How I Get my Six Figure Contracts...

Hey Guys,

It's been a while since I contributed to the forum, so he is something that might interest you.

I feel this is the same for everyone, that in the beginning of creating an offline business in our industry you tend to take on the small jobs first. The cleaners down the street... maybe the friend down the road... $300 here, maybe $1,000 there.

What you will learn fairly quick is that if you count all your hours, I'm talking about from the initial contact, to closing, to producing, to delivering... I've seen $500 jobs take up to 20 hours.

What if the same amount of work hours produced $10,000... what about $100,000

Wouldn't that be more enticing?

Over the years I learned one thing about my offline customers. They will pay for what they can afford. If you walk into a cleaners, they are not going to toss you $3,000 that easily regardless of the business you can get them.

A lawyer... you probably can get $3,000-$10,000 for a handful of services as your leads that you would create using the web would be valuable to them.

With this simple logic above, I said to myself, what if the company can gather a lead from the web that is going to produce $25,000, $50,000, maybe even $250,000 of revenue for them? They could definitely afford a six figure fee for services.

The answer is ..... industries

Manufacturers, Suppliers.... the raw material companies that produce our goods that we use everyday.

Story Time

I found a company within my 60 mile radius that had a circa 1997 website. Their business was manufacturing aluminum cylinders. I did some research on the "lingo" of the business and called them up to ask them some questions regarding their services. When I called, I called as a representative for a client.

Note: A lot of small to medium sized industrial businesses are family businesses. When you are interested in a contract with them usually you get to speak to the owner of the company or someone up in the decision process.

Anyways... after much talk with the (John) the decision maker I get his personal email address. As he will want to know what my client thinks of their service.

I email him back a few days later with some unfortunate news:

My client for some reason backed out and that I'm terribly sorry but really appreciate his time and will be on the look out for more buyers for him.

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I go to Alibaba.com and head over to the category of buyers and search out aluminum cylinder buying leads, and print out the leads one by one.

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I drove over to the office and asked to speak to John and I introduce myself, of course he remembers me, and I show him the prospective leads I have for him.

I then proceed on my pitch, explaining the Internet, and explaining how we will produce more business for him.

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Several types of contracts have come about over the years... some have been straight high five figure, six figure contracts for about 3-6 months time.

Others have been five figure contracts with a performance incentive on the leads that we produce, this is a great option to pitch, as it shows your integrity with the prospective.

$50,000 + 5% commission on leads that turn into sales
$100,000, 6 Month contract

You will produce:

- a better looking website that is more dynamic
- a lead generation setup
- PPC setup
- PPV/media Buys on industry sites
- Buyers from sites like Alibaba

You are pitching not just a website, but a sales system for his company.

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The above is just an idea of how this is done and how you get your foot into the door of these big pockets that are fairly not being reached by marketers.

I've used the similar method of delivering value and getting my foot into the door 18 times now, and have seen a 30% conversion rate on it.

Hope it helps put some lights on!

Talk soon,
Steve