Offline Marketing OUTSIDE of Local Area

by Etak
18 replies
I've been reading through all the insanely great info on this thread, but most is geared toward local selling.

For those of you who do offline marketing outside your local area, what is your process? What's the best way to sign clients up who are a thousand miles away? Do you use Skype or online chat or do you do it all over the phone? What is the best way to get in front of these people, especially since you can't schedule an in-person meeting?

Any input is appreciated!

~Emma
#area #local #marketing #offline
  • Profile picture of the author Scott Voss
    I don't use skype at all for this. It just isn't that common for business owners to have, let alone use.

    The process is very easy, you make contact either by email (poor conversions), mail or phone. Instead of doing in person meetings, just set up an online meeting.

    My go to program is DimDim (not an affiliate link).

    Then lots of phone or email follow up after that.

    In fact, once you start doing the long distance customer acquisition you will probably want to start implementing it for local clients as well.

    That way you don't spend 30% or more of your time driving to and from meetings, that might or might not get you a client.

    -Scott
    {{ DiscussionBoard.errors[2664735].message }}
    • Profile picture of the author Chad Heffelfinger
      Originally Posted by Scott Voss View Post

      I don't use skype at all for this. It just isn't that common for business owners to have, let alone use.

      The process is very easy, you make contact either by email (poor conversions), mail or phone. Instead of doing in person meetings, just set up an online meeting.

      My go to program is DimDim (not an affiliate link).

      Then lots of phone or email follow up after that.

      In fact, once you start doing the long distance customer acquisition you will probably want to start implementing it for local clients as well.

      That way you don't spend 30% or more of your time driving to and from meetings, that might or might not get you a client.

      -Scott
      Scott,

      Thanks for the DimDim mention, I have checked them out a little as I had heard good things in general as an alternative to GoToWebinar. I hadn't thought of using them for offline marketing, but that's a good idea.

      Thanks,
      Chad
      {{ DiscussionBoard.errors[2664801].message }}
    • Profile picture of the author Etak
      You guys have definitely brought this together for me. Here I was thinking that everyone was driving around from meeting to meeting, so thanks for setting me straight!

      Originally Posted by Scott Voss View Post

      My go to program is DimDim (not an affiliate link).
      Great Advice, Scott...Thank you! I hadn't thought to use that kind of medium for this. I have an account with GoToWebinar but I think DimDim would work better.
      Signature
      {{ DiscussionBoard.errors[2666429].message }}
  • Profile picture of the author GuerrillaIM
    I used to do lots of face to face meetings but discovered that it was just a waste of time. If a client asks if we can meet I reply "sure, if there is something we can't work out remotely then I will come see you". There is nothing that can't be worked out remotely. Online meeting sites make everything straight forward.
    {{ DiscussionBoard.errors[2664763].message }}
  • Profile picture of the author Gladiator

    What's the best way to sign clients up who are a thousand miles away?

    ~Emma
    I think the best way is to do a little research on the biz you are targeting see what position they are in the local search.

    Now just get on the phone and call and give them a good pitch and you might close the deal! However you may have to get back to the same person 2 or 3 more times before you close the deal. Basically you will know if these is wood or not!

    But i think that starting out with the correct biz to pitch will increase your chances! Also when speaking to these guys you must member that you are the Guru and take control of the conversation and get the client involved in the conversation don't just talk as if it were a script, if you do that you will not close the deal!

    You can memorize a sells script but add lib and be creative!

    Hope that helps!

    Andre
    {{ DiscussionBoard.errors[2664922].message }}
  • Profile picture of the author John Durham
    Learn the art of the one call close.
    {{ DiscussionBoard.errors[2664926].message }}
    • Profile picture of the author Etak
      Originally Posted by John Durham View Post

      Learn the art of the one call close.
      Can you give me some further info as to how you do this in relation to online marketing? I'd love to hear how you do this. I always thought the one call close was for scammers, but if there is a usable way to implement it with online marketing, I'd love to hear it! Any pointers are appreciated!
      Signature
      {{ DiscussionBoard.errors[2666445].message }}
    • Profile picture of the author LasseKohau
      Just my opinion,

      A very good and skilled marketing business consultant must be able to close - first point of contact sales.

      Im sure, you can learn it from JD.

      Its a question of handling rebuttals and using spiels in a way, which makes the customer safe in delivery, important to you and creating an atmosphere of business value adding. The client must always feel, that he gets more value, than he pays.

      regards, LASSE
      {{ DiscussionBoard.errors[2672097].message }}
  • Profile picture of the author Gladiator
    I know all about the one call close and not too many people can do this! Also unless you have credibility you might end up stirring up suspicion and distrust the process and maybe buyers remorse!

    In some ways one close deals are on their way out unless it was a call in lead!

    Which another way to generate leads buy doing radio spots and have people call in for more info and then you call the leads!

    In this offline type of deals sometimes it's better to go a little slower as you want a relationship and make sure that you both grow into the relationship! Whats the hurry anyway if it's a deal it will be a deal, sometimes if you push to hard the client will resist more.

    Anyway a little more then I wanted to say lOl

    Andre
    {{ DiscussionBoard.errors[2664977].message }}
    • Profile picture of the author John Durham
      Im not allowed to promote it I dont think but I have a "telemarketing" forum that teaches these things, like one call closes... I will pm. If this is not ethical Paul, feel free to delete I understand.
      {{ DiscussionBoard.errors[2667559].message }}
  • Profile picture of the author Scott Voss
    Andre,
    I think I naturally lean towards the relationship building, like you talked about.

    But I am really coming around to John's mindset. The way he runs his telemarketing, it is McDonald's style stupidly easy (John, no insult at all in that buddy). You can get the marketing engine running and plug in callers to do the work for you.

    I tried the cold calling he talked about and despite feeling "dirty" at first, I got over it quickly and really got into a rhythm. You will probably make 100 quick calls to get an interested person. But you generally quickly get to no and move on.

    In the relationship building, I have spent (in the beginning) literally hours building the relationship and providing value only to find out that they were just to chicken to tell me no in the beginning.

    I am still focused on building the relationship, but I am seriously thinking of refining my techniques in telemarketing and setting up my own army of "slimy" telemarketers.

    -Scott
    {{ DiscussionBoard.errors[2665017].message }}
  • Profile picture of the author Gladiator
    Scott,

    I really don't know what John teaches about telemarketing or closing!

    But here is what i think, if you are just dialing and talking to anybody and everybody and give them crazy promises in the pitch and then ask for the money I think that is like spamming and just a numbers game!

    If you don't supervise your people you will get in a lot of trouble with possible misrepresentation and no-call laws etc.

    Although telephone sales is a numbers game with offline biz people it would be best to pick your markets that can pay you well and represent yourself well in the end you will make more money with less work!

    If you hire untalented telemarketers then i guess they use auto dialer and just go for the lay downs! And the don't take no prisoners attitude but remember you are responsible for what they say!

    When you call the potential client you should know something about them and as you are pitching them you Should get out all the objections!

    Go for the close on the first call ask for the money that is when the sales really starts!

    You can't let then stroke you! You should also qualify the potential client first otherwise you are wasting your time!

    After you close for a while you will know if they are a waste of time and move on but i have always left it open because you could call back one month later and they might surprise you and buy! But for the most part if they don't buy the first time they never will!

    I believe in using a scalpel and not an axe!

    You only need a few good clients and sell them other services.

    I also find that if you sell really small biz owners too quickly they will end up being a big head ache!

    Andre
    {{ DiscussionBoard.errors[2665126].message }}
  • Profile picture of the author Scott Voss
    Yeah Andre, I will let John sort this one out with you if he likes.

    For me, I want the scalpel and the axe. I don't see these techniques as mutually exclusive, if I want a scalable business.

    I think you have very good points and I would never put myself, business or reputation in a place where it would be at risk like you were saying with misrepresentation.

    With the right parameters of what is said, what is sold and that your sales people are paid hourly and not on a commission basis (taking greed out of the equation) I think it can be controlled.

    As for the no call lists, I think that is a pretty easy thing to address if you are buying your list from a reputable source that cleans their list for this.

    Also, thanks for the lesson on how not to let a lead stroke you. That would have been helpful about a year ago, before I learned the hard way to qualify. But at that time, I was just getting my feet wet and it was a good learning experience for me.

    Thanks,
    Scott
    {{ DiscussionBoard.errors[2665274].message }}
    • Profile picture of the author AndrewCavanagh
      Generally speaking email and telephone contact but it depends on the client and what stage of the process they're in.

      If you're dealing with a referral from another happy client you'll probably find a lot of the pre-selling work is done for you.

      In that case one phone call and email communication might do it.

      But be aware that there is huge variation in how often business owners check and respond to their emails.

      Some will answer emails immediately some might take a week.

      Working that out quickly can save you a lot of time.

      In some cases you can run everything almost entirely by email in others you'll have to use the phone almost exclusively.



      One tip.

      If a long distance prospect sends you an email as the first contact call them back on the telephone immediately.

      That action can increase your conversion of prospects to paying clients dramatically.

      Kindest regards,
      Andrew Cavanagh
      {{ DiscussionBoard.errors[2665684].message }}
    • Profile picture of the author John Durham
      You want a business that is "systems" dependent, not people dependent"

      Originally Posted by Scott Voss View Post

      Yeah Andre, I will let John sort this one out with you if he likes.

      For me, I want the scalpel and the axe. I don't see these techniques as mutually exclusive, if I want a scalable business.

      I think you have very good points and I would never put myself, business or reputation in a place where it would be at risk like you were saying with misrepresentation.

      With the right parameters of what is said, what is sold and that your sales people are paid hourly and not on a commission basis (taking greed out of the equation) I think it can be controlled.

      As for the no call lists, I think that is a pretty easy thing to address if you are buying your list from a reputable source that cleans their list for this.

      Also, thanks for the lesson on how not to let a lead stroke you. That would have been helpful about a year ago, before I learned the hard way to qualify. But at that time, I was just getting my feet wet and it was a good learning experience for me.

      Thanks,
      Scott
      {{ DiscussionBoard.errors[2667577].message }}
      • Profile picture of the author Etak
        Got it John. I'll definitely check it out!
        Signature
        {{ DiscussionBoard.errors[2672030].message }}
  • Profile picture of the author russells
    I am based in the UK, but I serve business owners in the US, Canada and Europe.

    I have telemakreters in the US, Philippines and Canada that earn commission for every sale they make me.

    Their job is to set appointments with me for a free consultation via telephone, Skype or instant messenger.

    With your Gmail account you can actually call the US for free so that's what I do.

    There is no limit to where your clients are based. I know people who have six figure deals with people they've never met. Maria Gudelis will back me up on this one.

    Good luck, and Pm if you need any further pointers. I'd be happy to help.

    ~Russ
    Signature





    {{ DiscussionBoard.errors[2674758].message }}

Trending Topics