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Got a client on the hook, how do I reel him in?!

by Cay78
12 replies
Hey guys...real quick, I did some direct mailings the other day and I received a call Tuesday saying they were interested in my services (I pitched them GP Optimization)

Long story short, they have been burned in the past, multiple times and have re-done their websites like 4 times (btw, it sill looks like crap!)

So she tells me they are talking with a couple other people as well and that they will make a decision shortly.

I did a no pitch follow up call this morning just to let them know that if they have any questions to not hesitate, etc etc.

Now.....what's my next move?!? This looks to be a good account as they need a lot of work!

Just don't want to be pushy!

Looking to see what you guys think! Thanks!!!
#client #hook #reel
  • Profile picture of the author DWolfe
    Do you have any samples to offer this client. If you do send it to them, it will helped the client see your skills and help them in the decision.
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  • Profile picture of the author vndnbrgj
    Next time... Ask them....
    Say: You know I am not much of a salesman, but I know I could really help you guys out. If you were me, how would you close the deal? Or how would you make sure you got picked?

    They will tell you how to close them...
    For example: "Maybe a trial..." "Pay after show results" "Blah, Blah, Blah"

    Just make sure you listen.
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    • Profile picture of the author befree22
      Originally Posted by vndnbrgj View Post

      Next time... Ask them....
      Say: You know I am not much of a salesman, but I know I could really help you guys out. If you were me, how would you close the deal? Or how would you make sure you got picked?

      They will tell you how to close them...
      For example: "Maybe a trial..." "Pay after show results" "Blah, Blah, Blah"

      Just make sure you listen.
      Since you have to get paid for your work, I would ask for 1/2 up front work out a deal where you remainder as a % of sales so they know that you a confident about delivering. NEVER discount your price and worth and undercut the market -- the client will play you and the other marketers.
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  • Profile picture of the author Stranger Danger
    If you have any existing or preexisting clients that are willing to accept a call from your new prospect, that would probably sell it - assuming you do good work and produce results. If not, consider offering a freebie and/or discounted service so that you CAN have a testimonial/referral in place.
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  • Profile picture of the author kenmichaels
    Originally Posted by Cay78 View Post

    Hey guys...real quick, I did some direct mailings the other day and I received a call Tuesday saying they were interested in my services (I pitched them GP Optimization)

    Long story short, they have been burned in the past, multiple times and have re-done their websites like 4 times (btw, it sill looks like crap!)
    All i am thinking is, if you got some one to call you that has been burnt four times,
    for the same product your advert was for,

    That must have been one hell of an Advert.

    I am also thinking, they might be full of crap and are sandbagging you,
    in order to get a crazy guarantee, lower price or worse yet,
    they might be habitual complainers ....

    I am not trying to be negative, or rain on your parade, but to me,
    something doesn't smell quite right.
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    Selling Ain't for Sissies!
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    • Profile picture of the author iAmNameLess
      Originally Posted by kenmichaels View Post

      All i am thinking is, if you got some one to call you that has been burnt four times,
      for the same product your advert was for,

      That must have been one hell of an Advert.

      I am also thinking, they might be full of crap and are sandbagging you,
      in order to get a crazy guarantee, lower price or worse yet,
      they might be habitual complainers ....

      I am not trying to be negative, or rain on your parade, but to me,
      something doesn't smell quite right.

      I deal with people who have been burnt, many times. I would say 99% of the time if the person has been burned more than twice, it wasn't because of bad luck with designers, it is because they are not easy to please or work with.

      When someone tells me they've worked with 4-5 different companies, I am tempted because it is basically a challenge, but then I come to my senses and inform them that we aren't a good fit.

      Usually these people are not easy to work with.

      I also think that they are stringing the OP along. Don't act desperate. People want to work with those that are in demand, not desperate.

      I'd even suggest forgetting about them for a week or two, and move on to other fish. They're taking up too much of your time already and they aren't even clients yet!
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  • Profile picture of the author Lori Kelly
    If it were me, I'd send them a card today via snail mail and say something like it was a pleasure speaking with you. If I can be of assistance to you, please feel free to contact me anytime.

    DWolfe makes a great point. If you do have samples, I would include that in the card and give them the URL of your samples.

    Ken has a good point. Since we don't know the specifics, it's anyone's guess as to why they were "burned" and redid their site 4 times.

    Good luck!
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  • Profile picture of the author Cay78
    Thanks for all the feedback! Based on my gut instinct, I really do feel like they have been burned....I spoke with the lady for like 30 min about it all...and she went in depth...so I think I will just send some proof of my past work via snail mail and just leave it at that!

    Also, @kenmichaels, no one pitched them GP optimization. They got burnt on SEO and Web Design!

    Thanks again.
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    There are 2 types of people in this world....those who get it and those who don't. The ones that get it know exactly what we are talking about. The ones who don't are left scratching their heads.

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    • Profile picture of the author kenmichaels
      Originally Posted by Cay78 View Post

      Thanks for all the feedback! Based on my gut instinct, I really do feel like they have been burned....I spoke with the lady for like 30 min about it all...and she went in depth...so I think I will just send some proof of my past work via snail mail and just leave it at that!

      Also, @kenmichaels, no one pitched them GP optimization. They got burnt on SEO and Web Design!

      Thanks again.
      Well gut instinct is usually what you should follow, especially if you have experience in sales.

      Keep one thing in mind tho, Buyers are Liars.

      It is there JOB to get the best deal possible. Regardless of how its accomplished..
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      Selling Ain't for Sissies!
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      • Profile picture of the author ronr
        I like to use join.me to let them see my screen. If I'm selling GP I schedule a phone call with them and before the call I get a bunch of different windows open to pages like googe kw showing number of searches, the google places results for their keywords, show them their competition, show them their google places listing, show any successess I've had, etc.

        Of course there's more in the sales process but it works great and they tell me none of the others who contact them take the time to show them this way. Makes you seem like an expert.

        I have one of thse calls scheduled in 45 minutes

        *update: just closed him

        Ron
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  • Profile picture of the author SiteSmarty
    Call them and offer to rank them in Bing free. In a few days they'll rank #1. Call them when they hit page one on Bing. ( A few hours ). Let them know they can check their Bing ranking as you work on it.

    Once Bing is 1, 2 or 3 position let them know you can rank them on page one Google and work on Places for XXX$ 0ne time or monthly. Then upsell everything else you offer.
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  • Profile picture of the author Cay78
    Thanks again guys...@ronr I really like that idea!!
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    There are 2 types of people in this world....those who get it and those who don't. The ones that get it know exactly what we are talking about. The ones who don't are left scratching their heads.

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