What is the business service that brought you the business owner/client the fastest?

13 replies
As Offline Marketing Consultants, what would you say is the business model or business service that you had offered to local businesses that brought you the client the fastest?
#brought #business #fastest #local business #owner or client #service
  • Profile picture of the author eperkins153
    Originally Posted by IMBlest View Post

    As Offline Marketing Consultants, what would you say is the business model or business service that you had offered to local businesses that brought you the client the fastest?
    The fastest way to get a new client is to NOT assume you already know what they need. Which is what your question pertains to, every prospect needs something different.

    IE I ask and let them tell me what they would like me to sell them then I sell it to them.

    As for the methods straight cold calling and proper prospect qualification works fastest for me.

    Now that's the fastest, easiest is another story.
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    • Profile picture of the author AndrewCavanagh
      Originally Posted by eperkins153 View Post

      The fastest way to get a new client is to NOT assume you already know what they need. Which is what your question pertains to, every prospect needs something different.

      IE I ask and let them tell me what they would like me to sell them then I sell it to them.

      This is great advice.

      It's vital to understand that business owners don't want any
      particular service.

      What they want is usually based around sales and profits.

      But even more important, like every other person, they have
      wants and needs you won't know about until you get them
      into a conversation talking about themselves and their
      businesses.

      It's amazing how seemingly unimportant things can drive
      some business owners.

      When you uncover what their biggest motivations are you can
      customize a solution around that selling whatever service you
      provide.

      Kindest regards,
      Andrew Cavanagh

      P.S. On the topic of what's hot now...mobile marketing is still
      hot, Facebook marketing and Google maps or "reputation
      marketing" are getting a high degree of attention from many
      business owners.

      But keep in mind that with any particular service there are
      going to be a pile of business owners who think it's a waste
      of time and money.

      It really is about finding out what's important to them.
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      • Profile picture of the author IMBlest
        Originally Posted by AndrewCavanagh View Post

        This is great advice.

        It's vital to understand that business owners don't want any
        particular service.

        What they want is usually based around sales and profits.

        But even more important, like every other person, they have
        wants and needs you won't know about until you get them
        into a conversation talking about themselves and their
        businesses.

        It's amazing how seemingly unimportant things can drive
        some business owners.

        When you uncover what their biggest motivations are you can
        customize a solution around that selling whatever service you
        provide.

        Kindest regards,
        Andrew Cavanagh

        P.S. On the topic of what's hot now...mobile marketing is still
        hot, Facebook marketing and Google maps or "reputation
        marketing" are getting a high degree of attention from many
        business owners.

        But keep in mind that with any particular service there are
        going to be a pile of business owners who think it's a waste
        of time and money.

        It really is about finding out what's important to them.

        Wow! Andrew, I really appreciate your stopping by and answering my post!

        I know that you are the originator of "Offline Gold". So it's really an honor for me to get some great advice from you.

        Thanks again.
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    • Profile picture of the author IMBlest
      Originally Posted by eperkins153 View Post

      The fastest way to get a new client is to NOT assume you already know what they need. Which is what your question pertains to, every prospect needs something different.

      IE I ask and let them tell me what they would like me to sell them then I sell it to them.

      As for the methods straight cold calling and proper prospect qualification works fastest for me.

      Now that's the fastest, easiest is another story.

      Thank you for the great advice. I agree. Find the need and fill it.
      {{ DiscussionBoard.errors[8760756].message }}
  • Profile picture of the author Matt Lee
    If you're asking what promotional method will bring customers fastest? It's Google PPC & Facebook Ads. Not saying that's the BEST way, just the fastest.
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    • Profile picture of the author IMBlest
      Originally Posted by Matt Lee View Post

      If you're asking what promotional method will bring customers fastest? It's Google PPC & Facebook Ads. Not saying that's the BEST way, just the fastest.

      I was actually thinking of doing Facebook Ads.

      Thank you for the great advice.
      {{ DiscussionBoard.errors[8760772].message }}
  • Profile picture of the author Peter Lessard
    I totally agree with Eperkins153 and Andrew for some cases and some deals
    BUT
    I am an automation nut (software developer and process analyst in my previous life)
    The fastest ways I have acquired clients is to build a system so we NEVER talk!
    Or at least there is very very little communication because I have exactly targeted a hot trend or need and made it crystal clear I have the solution and made it stupid easy for them to buy.
    To be honest unless I am going to be their marketing director or there are complex issues to be discussed I have found the less friction I put in the process the faster the money roles in.

    My Hall Of Fame Example:

    I can give you an example of the fastest business I ever grew as far as client acquisition.

    About 15 years ago Google came out with this thing called PPC :-)
    At the time I was just getting into seo and of course was totally freaked out about how cool this was. At the time it was revolutionary (I know hard to believe).

    I got myself featured on a local television business show as the local guy that had partnered with Google and could have a business on page one in hours. (Google at the time was actually using the language of partnering with them so I went with it.) I landed the spot by buying keywords for the host of the show and the station and putting them at the top spot and emailing the host to Google her name.

    Interview was awesome, got a copy of the TV spot, embedded the video on a squeeze page on my local site and then did a fax broadcast of a one page piece that was designed to look like a newspaper article talking about the TV interview. During the TV interview I cited examples they could type into Google to prove what I could do.

    NOTE: Every little piece of this could be expanded on. Example the fax piece was a work of art that I do not take credit for, it was shown to me by two of the top selling insurance brokers in Canada. It literally looked like a newspaper article, same fonts etc... and looked like it had been photocopied a bit sideways and there was a pencil signature line that said "thought you should see this, Bob."

    Anyway drove them to a squeeze page with the video at the top and copy that explained if they wanted in to submit the form with their info and fax number and a one page invoice/agreement would be faxed to them within 24 hours and they would be on page one for selected keywords in 48 hours etc... There were more details but you get the picture. Again I did EVERYTHING to eliminate talking and they loved it. There was a spot on the form to put in their credit card number etc..

    I also used scarcity saying I would not work for their competition. This initial marketing angle has become the center piece of my offer. To this day I have not taken on a project for someone that would be in competition with an existing or former client. You would be amazed what loyalty will do for your business but that's another story.

    Went from a dozen clients I had been handling to 350+ in one week!
    It was literally like printing money and pretty darned automated.
    I kept many of those clients for years and still have a few of them from 15 years ago for many different services.

    All by taking advantage of what was hot at the time and putting a system around it to be scalable and as easy as possible for all concerned.

    It has been my experience time and again that I close more sales by eliminating the need for discussion and making it as simple for the prospect to buy as possible.

    I will put in the disclaimer however that the devil is in the details. I had a local presence, trust because of the tv spot and the topic was hot! Still though to this day I am amazed how many clients just watch one of my vids somewhere send an email and I reply once with answers and an agreement and payment method and they just pay.

    The next critical point that has me still in business after 15 years is once they give you money treat them like gold and over deliver! Then in come the referrals.
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    • Profile picture of the author IMBlest
      Originally Posted by plessard View Post

      I totally agree with Eperkins153 and Andrew for some cases and some deals
      BUT
      I am an automation nut (software developer and process analyst in my previous life)
      The fastest ways I have acquired clients is to build a system so we NEVER talk!
      Or at least there is very very little communication because I have exactly targeted a hot trend or need and made it crystal clear I have the solution and made it stupid easy for them to buy.
      To be honest unless I am going to be their marketing director or there are complex issues to be discussed I have found the less friction I put in the process the faster the money roles in.

      My Hall Of Fame Example:

      I can give you an example of the fastest business I ever grew as far as client acquisition.

      About 15 years ago Google came out with this thing called PPC :-)
      At the time I was just getting into seo and of course was totally freaked out about how cool this was. At the time it was revolutionary (I know hard to believe).

      I got myself featured on a local television business show as the local guy that had partnered with Google and could have a business on page one in hours. (Google at the time was actually using the language of partnering with them so I went with it.) I landed the spot by buying keywords for the host of the show and the station and putting them at the top spot and emailing the host to Google her name.

      Interview was awesome, got a copy of the TV spot, embedded the video on a squeeze page on my local site and then did a fax broadcast of a one page piece that was designed to look like a newspaper article talking about the TV interview. During the TV interview I cited examples they could type into Google to prove what I could do.

      NOTE: Every little piece of this could be expanded on. Example the fax piece was a work of art that I do not take credit for, it was shown to me by two of the top selling insurance brokers in Canada. It literally looked like a newspaper article, same fonts etc... and looked like it had been photocopied a bit sideways and there was a pencil signature line that said "thought you should see this, Bob."

      Anyway drove them to a squeeze page with the video at the top and copy that explained if they wanted in to submit the form with their info and fax number and a one page invoice/agreement would be faxed to them within 24 hours and they would be on page one for selected keywords in 48 hours etc... There were more details but you get the picture. Again I did EVERYTHING to eliminate talking and they loved it. There was a spot on the form to put in their credit card number etc..

      I also used scarcity saying I would not work for their competition. This initial marketing angle has become the center piece of my offer. To this day I have not taken on a project for someone that would be in competition with an existing or former client. You would be amazed what loyalty will do for your business but that's another story.

      Went from a dozen clients I had been handling to 350+ in one week!
      It was literally like printing money and pretty darned automated.
      I kept many of those clients for years and still have a few of them from 15 years ago for many different services.

      All by taking advantage of what was hot at the time and putting a system around it to be scalable and as easy as possible for all concerned.

      It has been my experience time and again that I close more sales by eliminating the need for discussion and making it as simple for the prospect to buy as possible.

      I will put in the disclaimer however that the devil is in the details. I had a local presence, trust because of the tv spot and the topic was hot! Still though to this day I am amazed how many clients just watch one of my vids somewhere send an email and I reply once with answers and an agreement and payment method and they just pay.

      The next critical point that has me still in business after 15 years is once they give you money treat them like gold and over deliver! Then in come the referrals.

      Thank you for the awesome advice and the inspiring story.
      {{ DiscussionBoard.errors[8760785].message }}
    • Profile picture of the author aurettemag
      Originally Posted by plessard View Post

      I totally agree with Eperkins153 and Andrew for some cases and some deals
      BUT
      I am an automation nut (software developer and process analyst in my previous life)
      The fastest ways I have acquired clients is to build a system so we NEVER talk!
      Or at least there is very very little communication because I have exactly targeted a hot trend or need and made it crystal clear I have the solution and made it stupid easy for them to buy.
      To be honest unless I am going to be their marketing director or there are complex issues to be discussed I have found the less friction I put in the process the faster the money roles in.

      My Hall Of Fame Example:

      I can give you an example of the fastest business I ever grew as far as client acquisition.

      About 15 years ago Google came out with this thing called PPC :-)
      At the time I was just getting into seo and of course was totally freaked out about how cool this was. At the time it was revolutionary (I know hard to believe).

      I got myself featured on a local television business show as the local guy that had partnered with Google and could have a business on page one in hours. (Google at the time was actually using the language of partnering with them so I went with it.) I landed the spot by buying keywords for the host of the show and the station and putting them at the top spot and emailing the host to Google her name.

      Interview was awesome, got a copy of the TV spot, embedded the video on a squeeze page on my local site and then did a fax broadcast of a one page piece that was designed to look like a newspaper article talking about the TV interview. During the TV interview I cited examples they could type into Google to prove what I could do.

      NOTE: Every little piece of this could be expanded on. Example the fax piece was a work of art that I do not take credit for, it was shown to me by two of the top selling insurance brokers in Canada. It literally looked like a newspaper article, same fonts etc... and looked like it had been photocopied a bit sideways and there was a pencil signature line that said "thought you should see this, Bob."

      Anyway drove them to a squeeze page with the video at the top and copy that explained if they wanted in to submit the form with their info and fax number and a one page invoice/agreement would be faxed to them within 24 hours and they would be on page one for selected keywords in 48 hours etc... There were more details but you get the picture. Again I did EVERYTHING to eliminate talking and they loved it. There was a spot on the form to put in their credit card number etc..

      I also used scarcity saying I would not work for their competition. This initial marketing angle has become the center piece of my offer. To this day I have not taken on a project for someone that would be in competition with an existing or former client. You would be amazed what loyalty will do for your business but that's another story.

      Went from a dozen clients I had been handling to 350+ in one week!
      It was literally like printing money and pretty darned automated.
      I kept many of those clients for years and still have a few of them from 15 years ago for many different services.

      All by taking advantage of what was hot at the time and putting a system around it to be scalable and as easy as possible for all concerned.

      It has been my experience time and again that I close more sales by eliminating the need for discussion and making it as simple for the prospect to buy as possible.

      I will put in the disclaimer however that the devil is in the details. I had a local presence, trust because of the tv spot and the topic was hot! Still though to this day I am amazed how many clients just watch one of my vids somewhere send an email and I reply once with answers and an agreement and payment method and they just pay.

      The next critical point that has me still in business after 15 years is once they give you money treat them like gold and over deliver! Then in come the referrals.
      Your post is awesome. Thanks so much.
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  • Profile picture of the author aurettemag
    What's about Press release service?
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  • Profile picture of the author focusedlife
    On a side note: Andrew Cavanaugh has some awesome FREE content that can really help the confused, and I can tell he knows his stuff.

    Personally, I offer "Leads GUARANTEED Or your Money Back" The only thing we measure...phones ringing.

    That's it in a nutshell, I've expounded on this on so many threads, my sig and other spots that I really think its overkill to post the long winded version again, here, lol.

    Hope that was helpful.

    Regards

    Los
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  • Profile picture of the author Achiz768
    Selling print & direct mail has been the easiest sale for me to offline clients by far--and I've tried selling everything! the cool thing about selling direct mail & print is it almost always tends to move the customer into doing online marketing services with you.
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    Join my private Facebook very active facebook group and learn the secrets of selling print advertising to offline businesses.

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    • Profile picture of the author IMBlest
      Originally Posted by Achiz768 View Post

      Selling print & direct mail has been the easiest sale for me to offline clients by far--and I've tried selling everything! the cool thing about selling direct mail & print is it almost always tends to move the customer into doing online marketing services with you.
      Thank you for your input. I really appreciate it.
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