I haven't posted here in a while, have been building my business and putting things into action. Anyways, I wanted to share one of the easiest ways that I get clients to say yes to buying a web site, seo, marketing services etc from me. It's actually very simple.
BUY SOMETHING FROM THEM FIRST!
Why??? Because a business owner always listens to HIS customers that buy from him.
Of course this depends on the niche, I'm not telling you to pay a solar power contractor $25,000 to install solar panels on your house, so that you can make a $800 web design sale.
I'll give you an example. A few days ago, I was depositing a check into the ATM using the drive thru with my car, and then I tried putting my car window up to leave, and my window would not go up. I pushed the up button, nothing happened, pushed down, and then... MY CAR WINDOW CAME OFF THE MECHANISM AND FELL INTO MY DOOR. Luckily I did not hear it shatter so I knew it was still intact within my car door.
Knowing that I would need to get this fixed asap, I called a few buddies to see who could suggest a small company to fix my car window. I would much rather support a small business than a big national company. My buddy recommended a company, run by an individual so I googled the company name to get their phone number, and surprise surprise... there was nothing on this company. No listings anywhere, no websites, nothing. I had to call my buddy back just to find out this guys phone number.
Anyways, the guy drove to my location to fix my car and after he was done and I paid him my $200, I told him "a buddy recommended you to me, and I looked up your company but I could not find a phone number, website or any way to contact you." I asked him if he had a website and he said no. I then asked him if other people have had issues trying to get a hold of him, or if he would like more new customers calling him and he said yes and that he really should have a website to make life easier. He was paying for an ad in local phone book (not yellow pages) but currently he gets more calls just based on referrals, not from his paid listing.
I told him that I design professional websites for many service companies, handle seo, google pages, etc and could get his phone ringing by using modern marketing, and not old tired yellow page type ads. I told him that I would call him in a few days and we could set up a time to meet and discuss more details(I knew he had other appointments so I didn't want to take up his time). I gave him my business card and thanked him for repairing my window and he left.
A few hours later in the day, he calls me back saying he wants to move forward with buying my services for his business. He visited my website which shows other sites I have designed and also reviewed the services I provide. I quoted him I didn't make a demo site for him or anything. I did not come off as a sales man hard right off the bat, but I was a real customer who presented a real problem with finding him and his business. Made a $3000 sale with $300 recurring just by getting my car window fixed which was a obviously a necessity.
Bottom line is, a business owner is more likely to actually LISTEN to you if you are a customer of theirs. So, when I need any work done, most times its small cheap work, I specifically look for companies that are small, no website or little to no web presence. Sometimes its for a car repair, sometimes its to patch a hole in the wall (even though I'm capable myself), I'll pay $50 to a handyman for them to fix something just to get to talk to them about their current marketing because I know they will listen to a customer of theirs.
PS - Don't be an agressive jerk trying to sell something, when they are working on something of yours that may be valuable :p