My FIRST Offline CLIENT!!!!! How to approach??

by skorpion

Posted: 15 years ago 20 replies

INTERNET MARKETING

Hey everyone. I got my first offline client who wants me to call him to see how I can help him get more business by advertising on the internet.

He is a self employed painting contractor who is finding it difficult to find new business right now. He doesnt have a website and he is only advertising in the yellowpages.

Im hoping you all can take a look at what I plan on saying to him when I call him tonight and PLEASE feel free let me know if I should take another approach with this. What would you do?

Here is the email I got today from a friend who talked to this guy about me:

****, this is the friend I was telling you about that may be interested in Google or a site of his own. He came to this country over 20 years ago, from France ... is here on a Green Card. He, along with a lot of other contractors are finding it hard to book new business, but he has plenty to keep going at the present time. He has no PC or Internet access. He is mainly looking for more business and has been told most people go to the Internet as a first cut at finding contractors, so he might want to do something there. He is in the Yellow pages.
I told John (Jean) that I would have you give him a call to see if you can help him. He knows others in the business, so if you do something for him he might recommend you to others

I was thinking on first offering him a spot in google local, msn and yahoo. Then if he sees results I will offer to do some keyword research on the demand for painters in my area then tailoring a website or landing page for him to capture leads...also possibally some video marketing optimized with keywords which lead back to his website or landing page.

What do ya'll think? Should I offer him a free service for the local search engine listings or should I charge? This may be a step in the door if I do a great job for this guy.

Anyone who helps will get Thanks from me!!!

WOOOHOOO!

#approach #client #offline

Peter Adamson 15 years ago

If you can, without being crass, get an indication of his budget. He needs a lot more than a bit of advertising. He needs a full advisory service. You need to agree on a monthly retainer for perhaps 6 months to start with agreed targets and dates. He needs a simple web site, some seo and *maybe* some ppc advertising. He could do youtube videos on his trade. Yes, home improvement, paint and plaster videos are highly sought after. If they only discourage the viewer by leaving the impression this is best done by pros etc. The world is your oyster. You can offer him 10 times what he can afford, and just scale it down to where it fits his business.

As an alternative to a retainer which small business like his don't like you could just put a schedule of deliverables and sums to be paid. Month one, web site $xx. Month two seo activities (whichever ones you choose) another $xx. etc.

Remember YOU are the pro. He knows nothing. Really, and I don't say that derogatorily. So whatever you do, don't lack confidence.

I had my first 'offline' client when that's the only kind there was. I was 18 years old, LOL...
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Jagged 15 years ago

Do a fast search for painters or painting contractors in his town & see what results you get....see what it's going to take to get him ranked high in local searches...

Do a simular search using each keyword he would use for his business....compare results & use that info to your advantage....

If you go with Google local...use it to its fullest...load it with keywords...add some pictures or videos...make sure to add coupons....
Don't stop at Google local (maps)....also try Bing local & yahoo maps.

Definately work on a website for his business...I don't know your level of design skills...there are plenty of free templates out there or look into outsourcing to have it done...
*hint* there are plenty of qualified designers right here in the WF...

Good Luck,
Ken
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stevenbrandon411 15 years ago

I would do what Peter Adamson says and try to find out in a round about way what his budget is. If you know his budget you can better figure out what you can offer him for that price.
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- JohnMcCabe 15 years ago
  
  skorpion, first things first. You don't yet have a client - you have a possibly qualified prospect. When you shake hands and value is exchanged, you have a client. Might seem picky, but it makes a difference.
  
  As far as being crass, don't worry about it. Put it this way...
  
  "Before I can start on a plan, I need to know what's in the tool box. What's your budget for this project?"
  
  Then wait for the answer. Simple, not crass. I'm guessing that he gives out quotes only after scoping out the project, right? Why should you be different?
  
  Thanks
  
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  arthurbarida 15 years ago
  
  I agree with John..ask for a budget commitment and work backwards from there.
  Good Luck!
  
  Thanks
  
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  FlightGuy 15 years ago
  
  John brought up a good point. A good contractor will always need to come out and get a scope of the project, what it entails and to find out what exactly will fit the prospective clients budget before he gives out a solid quote or estimate.
  
  It's the same for us, really. I've tried several methods, and the questionnaire method seems to work best. Whether you ask him over the phone, email or fax it to him, it gives you an idea of who and what you're working with.
  
  Ask him how much he currently spends on advertising (and if he tracks the results of his advertising), what his business goals are, how long he's been in business, if he makes more from commercial or residential clients (collectively), etc.
  
  Sit down and think of things to ask him that will help you gather enough data about his company and market so that you are positioned to help him best. It's all about really coming through to help him make more money.
  
  He has to know that market research is a part of the equation, so explain that to him. Make sure he understands the importance of being found on the first page when searchers type in 'Painting in XXX City, Painting Contractor in XXX City, or even Painting Contractor Reviews XXX City.'
  
  Position yourself as the expert, because you are. Unless of course, you're not?
  
  Good luck, you'll do just fine.
  
  Kindly,
  John Dennis
  
  Thanks
  
  Signature
  "If you don't design your own life plan, chances are you'll fall into someone else's plan. And guess what they have planned for you? Not much." - Jim Rohn
  
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trucalling 15 years ago

This point hits home a little bit because I was a paint contractor not too long ago. So I can give you some perspective.

A lot of time painters are weak marketers and poor salesman and they just don't realize it. So to upsell him on your value you could ask him to take a look at the sales process he uses. Tell him the reason that you want to know is to keep things consistent with his business practice. Based on his description is doesn't sound like he has a marketing plan at all and that you can become a complete marketing advisor for him.

In my experience a solid sales process selling to the needs should book at minimum 30% of the jobs estimated. He should know how much he can pay per lead.

Using this information will allow you to take control of the sales process with him and thus make yourself look more valuable in his eyes. (and you actually will be)

Let me know if you would like some more info.
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AmyBrown 15 years ago

I agree about the complete marketing approach. You could offer a service to place ads on Craigslist for him. In some cases this can generate fast jobs that help the client justify the other costs.
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skorpion

15 years ago

I JUST GOT OFF THE PHONE WITH HIM AND I GOT AN APPOINTMENT ON MONDAY AT 6!!!!!!! I AM SO EXCITED RIGHT NOW I AM IN TEARS!!!!!!!!!! WOOHOOO!!!

OK...back down to earth: You all where right, he doesnt have the slightest idea about how to advertise on the net and he wants me to walk him thru everything. He even asked for my price and he likes it!

Update on Monday night!

Thanks
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Vikuna2009+

15 years ago

Originally Posted by skorpion

That is great, best of luck to you. Have you heard of Microsoft Photo Story 3? You can use that to make a slideshow for him, upload it to Youtube (you need papajohn.org special Youtube code to do it) then take the url from Youtube and upload it to google maps.

Use digg.com to get him noticed quicker.

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skorpion

15 years ago

Originally Posted by Vikuna2009+

I like the slideshow idea. I will be putting together a bunch of "stuff" to introduce him to online marketing. I'm sure I can throw something together for him relatively quick for a slideshow example. Thanks!!

Thanks

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Tim Brendel

15 years ago

Originally Posted by skorpion

So can we get an update of how the meeting went with him? I'm very curious

Thanks

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RentItNow 15 years ago

Ask him three questions:
1) Who is your most popular customer? (commercial, homes, man/woman, blah blah).
2) What is their most common question to you?
3) What information can you give that person that is free to attract customers? Refer to #2.

Using these three questions you can build a campaigne and know the costs involved.

Btw, I did painting niche for landlords and had too much work. Used to sell leads to other painters. Tell him to find the customer with the biggest need to paint their place, willing to pay whatever to get it done...etc. Painting peoples livingrooms is probably the WORST way to make money. Landlords are the best.

Understand your customer's needs before quoting him a price.
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I have no agenda but to help those in the same situation. This I feel will pay the bills.
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Chris Keith 15 years ago

Remember, explain everything in laymen's terms.... its easy to blow someone's head up with terminology and words they dont understand, only to turn them off entirely.
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skorpion 15 years ago

Metwith him and he didnt want a site made from one of my pre built templates...I quoted him a price for a completely custom design for over twice the cost and he is all for it as long as it comes out how he likes it. He is reveiwing my contracts now and will be in contact with me soon for a deposit.

I will also be making some video for his site as he stressed taht he wants to show off his work thru video. His clients are wealthy ppl and he wants to be viewed as the best. I might need to do a little more work to explain the whole seo and markteting importance to him. He thinks as long as he has a website ppl will find it..heck he wanted no content at all on his site..just video. Then I explained to him the importance of seo friendly content on his site and he says.."whatever you think is best..youre the expert....sorry for the breif story..busy..update coming soon!!
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- textbox 15 years ago
  
  Make sure your contract has language in it relating to the fact that your SEO services will likely enhance your client's site in the SERP's but that there are no guarantees and actual results will vary. Most client's will begin looking for their site in Google the day after it launches and then wonder why it doesn't show up.
  
  Thanks
  
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  Lance K 15 years ago
  
  Help him with some gorilla marketing, etc. first. Then worry about SEO once you have a site set up to capture leads.
  
  Your gorilla marketing efforts can direct people to his url.
  
  Thanks
  
  1 reply
  
  Signature
  
  "You can have everything in life you want if you will just help enough other people get what they want."
  ~ Zig Ziglar
  
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  Lance K 15 years ago
  
  Also, if you don't have a signed contract or a check...they're not a client yet.
  
  Thanks
  
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  "You can have everything in life you want if you will just help enough other people get what they want."
  ~ Zig Ziglar
  
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skorpion 15 years ago

UPDATE: He is officially a client. Met w/ him last night again and we decided on everything. I finally understand what he looking for. He gave me a 1/3 deposit of $500 to start the work. Got the check right here! Site design and maintenance contract are also signed!

Also, he doesnt own a computer..weird huh? We are trying to figure out how to manage his incoming emails he gets from the site...sense he doesnt own a computer or use the net at all. I'm thinking of offering him a lead management service for a monthly fee. What do you all think?

Again, thanks for all the help! For all those skeptics and ppl that are scared to talk to business owners...its really not that big of a deal once you get that first meeting or call. The rest is easy once you show them the value from what you can provide for them.
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- rosetrees 15 years ago
  
  Nice one. (and some extra characters because that was too short!)
  
  Thanks
  
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My FIRST Offline CLIENT!!!!! How to approach??

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