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Unread 5th Jan 2017, 08:37 PM   #1
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Contacting Local Business Owners
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Hello everyone,

I have a consulting business and I've been having trouble contacting local business owners. I'm targeting handymen such as roofers and plumbers. I have no problem building a list of business to contact, but once I contact them either through email or their contact page, I never get a reply back. I've contacted almost 100 businesses so far and not one response. I've tried send emails from Gmail and my own hosting account, but still no responses. The emails that I arent spammy and they're full of value. Can anyone tell me what I'm doing wrong?
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Unread 6th Jan 2017, 01:46 AM   #2
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With local business owners you might be better off to get out there and meet them face to face.

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Unread 6th Jan 2017, 02:32 AM   #3
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Let me guess... You're trying to sell SEO (or similar) from a cold email?

Most people, especially tradesmen, would consider any cold email as spam.

Tradesmen publish their tel number and email in order to sell to others, not to be sold to. Think along those lines and you'll get a clue how to get them to respond...

However, forget email... I'd get face to face, like Dave suggests. Build some trust before trying to sell...

I stayed up all night trying to figure out where the Sun went.
Then it dawned on me...
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Unread 6th Jan 2017, 08:44 AM   #4
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Thanks for the advice, the only thing is that these business are in a different state.
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Unread 6th Jan 2017, 08:48 AM   #5
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I'm actually offering the business owners a free website analysis. The only thing is the business owners are in a different state.
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Unread 6th Jan 2017, 10:01 AM   #6
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Originally Posted by sunshne721 View Post

I'm actually offering the business owners a free website analysis. The only thing is the business owners are in a different state.
do you sell, and run your business, the way you buy personally?
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Unread 6th Jan 2017, 11:14 AM   #7
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What is the email you are sending say? Include the subject line as well. Also, what do you say when leaving a voicemail message. These business CAN be sold via phone and email. You just need the correct approach. Lets start there.
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Unread 6th Jan 2017, 11:23 AM   #8
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When you send email message; what are your open rates?

How do you select who to send email to?

What's in it for them?

Is it clear from the beginning that there's something worth their time in it?

Why do you send email, instead of calling, or regular mail?

Originally Posted by sunshne721 View Post

Thanks for the advice, the only thing is that these business are in a different state.
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Unread 6th Jan 2017, 11:31 AM   #9
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Originally Posted by sunshne721 View Post

I'm actually offering the business owners a free website analysis. The only thing is the business owners are in a different state.
Then build a local website advertising your services and have people call you...

Further thought... why not sell locally first...?

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Then it dawned on me...
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Unread 6th Jan 2017, 06:27 PM   #10
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Call them on the phone...

Say 'I wonder if you could help me?'

Assuming they say 'yes'

I have a small web/marketing operation and I've been offering free website analyses in your industry...but the thing is virtually no one responds to my emails and I'm trying to figure out why.

Could I pick your brain for one minute?

If you guys have a website have you ever had it analysed?

Do you actually get much business from your website.....blah blah etc etc.

Go straight to the people you are trying to target and get THEM to tell you the best way to approach them.

I doubt you'll take my advice but I can assure you it works like a dream.

P.M. me if you'd like a three paragraph (max) no holds barred, response to any marketing or sales problem you may have..
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Unread 6th Jan 2017, 06:55 PM   #11
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Originally Posted by sunshne721 View Post

Thanks for the advice, the only thing is that these business are in a different state.
Not so local then

You should call them and offer your service, or you could just do the analysis and send them the free full report with a further call to action.

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Unread 6th Jan 2017, 09:20 PM   #12
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The more negative, the higher the response. We humans are weird. We will ignore a "positive" inquiry and will drop everything - all profit generating operating activities to respond to the negative.

Be as negative as you can and be borderline insulting. When I say borderline, you don't want to say things like "you suck!" Rather, "whoever OK'd the hiring of your marketing guy needs to be fired right now, here's why."

To take it another step further, the more you don't care about whether they will not reply the higher the response. I've shipped e-mails with no idea how to monetize the e-mails and instead focused on; "I'm going to make you feel something."

If you're leading with value - a lot of value, it can convey neediness or that you've done the same thing with 100x others. If you've done this 100x times, they're like "how valuable can this info be if everyone is getting it?" In short, no one wants to give a weakling their money.

Think about it. If you're leading with value, how successful can you possibly be by cold e-mailing them with value? On a primitive level they're able to conclude that "this person is trying to be liked and win me over." At that point, you've lost.

I sold consulting and raked it in a market in a market where they don't buy "consulting" by simply not giving two f**ks about their feelings.

So, if I were you I would lead with negative; "PROOF; Your Marketing Guy is Eating Your Lunch." Think about that. You're telling a guy the guy he hired is eating his lunch. It hits at his pride. We own businesses because we don't want folks eating our lunch. We want to eat the lunch of others.

Or, "Why are you letting your marketing guy rob you???" Again, you hit them in a way that they haven't been hit before.

Describe what you see in authoritative but negative fashion and forget about a call to action. Don't say "I can help you if you call me..." etc. Rather, no CTA at all. Rip them a new one and end the e-mail with absolutely no request or invitation for them to reach back out to you...

Then wait for replies. You'll get elaborate and "defensive" replies. From there, you got em. They'll open every e-mail you send from there. You've just gotta finesse that into a sale.

I'm only sharing what's worked for me.... Negativity gets clicks, sales, etc. Humans are weird.
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Unread 6th Jan 2017, 09:43 PM   #13
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Originally Posted by kirbymarketingconcierge View Post

do you sell, and run your business, the way you buy personally?
Yes because when I email businesses, I only focus on how they can benefit from my service and what's currently preventing them from getting more customers. I also provide the businesses with website analysis videos that I've completed for other businesses in the past to provide more value. When I buy something I tend to focus more on what's in it for me and how I can benefit from it.
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Unread 6th Jan 2017, 09:48 PM   #14
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Originally Posted by jcjonas View Post

What is the email you are sending say? Include the subject line as well. Also, what do you say when leaving a voicemail message. These business CAN be sold via phone and email. You just need the correct approach. Lets start there.
Thanks for replying, here is the subject line and email:

Subject: Do You Need More Customers For Your (Niche) Business?

To the owner of (Name of Business),

I came across your website earlier and I would like to offer you a free website
analysis report.

The analysis report will help you identify any aspects of your website that's preventing you from getting new customers or being seen on Google ahead of your competition.

I have provided 3 examples of video reports that we've recently conducted for other (niche) businesses so you can see what we can do for you.

If you would like to have the same analysis report done for you, please reply back as soon as you can.

Kind Regards,

Melanie Granger


I don't usually leave a voicemail, just the email.
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Unread 6th Jan 2017, 09:58 PM   #15
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Originally Posted by DABK View Post

When you send email message; what are your open rates?

How do you select who to send email to?

What's in it for them?

Is it clear from the beginning that there's something worth their time in it?

Why do you send email, instead of calling, or regular mail?
If I email 20 businesses, I usually get 5 opens, so it's pretty low. I use a website analysis tool that gives a score of each website. All I have to do is enter their web address and if it has a low score, then I'll send my email to them. I'm offering them a website analysis at no cost to them so they can better understand why they're ranked lower in Google than their competition. I heard that email is faster and with email the business owner can read it and reply to it whenever they're not busy, but if I cold call them, especially during business hours, they might not have time to talk.
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Unread 6th Jan 2017, 10:11 PM   #16
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Originally Posted by helisell View Post

Call them on the phone...

Say 'I wonder if you could help me?'

Assuming they say 'yes'

I have a small web/marketing operation and I've been offering free website analyses in your industry...but the thing is virtually no one responds to my emails and I'm trying to figure out why.

Could I pick your brain for one minute?

If you guys have a website have you ever had it analysed?

Do you actually get much business from your website.....blah blah etc etc.

Go straight to the people you are trying to target and get THEM to tell you the best way to approach them.

I doubt you'll take my advice but I can assure you it works like a dream.
Thanks for the advice, I will definitely consider giving that a try.
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Unread 6th Jan 2017, 10:21 PM   #17
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Originally Posted by TheBigBee View Post

The more negative, the higher the response. We humans are weird. We will ignore a "positive" inquiry and will drop everything - all profit generating operating activities to respond to the negative.

Be as negative as you can and be borderline insulting. When I say borderline, you don't want to say things like "you suck!" Rather, "whoever OK'd the hiring of your marketing guy needs to be fired right now, here's why."

To take it another step further, the more you don't care about whether they will not reply the higher the response. I've shipped e-mails with no idea how to monetize the e-mails and instead focused on; "I'm going to make you feel something."

If you're leading with value - a lot of value, it can convey neediness or that you've done the same thing with 100x others. If you've done this 100x times, they're like "how valuable can this info be if everyone is getting it?" In short, no one wants to give a weakling their money.

Think about it. If you're leading with value, how successful can you possibly be by cold e-mailing them with value? On a primitive level they're able to conclude that "this person is trying to be liked and win me over." At that point, you've lost.

I sold consulting and raked it in a market in a market where they don't buy "consulting" by simply not giving two f**ks about their feelings.

So, if I were you I would lead with negative; "PROOF; Your Marketing Guy is Eating Your Lunch." Think about that. You're telling a guy the guy he hired is eating his lunch. It hits at his pride. We own businesses because we don't want folks eating our lunch. We want to eat the lunch of others.

Or, "Why are you letting your marketing guy rob you???" Again, you hit them in a way that they haven't been hit before.

Describe what you see in authoritative but negative fashion and forget about a call to action. Don't say "I can help you if you call me..." etc. Rather, no CTA at all. Rip them a new one and end the e-mail with absolutely no request or invitation for them to reach back out to you...

Then wait for replies. You'll get elaborate and "defensive" replies. From there, you got em. They'll open every e-mail you send from there. You've just gotta finesse that into a sale.

I'm only sharing what's worked for me.... Negativity gets clicks, sales, etc. Humans are weird.
Thanks for the reply, I will have to start implementing this in my emails. This definitely sounds like a great way to stand out from other marketers.
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Unread 6th Jan 2017, 10:29 PM   #18
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Originally Posted by sunshne721 View Post

Thanks for replying, here is the subject line and email:

Subject: Do You Need More Customers For Your (Niche) Business?

To the owner of (Name of Business),

I came across your website earlier and I would like to offer you a free website
analysis report.

The analysis report will help you identify any aspects of your website that's preventing you from getting new customers or being seen on Google ahead of your competition.

I have provided 3 examples of video reports that we've recently conducted for other (niche) businesses so you can see what we can do for you.

If you would like to have the same analysis report done for you, please reply back as soon as you can.

Kind Regards,

Melanie Granger


I don't usually leave a voicemail, just the email.



You've already lost their trust with the first line in your email.

If my name is Jim, you better be calling me Jim, not To the owner of (Name of Business), otherwise your going in the spam folder.

Be sincere when making contact and not come off as some canned spam script designed for the masses. Talk to the potential client like you already know them and you know their business/niche.

I'm going to Wichita - Jack White
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Unread 7th Jan 2017, 01:00 AM   #19
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Originally Posted by yukon View Post

You've already lost their trust with the first line in your email.

If my name is Jim, you better be calling me Jim, not To the owner of (Name of Business), otherwise your going in the spam folder.

Be sincere when making contact and not come off as some canned spam script designed for the masses. Talk to the potential client like you already know them and you know their business/niche.
What if you can't find the name of the owner? You're right it would be better to make the email more personable. The thing how do I try to be persuasive without sounding like a sales person? These businesses are on Google so they're probably getting a lot of spam emails as it is, but I want to stand out from that.
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Unread 7th Jan 2017, 02:45 AM   #20
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Originally Posted by sunshne721 View Post

What if you can't find the name of the owner? You're right it would be better to make the email more personable. The thing how do I try to be persuasive without sounding like a sales person? These businesses are on Google so they're probably getting a lot of spam emails as it is, but I want to stand out from that.
as in post Number 9 by animal, why do you not have people come to you, who want your service, this way you can offer solutions to their problems with out being the pushy salesperson and probably close a high 70% plus if the ducks line up.

If your service does what it says it can do, then build your own site to do just that, bring in more customers, your customers.

Why are people posting stupid articles everywhere? reminds me of the backlink farms of yesterday, Don't start me on the spammers. What drugs are people on?
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Unread 7th Jan 2017, 04:10 AM   #21
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Originally Posted by helisell View Post

Call them on the phone...

Say 'I wonder if you could help me?'

Assuming they say 'yes'

I have a small web/marketing operation and I've been offering free website analyses in your industry...but the thing is virtually no one responds to my emails and I'm trying to figure out why.

Could I pick your brain for one minute?

If you guys have a website have you ever had it analysed?

Do you actually get much business from your website.....blah blah etc etc.

Go straight to the people you are trying to target and get THEM to tell you the best way to approach them.

I doubt you'll take my advice but I can assure you it works like a dream.
Here's the gold in this thread.

I have sold to thousands of contractors. They buy over the phone every day. That's why you see their ads in print and other media.

It takes work! They are busy. You'll have to call, leave messages, follow up.

The above approach is a surefire conversation starter, where the prospect tells you HOW TO SELL, whatever you are selling, to him or her.

Great share!

Ron
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Unread 7th Jan 2017, 09:16 AM   #22
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Originally Posted by sunshne721 View Post

Thanks for replying, here is the subject line and email:

Subject: Do You Need More Customers For Your (Niche) Business?

To the owner of (Name of Business),

I came across your website earlier and I would like to offer you a free website
analysis report.

The analysis report will help you identify any aspects of your website that's preventing you from getting new customers or being seen on Google ahead of your competition.

I have provided 3 examples of video reports that we've recently conducted for other (niche) businesses so you can see what we can do for you.

If you would like to have the same analysis report done for you, please reply back as soon as you can.

Kind Regards,

Melanie Granger


I don't usually leave a voicemail, just the email.
Hello Sunshne

First thing, your subject line: It screams "I'm selling you something". Do you know how many of these emails they get daily? Too much. With a subject line like this, I guess 90% will delete without opening.

You may try something like you are sending an email to your friend. Frank Kern uses the word "hey" ONLY as 50% of his subject lines.

Second thing, one sure thing you need to know; usually about 50% of your emails will end in the spam folder, so they won't see it at all (put this in your mind.)

Third thing, your first line (which usually appears before they open your email) lacks the intimacy and friendliness (it sounds like "to whom it may concern".) This will turn them off immediately.

Number 4: You said that you'll offer them a free analysis. They will immediately think in their heads "what is the catch here? no one offers a free service", so you need to answer this question in your email actually with confirming that there's a catch which is that if they like x, then you'll offer them y.

No.5: You said you send them 3 examples from similar clients. This will scare them that you'll use their own reports to show for future customers. So you need to assure them that you have an agreement from the other 3 clients to show their reports (if you don't have this agreement, you really must NOT show them these examples.)

I hope this helps
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Unread 7th Jan 2017, 12:44 PM   #23
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Originally Posted by helisell View Post

Call them on the phone...

Say 'I wonder if you could help me?'

Assuming they say 'yes'

I have a small web/marketing operation and I've been offering free website analyses in your industry...but the thing is virtually no one responds to my emails and I'm trying to figure out why.

Could I pick your brain for one minute?

If you guys have a website have you ever had it analysed?

Do you actually get much business from your website.....blah blah etc etc.

Go straight to the people you are trying to target and get THEM to tell you the best way to approach them.

I doubt you'll take my advice but I can assure you it works like a dream.
Smart, smart, smart, smart, smart.

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Unread 7th Jan 2017, 01:24 PM   #24
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I could try to sell to businesses in my area, but I live in a small town so there aren't that many as some of the bigger cities. Also, I'm targeting a specific group of people who I know need help with their websites.
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Unread 7th Jan 2017, 01:33 PM   #25
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Hi, this is very helpful, thanks. I'm definitely going to change the subject line and see if I can make it less spammy and more attention grabbing. I added the examples just for proof, but I understand what you're saying.
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Unread 7th Jan 2017, 03:20 PM   #26
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Originally Posted by sunshne721 View Post

I could try to sell to businesses in my area, but I live in a small town so there aren't that many as some of the bigger cities. Also, I'm targeting a specific group of people who I know need help with their websites.
WHOA... WAIT... STOP... WHY in the world? What's the catch here? WHY are you not starting locally? Less work.. easier to contact... prove yourself in the pond you live before you move on to the next one. develop success, and then have a platform to grow that success from.

There is an issue here and it has little to do with subject lines and letters and open rates. YOU are afraid of something, and that is literally showing through in your communication efforts. if you are unable to contact local prospects.. how do you think you will contact ones 300 miles away? You are hiding behind the vail of distance, and it just is not going to work.

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Unread 7th Jan 2017, 03:41 PM   #27
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You're 100% right. The thing is, I'm kinda afraid of cold calling. I tried it once a while back and I would get really nervous.
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Unread 7th Jan 2017, 04:40 PM   #28
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Originally Posted by sunshne721 View Post

You're 100% right. The thing is, I'm kinda afraid of cold calling. I tried it once a while back and I would get really nervous.
When I said I was shy and nervous to my early mentors, they told me to deal with it. I did.

You don't have to cold call local businesses, you can network, send letters, walk in, advertise, build a website. Easy to rank a site in a small town.m Get out and talk to the people you already do business with. Your hairdresser, the guy you buy coffee from, the computer guy, the fashion store... They might not be ready to do business with you right now, but they might know someone who is ready. Build your network. Find the key people who know everyone and keep in touch, keep on their radar...

Tradesmen can be hard to sell to at the best of times...

I stayed up all night trying to figure out where the Sun went.
Then it dawned on me...
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Unread 7th Jan 2017, 06:13 PM   #29
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Originally Posted by sunshne721 View Post

You're 100% right. The thing is, I'm kinda afraid of cold calling. I tried it once a while back and I would get really nervous.
My 8 yr old son would tell you this "I am afraid of the dark, but it wont stop me from getting up in the middle of the night and going to the bathroom" You simply have to get over the fear and do what you have to do. OR you can sit at home and dream about making it someday.

The reality is no matter HOW or WHERE you do this.. there WILL BE phone conversations in your future. there is NO WAY to avoid it. That is the nature of the business.

I personally hate phone calls... and for way different reasons than you. When I deal with local clients.. I go see them. Phones in my book are evil and impersonal. How do you separate yourself from the other 10 billion phone calls a business owner may get in any given day from people selling pretty much the same as you? Go and shake their hand! Market separation is guaranteed!

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Unread 7th Jan 2017, 07:10 PM   #30
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When I am not on the computer building websites or running marketing campaigns, I am running a roof and home maintenance business. Tradespeople usually aren't interested in a free website analysis. They want jobs. Most of them have too much work, are very busy and selling them on an analysis of something that's already working is a hard sell.
What is a conversion for you? What is your end goal? How will you make money by building contacts with these contractors? Cut to the chase and put that in front of them might be the answer. If whatever you're doing works, then what makes you money should be what makes them more money. Show me right now, how you can make me more money as a contractor and you've got my sale, but I don't need anybody to analyze anything on my websites.

Hope that helps

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Unread 8th Jan 2017, 01:08 AM   #31
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Thanks for your response, it's nice to see someone reply who's actually in the skills trade industry. The main goal of the website analysis is to figure out why their websites aren't ranked higher in Google. I've seen plenty of websites that look very outdated, aren't mobile optimized and have little to no customer reviews in Google Places. I don't target all businesses, I actually use a white label service that analyzes each website and gives me a report of what needs to be done to improve their ranking. So my end goal is to get the businesses ranked higher in Google so they can get more visitors and potential customers.
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Unread 8th Jan 2017, 01:30 AM   #32
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Hi!

Construction companies, handy men etc those type of business are out there driving and working hard and maybe don't even know what a website is.

If they have one is because their son took html in school and made one for them. I know because I seen them and most websites are garbage.

So when You call you have to be really simple and explain things very simple and how that is going to help them get more and better customers.
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Unread 8th Jan 2017, 09:41 AM   #33
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The easiest way to lose my trust or interest is to offer me something for free. If your product or service isn't worth charging for (which is indicated by you giving it away), it's not something I would ever have any interest in.

Business owners aren't stupid. They know that there is no such thing as a 'free lunch.' The psychological barrier you create with this tactic is very hard to overcome. Better to tell them that if they aren't completely satisfied, you won;t charge them. That at least shows that you believe in your work product.

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Unread 9th Jan 2017, 06:08 PM   #34
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Originally Posted by BigFrank View Post

The easiest way to lose my trust or interest is to offer me something for free. If your product or service isn't worth charging for (which is indicated by you giving it away), it's not something I would ever have any interest in.

Business owners aren't stupid. They know that there is no such thing as a 'free lunch.' The psychological barrier you create with this tactic is very hard to overcome. Better to tell them that if they aren't completely satisfied, you won;t charge them. That at least shows that you believe in your work product.

Frank
Ever heard of free samples? No, free samples has never worked. 90% of my business has come from free consultations.

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Unread 9th Jan 2017, 08:20 PM   #35
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Originally Posted by PaulintheSticks View Post

Ever heard of free samples? No, free samples has never worked. 90% of my business has come from free consultations.
That's wonderful. A 'free consultation' is not a product and it barely qualifies as a service. We were discussing giving away something for free that should have a perceived value. I put no value on a free consultation as it's just a conversation with a fancy name. How do you sell anything to anyone in the service industry without some sort of conversation? Answer - you don't.

I'm left wondering how a lot of you folks get dressed in the morning without assistance. lol

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Unread 9th Jan 2017, 08:42 PM   #36
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Sunshine,

Giving value up front (in any form) to build trust is one of the best business building strategies and its how I got my business established.

Of course, this isn't my idea. It came from world-class marketers such as Jay Abraham and Dan Kennedy.

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Unread 9th Jan 2017, 09:46 PM   #37
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Originally Posted by PaulintheSticks View Post

Sunshine,

Giving value up front (in any form) to build trust is one of the best business building strategies and its how I got my business established.

Of course, this isn't my idea. It came from world-class marketers such as Jay Abraham and Dan Kennedy.
There is nothing wrong with giving value.....

A free sales pitch is not value however.
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Unread 9th Jan 2017, 10:22 PM   #38
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Just remember there are always going to be haters out there that will look to put you down and bash anything you do. Don't pay attention to them. They have low self esteem and their hate is really directed at themselves.

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Unread 10th Jan 2017, 01:18 AM   #39
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Originally Posted by PaulintheSticks View Post

Of course, this isn't my idea. It came from world-class marketers such as Jay Abraham and Dan Kennedy.
Don't think I've ever seen Jay Abraham or Dan the Man cold emailing free stuff to anyone...?

I stayed up all night trying to figure out where the Sun went.
Then it dawned on me...
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Unread 10th Jan 2017, 07:21 AM   #40
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Originally Posted by PaulintheSticks View Post

Just remember there are always going to be haters out there that will look to put you down and bash anything you do. Don't pay attention to them. They have low self esteem and their hate is really directed at themselves.
Just remember that there are always going to be morons out there that don't have an original thought and will try to encourage you to run your business by their dictates.

Their self-loathing is so intense that they are blinded by fact and they believe that they are always correct, regardless of how idiotic their claims may be.

Follow their lead at your peril.

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Unread 10th Jan 2017, 08:13 AM   #41
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Why can't it just be a matter of different strokes for different folks? That's the beauty of marketing. There are many things that work...if you do. Too many people here are wrapped up in their own ego as if they do it right and their way is the only way. If it works and you're happy, do it. If it isn't working or you're not happy, look for another way.
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Unread 10th Jan 2017, 08:13 AM   #42
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Originally Posted by sunshne721 View Post

I use a website analysis tool that gives a score of each website. All I have to do is enter their web address and if it has a low score, then I'll send my email to them.
If you are thinking about what helisell suggested and also some of the other suggestions that seem to peak your interest like a negative approach etc.

The one thing I'd be doing is contacting the people with a high score not a low score.

People who show up in your analysis tool with a low score probably don't really give a sh*t about generating business from their website.

They are the group of tradies who drive around doing jobs all over the place.

We think of them as the "dog and ute" type of business...you know they have a big dog and a utility that serves as their office and mode of transport. Plus it carries all their tools.

Usually the "UTE" will have a Phone number on that says something like "Call Mike's Aircon when you need split or ducted air-conditioning."

They have plenty of work on and don't have anytime for website improvement because they are too busy working.

The higher scoring websites however are usually business with more than "one dog and ute"

They have employees and bigger overheads than the small guys.

They need a flow of leads to support their business.

They have already invested in the website and the adwords campaigns etc etc...

When you approach them either via the helisell route or your own composition they are more likely to listen.

A free website analysis is so lame and it wouldn't interest many unless they were bored and seeking company.

Now...

A comparative analysis showing them where their competitors are stronger than them is a better approach.

If you can weave in some emotional hook to your material you will also do better.

A bit like saying. . .

"hey have you seen how competitor Joe's plumbing is doing?"

He's got this new system that is keeping his guys flat out busy....

...and just I saw his wife parking her new car outside [insert desirable local designer boutique here]

You need to show the prospect a huge emotional benefit to get closer to them.

Website analysis = cold

Competitor's wife driving new car = hot

Competitor taking big vacation = hot

Competitor business expanding = hot

You don't need to know all the prospects names (although it helps) but you do need to know at least the best known competitor''s name.

There are so many ways to get their attention so promise me "no more poor emails ok?"

best regards,

Ozi

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Unread 10th Jan 2017, 08:51 AM   #43
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Originally Posted by umc View Post

Why can't it just be a matter of different strokes for different folks? That's the beauty of marketing. There are many things that work...if you do. Too many people here are wrapped up in their own ego as if they do it right and their way is the only way. If it works and you're happy, do it. If it isn't working or you're not happy, look for another way.
That wasn't my point. I maintain that a 'free consultation' is not a product or service. It's a conversation with a goal of selling a product or service. It has absolutely no intrinsic value. It is NOT a free sample. Why would you want someone to take advice from someone that doesn't understand the basics. We should be looking out to protect others from misinformation. Don't like my tone of breath? Sue me. I ain't Mary Poppins.

Of course people should do what works for them. That doesn't change the facts. Additionally, you'll notice that I didn't retort until challenged with an off-the-rails post. I don't suffer fools, lightly.

My work here is finished.

Frank

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Unread 10th Jan 2017, 11:18 AM   #44
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Originally Posted by sunshne721 View Post

Thanks for replying, here is the subject line and email:

Subject: Do You Need More Customers For Your (Niche) Business?

To the owner of (Name of Business),

I came across your website earlier and I would like to offer you a free website
analysis report.

The analysis report will help you identify any aspects of your website that's preventing you from getting new customers or being seen on Google ahead of your competition.

I have provided 3 examples of video reports that we've recently conducted for other (niche) businesses so you can see what we can do for you.

If you would like to have the same analysis report done for you, please reply back as soon as you can.

Kind Regards,

Melanie Granger


I don't usually leave a voicemail, just the email.
A quick initial thought......

You're not "selling" a "free website analysis report." You're "selling" the result...

The business owners could care less about a "free website analysis report." Tell them what result they can expect.

Is it more people picking up the phone, calling and handing them money once their "issues" are fixed? Is it they'll know how to improve their website to stand out from their competition? Is it something else? Ideally, you'll want to relate it to the reader putting more cash in his pocket.

Once you nail the result you get for the reader, it makes it much easier to "sell." Make sure it is at a level that you could describe it to your grandmother.
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Unread 10th Jan 2017, 11:28 AM   #45
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Originally Posted by BigFrank View Post

That wasn't my point. I maintain that a 'free consultation' is not a product or service. It's a conversation with a goal of selling a product or service. It has absolutely no intrinsic value. It is NOT a free sample. Why would you want someone to take advice from someone that doesn't understand the basics. We should be looking out to protect others from misinformation. Don't like my tone of breath? Sue me. I ain't Mary Poppins.

Of course people should do what works for them. That doesn't change the facts. Additionally, you'll notice that I didn't retort until challenged with an off-the-rails post. I don't suffer fools, lightly.

My work here is finished.

Frank



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Unread 10th Jan 2017, 11:49 AM   #46
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Originally Posted by savidge4 View Post

I personally hate phone calls... and for way different reasons than you. When I deal with local clients.. I go see them. Phones in my book are evil and impersonal. How do you separate yourself from the other 10 billion phone calls a business owner may get in any given day from people selling pretty much the same as you? Go and shake their hand! Market separation is guaranteed!
That's all certainly valid, however, the telephone is the most significant money making tool you will ever have at your disposal. I'm biased, of course, since my most successful years were all due to telemarketing.

Walking in to meet people can be fraught with problems. No one likes unannounced or unexpected visitors during their work day. You can always hang up on a telemarketer. No one wants to be rude to the point of throwing you out of their place of business - which is the equivalent.

Additionally, I can probably prospect 50 businesses in the same amount of time that it would take for someone to make a in-person cold-call. When I do get to have a conversation, I will arrange a face-to-face if necessary, but generally I will try to conduct most of my business without ever meeting the business owner in person. Rather than going to meet them first, I send them a long list of references, a portfolio of my work and a promise to meet or beat any price, as long as the comparison is comparable in nature - which allays any apprehension on their part.

My stopping by to shake their hand is something I generally do AFTER I complete a project for them. I do that not just to say thank you, but to also make sure that they are completely satisfied and most importantly, to ask them for a few referrals, which is the main way I get new clients. I don't spend a single penny on advertising - ever.

I'll never understand the aversion that people have to using the phone to market their business, many to the point of being terrified at the thought of calling someone. Anytime you can sit at your desk in your PJ's, patting your dog on the head while you sip good coffee - well, that's the benefit of working from home.

Pick up the phone. Make some easy money. lol

Frank

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Unread 10th Jan 2017, 11:50 AM   #47
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Originally Posted by yukon View Post

You ever wonder why accountants aren't billionaires?
Not something that I devote a great deal of time, to. :-)

Frank

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Unread 10th Jan 2017, 03:02 PM   #48
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Hi Sunshine,

You will get so many different opinions on how to market your business on this forum. That's what makes this forum so great yet can drive you crazy on which way to go. You need to decide what works best to your strengths. If you do not like face to face cold calling, then work the phones.

But you need to do one of them in order to scale your business. Giving away a free website analysis means nothing to this group of business owners. Also, getting them higher on the search ranking means nothing to this group of business owners.

You need to speak their language and what keeps this guys up at night; What are the challenges they face in their industry. Once you figured that out, you can market effectively to this group.
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Unread 10th Jan 2017, 03:07 PM   #49
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Originally Posted by jcjonas View Post

Once you figured that out, you can market effectively to this group.
Why try to figure out what keeps them up at night? Call them up and ask them.

Frank

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Unread 10th Jan 2017, 03:19 PM   #50
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Agreed! Simple enough.
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