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The Dirty Little Truth About Offline Marketing (Now This Is A Must Read!)

by Vondre Whaley
15 replies
Hello Warrior Friends,

I don't get around to this forum much anymore, but I plan to contribute in this section of the forum on a more frequent basis.

There is a lot of great information and contributors here and for that, I am thankful.

About 8-10 years ago, I put out one of the first WSO's on offline marketing and it was shunned as people didn't realize the potential of selling to small businesses and professionals.

I also developed a lead generation software script that's used by many entrepreneurs even to this day.

Enough about me, I want to share the dirty truth I have learned about offline marketing. (I hope I don't step on a few toes here.)

I have a good friend of mine that works for AT & T Bell South. He is on small business internet sales, which we often call offline marketing.

He sells SEO services, Google Places, and other lead generation services.

His division travels all over the state and stay in cities 2 weeks at a time to call on small businesses face to face.

According to him, he makes about 500 return calls per month and he earns roughly $4,000 per month from commissions.

500 RETURN CALLS!! (That is Insane!)

He attributes his success (Which I don't consider it a success at all) to the branding of Bell South and At & T.

Apparently, businesses try these services because they are already familiar with the company. That's the key.

There are other telecommunication companies that have departments just like the one my friend works for.

As a smaller operator like many people on this forum, including myself, it is very difficult to compete against this type of competition, especially when you offer the exact same services.

Like in any relationship, you have to get to know your client, but I do not advise giving away free services.

You have to offer something that is a "no brainer drop dead" low cost fee that has an incredible value.

I have been experimenting with an awesome product for small businesses and there is absolutely no competition.

It has a value of about $2,000 and I offer it for less than 10%. (Which is an annual fee.)

This allows me to establish a relationship with a paying client that often ends up paying me a lot more.

You have to offer something that they can only get from you.

If not, you will be fighting an up hill battle.

This is my first installment of the Offline Marketing Truth. If I get enough response, I will post more things I a have learned in more than ten years selling to small businesses.

Good Success!

Vondre'
#dirty #marketing #offline #read #truth
  • Profile picture of the author John Durham
    Is this also what yellow book 360 and others do?

    I wouldnt call this a dirty little secret, I mean its obvious that they would follow up with their own customers as well as cold call. But its still a great post.
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  • Profile picture of the author mojo1
    Hi Vondre'

    Your name sounds so familiar. Did you ever sell a product catering to the Welcome to the Neighborhood, welcome packets back in early 2000?

    If so, man you've been on your grind for awhile and I'm aging myself a bit by even saying that
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  • Profile picture of the author Vondre Whaley
    Yes, they all have divisions where they put sales people on the ground to sell similar services that most online marketers offer. They come in the form of add-ons or what we call back end sales. They have the advantage of man power and branding, which is why we have to offer unique services initially.

    After establishing relationships with small business owners, then we can get the larger deals offering the normal offline services.

    Good Success!

    Vondre'
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  • Profile picture of the author Vondre Whaley
    @ Mojo1 - Yes, that is me!

    I have been selling to small businesses for a very long time, starting with running a newspaper company with several editions.

    I also have hundreds of websites in various niches. I am a bit serial.

    Good Success!

    Vondre'
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  • Profile picture of the author Vondre Whaley
    Yes, Adrian...That is the key.

    You have to establish a good relationship. However, from my experience, it is important to have the pay a small fee for a unique service.

    That will let you know that you are investing time in a paying client and you can eventually get him to pay more.

    Putting time in offering a business free stuff often creates a list of small businesses that want more free stuff.

    It's like have a list of freebie seekers that don't want to spend money because they are always getting something for nothing.

    Good Success!

    Vondre'
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    • Profile picture of the author Adrian Browning
      Banned
      [DELETED]
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      • Profile picture of the author Gatsby
        @vondre

        Good point about the type A. I know I break that rule often, and in fact I have had my head up so many other issues - I completely forgot about that. That is exactly one of the items I have been butting heads against; especially since most of us are the same personality type.

        Beyond you idea of staying away from freebies; which I TOTALLY agree with. I think there is a good thread here especially with isolating that we are not offering them "the right way" as paramount - but that we are offering "access to me", a highly valuable, trustworthy consultant.

        Keep the info coming, I am all ears - or keyboard keys which ever hits the synapses first.
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  • Profile picture of the author iAmNameLess
    I don't see it difficult to compete with these companies but I understand what you're saying.

    The reason I don't see it difficult to compete is because their branding helps me. 3rd party validation baby!!
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  • Profile picture of the author mojo1
    Small world. I've bought several of your products in the past. You were quite innovative and pretty cutting edge back then. Looking forward to see what you're going to share from the trenches.

    Cheers!
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  • Profile picture of the author Vondre Whaley
    If a business is already investing in telephone book advertising, which often times is attached to their telephone bill, that's a big hurdle to overcome.

    I didn't say it was impossible, but definitely an uphill battle for most if you don't have something different up your sleeve.

    The majority of business owners are Type A like most of the people on this forum. Often times, you lose when telling them they are doing it all wrong. It takes time to open up the possibilities and you have to have a plan.

    Good Success!

    Vondre'
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    • Profile picture of the author iAmNameLess
      Originally Posted by Vondre Whaley View Post

      Often times, you lose when telling them they are doing it all wrong. It takes time to open up the possibilities and you have to have a plan.

      Good Success!

      Vondre'
      For sure... I never discourage a company from using print ads... they usually tell ME they're looking for a better solution but the only solution they know is... yellowbook...yellow pages... godaddy... etc. Once I find someone in need of my services, they're basically selling themselves to ME!

      If you do it properly... you can take advantage of their branding in my opinion! If you tell them what they do doesn't work or is no good, you're definitely fighting and uphill battle.
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    • Profile picture of the author John Durham
      Originally Posted by Vondre Whaley View Post

      If a business is already investing in telephone book advertising, which often times is attached to their telephone bill, that's a big hurdle to overcome.
      '

      Its very uncommon for this to be the case anymore, thats an old form of billing , it is regulated now.

      The only reason I know is because when they changed the law I had to train my room from billing peoples phone bills to learning how to credit card close. It was quite the jump.
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  • Profile picture of the author BlackMetal
    Interested to know what sort of product you offer worth $2000?
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  • Profile picture of the author Vondre Whaley
    @ John Durahm - Good point. But, the branding from these companies and the huge sales forces makes it difficult. I have found in my dealings that small businesses that actually spend money on advertising are very loyal to traditional outlets like the phone book companies. They offer much more than print advertising. There main focus is internet sales in a lot of cases.

    A good friend of mine who also uses my services initially had a plan that covers his newspaper ad, internet sales, and SEO. He lives in a small rural community! Imagine what is going on in larger cities.

    I did not have a problem closing him because I offered a different product and did not have to compete. Instead of telling him he was going wrong with what he was currently doing, which would have been a "No No," I offered something of High value and a stupid low cost that he couldn't refuse. I call him a friend now after building a better business relationship.

    Now, I can sell him Ice when it's 20 below zero.

    Good Success!

    Vondre'

    P.S. I like this section of the warrior forum because those that hang around here understand that you have to sell and not hide behind the computer all the time.
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    • Profile picture of the author Murdock Lois
      Originally Posted by Vondre Whaley View Post


      I did not have a problem closing him because I offered a different product and did not have to compete. Instead of telling him he was going wrong with what he was currently doing, which would have been a "No No," I offered something of High value and a stupid low cost that he couldn't refuse. I call him a friend now after building a better business relationship.

      Now, I can sell him Ice when it's 20 below zero.
      Haha, I love that part about the ice. That's what its all about really.
      Building a relationship always makes the battle easy.

      This creates repeat buyers that you can sell to again and again.
      Great post Vondre
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  • Profile picture of the author Vondre Whaley
    @ mafikzaman

    I am a developer and my team bundled a unique piece of software that does several services they know they need, so I don't have to sell it. (They have to have it if they want to stay competitive.)

    Normally, if they paid for these services separately, it would cost them $2,000 plus for a year.

    I offer it at a crazy low annual fee that they would be crazy not to jump on.

    It's totally new and there is nothing else out there like it, especially at the unbeatable price.

    This opens the door for more services to sell to clients.

    Good Success!

    Vondre'
    Signature
    Learn the truth about offline marketing - Training on how to EARN Daily Profits while others do 95% of the work! (No Outsourcing) Register here Monday July 2nd at 9:00PM EST https://attendee.gotowebinar.com/8k2...63944465642752
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