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[Journey] The Power of Upselling and Continuity (Warning: Long and Detailed)

Discussion in 'My Journey Discussions' started by MakeGreenM8, May 29, 2017.

  1. MakeGreenM8

    MakeGreenM8 Jr. VIP Jr. VIP

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    My Goal
    Earn $5,000 monthly in revenue from local small business clients by managing ad campaigns of at least $1000 a month, and Local SEO by January 2018.

    My Approach (In progress)
    I have realized many businesses still have a slow site that looks like it is from 2005. These sites are a nightmare for mobile users and there are an overwhelming number of places to click. Basically, these sites are slow, crappy, unfocused pieces of crap that are basically a giant hole in the owner's "income bucket."

    My service is to get people a simple, professional and responsive them on VPS hosting with tracking and analytics. It will be optimized for click throughs. From there I can offer services to get targeted traffic to their optimized site. There I will collect emails (and phone numbers too maybe). Also, I will set up a tracked number that will forward to the business' main number.

    By cold calling and reaching out through friends and family, I plan to offer this as my businesses' first service. Once I deliver on this, the business owner will be much more receptive to letting me run their ads and direct their SEO.


    Why This Business?
    I have experience with Bing and FB ads, that run to Clickbank products. Lately, CB has been more and more suicidal, so I am pivoting and putting these skills to better use. (very angry about it)

    My core experience is running my Amazon sites, where I already guide the copywriting and SEO. It is not that big of a stretch to apply this to local SEO. I have 3 practice sites ranking for some local search terms with more than 300 searches a month.

    This Week's Actions Since Thursday
    0. Set up website. Bought domain for $9. Bought $250 theme. Bought and set up Optimize Press. Bought and set up tracking software for $297(just pick what you are familiar with until you have lots of traffic actually)
    1. Went to the county clerk's and got a DBA. ($~35)
    2. I got business bank account from a local credit union.
    3. Reached out to my Dad's friend and optimized his decrepit website for $500.
    4. Secured a meeting with him to discuss Local SEO for this Tues.
    5. Got a meeting with another family friend and got her a website built for $1500. It is complete with tracking and analytics.
    5.1 Set up her FB fan-page for $200.
    5.2 Running an ads campaign on FB for $500 a month flat. Her monthly budget is $1000.
    6. Added these 2 website changes to a portfolio page on my business website.
    7. Searched the industries I'd like working with, looked through SERPs for "local business my area/nearby area"
    8. Added all slightly shitty sites to a spreadsheet.
    9. Called 27 out of 45 on my list on Thursday and Friday.
    10. Locked in one appointment for next Wednesday (about a 4% conversion).
    11. I have built a phone script based around saying hi my name is ____ and I would like to show you how you can get _____ ROI from your existing website's traffic. Could I have two minutes of your time? (Many sigh and say "no" or "sure I guess")

    • Then, I ask if they are the marketing decision maker
    • Next, I ask how much their marketing budget is
    • After that, I ask how much business their site is currently bringing them
    • Last I ask them to meet me on a specific date and time for a 15 minute appointment
    Each business will be called at least 5 to 6 times until they threaten me.
    12. I have basic presentation where I start from my main benefit of how it is easier and faster and which gets more conversions. I have screenshots and the data where I have proven this on some of my own affiliate sites. Then I work down saying it looks much more professional and is more memorable.


    Side Notes
    • I am also looking into how to structure my referral program. I am setting Wednesday as the deadline for this. Basically I will pay people a couple hundred bucks if they can directly help me land clients.
    Conclusion

    My site is set up and I have secured two clients by reaching out to people I already know receive value from what I can do. I also have been cold calling and have an appointment for next Wed. I will update this thread at least once a week to keep some accountability and exchange some info with you guys.


    Costs = $691
    Revenue = $2700
    Recurring Revenue = $500 monthly

    Feel free to ask any questions. :) I apologize for any typos.
     
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  2. ntjoji

    ntjoji Registered Member

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    Interesting Journey, i am following
     
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  3. ryanfallah

    ryanfallah Regular Member

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    You got your shit straight, I did exactly this in my local area And am growing every day. Keep going! Will follow this.
     
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  4. catwithhat

    catwithhat Jr. VIP Jr. VIP Premium Member

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    Seems like another great journey. Good luck!
     
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  5. MakeGreenM8

    MakeGreenM8 Jr. VIP Jr. VIP

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    Thanks. I hope to add a little value.

    Thanks man. It will mostly be footwork and hustle in the beginning. I am not trying to reinvent the wheel for my first actual business entity.

    I'm glad to hear it is working for you too. :)

    Thank you.

    Thanks for the replies and encouragement so far guys. I'll post again this Friday at the latest.
     
  6. shaheerkhan

    shaheerkhan Regular Member

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    This isnt detailed
     
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  7. Writing Package

    Writing Package Jr. VIP Jr. VIP

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    The hustle is real! Congrats on landing the clients and conducting cold calls like a pro! Keep us updated and let us know any practical tips you learn along the way!
     
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  8. MakeGreenM8

    MakeGreenM8 Jr. VIP Jr. VIP

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    If you say so.

    Thanks. I've got a lot to learn.

    0. Log each action into my Evernote log to keep track of each action's effect. Pasted into bhw and edited for readability.

    1. Closed my first client on fixing up the local seo he bought from a fly by night company. I did a $500 audit. His actual server was a VPS, so I upgraded him to a new theme for $500. And now I have him as a $1000 a month client. He was surprised to see my test sites. The last company made him sign a six month contract without any demonstration. He was also really happy I am sending him a weekly report.

    The main issue is that they built about one link a week and stuffed his articles with kw's. Also, they targeted keywords with non relevance to his business. He was getting lot's of traffic from keywords about cooking. He's a basement finishing business ffs.

    1.1 Wrote a reminder to begin setting up his new site later tonight.

    2. I updated my cold sales script. The underlined portions are what I added. Of course I'll keep revising.
    • Then, I ask if they are the marketing decision maker
    • Next, I ask how much their marketing budget is
    • After that, I ask how much business their site is currently bringing them
    • Then, I ask if an increased conversion rate interests them. (if they ask, it leads straight to the close)
    • Last I ask them to meet me on a specific date and time for a 15 minute appointment so that I can give my best estimate and demonstrate the solution.
    This has gotten me two appointments out of the remaining 18 businesses I have called today. That is over a ten percent conversion rate(from 4%). It adds to the value of the appointment I am selling. It also locks them in to a easy yes, and makes it harder to turn down the appointment. My new closing sentence adds even more of a reason for making the appointment.

    2.1 I have updated my presentation script to have a question (asking a who, what, when, how) every 3 or 4 sentences to to figure out each prospect's buying points. Asking and carefully listening during my first two meetings added a lot of confidence for them. Once people see you scribbling down their answers to a notepad if gives you more trust and credibility.

    This has also worked for me in applying to jobs in person. Therefore, I'm going to stack this effect to the max.

    3. Called to confirm my meetings with Wednesday appointments. Prospects still seem genuinely interested and pleased I called to confirm.

    4. Researched some of the people I called yesterday and have more info about them. I am calling the 'warmest" sounding ones back on Thursday. The others I will call back when I have no other leads. Some of these people were very nasty lol. Nevurr gonna cold call agwain :'( /s

    5. I added my referral program to my menu. I am offering 20% upfront and 20% recurring to people who give me a lead that closes. (Adapted from the @Taktical guide https://www.blackhatworld.com/seo/h...arning-15-000-a-month-in-three-months.309903/) I'm willing to offer 100% upfront and 30 to 40% if 20% doesn't work.

    6. The FB campaign is running for my second client. I have admin access to her site with the landing page, and she pays the ad budget to my business' bank account that pays for the ads.

    7. Added the addresses of my warm leads to my spread sheet and have a mapquest route

    3/45 for meetings about 6% conversion cold calling
    $3700 in rev.
    $1500 in recurring rev. (30% there)
    $995 in exp. ( cost of theme, not counting SEO tools, already have them )
     
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  9. cyrusv

    cyrusv Jr. VIP Jr. VIP

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    "Each business will be called at least 5 to 6 times until they threaten me."

    "Some of these people were very nasty lol. Nevurr gonna cold call agwain"

    Don't give up buddy!
     
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  10. MakeGreenM8

    MakeGreenM8 Jr. VIP Jr. VIP

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    Haha not planning on it. There is also my :'( with a /s sarcasm tag.

    I am playing numbers in order to test which methods are actually most effective for cold calling people :)
     
  11. issorc

    issorc Jr. VIP Jr. VIP

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    Shit that's really straight! Seems great how fast you got all that clients. Good job mate and good luck for future clients :)
     
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  12. incomesurfer

    incomesurfer Power Member

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    hope you can give me some tips in managing fb ads :)
     
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  13. Writing Package

    Writing Package Jr. VIP Jr. VIP

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    I agree! This journey is getting exciting by the minute.
     
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  14. cyrusv

    cyrusv Jr. VIP Jr. VIP

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    oh, I didn't know about /s.

    But still, very nice results given the short span of time.
     
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  15. MakeGreenM8

    MakeGreenM8 Jr. VIP Jr. VIP

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    Thanks, cold calling is the fastest and most direct way. It is a ballbuster though.

    Edit: It is easier than it was a week ago. Also, I tapped into people I already knew for my first two clients ;). Focusing on what pays is something I didn't do my first few months in the affiliate game. I learned it the hard way

    1. Test test test. Start each ad campaign at like $20 a day and let it run a few days before killing it. Know how much you can spend and still be profitable. Then you know when to scale.

    2. Also target specifically to people who like things similar to what you are selling. If you are list building you can afford to spend more on each lead since they don't poof away into the sea of the giant Internet. Make the list feel they can't live without what you are giving.

    3. Another thing is re-targeting people. Have you ever been curious about a store but passed by anyways the first time. However you eventually decide, "Eh what the heck I'll check it out"?

    4. Overall, the biggest thing for me was capturing my CB leads into a list. That way I'm not desperately trying to shove the first thing down their throat. Instead, I add value and they buy for me again and again. I've had people on my list buy more than three offers. I have a relationship that is much more valuable than a one off sale. Size of the list is not as important as the engagement in my opinion. Only a big engaged list is valuable.

    ~So far, I've gotten a opt-ins for my business. I'm starting them off with very basic information to show that I know a thing or two that can make them money. I plan on split testing on giving my phone number or trying to get them to give me theirs.

    For now I am focusing immediately on cold calling to grow this business.

    Thanks buddy!

    Thanks, I just want to say something, I've been doing lower level things for about 10 months now. I grind all day and still go off to do bartending at nights. The night job really really pisses me off, so I make the most of every opportunity. My last job was dishwashing at a seafood place, which was disgusting. Every dollar I make keeps me away from that BS. Before these jobs, I was a lazy piece of crap.

    I've also been putting off on doing this for about 3 months. Paralysis by analysis is real.
     
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    Last edited: Jun 1, 2017
  16. MakeGreenM8

    MakeGreenM8 Jr. VIP Jr. VIP

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    Of my two meetings yesterday, I secured another web optimization job. They said they aren't interested in SEO or PPC at this time but are interested in SSM.

    The main selling point was the owner feeling embarrassed over having such a shoddy site. Also, I implied the money is leaking away. Since they are interested in SSM, I told him I'd also redesign his fanpage and give him an SSM audit for 1500 premium instead of 2000 for both things separately. This opens the door to future up-selling, because I will deliver value on these two things and he will have much more confidence in me delivering on paid ads and Local seo. I will package the SSM with Local SEO, or the ads, since they all compliment each other.

    The first appointment was bungled. My handshake was an awkward probey handshake. Basically, my middle finger probed the middle of his palm without meaning to. At least when I left I made a firm and non probey handshake by being sure to grab his hand first. Still I left a referral card :) He he needs to ask his business partner so I'll call him back in a few days. (maybe should have made sure both were present)

    Today's scheduled appointment rescheduled to next Monday, so that is a little bit of a bummer. Good thing I called.

    However this gave me extra time to work set up my client's site. It is on track to be done by tomorrow. I have two VA's who i've worked with in the past. I am paying them $75 each to do this job
    I know how to transfer over the info, however my time is more profitably spent cold calling and prospecting.

    I also spent way too much time fixing an issue with my Amazon site

    Sales Actions
    1. Set up my FB ad campaigns for my business.
    2. Have some autoresponder emails templates 90% done. Finishing today.
    3. Recalled 35 people today ( 17 an hour, will improve, spending too much time dicking around )
    4. Have picked another niche of businesses to add to a prospecting list
    5. Rehearsed and simplified my presentation in the mirror for 30 minutes

    Sales Results
    Secured 1 more meeting for next tuesday from cold calling.
    Closed a Sale for $1500 (optimization and fan page audit and redesign)



    Revenue $5200
    Recurring Rev. = $1500 (30% there)
    Expenses $1445 (theme, va for this site and the fanpage design $500 today and ad campaign)
    Recurring Exp = 300 a month in FB and Ad Spend(will be higher soon, considering this month as testing)
     
  17. Servicesman

    Servicesman Junior Member

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    Its look like great journey. Followed you . Good luck
     
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  18. Claudiu23

    Claudiu23 Registered Member

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    Beautiful!
     
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  19. David Jones

    David Jones Regular Member

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    Great journey. all the best.
     
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  20. CruderFive1

    CruderFive1 Newbie

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    i will follow this journey.
    great idea. hope you reach your goals
     
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