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How To Close Deals Faster & Smarter

Discussion in 'Offline Marketing' started by originalposter, Oct 25, 2013.

  1. originalposter

    originalposter Jr. VIP Jr. VIP

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    I wouldn't call myself a god-like salesman, but so far, I have been pretty successful with every meeting I attend, pitching 7878's ORM method to my prospects. And you don't need to be god-like neither, because people who reach out to you are probably already SOLD. They just need to get further information and proceed from there. The following are what I experienced and hopefully it will help some of you guys here:

    Never promise anything you can't control

    OK. You might be a genius / guru / expert in the world of SEO. You might be someone who can rank every keyword for your clients and destory competitions. But sometimes (and very often), things change. Services like SEO and ORM are not something you can 100% control. I've came across threads and stories where some users here got burned because their clients fired them due to poor performance (panda/pengiun) or some other unpredictable stuff.

    If you can't control them, why promise or guarantee it? It's just easier and smarter to explain to your client ahead. Be honest and make them aware that nothing is guaranteed in this world and you will do your best. Save your own ass and avoid preventable trouble.


    Be precise. Show them the issues. Then present them the solution.
    Not every business owner has time to spare and spend hours listening to what you offer. I too, have been pitched many times, and I usually lose patience after the first 5 minutes of listening to proposal that I am not too interested in. Instead, get straight to the point please. Prepare your presentation / pitch; Existing issue + proposed solutions + delivery/price. That's it.

    Don't go all the way back to once upon a time and stupid stuff.


    A strong call to action
    Sometimes I notice that they just need to be told what to do. If you offer 5 services in total (and it's common; SEO, PPC, email marketing, web development and ORM etc.), don't present them all at once. Instead, do your research and see what they need the most. Presenting them with so many different options will just confuse them. The more they are confused, the harder they will trust your service.

    So decide on what you believe will do best for that because, and create a strong call-to-action plan for them. Tell them exactly what they need to do, how much and why. And seal that deal!


    Dress equally
    Some people will disagree with me, but I tend to or try to dress equally as the person I am meeting with. For example, if I have a meeting with plumber, I might go with a polo shirt. If I meet with a dentist, then I might go with a dress shirt etc., This is really a personal thing, there is no right or wrong. I tend to like to dress equal to make the other person feels comfortable - like talking to a friend that wants to help him/her. Full suit is not needed for every event, it will just make the other party uncomfortable.


    Business cards. Website.
    If you are offering an online marketing service and you don't have a website for your own company, then something tells me or your customer that you aren't ready. So that should be top of your list regardless if you are offering ORM, or SEO or web development services.

    Having a business cards ready is definitely essential, especially for networking events. Just remember that not everyone is 'techy' that knows how to use QR codes or have their iphone ready all the time. A lot of people I met are still behind in the internet marketing world; and that's the #1 reason why they approach you or you approach them at the first place.
     
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  2. sashablack

    sashablack Elite Member

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    Nice post dude, will keep me on my toes :)
     
  3. Duffers5000

    Duffers5000 Elite Member

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    Your Plumber wears a polo shirt ? where do you live...Beverley Hills ? My plumber wears a gravy stained wife beater.

    Good post though. Too many people talk and talk and talk themselves out of a deal. Never go into a negotiation without knowing exactly what you want to acheive and how much you are willing to compromise. Offer a deal with a clear goal "My service will do this for your company" Make decision makers make decisions.
     
  4. helpful

    helpful BANNED BANNED

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    And one most important thing that people who selling seo, Orm service have to remember.

    1) Never ever. sell a service that you know you cant provide. Just because some skillful trusted members are banking with selling seo service. dont mean you will have the same luck. Dont sell seo if you dont even have background knowledge about how seo work.
     
  5. JGOTTI

    JGOTTI Newbie

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    Great thinking man. Give us something for good negotiation.
     
  6. Thyzerd

    Thyzerd Newbie

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    Good stuff. I've done a few meetings as well but def need to step up my game. I find it hard to stay motivated after some meetings that didn't result in a sale.
     
  7. b1step-ahead

    b1step-ahead Power Member

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    you mean guaranteeing 100% results will backfire? - but your post does hit home and is a good business mindset to have.
     
  8. TheWordGuy

    TheWordGuy Newbie

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    Well said. I have been in the sales field for many years and you are spot on.

    Always know where you want to end up BEFORE you walk in to the meeting.

    Watch their body language. If they look like they are getting bored or don't understand something, change it up quick or you will lose them.

    Engage your prospective client. Make them talk too. You are not putting on a show. When they do talk... LISTEN!

    Don't be afraid to ask for the close.
     
  9. ipodtouchhackerisher

    ipodtouchhackerisher Senior Member

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    Wow some very nice points in this thread! The biggest obsticle is keeping your partner engaged in your presentation.
     
  10. RaBit

    RaBit Newbie

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    Nice thread OP! -- I really dig your take on dressing equality. Helping the customer feel comfortable with you and not intimidated would be vital i think. It's the small things that add up and make a big impression. Good stuff.
     
  11. ilrrr

    ilrrr Newbie

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    This! :D You've said it all!
     
  12. kuzmanin

    kuzmanin Regular Member

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    Good advice's
    Thanks
     
  13. blackaddict

    blackaddict Newbie

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    Never promise anything you can't control << I like this part ;)
     
  14. finnarion

    finnarion Newbie

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    Well said. Having a business card with a QR code is such an effective stuff I must admit.
    I used to send X-mas cards with QR code to some potantial customers, and it worked perfect!
     
  15. Avid Learner

    Avid Learner Regular Member

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    Great write up on some basics!

    Right. In my previous life, we called it "ABC" - as in "Always be Closing". Making it simple what they need to do, why (ROI), then ask them to sign up today. If not, find and deal with the objection. Close again. This does not mean it is a hard sell, either, which puts off most prospects.

    Agree. In fact, it works to be just a tad more dressed up than your client, as in your plumber example (you go with polo shirt).

    Man, have seen some threads on BHW and little mention of this, but it is obvious with a little bit of IRL experience that this is a potential show stopper. People are buying your web services, but if you don't have a credible web presence, then you lost credibility. I'm not sure how they make sales without a good one.

    All... ALL... established businesses have cards for handing out. These are cheap, really. One would look like a chump not having one.

    Really, one could sum all these specifics into one idea... put yourself in your prospective client's shoes, and think what you would be expecting / wanting before you'd part with your business' money (and in most cases, your own).
     
    Last edited: May 17, 2015
  16. twitter.followers

    twitter.followers Elite Member

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    Some of them are pretty common but still great for newbies who are just starting their online money making adventure. Few of them still believe that a suit works for all the business meetings but yes, that does makes the client a bit uncomfortable if it's a small business unit.

    And yes, Business cards are a must and especially when you're offering website design or something similar, you will approach people so you need to follow the old school procedure of carrying business cards but make them look very professional and technical looking which will leave an impression. Also, every web design business will have a website but ensure its appealing enough to convince the client because if your own website isn't upto the mark, why on earth will the client think you will build a nice one for them? Invest enough money and efforts to make it look like you're serious about it.
     
  17. originalposter

    originalposter Jr. VIP Jr. VIP

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    I am glad to hear that some of you still find this thread helpful.

    Yes, most are common/basics, but it was also written almost 1.5 years ago, when I started my offline venture.

    Fast forward 18 months later, my business grew significantly and finally have more funds to invest in myself, company and other infrastructure. I learned that 'first impression' is everything to clients, so here are a few more tips that might help you gain that 'trust' and 'confidence' from your prospects, close bigger and faster deals.

    Notebook / Laptop
    I am aware that most users on this forum are young (20-30s), and some of us here like computer games. Please don't bring your exotic gaming laptop for meeting/presentation. While they are super cool and powerful, It would make you look like a kid, and no serious businesses like to hand over their site to you like this. If you're a designer, going with a macbook pro, lenovo/samsung ultrabook - would make you look more professional and successful than you really are - this would give others a good first impression of you.

    Be prepare to show your previous work
    I always prepare my presentation before meetings, knowing that it could be my one and only chance to close the deal. There could be a dozen of others bidding/lining up for the same job (no doubt, prospects shop around for other developers/seo/orm consultants also). So try to learn as much about their business as possible and prepare a list of clients in the same industry that you worked with. Pitch a few successful before/after tasks you've done for others and how you can apply to theirs as well.
     
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  18. Mind Media

    Mind Media BANNED BANNED

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    This is 100% True.
     
  19. Avid Learner

    Avid Learner Regular Member

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    Sorry...Didn't intend to seem to diminish the post...we all need reminders of these kinds of things, not just your target audience. Really appreciate it.

    Your tip on laptops is subtle, not obvious, but like how one dresses, it is the impression it leaves.

    On the parallel side, I've seen guys pull up in a BMW (one time a Hummer - that's going back a bit) to sell an expensive service - something beyond many of the people working for us. Guess what my/our answer was on their pricing?

    On the flip side, don't show up for a meeting in a "beater" either - makes the owner look on the desperate side, or more willing to lower price. If parking is very visible and that's all one has, then borrow a friend's car, rent one for a day, arrive rather early and park at a nearby location Starbucks, strip mall, shopping center, etc where it won't be obvious and "have an errand" after the appointment. Be creative.

    Agree, 100%.

    But, a couple questions:

    What do you suggest for someone starting green (probably most of this audience), without any past work to show, and no references yet?

    And, did you have a website up and running for some time (perhaps ranking locally) before you started your first round of marketing?
     
    Last edited: May 18, 2015
  20. KELLOGGS

    KELLOGGS Supreme Member

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    Personally I see a BMW or similar car as a subtle sign that the owner is successful. A Lambo or Veyron would perhaps be excessive but the clients I work with would see a BMW as a minimum. Obviously this would vary depending on your location.

    In answer to your question, you can offer your service at a recuced rate on the proviso that customers are happy to review the service, have their testimonial used on your website/brochures and have the logo, for example, included in your portfolio.

    Having a website ranking locally or globally is a another thing clients expect. Perhaps you can get away with the common, "we're a startup so we're actually in the middle of development", but that is bound to cause a fall in confidence. You want all bases covered just in case, because like OP has raised, it's all about the first impression. However, I'd like to add, it's also important to maintain that impression so don't lie or forge things. It will set the bar too high, often unnecessarily.
     
    Last edited: May 18, 2015