First off, we offer "done for you marketing services" to retail (brick & mortar) store owners. These services are provided on a month by month basis.
These "done for you" services can involve (depending on the needs of the client) offline marketing plan creation and execution, copywriting, ad design, implantation of a customer loyalty program and referral program. Online services we provide are your standard PPC account set-up & management, reputation management, email newsletter set up and distribution and various other online marketing services.
Here's our present sales funnel:
Step 1- Cold call prospects and ask them if they would like a free report that would help them greatly improve sales and profits.
Step 2- We send out the report to those that agree. The report is 12 pages and focuses on the "Jay Abraham 3-Ways to Grow a Business" angle. The package includes a intro letter, some background on myself and some testimonials. All in a nice presentation folder. It's a well thought out package. At the end of the free report I clearly state the next step in the process would be a 1/2 hour free consultation with me. My gut feeling is that many do not actually read the 12 page report... which is fine. From my perspective it's only there to give credibility.
Step 3- Is a follow up phone call asking them if they received the report and if they had questions. We also start probing them a little to see if they have a marketing problem that they could use some help with.
From that point onward we call every couple of weeks and send direct mail pieces inquiring on when we could schedule a free 30 minute consultation.
We've been doing "OK" with this funnel but it hasn't knocked socks off.
Some will put off the free consult using the excuse that they haven't read the free report (yet).
Some give us the "not interested" answer.
Some agree with the 30-minute consult.
But most seem to sway in the breeze, not willing (yet) to commit to the 30 minute consult.
My thought was (borrowing from another thread) to offer them a "Brief 5 minute talk" first. And then pitch the 30 minute consult at the end of the 5 minute thing.