How would you approach a client?

16 replies
Hello everyone,

I am new to this forum, and this is probably my first post.
I am a marketing professional with a lot of history, and a good knowledge of internet marketing. I have relocated recently in London from Greece and since August I am learning everything I can get my hands on marketing offline businesses.
My major problem is how to approach a client.
There are a lot of ways, but the quickest in my opinion is to cold call face to face. Appear without appointment and book one, for that moment or for later. I haven't done it yet, because I am trying to figure out a way to say when I come in their office, what to give them (report), etc.

I have heard almost any approach, and I have tried a few:
Approached local associations and offer to speak - done that, I was turned down by all 50 of them.
Send e-mails - that doesn't work definately

Is there anyone who can list a few ideas or has done some effective approach to businesses? Please note that what you might know in U.S. may not work in United Kingdom. I am actually interested in the procedure of things.

Thank you and I await your comments.
If anyone from London, please let me know, perhaps we can do a seminar together somehow.
#approach #client
  • Profile picture of the author Scott Voss
    Well, I would love to give you some ideas but everything I know is tried, tested and proven in the U.S.

    Maybe GuerillaIM can jump in here or one of the other UK offliners and give you some tips.

    But before you discount methods you have already tried, you may want to consider it wasn't the technique but could be the delivery.

    I have had positive experiences approaching local associations and sending emails. While there are cultural differences between the U.S. and U.K, I find it difficult to believe that it would be so dramatic that these would not work at all over there.

    Good luck

    Scott
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    • Profile picture of the author edc3076
      I have not been doing it for to long but I offer them sms services first, then upsell them later. I am ana sms reseller but my codes are only good for the us or else I could set you up. Try adding sms to your arsenal then you can upsell them later
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    • Profile picture of the author savashatz
      Originally Posted by Scott Voss View Post

      Well, I would love to give you some ideas but everything I know is tried, tested and proven in the U.S.

      Maybe GuerillaIM can jump in here or one of the other UK offliners and give you some tips.

      But before you discount methods you have already tried, you may want to consider it wasn't the technique but could be the delivery.

      I have had positive experiences approaching local associations and sending emails. While there are cultural differences between the U.S. and U.K, I find it difficult to believe that it would be so dramatic that these would not work at all over there.

      Good luck

      Scott
      It maybe the delivery, perhaps you are right - I was discussing this with Andrew Cavanagh and he also suggested the same. I am a little bit skeptical now about this.

      Let me write below what I said to the associations I called with the intention of organising a workshop, word for word, on the phone (and maybe here is the mistake, I probably had to visit in person), and perhaps others can get or give ideas too (By the way all this happened yesterday):

      Association of (whatever), can I help?
      Me: Goodmorning, can I ask you a quick question please?
      Her: Yes?
      Me: Hi my name is Savas, and I work for an internet marketing company called (name). Would it be possible to speak to someone from the marketing department please?
      Her: Yes, what's about?
      Me: We are interested in offering our services to your members and I was wondering if I could speak to a person from marketing regarding this.
      Her: Sure one moment I will put you through.
      Him: Hello how can I help?
      Me: Goodmorning, my name is Savas and I work for (name), we are an internet marketing firm, and we work with local business owners doing their online marketing. The reason I called you is to find out how we can offer our services to your members. We primarily thinking of organising a workshop with you, offering it to your members, a Google Big Secrets as a theme, that will basically teaches your members how to self promote their web site at no cost.
      If you are interested, let me tell you at this point that it will be no sales pitching at the seminar and we can price it and donate all profits to your oganisation.

      Him: I am sorry but we are not interested at this point, thank you.
      (Or another association: I am sorry, but we already do seminars (ok, understandable)
      and another one : sorry we do not do works shops.

      Now, all I could do there was thank them for their time and hang up.

      I would love to hear your thoughts about the above script - I am sure that there are thousands ways to improve it, however I think the forum is an excellent way of learning new stuff, so if anyone can improve it and post the improve version we can all use it.
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  • Profile picture of the author tryinhere
    so many holes in that script if it was a bucket of water it would drain quicker than the tap filling it.

    the whole tone of the talk puts you on a lower lever

    i was wondering if ?
    if you are interested ?

    see if you can find a sales person who knows how to spin the bottle to shirt tale and learn from them but it looks like you can be more of a leader who knows where they are going than a submissive type approach, it's nearly like if they say boo you would jump.

    get some more confidence in your direction and where your going / 50 knock backs from 50 businesses tells it really you need to toughen up a little with some solid energy.
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    • Profile picture of the author savashatz
      Originally Posted by tryinhere View Post

      so many holes in that script if it was a bucket of water it would drain quicker than the tap filling it.

      the whole tone of the talk puts you on a lower lever

      i was wondering if ?
      if you are interested ?

      see if you can find a sales person who knows how to spin the bottle to shirt tale and learn from them but it looks like you can be more of a leader who knows where they are going than a submissive type approach, it's nearly like if they say boo you would jump.

      get some more confidence in your direction and where your going / 50 knock backs from 50 businesses tells it really you need to toughen up a little with some solid energy.
      Wow, that rocks the boat.
      I appreciate your advice, and your response really gave me a shock, as I did not think about that way before - I thought about being polite, not submissive.
      Ok, how would you say that?
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      • Profile picture of the author tryinhere
        Originally Posted by savashatz View Post

        Wow, that rocks the boat.
        I appreciate your advice, and your response really gave me a shock, as I did not think about that way before - I thought about being polite, not submissive.
        Ok, how would you say that?
        well buddy the first thing is i would never use the words "if you are interested" for example, this sounds weak and allows a person to say no / you already asking for the answer and once the no comes you find it hard to dig out / so avoid asking no questions, so have a go at re writing your script with that in mind as a starter.

        i am off for drive in the bush for a day or so, so we will see what others offer up / may dig in later but i am sure many can and will help you here.
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        • Profile picture of the author savashatz
          Originally Posted by tryinhere View Post

          well buddy the first thing is i would never use the words "if you are interested" for example, this sounds weak and allows a person to say no / you already asking for the answer and once the no comes you find it hard to dig out / so avoid asking no questions, so have a go at re writing your script with that in mind as a starter.

          i am off for drive in the bush for a day or so, so we will see what others offer up / may dig in later but i am sure many can and will help you here.
          Thanks Pete for your advice, I will re -write this with that in mind, and I hope that other will jump in and assist.
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    • Profile picture of the author UcFrog
      Banned
      [DELETED]
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  • Profile picture of the author savashatz
    BTW the "I was wondering if" part I got it from the "Guerilla Selling" Book from Jay Conrand Levinson, and I am using it every time - the complete phrase of course is "I was wondering if you could help me". Its not totally different from the "I was wondering if I could speak to".
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    • Profile picture of the author mr2monster
      Originally Posted by savashatz View Post

      BTW the "I was wondering if" part I got it from the "Guerilla Selling" Book from Jay Conrand Levinson, and I am using it every time - the complete phrase of course is "I was wondering if you could help me". Its not totally different from the "I was wondering if I could speak to".

      The difference between

      "I was wondering if I could speak to".

      and

      "I was wondering if you could help me".

      is huge.

      The word that makes "I wonder if you could help me..." work, is the word help.

      You're recruiting someone to "your team" when you ask them for help.. if you're asking them a simple question like, "I was wondering if I could speak to blah blah" .. it's simple for them to disassociate themselves with the task and say no.

      But no one wants to be the jerk that can't "help" someone else.

      That one little word is what makes the whole sentence work.


      A better approach would be to come in and talk to your gate keeper and say something along the lines of:

      Hi, I'm so-n-so and I've been trying to set an appointment with [business owners name, do your research and know this]. I was wondering if you might be able to help me with that?



      Another effective technique is to use the question "is that fair?" in your sales presentation.

      Even if someone doesn't want to say yes.... it's really hard to say that something isn't "fair"..

      So, for a close, maybe something like:

      Look, I understand you're busy, but this is something you truly need to be a part of. All I need is 5 minutes of your time to show you the basic concept, and I'll be out of your hair not one second longer than that... Is that fair? (of course it's "fair"... they may not want anything to do with you... but it's still "fair")

      You'll get people that say no, but a higher percentage will say yes simply based on that one little word... "fair"..

      Then...

      Great! What's better for you, mornings or afternoons?

      Them: Afternoons

      Ok, great! Does Tuesday work better, or Thursday?

      Them: Thursday.

      Awesome, shall we say Thursday at 3:00 or 4:00?

      Them: 4 works best

      Sounds good, I'll see you Thursday at 4:00 PM. Thanks.


      No yes or no questions during the build up, only on the close (as long as you lead them to "yes")... No open decisions like "when works best for you?", they will always have to consult their calendar and you'll lose the appointment.... you give them choices between 2 things and it never occurs to them that "no" is a choice, because you didn't give them that choice.


      Just some thoughts.
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      • Profile picture of the author savashatz
        Originally Posted by mr2monster View Post

        The difference between

        "I was wondering if I could speak to".

        and

        "I was wondering if you could help me".

        is huge.

        The word that makes "I wonder if you could help me..." work, is the word help.

        You're recruiting someone to "your team" when you ask them for help.. if you're asking them a simple question like, "I was wondering if I could speak to blah blah" .. it's simple for them to disassociate themselves with the task and say no.

        But no one wants to be the jerk that can't "help" someone else.

        That one little word is what makes the whole sentence work.


        A better approach would be to come in and talk to your gate keeper and say something along the lines of:

        Hi, I'm so-n-so and I've been trying to set an appointment with [business owners name, do your research and know this]. I was wondering if you might be able to help me with that?



        Another effective technique is to use the question "is that fair?" in your sales presentation.

        Even if someone doesn't want to say yes.... it's really hard to say that something isn't "fair"..

        So, for a close, maybe something like:

        Look, I understand you're busy, but this is something you truly need to be a part of. All I need is 5 minutes of your time to show you the basic concept, and I'll be out of your hair not one second longer than that... Is that fair? (of course it's "fair"... they may not want anything to do with you... but it's still "fair")

        You'll get people that say no, but a higher percentage will say yes simply based on that one little word... "fair"..

        Then...

        Great! What's better for you, mornings or afternoons?

        Them: Afternoons

        Ok, great! Does Tuesday work better, or Thursday?

        Them: Thursday.

        Awesome, shall we say Thursday at 3:00 or 4:00?

        Them: 4 works best

        Sounds good, I'll see you Thursday at 4:00 PM. Thanks.


        No yes or no questions during the build up, only on the close (as long as you lead them to "yes")... No open decisions like "when works best for you?", they will always have to consult their calendar and you'll lose the appointment.... you give them choices between 2 things and it never occurs to them that "no" is a choice, because you didn't give them that choice.


        Just some thoughts.
        Its seesm to me that I have a lot to learn in the way! This is exactly what I needed, a few constructive thoughs and an explanation.
        This is perfect, I will use this example to my next visit and I will post here the results! Thank you for your help!
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  • Profile picture of the author Denise Oyston
    First Things first is be clear what you are offering?Is it seo, linkbuilding etc.

    Then make sure you have a good looking website that is indexed and on Google page 1 for a keyword ( Hint: make your domain the keyword ie seo consultant leeds.com)

    Have some offers on your site.With a paypal button so they can see the cost.

    Get your self some business cards.Offer a free download on the back ie To find out how to do X or the 14 marketing strategies that work etc visit www.mysite.com/offer

    Next go to some networking events and just connect with people.

    This is your best first start.

    Cheers

    Denise
    PS WE got our first 4 clients doing this and it has gone from there.
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  • Profile picture of the author rockyk
    You've got to really show them what's in it for them. What will their members get out of it?

    It sounds too much like you are just pitching your services. Trying to get your foot in the door and make some money off the members. Your doing nothing to differentiate yourself. You need to alter your approach and make them an irresistible offer providing THE GROUP with VALUE.

    You could also give the contact something of yours to take a look at. This could be a website, a video, an example presentation of yours, a social media account. Just make sure it looks professional and really helps sell you as an expert.
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    If you always put limit on everything you do, physical or anything else. It will spread into your work and into your life. There are no limits. There are only plateaus, and you must not stay there, you must go beyond them. - Bruce Lee

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  • Profile picture of the author dsprank
    i would drop "Google's Big Secret" as your theme. Instead make it a benefit for the businesses. Something like a Internet Lead Generation workshop. Your title makes it sound to vague and because of that they have no reason to have any interest in what you are trying to promote.

    I agree with some of the others here. You need to toughen your script up a bit. There is no urgency in it whatsoever, and it makes you sound unsure of yourself. These associations are paid by the members and will not present them with a unsure speaker. Based on the script that you have given, I imagine that you are pitching it weak also. Present some confidence in both your voice inflection and wording, and you should be able to do much better.
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    • Profile picture of the author savashatz
      Hello to everyone,

      I would like to thank you all for your comments - you gave me a lot of things to think about.

      I think you are right, it does sound weak, and for the confidence part, I probably have to work on that.
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  • Profile picture of the author russells
    I approach potential clients by simply asking,

    "What are you doing right now to make more sales/leads on the internet?"

    I wait for a response and then talk about the benefits of Google, Facebook and Twitter.

    If they business owner seems interested I ask if he/she is interested in a free consultation that shows them how to make more sales/leads from the internet.

    I then pitch my services at the end.

    I hope that sort of makes sense.

    Always give something away to get your foot in the door.

    ~Russ
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