or Dislike:
0 
0
It’s true that most companies still don’t understand the value of a good domain, but i also believe that’s changing, slowly, but changing, and that’s good news.
I’ve contacted end users myself recently, though most of them didn’t answer me back, many of them did, more than i expected, and they seemed educated about the importance of domains, i didn’t make any sale to those people i’ve contacted, they said they recognised the value of the domains in question, but at the moment it didn’t fit their needs.
Most of those end users already had websites with domains related to their activities, my domains targeted some of their specific activities, so it was good try.
I think that in time it might be a good idea to contact more end users, but like you said Kevin they have to be educated first
Like or Dislike:
0 
0
End user sales are not as difficult as you say! The key is to have a short pitch, then follow up with an email that outlines why the domain is right for them.
Also, many small businesses just can’t afford those 5 & 6 figure+ prices that most domainers expect. But they can afford a good generic domain priced in the mid 4 figure range. Especially when it has some traffic and also perfectly describes their product or service.
One of the problems that a lot of domainers have is they try selling crap ‘brandable’ names for the big bucks, and wonder why the fish aren’t biting! A decent generic name, even if it’s ‘long tail’ will sell to an end user – just be realistic on your price expectation!
A couple of hours spent on a few phone calls and follow up emails for 3-6K in profit is a good ROI IMHO!
Like or Dislike:
0 
0
@Gordon,
I would ring end-users, but it would highly depend on the actual domain name, the industry, and the size of the company and their likelihood of knowing a thing or two about domains. I’m glad that you added that the guy did “get” domains. That is really the key thing.
@Helder,
Yes, I am seeing that as well. There is a steady trend in the increase in the number of educated end-users. There is no harm in trying. After reading your comment I realised that I should have stressed that by cold calling I meant speaking to people on the phone. Telephone and email communications have their unique appropriateness, and I believe it is best to send an email if you are unaware of the level of domain knowledge on the other side.
@Bob,
You are so right. Some domainers are expecting too much. Domainers should look at benefits versus costs when approaching end-users. How much more revenue will the domain bring, and how could such a domain name help to reduce cost. Domainers should never be so irresponsible that they end up offering crappy domains to end-users. Period. Save those rubbish domains for the forums. If you have the guts to approach end-users, you should not risk losing a sale by inflating your prices. The proof of the pudding is in the eating. We see that week after week the bulk of the reported sales are in the $3-6K region.
Like or Dislike:
0 
0