Call All Offline Experts

19 replies
Hi Warriors,

I am getting more and more into, the offline stuff and have a question. How does one approach a client and offer them an autoresponder service, without telling them too much and having them take your idea and do it themselves?

I notice tons and I mean tons of businesses, do not have these and most definitely they are leaving money on the table.


TIA
#call #experts #offline
  • Profile picture of the author butters
    I am not an offline expert, not even done a single offline venture but how about this. Tell them that you will send about emails for them at the times they wish.

    You could say - All of this will be done by me so all you have to do is supply the email content, the subject line and the time you wish to be sent out. You will have to supply me a list of emails x amount of days in advance if you want it emailed at that day. If you wish to repeat the same email every week then let me know...

    Something like that. This is all using your auto responders.
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  • Profile picture of the author Riz
    Offering this service to offline clients is a dream for us. Such a simple process but so very profitable.

    I have made thousands offering this to offline clients with very good recurring fees.

    First rule of thumb - never call it an autoresponder. When talking to an offline client i always call it an automated lead generator.

    You discuss with them the benefits of capturing the details of their clients/customers, giving them the ability to build a relationship with their list and market to them as and when they want.

    You must convince them of the value it will bring to their business.

    99% of offline clients do not have the time or patience to learn and implement these strategies. They would rather pay someone to do it for them.

    In my experience the best clients to target are:

    Restaurants
    Beauty and hair salons
    Florists

    There are many more.

    Hope that helps.

    Riz
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    • Profile picture of the author TheMagicShow
      Originally Posted by Riz View Post

      Offering this service to offline clients is a dream for us. Such a simple process but so very profitable.

      I have made thousands offering this to offline clients with very good recurring fees.

      First rule of thumb - never call it an autoresponder. When talking to an offline client i always call it an automated lead generator.

      You discuss with them the benefits of capturing the details of their clients/customers, giving them the ability to build a relationship with their list and market to them as and when they want.

      You must convince them of the value it will bring to their business.

      99% of offline clients do not have the time or patience to learn and implement these strategies. They would rather pay someone to do it for them.

      In my experience the best clients to target are:

      Restaurants
      Beauty and hair salons
      Florists

      There are many more.

      Hope that helps.

      Riz
      Right on dood! I am targeting those exact businesses and some other ones, very good info...thxs!
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  • Profile picture of the author freudianslip27
    Magic Mel,

    One thing I've noticed from meeting with business owners is that they want people to do these things for them. I wouldn't worry too much about a business owner taking your ideas and doing them themselves.

    People that I've dealt with had no idea how to do this stuff (setting up autoresponders, heck even that they exist sometimes), and were amazed at how the system can be setup and automated. Being able to offer people an email immediately is a huge plus.

    If someone just takes your idea and does it themselves, they probably would not have been a good client anyway. You want someone that is going to recognize that they need you, and pay you longterm to help

    And yes, like Riz said, don't call it an autoresponder, lol.

    Matt
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  • Profile picture of the author TheMagicShow
    You people rock! Lemme ask this, how can I implement the simple html code for the AR on their site? What if they are hesitant, to give me access to their control panel?

    TY.
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    • Profile picture of the author Riz
      Hi Mel,

      Normally you do not have issues getting the details from the client. However, their designers can be sticky at times.

      So all you need to do is forward the snippet of code to your clients designers who will insert the code.

      If you have to do it you can charge them extra.

      Riz

      Originally Posted by Magic Mel View Post

      You people rock! Lemme ask this, how can I implement the simple html code for the AR on their site? What if they are hesitant, to give me access to their control panel?

      TY.
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      Ask me For a FREE copy of my upcoming course that will eliminate all your technical gremlins....:
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  • Profile picture of the author digigo
    tell them you will use email marketing or even more generic term internet marketing to boost sales... as far as they will take the idea and run.. there is always the risks.. but most of the business owners could care less the technology behind it.. you need to gain their trust so they will not shop for another supplier... that is just general salesmanship
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  • Profile picture of the author crunch
    i wouldnt worry about that. wow them with all ur free info. show the value and the rest will follow.

    ps
    im not an expert
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  • Profile picture of the author xlfutur1
    I agree that almost no businesses do this very simple thing. There is only one businesses in my town that has even asked for my email address, a sports bar/restaurant. they send me coupons every week and let me know of upcoming events, etc..

    I was wondering though...how do you get around the double opt in issue when a customer coughs up their name and email address before leaving the restaurant?

    I use Aweber exclusively for my lists, but are there other services like aweber that are more non double opt in friendly?
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    • Profile picture of the author jksarra
      Originally Posted by xlfutur1 View Post


      I was wondering though...how do you get around the double opt in issue when a customer coughs up their name and email address before leaving the restaurant?

      I use Aweber exclusively for my lists, but are there other services like aweber that are more non double opt in friendly?
      Good question xlfutur1, Ive been having troubles with this also, keen to hear an answer!!!


      Josh
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  • Profile picture of the author GoGetta
    Don't worry Mel, like Riz says above, 99% of business owners wouldn't think twice about doing it themselves as they are too damn busy to be doing all of that!

    The key and the killer part is to convince the business owners that you can add value to their business and how an AR can help them to make more profits!

    Your best bet is to:

    Gather a list of businesses you could potentially help,

    Contact these businesses via phone, walk in or mail,

    Your aim is to setup an appointment to show them the benefits of your service and of the AR,

    Once an appointment is setup, go and meet with them, dress smart, take some written materials, so as you explain your service, the business owner can follow along!

    If you can get in front of a PC or laptop, even better, you can show them how it works,

    KEEP EVERYTHING STUPIDLY SIMPLE AS IF YOU ARE TALKING TO AN ALIEN ALMOST! (Not every business owner is an expert, most aren't)

    TAKE BABY STEPS AND MAKE SURE THEY UNDERSTAND EVERYTHING AS YOU GO ALONG (Written materials help to do this!)

    Then offer to set it all up for a fee, SETUP FEE & MONTHLY RESIDUAL!

    Obviously, this depends on what work is involved!

    You see, by dressing smart, showing up with an image, you give a great first impression and then it is down to you to run through the service and sell the socks off of it!

    If a business owner wants to go ahead, you will not have any issues with gaining cpanel or ftp logins so you can do the work! I haven't had any issues ever, and I do all of this over the phone generally!

    But, I have a business and have a business image, i.e logo, website, cards, materials etc.

    Many say you don't need this, which is true, but it does help with trust!!!!!

    That is the basis of how you can do it, but be prepared to work as not every business will want your services!!!!

    Dont get disheartened though, there are PLENTY that DO!!! ; )

    FOLLOWING UP IS ALSO KEY!

    If you send a mailshot, follow up with a call etc.

    Hope that gives you a few ideas!

    GoGetta
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  • Profile picture of the author Andy Wood
    Yep GoGetta nailed it - show them the benefits, keep it simple, no jargon - show them the benefits again - offer to do a couple for free first!
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  • Profile picture of the author DogScout
    1st of all, DO NOT TELL THEM!

    Just do it. I don't tell any clients anything I am doing. All they see is there is more business coming from whatever it is I do.

    The hardest part is getting the credit card info for the AR. (Use your affiliate link to sign them up).

    But by the time you are doing this, they trust you enough to say 'sure here is my business credit card, do whatever you do and thank you.'
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    • Profile picture of the author 5Tool
      Hey Dogscout- Do you always put the autoresponder in the client's name?

      Is it a problem to do it under your own with their email address or is that a legal issue?
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  • Profile picture of the author Fernando Veloso
    Hi there Mr. John Doe.

    How are you yadda yadda yadda.

    Now, let's get to business. Are you working the full lifetime of a client or potential client? No? Well I will take care of it for you.

    - But how?

    Using my techniques of email marketing PLUS lead generation PLUS relation builder. Complicated stuff BUT this is the real stuff to bring more LEADS and more SALES to your company.

    Wouldn't you like to have more people to SELL to? Sure you do!

    .......................

    Edit: NO expert here, but this is the way IT works for me.

    Oh don't forget to bring a Case Study - It helps. A LOT!!!
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  • Profile picture of the author Dexx
    Problem 1: You're offering a feature not a Result

    Business don't care about features, they care about the benefit to them.

    "Without changing your current business practices, I'd like to show you how you could slash your marketing budget and increase sales from repeat business using your existing website. Is this something that you would like to discuss or probably not?"

    "How would you do that?"

    "Its easier if I show you, and then I can also provide you some example results that other business have received to greatly improve sales, would you prefer to meet for 15 - 20 minutes tomorrow at 2 PM or the following day at 9 AM?"
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  • Profile picture of the author Joseph.
    Dexx, Fernando, GoGetta - solid tips guys!

    There two main challenges though:

    1) How do you get to meet the decision maker?

    I think (and I base it on experience as well) that if you walk in without any prior contact, you significantly decrease your perceived value - they treat you like a pest almost. I don't blame them given that they get bombarded by YellowPages reps, "SEO experts" and all kinds of other salesmen daily.

    Same goes for cold calling ---- you are perceived as a nuisance.

    Direct mail could be an alternative - it's expensive though and can cost you A LOT before (and if) you create a mailing that converts. I think direct mail is a non-starter for newbies.

    How do you guys overcome these challenges?

    2) How do you demonstrate value of A/R to the business owner during your meeting?

    The value will only come after a) he will build a decent size list and b) when his sales will increase from emails sent to this list.

    This could take between 2 weeks to 2 months. Before that happens, it's just promises based on........promises and past case studies (helpful).

    I'm not coming up with excuses/blocks ---- these observations are based on my actual experiences. I'm interested in how other offline consultants deal with these issues.
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    • Profile picture of the author Vagabond 007
      Originally Posted by Magic Mel View Post

      Hi Warriors,

      I am getting more and more into, the offline stuff and have a question. How does one approach a client and offer them an autoresponder service, without telling them too much and having them take your idea and do it themselves?
      They won't do it themselves because they don't have the damn time! Let alone knowing where to get an autoresponder, how to set up the account, how to create emails, how and when to send them out, what to say in the emails, blah blah blah.

      They are buying YOUR knowledge, time savings, and the end result. You are the expert and know how to do all of the above.


      Originally Posted by Riz View Post

      First rule of thumb - never call it an autoresponder. When talking to an offline client i always call it an automated lead generator.

      You discuss with them the benefits of capturing the details of their clients/customers, giving them the ability to build a relationship with their list and market to them as and when they want.
      Exactly. Never call it an autoresponder. They won't know what the hell you are talking about.

      It's more like a marketing system that automatically communicates with past clients (TARGETED) to get them to take action and put more money in your pocket.

      I think that sounds better than "would you like an autoresponder?"

      Originally Posted by Magic Mel View Post

      You people rock! Lemme ask this, how can I implement the simple html code for the AR on their site? What if they are hesitant, to give me access to their control panel?

      TY.
      Then get rid of them.

      You must position yourself as the expert. People comply with experts. You don't question the doctor that just gave you a prescription to get filled out.

      You trust he knows what he is talking about.

      Originally Posted by xlfutur1 View Post

      I was wondering though...how do you get around the double opt in issue when a customer coughs up their name and email address before leaving the restaurant?

      I use Aweber exclusively for my lists, but are there other services like aweber that are more non double opt in friendly?
      Don't use double opt in.

      You'll lose a ton of sign ups if you use double opt in.

      Originally Posted by Joseph. View Post

      1) How do you get to meet the decision maker?

      I think (and I base it on experience as well) that if you walk in without any prior contact, you significantly decrease your perceived value - they treat you like a pest almost. I don't blame them given that they get bombarded by YellowPages reps, "SEO experts" and all kinds of other salesmen daily.

      Same goes for cold calling ---- you are perceived as a nuisance.

      Direct mail could be an alternative - it's expensive though and can cost you A LOT before (and if) you create a mailing that converts. I think direct mail is a non-starter for newbies.

      How do you guys overcome these challenges?
      You're right.

      Which is why you should learn about using direct mail/postcards. Positioning is key. You can walk in/cold call and still make sales. But you don't look like an expert now.

      Doctors don't go door to door looking for patients. You go to them.

      So what you want to do is throw out some bait by using a postcard or letter. Then let them come to you. Direct them to a website with more info. Then they call you.

      Don't want to use direct mail because you don't know anything about it...then go learn it.
      Originally Posted by Joseph. View Post

      2) How do you demonstrate value of A/R to the business owner during your meeting?

      The value will only come after a) he will build a decent size list and b) when his sales will increase from emails sent to this list.

      This could take between 2 weeks to 2 months. Before that happens, it's just promises based on........promises and past case studies (helpful).

      I'm not coming up with excuses/blocks ---- these observations are based on my actual experiences. I'm interested in how other offline consultants deal with these issues.
      2 months?!

      Here is a fact for you. It costs at least 5 times more to get a new customer than it does to sell to an old one. So tell them to stop wasting their money on stupid things like the yellow pages, val pak, flyers, and all that other junk. All of the sudden you free up a few hundred bucks a month.

      What a coincidence, your service costs a few hundred bucks a month. Except your service communicates DIRECTLY WITH PAST CUSTOMERS. CUSTOMERS WHO ALREADY RAISED THEIR HAND AND SAID "YES, YOU CAN CONTACT ME."

      If they don't see the value in that than you either screwed up presenting it or they are dumb. If it's the latter, move on.
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