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How To Reach Out To The Perfect Client??

Discussion in 'Offline Marketing' started by SEOHoe, Apr 26, 2011.

  1. SEOHoe

    SEOHoe Newbie

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    Hello everyone,

    I've found the perfect client. They advertise on Google, but don't show up in the organic (or paid) search results for their keyword. Their keywords get over 5700 searches each month and I'm sure that I can rank them well.

    I live a few states away from this company so there's no way I can visit them face-to-face. And this company probably doesn't have a gatekeeper to go through when contacting them.

    How should I go about selling Internet Marketing services to them? And how much should I charge? This company has a coupon on their website for $500 off a $6,000 service - so I know that one lead is worth a lot to them.

    I need money by Friday. Seriously! So, what's THE BEST way to do this?

    Should I email a video to them? Cold call them? What should I do and say?

    Thanks in advance... I know anything is possible, just need a little advice from you all.

    And thanks in advance for giving a detailed answer - your good deed will come back to you tenfold.:grouphug:
     
    Last edited: Apr 26, 2011
  2. SEOHoe

    SEOHoe Newbie

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    UPDATE: So, I called the guy.

    As soon as I told him what I do, he said "What's the price? There's got to be a price."

    I said, "Well, of course there's a price. This is a business to business call." (I didn't sound like a smartass when I said that.)

    And then I told him the price is $250 up front and $250 per month.

    We talked for 2 minutes and he kept saying that he's VERY interested. He was busy at the time so he asked me to call him back after 5.

    Cold calling is scary for me and I can't believe that I spoke with him so naturally and easily.

    But, now I'm nervous for the second phone call. Any advice on how to make this sale today?
     
  3. virtualc08

    virtualc08 Supreme Member

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    First of all congratulations on taking some action and going ahead and calling him which is great. Tell him what you can do to his website in detail. Assume that he is a total noob when it comes to SEO. Explain everything in layman's terms, try avoiding technical terms as much as possible. Try giving him some sort of a bonus which might help you close the deal . Hope this helps. Update us and let me know what happened.

    Thanks a lot

    Regards
     
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  4. SEOHoe

    SEOHoe Newbie

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    Thank you. I thought that it might be good to make him think that what I'm going to do for him is really complicated. Not complicated to the point that he'll be confused, but just to the point that he will know that he can't do this himself.

    I guess that's not a good strategy though huh?
     
  5. xsellr8r

    xsellr8r Newbie

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    Prospects can smell desperation, I know 'cause I've been there many times. But you can make it work to your advantage. Call him back and tell him you now realized that the price you quoted is ridiculously low but you'll honor it if he wants to set up a payment today. Next week it's going to be $100 higher.

    If he says yes great! If he says no, call him in five days and say that you'll hold the price at $350 through Friday but then it will be going up again. Get him to chase after you.
     
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  6. oxonbeef

    oxonbeef BANNED BANNED

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    I hate people like you. I would've said $5000 and $1500 a month and got it. But that would've been
    after a consultation to instill my value in him. You dropped your pants but It's one of your
    first deals so well done.
    You still are at an advantage as you haven't made any specific scope of service
    claims.
    When you talk with him again put him on the back foot by telling him that was a
    quote for a basic local search inclusion but to really know what you can do for his
    business you have to ask him some questions.
    Use this questionnaire as a guideline.
    Code:
    http://www.mediafire.com/?jg6pak6jilcfeec
    
    It's a word file no VT scan needed.
    Then tell him you will make an analysis and get back to him. This will show
    professionalism and not desperation and also give you time to make a proposal.
    Now you have all the facts about his business you can do your research and
    punch with some weight with your proposal.
    Always keep in mind his ROI. How much is each new customer worth to him?
    Does he have repeat customers? How often do the repeat purchase.
    If you position yourself correctly He will see that your services are the best
    money he ever invested in his business.

    What would you rather have, 10 x $1500 a month clients or 50 x $250 a month clients. I can tell you from experience the 10 are just as easy to get but a
    lot easier to manage.
     
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  7. fnd80

    fnd80 Regular Member

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    this is a trick question. there's no such thing as the perfect client.

    clients either a. give you problems, or b. will give you problems later
     
  8. oxonbeef

    oxonbeef BANNED BANNED

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    I've got clients who don't give a damn about stats, they just write checks as
    long as they're seeing customers.
    How perfect can you get?
     
  9. GrizzlyAdams

    GrizzlyAdams Regular Member

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    agree with oxon. you could have gotten a lot more BUT it was your first time.

    thanks for the questionairre, will combine the questions with my two others.
     
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  10. AtomBoy

    AtomBoy Junior Member

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    Oxenbeef is right. You suck..thanks for lowering my rates...JK

    Your perfect client doesn't know WTF he is doing, If he did or had the staff to do it he would have. Dentists (or any business) know how to pull teeth not internet marketing. But good for you for stepping out and making the call. There is no magic bullet for that.

    I've been doing offline for awhile and it can be a real bitch. I had to change up what I do and how I do it, because of local competition. I used to under promise and over deliver at a great rate, But now I realize I don't have to do that. I saw that the big boys where doing crappier work than me BUT they had prettier reports and therefore greater perceived value. I jumped on that band wagon and undercut them all and succeed.

    Now that you are joining our ranks, here are some of my experiences. Take from it what you will

    /rant on

    I speak to people in the SEO market here all the time (they sell SEO/SEM services) and they know DICK about generating sales. Seriously, its sad. They know a lot about H1 tags but not how to put the whole shebang together and convert it to lead. They think they do, but they are like a business professor that has never run a business. The guys they work for ( the seo/sem business owner) know what they are doing, but the worker bees are just that. Drones doing a job.

    I tell a client what they want to hear. Acronyms like SEO, SEM don't mean squat to them. In fact it's how I differentiate myself from competitors. I am the ANTI-BUZZWORD king. I say this: " I know that you really only care about 2 things, more customers and more money. That is what I'm going to provide for you. Here is how...." That's working pretty great.

    Here's all you need to know about SEO (or anything else) to make money in it in the offline arena. Following this would have saved me time early on.

    1. get a copy if IBP and run the a client a report (if doing SEO)
    2. wow him/her with the thud weight
    3. get a paid to fix the problems
    4. outsource all the work
    5. rinse and repeat

    All the rest is bullshit and stuff for the worker bees. Yes, you need to know how to do the stuff . But knowing and having to do it are 2 different things. Offline only really works when you can outsource. Work toward that goal.

    Some things I learned through painful experience

    1. There is NO perfect customer.
    Well, ones that pay you a lot and leave you alone are good. I provide value and a GREAT service. I have no time to educate someone why the need marketing or me. They either get it or they don't. They either have money or they don't. ...next.

    2. The less you charge, the more of a pain in the ass they will be.

    I can assure you of of this 100%

    Seriously, do no favors, cut no deals. You will live to regret that, especially with local businesses. For clients that I even perceive will be a pain I charge double sometimes triple. One guy I told $20K up front + $2k a month and 20% of gross sales (hoping he would go away) and he took it without even batting an eye. So NEVER sell yourself short.

    3. Templates are necessary
    There are tons of "offline" programs out there. download them all, grab all the templates (their only real value . you should thank Beef for his) and brand them as your own. Hire someone on, fiverr, taskarmy or odesk to format all the offline templates uniformly and add your branding. That was the best $10 I spent.

    4. Make up a rate sheet so you know a few things.
    • what services you want offer
    • what to charge
    • what it costs you to do or outsource. Your time has a cost as well.

    5. Understand what you are good at and what you like to do. Do not try and be all things to all customers. Do one thing REALLY well then add other services.

    Anything you don't want to do, find a partner. I for one REALLY don't like ad management and media buying for clients. It's a pain in the ass. I have a partner that charges 10% of total ad spend. I then mark that up to 15% and he private labels all the work. We don't touch anything less than a $10K a month ad spend. Trust me, it's not worth it for less.

    • I have a partner that manages all of my social media work
    • I have a partner that manages all of my content creation
    • I have a partner that manages all of my ad management
    • I have several partners that manage my graphic design
    • I have several partners that manage my SEO/SEM work

    6. Your website is almost immaterial.

    You talking to a client is what makes the sale. So don't waste any time trying to get it cool and having tons of info. Nobody cares. Set up a clean simple website and Google places account. Don't get fancy. I set up my site in less than an hour and haven't touched it in a year. Pay someone to blog once a week on current issues. Pay for a GOOD writer. My site gets over 200 hits a day with NO promotion and I'm 1-3 in Google places in 3 cities . Those 2 things alone keep me pretty occupied while working in my pajamas.

    Things that make/have made me money and may for you as well
    1. Local lead gen (Google places, etc.. bread and butter)
    2. Reputation management (big ticket. very willing clients)
    3. Internet Marketing and Business Process consulting (catch all stuff)
    4. Product management ( careful: potential pain in the ass)
    5. Affiliate Management (just started this. also potential pain in the ass)
    6. Consulting start-ups (fun, but they always run out of cash)

    /rant off
     
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  11. blueplue

    blueplue Junior Member

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    I like your last one...
    Consulting start-ups (fun, but they always run out of cash)

    Do you mind if I ask? do you close the sales on appointment or thru phone?
     
  12. oxonbeef

    oxonbeef BANNED BANNED

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    Couldn't of put it better myself.
    Shit! I don't type so much unless getting paid.
     
  13. AtomBoy

    AtomBoy Junior Member

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    I type REALLY fast.
    You should see the shit I write when I am getting paid ;)
     
  14. AtomBoy

    AtomBoy Junior Member

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    If they are local I like to go and meet them, hand them a contract and pick up a check. But I close a lot over the phone, especially the start-ups.

    Meeting people is not critical to anything I do. Its not like my clients will have a hard time finding me. Once they know my name I'm pretty visible on the web.

    If they NEED to meet me and they are out of town, they need to pay for that. I give them my day rate, they pay for the flight, I'm there as long as it works in my schedule.

    But that is critical, they need to pay for you washing your nasty ass and getting on a plane just to make them feel good. Because that is all it is. Making them feel good.

    I bill just like an attorney and I DON'T EVER let them forget that. My time is valuable. they need to use it wisely. If they are business people they get that. It also weeds out the tire kickers.
     
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  15. virtualc08

    virtualc08 Supreme Member

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    Wow atom boy that is some serious advice which you have given . Thats awesome stuff man. Rep given..
     
  16. blueplue

    blueplue Junior Member

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    Thanks for a inspiration Reply.

    At this moment, do you do branding on yourself or your company?
     
  17. gnak

    gnak Registered Member

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    I've been procrastinating about actively sourcing for
    clients, and this thread just gave me a large boost
    of motivation.

    Thanks AtomBoy and oxenbeef, +rep!
     
  18. thetvnun

    thetvnun Power Member

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    because its your first'ish client always send a hand wriiten card thanking them for their time.
     
  19. SEOHoe

    SEOHoe Newbie

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    This is particularly directed at oxonbeef and AtomBoy (but thank you all for your replies!):

    How do you go about calling and closing people over the phone? Are you cold calling these people?

    Please help me. I have spent countless hours trying to figure this out. I've bought countless programs and I just can't figure out what to say to people on the phone to make them pay me $5,000 up front and $1500 a month without ever meeting them.

    By the way, I did not know that this thread was popping like this! ;)
     
  20. Kodiak1962

    Kodiak1962 Newbie

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    AtomBoy, great post and right on spot. I have an online business process software, the whole shabang, enterprise stuff, and most customers want a Ribeye steak on a peanut butter budget. Everybody, this is good advise and what most people charge for. Thanks for the freebies.