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Unread 31st Dec 2009, 10:57 AM   #101
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by jrod014 View Post

Great info everyone!

One question I do have is how do you get to the decision maker!? I have been having trouble with getting hold of the actual business owner. I usually get the run around by employees.

What are some good ways to get hole of the business owners?
Business owners travel in packs!

Go to where they are hearding... Chamber of Commerce events and luncheons, etc. Offer to be a speaker talking about "Internet trends and their impact on Small Business in 2010" and you will have some new prospects, I assure you.

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Unread 31st Dec 2009, 05:41 PM   #102
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Re: Offline Marketers: What services are you offering for monthly fees?
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Hey dexx thanks for asking those questions.. this thread has alot great info
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Unread 31st Dec 2009, 10:03 PM   #103
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Re: Offline Marketers: What services are you offering for monthly fees?
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This is one of the best posts ive seen in quite a number of months.

Alright, here's my side:

I started my offline services through outsourcing as im in the Philippines and been into IM for two years. It basically involved having article marketing, backlinking, blog creation and maintenance and PPC management.

I got to agree with AP and all the rest on this one. MINDSET is the most important thing. You are the master, you call the shots, you say when to fire and when to cease fire. With this attitude coupled with great results in lead generation or sales increase, you can never go wrong with keeping your prices up.

I am planning to scale it up in 2010 with video marketing, and incorporating a better article marketing strategy... with better outsourcing of course. I know im sitting in a goldmine as I can easily get access to great employees.

I am looking for a partner for this offline business preferably in the US. If anyone's interested, PM me. We might just make 2010 a big year for each other.

To everyones success.

Keepin in burning.
-Yan Kirby
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Unread 1st Jan 2010, 09:30 AM   #104
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No need to thank me, just helping our small lil offline marketing community of marketers obtain more info to go out and dominate their local markets with! =)

Originally Posted by vitto View Post

Hey dexx thanks for asking those questions.. this thread has alot great info
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Unread 1st Jan 2010, 11:00 AM   #105
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by JMB Marketing Group View Post


http://www.warriorforum.com/main-int...clients-3.html - the bottom of page 3 of 3 (sorry, but I wish I had a DIRECT link to my answer, but I don't, AND I don't want to copy and paste my answer as that could be considered as "duplicate content"

JMB
Actually, you can get a direct link to your specific post.

If you look at the post, on the right side of the red par at the top, you'll see a post number. That number is a live link to the specific post. In this case, the post you are referring to is #146:

http://www.warriorforum.com/main-int...ml#post1561381
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Unread 1st Jan 2010, 11:05 AM   #106
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Re: Offline Marketers: What services are you offering for monthly fees?
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This is One of best thread I have ever came cross up till now. Talks real business!
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Unread 1st Jan 2010, 12:13 PM   #107
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Re: Offline Marketers: What services are you offering for monthly fees?
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This thread is making my head spin!
There is so much awesome information, WF is AMAZING!
Keep the nuggets flowing!
Happy New Year to ALL!
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Unread 1st Jan 2010, 03:07 PM   #108
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Re: Offline Marketers: What services are you offering for monthly fees?
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Having the proper mindset is crucial to success in any kind of business.

What sets the Michael Jordan's and other great ones from the average athlete? You guessed it mindset!

When I am talking with a business owner/decision maker, I am very confident that I can help them.

Prior to arriving, I have done my homework and know that there is no doubt that I can help them improve their bottom line.

Here's an example:

On December 30 I had a telephone appointment with an attorney who was looking to start an information business based on a skill set that he has.

He wants to sell his business opportunity to those individuals interested in starting a business from home.

So, I started by telling him that I can help him...however, I don't work with every business owner and at the end of our talk together, I will let him know if I would work with him.

Then I proceeded to tell him the one hour of my time that I will use to go over the Interview Form (I bought this WSO from Dexx...The $11 Marketing Tool WSO That Gets Me Paid $10,000+ for My Products and Services!)

Would normally cost him $1,500, which is my true hourly consultant billing rate. (I am just setting the tone for the close that will happen at the end)

After going through the interview questions, I determined that I could help him build his information business through setting up a marketing funnel, developing a backend product, developing a leadgen product. (One of the methods that he wants to sell his products is with seminars. One of his problems is that his price point is very low for a 1-day all content seminar...$295 and he does not have a backend product to sell the attendees in order to increase his profit margins.)

And the final thing that I mentioned to him before telling him the price and closing him was...what will he do if I don't work with him. (Think about it...if I was selling SEO services or website design services, then he would say, I can go get someone else to do it)

In this case, he said out loud that I was amazing and that he could not build his business without me.

This contract will end up being a $50,000-$100,000 contract. (Not bad for an hour conversation)

The major point is that it all started with my mindset or positioning which brought value to the table.


Expect Abundance,

Michael
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Unread 1st Jan 2010, 03:13 PM   #109
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by jrod014 View Post

Great info everyone!

One question I do have is how do you get to the decision maker!? I have been having trouble with getting hold of the actual business owner. I usually get the run around by employees.

I have built many successful whitehat affiliates sites and have them ranked on page #1 of google, bing, yahoo and I want to take my skills to the offline niche.

I have only been able to get one offline client and it was through word of mouth. After many failed attempts at getting small business offline clients, I'm beginning to think this offline stuff isn't really what it's cracked up to be.

What are some good ways to get hole of the business owners?

Any Ideas would be appreciated.

Thanks,

Jerry
With you having a problem getting pass the gatekeeper...I am assuming that you are not skilled in sales (which is ok) and I would suggest hiring a sales person that is skilled in getting past the gatekeeper and making sales.

You could run an ad in craigslist or other free classified ad sites.

In order to build your skills, the key is to learn from those sales reps...so during the interview process, I would give them scenarios and see how they would go about getting past the gatekeeper.

As you interview a few experienced salesmen, you will start to discover patterns and be able to use what they are said and make a script for you to use.

I hope that helps.


Expect Abundance,


Michael
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Unread 2nd Jan 2010, 09:44 PM   #110
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Re: Offline Marketers: What services are you offering for monthly fees?
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Great thread so far. I just started in the offline marketing arena and am pretty amazed at the potential this business can have.

As an engineer at my full time 9-5 job, I decided to take things slowly. I posted up an ad on Craigslist and actually landed a lawyer. Now I know he is so wealthy, that $$$ comes out when he sneezes. But as someone that has no name in this field, I felt it was more important for me to gain contacts and relationships before anything else. Decided to charge him $495 initial with $175/mo reoccuring. Tiny compared to what you guys charge. But I am definitely excited to know the level I can take it to.
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Unread 3rd Jan 2010, 06:41 AM   #111
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Re: Offline Marketers: What services are you offering for monthly fees?
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vipervin,

I've got massive respect for your attitude. There are many people who would not have shown the same level of restraint.

It's important to establish yourself and make sure this works for you as well! It is equally important to not limit yourself and set your sights high like some of the guys in this thread. I think you're taking the exact right approach as some one starting out, and I wish you all the best with it. By the end of this year, I imagine you could be charging some serious amounts of cash if find you enjoy it and want to continue with it.

Can I ask, are you doing just SEO for this guy, or something else as well?

And btw, welcome to the forum!

"Better a student of reality than a master of illusion"
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Unread 3rd Jan 2010, 11:39 AM   #112
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by vipervin View Post

I felt it was more important for me to gain contacts and relationships before anything else. Decided to charge him $495 initial with $175/mo reoccuring. Tiny compared to what you guys charge.
That's a fine way to do things, but just make sure you aren't trading money for hours, otherwise you might find you've taken on a second job that just wasn't worth it.

Ideally you are charging an amount of money that lets you outsource the work and still collect a pretty penny.

THIS is how you then get to scale bigger, and keep accepting more clients, without being bogged down by having to do the work yourself!

So don't get caught up in how much everyone else is charging, just make sure you are charging enough to still have a great quality life and the potential to keep growing your business without being slowed down.
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Unread 3rd Jan 2010, 05:04 PM   #113
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Re: Offline Marketers: What services are you offering for monthly fees?
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Wow. What an AMAZING thread. I'm going the "Offline" route this year and I already got cured of aiming too low thanks to you guys.

I took 12 pages of notes!

My personal tip: there's so many options we can offer that we can make ourselves, our reps and our clients so dizzy that confusion will result.The fewer the choices the better.

Offer (or have your rep(s) offer) "Free website analysis" or "Improve your sales and reduce your advertisement costs" or something similar to get in the door, and then adjust the offer according to their needs.

When I prospected in October I got confused myself with all the options!
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Unread 3rd Jan 2010, 06:03 PM   #114
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by EndGame View Post

Can I ask, are you doing just SEO for this guy, or something else as well?

And btw, welcome to the forum!
Thanks for the comments.

I've been lurking on this Warrior Forum for months now, finally decided to join.

And I am just doing SEO and getting his site ranked on the 1st page of Google for his service area.

Originally Posted by Dexx View Post

So don't get caught up in how much everyone else is charging, just make sure you are charging enough to still have a great quality life and the potential to keep growing your business without being slowed down.
Working on his site has taken a bit more time than I would have liked. But I actually enjoy the challenge. But like you mentioned, great quality life is definitely my long-term focus.
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Unread 4th Jan 2010, 01:39 PM   #115
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by sdentrepreneur View Post

Here are my rates, mostly for IM, very different from what you are doing but thought I would share. Here is the actual link. Consulting

Basic Consulting Package $1,497.00 (first month)

Three Modules - Google Adwords + Social Networking + Video Marketing. Modules Can Be Done Separately ($499.00 Per Module)

Google Adwords

* Keyword Research
* Learn Expert Secrets
* Set Up 3 Google Adwords Campaigns or Adgroups
* Add 500 Keywords
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Social Networking

* Twitter Account Setup - Basic
* LinkedIn Account Setup - Basic
* Facebook Account Setup - Basic
* YouTube Account Set Up - Basic
* MySpace Account Set Up - Basic
* Training on Top 5 Social Networks
* Set Up System to get 3,000 Friends/Followers/Connections in 90 Days

Video Marketing

* Create Video or Slide Show to Promote Business
* Use Video on all your Social Neworks
* Keyword Research on Where to Place on Google/Yahoo/MSN
* Get Video on Google/Yahoo/MSN Front Page with 5 Different Keywords in 48 Hours

Please contact jmhmarketinggroup@gmail.com for more information.

Advanced Consulting Package $2,997.00 (first month)

Three Modules - Google Adwords + Social Networking + Video Marketing. Modules Can Be Done Separately ($999.00 Per Module)

Google Adwords

* Extensive Keyword Research To Pin Point Target Market
* Expert Secrets For Low Cost Conversions
* Set Up 10+ Google Adwords Campaigns or Adgroups
* Add 1,000 Keywords
* Dominate Google Front Page PPC in 24 hours
* Extensive Training on How to Optimize Google AdWords

Social Networking

* Twitter Account Setup – Pictures, Backgrounds and Bio
* LinkedIn Account Setup - Pictures and Bio
* Facebook Account Setup – Pictures and Bio
* YouTube Account Set Up - Pictures, Backgrounds and Bio
* MySpace Account Set Up - Pictures, Backgrounds and Bio
* Extensive Training on Top 5 Social Networks
* Add 1,000 Target Market Clients to Social Networks in 3 Days
* Set Up System to get 5,000 Friends/Followers/Connections in 90 Days

Video Marketing

* Create Video or Slide Show to Promote Business
* Use Video on all your Social Neworks
* Keyword Research on Where to Place Ads on Google/Yahoo/MSN
* Get Video on Google/Yahoo/MSN Front Page with 5 Different Keywords in 48 Hours

Please contact jmhmarketinggroup@gmail.com for more information.
What is My Business Marketing?

Get massive amounts of web traffic to your website with My Business Marketing. Your Business or Personal Branding will be set up on 20+ Social Media Sites, Video Marketing, Blogging, E-Mail Marketing and Google related websites. We will focus on your target market client and drive massive amounts of traffic to your web page.

My Business Marketing $2,497.00

* Connect your Website with My Business Marketing Platform
* Custom Graphics for all Social Media Sites
* Set Up Accounts For Top 20+ Social Media and Feeds
* Branding Your Business as Leader in Industry
* Create Blog or Wordpress Page
* Extensive Keyword Research To Pin Point Target Market
* Expert Secrets For Low Cost Conversions
* Set Up 10+ Google Adwords Campaigns or Adgroups
* Add 1,000 Keywords
* Dominate Google Front Page PPC in 24 hours
* Extensive Training on How to Optimize Google AdWords
* Twitter Account Setup – Pictures, Backgrounds and Bio
* LinkedIn Account Setup - Pictures and Bio
* Facebook Account Setup – Pictures and Bio
* YouTube Account Set Up - Pictures, Backgrounds and Bio
* MySpace Account Set Up - Pictures, Backgrounds and Bio
* Extensive Training on Top 5 Social Networks
* Set Up System to get 5,000 Friends/Followers/Connections in 90 Days
* Create Video or Slide Show to Promote Business
* Use Video on all your Social Neworks
* Keyword Research on Where to Place Ads on Google/Yahoo/MSN
* Get Video on Google/Yahoo/MSN Front Page with 5 Different Keywords in 48 Hours
* Custom E-Mail Marketing Campaigns
* Complete Auto Responder System Set Up
* Training on E-Mail Marketing and Social Media Training with Prestige Insight
* Two Hours Of Personal Coaching with JMH Marketing Group

You can also purchase Online Business in Box for $395.00 on link below

CarbonCopyPRO

Please contact jmhmarketinggroup@gmail.com for more information.

Very comprehensive outline. Thanks for sharing.
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Unread 4th Jan 2010, 06:33 PM   #116
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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

I can't stress enough the importance of having the right Mindset.

This is what separates Winners from Losers.

I would say Mindset is 99% of my success.

So many WF members devalue their services. Makes me sick to see what some are charging.

Change your Mindset people, YOU are YOUr worst enemy.

When I first meet with a prospect I radiate confidence. No PC crap. I tell them what works and what doesn't work. I know my metrics inside out.

5 minutes into the conversation prospects are hinging on every word, they know they have been Outmatched, Outplayed, and Outwitted. Don't even think about debating me.

They are in a different arena with me. I ain't no Yellow Page rep taking orders
Wow - just found this thread when a fellow warrior pointed it out to me and it is 'da best' - great content!

Totally agree with AP here - it is all about MINDSET!

There is a problem with all of us hanging out in the WF - we all get used to darn good prices for 99% of the time frickn' awesome stuff!

So don't get trapped into those price points when YOU determine what you are worth!

This 'offline consulting' is no 'new' thing - consluting (oops - consulting my bad - any of you reading who worked with the big 6, big 5, big ? billion dollar consulting firms will probably get that joke )

...consulting companies have been doing this - providing marketing services to companies for phenomenal results - both for the consulting company in sales growth and business valuation for the partners - and for the client - the company actually sees an ROI...one 'small' consulting company I worked with in the 90s went from 4 'founders or partners' and sold out for tens of millions to deloitte and touche just a few years later...

this is a hot industry to be in! (now you all know I'm biased since I'm in it but heck - it is so low risk, low start up capital for you)

...the basis for many a closed multi-million dollar engagement with a Fortune 500 (and they did get bigger ROI from it)

...is the same for selling to a mom and pop or Small business owner -

What's in it for them - how much do they need to invest and when will they see a return.

One client of mine who paid $5k upfront, $2k per month - over the last 12 months have seen a measurable over $600,000 return on that investment (Darn - should have negotiated a 25% override on increase in sales on that one!)

Mindset - can you charge four, five figures - YOU BET!

Another client of mine, a large bank, got quotes for banner advertising and graphics from their LA ad agency - $50,000 - my quote - $10,000 and I still profit wildly!

Warriors - ad agency's are charging those prices - no kidding! And your target customers out there need you!

One student of mine recently had a doctor he contacted tell him what he just paid for his website that got him NO results - $100,000 - yes you read right!

Think about what their customer life time value is - and price your services accordingly for what you can do - you do far more as AP said than just SEO services etc.


Dexx - continuity pricing has been laid out so well in this thread the only thing I can add to it is this -

- you really start making your profits as your business grows when you scale it properly. So for example, when I first got that $2k a month client - my 'costs' were $1,500 and ramped down to $500 per month in 4 months time as I scaled better, found better resources -went from multiple 'outsourcers' initially to one full time in house subject matter expert.

You can project your business plan on numbers like that as it take a few months to train up your staff or 'find the right ones' - so you can concentrate on

1. client relations
2. selling (being the 'rainmaker' or hiring rainmakers)
3. quality assurance
4. Strategic planning

Hope that helps a bit as there is already such incredible value in this thread!

Cheers, Maria Gudelis

Brand NEW: How To Dominate Facebook SEO - LIVE Coaching - Closes SOON! Get In Now Click Here


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Unread 4th Jan 2010, 08:10 PM   #117
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by Maria Gudelis View Post

Wow - just found this thread when a fellow warrior pointed it out to me and it is 'da best' - great content!

Totally agree with AP here - it is all about MINDSET!

There is a problem with all of us hanging out in the WF - we all get used to darn good prices for 99% of the time frickn' awesome stuff!

So don't get trapped into those price points when YOU determine what you are worth!

This 'offline consulting' is no 'new' thing - consluting (oops - consulting my bad - any of you reading who worked with the big 6, big 5, big ? billion dollar consulting firms will probably get that joke )

...consulting companies have been doing this - providing marketing services to companies for phenomenal results - both for the consulting company in sales growth and business valuation for the partners - and for the client - the company actually sees an ROI...one 'small' consulting company I worked with in the 90s went from 4 'founders or partners' and sold out for tens of millions to deloitte and touche just a few years later...

this is a hot industry to be in! (now you all know I'm biased since I'm in it but heck - it is so low risk, low start up capital for you)

...the basis for many a closed multi-million dollar engagement with a Fortune 500 (and they did get bigger ROI from it)

...is the same for selling to a mom and pop or Small business owner -

What's in it for them - how much do they need to invest and when will they see a return.

One client of mine who paid $5k upfront, $2k per month - over the last 12 months have seen a measurable over $600,000 return on that investment (Darn - should have negotiated a 25% override on increase in sales on that one!)

Mindset - can you charge four, five figures - YOU BET!

Another client of mine, a large bank, got quotes for banner advertising and graphics from their LA ad agency - $50,000 - my quote - $10,000 and I still profit wildly!

Warriors - ad agency's are charging those prices - no kidding! And your target customers out there need you!

One student of mine recently had a doctor he contacted tell him what he just paid for his website that got him NO results - $100,000 - yes you read right!

Think about what their customer life time value is - and price your services accordingly for what you can do - you do far more as AP said than just SEO services etc.


Dexx - continuity pricing has been laid out so well in this thread the only thing I can add to it is this -

- you really start making your profits as your business grows when you scale it properly. So for example, when I first got that $2k a month client - my 'costs' were $1,500 and ramped down to $500 per month in 4 months time as I scaled better, found better resources -went from multiple 'outsourcers' initially to one full time in house subject matter expert.

You can project your business plan on numbers like that as it take a few months to train up your staff or 'find the right ones' - so you can concentrate on

1. client relations
2. selling (being the 'rainmaker' or hiring rainmakers)
3. quality assurance
4. Strategic planning

Hope that helps a bit as there is already such incredible value in this thread!

Cheers, Maria Gudelis
Agreed!

Here's the thing, once you finally locked the client into to an agreed arrangement and price points, you are stuck in there. Its up to you to balance the costs againts the results.

So over the months that ive been doing offline business, what I do would be to get the process outsourced to my Reliable and Trusted outsourcing employees which are "On-call" to my projects as they come. No monthly fees, no obligation for me to do anything, just on per-project basis.

This way, you keep your time from doing the dirty jobs and go on finding another client.

Rinse and repeat, rinse and repeat.

Keepin it burnin,
Yan Kirby
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Unread 4th Jan 2010, 08:31 PM   #118
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Re: Offline Marketers: What services are you offering for monthly fees?
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[QUOTE=AP;1479318]1. Because of my experience. I know in advance what will happen when I make changes. Like when Tigers wife found out he was cheating with hookers. 99% chance she's gonna dump his a$$ at least temporarily, and he won't be getting lucky with her.

I often feel I just don't have the experience, even though I've been doing Social Media for clients for the last 2 years as a VA. I feel like I don't have the marketing experience or the mindset for a business. Like, how to look at a business and know what they need.

Take a short survey. No sales pitch.
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Unread 5th Jan 2010, 02:31 AM   #119
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Re: Offline Marketers: What services are you offering for monthly fees?
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TRUE STORY

I just want to point out to the guys and gals who are having trouble finding new clients that there is hope.

Over the past couple months Ive been helping my friend build a website for his business. (And I did it, and still am doing it, for low $ cause Im a good guy ).

I did my thing and within a few days of the initial start, their phone started ringing and their sales have been on an incline. (And Ive only just begun)

To them, I am a hero. Their eyes grow wider and wider when I talk about the different things they can do to increase business profits.

(And these guys went to Business School and Took Marketing etc)

**** Now here is the good part ****

They were so happy that they went and bragged to all of their business contacts about how their "internet guy" did this and that for them.

Long story short, I received 6 ref's from people begging me to take a look at their business and were ready to hire me before they met me. All based on my friends boasting about what I did for them.

Ive been running around trying to figure out what to charge. It's so much more clear after reading this post.


It's funny, I got sucked into this area before I knew that it existed. Just now am I doing my research and strongly considering giving offline marketing a full time go.


This thread is priceless.




PS - At the start of the thread AP mentioned the Duns Letter Series. I was a Bill Collector for Dun and Bradstreet (now RMS) for years.

(There are way more than 3 letters ! hahaha)

If there is one thing I know for sure. People Open and Read Mail that has the words FINAL NOTICE on them.

If there was any tool that I was thankful for as a collector to make contact with the debtors, it was the FINAL NOTICE letter. It worked when all else failed.

The same is true in my 1st party in-house collections experience.

However, it also pissed off many a business !


Take it for what its worth.
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Unread 5th Jan 2010, 09:22 AM   #120
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This THREAD is a DAILY MUST READ

Thanks Dexx, AP, Maria et al

Be Awesome!
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Unread 5th Jan 2010, 01:02 PM   #121
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Great info about selling services. I just want to change gears for one second. What about proposals?

How do you structure your proposal documents? Anyone have any templates they would be willing to share/sell?
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Unread 5th Jan 2010, 08:23 PM   #122
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Originally Posted by SpyGuy View Post

TRUE STORY

PS - At the start of the thread AP mentioned the Duns Letter Series. I was a Bill Collector for Dun and Bradstreet (now RMS) for years.

(There are way more than 3 letters ! hahaha)

If there is one thing I know for sure. People Open and Read Mail that has the words FINAL NOTICE on them.

If there was any tool that I was thankful for as a collector to make contact with the debtors, it was the FINAL NOTICE letter. It worked when all else failed.

The same is true in my 1st party in-house collections experience.

However, it also pissed off many a business !


Take it for what its worth.
Holy jumping pajamas ....you just gave me an idea for my next round of contact with prospects...

Smooch and thank you!

I'll be putting a big in red writing on a custom stamp (well my VA will ) the words "FINAL NOTICE" on the letter.

and my other email and direct mail campaigns..

Thanks for the tip!!!

Cheers, Maria

and John Cussons you are right! great Thread for a Daily Read!

Brand NEW: How To Dominate Facebook SEO - LIVE Coaching - Closes SOON! Get In Now Click Here


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Unread 5th Jan 2010, 11:42 PM   #123
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Originally Posted by SpyGuy View Post

TRUE STORY


If there was any tool that I was thankful for as a collector to make contact with the debtors, it was the FINAL NOTICE letter. It worked when all else failed.

The same is true in my 1st party in-house collections experience.

However, it also pissed off many a business !


Take it for what its worth.
I think it was Dan Kennedy that said "If you are NOT pissing off people, you are not marketing hard enough!"

Wonderful thread!

My words of wisdom...If you don't ask for it, you'll never get it!

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Unread 8th Jan 2010, 01:37 AM   #124
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by Maria Gudelis View Post

Holy jumping pajamas ....you just gave me an idea for my next round of contact with prospects...

Smooch and thank you!

I'll be putting a big in red writing on a custom stamp (well my VA will ) the words "FINAL NOTICE" on the letter.

and my other email and direct mail campaigns..

Thanks for the tip!!!

Cheers, Maria

and John Cussons you are right! great Thread for a Daily Read!

Haha... no problem Maria. Please report back and let us know how it works out.

I think the Exact words are "Important - Final Notice" in RED as you mentioned. Also in all Large CAPS with Impact style font and slanted on the envelope.

..... The Final Notice Method also worked amazingly well with FAXED Final Notices.
"Those Pissed Them Off the MOST because everyone else in the company could see it"

Does anyone do fax marketing?

Are there any good threads on it ...so as to not highjack this thread? Havent heard a peep about that method of marketing since I joined.


PS- You also have the traditional 2nd letter "Past Due Notice" that worked pretty well.

The first "Friendly Reminder" works for people who open and read all their mail.
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Unread 8th Jan 2010, 02:09 PM   #125
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Wow, thanks to all that shared.

I get that I'm the expert.
I get that I should focus on "Marketing" their business.
I get that my business should be scaleable
I get that I should lead by example and have an online presence
What I just don't get...........

Are any clients.......!

I've done B2B sales, and have the confidence to approach the decision makers. But I hesitate doing much in the way of cold calls because of the idea that a "professional" shouldn't really be knocking on doors. How many lawyers go door to door?

If I want to be perceived as a professional, I don't want to be using the tactics of a Yellow Pages salesman. Right?

With so much great information in this thread, would someone be willing to elaborate on just 1 or 2 methods of client generation, that works for them.

I thought a couple of months ago when I decided to do this that I would be able generate enough traffic from the search engines that I wouldn't have to really seek out other forms of lead generation. (There I go thinking again) I figured that if I could dominate the results in my area for SEO and Internet Marketing terms that I would at least generate enough interest to land a couple of jobs and then work the referrals from there.

Well, I now own several positions on page one of Google for a couple of my keywords but still don't have a client. I've been laid off since may of last year and really need to get some business, all suggestions would be appreciated.

I really don't mean to hijack this thread. Just a couple of ideas of inspiration would be helpful.

Thanks again,
John

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Unread 9th Jan 2010, 12:21 PM   #126
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Curleyjohn,
A few suggestions on getting clients:
1. Specialize! Find a niche that has a high CLV (customer lifetime value). For example, professionals like atty's., dentists, chiropractors.;
2. Build your own mailing list using free Yellow Page scrapers you can find on the net;
3. Mail postcards and/or letters offering a free consultation and a specific service (see this tread to pick one, but make sure it's something that your niche has a NEED for); Mail piece should drive prospects to a video squeeze page offering a free report that is SPECIFIC to your niche. Video should be 1-2 minutes and use niche terminology (remember, you're a SPECIALIST);
4. Contact and join local networking groups like other "professionals" do and get speaking gigs;
5. Hire outside reps (use Craigslist) as 100% commission salespeople;
These are just a few suggestions but should keep you busy. You WILL get clients using these methods.

Last edited on 9th Jan 2010 at 12:26 PM. Reason: .
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Unread 9th Jan 2010, 12:39 PM   #127
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Thanks Zach.

The first 3 should have been no brainers, they are the im'rs mantra.
1. Pick a niche
2. Build a list
3. Figure out the need and then give 'em what they want.

Dooh! Why didn't I think of that? LOL

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Unread 9th Jan 2010, 04:33 PM   #128
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Curleyjohn,

"I get that I'm the expert"...... speaking directly, YOUR CLIENTS DON'T GET THAT YOUR THE EXPERT...... otherwise this would not be a problem for you.

Expert positioning is the ONLY way to stand out in a commoditized field. And I promise you, the "tasks" you are doing for your clients are commoditized labor.

The mistake that most make is thinking that you can tell someone your the expert in "first person".... or even because you "sound like someone who knows what there talking about"....

Here's a beginning plan to start...

1 work for free for 2 or 3 clients on the written stipulation that they will do a written and video testimonial with signed media release for you after 1 month of progress.

2. book 1 speaking engagemnet..... if you can, tape it... at the very least.... provide great free information to your audience with the agreement up front, ( before you begin ) that they will give you another written endorsement.

3. Get the testimonials, create well done "speakers kit".... issue some local press releases.... ( so google searchers doing reference checks on you see them ).....

4. hire bodies.... ( not salespeople ).... to hand out your "credibility flyers" along with a specific offer attached... to a specific niche or niches.... ( chiropractors, plumbers... ect ).... YOU DO NOT SHOW UP COLD AND DO THIS!!! This is about POSTURE! Your cheap flyer labor should have only 2 tasks: 1... try to hand it to the highest decision maker they can.... and 2... say something like "Mr. CurleyJohn wanted you to have this".... and leave.

The follow up should not be for a couple days.... and should be a simple call to the office and say "I'm calling regarding the package my assistant dropped by, she wanted me to call you, how can I help you?

THEN SHUT UP!

hope this helps..... I have more suggestions.... there's a twist on this that will allow you to book a FULL seminar.... and close 70% of the room at multiple pricepoints. for another day....

keep at it....

Tory
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Unread 9th Jan 2010, 05:47 PM   #129
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Originally Posted by Tory View Post

Curleyjohn,

The follow up should not be for a couple days.... and should be a simple call to the office and say "I'm calling regarding the package my assistant dropped by, she wanted me to call you, how can I help you?

THEN SHUT UP!

Tory
You can strengthen this even further. Don't refer to the flyer-droppers as assistants, just say the information was left.

Then have someone act as your "assistant" to make the follow-up calls and book the appointments for you.

Think about it - how many doctors, dentists, lawyers, even mechanics make their own calls to remind you about an appointment? Almost never - it's always someone further down the food chain making those calls.

You can either hire appointment setters by the hour or get a spouse, friend, even a teenage offspring to make the calls.
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Unread 9th Jan 2010, 06:35 PM   #130
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"The Lazy Persons Guide to Making Offline Money With Online Skills"

Choose a grouping of businesses - all jewelers, chirpractors, dentists, service businesses of different types. Begin with oneyou know something about, or research and gain expertise so you can at least talk the language.

Choose a keyword (search term) that contains geographic term in the keyword phrase. - such as Chiropractors Milwaukee, or Milwaukee chiropractors.

Buy the domain name that matches the keyword phrase for $8.

Set up a Wordpress blog with that domain name. Put in some relevant and useful content. Combine some articles you write, or you grab from ezine articles and offer a free report on a relevant topic of great use to the prospect.

Sign up with aweber for their minimum account. Place an opt in box on your WP site. Tell people what they need to do to get your free report - sign up and leave their e-mail address.

Anyone who goes to your site and then requests the free report is interested in the product, or service you are promoting.

These opt-ins are what you have worked this hard to acquire.

Now, walk into any (chiropractor) and confidently ask for 5 minutes on their time - or you can even make an appointment and get a spinal adjustment where you then perform a wallet adjustment on the dood doctor.

Ask if they would like some qualified leads that are recent and have requested specific information about (spinal adjustments). Tell the Dr. that the first set of 10 leads are free so he can check out this continuing service that you can provide. Then charge what the market will bear - $10 a lead? 10 leads a week = $100 week x 10 chirpractors is $1000 a week = or charge more for "exclusive" leads.

Then do this again for your next targeted group.

This is an outline for a lucrative, relatively easy business. What I like is that you are walking into a business with hot leads for that specific service, or product.

Keeping it simple

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Unread 9th Jan 2010, 06:46 PM   #131
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Re: Offline Marketers: What services are you offering for monthly fees?
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Hi Dexx,
I sell desktop fulfillment software to brick and mortal magazine and newsletter publishers. Besides $5M to $50M license fees, they also paid for annual support subscriptions ranging from $1M to $10M. Of course we have support staff and regularly upgrade our subscribers' software. Most have websites too.

I really think subscriptions and memberships are the best way to go - online or offline. BTW, for a great report on membership/subscription renewal rates and more in a study of 550 subscription sites -- including B2B and consumer sites of all size by Anne Holland, the well respected founder of MarketingSherpa.com then see this: www.subscriptionsiteinsider.com/lynxmedia/
It has 185 tables and charts. My jaw dropped at the membership data it revealed.

Len Latimer
Copy-In-A-Box, an amazing Word Add-in Tool that adds Dazzle & Personality to your copy. My WSO
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Unread 12th Jan 2010, 10:17 PM   #132
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Hello Warriors!!

I just want to share my success on how I got an offline client today, thanks to all the tips given in this incredible thread about how to charge higher fees (special thanks goes out to AP and Michael Hiles for sharing their insights in this thread).

After reading all 3 pages of this thread, I learned (from AP) that I should stop selling a commodity that can be negotiated and start selling my marketing ideas and intellectual knowledge instead. So, I determined that my minimum fee was $2,500 upfront and $500 per month. With that mindset, I did a face-to-face presentation to a local auto repair shop today.

After the presentation, the owner told me that he liked me and really wanted to work with me because he liked my confidence and passion for what I do. When he said that, I was thinking, "Wow! That's what AP's clients said about him, too!" COOL!!

Then the owner asked me about pricing, I confidently said that it would cost $5,000 upfront and $1,500/mth. Then I shut my mouth. He said that he would love to pay that because he's confident that I can increase his sales, but he didn't have the upfront money right now and couldn't afford the monthly fee. He asked if there was a less expensive package. I told him that I normally don't take on any clients for less than $2,500 upfront and $500/mth. Even at that price point, I told him I was very picky about who I would take on because a marketing budget that low really limits my marketing options. I also told him I'm offering him the lower price point because he already had some assets I could use (large customer base, lots of good reviews, etc). It was almost like I was telling him I'm doing him a favor by allowing him to work with me at a lower price point than normal.

As you probably have guessed, the owner agreed to my proposal of $2,500 upfront and $500/mth. Funny thing is, he didn't even ask what I would do for him for that fee. He also didn't ask to see my website or for references.

Sorry for the long post. I just wanted to share my story and to say THANK YOU to everyone who contributed to this post. If I hadn't read this post, I probably would have charged way less.
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Unread 12th Jan 2010, 10:46 PM   #133
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Re: Offline Marketers: What services are you offering for monthly fees?
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Great news for you!

Was wondering whether did you give them a call first or straight went into their shop?
Also you mean face-to-face presentation -> using laptop?

It's a great thread for all people to learn as well.

Originally Posted by sunnycal View Post

Hello Warriors!!

I just want to share my success on how I got an offline client today, thanks to all the tips given in this incredible thread about how to charge higher fees (special thanks goes out to AP and Michael Hiles for sharing their insights in this thread).

After reading all 3 pages of this thread, I learned (from AP) that I should stop selling a commodity that can be negotiated and start selling my marketing ideas and intellectual knowledge instead. So, I determined that my minimum fee was $2,500 upfront and $500 per month. With that mindset, I did a face-to-face presentation to a local auto repair shop today.

After the presentation, the owner told me that he liked me and really wanted to work with me because he liked my confidence and passion for what I do. When he said that, I was thinking, "Wow! That's what AP's clients said about him, too!" COOL!!

Then the owner asked me about pricing, I confidently said that it would cost $5,000 upfront and $1,500/mth. Then I shut my mouth. He said that he would love to pay that because he's confident that I can increase his sales, but he didn't have the upfront money right now and couldn't afford the monthly fee. He asked if there was a less expensive package. I told him that I normally don't take on any clients for less than $2,500 upfront and $500/mth. Even at that price point, I told him I was very picky about who I would take on because a marketing budget that low really limits my marketing options. I also told him I'm offering him the lower price point because he already had some assets I could use (large customer base, lots of good reviews, etc). It was almost like I was telling him I'm doing him a favor by allowing him to work with me at a lower price point than normal.

As you probably have guessed, the owner agreed to my proposal of $2,500 upfront and $500/mth. Funny thing is, he didn't even ask what I would do for him for that fee. He also didn't ask to see my website or for references.

Sorry for the long post. I just wanted to share my story and to say THANK YOU to everyone who contributed to this post. If I hadn't read this post, I probably would have charged way less.

People who risks change the world
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Unread 12th Jan 2010, 10:49 PM   #134
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I don't believe you

I told you it was easy.

Congrats.

Wow, just noticed it's your 1st post. Double congrats.

Now go see another bus owner asap while the Confidence level is way up.

Glad I could help.

10k+ a month is just around the corner.

Originally Posted by sunnycal View Post

Hello Warriors!!

I just want to share my success on how I got an offline client today, thanks to all the tips given in this incredible thread about how to charge higher fees (special thanks goes out to AP and Michael Hiles for sharing their insights in this thread).

After reading all 3 pages of this thread, I learned (from AP) that I should stop selling a commodity that can be negotiated and start selling my marketing ideas and intellectual knowledge instead. So, I determined that my minimum fee was $2,500 upfront and $500 per month. With that mindset, I did a face-to-face presentation to a local auto repair shop today.

After the presentation, the owner told me that he liked me and really wanted to work with me because he liked my confidence and passion for what I do. When he said that, I was thinking, "Wow! That's what AP's clients said about him, too!" COOL!!

Then the owner asked me about pricing, I confidently said that it would cost $5,000 upfront and $1,500/mth. Then I shut my mouth. He said that he would love to pay that because he's confident that I can increase his sales, but he didn't have the upfront money right now and couldn't afford the monthly fee. He asked if there was a less expensive package. I told him that I normally don't take on any clients for less than $2,500 upfront and $500/mth. Even at that price point, I told him I was very picky about who I would take on because a marketing budget that low really limits my marketing options. I also told him I'm offering him the lower price point because he already had some assets I could use (large customer base, lots of good reviews, etc). It was almost like I was telling him I'm doing him a favor by allowing him to work with me at a lower price point than normal.

As you probably have guessed, the owner agreed to my proposal of $2,500 upfront and $500/mth. Funny thing is, he didn't even ask what I would do for him for that fee. He also didn't ask to see my website or for references.

Sorry for the long post. I just wanted to share my story and to say THANK YOU to everyone who contributed to this post. If I hadn't read this post, I probably would have charged way less.
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Unread 12th Jan 2010, 10:51 PM   #135
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Originally Posted by Dexx View Post

Hey All,

I'm having great success with offline clients in closing sales, but all my packages I offer are more "one off" SEO stuff with no real monthly fees.

The only service I have right now that I charge a monthly fee is providing an autoresponder service to collect their leads and follow-up automatically with a pre-determined amount of follow-up emails.

I do provide a video marketing package, etc.

Does anyone have ideas (or know of a report/guide) with pratical ideas for offering continuity services such as monthly video creation/promotion etc?

Also, I know many people are charging for monthly SEO/backlinking services to get high rankings on Google...I'm trying to wrap my head around how this works long term...

I mean most of the local business terms shouldnt be THAT hard to rank for, so I'd assuming getting ranked for "[town] eye doctor" shouldnt take more than a couple month of decent backlinks...so how do you continue to charge once a 1st page ranking is reached?

Do you just begin on a new keyword? etc.?

Seems like most SEO companies would want to provide minimal search engine ranking increases each month to prolong the amount of time they can charge for backlinking services? (which would be very unethical...no?)

Thoughts?
I charge a fee to get them to the top spot, and then a monthly fee to maintain that position for them, and let them know what their competition is doing online. EZ $$$
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Unread 13th Jan 2010, 12:55 AM   #136
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Originally Posted by Spark View Post

Great news for you!

Was wondering whether did you give them a call first or straight went into their shop?
Also you mean face-to-face presentation -> using laptop?

It's a great thread for all people to learn as well.
@Spark
I found this client when I was looking for a repair shop to take my car in for service. I noticed he had a website but was paying for Google Adwords. After paying for my repairs I asked him how his Adwords campaign was working for him. He started complaining about it and said he had to use PPC because he couldn't get his website to rank high enough. I told him I had a chance to look at his website and said that there were quite a few things that he could change to help him rank higher. He said, "Really? We should talk." That's how I made an appointment to see him today.

Yes, face-to-face presentation was done with a laptop in his office.
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Unread 13th Jan 2010, 01:20 AM   #137
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Originally Posted by AP View Post

I don't believe you

I told you it was easy.

Congrats.

Wow, just noticed it's your 1st post. Double congrats.

Now go see another bus owner asap while the Confidence level is way up.

Glad I could help.

10k+ a month is just around the corner.

AP, yes it was easy.... TOO easy

I really owe a lot of today's success to you because your postings gave me the confidence I needed to quote him those fees. I copied all of your replies from this thread (and others) and read it over and over again until it sunk in....

I now have the confidence to charge higher fees because I'm positioning myself as the expert (high value) and not an order taker (commodity). If I can't convey that difference in my presentation, then I didn't do a good enough job of educating the client (that was something I learned from one of your posts, too).

Yes, I will take your advice and go after another business owner. This time, someone with a higher marketing budget. I'm shooting for $5,000 upfront and $1,500/mth.
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Unread 13th Jan 2010, 03:21 AM   #138
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Originally Posted by thebarksmeow View Post

This thread is a goldmine. Thanks to all who gave their knowledge and insight.
I agree with you - absolutely!
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Unread 13th Jan 2010, 07:51 AM   #139
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Originally Posted by ThomasW View Post

"The Lazy Persons Guide to Making Offline Money With Online Skills"

Choose a grouping of businesses - all jewelers, chirpractors, dentists, service businesses of different types. Begin with oneyou know something about, or research and gain expertise so you can at least talk the language.

Choose a keyword (search term) that contains geographic term in the keyword phrase. - such as Chiropractors Milwaukee, or Milwaukee chiropractors.

Buy the domain name that matches the keyword phrase for $8.

Set up a Wordpress blog with that domain name. Put in some relevant and useful content. Combine some articles you write, or you grab from ezine articles and offer a free report on a relevant topic of great use to the prospect.

Sign up with aweber for their minimum account. Place an opt in box on your WP site. Tell people what they need to do to get your free report - sign up and leave their e-mail address.

Anyone who goes to your site and then requests the free report is interested in the product, or service you are promoting.

These opt-ins are what you have worked this hard to acquire.

Now, walk into any (chiropractor) and confidently ask for 5 minutes on their time - or you can even make an appointment and get a spinal adjustment where you then perform a wallet adjustment on the dood doctor.

Ask if they would like some qualified leads that are recent and have requested specific information about (spinal adjustments). Tell the Dr. that the first set of 10 leads are free so he can check out this continuing service that you can provide. Then charge what the market will bear - $10 a lead? 10 leads a week = $100 week x 10 chirpractors is $1000 a week = or charge more for "exclusive" leads.

Then do this again for your next targeted group.

This is an outline for a lucrative, relatively easy business. What I like is that you are walking into a business with hot leads for that specific service, or product.

Keeping it simple


Thomas, the problem with this method is that now you have positioned yourself as a "lead broker"..... and commoditized what you do. Long term DEATH unless that is your business model.

If your going to do it this way, use the "rent-a-site model"... and lease out the pages.... much less work and has a built-in-bind..... and no clients calling because "some leads are great and some suck.

But selling leads is DEATH...(unless you can "go-big quick"..... I take clients all day long with big fees and one of the first questions I ask them is "how much do you spend on leads"? there answer gets added to the price I'm going to charge them. Business owners, given the choice, want to be "independent".... and will pay big from a properly positioned "expert" vs there little local lead provider. jmo TORY
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Unread 13th Jan 2010, 08:39 AM   #140
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I have a few offline clients hooked, and I'm trying to figure out how to reel them in. (I love to fish...can you tell?)

These business owners know that:

a. they lack SEO

b. they want organic traffic

c. I know what I'm talking about re: on-page and off-page SEO


These guys have the potential to start feeding me a monthly fee.


What I haven't told them yet is how much I charge, and what I deliver for that fee.

Do you promise a certain ranking for a certain keyword or list of keywords? Do you promise a certain number of inbound links?

What is "in the package" that they are paying for every month?

Thanks...I'm really looking forward to landing my first offline clients, but I need your help to determine the package that I'm selling them.

BTW - I'm thinking of making part of the deal that they have to supply me with 5 articles per month, minimum of 300 words, totally unique, related to their business (which I will then find a gazillion ways to leverage for links).

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Unread 13th Jan 2010, 08:43 AM   #141
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Comments in Blue.

Originally Posted by sunnycal View Post

AP, yes it was easy.... TOO easy

I really owe a lot of today's success to you

I may have given you direction, but it was YOU who had the confidence to go out there and do it.

99% of this Offline World is clients having Confidence in You. They want to believe that YOU really can help them and you have the ability to carry this through.

The EASY part for me has always been getting big checks. I used to be a Financial & Estate planner, asking for checks above $500,000 was commonplace. $5,000 checks seem very small.

The hard part for anyone is Delivering what you promised. This is where the Real Work comes into play. I recently helped a friend of mine (offline guy) get a check for $4,997 and $1,997 a month.

After we left the clients office he was celebrating, wanting to take me out to lunch, high fiving, etc... and I said to him "now you have to Implement what you promised the client." He said "Oh chit, I promised the guy EVERYTHING, didn't I?" I said "oh yeah, you definitely Overpromised. Now the hard work begins."

It was a killjoy, but I was trying to teach him not to promise the world to a client just to get a Check. He bit off more than he can chew and now I have to walk him thru what he promised, but he learned a valuable lesson.

He called me yesterday and he is in talks with a prospect for over $10,000 a MONTH fee. We are drafting the proposal today. I'm not crazy about what he is doing because having a Whale for a client can be very time-consuming. I told him he needs to continue to bring on smaller clients to have balance.

because your postings gave me the confidence I needed to quote him those fees. I copied all of your replies from this thread (and others) and read it over and over again until it sunk in....

Good for you, Massive Action is paramount to achieving your goals.

I now have the confidence to charge higher fees because I'm positioning myself as the expert (high value) and not an order taker (commodity).

It's amazing what happens when you get that first big client, big check and it was all because of the clients belief in YOU. Not your ability to create a website, send out autoresponders, draft copy, etc... they believe in YOU.

It's gets MUCH easier, trust me. I just turned down a prospect for over $60,000 a year because I didn't like the clients attitude.

Remember, YOU are building YOUR business. Decide who you want to work with and what your ideal client is. I'm a son of a ***** when it comes to who I want to work with. But guess what, I have a great relationship with ALL my clients. They truly believe in ME and I would honestly do whatever it takes to make them successful. When people truly appreciate what YOU can do for their business, it makes it a joy to wake up every day.

Like today. I have a client who is taking me out to lunch at 2pm. I asked him if there was anything specific he wanted to cover? He said NO, I just wanted to thank you for a great 2009 and wanted to discuss our plans for 2010. This guy has already giving me (2) clients since I've started working with him, and more to follow.

If I can't convey that difference in my presentation, then I didn't do a good enough job of educating the client (that was something I learned from one of your posts, too).

Bingo, it was your inability to show the client the value in YOU and what YOU can do for his business. Unless the client truly doesn't have the money (I have worked on delayed payments, taken money from earnings later) when they say NO, what they are really saying is "I don't see Value in what YOU can do for my business."

Yes, I will take your advice and go after another business owner. This time, someone with a higher marketing budget. I'm shooting for $5,000 upfront and $1,500/mth.

Good for you. The easiest time to sell to another client is when you have just closed a previous client. It's amazing how Confidence radiates.

I actually charge at minimum $4,997 (don't use whole numbers) and $1,497 month.

As you get more experience your ability to determine how much a client can afford will become clear. Experience is golden. I know after my initial presentation with a client whether he can afford 5k upfront, 25k upfront, 1k a month, or 10k a month. I also know what they are willing to pay based upon my interviews and experience with other similar businesses.

I don't believe in Luck, I believe the Harder you work-the Luckier you get.

Congrats again, now it's time to dig in and really get to work. It's a snowball effect going downhill.

Keep us updated.
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Unread 13th Jan 2010, 09:03 AM   #142
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It's seem that presentation is the most important part to clinch the deal.
VALUE you bring to the customers is the most important. Right

People who risks change the world
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Unread 13th Jan 2010, 09:09 AM   #143
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Originally Posted by Spark View Post

It's seem that presentation is the most important part to clinch the deal.
VALUE you bring to the customers is the most important. Right
Absolutely.

My clients know within 5 minutes they ain't talking to no Yellow Page rep who is trying to BS them.

Your presentation, your ability to convince the prospect you can deliver and help their business, and the Long Term Value I bring to them is immeasurable.

Consistent business, earnings, lifestyle, building a database (an increasing asset) and the confidence that they have someone to turn to for an honest opinion is priceless.
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Unread 13th Jan 2010, 09:21 AM   #144
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Originally Posted by Ghalt View Post

These business owners know that:

a. they lack SEO
b. they want organic traffic
c. I know what I'm talking about re: on-page and off-page SEO

These guys have the potential to start feeding me a monthly fee.

What I haven't told them yet is how much I charge, and what I deliver for that fee.

Do you promise a certain ranking for a certain keyword or list of keywords? Do you promise a certain number of inbound links?

What is "in the package" that they are paying for every month?
what you have to think about is put yourself in the shoes of a business owner. You have to think about what's important for them. Is it traffic? Qualified leads? Phone calls? Customers? Leads?

Are links important tool local business owner? What about a keyword list?
If you do not have direct control of organic listings, how is it possible to provide a promise?

One thing you can promise, is your capability. As an SEO expert, we know that consistent transparency and exposure will yield consistent and predictable results. Most veterans demonstrate this by displaying their efforts in their results.

The challenge selling to businesses is their motivation to buy. The local business typically will not make a purchase based on emotion. They make a purchase based on need. Therefore it is your job to create that need. You can accomplish this by demonstrating that there is in fact activity for their niche on the Internet and demonstrate that they are not being listed to drive top results traffic.

Once you have established a need for the prospect, you can then provide a solution. That solution for the local business owner might be something along the lines of providing that business with transparency and exposure on the Internet [acquiring links] and in turn you can provide your prospect or client with expected results over an anticipated timeframe. You might want to deliver this in the form of a proposal with pricing.

Pricing is a unique discussion in itself. Depending on the value of your prospect, for example if they are a defense attorney, their client value can be fairly significant an intern getting the number one spot on Google could yield her business significant revenue. If you have done your job properly and demonstrated the value of your services, you can typically charge significant monthly fees and yield a nice profit while your client is banking on the Internet. As long as they are making money from the Internet, month after month you will continue to get the monthly fees. Even month while for example if you are doing less work, your customer will ever bark about the price if you're driving qualified traffic to their business.

In regards to providing Internet marketing services to local businesses, I'm going to strongly recommend against asking your client to provide any content on a regular basis. This is simply a mistake. You'll find it is not difficult to create effective, high-quality content for your clients business if you ask the right questions when you start work. It is also not difficult to build a content creation plan and distribute that content through the Internet on behalf of your client without having any interaction with them. Your client will simply not understand the value of creating articles and content and how that relates to be number one on Google.

On our site, we haven't often for report called "Profiting from Local Online Marketing". In this 22 page PDF, we cover topics such as pricing in the sales process for selling Internet marketing services to local businesses. Grab the report and feel free to opt out if you choose. Otherwise we will market to you our product.

Father, Entrepreneur, Author, Adranalist
I teach entrepreneurs to build a sustainable Internet Marketing Agency with real value. I have many free resources and paid training programs available

-->My Training Website
-->My Agency Website
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Unread 13th Jan 2010, 10:23 AM   #145
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@AP and others.

What do you DO for $1497 each month? What value am I, as a customer, getting each month?

I know that for organic rankings it takes time to build...so if you promise a set of, say, 5 keywords to get them ranked for the top, then obviously they won't be ranked the first month.

So how much effort/what activities does each client get each month for that money?

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Unread 13th Jan 2010, 10:42 AM   #146
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Originally Posted by Ghalt View Post

@AP and others.

What do you DO for $1497 each month?

A lot. I have a meeting to prepare for, but I'll be back later.

What about my clients that pay me over $10,000 per month, what do I do for them, lol?

There's some experienced people here, I'll let them put in their .02
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Unread 13th Jan 2010, 11:00 AM   #147
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Originally Posted by AP View Post

Absolutely.

My clients know within 5 minutes they ain't talking to no Yellow Page rep who is trying to BS them.

Your presentation, your ability to convince the prospect you can deliver and help their business, and the Long Term Value I bring to them is immeasurable.

Consistent business, earnings, lifestyle, building a database (an increasing asset) and the confidence that they have someone to turn to for an honest opinion is priceless.
Amen.

I too have "upped my game due to AP's, & Mr.Hiles posts. I got early on that I had too be more than the "seo guy"..... truthfully, I learned seo so I could sell my first love which is outside sales training for companies. Wrapping an "all-in-one" solution for marketing. Or what I thought was "all-in-one".

Going through AP's posts, I realized that I needed to "up-my-game" again. So now I am adding outsourced accounting/payroll services, capital funding solutions consulting, business brokering, and mangement leadership retreats. (mastermind groups, ect...) Don't think for a second I won't be calling AP to offer him a "guest speaking fee". :-)

If your new, step 1 is positioning and determining where you want to fall on the "food chain". All fish ( including me ) get eaten by bigger fish eventually. But by being "more than a commodity salesperson"... I can put off that much farther out.
2. 2 or 3 low paying "get your feet wet" and "confidence up" clients.
3. mass, aggressive confident, "Expert promotion" to the market/niche. For "name awareness" and so that your prospect has been what I call "carpet bombed" before I ever call him.
4. dramatically raise fees
5. leverage clients/relationships by getting referrals or adding services until you've reached your chosen lifestyle.
6. when you get complacent, re-read AP's posts!
7. thank those that helped you and give back to people that want help.

Tory
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Unread 13th Jan 2010, 11:38 AM   #148
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Presented to a client who was stabbed in the back by a 30 year friend recently. He didn't trust anyone. He wanted to hire me but didn't. He also didn't hire anyone else. His trust levels prevented him from doing so.

His competitors all run Adword campaigns of 5-7K; otherwise none of the 8 appear on the 1st page of Google or any other SE for any of the good commercial keywords in his niche locally. (His 7 competitors Adwords campaigns are all not testing and running under 1% CTR!)

While he was 'frozen' I backlinked 4 keywords pretty hard, made a 'manual' that he could have printed for his clients and to use for an opt-in on his site. He now is the only one of the 8 companies that appear in the organic listings on page one for those 4 key words. (I also dropped off a copy of Bill Glazers new book to his office to help him with his off-line marketing, for free. Cost me a whole $13.)

Yesterday, I was added as an exec to his hosting account. Lol. It would appear we have a deal. So while I am not as aggressive as AP or as big as either Michael Hiles or AP, I get a few crumbs. Really with my medical condition and being in the middle of a divorce, that is all I want anyway,, at least for now. The 1st payment he makes me will cover everything I did 'for free', everything I do for the 1st month for him and over half left over for profit to me. None of the other 'SEO' companies that I know he looked at did anything for him because he was uncomfortable signing a contract. (He wants to understand the internet, but it is unlikely he ever really will, he is just a good guy trying to run a business and this marketing stuff is not his forte.)

I did the same thing with a doctor that has netted me over 12K this year and will probably net me over 24k next year.

I am happy with a few accounts like that. If I have 10 accounts netting 2k a month, (while out sourcing most of it) that is a decent base income and any crap I do on the net in addition to that is gravy. (Of course, after I have 10 of those accounts, it may be a different story. Lol)

I cannot stress enough that the info I have seen on this thread by Hiles and AP is priceless info and both have been VERY generous with their knowledge that is high quality stuff. Either one could go into the off-line info product biz on the side and launch a product that could make a mil or 2 instead of giving it away here to us!. Lol. Thanks guys.

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Unread 13th Jan 2010, 11:45 AM   #149
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Originally Posted by AP View Post

A lot. I have a meeting to prepare for, but I'll be back later.

What about my clients that pay me over $10,000 per month, what do I do for them, lol?

There's some experienced people here, I'll let them put in their .02
a few articles, a little back-linking a 30 minute consult maybe if they want input on anything. Check to be sure business that is up is attributed to my efforts. That kind of thing. Could be a little Adwords management for that much, I would guess, but not nessesarily. It is amazing how little you really have to do to keep a ball rolling down a hill once you've pushed hard enough to begin with. Much of the value is perceived more than it is attritubited to continual $10,000 of work.

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Unread 13th Jan 2010, 01:28 PM   #150
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Thank you so much for all the interaction, this is my first post and I really feel obligated to contribute my two cents.

One of the common threads I see is that based on the questions, comments of many on here there is an lack of understanding business, sales and money.
I'm not saying that to offend but just because you have made money on or offline does not mean you understand those things. I know I didn't when I started out and it cost me big time when things got rough so I am providing some resources to check out at the end of this long message.

[QUOTE=Russ Reynolds;1552324]The amount you can charge is in direct relation to how effectively you can impact the owners business.

The amount you charge is in direct relation to the perception of the value you offer the client.

Fees are established based on the client's perceived value of your assistance, not % of return you bring them.
That is just used to qualify and quantify the results.

The price you charge is ultimately whatever you decide to charge... seriously. Do you think the makers of Bentleys, Ferraris, etc are sitting around comparing their price to that of the new Chevy Malibu? ... heck no.

They could care less. Is it because they can can prove how they
directly improve the results of someone's driving? someone's life? No! It's perception, It's positioning.


They have positioned themselves as luxury/sports leading automobiles, feeds the ego, the perception that you have reached a certain status, etc.
Of course they have bigger faster engines, that's a given, but they are still cars just like Kias, Hondas and Buicks and take you from point A to Point B.
So what gives them the right to charge Over $100,000 for those cars and down the street the Kia Dealer Charges you $10,000 and gives you a better warranty?
You still see Bentleys and you still see Kias....even in a recession. That means someone's buying. Do you think if you
go to the Bentley dealer with a request to see the list of everything in the car so you can compare it with everything in the Kia the sales person is going
to seriously get involved in that comparison? No , they know they are clearly
talking to the wrong person. Because they know their position in the marketplace
and they know their "ideal" and educated buyer understands that.


At the same time, the person that rolls up on the Kia lot understands their position and has the perception that they are not going to spend over a certain amount and they are looking for a deal. They don't need this engine, that kind of steering (whatever, I am not a car expert just making a point)

Where do you see yourself? It really is the mindset and confidence.
If I am talking with a doctor or lawyer or whomever, I am their peer - we are both professionals. They have their specialty, I have mine.
I'm not their underling, even if I am executing the service.
sdentrepreneur
Listing Your Rates like that is perfect for the cheap or wrong client. They will pick that thing apart and you'll end up with peanuts.

As a consultant, I closed single sales from $16,000 to $40,000 offline by basically targeting my ideal clients and presenting solutions to their problems, mostly over the phone and email I closed them. I closed my first deal exactly 2 weeks from start. (Someone in the thread mentioned that she shouldn't have to knock doors). Take your ego out of it and remember you are providing a valuable service that your ideal client desperately needs. And if you are out there visibly (in ads, speaking, articles, videos, phone, face to face, mailing...etc, then how will they find you?) You still have to generate leads. So if you won't do it hire someone who will.

I also have had the experience offline of not having the confidence to even ask for $500 for a sale. The big factor was ME and MY confidence or lack of thereof.


A few tips:
1. You're in business to make a profit.
If you are not making a profit you don't have a business you have a hobby (Per IRS, ask your accountant)
That is why Dexx keeps saying make sure you are not trading your time for money.

2.Those that are most successful on the thread understand that they are
truly consultants.

RESOURCE: Alan Weiss, author of Million Dollar Consulting (Amazon), which I suggest you pick up, shares a few things about consulting:

A consultant is someone who provides a specialized expertise, content, behavior, skill, or other resource to assist a client in improving the status quo. This intervention focuses on a specific client need.

Consulting is not synonymous with implementing, delivering, instructing, or executing, although consulting may include any of these activities. ( that means you can and should
be able to scale with others doing that work)

He goes on to discuss how organizations choose consulting help. Like AP and others have said, you need to target the right
clientele, otherwise they will never be right for you, and never see a reason to pay well.

And to those who list their services as a laundry list... He states
"Emphasize Results, Not Tasks". (the more you emphasize tasks the more you are viewed as a do-er, worker- bee, not as a value added consultant)

The more you emphasize results the more you are free to pick and choose the approaches.

Another interesting topic:Listed as #1 under Business You Should Abandon
Businesses beneath your growing fee structure

Infact, the title of chapter 2 is ironically, The Right State Of Mind: Rudderless Ships Are Only Good at Drifting

Establishing Fees: If you're charging a per diem you're still just practicing

These are just some of the gems from this classic. It won't touch on all the internet marketing trends of today but it will teach you a thing or two about sales.

Another RESOURCE: High Trust Selling, by Todd Duncan (theduncangroup.com) or Amazon. Although he is concentrated in Financial Services/Mortgage Sales there are some real gems in his book too. He talks about mailing strategies and more offline selling. High Integrity, establishing rapport and really warming up your prospect by building equity.

Alan also covers proposals- but not in the usual way, you are not bidding, you are formalizing what you have already agreed to. And given some of the scripts, letters, interview templates, etc. The prospects should be snatching the proposal from you to sign if you do what they say.

Thanks for letting me share. I have learned a lot here. And special thanks to
AP, Michael Hiles, Madulali, Maria Gudelis, DEXX and others that contributed.

This has also been a much confidence booster for me too. I have been so focused online lately that I really have neglected the offline world of opportunity and need.
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