Well I applaud you for making this thread and having us along with your journey.

Good Luck with your 1st prospect

Hey Tiger_Claw

All the best with your plan.

It sounds like a good one.

Regards

Bronwyn and Keith

You do not want to be selling commodities, therefore no pricing chart. No one-size-fits-all.

Thanks for the replies everyone. I do have one question about pricing, etc. I understand that in this industry it's difficult to go with the "one-size-fits-all" method. But, where do I start? I mean what is the bottom and where do you start peaking out? I don't want to over charge or under charge for that matter. For example in my case, let's say that I land my first client and they want to buy the webpage that I've rebuilt for them. What do people normally charge for this type of service?

Update: 12 / 01 / 10:

Putting on the finishing touches of my website this evening. Will be making my first calls tomorrow morning. Going to target a specific niche and hopefully it will go well. Going to start with individuals who do not have a website and then move onto those who are in serious need of a make over.

For billing software there is a variety of choices.

BillingManager is one choice I use and its free. Works easily and just perfect for me.

Another one to consider is invoicebubble - not as feature rich as billingmanager but I still like it.

Business cards should cost you no more then $25 shipped. Now I get a 1000 full color both sides for that price.

12 / 5 / 10:

Website is finished. I'm adding some articles I had previously written for the site and am posting those on my company blog now. I am going to design my own business card and just go up to my local FedEx copy store tomorrow for the business cards.

Goals for tomorrow:

Make at least 10 - 20 cold calls. I am going to start with professional types and then move around a bit from there - testing out the different niches in my area.

This is how I am going to handle those who want to see any sort of previous work. I will refer them to my site and explain that everything I've done to this point has been freelance and I've actually not had a paying client as of yet. I've always been a firm believer in honesty being the best policy. Though, I do intend to have a confidentiality clause in place for my clients if they choose.

EDIT:

Also forgot to mention that I am going to be concluding my niche research this evening as well. Using a variety of sources to find individuals who do not currently have a page and go on from there.

Go get em Tiger....uh Claw!

Your right... No failure.

You just keep that mindset and you will have it. No matter what it is.

Everytime you walk through a door. Everytime you pick up a phone...

I GOT THIS.....

Really... I wouldn't worry too much about business cards. I get theirs. If they ask... I say

"I just ran out. Besides, everything I do is over the phone and internet anyway. Let me grab one of yours and I will shoot over an email with my contact info. That way you will have it on file."

Easy Peasy....

From this point on Tiger... Don't think... Just do.

the more you take action on what you are doing. The more you will succeed. You may hit a bump or two in the road on the way... But that is OK. You live. You learn.

You got this.

Now go get it.

Amir knows...he is a phone closing machine.

$0.50 ???


You big baller you...

Adukes funnel is about to flow over. I can just feel it....

I actually have a plan for you. I will call you tomorrow afternoon.


The reason his funnel is about to pop... He took ACTION.

In all actuality he has put a part time effort into this last week and his funnel is starting to flow already. Can you imagine if you cold called 5 hours at a time?

Like money in the bank.

Thanks for the props Dukes... made me blush a little....

Getting ready to start my first calls and was wondering on one thing. Let's say these individuals do want to have a meeting with me - my laptop just recently blew up and I've not replaced it just yet.

How do I make a presentation to them if I don't have laptop?

Can I just put the information online via my desktop PC and tell them where to go to look at it?

12 / 06 / 10: D - Day

Call log:
#1. I just made my first call. I did not get through the "gatekeeper" as the two partners for the firm were with clients. I did leave my name and phone number. The secretary did advise that he thought they had someone handling their web solutions at present. I guess we'll see if they call back.

#2. Answering machine. No message left - will call back later.

#3. Turned away at the gatekeeper. "We've had some calls concerning web solutions and we're just not interested."

#4 Is aware their site is out dated and already has someone working on it. Though asked me to send some business her way.

#5. Already have a consultant they work with.

#6. Left name, number, and site address.

#7. Left name, number, and site address.

#8. Left name, number, and site address.

#9. Drum roll please....left name, number, and site address.

Brief pause in the cold calling process. I've called nine attorneys in my area, and all of them could benefit from my services. Though, half of them shut me down with they already have someone working for them or the gatekeeper just took my name, number, and site (probably throwing it in the trash can afterwards). I will note that cold calling gets much easier after your first few attempts. Though, this has just made it quicker for me to be rejected. Sad tuba.

Going to go read Amirs post again and generate a new list of potential clients.

#10. Made some progress. Spoke with the gatekeeper for a good 10 minutes or so about the variety of different things we can do for their firm. She requested that I e-mail the attorney and "show" him a few of the things we could possibly do for him. Not exactly sure what I can send via e-mail but I'm going to think on it and send some stuff his way.

#11. Asked me to e-mail him something. Didn't really seem to interested.


This was quite the learning experience. I've also decided to follow up with those individuals I spoke with today via e-mail and see if I can get any sort of response like that. Someone will eventually has to bite, I mean it's law of averages. I am going to work on more cold calling tomorrow and will focus on a different niche. Tonight I am going to make another list of leads and go from there. If I can call 11 new businesses a day, eventually I will find someone interested in my services.

Don't spend too much time on the list you are going to generate....

Also... If you need money RIGHT NOW... I would start targeting the "in Home Service Providers"

Heat and Air Guys
Window Cleaners
Maid Services
Electricians
Plumbers

etc.....

Attorneys get brow beat by us. Everyone and their dog goes after attorneys. Normally they do not do a one call close. I have closed a couple.. but few and far between. I would rather target my list to people that are easy to close.

Just sayin....

12 / 06 / 10: Update

Just wanted to post this update of call #12. I took the advice of Amir from above and started calling heating and cooling service providers in my area. The first call I made, I got the private cell phone number to one of the owners. While I did not speak directly to them (voice mail) I was very excited to at least get that far.

I answered your PM and I have a solution for you that will make your job a WHOLE lot easier. The willingness is there. I see that.

You have everything on the inside of you to be a BILLIONAIRE....

You are willing to do what most of these people won't. THAT is why you are a success.

That is why by the end of this week.... you will make no less than $1000

When you get off from your Day J.O.B. let me know. We can talk more.... I will PM you my phone number.

Thanks for all the words of encouragement. I called more of the "in-home" individuals and really got no where with that either. I'm starting to wonder if my sales pitch is just off or the way I'm going about it is just wrong. I must say it is quite frustrating to get rejected on the phone as much as I have. I thought I would land at least one meeting.

This is the plan while I'm at my other job. I am fortunate it is a "desk" job so I can still multi-task and do some things for this business, shhh. Regardless, I am going to make a list of individuals in a variety of different niches to call tomorrow. I guess we'll see.

I understand where you are coming from....


But really... less than 200 calls is not a way to test a campaign. Really... I would push out 500. I can help you with your script. Like I said.... call me....

Inside my head when I am first dialing out... I am thinking to myself....

Is this going to work?
Should I just go get a job like my mom/girlfriend said?
I don't know if this is for me....

B. S. !!!!!!!!!!!!!!!!!!


This is absolutely for anyone... anyone with the determination that you have already displayed by just picking up the phone and doing it. DO NOT GIVE UP! Don't quit 5 minutes before the miracle.

Really... it doesn't matter what you say... if you call 500 people.... you will MAKE MONEY!

It just really isn't that hard. This is why I suggest an autodialer for when you are prospecting......

I'd like to know more about this autodialer setup too, Amir. Where can I get more info on this?

Abdul.

Congrats on taking action and making the calls. One thing to mention is that I definitely think you are going to need to make more than 11 calls a day. If you could get up to 200 calls a day then you would be doing really well.

Amir-shoot me a PM when you get a minute.

Thanks

There are several ways to go about it... this is not an affilliate link.... but...

CallFire: Cloud IVR, Voice Broadcast , Cloud Call Center, Toll Free Phone Numbers, Local Phone Numbers, Voice APIs and Cloud Telephony

You can prepay as you go. That way you can find out if this is for you or not.

I found it to be fantastic and interesting and wishing you all the best.

12 / 07 / 10: D-Day x 2

Well, I did not have too much success yesterday but that was highly likely due to the fact that I did not have a huge call volume. I spoke with Amir on the phone last night and he provided some encouraging words of advice. I am going to step up my game today and try to make at least 100 different calls. Here goes nothing, today I'll spare you all the details of each call and give you guys a summary of how it goes. Here is to success!!!

Get it man.... I know you are going to do well. I can just feel it.

You have the sand to do what most people won't. That is what seperates the men from the boys.

Did you read over the info I emailed to you?

good luck today Tiger!

I'm in the same boat Tiger_Claw!

Amir has been a great help and has helped me along this journey.

I have 200 calls to make!

I am so glad you guys are seeing progress.....


It gives me goosebumps to know I could even be a little part of helping other people succeed. As stated in the WSO I put out sharing my experiences with cold calling and how I have found success with it...

"If you help someone to the other side of the pond. You can't help but get there yourself."

Why?

Because my Karma will run over your Dogma...

I was wondering if anyone has an e-mail write up with how they present their pricing, etc. I'm getting quite a few bites today and all of them want to me to send them some information via e-mail. I was curious exactly how you guys handle these e-mails and what type of information you're providing? Thanks for any information you can provide me!

- TC

That is an indication of two things... and is a case by case scenario....

Either it's a blow off....

or it's a buying signal.....

One of the other...

Either way... when we spoke you said you wanted to do appointments right?

When they ask for more information.. ask them for the appointment.

I'd be glad to send you some more info but I tell you what... I can just come by and hand deliver it to you, that way I can answer any questions you may have right there on the spot.
(assume the appointment... don;t hesitate....)

I am going to be over there _______ or _________, which one works best for you?

and do you prefer morning or afternoon...?

Great... Alright John... I will see you _________ afternoon... inbetween now and then if you have any questions, comments, or concerns... feel free to give me a call.

Thanks....

I would have to dig around my computer... I may have one... BUT....



NEVER... mention price with out establishing the value!

What ever you do....

Make sure it comes from your business email!

First contact emails should be to the point and informational ONLY, if they like what they see, you will get a response.

You want to guide the questions that they will BE FORCED to email you back. For example, they want to know the cost of the services and or the way you are going to do what you say you can do.

(At which point, you try to set up a meeting to talk about it, NEVER talk numbers unless you are closing them).

Your email should only Generat Interest and that's it!!!

If you make them interested you will get the appointment!

12 / 08 / 10:

I've done it. I finally landed my first meeting and felt like I had a great connection with the individual on the phone. I am going to be meeting with them next week. Now, I need to know what I should bring with me to close this deal. I am almost too excited to type right now.

That is AWESOME!!! Don't even worry about the other stuff. Right now is the best time to set two more appointments. That way if one doesn't close right away... you can close another.


YOUR PUMPED! Your confidence is on HIGH! You are a closing MACHINE! You GOT THIS!

Now go make 50 more phone calls while your still pumped and see if you don't get another one.

LOL.....


GO GET THAT MONEY!


Your never gonna believe this... but a yellow book rep just flipped me a SWEET deal.
and I sold two others today already.... Life is good.

Fill that funnel. CONSTANTLY. And it will pay off.

Update:

I spoke with a few more potential clients and got more bites. People are providing me e-mail addresses and asking me to get in touch with them. Hopefully, I'll be netting some responses soon and from there it'll all be down hill. Just getting these first few clients established is going to be the difficult thing. Here is to having a great meeting next week.

WHat?

You guys havent made at least $1000 yet?

Tiger Claw.... Go here man... www.offlineoncrack.com its free.

You want to put jet fuel in your pitch listen to the whole thing. Its exactly what you need... sounds like the end of your calls are leaving the conversation "hanging in the balance..." need to seal up tighter before you hang up.

This will help....especially 6-10. I would listen to the whole thing before your next call session personally.

Adukes, if you are having trouble phone closing then try an appointment setting script at least make some money while you are learning to be an OPG, sometimes a couple of appointments will put cash in your pocket while you are learning to "condition" yourself to phone close... you cant really mix em up though, you have to either do the phone closing script or the one call close script...

If you are using the one call close, and hoping that "Well if I cant close em I may get an appointment", then you may get a random appoinment here and there...But you lose about 2-3 opportunities for an appointment out of every 100 calls.

You should be able to set two appointments per hundred calls, as opposed to 2 phone closes per day, which only works "if you are calling hard core everyday like luis and flying through 500 numbers", and getting your conditioning.

I mean, if you were in my call center... you wouldnt have a choice but to be on the phone for 7 straight hours and saying "hello" a minimum of 600 times a day... along with being pressured like crazy just to keep your jopb, and you would be phone closing in three days... but since most people cant get themselves to do that, appointment setting is an easy way to start out.

Either way , you will get it!

I have been cold calling for weeks to no avail. I'm not going to give up though, because I know that you can get 1,000 "no"s but all you need is 1 "yes". This gave me a little more inspiration to get up and make those calls tomorrow morning by reading about your success. I am glad you are seeing some results for your work.

Suburban-just curious where you are getting your names to call?

12 / 9 / 10:

I guess the saying is, "I am on fire!!" - because I just landed another meeting. Very receptive and really liked the way I went about things. Going to meet with him next week as well. Offering a design package along with SEO services. I think I might try and do some research into what other small business web consulting firms are charging for their services. Having trouble pricing these individuals at a fair rate. I am not wanting to over charge or under charge.

Absolutely... that is why I was saying to get back on the phone and get some more appointments earlier.

People talk so much about positioning... this is a key in positioning. If you are counting on one deal to make or break you. You may do something you will regret later.

If you have 5 deals going at the same time. One falls off. O'well.... No biggie... Next.

Really... no matter what... even if you are booked solid. Don't STOP. Just keep going no matter what. Then you can pick and choose. Do business on your terms... not theirs.

A couple of three weeks ago I had a $4500 upfront deal with $500 in residual fall thru at the last moment... Why?

Because he wanted to change the terms. I said no... and walked.

Really hurt me financially because my funnel wasn't as full as it is now. This is why I say... keep filling the funnel. No matter what.

I only speak from experience.... so that you don't have to have the same negative experience.

12 / 10 / 10:

It's been quite the ride thus far. I have two meetings scheduled for next week and am going to try and land some more today.

I've been reading quite a few stories here about people who back out at the last minute or tell you they want to meet with you and when you call them to let them know you're in the area, they're not available. So, hopefully both of my potential clients will be ready to sit down with me next week.

Seems like the two meetings I've basically setup, neither of them were interested in "setting" up a time. They both just told me to call them on the 13th and drop in when I'm in the area, etc. Hopefully, this is me just being a worry-wart and they actually are wanting to work with me.

Good job on the action...You need to seal them up tighter Tiger...

Dont ask them "do you want to meet"?

Say this:



That stops the tentative part...

Another point is this... if you cant schedule them within 48-72 hours just tell them you will call back another time... when you stretch appointments out too far, the iron isnt hot anymore... you have to get to them as soon as possible...

It doesnt hurt to have a few meetings stretched out in the pipeline, but you want to FOCUS on getting them nailed down in the next 48 hours if possible...

So how do we do that...

By offering the options above instead of answering a yes or no question.

This also helps, if you find yourself unsure of where or how to end a conversation... always be heading towards "Which one of those would be best for you Bob".

The conversation ends when they pick a time... or when you decide they arent a good prospect.

Hope this helps.

Here's an advice. Start first by helping your relatives or friend's business by getting them listed on Google Maps, build their website and get them ranked #1 or #2 in their respective niche.

ONce you have something proven that you can show to people, they will be more willing to listen.

12 / 13 / 10:

The first deal. Sealed. I've sold my first website and have setup a six month contract for a reoccurring fee. I've got another meeting later in the week and in turn this client is actually going to help me get established with my local chamber of commerce. He is also going to introduce me to a local advertising agency that does work with media buys, etc. Seeing if I can possibly do work for any of his clients. I am amazed at how far I've come in a 13 day span.

Congrats Tiger. What price point site did you sell him?

Congratulations man! Hopefully I will be in the same position as you within the next couple of weeks. Keep up the good work.

[DELETED]

I would try to put one of your top prospects on the first page of Google and then call and ask if they want to stay there.

Hi Tiger, I applaud you on your decision.
I have a few suggestions for you.
1 Find one service that you can offer your clients to get your foot in the door. Perfect that service, and give your client your absolute best effort. Then as your credibility with them grows, offer other services.

2 Whatever you do, please don't make the mistake I made when I was actively servicing clients. I offered a blanket SEO package that covered everything, and got burned because the clients took advantage of me.

Spell out every service you offer in writing and stick to your guns. If they need services you don't have the skills to provide or the time to complete, outsource. It is better to get less money for a deal than to lose your sanity trying to fill a clients unreasonable expectations.

4 Set your clients expectations carefully. If you don't, they will expect unrealistic results. For example if one of your goals is to get their site ranked on page one for a keyword, make sure they understand that it will take time for it to happen. I tell my clients now that it will take 3-6 months to get solidy ranked.
5 as far as the billing, paypal works great. Just setup a busines paypal acccount and use their invoicing feature.
6 I cant stress this enough. Spell everything out in writing, so there is not any confusion between you and your client.

I hope this helps you.

Best of Luck in your Business

Pricing is a perceived value....

The Yellow Page representatives have been selling dinky little ads for $1500 PER MONTH. So in comparison... whatever you charge will not be too much.

I used to have a problem charging $30 per month for hosting... then I found out some people charge up to $149 per month for hosting. They are constantly getting sales... and they are constantly getting paid. So really... It is up to you. Not everyone knows what we know. Not everyone knows that GoDaddy exists... or HostGator... or BlueHost....

whatever... adnauseum


So... if you want to raise your prices... Go for it. Just give them a reason for them to percieve the value the same way you do.

You can charge $2000 for a website... or you can charge $599... or $299... whatever....

It doesn't matter really. Becuase it is the "back end" that you are really after isn't it?

The upsells and cross sells... etc....

Not to mention all the residual income from the hosting and SEO.....

Congrats again Tiger...

This may not be the time you want to hear this again... but it IS the most appropriate time:

We all fall into this trap until we learn, Im just adding this to remind you of a pot hole in the road that I passed...

Some never get far enough to need this advice, but due to your strength of will, you HAVE come far enough to need this advice:

"Dont let the cares of life come and choke out the seeds you planted..."

Now you have websites to build and people to go see...

But in the midst of all those new cares... "The wheel that put you there has to keep turning..." consistent prospecting cannot stop if you want to make it past a "sputter"... if you want to keep driving smoothly... keep that wheel turning... keep the prospecting momentum.

The rest is gravy.

Prospecting is the wheel that makes all the other wheels turn, and if it stops... the whole machine stops and has to start over again, not that moment , because there is momentum, but shortly down the road it will start sputtering to a halt if the pipeline has a break in it.

Many of us for years, start and stop and start and stop... its because we start wanting to build a business then we get one, and we become distracted by everything we just built, and we forget to keep doing the thing that built it.

You have to start managing your energy now, segmenting your days to protect the Holy grail that seperates you from just some guy that knows how to build a website, and that is the straight up NUTS you have to prospect and make the wheel turn!

Bravo! Keep rockin man!

You are just so dang eloquent John....

I wish to be able to write like you some day.

Yeah, I use big words like nuts... lol

LOL.... Cach me later on Skype will you... We need to catch up.... You moved. I went on vacation.... and the thetelemarketingFORUM BLEW UP with traffic and information.... WOW.....

12 / 15 / 10:

Closed my second deal. I now have two sites I have to perfect and finish up their contracts. I just wanted to let everyone know that this is very possible and again to thank John, Amir, and everyone else for all of their kinds words and advice.

These are things I have accomplished so far:

Secured two clients with a reoccurring payment.
Formed an LLC.
Formed a business account with my local bank.
Building two sites (in the process)
Creating two contracts and payment plans for these clients.

I just got off the phone with another potential client. I'm not jumping for joy just yet, but it's a local airline business and I'm very excited about all the possibilities that lie there. I've also spoke with an individual who runs a advertising agency that handles media buys and the like. They are wanting to meet with me towards the end of this week. Here is to more success.

- TC

Thanks V. , even a savvy business person such as yourself can benefit from learning cold calling. I think for me the actual "life enriching" enlightenment's you gain from it, the disciplins... learning the mastery...the benefits of those things are as good as any money that might be gained. You truly, after you have spent a few days burning in the headphones get to witness first hand alot of the universal laws at work, and gain new understandings about them.

Go Tiger Go! (Said in Chuck Berry Fashion).

get em Tiger!

That is awesome.....


I love to hear stuff like that....


WOOOO... you go MsCopeland

Good Job Tiger,
It looks like the Missouri boys are getting a good start! I scored two accounts this last week myself and an appointment on Monday. I dont know what part of Missouri you are from, but I'm an hour south of St. Louis.

We keep selling and one day we'll meet in the middle! : )

All the best,
Tony

As a web designer you are looking for business to bussiness transactions. I currently provide fire protection to resturants and hotels in my area.

I would recommend getting involved with your Chamber of commerce. From that you will gain personal relationships with all types of business professionals. All of which wish to have and online presence..... Once we established our reputation we have really helped individuals in our community......We get 90 percent of our business from a word of mouth. It took a great deal to get there. I did a lot of jobs at little or no cost to the customer becuase i had to learn what it took to get the job right. After that things have hit the roof from there and i have charged a premium while competitors are dropping prices just to get work.

For what its worth.....i would do a few jobs free with the promise that they will tell there friends or have your name on there website, or a youtube testimonial on thier site.

Get use to talking with customers as people. Really get to know them and then try and get to know there friends.

The other 10% of business has come from direct mail marketing. This is very effective for business to business success. What you can do to decrease the cost and increase your conversion rate is to enable the recipient of the postcard to go onto your website and input their email address. For their email address you will agree to give them the same postcard offer at a later date.

Then you can email market to them for free.

Just a few thoughts from a greaser. Good luck to you!

Excellent advice.... from a greaser

It is good to not only do 1 thing. Really... if I have 5 marketing strategies going at once. If one falls short of my chosen ideal, then I can count on the others to keep me going.

And really that is what you are talking about here.

Cold Call
Business Cards... if you can...
Print Marketing... Fliers, PostCards, Etc
Email Marketing
Network Meetings and Associations
Refferal Marketing... paid and unpaid...
Signage... Including making your vehicle a MOBILE Billboard.
SEO.... funny I list this one last.

Really.... Most of the clients that I find.... I find with proactive marketing techniques.

So really.... SEO and Yellow Pages would be the bottom of the list.