Evening/Weekend Appointments? Starting offline with a day job?

21 replies
So I have a day job, but I'm wanting to expand into local offline marketing. My online marketing is okay, but I'm wanting to hit up those local businesses. If I refuse to meet during typical 9-5 (because I'm working) am I screwed?

In your experience, what business types are more receptive to evening/weekend meetings?

I also tried the cold calling thing during my lunch hour, but I'm terrible at it and it seems that one hour isn't enough time to see solid results (plus many other owners are also on their lunch!) So I'm wondering if I can go a direct mail route or possible outsource the appointment setting with a BPO service.

Has anyone had experience starting in the offline world while holding down a day job?
#appointments #day #evening or weekend #job #offline #starting
  • Profile picture of the author RRG
    Originally Posted by snginnovations View Post

    So I have a day job, but I'm wanting to expand into local offline marketing. My online marketing is okay, but I'm wanting to hit up those local businesses. If I refuse to meet during typical 9-5 (because I'm working) am I screwed?

    In your experience, what business types are more receptive to evening/weekend meetings?
    Strip clubs?
    {{ DiscussionBoard.errors[4499958].message }}
  • Profile picture of the author MercadeoEspañol
    Well, if you are planning to contact them via cold calling or face to face you can always target night clubs, bars, restaurants, and many industries that have quite a lot of activity at night.

    However if you are like me, I have never needed to call a customer or even meet face to face. Everything is handled via "Internet", that's the business we are in. And we're supposed to dominate it. My clients are thousands of miles away....
    {{ DiscussionBoard.errors[4500544].message }}
    • Profile picture of the author John Durham
      Originally Posted by MercadeoEspañol View Post


      However if you are like me, I have never needed to call a customer or even meet face to face. Everything is handled via "Internet", that's the business we are in. And we're supposed to dominate it. My clients are thousands of miles away....
      .

      Im not doubting that YOU can, there are rare REALLY REALLY talented marketers who can.

      But I have to disagree that one should be able to market our "offline" services online just because we are able to market a small business owners service online...

      A local pet shop doesnt have the same nature of competition as a local web designer. Marketing a webdesign service online, isnt the same as marketing a local pet shop online. Depending on your geography and the competition in that local market...how many savvy web design companies there are in your local market....

      If you have a system that beats cold calling, and maybe you do, it would be awesome to have you spill it here for us, because I for one would love to know how to create predictable results without offline sales presentations... Simply "You should be able to do this if you are like me..." isnt helping much. Any ideas?

      Also I guess it depends on what you consider "doing well". If two clients every 90 days or so meets that qualification for you... Then maybe some aggressive craigslist or PPC advertising would work.

      In some countries, one client per month at $3k will make you "rich", even 1k would make you very well to do in some countries. BUT, if a guy from the US landed one 1k client per month... His family would be in jeopardy of foreclosure, but in some places he would have a thriving business.

      success is relative. 3k per month would pay a little less than half of my monthly "fixed" expenses for instance, while for some it could really make them prosperous.

      Also,

      Is this concept something that can be duplicated by your average offliner? What are the variables involved. I ask with optimism that you can show us how to do this.

      As to the OP, there are alot of businesses that are open til 9pm. Its not the best time to call, it would be better if you had a partner in another time zone you could just set appointments for... However, you absolutely can work your way into appointments calling businesses that are open in the evening and there are a ton of them.

      Edit: I do know a guy who has an offline affiliate network , they send people to his site, and he catches them in live chat as soon as they arrive. Sort of a referral system. So he does close some without ever getting offline or picking up a phone.

      Im not saying its impossible at all... But Webdesigners dominate the search engines more than pet shops, so it would be hard , unless there is something Im missing...and Im sure there is. In any event, cold calling doesnt leave anything to the imagination, you just do it and go get yourself customers.
      {{ DiscussionBoard.errors[4502524].message }}
      • Profile picture of the author MercadeoEspañol
        Originally Posted by John Durham View Post

        .

        Im not doubting that YOU can, there are rare REALLY REALLY talented marketers who can.

        But I have to disagree that one should be able to market our "offline" services online just because we are able to market a small business owners service online...

        A local pet shop doesn't have the same nature of competition as a local web designer. Marketing a webdesign service online, isn't the same as marketing a local pet shop online. Depending on your geography and the competition in that local market...how many savvy web design companies there are in your local market....
        It's an honor to respond to you John, I have read a couple of your WSOs. and you are a legend with the phone. I have never implied that we SHOULD. It all comes down to our skills and strategy. I do extremely well (and I will clarify what that means in numbers) with a particular niche where I do all my prospecting, lead generation and closing using electronic means (online). I live waaay south of the border and my clients are in the heart of the US. You see.. where I live offline marketing is not born yet so I had to shape up, work hard, think outside the box and go after the clients that need my services. And as I soon found out that I suck on the phone (plus my accent doesn't project too much confidence except for one lady that was interested in other things ) I decided to analyze and whiteboard a new strategy.

        I never even implied that my system beats cold calling. Not sir. I wish I could use that approach. I just can't. I would have to undergo some heavy therapy to use it, and I just don't have the time. I had to accept things as they are. Analyze my strengths and weakness and use them.

        Although I didn't mention in my post that I was doing well, I'm actually doing. Indeed, in my country to make 2K a month is considered a real good salary, but I do three times that.

        I don't do webdesign, not at all. I concentrate in GP Listings, Mobile Marketing and Video Marketing.

        Regarding the expression "However if you're like me..." I think I used it wrong. English is my second language. So I apologize. I wanted to express that I can't use cold calling for several reasons as explained above + some logistics.

        Regarding sharing my strategy, I'm sure that you, as a successful WSO author will understand that some things are kept to be sheared in that particular forum which I will be doing, hopefully in the coming days.

        My full respect.
        {{ DiscussionBoard.errors[4502789].message }}
        • Profile picture of the author Juan L Costa
          Originally Posted by MercadeoEspañol View Post

          It's an honor to respond to you John, I have read a couple of your WSOs. and you are a legend with the phone. I have never implied that we SHOULD. It all comes down to our skills and strategy. I do extremely well (and I will clarify what that means in numbers) with a particular niche where I do all my prospecting, lead generation and closing using electronic means (online). I live waaay south of the border and my clients are in the heart of the US. You see.. where I live offline marketing is not born yet so I had to shape up, work hard, think outside the box and go after the clients that need my services. And as I soon found out that I suck on the phone (plus my accent doesn't project too much confidence except for one lady that was interested in other things ) I decided to analyze and whiteboard a new strategy.

          I never even implied that my system beats cold calling. Not sir. I wish I could use that approach. I just can't. I would have to undergo some heavy therapy to use it, and I just don't have the time. I had to accept things as they are. Analyze my strengths and weakness and use them.

          Although I didn't mention in my post that I was doing well, I'm actually doing. Indeed, in my country to make 2K a month is considered a real good salary, but I do three times that.

          I don't do webdesign, not at all. I concentrate in GP Listings, Mobile Marketing and Video Marketing.

          Regarding the expression "However if you're like me..." I think I used it wrong. English is my second language. So I apologize. I wanted to express that I can't use cold calling for several reasons as explained above + some logistics.

          Regarding sharing my strategy, I'm sure that you, as a successful WSO author will understand that some things are kept to be sheared in that particular forum which I will be doing, hopefully in the coming days.

          My full respect.

          Let me know when you launch a product, I would love to see an offline strategy that is done 100% online.
          {{ DiscussionBoard.errors[4502854].message }}
          • Profile picture of the author MercadeoEspañol
            Originally Posted by Juanle455 View Post

            Let me know when you launch a product, I would love to see an offline strategy that is done 100% online.
            I sure will, mi amigo.
            {{ DiscussionBoard.errors[4502972].message }}
  • Profile picture of the author jrod014
    I would say restaurants, frozen yogurt shops, shooting ranges (open late here in Cali).

    Those work best for me.

    Jerry
    {{ DiscussionBoard.errors[4500598].message }}
  • Profile picture of the author John Durham
    @ Mercadeo,

    Again I wasnt doubting you, just the ease of an average person, even experienced marketer being able to pull it off.

    I have played guitar in front of 10,000 people at major concerts, and know celebrities...but alot of people dont believe me lol, because its not something the average person has experienced... In fact one could follow my entire system for how I got into the music business years ago... and it still probably wont turn out the same way for them... The variables happened to come together just right for me, but the way I got in isnt duplicable by any quantifiable, measurable system that could guarantee a predictable result for just anyone who tried it.

    Respectfully, I would love to know the secrets though. lol
    {{ DiscussionBoard.errors[4502865].message }}
    • Profile picture of the author MercadeoEspañol
      Originally Posted by John Durham View Post

      @ Mercadeo,

      Again I wasnt doubting you, just the ease of an average person, even experienced marketer being able to pull it off.

      I have played guitar in front of 10,000 people at major concerts, and know celebrities...but alot of people dont believe me lol, because its not something the average person has experienced... In fact one could follow my entire system for how I got into the music business years ago... and it still probably wont turn out the same way for them... The variables happened to come together just right for me, but the way I got in isnt duplicable by any quantifiable, measurable system that could guarantee a predictable result for just anyone who tried it.

      Respectfully, I would love to know the secrets though. lol
      LOL I know, I read your story. Heavy industries you got into.

      Going back to strategies, it's been said over and over, if you are so confident with your product, why not prove yourself. A lot of people are afraid of working for free... But as long as they don't have clients that's exactly what they are doing. Even though it has somewhat to do with my strategy, I always show my client results first, some of them to make them drop their jaw.

      Any how, I'd certainly be honored if you can take a look at my strategy and gimme your opinions. I'll PM you next week or whenever I have everything laid out.

      My full respect.
      {{ DiscussionBoard.errors[4502944].message }}
  • Profile picture of the author John Durham
    Excellent! Thats the ticket. That was the secret. I get it now, and I think that being confident enough to do that, yeah I can see how that works!

    That is one way to have people knocking your door down to have a chance to do business with you!

    Thanks, I will look forward to the PM. Enjoyed the banter too BTW.
    {{ DiscussionBoard.errors[4502989].message }}
  • Profile picture of the author Warrior Ben
    Many people hate cold calling, but it is still the most effective way to get clients. I've preached this before in other threads, but most people hate cold calling because they are lousy at it. I've found that most people are lousy at it because they don't have a focus for the purpose of the call.

    Here is what helped me turn things around in the cold calling realm: I make the purpose of each call to get an appointment. That's it. I'm not trying to sell them over the phone, I'm solely calling to get an appointment to meet with them (either in person or remotely using GoToMeeting) and then they are warmed up for the pitch when I present for them.

    This small little tweak in my cold calling has increased my sales 10 fold, if not more. I used to wonder why nobody would buy from me, and it is because I was doing it the wrong way!

    Anyway, I hope this helps!

    -Ben
    {{ DiscussionBoard.errors[4504015].message }}
    • Profile picture of the author John Durham
      Originally Posted by Warrior Ben View Post

      Many people hate cold calling, but it is still the most effective way to get clients. I've preached this before in other threads, but most people hate cold calling because they are lousy at it. I've found that most people are lousy at it because they don't have a focus for the purpose of the call.

      Here is what helped me turn things around in the cold calling realm: I make the purpose of each call to get an appointment. That's it. I'm not trying to sell them over the phone, I'm solely calling to get an appointment to meet with them (either in person or remotely using GoToMeeting) and then they are warmed up for the pitch when I present for them.

      This small little tweak in my cold calling has increased my sales 10 fold, if not more. I used to wonder why nobody would buy from me, and it is because I was doing it the wrong way!

      Anyway, I hope this helps!

      -Ben
      If I owned this forum I would put this post in the GOLD thread. Why not just be upfront and say what you mean? Let the system do the work instead of blowing half your calls trying to be cute or use some technique?

      Its alot of work trying to sell yourself on every call, much eaiser to let the system do the work and just state your case like it is.

      Love this post.
      {{ DiscussionBoard.errors[4504068].message }}
      • Profile picture of the author Warrior Ben
        Originally Posted by John Durham View Post

        If I owned this forum I would put this post in the GOLD thread. Why not just be upfront and say what you mean? Let the system do the work instead of blowing half your calls trying to be cute or use some technique?

        Its alot of work trying to sell yourself on every call, much eaiser to let the system do the work and just state your case like it is.

        Love this post.
        Thanks John! Coming from somebody of your stature and reputation here on WF, that really means a lot! Maybe I need to start a full thread regarding that technique... I should also give credit where credit is due though-- I read Cold Calling Techniques that Really Work by Stephan Schiffman and learned that little technique. It turned cold calling around for me-- I now enjoy it! (Well, as much as I can anyway!)

        Have a great evening!

        -Ben
        {{ DiscussionBoard.errors[4504118].message }}
        • Profile picture of the author John Durham
          Originally Posted by Warrior Ben View Post

          Thanks John! Coming from somebody of your stature and reputation here on WF, that really means a lot! Maybe I need to start a full thread regarding that technique... I should also give credit where credit is due though-- I read Cold Calling Techniques that Really Work by Stephan Schiffman and learned that little technique. It turned cold calling around for me-- I now enjoy it! (Well, as much as I can anyway!)

          Have a great evening!

          -Ben
          Its more an energetic state of mind turn around than anything... it makes you sound different, and feel different, like you dont have a hidden agenda, when you dont have a hidden agenda. lol.
          {{ DiscussionBoard.errors[4504142].message }}
  • Profile picture of the author Daniel LaRusso
    OK, I'm in the same position as the OP. I don't like cold calling, but I'm pretty decent at it. I focus on the quality of the calls rather than the quantity, and I've been pre-screening who I call based on the business advertising in a local newspaper/magazine type publication, or them having a Groupon.

    I target people who need help with Facebook advertising, and I know when I call them that is what I'm after, but my initial call and contact is to build rapport, get an appointment, and interview the business, per the Jobless Dad thread.

    OK, so I do great up to that point. I can get appointments, and that's not really a problem. where I freeze is with the pitch.

    I think it will come with time and practice for me, and I will be less nervous the more I do this. i am just starting out, a fairly shy person by nature, but I'm just determined to make this work. It may take me 2-3 times as long to make a sale, and I probably could have closed many deals a lot earlier, and I need to learn to do that.

    I failed at financial services sales for that same reason, and I am determined to conquer and overcome this time.

    I'm always looking to learn and improve. For me, the thing I need to do is just make those contacts. If I don't sell, that's ok for now, I will build relationships. That can't go on too long though, so hopefully I'll learn through my own mistakes how to rock at this offline consulting.
    Signature

    It is unwise to trust all you read on the internet.
    - Benjamin Franklin

    {{ DiscussionBoard.errors[4504321].message }}
    • Profile picture of the author somacorellc
      Originally Posted by Daniel LaRusso View Post

      OK, I'm in the same position as the OP. I don't like cold calling, but I'm pretty decent at it. I focus on the quality of the calls rather than the quantity, and I've been pre-screening who I call based on the business advertising in a local newspaper/magazine type publication, or them having a Groupon.
      Two things. Groupon tells business owners to be wary of people contacting them for internet marketing services, and pretty much tells the business owner "you can't trust them." One of my friends owns a deli in town and was told that by his Groupon rep. Of course I didn't know that until after I launched a postcard campaign, so this is just warning in case you decide to target these people. If you've had success with it, great!

      The other thing. I was on the phone with a business owner yesterday who actually took the time to go over my pitch with me and tell me what she'd want to hear me say to get a sale from her (very random and helpful, we talked for over 30 minutes!) This is in no way a definitive "here's how you talk to business owners" but here's what I walked away with:

      1. Don't say you're just starting out. She said a lot of people say that to here and it makes her wonder if they're 1. any good and 2. going to stick around and 3. why don't they have more clients.
      2. Don't say "how are you today!?" and try to be all cheery. Talk to them like they're a real person.
      3. Be brief. Cut straight to the chase. Don't be a wuss.
      So, my pitch, as amended:

      Hi, this is JJ Abrams with Really Crap Movies, Inc. here in Detroit. Hey, I'm just calling today to set up a time to talk with you all about using Mel Gibson as a spokesman in your products. Is there someone there that usually handles that?

      Hi this is Bob.

      Hey Bob, your gatekeeper (use their name) told me you're the guy I need to talk to - hey, we're setting up Mel Gibson Promotions in the city here and I think your company would see a huge benefit from having Mel stand outside your store and scream at customers - it only takes about 15 minutes to go over the whole thing - when is a good time for you?
      {{ DiscussionBoard.errors[5279575].message }}
  • Profile picture of the author BenLinard
    Originally Posted by snginnovations View Post

    So I have a day job, but I'm wanting to expand into local offline marketing. My online marketing is okay, but I'm wanting to hit up those local businesses. If I refuse to meet during typical 9-5 (because I'm working) am I screwed?

    In your experience, what business types are more receptive to evening/weekend meetings?

    I also tried the cold calling thing during my lunch hour, but I'm terrible at it and it seems that one hour isn't enough time to see solid results (plus many other owners are also on their lunch!) So I'm wondering if I can go a direct mail route or possible outsource the appointment setting with a BPO service.

    Has anyone had experience starting in the offline world while holding down a day job?
    Buddy you can. Well there is one best source which can help you. The online business and appointment setters can do it better for you.
    {{ DiscussionBoard.errors[5278996].message }}
  • Profile picture of the author tylerjaysen
    Yeah I was in the same boat at the beginning and it seemed like a catch 22....you work in the day....as do your potential clients..so how do you actually get in contact with them.

    Well what I found that works...in this business and in most...is that you have to start off somewhere. Ah duh....right. What I mean is, you need to get that first client and then after that...the other clients will come faster and easier.

    So make a goal of contacting owners each day on your lunch hour...or right after work...like 5:30...as many of them are still there.

    Also, weekends are great too...because many of your potential clients are working too. But what I've found is that actually talking to them on the phone...goes much farther than sending them to a webapge or webinar.

    As soon as the client hears in your voice your knowledge and passion...well they can't help but to get excited and get with the program. Setting appointments is tough and it is necessary to getting clients....so it's a numbers game and can be frustrating but worth it when you get those steady clients that actually appreciate what you do.
    {{ DiscussionBoard.errors[5279666].message }}
  • Profile picture of the author earlkenn
    Really very much knowledgeable information providing here. This is one of the effective way for do work on part time with giving weekends and evening appointments after whole day of working.
    {{ DiscussionBoard.errors[5362101].message }}

Trending Topics