boo blizzi
Regular Member
- May 28, 2009
- 365
- 297
This is a little method I have been experimenting with that got me 2 clients so far.
So away we go...
Step #1 - Basically, you put together your list of targets, separated by niche from manta or google maps.
When you call, the person will answer with the typical business greeting. Let's say her name is Amy...
You say: Hello Amy, my name is (Robert). As a courtesy to local (dentists) in (Brooklyn), we are sending out free information from Google, that explains:
...then you immediately say: May I have the name of the person to address this information to... (then just wait)
They may transfer you or just start giving you the info.
If they transfer you, repeat why you're calling and emphasize that the info is free and provided as a courtesy, then immediately ask how to spell their name.
You should have your spreadsheet open to write the name in a column. Out of like 80 calls, I got the name of 20 or so decision makers (that weren't already found on manta)
Next you ask for the mailing address. (even if you don't plan to mail them, it gets the person committed to giving you information)
After getting the address, (sound like you are writing it down physically)... and you say "uh-huh... and what is the best email address for (you/the persons name)?"
Bingo...you now have the name and email address of the decision maker.
Step #2 - Now all you do is send out a sales letter/pdf that shows stats and facts about why/how SEO (or whatever) can get them more customers.
You base all the facts on stuff you find on Google... so you would say: According to a 2012 report on Google... or in a recent whitepaper, the rocket scientists at Google said... (you get the idea)
Then at the end of the report, you say...if you want to see how (SEO, etc) can get you more customers in "Brooklyn" in the next 30-60 days, then the team at "your business" are ready to help. Just call 555-555-5555 to get a free consultation today.
I use a pdf from Google called ZMOT (zero moment of truth) so I just send that along with a little pitch and call to action.
Step #3 - So here's how I actually got the clients, a few days later (about a week) I called back and said,
Me: Hey Amy remember me...its Rob, we spoke briefly about that Google thing.
Amy: oh yeah, how are you?
Me: Amy, I'm blessed and life couldn't be better...how about yourself?
Amy: (some small comment about whatever...)
Me: oh, that's great...hey listen Amy, is Jeff (the decision maker) around, I sent him the info a few days ago and I want to make sure he understands everything.
Amy: oh sure, let me put you through
(I keep saying her name because I want to make her feel like we are familiar with each other)
When you get on the phone with the boss, you say:
"Hey Jeff, Im just following up with you about the information I sent you last week. I want to make sure you understand everything and how to use it to grow your business."
Most likely he didn't read it, cuz he never called... but you now have the green light to go into your full sales pitch...with facts substantiated by Google which he can easily refer to!
I personally ask for 10 minutes of their time to come in tomorrow and go over it with them, since "I would be in the area anyway" (wink, wink)... not to mention, I'm charming as hell and think I have a better chance at closing them on something even if they aren't interested in my original service.
3 days
78 calls
54 emails sent to decision makers
22 follow up conversations with decision maker
8 appt.
2 closes
I went the ORM route, but actually wound up getting 1 client for traditional marketing (sales material copy and lead generation marketing) because although they saw the value in having a good rep... they would rather pay for ways of directly getting new customers.
The power in this is by using an authority they are already familiar with, I was able to immediately instill trust and position and validate my services.
Im thinking about calling and saying Im from Yelp, FB or Insider pages on my next round...(fuck it, I gotta be aggressive cuz i got kids to feed.)
I know that may seem a little blackhat... but look at the name of the forum we're on before you say anything.
Another way you can twist this without getting all "blackhatty and shit"...is to get a list of business members in the local chamber of commerce.
Then when you call, you say...as a courtesy, we are providing free information to members of the local chamber of commerce that explains...(why they need to buy your shit!!)
...then follow the steps.
Hope this helps someone looking for a way to start.
Next Steps...
Will keep you guys posted.
So away we go...
Step #1 - Basically, you put together your list of targets, separated by niche from manta or google maps.
When you call, the person will answer with the typical business greeting. Let's say her name is Amy...
You say: Hello Amy, my name is (Robert). As a courtesy to local (dentists) in (Brooklyn), we are sending out free information from Google, that explains:
- How to get more customers from higher search engine results (if you sell SEO)
- How the explosion of mobile phones has changed local search results and what you should do if you want to get more customers to your website (if you sell mobile websites)
- How negative customer reviews online can effect your business reputation and what you can do to fix them. (if you are selling ORM)
...then you immediately say: May I have the name of the person to address this information to... (then just wait)
They may transfer you or just start giving you the info.
If they transfer you, repeat why you're calling and emphasize that the info is free and provided as a courtesy, then immediately ask how to spell their name.
You should have your spreadsheet open to write the name in a column. Out of like 80 calls, I got the name of 20 or so decision makers (that weren't already found on manta)
Next you ask for the mailing address. (even if you don't plan to mail them, it gets the person committed to giving you information)
After getting the address, (sound like you are writing it down physically)... and you say "uh-huh... and what is the best email address for (you/the persons name)?"
Bingo...you now have the name and email address of the decision maker.
Step #2 - Now all you do is send out a sales letter/pdf that shows stats and facts about why/how SEO (or whatever) can get them more customers.
You base all the facts on stuff you find on Google... so you would say: According to a 2012 report on Google... or in a recent whitepaper, the rocket scientists at Google said... (you get the idea)
Then at the end of the report, you say...if you want to see how (SEO, etc) can get you more customers in "Brooklyn" in the next 30-60 days, then the team at "your business" are ready to help. Just call 555-555-5555 to get a free consultation today.
I use a pdf from Google called ZMOT (zero moment of truth) so I just send that along with a little pitch and call to action.
Step #3 - So here's how I actually got the clients, a few days later (about a week) I called back and said,
Me: Hey Amy remember me...its Rob, we spoke briefly about that Google thing.
Amy: oh yeah, how are you?
Me: Amy, I'm blessed and life couldn't be better...how about yourself?
Amy: (some small comment about whatever...)
Me: oh, that's great...hey listen Amy, is Jeff (the decision maker) around, I sent him the info a few days ago and I want to make sure he understands everything.
Amy: oh sure, let me put you through
(I keep saying her name because I want to make her feel like we are familiar with each other)
When you get on the phone with the boss, you say:
"Hey Jeff, Im just following up with you about the information I sent you last week. I want to make sure you understand everything and how to use it to grow your business."
Most likely he didn't read it, cuz he never called... but you now have the green light to go into your full sales pitch...with facts substantiated by Google which he can easily refer to!
I personally ask for 10 minutes of their time to come in tomorrow and go over it with them, since "I would be in the area anyway" (wink, wink)... not to mention, I'm charming as hell and think I have a better chance at closing them on something even if they aren't interested in my original service.
3 days
78 calls
54 emails sent to decision makers
22 follow up conversations with decision maker
8 appt.
2 closes
I went the ORM route, but actually wound up getting 1 client for traditional marketing (sales material copy and lead generation marketing) because although they saw the value in having a good rep... they would rather pay for ways of directly getting new customers.
The power in this is by using an authority they are already familiar with, I was able to immediately instill trust and position and validate my services.
Im thinking about calling and saying Im from Yelp, FB or Insider pages on my next round...(fuck it, I gotta be aggressive cuz i got kids to feed.)
I know that may seem a little blackhat... but look at the name of the forum we're on before you say anything.
Another way you can twist this without getting all "blackhatty and shit"...is to get a list of business members in the local chamber of commerce.
Then when you call, you say...as a courtesy, we are providing free information to members of the local chamber of commerce that explains...(why they need to buy your shit!!)
...then follow the steps.
Hope this helps someone looking for a way to start.
Next Steps...
- Im gonna follow up with more emails and phone calls to the people I didn't convert.
- Im gonna call way more prospects next week and keep refining my sales package.
- Im also gonna do a test and mail a physical package to prospects to see what kind of response I get
Will keep you guys posted.
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