Review my system/plan to get clients...

by kymobilemedia

Posted: 12 years ago 17 replies

OFFLINE MARKETING

I have been working on a plan to start getting some clients coming in. I am kinda new at this, so take it easy...lol

My methods of getting clients....

1. Door to Door with Brochure. I plan on going to businesses in my local small town and ask if they currently have a website. Then, if no, I introduce myself explaining that I am new in town and provide website design services for local small businesses. Then, hand them a brochure showing the what I do (web design, seo, social media, mobile), and let them know I am currently running a special offer where I will be doing website design for half off for my first 10 clients. Price for the site is $600 (normally $1200). Then I will let them know about hosting and maintenance for $50 per month. Then if they are ready to get started, great. If not, or if the decision maker is not in, I leave the brochure, ask for their contact info (for later contact), and say thanks and leave.

2. Direct Mail. Since I have a full time job and cannot call businesses during business hours, I plan on seeing how direct mail works with this same offer. I need a little help on what I will be sending (still in design phase/getting ideas on what to send out), but I plan on including the same brochure as above along with either a sales letter or some other something...I need some help on this...lol. But I want each mail out to be personalized to each business in some way. I will hand write each address to have more chances of getting it opened.

I will also mix other things like craigslist, email, etc during the times I am not working on these other two systems.

So, please critique my system to see what you think.

What kind of numbers can I expect on direct mail with a personalized letter and brochure? I know it is very hard to know, but any experience on this? Also, any samples or books you recommend for direct mail?

Thanks for your time,
Jason

#clients #review #system or plan

sbishop 12 years ago

If you are planning to do Direct Mail, make sure you read som of the post about direct mail strategies. I do not remenber the post but a hand adressed envlope and a crooked stamp was supposed to get opened and read better than a postcard. There are lots of options, just make sure u use a proven one. Direct mail can geet costly!
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kymobilemedia 12 years ago

Currently looking at the WSO at http://www.warriorforum.com/warrior-...ever-x100.html

Looks like a great wso for a direct mail system.

Anyone have experience? Seems to have great reviews.
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Jason Kanigan 12 years ago

Why does almost everyone want to run away from making prospecting calls?
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- David Miller 12 years ago
  
  He's got a valid excuse, he's got a full time job....as for the others, I don't even wanna go there. You know the answer to that Jason!
  
  As far as the system, sound good for door to door. Although I've never been a fan of the "I'm new in town" as an attention getter. In a small town that may not be the best approach but I guess it depends where you live.
  
  Direct mail in a small town, I don't know much about it, but I would try an insert in a local paper. I think you may reach more people, especially if it goes out with a weekly coupon mailer like a lot of small town papers do.
  
  Thanks
  
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  The big lesson in life, baby, is never be scared of anyone or anything.
  
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kymobilemedia 12 years ago

Full time job.

I would love to make cold calls, but I would have to make calls in the evening to central and pacific time zones.

Wouldn't mind doing that, just have two kids to take care of in the evenings.

Not running at all. I would like to do cold calls if I had the time. I think I will still do some calls on lunch hours that I am not visiting businesses in my #1 method above.

Thanks
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kymobilemedia 12 years ago

Also, my future plans are to outsource telemarketing and other things once I am at a position to do so.

My plan is to outsource most tasks in a 1-2 year time frame. I would then manage everyhthing and monitor projects. My main focus right now is to get 100 basic web design packages sold in 6 months time, bringing in $50 per month.

Once I get to 50 clients I will start to up sell Facebook and mobile sites to the most likely businesses that can benefit from it. I will also up sell other things like Seo, SMS, etc. This is the point where I will start outsourcing work.

Thanks
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racso316 12 years ago

Definitely for direct mail I would say had written address as well as stamp.

Write a sales letter. Include an irresistible offer and a deadline and real scarcity. ie. I've sent this letter to 100 businesses, and this offer is valid until March 15th or until 10 offers have been given out. Add a call to action and ways to reach you.

There's first class mail to almost guarantee getting it opened. There's some "fake" first class mail envelopes being sold as well.

Lumpy mail works, if you have the funds.

Make sure you target your prospects/list so you're not sending and wasting letters to untargeted people.

Always follow up, don't just send one letter and forget about it. Call them up, and/or send a follow up letter/postcard re-stating your offer.

Your brochure inside as well maybe add a little report on "how to pick a web designer" or "why small businesses need social media".
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kymobilemedia 12 years ago

With direct mail, i plan on targeting one niche at a time and customizing my direct mail piece to showcase their problems and how I can help solve them.

Just gotta put it in a way to describe that I design websites that is designed to get them more customers.
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Jason Kanigan 12 years ago

Well at least you do have a couple of decent reasons that limit your calling times.

I would still include prospecting in your plan. I have several clients who work, and prospect into areas in different time zones.

The nice thing for you is that the times you'd be prospecting will be limited. You'll only be on the phone an hour a day...

Knowing there's a time limit is nice. Keeps you comfortable. And with some quality calls, quality conversations...you will pick up a client or two. Wouldn't that be worth it?
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JesseRadford 12 years ago

I,ve tried classified listings and advertising in the past. There is a ton of people looking for business providers through free classifieds.

Just stay away from Craig's list.
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[B]Jesse Radford

https://www.motiongraphicstock.com
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kymobilemedia

12 years ago

Thanks for the thoughts so far guys. I appreciate it.

Jason, thanks for the advice on calling. I will definitely put in time each day to call businesses. I just need to work on a script for my web design service as a foot in the door. I have been following John Durham and plan on using the script he provides. Any other suggestions on calling? My pitch will be for a 5 page website with maintenance and hosting. Cost for business owner $600 up front (half off normal price), and $50 per month for hosting and maintenance.

Thanks
Jason S.

Thanks
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MegaC

12 years ago

I'm in the exact same boat as you. Got a full time job, so I'm trying to call business during my lunch break (late lunch around 2-4). Anyways good luck to you man!

Originally Posted by kymobilemedia

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wealth1 12 years ago

The first thing to do is put a link to your website in you signature.
Put up ads on Craigslist daily linking to your site. You will have Craigslist working for you while you are working.
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racso316

12 years ago

Originally Posted by kymobilemedia

If you want another great perspective/advise on cold calling, head over to hardtofindseminars.com you'll find lost of interviews regarding cold calling.

The one that I really like though, is where Michael Senoff interviews Ari Galper on cold calling. He gives great advise on how to give value, not sound like a salesman, tips on cold calling and even a script he uses himself and for the people he trains. Trust me, you won't regret it.

If anything, youtube Ari Galper so you get a feel of his teachings and you'll see what I'm talking about.

Hope that helps.

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kymobilemedia 12 years ago

Good tips.

Thanks.
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kymobilemedia 12 years ago

I am trying to find the Ari Galper interview but cannot find it. Do you have a link to that one?

I will be looking on youtube in the meantime.

Thanks
Jason S.
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- racso316 12 years ago
  
  Arrie: That's right. So, we don't want to use that approach because the minute you say, "Hello, my name is", it's over. The minute it's in the mind, you're fighting a battle which is very difficult to win.
  
  So, what we teach is a different way of thinking. We teach our goal that first call is to not get the appointment first. The first goal of that call is to diffuse the pressure from the call, remove the suspicion, built the trust.
  The way you do that is you begin the call with - and it's all laid out step by step in the material - but, you begin the call with, "Hi, my name is Arrie. I'm with XYZ Company", and the first thing you say is, "We haven't met yet."
  
  Michael: Okay, "We haven't met yet."
  
  Arrie: Because what do you think that does to the conversation? What does it help the person do?
  
  Michael: It helps them relax.
  
  Arrie: It helps them relax, and you're big enough to let them know that you haven't met yet. You're removing some of the suspicion because they're probably wondering, "Who is this guy?" Right?
  
  Michael: Yes, so you're answering their question.
  
  Arrie: Yeah, there's a lot of psychology here. It's important to breakdown for it before you move forward. It's important to build that conversation the way that does not trigger the wall.
  
  Michael: I'm going to do this no matter who answers, secretary, owner or whatever.
  
  Arrie: That's really your contact, I mean your call-in contact, have the name of somebody. In respect for them, it's just normal conversation that we haven't met yet.
  
  ================================================== ==
  
  Arrie: Yeah, like you said, you have a name of someone to call, right? You would just basically say, "My name is Arrie. I'm with XYZ Marketing, and we haven't met yet." Let conversation sort of level out a little bit there.
  Then we'd say, "Maybe you can help me out for a minute." That's what we say next, "Maybe you can help me out for a moment." Typically they'll say, "How can I help you?"
  Now, the delivery is very important here. I'm not become aggressive. I'm not going to be excited. It's going to be a very relaxed entry point like this, "My name is Arrie. We haven't met yet, and I'm with XYZ Company. I'm hoping you can help me out for a moment."
  
  Michael: Okay, how can I help you?
  
  Arrie: Right, that's what happens almost every single time.
  
  Michael: Wow, that's great.
  
  Arrie: Because you're drawing them into you. You're not pushing back with, "Hi! My name is Arrie! Do you have a couple seconds?"
  
  Michael: Yeah, exactly. That's good.
  
  Arrie: It's over.
  
  Michael: You're right. That's true.
  
  Arrie: So, we're completely unaware of how we're being perceived and how we're being received by the person. Sixty seconds is broken down into a four hour program for a reason, because there's so many elements that we haven't thought of that would actually cause the rejection to happen.
  So, anyway, we move on. He says, "How can I help you?" Then, we move directly into the problem statement. So, then I'm going to say, "I'm just giving you a call to see if you'd be open to some different ideas on how to bring in more sales into your business."
  
  Michael: That's great.
  
  ==========================
  
  Here's the link: Cold Calling Techniques Tips and Sales Scripts
  
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