Advice for offline marketing

30 replies
Hi

Trying to build up our website development business. We currently provide customers with a £95 setup fee and a choice of 2 monthly plans at either £35 / £45 a month

£45 a month gets
  • Pro Website
  • Facebook Design
  • Tech Support
  • Updates Anytime
  • 70 Pages
  • SEO Page Rank 1
  • 2 Business Emails
  • Analytics Reports Monthly
£35 a month gets
  • Pro Website
  • Facebook Design
  • Tech Support
  • Updates Anytime
  • 70 Pages
  • Ongoing SEO


Any tips for gurella marketing? We are cold calling at the moment but looking for other avenues and route to market. Thanks
#advice #marketing #offline
  • Profile picture of the author DABK
    To get good answers, you need to give more info about what you offer (why would a business owner want it).




    Originally Posted by codecreative View Post

    Hi

    Trying to build up our website development business. We currently provide customers with a £95 setup fee and a choice of 2 monthly plans at either £35 / £45 a month

    £45 a month gets
    • Pro Website
    • Facebook Design
    • Tech Support
    • Updates Anytime
    • 70 Pages
    • SEO Page Rank 1
    • 2 Business Emails
    • Analytics Reports Monthly
    £35 a month gets
    • Pro Website
    • Facebook Design
    • Tech Support
    • Updates Anytime
    • 70 Pages
    • Ongoing SEO

    Any tips for gurella marketing? We are cold calling at the moment but looking for other avenues and route to market. Thanks
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  • Profile picture of the author iAmNameLess
    Prices are WAAAAAY too low my friend. You're offering huge value, but too low of a price.
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  • Profile picture of the author Moneymaker2012
    To start the business the prices you set up are good. When you'll get clients, deliver the work properly and give them results, so in future after some months you can increase your fee.
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  • Profile picture of the author Jason Kanigan
    "Live by price, die by price."

    So-called "Moneymaker", this is the second post in a row of yours that I've seen which I totally disagree with.

    You're playing in the shallow end of the pool. Loser prospects and loser clients. People with no money who shop by price because they don't know how to sort by anything else.

    There's a deep end, you know. Where prospects and clients value what you do, and will happily pay you for the confidence they have in your abilities.

    Live by price, die by price. There's always someone willing to do it for less.

    What's the difference between a $100,000 car and a $1,000 car?

    And now you know how the better category of prospects views the difference between your cut-rate service provider and the one that really knows their stuff.

    @the OP: raise your prices and learn how to qualify prospects.
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    • Profile picture of the author ProSeomCo
      Originally Posted by Jason Kanigan View Post

      "Live by price, die by price."

      So-called "Moneymaker", this is the second post in a row of yours that I've seen which I totally disagree with.

      You're playing in the shallow end of the pool. Loser prospects and loser clients. People with no money who shop by price because they don't know how to sort by anything else.

      There's a deep end, you know. Where prospects and clients value what you do, and will happily pay you for the confidence they have in your abilities.

      Live by price, die by price. There's always someone willing to do it for less.

      What's the difference between a $100,000 car and a $1,000 car?

      And now you know how the better category of prospects views the difference between your cut-rate service provider and the one that really knows their stuff.

      @the OP: raise your prices and learn how to qualify prospects.

      For most people starting out ... I think they believe that they need to learn how to float in the shallow end before they can swim in the deep end!

      Confidence Matters!
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      • Profile picture of the author Jason Kanigan
        Originally Posted by ProSeomCo View Post

        For most people starting out ... I think they believe that they need to learn how to float in the shallow end before they can swim in the deep end!

        Confidence Matters!
        Uh huh?

        So get typecast as the "low cost guy" and what happens later on?

        I have the same problem here on WF, which is a discount marketplace. Outside I charge much higher rates.

        You get typecast according to who you hang out with. Choose to work only with high level clients at the start and guess what you get.

        You are waiting around for someone to anoint you and say It's OK, you can play in the big leagues now. Look at these guys and gals: http://www.businessinsider.com/25-an...ch-2012-9?op=1

        They're not waiting around for someone to tell them it's OK to start their own business, or work with top-level people. And from my perspective, they're kids.
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        • Profile picture of the author TheBigBee
          Originally Posted by Jason Kanigan View Post

          Uh huh?


          I have the same problem here on WF, which is a discount marketplace. Outside I charge much higher rates.

          .
          WF is a marketplace for you? Wow.
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          FILL IN THE BLANKS!
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  • Profile picture of the author nancy5677
    Prices are tool low I charge $700 per a month.
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  • Profile picture of the author bizgrower
    yup. Way too low. You want customers who understand what it takes to run a business and stay in business. Very difficult to raise prices because you look incompetent. Much easier to come down on price.
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    "If you think you're the smartest person in the room, then you're probably in the wrong room."

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  • Profile picture of the author Bayo
    Originally Posted by codecreative View Post

    Any tips for gurella marketing? We are cold calling at the moment but looking for other avenues and route to market. Thanks
    Focus on getting clear about who you actually want to do business with. The way I explain this to people I teach and work with in other types of partnerships is for them to imagine that I was going to go and bring back to them an ideal customer or client.

    Until they're able to describe that type of business or business owner, they don't know who they actually want to work with.

    When you know this, a lot of other things become easier to approach and get results with/from, but this is the place to start.

    With cold calling (and check out my opinions on it that I've shared here n the WF) you're taking a 'spray and pray' approach which is a waste of your time, unless of course you have that amount of time available and you can cope with the rejection.

    So do this one thing and see what results you get.
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  • Profile picture of the author stallion1
    what about asking influential bloggers or paid reviewers to review your service
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  • Profile picture of the author DaniMc
    With those prices - you will be lucky if many business owners will hire you.

    The website and social media pages are the face of the business - they will not trust their business (their baby) to someone who does not feel they are worth good pay.

    If you want to learn how to swim - start your sites at $500 and then go up. Your prospecting isn't the problem right now - your value proposition is. Sure - its valuable - but people just will not believe you can do a good job at those rates.
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    • Profile picture of the author Aaron Doud
      Originally Posted by Dan McCoy View Post

      With those prices - you will be lucky if many business owners will hire you.

      The website and social media pages are the face of the business - they will not trust their business (their baby) to someone who does not feel they are worth good pay.
      I wish more people understood this.

      When a business is used to paying $2k in rent and $500 on the phone bill they can't trust low prices.

      To OP I would change the model a bit.
      1. Upfront design and setup fees.
      2. Monthly fees based on maintenance, management, and etc

      The monthly fees are not bad as monthly fees. But without the upfront charges there is no point.

      Also 70 pages? 70 pages a month? Hell 70 pages is too much for most businesses and 70 a month is overkill unless it is blogs and if you are providing content that should be like a $1,000 or more per month package.
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  • Profile picture of the author codecreative
    Ok. We're generating plenty interest. I agree we could increase the setup fee. With regards to businesses not believing we can deliver in a meeting I have 10 websites I can show case to customers to show them the quality of what we do!

    I had 4 appointments yesterday but failed to close any. So I feel I need to employ a rep for this and therefore increase the setup fee to cover that cost.

    Keep in mind yell charge a 295 setup fee but there sites are inferior to ours.

    What do you think now I'm telling you we have a portfolio and testimonials?
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  • Profile picture of the author ATAC
    £45 and £35what is this.
    Do not tell that that is close to $45 and $35.?

    Just for this I charge Pro Website $550 to $1,500
    any of the other things would be + and +

    It all depends on the job, But I will not touch it for under ...
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    • Profile picture of the author Aaron Doud
      Originally Posted by ATAC View Post

      £45 and £35what is this.
      Do not tell that that is close to $45 and $35.?
      The exchange rate is $1.56 to £1 and varies a bit. for quick figures I just take the Pound by 1.5 or 2 to get a rough item of dollar.
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  • Profile picture of the author ATAC
    So that is entirely ridiculously low priced...

    That is bad for the industry as a whole not only for you doing all of that work for peanuts..

    You have to realize that your customers pensive value of your services will also be low..

    The ten to see higher priced products and services as higher of value ..

    Do you understand what I mean.?

    Did I explain it Right that you understand ? They will think that you are a cheaper and not of a high value when you way under price .
    You are WAY UNDER PRICED that is for the USA ....
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  • Profile picture of the author codecreative
    Setup fees are increased to 150. Monthly sites are great cause as a company you
    Build up a residual income. As a client they don't commit huge money in one go to you only to then hope to get a good level of customer service afterwards. With his they know we will look after them as its on our interest to for that monthly fee.


    Do the maths. Over 12 months 12 x 45 is540 plus the intitial 150 setup. 690 is the total, is this really 'way too cheap'. Considering most don't cancel after 12 months. Think about it!
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  • Profile picture of the author jaudet
    I would increase my pricing to AT LEAST x10 what you just wrote here but the reasons mentioned above.

    You need to qualify prospect and get the bigger fish. At the end, you doing the same amount of work but you are getting paid 500$ per month instead of 50$

    I am in video marketing for offline business. I rank videos for companies to get leads. I charge 499$ per month to lease my videos so buiness can get leads from my videos. Yeah, sure, I may wait a bit longer to get the big fish that are willing to pay 500$ per month to get my leads but it's worth the waiting to get much more in the end (and did I say it was passive income since there is not much work to do after it ranks)...)
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  • Profile picture of the author EmmaGraham
    Some of these comments are just plain funny. Where I live, in one of the biggest cities in the UK, no-one would ever pay $500 a month to rank a video for them, nor to just set up their FB page for them, so I'd just ignore all of that "advice" straight off the bat.

    What I will tell you is this... the three most successful web design companies in the UK (who do everything - design, then upsells for SEO, social management etc.) ALL charge a low-cost up-front monthly fee. Plus a relatively low-cost set-up fee.

    And they're ALL handling tens of thousands of clients.

    So I wouldn't pay too much attention to the comments above. Just do your own thing in the way that fits with you best. I don't think you're selling yourself short, not at all, on the monthly fees anyway. I'd be looking for more on the upfront part usually, but I definitely think you've got the right idea.

    ~ Emma
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    • Profile picture of the author DABK
      Are you talking about Jaudet charging 499 to rank videos?

      According to his post, he isn't charging for ranking the videos but for getting leads using video as a tool.

      Where I live, a large city in the US people don't pay $500 to have a video rank. They pay far more than that for leads... It's just a question of how many and how good.

      It seems, based on the business owners I've talked to, that people are willing to pay up to 12% of the cost of a product or service to make a sale.

      So, if they're selling something at $4,000, they're willing to pay as high as $500 to get it. If they sell it at $40, they're willing to pay $5 at the most to make that sale.

      So, the question is how many leads they convert? Most say they convert 10 to 20%. Some say they convert 40%. They all qualify: if the leads are good. You will never know till you get to see them do it.

      Anyway, going with 10%, $4,000 item worth $500 to sell, they are willing to pay $50/lead.

      If you're dealing with online, you need to add, how many visitors to the site actually contact the business.

      If you have had videos or sites, you would know that.

      If it's 1 in 100, that means they're willing to pay you $.05 per visitor (50/100).

      If it's 1 in 400, that means they're willing to pay you $0.0125 per visitor.

      In any case, now you ask yourself, can you drive 100 (or 400) visitors to the site/video.

      So, like Jason said, the OP needs to figure out who he wants to sell to, how much are they willing to pay to make a sale, how many sales his products/services will likely produce (yes, he'll use the target audience's estimates).

      As others have said, he might target people who want what he sells out of pride or some other, non-financial, reason.

      I worked once with one: he wanted me to rank him above one of his competitor for keywords that were not going to get him 1 sale a year... but would take me time to get him there...

      So, OP, don't ignore... Figure out if what you can produce is worth $500 to someone who's able to pay. If it is, then sell it at $500. Assuming you want to work with that type of client. If it's not worth $500 to anyone you want to work with, you should at least know what one type of client is willing to pay for it and sell it for that amount.


      Originally Posted by EmmaGraham View Post

      Some of these comments are just plain funny. Where I live, in one of the biggest cities in the UK, no-one would ever pay $500 a month to rank a video for them, nor to just set up their FB page for them, so I'd just ignore all of that "advice" straight off the bat.

      What I will tell you is this... the three most successful web design companies in the UK (who do everything - design, then upsells for SEO, social management etc.) ALL charge a low-cost up-front monthly fee. Plus a relatively low-cost set-up fee.

      And they're ALL handling tens of thousands of clients.

      So I wouldn't pay too much attention to the comments above. Just do your own thing in the way that fits with you best. I don't think you're selling yourself short, not at all, on the monthly fees anyway. I'd be looking for more on the upfront part usually, but I definitely think you've got the right idea.

      ~ Emma
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    • Profile picture of the author Jamie Ambition
      Originally Posted by EmmaGraham View Post

      Some of these comments are just plain funny. Where I live, in one of the biggest cities in the UK, no-one would ever pay $500 a month to rank a video for them, nor to just set up their FB page for them, so I'd just ignore all of that "advice" straight off the bat.

      What I will tell you is this... the three most successful web design companies in the UK (who do everything - design, then upsells for SEO, social management etc.) ALL charge a low-cost up-front monthly fee. Plus a relatively low-cost set-up fee.

      And they're ALL handling tens of thousands of clients.

      So I wouldn't pay too much attention to the comments above. Just do your own thing in the way that fits with you best. I don't think you're selling yourself short, not at all, on the monthly fees anyway. I'd be looking for more on the upfront part usually, but I definitely think you've got the right idea.

      ~ Emma
      I haven't posted in a while, but being UK based I couldn't resist logging in to respond when I saw this.

      I'm not sure what criteria you're using to determine that a company is 'successful', but assuming you're talking about a company's bottom line, I really have no idea who charges a low-cost fee and are one of the 'three most successful in the UK'. To give someone your opinion on a matter is fine, but to allude to that being a fact is completely wrong and could hinder the OP's journey.

      An associate of mine wouldn't even entertain a meeting without a budget of £10k+ for an initial build. Now whilst I know this isn't typical and he's clearly in the market for large corporate clients, it poses a good question. Why can he charge that amount? The answer is stupidly simple, and you hear people like Jason Kanigan, Ken Micheals etc speaking about this often, he provides great value and knows how to present this to his clients.

      When I first founded my agency last year I read a great post on here that detailed how to convey your potential value to a prospective client. It involved targeting the client's pain points, identifying an average customer's lifetime value, realising how many extra customers/clients a month it'd take to ease/eradicate that pain and then logically showing how that was easily achievable.

      A £10k 'investment' for (potentially) £50k in first year revenue is a much easier sell than a 'website' for £297. Sell the benefits not a website.

      Returning to your original point - yes some companies sell 'websites' to the plumbers, electricians etc at stupidly low prices because they're not in the market for providing value. They're churning and burning clients (and some do this very well) but they have a massive outfit behind them alongside a perfected process and work flow.

      OP - From personal experience, trying to sell cheap websites at high volume ends in you burning yourself out very quickly. Also, remember that no matter what you do your average client will stay on board for just under a year in my experience. Some will stay for years, some for months, often for issues completely out of your control. So don't think that all your monthly retainers will still be there this time next year because in reality it doesn't work that way.

      Personally, I start at £1k for the initial build + £100/month hosting+maintenance (upgrades, general troubleshooting) at the absolute minimum. Everything else you mentioned is extra. In truth, I normally use something like this in my head when talking with prospects:

      Client's Lifetime Customer Worth x Potential New Clients Per Month = Initial Setup Cost

      So..

      £200 Average Spend x 10 Clients A Month = £2k

      Obviously this is made extremely simple but you get the idea. Remember that these guys are paying silly money for yellow page ads that no longer work, they're frustrated with old marketing methods, their leads are slowly drying up...do they want a 'website'? Or a lead generation tool that has the capability to capture leads and generate a positive ROI?

      Think of brand positioning and image from the start as this is something that is difficult to change down the line. Start as a bottom feeder and you'll struggle to shrug off that reputation.

      Right now you might not see what I'm trying to say, because I know I didn't when I was starting out. But, cheapening a sale doesn't make it an easier one. Creating value and the potential for a positive ROI is what makes it an easier sale.

      Just 2 cents from someone who has been in your shoes, gone through the thought process and come out the other side having learnt a thing or two.

      Best of luck.
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  • Profile picture of the author jaudet
    Well, like Jason K. said before, it is all about qualifying clients.

    And when considering the work to be done with SEO for instance, especially if you are a one man show or a small business, I would rather have 10 clients paying 700$ per month than having 700 clients paying 10$ a month...
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  • Profile picture of the author koppster
    That is the million dollar question. Calling is the best!
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  • Profile picture of the author nyk24
    hey there fellow uk warrior.....like some of the gurus have said on here your prices are too low and low prices mean more grief from cheap ass clients.

    I get more grief selling something for £49 than anything I sell that is 20 times dearer. Its okay to sell cheap if it's a one off service and in a market where the buyer doesn't care about your ad copy just your price.

    Stick with your cold calling but if you want other avenues try:
    direct mail, email, networking, asking for referrals, local advertising, social media advertising.

    pm me if you want to swap ideas

    HTH

    Nick
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  • Profile picture of the author hngems
    For local marketing i would always recommend you to use pamphlets in the news papers and local mall sign board marketing which always gives me more traffic
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  • Profile picture of the author Jay Levine
    I don't mean to beat a dead horse, but I have to agree that charging too little will not work as a long-term business model. All your customers will be people who can't afford to stay in business, and they will nickel and dime you, blaming you every step of the way for helping them to fail. Better to deal with a better class of customer.

    I'm a firm believer in the fact that you will make more money in the long-run if you are always willing to walk away from a bad deal.
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    Learn web design, marketing, and SEO from beginner to agency owner. Save time and energy by tapping my 20 years of agency experience for free at BestWebSecrects.com

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  • Profile picture of the author trader909
    Banned
    imagine going on vacation ad needing luxury...you look at the $10 night flee ridden hotels?
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