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Unread 26th Jan 2010, 09:55 AM   #501
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Re: Offline Marketers: What services are you offering for monthly fees?
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"When I sold cars, the guy that I barely made any money on, was going to be the biggest headache even after the sale. The guy I made a ton of money on, I would never hear from again until he or a family member is ready for a new car!"


That is sooooo true. The $100 mini deals always were a pain. I had a guy come in and shop me 4 times before he bought, and when he finally did he was a total ass. 3 wks after taking delivery on his new truck the tranny went out. When I talked to him about it, I could barely keep the smile off my face.

P.S: AP must be working his butt off trying to get through all of our scenario posts.

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Unread 26th Jan 2010, 10:05 AM   #502
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Originally Posted by Curleyjohn View Post

"When I sold cars, the guy that I barely made any money on, was going to be the biggest headache even after the sale. The guy I made a ton of money on, I would never hear from again until he or a family member is ready for a new car!"


That is sooooo true. The $100 mini deals always were a pain. I had a guy come in and shop me 4 times before he bought, and when he finally did he was a total ass. 3 wks after taking delivery on his new truck the tranny went out. When I talked to him about it, I could barely keep the smile off my face.

P.S: AP must be working his butt off trying to get through all of our scenario posts.
lol, the worst was when it was a split mini deal with a referral. A whole $25 commission!
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Unread 26th Jan 2010, 10:19 AM   #503
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by SageSound View Post

Client #1:


He paid some outfit $4,000 last summer to build a website for him. To this day (6 months later), all that's there is a JPG image they made for him to show what the front page will look like.

...

Client #2:


This is a brand new business, started last September. They have been profitable, but barely. They paid a guy "a bunch of money" (maybe $500-$1000) to set up a web site, and he hasn't done anything other than register the domain names and put up a scanned image of their promo postcard as their landing page. She told me she's going to write it off as a loss...

-David

Guys, now you can see why businesses are so skeptical of any "cold calling" etc methods of approaching them (for the most part) because of experiences like these (either to them or people they know).

All the more reason to prove your credibility in advance (free information, workshops, portfolio of work) BUT an even MORE important lesson from here is that if you aren't getting off your chair and helping businesses...then someone WILL take advantage of them...possibly CRUSHING their business by "stealing" their hard earned profits!

Be the heroes guys, get out there and save some businesses!

~Dexx
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Unread 26th Jan 2010, 10:24 AM   #504
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Re: Offline Marketers: What services are you offering for monthly fees?
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For my 100th post on WF I've decided to give back or pay it forward as they say.

Hopefully this resource guide can help speed up the learning process to help you on your way to success.

If you find this guide useful please hit the Thanks button or post a reply. I have more guides to offer but want to evaluate if members would like to see more.

Thanks,

~AP

P.S. Feel free to add your own comments about Positioning, Perceived Credibility or Marketing. We can all learn together.
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Unread 26th Jan 2010, 10:32 AM   #505
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AHHHHHHHHHHHHHHHHHHHHHHHH!! AP! This is what I've been waiting for!! I will thank you now in advance because I know it's going to be good!

HAPPY 100th POST, and many happy returns!!! :-)

Phil

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Unread 26th Jan 2010, 10:33 AM   #506
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by AP View Post

For my 100th post on WF I've decided to give back or pay it forward as they say.

Hopefully this resource guide can help speed up the learning process to help you on your way to success.

If you find this guide useful please hit the Thanks button or post a reply. I have more guides to offer but want to evaluate if members would like to see more.

Thanks,

~AP

P.S. Feel free to add your own comments about Positioning, Perceived Credibility or Marketing. We can all learn together.

AP, you're giving new meaning to "give 'til it hurts".

I for one would be happy to see whatever you're willing to share. Thanks again!

"You can have everything in life you want if you will just help enough other people get what they want."
~ Zig Ziglar
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Unread 26th Jan 2010, 10:48 AM   #507
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Originally Posted by phil.wheatley View Post

AHHHHHHHHHHHHHHHHHHHHHHHH!! AP! This is what I've been waiting for!! I will thank you now in advance because I know it's going to be good!

HAPPY 100th POST, and many happy returns!!! :-)

Phil
There's more to come for us Offliners.

Please start taking action immediately. I did not have a website for the longest time, months. It had nothing to do with money, didn't have the time because I was so busy making money building clients websites. I had a dozen clients paying me over 15k a month before I got mine up and running.

My clients would kid me constantly about when is your site going up? I told them I was too busy working on theirs.

I didn't even has business cards, seriously. I had a phone number thru Skype, a whole $30 year. That was it.

I wanted to Fail fast, seriously. I've been taught that you should enter a market first with little money spent, see if it's a viable market, work your butt off and see what happens. Failing fast is great. If a market is not viable it will tell you.

All I had was my confidence that I knew more than any small business owner I was going to meet. Even if a SME knew more than you, they don't have the time.

Since I have started participating in this thread I have now raised my own prices. Minimum is 10k upfront and $1,997- $2,997per month. You would be very, very surprised how little work I do for these clients. I'll post later on that Homework assignment what I did for that particular client.

I'm waiting for more people to post their scenarios. C'mon guys, there are no right or wrong answers. More people need to post up.
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Unread 26th Jan 2010, 10:51 AM   #508
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Re: Offline Marketers: What services are you offering for monthly fees?
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AP - Happy Anniversary and thanks for the 'party favor' - it goes straight to my kindle

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Unread 26th Jan 2010, 10:54 AM   #509
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Re: Offline Marketers: What services are you offering for monthly fees?
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Thanks AP. You have definitely gone way beyond the call of duty! And I would bet that almost everyone who has studied this thread will raise their prices going forward.
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Unread 26th Jan 2010, 11:06 AM   #510
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Re: Offline Marketers: What services are you offering for monthly fees?
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To be honest, this thread has caused me to hit the reset button on my business. I have done ok in the offline biz but not enough to say it is full time. I still have other projects that make the majority of my income. I am looking to change that this year. Need to shrink how much I am doing and expand how much I am making doing it.

I have heard from way too many people that I know more than I think I do and that I am charging way too little. That changes. I am going through step by step with the advise that has been given here.

I stayed up until 4am writing the scenario response. The next morning in the shower I thought about my post and realized that just AP getting me to write that out, was worth quite a bit. I was amazed at how much I came up with. Although I always knew all those things, it was the first time I wrote them all out like that and saw just how much I can offer a client.

I really hope that anyone serious about this biz will start implementing these ideas soon. Opportunities like this do not come often and when we don't act they will come less and less.
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Unread 26th Jan 2010, 11:10 AM   #511
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Re: Offline Marketers: What services are you offering for monthly fees?
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I have always believed that a personal coach can help you succeed faster because he/she has been there and done that. Learn from those who are good at what they do. Take Tony Robbins for example. He terms himself as a coach and millions of people look up to him for guidance. You know what his #1 motto is - TAKE ACTION!!! It really is that simple...

AP and others in this thread have provided us with basically "Priceless" coaching as people would pay thousands of dollars to get all this information. I am new to the offline niche and hopefully I can share some insight moving forward. Along with absorbing all this valuable information, we have to just get out there and take action.

I used to own a small business years back and I wish I had known what I know now. As a small business owner, you are thinking about your business day and night and trying to think of ways to improve your business. Not sure who said it but I recall reading "If you are a business owner, you are in the marketing business. The sooner you realize this, the better off you will be" This is so true.

I hope this year brings us all good fortune and thanks again AP for your continued guidance.
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Unread 26th Jan 2010, 11:11 AM   #512
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Originally Posted by JR Griggs View Post

I have worked with the small clients and it is such a headache. They usually barely have the money to pay you. Which means that any ideas you have for them that may cost additional money, will not get done. They also take forever to make any changes you suggest. Which in the end leaves them not seeing any ROI and blaming you.

A bigger business that has more to work with will be much easier. When you tell them they need a facebook acct or a blog, they are hiring someone to do social media the next day or at least paying you to outsource it. When you suggest a change, they have an employee working on it next day. They also have less time to bicker with you.
This is the big reason for me why I choose to work with businesses that have the budget for marketing.

Someone who is already spending $5,000+ a month on advertising, is more open for strategies to reduce marketing costs and increase ROI (in my opinion) without second guessing and "nickle n diming" every suggestion.

The last company I setup a website for didnt even blink at $13,000 when I quoted them my price, while a friend of mine's business was trying to barter with me over helping THEM get started with a $1,000 wordpress site (and I was giving them a deal!)

So ya...its up to your preference, but I just like working with bigger budget businesses.
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Unread 26th Jan 2010, 11:12 AM   #513
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"Be careful if you implement these strategies you may get into a Higher Tax Bracket!"

I love that warning! Lol.

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Unread 26th Jan 2010, 11:24 AM   #514
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For my 100th post on WF I've decided to give back or pay it forward as they say.

Hopefully this resource guide can help speed up the learning process to help you on your way to success.

If you find this guide useful please hit the Thanks button or post a reply. I have more guides to offer but want to evaluate if members would like to see more.

P.S. Feel free to add your own comments about Positioning, Perceived Credibility or Marketing. We can all learn together.

Edit: I made a small mistake.

I listed the late "Derek Gehl" when it should have said his business partner Corey Rudl.

So sorry, new PDF with correction.

~AP
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Unread 26th Jan 2010, 11:37 AM   #515
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by AP View Post

Edit: I made a small mistake.

I listed the late "Derek Gehl" when it should have said his business partner Corey Rudl.

So sorry, new PDF with correction.

~AP
Is the rest of it is the same?
BTW, smart use of copydoodles (tried them yesterday first time). Did you buy them or you make them?

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Unread 26th Jan 2010, 11:38 AM   #516
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by AP View Post

For my 100th post on WF I've decided to give back or pay it forward as they say.

Hopefully this resource guide can help speed up the learning process to help you on your way to success.

If you find this guide useful please hit the Thanks button or post a reply. I have more guides to offer but want to evaluate if members would like to see more.

Thanks,

~AP

P.S. Feel free to add your own comments about Positioning, Perceived Credibility or Marketing. We can all learn together.
Thanks AP, that's a hell of a celebration!! I can clearly see Warriors developing business with all this info. Priceless!!!

As I said before, I'm changing my approach and positioning and so far so good.

I am tweaking our company website, will email you in a few days so you can take a closer look.

Thanks again, really appreciated!

Fernando

People make good money selling to the rich. But the rich got rich selling to the masses.
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Unread 26th Jan 2010, 11:58 AM   #517
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AP,

Once again you have over-delivered.

This resource guide is worth its weight in gold as is it any wonder that you're as successful as you are - I am a firm believer in what you give out you get back 10 fold.

You're a credit to this forum and a darn generous person to boot!

Simon
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Unread 26th Jan 2010, 12:25 PM   #518
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AP, THANKS, again, for sharing your resources and your knowledge. I dived into the videos as soon as I opened the pdf! I love the late Gary Halbert's videos -- too short, though -- need more of him and his wisdom. I started researching "human engineering" after Gary mention in one of the videos that is is more important than copywriting!

Great stuff -- I'm still reading, viewing and absorbing!!!

Iris
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Unread 26th Jan 2010, 01:50 PM   #519
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Wow, Dan has quite a few books over at Amazon, anybody know which would be the best one to start at that relates to this thread (I'm sure all are good but need a starting point)

Thanks
Phil

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Unread 26th Jan 2010, 01:54 PM   #520
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by phil.wheatley View Post

Wow, Dan has quite a few books over at Amazon, anybody know which would be the best one to start at that relates to this thread (I'm sure all are good but need a starting point)

Thanks
Phil
If you buy em used or at reduced price on Amazon, you can get them real cheap. I got 10 or so of them a few months ago for around $70.

But In order, I would say...Marketing to the affluent, no.bs. sales success, direct marketing, followed by the marketing plan. ...but you can't buy just one...

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Unread 26th Jan 2010, 02:05 PM   #521
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In writing a book, how big and how hard is it to get Amazon or B&N to pick it up?

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Unread 26th Jan 2010, 02:12 PM   #522
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I use free videos as a way to get in with local business owners as they can identify with videos and also they have a high perceived value, so I look like the good guy.

How many people are pitching them a FREE video business card? I can tell you that NONE are. At least the ones I have approached. I certainly stand out for the constant barrage of SEO offers they get from Local ad Link, etc..and this is quite refreshing for them.

Winning offline clients is a matter of gaining trust and credibility. Once you have that, they are eating out of your hand. WITHOUT this, you are just another sales person pitching.

In order for a business owner to actually listen to what you have to say, you need to break down "sale person" barriers and show a true interest in helping them succeed by moving their offline business ..online. Explaining online related marketing services is hard enough for them to understand and it is even harder when they don't hear/listen to 90% of what you just said because you are in "sales person" mode.

The environment needs to be just two people casually talking about the business. Finding weak points in their business marketing and offering solutions they can both understand and see value in. If you can't get to this casual environment, you are just like every other sales person chomping at the same bit.

When I provide something of REAL, UNDERSTANDABLE value to a business owner, I show them my true interest in helping them succeed. No smoke and mirrors. I don't even try to sell them. I allow the business owner to sell themselves, which they either do or don't. Only when I see them opening up, do I expand and educate them. This also indirectly acts as a sales tool and most of the time they don't even realize they are being sold. Once I have them locked in, I can easily offer packages with up front and monthly fees.

What a perfect position to be in.

Christopher

PROJECT 777 - Leverage Massive Traffic from Charity Facebook Pages and Groups for 100% Hand's Off Income. 0 SELLING!
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Unread 26th Jan 2010, 02:28 PM   #523
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Originally Posted by phil.wheatley View Post

Hey Jay

Thanks for the tip, as you said, after opting in, I got the 97 page report! Great!
I found the F5 report a really good way to ILLUSTRATE what we can do so it's a good starting for us, newbies or not. It makes great material for a Powerpoint presentation.

It really makes a concise point of all we can offer and is in line with the "positioning" aspect so strongly presented by AP and others in this amazing thread.
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Unread 26th Jan 2010, 02:34 PM   #524
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Originally Posted by Hail-To-The-Redskins View Post

AP,

Once again you have over-delivered.

This resource guide is worth its weight in gold as is it any wonder that you're as successful as you are - I am a firm believer in what you give out you get back 10 fold.

You're a credit to this forum and a darn generous person to boot!

Simon
Simon speaks the truth.

Who else has been thanked 3 times more than the number of his posts like AP?
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Unread 26th Jan 2010, 02:41 PM   #525
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Re: Offline Marketers: What services are you offering for monthly fees?
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Here's a question for those of you dealing with clients:

Do you setup the sign-up/creation of accounts on the various services (autoresponders, domain registration, website hosting if needed) for them, or do you provide them with the links to do it themselves?

I've been doing it for them, but it seems like some people are instructing clients on how to do it and then having them pass login details to them?

~Dexx
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Unread 26th Jan 2010, 02:47 PM   #526
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Originally Posted by Curleyjohn View Post

In writing a book, how big and how hard is it to get Amazon or B&N to pick it up?
On Amazon, just publish the book through their CreateSpace.com subsidiary and they promote it for you.

Not sure about B&N, except that there's no reason they wouldn't carry it either.

-David
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Unread 26th Jan 2010, 03:57 PM   #527
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by Dexx View Post

Here's a question for those of you dealing with clients:

Do you setup the sign-up/creation of accounts on the various services (autoresponders, domain registration, website hosting if needed) for them, or do you provide them with the links to do it themselves?

I've been doing it for them, but it seems like some people are instructing clients on how to do it and then having them pass login details to them?

~Dexx
We set everything up and work it in this end. They don't move a finger. And I feel comfortable with that, frankly.

What about you guys?

People make good money selling to the rich. But the rich got rich selling to the masses.
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Unread 26th Jan 2010, 04:00 PM   #528
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Hey Jay and Tanner

Thanks for your recommendations, I heard the affluent one and BS one were both good elsewhere too. I'll go with those for now and will make my way through the F5 pdf also.

Cheers
Phil

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Unread 26th Jan 2010, 04:33 PM   #529
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Re: Offline Marketers: What services are you offering for monthly fees?
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Hi AP and Gang

Here’s is my late homework, sorry, the dog chewed the last one up ha ha (uhhh, if I had a dog!)Well, I had a quick scan of what some of the other people out, so my is probably going to be a bit laughable compared, but without cheating, I’m going to do the best I can with my limited offline experience.

Action Plan

1) The first thing I would want to do is find out exactly what the owner is doing with his business before I start coming in and telling him what should be done or changed. I will ask the fact finding questions to see where he is spending his money, ask what return he is getting and so on. Observation is key.

Knowing his currently yearly spending, I will divide this by number of months to get an average monthly spend, and look at exactly where he is advertising and ask what audience he is trying to reach and appeal to.

If he isn’t currently tracking his results, then I will provide him with an Excel spreadsheet template which he can use to track orders or leads he generates with these methods so that we can start to look at where we can cut ads that aren’t effective.

2) I will look to see if he has products or services that could be bundled so that customers would get a discount if they buy a set of items in one go.

3) Look to see if he has services that are in a similar price bracket which could be used as an upsell, as in the classic “do you want fries with that”.

4) Look to see how the phone is being answered, make sure it’s a live person if possible, try to have the phone answered within certain number of rings if possible. Make sure the customer is given options or a call to action, or take a message which should then be recorded and answered with 24 hours (or whatever time).

5) Look at the database and do a test on the most recent customers by sending them a postcard alerting them of a promotion, or to direct them to a website where they will receive a free gift (via an opt in). If successful, then could try on a batch of older customers. At the least, thanking them for their previous business.

6) Create a website with opt in, this will then provide a free report, and quarterly newsletter as well as alerting customers of sales or special promotions. The site should be SEO friendly and have a distinct purpose. I would increase their online presence via Press releases, facebook, twitter, articles and so on.

7) Do a competition analysis to see what other people in his field are charging for similar prices, and compare the average with his own. Look to see if it would be feasible to increase the prices by at least 10-15% if possible, then track results.

8) Look to see which products or services sell very well, and those which aren’t. Then, concentrate on increasing efforts on the things that are selling/working and vice versa.

9) Suggest ways how he could boost morale and give incentives to his staff which could include bonuses, days out, days off and so on. Observe also how he treats his staff and try to advice accordingly (maybe this is outside the scope of this job/project/thread etc????)

10) Look to see if there are related services in the are which he could JV with, in order to send business each other’s way. So a plumber might JV with an electrician for example.

EDIT: I forgot, I will also suggest a incentive for existing customers to introduce their friends, so if it was a Gym, the first person would get a month free if they introduce a friend, or something like that.

Also, talk t them about the possibilities of doing a local seminar, or going to local events to promote their service, where people could trial the service for free, or discount etc. Also point out doing things like local radio, or internet radio.

Well, that’s about the best I have, probably missed the mark totally but I’d be interested in the feedback

Cheers
Phil

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Unread 26th Jan 2010, 05:17 PM   #530
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by Dexx View Post

Here's a question for those of you dealing with clients:

Do you setup the sign-up/creation of accounts on the various services (autoresponders, domain registration, website hosting if needed) for them, or do you provide them with the links to do it themselves?

I've been doing it for them, but it seems like some people are instructing clients on how to do it and then having them pass login details to them?

~Dexx
Hey Dexx,
I would want to create all accounts on my end. This way you are (or at least appear!) more valuable to the customer because you control all the accounts and know how they operate. IMO, teaching them how to create and manage services gives them reason to get rid of you once they've figured it out.

Also, I would like to thank you, AP and everyone else that has contributed the priceless information to this thread. As a direct result of this thread I have started to get a plan together to offer my knowledge and services to businesses.

Thanks again,

Kevin

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Unread 26th Jan 2010, 09:33 PM   #531
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Greetings all,
I too felt compelled to give thanks for the contributions from everybody here. There is great input for both online and offline endeavors. This is really a thought inspiring thread.

One of the little things that caught my eye were several references to Yellowpage advertising. I was a little shocked to to see the medium still being pushed with heavy portions of clients marketing budget. I'm sold on the idea that, for the money, direct mail beats YP with ease. Even for plumbers and the like.

These guys spend ungodly hundreds even thousands per month to sit in a book that is closed...nearly all of the time. AND if a prospect happens to go looking...well...if they didn't know about all their choices before...they do now. I'm thinking the YP is the last place I want people to go looking for my client.

I realize there is an added benefit from the online directory packages that they are getting nowdays...but to me, These ads still suffer from a very serious weakness. The ads sit and wait to be found.

I'd rather spend that money on something that will take my message and stick it right in the face of the specific guy who needs my product or service.

The one place I know of that gets prioritized attention on a daily basis is the mailbox.


For $450 or so (depending on the vendor and card size) you can get 1000 post cards out per month. Even a .5% - 2% response gets you 60 to 240 new prospects in a year. A really well done piece can pull even higher.

What about the plumber? ...You say..well when my bathroom floods, I'm going straight to the Yellowbook. Its an emergency situation.

The plumber who has positioned himself with direct mail is the one who gets the call. Every month he may have sent out a card, each one may have had a nifty offer on one of his services, each card smartly educated the homeowner with an industry insider tip, or a helpfull maintenance tip, and always directed his attention to teh survey on his website... and with each card, he imbued his name into the head of the homeowner who he knew would one day need him. The plumber also cleverly reminded the homeowner with each card to place it in his utility drawer or on top of the yellopages....and the homeowner knew where to go when that precious phone number was finally needed.

All for the same money that was spent to sit in a closed book...and wait...and hope.

Dentists, Surgeons, Roofers...all of them are seemingly hardwired to believe they need to be in the book because everyone else is. But in my opinion, they are in a frenzy over a meadium that has a microscopic daily audience....monthly and yearly for that matter.

Direct mail on the other hand, has a daily audience of...100% of the population. ( regarding businesses and households in both mediums)

Personally I am excited about the variable data technologies in digital printing. However as those of you familiar with that arena know...the possibilities are only as good as the data. What business owners collect about their patrons specific trends will eventually give them unmatched advantages over their competition and this data is used in so many online technologies anymore. VDP direct mail when done well is utterly insane.

As a mail fulfillment service provider, I'll acknowledge that my opinions are bias But this has been my obsession for ages, so please understand my enthusiasm.

I am greatly encouraged by this forum as I look to expand my understanding of other technologies and methodologies.

Again, thank you all.

Doran
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Unread 26th Jan 2010, 09:34 PM   #532
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by Dexx View Post

Here's a question for those of you dealing with clients:

Do you setup the sign-up/creation of accounts on the various services (autoresponders, domain registration, website hosting if needed) for them, or do you provide them with the links to do it themselves?

I've been doing it for them, but it seems like some people are instructing clients on how to do it and then having them pass login details to them?

~Dexx
Although I cant speak from much offline experience. I do know this...

-- "If you want something done right, do it yourself"
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Unread 27th Jan 2010, 06:44 AM   #533
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Originally Posted by Dexx View Post

Here's a question for those of you dealing with clients:

Do you setup the sign-up/creation of accounts on the various services (autoresponders, domain registration, website hosting if needed) for them, or do you provide them with the links to do it themselves?

I've been doing it for them, but it seems like some people are instructing clients on how to do it and then having them pass login details to them?

~Dexx
I do both, it depends on the customer.
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Unread 27th Jan 2010, 06:58 AM   #534
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I just launched this business 2 months ago, but I do forum posting and scoial media for them as well as auto responder set up and maintenance. I only have 2 clients, but I'm getting 1500 per month from one and 1,000 per month plus 10% of increased revenue. Working on getting more clients. Remember, don't charge based on how much work you do, charge based on how much your work will bring them.

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Unread 27th Jan 2010, 07:13 AM   #535
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I'm wondering what the pros actually SAY (specifically) when a client is presented with the monthly fees (assuming you have already built value)?

Do you give any kind of list of services?

What phrasing do you use to explain the monthly fee to them?
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Unread 27th Jan 2010, 07:26 AM   #536
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Originally Posted by 5Tool View Post

I'm wondering what the pros actually SAY (specifically) when a client is presented with the monthly fees (assuming you have already built value)?

Do you give any kind of list of services?

What phrasing do you use to explain the monthly fee to them?
My "list of services" is explained to them as part of the initial consult and then in a custom quote based on their specific needs.

I build up as much value as I can before ever bringing up my fees. It doesn't matter if I'm charging $1 or $100,000 per month IF I don't establish the value in their mind of what they will gain by working with me first.

By the time, we get to discussing my fee, I've already built tremendous value in the prospects mind and most are eager to hire me right away.

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Unread 27th Jan 2010, 07:29 AM   #537
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Originally Posted by ArticlePrince View Post

Remember, don't charge based on how much work you do, charge based on how much your work will bring them.
Great point. And so true!!

I just had a customer of mine ask me about this last night. A part in my course referenced getting paid $1,500 per month to do consulting work. He asked "So if I charge someone 5K and then 1.5K a month....what services and results should I expect to deliver - before I should be charging 2.5 a month if you know what I mean?"

My answer...

"Well you can obviously charge whatever you want. The $1,500 figure was
just an example. Plus, if I said something like "get paid $5,000 a month"
some people wouldn't believe it.

It's just a reference. There is not set formula. But, let's say you can
make a business an extra $10,000 per month. Charging $3,000 a month
to do it is not unrealistic.

Think in terms of value and ROI. Not in terms of "I can't charge $2,000
per month".

If you provide more value than you charge, then it doesn't matter what
your fee is. On the extreme end, if you charged $50,000 per month, it
wouldn't matter if you make the business an extra $100,000 per month."

-----------------------------------


Like ArticlePrince alluded to, it's not about the work involved. It's about the results.

People need to disconnect this type of thinking..."well if I do X, I can only charge $XXX for it."

No. If your results bring them $50,000 this month, do NOT think you can't charge them $4,000 because your time involved was only 2 hours. You charge them based on the value you provide.

The Ultimate Sales & Marketing Mind Map (Just updated - now twice as big!) - scott_krech - "Quite possibly one of the BEST WSO's ever."

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Unread 27th Jan 2010, 12:21 PM   #538
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by SpyGuy View Post


-- "If you want something done right, do it yourself"
This was dad's favorite saying, and I must say, I have found it to be true most of the time

Originally Posted by phil.wheatley View Post

Wow, Dan has quite a few books over at Amazon, anybody know which would be the best one to start at that relates to this thread (I'm sure all are good but need a starting point)

Thanks
Phil
There are a lot of free mp3s out there of Dan Kennedy speaking at seminars, some of them are pretty old, but the info is still very valuable.
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Unread 27th Jan 2010, 12:22 PM   #539
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Gentlemen and ladies

This thread is exactly what I needed to read; it has answered so many of my questions. As a new-comer to the forum, this was a rich find.

My apologies: new to forums, I have not yet found a button I can press to say ‘thank you’ for a particular post – all I can say in the meantime is, there are some real stars posting here.

I have two main challenges: long-term ill-health (which is slowly but definitely improving) and my teacher’s mindset.

By this I mean after being a teacher for 20+ years and being hard-wired to give my all, not ever expect any overtime, and getting a salary which was just enough to get by...I am in the position where I love helping people but am rubbish at asking for money.

In fact, I seem to approach projects with more enthusiasm when I’m not charging.

The posts here are helping me get over that very unhealthy ‘guilt’ mindset! The business must take off – while I would love to teach now through running workshops, I don’t want to go back to teaching per se.

I was shocked at the prices quoted for the Chamber of Commerce meetings! Our administrator sent today an email apologising for our monthly meeting fee (breakfast included) going up to £12 (twelve) from the previous £10. It’s terrific value and I meet new people each time.

My husband works with me; the big challenge we have re the Chamber is when we come back from an IM conference brimming over with new ideas, and people just look at us very blankly. The valuable posts on the thread means we will be working on repositioning ourselves and not looking to explain too much.

If you find your local meetings lacking, set one up for yourself; it’s very easy if you enjoy networking, and you make sure the Chamber et al see it as a complementary thing rather than competition.

One thing we did do a year or so back was to start up a coffee morning for local businesses; we were still new to business and a little naive. Initially fortnightly and then weekly, it was a success in terms of the number of people turning up. It was also great fun.

What we hadn’t done was think it through or adopt any form of strategy in terms of monetising it.

As a result, it took up a lot of our time for little monetary return, either directly or through getting more work in. We handed it over, and the whole thing folded (a shame), partly because the new ‘owner’ didn’t email people weekly to remind them it was on.

I look forward to telling you folks about the first and subsequent rungs of our success.

In the meantime, I would like to contribute something in return, so if anyone needs help in the areas of writing and networking, do ask.

Best wishes

Jacqui
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Unread 27th Jan 2010, 04:31 PM   #540
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I signed up for Maria's upcoming Case Study and I love the 97-page report, Jay!

Keep 'em coming!

Iris

Make every day count!
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Unread 27th Jan 2010, 05:22 PM   #541
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I have a quick question. I followed-up on a referral given to me by one of my new clients and during the meeting the prospect told me about his wants and needs and I told him what I would be able to do for him based on the given information. He was excited to get to work until I told him the price. Now this particular prospect invented a machine that is being used by other Drs in his field, he also moved into a bigger location and I am assuming that he should have no problem paying me 3200 set-up and 1200 monthly, which is what my (the one that made the referral) client is pays me. granted I just started working through the guide that AP recently gave us to build credibility, but I thought this would be easy because its a referral. Anyway, I told him to sleep on it, shop around for some one else that can do these things for you and get back to me.

So my question is how do you guys deal with referrals when it comes to price, do charge them the same as the client that gave you the referral or do you go higher and allow room for negotiations?
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Unread 27th Jan 2010, 06:16 PM   #542
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Monthly Fees are really totally dependent on what results they get, not at all what the costs are to me.

Targeting bigger business is a must in my book.

A company that is struggling to make ends meet won't fully benefit from what I can bring to the table.

There has to be resources to take advantage of increases in leads or foot traffic depending on the type of establishment.

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Unread 27th Jan 2010, 07:07 PM   #543
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Originally Posted by vitto View Post

...Now this particular prospect invented a machine that is being used by other Drs in his field, he also moved into a bigger location... Anyway, I told him to sleep on it, shop around for some one else that can do these things for you and get back to me.

So my question is how do you guys deal with referrals when it comes to price, do charge them the same as the client that gave you the referral or do you go higher and allow room for negotiations?
Its all about value, if you help this Dr sell one more machine a month (or whatever number) how much would it take for him to see a profitable ROI from your services based on those prices.

If he make $4,000 - $5,000 per machine (for example) and you charge $1,500 per month...and through your marketing/follow-up systems he generates on average $3,000 a month...

There's not much to think about other than he's trying to pressure you to "barter" and lower your prices.

Know your value, know the ROI you'll predict you can give him, and if he doesnt see the value, just walk...

Otherwise get ready for a constant "nickle and diming" battle every time you offer a service etc. for this guy.

He needs to know your prices are set and you don't budge.

Hell depending on your personality, when he calls you back, you might even say prices just went up by $500 for the delay (but with that ROI he still profits quite a bit...just an example idea though)

He either sees the value, or he doesn't really...otherwise it's time for a good ol 'NEXT!'


~Dexx
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Unread 27th Jan 2010, 07:07 PM   #544
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Originally Posted by vitto View Post

I have a quick question. I followed-up on a referral given to me by one of my new clients and during the meeting the prospect told me about his wants and needs and I told him what I would be able to do for him based on the given information. He was excited to get to work until I told him the price. Now this particular prospect invented a machine that is being used by other Drs in his field, he also moved into a bigger location and I am assuming that he should have no problem paying me 3200 set-up and 1200 monthly, which is what my (the one that made the referral) client is pays me. granted I just started working through the guide that AP recently gave us to build credibility, but I thought this would be easy because its a referral. Anyway, I told him to sleep on it, shop around for some one else that can do these things for you and get back to me.

So my question is how do you guys deal with referrals when it comes to price, do charge them the same as the client that gave you the referral or do you go higher and allow room for negotiations?
Hey Vitto,

Since no two business are the same, I charge the same way as if it weren't a referral. My fees may be higher, lower or the same as what they are to the referrer.

I was thinking though, that you might want to work with this guy on a percentage of profits basis. Charge a set up fee plus 5% - 25% of profits from the sales. Maybe he'd be more open to that and you might have a nice income for years to come.

Good luck!
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Unread 27th Jan 2010, 07:28 PM   #545
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Originally Posted by Dexx View Post


If he make $4,000 - $5,000 per machine (for example) and you charge $1,500 per month...and through your marketing/follow-up systems he generates on average $3,000 a month...

~Dexx
What calculation do you use when making your fee/quote?

ex.--- Each customer/sale is worth $1500+ on average. You know that with your services you can bring them in 10 new customers each month for a total of $15,000 + per month.

Do you charge 50% (upfront) of that $15k - plus 25% monthly?

Do you charge 75% (upfront) of the $15k - plus 15% monthy?

Or Do you just have a "set fee" based on a few packages?

... Is there a formula?
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Unread 27th Jan 2010, 07:35 PM   #546
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Originally Posted by Dexx View Post

Know your value, know the ROI you'll predict you can give him, and if he doesnt see the value, just walk...

Otherwise get ready for a constant "nickle and diming" battle every time you offer a service etc. for this guy.

He needs to know your prices are set and you don't budge.

Hell depending on your personality, when he calls you back, you might even say prices just went up by $500 for the delay (but with that ROI he still profits quite a bit...just an example idea though)

He either sees the value, or he doesn't really...otherwise it's time for a good ol 'NEXT!'


~Dexx
I was hoping you'd say that.

Now the machines are a totally different project, we briefly talked about relaunching the product and creating a campaign but we didn't get into the numbers particularly because I didn't want to get ahead of myself.

My client referred me to this prospect because he was going to put an ad in the YP and run Pray and Spray campaign for his practice which isn't doing as well as he'd like, so my client told him to talk to me first.

My thinking is once he see the results that I am creating for my client (his friend) there will be no question, i hope.

I would like to lock this client in because of the potential that I see with the machines. I could potentially create a campaign that bring "nice income for years to come" as Sb state

Thanks Guys.
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Unread 27th Jan 2010, 07:37 PM   #547
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So far I've been creating packages from scratch based on clients needs / budgets, but I'm finding that time consuming and really something I can't outsource (which = bad for business if its something based on MY work)

So I'm in the process of developing different packages and recommending a package that suits the business' needs.

I'll have a $1,000, $2,500, $5000, and $10,000/mo packages to choose from.

The "high rollers" will most likely shoot for the $5,000+ packages to feel elite and bragging rights (you know, the same types that would buy a $300,000 car when a $50,000 car would work just fine)

But I'll recommend the $2,500 for the majority of businesses.

The $1,000/mo package will be setup in a way to allow for eventual "upgrading" to the $2,500 package.

Of course setup fees will also vary based on this...but by doing this I can have a fully systematic business that I can have B2B reps promoting and collecting checks...then I just have Virtual Assistants setup to implement each of the packages for each business.

Hands off to the Max....ya baby!

~Dexx
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Unread 27th Jan 2010, 07:38 PM   #548
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Im sure this has already been mentioned (I don't have time to fully read all 12 pages)

But,

Autoresponder installation can be a very profitable service to offer.

Its too hard for computer illiterate individuals or business owners to install, but is in truth as we all know a relatively easy installation process.

Great margains!

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Unread 27th Jan 2010, 08:36 PM   #549
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Hey for those who have resources, or website articles / videos etc they share with business owners, gonna try and build a list for everyone to take advantage of, please share it here if you can contribute:

http://www.warriorforum.com/main-int...usinesses.html
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Unread 27th Jan 2010, 09:03 PM   #550
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by Dexx View Post

Hey for those who have resources, or website articles / videos etc they share with business owners, gonna try and build a list for everyone to take advantage of, please share it here if you can contribute:

http://www.warriorforum.com/main-int...usinesses.html

Great idea Dexx , would be a gem to have this stuff to use

Life is a game, and I want to win
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