Need help from successful offliners

13 replies
So this has been my first "real" month of offline, I started around March 29th and I can really see the potential in this. I've closed a couple clients so far and have got a TON of leads that are interested in working with me.. here's the problem, Tire Kickers.

I've had guys say they were 100% committed to new design or seo/management and when I emailed them to get the info they send me the information. They don't return call etc. this has happened with 2 guys now.

I had another guy tell me he needs PPC management.. no problem. I setup the campaign, and now all of the sudden he can't get a hold of his client and once again i've wasted my time it seems, I sent him the payment info and I'm still waiting on word from him.

I had another girl who said her friend needs his website redone for conversion optimization. She gave us the info and we needed and said she would send over the exact details for the backend website and then we could start it, while I'm waiting and trying to get things in order I get an email saying "The original designer has won the bid, sorry for wasting anyones time" - pretty brutal.

Now I've still got more leads that are on board, one guy wants stuff done for $1,200 and about another 5-6 people that are very interested in my services for marketing but being that this is my first month I'm not sure what to make of what I've seen so far.. there's been around 4-5 people that have committed saying they're ready to start and then bail out.

Is this normal that people waste your time like this? I've talked with all of them on the phone, they've all given verbal commitment but when it comes time to get started they bail out or shift directions. I'm sure at least one of them will come around and work with me but I really don't know what to think (I'm aware I won't close every lead, I've had other leads I've talked with but didn't close).

My other thought is maybe I'm expecting too much? It seems like some people commit and then put it off for weeks/months and then you close them? Once again, very frustrated and confused.

Anyone experienced this before that can give some input?
#offliners #successful
  • Profile picture of the author Dylan Doyle
    I've said this already but I'll repeat it again...

    If you are going into this expecting every business owner you contact to jump at your offer then you won’t last long in this business!

    It’s a numbers game at the end of the day. The more people you contact the more services you will sell, guaranteed.

    Always request a 50% deposit upfront.
    This will help weed out any timewasters.
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    • Profile picture of the author thomharvey87
      Originally Posted by Dylan Doyle View Post

      I've said this already but I'll repeat it again...

      If you are going into this expecting every business owner you contact to jump at your offer then you won't last long in this business!

      It's a numbers game at the end of the day. The more people you contact the more services you will sell, guaranteed.

      Always request a 50% deposit upfront.
      This will help weed out any timewasters.
      Yeah I knew this for sure going in. Right now since I've started on April 1st I've done 1,500 in sales but majority of people that said they were ready to go either bailed out or I'm still waiting on their word.

      Note: all of those leads I mentioned that committed to paying aren't the only leads Ive spoke with. There's much more that I've spoken with that said they will look out for me at a later time etc. but they never committed to actually paying me and giving me the green light to get started.
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    • Profile picture of the author RimaNaj2011
      Originally Posted by Dylan Doyle View Post

      I've said this already but I'll repeat it again...

      If you are going into this expecting every business owner you contact to jump at your offer then you won't last long in this business!

      It's a numbers game at the end of the day. The more people you contact the more services you will sell, guaranteed.

      Always request a 50% deposit upfront.
      This will help weed out any timewasters.
      About the 50% upfront, that's what I did too but I don't think I could do that anymore unless it was a bigger ticketed item. I haven't been heavy with offline lately but I don't think I would do the 50/50 payments if it's under $5000. For some, that magic number might be $10,000 or $20,000. But don't assume that once it's time for the final payment the client is going to bend over backwards to get it to you.
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  • Profile picture of the author jfbmarketing
    Part of the process, nothing comes easy you have to play the numbers game, if they do not return calls "NEXT" do not get hung on the whys of why they did not call remember your dealing with humans....anything is possible.....keep focused with your next call
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    All the Best,

    Joseph F. Botelho

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  • Profile picture of the author sdentrepreneur
    You will get better over time, weeding out the tire kickers. One of your very first questions, before ANYTHING....is to ask them if they have a marketing budget for Internet/SEO/SEM/SMM. No budget, don't waste my time....
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    • Profile picture of the author Headstart
      edit: should have stated this is a guy that's already paid me for advertising from before.
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      • Profile picture of the author kenmichaels
        Originally Posted by Headstart View Post

        Yeah I quickly try to establish that. They actually commit to a payment we agreed on and then bail.

        I talked to a guy tonight who wants some services for $1,500.. he told me he's pretty much sold but he has to talk it over with some people and to give him a call next week, so we'll see how this one goes.
        That is not sold. Sold is ... here is my CC or CHECK info.

        you got whats called a "call back"

        toilet paper is worth more then most call backs.

        Some people don't know how to say no. some don't want to.
        Responses like that are the result.

        Not all CB's are bogus. but the majority are.

        when he said " i am sold BUT i need to talk to xxx"

        you should have asked WHY.

        that would get you to the root of the issue.

        Too much money, not sold, doesn't have permission to buy ...

        maybe an objection that came up , that you did not satisfactorily answer.

        the key here is... you don't know "why" ... because you never asked.

        always, always ask
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        Selling Ain't for Sissies
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        • Profile picture of the author Claude Whitacre
          Originally Posted by kenmichaels View Post

          That is not sold. Sold is ... here is my CC or CHECK info.

          you got whats called a "call back"

          toilet paper is worth more then most call backs.

          Some people don't know how to say no. some don't want to.
          Responses like that are the result.

          Not all CB's are bogus. but the majority are.

          when he said " i am sold BUT i need to talk to xxx"

          you should have asked WHY.

          that would get you to the root of the issue.

          Too much money, not sold, doesn't have permission to buy ...

          maybe an objection that came up , that you did not satisfactorily answer.

          the key here is... you don't know "why" ... because you never asked.

          always, always ask
          Sometimes I just read the posts without seeing who wrote them. I can read faster that way. I read your post and thought "Who is this guy who thinks like I do"?

          Sometimes I just feel like saying "Ditto" after your posts.

          By the way, not the only smart post here.(Hickey is a smart cookie).. ..but it looked like one I would write.
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    • Profile picture of the author digichik
      Originally Posted by sdentrepreneur View Post

      You will get better over time, weeding out the tire kickers. One of your very first questions, before ANYTHING....is to ask them if they have a marketing budget for Internet/SEO/SEM/SMM. No budget, don't waste my time....
      This is soooo true. Qualify your prospects in the beginning. When closing go for the whole payment up front, if they balk, then offer a 50/50 split, with the final payment due on delivery.

      Never begin any work without upfront payment. Also, make sure your prices are such that, 50% upfront payment more than covers any expenses you have in completing the work. This way, if they decide not to pay you, you are not in the hole. I now have a time limit on the 50% up front payment, if they don't get the necessary information to me within 90 days, they forefit the 50% upfront payment. This keeps clients from taking their sweet time getting photos and copy to me, then expecting me to complete the project in 48 hours.

      If you don't set the rules upfront many clients will waste your time and try to take advantage. Setting the rules, in writing, let's them know you are a professional and they must treat you as one.
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    • Profile picture of the author Chris Cho
      Originally Posted by jfbmarketing View Post

      Part of the process, nothing comes easy you have to play the numbers game, if they do not return calls "NEXT" do not get hung on the whys of why they did not call remember your dealing with humans....anything is possible.....keep focused with your next call
      Originally Posted by sdentrepreneur View Post

      You will get better over time, weeding out the tire kickers. One of your very first questions, before ANYTHING....is to ask them if they have a marketing budget for Internet/SEO/SEM/SMM. No budget, don't waste my time....
      look at you two YODAs! haha veterans in the game...

      great advice to tell a newcomer. I feel like all these WSO are pushing a millionaire overnight but offlining really takes some time to master. getting the client is only step one. people don't stress enough about actually DELIVERING and creating a SYSTEM & TEAM who can support/deliver your promise.

      anyways, my advice to you is also just keep bumping heads with these guys. follow up, follow up, follow up! I just had two clients who paid me today and they were suppose to pay me last week or so. it is what it is.
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      • Profile picture of the author bbminded
        Do you have a sales background? If not, you may want to study up on sales techniques. A couple great books come to mind.... The Closers, Spin Selling. Or you could always outsource someone to handle the sales aspect of it. Just pay them when they close the deal and cash is received.

        One thing I have learned with my extensive past in sales is that, those whom are most stand-offish, or skeptical acting, are the ones who buy! Somebody that is just "To Nice" and saying how they cant wait for you to do the work for them and how excited they are, usually end up backing out, or in your case not being able to get ahold of them.
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  • Profile picture of the author YellowGreenMedia
    I agree with the upfront payment, you will get a lot of tire kickers and those are the people that will endlessly bug you after the job is done. So make sure you have a job statement or contract that stipulates exactly what you are going to do for what for amount.

    With a written agreement they cab bug all they want, and you can charge extra all you want, asking money upfront and having a clear job statement/contract has helped me bigtime weeding out the mobile website tire kickers

    Dave
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  • Profile picture of the author Dylan Doyle
    Always make sure you and your customer sign some type of agreement that lists all the services you will be providing, the expected time-frame, and also the total cost.
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