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Offline, indeed.

by Kelly Verge
13 replies
After way too much hesitation and delay I finally made my first sales call concerning IM for an offline client.

I know they can't all go like this, but it was amazingly simple.

I didn't sell anything. We just talked about his business and his needs then I detailed all of the different pieces of IM and how they can help expand his reach.

The end result? "Can you do it all?"

If you have a broad knowledge of IM, you can do this, too. Draw out an outline of all the different marketing methods you can use to promote a site/business then put together a price sheet - priced individually and in packages (remember to think through outsourcing costs, if any). Between what's in your head and what's on these two pieces of paper, you have everything you need to close deals.
#gold #offline
  • Profile picture of the author Ken Preuss
    Nicely done!

    One of the big lessons in this is that many, many business owners would much rather NOT have to do any of it themselves. Just having the ability to get all of it done in an outsourced manner is extremely valuable in today's market.

    Ken
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    Coming soon for all you IM junkies... The Internet Daily Show

    A Secret to Success: Making serious money online or offline is not complex unto itself - we're the ones who complicate it. Simply sell them what they are already buying.

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  • Profile picture of the author GoGetta
    Awesome Kelly!

    Ok, not every call will go that way but I bet more do than you think! Its about laying it all out real and simple like you have, and taking action, and BAM, you get THE RESULTS!

    Awesome!

    GoGetta
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  • Profile picture of the author dvduval
    Great post. There are so many people out there that have no idea that the IM world as we know it even exists. If anything, it makes for interesting conversation to people who know nothing about it, and just talking about it when it seems comfortable can lead to a sale more often than you might think.
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    It is okay to contact me! I have been developing software since 1999, creating many popular products like phpLD.
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  • Profile picture of the author JaySabree
    Take Action... That's the bottom line... Take Action...

    Great Work!

    Good luck

    Jay
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    Cheers

    Jay
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  • Profile picture of the author Kelly Verge
    At one point we were talking specifically about press releases. I'd mentioned a couple of options for frequency and asked him which he'd prefer.

    He asked me how many parts were in his widget. When I said I had no idea, he said, "Exactly. Just tell me what I need."

    (One other thing - remember to describe things in offline-familiar terms, such as "lead capture system.")
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  • Profile picture of the author timmykins
    Great stuff Kelly,

    It does go to show that it really doesn't take that much effort to be helpful to these businesses owners, and the feeling you'll get when he calls you up and says that his business is doing well because of your efforts, is just phenominal.

    All the best

    Tim
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    • Profile picture of the author Kyle Tully
      Good stuff Kelly.

      All you need to do is start chatting with business owners and the opportunities will present themselves without you having to "sell" anything.
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      • Profile picture of the author Jillian Slack
        Kelly,

        What a fabublous first experience for this business endeavor!

        Great way to build confidence, too, doing such a great job the first time out.

        Keep us posted on your progress.

        Jill
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  • Profile picture of the author George Sepich
    Originally Posted by Kelly Verge View Post

    After way too much hesitation and delay I finally made my first sales call concerning IM for an offline client.

    I know they can't all go like this, but it was amazingly simple.

    I didn't sell anything. We just talked about his business and his needs then I detailed all of the different pieces of IM and how they can help expand his reach.

    The end result? "Can you do it all?"

    If you have a broad knowledge of IM, you can do this, too. Draw out an outline of all the different marketing methods you can use to promote a site/business then put together a price sheet - priced individually and in packages (remember to think through outsourcing costs, if any). Between what's in your head and what's on these two pieces of paper, you have everything you need to close deals.
    Can you post your outline? Thanks if you are willing to, and thanks just for your post if your not.

    George
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    Need Help? GeorgeSepich.com Digital Marketing Solutions From George Sepich.

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  • Profile picture of the author Kelly Verge
    I started to post my outline but thought better of it. Here's my reasoning.

    Assume that my outline has 12 items and you only feel comfortable doing 8 of them. That just might be an excuse for you to wait until you know how to do the other 4. So instead, I'll explain how I came up with my list.

    Pretend you have a single-page money site. Also pretend that you have unlimited time and/or money with which to promote it (i.e. increase the reach and strength of your sales message). What are all of the things you could do or outsource to help your site?

    After you're done, you'll likely have a long list. Add details to the items that warrant them. Group them in a manner that makes them easier to talk about.

    Obviously not every client will need or want every item - For example I scratched two sections before my meeting because he's only competing against < 500 sites for his keywords, so I won't have to work very hard to get him to rank. At the same time, your list might grow as you learn of new things/sites/techniques or even as you think of things you missed on your first pass (I just realized I need to add "forum" to my list).

    Next, pricing.

    I considered what it would cost to have each item outsourced. I tried to estimate a real price for good-quality product that I would feel comfortable putting my name on. Then I added a mark-up.

    For example, I know that I can get a 500 word article written for $5, but most will be junk. For $10-$12 they're usually somewhat consistent, and for $15 I can find a writer who does good work. I know I can get even higher quality, but for me, as an average, the $15 range works. In this specific case, however, the subject will require higher quality, so I assumed $20 per article and quoted $250/10. If I write any of the articles, I'll be satisfied with my pay. If I outsource, I'll be paid for the keyword research and outsource coordination.

    Hope this helps explain how I came up with my outline and pricing.
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    • Profile picture of the author AndrewCavanagh
      It is fairly easy to talk to business owners if you take the attitude that you're trying to find out about their business and how you can help them.

      While it is VERY helpful if you think through how you can use your skills to help a business you'll usually do better if you wait until AFTER talking to a business owner...

      Finding out how they make their profits in their business, which products and services bring in a higher net profit, which products and services bring in the most turnover, what marketing they're doing now and where their customers are coming from...

      What the business owner really wants out of his business.

      Then you can start suggesting ideas and strategies that will help the business based around what the owner wants and what they're already doing.

      When you suggest an idea the business owner gets excited about you can run with that.

      That process will get you the most paying clients and it eliminates any need for hard selling because your solutions are based entirely around what the business owner tells you and you applying your skill and ideas to the information you've gathered.

      Not being too attached to any particular idea of what you think the business should do helps as well.

      By running with whichever idea the business owner gets excited about you can easily add on other related services or offer them later.

      You've eliminated resistance without ever having to face it...you never let it come up in the first place.

      You've also spent most of your time at the beginning asking questions and getting to know the business owner and his business which builds trust and rapport.

      Kindest regards,
      Andrew Cavanagh
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      Old School Copy Like This Is BACK & Converting Like Crazy!
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  • Profile picture of the author FlightGuy
    Congratulations, Kelly...

    I just hopped on the Warrior Forums for the first time in a couple weeks... I've been so busy with offline clients, it's not even funny - I barely have time to even watch the forums! It seems like when I do see these types of posts, my responses get kind of repetitive... but although redundant, my point is still valid.

    If you seriously want to help business owners make money, if you take action, stay focused and determined, then money will become a bi-product.

    It is important to establish a professional local stance - look into joining your local chamber of commerce and begin networking. Be sure to have business cards designed and printed, create flyers, get legal contracts and non-disclosures (bi-directional), and have a website developed.

    Please note, however: The above is not REQUIRED to start up your consulting business... it is only something to continue working on as you go along and make money by helping business owners make money. Having these things will add to your success, though.

    Folks, the market is wide open... the feelings you get from seeing business owners truly thankful for your services is beyond words. It becomes the excitement of running this sort of business - and then you check your bank account, realizing that life is even better (in this "not so stable" world).

    For anyone who starts making comfortable money through this model, I challenge you to donate at least 5% to a charity of your choice.

    Kindest regards,
    John Dennis
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    "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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