netmoney1
Elite Member
- Feb 21, 2012
- 3,429
- 11,101
I posted some info about results from a mailer campaign...I had fun with it so I wanted to think of some other cleaver ways to get people to open their wallets...this is def NOT traditional...it is outside the box but it worked....read below
(plus my friend was so pumped on that response that he said "ummm please help me more and I'll break you off a piece" - so that got me a little extra motivated lol - he wanted to do more seo as well as web design after I told him he could get big seo contracts if he just targeted the right companies - the thing is he is really good - he just doesn't know how to ask for money....its very odd)
Anyway I did some thinking...and this is a perfect lesson of:
Anyway, I wanted something that could get immediate response...no mailing letters...I wanted to process transactions that day!
We picked a couple niches that are money makers for the top dogs...I'm not going to reveal it...but use what is presented here and put your own twist to it...you want businesses that can justify spending $2-3k a month in SEO if they are going to get a few new clients each month. Trust me there are plenty of industries out there like this.
Did some research online and found our "targets" - everyone on the first page #2 on down was a potential target. So this is what we did:
*Ran a seomoz on page report for each site...surprisingly we found a crap load with poor ratings...(I signed up for the free 90 day trial they are offering - just search BHW - the thread is posted) - anyway as he was running seomoz on page reports I was calling the businesses with bad on page scores...and my pitch went something like:
"Hi, my name is _____________, and I am calling from _______________________ right here in ____________________. I really need to speak to the individual who is in charge of your website - there is a severe problem"
(now 9/10 times their response was, "oh, no....hold on one minutes....." and they take the bait and get the right person on the line)
When they come on the line they will usually ask how they can help you and introduce themselves
"Hi ____________________, my name is _______________________ and I'm calling from _________________________ right here in town. We do website design and seo and we just wrapped up a consultation with one of your competitors and while we were looking into competing sites we cam across your website and during the evaluation we found several serious problems that are really hurting your search engine visibility. Typically we wouldn't reach out and make you aware of this but we did not engage that competitor, as they did not have it in their budget to afford our expertise.
(this is a curve ball - it is meant to get them curious - hmmmm, competitor cant afford this....well I wonder what it costs)
If you would like to stop by our office we can explain these critical issues that are severely impacting your websites performance"
(some came over immediately - some later in the day - and some said no thanks - it's a numbers game - yes it involves pounding the phones...but keep reading...)
IF they agree to swing by generate the PDF seomoz on page report and toss it in a PDF editor tool - and remove the seomoz logo on top and replace it with yours...and also just remove all the seomoz logos on the footer pages. This way it looks like it came from your own software. Print it out in color for more eye appeal.
It is 100% easier to sell to someone when they are in front of you at your office - you have them in the corner...no, go over the report with them and have their site pulled up to review it. Point out everything that is wrong, but also make some points of what is good...but always explain how you can improve even the good parts to further enhance them. The goal here is to double dip...get them for a redesign AND a seo contract.
After reviewing the site pull up google and show them where they rank for some keywords (do this research before hand...the trick is to find keywords where they are close to the top....and instances where you are familiar with the companies that are outranking them....this is where the magic happens.
To push them towards the deal throw out some info that will get under their skin. "Company x is on top and because of that they are CRUSHING it! Have you ever been by there on a Friday night? Slammed wall to wall...they must be BANKING!"
Get them desiring the top positions BADLY.
Now, explain to them that on page is critical and that it would be a great time to do a complete site redesign, and to build the new site optimized for the keywords that would be targeted.
They are sitting in your office...and obviously care about their site performance if they dropped by after your call.
Now hit them....
Without blinking we dropped $3k for a complete site redesign and then monthly seo at $2k a month.
2 people signed on the spot....in the office. $10,000 in credit card transactions just like that.
Many people didn't have the money in their budget...but guess what? These 2 will not give any problems as long as quality work is done...they had the "do what needs to be done" mentality.
So, not only was $10k processed the SAME DAY but now that's an additional $4k a month recurring!
Lesson:
KNOW YOUR MARKET! - when you can throw out info about the competition it hits home...you can push buttons that trigger a sale.
TARGET THE BIG DOGS - go after the businesses with money to spend!
POSITION YOURSELF AS A PRO! - this kind of presentation makes you appear as the pro - who's price is justified!
NOW...GO MAKE THAT MONEY!!!!!!
(plus my friend was so pumped on that response that he said "ummm please help me more and I'll break you off a piece" - so that got me a little extra motivated lol - he wanted to do more seo as well as web design after I told him he could get big seo contracts if he just targeted the right companies - the thing is he is really good - he just doesn't know how to ask for money....its very odd)
Anyway I did some thinking...and this is a perfect lesson of:
- KNOW your market
- Target the companies with deep pockets
Anyway, I wanted something that could get immediate response...no mailing letters...I wanted to process transactions that day!
We picked a couple niches that are money makers for the top dogs...I'm not going to reveal it...but use what is presented here and put your own twist to it...you want businesses that can justify spending $2-3k a month in SEO if they are going to get a few new clients each month. Trust me there are plenty of industries out there like this.
Did some research online and found our "targets" - everyone on the first page #2 on down was a potential target. So this is what we did:
*Ran a seomoz on page report for each site...surprisingly we found a crap load with poor ratings...(I signed up for the free 90 day trial they are offering - just search BHW - the thread is posted) - anyway as he was running seomoz on page reports I was calling the businesses with bad on page scores...and my pitch went something like:
"Hi, my name is _____________, and I am calling from _______________________ right here in ____________________. I really need to speak to the individual who is in charge of your website - there is a severe problem"
(now 9/10 times their response was, "oh, no....hold on one minutes....." and they take the bait and get the right person on the line)
When they come on the line they will usually ask how they can help you and introduce themselves
"Hi ____________________, my name is _______________________ and I'm calling from _________________________ right here in town. We do website design and seo and we just wrapped up a consultation with one of your competitors and while we were looking into competing sites we cam across your website and during the evaluation we found several serious problems that are really hurting your search engine visibility. Typically we wouldn't reach out and make you aware of this but we did not engage that competitor, as they did not have it in their budget to afford our expertise.
(this is a curve ball - it is meant to get them curious - hmmmm, competitor cant afford this....well I wonder what it costs)
If you would like to stop by our office we can explain these critical issues that are severely impacting your websites performance"
(some came over immediately - some later in the day - and some said no thanks - it's a numbers game - yes it involves pounding the phones...but keep reading...)
IF they agree to swing by generate the PDF seomoz on page report and toss it in a PDF editor tool - and remove the seomoz logo on top and replace it with yours...and also just remove all the seomoz logos on the footer pages. This way it looks like it came from your own software. Print it out in color for more eye appeal.
It is 100% easier to sell to someone when they are in front of you at your office - you have them in the corner...no, go over the report with them and have their site pulled up to review it. Point out everything that is wrong, but also make some points of what is good...but always explain how you can improve even the good parts to further enhance them. The goal here is to double dip...get them for a redesign AND a seo contract.
After reviewing the site pull up google and show them where they rank for some keywords (do this research before hand...the trick is to find keywords where they are close to the top....and instances where you are familiar with the companies that are outranking them....this is where the magic happens.
To push them towards the deal throw out some info that will get under their skin. "Company x is on top and because of that they are CRUSHING it! Have you ever been by there on a Friday night? Slammed wall to wall...they must be BANKING!"
Get them desiring the top positions BADLY.
Now, explain to them that on page is critical and that it would be a great time to do a complete site redesign, and to build the new site optimized for the keywords that would be targeted.
They are sitting in your office...and obviously care about their site performance if they dropped by after your call.
Now hit them....
Without blinking we dropped $3k for a complete site redesign and then monthly seo at $2k a month.
2 people signed on the spot....in the office. $10,000 in credit card transactions just like that.
Many people didn't have the money in their budget...but guess what? These 2 will not give any problems as long as quality work is done...they had the "do what needs to be done" mentality.
So, not only was $10k processed the SAME DAY but now that's an additional $4k a month recurring!
Lesson:
KNOW YOUR MARKET! - when you can throw out info about the competition it hits home...you can push buttons that trigger a sale.
TARGET THE BIG DOGS - go after the businesses with money to spend!
POSITION YOURSELF AS A PRO! - this kind of presentation makes you appear as the pro - who's price is justified!
NOW...GO MAKE THAT MONEY!!!!!!
