What to do, what to do, what to do???

11 years ago

Why don't just give some free relevant information in the form of a newsletter for instance and offer paid consulting or product at the end ?

[ 1 ] Thanks
1 reply

{{ DiscussionBoard.errors[8858600].message }}

amcg 11 years ago

Originally Posted by lowriderzzz

Why don't just give some free relevant information in the form of a newsletter for instance and offer paid consulting or product at the end ?

Yeah, this is a good idea - create a funnel effect essentially. Email newsletters are perfect in this regard, probably your best bet though blogging is likewise a good funnel.
- Thanks
{{ DiscussionBoard.errors[8865683].message }}

sbucciarel

Banned 11 years ago

Let's see.

Free consultations = enough quality leads to have an awesome year.
Paid consultations = zip ... nada ... ice cold

You decide.

[ 2 ] Thanks
1 reply

{{ DiscussionBoard.errors[8858737].message }}

Hermes Urbanus 11 years ago

IMHO, try the survey. Sure to weed out the less serious, plus the principle of commitment & consistency should help with follow through for those that do take the survey (you've now increased accountability for them.) Hey, it might even give you some insights on their specific needs, thus making your job easier.

Going with the paid consults... It would definitely help you utilize the 80/20 principle for your time and your money, but you might find yourself delivering newspapers in between clients. Depends on your market base, competition, etc. - data you probably know better than anyone else.
- [ 1 ] Thanks
Signature

.
.
.
Resource List for New Warriors
www.warriorforum.com...where-sell-where-source-other-seller-tools.html
{{ DiscussionBoard.errors[8858857].message }}

Marvin Johnston

11 years ago

Dan Kennedy describes a situation where it was expected advertising firms would prepare a campaign at no charge. That campaign was presented along with other competitors for the account. The firms being courted sometimes took the ideas presented, and gave them to the people currently doing the work.

He decided that was not an good thing, and charged for doing the presentation... and was the only one doing that.

He describes this in one of his publications/posts/??? that I can't find right now.

If you want to be a follower, go ahead and do what everyone else is doing and give away free consults. Keep in mind how much value is given to free vs paid.

Otherwise, find out how to get paid for doing your thing. And qualifying your prospects so you don't waste your time is a very good thing indeed.

[ 1 ] Thanks

{{ DiscussionBoard.errors[8858954].message }}

Jason Kanigan

11 years ago

Monkey's Paw.
That's what you want.

Every single person who used my Timetrade link (now removed) over the past 6 months from the homepage on my site to sign up for a free talk with me, without contacting me in any other way, has failed to show up at the hour they chose. No commitment = no action.

No one fills out the questionnaires I have...that I made after watching Frank Kern's webinars in early 2013. Not saying it doesn't work, but it hasn't worked for me so far.

Nothing beats getting conversations with business owners and finding out if you're a fit.

I see guys like Bob Bly, Frank Ramumbawhatever and others saying when you call you put yourself at a disadvantage because you're obviously desperate for work. It ain't so. Those people are trying to SELL before they QUALIFY. All you want to do is get the conversation, and sort. If you're the one doing the rejecting, you're not desperate, are you.

The biggest problem at the start of a conversation is getting over the 'trust hurdle'. They don't know you, so why should they talk to you, tell you the truth about what's going on in their world, or even pay you money(!). So yes, when you charge for consultations you are going to see a massive drop in prospects--unless you have some sort of celebrity status. But then the trust hurdle is already at least partially overcome. And on the other hand, you definitely won't be wasting your time.

Not saying you shouldn't charge for consultations. Just expect there to be far fewer of them, and that can be OK. Time to amp up the celebrity status, leadgen and sorting, in that case.

Also, there's a secret to knowing when you should create a proposal and when you shouldn't. How much do you find out about who else your prospect is talking to?

[ 6 ] Thanks
1 reply

Signature

>> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 12+ Year Vet]

>> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services

{{ DiscussionBoard.errors[8859107].message }}

Marvin Johnston

11 years ago

Originally Posted by Jason Kanigan

Monkey's Paw.
That's what you want.

Every single person who used my Timetrade link (now removed) over the past 6 months from the homepage on my site to sign up for a free talk with me, without contacting me in any other way, has failed to show up at the hour they chose. No commitment = no action.

Your comments really resonated with me, and I've found them to be so very true.

Back in the 1970's, I gave a free seminar where some 25 people or so said they would be there... 14 showed up.

As an aside, this was a 3 day seminar and the only expenses participants had were their food (except for lunch) and lodging. Similar seminars at the time were probably in the $300/day or so range. I had other reasons for providing it at no cost.

The next time I gave the same seminar, I charged $250.00/person. One company said they "deserved" to come in for free since they missed the first seminar.

So I said okay.

They were the only people to not show up.

This was my first experience of equating no commitment = no action.

Thanks

{{ DiscussionBoard.errors[8859223].message }}

TheBigBee

11 years ago

Jason I think you nailed it. The clients who have previously paid me have trusted me... The shortest bridge to trust is authority...

I'm all over it.

Thanks
1 reply

Signature

FILL IN THE BLANKS!

{{ DiscussionBoard.errors[8859227].message }}

shane_k 11 years ago

Originally Posted by TheBigBee

Jason I think you nailed it. The clients who have previously paid me have trusted me... The shortest bridge to trust is authority...

I'm all over it.

Not really

Someone can view you as an authority yet not trust you enough to buy from you.

Focus more on the trust than the authority.
- Thanks
{{ DiscussionBoard.errors[8859831].message }}

vndnbrgj

11 years ago

You could also ask for a $97 or whatever you are comfortable with for a deposit.
That's what I do.
My consult isn't a sales pitch in disguise. It is all value.
After the value, if they want to move forward, they can.
If they don't , and they feel they haven't gotten $97 worth of value, I will give a refund.
Haven't had to give a refund yet.

I had the same problem though.
People want to talk forever and don't want to spend any money.

Not any more, I am too busy to take free time-sucking calls anymore.

Thanks

Signature

Life Begins At The End Of Your Comfort Zone

- Neale Donald Wilson -

{{ DiscussionBoard.errors[8859308].message }}

misterme

11 years ago

Last year I wasted a ton of time preparing project proposals

THAT was the error.

Some of those were closeable but it went past the sale when preparing bids and subsequently out of your control.

But you say you had a "really really" good year.

So don't throw out what works, even if it works different then what you'd like.

Tweak it:

Minimize the parts that don't work so well. The 80% that brings in the 20% parts.

While adding in new revised "let's see if this works better" parts.

So the idea of charging... you're going to close off the river of potential clients at the source if you do that. Unless you've built up such recognition, such authority, such celebrity, such demand, that people will still flow to you in droves. Have you?

If not then be the gold miner and let the river flow and sort for gold nuggets.

All you really need to do is qualify better up front. Not create barriers to entry such as instituting fees just to inquire. You're trying to see if the gold nuggets will pay you upfront. They may not.

Requiring fees before demonstrating value and building desire at this point may be more about you wanting a way to fix your frustration.

Create hoops to entry, not barriers. Qualify harder for 15 minutes on the phone. Then spend your time forward going on the highest likeliest prospects who pass that stage.

That's what I do.

It's a commitment for me to meet up with potential clients just for a "looksee" and time is a precious resource. So I press hard and qualify. AND presell.

Two days ago I met with prospective clients I had qualified like that. Spent two hours doing my performance/pitch/sales - whatever you want to call it. They got back to me with "We would love to work with you if you'll have us." <--- See that? Gotta love it. That's the way you want them to feel. And now I have $5,000 more than I had yesterday and a new client to take loving care of who's going to be a breeze to work with.

[ 6 ] Thanks
1 reply

{{ DiscussionBoard.errors[8859442].message }}

shane_k 11 years ago

Originally Posted by misterme

Some of those were closeable but it went past the sale when preparing bids and subsequently out of your control.

This is such a great point.

Sounds like you might have been too focused on bringing the customers through your sales process instead of paying attention to who was ready to buy now, and who still needed to be lead further.
- [ 1 ] Thanks
{{ DiscussionBoard.errors[8859829].message }}

Hermes Urbanus

11 years ago

Attention Warriors:

Please stop adding good advice to this thread. I'm getting writers cramp trying to copy down all this great stuff.

Thank you!

Thanks
1 reply

Signature

.
.
.
Resource List for New Warriors
www.warriorforum.com...where-sell-where-source-other-seller-tools.html

{{ DiscussionBoard.errors[8859460].message }}

ADukes81 11 years ago

Originally Posted by Hermes Urbanus

Attention Warriors:

Please stop adding good advice to this thread. I'm getting writers cramp trying to copy down all this great stuff.

Thank you!

Could you please change your avi? Got a diehard Michigan fan here

On a serious note, this is a great thread. Where are these leads coming from? Your website? Filling out a free consult form or something?
- [ 2 ] Thanks
Signature
How to Build a Sales Funnel for FREE
{{ DiscussionBoard.errors[8859489].message }}

bizgrower

11 years ago

Originally Posted by TheBigBee

Last year I wasted a ton of time preparing project proposals for B2B clients who were ultimately dead beats. Even still, I managed to make it a really really good year.

This year I've decided; "no free consultations - period."

Whereas my leads were happy to waste my time for free in 2013 (enough converted to make it an awesome year), now they are all going ice cold. They are offended that I ask for a consult fee before speaking with them.

I do not have the time to spend with folks where I know 90% will be tire kickers. How do I balance out needed to protect my time vs. screening for qualified individuals? I'm putting out more content more aggressively and when I do this inbound inquiries go up.

I am thinking of instituting a survey where I only talk to folks whose survey responses give me reason to believe they are serious about getting my help.

What do you guys think?

I think this is where you put in a truthful sense of urgency. "I'm getting booked up for the first three or four months of this year and can take on about x or y many more major clients at this time..."

Thanks
1 reply

Signature

"If you think you're the smartest person in the room, then you're probably in the wrong room."

{{ DiscussionBoard.errors[8859732].message }}

ewenmack 11 years ago

The degree of built in urgency combined
with their degree of belief and trust in you
will determine if you get hired...allowing they do
have the money.

Best,
Ewen
- [ 1 ] Thanks
{{ DiscussionBoard.errors[8859782].message }}

Hermes Urbanus

11 years ago

Hey, BigBee... Buzz over to this thread and take a look. You motivated me to fire off a project this morning. You might find some of it interesting.

Thanks

Signature

.
.
.
Resource List for New Warriors
www.warriorforum.com...where-sell-where-source-other-seller-tools.html

{{ DiscussionBoard.errors[8860047].message }}

Sieg

11 years ago

I do training sessions in the UK, US, Japan for industry specialists of how to consult higher fees
If you are struggling for to close leads, you might be targeting the wrong crowd.

You say the type of help but is this just general business advice you are going to help them out with?

High commanding fees come from specialization. Usually if you are an independent contractor, you may want to position yourself that way so you will be more appealing. Consultants that do general business advice are usually being fed by the bigger companies by their junior analysts.

I say specialization for a reason. If you were to advertise yourself as just a business consultant, you are expected of many things. from the efficient and effective operations, the main branches of financial mgmt, marketing, legal and regulatory, strategic, production, service and IT etc. the list goes on.

You are much better off calling yourself an expert in one of those fields. Usually a business that makes good money has one inefficient function that really needs fixed, not the whole company being re-analysed by someone they hardly know.

$500+ an hour worth of advice is if you can make them twice the amount you are asking within the hour your strategy is executed. business functions or enhancements that show instant results as soon as you execute is what will give you retention for further expanding of what you implemented.

By the way, there are some industry experts believe that consultants shouldnt even blog.

How about using content in the form of white papers? You should really try this, it works for my clients.

White papers are considered authentic and professional reports which make a huge difference from just blogging for content.

Thanks

{{ DiscussionBoard.errors[8860181].message }}

RRG

11 years ago

Another option is to charge something for the consultation, then state that amount will be credited toward your services should it be a good fit to work together.

It's worth at least testing.

Thanks

{{ DiscussionBoard.errors[8864478].message }}

Aaron Doud

11 years ago

I think this post from Perry Marshall may help you. Let's you tone back the free consultations.
Openline

Also IMO offer a discount equal to the consultation fee if they hire you.

And maybe offer a money back guarantee. Maybe something like if you don't find value in our consultation worth at least $100 (the fee) I will not only refund your $100 i will also pay you $100 for your time.

The key is two fold.

Eliminate time spend with tirekickers
Build trust in true prospects.

[ 3 ] Thanks

Signature

Aaron Doud - Sales & Success

{{ DiscussionBoard.errors[8864566].message }}

focusedlife

11 years ago

@Aaron - I actually interviewed Perry recently...that dude is a whirlwind of information.

Did you read his 80/20 book? Fantastic...

@BigBee - Most top level folks are multi-layered...they have positioning, limited availability, lots of great marketing collateral and definitely loads of confidence when commanding their fees.

My buddy, Robert Stanley showed me this strategy - free consults, but paid initial reports.

Charge a fee...whatever it is you're comfortable with $100-$350... say you guarantee the custom game plan for their specific problem...

You go away create the report - come back for a sit down...they say ok and you move forward OR

They say no...you give them their money back you keep your detailed report.

This was a powerful takeaway and most effective at the live sit down (as opposed to a emailed PDF).

Hope you found that helpful.

Regards

Los

[ 1 ] Thanks

Signature

The only group with more actionable info than any WSO → The Parlay Society
Want me to write stuff for you? → Click here to check this out

{{ DiscussionBoard.errors[8865260].message }}

Matt Lee

11 years ago

I HATE being stood up just as much as the next guy... Probably more if I sit here and dwell on it lol.

But I don't think the key is charging them, although to each their own. I think the KEY to getting them to show is

1. Qualify them (to see if they would even be a good fit for your business... SO important! ) and
2. Give them the impression you are going out of your way to meet with them - Your time is valuable, MORE valuable then theirs. Everyone else will bend over backwards to accommodate whatever they need.

Don't be THAT guy. Play hard to get, they need to want what you can do for them, before you've told them what you can do for them

Tell them to give you 3 different times over the next X days and you will do your best to meet with them on one of those 3 dates/times. Make sure to mention at the end that you value and appreciate their time, and only request that they return the favor & let you know if something comes up between now & then. Cancellations are fine, stuff happens - it's the no shows that piss me off.

[ 1 ] Thanks

Signature

"One of the Most Successful Offline WSO's Ever!
Get More High $$$ Clients with this Small Business Marketing PLR Magazine

{{ DiscussionBoard.errors[8865384].message }}

Peter Lessard

11 years ago

Perhaps it would be better to figure out why you "waste a ton of time preparing project proposals". I am totally not trying to be a smart ass :-) I just don't do proposals or anything that takes up my time if I am not their guy after we talk. If after speaking with me they still think that I should be in competition with firm a,b,c I just let them go hire those folks.

Most of the time if a prospect says can you put together a proposal for me I view that as someone that is trying to be polite but is not really interested or someone that is not the decision maker and if I cannot talk to the decision maker the conversation does not even happen. If they are not sold after my conversation I move on. No amount of paperwork can do what I failed to do in a conversation.

If I talked to the decision maker and he asks for a proposal I say no thanks but I am happy to put together the contract exactly as we just discussed that you can sign if you have retainer and are ready to work together. Let me know if you would like to do that when you are done with everyone proposals.

Granted I am NOT a traditional marketing company. I do NOT need a ton of new clients, just a few ideal clients.

[ 4 ] Thanks
1 reply

Signature

Ready to generate the next million in sales? The Next Million Agency

{{ DiscussionBoard.errors[8865639].message }}

Jason Kanigan

11 years ago

Originally Posted by plessard

Perhaps it would be better to figure out why you "waste a ton of time preparing project proposals". I am totally not trying to be a smart ass :-) I just don't do proposals or anything that takes up my time if I am not their guy after we talk. If after speaking with me they still think that I should be in competition with firm a,b,c I just let them go hire those folks.

Most of the time if a prospect says can you put together a proposal for me I view that as someone that is trying to be polite but is not really interested or someone that is not the decision maker and if I cannot talk to the decision maker the conversation does not even happen. If they are not sold after my conversation I move on. No amount of paperwork can do what I failed to do in a conversation.

If I talked to the decision maker and he asks for a proposal I say no thanks but I am happy to put together the contract exactly as we just discussed that you can sign if you have retainer and are ready to work together. Let me know if you would like to do that when you are done with everyone proposals.

Granted I am NOT a traditional marketing company. I do NOT need a ton of new clients, just a few ideal clients.

Yes, I asked a question at the end of my earlier post and it wasn't rhetorical.

A proposal or quote should be the simple confirmation of what you've already agreed with the prospect on doing.

People provide quotes at the wrong time, because buyers have trained them to do that.

[ 2 ] Thanks
2 replies

Signature

>> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 12+ Year Vet]

>> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services

{{ DiscussionBoard.errors[8865762].message }}

TheBigBee

11 years ago

Thanks all!

How would you have played this scenario? I lined up some targets from my opted in e-mail list and sent out an e-mail that was intended to "provoke" the tire kickers into positive action. These guys are noobs to their vertical and I simply informed them of the surest path to failure (which they are all on incidentally).

One target opened my e-mail 17 times on Sunday. He was the biggest tire kicker of them all. "We have big bucks and we want you to leave your state to come help us (for free)." Never said; "for free" but that was the intent. When I rebutted with; "sure pay my fee first." Then it went to "lets have a call." I agreed. On the call I proceeded to basically evade all questions and avoid giving direct answers to any.

I even had to go so far as to say; "I really want to work with you all - but now this has gone from introduction to your getting me to work for free."

So based on the fact that the average number of opens when you TAKE THIS GUY OUT was 1.5, and he opened it 17 times on a Sunday - I'm sure it had an impact on him. What's your play?

Thanks
1 reply

Signature

FILL IN THE BLANKS!

{{ DiscussionBoard.errors[8866370].message }}

Jason Kanigan

11 years ago

Originally Posted by TheBigBee

Thanks all!

How would you have played this scenario? I lined up some targets from my opted in e-mail list and sent out an e-mail that was intended to "provoke" the tire kickers into positive action. These guys are noobs to their vertical and I simply informed them of the surest path to failure (which they are all on incidentally).

One target opened my e-mail 17 times on Sunday. He was the biggest tire kicker of them all. "We have big bucks and we want you to leave your state to come help us (for free)." Never said; "for free" but that was the intent. When I rebutted with; "sure pay my fee first." Then it went to "lets have a call." I agreed. On the call I proceeded to basically evade all questions and avoid giving direct answers to any.

I even had to go so far as to say; "I really want to work with you all - but now this has gone from introduction to your getting me to work for free."

So based on the fact that the average number of opens when you TAKE THIS GUY OUT was 1.5, and he opened it 17 times on a Sunday - I'm sure it had an impact on him. What's your play?

Well, you should be asking most of the questions and they should be doing most of the talking. At the beginning and end of the conversation you end up talking more, because you're setting up the rules and next steps. But in the middle it should be 70% them talking and 30% you.

How did you set up the call? "OK, so we'll get on a call...should be about 40 minutes, that's typical...are you all right with that? Good. I'll have some questions for you, because I need to understand your specific situation. Then I'm sure you'll have some questions for me. At the end of that time it should be clear to both of us whether we're a fit or not. If not, that's OK; we'll just hang up and go our separate ways. If we are a fit, we'll figure out what that next step looks like then. Sound good?"

Or did you get started without an up front contract, and let them try to ask all the questions and get a free consultation from you?

Your first question: "So, why did you choose to talk to me today?" Wishy-washy answer = fishing for info and no commitment. Strong answer ("I really liked what you said in your email about _____") = has identified a unique reason for working with you = build on that = some commitment.

[ 2 ] Thanks
1 reply

Signature

>> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 12+ Year Vet]

>> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services

{{ DiscussionBoard.errors[8866628].message }}

TheBigBee

11 years ago

Originally Posted by Jason Kanigan

Well, you should be asking most of the questions and they should be doing most of the talking. At the beginning and end of the conversation you end up talking more, because you're setting up the rules and next steps. But in the middle it should be 70% them talking and 30% you.

How did you set up the call? "OK, so we'll get on a call...should be about 40 minutes, that's typical...are you all right with that? Good. I'll have some questions for you, because I need to understand your specific situation. Then I'm sure you'll have some questions for me. At the end of that time it should be clear to both of us whether we're a fit or not. If not, that's OK; we'll just hang up and go our separate ways. If we are a fit, we'll figure out what that next step looks like then. Sound good?"

Or did you get started without an up front contract, and let them try to ask all the questions and get a free consultation from you?

Your first question: "So, why did you choose to talk to me today?" Wishy-washy answer = fishing for info and no commitment. Strong answer ("I really liked what you said in your email about _____") = has identified a unique reason for working with you = build on that = some commitment.

Pure gold and I thank you.

However, what do you recommend I do with the guy who has now opened my e-mail 18 times?

Thanks
2 replies

Signature

FILL IN THE BLANKS!

{{ DiscussionBoard.errors[8866767].message }}

Jason Kanigan

11 years ago

Originally Posted by TheBigBee

Pure gold and I thank you.

However, what do you recommend I do with the guy who has now opened my e-mail 18 times?

I thought you had already spoken with him. Perhaps I misunderstood.

Interest does not equal qualified.

I can be very interested in a Ferrari and look at it many times, but lack the funds to buy it.

You can't really let him know you saw he opened the email a ton of times, or he'll think you're stalking him (I mean, you could try it, but be prepared for the conversation to come to an abrupt halt). Has he responded to you from the email?

If I understood correctly, you had a phone conversation before in which he was in control of the process, asking questions and you evading answering? That is going to be a bit of a hurdle to overcome but not necessarily life-threatening. You could call him...ask if he saw your recent email, and what he thought about it. If he's open to discussing it, you might hear what impressed him so much.

Then set up your up front contract about how you can move forward together. And either he wants to play ball or he doesn't.

"You know, if you want to talk about this stuff in a little more detail, we can...the way I usually work is" (people love hearing there is a process) "I need to find out more about your exact situation, to find out how I can best help you. So I'll ask you some questions. Then I can give some recommendations. And then I'm sure you'll have some questions for me. I'll do my best to respond to those. At the end of our talk we should have a good idea of whether we're a fit or not. If not, that's fine and we'll just hang up. If we are a fit, we'll figure out what the next step looks like."

Now here comes the budget test. This comes up in an "Oh yeah, I just remembered" kind of tone:

"Before we get started, I have to share with you that the typical budget for a project with me is between $X and $Y. Yours may be a little less, or maybe a little more, depending on what we come up with. Is that OK for you, or is it completely off the table?"

You want to find out NOW if the guy is a dreamer.

If he comes back with, "We already talked before, and you didn't give me anything," remind him that you weren't able to ask him any questions about his business at the time. If he can give you the opportunity to learn more about his unique situation now, you can give more help.

Thanks
1 reply

Signature

>> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 12+ Year Vet]

>> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services

{{ DiscussionBoard.errors[8866904].message }}

TheBigBee

11 years ago

Originally Posted by Jason Kanigan

I thought you had already spoken with him. Perhaps I misunderstood.

Interest does not equal qualified.

I can be very interested in a Ferrari and look at it many times, but lack the funds to buy it.

You can't really let him know you saw he opened the email a ton of times, or he'll think you're stalking him (I mean, you could try it, but be prepared for the conversation to come to an abrupt halt). Has he responded to you from the email?

If I understood correctly, you had a phone conversation before in which he was in control of the process, asking questions and you evading answering? That is going to be a bit of a hurdle to overcome but not necessarily life-threatening. You could call him...ask if he saw your recent email, and what he thought about it. If he's open to discussing it, you might hear what impressed him so much.

Then set up your up front contract about how you can move forward together. And either he wants to play ball or he doesn't.

"You know, if you want to talk about this stuff in a little more detail, we can...the way I usually work is" (people love hearing there is a process) "I need to find out more about your exact situation, to find out how I can best help you. So I'll ask you some questions. Then I can give some recommendations. And then I'm sure you'll have some questions for me. I'll do my best to respond to those. At the end of our talk we should have a good idea of whether we're a fit or not. If not, that's fine and we'll just hang up. If we are a fit, we'll figure out what the next step looks like."

Now here comes the budget test. This comes up in an "Oh yeah, I just remembered" kind of tone:

"Before we get started, I have to share with you that the typical budget for a project with me is between and . Yours may be a little less, or maybe a little more, depending on what we come up with. Is that OK for you, or is it completely off the table?"

You want to find out NOW if the guy is a dreamer.

If he comes back with, "We already talked before, and you didn't give me anything," remind him that you weren't able to ask him any questions about his business at the time. If he can give you the opportunity to learn more about his unique situation now, you can give more help.

Sorry! The guy cold called me as all prospects do. I have yet to make a prospecting, direct mail, etc. I post content on Linked In and they call me.

Somehow I lost my head when the underling (not even a manager) flattered me. I've downloaded your stuff. You're great blah blah blah. He tricked me into a "soft" consultancy.

Then came an email from underling. "Come to us." Didn't even offer to pay for my travel. Me; "fee first."

Then this is where I really messed up. I sent them a proposal following an unproductive conference call. They got cold. Then I went on a content creation binge to heat him back up.

Thanks

Signature

FILL IN THE BLANKS!

{{ DiscussionBoard.errors[8867173].message }}

Peter Lessard

11 years ago

Originally Posted by TheBigBee

Pure gold and I thank you.

However, what do you recommend I do with the guy who has now opened my e-mail 18 times?

I would send him some of the medication Ritalin for his attention deficit disorder and then remove him from my list. :-)

Seriously though early in my career I would have fun closing this type of person but what I learned was being able to convince people to do something if it is not for them or they are not ready only leads to buyers remorse, hard feeling and uncooperative clients.

In the past if I saw a guy open an email 18 times I would of smiled and said to myself I got this poor guy and figured out a crafty way to close him. At this stage in my career I now look at that same prospect and say to myself there is no way I want to work with this guy he will drive me nuts, he cannot make a decision and if I do close him he will go from sold to buyers remorse faster than I can blink.

Thanks
1 reply

Signature

Ready to generate the next million in sales? The Next Million Agency

{{ DiscussionBoard.errors[8867033].message }}

Jason Kanigan

11 years ago

Originally Posted by plessard

I would send him some of the medication Ritalin for his attention deficit disorder and then remove him from my list. :-)

Seriously though early in my career I would have fun closing this type of person but what I learned was being able to convince people to do something if it is not for them or they are not ready only leads to buyers remorse, hard feeling and uncooperative clients.

In the past if I saw a guy open an email 18 times I would of smiled and said to myself I got this poor guy and figured out a crafty way to close him. At this stage in my career I now look at that same prospect and say to myself there is no way I want to work with this guy he will drive me nuts, he cannot make a decision and if I do close him he will go from sold to buyers remorse faster than I can blink.

I love how everyone else is putting on their Superman cape saying, "I would have closed him"...I'm sharing what to actually DO. Qualify the guy before you quote or give a consultation. And I'm giving the words to do it--something I usually charge for.

Plessard, your posts have been helpful before; perhaps you could share some actual methods on how you would go ahead here?

[ 1 ] Thanks
1 reply

Signature

>> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 12+ Year Vet]

>> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services

{{ DiscussionBoard.errors[8867079].message }}

Peter Lessard

11 years ago

Originally Posted by Jason Kanigan

I love how everyone else is putting on their Superman cape saying, "I would have closed him"...I'm sharing what to actually DO. Qualify the guy before you quote or give a consultation. And I'm giving the words to do it--something I usually charge for.

Plessard, your posts have been helpful before; perhaps you could share some actual methods on how you would go ahead here?

Jason you give some solid advice.

As I stated already I would personally walk away at this stage in my business so I did not bother providing more information. If I do not think its a great idea to jump off the cliff I don't like to then say but if you had to jump off the cliff here is how to do it. Since I have my cape on I will elaborate on what I would do ;-)

If I did want to close him and was not listening to the little devil on my shoulder I would be very direct either by phone or email and re-state what had occurred so far, see if there were questions still outstanding and give exact steps on how we could work together. I am not clear on if a conversation with him already occurred or what sticking points exist or how clear the prospect is on exactly how to proceed. It seems this prospect would react better to having things in writing since he opens emails 18 times lol. I would also make sure the email had a link to click for him to complete the transaction (retainer, contract etc..) basically give it to him on a silver platter. I would put an expiry date on the offer, 48 hours maximum.

If I was listening to the devil on my shoulder I would do a hard sell scarcity tactic.

----------------------------------------------------------------------------------
Email
Subject: I must withdraw my offer of service - my apologies

"Hey Steve, It was a pleasure chatting with you about how I could help your business increase sales by 30%.

Unfortunately I made the same offer to several companies at the same time not realizing how positive the response would be and now all my spots are filling up.

I think you still have some reservations about working with me so a quick decision is not likely. If we could of closed this tomorrow with a signed contract and retainer we could of done some interesting things together.

I wish you the best and hope we can work together some time in the future.

All the best, Peter
----------------------------------------------------------------------------------

Peter now takes cape off and steps away from keyboard :-)

[ 1 ] Thanks

Signature

Ready to generate the next million in sales? The Next Million Agency

{{ DiscussionBoard.errors[8867154].message }}

Ron Lafuddy 11 years ago

Jason Kanigan;.

"People provide quotes at the wrong time, because buyers have trained them to do that."

More likely they've been trained by sales management that doesn't have clue one how to sell.

I had that experience early on. I didn't become an effective salesperson until I dumped their "sales funnel/multi-call/proposal" nonsense and became a one-call closer.

My income skyrocketed, which was all the proof I needed that I was on the right track.
- Thanks
{{ DiscussionBoard.errors[8866673].message }}

verial

11 years ago

I never do phone calls if I can avoid them. I need something like a Go To Meeting so that I can get them to draw up their business and marketing strategy. If they can't draw it up, I end the consultation and tell them to do that first, and we reschedule the call.

Of course, if the clients come through my site, this is no problem, because we require an application before a consultation:

IB Mass | Services

You can take a look and see if this type of lead generation "wall" fits your business.

Thanks
1 reply

Signature

Don't Click Here Until You've Made Your First $3,000

"Creativity is overrated. Most business success comes from developing a system that produces consistent results." -Ray Kroc

{{ DiscussionBoard.errors[8866690].message }}

Jason Kanigan

11 years ago

Originally Posted by verial

I never do phone calls if I can avoid them. I need something like a Go To Meeting so that I can get them to draw up their business and marketing strategy. If they can't draw it up, I end the consultation and tell them to do that first, and we reschedule the call.

Of course, if the clients come through my site, this is no problem, because we require an application before a consultation:

IB Mass | Services

You can take a look and see if this type of lead generation "wall" fits your business.

And this works for you? It's getting you a steady stream of clients?

The positioning is all right, but then a $2000 (refundable) fee plus you want them to upload all of their marketing material and business plan--sight unseen, which you are to them? Off of a website visit?

Tell us more, please.

Thanks

Signature

>> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 12+ Year Vet]

>> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services

{{ DiscussionBoard.errors[8866752].message }}

Jason Kanigan

11 years ago

This is called a 'stroke', and the fully conscious intention of the prospect by using is to make your chest puff out with pride and start gushing valuable information. I train my advanced students on how to watch for it and deal with it. There is a lot going on in selling, and it happens very fast. If you don't know how to identify what's going on, and have a quick reaction to it, the prospect will run the process.

Why was the conference call unproductive? Because you didn't put an up front contract into place about how it was going to go (and the prospect can always add what they want to the agenda beforehand) and how it could turn out--what you would do in either case (fit or not a fit).

I don't think you needed a content binge to reheat him--he was already interested. If you still want to qualify him further following what I and Plessard have shared, give him a call with the wording I shared above and find out.

Thanks
1 reply

Signature

>> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 12+ Year Vet]

>> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services

{{ DiscussionBoard.errors[8867232].message }}

TheBigBee

11 years ago

Originally Posted by Jason Kanigan

This is called a 'stroke', and the fully conscious intention of the prospect by using is to make your chest puff out with pride and start gushing valuable information. I train my advanced students on how to watch for it and deal with it. There is a lot going on in selling, and it happens very fast. If you don't know how to identify what's going on, and have a quick reaction to it, the prospect will run the process.

Why was the conference call unproductive? Because you didn't put an up front contract into place about how it was going to go (and the prospect can always add what they want to the agenda beforehand) and how it could turn out--what you would do in either case (fit or not a fit).

I don't think you needed a content binge to reheat him--he was already interested. If you still want to qualify him further following what I and Plessard have shared, give him a call with the wording I shared above and find out.

By unproductive I meant the call ended with them disappointed; they got no free work. Me, they gave me the great privilege of following up with a proposal.

Thanks

Signature

FILL IN THE BLANKS!

{{ DiscussionBoard.errors[8867335].message }}

What to do, what to do, what to do???

Trending Topics

Do You Have Basic Manners?

When i see a good product to sell,greedy people are already doing it

Should we create Backlinks for Product page?

Your Last Meal On Earth?

Can you succeed by doing no more than the competition-