Your Advantage When You Show Them The Money

by ewenmack

Posted: 11 years ago 6 replies

OFFLINE MARKETING

As more of your potential clients get more clued up
with internet marketing and your competition has already
been seen by your prospects, you gotta stand out.

Right?

No argument then.

One way, but not the only way, is to show them
what money can be made by making a few changes.

And I'm only talking about small changes.

You see, most offline business owners are
cautious and like the idea of slow and steady growth,
not massive growth.

One way to give different scenarios of what can happen
using numbers from their business,
or even made up numbers to demonstrate.

Enter Return On Marketing Investment calculators.

Put in some numbers and they magically spit out
money!

Here's a list of them to trial for free
and then see how you can put them into
use for demonstrating the money you'll bring to them.

This leads to more closed sales and fatter bank accounts for you.

Now that's gotta be good...

right?!

Best,
Ewen

Free Business Calculators

Top 10 ROMI Calculators > Inbound Marketing Automation blog Gossamar

UPDATE: Guys, "Adrian Browning" is best not responded to
because you will only give him ammunition to fire back at you.
Best course of action is to ignore him.

#advantage #money #shoiw

MarketologyTeam

11 years ago

Originally Posted by ewenmack

Very valid points.

I've dealt with small businesses all my life. Owners are busy, often non-tech savvy, and leary of new "shiny objects" that cost a lot of money, that they don't understand, and that don't have a clear impact on earnings or new client acquisition.

This is one reason why individuals selling SEO offline have trouble closing deals. They get mixed up in the tech speak, rankings, backlinks etc but forget to hone in on what the business owner wants to know...

"How will this improve my business and impact my bottom line."

To us it's clear as day, to them not so much. Things as simple as breaking down

xxx visitors on average converts to xx paying customers. Your lifetime value of a customer is $x based on a XX% margin on services/products. This means each visitor we bring you for targeted keywords is worth $x.

So on and so forth....you get the point

Hopefully this gets others thinking about how to update their "pitches" and better explain the value proposition of their services while making ROI clear as day.

Regards,

Thanks

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Adrian Browning

Banned 11 years ago

Originally Posted by ewenmack

As more of your potential clients get more clued up

Originally Posted by ewenmack

One way, but not the only way, is to show them
what money can be made by making a few changes.

And I'm only talking about small changes.

You see, most offline business owners are
cautious and like the idea of slow and steady growth,
not massive growth.

LOL... What is this? I hope this isn't a serious attempt at educating someone?

"Business owners are cautious", they "like the idea of slow and steady growth - not massive growth".... Excuse me? ...WHAT?

Since when Ewen?

So what you are saying is that because my company, 'habitually', generates up to 20% more profit out of each advertising campaign than our competitors - smaller business owners will be afraid or feel "cautious" about working with us?

Madness!

If someone 'knows' that they can take their little company out of obscurity and into prosperity - they'd jump at the chance... It's nothing other than ludicrous to suggest that small businesses prefer "slow and steady growth" as opposed to "massive growth"...

This is why industries like Marketing & Advertising exist in the first place...

Originally Posted by ewenmack

One way to give different scenarios of what can happen
using numbers from their business,
or even made up numbers to demonstrate.

Oh okay, so you think that Business owners are fools? ...I mean, I get it now. That's the only way that any of this would actually make any sense.

Do you think some faux-marketer can walk into my office and waste my time with "made up numbers" even if it's just "to demonstrate"?

Do you think I can send any of my employees into a clients office and have them whip out some neat little "marketing calculator" that can supposedly transform fortunes and steer someone's livelihood in the right direction?

What is this?

I mean, wow ...Really?

This certainly isn't the route that I would advise anyone to take... at least not if you want to be taken seriously by someone.

- Adrian

Thanks
1 reply

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DavePalermo

11 years ago

Originally Posted by Adrian Browning

"Potential clients"? ..."Clued up"?

Well "Ewen", it seems you are obviously oblivious to the fact that 80% of business owners posses more skills in this so called "internet marketing" than you would assume..

LOL... What is this? I hope this isn't a serious attempt at educating someone?

"Business owners are cautious", they "like the idea of slow and steady growth - not massive growth".... Excuse me? ...WHAT?

Since when Ewen?

So what you are saying is that because my company, 'habitually', generates up to 20% more profit out of each advertising campaign than our competitors - smaller business owners will be afraid or feel "cautious" about working with us?

Madness!

If someone 'knows' that they can take their little company out of obscurity and into prosperity - they'd jump at the chance... It's nothing other than ludicrous to suggest that small businesses prefer "slow and steady growth" as opposed to "massive growth"...

This is why industries like Marketing & Advertising exist in the first place...

Oh okay, so you think that Business owners are fools? ...I mean, I get it now. That's the only way that any of this would actually make any sense.

Do you think some faux-marketer can walk into my office and waste my time with "made up numbers" even if it's just "to demonstrate"?

Do you think I can send any of my employees into a clients office and have them whip out some neat little "marketing calculator" that can supposedly transform fortunes and steer someone's livelihood in the right direction?

What is this?

I mean, wow ...Really?

This certainly isn't the route that I would advise anyone to take... at least not if you want to be taken seriously by someone.

- Adrian

Unlike you Adrian, Ewen does post very useful info on this forum.
All I see from you is an angry child getting pissy at anyone that puts their 2 cents in and you trying to make them look like an ass.

You must be proud of yourself.
Oh and please don't fall from your high horse, you might get hurt.....

[ 1 ] Thanks
1 reply

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Adrian Browning

Banned 11 years ago

Originally Posted by DavePalermo

Oh and please don't fall from your high horse, you might get hurt.....

I actually took my VP's family horse riding last weekend... and no, I didn't fall from my horse... although I'm no equestrian, I'm actually quite a surprisingly skilled rider.

And just because I am wealthy, and donate a bulk-load in tax dollars to suit the cause of citizens such as yourself - 'doesn't' mean that I look down on you..

I am just an average guy with an 'above-average' amount of commas on my bank statements.. But still, I put my socks on one at a time just like you...

I out-worked myself, my peers and my mentors to get to where I am today... So to see someone preach about utter nonsense (i.e "magic marketing calculators" and "made up numbers") - it really does rub me the wrong way.

Facts are facts... and the 'FACT' is that unless you have an unscathed track record of success - then just forget it! Stop wasting these business owner's time... You can't "establish value" when you have none at all.. "Value" is not about what you could 'potentially' do for someone, It is about what you 'have' done and at what scale.

Do you think that I need to "advertise" my own advertising agency? ...NO! I don't.. But why is it then that we can't go two months without securing a 'new' six figure account?

Please don't spend your days playing checkers when there will always be men such as myself who are masters at chess!

forget these "magic marketing calculators", get out there and 'make' things happen... Dont wait for things to happen for you!

- Adrian

Thanks
1 reply

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MarketologyTeam

11 years ago

Originally Posted by Adrian Browning

Maybe I'm being a bit too presumptuous but I would imagine BOTH you and the OP realize the importance of a clear and understandable value proposition for prospective clients....though maybe you both approach in a different way. This value proposition is much stronger when you can tie in real data and figures that make sense.

Do I believe in "magical calculators?" Hell no. But that doesn't mean you should NOT use REAL metrics and analysis when consulting with your clients? I think not. The companies I do business with appreciate the straight forward value driven approach I take and the fact that I can tie in metrics to the work I do and offer "measurable" results is important to them, especially in an economy where every penny counts.

Regards,

I wish you both much success, or as it were for some, continued success.

Thanks

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AndrewCavanagh 11 years ago

Establishing the potential dollar value of any service you might
provide BEFORE you talk about your fee for that service is a huge
key to getting hired more often at more substantial rates.

Anything that adds dimension to that process of establishing
value MIGHT help you.

Be aware that being too slick or having too many bells and
whistles might turn some clients off so, as always, it's vital
to be constantly tuned in to your particular prospect.

Kindest regards,
Andrew Cavanagh
- Thanks
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Old School Copy Like This Is BACK & Converting Like Crazy!
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Your Advantage When You Show Them The Money

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