Lead Asks For More What Next?

A few years ago I did some on site SEO work for a guy that owns a security guard company. I started recently working hard to get some businesses to jump on Reputation management and social media services to expand exposure for their local business. He was one of the first people I mailed because I had a history with him. This is my first time really doing this but I've read a ton on here and it is something that interests. Fast forward to today. I shoot him an email:

I am just following up on your site (company name left out). I'm not
sure if you are looking for any additional help generating leads but I
now run a Social Media/Reputation Management/Off-Site SEO management
service. I know I helped you with SEO in the past and if you have any interest feel free to shoot
me a message. My rates are reasonable and I'm sure you are always
looking for more exposure to potential employees. I design and manage
Google Places, Facebook, Twitter, Yelp, and a few other pages for
individual companies on a monthly basis (this is true before I started mailing people)

Hope all is well. I believe I saw you a few months back at my cousins
basketball game. He played in athletic club league in (place left out)

Sincerely,

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His response

Good to hear from you! I am always looking to improve our exposure to potential clients. Do you have some more information for me to review for consideration?

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The questions I have is what do I send him back and do I quote a price right away? I don't want to sound desperate but this would be my first client of this nature. And the way he responded to the email it sounds like he is interested in getting potential clients over finding employees. He does both. This guy is pretty rich as well. He lives in the gated community next to my sub and has had a few trophy wives.

Taking action was the key. And now I have a positive response to said action and I'm not sure how to hook him. Any advice would be grateful. I'd like to e-mail him back something this evening.

You should have research that demonstrates value in-hand and ready to go on both subjects before reaching out to any current clients to upsell. Schedule a time to get together for a presentation and let them educate themselves a bit in the meantime (with your sales materials of course).

Here's a SMM white paper I found with a quick search:

http://www.slideshare.net/lunkeless/social-media-whitepaper-2593715

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And of course an ORM white paper a few of us use , here:

http://www.blackhatworld.com/blackhat-seo/offline-marketing/354896-22-letters-17-000-profit-3-weeks.html

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Thanks 7878 for all that you do. Appreciate the the SMM white paper. The second link put was a link for your service I couldn't find the ORM white paper that you mentioned.

I really am glad you post on here I've learned so much and still have a ton to learn.

When I go to sell should I have a price point set before I go there? I've noticed a lot of small businesses are interested but cringe at the price. I def. want to make it win-win but don't want to be low.

Seth,

Do not quote anything yet. First, go over the material that 7878 referred to. Then, get back to your contact with a sample service that you could offer (highlight value to the client), and suggest a meeting. Get prepared for the meeting and when you meet...keep highlighting benefits and value. At that time, when your lead is motivated to get started, you can get into pricing and what your lead will get for that price.

Good luck!

7878 is not telling you to use his services, he is showing you his actual prices....

Thanks for the posts guys. I really need to think of the strategy I'm going to use and work through it. I found the whitepaper 7878 published on ORM in his epic post. I can say enough how that post inspired me to act.

Seth. said:

Thanks 7878 for all that you do. Appreciate the the SMM white paper. The second link put was a link for your service I couldn't find the ORM white paper that.

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My mistake I referenced the wrong thread. It's fixed now.

Here is a more recent SMM paper.

I don't know if the guy knows what he's talking about or not as I have not read the whole thing but that other one was from 2009.

www.socialmediaexaminer.com/SocialMediaMarketingIndustryReport2012.pdf


Also, SMM for dummies
www.mercurymagazines.com/pdf/SWDELL1.pdf