[Ask] Offline Marketing Suggestions

[Bizzman27]

Hello Fellow Offliners,

I'm not one to ask for help, but I think I'm doing something wrong. (This is my first offline business.)

I'm at a cross roads with Offline Marketing. Here is what I have done so far. (I have been at it for 3 months so far.)

Set up a website
Set up a 1-888
Business Cards
I act and look professional.

Services I Offer:
Web Design
SMM
SEO
ORM

My Marketing over the past 3 Months:

I focused In an area with about 2 million Canadian people.

Over 40 Face to face meetings
I have sent 500+ 7878 mailings
Posted 2k+ CL/Kijiji ads
Cold Called 3k+ businesses
Messaged 5k+ Businesses via FB
Send Over 10k+ emails

Actively promoted a referral program 10% on all services.

I have also JVed with other Web consultant companies to offer my services.

My Results:

I have landed 5 clients @ $200 per month on a SMM package.

Total Income is $2500 in 3 months

My out going in that time frame is $12,000

So I have made - $9,500

I have found out that 99% of businesses have someone providing them services already or they are to cheap!

What would you recommend?

I'm not a quitter but I'm getting very close.

Let me know your thoughts about this and I hope other offliners can learn something from this thread.

Thanks In Advance.

 

[stretch361]

Well, the sheer numbers you have there are staggering. Two things come to mind: the pitch, and the close.

If you only have 40 potential leads after all of that outreach, either you are pitching them improperly, or you are going after the wrong target market.

If you aren't getting sales from the leads you have, you need to work on your closing skills.

Think back to every meeting you had, jot down every single objection you got. Come up with a way to overcome that objection. Ask for the sale. If someone is already providing services, start asking questions like "what do you like best about their services?" "What would you like them to do more of?" Find the holes, fill the holes.

Start split testing your mailings, calls, etc.

Those are just the things off the top of my head..

 

[originalposter]

To be honest, I think your biggest mistake is charging $200 per month only. Or perhaps, you are reaching out to the wrong type of businesses (ones with no marketing budget). These people have high expectations and will suck most of your time up.

 

[netmatrix]

How strong is the portfolio you present them?

Setup and rank a website on the top of Google in a local market, then approach all the companies you have outranked. You'll get a much better response rate once they WITNESSED what you can do, not what you SAY you can do.

You want them to feel as if they're getting a fantastic deal and I agree with originalposter, I wouldn't charge less than $500/month.

 

[thisismymp3]

ok you have the answer looking at your face

Over 40 Face to face meetings
I have sent 500+ 7878 mailings
Posted 2k+ CL/Kijiji ads
Cold Called 3k+ businesses
Messaged 5k+ Businesses via FB
Send Over 10k+ emails

turn that into

Over 400 Face to face meetings
I have sent 5000+ 7878 mailings
Posted 20k+ CL/Kijiji ads
Cold Called 30k+ businesses
Messaged 50k+ Businesses via FB
Send Over 100k+ emails

after that you should have 10k a month

 

[netmatrix]

ok you have the answer looking at your face

Over 40 Face to face meetings
I have sent 500+ 7878 mailings
Posted 2k+ CL/Kijiji ads
Cold Called 3k+ businesses
Messaged 5k+ Businesses via FB
Send Over 10k+ emails

turn that into

Over 400 Face to face meetings
I have sent 5000+ 7878 mailings
Posted 20k+ CL/Kijiji ads
Cold Called 30k+ businesses
Messaged 50k+ Businesses via FB
Send Over 100k+ emails

after that you should have 10k a month

Actually, that would leave OP bankrupt!

He already lost $9,500 with his original actions. With what you're proposing... he'd be in the hole $95,000

The issue is that he is expending (read losing) more money than he's making. He needs to change his approach.

The definition of insanity is doing the same thing over and over again and expecting different results.

 

[littlewebdragon]

I would suggest making simple (but yet VERY informative) Letter size flyers like 3 folded and have someone spread them out for you. You may say that is outdated and that will not work, but from what I've seen flyers still do wanders as people actually take time to read them and it gives them piece of time to think everything compared trough phone conversation that asks you to make quick decision, old fashion flyers is something that I would suggest for your type of business.

 

[ghostmentor]

Something is wrong in the conversion. Ive owned several call centers and you should have landed way more than 40 appts with 3,000 cold calls. Even if you hired an appointment setter on a fixed fee per appointment it would have been cheaper. What is the initial offer you are sending out?

 

[netmoney1]

Over 40 Face to face meetings
I have sent 500+ 7878 mailings
Posted 2k+ CL/Kijiji ads
Cold Called 3k+ businesses
Messaged 5k+ Businesses via FB
Send Over 10k+ emails

First, skip CL/Kijiji - some may disagree but the only interest you will get from those ads are time wasters and broke businesses - don't waste your time - that's like fishing in the sewer.

FB messages and emails - if they are just to random businesses you could send twice as many and still not get bites.

From what you posted the real answer is in your face to face meetings. Now, if they are agreeing to a face to face meeting then they are begging to be closed. They are obviously interested or they wouldn't agree to a meeting. That's a good number of face to face meetings for your yourself - so you can get them you just can't close them.

I would forget all the other methods you posted and just focus on getting more face to face meetings and work on your pitch and close. Provide some details and feedback on the how/what/when/where - as much info about these face to face meetings. Are you meeting them at your office? How are you getting them to commit to a meeting?

Once you get your close down then you will be doing well.

 

[Spawn]

Face to face meetings 101. First of all pull up in a nice bimmer or Mercedes (speaks volumes) dress nice, be very giving with info. All my clients say omg you just know everything. Have also some literature for then to have. Than last but not least. Don't act to thirsty for the sale. Actually I act like I'm just helping and also have several other meetings lined up for the same day. Lol

if you don't close them then trust me you will have them calling. Ones that don't sign up call them for follow up until you get a no. If you get a no try to figure out why and what when wrong. Enjoy and prosper.

 

[stretch361]

First of all pull up in a nice bimmer or Mercedes (speaks volumes)

Lol..I'm sure anyone that has an offline business losing money has a spare BMW or mercedes...

Not to say it doesn't work...maybe spare a few $ to rent one? Borrow Uncle Rex's mercedes?

 

[Bizzman27]

Thanks, everyone it very clear I need to change the game up.

@stretch361 - Good advice, this is whats happening right now. I'm changing it up and focusing on SEO, direct mail and appointment setting. The biggest objections I'm getting is that its to expensive. I stated promoting at a mid price 1-3k per client depending on the service. I have lowered my prices dramatically and I'm stilling getting objections about them. It might be my local area.

@OriginalPoster - I Tried, I'm getting complaints about my price being to high. Competition in my area are offering full website for $49, with free domain and hosting. (No joke) All other service are being offered dirt cheap as while.

@Netmatrix - Great advice, I will start shifting more efforts towards SEO and dial back on things that are not working. I'm not going to expend double the money to dig a bigger whole.

@thisismymp3 - I want to Increase my conversions and get more sales with less work/money if possible.

@littlewebdragon - I will look into this. We have a business conference happening here, I was thinking about doing something. This just might be it.

@ghostmentor - This is a valid point. I will be trying out pay per appointment. I hired someone locally to cold call and they obviously they are not very good.

@netmoney1 - I will be tightening the strings on methods I use for sure. I'm getting the meetings 50/50 from cold calling and direct mailing. I'm meeting them at their office or coffee shops. I don't have an office, I work from home. It always comes down to the price of the service. When you pitch someone for $200 and they are trying to barter with you. It more frustrating then anything.

@spawn - I have been following up with no prevail. I drive a 2012 Mitsubishi lancer its a pretty nice car, but its no Mercedes .

I'm going to work on getting more meeting and work on closing. Reduce on spending In till profits are up. I want to raise the price so I make more money but my market is not letting me. I'm going to start marketing in a bigger areas.

Thanks again everybody for the Ideas and Info.

 

[prospect7]

To overcome price objections just make them see the value in buying the service. Remember people don't care about SEO or a website, they care about what these things will do for their business (money, more clients, leads etc). Figure out a question you can ask them which will overcome their own objection.

Also keep in mind almost everyone will give an objection or say no, as a salesman you need thick skin and you've gotta be a persistent bastard. Don't give up!

 

[JustMiss]

Increase your face to face numbers dramatically. Do a little homework on each one. Business owners are more interested in what you can do to help them increase their profit margin than how much of a bargain your services are offered. They also know the say, "you get what you pay for" so don't undervalue yourself for the sake of landing a client. Prove to them that you understand their specific business and that the service you're offering them is necessary for their business to grow. Good luck!

 

[Spanish Fly]

When I was starting out, I had my website name made into a sticker for the back window of my car. It was HUGE. I'd park it early inthe morning int he mall parking lot and then jog home. I'd let it sit there all day. Did it work? Eh, a little bit. But you'd be surprised how many people you can reach with just a sticker and a little driving around. Good luck!

 

[stretch361]

@stretch361 - Good advice, this is whats happening right now. I'm changing it up and focusing on SEO, direct mail and appointment setting. The biggest objections I'm getting is that its to expensive. I stated promoting at a mid price 1-3k per client depending on the service. I have lowered my prices dramatically and I'm stilling getting objections about them. It might be my local area.

The goal would be to show the value of your services - so they are more than what they are paying. Ask questions like "How much does this problem cost you?" "How much value do I need to show for you to believe this is a price you would pay?" You could also do "Knowing you will be saving $XXXX, how much do you think this service should cost?"

 

[roi300x]

Hey Bizzman,

because all your profits currently come from selling your SMM package, I assume selling this is your strength. Focus on it and drop everything else. Remember where the leads you've closed came from, focus on this channel of gathering them, and drop all others.

Once you got them, like the 5 guys you already have, upsell them, for example, on an 1 year, auto renewal ORM contract.

I guarantee you one thing: The only reason why websites + domains and hosting are as cheap as $49 in your area is, because they probably know that the lower and cheaper the entry barrier is, the more people come in. And once they are in they pitch the shit out of them offering more expensive services. Break even today, break the bank tomorrow. You could & should do the same.

 

[funkybunker]

Stop pitching at $200, raise it to $599 and tell them you've got a few spots open for only $399.
Add your own twist, it isn't hard.

 

[Alinea]

Everyone seems to be giving very broad, generic suggestions and are completely forgetting about possible underlying causes. There's a few things that come to mind from seeing your results:

• Copywriting issue
• Sales issue (overcoming concerns, objections, etc.)
• Not competent in what you're selling and people can see that
• Since people are bringing up price, they haven't realized the benefits and value of what you're trying to sell. Kind of relates to what I mentioned above.

Questions:

• What are you saying to people when you cold call them? Emails?
• Who are you targeting? Every business you see?
• What exactly are you offering them with SMM and ORM? If they're just "methods" you found from reading a post then that may be an issue.

Suggestions:

• Learn copywriting or at least familiarize yourself with it
• Learn how to counter objections and rebuttals
• If you're trying to sell methods you find around on forums, learn basic marketing first. Learn about people. Marketing is all about people. I think this is why a lot of people don't get that far. They only rely on "methods" they see and think they'll make tons of money from that when they should just use them as ideas along with their own offerings. There's much more to it.

 

[MillionDollarBucks]

Hi,
Offer like,(For example) buy a hosting for 5$, but renewal fee is 50$ i.e. reduce primary spending of your client.If you gain their trust,you can make them gold mine.
Prove your are better than other provider.
Keep testimony of your clients.
Use forum like , Digitalpoint,BHW,eforum,webhostingtalk,etc

CHeers