I keep coming up against people with their head in the sand.
These people tell me that they need more business and they are currently getting zero enquiries from their website.
So I say to them I will use my skills to get a site to top of google for <service> <area>, I won't take any money upfront, I will just take money by referred business. There is no risk on their part, I will just provide them extra business and they will pay me a refferral fee.
IT IS LIKE I AM SPEAKING A FOREIGN LANGUAGE!!!
"Do you want extra customers and more business?"
"Is your current advertising working very well?"
"Would you like to get more business from the internet with no upfront development or marketing fees?"
"Urrrghhh... mungo no undestand!!"
I am not new to sales and I explain the whole process. "Joe Bloggs wants a <service>, so he goes to google and types <keyword>. If we are there at #1 then we will get all the business. Usually that is very expensive to achieve but I am happy to work purely on performance and on refferred custom" Derrrr.
I can't get at an objection other than they are too f-ing stupid to understand what I am talking about. It seems to me a high percentage of business owners have never used a computer in the life, not even to get onto google. It's like strange magic they do not want to dabble in.
I am struggling getting on their wavelength, and to be honest after going round in circles a few times I start to lose my patience.
The thing is, I know Mungo is my ideal client. He will take the business, love the extra money and not be interested in how it works or finding someone else who can do it cheaper.
Any ideas on how to crack this particular customer type with zero tech knowledge or marketing savvy (i.e. the people who really need my help)?