Offline prospect wants proof that e-mail marketing works - what do I say?

[MrYossu]

Hello,

I have been talking to a prospective client, offering him e-mail marketing services. He sounded interested, but then backed off a short while later.

When I asked him why, he said that he had asked a few friends, and they had said that they would ignore such e-mails. Presumably his explanation of the idea sounded like spam!

Anyway, I explained it all out again, emphasising the fact that e-mail marketing is BIG, and getting bigger.

His next objection was that he doesn't think it would work for a professional service like his. He is under the impression that it's for e-commerce sites only.

Again, I emphasised that there are plenty of professional people doing it, and it does work.

He asked for proof. Here's where I got stuck. I don't (yet) have any professionals in my client list, so can't offer any proof.

Does anyone have any suggestions as to how I can show evidence that e-mail marketing does work for professional services as well?

By the way, in case anyone is wondering why I am still going with him instead of moving on, I am convinced that he's genuinely interested, and he has already told me he is happy to invest where he sees scope. I just need to convince him that this type of marketing can work for his business.

Thanks for any suggestions.

[MichaelHiles]

Does he believe that direct mail or print marketing works?

[Gene Pimentel]

If you're convinced he is a legitimate potential client and not just busting your chops, why not offer to set him up with an autoresponder and let him see the results for himself? Be sure to remind him that these are people who are asking to be on the list and WANT to see his offers, therefore nothing to do with spam.

Once he starts seeing results, it's time to buy into your service or take it away from him.

[Mark Riddle]

This might sound rough, but its time to find a better client.

Either they get that you are wanting to help their business grow or they don't.

Problem clients are best eliminated before you get started with them.

You have already said you plan on staying with him to work on this project, so the best advice that I can give is to find another client and return to this one when he is ready and you have experience to show him.

The success with this campaign is going to be partially based on how well he knows his clients, and how much they rely on his input before purchasing services.

It appears that he doesn't have confidence in the people in the list that he would be able to build OR that they would result in profitable contacts.

You need to know what is the life time value of a customer, and then compare the costs of implementing your proposal in terms of those profit.

For example do you think that this campaign will give you an additional X clients this year? that would be more than enough to pay for this entire project, and everyone else you get is money in the bank.

Mark Riddle

[AmyBrown]

I'm probably the softest sell around but this is what has worked for me: reframe it as a newsletter or news bulletin. They're an expert in their field and surely have knowledge they'd like to share with clients and prospects. I have a accountant client that was adamant about not sending what she termed as spam. However, she happily sends out a monthly newsletter and weekly news flash with relevant info - and a marketing message.

[JayXtreme]

This may sound a little harsh...

But..

Don't you have any of your own proof that you can offer?... successful (read: profitable) lists that you have built? and therefore can use as an example as a profitable e-mail marketing venture.

There are some people who might say you have no business telling your potential client that e-mail marketing works, if you haven't yet got it to work for you in your own business...

Peace

Jay

[Maria Gudelis]

Originally Posted by Gene Pimentel

If you're convinced he is a legitimate potential client and not just busting your chops, why not offer to set him up with an autoresponder and let him see the results for himself? Be sure to remind him that these are people who are asking to be on the list and WANT to see his offers, therefore nothing to do with spam.

Once he starts seeing results, it's time to buy into your service or take it away from him.

Couldn't have said it better Gene! I like the "busting your chops"!

- Another thing you could do is give him proven examples of email marketing success stories- just google that or 'case studies' or 'whitepapers' and I'm sure you will find plenty!

Plenty of magazine articles etc. on the above!

[TimCastleman]

This is why I stopped chasing offline clients. Attract them don't cash them. Of course you could work for free like other offline people recommend but I like to live and eat once in a while.

Tim

[chrisnegro]

Originally Posted by TimCastleman

This is why I stopped chasing offline clients. Attract them don't cash them. Of course you could work for free like other offline people recommend but I like to live and eat once in a while.

Tim

Yes...when I meet a client that wants something for free....I always ask this question:

"Mr. Business Owner.....your in business to put food on your table for you and your family right"? He responds by saying "yes...of course I am" I respond by saying "well...so am I" (And I smile and grin like crazy...even have a slight laugh).

Actually, I have found by responding this way.....IT WILL KILL HIS IDEA OF FREE MARKETING SERVICES WITH ME. And I overcome this ojbection with a witty and humorous response.

The delivery is the key to responding I will say. Its kind of like the phenomenon of a commedian....not all jokes are funny....but if the commedian says in the right way....ITS EXTREMELY FUNNY......or in our case ....EXTREMELY EFFECTIVE TO TURN THE TABLES ON THE BUSINESS OWNER FROM WANTING FREE SERVICES.

When you respond like this, smile and say it it a witty and funny way it will do the following:

1) Make them laugh
2) Make them respect you
3) Condition the business owner that you won't micky around when it comes to money. And trust me....ANY GOOD BUSINESS OWNER WILL DO THIS TO YOU. The power of conditioning the client (that you won't be afraid to talk about the money issue) IS EXTREMELY IMPORTANT when you first meet a client. What you birth the client with is what you will keep them with. Business owners like predictability.....so when the time comes to talk about money again (and you didn't bow down to the money topic before) you will increase your chances to get your fee when they need more marketing services from you.

Success,

Chris Negro

[Blase]

This is just my opinion based on my experience.

If you have to educate, convince, and chase a prospect.
They are probably going to cost you more than they are worth.

After working with businesses for 37 years I have one
word for you.

NEXT!

Good luck,

[BrashImpact]

Originally Posted by Mark Riddle

This might sound rough, but its time to find a better client.

Either they get that you are wanting to help their business grow or they don't.

Problem clients are best eliminated before you get started with them.

You have already said you plan on staying with him to work on this project, so the best advice that I can give is to find another client and return to this one when he is ready and you have experience to show him.

The success with this campaign is going to be partially based on how well he knows his clients, and how much they rely on his input before purchasing services.

It appears that he doesn't have confidence in the people in the list that he would be able to build OR that they would result in profitable contacts.

You need to know what is the life time value of a customer, and then compare the costs of implementing your proposal in terms of those profit.

For example do you think that this campaign will give you an additional X clients this year? that would be more than enough to pay for this entire project, and everyone else you get is money in the bank.

Mark Riddle

Excellent Post Mark,
I 2nd this as, the time, energy and resources needed to chase down someone like this can be better spent Chasing a 100 new clients. The law of averages will kick in far faster than chasing down one.

Some Will, Some Won't, Who care's, NEXT !!!

Go make a 100 sales calls in the next 48 hrs and wipe away the pain.
Regards,
Robert Nelson
"The Maverick Motivator"

[ELArmson]

Unless this is a very good friend, acquaintance or family member who you would like to see succeed, trying to convince them will take more of your time than it is worth. How much do you expect to make back from this one client? Can you make it quicker and easier with other clients?

If you do want to go ahead with this one person, point them to some of the top businesses that use signups to get names so they can market to them... A few that immediately come to mind are CNN, Washington Post and pretty well any town you'd like to name that has a web presence.

Does your prospect think they send out spam?

If he is serious about learning, give him directions to some sites that relate to his business and that offer newsletters, free books, courses, market updates, etc. Tell him to sign up and see what he gets in the mail.

You might want to point out that he will want people to sign up voluntarily because they want the information. This little exercise will show him exaclty how taht happens. If he'snot willing to go that far, maybe he's just not that serious. And then, you can move on.

[netkid]

I agree with everyone saying "move on." The smaller "fish" tend to complain more too. I make cold calls to offline businesses 4 days a week and pleasantly find it a numbers game.

If email marketing doesn't do the trick, sell your prospect on other services you have. I sell the installation and maintenance of business blogs. I offer the opt-in/email marketing component as one of 5 related services I serve up. If they aren't convinced on option #1, I systematically offer the others...if no "bite" then, time to move on!

Regards,

Bruce

[MichaelHiles]

I disagree with "moving on".

It's value perception based on the gap in knowledge.

That's why my first post in this topic was a question. Do they believe in the effectiveness of offline forms of direct response marketing?

If they don't, then you have another issue.

If they do, then you have a common ground to build upon.

A consultative sale involves identifying those areas of common understanding first, then building upon them.

[MrYossu]

Originally Posted by MichaelHiles

Does he believe that direct mail or print marketing works?

Probably, but his friends told him that e-mail marketing doesn't, and he has the idea that it's not for professional businesses, so it's probably an academic question!

[MrYossu]

Originally Posted by JayXtreme

This may sound a little harsh...

Go on, I can take it

Originally Posted by JayXtreme

But..

Don't you have any of your own proof that you can offer?... successful (read: profitable) lists that you have built? and therefore can use as an example as a profitable e-mail marketing venture.

I do, but not professional service providers. My current clients are all the sorts of people that he already believes would benefit from e-mail marketing. I want to show him that even professional services can benefit.

Originally Posted by JayXtreme

There are some people who might say you have no business telling your potential client that e-mail marketing works, if you haven't yet got it to work for you in your own business...

I would agree with them! As mentioned above, he wants to see evidence of businesses more along his own line.

Thanks for the reply.

[MrYossu]

Originally Posted by Maria Gudelis

Couldn't have said it better Gene! I like the "busting your chops"!

Hee hee, made me smile too.

I'm not busting anything over the prospect, I just don't believe in giving up at the first objection.

Originally Posted by Maria Gudelis

- Another thing you could do is give him proven examples of email marketing success stories- just google that or 'case studies' or 'whitepapers' and I'm sure you will find plenty!

Plenty of magazine articles etc. on the above!

That was precisely the sort of thing I was looking for. I was hoping someone could point me at something authoritative, without the need for me to wade through loads of sales pages for every IM wannabee's latest product!

[MrYossu]

Originally Posted by chrisnegro

[B]Yes...when I meet a client that wants something for free...

OK, not sure if this "working for free" stuff was directed at me or not, but there is no suggestion of working for free here. He has already made it clear that he is prepared to pay if he believes in the idea. He just needs convincing that it will work for his business too.

[MichaelHiles]

As an offline consultant, you have to learn to deal with these kinds of objections. People always have trusted advisors... the wife, their neighbor, their kid's soccer coach... whatever... And most of the time, the trusted advisor is full of crap. But you can't say that (at least say it and expect to get business).

His friend may have actually had a bad experience with email marketing, so in the friend's perception, it indeed doesn't work. Perception is reality. Right?

You don't know the circumstances of that person's bias, so the best thing to do is to ask questions.... of the guy making the claim!

I literally would tell your client prospect that as a professional, you're incredibly interested in staying on top of all the aspects of your profession, and if someone has an experience that dictates there's a problem with the kind of work you do, you have a vested interest in learning about it. I literally would invite the prospect to a lunch meeting and also ask him to invite his friend, and I would buy for both. Be completely open and honest, and ask the friend to explain their experience with the prospect present at the table.

If you can get them to agree to this... ABSOLUTELY DO NOT REBUT THE FRIEND IN ANY WAY SHAPE OR FORM AT THIS MEETING.

You're there to LISTEN.

And if you do this right, you MIGHT end up with TWO clients out of the deal instead of one.

Take copious notes.

Find out why the other deal didn't work.

Follow back up with your friend a couple days later, explaining that you have some things that you want them to look at.

Nail your presentation cold hard based on the objections that you learned in the previous conversation.

[MrYossu]

Originally Posted by MichaelHiles

I disagree with "moving on".

Thank goodness someone does!

Whilst I don't believe in flogging a dead horse, I also don't agree with giving up before I've discussed the matter thoroughly, especially with a prospect who tells me he's interested in investing in something that will bring in business.

Originally Posted by MichaelHiles

It's value perception based on the gap in knowledge.

That's why my first post in this topic was a question. Do they believe in the effectiveness of offline forms of direct response marketing?

If they don't, then you have another issue.

If they do, then you have a common ground to build upon.

A consultative sale involves identifying those areas of common understanding first, then building upon them.

Thanks for that.

I reckon he probably does believe in other forms. I think he has the word "spam" in his head for e-mail marketing, and disassociates other forms of direct marketing with offline spam.

Thanks for the reply.

[MrYossu]

Originally Posted by ELArmson

Unless this is a very good friend, acquaintance or family member who you would like to see succeed, trying to convince them will take more of your time than it is worth. How much do you expect to make back from this one client? Can you make it quicker and easier with other clients?

Given the lifetime value of a client, it's worth my while spending time with him. Bear in mind that once I've got him on board, he's worth a few thousand per year in fairly passive income, along with however much comes out of other services I can offer along the way. That's worth a little effort if you ask me!

Originally Posted by ELArmson

If you do want to go ahead with this one person, point them to some of the top businesses that use signups to get names so they can market to them... A few that immediately come to mind are CNN, Washington Post and pretty well any town you'd like to name that has a web presence.

Excellent point, and exactly what I wanted!

Originally Posted by ELArmson

Does your prospect think they send out spam?

Don't know, but if he does, I can soon re-educate him on that one.

Thanks very much for the reply.

[MrYossu]

Originally Posted by MichaelHiles

As an offline consultant, you have to learn to deal with these kinds of objections. People always have trusted advisors... the wife, their neighbor, their kid's soccer coach... whatever... And most of the time, the trusted advisor is full of crap. But you can't say that (at least say it and expect to get business).

Actually, I got over this objection fairly easily. I explained that most of his friends had probably been the subjects of successful e-mail marketing and not even realised it. When done well, the recipient feels like they are gaining something very useful, not being the subject of a marketing plan.

He seemed to accept that point and moved on to the issue of whether or not e-mail marketing is suitable for professional service suppliers, as opposed to only e-commerce sites. That's what I'm trying to answer now. I have had some great ideas here, and am off to do some research!

[Lance K]

Tell him...

"I can get a good look at a T-bone by sticking my head up a bull's ass, but I'd rather take a butcher's word for it." - Tommy Boy

[MacFreddie]

We have a WINNER!

I'm going to have to spill some of my GOOBER secrets. I should sell this as a WSO.

I think this Prospect is seriously interested but doesn't fully understand E-commerce.

99.99% of SME don't understand the internet, period. They have NO clue.

The problem here was the "Positioning." YOU did a poor job of Consulting and Educating the Prospect, it's that simple. What the Prospect is saying inside is “I don’t believe you.”

Let me tell you my SECRET. When a Prospect 1st contacts me I tell them I need to see them at their Establishment so I can get a feel for their business (even though I know it better than they do). I tell them I will not stay longer than 15 minutes (and I never do). I tell them on the phone while setting the appt that I need 15 minutes of Uninterrupted time. I tell them NO employees, NO phone calls, NO nothing. Just us. (I take CONTROL immediately. I am the BOSS and always will be. What part don't you understand Mr Business owner?)

When I meet at their place of business I them give a 1-2 minute intro about myself and then I have 10-12 questions that I proceed to ask. I am looking for their monthly budget, what sales are like, what they like/dislike, who makes the decisions, are they Locked into any contracts, what their plans are, etc...

At the end I hand them a 22 page Beautiful report that is done at Kinkos on glossy paper in a very nice binder. In addition, I enclose a very detailed Questionnaire that will take 30-45 minutes to complete.

I simply tell them, Mr Business Owner I am in the business of making people MONEY, period! Enclosed is a case study on what I do for other business owners like you and how E-commerce works. There is also a very detailed questionnaire included.

When you get 20 minutes of secluded time, I’d like you to read this Free Report. If you are interested in what I have to offer, my phone numbers are listed at the bottom (Local & Toll Free). I will not do any follow-up with you whatsoever. You will need to call me. Do you have any additional questions before I leave?

9 out of 10 biz owners will call you “IF” done properly. I'm very blunt and to the point, business owners know I can make them money. There is no wishie washy with me.

Do you know that 90% of the WF members don't even have a list themselves? Why should a business owner be any different?

Hope this helps,

Mac

Originally Posted by MichaelHiles

I disagree with "moving on".

It's value perception based on the gap in knowledge.

That's why my first post in this topic was a question. Do they believe in the effectiveness of offline forms of direct response marketing?

If they don't, then you have another issue.

If they do, then you have a common ground to build upon.

A consultative sale involves identifying those areas of common understanding first, then building upon them.

[Lance K]

I like your style, MacFreddie.

I think you could still run a rather successful WSO if you divulge your lead generation process as well as your questionaire and other materials you include in your binder. There seems to be a lot of interest in that topic here at WF recently.

[Kevin_Hutto]

Originally Posted by JayXtreme

This may sound a little harsh...

But..

Don't you have any of your own proof that you can offer?... successful (read: profitable) lists that you have built? and therefore can use as an example as a profitable e-mail marketing venture.

There are some people who might say you have no business telling your potential client that e-mail marketing works, if you haven't yet got it to work for you in your own business...

Peace

Jay

Agree 100% with this... There are so many going around rounding up offline clients and barely know more than the client they are picking up. Have you put in your 10,000 hours yet?

[MrYossu]

Originally Posted by Kevin_Hutto

Agree 100% with this... There are so many going around rounding up offline clients and barely know more than the client they are picking up. Have you put in your 10,000 hours yet?

10,000? Probably not.

Enough to know how to make the business owner loads of extra sales? Almost certainly yes.

I agree that you need to be able to sell them something of value, but I believe I can.

[TimCastleman]

Remember those 4 NFL players that died off the coast of Florida last year? Turns out it was over a $200 anchor that the boat owner didn't want to cut loose. $200 = 3 lives because he wanted to hang on to the anchor.

Doesn't seem real smart to me. You go ahead and educate though, I'll just cash the checks.

Anchors away.

[Blase]

Originally Posted by TimCastleman

Remember those 4 NFL players that died off the coast of Florida last year? Turns out it was over a $200 anchor that the boat owner didn't want to cut loose. $200 = 3 lives because he wanted to hang on to the anchor.

Doesn't seem real smart to me. You go ahead and educate though, I'll just cash the checks.

Anchors away.

Amen! Amen! Amen!

I was privately mentoring a sales a salesperson
probably twenty years ago now.

I told him to figure out who is best customers where,
(80/20 rule) and get rid of the rest.

His income went from $28,000 to $67,000 in less than
12 months.

[Maria Gudelis]

Originally Posted by MrYossu

Hee hee, made me smile too.

That was precisely the sort of thing I was looking for. I was hoping someone could point me at something authoritative, without the need for me to wade through loads of sales pages for every IM wannabee's latest product!

Hey there - I love research from the Gardner group, techcrunch, marketing sherpa, coremetrics, smallbiztrends dot com, and magazines like entreprenuer, wired, just a start - I took a speed reading course in the 90s so that helps!

[MichaelHiles]

Originally Posted by Kevin_Hutto

Agree 100% with this... There are so many going around rounding up offline clients and barely know more than the client they are picking up. Have you put in your 10,000 hours yet?

Amen brother! Preach it!

I cannot possibly stress enough that people acting in the capacity of a "consultant" must must must know what the heck they're talking about from the inside out, every single time they open their mouths to express some point of fact.

I try to teach people to simply STOP TALKING, unless they're ASKING QUESTIONS.

It's hard to damage your credibility when you're asking questions because you're not staking any claims of fact.

Then, take all of the information you get and research everything when you're not in front of the client. Only deliver packaged, prepared reports in WRITING. This gives you time to think through your responses and be prepared for questions.

SLOW DOWN SLOW DOWN SLOW DOWN

High energy is great... zeal, and excitement about what you do is fantastic. But when you come across like the hound dog in the old Foghorn Leghorn cartoon, "WHICH WAY DID HE GO GEORGE WHICH WAY DID HE GO..." you start to shoot your credibility - pre sale AND post sale.

[TimCastleman]

10,000/8 hrs a day = 1250 days = big fat waste of time.

Know 1 thing more than your market and you are the go to guy.

You want to be educated - read book, you want to make more money, give me a check. Pretty simple really.

[MichaelHiles]

Originally Posted by TimCastleman

10,000/8 hrs a day = 1250 days = big fat waste of time.

Know 1 thing more than your market and you are the go to guy.

You want to be educated - read book, you want to make more money, give me a check. Pretty simple really.

Not exactly.

There's this thing called liability. And all a client has to do is prove that you really didn't know WTF you were talking about, and you'll be putting his great grandchildren through college.

Business owners actually joke about idiots who play office as professional consultants.

Selling your expertise when there is none is a sure fire path to the defense attorney's office.

[Craig Desorcy]

This works like crazy...

Site down Mr. Client and lets have a cup of coffee while I mail one
of my lists an offer. By the time we are finished with our coffee,
the orders should start rolling in.

Got to love real time proof :-)


Craig

[MacFreddie]

Originally Posted by MichaelHiles

Not exactly.

There's this thing called liability. And all a client has to do is prove that you really didn't know WTF you were talking about, and you'll be putting his great grandchildren through college.

Business owners actually joke about idiots who play office as professional consultants.

Selling your expertise when there is none is a sure fire path to the defense attorney's office.

I have kids older than most here, let me put in my .02

I have seen small biz owners completely wiped out, destroyed, BK, can no longer pay their kids college cost, all because some F'n consultant gave them advice that would NEVER, EVAR, work, period.

There are not too many of us professionals around, and those that are good make the big bucks.

The upside is that I stand out like a sore D*** when owners talk to me. I've had owners beg me to help them because they felt they were being taken advantage of.

If you're gonna offer advice, make sure you are an LLC to cover your a$$

[Michael Silvester]

"81% of businesses plan to increase spending on email marketing." -- Alterian, 2006

"Email marketing in the US will account for approximately 71,000 jobs in 2006, growing at 8-10% annually." -- DMA, October, 2006

"Email delivers the highest ROI by an eye-popping margin:a whopping $57.25 for every dollar spent on it in 2005." -- DMA, October, 2006

"70% of the top retail sites in Google's paid search listings offered email newsletters." -- JupiterResearch, March 2006

54% of respondents in a consumer survey said they had a more favorable opinion of the companies that send them email. - Epsilon (Oct 2008)

44% of respondents in a consumer survey said that email from financial services companies make them feel more loyal towards the companies and their products - Epsilon (Oct 2008)

PM me if you want a heap more

[AndrewCavanagh]

Michael's short list is spot on and you can find any number of statistics on email marketing simply by doing a Google search.

One study suggests that every dollar spent on email marketing brings back $51.

Returns like that are just off the chart when it comes to any form of advertising.


As someone else mentioned the real issue is probably that you're trying to convince a prospect who is just not worth the effort.

There are so many buisness owners who would be happy to hire you.

Be friendly, ask for referrals and move on to your next prospect.

You can send a print out of different articles and studies on the effectiveness of email marketing to your prospect (one at a time) if you want.

But again killing yourself trying to convince one prospect is probably a waste of time.

You have a world full of business owners to talk to.

Kindest regards,
Andrew Cavanagh

[MacFreddie]

Originally Posted by Lance K

I like your style, MacFreddie.

I think you could still run a rather successful WSO if you divulge your lead generation process as well as your questionaire and other materials you include in your binder. There seems to be a lot of interest in that topic here at WF recently.

If I do a WSO it will be for Free. There's so much money out there I don't have time to do a WSO. I would actually lose a ton of money doing a WSO. I don't wont to do any Coaching, follow up etc...

The nice part about Offline is that once you get a dozen clients or so and ask for referrals you're pretty much set. Just follow up with those Original 12 clients, offer a ton of Perceived Value and they will send business your way.

Hint: It helps if you incorporate group Teleseminars to your existing clients.

You don't really need much of a Lead system to find 12 clients. Almost ANYTHING you do will work.

Of course, I have perfected not only getting Prospects, but Positioning myself as "The guy to handle e-commerce."

It ain't rocket science.

Hope this helps someone.

Mac

[ShelbyC]

Skip the email marketing and sell him what he really wants.

Goes back to the Gary Halbert story of the starving crowd.

All these guys have offered great advice from their years of experience, pick what you like and do it. "You don't have to get it right, you just have to get it moving."

If you need help generating leads I suggest you pick up Kyle Tully's Consulting Tycoon if it's still available.

[TimCastleman]

Not exactly.

There's this thing called liability. And all a client has to do is prove that you really didn't know WTF you were talking about, and you'll be putting his great grandchildren through college.

Business owners actually joke about idiots who play office as professional consultants.

Selling your expertise when there is none is a sure fire path to the defense attorney's office.

Sorry Mike but I'm not going to live my life in fear and wait for someone else to ordain me. If I waited for someone else to bless me I would of missed out on so many things ...

1. Feed 6,000 people in 7 days during the largest ice storm in OK history. Didn't wait for someone to ask, I took charge and ran the thing. Oh and I was 22.

2. Announced at a Dallas Stars hockey game. Again they didn't ask, I just put myself in a position to do it. Oh and I've never had an hour of professional training in my life.

3. Hypnotized over 10,000 people in my lifetime, again - self directed.

Enjoy the sidelines, I want in the game.

Also people use learning as an excuse for doing something. You aren't doing crap until you're selling and taking action.

[JayXtreme]

Originally Posted by Craig Desorcy

This works like crazy...

Site down Mr. Client and lets have a cup of coffee while I mail one
of my lists an offer. By the time we are finished with our coffee,
the orders should start rolling in.

Got to love real time proof :-)


Craig

^^ This is what I was talking about....

I literally do this in front of an audience at small local business meetings....

The response is always killer..

There is NOTHING and I mean NOTHING that gets the attention of business owners like seeing it in direct action.

Take your laptop.. and your Aweber login details and show them it works. The niche doesn't matter.

Peace

Jay

p.s. Be VERY careful with this... I've dropped the ball once trying this one.

[Dave Z]

Originally Posted by TimCastleman

Sorry Mike but I'm not going to live my life in fear and wait for someone else to ordain me. If I waited for someone else to bless me I would of missed out on so many things ...

1. Feed 6,000 people in 7 days during the largest ice storm in OK history. Didn't wait for someone to ask, I took charge and ran the thing. Oh and I was 22.

2. Announced at a Dallas Stars hockey game. Again they didn't ask, I just put myself in a position to do it. Oh and I've never had an hour of professional training in my life.

3. Hypnotized over 10,000 people in my lifetime, again - self directed.

Enjoy the sidelines, I want in the game.

Also people use learning as an excuse for doing something. You aren't doing crap until you're selling and taking action.

I love this statment

[Seattle Mike]

Ask him if he would like to be able to contact all his customers at any time with a special offer? Without sending out a letter or advertising. The power of Email Marketing.

[Vince Runza Online]

Show your prospect this: Why do email marketing?

[MichaelHiles]

Originally Posted by TimCastleman

Sorry Mike but I'm not going to live my life in fear and wait for someone else to ordain me. If I waited for someone else to bless me I would of missed out on so many things ...

1. Feed 6,000 people in 7 days during the largest ice storm in OK history. Didn't wait for someone to ask, I took charge and ran the thing. Oh and I was 22.

2. Announced at a Dallas Stars hockey game. Again they didn't ask, I just put myself in a position to do it. Oh and I've never had an hour of professional training in my life.

3. Hypnotized over 10,000 people in my lifetime, again - self directed.

Enjoy the sidelines, I want in the game.

Also people use learning as an excuse for doing something. You aren't doing crap until you're selling and taking action.

I agree with you in that sense, but you're now talking about apples & oranges. Selling and taking action is indeed where the money is at. But there are far, far too many schlock operators who adopt the "just sell em' something" philosophy, and when it comes to these guys in the consulting business - they're long on sales copy and quite short of ability to deliver.

Being motivated to action and wanting in the game is great! Yes, it's a phenomenal desire and should be applauded.

But being in a hurry to do a heart transplant when someone is still in first year chemistry and basic anatomy is the issue that was previously being raised. Your advice to that guy, who is one or two classes ahead of someone not even enrolled, is that he should hang out a sign and start doing surgery because he is so motivated to be a surgeon.

Sell em' somethin'!!

[bethrobinson]

There are loads of resources on email marketing that are directed towards corporate marketers promoting B2B and professional services.

You might be able to find more information at
Marketing Sherpa
Marketprofs
and in the context of a newsletter/content marketing - Junta 42.

There are case studies out there for all types of businesses.
I wish I could be more specific, but while I've been reading them I haven't
been bookmarking them.

Beth

[TimCastleman]

But being in a hurry to do a heart transplant when someone is still in first year chemistry and basic anatomy is the issue that was previously being raised. Your advice to that guy, who is one or two classes ahead of someone not even enrolled, is that he should hang out a sign and start doing surgery because he is so motivated to be a surgeon.

I am talking about offline marketing and you are comparing it to heart surgery. Now who is comparing apples to oranges? At any rate ... and to the heart (pun intended) of the matter.

Stop chasing dead fish.

Seriously, stop it. As Dan Kennedy says unzip your pants and make sure you still have a pair. Chasing after a single customer/love interest/job/ etc is foolish and frankly it comes off as desperate. And clients smell that like a bottle of cheap cologne.

True story time.

After my first marriage went the way of the Titanic I had to get out there dating again. Man I sucked at it, but I kept at it and about a month or two after I started I was going on 3-4 different dates. There is nothing more brass balls then telling a women - hey I'd love to call you some time but I have 3 more dates this week so why don't you call me.

Guess what - they did, they actually called me to go on a second date. Why? Because I was a desperate guy waiting by the phone to call them 10 times a day. I had my crap together and I was going places.

The women I married (the second and final time) ... called me to go out on the second date.

My point is be the one who is chased, not the one doing the chasing.

When there is only one "fish" in the sea you better catch it or die but if you understand that there are a million women/fish/etc out there when you don't catch one then you can just throw your pole back in the water.

Tim

[Kevin_Hutto]

Tim,
I agree with you about the sales side of things. And I think that the OP should probably move on.

But... my original comment was pointing out the fact that if he has to come to the warrior forum to acquire a lucid argument for email marketing then maybe he isn't ready to hold himself out as a professional consultant.

My comment about 10,000 hours is a reference to Malcolm Gladwell's book "Outliers" where he puts forth that it takes 10,000 hours of hard work to become a superstar in your profession. I have found that to be pretty accurate. I'm not merely talking about reading forums or ebooks or studying. I am talking about putting in your time doing the work.

The point of that is there are many industries where "hacks" armed with more zeal than knowledge carve a wide swath of destruction to the reputation of the group as a whole. I have worked in SEO for several years and consulted many fortune 2000 companies on their SEM strategy and I have seen more and more of this in the last year. There are guys who are doing little more than ripping people off because the client doesnt know better.

I dont know the OP and am not accusing him of that at all. My point was and still is: Dont just learn the "tricks of the trade"... Learn the trade.

[myob]

Here's another true story. I never used to go to any particular car repair shop whenever I needed work done. Whenever I needed services, I just picked one from the local yellow pages. This all changed when I just went to have an oil change two years ago. This mechanic had a space on the service form to add your email for a free oil change on your next visit. Well, guess what - I signed up and three months later received his reminder by email it was time for an oil change. And I got that oil change for free. He still regularly sends emails about other timely maintence such as wheel rotating, chassis lube, air conditioning service, radiator flush, timing belt, and dozens of other services and specials. I have never gone anywhere else since then. Does email work for an offline business? You bet it does!

[brunski57]

The problem is he Does Not Trust You... you are TOO young, just a kid.

Judging from your picture you look about 7-8 years old.

I afraid you'll just have to wait another 10 years or so.