Does anybody have experience with offline methods like this? I am just not sure of the price to request.

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Hi

Yes, this is a good idea. I've done this for lots of companies. In-fact this was how I got started.

First off, you need to work out an hourly rate that you are happy with. Then work out roughly how ling the work will take.

You will also need to pitch the client, so make sure you take proof that you can do what you say that you can do.

When I do it, I tend to do a complete redesign and rebuild, using every website conversion & SEO technique going. For this I do charge quite a bit, but once you have a good reputation and creditable testimonials. You'll be surprised at how many companies will start approaching you, and are willing to pay big bucks for your service.

Just make sure just can deliver before you start.

Good Luck

Hi Rory,

What's the most you can see yourself asking for the job?

~Michael

Whatever your answer was, my response was going to be "double or triple it". That puts you between $2000 and $3000.

Instead of asking if they would be willing to pay $XXXX, you could ask yourself, "would they be willing to increase their business, retain customers, stay in contact with them, and build their brand?"

However, you don't want to be nervous when you mention the price. Practice. Decide what it's worth to you, and show them how much more it's worth it to them.

All the best,
Michael

Hmm oh ok. Well, why were you going to say double or triple it?

The only thing is I don't want them to be like "ummmm $2000 you are crazy!". I want a reasonable price that is worth my time, but not too high.

Value based pricing - show them the value (if you can do it) and they will pay for it (if they are not broke).

Somebody may have alluded to this already but the best way to add value is to ask the customer a ton of questions that will help you understand their business.

Only once you understand where their money comes from and what they need help with can you properly offer a solution that will add value to them.

If you truly can't add value to their business, move on to the next one....

People arrive at negative mental statements when they look at costs. Shift their focus on the benefits of the investment. What specifically will they be gaining. Monetize that expectation so they can make the mental switch.

SEO, Blogs, Twitter, AutoResponders, Mailing Lists are costs. The results of what happens when these tactics are used to build their business, the money and repeat business it generates, represents the benefits they'll be receiving. Show THAT value and clients see the potential.

Del

Psychology is huge when you're out promoting offline internet consulting. Perceived value is a must and you have to know how to effectively shift a natural skeptic to believing you are truly there to help them make more money.

THE FIRST STEP to this is to actually want to help them - this is a must. If you sit down and think about things that will really make them money, then you will really make them money.

If you can't sit down and think about some of these things, don't know the business much, or are just having a mental block... then start asking questions. You want them talking a lot. Get them to the point where they're comfortable enough to talk about which products, services, dishes, lines, etc. bring in the most profit when everythings factored in (shipping costs, food prep costs, labor costs, margins, blah blah). Get a little personal. Notice pictures of kids, identify hobbies, decor, etc.

Another good way to get them comfortable enough to talk about these things is to ask questions about their business. Remember, these people are business owners and 99% of them love the fact that they're business owners. Ride on that, and ask them how they got started. Passed down? Joint ventured with a partner/best friend/family member? Why are they in the business they're in, what got them started. Have them subconsciously touch on pleasant memories.

And REALLY take an interest in these things. Do this, and 90% of the time you will both be perfectly comfortable with talking to one another and you'll be on your way to a big fat check because you're helping them make bigger, fatter checks.

Kindly,
John Dennis

i agree with the value-based approach.
i also like success-based, IF i am in any way uncertain about the outcomes - because once i take their money, i want my predictions (regarding the benefits they'll get) to come true, if i can possibly achieve it.

here's a specific deal we did recently to help a customer in our offline business...

background:
1) they engaged our services in 2007/2008 to help speed up their manufacturing operation - that was sucecssful so we had some credibility.
2) the recent downturn in the local construction industry caused a significant drop in their turnover - so they asked if we could help with that, like we had helped in the factory.
3) we said "well... what about internet marketing?" they said "not really appropriate, all our work is custom-built and we have to do measures, quotes, meet the customer in person... etc etc".
4) we said "okay - we'll risk 2 days of our time and $200 of our money in AdWords to prove we can (or can't) flush out relevant leads - if it works, let's do business - but only if you'd spend $1 to make $3... or $1,000 to make $3,000... or $10,000 to make $30,000... ok?" they said "sure, go for it!" That was in September 2008.
5) we spent 2 days and maybe $50 to set up a landing page and an AdWords campaign and started emailing them 2 leads a week generated from a simple "contact us" form. after 7 weeks and about 15 leads (not counting a few tyre-kickers) we said "that's it for now - we're turning it off because it's costing us to keep advertising... let us know if you'd like it turned on again." (Actual cost was about $4 per day - $0.10 x about 40 clicks/day, 1 lead every few days.) By then it was late November 2008.
6) Three months later (early March 2009) we got the call: "How much to ramp that internet marketing up? we've sold 3 jobs totalling over $3,000 from that last batch of leads and we want more... 10-15 leads a week would be good!!"
7) "No problemo - call it $12,000 and to reduce your risk we'll do it like this:
* 20% now, in advance
* the rest paid from the gross margin (markup) you generate from the leads
* we'll take all the risk (after the first $20%) and we'll pay for all the Ads, shopping cart, hosting etc etc until it's working at the rate you want, then you can take over or pay us to run it"

here the email i sent him:


























he thought about it for a few days and then approved the project.

that was last week, we processed the deposit last thursday and we'll get started on monday.

Hope that helps.
James

Update: P.S. i should have been clear that all those $$ in my post are NZD. Multiply by 0.6 for USD - so the NZ$12k is about US$7k.
P.P.S. the "no gst it's an export" refers to the fact that this particular customer is not in New Zealand, so our Goods and Services Tax does not apply, as the output of the services is being "exported".

i agree with bayo & spires - make sure you can deliver.

in the example i gave i did not intend to make it sound like it's "easy money" - we are now committed to do "whatever it takes" to make the client happy - we might have a great hourly rate when it's all over... but we might end up doing a lot of work and have to pull out before the goals are achieved.

if it truly died (unlikely given the "free trial" we gave him but anything can happen in business) then i would refund even the deposit, as having integrity and being honest in what you are willing to promise, and deliver, is more important than getting paid every day.

so... be sure.

The thing is, the farther you are from "selling a package", the better you'll do.

Ask questions about:

• Their sales process
• How they currently get new customers
• Their business plan -- especially their Mission Statement
• Their most profitable merchandise/services
• Any underused capacity that can be scaled up, e.g. accessories that can just be taken to the cashier and purchased without a lot of "salesmanship".
• What causes the most aggravation -- don't promote that which will cause more trouble than revenue!

This is also a great way to demonstrate your own value. You're not "selling", you're consulting.

As others have said, you need to look at what benefit you are offering the business owner, and judge your costs in terms of that. If you can bring in an extra (say) $50,000 every year, then charging him $500 per month isn't out of the question.

There was a discussion about this in another thread, and I posted a Word doc with a sample calculation I use to show offline business owners how much the autoresponder idea can bring in for them. Read http://www.warriorforum.com/main-int...tml#post548879 for more details. I'll attach the Word doc here again for you.

I use this calculation with all my offline prospects, and this is the one thing that impresses them. When they can see a reasonable estimate of the amount they can make, and compare it to the (relatively) modest sum I'm charging, they can't really say no.

Hope this helps.

Hi, Teenmoney,

You sound like you have still got one foot in the real world.

Will you really go out and speak to business people?
Can you learn a very, very simple script to use - and use it?
Would you like to be able to visit an off line prospect and guarantee to cut his costs?
Would you like to be able to show him where he will probably find new customers?
Would you be happy to know that the money you save your prospect today can pay for the services(?) you want to offer him later?

'Yes' five times? PM me. Let's talk.