Anyone ever tried mocking up a website before cold-calling?

30 replies
Hey all

Im a bit curious.

When looking for offline businesses in your area to approach I assume you look for businesses with either an outdated website or no website at all, and go offer them your services.

How many of you have actually tried mocking up a website for one specific business before your first contact with them?

If so what are your experiences in this field?

Kind regards
#coldcalling #mocking #website
  • Profile picture of the author Rus Sells
    Yes, I do using Wordpress.

    The advantages for the business owner are,

    1. No need to go through a lengthy design process.
    2. Save tons of time waiting for site deployment.
    3. Interactive web site with small learning curve.
    4. Less expensive then having a site designed from scratch.
    5. If they don't like the look and feel its easy to change once they pay.
    6. Pre-sells for you.

    Good luck, and it does work like a charm esp if you search Google and pick out the sites that look like the business owner tried to create the site themselves using geocities. hehe.

    Originally Posted by HenrikPoulsen View Post

    Hey all

    Im a bit curious.

    When looking for offline businesses in your area to approach I assume you look for businesses with either an outdated website or no website at all, and go offer them your services.

    How many of you have actually tried mocking up a website for one specific business before your first contact with them?

    If so what are your experiences in this field?

    Kind regards
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  • Profile picture of the author James Foster
    If you're doing it on something simple like WP, as Russ described, I could see the advantage. The client could basically say "Looks great, just put THAT on my site."

    Sale made.

    On something more complicated or time consuming, I wouldn't bother. Just explain what you'd do in a way that describes benefits to the business.
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  • Profile picture of the author Jacer
    Yup, in fact I just made a free WSO about it. It is how I got started in offline marketing. Here is the basic idea:

    1. Target a city
    2. Target a niche
    3. Look for ten websites on page 2-5 of google that need updating. This also allows you to easily position your SEO service as well.
    4. Create a sub folder for each on your main website
    5. Create a simple wordpress site for each business
    6. Write an email to the owner pointing them to the improved site, pointing out all the additional features and benefits.
    7. Follow up by phone to the owners who do not respond.
    8. Collect checks
    9. Move work to their site.
    10. Repeat.

    I charged $500 per website, and always made at least one sale per "batch" of ten sites. You will almost aways get a few extra when you are willing to follow up by phone.

    Designing the ten sites can be done in an afternoon or Saturday, and provide a nice income or supplement your current job. A great way to ease into offline marketing full time.
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  • Profile picture of the author Rus Sells
    I should note that you need to copy paste some of the original content from their existing site and some images as well.

    This way when they look at it they have a good sense of what their content looks like on the new site.
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  • Profile picture of the author TimCastleman
    Originally Posted by HenrikPoulsen View Post

    Hey all

    Im a bit curious.

    When looking for offline businesses in your area to approach I assume you look for businesses with either an outdated website or no website at all, and go offer them your services.

    How many of you have actually tried mocking up a website for one specific business before your first contact with them?

    If so what are your experiences in this field?

    Kind regards
    Why cold call?

    You could save some time by sending them an email, postcard, hell even a recorded video.

    Plus here's a little trick for you.

    Send them something telling them to go to X website to see their new website.

    The deal is that the X link is a bad or broken link - and it's intentional.

    Wanna know why?

    Because 90% of them won't click on the link.

    But when the other 10% do then you can mock up a website and send them the correct link.

    See I am funny in the fact that I only like to work for people who give me money.

    So I weed 90% out from the first step and the number only goes down from there - and that's a good thing.

    Good luck.
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    • Profile picture of the author mr2monster
      Originally Posted by TimCastleman View Post

      Why cold call?

      You could save some time by sending them an email, postcard, hell even a recorded video.

      Plus here's a little trick for you.

      Send them something telling them to go to X website to see their new website.

      The deal is that the X link is a bad or broken link - and it's intentional.

      Wanna know why?

      Because 90% of them won't click on the link.

      But when the other 10% do then you can mock up a website and send them the correct link.

      See I am funny in the fact that I only like to work for people who give me money.

      So I weed 90% out from the first step and the number only goes down from there - and that's a good thing.

      Good luck.

      Beat me to it.. haha.

      This is actually a really good idea on the broken link thing.

      I like it.
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      • Profile picture of the author BrashImpact
        We have been crushing offline for more than 8 years,
        and not once have i built a site mock up..

        THE REASON

        A good well rounded business consultant will see all the ways
        they can help the client, then priortize them in such a way
        that the biggest bang for the biggest Internal Rate of Return
        is used. The website is not usually in the Top 5. If its a new client
        i want them to Get Immediate Results, and Forge a Long term
        Relationship as a Client.

        DO this... and the referrals follow.

        IMHO pre building is another time killer, just one more way to be busy, trying to get busy.
        Robert
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        • Profile picture of the author RichardHK
          Originally Posted by BrashImpact View Post

          IMHO pre building is another time killer, just one more way to be busy, trying to get busy.
          Robert
          Well said Robert.

          And don't even talk about price until you know exactly what the client wants, and then calculate the business value your work will bring them. Then take a reasonable percentage of that! Refer clients to other running sites for demos if needed.
          Signature

          Richard, Hong Kong
          Business Consulting

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        • Profile picture of the author Rus Sells
          The OP didn't ask about business consulting, making a quick mock up site and then calling the business owner is no where a consulting.

          The real key to doing the mock ups and making it worth your time is your ability to close the deal on the 1st or 2nd contact at most.

          Personally my close ratio is around 70% of the contacts I make.

          I can easily:
          Find the client
          Complete a mock up
          Make a call or email

          In about 30 minutes average.

          If I work an 8 hour day like a real job I will contact 16 prospects.
          I will close 11 of them and 5 will not close.

          If I charge $500 for the new site including moving it or hosting it myself which I end up doing most of the time so monthly fees are added on now.

          I close $5500 in business that day.

          Now from your perspective I have wasted my time on 5 other prospects or 2.5 hours that day.

          But I don't look at it like this, because I know my avg. close ratio is 70%.

          I got paid $343 for being told no 5 times.

          However, I never delete the other 5 sites and leave them up. If just two come back and say yes I got paid $406 for being told no.

          Believe me, a certain percentage is going to come back. The beauty of them returning is that you are in the ultimate position of power/authority in this new relationship. = )

          Of course I have been in face to face or telemarketing sales for 25 years so I realistically have a close ratio of 70% or better even.

          Some one with little or intermediate experience will have different closing percentages but its all in how you look at the numbers.

          Just a side note,

          When I first started doing this I had to kind of perfect my pitch and as such I had some number of no's. As I mentioned before I leave the sites up, and in a couple of cases I forget about them.

          One time while checking up the ones I forgot about, I found that a couple of the sites gained Page Rank while the prospects actual site had none or less! HAHA

          The site is now worth more money!

          Again while you are thinking in terms of not doing anything for free there are other factors that you might have overlooked that could add much more money to your coffers.

          Oh! When their new site is already complete how is that not immediate results when they become a client?

          Perspective




          Originally Posted by BrashImpact View Post

          We have been crushing offline for more than 8 years,
          and not once have i built a site mock up..

          THE REASON

          A good well rounded business consultant will see all the ways
          they can help the client, then priortize them in such a way
          that the biggest bang for the biggest Internal Rate of Return
          is used. The website is not usually in the Top 5. If its a new client
          i want them to Get Immediate Results, and Forge a Long term
          Relationship as a Client.

          DO this... and the referrals follow.

          IMHO pre building is another time killer, just one more way to be busy, trying to get busy.
          Robert
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          • Profile picture of the author BrashImpact
            Originally Posted by Rus Sells View Post

            The OP didn't ask about business consulting, making a quick mock up site and then calling the business owner is no where a consulting.

            The real key to doing the mock ups and making it worth your time is your ability to close the deal on the 1st or 2nd contact at most.

            Personally my close ratio is around 70% of the contacts I make.

            I can easily:
            Find the client
            Complete a mock up
            Make a call or email

            In about 30 minutes average.

            If I work an 8 hour day like a real job I will contact 16 prospects.
            I will close 11 of them and 5 will not close.

            If I charge $500 for the new site including moving it or hosting it myself which I end up doing most of the time so monthly fees are added on now.

            I close $5500 in business that day.

            Now from your perspective I have wasted my time on 5 other prospects or 2.5 hours that day.

            But I don't look at it like this, because I know my avg. close ratio is 70%.

            I got paid $343 for being told no 5 times.

            However, I never delete the other 5 sites and leave them up. If just two come back and say yes I got paid $406 for being told no.

            Believe me, a certain percentage is going to come back. The beauty of them returning is that you are in the ultimate position of power/authority in this new relationship. = )

            Of course I have been in face to face or telemarketing sales for 25 years so I realistically have a close ratio of 70% or better even.

            Some one with little or intermediate experience will have different closing percentages but its all in how you look at the numbers.

            Just a side note,

            When I first started doing this I had to kind of perfect my pitch and as such I had some number of no's. As I mentioned before I leave the sites up, and in a couple of cases I forget about them.

            One time while checking up the ones I forgot about, I found that a couple of the sites gained Page Rank while the prospects actual site had none or less! HAHA

            The site is now worth more money!

            Again while you are thinking in terms of not doing anything for free there are other factors that you might have overlooked that could add much more money to your coffers.

            Oh! When their new site is already complete how is that not immediate results when they become a client?

            Perspective
            Russ,
            the one answer i have for this, your looking at 500.00 sites which still has a huge limiting effect on perceived and actual earning power. I would rather take down 2 clients a week for 10k each, have them personally refer me to someone else, hook up an additional 1k a month in residual with a method that is guaranteed they will never leave you.

            The Other Major Issue
            If peeps understand they are in the business of "Results for Business's" nothing more, if you prioritize marketing aspects for biggest ROI in the shortest time period, rarely does having a website fall in too the TOP 5 category. Concentrate on the Top five, build rapport and results, then do a 4k Job or 7k Job for the same Website overhaul.
            Im just sayin....

            I have no issues with your model, however it still falls in line with working for free, and for some thats ok, for me its not. My time is highly valuable, and the more value your time brings, the more you charge for it.

            Congrats on all your success...
            Regards,
            Robert
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            • Profile picture of the author Rus Sells
              We work for free every time we pitch and don't close the sale. We all do some sort of work for free, where we target that free work is up to the individual.

              In reality there is "NO" method that will guarantee a client won't ever leave you. If I as a business owner felt that a service provider created a system that made me "to" dependent on them, "for results" I started looking for ways out, even if I had no reason. I've been down that road with my old company.

              So it depends on how much you want to be tied to your client.

              Obviously my model is not for services that dictate 10k in fees, nor is this model for people who close 10k deals.

              I think the reason the original OP posed the question is because they are not where they can ask for and get 10k with subs yet, and my model is a great way to get started.



              Originally Posted by BrashImpact View Post

              Russ,
              the one answer i have for this, your looking at 500.00 sites which still has a huge limiting effect on perceived and actual earning power. I would rather take down 2 clients a week for 10k each, have them personally refer me to someone else, hook up an additional 1k a month in residual with a method that is guaranteed they will never leave you.

              The Other Major Issue
              If peeps understand they are in the business of "Results for Business's" nothing more, if you prioritize marketing aspects for biggest ROI in the shortest time period, rarely does having a website fall in too the TOP 5 category. Concentrate on the Top five, build rapport and results, then do a 4k Job or 7k Job for the same Website overhaul.
              Im just sayin....

              I have no issues with your model, however it still falls in line with working for free, and for some thats ok, for me its not. My time is highly valuable, and the more value your time brings, the more you charge for it.

              Congrats on all your success...
              Regards,
              Robert
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              • Profile picture of the author BrashImpact
                Russ,
                that is a good perspective my friend, sometimes we forget whats
                going on for other people. So i can definately see where you are
                coming from. My question for you, don't you feel that most newbies
                have a hard enough time just getting started? If they have to do mock
                ups on top of that, i would think that gives them an excuse to
                spend more time getting ready to get ready rather than taking massive action.

                2 years ago when i was doing some big webinars and coaching, this was by far
                the biggest issue i saw. Most had no skill set in sales and most were driven to
                succeed but not driven to take action. If you could figure out a way to
                get noobs started taking action with some kind of Wordpress Cloning Software
                to cut down on a lot of time, might be an easy way for them to open the door.

                At the end of the day, learning all the ins and outs of being a good well rounded
                consultant should have the highest margin of impact and results.

                Have an awesome day my friend...
                Robert
                Originally Posted by Rus Sells View Post

                We work for free every time we pitch and don't close the sale. We all do some sort of work for free, where we target that free work is up to the individual.

                In reality there is "NO" method that will guarantee a client won't ever leave you. If I as a business owner felt that a service provider created a system that made me "to" dependent on them, "for results" I started looking for ways out, even if I had no reason. I've been down that road with my old company.

                So it depends on how much you want to be tied to your client.

                Obviously my model is not for services that dictate 10k in fees, nor is this model for people who close 10k deals.

                I think the reason the original OP posed the question is because they are not where they can ask for and get 10k with subs yet, and my model is a great way to get started.
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                • Profile picture of the author Rus Sells
                  Yup I think many of those who are new have a hard time getting started, but why?

                  Is it because of fear? Yup in some cases.
                  Is it because they have a hard time selling an intangible product? Yup in many cases!

                  Your forgetting one thing about the question and why it can be very effective and easy to use for getting new clients.

                  Its laser targeted!

                  Every mock you do is because the owners site is in BAD need of updating or even a complete change!

                  Most business owners already know this is the case.

                  The smaller business owner when presented with the task of approving site design and graphics, proofing those, re-proofing them, and then getting content...are going to be like...

                  Man I know I need to get this done but I don't have time!

                  Oh Mr. Business owner you don't have to go through all that, your site is DONE! Maybe a tweak here and there but its finished! You have just saved them a ton of time. Time is money right?

                  Ok I am getting away from the actual question! lol

                  If some one who wants to be in business for themselves uses something as an excuse to spend time not making the call to present the offer then they really need to examine if being in a business that provides this type of service if for them in the first place.

                  The mock up is just like the hand out or flier expect that the owner now gets to avoid all the hassles of finding the web designer and going through the whole frigg'n process and waiting months sometimes to see results.

                  The results are already manifest before they even pay one cent!

                  Actually if you can't make sales based on my very simple model you have no business offering more costly or advanced products or services.

                  Originally Posted by BrashImpact View Post

                  Russ,
                  that is a good perspective my friend, sometimes we forget whats
                  going on for other people. So i can definately see where you are
                  coming from. My question for you, don't you feel that most newbies
                  have a hard enough time just getting started? If they have to do mock
                  ups on top of that, i would think that gives them an excuse to
                  spend more time getting ready to get ready rather than taking massive action.

                  2 years ago when i was doing some big webinars and coaching, this was by far
                  the biggest issue i saw. Most had no skill set in sales and most were driven to
                  succeed but not driven to take action. If you could figure out a way to
                  get noobs started taking action with some kind of Wordpress Cloning Software
                  to cut down on a lot of time, might be an easy way for them to open the door.

                  At the end of the day, learning all the ins and outs of being a good well rounded
                  consultant should have the highest margin of impact and results.

                  Have an awesome day my friend...
                  Robert
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  • Profile picture of the author mr2monster
    I used to do the whole screen cast video audit thing and then send the business owner a link, but i found that most of them never even watched the videos...

    I don't really "build websites" for local companies anymore, so I don't mock them up either... but I would think that the response would be similar if you're sending them out an email saying "this is what your new site would look like".

    You'll be doing work for nothing at that point.

    I prefer to get someone that is interested, and then focus my time and attention on them. Qualify them first and make sure you're not going to waste time doing something for someone that isn't going to buy anyway.
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  • Profile picture of the author russells
    I've never tried this model, but it does sound appealing.

    I do know fo somebody who calls up a prospect and says,

    "Hey, I've made you a website. If you've got a minute I could come over and show it to you."

    The prospect either says, "No thanks, I've already got one." or, "Yes, sounds great let's next Thursday at xx".

    That gives him a few days to actually put up a mock site.

    So he's only building sites for people interested in viewing them.

    ~Russ
    Signature





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    • Profile picture of the author Rus Sells
      Russ,

      The key is only finding the sites that look like utter crap! Seriously.

      Unless the business owner is a total imbecile you can get them to "ADMIT" to you on the phone one of two things, which is exactly what you want them too, and this is the whole reason for your call.

      They know their site sucks, or they have been thinking about getting a new site because their site sucks.

      The moment these words come out of their mouth you better be closing the deal.

      This is very powerful but I am not going into those details here.

      Originally Posted by russells View Post

      I've never tried this model, but it does sound appealing.

      I do know fo somebody who calls up a prospect and says,

      "Hey, I've made you a website. If you've got a minute I could come over and show it to you."

      The prospect either says, "No thanks, I've already got one." or, "Yes, sounds great let's next Thursday at xx".

      That gives him a few days to actually put up a mock site.

      So he's only building sites for people interested in viewing them.

      ~Russ
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  • Profile picture of the author HenrikPoulsen
    Wow great response on this one

    One more question. do you use the copy from the potential customers existing website? or just fill it in with lorem ipsum?

    if you use the customers own copy have you ever had a customer get angry at the whole copyright thing?
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    • Profile picture of the author Rus Sells
      Yes,

      I use the copy from their own website, not one single owner has raised an issue about it.

      It is not like I took the copy and put it on a site what is competing with them or used a site other then theirs.



      Originally Posted by HenrikPoulsen View Post

      Wow great response on this one

      One more question. do you use the copy from the potential customers existing website? or just fill it in with lorem ipsum?

      if you use the customers own copy have you ever had a customer get angry at the whole copyright thing?
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      • Profile picture of the author jamisonlee
        Hi Rus Sells,

        I'm really impressed by your closing rate. I made websites for 3 businesses that had no website at all, yet they were not willing to pay even $350 for it. The websites actually looked good though, they were premium wordpress templates.

        how do you close them for $500 so consistently over the phone?

        any help = thanks



        j
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        • Profile picture of the author Jacer
          Originally Posted by jamisonlee View Post

          Hi Rus Sells,

          I'm really impressed by your closing rate. I made websites for 3 businesses that had no website at all, yet they were not willing to pay even $350 for it. The websites actually looked good though, they were premium wordpress templates.

          how do you close them for $500 so consistently over the phone?

          any help = thanks



          j
          Its great to get those bigger checks, but you already did the work, so I suggest for your first handful be willing to negotiate on the price a little. You will learn from your experience, and build the confidence to ask for more.
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          • Profile picture of the author Rus Sells
            Jacer,

            Not to pick bones directly at you but I want to make a point about something you said.

            "You will learn from your experience, and build the confidence to ask for more."

            Before I became a closer this was my mentality. Every time I could not close the sale I had to analyze it, caulk it as a "learning experience".

            I will do better, "Next Time". The problem is that you can only have some many "next times" before you have to find another line of work because your not closing deals.

            The difference between a salesmen or paperhanger and a closer is one simple thing.

            Decision

            My decision that I was no longer a paperhanger and that I was a closer.

            As God is my witness within one month of making that decision I was giving sales away to co-workers because I closed so many deals I was not ready for the crap that comes after walking out with the check and a signed contract.

            We hear a lot about attraction marketing on forums and such but I tell you, closers are the attraction.





            Originally Posted by Jacer View Post

            Its great to get those bigger checks, but you already did the work, so I suggest for your first handful be willing to negotiate on the price a little. You will learn from your experience, and build the confidence to ask for more.
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            • Profile picture of the author Jacer
              Originally Posted by Rus Sells View Post

              Jacer,

              Not to pick bones directly at you but I want to make a point about something you said.

              "You will learn from your experience, and build the confidence to ask for more."

              Before I became a closer this was my mentality. Every time I could not close the sale I had to analyze it, caulk it as a "learning experience".

              I will do better, "Next Time". The problem is that you can only have some many "next times" before you have to find another line of work because your not closing deals.

              The difference between a salesmen or paperhanger and a closer is one simple thing.

              Decision

              My decision that I was no longer a paperhanger and that I was a closer.

              As God is my witness within one month of making that decision I was giving sales away to co-workers because I closed so many deals I was not ready for the crap that comes after walking out with the check and a signed contract.

              We hear a lot about attraction marketing on forums and such but I tell you, closers are the attraction.
              I agree with you, but their is an argument for both sides. I tend to lean toward the argument that helps the most people succeed, not the one which I believe is most correct. It is, after all, results we want, right?
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  • Profile picture of the author Rus Sells
    Forgive if it appears I am communicating that my experience or perspective is most correct.

    There are arguments for both sides but... I'll take a fat bank account over a thin one wouldn't you? LOL
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  • Profile picture of the author dannyadams
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    • Profile picture of the author HenrikPoulsen
      Originally Posted by dannyadams View Post

      Sometimes I even buy the domain. You have to do your research to make sure you won't get sued but most of the time it's all good especially if it's a local joint.

      I'll buy the domain, for example, bobsburgersNJ.com (don't own that...just an example). I know that "bobs burgers" don't have a site. I'll then write down the domain name and my phone number on a sticky note. I then walk into the store and ask if they have a website. When the clerk says "No" I respond with "You do now..if you want it, give me a call...numbers on the bottom". I close deals like that all the time.

      It may be a little strong for most people but it works.
      Damn this is a cheeky move, nice one though

      do you close then and there? or just walk out and wait for a call?
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      • Profile picture of the author Rus Sells
        Yay! Another closer! Great idea! I am tucking that away in the little black book.

        Originally Posted by HenrikPoulsen View Post

        Damn this is a cheeky move, nice one though

        do you close then and there? or just walk out and wait for a call?
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        • Profile picture of the author marine1983
          I have just taken action on this approach. Im new to IM really but I thought that this would be a little less stress when getting my feet wet. My train of thought is I setup my site, get it to No1 on google for local searches.

          This way I already have a proven website that is beating competitors and have more leverage on the deal with shop owners. I dont need to promise 1st page in my sales pitch as I already have done it. Hopefully if all goes to plan I can get the site up there pretty quickly.

          I have a couple of questions to ask. I have gone and bought my first domain.

          citynameflorist.com

          What sort of information do I place on this site. How do you pitch the site while gaining page rank? Do I place on the site that it is for rent? Or do I keep it as a legit looking site that wants to trade with flowers.

          My thinking at the moment is to sign up as an affiliate with interflora and actually try to make some commision money while trying to rent the site out. This way Im getting a return, well hopefully

          I have already found sites that are on the internet who I can approach. My main target store does not even have keywords on their website.

          After getting the site onto first page I will then approach stores to try and get them to rent my site off me, of just place a redirect to their own site if they wish.

          This is my first attempt at all of this so wish me luck.
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  • Profile picture of the author RichardHK
    A twist on this topic is to buy a good domain name for a potential client and build a demo site on that. Could even do SEO and get it into top 10 locally quite easily!!

    Tricky to try selling a company its own name (in the domain-name). Some may even threaten law action (particularly in the US?) to get the domain off you for free.

    Anyone tried this and survived? I do have such a domain name for a potential local client and thinking through best way to let 'em know about it. It's only US$10 right.
    Signature

    Richard, Hong Kong
    Business Consulting

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    • Profile picture of the author wiseweblady
      I have used this method with mixed results - I have done screenshot mockups of a redesign for potential clients and approached them with an improved site look, pointing out why I made certain changes in the layout and why this would help improve their website's effectiveness.

      In this way, I'm not developing a full site but just giving them a flavor of what changes could be made -- But I have also run across potential clients that "don't like blue" or whatever else that they focus in on in the mockup that can distract from the original intention.

      What works better for me is showing them a "case study" of another client that I have redesigned/rebuilt and giving a "before/after" tutorial or bullet point checklist of how we improved their website for them. This makes it a little less personal and it's easier to say "of course we would make changes to your site that specifically fit your needs", etc.
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      • Profile picture of the author TK1
        Yes this works excellent,
        basically I've made hell of money with that without even doing one thing myself, in case somebody wonders:

        1.) My business partner comes up with a good targeted market f.e. dentists.

        2.) I tell my webdesigner to create the hottest possible site for dentists, but by using a template. I brief him ON POINT with what to put in, sometimes my business partner does it.

        3.) Now we brief our handful of cold callers on this project, and let's go.
        Plus: We sketch a upsell/crosssell model etc. and add this to the briefing.

        But this process is already automated and all we do is managing it how long we do it for each market, after some rounds of doing this our team is good and fast and executing so cash comes in faster and faster.

        You can see the whole process similiar in detail in the report I've posted in the free section in case you wonder about the exact steps.

        This has made me over six figures alone over the years and basically you could do it all by outsourcing every part.

        TK
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  • Profile picture of the author AvD555
    I haven;t tired but I will people say its good
    Signature

    Take a short break ... Fun games

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