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Got my first meeting tomorrow and feeling confidant!

by its
29 replies
Hi guys, few of you may have followed my posts and even helped me out. I've started trying to sell my webdesign services and tomorrow I have my first meeting. Phoned about 20 businesses this morning and had one bite.

It's a small laundry business. They actually have a website but it looks dated even for the 90's. The owner inherited it and wasn't sure about fixing it (which I told him made no sense because it was so broken and awful).

What was great is I managed to get him talking about his problems. His main problem was business is great in the summer but not in the winter. Obviously a well ranked site in google will help in some way but not completely solve this problem.

I told him I could make him a very professional looking site and we could then use it to reach out to hotels and restaurants etc for repeat business (Something he has not done yet). I'm thinking of even getting him to agree to let me contact business owners on linked in offering his services and get paid by commission.

As for price he was initially skeptical. I told him I would charge $500 (£300) and a running cost between 30-80 dollars. He thought it sounded a lot but then I started speaking to him about return of investment and he responded positively. I'm still not exactly sure what to charge but I'm working on a plan now.

So the meeting is tomorrow.

This isn't a success story yet but I'm feeling good.

Cheers,

its
#confidant #feeling #meeting #tomorrow
  • Profile picture of the author JohnnyBattles
    Good luck but you've already made a mistake by telling him the current website is awful. Even if he inherited that it's still an insult to him. Next time compliment the fact that he even has a website because most small laundry services probably don't.
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  • Profile picture of the author its
    Obviously I did it in a more softening tone than 'it sucks'. I used words like 'dated' and spoke about the broken links. But it is reallllly bad. I picked up he had no pride for it so knew how far I could go.
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    • Profile picture of the author Anthem40
      Don't get caught up on the bad website thing. It sounds like you talked about like the pros do- let them know there is a problem, but you did it with tact. If the potential client makes fun of their website, you can too.

      Just remember in your meeting, ROI, ROI, ROI.

      Also, be thinking of the hand he has shown you as to how you can create urgency. Maybe the theme of winter customers?

      "We should have been on this yesterday, Winter Is Coming (tm) and this website is going to be awesome for generating you more leads." or some such.
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      95% of IM'ers have great relationships with clients who also advertise offline and with other people. Stop missing out on that cash and leverage into it. PM me if you are an established marketer and want to find out how.
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      • Profile picture of the author its
        Originally Posted by Anthem40 View Post

        Don't get caught up on the bad website thing. It sounds like you talked about like the pros do- let them know there is a problem, but you did it with tact. If the potential client makes fun of their website, you can too.
        Yeah it was just a small comment in a 10 minute conversation that he needed a new one.



        Originally Posted by Anthem40 View Post

        Just remember in your meeting, ROI, ROI, ROI.
        Yep I'm planning every single way I can show how this is a great investment for him.


        Originally Posted by Anthem40 View Post

        Also, be thinking of the hand he has shown you as to how you can create urgency. Maybe the theme of winter customers?
        Great point, 'Winter deals' might be a great feature to the site. Will definitely mention this at the meeting tomorrow. Thanks.
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  • Profile picture of the author psweb
    Whatever questions are asked, regardless if you know the answer, answer confiedently and quickly and research the point after the meeting. Reassurance is a key point of customer service and gaining business. Further to this if you do win a contract, ensure you scope correctly, and work out what repeat business you can get from the situation. Business grows from repeat custom.

    Hope that helps.
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  • Profile picture of the author mjbmedia
    so Its , how CAN YOU help him get more business through the winter?

    that's the big bite he has laid on your line, not his website being crappy or old, winter is coming, clearly he is concerned about cash flow through winter , whats your solution(s) for that ?

    Unless his site is getting a lot of visitors and just not converting them into calls/ walk in visitors and ultimately paying clients, having a newer site wont solve it , you mentioned a couple of other approaches which Id be focussing on more if I were you , get him some £££ in , then sell the site and for more that you are pricing it at the moment because you've now (then) proved yourself capable of getting him business in.
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    Mike

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    • Profile picture of the author Anthem40
      Originally Posted by mjbmedia View Post

      so Its , how CAN YOU help him get more business through the winter?

      that's the big bite he has laid on your line, not his website being crappy or old, winter is coming, clearly he is concerned about cash flow through winter , whats your solution(s) for that ?

      Unless his site is getting a lot of visitors and just not converting them into calls/ walk in visitors and ultimately paying clients, having a newer site wont solve it , you mentioned a couple of other approaches which Id be focussing on more if I were you , get him some £££ in , then sell the site and for more that you are pricing it at the moment because you've now (then) proved yourself capable of getting him business in.
      A new website can definitely make the difference. If I go to a website that hasn't been updated since the 90s then guess what? They don't get my money.
      Signature
      95% of IM'ers have great relationships with clients who also advertise offline and with other people. Stop missing out on that cash and leverage into it. PM me if you are an established marketer and want to find out how.
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      • Profile picture of the author mjbmedia
        Originally Posted by Anthem40 View Post

        A new website can definitely make the difference. If I go to a website that hasn't been updated since the 90s then guess what? They don't get my money.
        but you have to be engaged to go to the website first , if the people don't know about the website, it doesn't matter , there are better wins for the client right now from the clues he is giving.

        I am guessing the OP is going for the website as that's what the OP does and knows , not because its what the business needs first, but hey whats new , who cares about the clients needs anymore
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        Mike

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        • Profile picture of the author its
          Originally Posted by mjbmedia View Post

          but you have to be engaged to go to the website first , if the people don't know about the website, it doesn't matter , there are better wins for the client right now from the clues he is giving.

          I am guessing the OP is going for the website as that's what the OP does and knows , not because its what the business needs first, but hey whats new , who cares about the clients needs anymore
          What are with these crazy assumptions? Did you even read all my posts? Am I going to start teaching him how to run his business? No. Am I going to use my skills which will go some way to solve the problems he told me? Absolutely.
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          • Profile picture of the author mojo1
            You have shared some good ideas with the client on how you can help increase Winter business but don't be surprised if he suddenly stops answering your calls because you've given him the old proverbial milk for free.

            In the words of Jason Kanigan, stop giving him your ideas for free.

            Unless he's paid you a consulting fee no matter how small, he'll probably just decide to ask many pointed questions about how or what should he do under different scenarios during your appointment, that is if you don't tell him every conceivable thing you can think of to drive Winter business, or he'll either try to implement any viable ideas you've shared outside of the website on his own or via his nephew or neighbor, etc.

            Your enthusiasm is a + and will help provide you with the motivation you need to continue when the road is tough but please do yourself a favor and stop trying to impress this business owner with any ideas until he's at least bought something from you which in this case is a professionally, updated website.

            Being positive is great, however being a fire hose of ideas can kill your deal before you even get started.
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            • Profile picture of the author kemdev
              Originally Posted by mojo1 View Post

              You have shared some good ideas with the client on how you can help increase Winter business but don't be surprised if he suddenly stops answering your calls because you've given him the old proverbial milk for free.

              In the words of Jason Kanigan, stop giving him your ideas for free.

              Unless he's paid you a consulting fee no matter how small, he'll probably just decide to ask many pointed questions about how or what should he do under different scenarios during your appointment, that is if you don't tell him every conceivable thing you can think of to drive Winter business, or he'll either try to implement any viable ideas you've shared outside of the website on his own or via his nephew or neighbor, etc.

              Your enthusiasm is a + and will help provide you with the motivation you need to continue when the road is tough but please do yourself a favor and stop trying to impress this business owner with any ideas until he's at least bought something from you which in this case is a professionally, updated website.

              Being positive is great, however being a fire hose of ideas can kill your deal before you even get started.
              Exactly. Just tell him you're there to get him more money.

              When he asks you how you intend to do that - don't tell him how. When he presses, ask for that consulting fee before you give him any answers. Everything should be clouded in mystery for the duration of the meeting.
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              • Profile picture of the author its
                Originally Posted by kemdev View Post

                Exactly. Just tell him you're there to get him more money.

                When he asks you how you intend to do that - don't tell him how. When he presses, ask for that consulting fee before you give him any answers. Everything should be clouded in mystery for the duration of the meeting.

                Can't tell if you're being sarcastic or really believe it. Clouded in mystery sounds awfully a lot like 'no sale' to me. I believe there has to be a good balance between proving to him I'm they guy he wants and not giving away all my plans that I suddenly become disposable.
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                • Profile picture of the author Anthem40
                  Originally Posted by its View Post

                  Can't tell if you're being sarcastic or really believe it. Clouded in mystery sounds awfully a lot like 'no sale' to me. I believe there has to be a good balance between proving to him I'm they guy he wants and not giving away all my plans that I suddenly become disposable.
                  You are getting some ******* terrible advice in here, and luckily you are smart enough to recognize that.

                  Ambiguous = no sale.
                  Concrete = sale.
                  Signature
                  95% of IM'ers have great relationships with clients who also advertise offline and with other people. Stop missing out on that cash and leverage into it. PM me if you are an established marketer and want to find out how.
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            • Profile picture of the author Jason Kanigan
              Originally Posted by mojo1 View Post

              You have shared some good ideas with the client on how you can help increase Winter business but don't be surprised if he suddenly stops answering your calls because you've given him the old proverbial milk for free.

              In the words of Jason Kanigan, stop giving him your ideas for free.

              Unless he's paid you a consulting fee no matter how small, he'll probably just decide to ask many pointed questions about how or what should he do under different scenarios during your appointment, that is if you don't tell him every conceivable thing you can think of to drive Winter business, or he'll either try to implement any viable ideas you've shared outside of the website on his own or via his nephew or neighbor, etc.

              Your enthusiasm is a + and will help provide you with the motivation you need to continue when the road is tough but please do yourself a favor and stop trying to impress this business owner with any ideas until he's at least bought something from you which in this case is a professionally, updated website.

              Being positive is great, however being a fire hose of ideas can kill your deal before you even get started.
              This prospect isn't giving me a good feeling on the Budget side of Fit.

              So, how to screen out the tire-kickers and the info vampires?

              Look at this, it'll help you in future meetings with prospects: http://www.warriorforum.com/offline-...ml#post8290992
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              >> Executive advisory: Unstick sales, strategy & growth problems fast → jasonkanigan.com

              >> Selling? Then this is the FREE YouTube series you need RIGHT NOW
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              • Profile picture of the author its
                Originally Posted by Jason Kanigan View Post

                This prospect isn't giving me a good feeling on the Budget side of Fit.

                So, how to screen out the tire-kickers and the info vampires?

                Look at this, it'll help you in future meetings with prospects: http://www.warriorforum.com/offline-...ml#post8290992
                Considering he would be my first client I'm having to be more flexible with my price, services and strategy. I know if I asked this guy for money before this meeting I would have killed this lead. At the same time I'm going to stick true to my prices tomorrow and walk away if the deal turns out less than what I expect.
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                • Profile picture of the author Jason Kanigan
                  Originally Posted by its View Post

                  Considering he would be my first client I'm having to be more flexible with my price, services and strategy. I know if I asked this guy for money before this meeting I would have killed this lead. At the same time I'm going to stick true to my prices tomorrow and walk away if the deal turns out less than what I expect.
                  Get more leads going. That way, when one dies, it's no big deal. Otherwise, you get all emotional about it and overvalue one project like you're doing now.

                  ~Jason "Putting the 'dent' in Confident'" Kanigan
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                  >> Executive advisory: Unstick sales, strategy & growth problems fast → jasonkanigan.com

                  >> Selling? Then this is the FREE YouTube series you need RIGHT NOW
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                • Profile picture of the author Claude Whitacre
                  Originally Posted by its View Post

                  Considering he would be my first client I'm having to be more flexible with my price, services and strategy. I know if I asked this guy for money before this meeting I would have killed this lead. At the same time I'm going to stick true to my prices tomorrow and walk away if the deal turns out less than what I expect.
                  May I suggest that you walk out with a check? Don't start work until you get the check. $500 isn't that much money. What you don't want to do is be in the business of chasing your "clients" for the money they owe you.

                  As far as other ideas besides a website? I would get paid, build the website...get it ranked well..and then mention another idea you have.

                  A trap I used to fall into was to give 10 or 15 solid marketing ideas, because they were so glaringly needed. And now the prospect has to choose between some of these ideas, all of them, or none of them. And they usually chose none. Because the picture is now too big for them to see.

                  Giving several ideas at once confuses the customer and dilutes the appeal of any single idea.

                  As far as sharing ideas...
                  Tell the prospect anything they want to know about the idea except the exact steps you'll take to do it for them. Not because they will steal the idea, but because the details are boring, and won't help the sale. But if they ask a direct question, always answer it. holding back...leads to the dark side of the Force.
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                  “Do not seek to follow in the footsteps of the wise; seek what they sought.” - Matsuo Basho
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          • Profile picture of the author mjbmedia
            Originally Posted by its View Post

            What are with these crazy assumptions? Did you even read all my posts? Am I going to start teaching him how to run his business? No. Am I going to use my skills which will go some way to solve the problems he told me? Absolutely.
            look at your post number 8, you were then still focussing on your website being the main sale point, but that was NOT what the client was telling you was of immediate concern to them, no assumptions here, just cold hard facts gleaned from what you've shared and my own experiences. So have YOU read all your posts? I am wondering

            Listen to what the client is REALLY saying, if you had you'd have likely closed him last meeting, instead you still tried to push the website solution which he isn't asking for, as it is he is now stringing you along as you will find out at some point, we all been there so I'm not saying this in a nasty way ,just from experience, take it or leave it, just when people ask for advice, don't always expect it to be what you want to hear.
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            • Profile picture of the author its
              Originally Posted by mjbmedia View Post

              look at your post number 8, you were then still focussing on your website being the main sale point, but that was NOT what the client was telling you was of immediate concern to them, no assumptions here, just cold hard facts gleaned from what you've shared and my own experiences. So have YOU read all your posts? I am wondering

              Listen to what the client is REALLY saying, if you had you'd have likely closed him last meeting, instead you still tried to push the website solution which he isn't asking for, as it is he is now stringing you along as you will find out at some point, we all been there so I'm not saying this in a nasty way ,just from experience, take it or leave it, just when people ask for advice, don't always expect it to be what you want to hear.
              I'm a webdesigner and he WANTS a website. He wants a brand and a logo along with it that he can use in leaflets (Something I spoke to him about). He has a problem and I'm the solution to them. My concern is making a website with his issues in mind. I can take criticism very well, your post just made a lot of incorrect assumptions, as did this one. Thanks for trying to help anyway.
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              • Profile picture of the author nyk24
                just sent u a pm OP
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  • Profile picture of the author its
    Yep, I believe my website should be great value even if I make it and rely on people finding it through google. But that's not a direct solution to the winter problem. With a professional website he and I can use to get him some deals with local hotels or restaurants, so they actually take him seriously which they wouldn't otherwise do. At the same time I can even apply my branding to leaflets and other publications. Once the website shows its success I can charge more per month next year.

    Cheers for the response.
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  • Profile picture of the author its
    Damn, true words. Haven't even considered that. I suppose if I explain my details too much I also risk at sounding needy, and I must keep in mind he's supposed to want my services. Thanks for the response.
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    • Profile picture of the author mojo1
      Originally Posted by its View Post

      Damn, true words. Haven't even considered that. I suppose if I explain my details too much I also risk at sounding needy, and I must keep in mind he's supposed to want my services. Thanks for the response.
      Your excitement is an asset but strangely it's really a trait that benefits you more, if that makes sense. So please know that it's not a bad thing at all.

      Most of these small business owners don't run into professionals who share their ideas for free because true consultants value their time too much to proceed providing free this and that.

      My husband is a prime example. He's worked as a consultant for Deloitte and HP and absolutely hates when I share revenue generating ideas with my own childhood friends for free, go figure. I guess it takes working in that type of environment to truly understand that everything is business and any knowledge imparted to potential clients come at a cost.
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    • Profile picture of the author DABK
      What works for me (because I used to talk myself out of clients - too much good info upfront):

      I first sell a marketing plan development consultation. I ask them questions, come up with solutions. My solutions include SEO and various kinds of writing and video marketing... They also include solutions I can't deliver... And tell them I can't do it, it's not what I do. But I know someone good who does (If I do.)

      If they hire me to do SEO, etc., the money they paid for the consultation is considered to be a deposit against whatever I will charge them.

      As a result, a lot fewer people want to talk to me about marketing, SEO, blogging, etc. but more have hired me.

      Originally Posted by its View Post

      Damn, true words. Haven't even considered that. I suppose if I explain my details too much I also risk at sounding needy, and I must keep in mind he's supposed to want my services. Thanks for the response.
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  • Profile picture of the author its
    Don't worry, if I don't get this deal I won't get hung up about it. I go straight back to my methods and get more meetings.

    I'm also with you on picking up a cheque first. Don't want to spend a while on a website that leaves me with no money when I could be finding more clients.

    Cheers for the advice as always.
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  • Profile picture of the author nancy5677
    That is awesome i hope it goes well for you.
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  • Profile picture of the author its
    So I had the meeting. Went well. We have arranged another meeting later during the week so he can ask more questions and have a think about what to ask. Almost certain I will close the deal then. Cheers for all the advice.
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    • Profile picture of the author Jason Kanigan
      Originally Posted by its View Post

      So I had the meeting. Went well. We have arranged another meeting later during the week so he can ask more questions and have a think about what to ask. Almost certain I will close the deal then. Cheers for all the advice.
      Wait a minute.

      What did you accomplish in this meeting you had?

      So he wasn't prepared for the meeting?

      The purpose of the next meeting is...? It's necessary because...?

      Sounds like the prospect is in control of the process.
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      >> Executive advisory: Unstick sales, strategy & growth problems fast → jasonkanigan.com

      >> Selling? Then this is the FREE YouTube series you need RIGHT NOW
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      • Profile picture of the author its
        Originally Posted by Jason Kanigan View Post

        Wait a minute.

        What did you accomplish in this meeting you had?

        So he wasn't prepared for the meeting?

        The purpose of the next meeting is...? It's necessary because...?

        Sounds like the prospect is in control of the process.
        The guy didn't know much about webdesign. We spent a large amount of time talking about details and his business (the entire meeting was 1 hour) There was a lot of good rapport. Hes a very street wise business owner from London who doesn't like to be rushed into things. He wanted time to google some other companies simply to ask more questions in our next meeting. I'll also be bringing him a logo to sweeten the deal.

        Now before your criticize this outcome, it's a good one. We have a meeting already arranged, he was talking like I'd already got the job and hes happy with the price. So now I'll finish this logo and let you know how the next meeting goes but I'm confidant this will be a deal.
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