I got 2 calls from a silly little Craigslist ad yesterday.
The first was from a local music school and the second was from a local steel company. Couldn't be much more different types of businesses.
I made an appointment with the music school for this morning and the steel company this afternoon.
1. The Music School - turns out it is really a music/tutoring school. They teach kids piano, guitar etc. and also have private tutors that teach them math, science and whatever.
The ad I ran was for a free 60 second commercial video 'if they qualified'. They wanted the video to put on the website to promote the school because they felt it was better than just the 'plain ol text' they have their now.
So, I stepped into stealth mode and did what all good sales people do - ask questions and really listen for the answers.
Here is what I found out --
-They also want SEO done but they did not know what it was called.
-They have 300 families that are regular clients that they NOW want to build a database for
-They want to be able to provide tutoring support online to their clients for a monthly fee
-They need help buying 6-8 computers and setting them up with software that teaches little kids piano
And there is more but this is where they want to start.
So here is the math - Set up - $3,500 (video, initial SEO, autoresponder set up, membership site set up - aweber, computer/software set up) + $500/mo (ongoing SEO, autoresponder emails and membership site maintenance). Annual revenue $9,500?
Now, and here is the key part, they want a proposal. Well, I am very reluctant to just go and do a proposal as it is an easy way to blow you off if they are broke and an easy way to shop you around.
Don't do proposals without coming to an agreement in principle. I get the go ahead on all of the pertinent details in principle - the money, the time frame, the payment terms etc.
This 'agreement in principle' is powerful stuff - they don't feel pressured because they are not signing anything yet when I deliver the proposal and there is no surprises (we already agreed upon the terms) they feel obligated to go ahead with the deal.
Now I am not advocating hoodwinking anybody, simply removing the obstacles.
The last thing I want is to have to go see them again without the proposal in my hand that they already know is coming.
On the steel guy...
2. This guy wants a video commercial to highlight his business (60 s or so) which I said I would do for free BUT he also wants it SEO'd.
Once again I went into sales guy mode and started with the questions. I didn't even bring the laptop - left it in the car.
He lets it slip that the yellow pages will do a video and upload it to youtube etc for $2K + $2K/mo
So, once again I come to an 'agreement in principle' that I will set everything up for $1,500 per month + $500/month ongoing.
Annual income - $7,500.
But here is where it gets really cool..the owner of this company lives overseas and is coming here in a month. The local division wants to squeeze him for some marketing cash since he offers no support to the company.
They want to show him what I will have done with the video, SEO etc as proof of this 'new marketing'.
He said they think they can get $50K from the owner and would look to use $20K-$25K to work with me on promoting a new product of theirs online.
Total revenue in one year - $37K-$42K.
Now who knows, I may actually get none of that but that is only 2 appointments from one silly Craigslist ad.
I repeat as others have gone before me....take action!
One other point (paraphrasing Dan Kennedy) - Don't find one method of attracting 100 customers, find 100 methods of attracting one customer.
I had almost given up on Craigslist but there you go..