How to get clients to Pay you the big bucks

HOW are you making calls? What's happening when you make them?

Are you qualifying first or jumping into your presentation?

How are you targeting?

http://www.warriorforum.com/offline-...ake-money.html

You might start by buying a mailing list of people who have expressed interest in SEO services. Then start mailing a physical newsletter every week to these people. Always include your contact information with the newsletter and a mail back card that will allow your potential client to contact you for an SEO quote. You will want to include reference to previous SEO work and provide a link to your online SEO website. This could help you secure more SEO contracts, even locally.

Your biggest challenge will be to identify your best clients, what Matthew North calls I think the PPP, or Preferred Prospect Profile.

You have the freedom to call on whoever you want, but my recommendation is to only deal with the most successful clients in your niche. Your sales volume and profit will be highest, and hassles the lowest, by working with smart marketers that know what they are doing.

That means you don't have to educate them on your service. They already get it.

At the same time, your challenge will be to differentiate yourself from their current providers. You must know why you are better: more targeted/more specialized/faster/better service/local provider/unique knowledge/dating the owner's daughter or whatever makes you a solid value.

I suggest trying to get some traction by talking in person with local business owners. Draw them out in conversation to find out what it important to them and then structure a solution. By meeting in person, you'll get a better grasp of what they need and can build a stronger relationship. Check posts by Andrew Cavanaugh to get the details on how to do this effectively:

http://www.warriorforum.com/offline-...ml#post8760438

http://www.warriorforum.com/offline-...ml#post8689566

I am responding because your title said "How to get clients to pay you the big bucks"
I do that by finding clients I can make big bucks for.

I always look at it this way.
I find a niche or client, look at his marketing and offer and if I get an aha moment of
wow this guy has no idea what I could do for his business
I then proceed to communicate with him what I could do for his business and what it would cost.

I know it sounds stupidly simple but it really is.
I don't set out to sell someone a site or seo or ppc I set out to find a solution to make them enough money that my fee is a joke to them.

The trick becomes finding clients and niches where they can hand you very large checks and be happy about it.

You made calls all week? Was this your first week? How many calls did you make?

I don't think you should be giving up on cold calling simply 'cuz it didn't work out the first week. Cold calling is still the fastest way to get clients, especially comparing to other advertising methods where you might have to tweak and track 'till your broke...lol

I think the best way to get clients is to go to them as a local business owner too--then you have that sort of connection & they tend to let their guard down vs you calling them up trying to sell them something.

After all, people tend to do business with those they know, like, and trust.

read Spin Selling by Rackham

also if you want to charge big money, then you have to give results that bring in much bigger money so the risk (investment) is a safer bet with a most favourable ratio

Zach:

Man, there's a bunch of things you could do. I checked out your profile and didn't see any links to your website so I'll ask a few questions first:

How are you selling these services? Meaning: hourly, flat fee, guarantee of results, cut of sales?

Do you have referenceable customers?

Are you in the process of warming up the cold calls by sending some info in advance?

There's good advice in the posts so far, too.

Here's one way to get around the "I've already got a web guy/marketing person..."
Agree with the person on the phone: "I imagine you do have someone."
Then, say something like this: "At some point, you probably didn't have a web guy or you may have changed from one web guy to another. How did you make the decision to hire that person or change to the new one?"
Allow the person to answer you. Then ask what areas in their web marketing could improve. Hopefully, you provide services in these areas. If so, mention you did a project for Company X in that area with proven results. Express your results in numerical terms (X new customers or Y% more leads/mo, for example).

If you cannot help them or if you sense the call isn't going well, let the prospect know you have to go and ask if its ok to follow up in a few months. Tell him/her you are going to email an example of someone you helped.

Keep track of that person and move to the next call.

Looking forward to your thoughts.

Bill