Closing a Deal as a Freelancer?

[FlightSchool]

I have read a couple of threads regarding some SEO and ORM freelancing that people have started. It seemed like a good idea, something practical that I can start off doing as I am new. As I go along I can learn and become better and it wouldn't be too overloading to start off with.

I have 2 methods to get to the clients. 1 is an envelope method with dice that a user gave us the idea of, which is supposed to work well. I am going to continue to use this method, however the turnover rate seems lower than I want. I sent out about 20 letters and haven't gotten any calls, it's been about 2 weeks since I have.

The next method I have is calling with the intentions to either get them to buy the idea from the phone itself, setting up an in person closing meeting, or go through with a 2nd meeting in person where I try to close the deal. I make a sales pitch by first introducing myself, telling them that I see a problem with their website regarding their Google ranks or reputation, tell them the statistics of keyword searches and how people rely on online reputations, and then tell them that it is badly affecting their business. The problem with this method is that when dealing with businesses that have office clerks, it is so hard to get the message to the people that matter. They either tell me no when I tell them what I am calling for and make the decision themselves, or they take my information down and God knows if they give it to the person in charge of the business, because I haven't gotten any calls yet.

Maybe I'm doing something wrong in my sales pitch?

How can I improve on the turnover rates to rake in clients?

I have made an outline and thought that I need the following:

1) An example of a successful project. Past clients or projects that completed the objective.
2) An incentive such as 10% of the profit for a client they recommend. (I also saw this on a forum)

I have also made certain goals such as legitimizing my business by creating business cards and pamphlets.

I am thinking about the importance of creating a company name. Would people feel more comfortable taking my offer if I stick a company name?

Or would this be risky if I don't have an LLC established?

What are some things I can do to improve?

What am I doing wrong?

Regarding the envelopes I sent out, some of the people that declined, I feel like are still good prospects because of the situation their business is in. They would be perfect clients as opposed to others. How can I reel them in when I have already reached out to them? Would this require an in person meeting?




Please be honest, even if it means to be harsh.



Regarding the Envelope, this is the letter I send:

September 20, 2011
Contact name
Business Name
Business Street
City State 00000

Dear {Name},

I'm going to get straight to the point because I know you're busy; attached are some unfavorable reviews about your {business type} that I pulled from the very 1st page of Google.

My name is {Your Name}, and I'm a online reputation management consultant right here in {City, State}. I may have even been in your business at one time or even worked with some businesses near yours.

Here's the Deal:

I can help your {business type} improve your online reputation. Your customers are seeing what others have to say about you before ever walking through your door - and the bad apples leaving these reviews are ruining your good name online. In fact, nearly 70% of your potential customers are consulting reviews and ratings before making a purchase decision. I'm sure if you had your way this isn't how you would choose to represent your company on the internet. I can work with you to suppress, directly answer, or in some cases entirely remove this negative press.

Costs? I can offer you services from a simple one-time cleanup to an ongoing monthly reputation management strategy. Whichever way you should decide to go, the costs involved are nothing compared to what this kind of negative customer-generated content is costing you every month. Just contact me on my cell at 00-000-0000. If I'm with another client just leave me a message and I'l get back to you as soon as possible.

Sincerely,

{Your Name}

 

[yvann94]

As I'm currently doing a journey in ORM, I could give you my opinion but it will only my opinion and so you should wait others.

1) Yes, having a company is for me mandatory if you want to do that kind of business. For example, the very 1st call I had, the owner asked me what was the name of my company. So I think that reassures the client.

2) I see you almost take exactly the same letter as 7878. His letter is good but your own imagination is better.

3) When you call some businesses directly, you can ask for the owner (if you've checked it before of course). The main point is having the owner read/listen what you have to say. So find his name on Manta, ask for him.

Personnalization is very important : each client you contact should think he's the only one that you've contacted.

4) You can try emails. I've sent some and have a decent turnover rate (2/20 for now)

Regards,
yvann94

 

[FlightSchool]

Thanks for replying man.

Okay, so I have made a name for the company, but haven't made an "official" company through paper works. This is fine right?

Yeah, I have tweaked my letter a little bit, and probably will tweak it more. I just wanted an opinion from the experienced copywriters about the general layout of the letter.

The thing is when I ask for the owner when calling doctors, lawyers, etc (basically ones with desk clerks) they immediately ask for what reason I am callling. I have said that I am calling as a consultant wanting to speak to the owner regarding their website. Then it turns into "oh we dont need your help (from a damn desk clerk lol)" to "okay what is your name and number they will call you back" and then get no reply. I guess I will try email now, cause I have also used their personal names.

Thanks for the email idea, I will try it out.

 

[yvann94]

Don't know how it's in your country (US I guess) but in my country, you actually need a real company to trade with your client.

 

[FlightSchool]

Can someone also review my flyer? I am not too good with copywriting. I want to learn, but I just got started.


I don't have a company or anything established, I will just put a name down though.

Ya I realize the flyer is horribly cheesy. I had serious brain farts. I am reading some articles on copy writing, but any help would be appreciated.

 

[FlightSchool]

Can someone also review my flyer? I am not too good with copywriting. I want to learn, but I just got started. View attachment 45618


I don't have a company or anything established, I will just put a name down though.

Ya I realize the flyer is horribly cheesy. I had serious brain farts. I am reading some articles on copy writing, but any help would be appreciated.

 

[FlightSchool]

bump.

I really need help guys. I would appreciate it if someone with some experience could guide me a little to get started. I am finishing the flyer myself, but I still want information in the OP regarding the lost clients and how to approach them, as well as the other questions.

Thanks.

 

[cyrix]

Have you considered just walking in to these businesses with an ipad or something and directly showing them the kind of damage their online rep is causing to their overall business?

 

[cataratas]

Hi FlightSchool

I'm embarking on the 7878 method as well here in the UK but perhaps unlike some others trying the method, I do have experience of dealing business to business in the offline world. In fact that's where nearly all my experience lies.

May I make a few comments....

Be professional in ALL aspects. You are a business owner offering your expertise to another business that needs your help. Don't forget that- they need you.

Be authoritative when you speak with them.

Before you get to speak with them though you need your corporate image.

That does NOT have to mean forming a limited company if you don't wish but yes use a business name.

Make up a letterhead with a logo. There's loads of ways to do that. At least go to the Micros0ft Off1ce website and search for letterhead templates. They are downloadable for free. Most aren't great but I've been using one I got there for the last 7 years in my business.

Next up buy a heavier print paper. Don't print your letters on the standard 80 gm weight paper, buy a heavier paper.The difference in the final printed letter is amazing.

Obviously the alternative is you pay a printer for professional letterheads but the above gets you started cheaper.

Business cards- well you've already mentioned them yourself.

Use a professional email addy. No Hotmail, gmail, yahoo etc. Buy a domain and set up your domain email [email protected] or whatever.

These are basic suggestions most of which have been missed on the 39 page 7878 thread.

Also, you mention that when you've rang up businesses and you've got the clerk or receptionist you've said that you want to speak to the owner about their website. If you're trying the ORM 7878 method then you need to say something else. This isn't about their website. Also most businesses get bombarded with calls and mailshots about SEO. So when you've mentioned you're ringing about their website the clerk is thinking "Here we go again..." Think of another way to introduce yourself on that one.

Anyway, that's just some basic thoughts.

I wish you luck and don't forget to let us all know how you get on.

 

[yvann94]

Hi FlightSchool

Make up a letterhead with a logo. There's loads of ways to do that. At least go to the Micros0ft Off1ce website and search for letterhead templates. They are downloadable for free. Most aren't great but I've been using one I got there for the last 7 years in my business.

Next up buy a heavier print paper. Don't print your letters on the standard 80 gm weight paper, buy a heavier paper.The difference in the final printed letter is amazing.

Yeah. Use heavier print paper. It's really better and you nearly don't need to use dices with it because the letter is bigger.

Here is a message posted on 7878's thread about phone-calls :

Here's how a bad salesmen would approach the follow-up-call:
------------------------------

---------------------------------------------
"Hey there, do you remember this letter I've sent you? Well, you see
having those review really harms your business, it's yada yada yada
and yada yada. Did you know yada yada? It's yada yada!

Statistic XY tells yada yada!

Also yada yada. And did you know about yada yada? I have to explain
this to you in greater detail. Do you have any further questions?"
---------------------------------------------------------------------------
Sucks. A lot of telling, no selling.

Salesmen B (the smart one) operates like this:
---------------------------------------------------------------------------
"Hey, this is Salesmen B. The guy who has sent the letter informing you
about your bad online reputation. Have you got it?

-Bad online reputation? (Tell him to read the letter, call again later)
-Yes, oh boy...

Might I ask you... how do you feel about those reviews?
[This way you check out how qualified your prospect is. You'll realize: The
ones with the bigger pain in the a** are way much easier to close. Encourage
them to complain as much as possible. And let 'em blame those reviews for their
situation, thight years of business and all kind of problems. This stuff is gold.]

-I dont give a f***. (End call, or handle the obejction)
-Man, it sucks...

You see... a lot of my customers had such a problem, in fact: Over time

• less and less potential costumers called
• their business shrunk
  
• and they ended up making less and less money.
  

Just because of bad reviews next to their phone number.

Might I ask you Mr./Mrs. ___....

If there where an effective, fast way to fix this... (which would make you
the guy to call in the eye of the customer again...) would you like to know
about it?

-Really, I don't care if poeple out there think I suck. (End call, or handle it)
-Sure (Continue)

Okay, in this case we should meet each other. Let me check my sheudule...
would you prefer wednesday at 9 am or rather friday at 2 pm?
[Don't ask: Should we meet, yes/no? Ask should we meet at x or y?]

-They both don't fit (give another alternative)
-Wednesday is fine

Cool, you'll recieve some materials upfront. Telling you more about how
online reputation can make or break a business nowadays. Make sure to
watch out for it!

See you then!"
---------------------------------------------------------------------------
It's a very basic script. Not a good one, though. But if you never did tele-
marketing before, it will do it's job. Tweak it the way it makes you feel
comfortable. Don't use it word by word. Make it new in subtile ways only
you would regocnize.
​

 

[FlightSchool]

Wow, amazing answers guys. I've been fueled up recently to try even harder than before, and you guys have given me even more confidence with your advice. I really appreciate it all.

Cyrix, I have had a slight thought of doing that, but it was for offices with desk clerks. I think your idea would work great for places like bars and restaurants. Thanks for that, I'm gonna go do some cold walk ins and see how it works.

Cataratas, Wow man really great information. I made an outline on how to be more professional and legitimize my business, but I never thought about the email. I will review all aspects of professionalism I can add into what I am doing as well as buy the paper you mentioned.

yvann94, Thanks a lot man, that is great insight there. I've also been working on an email letter like you mentioned earlier.

I will definitely keep you guys updated.

 

[FlightSchool]

Already got at least 2 closed. Still working on the techniques like the phone one. They are somewhat acquaintances I admit, but even still it will be good for credibility.

 

[funkybunker]

Already got at least 2 closed. Still working on the techniques like the phone one. They are somewhat acquaintances I admit, but even still it will be good for credibility.

A friend's business is still a check on your portfolio, make it a positive one.
Happy to hear you closed 2 deals regardless of relationship. Think about it this way - a stranger (new lead) must see you as a friend through the process anyway, and these two clients will help you build confidence in what you deliver. Grabbing newer clients will feel much easier.

 

[FlightSchool]

yessir thank you. that's exactly how I thought about it. I had to because at first it was a little bit discouraging knowing that I closed on a very large discount given to them. They were distant acquaintances, however they are close to impossible to close. Business owners that don't even like the idea of investing into making their property look better when it's necessary were not exactly who I thought I'd be closing first for an online problem solution, however like you said, it's a check on the portfolio for me.