Offline Marketers - Learn from my mistakes!!

25 replies
Hello Warriors!

I have recently been trying to move into the offline niche, and want to do it properly, by offering the best services I can in my local area.

I was calling a few business owners, mostly from just doing a bit of research and researching into who was advertising using Google adwords in my area.

I also called a few businesses, with ads in the Yellow pages, as they are already paying for advertising, so I can maybe save them some advertising costs!

Now, doing this led me onto a small accountancy business. The owner didn't have a web presence, so i sent her an email introducing myself, and told her what I did.

She was really receptive, and loved some of the ideas I was giving her, and eventually we agreed to move ahead with the websites. I spent quite few hours gong through things with her, getting the right specs and some copy written for her!

This is where the problems started, and basically, it's my fault!

She would have been my first client, but canceled.

Her reasons were that I was too expensive!

So, for 2 websites, I was going to charge her $420. I also offered to get her up an autoresponder for $50 a month.

Now, I know that this is DIRT CHEAP.

So Where did I go Wrong?


  • I didn't close the deal soon enough. In sales, I have been told to follow the ABC rule. Always Be Closing. I got caught up trying to justify why I was taking this woman's hard earned cash. In truth, I was doing her a favor, and she won't find a better deal elsewhere!

  • I invested too much time at the start. I see it as building too strong a foundation with a building that will not grow past one story. What's the point? You need to identify the Tyre kickers early, and move on. We don't owe businesses a thing, what we know will potentially have a massive impact on their business, so respect yourself - and you will command respect.

  • I was too cheap. Yes..that's right! If your price is too low, people will either think it is a con. or that the quality of your work is poor. This is pretty natural...think how you feel when faced with a similar scenario...higher price means higher quality (in people's minds). Charge a fair price for your work, then as demand rises and yous tart to get a reputation, you can then charge a premium. It's only the laws of supply and demand, right!??

I could probably go on...but they are the 3 main mistakes I made, and that I envisage many people will make.

So, if you've experienced what I have, get back on the horse and go and prove to these people that we are worth our weight in GOLD!

Question

Has anybody else had some failures which they learned from? Share them hear - so that we can all learn from them!


Thanks

Dave!
#learn #marketers #mistakes #offline
  • Profile picture of the author barbling
    Ouch, painful story. This is one reason why I abhor sales. I hate having to "convince" people my services are worth the price I charge....it's much better when they have sold themselves on the quality they'll receive instead.

    My biggest mistake was back when I launched The Real Estate Pro's Internet Edge back in 2000 or so. It became a product pick from in the Realtors Magazine BUT....back then, realtors were 'way too computer-phobic. I don't even want to think about how much I spent on the binders, the printing, the CDs, etc.etc.etc.

    It was a very expensive lesson. My prior niche (recruiters) were much more tech-savvy...but the realtors were another story entirely.

    The takeaway here - always make certain your customers are capable of APPRECIATING what your product does....and possess the fortitude to put it into practice as well.

    Lesson learned...never made that mistake again.
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  • Profile picture of the author ccIowa
    Hey David,
    You've got it all wrong when it comes to where things went wrong.

    1- you can't close a buyer who isn't ready to buy. Your mistake was not helping the buyer develop the motivation to buy based on an outcome she wanted to get.

    2- you didn't invest too little time you invested your time the wrong way. You should have focused on developing a relationship with her that would have helped her see the benefits you could produce for her business.

    3- you weren't too cheap. In her mind you were far too expensive because there was no perceived value. If you had created the perceived value first then the investment would have been perceived as a bargain.

    You're falling into the sales myths mind trap. Get out before you get eaten for lunch over and over again.

    I don't think I can give you a link in this message so if you would like a free copy of the eBook and audio for "The Blueprint for Increased Sales" PM me and I'll send you the link. It will completely change your understanding of how sales really work.

    Best wishes on better outcomes in the real world!
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    • Profile picture of the author David Chamberlain
      Originally Posted by ccIowa View Post

      Hey David,
      You've got it all wrong when it comes to where things went wrong.

      1- you can't close a buyer who isn't ready to buy. Your mistake was not helping the buyer develop the motivation to buy based on an outcome she wanted to get.

      2- you didn't invest too little time you invested your time the wrong way. You should have focused on developing a relationship with her that would have helped her see the benefits you could produce for her business.

      3- you weren't too cheap. In her mind you were far too expensive because there was no perceived value. If you had created the perceived value first then the investment would have been perceived as a bargain.

      You're falling into the sales myths mind trap. Get out before you get eaten for lunch over and over again.

      I don't think I can give you a link in this message so if you would like a free copy of the eBook and audio for "The Blueprint for Increased Sales" PM me and I'll send you the link. It will completely change your understanding of how sales really work.

      Best wishes on better outcomes in the real world!
      Hi

      I hear what your saying, but maybe I didn't explain myself too well!

      The business I chose was probably the wrong one. I told her the benefits she would receive and she was highly enthusiastic, more so than I was, especially about the autoresponder, and the amount of time it would save her!

      It was all going well until she spoke to her previous designer. He had designed her websites for less, and I could see why. There wasn't much too them, and in terms of looking at them from a consumers perspective, they did nothing!

      The only reason she spoke to him was to get the details of the domain she had purchased.

      I do think my tactics were good. I didn't try to close the deal too early, as I may have made it sound, I waited until she had listed the uses for her new autoresponder, and she was selling it to herself!

      When it came down to avtually taking action, maybe she got a bit uneasy?

      Oh well, I'm by no means an expert, but I don't think all this was down to my poor tactics, but down to my poor choice of client!
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      • Profile picture of the author Robyn8243
        It sounds like she picked your brain, and then simply enlisted her cheap web designer to implement...but the truth is you will never know exactly why she backed out.

        When people cancel, they don't always share the true reasons.

        I have learned the hard way as well not to give away everything before you have a signed contract and a deposit.

        Robyn
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    • Profile picture of the author LMC
      • I didn't close the deal soon enough. In sales, I have been told to follow the ABC rule. Always Be Closing. I got caught up trying to justify why I was taking this woman's hard earned cash. In truth, I was doing her a favor, and she won't find a better deal elsewhere!
      You should of indicated a payment plan as soon as she said, "I'm interested let's move forward"... from your story, the buyer was ready to buy, but for a short notice...

      If you want to move forward... the total cost is $420, however, it would only be fair to you and I both if you placed a 50% deposit down, and then 50% on delivery.

      • I invested too much time at the start. I see it as building too strong a foundation with a building that will not grow past one story. What's the point? You need to identify the Tyre kickers early, and move on. We don't owe businesses a thing, what we know will potentially have a massive impact on their business, so respect yourself - and you will command respect.
      Place a value on the time you spend on each prospective client. Yes, building a relationship helps, but if it is going to take you 20 hours to build a relationship for a $420 client, this is just not worth your time.

      In the foundation of the sale, try starting out with more of a, These are the Results --> these are the tools to get these results --> this is the cost to create these tools

      Get her excited by showing her competition that is doing what you are preaching, show her their traffic stats, newsletters, etc...

      • I was too cheap. Yes..that's right! If your price is too low, people will either think it is a con. or that the quality of your work is poor. This is pretty natural...think how you feel when faced with a similar scenario...higher price means higher quality (in people's minds). Charge a fair price for your work, then as demand rises and yous tart to get a reputation, you can then charge a premium. It's only the laws of supply and demand, right!??
      Not to cheap... you just gave to much...
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    • Profile picture of the author Nightengale
      Salespeople have this problem all the time. This is where using lead generation marketing comes into play.

      I'd highly recommend getting some of Dan Kennedy's stuff to help you, specifically his Magnetic Marketing kit. I think you can a copy on eBay for around $60. If that's still too much, at least get a copy of his $10 book "No B.S. Sales Success." In that book, he outlines his "no prospecting" method of sales.

      Basically, he uses what he calls "lead generation magnets" -- special reports, audios, etc. to generate qualified prospects. You see the "free report" offer all the time on Web sites, but I think we IMers get a little too caught up with IM and can't see the forest for the trees. You can use the same process offline too.

      Create a special report about how offline marketers can increase business through online marketing. The important point though is not to leave your prospect hanging at the end of the report. Give them a special offer and a deadline.

      Create online marketing packages that they can choose from. Remember, services are intangible and people like to "see" what they're getting. The way to do this when selling intangible services is to create packages of services. You could create a Basic and a Deluxe package. Or create three packages of services: A, B, & C for three different budget levels. Your description of your packages should flow naturally in your report.

      Creating packages of services allows people to choose services which fit their budget. And presenting it in a special report allows the special report to do the selling for you (while it both educates and informs at the same time). This frees up a tremendous amount of your time. You then spend your time just answering questions instead of doing entire presentations.

      I'd see what you can do to shift the bulk of the selling to your special report. Politely answer any questions they have, but don't waste a lot of time showing them how to do XYZ or explaining it to them. And of course, sales is a numbers game. So get an interested prospect, get your lead generation info to them (report, audio, etc.) and then move on. That should allow you to maximize your time.

      "No B.S. Sales Success" has an entire chapter on positioning which is worth waaay more than the cost of the book. Kennedy also details what should go into a lead generation package and how to present it (and yourself and your services) to your prospect. VERY valuable stuff.

      Hope that helps!

      Michelle
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      "You can't market here. This is a marketing discussion forum!"
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      • Profile picture of the author MacFreddie
        Banned
        I'm going to correct you on where you went wrong.

        YOU should not having been talking too an ANALytical Beancounter in the first place. Stay away from accountants, engineers, etc... they are the worst EVAR.

        Your should be slapped for charging such a low price, it shows you have no value to your prospect. If you charge Uber friggin high they think "why the heck are they charging so much" they must be good.

        Ever hear of the "Dream Team" O.J.s attorneys? Guess what, they weren't cheap and OJ wasnt a bean counter.

        Don't give the Milk away for Free and then ask them to buy the Cow.
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  • Profile picture of the author BB-Eats
    I am someone who moved from Offline to online and use both to help each other in unity. I think not bridging the two would be the first mistake to make. Social networking and the power of referral is needed on or offline, so putting focus on your relationships is key in my opinion.

    I agree with the cheap aspect. I believe in "velvet rope marketing" and utilize in my personal strategy.

    I think my biggest "failure" in general is thinking people know what I know or that things are made easy enough. Things are never easy enough. Removing friction is key.
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  • Profile picture of the author Kenster
    What has worked well for me is this...

    First I introduce myself and my service and how it would benefit the person/company specifically. I put in numbers, percentages...business people like that. If you justify every one of your numbers, then customers are likely to buy in. They are making a financial decision in the end..they dont give two craps about you or what you do, they just want to see more money then they otherwise would have.

    Now the important part is that once you justify everything, dont seem too salesy like you need the client...you want them to think they need YOU. So be smart about pushing, after you made the pitch. Let them sit on it, remind them if they havent gotten back to you, but you want to make it seem like you are bigger and more important than you really are. I know somebody who will send an email to a prospect and then set an auto-responder saying they are on a business trip in Chicago and it may take a day for him or his assistant to get back to them. (there was never any such trip or assistant)

    The whole point is that this makes the clients NEED you and not that you need them.

    Hope this helps

    To your success

    Ken
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  • Profile picture of the author Andyhenry
    Hey David,

    I think some of the other comments have been hitting the right spot.

    The reason she didn't buy was because she had been talking to you about the details and not the benefits and pain of not moving forward.

    This is the classic problem that IMers have when trying to go offline - they've had their heads filled with IM details and SEO stuff.

    Offline business owners do not have a lot of the fluff in their heads that IMers have, they tend to focus very much on cashflow and ROI.

    If you were able to show that woman where she was wasting/losing money, and/or how your help could increase her revenue - she would have bought.

    In a way it's like the discussions people have about PPC - it costs money and if you do it wrong you're throwing your money into an endless pit. If you do it right, you want to spend as much as possible.

    The problem you've probably also got is that since you've only recently moved to targeting offline business, you don't have any decent history to leverage your argument with.

    The fact that you said you're offering her a great deal but charging her $50 for an autoresponder she could get for herself at much less means you need to be adding a bunch of value on top of the tool itself in order to it to make any sense at all. If she wasn't clear about that value (it's easy to speculate, but business owners want (and deserve) facts about how the expense will make them more money) then she's not going to want to spend the money.

    The problem that is most common (IMHO) is that IMers tend to have a thousand ideas about "what's possible" when it comes to things offline businesses could be doing, but very rarely actually have any proof to back it up, so many offline businesses just hear the talk and think to themselves "that sounds great but I'm a business person and I can't see where the extra revenue you're talking about will come from, since I have no real reason to believe just having a website will suddenly get me new customers - there are millions of websites out there".

    It makes things simple - if you have a proven track record of making people more money than they're spending and you can show that - it's easy to get people to do business with you.

    If you have no proof and just talk a good game, you'll struggle until you build up that record.

    Andy
    Signature

    nothing to see here.

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    • Profile picture of the author David Chamberlain
      Originally Posted by Andyhenry View Post

      Hey David,

      I think some of the other comments have been hitting the right spot.

      The reason she didn't buy was because she had been talking to you about the details and not the benefits and pain of not moving forward.

      This is the classic problem that IMers have when trying to go offline - they've had their heads filled with IM details and SEO stuff.

      Offline business owners do not have a lot of the fluff in their heads that IMers have, they tend to focus very much on cashflow and ROI.

      If you were able to show that woman where she was wasting/losing money, and/or how your help could increase her revenue - she would have bought.

      In a way it's like the discussions people have about PPC - it costs money and if you do it wrong you're throwing your money into an endless pit. If you do it right, you want to spend as much as possible.

      The problem you've probably also got is that since you've only recently moved to targeting offline business, you don't have any decent history to leverage your argument with.

      The fact that you said you're offering her a great deal but charging her $50 for an autoresponder she could get for herself at much less means you need to be adding a bunch of value on top of the tool itself in order to it to make any sense at all. If she wasn't clear about that value (it's easy to speculate, but business owners want (and deserve) facts about how the expense will make them more money) then she's not going to want to spend the money.

      The problem that is most common (IMHO) is that IMers tend to have a thousand ideas about "what's possible" when it comes to things offline businesses could be doing, but very rarely actually have any proof to back it up, so many offline businesses just hear the talk and think to themselves "that sounds great but I'm a business person and I can't see where the extra revenue you're talking about will come from, since I have no real reason to believe just having a website will suddenly get me new customers - there are millions of websites out there".

      It makes things simple - if you have a proven track record of making people more money than they're spending and you can show that - it's easy to get people to do business with you.

      If you have no proof and just talk a good game, you'll struggle until you build up that record.

      Andy
      Hey Andy!

      I completely understand that, and I am enjoying reading peoples comments.

      I have taken a lot of knowledge from this forum, and I will always come here to learn!

      My problem is, how do I get he clients in the first place? I need clients to gain a track record!

      I have toyed with the idea of maybe doing some free consulting on an already existing website, but again, free doesn't work most of the time!

      Do you have any advice for gaining some experience?

      Thanks

      David
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      • Profile picture of the author MacFreddie
        Banned
        Hey David,

        I see you thanked me after I slapped you, lol. You're a straight up guy with me.

        I will post later Guaranteed ideas to make you an EASY six figures a year marketing to Offline business owners. To give you an idea, I charge $500 per month for an AutoResponder ;-) That does not include my SEO package, Video package, Blog package, etc... If they go with my Complete package it's $9,997 upfront + $1,297 per MONTH with a Minimum 12 months contract that renews automatically. Hope this helps.

        I'm an old dog over 50, and have studied the masters for years. Start with Gary Halbert videos on Youtube. Gary is my personal mentor. I also devour every Dan Kennedy, Perry Marshall, Rich Schefren, Eben Pagan, David Ogilvy, Claude Hopkins, Robert Caldini (a Must have), John Caples, Robert Collier, info I can get my hands on.

        The reason IM'ers have problems going Offline is because they don't have Marketing skills. IM skills are fine but they are not necessary, you can outsource everything like I do. You LOSE money bigtime doing it yourself. I can't afford to hire me, I'd go broke.

        I would highly recommend some Warriors here: Maria Gudelis, Andrew Cavanaugh, David Cavanaugh?, David Preston, etc.. do a search for "Offline Gold" there are some really good people in this forum.

        Halbert Newsletter Archives

        YouTube - "gary halbert"

        YouTube - "dan kennedy"

        Robert Cialdini - Wikipedia, the free encyclopedia

        Claude C. Hopkins - Wikipedia, the free encyclopedia

        David Ogilvy - Wikipedia, the free encyclopedia
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        • Profile picture of the author David Chamberlain
          Originally Posted by MacFreddie View Post

          Hey David,

          I see you thanked me after I slapped you, lol. You're a straight up guy with me.

          Course I thanked you!

          I'm here to learn, obviously the I made more mistakes than I thought.

          I'm only just about to turn 22, so I've got a lot to learn yet, but I know that and that's why I don't mind criticism, as long as it's constructive.

          I'll have a look at the links, and i have been following quite a few warriors already, and will continue to do so!
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        • Profile picture of the author Maria Gudelis
          Originally Posted by MacFreddie View Post

          Hey David,

          I see you thanked me after I slapped you, lol. You're a straight up guy with me.

          I will post later Guaranteed ideas to make you an EASY six figures a year marketing to Offline business owners. To give you an idea, I charge $500 per month for an AutoResponder ;-) That does not include my SEO package, Video package, Blog package, etc... If they go with my Complete package it's $9,997 upfront + $1,297 per MONTH with a Minimum 12 months contract that renews automatically. Hope this helps.

          I'm an old dog over 50, and have studied the masters for years. Start with Gary Halbert videos on Youtube. Gary is my personal mentor. I also devour every Dan Kennedy, Perry Marshall, Rich Schefren, Eben Pagan, David Ogilvy, Claude Hopkins, Robert Caldini (a Must have), John Caples, Robert Collier, info I can get my hands on.

          The reason IM'ers have problems going Offline is because they don't have Marketing skills. IM skills are fine but they are not necessary, you can outsource everything like I do. You LOSE money bigtime doing it yourself. I can't afford to hire me, I'd go broke.

          I would highly recommend some Warriors here: Maria Gudelis, Andrew Cavanaugh, David Cavanaugh?, David Preston, etc.. do a search for "Offline Gold" there are some really good people in this forum.
          Hey MacFreddie! Thanks for the recommendation! And your suggestions as well - the Dan Kennedy info - books -etc. are must reads for anyone - love the no B.S. book on Time Management ..."Watch out for those Time Vampires"

          David - you're getting huge golden nuggets from fellow warriors here! Love this thread

          From my biggest mistakes of spending too much time with prospects, I've know shortened to 15 minute to 60 minute closes - now a lot by webinar so you can do this anywhere, virtually, and I show them the results first - the money they can make working with you! Even work it out with them so they are involved in the 'selling process' on an excel sheet!


          Here was one failure to learn from: One of my biggest mistakes I made was spending too much time on a lead, not qualifying the lead upfront (e.g. Is he/she spending money right now on advertising...nothing is worse than spending a whole hour with someone who gives you all the buying signals...then finding out they spend their last dime last year on TV commercials that didn't work, got no clients from it...how flat out broke and can't pay you....or only wants to barter with you...a few of those and you're flat broke too! I'd only recommend to do any work for a client like that if and only if you are just starting out, need/want testimonials for your company and you do some initial work in trade for a testimonial and conversion to a paid client in 60 days)

          Hope that helps! Cheers, Maria
          Signature

          Brand NEW: How To Dominate Facebook SEO - LIVE Coaching - Closes SOON! Get In Now Click Here


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      • Profile picture of the author CmdrStidd
        When dealing with accountants or other analytical types, the best way to get the commitment is to let them do most of the talking. Start off with a question similar to this:

        "What would you like to see for this business over the next year to two years?"

        Write down their answer because what you have just done is to get them to tell you their problem. Once you have the problem identified then it is a small matter to show them the benefits of developing an online presence and how that will answer their problem and put them where they want to be in that time frame. I have so far converted 3 for 3 in the accountants and I am looking at working with engineers and doctors offices next.

        One more thing, I don't know what part of the world you are in but I know that here in Cincinnati the competition is stiff and I do not offer my services for anything less than $1000 USD.

        It works for me, but what works for me may not work for someone else so try this at your own risk as I do not claim that this will work for everyone.
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        • Profile picture of the author MacFreddie
          Banned
          Honestly, unless you're dealing with an accountant with a larger corporation and you are forced to deal with them is to "Never see them in the 1st place."

          You say "competition is stiff in Cincinnati" what does that mean?


          Originally Posted by CmdrStidd View Post

          When dealing with accountants or other analytical types, the best way to get the commitment is to let them do most of the talking. Start off with a question similar to this:

          "What would you like to see for this business over the next year to two years?"

          Write down their answer because what you have just done is to get them to tell you their problem. Once you have the problem identified then it is a small matter to show them the benefits of developing an online presence and how that will answer their problem and put them where they want to be in that time frame. I have so far converted 3 for 3 in the accountants and I am looking at working with engineers and doctors offices next.

          One more thing, I don't know what part of the world you are in but I know that here in Cincinnati the competition is stiff and I do not offer my services for anything less than $1000 USD.

          It works for me, but what works for me may not work for someone else so try this at your own risk as I do not claim that this will work for everyone.
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  • Profile picture of the author BinderGang
    This is a great thread.

    Never charge so low that people think "something's not right". Infact, never charge low. There's always room to go down in price once your prospective client see's what you're worth, but simply can't afford it. However, no business will ever say "Yes, I'd like to pay you even more for the same service!".
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  • Profile picture of the author Mark Riddle
    There is only one successful way to close an accountant (ok really more than one)

    Keep all the important data and information in an excel spreadsheet and work with them to fill in the numbers.

    When they work WITH you and see the BOTTOM LINE, you are now a part of the team not a vendor.

    The accountant knows their business best, ask what they think the financials will be if their clients bought just one more service they offer?

    Show them the returns using yields on investments, not percentage of increase profits.

    Mark Riddle
    Signature
    Today isn't Yesterday, - Products are everywhere if your eyes are Tuned!
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    • Profile picture of the author Mark McClure
      David,

      Some great advice on this thread.
      I particularly liked MacFreddie's 'tough love' - he's really a yes-we-can marketer in disguise ;-)

      Mark Riddle also hit the nail on the head about spreadsheets being the pride and joy of bean counters.
      "Just show me the numbers" - I recall hearing that phrase so many times when I prepared tech proposals in cubicle-land.

      As you're in Blighty, you might learn a lot from Chris Barrow's site and this short post in particular:
      Chris Barrow's Blog The 3-minute sale

      Chris is a business coach for private practice dentists.
      He doesn't pretend to be a guru who walks on marketing waters... he writes honestly of his successes and failures, his strengths and weaknesses.

      And he's totally focused on what's relevant to busy dentists - the perils of running a dental team, cashflow mgt, business plans and marketing.
      All the stuff they probably don't learn much of in dental school.

      (Look at the red menu bar at the top of the page - the majority of those topics speak to 'pain issues' that keep many dentists awake at night.)

      Of course, Chris has built his business from experiences and knowledge gained over the years.
      You mentioned how can someone new gain credibility with clients.

      Well, you could do worse than create a blog that starts speaking your target prospects' language. For example, if you were a struggling dentist, I bet you'd have opinions on this post:
      Chris Barrow's Blog Visibility and the power of positive thinking

      Good luck!
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      • Profile picture of the author MikeHumphreys
        Hi David,

        Sorry to hear that you lost your first "real" prospect. The good news is you've gained a virtually priceless lesson in the process.

        Until you have a payment that has cleared and is deposited in your bank, an offline prospect is just that: a prospect.

        Until you have gotten a payment, you shouldn't do more than work up a quote. No writing samples. No demo webpages. One meeting, preferably by phone max. The meeting should be kept to 30 minutes tops. Anything more than that is a business consultation and you should be paid accordingly.

        Until you've gotten paid at least a deposit, their project shouldn't even be put on your work schedule. Prospects and "potential" clients don't pay your bills. Paying clients do. So until they become a paying client then they get limited access to your time and expertise.

        This is part of the system I've used with all clients over the last 3 years. I guard my time and knowledge quite seriously. 99% of prospects have one way to contact me and that's email. The remaining 1% of prospects either meet me at something like a seminar or are referred by an existing client of mine, so they get my office phone number those ways.

        My paid clients get my office number... prospects rarely do. I don't have it on my website because I want to limit how easy it is for non-serious prospects to gain access to me. My time is very valuable and I refuse to waste large chunks of it talking to the wrong prospects. Someone who wants to chat for an hour about their dream project but only wants to spend $50 for their sales letter has just wasted an hour of my time... an hour that I will never regain.

        re: How to get clients. If you are asking this, then you have a marketing problem. The more accurate question should be: What marketing weapons do I want to use to get targeted and qualified prospects? Then go out and use those weapons.

        Personally, I used all of them at one time or another except press releases (yet). Press releases can work for some but it's one that I don't personally enjoy doing so I don't.

        Hope that helps,

        Mike
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  • Profile picture of the author tonyscott
    Hi David, what (or why) were there to be two websites?

    Tony
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  • Profile picture of the author wisecrone333
    Not wanting to divert the thread, but just quickly any recommendations (books ebooks etc) on a closing script - I can talk the talk, or write the words, but I can't close to save myself

    Thanks
    Lisa
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  • Profile picture of the author Mike Hill
    If they don't have a web presence already for their business then they either don't understand the relationship value between what it would mean for their business and money, or they have already been contacted before and figured it was entirely too expensive.

    The only reason someone thinks something is too expensive is because you've done a lousy job at showing the return.

    You have to show them the value and then relate it to something they can fully and completely understand and see the relationship between their money and what that would do for them as far as a possible return.

    Most offline companies see advertising as a pain in the neck and an expense instead of a return on investment.. .Why do they think that? Probably because they have no clue what each ad performs for them...

    Make your clients understand this and it will be an easy sale...

    Mike Hill
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  • Profile picture of the author David Chamberlain
    Hi Everyone.

    Thanks for replying to this thread, I've read it a couple of times now and theres some really good information!

    I'm soooo determined to learn from the mistakes I make, and I also want to learn from other peoples mistakes.

    A couple of months ago I got myself a mentor for my online business, and things are looking up, so I think I may also get a mentor for my offline business!

    Saying that..does anybody have any recommendations?
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