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I got my first paying offline client the other day

by Patrick Warren
10 replies
I got my first paying offline client the other day.

Here's how I went about advertising my services.

First I picked 10 businesses and analyzed their websites for keywords, search engine ranking, things that could be improved, number of links to their site, etc. I printed this sheet out and attached it to a cover sheet with a generic solicitation explaining the importance of first page Google rankings.

None of those businesses contacted me.

However, while I was passing those out, I was also passing out non-specific solicitations to businesses stressing the importance of SEO for their websites.

One guy said "well, something to think about" and I figured, what a nice guy, I'll never hear from him again.

He called me and sounded interested. After I went in and talked to him he seemed not so interested when he heard the price. I heard "I'll think about it" and figured that was that. I was grateful to have gotten the opportunity to pitch the idea to him.

Then 5 days later he called me and said that he wanted the service.

So now I'm wondering, how do I get more clients in a more efficient manner? I tried cold-calling people without websites to get them a website, but did not get a positive response.

Any ideas?
#client #day #offline #offline client #paying
  • Profile picture of the author yesucandoit
    thanks,

    what was the price?

    Good thing to always find out is the Why? he chose you.

    Cold calling works best with the right appproach and script.

    What are you saying to them?
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  • Profile picture of the author Jim Guererro
    Patrick,

    It sounds like you're a conscientious and hard worker. The information that you gave those 10 businesses ought to be grateful and if I just may suggest to keep that information to yourself until they want it.

    Give the webmasters the opportunity to get that information but only after you mention if they would like to know how to improve their SEO, what additional keywords to use, and how to improve their website rankings. I don't know how much work it is for you to get this information but even if it's quick and easy you need to use that as the reason for them to contact you.

    So in saying that, finding potential websites that want your business is a whole different subject altogether. My initial thoughts were to somehow find websites that have recently been created. I'm sure that there are ways to find this information such as whois.net and finding out the creation date of a particular website.

    This might be a tedious task but at least you would know how long they've been in business and then you can go from there.

    hope this helps,
    Jim
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  • Profile picture of the author Steve Solem
    Originally Posted by Patrick Warren View Post

    I got my first paying offline client the other day.

    Here's how I went about advertising my services.

    First I picked 10 businesses and analyzed their websites for keywords, search engine ranking, things that could be improved, number of links to their site, etc. I printed this sheet out and attached it to a cover sheet with a generic solicitation explaining the importance of first page Google rankings.

    None of those businesses contacted me.
    Hey Patrick - you said you were "passing these out" - does that mean you were walking door to door? Who were these given to? Are you sure they made it to the business owners?

    I would think that maybe mailing these reports to the business owner directly and then following up by phone might give you better results.
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  • Profile picture of the author hotlinkz
    Originally Posted by Patrick Warren View Post

    I got my first paying offline client the other day.
    Congratulations!

    Here's how I went about advertising my services.

    First I picked 10 businesses and analyzed their websites for keywords, search engine ranking, things that could be improved, number of links to their site, etc. I printed this sheet out and attached it to a cover sheet with a generic solicitation explaining the importance of first page Google rankings.

    None of those businesses contacted me.
    You pretty much gave them a $100 to $300 service for free. You also made it very easy for them to get in touch with the "guy they know". They probably told this "guy" that they know why the website is not working. Then they tell the "guy", do this and do that - oh and add few more of those "whatchamacallits" on the side panel thingy.

    Your marketing and promotion material should peak their interest. Giving good services away for free sets the wrong tone. This is especially true for business owners who don't understand the value of a productive and profitable web presence.

    However, while I was passing those out, I was also passing out non-specific solicitations to businesses stressing the importance of SEO for their websites.

    One guy said "well, something to think about" and I figured, what a nice guy, I'll never hear from him again.

    He called me and sounded interested. After I went in and talked to him he seemed not so interested when he heard the price. I heard "I'll think about it" and figured that was that. I was grateful to have gotten the opportunity to pitch the idea to him.

    Then 5 days later he called me and said that he wanted the service.
    Really? Hey Patrick. Put your face closer to the screen and let smack the "lack of confidence" out of you.

    Get hungry! He didn't call you - then call him. Work on your pitch. Don't sell web marketing services, sell exposure, profits, notoriety. Make them visualize their press releases being lauded by the local media.

    Make them wonder how many of their web-based customers or clients are being lured away by the competition. Make them feel like dinosaurs in a progressively technological age.

    So now I'm wondering, how do I get more clients in a more efficient manner? I tried cold-calling people without websites to get them a website, but did not get a positive response.

    Any ideas?
    Your first source for prospective clients is your current client. Work on getting stellar results for them and they will talk about you. By default, most business owners know and interact with other business owners.

    Once you get results for them, ask them for referrals - don't just wait for the offer. Attend business speed networking events. Business owners attend these events in an effort to get new business, customers and clients.

    When you think about it, that's exactly what you are selling. You are the guy that can help them get what they came for. I am still baffled that more consultants don't take advantage of the "speed networking goldmine".

    Wishing you continued success....

    Calvin
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    • Profile picture of the author Patrick Warren
      Thanks for the replies.

      Yeah I was going there in person and handing them to the people at the front desk of their offices or dropping them off under people's doors if they weren't there. Maybe some of the office managers got it and threw it away. I've noticed a threat that you pose to the office manager when you offer something that will help and they know little about.

      Maybe by mail would be something to consider as well.

      Also doing a really great job for the first client is my part of my strategy. I heard that the client was really excited about everything and was talking about it with a lot of people.

      Thanks for the responses guys, I really appreciate it.
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      • Profile picture of the author andreac
        You need a strategy to get past the gatekeepers. People at the front desk are skilled at keeping people away from the executive decision makers. It's their job, in fact. So you need to figure out how to "call in higher" in the organization. That's the way to get to the power buyers - people with power to buy.
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  • Profile picture of the author langdon0555
    i agree with hotlinkz. write it in your agreement that if they are satisfied with your work and results you get them they have to refer x amount of business owners to you.
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    • Profile picture of the author AndrewCavanagh
      When you're starting out it's vital to understand that you'll get hired mainly on the basis of the relationships you build with business owners.

      And that is going to work a whole lot better if you get with them one on one, ask them questions and listen without a preconceived idea of what service you're going to sell them.

      The problem with the method you're using is that it's based on you trying to get them to read information that they probably don't understand and that makes you come across a little as someone trying to sell them something.

      Starting out it's far better to focus on different ways of getting face to face with business owners in various ways...referrals from business owners and people you know, business networking meetings, chambers of commerce, trade shows, talking to the owners of businesses where you spend money.

      If you do send or give something to a business owner it should be geared with the whole idea of getting their attention, using simple language they can understand, appealing to something that's important to them and driving them to call you for more information.

      In many cases less is more...something simple that gets their attention and only gives them half the story forcing them to call you to get the whole story.

      That person to person contact where THEY'RE doing most of the talking and you're listening is what gets you hired.

      Kindest regards,
      Andrew Cavanagh
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  • Profile picture of the author IsGabeW
    Congrats dude! Now that you got 1, the ball will start rolling. I literally got my first client about 4 weeks ago...now I have 3 clients and 5 projects...just keep trying new ideas and dont give up.
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