Just Had A Meeting With The Market Leader In My Local Town, Here's His Advice

12 replies
I met with the leading web designer in my town (roughly 350k people) today to discuss a joint venture.

I thought I'd explain what the joint venture was (since he was very interested and basically accepted the offer and it could work out great for both of us) and also some great little tips he gave me in our brief meeting.

The Joint Venture

If you know anything about Internet Marketing, you know affiliates are a big, big deal. The leverage can be amazing and that's exactly what I offered this guy.

The deal was essentially this : If he would send me any and all leads his business received that never ended up converting, in addition to recommending my company to future leads that don't buy from him, I would split the profit of any sale that resulted from his leads, 50/50 with him.

He was all too happy to oblige, since he was extremely busy and couldn't fulfil all the requests for websites he was getting.

Now, I knew going in that even if he didn't want to do the deal (and hey, he still hasn't sent me a reply after I emailed the deal in writing, so it might turn into nothing) that I could get some great tips from him in our brief meeting.

Here were the nuggets he shared with me :


- His response to 'how did he get the business started?' COLD CALLING. To give you some perspective, his business has done work for over 500 clients in 4 years since he started it. He said at the start, he would just cold call all day for a week straight, then block out the next week for appointments.

And guess what? He hated it! He said it made him depressed! He would get the same excuses we ALL get, straight from his mouth. "Yellow Pages do my website" "I don't need a website" "My brother/cousin/aunty/dog can do websites" "Too much work as it is" etc etc

But he soldiered on, UNTIL....

- He started getting referrals. "Oh great, the magical, elusive, referral" you might think...Which I did, until he told me where he got 12 referrals from the ONE CLIENT...

I immediately asked what that client's business was...

"Financial Advisor"

PFT!! It seemed so obvious, it's amazing I didn't think of it. Why not leverage your efforts by specifically cold calling business owners you KNOW will be in contact with a load of other business owners?

Business coaches, financial advisors, accountants, graphic designers. You know what's absolutely stupid? I have never targeted this niches in my year and a half in business!!

The leverage is RIGHT THERE! I am starting on these niches next week.

- Finally, his last nugget...Now this might be a bit controversial, and I really didn't believe it fully to be honest...So who knows...But when I asked him what he believed was his big reason for success was that most of his clients raved about the results.

Now, when I say results, I don't mean the actual design and look of the website. His websites actually look REALLY templated. I mean, they all look exactly the same, only some of them are really customized.

But he told me (controversy warning) that virtually all his clients were on the first page of Google for their keywords in our town, and ALL that was from on-page SEO. No backlinking. Ever.

Of course, this means his clients would be getting tons of traffic FOR FREE, and this will of course cause them to rant and rave about his service (and explains why he's so busy). But I think the point stands...

The key point here, I believe, is that he OVER DELIVERED. He gave them a website AND first page of Google FREE. No big monthly fees. I'd be interested to here what you SEO guys think of this, but I am still skeptical.

Anyway, his business is booming, and maybe its just because he put in the hours with cold calling, or because of this and that. No matter which way you slice it, he did the HARD YARDS. He hated calling, did it anyway, and succeeded. THIS is what they talk about when they say 'HARD WORK'.

Thanks for reading, hope you guys got something out of this
#advice #leader #local #market #meeting #town
  • Profile picture of the author jimbo13
    Originally Posted by payoman View Post


    He started getting referrals. "Oh great, the magical, elusive, referral" you might think...Which I did, until he told me where he got 12 referrals from the ONE CLIENT...

    I immediately asked what that client's business was...

    "Financial Advisor"

    PFT!! It seemed so obvious, it's amazing I didn't think of it. Why not leverage your efforts by specifically cold calling business owners you KNOW will be in contact with a load of other business owners?

    Business coaches, financial advisors, accountants, graphic designers. You know what's absolutely stupid? I have never targeted this niches in my year and a half in business!!

    The leverage is RIGHT THERE! I am starting on these niches next week.
    Amazing. See last sentance of post 3.

    http://www.warriorforum.com/offline-...de-things.html

    Generalising here but:

    Call 100 homes to sell your jam and get 1 sale.

    Call 100 shops to sell your jam to and get 1 sale.

    Guess which one will get you more jam sales? Especially if it is a Tesco, Waitrose supermarket type of operation.

    Same work, same conversion rate, same time, yet astronomically different results.

    Dan
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    • Profile picture of the author payoman
      Originally Posted by jimbo13 View Post

      Amazing. See last sentance of post 3.

      http://www.warriorforum.com/offline-...de-things.html

      Generalising here but:

      Call 100 homes to sell your jam and get 1 sale.

      Call 100 shops to sell your jam to and get 1 sale.

      Guess which one will get you more jam sales? Especially if it is a Tesco, Waitrose supermarket type of operation.

      Same work, same conversion rate, same time, yet astronomically different results.

      Dan
      Thanks for pointing that out Dan, I missed that line obviously but sometimes in these threads (not to mention the TONS of marketing stuff I watch and read and listen to on a daily basis) I forget some concepts and remember others.

      That's why it's great to come back and refresh myself on what's being discussed, even if it has to be repeated!
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  • Profile picture of the author James Foster
    If you're B2B CPA's and financial advisers are the best group to befriend.

    The guy a business owner trusts to help hide his money, or create an account no one else knows about (happens more often than you'd think), is absolutely the person he's going to trust when he needs a recommendation of other services.
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  • Profile picture of the author krzysiek
    Hey Payoman,

    I'd be interested to hear you elaborate more on what you mean when you said his designs mostly look templated, with the exception that some are customised.

    I know all about templates and themes, but are you saying he makes a very similar looking websites for all of his clients?

    I have sold a website recently and I want to keep using the same theme when selling further websites, but have been thinking about the ethical side of things when considering to re-use the same theme and keep chugging out somewhat similar looking websites.

    To me I don't see it as a problem, but I think clients might - as they may not understand that the fundamental goal of the website is to generate more business, rather than to try and make your website look 'unique' compared to others.

    So, essentially, how "similar" are the websites he builds for various businesses? Are they all using the same theme/template, in a way?

    Thanks!
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    • Profile picture of the author payoman
      I'm not sure if it's how he packages his services, but the vast majority of his websites that I look at in his portfolio follow a very similar theme.

      Left hand navigation menu, header with logo and static image and phone number, footer with his company logo in it. The layout is basically exactly the same, the variations are mostly in color and sometimes custom headers.

      As long as you tell clients that they are paying for a template in some form or another, they won't care. And if they DO object, just tell them a custom design costs more. Then again, I customize each one of my sites enough that they don't look very templated, and it barely costs much extra.

      Just use a few different Wordpress themes, it's not hard to get a custom look.
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      • Profile picture of the author krzysiek
        Originally Posted by payoman View Post

        I'm not sure if it's how he packages his services, but the vast majority of his websites that I look at in his portfolio follow a very similar theme.

        Left hand navigation menu, header with logo and static image and phone number, footer with his company logo in it. The layout is basically exactly the same, the variations are mostly in color and sometimes custom headers.

        As long as you tell clients that they are paying for a template in some form or another, they won't care. And if they DO object, just tell them a custom design costs more. Then again, I customize each one of my sites enough that they don't look very templated, and it barely costs much extra.

        Just use a few different Wordpress themes, it's not hard to get a custom look.
        Yep, I know what you mean. Customising them isn't hard, but each client may want their own special customisations, 'do this, 'do that' and that's the aspect I dislike about selling websites to businesses.

        I sold one last week for $1,500 + GST but I am thinking of halving that price to something like $750 + GST and making them aware it is a template based website and that there is little customisation we can do on it. Obviously adding pages or changing text, logos, phone number are all included but otherwise no changes.

        Like you said, if they want custom, it's the full price.

        Thanks for the post, makes me feel more comfortable about going forward with this.
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      • Profile picture of the author midasman09
        Banned
        I'm always "stupefied" when I read posts about...."I make 500 cold calls a day and get 2 customers!"

        My goodness....what is wrong with the "mentality" of so-called "Sales-People" these days.

        When I moved to the mountains of Colorado (8million pop to 8,000) I HAD TO think about NON-MASS marketing....because I didn't have the MASSES of prospects here.

        So...what was I to do....a "thinking-Idea-Type" of guy?

        I "re-thought" my Sales Campaigns.

        My first biz was...."Storm Windows"! I noticed in driving around the small town I landed in (Glenwood Springs, Co) that....there were very few houses with Storm Windows and....this was Sept and soon the snow and LOW temps would come.

        So....as a "Go-Getter" kinda person....I made a few phones calls to some Storm Window mfgs in Denver....found 1 who I felt I could work with... went over to his plant and picked up a Demo.

        Next morn I got a Cross-Index Directory and started making COLD phone calls to residents saying, "Hi! I'm with Valley Storms (a name I made up) We provide Storm Windows to home owners! Do you own your home? (response is either yes or no. If yes, I continue) Do you have Storm Windows? (wait for response) If yes! I thank them and hung up. If "No!"
        ....I say "I'd like to stop by your place this eve and give you an estimate. Would 6 be ok or would 7 be better?

        This is NO BS my friends! I did not even have a Bank Account when I started this biz. I borrowed a TAPE-MEASURE and went on my 1st 3 appointments....sold 2 with a HEFTY down-stroke. Went to the bank the next morn and opened a Business Account with a deposit of $850.

        Thus....VALLEY STORMS was founded and went on to earn me mucho dinero!

        I won't go into ALL the different bizzes I've been involved in however, I will relate a recent one that readers can relate to. Again....I have NEVER done any "Cold-Calling of hundreds of prospects"! What a waste of time, effort and "emotion". My goodness....if I can't get a GOOD response within THREECALLS....I give up and re-think".

        OK....back to August 2013; Let's say my interest is, "Selling Videos to local businesses". I have a great bunch of videos I bought from either Dave Cisneros, Nick Mancuso (Nick Mann), Mark Helton....etc.

        So....there's 2 ways to go with these SUPER PLR Vids;

        1) set them up on first page of YT and Rent the Vids or sell the Leads on a per-call basis.
        or....
        2) customize them with Logos & Contact Info of Targeted Biznesses
        BUT....only do the customization AFTER I have spoken to the Owner of the Biz....saying;
        "Hi! I have a way for you to get more "customers/clients/patients" (depending on who I'm calling) I'd like to send you a Link to a Video I created. If you'll give me your email address I'll send you the Link!"

        Wham...Bam....Thank You Maam! No big explanation on HOW I will do this! Just...."you interested in more customers/clients/patients of not!

        This is how I built my Advertising biz....walking into a place of biz...finding the person who can write the checks and saying; "Hi! I have a new way for you to get more business! Can I take a quick-minute to show it to you?"

        If they said, "No!" or..."What Ya Sellin' buddy?"....I turn around and walk out the door.

        But....if they agreed to let me show them what I have....it usually turned into a Sale for me.

        Same way with PHONING! I'm trying to get past the "Suspects" and reach the"Prospects" who might buy what I'm sellin'.

        Again....it mystifies me when I read the stuff about people making hundreds of phone calls! Wow! What a WASTE of time, energy and emotion!

        Whenever I've put together "Phone Pitches" and got 3 "Nos!"....I stop calling....re-configure my pitch and start again!

        Thanks for reading....I felt "compelled" to toss in my 2 cents.

        Don Alm....long-time Sales guy
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        • Profile picture of the author SashaLee
          Originally Posted by midasman09 View Post

          I'm always "stupefied" when I read posts about...."I make 500 cold calls a day and get 2 customers!"

          My goodness....what is wrong with the "mentality" of so-called "Sales-People" these days.

          When I moved to the mountains of Colorado (8million pop to 8,000) I HAD TO think about NON-MASS marketing....because I didn't have the MASSES of prospects here.

          So...what was I to do....a "thinking-Idea-Type" of guy?

          I "re-thought" my Sales Campaigns.

          My first biz was...."Storm Windows"! I noticed in driving around the small town I landed in (Glenwood Springs, Co) that....there were very few houses with Storm Windows and....this was Sept and soon the snow and LOW temps would come.

          So....as a "Go-Getter" kinda person....I made a few phones calls to some Storm Window mfgs in Denver....found 1 who I felt I could work with... went over to his plant and picked up a Demo.

          Next morn I got a Cross-Index Directory and started making COLD phone calls to residents saying, "Hi! I'm with Valley Storms (a name I made up) We provide Storm Windows to home owners! Do you own your home? (response is either yes or no. If yes, I continue) Do you have Storm Windows? (wait for response) If yes! I thank them and hung up. If "No!"
          ....I say "I'd like to stop by your place this eve and give you an estimate. Would 6 be ok or would 7 be better?

          This is NO BS my friends! I did not even have a Bank Account when I started this biz. I borrowed a TAPE-MEASURE and went on my 1st 3 appointments....sold 2 with a HEFTY down-stroke. Went to the bank the next morn and opened a Business Account with a deposit of $850.

          Thus....VALLEY STORMS was founded and went on to earn me mucho dinero!

          I won't go into ALL the different bizzes I've been involved in however, I will relate a recent one that readers can relate to. Again....I have NEVER done any "Cold-Calling of hundreds of prospects"! What a waste of time, effort and "emotion". My goodness....if I can't get a GOOD response within THREECALLS....I give up and re-think".

          OK....back to August 2013; Let's say my interest is, "Selling Videos to local businesses". I have a great bunch of videos I bought from either Dave Cisneros, Nick Mancuso (Nick Mann), Mark Helton....etc.

          So....there's 2 ways to go with these SUPER PLR Vids;

          1) set them up on first page of YT and Rent the Vids or sell the Leads on a per-call basis.
          or....
          2) customize them with Logos & Contact Info of Targeted Biznesses
          BUT....only do the customization AFTER I have spoken to the Owner of the Biz....saying;
          "Hi! I have a way for you to get more "customers/clients/patients" (depending on who I'm calling) I'd like to send you a Link to a Video I created. If you'll give me your email address I'll send you the Link!"

          Wham...Bam....Thank You Maam! No big explanation on HOW I will do this! Just...."you interested in more customers/clients/patients of not!

          This is how I built my Advertising biz....walking into a place of biz...finding the person who can write the checks and saying; "Hi! I have a new way for you to get more business! Can I take a quick-minute to show it to you?"

          If they said, "No!" or..."What Ya Sellin' buddy?"....I turn around and walk out the door.

          But....if they agreed to let me show them what I have....it usually turned into a Sale for me.

          Same way with PHONING! I'm trying to get past the "Suspects" and reach the"Prospects" who might buy what I'm sellin'.

          Again....it mystifies me when I read the stuff about people making hundreds of phone calls! Wow! What a WASTE of time, energy and emotion!

          Whenever I've put together "Phone Pitches" and got 3 "Nos!"....I stop calling....re-configure my pitch and start again!

          Thanks for reading....I felt "compelled" to toss in my 2 cents.

          Don Alm....long-time Sales guy
          Hi there,

          <giggle>

          All the best,

          Sasha
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        • Profile picture of the author payoman
          Originally Posted by midasman09 View Post

          Whenever I've put together "Phone Pitches" and got 3 "Nos!"....I stop calling....re-configure my pitch and start again!

          Thanks for reading....I felt "compelled" to toss in my 2 cents.

          Don Alm....long-time Sales guy
          So you're saying you won't cold call UNTIL your pitch gets at least a 1 in 3 conversion rate? 33%?

          If you can create phone pitches for virtually any product that gets a 1 in 3 conversion to an email opt-in/appointment/whatever, you should be a millionaire by now.

          I don't really get what you're saying. Are you saying that no one should cold call unless they get a minimum 33% response rate? What are the key elements so this? Can you elaborate on your phone pitches?
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  • Profile picture of the author krzysiek
    Sorry Don, but there's nothing wrong with cold calling. If you get disheartened after only 3 calls, then I can see how you may not like cold calling.

    But other people do and it's a surefire way to bring in sales. While you enjoy leaving the office and seeing people in person, I'd rather make calls and subsequently sales without having to waste time travelling to meet people.

    Everyone has their own preference
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    • Profile picture of the author payoman
      Originally Posted by krzysiek View Post

      Sorry Don, but there's nothing wrong with cold calling. If you get disheartened after only 3 calls, then I can see how you may not like cold calling.

      But other people do and it's a surefire way to bring in sales. While you enjoy leaving the office and seeing people in person, I'd rather make calls and subsequently sales without having to waste time travelling to meet people.

      Everyone has their own preference
      He's not saying he gets 'disheartened'. He says he simply retools his pitch until he gets a response rate of 33%.

      If he's willing to share how he does this, I'm all ears.
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      • Profile picture of the author SashaLee
        Originally Posted by payoman View Post

        He's not saying he gets 'disheartened'. He says he simply retools his pitch until he gets a response rate of 33%.

        If he's willing to share how he does this, I'm all ears.
        Hi there,

        LOL - wait...listen.....you'll hear crickets. That's the sound of inevitability.

        All the best,

        Sasha.

        P.S. - I love that line
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