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SUREFIRE Way To Land A Local Client for a $1,000 Check As Soon As TOMORROW - Bonus Download Too...

by Brenden Clerget
92 replies
I'm going to share with everybody a really simple and effective way to land local clients. It deals with website re-design, but there are opportunities to sell them ANY UPSELL you currently offer at the end of the system.

First, some background on WHY this works.

Many business owners don't understand the real purpose of their website. You'd be amazed how many business owners fit into the 40-65 year old age group and put their website up 5-6 years ago and did nothing else with it. Most of these websites are poorly designed, not optimized, and not worth a dime.

I've talked with MANY people who have tried to sell websites to business owners and get the response of:

"We're not interested in having a website"

This isn't a lie - it's just that a lot of the owners these people are approaching don't have a website, don't see the value in one, and are going to be harder to flip in the moment than what it's worth.

So what am I talking about?

Local biz owners with websites that are horribly designed, but have a need for this website and understand that need already.

This way we've pre-qualified the owners and KNOW that they understand why they need a website, because they already have one. Don't try to make people understand why they need one if they don't have one. In this market, if they don't understand why they need one, they're eventually going to fail as the tech revolution continues.

Speaking from experience watching my mother and father run their business, these people have zero to no idea exactly what to do with the website after it's up, and most of the time will let it sit there and rot away. Some of the owners even have first page rankings on Google, have NO IDEA of it, and STILL have a terrible looking website which is NO DOUBT costing them business, whether they know it or not.

So enough background, onto the meat!

I'm going to lay this out in basic steps. There are tons of ways to go about what I'm going to tell you, so figure out a system that fits your needs. I'll be glad to answer questions and help those of you that want more info.

Step 1: Pick an industry. It doesn't really matter what it is, but stay away from super low profit industries such as candy stores and things of that sort, at least for now. They won't get as much benefit from your services, and you're looking to land some GOOD PAYING clients that you can help which will refer MORE good paying clients to you. This is literally how I started my offline business.

You want these businesses to meet either of the following two criteria:

(1) High profit per customer (Lawyers, dentists, doctors, insurance agents)

OR

(2) High customer retention (Hair salons, Go-Karting places, golf courses, etc)


Step 2: Visit a business directory website. This could be YellowPages or what not, anywhere you can find a lot of businesses and their contact info.

NOTE: Personally, I just go to Google and type in the industry I'm searching, for example if you live in Portland, it'd be "portland hair salon" or "portland furniture store". It works a lot better because you can pick out people on page one and two and explain to them why their website should look better and how many people are finding it.

Step 3: Browse through the listings on your directory site, or more preferrably on Google itself, and go over their websites. Find 5-10 (or as many as you can find) websites that are poorly designed but not far outside the organic rankings. This will allow you to upsell them later on SEO and other stuff as well.

Step 4: Contact those business owners with poorly designed websites.

Step 5: Let them know you've found their website by ____________, blank could be "doing some work on another clients site", "searching Google", "From your Facebook" and that you have a web design company. Tell them you've went ahead and re-designed their website and was wondering if they'd be interested in taking a look at it.

NOTE: You'll run into all kinds of objections. To keep the thread short, I won't list them here. Do your best to get them to admit that their website is out of date and poorly designed, and you'll get them to agree to meeting to you.

Once you get them to agree to meeting with you, set a specific time and date 24-48 hours in the future.

Step 6: Re-design their website for them. This could be as simple as getting a good WordPress theme, and setting up a site with the same info and pictures and color scheme they already have.

NOTE: Some people are going to say "Why should we re-design it AFTER we contact them and told them we did it already?" Feel free to re-design every website you find before you call the business owner, but you won't enjoy it when an owner says no and you have a design and nobody to sell it to.

From my experience, about 85% of the people who agree to meet with me will buy the website.

Step 7: When you meet with them, make it casual. Talk with them a bit before you get down to business. Consider coffee shops or other places similar as good meeting spots. Then, whip out your Laptop, iPhone, iPad, whatever you have and show them their old website. Then, with their old website still up, show them the new design you've done.

Step 8: Negotiate a price with them if they're interested (Who wouldn't be?!) The prices can range anywhere from $197, up to $1,497. I've landed a $3,000 check from a lawyer in less than 48 hours this exact way. You'll get a feel for what to charge over time, but here's a few things to take into account:

How much does this guy make for every client?
How much does he already spend on advertising?
Do you think the website will benefit him more than the amount of money you're asking for?
Did he buy his previous website from a web designer, or have it done by a "buddy who does web design"?

After a few times through this process you should get more and more comfortable asking for more and more money.

Step 9 *OPTIONAL*: If you do SEO or other consulting services such as business consulting, advertising consulting, PPC, things like that, consider before the meeting what optional upsells you could offer this client. Be prepared to present them to him/her and their benefits.

If you don't want to offer the upsells up front, then contact the owner about a week later and ask how it's going. Once you've done business with an owner already, you'll be much more likely to have them buy from you again. Try to explain to them that you found them originally on the organic rankings, which means other people are looking for the same thing! If you can instill the value and make them UNDERSTAND why they should have you help them - then sooner or later, they will buy SEO services from you.

Step 10: Rinse, repeat, PROFIT!

The glory of the system is that you qualify a new client and buyer, and have many other services you can offer and help them in the future. And they will send TONS of referrals your way.

Soon, you won't have time to even take more clients and you'll come back and want to beat me up for making you such a busy person

Good luck! Happy marketing!

I'll edit this post accordingly and add/remove things or respond to questions, but for now, just get to it and don't over think this. It's a lot simpler than it seems, and I know multiple people I've helped with this system who landed a client in less than 48 hours start to finish.

Don't forget to rate the thread in the top right so other Warriors don't miss out on this!

Thanks for reading!


Overcoming Objections Download

EDIT: I know a lot of you will be calling these businesses, and I have an Overcoming Objections guide as well, hopefully this will help some of you deal with the objections business owners can throw your way. Drop a thanks if you like it. If this is against a forum rule, somebody let me know and I will remove it, but I think it should be okay. There is a link to my WSO at the end of it, but don't click it if you don't want. I don't have the source file to go back and change it, it was on my laptop which crashed.

Overcoming Objections - pdf
Overcoming Objections - zip file (for those without pdf reader plugin)
#check #client #land #local #tomorrow
  • Profile picture of the author redcell1
    Okay this is good I have a few things to ask though.

    1.) what is your conversion rate ? (Yeah I had to ask this)

    2.) do you also do a keyword search report/other competitors etc ?

    3.) how do you sell it at the coffee shop ?(anything you say, dont say etc.)
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    • Profile picture of the author Brenden Clerget
      Originally Posted by redcell1 View Post

      Okay this is good I have a few things to ask though.

      1.) what is your conversion rate ? (Yeah I had to ask this)

      2.) do you also do a keyword search report/other competitors etc ?

      3.) how do you sell it at the coffee shop ?(anything you say, dont say etc.)
      Redcell, good questions!

      1) When I first started - my conversion was about 2 or 3 website sales out of each 10, now that I'm more comfortable with calling and have a friend who does cold calling for a living and does it for me, we can snag about 5 or 6 out of 10. Sometimes you get a bad batch and only sell one and sometimes I'll sell 7, but on average when starting out expect about 20-30%

      2) Only if I plan on upselling SEO. Sometimes I do it anyway if I found them on organic rankings to show them how many other people are seeing their poorly designed website and would see the new one instead.

      3) Just start out by talking with the person about their business. Ask questions about what kind of marketing they do, if they have worked with web design companies in the past, and just talk naturally. Business owners will have lots of questions for you if they're new to the industry, at which point just enlighten them with as much knowledge as possible. Remember if you know ANYTHING you probably know 99% more than they do, so you're going to be positioned as an expert.

      Hopefully this helps!


      Originally Posted by John Durham View Post

      I read a report on this awhile back... actually a video, on how to approach companies with ugly websites, but I dont know where the link is... apparently it works for some. I am sure this is a workable strategy.
      John,

      I read your Alibaba post recently and I really respect your opinion. Thanks a lot for leaving your thoughts, hopefully a few people will go out and try this based on you vouching for it. I'm a member of your telemarketing forum as well. It's great, you offer great value to the community!


      Originally Posted by rdraiss View Post

      Jacer did a video that goes over a similar process . For someone just getting started this does work . For those of us with some experience under our belts , it still is a good service to offer , just shouldn't be the only one .
      Rdraiss,

      What you say is absolutely true. It's a great way for beginning offliners to land some clients and build their business. It's also great for those offliners that have businesses but are looking for a quick way to pick up a few more and upsell them on their other services. It's a foot in the door the right way for sure.

      - Brenden
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      • Profile picture of the author redcell1
        Thanks for your response Brenden, with you sharing your experience I believe I'm going to give this a shot. I have a few industries in mind for this (I won't say what because there is quite a few of socal members here) lol

        Originally Posted by DrivenForMillions View Post

        Redcell, good questions!

        1) When I first started - my conversion was about 2 or 3 website sales out of each 10, now that I'm more comfortable with calling and have a friend who does cold calling for a living and does it for me, we can snag about 5 or 6 out of 10. Sometimes you get a bad batch and only sell one and sometimes I'll sell 7, but on average when starting out expect about 20-30%

        2) Only if I plan on upselling SEO. Sometimes I do it anyway if I found them on organic rankings to show them how many other people are seeing their poorly designed website and would see the new one instead.

        3) Just start out by talking with the person about their business. Ask questions about what kind of marketing they do, if they have worked with web design companies in the past, and just talk naturally. Business owners will have lots of questions for you if they're new to the industry, at which point just enlighten them with as much knowledge as possible. Remember if you know ANYTHING you probably know 99% more than they do, so you're going to be positioned as an expert.

        Hopefully this helps!
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        • Profile picture of the author Brenden Clerget
          Originally Posted by redcell1 View Post

          Thanks for your response Brenden, with you sharing your experience I believe I'm going to give this a shot. I have a few industries in mind for this (I won't say what because there is quite a few of socal members here) lol
          Haha, no shame in not telling us your market I never share my markets with others. ITS MIIIIIIIIIIINE!

          But good luck, if you run into problems or need help, let me know. I might add a link to the overcoming objections guide from one of my products on this thread. In fact, I think I will do that later tonight so people have some good objection crushing statements.

          Good luck buddy
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      • Profile picture of the author Jordan Godbey
        And they will send TONS of referrals your way.
        Why will they send tons of referrals your way?

        I actually tried this once when I really needed the money and it worked.

        There was a chinese restaurant that my financée and I went to a bunch that didn't have a website so we made the site using a WP theme over a weekend and populated it with as much info as we could. We even took pictures of the inside and outside of the restaurant and had them on the site when I should it for the first time.

        There were 2 problems though... his understanding of the value and the final price.

        He ended up haggling me down really low because he had never, ever used any form of technology or marketing or internet stuff besides the yellowpages in 10 years of business. He doesn't have an email address and barely uses a cell phone and the calculator on the cash register.

        So the problem for me was: we already had built this site, spend the time and effort, but it was worth nothing to us, and we had to show the value to him.

        He liked me and wanted the site because it looked nice (plus was already branded for him with his name and restaurant -- who wouldn't love that!?) but he couldn't seem to be able to give up any money for it.

        I feel like in that position, we as webdesigners are in a bad spot because we want to get the sale or else all of our work is in vain, and of course they don't want to pay full price... whereas with no site up front, you talk about price and if you can't agree, you just don't do the work. In this case, all the work is done and you really need to get paid, so you could end up giving it away for really cheap (kind of what happened with me).

        I explained that normally I do sites for about $2,000 but since we love coming to his restaurant and I really wanted his business to have a site, we could do it for $1,000 and that was a shock for him...

        Let's just say it ended up being wellllll under a thousand...

        We did get a couple free dinners thrown in though

        Any way to combat this?


        Pretty effective plan though -- the test drive method has been working for years


        Jordan Godbey
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        • Profile picture of the author Brenden Clerget
          Originally Posted by jgodbey View Post

          Why will they send tons of referrals your way?

          I actually tried this once when I really needed the money and it worked.

          There was a chinese restaurant that my financée and I went to a bunch that didn't have a website so we made the site using a WP theme over a weekend and populated it with as much info as we could. We even took pictures of the inside and outside of the restaurant and had them on the site when I should it for the first time.

          There were 2 problems though... his understanding of the value and the final price.

          He ended up haggling me down really low because he had never, ever used any form of technology or marketing or internet stuff besides the yellowpages in 10 years of business. He doesn't have an email address and barely uses a cell phone and the calculator on the cash register.

          So the problem for me was: we already had built this site, spend the time and effort, but it was worth nothing to us, and we had to show the value to him.

          He liked me and wanted the site because it looked nice (plus was already branded for him with his name and restaurant -- who wouldn't love that!?) but he couldn't seem to be able to give up any money for it.

          I feel like in that position, we as webdesigners are in a bad spot because we want to get the sale or else all of our work is in vain, and of course they don't want to pay full price... whereas with no site up front, you talk about price and if you can't agree, you just don't do the work. In this case, all the work is done and you really need to get paid, so you could end up giving it away for really cheap (kind of what happened with me).

          I explained that normally I do sites for about $2,000 but since we love coming to his restaurant and I really wanted his business to have a site, we could do it for $1,000 and that was a shock for him...

          Let's just say it ended up being wellllll under a thousand...

          We did get a couple free dinners thrown in though

          Any way to combat this?


          Pretty effective plan though -- the test drive method has been working for years


          Jordan Godbey
          Jordan,

          Sounds really similar to a story I have. Good questions though, let me address them.

          The referrals will come your way as long as you develop a relationship with the business owner correctly. Business owners know and hang out with other business owners, which means they talk about business. If one business owner says,

          "Yeah I just had a guy re-do my website the other day"

          The guy he's talking to will say,

          "Really? Let me see it!" And when he sees it, he will likely say, "So who is this guy that did it?" and you end up getting a phone call. It mushrooms faster than you'd think.

          The only way to combat it is find other web design companies that charge more and justify your price from a stance of "I'm cheaper and better than the other guy" If he just doesn't flat out understand the value and refuses to compute it in his head, it's kind of tough. You can always offer to throw in SEO for a month for free, and that will plop the website price up $600-$800 more. Then just say if he doesn't want more SEO at the end of the month that's fine, but if he does, it will be $500/month. Good way to capitalize on those people who aren't paying more for the site up front.

          If he sees ANY movement in his site in the SERPs (install analytics as well) and any new traffic, it's super unlikely he decides to cancel with you.
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  • Profile picture of the author John Durham
    I read a report on this awhile back... actually a video, on how to approach companies with ugly websites, but I dont know where the link is... apparently it works for some. I am sure this is a workable strategy.
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  • Profile picture of the author rdraiss
    Jacer did a video that goes over a similar process . For someone just getting started this does work . For those of us with some experience under our belts , it still is a good service to offer , just shouldn't be the only one .
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  • Profile picture of the author redcell1
    Thanks for adding your guide, it will help me out alot
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  • Profile picture of the author John Durham
    Yes, you are a member of "our" telemarketing forum my friend. Honestly... this post has better info than the video without all the big parades...
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    • Profile picture of the author Brenden Clerget
      Originally Posted by redcell1 View Post

      Thanks for adding your guide, it will help me out alot
      Redcell, more than welcome. Figured it might be good for those not familiar with cold calling.

      Originally Posted by jgodbey View Post

      Great advice thanks a lot
      Jgodbey, you're more than welcome!

      Originally Posted by John Durham View Post

      Yes, you are a member of "our" telemarketing forum my friend. Honestly... this post has better info than the video without all the big parades...
      Haha, I suppose so I like the info in there a lot. It's even helped me and I thought I was experienced in the field.

      Thanks a lot for the kind words. I was hoping the guide I added will take an edge of those scared to cold call and run into objections.
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  • Profile picture of the author freemen14
    I could see something like this working. I'm actually doing some of these things as well but in mobile marketing, setting businesses up with mobile freindly sites.
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  • Profile picture of the author Jude.A
    Thanks so much for the wonderful info you've shared here. The pdf report is going to help me a lot because i've always had this huge fear for objections whenever i want to meet with a potential client but this report and the ready made answers you gave are exactly the boost i needed. My confidence just went up by 200%.
    I wish i could hit the 'Thanks' button a thousand times.

    Thank you, Brenden.
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    • Profile picture of the author Brenden Clerget
      Originally Posted by freemen14 View Post

      I could see something like this working. I'm actually doing some of these things as well but in mobile marketing, setting businesses up with mobile freindly sites.
      Freemen,

      Mobile friendly sites are the next best thing to offer owners like this because they're trying to stay ahead of the curve. Everybody should take note of that and get into that arena as well! Thanks for the reminder.

      Originally Posted by Jude.A View Post

      Thanks so much for the wonderful info you've shared here. The pdf report is going to help me a lot because i've always had this huge fear for objections whenever i want to meet with a potential client but this report and the ready made answers you gave are exactly the boost i needed. My confidence just went up by 200%.
      I wish i could hit the 'Thanks' button a thousand times.

      Thank you, Brenden.
      Jude,

      Anything I can do to help I'm here. I remember what it was like to cold call when I first started - so I'm happy to see other warriors benefiting from my help! Crush the objections and make some sales!
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  • Profile picture of the author redcell1
    I have read the report you shared and man this is packed with great information. I admit I feel guilty reading this because it's free this is quality I would pay for.
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    • Profile picture of the author Jeremy Kelsall
      Originally Posted by redcell1 View Post

      I have read the report you shared and man this is packed with great information. I admit I feel guilty reading this because it's free this is quality I would pay for.
      SOME of us did pay for this info...I just paid for it a couple of days ago as a matter of fact lol - Looks like he's summarized one of his WSO's and posted it up here, so everyone is getting some good info for free
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      • Profile picture of the author Brenden Clerget
        Originally Posted by tghva View Post

        Just downloaded and had a brief look, from the little I read you have packed this free pdf with more information then any wso I've paid for recently. Your pdf is at the top of my "Must Read" list when I have a few quite minutes.

        Thank you so much for the great info!!!
        More than welcome.

        Originally Posted by fvandy View Post

        I have been considering this approach myself. There are some great WSO available that have awesome looking, niche specific, Wordpress themes. Thanks for sharing your thoughts!
        You got it, go make some money with it!

        Originally Posted by Lisa Gergets View Post

        I've already done a website for an attorney that I can use as a model...and I've just researched and collected ten names, addresses and phone numbers of attorneys in my area with REALLY awful websites. They'll go out in tomorrow's mail!
        Lisa - let me know how that one call back goes from your meeting the other day as well as this!

        Originally Posted by Jeremy Kelsall View Post

        SOME of us did pay for this info...I just paid for it a couple of days ago as a matter of fact lol - Looks like he's summarized one of his WSO's and posted it up here, so everyone is getting some good info for free
        Jeremy, what can I say? Haha I'm guilty... but the WSO does have a ton more information and 20+ pages of insight and extra advice that's not here. Hopefully that makes up for it I'm honered that Mr Kelsall himself bought one of my products though!
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  • Profile picture of the author vndnbrgj
    I agree that these tactics work.
    They can work extremely well, when used properly.

    Thank you for sharing this info, at no cost to the other warriors.

    I have attached a "ugly website" script I use sometimes.
    Feel free to use it yourself if you find it beneficial.

    But in regards to the mobile marketing, WP offer a plug-in that makes the site mobile friendly.
    I always include that as part of the website. (And show them the difference.)
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    Life Begins At The End Of Your Comfort Zone
    - Neale Donald Wilson -
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    • Profile picture of the author Brenden Clerget
      Originally Posted by redcell1 View Post

      I have read the report you shared and man this is packed with great information. I admit I feel guilty reading this because it's free this is quality I would pay for.
      Redcell, thanks a ton for the review of it. Hopefully it helps you out!

      Originally Posted by vndnbrgj View Post

      I agree that these tactics work.
      They can work extremely well, when used properly.

      Thank you for sharing this info, at no cost to the other warriors.

      I have attached a "ugly website" script I use sometimes.
      Feel free to use it yourself if you find it beneficial.

      But in regards to the mobile marketing, WP offer a plug-in that makes the site mobile friendly.
      I always include that as part of the website. (And show them the difference.)
      Vnd,

      Thanks for the script, mind if I throw it into the main post as well?

      Yes, that's true. I completely forget about it, I've been doing other services for so long it's been months since i sold a mobile site.

      Thanks for your contributions!

      - Brenden
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      • Profile picture of the author Bronwyn and Keith
        Hi Brenden

        Thanks for the info and the PDF.

        Got some pretty good value out of it too.

        Regards

        Bronwyn and Keith
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  • Profile picture of the author kemdev
    This is a fantastic way for anyone to get their foot in the door with local businesses.

    One little tip I'd like to add: whenever you're redesigning their site, keep track of every change you made and WHY you made it. Then, when you're talking to the business owner, explain every change you made and why it will help their site and business.

    For instance... "I changed the navigation so visitors could more easily find the information they needed." or "I added keywords to your title tag so visitors could more easily find your website in the search engine."

    Stuff like that. So not only are you getting them a better site, you're educating them on why the new site is better, making it a much, much easier sell and allowing you to more easily sell them on other marketing packages.
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    • Profile picture of the author Brenden Clerget
      Originally Posted by bronke13 View Post

      Hi Brenden

      Thanks for the info and the PDF.

      Got some pretty good value out of it too.

      Regards

      Bronwyn and Keith
      Bonwyn,

      More than welcome, happy I could help!

      Originally Posted by Jesse Kemmerer View Post

      This is a fantastic way for anyone to get their foot in the door with local businesses.

      One little tip I'd like to add: whenever you're redesigning their site, keep track of every change you made and WHY you made it. Then, when you're talking to the business owner, explain every change you made and why it will help their site and business.

      For instance... "I changed the navigation so visitors could more easily find the information they needed." or "I added keywords to your title tag so visitors could more easily find your website in the search engine."

      Stuff like that. So not only are you getting them a better site, you're educating them on why the new site is better, making it a much, much easier sell and allowing you to more easily sell them on other marketing packages.
      Jesse - good point. I remember us talking about this at one point. It's a really strong rapport AND value building technique, definitely help to close more clients.
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      • Profile picture of the author rizzy
        Thanks for the pdf on the objections. It should really help me out since I am just getting started in the offline arena. I hope to make this a nice supplement income to my full time job.
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    • Profile picture of the author JamieSEO
      Originally Posted by Jesse Kemmerer View Post

      This is a fantastic way for anyone to get their foot in the door with local businesses.

      One little tip I'd like to add: whenever you're redesigning their site, keep track of every change you made and WHY you made it. Then, when you're talking to the business owner, explain every change you made and why it will help their site and business.

      For instance... "I changed the navigation so visitors could more easily find the information they needed." or "I added keywords to your title tag so visitors could more easily find your website in the search engine."

      Stuff like that. So not only are you getting them a better site, you're educating them on why the new site is better, making it a much, much easier sell and allowing you to more easily sell them on other marketing packages.
      Good point Jesse - I always give clients a report where I detail everything. It helps them to see just how much value you have really given them
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    • Profile picture of the author Trivum
      Originally Posted by Jesse Kemmerer View Post

      This is a fantastic way for anyone to get their foot in the door with local businesses.

      One little tip I'd like to add: whenever you're redesigning their site, keep track of every change you made and WHY you made it. Then, when you're talking to the business owner, explain every change you made and why it will help their site and business.

      For instance... "I changed the navigation so visitors could more easily find the information they needed." or "I added keywords to your title tag so visitors could more easily find your website in the search engine."

      Stuff like that. So not only are you getting them a better site, you're educating them on why the new site is better, making it a much, much easier sell and allowing you to more easily sell them on other marketing packages.
      This is a good idea. Not only are you educating them, you're showing them you know what you're doing.
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  • Profile picture of the author Vincenzo Oliva
    Nice idea, a lot of us don't want to get into web design though. I thought of outsourcing to have a really attractive, direct response squeeze page designed for a particular market that they can plug right into their existing site (a few tweeks of file location).
    By me owning the design I can tweek it and use it over in multiple markets.

    What say you?
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    • Profile picture of the author kemdev
      Originally Posted by Vincenzo Oliva View Post

      Nice idea, a lot of us don't want to get into web design though. I thought of outsourcing to have a really attractive, direct response squeeze page designed for a particular market that they can plug right into their existing site (a few tweeks of file location).
      By me owning the design I can tweek it and use it over in multiple markets.

      What say you?
      Hi Vincenzo,

      Remember that not only does a website provide new customers/visitors/etc... it also helps to establish a BRAND. By designing a cookie-cutter site, you're taking that completely out of the equation. Businesses want to see their name on a professionally designed site - not just a squeeze page, no matter how much more effective it may be.

      This method is just to get your foot in the door for businesses with poor or non-existent sites. In all reality you could outsource the entire thing, pocket a few bucks on the side, and make a lot more on the backend with various marketing services, including lead generation.

      Just my take on it, though.
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  • Profile picture of the author Tiger_Claw
    Going to be using some of these techniques tomorrow when I start the "cold calling" I'll be sure to let you guys know how it goes over for me. Going to also make use of the phone script and see how that goes.
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  • Profile picture of the author Daryl Lim
    Damn it Brenden, I just regretted getting your WSO a few days ago. You are giving away everything here!
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    • Profile picture of the author Brenden Clerget
      Originally Posted by rizzy View Post

      Thanks for the pdf on the objections. It should really help me out since I am just getting started in the offline arena. I hope to make this a nice supplement income to my full time job.
      Good thing too, just in time for christmas!

      Originally Posted by Tiger_Claw View Post

      Going to be using some of these techniques tomorrow when I start the "cold calling" I'll be sure to let you guys know how it goes over for me. Going to also make use of the phone script and see how that goes.
      Definitely, good luck with your cold calling. Let me know if the objections helps you out at all.

      Originally Posted by Daryl Lim View Post

      Damn it Brenden, I just regretted getting your WSO a few days ago. You are giving away everything here!
      Haha - took a PM to realize you're joking. The WSO has a ton more content in it


      Originally Posted by JamieSEO View Post

      Good point Jesse - I always give clients a report where I detail everything. It helps them to see just how much value you have really given them
      Definitely agree with this. To expand on what Jesse said, developing a brand should be your ultimate goal with all of these clients because the more they feel like you are advancing their overall business as a hole, IE brand development and market placement, the more you're going to be able to build a relationship that leads to referrals and more sales down the line.

      Hope this helps

      - Brenden
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  • Profile picture of the author tghva
    Just downloaded and had a brief look, from the little I read you have packed this free pdf with more information then any wso I've paid for recently. Your pdf is at the top of my "Must Read" list when I have a few quite minutes.

    Thank you so much for the great info!!!
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  • Profile picture of the author fvandy
    I have been considering this approach myself. There are some great WSO available that have awesome looking, niche specific, Wordpress themes. Thanks for sharing your thoughts!
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  • Profile picture of the author Lisa Gergets
    I've already done a website for an attorney that I can use as a model...and I've just researched and collected ten names, addresses and phone numbers of attorneys in my area with REALLY awful websites. They'll go out in tomorrow's mail!
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    • Profile picture of the author Sevastopol
      Originally Posted by Lisa Gergets View Post

      I've already done a website for an attorney that I can use as a model...and I've just researched and collected ten names, addresses and phone numbers of attorneys in my area with REALLY awful websites. They'll go out in tomorrow's mail!
      I am sorry my english

      I can see your site is a attorney? Thanks.
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  • Profile picture of the author redcell1
    Well Jeremy thanks for sharing, and I think I might be joining you for that WSO if its still available lol

    And for the record I want to vote to make this a sticky.
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    Just here to see the shenanigans.

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  • Profile picture of the author Lisa Gergets
    Hey Brenden, just sent you a PM with a quick question...
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  • Profile picture of the author Lisa Gergets
    What do y'all think of this letter as a way to reach out to attorney's with sub-par websites?

    Recently, in performing some research online, I came across your website. The impression your website gives may be hindering, rather than helping, your Law Office's client acquisition strategy as well as the perception of your office's professionalism.


    A professional, easy-to-navigate and aesthetic website is integral to any business hoping to reach new clientele through the internet. As an attorney, I'm sure you see the value in giving an excellent first impression. Your website is no different. It is your “face” to all potential clients.


    I own a local web development company and I only work with clients within the xxxxxx area. Utilizing my knowledge of the internet and web design, I have just completed a redesign of your website.


    With your permission, I’d like to talk with you over the phone or in person and discuss exactly what I can help your law office accomplish in terms of internet visibility. I've enclosed a recent website I created for a Dayton, Ohio attorney so that you may see the quality of my work.


    I’ll give you a call in a few days to follow up, or you’re welcome to call me at 715.xxxxxxx. I look forward to talking to you soon.
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    • Profile picture of the author redcell1
      Originally Posted by Lisa Gergets View Post

      What do y'all think of this letter as a way to reach out to attorney's with sub-par websites?
      I like your letter, I would add in some keywords stats to it and tell him how he is missing out on clients, also possibly include his competitors sites ?
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      • Profile picture of the author Brenden Clerget
        Originally Posted by redcell1 View Post

        Well Jeremy thanks for sharing, and I think I might be joining you for that WSO if its still available lol

        And for the record I want to vote to make this a sticky.
        Redcell, thanks for the great feedback. The WSO is still going on, there's still a few copies left I believe on closeout...

        That's not a bad idea. It could really grow over time and help a lot of new offliners.

        Originally Posted by Lisa Gergets View Post

        Hey Brenden, just sent you a PM with a quick question...
        Sounds good - will get to it shortly!

        Originally Posted by Lisa Gergets View Post

        What do y'all think of this letter as a way to reach out to attorney's with sub-par websites?
        I didn't get to read the letter, it didn't quote it, will in a moment. Also will PM you a copy of an email I use.

        Originally Posted by stevenhall70 View Post

        This is a great tip, I think, and will work well for the right person.

        I have to ask, though, why would you do a complete build instead of working up a wireframe in PS or FW in about 20 minutes? Have you ever used that approach?
        Steven, good question. You can do it how you'd like, but my look on it is this:

        You're only going to be designing websites for those who agree to meet you, and as long as you stay strong throughout the sale, you will sell a high percentage of the ones you meet. I don't see it being unreasonable that out of 10 meetings you close 8 or 9 with high confidence. The ones that don't close, just swap out information and images for another business, and call the other one with the design until you sell it. I let a few of those "back burner" ones build up for a rainy day and try to sell them all off at once for cheaper.

        The other thing I've noticed, especially when I tried doing that, is that the quality of the website eventually shows through. One way or another, a business owner just "feels" if you've done a custom design and sees the extra value for what it is, compared to a wireframe layout that isn't customized. There's lots of tiny details you can change depending on a business and they way it is run in order to make the website more effective and sell better. Those realizations and ability to pick out qualities comes with time doing this, and you'll know what I mean.

        One specific example is the location of an opt-in form. For a chiropractor it might be sunk back onto their pricing page (since you KNOW they will check prices before making an appointment), while the opt-in form for a Go-Karting place would be up front on the homepage, because people may only want to get directions or hours, and may not even venture across the site very far.

        It's a subtle difference in a design, that makes a huge difference in optin.

        Hope this helps

        - Brenden

        Originally Posted by redcell1 View Post

        I like your letter, I would add in some keywords stats to it and tell him how he is missing out on clients, also possibly include his competitors sites ?
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    • Profile picture of the author Creativegirl
      Originally Posted by Lisa Gergets View Post

      What do y'all think of this letter as a way to reach out to attorney's with sub-par websites?

      You might consider testing it with a couple of versions to see what pulls betters. If mailing I'd opt for a more formal and friendly introduction first, soft sell the crappy site with "I've updated it with/to..." and if their ranking is poor but fairly easy to improve do a strong sell on that.

      If you are emailing consider testing with the new redesign included (screen shot) and sell the possibilities, "what if..." - what they'll gain. This way they have the visual to connect what you're saying/offering.

      Curious how you do, I hope you'll share.
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  • Profile picture of the author stevenhall70
    This is a great tip, I think, and will work well for the right person.

    I have to ask, though, why would you do a complete build instead of working up a wireframe in PS or FW in about 20 minutes? Have you ever used that approach?
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  • Profile picture of the author Amir Luis
    I really like the idea....

    One way to avoid any problems with not selling the site. Just in my opinion. Would be if you are making a WP site... You can use a theme like the Flexx theme that is easily changeable. You could use a keyword oriented domain versus a www.resturauntname.com

    That way.... if they don't want the site... you call all his competitors. Until you sell it.

    Just a few clicks and a banner redesign. No big deal.

    Keyword oriented and using WP with the ALL IN ONE SEO PACK and you are golden. Sprinkle in a few lsi keywords and you have yourself an easy target to dominate page on in your local area.

    The concept is great and I enjoy the "outside of the box" perspective.
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    • Profile picture of the author paulie888
      Originally Posted by Amir Luis View Post

      I really like the idea....

      One way to avoid any problems with not selling the site. Just in my opinion. Would be if you are making a WP site... You can use a theme like the Flexx theme that is easily changeable. You could use a keyword oriented domain versus a www.resturauntname.com

      That way.... if they don't want the site... you call all his competitors. Until you sell it.

      Just a few clicks and a banner redesign. No big deal.

      Keyword oriented and using WP with the ALL IN ONE SEO PACK and you are golden. Sprinkle in a few lsi keywords and you have yourself an easy target to dominate page on in your local area.

      The concept is great and I enjoy the "outside of the box" perspective.
      This is a great idea, make the site somewhat generic for the niche (but of course state that it can be customized to the client's requirements), and then contact 10 businesses or more in the same city.

      You could even play up the scarcity/urgency factor in the emails that you send out, and it would work really well in this instance as you're using a local domain name that can obviously only belong to one business. You could also go one step further and try to get the site ranked on the first page of Google before showing it off to your prospects (not very hard at all if you have an exact match local keyword domain), as this would enhance the value of the site and enable you to ask more for it!

      Paul
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      • Profile picture of the author Brenden Clerget
        Originally Posted by paulie888 View Post

        This is a great idea, make the site somewhat generic for the niche (but of course state that it can be customized to the client's requirements), and then contact 10 businesses or more in the same city.

        You could even play up the scarcity/urgency factor in the emails that you send out, and it would work really well in this instance as you're using a local domain name that can obviously only belong to one business. You could also go one step further and try to get the site ranked on the first page of Google before showing it off to your prospects (not very hard at all if you have an exact match local keyword domain), as this would enhance the value of the site and enable you to ask more for it!

        Paul
        It is and it isn't. The only issue I've ran into with websites like these is that business owners sometimes really like the idea of their websites being branded to their name, and URLs like those are keyword rich, but not necessary as a lot of local markets aren't even that tough to rank for anyway. Non keyword rich domains can get ranked just as well for the most part.

        If you can whip out massive amounts of them and rent them out on a monthly basis though, you have a recurring business structure setup as soon as they're all ranked, and once a business cancels, travel across town to a competitor of theirs.

        I've even had businesses cancel and then sign up for SEO services after giving up the domain - and since I'm not doing SEO for the original website anymore, it's the property of someone else while they lease it in our contract, it's no longer a conflict of interest.

        I'm quite careful not to interfere with the effectiveness of my intersecting business parts though - so it's a tough balance to build.
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  • Profile picture of the author Tiger_Claw
    Tomorrow when I start making my "cold calls" I will be using this method and seeing how it goes over. Going to throw in that I've already created a new site for them and would love to meet up with them to see if it is something they're interested in.

    Just curious how I am going to present it to them. Do I just present it to them on my laptop on my locally stored HTML editor? Buy a domain name for it and host it there?
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  • Profile picture of the author Amir Luis
    Keyword oriented domain tiger claw...

    Do you have an aircard for your laptop?

    If not... I would get one. They come in handy.

    If you set it up on a keyword oriented domain you can use the business owners computer to show it to them.

    Just sayin....

    It actually helps with positioning. Becuase you are not on the other side of the desk. It's like you guys are partners. Sitting side by side. A psychological tactic that works.
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  • Profile picture of the author Lisa Gergets
    Received an email today from an attorney that I sent a letter to last week! Yippee! And, my prices were half what he had previously been quoted by others. Double yippee! I'm calling him tomorrow if I don't get an email from him tonight.
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    • Profile picture of the author Brenden Clerget
      Originally Posted by Tiger_Claw View Post

      Tomorrow when I start making my "cold calls" I will be using this method and seeing how it goes over. Going to throw in that I've already created a new site for them and would love to meet up with them to see if it is something they're interested in.

      Just curious how I am going to present it to them. Do I just present it to them on my laptop on my locally stored HTML editor? Buy a domain name for it and host it there?
      You can do either or. Just as long as you can show it to them. It will end up on their server after you sell it either way

      Originally Posted by Amir Luis View Post

      Keyword oriented domain tiger claw...

      Do you have an aircard for your laptop?

      If not... I would get one. They come in handy.

      If you set it up on a keyword oriented domain you can use the business owners computer to show it to them.

      Just sayin....

      It actually helps with positioning. Becuase you are not on the other side of the desk. It's like you guys are partners. Sitting side by side. A psychological tactic that works.
      This is true - but I've found that it being hosted on the net vs. it being on your local computer doesn't make a huge difference. It's the product and positioning of your sales pitch that matters most.

      Originally Posted by Lisa Gergets View Post

      Received an email today from an attorney that I sent a letter to last week! Yippee! And, my prices were half what he had previously been quoted by others. Double yippee! I'm calling him tomorrow if I don't get an email from him tonight.
      Lisa! That's AWESOME! I'm happy for you, let us know when you get that check!
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    • Profile picture of the author Tiger_Claw
      Originally Posted by Lisa Gergets View Post

      Received an email today from an attorney that I sent a letter to last week! Yippee! And, my prices were half what he had previously been quoted by others. Double yippee! I'm calling him tomorrow if I don't get an email from him tonight.
      Congratulations. I can only hope I can get a bite in the next few days or so.
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      • Profile picture of the author Lisa Gergets
        Originally Posted by Tiger_Claw View Post

        Congratulations. I can only hope I can get a bite in the next few days or so.
        I had absolutely NO intention of getting emails from clients...as is my plan, I intended to call each of those that I sent letters to.

        But the fact that HE emailed ME lets me know that he knows he needs my services and is up for becoming my client!
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        • Profile picture of the author Tiger_Claw
          Originally Posted by Lisa Gergets View Post

          I had absolutely NO intention of getting emails from clients...as is my plan, I intended to call each of those that I sent letters to.

          But the fact that HE emailed ME lets me know that he knows he needs my services and is up for becoming my client!
          Well, it sounds like you're in a great position. I am considering sending out mailers myself and see how that goes. I've been strictly cold calling thus far.
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          • Profile picture of the author Lisa Gergets
            Originally Posted by Tiger_Claw View Post

            Well, it sounds like you're in a great position. I am considering sending out mailers myself and see how that goes. I've been strictly cold calling thus far.
            And I've been mainly mailing with a follow up call. We can both learn something!
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  • Profile picture of the author Amir Luis
    Yeah... LISA!!!!


    WOOOOO.....
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  • Profile picture of the author Millions Forever LLC
    Interesting
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  • Profile picture of the author redcell1
    Congrats Lisa

    Keep us updated on what happens
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    Just here to see the shenanigans.

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  • Profile picture of the author Lisa Gergets
    I SURE WILL!
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  • Profile picture of the author Amir Luis
    You will Tiger Claw... It's all about the numbers.... The more you do.. The more you will see.

    I have some stuff for you that will increase your odds.
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  • Profile picture of the author Lisa Gergets
    It truly is a numbers game...you send out 10 letters and make 10 follow up phone calls, you may not see any success. Send out 100 and make those 100 phone calls, and I'd be surprised if you're not looking at 2 or 3 leads...
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  • Profile picture of the author Amir Luis
    Lisa.... you could do the same exact thing by just picking up the phone and calling them.

    Same numbers... same everything, except... you wouldn't have to spend $50 on stamps and envelopes.

    If you are totally broke. And need money NOW. Pick up the phone. Why wait a week for a follow up call? Just call them...

    The only thing a 4 line letter did for me... was put my mind at ease. Not theirs.

    Most people didn't even get the letter so I was calling cold anyway. I just didn't know it.

    A client said to me... 'what was in that letter you sent me?"

    I picked up a client the other day... He already had an SEO guy. They were on the East Coast. How did he get involved with that outfit? I asked.

    They called me on the phone.

    hmmmmm.....

    Makes you think.....



    Armed with the right script... you can get the same conversions as the letters being sent. No photoshop skills needed.
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    • Profile picture of the author Brenden Clerget
      Originally Posted by Amir Luis View Post

      Lisa.... you could do the same exact thing by just picking up the phone and calling them.

      Same numbers... same everything, except... you wouldn't have to spend $50 on stamps and envelopes.

      If you are totally broke. And need money NOW. Pick up the phone. Why wait a week for a follow up call? Just call them...

      The only thing a 4 line letter did for me... was put my mind at ease. Not theirs.

      Most people didn't even get the letter so I was calling cold anyway. I just didn't know it.

      A client said to me... 'what was in that letter you sent me?"

      I picked up a client the other day... He already had an SEO guy. They were on the East Coast. How did he get involved with that outfit? I asked.

      They called me on the phone.

      hmmmmm.....

      Makes you think.....



      Armed with the right script... you can get the same conversions as the letters being sent. No photoshop skills needed.
      What Tiger says is absolutely true - I sent out three emails the other day, and got two responses.

      Honestly when you get your sales pitch down, regardless of what medium of contact you use - you'll get more responses and spend less time finding clients, but more time getting referrals and doing the work for them.

      Hope this helps

      - Brenden
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      • Profile picture of the author Amir Luis
        Originally Posted by DrivenForMillions View Post

        Honestly when you get your sales pitch down, regardless of what medium of contact you use - you'll get more responses and spend less time finding clients, but more time getting referrals and doing the work for them.

        Hope this helps

        - Brenden
        This is a fact.... This is why I outsource the sales process.... so I can focus on client retention vs... client acquisition.


        Following the Emyth guidelines.....

        Make everything so easy that the guy at Burger King could do what you do.

        All about system and procedure. Not skill.

        Skill is secondary. I try to guage my projections based on what the lowest person on the totem pole can do.

        BUT.... I have to do it myself first.

        That is the only way I can step in if it all falls apart. I have to experience the same thoughts and feeling they are going to think and feel. That way I know what to say when they come across an issue. It doesn't matter what the issue is.
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        • Profile picture of the author Brenden Clerget
          Originally Posted by Amir Luis View Post

          This is a fact.... This is why I outsource the sales process.... so I can focus on client retention vs... client acquisition.


          Following the Emyth guidelines.....

          Make everything so easy that the guy at Burger King could do what you do.

          All about system and procedure. Not skill.

          Skill is secondary. I try to guage my projections based on what the lowest person on the totem pole can do.

          BUT.... I have to do it myself first.

          That is the only way I can step in if it all falls apart. I have to experience the same thoughts and feeling they are going to think and feel. That way I know what to say when they come across an issue. It doesn't matter what the issue is.
          For sure - I like the way you worded it. Climb the pole until people are grabbing at your legs to get where you're at.

          I like to do my sales myself just to up customer rapport, but it can be effectively outsourced if you train them right.
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  • Profile picture of the author Amir Luis
    And I totally agree with doing the sales yourself to build rapport. But the client relations don't really start until we start working together.

    I did the same thing starting out, I sold everything and did everything myself.... I had no other choice. PLUS.... when you go into the military you don't go in as a General. You have to start as a Private just like everyone else. There is a good reason for it. The General can do everything a private can...

    When your privates fall short of your chosen ideal. You can step in an make it happen.

    Making your business self supporting and not people dependant.

    I would NOT HIRE anyone... until you have done it yourself. Just my experience.

    No more... No less....
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    • Profile picture of the author Brenden Clerget
      Originally Posted by Amir Luis View Post

      And I totally agree with doing the sales yourself to build rapport. But the client relations don't really start until we start working together.

      I did the same thing starting out, I sold everything and did everything myself.... I had no other choice. PLUS.... when you go into the military you don't go in as a General. You have to start as a Private just like everyone else. There is a good reason for it. The General can do everything a private can...

      When your privates fall short of your chosen ideal. You can step in an make it happen.

      Making your business self supporting and not people dependant.

      I would NOT HIRE anyone... until you have done it yourself. Just my experience.

      No more... No less....
      It's definitely a great idea if you are just starting out to do as much of the work as possible yourself. It will give you a good feel for what's right and what's wrong, as well as allow you to pick good outsourcers that sound knowledgeable about the topics you are trying to work within.

      It also allows you to train sales staff more effectively because you've made sales, and there's no better model than a successful role model.

      This threads becoming a gold mine...
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  • Profile picture of the author michelle2002
    Banned
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    • Profile picture of the author Brenden Clerget
      Originally Posted by michelle2002 View Post

      Hello Friends

      you quit right lot of problem have to face when start business with local client nobody able to understand exactly what he wants.do you have an idea about how to handle to the customer.only local customer.

      Regards
      Michelle
      Michelle, what exactly are you having trouble handling?
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  • Profile picture of the author iforgotbetter
    Thanks for referring me to the forum first of all,

    And second of all i will tell you guys.. (considering Brenden does our website design and SEO), Hes not kidding around when he says its a "SUREFIRE WAY. Ive had the pleasure to work with Brenden over the last few months on getting our company's website up and running and it couldn't have been easier. This guy knows what he is talking about!

    I dont get why he is offering to give this information (on which has made Brenden a successful businessmen) away for FREE!!!!

    Honestly guys the thing that sold me was the fact that he showed initiative to do it live with a mock up of what my website could look like when i first met Brenden. He showed he was ready to do business RIGHT now, which was my main concern with getting my website traffic and customers to my door.

    Thanks again for your great work, and it looks like you're doing well on here, keep it up.

    Best investment I've made in my company so far.

    oh..ps.. I talked to Joben and he wants to see if he can get that portfolio done asap?

    Greg Walters
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    • Profile picture of the author Brenden Clerget
      Originally Posted by iforgotbetter View Post

      Thanks for referring me to the forum first of all,

      And second of all i will tell you guys.. (considering Brenden does our website design and SEO), Hes not kidding around when he says its a "SUREFIRE WAY. Ive had the pleasure to work with Brenden over the last few months on getting our company's website up and running and it couldn't have been easier. This guy knows what he is talking about!

      I dont get why he is offering to give this information (on which has made Brenden a successful businessmen) away for FREE!!!!

      Honestly guys the thing that sold me was the fact that he showed initiative to do it live with a mock up of what my website could look like when i first met Brenden. He showed he was ready to do business RIGHT now, which was my main concern with getting my website traffic and customers to my door.

      Thanks again for your great work, and it looks like you're doing well on here, keep it up.

      Best investment I've made in my company so far.

      oh..ps.. I talked to Joben and he wants to see if he can get that portfolio done asap?

      Greg Walters
      Greg man, it's nice to see you taking some steps for your business outside of our business relationship!

      One of my offline clients, here in my thread! That's outstanding

      Yeah, I called him and the boys are working on the portfolio, so it should be done by the end of business today.

      Here's living proof boys and girls, I sold Greg on a website this exact way.

      - Brenden Clerget
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  • Profile picture of the author krzysiek
    Wouldn't you consider it awkward with your client being on this very same thread as you! (curious)
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    • Profile picture of the author Brenden Clerget
      Originally Posted by krzysiek View Post

      Wouldn't you consider it awkward with your client being on this very same thread as you! (curious)
      Not at all, he's actually a family friend of mine, and we joke about how I'm selling him things all the time. He wants to undertake his marketing efforts on his own soon, so I've referred him here to start learning

      Only awkward if you make it awkward!
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  • Profile picture of the author krzysiek
    Great! Thanks for the reply, just wanted to see, as it seems like you're giving away the method of how you're making money on your clients in this thread and then a client actually pops in!

    All is well!

    Still trying to give offline a go. I have a website in the top 3 for a keyterm *niche in city* and almost first page for *niche city*, so waiting for that second keyword to start ranking higher and then I think I'll go and see if I can hire out my site to them. It isn't the exact same as your method, but similar in the sense that is it offline.

    I just need to try and get a local listing set up too, as included bonus - but it seems like a whole lot of work to 'get it ranking' first and then if they don't want it, it's useless. And at the same time, promising them that you will get them on first page for local listings would take a long time to deliver as well. I wish there was some way to rank it for a 'non existant' or something address, then if the person doesn't want it, hit up the next one in line and change the address to suit theirs and all of the contact info. and still retain a high position in the local listings?
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    • Profile picture of the author Brenden Clerget
      Originally Posted by krzysiek View Post

      Great! Thanks for the reply, just wanted to see, as it seems like you're giving away the method of how you're making money on your clients in this thread and then a client actually pops in!

      All is well!

      Still trying to give offline a go. I have a website in the top 3 for a keyterm *niche in city* and almost first page for *niche city*, so waiting for that second keyword to start ranking higher and then I think I'll go and see if I can hire out my site to them. It isn't the exact same as your method, but similar in the sense that is it offline.

      I just need to try and get a local listing set up too, as included bonus - but it seems like a whole lot of work to 'get it ranking' first and then if they don't want it, it's useless. And at the same time, promising them that you will get them on first page for local listings would take a long time to deliver as well. I wish there was some way to rank it for a 'non existant' or something address, then if the person doesn't want it, hit up the next one in line and change the address to suit theirs and all of the contact info. and still retain a high position in the local listings?
      If it's a niche where you can grab leads - go ahead and put a lead capture form on your site and start building up leads. Even colder leads that are 2 to 3 weeks old will still sell well - and you can give the business a few free leads to test, and demand more if one closes. Even if they don't close, most businesses can gauge how good a lead is just by talking with them.

      When I sold cars, I knew right away if someone was buying today or not, and those that weren't, unfortunately got a lot less of my attention and efforts.

      You could always just get something ranking high, and use a 301 redirect, and build links to the original site instead of the client's site - and when they cancel, cancel your redirect, they'll drop, and sell the redirect to someone else.
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  • Profile picture of the author peter.max
    I've used a variation of WP site principle and use it as an attraction site in a specific niche. I use email rather than cold calling and I use the Google search stats for their specific local market to show them how many prospects they are missing. The email has a high open rate. I also send the same mail as a letter.

    The rest of the process is very much like Brenden explained. Great post
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    • Profile picture of the author Brenden Clerget
      Originally Posted by peter.max View Post

      I've used a variation of WP site principle and use it as an attraction site in a specific niche. I use email rather than cold calling and I use the Google search stats for their specific local market to show them how many prospects they are missing. The email has a high open rate. I also send the same mail as a letter.

      The rest of the process is very much like Brenden explained. Great post
      Peter,

      Resending the email as a letter is a KILLER tactic, because it really engages them like, "he's not just emailing me one time? he must be serious"

      Thanks a lot for the feedback.

      AN UPDATE: Today I just landed a local chiropractic firm for an $850 web design and $1,200 up front for SEO, with $429 over six months. And I'm going to get a deep tissue massage for free and pick up the check today

      Life is good.
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  • Profile picture of the author bizgrower
    Great idea/thread and I appreciate the free 'overcoming objections' downloads.

    For offliners that outsource design, this IS a great service to offer and way to get your foot in the door of a business that has some understanding of needing IM.

    Instead of the actual design though, you could come in with suggestions for re-design, conversion improvement, SEO... And be prepared with some good quotes because you've touched base with your team and researched the prospects market/competition.
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  • Profile picture of the author Dhira
    Interesting point about claiming to have redesigned it before you actually do.....
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    • Profile picture of the author Brenden Clerget
      Originally Posted by bizgrower View Post

      Great idea/thread and I appreciate the free 'overcoming objections' downloads.

      For offliners that outsource design, this IS a great service to offer and way to get your foot in the door of a business that has some understanding of needing IM.

      Instead of the actual design though, you could come in with suggestions for re-design, conversion improvement, SEO... And be prepared with some good quotes because you've touched base with your team and researched the prospects market/competition.
      Bizgrower, thanks for leaving your thoughts about the method. Ideas get turned away more often, just because they seem salesly. If you are a good cold seller though, it shouldn't be tough.

      Originally Posted by Creativegirl View Post

      You might consider testing it with a couple of versions to see what pulls betters. If mailing I'd opt for a more formal and friendly introduction first, soft sell the crappy site with "I've updated it with/to..." and if their ranking is poor but fairly easy to improve do a strong sell on that.

      If you are emailing consider testing with the new redesign included (screen shot) and sell the possibilities, "what if..." - what they'll gain. This way they have the visual to connect what you're saying/offering.

      Curious how you do, I hope you'll share.
      Absolutely - when I did designs I did this, but I just noticed how often I was wasting time redesigning sites that didn't sell, and it started to get to me, thus this system. If you want to do it this way, I can confirm it works however.

      Originally Posted by Dhira View Post

      Interesting point about claiming to have redesigned it before you actually do.....
      It's just a question if you feel that you are pushing ethics or not. They will not know either way - but it does save you time in the long run, as well as money.
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  • Profile picture of the author Demond Jackson
    Hi Brenden, I am knew to this thread and want to thank you. I downloaded the Overcoming Objections book and found it very useful. Thanks for the strategy as I will test it and hopefully get similar results as your own.
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  • Profile picture of the author mancmusicman
    just a quick question..

    when you contact business owners..do you call them up? do you send them an email? direct mail?
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  • Profile picture of the author Amir Luis
    I don't know about these cats... but direct proactive marketing such as picking up the phone and calling them is what I do.

    Telemarketing will get you clients QUICK, or you can wait weeks sending out emails and spend a bunch of money on direct mail.... whatever works for you. I prefer to call them up and get a response right away.
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  • Profile picture of the author StrategicMarketingTN
    When we started offering SEO services, I didn't want to get into web design. Shortly after, I realized that if we wanted to really increase the revenue for the local businesses, we had to redesign most of their sites. So I can see how this strategy would be a great initial step in acquiring the client.
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    • Profile picture of the author paulie888
      Originally Posted by StrategicMarketingTN View Post

      When we started offering SEO services, I didn't want to get into web design. Shortly after, I realized that if we wanted to really increase the revenue for the local businesses, we had to redesign most of their sites. So I can see how this strategy would be a great initial step in acquiring the client.
      This is true - even when our focus is on SEO, sometimes we need to redesign their websites out of necessity. The need for this is blatantly obvious - you could have thousands of ultra targeted visitors coming to your site from the search engines, but the business owner could still experience little or even no improvement in sales if the site gives off a poor first impression, and does nothing to attract interested clients to the business!
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  • Profile picture of the author MrJupiter
    Thanks for this information Brian. It's a pleasure to see how other people go about attracting prospects. This is one way of doing it.

    I'm going to split test this with several other types of information (yeah that's a broad test), but the best package will come out on top.

    Personally, I would prefer to go the other way around ... expose the weakness of their SEO, then upsell them on coversion/web design/copywriting. I'll let everyone know how my testing goes.
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  • Profile picture of the author Mike McAleer
    My Problem is that I think people are already in contracts with their own web designers already!

    How do you deal with this?
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    • Profile picture of the author Amir Luis
      Originally Posted by Mike McAleer View Post

      My Problem is that I think people are already in contracts with their own web designers already!

      How do you deal with this?
      Yeah... But are they happy?

      Is their website making them money or is it more of an expense?

      Is it outdated?

      Does it have a call to action above the fold?

      Does it focus on the reader and not a Virtual Brochure?

      Really... so what if they have a web designer? Your unique selling proposition is the fact that you are an internet marketer. You know how to make their site make them money. Straight and simple...

      Easy peasy. Like taking candy from a baby....
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      • Profile picture of the author Mike McAleer
        Originally Posted by Amir Luis View Post

        Yeah... But are they happy?

        Is their website making them money or is it more of an expense?

        Is it outdated?

        Does it have a call to action above the fold?

        Does it focus on the reader and not a Virtual Brochure?

        Really... so what if they have a web designer? Your unique selling proposition is the fact that you are an internet marketer. You know how to make their site make them money. Straight and simple...

        Easy peasy. Like taking candy from a baby....
        yes very true.

        i just sent out 50+ emails and am going to succeed with this!!!!
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        • Profile picture of the author Amir Luis
          Originally Posted by Mike McAleer View Post

          yes very true.

          i just sent out 50+ emails and am going to succeed with this!!!!

          50 Emails is really a drop in the bucket.... I would prefer to make 50 phone calls than I would 50 emails. That's just me.... you have to do what works for you.

          If you are not wanting to do any cold calls yourself. There are ways to outsource appointment setting for hella cheap. May want to look into that...

          Just sayin...
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          • Profile picture of the author Mike McAleer
            Originally Posted by Amir Luis View Post

            50 Emails is really a drop in the bucket.... I would prefer to make 50 phone calls than I would 50 emails. That's just me.... you have to do what works for you.

            If you are not wanting to do any cold calls yourself. There are ways to outsource appointment setting for hella cheap. May want to look into that...

            Just sayin...
            Thanks,
            I am sorry that I don't like Cold Calling but I have found a method that I like as far as sending out emails. I have gotten 3 replies with 75 emails or so!
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            • Profile picture of the author Vanfenix
              Hello Warriors, Visitors, and Distinguished Guests.

              My friend Brendan has given you some very good information. I like his PDF that he's included and Kudos to you for putting that together. An excellent guide.

              I run a Federally Incorporated Web-Development Company. I started it in 2007 back when I was working for Michael Dell as a Process Engineer. I ran away from my job and followed my dreams and passions.

              Four years later, I look back at my life and I look at those around me and it is really quite interesting to see just how much things have changed. I look at the Marketplace which I am an avid investor in, I look at the infrastructure of the economy, I watch TV shows like Secret Millionaire showing me real footage of the degraded streets of the good ol USA. And I remind myself daily why I do what I do.

              I had a call centre up and running overseas and was selling websites by the truckload. I have my own infrastructure that allows people to edit their own website by dragging and dropping blocks. It's childs play really with 80,000 php files and a complex net of code, scripts, and database junctions.

              My goal used to be to make a lot of money. I wanted to be rich - to make it to the big leagues. But after pushing really hard and spending well into six figures. putting up my assets and investing everything into the Engine that now serves all my clients - I realize that the most important websites that can be made are those that help Non Profit Charities obtain Funding. Charities that are ran by People that have invested their lives to help Kids with Autism, Charities that have feed the hungry and shelter the homeless. These are the people that I prefer to do business with. This gets me up and running every day.

              It's doing websites for Free that attracts your paying subjects. I now do all my websites for Free, but that's besides the point. If you're starting up - I'll tell you that the best possible thing that you can do is get in touch with 20 Non Profits and Offer them a Website. Don't charge them a dime. The Word of Mouth and the Advertising you'll get will carry your business so far.

              From there - Those Doctors - Lawyers - People who are in fields of medicine - professional services - they took their jobs because they wanted to help people. When they see your portfolio - they'll appreciate what you're doing and they'll give you their business. Repeat that process over and over and over again - Eventually you'll have a four digit customer base behind you, You'll be spending late nights scrounging for things to do online - and you'll be doing more Non Profit sites because you enjoy it.

              --Change of Scene--
              When I started - I did the e-mail thing. I would email people by the dozen - I had my G15 Keyboard (Macro'd) to automate and blow through 200-300 clients in a day - Spamming the heck out of them. My response rate was decent - and after travelling 100's of miles over the spam of my keyboard, my fingers were numb, I had half-ass written scripts and those prospects - they really didn't care one way or another. Sure I got clients - but it was so not personal.

              My sales professionals now all use the phone. They call up people and offer them a Free Site - We show them our portfolio over the phone, we help them with their design, we walk them through everything step by step, and then we move on to the next customer. The Site Builder is probably the most difficult thing for people to grasp. It's a design whereas customers can drag and drop their modules, (videos, content, images, etc) anywhere they want. I have over 200 modules loaded. The sites work on Mobile and Full Screen.

              If you want a lot of clients - you need to be quick, simple, real, and honest. YOu need to offer integrity - you need to sell yourself and you must believe in what you're selling. If you can't believe in what you're selling than why the hell are you selling it? You don't have to sell them on websites. You can sell them on Business Practices - named "best practice" . Help them with their marketing / advertising and help them network to like-minded businesses.

              One of my clients sells over 500 types of TEa from all around the world. I've got clients that own Cafe's,. So why not link them together? Sure - you can make some gravy in the middle, but if you can help a business get their product cheaper - or teach them new tactics - than you're great.

              Business people don't know about SEO, Hell - you know how many people I talk to that are like "what's Facebook"? You need to be real with business owners. Google Places came out offering Free Websites with hosting to Everyone! They will get Internet users to sign up for a 2nd 3rd 50th site. But those Brick and Mortar stores - you need to help them.

              I'll tell you a little secret. When you do your cold calls - don't try to make your sale on the first call. Make it on the 4th or 5th. You know why I make sales each and every day? Because My Staff are trained by me
              (MBA / Masters of Sales) to Not give up. Most people call and try to sell. They give up after the 2nd or 3rd try. They've given the idea to my prospects - thank you - and then we do it properly. But Speak to them in terms they can understand.



              Hello Mr - Johnson. - I've got something here that I need your help with. I'm working on a project about Boating Gear and would like to know if your an expert in Boat Safety? ..... Tactical Approach ...... I think you're a perfect candidate for my project. Want to know what it is? ---> Basically I'm trying to get a website online to tell the public about boating safety - and it would be really cool if I could attach your name to it. Would that be alright? Now normally people pay me a million dollars to do them a website, but since you're doing this to help the public - I'm going to be honest. My cost for doing this is $600. Of that - I make $85. I am going to cut my earnings and do this at Cost so that you and I can do something great for the public.

              ----

              This is one way to market - It's not a method that I use a lot, but it works. The bottom line is that if you're going to sell something - do it from the heart. Put your all into it - and have a reason. If you do this - that's you're motivation and that's how you become successful.

              If anyone needs some guidance or a job in sales for that matter - if you want to really make a difference - not only in your pocketbook, but those around you - than I urge you to PM me. Pick my brain and I'll share with you things that I don't share with the general public outside my company walls.

              Anyways - that's it for my 1am reply - I am sorry if it's long - but hey - I enjoyed writing it.


              --update---

              I just saw MrJupiter's post

              "Personally, I would prefer to go the other way around ... expose the weakness of their SEO, then upsell them on coversion/web design/copywriting. I'll let everyone know how my testing goes"

              You may have clients that know what SEO are and have a working knowledge of the Interwebs. If that's the case then do your conditioning properly. Match your clients knowledge and move from there.
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              If you need a website, something cool, slick, and affordable - something with built in aweber, hosting included, extremely easy to use. Unlimited pages, Drag and drop functionality. E-mail me. vanfenix1 at gmail.com. || I'll set you up a site for 15 days to test out || Squeeze pages? no problem. Lightweight E-commerce? easy as pie. My Websites are not like you've ever seen. Try it today FREE!

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    • Profile picture of the author Vanfenix
      Originally Posted by Mike McAleer View Post

      My Problem is that I think people are already in contracts with their own web designers already!

      How do you deal with this?
      Mike. As a professional - I'll tell you how you deal with this.

      You ask them very firmly - "What would it take from Me to get You to give me a chance"?

      There is a ton of things I can tell you - a lot of replies - but the bottom is that if you're running a business - than you need to tell them why they should hire you and fire him. (Unless it's my company handling their site - then we have a problem ... :p ) Just be honest and offer yourself as a backup - or ask them what on their site you can improve - Just KISS.
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      If you need a website, something cool, slick, and affordable - something with built in aweber, hosting included, extremely easy to use. Unlimited pages, Drag and drop functionality. E-mail me. vanfenix1 at gmail.com. || I'll set you up a site for 15 days to test out || Squeeze pages? no problem. Lightweight E-commerce? easy as pie. My Websites are not like you've ever seen. Try it today FREE!

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  • Profile picture of the author bankcardguru
    Great resource, thank you.
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  • Profile picture of the author instantpaypalcash
    I actually do this already with fb fan pages and usually once the customer sees the site they almost always buy it.

    I just look for local businesses that have a fanpage with just a wall.

    Then I build them a custom fanpage with a slick looking template and interface and drop it into a fb app so they can see it firsthand.

    using this approach I would say I close 4 of 10 on their first visit to "their" site.

    The rest I usually approach again within a week and sweeten the deal a bit by offering them a free consultation on how to instantly get free advertising on google and have their phone ringing off the hook if they buy my fanpage.

    of course this is SEO and google places which I show them how they can do it for free as long as they have several hours of time to do it all. hint, hint: I can do it for you and save you hours of work and frustration for xx$$.
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