I have my first offline Client meeting Tomorrow - Need Help

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#client #meeting #offline #tomorrow
  • Profile picture of the author Dustin Goode
    Well if you sent emails out telling them you can help them with social media. You may want to get some samples of what you can do and type up a list of services you can provide to help you keep on track.
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    -Dustin

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    • Profile picture of the author Taloucci
      Originally Posted by Dustin Goode View Post

      Well if you sent emails out telling them you can help them with social media. You may want to get some samples of what you can do and type up a list of services you can provide to help you keep on track.
      Thank you Dustin. You mean sample fan pages of successful businesses? I already have that.
      But what about contract and this kind of things? say the client says ok, I want to get you monthly service, whats next? do i really need a contract?

      thx,

      A
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      • Profile picture of the author searchgal
        There are two important steps in preparing for this meeting. First, do a little research on the business you're meeting with. Are they currently online? Do they have a specialty to their practice? Are they advertising in the yellow pages or other offline sources? Secondly, prepare a list of questions that you can use to guide the conversation. This should be a conversation - not a "sales" call or pitch. I would start the conversation by asking what they're currently doing to market their services, and what their experience has been with online marketing. Talk to them about their objectives - what do they want to get out of an online presence? Ask them about their business.

        Their answers should lead you to additional questions, as well as a way to tailor your presentation about how you can help them meet their objectives. While you will need to be clear about what services you can provide, you want to be talking "benefits" - how your services can help them grow their practice, get found online, etc.

        I never walk into an appointment with a pre-set contract or proposal. Until you understand a prospect's objectives, you don't know enough to put this together. If you use your computer as a prop, make sure that you have a well thought out plan of what you're going to show. If the prospect has a website, you might do a mini critique of their site from an SEO standpoint. Sometimes giving away a little knowledge leads to a nice deal.

        Good luck!

        Cindy
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  • Profile picture of the author Steve Wise
    I wouldn't be too bothered about taking contracts at this point. I would view the meeting as information gathering, I would ask questions around "where are they now?" "where do they want to be in future?" who works there? what marketing they are doing currently? how is it working for them?

    Ask lots of open questions and be open minded about how you may be able to help them. It may turn out that it's not with social media but some other form of marketing. For example SEO, Google Places, SMS marketing. If they have an existing website, take a look at it, enter the URL into Website SEO Tool | Website Grader which will produce a nice report that will make you seem like the expert and that you have done some research on their business.

    Hope this helps
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  • Profile picture of the author Digital Traffic
    Sounds to me like you aren't prepared to close this sale.

    I wouldn't go in with the idea of making the close.

    I would bring your confidence, knowledge, and skills.

    Listen to what the client wants to accomplish online, answer questions, and educate her about the basics and the process. If, after spending a few minutes with her and you find she has a good grasp of the basics, then kick it up a notch and dive into more detail.

    Explain that a well rounded online presence is more than just a web site. Then explain her options. Social Media, Mobile Media, Google Places, PPC Ads, Etc...

    Do more listening than talking, at the end ask her if she has any other questions.

    Then explain that you will need to research her competition, the strength of that competition, then you will come back with a recommended game plan.

    It's a lot like building a house, how can you offer a price even before the client tells you how much square footage or how many bedrooms they want. Then do they want formica or granite counter tops, hardwood floors or carpeting, fireplaces, built in pool, security system, etc... Until you know exactly what your client wants, you shouldn't commit to a price.

    When you return with that game plan, have 3 different pricing options for her to choose from. Explain the differences and the timeline of results with each package.

    I usually tell them I can get them to where they want to be online....it all depends if they want to walk there, lowest package, jog there, medium package, or run there, my best package.

    Then shut up and let her sell herself.
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  • Profile picture of the author Taloucci
    Wow, thank you guys for all the help, This was very useful
    A lot of info, and techniques, Thank you again.

    PS: if I want to look professional and show the client analytic of her website and compare it to her competition, is there a tool that can do this for me? like to see if she is listed on local maps, GPS, and other business directories?

    Thank you again.
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  • Profile picture of the author mjbmedia
    You offered Social media and Facebook in the letter, thats why she wants you to see her, so go see her about what you wrote in the letter. Leave the other stuff for the next upsell with her.

    Sit with her, ask her questions about how she promotes her business now off and online, let her talk , you listen, ask how she communicates with her existing clients and prospects and in what ways she'd love to improve that ....
    Social and Facebook will be the obvious pathways

    So go through some ways that these pathways would work for her.

    Contract wise, you could draw up something generic and basic or just say that every client you have has different needs , thats why you love your business, so every contract is unique and is drawn up after the meeting ie you will email /send her it for signing (ok this is riskier as she may bale out but a dodgy ineffective signed contract is even riskier )

    Use this as an experience for you, is she says yes then its a bonus , remember at the end to ask her for 5 other business owners she knows who could benefit from your services, if you get on well with her suggest she even takes the time to call them there and then and personally introduce you to them over the phone (she can only say no)

    Above all enjoy it, learn from it, it wont be the only meeting you ever have so dont trat it like it is good luck
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    Mike

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    • Profile picture of the author Taloucci
      Originally Posted by mjbmedia View Post

      You offered Social media and Facebook in the letter, thats why she wants you to see her, so go see her about what you wrote in the letter. Leave the other stuff for the next upsell with her.

      Sit with her, ask her questions about how she promotes her business now off and online, let her talk , you listen, ask how she communicates with her existing clients and prospects and in what ways she'd love to improve that ....
      Social and Facebook will be the obvious pathways

      So go through some ways that these pathways would work for her.

      Contract wise, you could draw up something generic and basic or just say that every client you have has different needs , thats why you love your business, so every contract is unique and is drawn up after the meeting ie you will email /send her it for signing (ok this is riskier as she may bale out but a dodgy ineffective signed contract is even riskier )

      Use this as an experience for you, is she says yes then its a bonus , remember at the end to ask her for 5 other business owners she knows who could benefit from your services, if you get on well with her suggest she even takes the time to call them there and then and personally introduce you to them over the phone (she can only say no)

      Above all enjoy it, learn from it, it wont be the only meeting you ever have so dont trat it like it is good luck
      Thank you for the help[ and advice.
      Do you know a place where I can find a generic Social Media template contract ?

      Thank you,

      A
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  • Profile picture of the author Digital Traffic
    First of all, I commend you on trying to solve these problems "after" you have a meeting with a prospective client.

    Many people worry so much about the "what ifs" they spend weeks and/or months trying to get where you are. They're so worried about "what" will happen if they land a meeting, that they spend all their time trying to solve a problem....that may never become one in the first place.

    Keep in mind that Dentists are not your typical client....they have 8 plus years of college education behind them.

    What you don't want to do is try to outwit them, you want to educate them...same as with every client, but most won't have this level of education.

    Never bring a report into a meeting that you dont' understand the information on the report 100% yourself.

    People can sense or feel when you don't know your stuff. That's where the confidence comes in.

    You would be better off bringing in a report of the keywords that you would recommend she should rank for. Do a search for those key words, and see where she ranks for them today, her current organic and google places listing, then see where a few of her "nearest" competitors rank for those.

    Try to keep this meeting short, 20 to 30 minutes, you just want to gather facts, and educate.

    When you come back with your proposals, that's when you want to bring all of your reports.

    Now, you will understand your clients exact needs, had ample time to create some awesome reports, understand what and where your clients strengths and weaknesses are, her competitors strengths and weaknesses, and created a game plan to solve those problems.

    Today, do some good keyword research, run some search numbers through google's keyword tool, make a list of the words and search counts.

    Tonight, do something you enjoy, relax.

    Tomorrow, wake up take a nice long shower, put on the business clothes you feel most confident in, go in be yourself, smile, listen, and educate.
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  • Profile picture of the author krzysiek
    Don't worry too much. I had my first couple of meetings not too long ago - felt worried before, but it's not so bad. The best thing is, don't walk in there with ANY expectation. Because then you're stressing and worrying while you're in there, thinking about trying to close that deal.

    If you close a deal when you meet, then consider yourself lucky (since you're new and all) but don't count on it just yet. Go in there, have a friendly chat, ask questions (and LISTEN) and show him/her what you can do, and how it will help them.

    If you present yourself well and if what you are offering seems beneficial to them, they'll bite and they'll pay. The only thing I am thinking ATM is how you can justify a recurring on social media, but then again - I have not yet looked into it so I don't know. But be sure you have a response ready, because they'll more than likely ask why the monthly recurring (they will want to know why).

    Both times I went to my first two meetings, I was asked if I had a business card - and if I had a proposal. Both times, I did not! Business cards.... are now on their way. Not necessary, but I probably looked like a bit of a noob!
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    • Profile picture of the author Taloucci
      Originally Posted by krzysiek View Post

      Don't worry too much. I had my first couple of meetings not too long ago - felt worried before, but it's not so bad. The best thing is, don't walk in there with ANY expectation. Because then you're stressing and worrying while you're in there, thinking about trying to close that deal.

      If you close a deal when you meet, then consider yourself lucky (since you're new and all) but don't count on it just yet. Go in there, have a friendly chat, ask questions (and LISTEN) and show him/her what you can do, and how it will help them.

      If you present yourself well and if what you are offering seems beneficial to them, they'll bite and they'll pay. The only thing I am thinking ATM is how you can justify a recurring on social media, but then again - I have not yet looked into it so I don't know. But be sure you have a response ready, because they'll more than likely ask why the monthly recurring (they will want to know why).

      Both times I went to my first two meetings, I was asked if I had a business card - and if I had a proposal. Both times, I did not! Business cards.... are now on their way. Not necessary, but I probably looked like a bit of a noob!
      Wow, thanks man, that helps a lot. It just reminded me that almost everybody went trough this same stage.

      Any advice on how to get more appointments? cause the only technique I tried so far was Direct mail, and boy it took me a week to send out 200 of them.

      Thx

      A
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      • Profile picture of the author krzysiek
        Originally Posted by Taloucci View Post

        Wow, thanks man, that helps a lot. It just reminded me that almost everybody went trough this same stage.

        Any advice on how to get more appointments? cause the only technique I tried so far was Direct mail, and boy it took me a week to send out 200 of them.

        Thx

        A
        Hi there,

        Well, I didn't try the direct mail route for the appointments I got. I did once try and send about 30 or so out to plumbers and offer them a website - no bites - but that was a while ago and I probably wasn't doing it right.

        This time around, I just called 6 businesses. 2 gave me appointments right off, 2 said to email them with further info, 1 was meant to call me back (never did - probably forgot, as they were interested) and 1 of them was not interested because they already had enough customers.

        I spent some time trying to find prospects which were not well visible on Google (as they're the ones I want to help) and in turn, they probably get spammed less... so I figure they are more tolerant to marketing calls.
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    • Profile picture of the author mjbmedia
      Originally Posted by krzysiek View Post

      Both times I went to my first two meetings, I was asked if I had a business card - and if I had a proposal. Both times, I did not! Business cards.... are now on their way. Not necessary, but I probably looked like a bit of a noob!
      now you could have brazenly replied, No I dont need business cards, i have a fully functional mobile website that you can look at right now, tap to call me anytime, even order instantly, and then bookmark, wouldnt you love one of them , much more impressive than a business card
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      Mike

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  • Profile picture of the author adam456
    Face book ,digg , twitter and more like these websites can help you alot.
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  • Profile picture of the author PaulFL
    Ask a lot of questions about his business, marketing goals, challenges and what he'd like to accomplish with the site. You want to make the meeting about him, not you.
    When you're talking, make it about how your work will benefit him.

    I've been doing offline marketing consulting for years. Never used a contract. I do clearly define what I will deliver for what they are paying me as well as an implementation timeline.

    I also like to ask exactly what they expect to see when it is done. If expectations are clear and agreed upon up front, a handshake and thank you have always worked for me!
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  • Profile picture of the author Seanjtucker
    "ABC" Always Be Closing. Only thing you need is your laptop with what you want to show her already up and contracts to close. Go for the kill all the time
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  • Profile picture of the author Morphius
    My advice for you will be: Don't panic if you make a mistake. You will make mistakes. You only going to learn from them. Don't be afraid to ask for a high price. Price is like energy. People respect you more when you are expensive, It makes them feel, like you know something. You lower your price, you will lower the level of respect. Trust me about it.
    But you also need to make sure you complete the task, you want to have a happy customer. They don't mind to pay as long as you deliver.
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  • Profile picture of the author ajmal
    Utube can help you for this purpose.you just type in the utube search what you want.i think no more helper is better than utube.it can help all those persons whose new and old in their field.
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  • Profile picture of the author digichik
    Originally Posted by Taloucci View Post

    Hi Guys,

    I sent out a couple of hundred direct mail to dentists, Lawyers and hair salons in my area, and only got two responses out of it.

    Anyways, I'm Meeting with my first client tomorrow a Dentist, and I have no idea what to expect? what to take with me? should I have some type of contract printed?

    is it ok if I show her stuff on my laptop? like the google tool search,.. etc...

    I feel so unprepared, and need some experts advice.

    PS: I sent her info about Facebook and social media, and that I can help her with Facebook.


    Please help.

    Thx,

    A
    You spent time and money to send out those direct mail pieces, the only reason you didn't get more takers is because you didn't follow up with them by telephone to get appointments.

    Sending out the mailers was an excellent idea, but you need to take it upon yourself to follow-up with them and not wait for them to get back with you. By sending out the mailers first you have already overcome one possible objection, them asking you to send them some information, you can already say you have sent it. Don't be afraid to ask them if they 'round filed it'? Say it half laughingly of course, some may give you an appointment out of guilt for being caught off guard. It used to happen to me all the time. You can then go through a few questions about their online marketing and give them a few of the benefits of what you are offering, tell them you'd like to sit down with them for 10-15 minutes to further discuss your services, then ask for an appointment.

    Just be sure to follow-up with each business by phone or in person. I'm pretty sure you will find that a couple of them are interested and just hadn't taken the time to call you. Don't let some other offline marketer benefit from your mailing, because they took the time to call the prospect after your mailer educated the prospect. You should be the one to get the sale, you did the first work; but only if you do the follow-up.

    The following threads give some good tips for cold/warm calling for appointments:

    http://www.warriorforum.com/offline-...nge-today.html

    Also, John Durham has a telemarketing forum, if you do a search there you can find some excellent information on phone scripts for appointment booking. There is a whole lot of million dollar information available for you for free, take and run with it. Now go make millions!
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  • Profile picture of the author Taloucci
    cool, thank you guys.

    What do you think of appointment setters? has anyone had any luck with them?
    Should I avoid using an appointment setter company?

    thank you,
    A
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    • Profile picture of the author rlhurst
      So..... how did the meeting go?
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