B2B Digital Marketing Sales

by Rekoob
15 replies
Here is the problem, We are having a really hard time gaining new clients with our offline marketing efforts. Online we do fine, we are rank 1 for our top 5 words the problem is that most of our potential clients are not actively looking for our service but they desperately need them. Any ideas? We've tried networking groups but they all seam poor. Cold calling fails we have tried 3 different scripts and made over 3k phone calls with poor results. Any ideas? They say price is the issue well that is a lie we offered rock bottom prices with no luck actually had better luck raising them! Heck all we need is a meeting and we are golden.
#b2b #digital #marketing #sales
  • Profile picture of the author guardado8
    Originally Posted by Rekoob View Post

    Here is the problem, We are having a really hard time gaining new clients with our offline marketing efforts. Online we do fine, we are rank 1 for our top 5 words the problem is that most of our potential clients are not actively looking for our service but they desperately need them. Any ideas? We've tried networking groups but they all seam poor. Cold calling fails we have tried 3 different scripts and made over 3k phone calls with poor results. Any ideas? They say price is the issue well that is a lie we offered rock bottom prices with no luck actually had better luck raising them! Heck all we need is a meeting and we are golden.

    I am not expert, in fact I am just learning so I am always looking for that easy sale.
    if you are so good why not just create a page and rank it. it will be so much easier to sell it then or rent it.
    on my to do list is buying a really good course so I can learn the right way to do this and apply it. I know there is really good money to be made.
    I am finally starting to get sales and I have a chiropractor and 1 dentist who are asking me about SEO so I will be needing those services soon it will be nice to know how to do it.
    {{ DiscussionBoard.errors[10682967].message }}
  • Profile picture of the author animal44
    Originally Posted by Rekoob View Post

    we are rank 1 for our top 5 words
    Are you sure? Or are you being conned by Giggles personalised search?
    Originally Posted by Rekoob View Post

    the problem is that most of our potential clients are not actively looking for our service but they desperately need them. Any ideas?
    Genuinely desperate people will be searching somewhere. Either they're not desperate or they're searching somewhere other than where you're advertising. What makes you think they're desperate?
    Originally Posted by Rekoob View Post

    We've tried networking groups but they all seam poor.
    If you're trying to sell, then they will seem poor. Use them to build relationships and they work real well. I'd suggest staying away from the likes of BNI that impose rules that you must refer members. Only refer people you're confident are any good, not because they're members of a particular group.
    Originally Posted by Rekoob View Post

    Cold calling fails we have tried 3 different scripts and made over 3k phone calls with poor results. Any ideas?
    As I said in another recent thread, why would a digital marketing agency use cold calling if they were any good?
    Originally Posted by Rekoob View Post

    They say price is the issue well that is a lie we offered rock bottom prices with no luck actually had better luck raising them!
    There will always be a price conscious segment. You're better off without them.
    However, if you cannot differentiate yourself from others they're finding - say in the SERPS - then price will be the deciding factor. How do you stand out from the crowd?
    Originally Posted by Rekoob View Post

    Heck all we need is a meeting and we are golden.
    This implies you have sales. So why not go after referrals? Do any of your customers have a B2B business? Do they service your ideal clients? Why not get them to endorse you to their list? Be proactive about referrals. Make referrals part of the deal.

    Grammar and spelling errors are forgiveable on a forum post, but you should use a spell checker for everything else, including your profile.
    Signature

    People say nothing is impossible, but I do nothing every day.
    What I do for a living

    {{ DiscussionBoard.errors[10683090].message }}
  • Profile picture of the author Ron Lafuddy
    Originally Posted by Rekoob View Post

    Here is the problem, We are having a really hard time gaining new clients with our offline marketing efforts. Online we do fine, we are rank 1 for our top 5 words the problem is that most of our potential clients are not actively looking for our service but they desperately need them. Any ideas? We've tried networking groups but they all seam poor. Cold calling fails we have tried 3 different scripts and made over 3k phone calls with poor results. Any ideas? They say price is the issue well that is a lie we offered rock bottom prices with no luck actually had better luck raising them! Heck all we need is a meeting and we are golden.
    Then the answer is simple.

    Go to where the business is, and stop in.

    You'll have your meeting. You'll have their attention.

    If you any good at selling, "golden" as you say, you'll have solved the problem.



    Lack of prospects is never a problem. They are everywhere.

    When you have selling skills, you can walk out your front door and get business today.

    Your post indicates a lack of sales skills. You can't fix that with website rankings or referral meetings.
    {{ DiscussionBoard.errors[10683394].message }}
  • Profile picture of the author kenmichaels
    Originally Posted by Rekoob View Post

    Here is the problem, We are having a really hard time gaining new clients with our offline marketing efforts. Online we do fine, we are rank 1 for our top 5 words the problem is that most of our potential clients are not actively looking for our service but they desperately need them. Any ideas? We've tried networking groups but they all seam poor. Cold calling fails we have tried 3 different scripts and made over 3k phone calls with poor results. Any ideas? They say price is the issue well that is a lie we offered rock bottom prices with no luck actually had better luck raising them! Heck all we need is a meeting and we are golden.
    If you got all the way to the money, then the script ... actually sort of works.
    You need refinement ... not "another" avenue.

    When the scripts don't work, people hang up ... they don't stick around
    to tell you it's "too expensive".

    That goes for cold, warm and hot prospecting. Phone and face to face.

    Rock bottom prices get you nowhere ... it's often taken as a sign of a inferior product.

    If you can actually sell at "rock bottom prices" and still turn a profit ...
    then I suggest starting much higher on the quote .... and then work with them
    on the price (lower it) - Only if you really ...really know its a money issue.

    You must use a strong justification process or you will lose any chance of a sale.

    When people say its too much money ... they hardly ever actually mean that...
    what they mean is ... you haven't sold me yet ... SELL ME.

    Record the pitches ... and listen to them, you should easily be able to identify
    the stutter point thats causing the issue ... even if you're not a sales pro.
    Signature

    Selling Ain't for Sissies!
    {{ DiscussionBoard.errors[10684243].message }}
    • Profile picture of the author Rekoob
      Originally Posted by animal44 View Post

      Are you sure? Or are you being conned by Giggles personalised search?
      Speaking of grammar and spelling... Yes I'm sure! We close 70% of the meetings we have with the decision maker. I stated in the post the we consistently gain new clients through the use of our Digital Marketing. The problem is gaining clients from offline marketing. We like to work with local (in state) businesses.

      You don't know why a Digital Marketing company would use cold calling??? That's funny. If you truly do not understand why a digital marketing company would use offline tactics well its simple. We want to proactively gain clients in all marketing mediums. It's all complementary. They get the call, flyer, business card, or see our commercial then they google us and we appear first. It all ties in nicely. Similar to how Charter Internet advertises on radio. It helps to reach those you otherwise would not. .

      What I take away from this is that I need to push referrals and look for hidden keyword opportunities. I appreciate the input

      Originally Posted by Ron Lafuddy View Post

      Then the answer is simple.

      Go to where the business is, and stop in.

      You'll have your meeting. You'll have their attention.

      If you any good at selling, "golden" as you say, you'll have solved the problem.

      Your post indicates a lack of sales skills. You can't fix that with website rankings or referral meetings.
      I see your point, but I'm also sure you know that a majority of decision makers will not be reached on the first attempt. Dont make it sound like talking to the front desk girl is a qualified meeting. Our sales team consists of 3 people separate from my self, me with the most experience. The sales training for the 3 has been poor on my part. I should probably bring in a experienced b2b salesmen to teach. What I will take away from this is that my guys need more training and to be following up.

      Originally Posted by kenmichaels View Post

      If you got all the way to the money, then the script ... actually sort of works.
      You need refinement ... not "another" avenue.

      When the scripts don't work, people hang up ... they don't stick around
      to tell you it's "too expensive".

      That goes for cold, warm and hot prospecting. Phone and face to face.

      Rock bottom prices get you nowhere ... it's often taken as a sign of a inferior product.

      If you can actually sell at "rock bottom prices" and still turn a profit ...
      then I suggest starting much higher on the quote .... and then work with them
      on the price (lower it) - Only if you really ...really know its a money issue.

      You must use a strong justification process or you will lose any chance of a sale.

      When people say its too much money ... they hardly ever actually mean that...
      what they mean is ... you haven't sold me yet ... SELL ME.

      Record the pitches ... and listen to them, you should easily be able to identify
      the stutter point thats causing the issue ... even if you're not a sales pro.
      I like this and will put it into play. I think recording the calls we will be able see where we are falling short.

      Just some additional information our typical client pays from $1,000 - $2,500 per month with the averge goal being $1,500.

      Thanks for the info thus far guys.
      {{ DiscussionBoard.errors[10684571].message }}
      • Profile picture of the author animal44
        Originally Posted by Rekoob View Post

        If you truly do not understand why a digital marketing company would use offline tactics
        That's the question that will be in your prospects mind. I built my business using mostly offline methods - I didn't have the time or inclination to build rankings to my site and my target audience weren't searching. So I fully understand the why...

        I agree with Ken when he says
        When people say its too much money ... they hardly ever actually mean that...
        I think it's simply a way to tell you to go away because your proposition isn't strong enough...
        I'm not sure that extra selling is needed. IMHO if your marketing is good enough, you don't need a hard sell... (queue the abuse... )

        I gotta go...
        Signature

        People say nothing is impossible, but I do nothing every day.
        What I do for a living

        {{ DiscussionBoard.errors[10684955].message }}
        • Profile picture of the author Rekoob
          Originally Posted by animal44 View Post

          That's the question that will be in your prospects mind. I built my business using mostly offline methods - I didn't have the time or inclination to build rankings to my site and my target audience weren't searching. So I fully understand the why...

          I agree with Ken

          I think it's simply a way to tell you to go away because your proposition isn't strong enough...
          I'm not sure that extra selling is needed. IMHO if your marketing is good enough, you don't need a hard sell... (queue the abuse... )

          I gotta go...
          I agree as well. I really need to work on making the proposition stronger. I guess its super easy for me to see it because I believe in what we do so much. I just need to make it stronger for the other salesmen that are not as confident.

          Originally Posted by animal44 View Post

          (queue the abuse... )
          I appreciate all advice. No abuse towards you or anyone else was intended!
          {{ DiscussionBoard.errors[10685940].message }}
          • Profile picture of the author Zodiax
            Originally Posted by Rekoob View Post

            I agree as well. I really need to work on making the proposition stronger. I guess its super easy for me to see it because I believe in what we do so much. I just need to make it stronger for the other salesmen that are not as confident.



            I appreciate all advice. No abuse towards you or anyone else was intended!
            If you raise the commission payouts I bet your 'under-performing' reps will start making more sales immediately.
            Signature

            'I hated every minute of training, but I said, 'Don't quit. Suffer now and live the rest of your life as a champion'
            -Muhammad Ali

            {{ DiscussionBoard.errors[10685967].message }}
            • Profile picture of the author Rekoob
              Originally Posted by Zodiax View Post

              If you raise the commission payouts I bet your 'under-performing' reps will start making more sales immediately.
              On a $1,000 client they get $500 for closing and $150 a month for the life of the contract. Typical contract is 1 year. So for one sale I pay $2,150 to the salesmen. If the client renews the contract the commission stands. I thought this was fair, maybe not?
              {{ DiscussionBoard.errors[10686022].message }}
              • Profile picture of the author kenmichaels
                Originally Posted by Zodiax View Post

                If you raise the commission payouts I bet your 'under-performing' reps will start making more sales immediately.
                No.
                If that did actually work, he should fire everyone that it worked with.

                Originally Posted by Rekoob View Post

                On a $1,000 client they get $500 for closing and $150 a month for the life of the contract. Typical contract is 1 year. So for one sale I pay $2,150 to the salesmen. If the client renews the contract the commission stands. I thought this was fair, maybe not?
                50% commission plus a residual?
                Where were you when I was cutting my teeth.

                I'm guessing you're new to the game so you have to go high in order
                to get people willing to risk working for you.

                I get it .... but eventually you wont be able to keep it up.
                The more sales you get, the higher your costs go up.
                - more support staff, more fulfillment, more phone bill, more etc.

                Take this piece of advice ... or not.

                What you really need is a sliding scale commission structure with
                a set in stone quota.

                Having one allows you to get through the rough patches,
                allows you to scale with more sales reps and helps keep
                some of the over head down.

                If you are looking to build credibility in order to get employees ...
                think - insurance, benefits, retirement plan.

                We pay min wage + comm + benefits (benefits only after a 90 day probation period)
                sliding scale of 7% to 15%

                If they don't make quota they do not get paid commission for that week.
                Signature

                Selling Ain't for Sissies!
                {{ DiscussionBoard.errors[10686032].message }}
                • Profile picture of the author Rekoob
                  Originally Posted by kenmichaels View Post

                  50% commission plus a residual?
                  Where were you when I was cutting my teeth.

                  I'm guessing you're new to the game so you have to go high in order
                  to get people willing to risk working for you.

                  I get it .... but eventually you wont be able to keep it up.
                  The more sales you get, the higher your costs go up.
                  - more support staff, more fulfillment, more phone bill, more etc.

                  Take this piece of advice ... or not.

                  What you really need is a sliding scale commission structure with
                  a set in stone quota.

                  Having one allows you to get through the rough patches,
                  allows you to scale with more sales reps and helps keep
                  some of the over head down.

                  If you are looking to build credibility in order to get employees ...
                  think - insurance, benefits, retirement plan.

                  We pay min wage + comm + benefits (benefits only after a 90 day probation period)
                  sliding scale of 7% to 15%

                  If they don't make quota they do not get paid commission for that week.
                  Now you've got me thinking!

                  I have something similar in place currently its $500 closing bonus even if they close a $2,500 deal but the recurring commission is still 15% so $375 a month for life of contract. After X amount of sales I plan to slightly increase the residual working up to 18%. This current model is only for the first 5 sales men. For the salesmen after that I was planing to do $300 closing bonus and 8% to 12%.

                  My thoughts are that I can have the 5 salesmen train the new guys and be able to reward them with a percent for helping close some deals.

                  Originally Posted by kenmichaels View Post

                  If they don't make quota they do not get paid commission for that week.
                  This I need to take action this asap. Id like to ask you a few more in depth questions on this matter. I can send it in a private message or I can ask here.
                  {{ DiscussionBoard.errors[10686073].message }}
                  • Profile picture of the author kenmichaels
                    Originally Posted by Rekoob View Post

                    Now you've got me thinking!

                    I have something similar in place currently its $500 closing bonus even if they close a $2,500 deal but the recurring commission is still 15% so $375 a month for life of contract. After X amount of sales I plan to slightly increase the residual working up to 18%. This current model is only for the first 5 sales men. For the salesmen after that I was planing to do $300 closing bonus and 8% to 12%.

                    My thoughts are that I can have the 5 salesmen train the new guys and be able to reward them with a percent for helping close some deals.


                    This I need to take action this asap. Id like to ask you a few more in depth questions on this matter. I can send it in a private message or I can ask here.
                    Sure, go ahead. As long as it's not too personal I'll answer.
                    Signature

                    Selling Ain't for Sissies!
                    {{ DiscussionBoard.errors[10686911].message }}
  • Profile picture of the author Brucode
    Maybe your competitor offering something new at the same prize about you are not aware yet.

    Four tips May help you -

    The Offering.
    Spend now to save later.
    Have the customer do the work.
    Charge the customer in a palatable way.
    {{ DiscussionBoard.errors[10693776].message }}
  • Profile picture of the author Morna Donaghue
    Banned
    Originally Posted by Rekoob View Post

    Here is the problem, We are having a really hard time gaining new clients with our offline marketing efforts. Online we do fine, we are rank 1 for our top 5 words the problem is that most of our potential clients are not actively looking for our service but they desperately need them. Any ideas? We've tried networking groups but they all seam poor. Cold calling fails we have tried 3 different scripts and made over 3k phone calls with poor results. Any ideas? They say price is the issue well that is a lie we offered rock bottom prices with no luck actually had better luck raising them! Heck all we need is a meeting and we are golden.
    Hi, Rekoob. I know your pressured to get better results in as much time as possible but it won't hurt to read on B2B digital marketing updates online. There are tons of other resources as well. Maybe they could help you sort out the dilemma.
    {{ DiscussionBoard.errors[10703116].message }}
  • Profile picture of the author rudyMan
    I don't understand business people and yes, I am One, a business person. But what I am saying here is all of us that have a web presents need traffic for whatever our products or services are, we need people yes humans buying or using products from us, yes us. So, what I am saying why don't business people that have this issue buy from or use from one another, sounds nuts, well think about it. We are all pumping away on the computer trying to get traffic, so next time you need a item you don't have try and contact another business person and say, hey, I am a business person like you, I am going to buy a product from your site, please do me a favor and when you get time, see if you might be interested in my products, who knows you might get lucky and they buy from you as well, this would be called helping one another with doing business. Now send me to the nut farm, lol but do thinking about what I am saying, their are Millions of us out here trying to make a Buck.

    All the best,
    Rudy
    {{ DiscussionBoard.errors[10703880].message }}

Trending Topics