88 replies
Hey Offliners,

I just thought I'd share a niche with you that you can start marketing to right now.

House painters.

On average, a painter will charge $2,000+ per house they paint.

That means they'd readily pay $1,500+ to have a website done for them that regularly generates leads that convert - which means you've got some work to do.

Now go find some painters and start making calls.
#goldmine #offline
  • Profile picture of the author jsherloc
    I do not have any painters as clients, but I am currently going after a few. For this specific niche, I have noticed that in my area the search numbers all across the board are extremely low for these terms. Of course, we all know that this stuff is searched for regardless. But, I am also wondering about who all they get their referals from, home builders, re agents, etc?

    Could setup a nice offline/online traffic stream coming to their newly designed site just from other related industries too, as I'm not sure 100% organic is going to produce enough worthwhile leads in this niche in smaller areas.

    But yea, awesome suggestion for at the very least people that could use a quality web site (and can pay you fairly), and then look into some lead sources and things for some other SEO work...

    - Jim
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  • Profile picture of the author Chad Heffelfinger
    Yeah, you can justifiably charge more to the businesses with the higher customer value for leads than you can to those whose customers bring in little revenue. One thing with painters you have to watch out for is it can be somewhat seasonal, but that also means if you can get them more customers in their off season they would be even happier.
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  • Profile picture of the author Amir Luis
    A lot of painters that I have cold called... just like any contractor or in home service provider says the same thing....


    "We get our business from referral, we don't do any marketing."

    My jaw has dropped almost everytime I have heard these words.
    But... There is a way around that....

    Any ideas?
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    • Profile picture of the author Riz
      Target the ones that are already marketing. Are they advertising in the local paper? The coupon book? Are they sending leaflets? Are they using ppc? etc etc.

      If they are spending money on advertising right now then they are actively looking to grow their customer base.

      By targetting these prospects you will avoid wasting time with the contractors who have enough business coming their way and don't need or want any marketing.

      There are many contractors who don't want to market. A recent example is a builder building an extension for our neighbour. After this job they are fully booked out until this time next year. By this time next year they are likely to be booked out for the following year.

      However.....

      For just as many who do not want to market themselve there are just as many, if not more who do want to market themselves. You just need to put yourself in front of the correct target

      Hope that helps.

      Riz

      Originally Posted by Amir Luis View Post

      A lot of painters that I have cold called... just like any contractor or in home service provider says the same thing....


      "We get our business from referral, we don't do any marketing."

      My jaw has dropped almost everytime I have heard these words.
      But... There is a way around that....

      Any ideas?
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    • Profile picture of the author Steve Solem
      Originally Posted by Amir Luis View Post

      A lot of painters that I have cold called... just like any contractor or in home service provider says the same thing....

      "We get our business from referral, we don't do any marketing."

      My jaw has dropped almost everytime I have heard these words.
      But... There is a way around that....

      Any ideas?
      Interesting - I wonder how many of them actually have a formal referral system in place versus just counting on random "word of mouth" referrals?
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    • Profile picture of the author Randy Miller
      Originally Posted by Amir Luis View Post

      A lot of painters that I have cold called... just like any contractor or in home service provider says the same thing....


      "We get our business from referral, we don't do any marketing."

      My jaw has dropped almost everytime I have heard these words.
      But... There is a way around that....

      Any ideas?
      Hello Amir,

      In similar situations my response has been, "Wonderful, I prefer to help businesses that rely on referrals. But let me ask you this. When a referral calls you, do you find out if they checked you out on Google local before they called? Do you ask if they tried to find your website? As I'm sure you know, both are important for credibility.

      Mr. Painter, how may referrals are you losing because they can't find you in local search or can't find your website? If there is a chance that you've lost even one referral because you couldn't be found, than you need my help as soon as possible.

      I'll be happy to show you how to turn more of your referrals into paying customers, When can we meet up to discuss it"?

      Good luck,

      Randy
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    • Profile picture of the author garyfromdurham
      Originally Posted by Amir Luis View Post

      A lot of painters that I have cold called... just like any contractor or in home service provider says the same thing....


      "We get our business from referral, we don't do any marketing."

      My jaw has dropped almost everytime I have heard these words.
      But... There is a way around that....

      Any ideas?
      Yep.....show them all of the other painters in your area (ie: their competitors!!!) online AND show them how many people are searching for their services and BANG....you have them.

      It works every time.

      Some people seem to bask in their ignorance of what their competitors are doing but once you present them with proof and place it right before their eyes it is harder to ignore.

      Go through your local paper and contact all of the painters who advertise in there. There are over 25 in my local paper this week in the classified area.

      If they are using that same excuse then they are just trying to put you off.....why else would they be advertising.

      Regards

      Gary
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    • Profile picture of the author Thomas Michal
      Originally Posted by Amir Luis View Post

      A lot of painters that I have cold called... just like any contractor or in home service provider says the same thing....


      "We get our business from referral, we don't do any marketing."

      My jaw has dropped almost everytime I have heard these words.
      But... There is a way around that....

      Any ideas?
      Hence the reason so many painters aren't working right now and they blame it on the economy
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    • Profile picture of the author mike106
      Painters can be an "odd bird" for a market. In my experience Painters, for the most part, have low motivation and just take jobs as they come.
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  • Profile picture of the author Amir Luis
    Next to none I am sure....


    Most contractors I know are pretty technical in nature.

    If anyone has read the Emyth you know there are three key roles to be played by the self employed.

    The Entrepreneur
    The Manager
    The Technician

    Most contractors and in home service providers are the Technician trying to wear the other two hats.

    I was one of them at one point in my life. So I speak from experience.
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    • Profile picture of the author Chris Ramsey
      Originally Posted by Amir Luis View Post

      Next to none I am sure....


      Most contractors I know are pretty technical in nature.

      If anyone has read the Emyth you know there are three key roles to be played by the self employed.

      The Entrepreneur
      The Manager
      The Technician

      Most contractors and in home service providers are the Technician trying to wear the other two hats.

      I was one of them at one point in my life. So I speak from experience.
      I had to read the E-Myth when I started my last J.O.B. Completely changed the way I looked at business. I'm so glad that was required reading for the job.

      You guys are dead on here... Go after people that are already marketing.

      Don't look at ads and say, "I can't do stuff for these guys... they've already got a marketing team" because it's 90% certain that they DON'T have a team. Some yellow pages guy called them up and sold them on a $2,000 a month "solution" to their advertising problems. And it likely has brought them in 2 clients in the past 5 years...

      See what I'm getting at here?
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  • Profile picture of the author Amir Luis
    This is so true Chris...

    I had a service company and was a contractor.

    The Yellow Pages marketing that I did brought me maybe... and I do mean Maybe, a handful of phone calls and they were all price shoppers.

    They were just looking for the best price. Even though my USP was more in the lines of "Satisfaction Guaranteed or you don't pay!"

    Phone book users suck.... they were always the worst clients and not very loyal.

    My website on the other hand, combined with SEO and some other marketing principles grew my business 50% annually even though I only had a 1line listing in the phonebook.


    Most offliners should beware.... Dex... Yellow Boook... and the others (all of the yellow pages) are doing nothing but SEO and 360marketing now. A friend of mine is a sales manager for Big Bird... (the big yellow).

    They do SEO and PPC management at ridiculous prices....
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  • Profile picture of the author John Durham
    Originally Posted by Amir Luis View Post

    Phone book users suck....
    Lol. Rock on dude...
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  • Profile picture of the author hermanreid
    Thanks for sharing this information, and i am glad to read this article,
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  • Profile picture of the author Chris Dolan
    Another great niche is Financial Advisors, Accountants, Business Consultants - why, cause you can do work for the client for free, to get an introduction to his clients.
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    • Profile picture of the author redcell1
      Originally Posted by Chris Egan View Post

      Another great niche is Financial Advisors, Accountants, Business Consultants - why, cause you can do work for the client for free, to get an introduction to his clients.
      Never thought of that, I would do it at a discount not for free though. Maybe partner up with the advisor,account and do a workshop with a free report of some sort to entice peope to come ?
      Signature

      Just here to see the shenanigans.

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  • Profile picture of the author LazyViking
    They're great clients, but you know what? You should be hiring yourself an accountant and financial advisor anyways, if you're doing well. It's much easier to convince them to promote you when you have a preexisting business relationship.
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  • Profile picture of the author Amir Luis
    Basically what your saying... everyone you come into contact with is a potential client....

    Right?

    Right.
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  • Profile picture of the author Amir Luis
    Absolutely Gary....


    A lot of us forget the age old truth.... Buyers are liars....

    People always have a stigma against sales people as being shady and habitual liars. I respectfully disagree. There are a few bad apples out there. But really, as a sales professional our job is to educate and inform. Properly armed with the facts, there is no reason to lie. Every now and again, we have to create urgency with a little one here or there.... "Buy this WSO now or the price will raise after I have sold 50 copies."

    But in all actuality... the ones doing the lying are the Customers / Clients.

    They give you every reason under the sun why they don't need what you have. Whatever it is. When they really actually do need it. They just have their defenses up so high that they lie to us and tell us they don't. Here we are offering them something that will benefit them, make them more money, and at a fair price - yet we are looked on as liars.

    Weird isn't it?

    I just don't get it....
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  • Profile picture of the author georgelaurelle
    I hate cold calling smaller businesses - the nonsense they spout!
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    • Profile picture of the author a2zwebs
      Originally Posted by georgelaurelle View Post

      I hate cold calling smaller businesses - the nonsense they spout!
      I don't know if you've heard of Frank Rambauskus (SP?) but I bought a book of his years ago (having been in sales amost 14 years myself) called "Cold Calling Is A Waste Of Time" Sales Success in the Information Age.

      Just learning the psychology behind why success rates are so low with cold calling helps you realize that It can be about as fun as pounding your head into a brick wall. Sure, you could possibly move a couple bricks over time, but it hurts and there are better tools.
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      • Profile picture of the author Rus Sells
        Really, cold calling is a waste of time?

        I have to disagree with his perspective that cold calling is a waste of time.

        It has much more to do with the mentality of the person making the call then anything else.

        All the social dynamics stuff boils down to one simple, plain truth.

        You are either weak or strong, and which ever you are will determine how you position yourself in front of your prospect.

        If your weak you appear to be the doing the chasing or perusing.

        If your strong, it makes others chase you. That is what a closer is and that is why a closer can cold call and kick the crap out of a salesmen.

        The word salesmen and closer are not synonymous.

        Anyways, I'm sorry for kinda ranting there but closing is my passion so I had to jump on it the moment i saw it.

        Originally Posted by a2zwebs View Post

        I don't know if you've heard of Frank Rambauskus (SP?) but I bought a book of his years ago (having been in sales amost 14 years myself) called "Cold Calling Is A Waste Of Time" Sales Success in the Information Age.

        Just learning the psychology behind why success rates are so low with cold calling helps you realize that It can be about as fun as pounding your head into a brick wall. Sure, you could possibly move a couple bricks over time, but it hurts and there are better tools.
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        • Profile picture of the author Bronwyn and Keith
          Hi Warriors

          Rus is "right on the money" here - you are either good at closing or not. Positioning is the key in cold calling and any other form of sales.

          Get your head right and go out and close sales "til the cows come home".

          Regards

          Bronwyn and Keith
          Originally Posted by Rus Sells View Post

          Really, cold calling is a waste of time?

          I have to disagree with his perspective that cold calling is a waste of time.

          It has much more to do with the mentality of the person making the call then anything else.

          All the social dynamics stuff boils down to one simple, plain truth.

          You are either weak or strong, and which ever you are will determine how you position yourself in front of your prospect.

          If your weak you appear to be the doing the chasing or perusing.

          If your strong, it makes others chase you. That is what a closer is and that is why a closer can cold call and kick the crap out of a salesmen.

          The word salesmen and closer are not synonymous.

          Anyways, I'm sorry for kinda ranting there but closing is my passion so I had to jump on it the moment i saw it.
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      • Profile picture of the author tryinhere
        Originally Posted by a2zwebs View Post

        Just learning the psychology behind why success rates are so low with cold calling helps you realize that It can be about as fun as pounding your head into a brick wall.
        I have to agree with Russ, success rates for those who do not know the trade is vastly different from those who do / i would hazard a way higher close than any knock back when cold calling any day of the week.

        A good operator wont even go out the door if his bag of tricks is not paced properly and may be where most fall down and say it does not work, as they are guppies and just take any product and service and go out and try and cold sell it, that will not work, a pro will sit back and select his / her product, know the market and the people before he / she walks out of the door, and when that happens people look at them like they are a guru sales person.

        Pick your product, place and time / know your market your people / customers / turn everything inside out before stepping out, then try cold calling and you will hit home runs all day.

        That said would i bother with cold calling these days ? probably in a very limited way if at all, as yes there are probably other methods available now with tech that could be used and it would depend on what outcome was needed, to many ways these days to skin a cat.
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        • Profile picture of the author Bronwyn and Keith
          Hi Pete

          A valuable addition to Rus's comments.

          Thanks

          Bronwyn and Keith
          Originally Posted by tryinhere View Post

          I have to agree with Russ, success rates for those who do not know the trade is vastly different from those who do / i would hazard a way higher close than any knock back when cold calling any day of the week.

          A good operator wont even go out the door if his bag of tricks is not paced properly and may be where most fall down and say it does not work, as they are guppies and just take any product and service and go out and try and cold sell it, that will not work, a pro will sit back and select his / her product, know the market and the people before he / she walks out of the door, and when that happens people look at them like they are a guru sales person.

          Pick your product, place and time / know your market your people / customers / turn everything inside out before stepping out, then try cold calling and you will hit home runs all day.

          That said would i bother with cold calling these days ? probably in a very limited way if at all, as yes there are probably other methods available now with tech that could be used and it would depend on what outcome was needed, to many ways these days to skin a cat.
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  • Profile picture of the author Amir Luis
    Every person I know that is successful... Every single one.

    Has the ability to do what they hate to do.

    That is what separates the men from the boys.

    In all honesty... I really don't care for cold calling... But I will damned if it doesn't work. When the chips are down... I have a bills due and no money coming in.... I can pick up the phone and go get that money. I'm not even really a good telemarketer. I fumbled my way through a lot of it. Then I got conditioned to be able to make calls with ease...

    The first few times were like losing my virginity. All awkward, full of fear, and... I was all alone...

    Thank God for the forum I have posted in my signature.

    Those guys held my hand and walked with me until I made some money. I had $0. And some bills due... It was taking WAYYYY too much time to get a list ready using Google... Newspaper ads... and all the other BS you here put out on these forums that someone read somewhere and preach it as gold.

    I sold my Blackberry on Craigslist. I got a list and a cost effective autodialer... and went at it. Starting with nothing and having my back against the wall with no job and no forseeable income.

    Within 21/2 days I made $1600.

    I wonder how much the people made that were clipping ads and circling it,saying they could help, then wasting money on stationary envelopes and stamps in those two and 1/2 days?

    Even when I thought this wasn't working... when my mind was telling me to give it up. I kept pushing forward no matter what. Today.... Black Friday.... I took the day off. I got a call from a guy that I contacted over a month ago. He ended up giving me $500 today and agrees to the $230 per month I am charging his credit card. $100 of that goes to the guy that is actually doing the work. All I did was make some calls a month ago.

    Is it always that easy? Nope.

    But.... If you keep cold calling even when you don't need to... You will fill your sales funnel. Then out of the blue someone will shoot you an extra $500 while your sitting on your couch.

    True story
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    • Profile picture of the author Randy Miller
      Originally Posted by Amir Luis View Post

      Every person I know that is successful... Every single one.

      Has the ability to do what they hate to do.

      That is what separates the men from the boys.

      In all honesty... I really don't care for cold calling... But I will damned if it doesn't work. When the chips are down... I have a bills due and no money coming in.... I can pick up the phone and go get that money. I'm not even really a good telemarketer. I fumbled my way through a lot of it. Then I got conditioned to be able to make calls with ease...

      The first few times were like losing my virginity. All awkward, full of fear, and... I was all alone...

      Thank God for the forum I have posted in my signature.

      Those guys held my hand and walked with me until I made some money. I had $0. And some bills due... It was taking WAYYYY too much time to get a list ready using Google... Newspaper ads... and all the other BS you here put out on these forums that someone read somewhere and preach it as gold.

      I sold my Blackberry on Craigslist. I got a list and a cost effective autodialer... and went at it. Starting with nothing and having my back against the wall with no job and no forseeable income.

      Within 21/2 days I made $1600.

      I wonder how much the people made that were clipping ads and circling it,saying they could help, then wasting money on stationary envelopes and stamps in those two and 1/2 days?

      Even when I thought this wasn't working... when my mind was telling me to give it up. I kept pushing forward no matter what. Today.... Black Friday.... I took the day off. I got a call from a guy that I contacted over a month ago. He ended up giving me $500 today and agrees to the $230 per month I am charging his credit card. $100 of that goes to the guy that is actually doing the work. All I did was make some calls a month ago.

      Is it always that easy? Nope.

      But.... If you keep cold calling even when you don't need to... You will fill your sales funnel. Then out of the blue someone will shoot you an extra $500 while your sitting on your couch.

      True story
      Hey Amir,

      Many thanks for this post. It is a great reminder for me about the importance of taking action. I've printed off your thread and taped it next to my monitor as a reminder that on Monday morning I'm going to begin making calls.

      In the past I've had several j-o-b-s that required me to make a few cold calls and like you have stated, it will produce results. Besides, I've never thought of putting a gun to my head as a result of being rejected from a cold call. I've found the best way to handle a nasty rejection is to step outside, shake it off (literally), then resume dialing.

      I love being my own boss and helping businesses to get ranked in local search is a huge rush! It only makes sense that I get on the phone and let more business owners know that I am available to help them get more customers.

      Randy
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  • Profile picture of the author a2zwebs
    Chris,

    Thanks for posting this. So many methods of conventional advertising have lost viewership and readership over the last couple of years.

    TV
    Radio
    Newspaper
    Mailers

    Even... dare I say E-mail Marketing. Studies have shown that E-mail marketing has a 90% un-open rate.

    Mobile Text Marketing Techniques are showing alot more promise.
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  • Profile picture of the author Amir Luis
    Never heard of him... I am always open to a good read... and new ideas.

    Part of my success's in life have been directly related to the concept of being teachable.

    Is it still in print?

    As mentioned earlier in this thread... I don't expound on opinions or anything I read somewhere. I generally only share my experience. My experience and your experience may be two different things. I am cool with that.

    I love sales though... and I know a lot of companies still use direct cold call sales as their only form of marketing. Why?

    I think it's because it works. I could be wrong... but it's been working for me.
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  • Profile picture of the author Joshyybaxx
    Just chiming in on this, there are many many service providers that you can target locally, I've been doing a little research on it, talking in general conversation with various tradies and it's not too hard to get them on your side... you need to simply get them out of their "I just use referrals and yellow pages" mentality and show them that it can be much more beneficial to step onto the net with your business.

    I'm not saying call up builders and offer SOCM solutions... but offering a simple website, and "working on getting your website ranked on google" without using big terminology works wonders.

    As soon as you mention SEO in technical terms they sort of turn off the idea and shut it down very quickly so I just simply explain to them that search results are definately not a random accident, and things can be done to boost your position.

    Just ring up and ask for a simple chat, ask about their business, ask questions and lead them around to the outcome you want it's easy...don't be pushy a business owner will always open up when given the chance.

    the process is...

    Search google "<state> <niche>" then look to the right for PPC
    Click into a few of those as they are already willing to pay for advertising
    Call and ask to have a chat about their business and how they get clients (you could send an email if you don't like calling - or to break the ice... and follow up with a call a few days later)
    If they don't shut you down you're in... then it's a matter of if you can close or not and nothing can really teach that.

    From there you either close or you don't - either way you move onto the next one and keep rollin'

    -JB
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    =)

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  • Profile picture of the author Rus Sells
    In offering services to brick and mortar businesses "Cold calling" is the way to go right now.

    Why?

    Because every Tom, Dick and Harry is using all the other methods to try and make sales.

    So when you do the same you just blend in with the rest and the perception is that your just trying to make a quick buck.

    But if you walk into the concern and either pitch on the spot or make an appointment to return, it sends a much different message to the business owner.
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  • Profile picture of the author patadeperro
    Guys:

    Are you serious when you say cold calling is the best way to go? Really?, How can you say is a game of positions? Hos can you position yourself when somebody hangs you up?, how can you position yourself when you are calling somebody that you don't even know he/she needs you?

    To close this comment Have you ever seen a Doctor calling your home asking you if you want to have a shot? or if you want an X ray?

    How can you sell PPC or SEO services when you are not bringing clients to yourselves with your own tools?

    Very respectfully.
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    • Profile picture of the author tryinhere
      Originally Posted by patadeperro View Post

      Guys:

      Are you serious when you say cold calling is the best way to go?

      Very respectfully.
      nobody has said it is the be all or end all, it is an option that can be used in some places that works very very well, cold calling is not just about a telephone call ? well not for me it can mean calling in , in person to a business.

      / i will add many people probably do not feel comfortable cold calling, and thats fine, it is just an option for those who can do it.

      The funny thing most of the offline businesses people here are trying to target and as shown in many of the posts, the people who have little to no web exposure or experience, yet they want to rely on web based products to meet and do business with these people ?

      that seems a little odd when you think about it.
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    • Profile picture of the author Rus Sells
      Cold calling is not just telemarketing.

      Cold calling is also showing up without an appointment, or without a referral or a lead in.

      There is no need to bring clients to you via your own tools. Most of the market for these services wouldn't know how to really find your company online anyways, hence whey they need some education and your services.


      Originally Posted by patadeperro View Post

      Guys:

      Are you serious when you say cold calling is the best way to go? Really?, How can you say is a game of positions? Hos can you position yourself when somebody hangs you up?, how can you position yourself when you are calling somebody that you don't even know he/she needs you?

      To close this comment Have you ever seen a Doctor calling your home asking you if you want to have a shot? or if you want an X ray?

      How can you sell PPC or SEO services when you are not bringing clients to yourselves with your own tools?

      Very respectfully.
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    • Profile picture of the author Amir Luis
      There is more than one way to IHOP. You can go the way with all the stop signs and yield signs having a speed limit of about 25, or you can take the main road hitting a couple of yellow lights and a couple of reds. Yet you keep cruising at about 45 hoping for all the green lights. Then there's those that jump on the freeway. Taking the fast track, yet still hitting the occasional red light or yield sign, but you don't get mad when you do because you are almost there, you are making really good time, and you can see how far you have come in so little time.

      How do you usually go?

      Hiding behind your computer screen relying on PPC and SEO is going to give you the residential route. Cold calling, sales collateral in hand, is more of the main drag... and telemarketing is the freeway. Just my experience.

      A lot of the times... if I am calling in my own area, I just set the appointment and go see them face to face. But the good thing is... with telemarketing, I don't have to be confined to my area.

      Just like with any marketing campaign, I would suggest 5 concurrent marketing streams if you want to be successful. If you have 5 ways of people to find you and build your business. If one doesn't pan out. Another one will. Sometimes when I feel a lag in one campaign, I will get a push from another.

      I love marketing... and I love sales.

      Originally Posted by patadeperro View Post

      Guys:

      Are you serious when you say cold calling is the best way to go? Really?, How can you say is a game of positions? Hos can you position yourself when somebody hangs you up?, how can you position yourself when you are calling somebody that you don't even know he/she needs you?

      To close this comment Have you ever seen a Doctor calling your home asking you if you want to have a shot? or if you want an X ray?

      How can you sell PPC or SEO services when you are not bringing clients to yourselves with your own tools?

      Very respectfully.
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  • Profile picture of the author Rus Sells
    In the past I've had several j-o-b-s that required me to make a few cold calls and like you have stated, it will produce results. Besides, I've never thought of putting a gun to my head as a result of being rejected from a cold call. I've found the best way to handle a nasty rejection is to step outside, shake it off (literally), then resume dialing.
    You could call back immediately and when they answer just say, Oh I wanted to see if the person who answered the phone this time was as stupid as the person who answered the first time. LOL
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    • Profile picture of the author Amir Luis
      HA.... That is awesome Russ...

      The other day I got all worked up because I couldn't get past the gate keeper... She kept prying and finally said... just take us off your list....

      My retort.... "FINE... I will take you off the list of successful business's!!!"

      Really that is not my usual stance. Normally.... I don't get bothered when someone is nosey and wants to pry. I click the next call button on my autodialer, with the knowledge that I am that much closer to finding the one.

      I'm not interested in the people that don't want what I have. I establish interest in 10seconds of answering. No interest? Next.

      The ones that want to fight and pull teeth because of thier own fears are not my target demographic. My target demographic are the ones that are open to the idea and have established interest.

      Plain and simple.

      When I try and "sell" the idea... I lose because they aren't who I am looking for. When the right person comes along... I will get them. Until then it is just a numbers game.

      500 cold calls per day at first.... will land you 2-3 new clients if you totally suck at cold calling. Just my experience.

      After you have made 500 cold calls per day for about two weeks.... you can get way more clients than that in 200 cold calls.

      After you have practiced a bunch and learned along the way... you get better. It doesn't matter what you are doing.

      From Football to dating... it just takes practice. Before you know it... your a pro.
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  • Profile picture of the author a2zwebs
    Wow. When I made my comments about Cold Calling, I had no Idea it would bolster this kind of response. Let me make myself perfectly clear. I'm not, by any means saying Cold Calling Never Works. I am just saying that there are other tools that give an immediate advantage.

    Great Resources - Brian Tracy - The Psychology Of Selling, Roger Dawson - The Secrets of Power Persuasion..


    Now, I agree with several of the comments above. If you do your homework, find the best candidates for your product/service and really dig in, you can have success, however as with anything sales is a numbers game.... The more numbers, the bigger the funnel, the more sales. I've been in sales for 14 years and Never had a problem with closing.

    Frank's book is his opinion, and everybody has one

    From my own experiences as an Enterprise Sales Executive over 14 years, I've closed Million Dollar Contracts that I never cold called, as well as contracts that I have cold called. My experience is your odds are much more in your favor if you can use some techniques from some of the masters...

    Like The Conduit Technique.... Why be the one guy trying to "push" your prospect to see how your product or service might be a good fit for them, when you can be someone who acts as an advisor to a prospect already looking for your product/service, but just trying to search for the best one, or best review.

    Either way, its good to see some people chiming in here on something that is a passion for them.

    Rus Sells - I appreciate your comments.
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    • Profile picture of the author patadeperro
      Originally Posted by a2zwebs View Post


      From my own experiences as an Enterprise Sales Executive over 14 years, I've closed Million Dollar Contracts that I never cold called, as well as contracts that I have cold called. My experience is your odds are much more in your favor if you can use some techniques from some of the masters...

      Like The Conduit Technique.... Why be the one guy trying to "push" your prospect to see how your product or service might be a good fit for them, when you can be someone who acts as an advisor to a prospect already looking for your product/service, but just trying to search for the best one, or best review.
      a2zwebs you are talking about a total change in behavior, the kind of techniques you are explaining are very effective, but are very hard to understand for people who are cold calling every day 8 hours per day, most of these folks need to feel "they are doing something to get business" even whatever they are doing is not working.

      @Amir Luis

      When you said: "Hiding behind your computer screen relying on PPC and SEO is going to give you the residential route. Cold calling, sales collateral in hand, is more of the main drag... and telemarketing is the freeway. Just my experience."

      Is not that you are hiding, what you are doing is QUALIFYING your prospects, it is a matter of resources, you ONLY SEE CLIENTS THAT ARE WILLING TO BUY period!!!!.

      I mean if your ideal day is waking up, take the yellow pages and make 8 hours straight of cold colling to people who don't need your services, that was an entire wasted day!!!, to me the "cold calling" attitude and "don't quit, keep hitting the wall with your head until it breaks", that attitude is the classical corporate attitude of indoctrinate the new guys, because as long as they are earning almost minimum wage their time is not important, nevertheless if you are a REAL entrepreneur your time it is SUPER IMPORTANT, so you need to decide between $8/hour activities like cold calling or $250/hour activities like create a sales funnel that attracts and qualify your prospects, either or you will have a reward.

      Very Respectfully Miguel
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  • Profile picture of the author vip-ip
    Here's a little grey hat tip: capture your lead list, call through them once, and pretend to be a client asking for a website. If they have one, cross them off the lead list. If they don't, say something along the lines of "Maaaahh, this is bullcrap, I'm not paying $2k for a paintjob to someone without a website" and hang up. Mark them, and have a partner with a different voice call through the same list again, run the same scenario over again.

    THEN YOU SELL.

    Call in a few days and say "hey, I make web-sites and I manage custom-tailored marketing campaigns for small mom-and-pop shops that help them rake in a ton of leads. It might sound complicated, but I've already worked with some painters, electricians, and plumbers around [your state]. I'm an expert at what I do because I have X years of practice under my belt, and the best part is, I only charge about a quarter of what my competitors out there are asking for. Got a minute to talk?"

    Might I suggest checking out my signature?

    Best Regards,
    vip-ip ...
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    • Profile picture of the author Amir Luis
      Because this is the internet... and pretty much still the wild west... I can see how this would work and bring you lots of business.

      But.....

      I believe in the theory of, "My karma will run over your dogma."

      Really.... I just do not endorse or condone that sort of marketing. If I keep everything above board... If I am doing the best I can in the right manner. Everything seems to work itself out. Just by putting the right foot in front of the other.

      We all have a different approach I am sure. But I prefer not to condone nor endorse that type of marketing. Though I am sure it works... If I want people to be honest with me... I should be honest with them. Not just cash register honesty either. I mean deep down in my inner core.

      When people mislead me or condone misleading me... it makes me ask the question, "what else are they lying about?"

      Then I can never trust anything they say without second guessing it ALL.

      Just a thought. Opinion expressed on the basis of practical experience on how I choose to live. Do with it as you please.
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  • Profile picture of the author vip-ip
    @Amir, I agree, overdoing grey- and black-hat methods is just wrong. I'm all about white-hat techniques. I'm curious about grey-hat, and not at all interested in black-hat methods.

    You're right, though: karma does even things out, IMO.

    I would only recommend resorting to less ethical marketing methods when you
    1) don't have much to lose (i.e., don't link your grey-hat action back to your company - which can be hard, I know), and
    2) need a lot of money quick. Emphasis on the need vs. want.

    Best regards,
    vip-ip ...
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  • Profile picture of the author Rus Sells
    I think the thing that's being missed here is that the vast majority of small business owners really need services like Google Places and list building, etc. etc.

    Because of this fact there is no need to position yourself to "attract" them.

    Let me use the cherry three analogy.

    If 95% of the cherries on the tree are the small businesses that need your services you have two choices.

    1. You can sit at the foot of the tree and get your cherries as they fall off.

    or

    2. You can stand up and start picking them off the tree.

    Case in point, my first student spent three weeks making videos to present to business owners about his service, personalized videos. Showing what could be changed to their sites. Spent time making a mailer, post card, emails.

    Each time he'd send it for my review and ask if it was good enough. Being a soft heart I said, each time. Looks good give it a shot, etc. etc.

    Finely I said in the third week, all this stuff your doing is your attempts to avoid doing what I am coaching you to do. You are either going to listen to me and actually put some money in your bank account or not.

    He admitted that I was right.

    A couple of days later he had an appointment that was set by his telemarketer. Ended up that his appointment wasn't even with some one who could make a decision.

    Pissed off he walked next door without an appointment, without any warning and closed his first deal.

    He has now closed 17k in annual contracts his first week of cold calling, been referred to other businesses, has one contract with a business owner that owns 20 other businesses and had put a few thousand in his bank account from deposits.

    So the point is that he decided to just stand up and start picking. Is every cherry ripe? Nope surely not! But he finds the ripe ones much quicker then if he were waiting for them to fall off the tree.
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    • Profile picture of the author Amir Luis
      Now that is what I am talking about...


      Don't think.... Just do.
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      • Profile picture of the author vip-ip
        Originally Posted by Amir Luis View Post

        Don't think.... Just do.
        Can't say that I wholeheartedly agree :rolleyes: Failing to plan is ... well, you know.

        Best Regards,
        vip-ip ...
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        • Profile picture of the author Rus Sells
          I believe the point is that you can continually think about how your going to do this or that or how your should approach prospects like my student was doing.

          The reply is in context to my post, which had nothing to do with planning.



          Originally Posted by vip-ip View Post

          Can't say that I wholeheartedly agree :rolleyes: Failing to plan is ... well, you know.

          Best Regards,
          vip-ip ...
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          • Profile picture of the author vip-ip
            Originally Posted by Rus Sells View Post

            I believe the point is that you can continually think about how your going to do this or that or how your should approach prospects like my student was doing.

            The reply is in context to my post, which had nothing to do with planning.
            You're right in a way, but we have to consider the fact that a lot of people - and offline marketers are also people - aren't very comfortable with the idea of walking into a store and confidently asking for the owner to sell them in 10 minutes. I could only imagine being a complete and total beginner, armed with some web design / SEO skills, shaking his knees through the front door of Local Acme & Friends type mom&pop. People-skills take time to develop. I think many will agree that, in fact, it's a never-ending process, because things constantly change. It's just that the more experience you have, the easier it will be to adapt. I guess the point I'm getting at here is, endless frustration is worth avoiding by planning your presentation in advance.

            Best Regards,
            vip-ip ...
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            • Profile picture of the author Rus Sells
              Sure having a planned presentation is very important.

              However, if some on is selling services to local businesses they need to learn to meet business owners face 2 face.

              Being uncomfortable is not an excuse and a mind set. Fear is a mindset, there is nothing to "really' fear.

              If your new, you bet your gonna fumble and stutter and that is so OK! Avoiding meeting with people because of it is merely an attempt to avoid moving out ones comfort zone and that prevents the kind of success that many are looking for.



              Originally Posted by vip-ip View Post

              You're right in a way, but we have to consider the fact that a lot of people - and offline marketers are also people - aren't very comfortable with the idea of walking into a store and confidently asking for the owner to sell them in 10 minutes. I could only imagine being a complete and total beginner, armed with some web design / SEO skills, shaking his knees through the front door of Local Acme & Friends type mom&pop. People-skills take time to develop. I think many will agree that, in fact, it's a never-ending process, because things constantly change. It's just that the more experience you have, the easier it will be to adapt. I guess the point I'm getting at here is, endless frustration is worth avoiding by planning your presentation in advance.

              Best Regards,
              vip-ip ...
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              • Profile picture of the author Bronwyn and Keith
                Hi Rus

                Another gem from the WF's Faceless man....LOL

                Getting outside your comfort zone is the difference between results and zip.

                Regards

                Bronwyn and Keith
                Originally Posted by Rus Sells View Post

                Sure having a planned presentation is very important.

                However, if some on is selling services to local businesses they need to learn to meet business owners face 2 face.

                Being uncomfortable is not an excuse and a mind set. Fear is a mindset, there is nothing to "really' fear.

                If your new, you bet your gonna fumble and stutter and that is so OK! Avoiding meeting with people because of it is merely an attempt to avoid moving out ones comfort zone and that prevents the kind of success that many are looking for.
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                • Profile picture of the author John Durham
                  Originally Posted by bronke13 View Post

                  Hi Rus

                  Another gem from the WF's Faceless man....LOL

                  Getting outside your comfort zone is the difference between results and zip.

                  Regards

                  Bronwyn and Keith
                  I keep having a nightmare that Im trying to drag and drop Rus's face back on... but I j-ust c-ant get it to line up right... irreversable... trying but just c-ant do it....over and over and over... gotta to put Rus's face back on....just gotta... c-ant q-uite get it... sombody has to save rus... gotta line it up right... gotta save rus's face...

                  Whew... I hope I sleep tonight.
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            • Profile picture of the author a2zwebs
              Originally Posted by vip-ip View Post

              You're right in a way, but we have to consider the fact that a lot of people - and offline marketers are also people - aren't very comfortable with the idea of walking into a store and confidently asking for the owner to sell them in 10 minutes. I could only imagine being a complete and total beginner, armed with some web design / SEO skills, shaking his knees through the front door of Local Acme & Friends type mom&pop. People-skills take time to develop. I think many will agree that, in fact, it's a never-ending process, because things constantly change. It's just that the more experience you have, the easier it will be to adapt. I guess the point I'm getting at here is, endless frustration is worth avoiding by planning your presentation in advance.

              Best Regards,
              vip-ip ...
              VIP-IP, your absolutely right here. By the way your book looks compelling. It's been about 16 years since I did any telemarketing, but back in the day... heh. I may get it, to brush up.
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              • Profile picture of the author vip-ip
                Originally Posted by a2zwebs View Post

                VIP-IP, your absolutely right here. By the way your book looks compelling. It's been about 16 years since I did any telemarketing, but back in the day... heh. I may get it, to brush up.
                Glad it caught your eye :-) I'm always looking for innovations in offline marketing as well as interesting topics to discuss.

                Best Regards,
                vip-ip ...
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            • Profile picture of the author Amir Luis
              As long as you don't spend more than just a few hours on "Presentation Preparation".

              I guess there is some validity to going in with a plan. But really... My plan came from going in off the cuff. I walked into my first appointment with nothing but a smile and walked out with a check.

              Quite honestly... most of the new guys on this forum forgot more about IM than I know. I just know if I walk in and "act as if" I can pull it off. Call it projection. Call it positioning. Call it Nancy. I don't care. Armed with the mindset of... "I got this." Goes a long way.

              I have learned more by doing... than I have by reading. So if I just take action and do it, I might hit a few bumps in the road. But I will learn from those mistakes and move on the next one knowing what not to do.

              Case in point. My very first website sale. I sold it for $1500 and it easily could have been sold for $3000. There is no doubt about the fact that I will not make that mistake again. It was all good because I paid a Warrior to build it for $400. So no harm no foul.

              Don't think... Just do... That is my experience of ever finding success in anything I have done.

              If not... I get the "analysis paralysis."
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  • Profile picture of the author a2zwebs
    My first sales job back in the mid-nineties right after I graduated college was a franchise sales rep position. I remember interviewing at the CEO's house, (if you call 10,000 sq ft a house) and asking him as a greenhorn, still wet behind the ears.... "How did you get started. He replied, well I studied these folks (Jim Rohn, Les Brown, Zig Ziglar, Roger Dawson, Brian Tracy, etc) and then implemented them.

    The first thing he told me before giving me the sales position was that I had to go memorize a 24 page script word for word. I will tell you, at 24 years old, I was nervous as hell, giving that presentation the next week, but I did it, and got the job. Then, as they say, the rest was history.

    I do know that a good script or sales pitch is essential for beginners so they don't fumble all over theirselves, however after many times it does become like old hat.

    Month 1, at that position I sold - 0 Franchises
    Month 2, I sold 1 Franchise
    Month 3, I sold 3 Franchises
    Month 4, I sold 5 Franchises
    Month 5, I sold 7 Franchises

    etc etc..

    Had the owner not been taking advantage of me in that the sheer number sold had to be at a certain level before getting paid, I'd probably still be doing it today, but young and naive, I went with what they put in front of me.

    All of that being said, sales has always been good to me. Whether it was a 20k commission month or a 1K, either way, its the only profession I knew all those years and the only one without a Ceiling.

    Sales People can always generate income. The old addage "Give a man a fish, he'll eat for a day, teach a man to fish ..."

    Great topic.
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  • This is a nice niche to go for, but remember that painters are only one step in new house !

    Originally Posted by Chris Ramsey View Post

    Hey Offliners,

    I just thought I'd share a niche with you that you can start marketing to right now.

    House painters.

    On average, a painter will charge $2,000+ per house they paint.

    That means they'd readily pay $1,500+ to have a website done for them that regularly generates leads that convert - which means you've got some work to do.

    Now go find some painters and start making calls.
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    • Profile picture of the author vip-ip
      Originally Posted by Virtual Web Market View Post

      This is a nice niche to go for, but remember that painters are only one step in new house !
      Are you saying that landscapers, tile and flooring specialists and electricians / plumbers should also be marketed to?

      Best Regards,
      vip-ip ...
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  • Profile picture of the author vip-ip
    Miguel,

    Slamming your head against the wall until it breaks is a good way to "break" newbies that get hired. Give them bum leads just to crash-temper them into the 8-hour-a-day routine. Let me demonstrate a personal example.

    When I started telemarketing, my boss at the time gave me a list of names and I had to qualify them. That was such a drag. I hated it. Could I have used my time better by warming up our prospects if I used a list of qualified leads? Yes. But we didn't have qualified leads. That's where I came in.

    The outcome was, I was a lot better conditioned for sitting through hours on the phone, non-stop. When I started, I wanted a cigarette break every 20-30 minutes. When I learned the ropes, sitting through 2-3 hours without a breather wasn't unbearable anymore.

    Best Regards,
    vip-ip ...
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  • Profile picture of the author BorsaBella
    I am just getting into offline and I asked my painter (who painted exterior) to come over and take a look at some areas inside that needed attention. When he was here I asked if I could barter a website with seo for him in exchange for the interior painted. He was super excited and agreed . I need a client for portfolio and my house painted...now just have to get to work on the website .
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    • Profile picture of the author Bronwyn and Keith
      Hi BorsaBella

      Now thats what we call a great win-win deal for everybody.

      Well done.

      Regards

      Bronwyn and Keith
      Originally Posted by BorsaBella View Post

      I am just getting into offline and I asked my painter (who painted exterior) to come over and take a look at some areas inside that needed attention. When he was here I asked if I could barter a website with seo for him in exchange for the interior painted. He was super excited and agreed . I need a client for portfolio and my house painted...now just have to get to work on the website .
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  • Profile picture of the author Amir Luis
    @ Patadeperro (don't know if I spelled that right)

    I understand and respect your experience. As previously stated in a previous post, there is more than one way to get there.

    The fastest way there... in my experience, is using high probability selling tactics via the cold call. I thank God that I do not have to do that for 8 hours a day. It quite honestly does not take that long to get a new client. It may if you are new and not conditioned to the process. But hey.... The first time I do anything... the results are mediocre at best. The second time it gets better. The more I do it. Whatever it is... I get Good. Real Good.

    When I am Good. I have been conditioned to go through the process.

    I target my lead list in a way that increases the odds quite a bit. In fact.... A whole lotta bit. So I really haven't had to waste much time with people that didn't have the money or people that are unreachable (gatekeeper won't let you through). Add establishing interest or No interest in 15seconds per call... and you have a winner.

    So combine a laser targeted list with high probability selling tactics... and you have a new client every couple of hours being on the phone prospecting. I have two people doing the calling for me at this point. My plan is for 100 in the near future. One day at a time of course. Why? Because I know it works.

    Establishing interest right off the bat... keeps you from wasting time "making friends". The people that aren't interested are not my target demographic. I am only interested in speaking with the people that are interested. So I do not waste my time if they are not.

    @VIP-IP you hit it on the head with the statement about conditioning.

    @Thomas For every 6 that you speak to that isn't working. You will find one that is. That one... is your target demographic. If they aren't working, maybe you could help them find work...
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  • Profile picture of the author mchljns678
    It is a great deal to be offering these online services to offline businesses. Offline goldmine marketing shows a promising way of increasing your income in the internet marketing world.
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  • Profile picture of the author vip-ip
    Guys,

    I'm going to try this tomorrow in the afternoon. Get done with classes at 3, so I'll spend 3:30-4:30pm calling. I expect to touch base with 15-20 prospects in that time. I'll tell you all exactly how it goes (I live in Maryland, I will be setting up appointments for my partner).

    I don't consider a campaign attempt a 'failure' until I call 100 people and can't get anything done. If it goes well - mad props to OP If it doesn't, then Tuesday's always there to do some more. I'm confident that I will see some success tomorrow.

    Best Regards,
    vip-ip ...
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  • Profile picture of the author vip-ip
    Yellowpages and BBB + my ZIP code and 2 other close-by towns is targeted enough, for starters

    Best Regards,
    vip-ip ...
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  • Profile picture of the author Daryl Lim
    That doesn't work where I'm at... Singapore is a small country with small houses, 90% of residence is at HDB flats which are tiny apartments with maximum 4 rooms. How tough is it to paint that? Most home owners will do it themselves.

    And I'm not sure about how it is where you're at but here, painters are low-class people and I will highly doubt they will even know what benefits a website can bring them. (ok no offence LOL)
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    • Profile picture of the author teaball
      This thread began as a discussion about painters, then digressed into another cold calling review. Kind of funny to me because there is one truth about Offline Marketing in the present day.

      It's new.

      It doesn't matter if someone has been doing it for 10 years, it's still new. And, it will be a new and fertile field for quite awhile.

      The problem with the newness is a boon in the short term, and a bane eventually. The newness is like a fertile field of black rich soil. Anything will grow there, even rocks will grow if planted there.

      So, offline is one of those fields of black dirt just about anything and everything works... now. BUT here is the future problem, people find something that works and then they tend to make it a rule, Such as... "cold calling always works" or an "optimized website always works", etc.

      That falacy of newness grows slowly until it becomes a very competitive market and then an industry sector. Pricing and revenues fail to live up to its touted hype.

      This always happens in an industry or sector that is dynamic and profitable with the key factor in the dynamism being "ease of entry".

      Ease of entry means that alot of idiots will get into offline who know nothing about IM marketing, SEO or anything else, except for some book they have read. They end up 'spoiling' the industry and its name for awhile and then the industry moves into its next phase, maturity.

      Make no mistake, offline marketing is an industry, separate from straight online marketing. It will become more specialized as gurgle and other serp's become more sophisticated over time.

      So, build a business slowly and soundly, then when it begins to look crowded, sell it and move on to the next "big thing". Leave early, and always leave money on the table. Never stay until the bitter end.

      Or, as most IM'ers have learned over the last decade, create multiple streams of income by leveraging your first success into funding the next one.

      Manage your successful and profitable offline business like it is the worst of times, so that you will survive and possibly prosper in the bad times. If you want an example of that mentality, just read up on the ONLY profitable airline and how they manage in one of the toughest and least profitable industries. That airline is Southwest.

      These are just lessons I have learned and they hold true throughout all growth curves of nascent industries and businesses. If you aren't business educated, then begin your self education by reading, asking questions to accountants/consultants, or the retired business people in SCORE.

      SCORE was a huge resource of knowledge for me, a few decades ago. They have forgotten more about business than you can learn in a few years.

      Remember that everything works early on in a new market. And then it doesn't.

      When you find something that works, hit it hard over and over and over ... until it doesn't work so well.

      TB
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  • Profile picture of the author vip-ip
    So I did as I said I would, and got 1 lead! I'm happy to tell you my story.

    51 minutes, 21 calls and 5 conversations later, I realized a few things about the painting contractors niche.

    First, a lot of phone numbers in BBB are disconnected. My theory is that people thought they would get serious at becoming the next big contractor in the area, and failed a short while later. Since many used their house phone # for directory submissions, they decided to disconnect it and get a new number instead.

    Second, many companies let the phone right through to the fax or voice mail. Either they're out on a job as I called them, or simply have bad business practices - I wasn't able to reach most of the 21 people I called.

    Of the 5 people I did speak to, the very first one became a warm lead. Ironically, it was the first person I called. The next 3 were wrong numbers - again, reinforcing my theory about disconnecting your phone when you go out of business (phone numbers are recycled, and the BBB clearly doesn't get updated frequently). The last person I spoke to said they retired a year ago.

    I sent the one warm lead a PDF file that I concocted in about 20 minutes, which will serve as my warming-up info material. I'll have my associate give them a call Thursday to follow up

    Hope you all got a bit of insight from my experience.

    Best Regards,
    vip-ip ...
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  • Profile picture of the author Amir Luis
    Vip... What state are you in..? Here is why I ask.

    What I would do is put together a list by SIC code that has nothing but Painiting Contractors that claim $500k-$1million.

    Since they are painters you might even go down to 200k. But never go above 5 employees. Becuase you want to get to the decision maker. Not the gatekeeper. And you want someone to answer the phones. Not... disco's.

    This way you have a targeted list. You have people that have the money. You have people that are still in business. You have people that will answer the phone. You have a direct hit to the decision maker. Oh... and if you are using my list... you have the owners name before you call.

    That... my friends... is a targeted list. Let me know if you want me to create a list like that for you... You can just load it into your dialer and go.

    Really a test campaign of 500 phone numbers is ideal. Then you can give an accurate report.

    When I used to do Proactive Marketing towards fliers for lead generation, I would do a test campaign of 500-1000. Then I would split test from there. Making subtle changes to see what sales copy made better conversions before launching a big campaign.

    100 is not enough. It would make for an inaccurate appraisal. For many reasons.

    After all... 500 phone calls is not even a full day of calling. So split testing scripts in the same demographic will be easier. Same day. Same person. Same Demographic. Easy Peasy.
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  • Profile picture of the author aduttonater
    In this economy it is hard for a painter to charge $2K for a home. This better be a million dollar home and those accounts are not easy to acquire.

    As far as taking them on as a client, a painter is not trying to part with their income on a website that can be build themselves for free. Some people are willing to pay the money for something to be done for them, but not $1.5K.

    I would lean more towards charging about $99 per month for an average underground economic painter.

    For a licensed company you can go as high as $500 per month, but it would have to be generating leads. In this case you may have to show the traffic before getting the payment. Then once your end of the bargain is complete, you can continue marketing with the website as long as their end of the bargain is complete by continuing with payment.

    Marketing is not a game, rather a business of identification and providing value!
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  • Profile picture of the author thesanto
    Everything on this post is great and I agree with most of it, but whether you like cold calling, telemarketing, face 2 face meeting, PPC, SEO - there's only one thing that's going to get you clients, "you need to take action" no matter what you do, "just do it" and everything else will come along.

    That has been my experience, and I am sticking to it

    In the past two weeks I have booked 6 appointments face 2 face and with 100% close ratio (true story) just let the fear aside, put on your big boy pants and get out there, like my father always told me - the money is out there on the streets, people have it - you just need to go out there and get it!

    Nike got it right " Just Do It" my friends....!

    Henry
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    • Profile picture of the author John Durham
      Originally Posted by thesanto View Post

      Everything on this post is great and I agree with most of it, but whether you like cold calling, telemarketing, face 2 face meeting, PPC, SEO - there's only one thing that's going to get you clients, "you need to take action" no matter what you do, "just do it" and everything else will come along.

      That has been my experience, and I am sticking to it

      In the past two weeks I have booked 6 appointments face 2 face and with 100% close ratio (true story) just let the fear aside, put on your big boy pants and get out there, like my father always told me - the money is out there on the streets, people have it - you just need to go out there and get it!

      Nike got it right " Just Do It" my friends....!

      Henry
      Good going man... when you say "booked" I know you have been cold calling... natures way of saying "Hi, you have a client now"!

      Its amazing how much can be learned from action alone.
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      • Profile picture of the author thesanto
        Originally Posted by John Durham View Post

        Good going man... when you say "booked" I know you have been cold calling... natures way of saying "Hi, you have a client now"!

        Its amazing how much can be learned from action alone.
        Hey John,

        I some of them have been just showing up at the local biz as a customer and making conversation with the owner, and just asking a basic question: do you guys have a website? because I haven't seen it....!

        Other clients I have gotten by other marketing campaigns (bartering with a local newspaper) and I have gotten leads like that.

        Other was from Facebook.

        Other was a referral.

        Other was another bartering deal at a local Martial Arts School - now my kids and I take Martial Arts for FREE.

        So, the list goes on! but like we said none of them came to me to ask me for my services, I had a system set up because of the action that I had taken, and the relationships that I have made by networking in local meetings and local chamber of commerce.

        In conclusion, there are many ways to skin a cat - but you have to be willing to skin the cat in the first place!

        By the way to stay in the subject of this post, I also believe that Roofing Companies are great as clients- they charge from 5K to 10K for a roof, they will not complaint for a $1000 website plus a monthly charge foe online marketing. (actually my most recent client is a roofer, and it was an easy sale, I also had to have some repairs done to the roof of my home, so I was able to trade services)

        Henry
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  • Profile picture of the author fvandy
    The financial adviser is an interesting angle. I did a couple of SEO jobs for free when I got started and they have in turn given me referrals and then those jobs have given me referrals.
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  • Profile picture of the author paulie888
    Thanks for sharing, I've never personally picked up any house painters myself as clients. I had no idea that $2000+ was the going rate for an average job, I imagine demand would be pretty high for them especially in busy and congested cities?

    Paul
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  • Profile picture of the author Tiger_Claw
    As most threads here on WF - so much good information here. As a "newbie" off-liner, I'm battling with the best way to get my first leads. Do you guys suggest cold calling? Should I just walk in and drop a card or a flyer off?

    I have no issues calling people on the phone and I have no problems with walking in and talking to people either. I am fortunate that I am socially inclined and can pretty much talk to anyone. I'm just not certain the best way to put my gifts to use in this regard. I know I can do wonders for the local business owners here in my area, and my services will truly help them. I want to "just do it" - my problem is the which way should I go with? I like to think outside the box and have no interesting of beating a square peg into a round hole.
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  • Profile picture of the author John Durham
    Lots of ways work , but cold calling or door to door are the most effective hands down if you want steady numbers that are predictable and dont depend on any outside factors (variables).

    Not just my two cents. Fact.

    You can set 4-5, maybe even 10 appointments by phone for every ONE you cant get through emailing people.
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    • Profile picture of the author Tiger_Claw
      Originally Posted by John Durham View Post

      Lots of ways work , but cold calling or door to door are the most effective hands down if you want steady numbers that are predictable and dont depend on any outside factors (variables).

      Not just my two cents. Fact.

      You can set 4-5, maybe even 10 appointments by phone for every ONE you cant get through emailing people.
      Let me ask you this, John. Out of the 4-5 meetings I secure via phone, how many of those are likely to hire my services? I mean, that's saying I have all of my ducks in a row and my presentation is spot on?
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      • Profile picture of the author John Durham
        Originally Posted by Tiger_Claw View Post

        Let me ask you this, John. Out of the 4-5 meetings I secure via phone, how many of those are likely to hire my services? I mean, that's saying I have all of my ducks in a row and my presentation is spot on?
        Well if your sales skills are average...and you are making a reasonable offer at very least 2 out of 4.... I close 2 out of 3 on the first meeting personally... and I dont even use a sales pitch really , I just listen to their horror story of the last web salesman, find out why he traumatized them so bad that in 2010 they dont have a website... and "empathize", then offer solutions...

        Here's the rule, a guy doesnt usually invite you out to his business over the phone unless he already has half a mind that he wants to proceed, its just a matter of you understanding and empathizing with his feelings about it... you can do that. He's letting you come out, because he knows he needs to do something.

        So I would say as long as you have "average sales skills" you will close 2 out of 4 phone scheduled appointments...

        Here's the clincher... using telemarketing for setting the appointments is the difference between 4 appointments per month...and 3-4 appointments per day... So the method, even if it had no other value than producing more volume of appointments still results in more sales.

        2 out 0f 4 per week is better than 2 out of 4 per month.

        I have taught this to several people here on the warrior forum who now spend two hours per week telemarketing and produce 2 sales per week consistently at around $600 - $800 per sale... thats about average if you are really working. Some are producing alot more. I dont have a link in my sig or a wso running right now, although Im about to do a free one, so my motivation for telling you this is only because its true.

        I dont think its the only way, but the results are in, and it is producing more successful newbies than any other way I have seen.

        Ps.

        One more thing Tiger Claw

        Remember what Og Mandino Says

        "I will call on 10 prospects, while the failure still is pondering and making grand plans to call on his first".

        It makes all the difference.

        Hope this helps!


        .
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        • Profile picture of the author Tiger_Claw
          This is great advice. So, you're suggesting that I make use of a telemarketing service? What are the average costs of using a service like this and could you or someone else recommend a decent company to use?
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  • Profile picture of the author John Durham
    @ Tiger Claw

    My Suggesstion is always to hire your own telemarketer if you arent gonna do it yourself, I should have reworded that (above). Its always better to drive your own production and manage your own quality control. Offer them a Split or Pay them By the hour. I have tried outsourced overseas Telemarketers.... and my lead generation client (Allstate) returned over half their leads. I had to have my own room rewrite every lead they produced almost.

    Not saying they are all that poor quality, but my experience with it wasnt good, and it was alot more costly than what I paid them.
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    • Profile picture of the author Amir Luis
      I too had a negative experience with using overseas telemarketers... On Odesk you can see their screen while they are billing you. I would see them on facebook and talking to other people via IM about other job opportunities.

      Bad deal....

      Not only that but the quality was poor. The accent did not sit well with business owners in my area. You being in Missouri you know how that is....

      Just sitting down and picking up the phone was the best thing I ever did.

      On the phone.... before making an appointment.... I was building trust.

      When running the appointment I went in empty handed.

      I walked out with a check.

      Every time I make a phone call... I try to close it on the phone. Sometimes... I have to make an appointment. But if they want me to come see them... I KNOW there is money there.

      I have a 100% closing ratio from telemarketing appointments. I won't go if there is no money. Who would?

      What John says is true. I know because I am one of those people he is talking about.
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      • Profile picture of the author WildGale
        It's going to cost 15K to do the exterior of our house and that was with trade as part of the package. Granted it's huge and shingled, but damn... Obviously, I need to work a whole lot of trade to get the house fixed up.
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  • Profile picture of the author Amir Luis
    Do you live in the White House?


    Jeeeezzzz

    I lived in a 3,500 sq ft home before moving to the state of arizona... cost me $800 to paint a turn of the century 2 story home. Exterior... 3 colors.
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