78 {{ upvoteCount | shortNum }}
78 {{ upvoteCount | shortNum }}

What Really Gets the Phone to Ring and Orders to Come In for Your Offline Clients?

by marketingrep4u
62 replies
What have you done for your offline clients that really, truly, gets their phones to ring and orders to come in?

Page one placement in the search engines isn't enough. How many WSO's are out there trying to teach you how to get your clients ranked on page one and be the hero?

I've found that being at the top of the search engines IS NOT what clients really want. In fact, page one placement is the least of their concerns.

What these local businesses really want is for the phone to ring, leads to come in and orders to be taken.

Enough of the fluff on SEO and building websites for customers! For gosh sakes, we're marketers. Our job is to increase our customers bottom line, bring them more business, and at least make the phone ring.

What have you done for your offline clients that you can truly say has really made a difference in their bottom line? Give us some real numbers, i.e. sales percentage increases, dollar amounts, number of new customers, strategies, etc.

Page one placement, top of search engines, and more site traffic are not acceptable answers. (The local business owners aren't buying it, so let's assume we won't here either. )
#clients #offline #orders #phone #ring
  • Profile picture of the author marketingrep4u
    Originally Posted by jodib View Post

    Sounds like you have the secret sauce..

    Care to share. What is it they really want?
    What the local business really want is the phone to ring and they want more customers to buy from their local establishment.

    What I'd like to know, from other offline practitioners, is what they're doing to actually make this happen.

    I'm also taking the position that page one placement isn't all its cracked up to be. I would even go so far as to say, based on experience, that it doesn't even have a positive business impact on site traffic.

    There are so many WSO's offering the secrets to getting to the top of the search engines and promising thousands of site visitors.

    Where are the WSO's offering the secrets to actually getting our offline clients new business, hundreds of orders and increased revenue?

    If anyone has that figured out, even in a remote fashion, I'd love to hear their take on it.

    Here's why I ask: If a local business owner's primary concern is his/her bottom line or ROI if you will, then what can we really offer them that has a 'direct impact' on that?

    My concern is that the gambit of what we offer as offliner's will become no better than what the phone book or some other mundane advertising medium can offer them.

    When this happens, the local business owner can no longer differentiate us from any other online medium and after working in the field with these business owners as long as I have, I'm starting to see this transition take place.

    When we recognize a negative transition take place, we, meaning us, have to find a way to transform into the solution provider ahead of the game.

    So, that's why we have to start discussing it to find out what really works.
    {{ DiscussionBoard.errors[4006253].message }}
  • Profile picture of the author philboy uk
    Video increases the chance of appearing on page one of google by 53 times, but apparantly this is a waste of time anyway

    as homer simpson would say

    DOH>
    {{ DiscussionBoard.errors[4006335].message }}
  • Profile picture of the author John Durham
    People power.

    Create a great opportunity for people to earn money sending you clients, then offer it to about 10 times the amount of people you need to have working... Theres a formula for call ins. In other words if you need 5 people to work, then hire 50, and 40-45 will never make a sale, 5 might make one, and another 5 will take the opp seriously. You will be getting call ins daily.

    You can do that one by one or you can hire and train in herds, by advertising and creating an online resource to train people in a group setting, or a training site setting.

    Hope this Helps.

    ps. What if every person training in the Offline forum here were making sales for ALLEN instead of themselves?

    This (HERE) is an example of an offline training ground for the "Public". You can make a private one and train 50 people a week if you want, and have them sending you customers and making money.
    {{ DiscussionBoard.errors[4006337].message }}
    • Profile picture of the author marketingrep4u
      Originally Posted by John Durham View Post

      People power.

      Create a great opportunity for people to earn money sending you clients, then offer it to about 10 times the amount of people you need to have working... Theres a formula for call ins. In other words if you need 5 people to work, then hire 50, and 40-45 will never make a sale, 5 might make one, and another 5 will take the opp seriously. You will be getting call ins daily.

      You can do that one by one or you can hire and train in herds, by advertising and creating an online resource to train people in a group setting, or a training site setting.

      Hope this Helps.

      ps. What if every person training in the Offline forum here were making sales for ALLEN instead of themselves?

      This (HERE) is an example of an offline training ground for the "Public". You can make a private one and train 50 people a week if you want, and have them sending you customers and making money.
      John - Would you say then that offering to create some type of sales force for local clients would be part of a service offering that you would coordinate?

      Just an idea.
      {{ DiscussionBoard.errors[4006373].message }}
      • Profile picture of the author John Durham
        Originally Posted by marketingrep4u View Post

        John - Would you say then that offering to create some type of sales force for local clients would be part of a service offering that you would coordinate?

        Just an idea.
        Duh. I read the question wrong and gave an irrelevent answer sorry.

        I think alot of people go for heavily SEO'd sites that make no sense to read, forgetting that traffic does not equal conversions. I think the best thing you can do is give a site a STRONG call to action and make sure the copy is good with "not over the top" keyword density. Then being number one matters.

        Offering a loss leader like ewen suggests is good too. How much is a lead worth? Certainly more than batteries, but on the other hand does it equal sales? Or just call ins?

        Ps. On another irrelevent note:

        I have also been considering helping biz owners create revenue by putting registration boxes at the counter for various cpa programs, am about to test that.
        {{ DiscussionBoard.errors[4006705].message }}
        • Profile picture of the author ewenmack
          Another way to help your offline clients is to get them to collect contact details...both online and offline.

          Yep, good old postage and stamps you lick on.

          This especially refers to retail stores.

          Get them to collect mailing addresses, whichever way possible,
          and invite them into a monthly event.

          A Ohio music store did it and doubled it's sales.

          They never, ever, fail to send a monthly invite to their store event held monthly.

          If you were Gary Halbert's client and coming up
          with all the reasons why it won't work...

          He would tell you "look ****weasel just friggin do it!"

          I'm not Gary Halbert, so I won't say it.

          But, just know the stuff I've been telling you works.

          You gotta have an offer in front of people...and that includes your clients.

          With you building websites, doing SEO and putting decent offers in front of these targeted prospects, you are getting your clients phone to ring and walk in their front door.

          This is how the evolution has gone for offline businesses

          #1 Need website, get web designer

          #2 Need website in front of people, get Adwords and that thing called SEO

          #3 Need to get my website visitors to phone in, need to get a copywriter

          Now the final piece of the puzzle is ready to be slotted in.

          It's the offer

          Now go make your clients some dosh!

          Best,
          Ewen
          {{ DiscussionBoard.errors[4007051].message }}
          • Profile picture of the author Bobster0007
            Keep it going guys... Im McLovin it around here!
            {{ DiscussionBoard.errors[4007225].message }}
    • Profile picture of the author Local
      Banned
      What I am finding right now is this.

      The business owners we are helping, for the most part don't know their #$$ from a hole in the ground and are like chickens with their heads cut off trying to stay afloat.

      Many are so desperate (and angry) they are alienating their customers and prospects.

      And understand, we are now tracking all actions resulting from our activities.

      When their phone rings, we know the exactly where the call generated from.

      So, for example, we have a business that sells area rugs.

      Last week, he received 7 phone calls from the website we created for him.

      3 calls were not answered and rolled over to voicemail (DURING BUSINESS HOURS!)

      He did manage to make a $4,995 sell to 1 of those callers on Saturday or last week.

      How do I know this?

      First, we are able to listen to each calls recording and this caller was what we know as a lay down, if he showed up, he just had to be a sale!

      I visited our client on Wednesday fully expecting him to be excited about generating the 60 phone calls over the last 2 months, not to mention the walk-ins.

      According to his GP, his map and directions were accessed 158 times.

      Instead, the guy starts off telling me how much he loves the website, but has gotten no business or even a single call.

      So here I am with the sales log and a CD with the last weeks of recordings, which most of the time the customer service is horrendous!

      On one of the calls, the sales clerk even goes so far as to tell the caller, you have the wrong number and hung up on the caller, who was inquiring about a certain pattern and color scheme, obviously the clerk was pre-occupied (and is the owners brother-in-law.)

      As we listen to the calls and review the numbers, there is an invoice on his desk with one of the calls. He managed to sell this caller a $4,995 area rug when the person came in.

      I believe in the past, when times were good, business owners got by from business just falling in their lap.

      Now I am painting the situation with the same brush and that is not wholly fair, but more times than not, this business owners do not seem capable (or maybe willing) to deal with a prospect, versus a customer. Sure, if the person walking through the door, in the eyes of the owner, is ready to buy, the owners turn into Joe Girard. But, if the prospect is "shopping" or "researching" or appears in anyway to be on the fence, the owners could care less and see them as time wasters.

      As a result, they are only making the sale when they encounter a lay-down and refuse to work as closing any of the others.

      Our attempt at offering a solution is to begin offering sales/marketing workshops to better teach them how to increase profits and improve their life's at the same time.

      We start off, by helping each business owner create and execute a past customer reactivation campaign in order to generate more immediate income and demonstrate how a sale can be made out of "thin air."

      It's a start...

      :-)

      Evie
      {{ DiscussionBoard.errors[4009533].message }}
      • Profile picture of the author Bobster0007
        Originally Posted by Local View Post

        What I am finding right now is this.

        The business owners we are helping, for the most part don't know their #$$ from a hole in the ground and are like chickens with their heads cut off trying to stay afloat.

        Many are so desperate (and angry) they are alienating their customers and prospects.

        And understand, we are now tracking all actions resulting from our activities.

        When their phone rings, we know the exactly where the call generated from.

        So, for example, we have a business that sells area rugs.

        Last week, he received 7 phone calls from the website we created for him.

        3 calls were not answered and rolled over to voicemail (DURING BUSINESS HOURS!)

        He did manage to make a $4,995 sell to 1 of those callers on Saturday or last week.

        How do I know this?

        First, we are able to listen to each calls recording and this caller was what we know as a lay down, if he showed up, he just had to be a sale!

        I visited our client on Wednesday fully expecting him to be excited about generating the 60 phone calls over the last 2 months, not to mention the walk-ins.

        According to his GP, his map and directions were accessed 158 times.

        Instead, the guy starts off telling me how much he loves the website, but has gotten no business or even a single call.

        So here I am with the sales log and a CD with the last weeks of recordings, which most of the time the customer service is horrendous!

        On one of the calls, the sales clerk even goes so far as to tell the caller, you have the wrong number and hung up on the caller, who was inquiring about a certain pattern and color scheme, obviously the clerk was pre-occupied (and is the owners brother-in-law.)

        As we listen to the calls and review the numbers, there is an invoice on his desk with one of the calls. He managed to sell this caller a $4,995 area rug when the person came in.

        I believe in the past, when times were good, business owners got by from business just falling in their lap.

        Now I am painting the situation with the same brush and that is not wholly fair, but more times than not, this business owners do not seem capable (or maybe willing) to deal with a prospect, versus a customer. Sure, if the person walking through the door, in the eyes of the owner, is ready to buy, the owners turn into Joe Girard. But, if the prospect is "shopping" or "researching" or appears in anyway to be on the fence, the owners could care less and see them as time wasters.

        As a result, they are only making the sale when they encounter a lay-down and refuse to work as closing any of the others.

        Our attempt at offering a solution is to begin offering sales/marketing workshops to better teach them how to increase profits and improve their life's at the same time.

        We start off, by helping each business owner create and execute a past customer reactivation campaign in order to generate more immediate income and demonstrate how a sale can be made out of "thin air."

        It's a start...

        :-)

        Evie
        Evie, You also bring value to our table.
        {{ DiscussionBoard.errors[4009618].message }}
        • Profile picture of the author tanya7zhou
          I think the OP is right. I think the gentleman who was defending SEO is also right.

          As for the OP, he is right to say, we concetrate on the technicalities too much. We worry about SEO too much and designs and bla bla; to the point we spend most of our time on the forum discussing these technicalities instead of discussing the strategies that increases our customer's bottom line profits.

          It's good to do SEO and stuff because it works for many businesses. Many people including me, always look at the top 10 results when we GOOGLE.It's important then that we do SEO for our clients so they can partake of the traffic from GOOGLE.

          Lets not dismiss SEO. Lets be careful it is not the only thing we talk about. We should discuss other things as well like how to increase conversion rates, how to set-up referral generating programs, how to create great copy for our clients, how to add more customers to their businesses using other methods besides SEO and social media, how to keep customers coming back more often, how to increase their average transaction value, joint venture opportunities and so forth

          Lets balance everything.let's discuss everything! Thanks to everyone your techniques works guys.
          {{ DiscussionBoard.errors[4009778].message }}
      • Profile picture of the author internetPro
        Originally Posted by Local View Post

        What I am finding right now is this.

        The business owners we are helping, for the most part don't know their #$$ from a hole in the ground and are like chickens with their heads cut off trying to stay afloat.

        Many are so desperate (and angry) they are alienating their customers and prospects.

        And understand, we are now tracking all actions resulting from our activities.

        When their phone rings, we know the exactly where the call generated from.

        So, for example, we have a business that sells area rugs.

        Last week, he received 7 phone calls from the website we created for him.

        3 calls were not answered and rolled over to voicemail (DURING BUSINESS HOURS!)

        He did manage to make a $4,995 sell to 1 of those callers on Saturday or last week.

        How do I know this?

        First, we are able to listen to each calls recording and this caller was what we know as a lay down, if he showed up, he just had to be a sale!

        I visited our client on Wednesday fully expecting him to be excited about generating the 60 phone calls over the last 2 months, not to mention the walk-ins.

        According to his GP, his map and directions were accessed 158 times.

        Instead, the guy starts off telling me how much he loves the website, but has gotten no business or even a single call.

        So here I am with the sales log and a CD with the last weeks of recordings, which most of the time the customer service is horrendous!

        On one of the calls, the sales clerk even goes so far as to tell the caller, you have the wrong number and hung up on the caller, who was inquiring about a certain pattern and color scheme, obviously the clerk was pre-occupied (and is the owners brother-in-law.)

        As we listen to the calls and review the numbers, there is an invoice on his desk with one of the calls. He managed to sell this caller a $4,995 area rug when the person came in.

        I believe in the past, when times were good, business owners got by from business just falling in their lap.

        Now I am painting the situation with the same brush and that is not wholly fair, but more times than not, this business owners do not seem capable (or maybe willing) to deal with a prospect, versus a customer. Sure, if the person walking through the door, in the eyes of the owner, is ready to buy, the owners turn into Joe Girard. But, if the prospect is "shopping" or "researching" or appears in anyway to be on the fence, the owners could care less and see them as time wasters.

        As a result, they are only making the sale when they encounter a lay-down and refuse to work as closing any of the others.

        Our attempt at offering a solution is to begin offering sales/marketing workshops to better teach them how to increase profits and improve their life's at the same time.

        We start off, by helping each business owner create and execute a past customer reactivation campaign in order to generate more immediate income and demonstrate how a sale can be made out of "thin air."

        It's a start...

        :-)

        Evie
        how do you go about tracking like that???
        {{ DiscussionBoard.errors[4009686].message }}
      • Profile picture of the author Headfirst
        Originally Posted by Local View Post

        Last week, he received 7 phone calls from the website we created for him.

        3 calls were not answered and rolled over to voicemail (DURING BUSINESS HOURS!)
        Yeah, I have a client who likes to complain that he's not getting all that much from Google (1st position 1st page for 2 KW, Top 3 for 3 more) and yet every time I'm at his office the phone is ringing off the hook. When I ask him if he's going to get it he always says no and lets it roll to voicemail.
        Signature
        Golf Outing Sponsor Signs, Banners and Flags||Plymouth, MI Marketing || Plymouth Dentist
        {{ DiscussionBoard.errors[4012228].message }}
  • Profile picture of the author marketingrep4u
    Originally Posted by jodib View Post

    You having any luck selling your videos? Does that please clients?
    I haven't actually sold any of our videos to regular offline clients. Although they could by purchased and used by them, it wasn't designed to do so.

    The videos are marketed to others in the IM world that need niche specific videos for their video marketing campaigns.

    Now in regards to video marketing, I have used this strategy to generate leads in a local setting. Its the perfect segue into leveraging YouTube as another venue to market a local service.
    {{ DiscussionBoard.errors[4006341].message }}
  • Profile picture of the author ewenmack
    Yep, excellent point in what's the point having your clients
    fancy website in front of prospects if they don't
    pick up the phone and call or go in and see them..

    Here's some ways you get the eyeballs to take action...

    #1 You have a pop up that comes on after the site visitor
    has been on...say 45 seconds...and say something like...

    "Hi I'm Suzie, I noticed you have been on the website for a while now,
    let me help you now by calling me on xx xxx xxx. While the boss is out
    I can offer you a special deal. Quick though, because I'm expecting
    him back any moment now. Just ask for me, Suzie."

    #2 Next you have the phone number in big, bold lettering at the top of the page.

    Does this stuff work, you ask?

    Absolutely!

    A law firm took it's online sales from 4% to 40% with just those two changes.

    Now go make your clients some sales!

    Best,
    Ewen
    {{ DiscussionBoard.errors[4006455].message }}
    • Profile picture of the author marketingrep4u
      Originally Posted by ewenmack View Post

      Yep, excellent point in what's the point having your clients
      fancy website in front of prospects if they don't
      pick up the phone and call or go in and see them..

      Here's some ways you get the eyeballs to take action...

      #1 You have a pop up that comes on after the site visitor
      has been on...say 45 seconds...and say something like...

      "Hi I'm Suzie, I noticed you have been on the website for a while now,
      let me help you now by calling me on xx xxx xxx. While the boss is out
      I can offer you a special deal. Quick though, because I'm expecting
      him back any moment now. Just ask for me, Suzie."

      #2 Next you have the phone number in big, bold lettering at the top of the page.

      Does this stuff work, you ask?

      Absolutely!

      A law firm took it's online sales from 4% to 40% with just those two changes.

      Now go make your clients some sales!

      Best,
      Ewen
      Now that's what I'm talking about!!!

      Thanks Ewen for the great idea. These are the kinds of things that need to be our focus in the offline industry.

      This is great practical application for getting the phone to ring.

      I can't wait to read more ideas like this one.
      {{ DiscussionBoard.errors[4006588].message }}
      • Profile picture of the author ewenmack
        Originally Posted by marketingrep4u View Post

        Now that's what I'm talking about!!!

        Thanks Ewen for the great idea. These are the kinds of things that need to be our focus in the offline industry.

        This is great practical application for getting the phone to ring.

        I can't wait to read more ideas like this one.
        Sorry to keep you waiting so long for another, as he smiles...

        This comes from Brian E. Rose with his website selling hearing aids.

        As the site visitor hits the exit button, a pop up says.."Wait! Get a FREE supply of batteries today. Call 1-800- and ask the operator how to get yours"

        Brian said, "the phone went crazy. Must of had at least 2 dozen people a day that started the conversation with "how do I get free batteries?"

        Notice these examples I gave... they are about offers.

        It's about creating offers that get the phone ringing.

        Now go get your clients phone ringing!

        Best,
        Ewen
        {{ DiscussionBoard.errors[4006675].message }}
    • Profile picture of the author BlogDiva
      OMG! This is a great idea! I love it!! Thanks for sharing this with us!
      Do you have any other scripts Evan that can be used?


      Originally Posted by ewenmack View Post

      Yep, excellent point in what's the point having your clients
      fancy website in front of prospects if they don't
      pick up the phone and call or go in and see them..

      Here's some ways you get the eyeballs to take action...

      #1 You have a pop up that comes on after the site visitor
      has been on...say 45 seconds...and say something like...

      "Hi I'm Suzie, I noticed you have been on the website for a while now,
      let me help you now by calling me on xx xxx xxx. While the boss is out
      I can offer you a special deal. Quick though, because I'm expecting
      him back any moment now. Just ask for me, Suzie."

      #2 Next you have the phone number in big, bold lettering at the top of the page.

      Does this stuff work, you ask?

      Absolutely!

      A law firm took it's online sales from 4% to 40% with just those two changes.

      Now go make your clients some sales!

      Best,
      Ewen
      {{ DiscussionBoard.errors[4013543].message }}
      • Profile picture of the author jimbo13
        I think the OP was alluding to what has been touched on by Evie and John.

        Very high paid consultants do not start with anything else other than the product and service.

        It is a complete waste of time to do so.

        Want to make money as a lead and money generating asset to a business only requires a pen and paper.

        I know Gordon Ramsey went to US to sort out some restaurants so I'll use him as an example but I'm sure you have lots of your own similar programmes.

        The first thing he does is have a meal. Simple.

        What was the food like and what were the staff like?

        That's what he changes. Simplifies the menu and shows them how to cook better, and then really he changes their ATTITUDE.

        He does not talk about SEO, websites, FB, Twitter and all of that at all.

        These things are merely additional tools.

        Dan
        {{ DiscussionBoard.errors[4013632].message }}
      • Profile picture of the author ewenmack
        Originally Posted by BlogDiva View Post

        OMG! This is a great idea! I love it!! Thanks for sharing this with us!
        Do you have any other scripts Evan that can be used?
        Hi there,

        One thing you must never say in your script is "Can I help you?"

        Ever been in a store and been asked that?

        We all say "NO thank you, just looking".

        It's an auto response.

        That script I gave an outline to, covers lots of scenarios really.

        You have it sounding like a real person has noticed you...not a robot.

        By giving that person a name covers it.

        The person's name should be answering the call, or is available to take a call.

        Once again, rapport is built.

        Next you give a reason to phone.

        That best reason is "what's in it for me, right at this very moment"

        That's what you have to work through for each situation.

        The example I gave was a reason to act fast because,
        "the boss is due back real soon".

        For more emergency type services, like plumbers, broken glass, etc.,
        then saying "we have a service person ready right now if you call"
        would be the most powerfull thing to get the visitor to call.

        Glad you liked the tips and especially pleased you are going to take action on them.

        Best,
        Ewen
        {{ DiscussionBoard.errors[4013731].message }}
    • Profile picture of the author Bennette
      Originally Posted by ewenmack View Post

      Yep, excellent point in what's the point having your clients
      fancy website in front of prospects if they don't
      pick up the phone and call or go in and see them..

      Here's some ways you get the eyeballs to take action...

      #1 You have a pop up that comes on after the site visitor
      has been on...say 45 seconds...and say something like...

      "Hi I'm Suzie, I noticed you have been on the website for a while now,
      let me help you now by calling me on xx xxx xxx. While the boss is out
      I can offer you a special deal. Quick though, because I'm expecting
      him back any moment now. Just ask for me, Suzie."

      #2 Next you have the phone number in big, bold lettering at the top of the page.

      Does this stuff work, you ask?

      Absolutely!

      A law firm took it's online sales from 4% to 40% with just those two changes.

      Now go make your clients some sales!

      Best,
      Ewen
      Hi Ewen,

      Nice tip thanks for sharing. I will try that script on a couple sites
      {{ DiscussionBoard.errors[4198699].message }}
      • Profile picture of the author ewenmack
        Originally Posted by Bennette View Post

        Hi Ewen,

        Nice tip thanks for sharing. I will try that script on a couple sites
        Please come back and share your results Bennette.

        Best,
        Ewen
        {{ DiscussionBoard.errors[4199500].message }}
  • Profile picture of the author ADukes81
    I have been doing a lo of research on clients paying for leads for various reasons...

    1. Client doesn't have high expectations
    2. The more calls I get him/her = the more money I make
    3. No pressure on if your client is on page one or not

    I really see HUGE potential in his as I head of an IM guru implement this same method and he average $41k a month PROFIT for ONE client.

    If anyone can point me in the right direction (WSO, someone to talk to, anything) I would appreciate it.

    I plan to use PPC, Facebook, mobile search, organic SEO, Twitter, direct mail, fliers, whatever to get the name out there. I plan to rent out a phone number and charge per call, I will not charge per sale because I cannot control their closing ability.

    My dentist offer a $50 referral to every patient that I bring in along with the new patient. That tells me she is willing to spend $100/new patient. I may sart another thread on this to get feedback as this has been an idea of mine for a few weeks, but really just started to map it out.
    Signature
    {{ DiscussionBoard.errors[4006671].message }}
  • Profile picture of the author Headfirst
    Originally Posted by marketingrep4u View Post

    Page one placement, top of search engines, and more site traffic are not acceptable answers. (The local business owners aren't buying it, so let's assume we won't here either. )
    BS - I make my living off of this. Direct quote form a client (Hair Salon)
    "I get 4-6 new clients every week from being on Google"

    When she hired me she had just fired another consultant who had gotten her sandboxed.

    End result 1st page for 7 keywords, 1st position for 3 of those. 16-24 new clients every month.

    We're in an old city (small downtown area) with <50,000 people and 17 hair salons.

    Don't tell me clients don't want first page. They may not know they want first page but they want measurable growth. Deliver that and they're happy.
    Signature
    Golf Outing Sponsor Signs, Banners and Flags||Plymouth, MI Marketing || Plymouth Dentist
    {{ DiscussionBoard.errors[4007286].message }}
    • Profile picture of the author Bobster0007
      Originally Posted by Headfirst View Post

      BS - I make my living off of this. Direct quote form a client (Hair Salon)
      "I get 4-6 new clients every week from being on Google"

      When she hired me she had just fired another consultant who had gotten her sandboxed.

      End result 1st page for 7 keywords, 1st position for 3 of those. 16-24 new clients every month.

      We're in an old city (small downtown area) with <50,000 people and 17 hair salons.

      Don't tell me clients don't want first page. They may not know they want first page but they want measurable growth. Deliver that and they're happy.
      Sounds good... who else?
      {{ DiscussionBoard.errors[4007327].message }}
      • Profile picture of the author ewenmack
        Originally Posted by Bobster0007 View Post

        Sounds good... who else?
        I've given out more usable, take-money-to-the-bank info here than what a Goo-roo
        is currently giving out on his pre-launch costing $2,000.

        And I'm not holding anything back for a product launch.

        Yep, people will ignore this and get seduced by Lemming mentality.

        Oh well, I'm happy some will help their clients with this.

        I posted about a video that compares Yellow Pages advertising with Google.

        Now I see it's posted on an offline consultants website.

        I'm happy for him, not a thank you was given though.

        Please go use what I've been telling ya...it'll make your clients
        happy and me in return.

        Best,
        Ewen
        {{ DiscussionBoard.errors[4007502].message }}
        • Profile picture of the author Bobster0007
          Originally Posted by ewenmack View Post

          I've given out more usable, take-money-to-the-bank info here than what a Goo-roo
          is currently giving out on his pre-launch costing $2,000.

          And I'm not holding anything back for a product launch.

          Yep, people will ignore this and get seduced by Lemming mentality.

          Oh well, I'm happy some will help their clients with this.

          I posted about a video that compares Yellow Pages advertising with Google.

          Now I see it's posted on an offline consultants website.

          I'm happy for him, not a thank you was given though.

          Please go use what I've been telling ya...it'll make your clients
          happy and me in return.

          Best,
          Ewen
          Yes i know you have and i appreciate you for doing so. I searched your name but didnt find this video that you speak of?
          {{ DiscussionBoard.errors[4007611].message }}
    • Profile picture of the author marketingrep4u
      Originally Posted by Headfirst View Post

      BS - I make my living off of this. Direct quote form a client (Hair Salon)
      "I get 4-6 new clients every week from being on Google"

      When she hired me she had just fired another consultant who had gotten her sandboxed.

      End result 1st page for 7 keywords, 1st position for 3 of those. 16-24 new clients every month.

      We're in an old city (small downtown area) with <50,000 people and 17 hair salons.

      Don't tell me clients don't want first page. They may not know they want first page but they want measurable growth. Deliver that and they're happy.
      In regards to 'page one placement and top of Google', I think the difference here is the smaller community that you live in.

      Would it be correct to say that 'page one placement' works best if you get granular with your campaign?

      To better expound on my question, it would seem that top search engine placement in a smaller town of <50k for a hair salon would actually work better than running the same campaign for a hair salon in a city the size of Dallas, Texas with a very large population.

      Do you follow the thought process here?
      {{ DiscussionBoard.errors[4009219].message }}
      • Profile picture of the author marketingrep4u
        Here's what I gather so far from our discussion in regards to page one placement:
        • Page one placement works best when coupled with an irresistible offer
        • Page one placement works best when coupled with a non-traditional response from 'Susie the receptionist'
        • Page one placement works best when you're more granular with your location
        So, it is safe to say that, 'SEO just isn't enough. It has to be coupled with an irresistible offer and that the rules of traditional direct response marketing must be implemented to make our clients campaigns a success.'
        {{ DiscussionBoard.errors[4009251].message }}
        • Profile picture of the author Bobster0007
          Originally Posted by marketingrep4u View Post

          Here's what I gather so far from our discussion in regards to page one placement:
          • Page one placement works best when coupled with an irresistible offer
          • Page one placement works best when coupled with a non-traditional response from 'Susie the receptionist'
          • Page one placement works best when you're more granular with your location
          So, it is safe to say that, 'SEO just isn't enough. It has to be coupled with an irresistible offer and that the rules of traditional direct response marketing must be implemented to make our clients campaigns a success.'
          Once you get a high first page ranking, then its up to your salescopy and service/product to take over and convert your targeted visitors right?
          {{ DiscussionBoard.errors[4009496].message }}
          • Profile picture of the author marketingrep4u
            Originally Posted by Bobster0007 View Post

            Once you get a high first page ranking, then its up to your salescopy and service/product to take over and convert your targeted visitors right?
            It seems to be that multiple factors will determine the success. Sales copy and service/product are just a piece of the puzzle.

            I see an overall formula developing in this discussion, that will further prove my point that just offering to get a local business to the top just isn't enough.

            Here are some of the factors that I see playing out in the formula:
            • targeted keyword research
            • sales copy
            • product/service
            • initial offer - must be irresistible or outside the box
            • page one placement - notice that it's only part of the equation
            • geo-targeting your location
            This may not be ALL the elements to the formula, but I think it's a great start.
            {{ DiscussionBoard.errors[4009531].message }}
            • Profile picture of the author Bobster0007
              Originally Posted by marketingrep4u View Post

              It seems to be that multiple factors will determine the success. Sales copy and service/product are just a piece of the puzzle.

              I see an overall formula developing in this discussion, that will further prove my point that just offering to get a local business to the top just isn't enough.

              Here are some of the factors that I see playing out in the formula:
              • targeted keyword research
              • sales copy
              • product/service
              • initial offer - must be irresistible or outside the box
              • page one placement - notice that it's only part of the equation
              • geo-targeting your location
              This may not be ALL the elements to the formula, but I think it's a great start.
              I agree with you but i think your points seem obvious and common knowledge. Your 4th bullet i think mainly applies to certain services / products. When someones A/C breaks or car wont start etc... they are not looking for the guy with largest coupon etc... He's probably going to call someone ranked up top first. Having the perception that if he's ranked high, he must deserve it so i can trust him.
              {{ DiscussionBoard.errors[4009615].message }}
              • Profile picture of the author Local
                Banned
                Originally Posted by Bobster0007 View Post

                I agree with you but i think your points seem obvious and common knowledge. Your 4th bullet i think mainly applies to certain services / products. When someones A/C breaks or car wont start etc... they are not looking for the guy with largest coupon etc... He's probably going to call someone ranked up top first. Having the perception that if he's ranked high, he must deserve it so i can trust him.
                This is also where tracking has taught us a lot.

                For clients that might have emergency calls, we began working that into their main and mobile websites.

                Creating an "Emergency" button front row and center where they can do a click to call or read a short paragraph with a call to action.

                The buttons have increased our calls:

                pain relief center 28%
                roofer 22%
                plumber 112%
                handyman 19%
                electrician 61%
                flood and fire damage 234%
                portable generators 14%
                portable water 7%
                video crew/gaffers 44%
                computer repair (home) 194%
                IT service (commercial) 334%
                crime scene clean up 21%

                This data is over the last 68 days.

                Evie
                {{ DiscussionBoard.errors[4009660].message }}
                • Profile picture of the author Bobster0007
                  Originally Posted by Local View Post

                  This is also where tracking has taught us a lot.

                  For clients that might have emergency calls, we began working that into their main and mobile websites.

                  Creating an "Emergency" button front row and center where they can do a click to call or read a short paragraph with a call to action.

                  The buttons have increased our calls:

                  pain relief center 28%
                  roofer 22%
                  plumber 112%
                  handyman 19%
                  electrician 61%
                  flood and fire damage 234%
                  portable generators 14%
                  portable water 7%
                  video crew/gaffers 44%
                  computer repair (home) 194%
                  IT service (commercial) 334%
                  crime scene clean up 21%

                  This data is over the last 68 days.

                  Evie
                  I have no experience with this but i have wondered about the "click to call" action. Im not able to understand how this leveraged. Dont you just click a button, then you enter your phone number and wait for someone to call you back? If this is true then i consider it a waste of time and as a consumer would never use it. Now, the Call to Action I can understand that for sure.
                  PS......those are impressive numbers.
                  {{ DiscussionBoard.errors[4009773].message }}
      • Profile picture of the author Headfirst
        Originally Posted by marketingrep4u View Post

        In regards to 'page one placement and top of Google', I think the difference here is the smaller community that you live in.

        Would it be correct to say that 'page one placement' works best if you get granular with your campaign?

        To better expound on my question, it would seem that top search engine placement in a smaller town of <50k for a hair salon would actually work better than running the same campaign for a hair salon in a city the size of Dallas, Texas with a very large population.

        Do you follow the thought process here?
        I would tend to agree with you. While its a "small" city, it has a very vibrant and active downtown and consumers come from all over the area to shop here. Consumers outside the area do area specific searches to locate service providers and businesses inside this city.

        Infomart lists 6,300 active businesses within the city limits.
        It's the perfect size for me to farm.
        Signature
        Golf Outing Sponsor Signs, Banners and Flags||Plymouth, MI Marketing || Plymouth Dentist
        {{ DiscussionBoard.errors[4012236].message }}
  • Profile picture of the author MaxReferrals
    Originally Posted by marketingrep4u View Post

    What have you done for your offline clients that you can truly say has really made a difference in their bottom line?

    Direct response ads for their products/services on AM radio.
    Signature
    {{ DiscussionBoard.errors[4009102].message }}
  • Profile picture of the author philboy uk
    well ewen

    Your video will be appearing on my website, so thankyou. Just hope my UK clients dont choose to use a Melbourne specialist !
    It does get me thinking though , this seems a great way to talk to business owners, just walk in their business with a video camera and say you are doing a documentary about what local businesses know about internet marketing. ( get their permission first of course )
    {{ DiscussionBoard.errors[4009243].message }}
    • Profile picture of the author jrobconsult
      Originally Posted by philboy uk View Post

      well ewen

      Your video will be appearing on my website, so thankyou. Just hope my UK clients dont choose to use a Melbourne specialist !
      It does get me thinking though , this seems a great way to talk to business owners, just walk in their business with a video camera and say you are doing a documentary about what local businesses know about internet marketing. ( get their permission first of course )
      Yep, this is a great method to talk to small business owners. You can also ask them some questions about topics for a report you plan to do.
      Signature
      San Antonio Estate Liquidators
      Estate Sales San Antonio
      {{ DiscussionBoard.errors[4010646].message }}
  • Profile picture of the author Local
    Banned
    We now have our own solution which took some time and headaches... but we started out by using Kall8... there is also Call Management & Number Acquisition - Call Warrior

    Evie
    {{ DiscussionBoard.errors[4009733].message }}
    • Profile picture of the author Michael Clough
      Originally Posted by Local View Post

      We now have our own solution which took some time and headaches... but we started out by using Kall8... there is also Call Management & Number Acquisition - Call Warrior

      Evie
      Thanks Evie......not so sure on the Warrior one, as many of the links have no text, or pricing

      Mike

      PS....this is cool: Virtual PBX: Hosted Small Business VoIP Phone Systems | Toktumi

      No $ per call, etc.....(not an affiliate)
      Signature
      www.OptimisationSeo.com
      {{ DiscussionBoard.errors[4033131].message }}
      • Profile picture of the author AUKev
        Great information in this thread.

        I have learned that the easiest step in the process in most cases is getting good rankings. The hard part is the fine line between content that is Google friendly and converts visitors.

        It is a multi step process and so many business owners stop after getting ranked, and wait for the phone to ring. These are the same people, that started a business in the 80's, bought a yellow page ad and literally stared at the phone waiting for it to ring.

        The steps I teach my clients.

        1. Get ranked.
        2. Grab visitor info (gotta be able to send offers)
        3. Great sales copy with a sense of urgency. (Grab some Dan Kennedy books).
        4. MUST answer the phone during business hours (I know there are times when you might miss), but make it a priority.
        5. Train anyone who might answer the phone how to answer and follow-up. They MUST ask 'How do you hear about us'? And ask detailed follow-up questions, when they say I saw you on the web... 'Was it Google?'
        6. Change customer content regularly. It will look fresh, and let customers know they just missed a deal and the current deal will end soon.

        This process is a chain and any weak link can cause a customer to completely fall out of the sales funnel. They are all important and need to be addressed.

        That is the big difference between the services I offer and all the outsourced SEO companies as well as the yellow book guy and the radio guy. SEO is easy. Helping the client get customers on the hook and landing them is where we can stand above the crowd.
        Signature
        Lifetime Access to Seattle Clouds and BiznessApps for 1 Payment
        Android App Profits - The Definitive WSO on Profiting from Android Apps
        {{ DiscussionBoard.errors[4033613].message }}
        • Profile picture of the author maricelu
          Originally Posted by AUKev View Post

          Great information in this thread.

          I have learned that the easiest step in the process in most cases is getting good rankings. The hard part is the fine line between content that is Google friendly and converts visitors.

          It is a multi step process and so many business owners stop after getting ranked, and wait for the phone to ring. These are the same people, that started a business in the 80's, bought a yellow page ad and literally stared at the phone waiting for it to ring.

          The steps I teach my clients.

          1. Get ranked.
          2. Grab visitor info (gotta be able to send offers)
          3. Great sales copy with a sense of urgency. (Grab some Dan Kennedy books).
          4. MUST answer the phone during business hours (I know there are times when you might miss), but make it a priority.
          5. Train anyone who might answer the phone how to answer and follow-up. They MUST ask 'How do you hear about us'? And ask detailed follow-up questions, when they say I saw you on the web... 'Was it Google?'
          6. Change customer content regularly. It will look fresh, and let customers know they just missed a deal and the current deal will end soon.

          This process is a chain and any weak link can cause a customer to completely fall out of the sales funnel. They are all important and need to be addressed.

          That is the big difference between the services I offer and all the outsourced SEO companies as well as the yellow book guy and the radio guy. SEO is easy. Helping the client get customers on the hook and landing them is where we can stand above the crowd.
          Great post!

          It is actually vital to convert top positions on google and by this to REALLY help them by creating a power system that will make them look different from their competition. However, I am stuck at choosing a name for what we do ( SEO+"leads convertions"). I 've learned recently from the forum that saying to the client a word about "SEO" will get them off the deal. I think to name it in a general way, maybe "Internet Marketing" , and explain to the client that we actually combine the power of getting high ratings on google and converting prospects into customers. Any suggestions?
          Signature

          I have no signature.

          {{ DiscussionBoard.errors[4192520].message }}
  • Profile picture of the author Local
    Banned
    Our click to call buttons actually open a window on most phones...

    "Call 1-xxx-xxx-xxxx?"

    And then two buttons:

    Call
    Cancel

    Evie
    {{ DiscussionBoard.errors[4009854].message }}
  • Profile picture of the author jsherloc
    While working on setting up all of the online marketing, we would usually run a "re-marketing" campaign through direct mail and/or phone calls, a few actually had decent e-mail lists from previous promotions. Basically just contacting the businesses' past customers/clients for them.

    It is MUCH easier to get quick results by doing something like this and maybe testing some additional PPC for your organic efforts. If the incentive is there, people are much more likely to go back to a place of a business than go to a NEW place of business for the same service, IMO.

    This gives you a bit of time to "get the phone ringing" from local search, as you should have people calling/inquiring fairly quickly from the "re-marketing" and "PPC" provided you live in a decently-sized area and the company has a decent rep. Just another idea that people don't discuss on here too often.

    - Jim
    Signature
    {{ DiscussionBoard.errors[4012309].message }}
    • Profile picture of the author John Durham
      Evie, your story about the rug salesman is CLASSIC!

      I often encounter the same thing when people say "The auto dialers are no good", then I check into their campaign and its HORRENDOUS how they handled their call session...they feel like they worked 3 hours because of pause times, and swear by it, but they only actually have 20 minutes of documented dial time...

      The story of your client is interesting on many levels, and just the epitomy of so many different situations we run into. I was just thinking a thought ten minutes before I read this that when we should also create like training cds that go out monthly to the clients emplyees to help them understand how to get the most out of their website and leads... How to answer the phone, quantify results... Their boss deserves his results to be quantifiable.

      I also relate because I managed my friends retail store for a year and saw how his clerks answered many calls... Much like you said, if they are busy or uneduicated about web offers they will tell customers anything just to get the call out of the way and not even know it was a web lead.

      This is a great thread. Now I know Im not the only one who has experienced those kinds of stories and is aware of it. Its easy for others to make you feel like you didnt deliver, when they just didnt step up!

      Thanks.
      {{ DiscussionBoard.errors[4012785].message }}
  • Profile picture of the author addyj672
    I totally agree with post and first page appearance doesn't grantee customers. So Small business owner can start advertising while doing sale like putting offers in their advertising or put small ad on postcard and mail it to your targeted market. Peoples read postcards when they are brief. This can result in driving a high volume of traffic to your website and generate sales for a very small cost.

    You can use stickers, stamps or short notes on all of your direct mail and everyday business mail. Keep in mind when you are putting a sticker, handwritten note or stamp on the outer side of cover, it has the impact of a mini billboard. People read it but the note must be short and brief so it can be examine in less than 10 seconds.
    Signature
    {{ DiscussionBoard.errors[4013121].message }}
  • Profile picture of the author sloanjim
    I agree and i wrote the same thing.
    I'm also taking the position that page one placement isn't all its cracked up to be. I would even go so far as to say, based on experience, that it doesn't even have a positive business impact on site traffic.
    Signature

    15 Minute Forex Bar Trading System Free at
    http://www.fxscalpingmethod.com

    {{ DiscussionBoard.errors[4013646].message }}
  • Profile picture of the author sloanjim
    yeah but you can't charge $50k for that can you? Yet you can always (cough,cough) B*S* you way through the technicals.

    That's what he changes. Simplifies the menu and shows them how to cook better, and then really he changes their ATTITUDE.

    He does not talk about SEO, websites, FB, Twitter and all of that at all.
    Signature

    15 Minute Forex Bar Trading System Free at
    http://www.fxscalpingmethod.com

    {{ DiscussionBoard.errors[4013681].message }}
    • Profile picture of the author jimbo13
      I can't charge $50k no.

      You get the point though.

      By the way I have seen a few of your posts and you talk in $ but I was wondering are you actually English.

      I ask because of the sloan? You a Sloane Ranger from the 80's?

      Dan
      {{ DiscussionBoard.errors[4013724].message }}
  • Profile picture of the author Nathan Alexander
    For those willing to look and listen there are some million-dollar principles in here. Reverse engineer the concepts (and the reasons behind them) for your business or clients and have at it.
    {{ DiscussionBoard.errors[4014056].message }}
    • Profile picture of the author ewenmack
      Originally Posted by Nathan Alexander View Post

      For those willing to look and listen there are some million-dollar principles in here. Reverse engineer the concepts (and the reasons behind them) for your business or clients and have at it.
      Yep, the law firm I quoted supports salaries of over 500 people.

      Kind of brings things into perspective.

      Best,
      Ewen
      {{ DiscussionBoard.errors[4014081].message }}
  • Profile picture of the author Genesis1
    All you need to do is just focuse on some particular thing. Once you do that you can gain success in bringing customers
    Signature
    High Quality Backpage, Kijiji, Gumtree Classified Ads Posting Services. Service that brings Value. Get Traffic & Increase SEO at the same time! Prices are starting from 0.09$ per AD. PM Me for more info
    {{ DiscussionBoard.errors[4014067].message }}
  • Profile picture of the author thesorcerersapprentice
    I have a client who is in the cosmetic surgery field and what has worked really well for her is some good old fashioned on-line tactics.

    1. We got her to No1 on Page 1 first.
    2. We set up an email capture form giving away a fact sheet and discount voucher.
    3. Set up an auto-responder sequence with 4 emails, the last of which was a time limited discount offer.

    She currently gets about 6-10 clients a month as a direct result of the last email which in her line of work is a fair chunk of change!

    I think that being on Page 1 is very important for local businesses but once you get someone to the website it has to convert... and there is no better way to convert than by giving something of value to the visitor and that almost always means more than just information.

    Hope this helps.

    Take Care...Take Action!

    Neil
    Signature

    Tap into the Video Gold Mine with my Free 4 Part Offline Cash Secrets video course.

    If you want to FINALLY start making money online then check out Instant Internet Lifestyle blog.

    {{ DiscussionBoard.errors[4014389].message }}
    • Profile picture of the author marketingrep4u
      Originally Posted by thesorcerersapprentice View Post

      I have a client who is in the cosmetic surgery field and what has worked really well for her is some good old fashioned on-line tactics.

      1. We got her to No1 on Page 1 first.
      2. We set up an email capture form giving away a fact sheet and discount voucher.
      3. Set up an auto-responder sequence with 4 emails, the last of which was a time limited discount offer.

      She currently gets about 6-10 clients a month as a direct result of the last email which in her line of work is a fair chunk of change!

      I think that being on Page 1 is very important for local businesses but once you get someone to the website it has to convert... and there is no better way to convert than by giving something of value to the visitor and that almost always means more than just information.

      Hope this helps.

      Take Care...Take Action!

      Neil
      We covered some really great ideas on how to make the phone ring, noting that making the phone ring is an actual conversion.

      Let's talk about 'something of value' that is given to the site visitor to enhance the conversion:

      Do ebooks and free reports work anymore?

      Wouldn't discount coupons work better?

      How about free 30 minute consultations? Are site visitors even interested in free consultations anymore?

      The reason I ask is because it seems that this is the key element to getting a conversion from the landing page, thus bringing in a lead to our offline customer.

      What really works?
      {{ DiscussionBoard.errors[4014587].message }}
  • Profile picture of the author Michael Clough
    Great Post! I believe that Mobile Text Marketing coupled with SEO
    will be a great combo for my clients! Along with an email campaign to
    their customers

    FYI......I've found that many of the businesses here in the northeast really had
    a bad experience with groupon and a couple of the others, as they lost money!
    Signature
    www.OptimisationSeo.com
    {{ DiscussionBoard.errors[4033098].message }}
  • Profile picture of the author Creativegirl
    Lots of good take away info here! I find no two clients are exactly the same, and therefore no cookie cutter approach works every time. SEO can be more than enough for some customers while it barely pays for others.
    Signature
    {{ DiscussionBoard.errors[4192669].message }}
  • Profile picture of the author Mark Andrews
    Banned
    Originally Posted by marketingrep4u View Post

    What have you done for your offline clients that really, truly, gets their phones to ring and orders to come in?

    Page one placement in the search engines isn't enough. How many WSO's are out there trying to teach you how to get your clients ranked on page one and be the hero?

    I've found that being at the top of the search engines IS NOT what clients really want. In fact, page one placement is the least of their concerns.

    What these local businesses really want is for the phone to ring, leads to come in and orders to be taken.

    Enough of the fluff on SEO and building websites for customers! For gosh sakes, we're marketers. Our job is to increase our customers bottom line, bring them more business, and at least make the phone ring.

    What have you done for your offline clients that you can truly say has really made a difference in their bottom line? Give us some real numbers, i.e. sales percentage increases, dollar amounts, number of new customers, strategies, etc.

    Page one placement, top of search engines, and more site traffic are not acceptable answers. (The local business owners aren't buying it, so let's assume we won't here either. )
    Best ever conversion rate for an appliance repair company in Chicago I achieved was 50%, all from a single rewrite of their homepage.

    Homepage sales copy or in print, this particular sales pitch focused in like a laser on the benefits of calling the number below directly. All in bullet points. With an enticing offer (at the time) which the customer couldn't refuse.

    The companies PPC team afterwards said that they'd never seen anything like it for converting visitors into clients.

    Moral of the story, give the customer or prospect only the information which they demand and need right now to make a decision.

    You need to make it blindingly obvious what is expected of the prospect and make it incredibly easy for them to take the required call to action.

    If you do this very well the profits are there for the taking.

    It's easy, it just requires a little basic understanding of the prospects main frustration and pain. And as I keep reiterating time and time again, switch out this pain, this problem (which is keeping them awake at night), handing to them on a plate the emotional answer and/or solution which they're looking for.

    In other words give them exactly what they want to see or hear.

    Best,


    Pete Walker
    {{ DiscussionBoard.errors[4198965].message }}
  • Profile picture of the author ProvenViral
    Some ways are through simple places such as craigslist which is probably the beast of the whole operation. If you're looking for offline clients, the best way that I've seen my phone go off the hook was through Craigslist and on the larger cities like new york and san diego.
    Signature
    "Things may come to those who wait, but only things left by those who hustle". - Abraham Lincoln
    {{ DiscussionBoard.errors[4199748].message }}

Trending Topics