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If you ask the wrong question you will get the wrong answer

by Quentin
7 replies
Quite often in this forum we see people asking the wrong questions and obviously they get a lot of wrong answers.

So for example we see people asking what are the best businesses to target.

This is a wrong question.

The right question is what offline companies have the biggest list?

If you want to chase after one site at a time then the first question will help you but if you want a steady stream of customers then you should be asking the second question.

Originally Internet Marketing 101 says build a list and if you cant build one use someone elses.

This applies to the offline market as well.

Targeting businesses like printers, promotion companies, trade show promoters will give you a constant stream of business customers.

Learn how to tap into their list and you will have work for years with no more cold calling.

Find businesses that deal with other businesses like accountancy, assert managers, solicitors, courier companies, stationary suppliers, office furniture etc.

Remember ask the right questions and you will get better answers.

How do you find the right questions?

Research and look how other businesses get their contacts.

Quentin
#answer #question #wrong
  • Profile picture of the author LastWarrior
    Originally Posted by Quentin View Post

    Learn how to tap into their list and you will have work for years with no more cold calling.
    Ok, how do you do that, specifically?

    Originally Posted by Quentin View Post

    Research and look how other businesses get their contacts.
    Sounds reasonable. How do you that, specifically?

    LastWarrior
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  • Profile picture of the author cherry_b
    I agree - would love to hear more about how to tap into those stream. But definitely understand and think what you are saying is huge.

    It's ironic for me to find this post today because earlier today I had coffee with a guy who runs a web development/marketing company. I really enjoy whenever I get to talk to this guy because he is doing phenomenally well for himself. He's a very techy guy, but he fully understands the business side of things too. He actually offered to pretty much hand me a job that I could get $1800 for because he really doesn't have the time for it. He works on big, $30,000 and up projects regularly.

    Anyways, I've been working on figuring out how to implement some solid marketing systems to be able to go after the right type of client. I had an "ah ha" moment when he told me that his bank sends him clients on a regular basis!

    I never got to ask how he formed that referral system, but I'm sure it's some type of mixture of either doing some type of work for the bank itself, or simply forming a friendship with one of the business bankers. Who knows, he might even offer a referral fee to his banker. But think about the quality of the leads from a banker! We all work and operate the same - give us an incentive and we'll usually be happy to work for it. Simply finding these sources and offering them something, like money, is probably sufficient. The only other thing you need is trust, they don't want to look foolish and refer their customers to a bad company - so be yourself. And offer to do some pro bono work. Then they see your quality and are happy to refer you out, especially since they'll get a nice little check for not doing much. What if a printer could refer even 5 good paying jobs in a year. At say $1,500 x 5 = $7500, I'd gladly do some "pro bono" work. Just becomes an advertising expense in essence.

    I think you really hit on something that all of us who are looking to build solid, long-term businesses should be thinking about.

    I hope I log in here tomorrow and see more posts on this one.
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    • Profile picture of the author thesorcerersapprentice
      I make websites for people and something that I am beginning to find works really well is when you have a client who is obviously pleased with your work (hopefully this will be all your clients) give them the opportunity to get up to 50% of their investment back by referring other clients to you.

      For example, they pay you $2000 for a website. You say to them I will give you $100 for every prospect that you refer that I end up taking on as a client (this last bit is important because you may not want to take on all referrals you get) up to a maximum of 10 clients. That way you get 10 more clients and they end up getting their website for $1000! Everybody wins.
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      • Profile picture of the author Danielm
        Originally Posted by thesorcerersapprentice View Post

        I make websites for people and something that I am beginning to find works really well is when you have a client who is obviously pleased with your work (hopefully this will be all your clients) give them the opportunity to get up to 50% of their investment back by referring other clients to you.

        For example, they pay you $2000 for a website. You say to them I will give you $100 for every prospect that you refer that I end up taking on as a client (this last bit is important because you may not want to take on all referrals you get) up to a maximum of 10 clients. That way you get 10 more clients and they end up getting their website for $1000! Everybody wins.
        I wouldn't even cap it at 50%. Whats the worst thing that can happen, he refers 25 clients to you and you pay him 2500 dollars but have 25 new paying clients?
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    • Profile picture of the author MRMagMark
      Originally Posted by cherry_b View Post


      Anyways, I've been working on figuring out how to implement some solid marketing systems to be able to go after the right type of client. I had an "ah ha" moment when he told me that his bank sends him clients on a regular basis!

      I never got to ask how he formed that referral system, but I'm sure it's some type of mixture of either doing some type of work for the bank itself, or simply forming a friendship with one of the business bankers. Who knows, he might even offer a referral fee to his banker. But think about the quality of the leads from a banker!
      Quentin was right about building relationships with those who are connected to vendors for a business. One of the services I'll be offering more is graphic design and I'm in the midst of building a relationship with a printer in town. I met him through a networking group (which I do hope to join someday, it's just pricey..) that is a referral group. So they specifically look to refer business to their fellow network members. (It's AmSpirit, if anyone is curious.)

      The bank referring business to your friend may have been the result of new businesses getting loans from them. Say someone is wanting to start their own business and needs the capital. Hello, bank. Then the conversations:

      "Do you happen to know a good website developer? Graphic artist?.." etc., etc.

      Copywriters can often partner with website developers because rarely do they have such an individual in-house.

      I'm attending more networking events in my city and looking for those key relationships. Once they're in place, I am looking for referral business. And in turn, I'm going to find other businesses that offer what I don't so I can refer business to them, too. A win-win all around.
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  • Profile picture of the author Quentin
    Hi Last Warrior

    Cherry hit it on the head. Take them out for coffee or lunch and discuss different ways you can help each other.

    Not all business people think this way but a lot more are because work is getting harder to find.

    Its all about networking.

    Its is all about developing relationships.

    At the beginning of the year we had 3 different promotions with other companies. I supplied some drinks and a bbq at the businesses residence in the car park.

    They cost me around $700 and we now have work almost for the rest of the year.

    Some of these new clients we may do the same thing with as we get to know who are the movers and shakers.

    The businesses liked it because it bought a lot of customers back to them and we both did a short presentation and gave out coupons and flyers.

    There are lots of other ways to do this.

    I hate the face to face but this was actually fun as they came to me and asked questions.

    You can also attend events etc which is another way to meet these type of people.

    Quentin
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  • Profile picture of the author mancmusicman
    I was thinking about this a lot Quentin. For me , at this point in time , is just working out how to approach these printing company owners.

    Im hoping to bump into some at networking events hopefully, but if not would you suggest cold calling them? maybe on the pretense of getting a quote for their services?
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