29 {{ upvoteCount | shortNum }}
29 {{ upvoteCount | shortNum }}

Would you like to see an example of starting right for getting clients?

by ewenmack
20 replies
The first step is to create the person who says he is interested in finding out more.

This saves time so you aren't presenting to those that aren't
interested.

If you take this baby step, then it takes the pressure off you killing
the sale by saying too much.

Think multi steps and each step has only one job to do.

Say you sell websites, and you are reaching out to those that don't have one.

You can say something like this...

Would You Like To See Video Footage Of Why People Won't
Buy From You?

Those that say yes are now qualified*
leads to give your presentation to.

A message that creates curiosity,
that is unlike what they have seen before and very much about them,
is ideal for this first step.

Best,
Ewen
#clients #starting
  • Profile picture of the author Jason Kanigan
    Good idea, Ewen...defining your target market.

    Unfortunately, most people are still trying to sell to everyone they come across.

    Dear Reader, most people are NOT going to buy from you. And they shouldn't. They have no need, no budget or a bad personality. They aren't the right fit.

    So SORT. Right away, sort. Ewen's video (or letter, or advertisment) idea sorts. It gets rid of the people who aren't your market. Then it speaks directly to those who ARE in the situation that's a fit for whatever it is you do. NOW you can sell.
    Signature
    >> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 10+ Year Vet]

    >> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services
    {{ DiscussionBoard.errors[8742365].message }}
    • Profile picture of the author Bayo
      Originally Posted by Jason Kanigan View Post

      Good idea, Ewen...defining your target market.

      Unfortunately, most people are still trying to sell to everyone they come across.

      Dear Reader, most people are NOT going to buy from you. And they shouldn't. They have no need, no budget or a bad personality. They aren't the right fit.

      So SORT. Right away, sort. Ewen's video (or letter, or advertisment) idea sorts. It gets rid of the people who aren't your market. Then it speaks directly to those who ARE in the situation that's a fit for whatever it is you do. NOW you can sell.
      Great points that are indeed 'evergreen.'

      In 2007 when I 'formally' started in small business development marketing and consulting i.e. 'offline consulting,' even with my background in working with big businesses, I still made the mistake of trying to sell the same service to every type of business back then (email marketing).

      FFWD, when I started to narrow down my focus over the years, the results from the same service grew exponentially, all because of the positioning for specific markets.

      Good post.

      Bayo
      Signature


      {{ DiscussionBoard.errors[8747556].message }}
      • Profile picture of the author midasman09
        Banned
        When trying to get prospects to open your email you MUST HAVE a STRONG "Subject Line".

        2 of the best pulling Subject Line I've used has been;

        "FREE Videos Reveals....."

        and

        "Can You Handle More Customers?"

        These are strong "curiosity" pullers.

        Also....the best "Initial Contact Tool" I've used has been "Face Book MESSAGES"!

        MOST Biz Owners pay attention to their FB page and when I send a Message to a biz, it's like a regular "Sales Letter". You still must have an "Attention-Getting" opening sentence.

        "FREE Video Reveals How......" then go on to build interest, desire and Close them on "clicking your link" or whatever you want your prospect to do to show Interest in your project.

        To send a FB Message, you just need to go to your prospect's FB page and click "Message".

        You can save your message and send to dozens of your prospects in a short time.

        Sure beats,
        Direct mail
        Phone Calling
        Emaling.

        Don Alm.....Marketing guy
        {{ DiscussionBoard.errors[8747703].message }}
    • Profile picture of the author ewenmack
      Originally Posted by Jason Kanigan View Post

      Ewen's video (or letter, or advertisment) idea sorts. It gets rid of the people who aren't your market. Then it speaks directly to those who ARE in the situation that's a fit for whatever it is you do. NOW you can sell.
      Just to clarify this as there may be confusion,
      the presentation doesn't take place in that first instance.

      The first piece sole job is to get people who are interested
      in finding out more to take the next step.

      It's those who do, are qualified to get your presentation.

      Best,
      Ewen
      {{ DiscussionBoard.errors[8747798].message }}
    • Profile picture of the author KingOfContentMarketing
      Originally Posted by Jason Kanigan View Post

      Good idea, Ewen...defining your target market.

      Unfortunately, most people are still trying to sell to everyone they come across.

      Dear Reader, most people are NOT going to buy from you. And they shouldn't. They have no need, no budget or a bad personality. They aren't the right fit.

      So SORT. Right away, sort. Ewen's video (or letter, or advertisment) idea sorts. It gets rid of the people who aren't your market. Then it speaks directly to those who ARE in the situation that's a fit for whatever it is you do. NOW you can sell.
      That thought should remove the fear people have about cold calling or any business development program.

      In the beginning, you really don't have to sell so much as sort. Sorting is the bulk of the effort. It's simple and low stress. Like raking leaves. Anyone can do it. You don't have to be a top gun.

      My experience is that once you've sorted the A level candidates, sales follow as sure as sunshine in Southern California.

      Unless you are a total dork, but that's a different challenge.
      Signature
      Marketing is not a battle of products. It is a battle of perceptions.
      - Jack Trout
      {{ DiscussionBoard.errors[8748198].message }}
  • Profile picture of the author Peter Lessard
    Great advice. Saving time by sorting leads has proven key to my business.
    Signature
    Ready to generate the next million in sales? The Next Million Agency
    {{ DiscussionBoard.errors[8742608].message }}
  • Profile picture of the author mojo1
    Ewen,

    Would this curiosity based question also work if it were posed like this:

    Would You Like To See Video Footage Of Why People Are Buying From Your Competition?

    Would You Like To See Video Footage Of Why People Are Buying From Your Competitor Instead?

    Just wondering out loud.
    {{ DiscussionBoard.errors[8742816].message }}
    • Profile picture of the author ewenmack
      Originally Posted by mojo1 View Post

      Ewen,

      Would this curiosity based question also work if it were posed like this:

      Would You Like To See Video Footage Of Why People Are Buying From Your Competition?

      Would You Like To See Video Footage Of Why People Are Buying From Your Competitor Instead?

      Just wondering out loud.
      Now that's got you thinking!

      Not as good as when it's directly about them, as in my example.

      If for example, you had a case study of a common problem
      within a type of business, say for example medical equipment suppliers,
      and how one of their peers solved it, then this can open up to
      a curiosity headline.

      Well done for thinking how you can make it apply to your situation.

      Best,
      Ewen
      {{ DiscussionBoard.errors[8742871].message }}
  • Profile picture of the author ozlizard
    What video?
    Signature

    Mobile Sites/Web Sites/Mobile Marketing
    http://www.zapmedia.com.au

    {{ DiscussionBoard.errors[8743119].message }}
  • Profile picture of the author Claude Whitacre
    Originally Posted by ewenmack View Post

    The first step is to create the person who says he is interested in finding out more.

    This saves time so you aren't presenting to those that aren't
    interested.

    If you take this baby step, then it takes the pressure off you killing
    the sale by saying too much.

    Think multi steps and each step has only one job to do.

    Say you sell websites, and you are reaching out to those that don't have one.

    You can say something like this...

    Would You Like To See Video Footage Of Why People Won't
    Buy From You?

    Those that say yes are now qualified*
    leads to give your presentation to.

    A message that creates curiosity,
    that is unlike what they have seen before and very much about them,
    is ideal for this first step.

    Best,
    Ewen
    Ewen; Two huge "Gets" from this post. Thank you so much.
    Signature
    One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

    What if they're not stars? What if they are holes poked in the top of a container so we can breath?
    {{ DiscussionBoard.errors[8747774].message }}
    • Profile picture of the author ewenmack
      Originally Posted by Claude Whitacre View Post

      Ewen; Two huge "Gets" from this post. Thank you so much.
      Would you like to expand on those 2 "gets' Claude?

      Best,
      Ewen
      {{ DiscussionBoard.errors[8747777].message }}
    • Profile picture of the author freeburd
      One Call Closing Is here! FREE! War Room members only;
      http://www.warriorforum.com/war-room...-whitacre.html

      Claude, you reached your goal. I cannot put the book down. Thank you.
      Signature



      {{ DiscussionBoard.errors[8748399].message }}
  • Profile picture of the author Claude Whitacre
    Originally Posted by ewenmack View Post

    The first step is to create the person who says he is interested in finding out more.
    I'm in the middle of writing my book on prospecting. "Finding the person who is interested in finding out more" is the perfect verbiage to the purpose of prospecting (especially cold calling).

    Would You Like To See Video Footage Of Why People Won't
    Buy From You?
    [/QUOTE]

    That headline is virtually impossible to ignore. And it's impossible not to click.
    I'm going to use it in my marketing. Probably on a sales page for one of my books. I've tried to adapt it a few ways, but I seem to weaken it with every attempt. Maybe "Would you like to see video footage of why people won't buy from you today?" (for my One Call Closing book)


    By the way, what are you using it for?
    Signature
    One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

    What if they're not stars? What if they are holes poked in the top of a container so we can breath?
    {{ DiscussionBoard.errors[8747872].message }}
    • Profile picture of the author ewenmack
      Originally Posted by Claude Whitacre View Post

      I'm in the middle of writing my book on prospecting. "Finding the person who is interested in finding out more" is the perfect verbiage to the purpose of prospecting (especially cold calling).

      Would You Like To See Video Footage Of Why People Won't
      Buy From You?
      That headline is virtually impossible to ignore. And it's impossible not to click.
      I'm going to use it in my marketing. Probably on a sales page for one of my books. I've tried to adapt it a few ways, but I seem to weaken it with every attempt. Maybe "Would you like to see video footage of why people won't buy from you today?" (for my One Call Closing book)


      By the way, what are you using it for?[/QUOTE]

      Yes that headline example is curiosity in action,
      which works best in this first step in a multiple step
      campaign.

      Most headlines are benefit driven but are now weakened by
      mass messages people are exposed to today.

      I'm not using the headline for anything.
      It was just a demonstration for comparison
      and impact.

      Although I did send it out as a text message to see the response,
      and it was positive.

      Sent him a link to a video and he thanked me.

      Best,
      Ewen
      {{ DiscussionBoard.errors[8747907].message }}
  • Profile picture of the author Jassen
    [DELETED]
    {{ DiscussionBoard.errors[8748553].message }}
    • Profile picture of the author ewenmack
      Does your market/clients know this is blocking them
      from where they want to go?

      Best,
      Ewen
      {{ DiscussionBoard.errors[8748700].message }}
  • Profile picture of the author phil.wheatley
    Originally Posted by ewenmack View Post

    T
    Would You Like To See Video Footage Of Why People Won't
    Buy From You?
    Wow, that's powerful as hell!! What a great idea, and is no doubt a bit of a shock to business owners who think their marketing is fantastic :-)

    Phil
    Signature



    It's still not working for you??? Need direction?...
    ---->>>> BrainDirection.com <<<<----
    {{ DiscussionBoard.errors[8751447].message }}
  • Profile picture of the author MoneyMindset
    Don't let the simplicity of this line fool you. My initial thought with this is to use it as an opening for a specific company.

    If we go back to the example of providing a website for a company this could be a great opening to a private Youtube video that you create. Simply create a short video showing the business owner why they need a website. Provide a link to an opt in page to capture email!

    Now you have a qualified buyer that you can market your services to.
    Signature

    Don't make a "Plan B" as it only distracts you from "Plan A"

    {{ DiscussionBoard.errors[8751987].message }}
    • Profile picture of the author ewenmack
      Originally Posted by MoneyMindset View Post

      Don't let the simplicity of this line fool you. My initial thought with this is to use it as an opening for a specific company.

      If we go back to the example of providing a website for a company this could be a great opening to a private Youtube video that you create. Simply create a short video showing the business owner why they need a website. Provide a link to an opt in page to capture email!

      Now you have a qualified buyer that you can market your services to.
      There's a video on YouTube on the streets with people saying they Google
      to find a business that's local.

      Real proof of the public saying it...
      more credible than a marketer saying it.

      Now you are more likely have the viewer
      saying to himself, "Mmm, maybe I do need a website."

      A much better prospect than prior to viewing it.

      Best,
      Ewen
      {{ DiscussionBoard.errors[8754101].message }}
  • Profile picture of the author maricelu
    THIS. IS. PURE. GOLD.
    Signature

    I have no signature.

    {{ DiscussionBoard.errors[8756106].message }}

Trending Topics