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How a random trip to the chinese restaurant ended up getting me $8,000 worth of business!!

Discussion in 'Offline Marketing' started by KAI0720, Nov 17, 2012.

  1. KAI0720

    KAI0720 Newbie

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    First, a little bit about me:

    I'm a fulltime IMer and I've aslo been doing offline marketing for quite some time now. Between me and my business partner, we have 10 high-ticket clients at the moment. Our USP is that we promote ourselves as an exclusive Internet Marketing Company and we pick and choose only a select few clients we like to work with. (which is merely a psychology trick to increase conversions.lol) ;)


    Anyways, on to the story:

    After I finished up some work at home, I decided to grab a bite to eat before heading out to a bar to watch the Lakers play under the new head coach Mike D'Antoni. (Huge Lakers Fan! ;))
    So I stopped by the local chinese restaurant to order some food and ate it there. Had small talk with the cashier and before leaving, I noticed a tray full of business cards next to the register.
    Asked her if it was okay to take some and ended up grabbing three cards.
    The first one was a plastic surgeon who specializes in specific operations, the next one was for what looks to be a small time lawyer, and the third was for a shop that takes second-hand belongings from mothers who no longer had any use for these items and sold them to the newly expecting mothers.
    After I finished watching a few games,[btw, the Lakers lost to the Spurs that night :(]
    I went home and immediately started researching each business. I was looking to see if websites existed or not, if so, how were they ranking, researched their individual markets, etc...

    -After I gathered some basic information, I started to put together a plan on how to approach these owners. So this was it:
    -I would show up to the businesses in person and approach the owners directly.
    -I would come off as being new to the area and wanted to get to know my surroundings and such.
    -The plan is to befriend the business owner to make him/her lower his/her guard and carry on a conversation with me.
    -Make them feel like they're doing me a favor by telling me about their nice community, discuss how business is going, even the best places to go after work to blow off steam..
    -After all is said, I will make the business owner feel as if he/she done me a HUGE favor and that I was very fun to talk with and easy going..

    Now, I know what most of you are thinking.. "what does this have to do with you getting new business for Internet marketing??"...
    Well this is where I go for the kill!...(figuratively speaking)


    The Owner now sees me as a new friend and feels like they did their part in welcoming me to the "neighborhood". So I offer to return the kindness by slowly explaining what brought me to this city and what kind of work im into.
    At this point, your service sells itself. You already build up credibility and rapport with the business owner so when you go into detail about what you do, you can mold it around their current situation..(this is where all that research comes in handy.)
    At the end of everything they will be asking you, "Can this work for my business?" Once you hear those words, it's a WRAP!!
    Now you just tell them what you could do for them, ask them if there's anything else they need, and return later with a proposal..
    They're gunna feel like this all happened by chance and glad you came when you did, but truth is, you planned this all along and it executed flawlessly.. ;)


    So you wanna know how it turned out for me??


    Business card #1- The plastic surgeon:

    Wanted a website redesign along with monthly SEO/PPC
    I quoted him $5,000 upfront costs and $2,600/month (and this was my beginner monthly package). He signed right after the proposal was given.


    Business card #2- The lawyer

    Had a lead capture landing page that wasn't converting. I offered to redesign the lead capture page and do monthly PPC campaigns..
    I quoted her $3,000 upfront and $1,900/month


    Business card #3- The second-hand shop for new mothers:


    Already had a pretty decent websited already, just needed some promotion.
    I offered PPC/SEO on a monthly retainer. We're still in negotiations on the pricing so Im waiting on an agreement with her.
    But she did invite me out to an event this weekend which im pretty sure I can either close the deal there, or find potential clients through her network of friends..(I'm sneaky as they come.lol)


    So the moral of the story??

    Continue to think outside the box and come up with ways to catch prospects off balance. Don't approach them about business first. Engage in a conversation with your prospect, become interested in what they have to say and make them feel as if you're bonding.. And once they are done talking about themselves, it is now your turn so sell yourself!!

    Hope this helps to inspire some of you that are on the fence about offline marketing. The first one is always the hardest, but the rest is all downhill from there.


    Cheers!!!
     
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  2. sunilclicks

    sunilclicks Newbie

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    Great thinking
     
  3. hardcorebiker

    hardcorebiker Jr. VIP Jr. VIP

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    lol amazing stuff. So did you actually visit them to try their service? How can you just randomly befriend anyone who is busy with their business
     
  4. DesignerDrug

    DesignerDrug Registered Member

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    I move around a lot, and it seems that doing this, I tend to meet a lot of people that are interested in my work, like you.

    Word of mouth, is always the best advertising, the Click through ratio (lol) is almost always 9/10. :)
    nice to hear you got some good clients.
     
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  5. kismat

    kismat Newbie

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    This is what a true marketing is
     
  6. imperial444

    imperial444 Elite Member

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    One of my favorites offline strategies so far...
     
  7. bertbaby

    bertbaby Elite Member

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    Good luck with Mike, should have went with Phil!
     
  8. dbyrn

    dbyrn Power Member

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    It works for every kind of business, not only IM.
    Do not sell right away, try to know your client and listen to him.

    D
     
  9. KAI0720

    KAI0720 Newbie

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    Thanks!

    I walked into the plastic surgeon office around closing time.. which was around 4pm for him.. The lawyer was just as easy also..lol
    I told the lawyer that i was new in town and was considering getting an office space there. I Asked her how she liked the location and such, one thing led to another, then i ended up with her business.

    You are exactly right! I agree, word of mouth is the best. Mainly because its easier to build trust when you're staring the person in the face.lol
    Thanks.

    I feel the same way.

    Well thanks.. Find a way to mold it to your personality and run with it!

    You are completely right! I used to do well with D2D sales and telemarketing with this method when I was coming up in the marketing world.lol
     
  10. subster

    subster Elite Member

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    Pretty cool story! Love it!
     
  11. hateandbreak

    hateandbreak Supreme Member

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    Always be open minded to collecting business cards!
    Imagine had you not noticed and grabbed the business cards!
    That's so much money and we live in a world where you can miss something so easily!
    Congratulations and I hope to hear more, definitely will be taking this approach :)
     
  12. JoeDownLow

    JoeDownLow BANNED BANNED

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    That's brilliant... you're making them think it's their idea and that it's a good idea.
     
  13. triXXer

    triXXer Newbie

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    really great, that's alot of money gj
     
  14. x7boo

    x7boo Newbie

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    very well played. I do similar with local businesses in my area. But my question to you is i don't nearly charge as much monthly as you do i only charge $1,000 for the webdesign and $200 monthly. Is there any strategy to up my prices and what all do you offer?
     
  15. KAI0720

    KAI0720 Newbie

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    Thanks!

    Feel free to use it! And i agree, we always have to be observant to the things around us. Even though it can be difficult sometimes.lol

    Yessir! I actually credit that idea to one of my psychology classes.lol
    If you have the time, I suggest taking a few. They really helped me out with my approach to things.. If not, you can find some good books on the topic.

    :)

    One way to increase your pricing is to focus on how insane the benefits are to your services. That plus exclusivity was the key for me.. I tell them that i dont work with everybody and I'm picky when it comes to my clients. IF I choose you, it's because I like you.. Simple as that!
     
  16. artizhay

    artizhay BANNED BANNED

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    The principle of establishing a friendly relationship is a good idea, but I would not take the route of blatantly lying about the reasoning for visiting (unless you've actually recently moved), as this is a lie you would always need to have in the back of your mind if a friendly, non-work relationship is established with the client, which is common.

    Since being new to an error is an easy topic of conversation, questions like "how are you settling in?" or "have you checked out ____?" are common. If the client were to ever find out from another source or if you forgot to keep up the lie, that could invalidate the trust you've built and undermine all the work you've done, potentially causing you to lose the client because the first thing you ever told him was a lie.
     
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  17. KAI0720

    KAI0720 Newbie

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    I understand. And yes, I've only been in this town for 3 weeks as of then.