How do i help businesses quantify cost of not being online?

11 years ago

Not that difficult.

Click here.

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misterme

11 years ago

...and maybe putting it in the context of, not so much about how much they stand to make, but how much they're losing out on now...

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Jason Kanigan 11 years ago

Originally Posted by misterme

...and maybe putting it in the context of, not so much about how much they stand to make, but how much they're losing out on now...

Absolutely! "What is the cost of them NOT doing business with you?"

But remember: If they say it, it's true. If you say it, you have to defend it.

Get them to give you the numbers.
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zamndlovu

11 years ago

Thanks guys. This helps.

i guess i was feeling like the prices i wanted to charge (between $500 and $1000 for a website) would be perceived by customers as too much; i wanted to be able to justify my prices.

Thanks
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Jason Kanigan

11 years ago

Originally Posted by zamndlovu

Thanks guys. This helps.

i guess i was feeling like the prices i wanted to charge (between $500 and $1000 for a website) would be perceived by customers as too much; i wanted to be able to justify my prices.

Read the post I linked to. Don't justify your prices: you don't have to. That process will help qualify your prospect In or Out. Right now I can tell you're desperate and will take anything. Get out of that headspace immediately. You only do business with people who are the right fit.

If the process shows that they'll only make an extra $5,000 in revenue a year from what you do, it isn't a fit, is it?

If on the other hand they're going to make an additional $50,000 then they can invest $500 or $1000 or maybe even $5000 on your solution, can't they?

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zamndlovu

11 years ago

Originally Posted by Jason Kanigan

Read the post I linked to. Don't justify your prices: you don't have to. That process will help qualify your prospect In or Out. Right now I can tell you're desperate and will take anything. Get out of that headspace immediately. You only do business with people who are the right fit.

If the process shows that they'll only make an extra $5,000 in revenue a year from what you do, it isn't a fit, is it?

If on the other hand they're going to make an additional $50,000 then they can invest $500 or $1000 or maybe even $5000 on your solution, can't they?

lol. i'm desperate to get my 1st deal done and get some referrals. i have someone who has asked for a site so i want to make sure i charge the right price. but your point is well taken: deal with people who will benefit enough from your solutions that they feel comfortable paying you handsomely for your services.

The link you gave helped. it gave me an idea of what others are charging for the same service and i like the idea of charging for certain things as add-ons.

Thanks

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John Durham

11 years ago

The trouble is that you cant guarantee how many prospects they are going to get, so you cant say "50 qualified prospects times a 5% conversion = XXX...", and project where their numbers are going to fall, even "generally"..., if you are being honest.

The best way to put it is to quote a statistic thats already proven:

" research show that up to 50% of _____ customers are now getting their products on the web. Now according to my keyword research there are xx searches per month for this..., and while we cant say exactly how much you are losing, the market seems to be pretty significant and suggests that it could be up to 50% of your market share. It looks like right now, most of that is going to (Competitor name), but we can take a good chunk out of that and send it to you if you want it"

Then tell them, "its going to cost $XXX , now if we can only get your x amount of customers, then it would pay off, and Im thinking we can do ALOT better than that."

Thats really the most honest you can be...

Also sometimes the numbers on google for how many searches there are per month in a given territory are so low you wont impress anyone. Better to find a different selling point IMO.

Maybe you can find some statistics of how many offline businesses are saved by their websites...something with well researched statistical data behind it. Statistics are effective, and useful, because you arent quoting yourself, you are quoting research with proven numbers.

You cant tell a customer exactly how much they are losing nor even CLOSE to guarantee any kind of number as far as what they will make. The best you can do is to show them how they could at least cover their cost and get an ROI, and then the rest is gravy. That's a safe bet. Besides, they ALREADY KNOW you cant quote a specific number.

Again; choose your battles, there are 10 other points you could sell on. The most you could do on this one is slick talk and hypothesize.

-John

CHOOSE YOUR BATTLES!

There are other selling points you can focus on.

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Sebastian Wilde

11 years ago

Originally Posted by John Durham

The trouble is that you cant guarantee how many prospects they are going to get, so you cant say "50 qualified prospects times a 5% conversion = XXX...", and project where their numbers are going to fall, even "generally"..., if you are being honest.

The best way to put it is to quote a statistic thats already proven:

[I] " research show that up to 50% of _____ customers are now getting their products on the web.

This is so true and is much more credible and believable for your prospect...

...especially when you are quoting research from a recognized and professional research company or source.

And you don't end up peeing off your prospect by implying that you know more about his business than he does by claiming you can "guarantee" an extra 50 covers per week.

Thanks
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zamndlovu 11 years ago

Hi Sabastian,

I hadn't thought about possibly offending the prospect if i give concrete projections. Since i have no way of accurately projecting the traffic and leads i could generate, it is better to quote statistics.

Thanks

Zamani
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zamndlovu 11 years ago

Thanks for your input John, as well as that of Jason and Misterme. Lots of value in your responses.

What would the other selling points be John?
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John Durham

11 years ago

Selling points are virtually endless. Its all how you build value.

Since you asked, here is a post to help define just a very few: http://www.warriorforum.com/offline-...ml#post7613033

Thanks
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zamndlovu

11 years ago

Originally Posted by John Durham

Selling points are virtually endless. Its all how you build value.

Since you asked, here is a post to help define just a very few: http://www.warriorforum.com/offline-...ml#post7613033

Thanks John. Just checked it out. My biggest take-away from it was that i need to work more on my selling skills to be able to communicate the value of my solutions.

Thanks

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NewParadigm

11 years ago

fear of loss is a huge motivator for most, often more than the reward of gain. Show them how their competitors are ahead of them in the IM marketing area or that they will be pursuing your strategies soon. You might tackle a niche and tell the prospect you are only going to work with 1 or 2 of similar type businesses in each geographical area. That will give them some fear motivation to hire you so you don't go to a competitor.

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zamndlovu 11 years ago

Thanks for the advise NewParadigm!
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How do i help businesses quantify cost of not being online?

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