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)
(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)