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Questions during meetings giving me hard time

Discussion in 'Offline Marketing' started by FlightSchool, May 30, 2014.

  1. FlightSchool

    FlightSchool Registered Member

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    So I have been attempting 7878's method since January. I am a college student so I didn't have any real life work experience, so this whole time it was a huge learning experience because of the learning curve. I've sent out close to 100 letters and probably had like 5 meetings. In the beginning I didn't have any meetings but recently I've been getting in contact over the phone with some. Also I don't have a website but I am using OriginalPoster's ORM platform which is feedbackmagnet.

    I realize that I made some crucial mistakes during the meetings that makes the prospect not interested or skeptical. I need help answering the following questions.

    1) Why is the price that much? (I charge between 500-900 for big clients and 200-500 for smaller clients with less marketing space. Original Poster told me to use the argument of "x customers are lost per month vs y price for this platform" which is good, but if anyone has any other ideas let me know).

    2) Can we buy the website? Why not? ( I am not trying to sell the website, yes I know someone has a twist to this method where they sell the page, however that's not what I want to do.)

    Thanks!
     
  2. Trepanated

    Trepanated Supreme Member

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    If you know you made mistakes in the meetings that's a good thing because you can correct them. That sort of self-analysis is a great trait to have as it means you will keep improving your technique.

    I wouldn't view them as mistakes either, it is all part of your learning process.

    Have you had any further meetings since you rectified those mistakes?
     
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  3. FlightSchool

    FlightSchool Registered Member

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    No I haven't, mostly because of either A) a very bad campaign that never even got to the intended target or B) I took a break to finish up some other priorities I had.

    I just sent out my most recent campaign on Tuesday, so I am expecting calls either tomorrow or next week, and if not then I will be making calls directly to set up meetings. I just need to know how to answer those questions.
     
  4. FutureProofSeo

    FutureProofSeo Jr. VIP Jr. VIP Premium Member UnGagged Attendee

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    How much research did you do on the client before meeting them?

    Spending a day researching their needs, products, customers, prices etc will give you figures and reasoning to back up your sales arguments during the meeting.

    Also, write down a list of 10 reasons why they wouldn't want to buy your service (empathising with them very specifically), then write down your counter arguments to them, this way you will have an answer to every doubt or problem the client might have.
     
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    Last edited: May 30, 2014
  5. elschlongo

    elschlongo Junior Member

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    Why not sell the site? How long would you expect the customer to stay with your service? I would price the site at whatever your monthly rate is multiplied by how long you think they would be a customer.
     
  6. FlightSchool

    FlightSchool Registered Member

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    I actually use "keyword research" using the keyword planner. I show them how many prospects they are potentially missing out on each month because of bad reviews.


    My biggest concern is question number 2 in the original post.
     
  7. FlightSchool

    FlightSchool Registered Member

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    Because 1) It's not my site, it's a landing page off a platform that a user on here owns. I just sign my client up for a small fee so I don't have to make a whole new website with all the complex features that it has.

    and 2) that's not how I want to do business. I am wanting to offer and ORM method that I work with the clients monthly and analyze any sort of problems or roadblock that happen and then overcome them. usually there should not be any roadblocks unless the client is messing up somehow I think.

    The businesses with a really serious rating issue, I would expect them to stay for at least a year, and if they do then I throw in a couple of extra free months (especially in the beginning).
     
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  8. elschlongo

    elschlongo Junior Member

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    I didn't realize that's the way you had it set up.

    Do these people truly need orm? I would think that someone that is getting bashed online would really want to find a solution. Have you tried testing your pitch out on a friend or family member? I have a problem with over explaining things and that has kept me from more sales than I care to count. I had a friend listen to what I was saying, and he helped me simplify my pitch and it has converted much better
     
  9. FlightSchool

    FlightSchool Registered Member

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    Yes, I made sure I chose my prospects carefully. In the beginning my choice selections were poor and that's why I got no call backs. Then as I started making better choices as to who to target and who really needs ORM, I started getting calls.

    Well I have not tried doing a pitch to a family member or friend, however my pitch would be great during the meeting, I would get all signs of interests and buying signs, until I would screw up on those very exact questions that I posted in the OP.
     
  10. Trepanated

    Trepanated Supreme Member

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    If the same questions keep coming up in the meeting, the best thing to do is adjust your pitch and deal with those questions before they get asked.

    From what you have said, they are not saying they think the price is too high - they are asking why the price is that high.

    They are looking for reassurance, not telling you they don't want to sign up.
     
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  11. FlightSchool

    FlightSchool Registered Member

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    well that seems to be another way of getting around the first question, which I am not too worried about. it's when the guy asks about buying the landing page lol. i dont want him to know that im basically signing him up to someone else's platform for a fraction of what im making him pay for and that neither of us would let him just keep the landing page.
     
  12. lipton80205

    lipton80205 Newbie

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    Regarding #2.

    Say something like this. Put it into your own words or put your own twist on it.

    "With out getting to technical. the customer facing portion, looks simple. However, the backend, what you don't see, is very complex. I had some custom software built, which is needed to run this application. To deploy, support and provide customer service for this software is cost prohibitive. Currently, we are not in the position to do this, besides, I don't want to run a software company, I want to help business like yours grow because you have a strong online reputation."

    If they come back with. "Can you make an exception?"
    You respond, "Sorry no. Looking longterm, I'm afraid that something might go south, and if it does, then I have an unhappy customer, and I don't want that."
     
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  13. FlightSchool

    FlightSchool Registered Member

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    wow, thanks!!! will surely add my own twist to it.
     
  14. netmoney1

    netmoney1 Executive VIP

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    Are you just selling them access to that portal/software or are you actually doing reputation management? Those prices seem low if you are actually doing ORM...

    Also, you need a website - sorry, but no business owner will take you seriously if you don't. You are selling digital marketing services and you don't have an online presence.

    That would be like walking into a dental office and all the dentists having jacked up yellow teeth.

    Get a website set up that explains in detail what your service is - that will eliminate a lot of the questions. The fact that you got 5 meetings without an online presence is amazing.
     
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  15. FlightSchool

    FlightSchool Registered Member

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    Just selling access to the portal. I am still learning SEO/real ORM so I can't really do that yet.

    You are right, website should be my first priority. I started working on it today!! Thanks a lot!!
     
  16. thisismymp3

    thisismymp3 Power Member

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    And thats reason nombre uno why they are not hiring you...."i am still learning"
     
  17. davids355

    davids355 Jr. VIP Jr. VIP Premium Member

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    1. If they say it's expensive, then they are not the right prospect. But if everyone is saying its expensive, then lower the price slightly.

    2. Why not sell it? I can't see a good reason not to, just offer a fair price, and then it's in their court if they want to pay the price. If you don't want to do that, then just explain your reasons to them.
     
  18. Techxan

    Techxan Elite Member

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    Its not his to sell.
     
  19. krzysiekz

    krzysiekz Senior Member

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    If you want to sell (but cannot due to the terms of the current provider) then just make your own. You can make a review funnel in a day, maybe 2 - that will be good enough for small business owners. And you can have it with more than likely 80% of the functionality of your current provider.

    I was messing around with webflow.com and made one up in a day, and it looked pretty neat. Wouldn't take you long! Then you can sell it if that's the only way you can do it.

    I didn't read the whole thread, but if everyone is interested in buying it outright and does not want to pay monthly, then I think you have an issue communicating the ongoing value that you are providing?
     
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  20. FlightSchool

    FlightSchool Registered Member

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    I don't really want to sell the landing page. I want to make $x per month, not just $x. and plus the platform i am planning to use is already pretty complex. At this point my priority is to learn how to sell to clients. I don't want to learn how to make web pages when there is already one there for me. maybe in the future but not now.
    I will use that webflow to make a website however. I am trying to use weebly and messing around with it.


    because I am learning real ORM? no, they don't know that at all. in fact I don't even bring it up.

    i think i am not signing clients because A) I dont have a website and B) my pitch is slightly off.
     
    Last edited: Jun 1, 2014