Offline Gold Recruitment Tactics

In my experience cold calling has always been the quickest and most reliable way I generate new clients. I have been doing it so long and have tried every other route over the past 12 months alone, but I always revert back to cold calling because even though it is a tough route, IT WORKS!

Now I mentioned I have tried just about everything and this is what I have found,

The amount of money you can demand from a client most certainly depends on the approach and the length of the approach. What I mean is, if I cold call a business for SEO and have a chat to them for about an hour and they want to go ahead which does happen, the chances are I won't be able to pitch at $10,000.

It is all about TRUST and RAPPORT. The more you have, the more you can charge.

So, taking longer to gain clients, i.e cold call, set up meeting, go back and meet again over time could command a much higher fee, as I have done myself.

Also, the other route I find is beneficial is to take a client on for a smaller amount for a smaller service. Once they see the results, they will spend more.

When I first started on my own, my first client paid the least amount of any client I have EVER taken on. It was my first job so I wan't bothered!

SEO for as little as $300 and about $75 a month. Stupidly CHEAP!

But I didn't mind because I knew the system. This actual client has gone on to spend in excess of $10k in the past 12 months with me and continues to spend more for other services. I am actually in the midst of closing yet another deal with this client TODAY!!!!

This is because the rapport and trust factor is solid and over time I have been able to command more and more for what I do!

As far as recruitment tactics, here is what works for me and what hasn't worked!

Cold Calling:

If I want to approach any business, this is how I start. No messing around and if it is a NO I get it within 30 seconds! But if it is a YES or MAYBE I have the chance to build on this and move to the next step!

You see, many business owners don't know the first thing as I am sure you are aware. By calling them, when they have a question you can answer it right there and then! If you send an email or postcard, those questions that could be the difference between a NO and a MAYBE, dont get answered!

An example of this is some business owners think:

"The internet can't help my type of business"

By calling you have the chance to answer that question and every other route initially doesn't give you that chance. The amouint of biz owners that think the above statement is true for their business is staggering!

Cold Calling To Meeting Setup:

Works well! Time to build rapport and gives you more opportunity!

Direct Mail:

Probably works for some but in my time selling online marketing to offline business owners has NEVER worked for me, EVER, and I have tried a few different avenues that apparently work!

Print & Online Adverts:

Work, but you can get the wrong sort of clients this way, freebie hunters! Depends on the ad though!

Seminars:

Alot of work to setup and carry out but WORK very well! You become the GURU instantly and can charge a higher fee easily!

Emailing:

Can work, but again, you miss out on opportunities due to uncertainties that cannot be answered. If a business owner recieves an email and is uncertain, 9 out of 10 times they hit delete, they never email back asking questions!

All in all, whichever route you choose I believe at some point you need to pick the phone up or drop in, FOLLOW UP is also key, so follow up on people you have spoken to or emailed etc.

You should see results!

Hope that helps.

GoGetta

If cold calling isn't your strength it may be possible to employ someone part time on a commission only business. You could offer them a % of a years income generated through each client the get you.

I always pay 20% to salesmen. Let them worry about lead generation.

Once you have the lead: get them interested then blind them with science, simplify it, frighten them (Look what the competition is doing) then offer the solution.

Then arrange a face to face meeting, and when there explain your their only ally in an online fight that without you they can't win.

I find it helps going in to think of myself as a TV evangelist. And Lo, Thy shall get thy traffic. And Paddy the Painter shall be smote utterly from Google and you shall reign in Google Heaven. lol.

I'll throw in my 2 cents - Market with everything you got, such as you business card (which strangely enough almost nobody does!). By that I mean have a business card that markets you, not just says "Joe Blow, SEO" and gives contact information. Business Cards go under the radar of most any other type of Direct Marketing you do because of the over 150 years of tradition behind them - people accept them and keep them.

Be selective, shop around instead of selling round the town.

Chamber of Commerce and Marketing Workshops and giving away a free speech at the Chamber....but the Chamber of Commerce for sure......

Hi Paul,

You mention local SEO services, is this the only service you plan to provide? I'm finding it easier to locate clients for web design or re-design. It's easier to get them to understand the importants of local SEO once they have the website...they want to show it off now.
I use a line similar to:
"It's like having a Lamorgini in the driveway...all shiney & new....but you have no engine!! That shiney, new Lamborgini will never make the highway without an engine....will never be seen...will never reach it's full potential...
SEO is your websites engine....without proper local SEO, your shiney, new website will never make the "information highway"...never be seen in local searches...never reach it's full potential"...

If you do not personally do web design....team up with a fellow warrior who does, or outsource to "elance.com or a similar site...

As far as feeling restricted in pricing compared to what others are reportedly receiving...keep in mind....your target market may not be able to sustain the same charges as say....NYC, Chicago or Dallas. Check out what other web service companies in your area are getting for comparable work...if there are not any doing what you do...then check out other cities of similar size & economic climate...

If your having trouble locating your first client....try "word of mouth"...or try some businesses you know & feel comfortale talking to.
Maybe your wife is getting her hair styled....when your picking her up...see if they have a website, or have her work it into conversation during her appointment.....endless possibilities....doctors, dentists, health spa, butcher, bakery, just be creative.

Once you get a client or two under your belt, start asking for references!! That's important...

Let us know how you make out...

Good luck,
Ken

EDUCATION. There are still a lot of people that just don't have a clue. You gotta educate them. Do seminars, write for a local newspaper. Plus all of the above.

I got 500 Invites out to local businesses inviting them to get some free reports about increasing your profits & reducing your expenses in a recession, but I only got one opt-in!
I feel that if I had used the face-to-face approach, I would have had much more success, so that's my next step to try.
Best of luck!

Paul,

Persistence is key! You sound like your doing the right things. Just keep moving with it and your work will bear fruit, guaranteed!

GoGetta