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Getting customers by showing them what you could do? A good idea or a risk?

by Andrea Rillo
2 replies
Hi Warriors,
I had the idea of printing a potential analysis sheet where I write some informations about what can I do to improve their business and how much this will affect their profit.
For example :
- Web design development : Having a website could highly increment the amount of customers of a company due to being able to rank him on google (letting it be first with certain keywords).
- SEO : Act of ranking up the website (could bring to XXX new customer per month. Estimated time to rank up : 3 months (for example)).
- Social media marketing : words words words words...
- Youtube channel creation : words words words
- Sms marketing : words words words
- Email marketing : words words words
- PPC campaigns : words words words
- Maps indexing : words words words
and so on.

The fear that I have with this strategy is giving to the business too many free informations so they could try to replicate at least a part of the things even if they not buy them.
Do anyone had already experience with this strategy?
I would like to be seen more as an helper than a seller, that's why this idea came in my mind.
Think about it as a present that the businessess receive for free to undersatnd how to improve their customer base and then they can ask me to do these tasks for them.
It will be delivered as a "short personalized printed book".

What do you think about it?

Kind Regards
Andrea Rillo
#customers #good #idea #risk #showing
  • Profile picture of the author Claude Whitacre
    You are fearing the wrong thing.

    I tell them everything they should do, and everything I would do. I tell them as though it's helping them do it themselves. By the time I'm done, they know two things;

    1) They absolutely need what I have.
    2) They absolutely do not want to tackle it themselves.

    I make the process complicated (because it really is quite a lot of work), so that they see the value. I make every part dependent on every other part. That way they can't shop pieces of the solution.
    I spent about 70 minutes today on a phone consultation. Usually, they have read a book of mine, or watched a presentation already...

    But this time, this was almost completely cold.

    They had another service they were thinking about, that was cheaper then mine.

    So I structured the entire meeting around what they should do themselves...beyond what the competition offered. So they were not hearing a presentation (in their mind), but a consultation that happened to be free. Two people on the phone...and me.

    I played a little hard to get. An hour later they had three questions... I answered them...and they bought.

    What I recommended was simply cheaper and faster...if they just let me do it, rather than train someone else to do it. So I tell them everything, and make it a splitting headache to do themselves. And I remind them a few times how much manual work it is.

    And they just wanted to hand it off to someone...me.
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  • Profile picture of the author LaneB
    Andrea,

    Why not offer a competition analysis where you break down what, not how, their competition is doing online to take business from your prospect.

    I've found this creates a TON of social proof and anxiety about leaving money on the table/being left behind. My prospects typical reaction has been to ask for a proposal on "getting what they got".

    Cheers,
    Lane
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