In sync with concerns of offline business owners?

by Mynt
2 replies
Hi, I've been recording thoughts on what may be the biggest reasons business owners don't trust/buy-from/like/make-love to IMers. Hoping to get suggestions/advice to see if I'm going the right direction.

Two main reasons:

1) Frustrations with Unknowns.
Similar feeling of taking car to auto mechanic.
What cost what?
Clueless on ROI.
"Am I getting ripped off?"

2) Fear of Losing Time and Money.
Waste of time learning.
Time better spent doing what works (ie: direct mail, networking)
Cost risk (scam, negative ROI, etc).


Also, would greatly appreciate any advice on following strategy: Producing a video addressing those problems, speaking directly to them, letting them know I understand their frustrations, and inviting them to check out 4-5 step-by-step camtasia vids. Finishing by saying something such as:

"What to expect from these videos?
1) What strategies will work best for your business.
2) Of these strategies, what is about them that gets you results."


Not even an opt-in. This is mainly to gain creditability/authority in my local area to ultimately upsell consultation services.


Thanks.
#business #concerns #offline #owners #sync
  • Profile picture of the author Andyhenry
    Actually I don't find those things are problems at all - In fact, I think they're benefits.

    They're only problems if the IMer doesn't have a solid history of proven results.

    If you're on of the people who can actually walk the talk and get people great results - and prove it, these things are just reasons why it makes even more sense for them to do business with you.

    It's also the reason why as an IMer you really need to have some basic business skills, so that you can help people see the value in what you offer rather than trying to convince them they need you when they have even bigger problems they need help with.

    Almost every B2B consulting I've ever done in an IM context has begun with me helping them get other basic business processes right before even starting with the IM help.

    Andy
    Signature

    nothing to see here.

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  • Profile picture of the author GoGetta
    It depends on the approach!

    In the UK and I am sure it is the same in the US and other countries, business owners get bombarded with calls and walk ins from salesmen and women selling online services. Now these are not like us as they are sales people and are just chasing the dollar, not really bothered about the business once they get the sale.

    This means business owners are clued up on 2 things!

    1. They think they have heard it all before and many have paid out for services that were either never delivered or delivered very low par!

    2. They here cheap prices for generic services and then when we quote the right fees for the right service, the guard suddenly rises and they believe you are overcharging.

    Its all about positioning and the approach. You need to distinguish yourself from the generic salespeople out there under delivering. If you do this, there is no problems! The only issue then is if you can deliver what you are talking about which should be easy!

    That is in my opinion how I see it and I have been on both sides of the above coin!

    GoGetta
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