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Meeting with prospect in the legal niche

Discussion in 'Offline Marketing' started by Ysrayl, Mar 21, 2013.

  1. Ysrayl

    Ysrayl Registered Member

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    Hey there

    Yesterday I met with a lawyer who was very interested in everything I had to show/say. I showed him his fancy new website design, his SEO report card, projected ROI (I made it clear that I was under-promising), explained what steps I would take to get him these new customers, etc. He's convinced that I run a PR firm haha.

    I wore a really nice suit, blue shirt with a very beautiful tie. My clothes were coordinated as fuck like I stepped straight outta GQ magazine. I even had the balls to wear some hi-top Reebok sneakers. The barista at the coffee joint told me I looked "dapper". ABC = Always Be Closing, but I don't go below a 8 so I passed on closing her and getting the math (phone #).

    Why am I telling you this? Because I'm trying to let you know how professional and attractive I looked. I looked successful as fuck, to be honest. THIS IS VERY IMPORTANT.

    So I looked successful and really sounded like a professional problem solver. The problem is that bitch ass Yellow Pages GUARANTEED him a spot in the top 5 on page 1 on google for an extra $375/month! He did say himself that it sounded too good to be true. I agreed and said that I had no idea how they could pull that off. I have him an in-depth proposal with these terms:

    initial start-up fee - $1,200 (20% off baseline startup cost)
    monthly seo campaign fee - $2,300
    contract duration - 12 months

    I made sure to tell him how great of a deal he was getting. I told him he wouldn't be charged for the web design (it was just a nice template anyways). He seemed very interested, but he said he needs time to look over everything and I'm guessing he will talk to Yellow Pages again.

    Yellow Pages has snatched a prospect from my grasp before with their shitty prices and promises. I'm sending this guy a thank you card with a note written on it. What do you think I should say?

    I wonder if there's a way to search for lawyers who are having seo done by YP so I can say, "hey, YP is doing seo for xx lawyers, so how can they promise you top 5? In fact, none of these competitors are even on page 1!"

    Look forward to hearing from y'all.

    His receptionist is this fine ass latina milf. Would it be wrong to date her if I worked with him? She has a really cute face and that ass is phat and firm. What y'all think?

    Ysrayl
     
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  2. Ysrayl

    Ysrayl Registered Member

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    He pays YP $5300/mo btw
     
  3. picfabindia

    picfabindia Junior Member

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    Focus of your work. You'll get many milfs on the way. Stop getting distracted.
     
  4. pokerjk

    pokerjk Senior Member

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    hahaa you made me laugh..

    You need to let him know NO ONE can promise you rankings, people doing that are LYING.

    Sell on the fact that you can have monthly meetings, FACE 2 FACE which I doubt Yellow Pages will offer.
     
  5. Qokaine

    Qokaine Regular Member

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    hi top reebok sneakers = come off as successful? wut

    maybe some louis vuitton sneakers lol.
     
  6. Ysrayl

    Ysrayl Registered Member

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    Yea you're right about promising rank. Good idea. I may or may not have also promised him ranking haha. I at least showed evidence of me doing it with another client.

    You gotta see the whole package. For all they knew, I had on some high top Prada sneakers :)

    i had on some really nice looking aviators that I got for $10 at the kiosk in the mall also. Lol ballin on a budget
     
  7. Sunday Lunch

    Sunday Lunch Junior Member

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    Ysrayl,

    Your note could say that 'in your experience the promises being made by the YP are unrealistic however you appreciate that with the discrepancy in the prices that he may be tempted to try that service first'. I would then state a timeframe that you touch base again 'when you would expect significant results to start materializing from YP, or not as the case maybe' (Give it 3 months). Frame the note in a way that you confident that you will work together in the future when you will be providing him 'a tailor made solution that his business deserves'.

    Thats point 1.

    Point 2 -

    I dont care if you are travelling on an underground/subway you dont wear trainers with a suit, ever.

    Point 3 -

    When you walk into a business forget about women, it is not the time or place. The guy could have loved you, loved your product then the PA walks into his office 2 hours after you've left and says something derogatory about you, even the slightest negative comment can sow seeds of doubt let alone 'that guy wouldn't take his eyes of my ass'. He could even be banging the Secretary and could be a jealous guy, you never know the dynamic which is going on in a foreign office, which is why you have to keep it strictly business.

    Anyway good luck and buy some shoes.
     
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  8. mrorzio

    mrorzio Regular Member

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    Here is the deal there.

    First off - I know from buying this package myself just to see. (I own legit businesses brick and mortar)

    Second - I then asked my friend who is a sales rep to come explain the truth behind the sales pitch.

    They are going to do a featured site - www.yellowpages dot cum / yourbiznasshere

    Then they are going to do 4 blogs around that minisite listing focused on some BS keyword. They will get on front page but for what keyword? They are going to use the lowest competition keyword possible for his business and place him there with that as H1.

    The key to the whole spin - or the comeback is to ask what keywords are profitable vs what keywords are "shopping" and wasting time.

    You dressed nice but went in shooting hype. Get some real shoes - Berluti's handmade.

    And next time you remember that Coffee is for closers! A real Glen Gary Glen Ross guy has these... Brass Balls!

    I am just messing - laughing at the post as it is very entertaining.

    Here is the offline sales pitch )( without promising but implying you believe you can () You gotta talk traffic, then you tell them how traffic on the internet works is keywords, then you talk buying keywords vs. BS keywords, then you show them that you believe you can (with probability based on statistical data and correct algorythemtic approaches in your cluster of software spectomaters) *joking but you do show them you are a pro and believe b/c of data that you can rank his site somewhere on the first page. With proper work after that you believe you can get his ranking into the top 3.

    You show your proposal.You walk through the benefits page by page... 2nd to last page you show some high priced competition for same services - print out a pdf and carry with you - I show all this on ipad.

    Very IMportant - Last page of proposal should show - avg traffic per month for Number 3 ranking. Close rate for that traffic to their service. Estimated profit per closed client. Lifetime value of a new client for their service. Then on other side show all the benefits they get from you and the total amount.

    At bottom show the profit minus your cost and show it as a number. Then divide the amount of your service by the profit and make a bold ROI *return on investment -


    Follow this very carefully!
    Then you slide out the contract and sign your side of the agreement... then you lay the pen on the top of the contract and slide it over towards them and say these exact words. Do you see any reason you would not want to do this today.

    The psychology of making a No mean yes will statistically increase your chance of closing by more than 15%.

    Hope it helps - great post BTW.
     
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  9. zigato

    zigato Jr. VIP Jr. VIP Premium Member

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    Have to agree with the sneakers comment - never wear sneakers when meeting a client or if you're wearing a suit to any occasion like a date or a wedding! Invest in some nice business shoes! Also don't think about dating or picking up while you're on the job, do that on your own personal time. Be focused.

    Secondly, YP sucks. Get in touch with the client after 3 to 4 months like Sunday Lunch stated to see how they are going or just to say hi and touch base to see how their progress is with your competitor.

    Although your potential client may be pulled in with the guarantee from a well known, established company such as YP it does not mean that there is no room for the little guy. People buy with emotions and not necessarily price so you may need to have presented value. What are some ways that you can present extra value for this potential client and other potential clients in the future?
     
  10. bananaman5000

    bananaman5000 Regular Member

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    yeah the getup helped i'm sure but i'm seeing one problem you may want to consider.

    for $5,000 why doesn't he just take out some adwords ads and be #1 all month long? it would probably be much cheaper

    this way you can save him some money, and guarantee your results. just charge for managing it. once he's happy ask him if he knows anybody else (other types of attorneys, or the same in a different state) who's blowing a ton of cash and could benefit from your services

    oh yeah, manage the ads under YOUR account, not theirs. otherwise, they'll just take your careful research, change the password, and fire you
     
    Last edited: Mar 24, 2013
  11. Ysrayl

    Ysrayl Registered Member

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    Good idea for the note. I appreciate the tip and will incorporate that into my thank you letter.
     
  12. Ysrayl

    Ysrayl Registered Member

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    Thanks a lot for this. Very valuable info here
     
  13. Ysrayl

    Ysrayl Registered Member

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    I searched "(city) attorney 'powered by yp'" and found every lawyer whose site is supported by YP. I'll give him the full list and ask, "why aren't these guys on the first page of Google if YP can supposedly get them there?

    Keep fashion tips to yourself. Maybe you can't pull sneakers off, but that's your own problem :). I get clients and bitches so I'm sure my choice of shoes aren't hurting me too much.

    no flirting with clients' employees. Got it.
     
  14. Thorman

    Thorman BANNED BANNED

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    Good work man!

    If you are comfortable with Sneaks....f~#k what everyone else says. Your confidence is WHAT SELLS !