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Another 9x12 case study

by Madisyn
15 replies
Hey guys, I'm new to posting here but I have been lurking for years. After deciding to start the 9x12 method, I wanted to share it with you here and maybe get some feedback. I know some of you might be sick of the 9x12 posts, but I couldn't get enough of them these past weeks so I'm sure there's more like me.

I have a printing and graphics company, I even have an online EDDM printing company, and I've done tons of EDDM campaigns for clients so this is nothing new to me, I know the whole process, can design the ads myself, and print for very low prices. But after seeing Bob Ross's post, I can't believe I never put the pieces together to do a shared campaign like that. So I got a DBA, designed my own mockup, and got them printed on the same 16pt gloss stock that will be used, got contracts printed, business cards, etc. Started hitting the streets on Monday, and man, it is harder than I expected.

I will bust my ass and work 24 hours a day (sometimes I do), but when it comes to the face-to-face, I am pretty shy and it is a mental thing that I have to overcome. Although internal, I don't think I'm showing it much, and I think my pitch is pretty good. Monday started off well, the third business I walked into wrote me a check. But that is all I've gotten so far. I have a few that sound promising, they are definitely interested and told me to come back in a few days. I've gotten some interest, but a lot of the typical "so and so isnt here right now, we're not interested, etc". So 2 days of being on the streets and I've only got one check. I don't think that's a good start.

Emailed about 30 places Monday as well, not even one response. Today I've spent all morning emailing, so we'll see. I'm getting discouraged but I won't give up.

I am mailing to 5,000 and only charging $199 per ad (8 on each side), what gives?!

I'm in South FL btw, don't know if anyone else is doing it down here. I'm 26 but have been told I look really young (like less than 18), don't know if that has anything do with it.

I'll keep at it and report back. Does anyone have any specific email or cold calling scripts for this? I purchased a product by Amber Chisolm but I guess I accidentally got the niche card thing and not her other offer, and there was no scripts or anything in it. I will go look for her original WSO.
#9x12 #case #study
  • Profile picture of the author jimbo13
    Rather than hitting the streets have you contacted anyone in your existing database whom you feel would be a good fit for this?

    eg If you have done graphics and printing for cardboard manufacturers then that is probably no good but if you have done graphics and design for furniture shops, restaurants, that is to say B2C businesses, your conversation would be very different. Especially if they were on some sort of repeat business with you already.

    I am sure you have thought of this but as you have not said then I was just checking.

    Dan
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    • Profile picture of the author Madisyn
      I have contacted the local clients I have worked with that would be a good fit. But these are the companies who are currently doing their own mailings. Some of them might be interested, and I am going to definitely be following up and try to get them to join, but they have the budget to do these things solo. But mostly, the companies I work with are not local. I do a lot of marketing online, and get customers remotely, so there's very few that are close enough.
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      • Profile picture of the author Robert Domino
        If you're shy and not a good salesperson, your best bet is to build this through networking. It might not be as quick but it will last a lifetime. Since you already have a printing and graphic design business, you have the perfect setup.

        Join the chamber of commerce, do presentations at local associations (ie real estate offices, businesses that need printing, community events etc) and show them your graphic design/print products.

        Once you've established that network of people who actually know you and your business, then you won't need to randomly go in and "sell" something.

        Case study: 2 months ago, in the middle of winter, some company that does house insulation came to do a presentation at our real estate office and showed us how their product can help save about 30% heat. How many clients and referrals do you think they got / will get in the future?
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        • Profile picture of the author Jason Kanigan
          Originally Posted by Robert Domino View Post

          If you're shy and not a good salesperson, your best bet is to build this through networking. It might not be as quick but it will last a lifetime. Since you already have a printing and graphic design business, you have the perfect setup.

          Join the chamber of commerce, do presentations at local associations (ie real estate offices, businesses that need printing, community events etc) and show them your graphic design/print products.

          Once you've established that network of people who actually know you and your business, then you won't need to randomly go in and "sell" something.

          Case study: 2 months ago, in the middle of winter, some company that does house insulation came to do a presentation at our real estate office and showed us how their product can help save about 30% heat. How many clients and referrals do you think they got / will get in the future?
          'Cuz there's nowhere and no one to get selling skills for free from on this forum.

          * Ken Michaels
          * Claude Whitacre
          * Dan McCoy
          * Rus Sells
          * MisterMe
          * TheBigBee
          * Matthew North

          and a few others I apologize for forgetting right now.

          http://www.warriorforum.com/offline-...t-selling.html

          Hmm.
          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
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          • Profile picture of the author Robert Domino
            Originally Posted by Jason Kanigan View Post

            'Cuz there's nowhere and no one to get selling skills for free from on this forum.

            * Ken Michaels
            * Claude Whitacre
            * Dan McCoy
            * Rus Sells
            * MisterMe
            * TheBigBee
            * Matthew North

            and a few others I apologize for forgetting right now.

            http://www.warriorforum.com/offline-...t-selling.html

            Hmm.
            Highly irrelevant post to my reply.

            Hmm.
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            • Profile picture of the author DABK
              It's harder than some make it sound.

              A lot of it has to do with your expectations, though. If you're just walking into random businesses and random times, the person you need to see is not going to be there in a lot of the cases.

              A lot of it has to do with your presentation. Are you telling them about how you're different from your competitors? Are you offering them exclusivity (i.e., if a car repair shop signs up, no other car repair will be on your card).

              On the mock up, mark the slot you got paid for as Reserved, in big loud letters. Mark at least another one as reserved... Give it away for free to a charity if you have to have a reason for marking it off.

              But having some spaces taken will make people looking at it feel more comfortable giving you a try.

              Give them incentives to sign up... If you sign up by x, I'll print you 500 cards for 50% off... or whatever makes sense to you... and them.

              In my case, vocational schools were most responsive... but they wanted a larger area... I offered 5000 to routes within 5 miles of their business. They wanted 10,000 but 10-15 miles away from their business.
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            • Profile picture of the author Jason Kanigan
              Originally Posted by Robert Domino View Post

              Highly irrelevant post to my reply.

              Hmm.
              Not at all. You said to start networking. That's great, and the OP should do that, but the OP also needs sales in the very near future.

              The tone of your post as I read it communicates that the OP should give up on every other approach.
              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
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              • Profile picture of the author Madisyn
                I know I just started and obviously not going to get all my ads sold in the first 3 days of walk ins, I'm just wondering where I stand compared to others who have done this successfully. Many of the businesses definitely seem interested, but no one wants to write a check there on the spot. I think I'm presenting it well but I'm not pushy enough to close the deal I guess. Even though I've used different tactics such as "If you don't reserve a spot now, I can't guarantee it will be available after today. We are visiting with other (salons) today and we only accept one in that industry." or "The spots are filling up quickly, but a $99 deposit will reserve your spot."

                I've given myself one month to get this done. My deadline is May 16 to have everything ready for print, then the mailing is May 27. Hopefully I can pull it together by then.

                I'm just amazed that so many people have had great luck without face to face, and through email. I haven't had any responses through email! My subject line is "Are you available later today or tomorrow" as I've seen somewhere else here on the forum. Not sure what would be better, as I don't want them to automatically spam the email just by reading the subject.
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              • Profile picture of the author jimbo13
                Originally Posted by Jason Kanigan View Post

                The tone of your post as I read it communicates that the OP should give up on every other approach.
                You read it wrong then.

                Dan

                PS: Madisyn, I guess you have read this as it is on the same page. http://www.warriorforum.com/offline-...rd-system.html
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                • Profile picture of the author mojo1
                  If you bought one of Amber's products that comes with access to her
                  FB group. It's a really great place with successful members willing to offer
                  insight and help with your challenges.

                  Shoot Amber an email, she'll get you squared away.
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  • Profile picture of the author tinknocker
    Originally Posted by Madisyn View Post

    Hey guys, I'm new to posting here but I have been lurking for years. After deciding to start the 9x12 method, I wanted to share it with you here and maybe get some feedback. I know some of you might be sick of the 9x12 posts, but I couldn't get enough of them these past weeks so I'm sure there's more like me.

    I have a printing and graphics company, I even have an online EDDM printing company, and I've done tons of EDDM campaigns for clients so this is nothing new to me, I know the whole process, can design the ads myself, and print for very low prices. But after seeing Bob Ross's post, I can't believe I never put the pieces together to do a shared campaign like that. So I got a DBA, designed my own mockup, and got them printed on the same 16pt gloss stock that will be used, got contracts printed, business cards, etc. Started hitting the streets on Monday, and man, it is harder than I expected.

    I will bust my ass and work 24 hours a day (sometimes I do), but when it comes to the face-to-face, I am pretty shy and it is a mental thing that I have to overcome. Although internal, I don't think I'm showing it much, and I think my pitch is pretty good. Monday started off well, the third business I walked into wrote me a check. But that is all I've gotten so far. I have a few that sound promising, they are definitely interested and told me to come back in a few days. I've gotten some interest, but a lot of the typical "so and so isnt here right now, we're not interested, etc". So 2 days of being on the streets and I've only got one check. I don't think that's a good start.

    Emailed about 30 places Monday as well, not even one response. Today I've spent all morning emailing, so we'll see. I'm getting discouraged but I won't give up.

    I am mailing to 5,000 and only charging $199 per ad (8 on each side), what gives?!

    I'm in South FL btw, don't know if anyone else is doing it down here. I'm 26 but have been told I look really young (like less than 18), don't know if that has anything do with it.

    I'll keep at it and report back. Does anyone have any specific email or cold calling scripts for this? I purchased a product by Amber Chisolm but I guess I accidentally got the niche card thing and not her other offer, and there was no scripts or anything in it. I will go look for her original WSO.



    Yes it is a lot harder than it sounds and I can tell you most businesses aren't gonna get it. It's an uphill battle but one that will give you some real selling experience.

    I know some make it sound like a breeze, it's anything but although when completed will be quite the accomplishment for those who are not accustom to cold walk-ins or cold-calling etc...

    You only sent out 30 emails and you did more today (how many today?)...you'll have to be getting out a few hundred or more.

    You just started so don't give up or get discouraged so soon....your gonna have to endure many moments where you'll want to throw in the towel. Persistence is what you need and don't dwell on the ones that say no because they don't get it. Just keep moving along till things start to open up for you.

    Yes there are people in South FL doing this and successfully.
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  • Profile picture of the author FormerWageSlave
    One thing that has helped me with my 9x12 is positioning it as a business co-op. A group of businesses working together and pooling dollars to be able to afford marketing campaigns they normally couldn't do by themselves. It's not just advertising, it's a co-op!

    The other thing that helped immensely was to get referrals. I was able to sign up one of my long term marketing clients as #1 on the card. She is well respected with her business neighbors and she let me name drop with everyone else. When I dropped her name, they definitely listened to my pitch.

    I am a noob saleperson too, so take a look at some of my posts in other 9x12 threads, perhaps they might be helpful.
    Signature

    grrr...

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  • Profile picture of the author Madisyn
    mojo1, yes I just contacted her, I didn't know she had a private facebook page for it.

    FormerWageSlave, yes I definitely read through your last posts and it inspired me to keep truckin.

    Edited because I just realized it was txmediaman who did the facebook contacting.
    txmediaman, if you see this:
    I really like your facebook method of contacting the businesses through your personal profile. Can I ask what kind of message outline you used and had success with?

    For anyone who has any input, my email pitch looks something like this:

    Subject:

    Message:

    Hi,
    My name's Madisyn - and I own a printing/graphics business here in Fort Lauderdale.

    Next month I'm printing a 5,000 giant 9x12 glossy mailers going to local residents in the area and I've got a spot available for a (insert industry.)

    I'm showcasing a dozen or so special offers local businesses are currently running and I'm guessing that you'd have an offer you might want featured on it?

    It's only $199 to advertise directly to 5,000 homes and it's only shared between local businesses, with no competitors.

    Since I'm printing everything at my prices and splitting it up between all of us, the cost to you is low. Let's help leverage each other and bring in business without having to spend much.

    If you're interested let me know as soon as possible, the deadline is coming up.


    Some of it is from Bob Ross, and I've been adding, deleting some things every few emails.

    thanks to everyone who has given me advice!
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    • Profile picture of the author infamous dave
      Originally Posted by Madisyn View Post

      For anyone who has any input, my email pitch looks something like this:

      Subject:

      Message:

      Hi,
      My name's Madisyn - and I own a printing/graphics business here in Fort Lauderdale.

      Next month I'm printing a 5,000 giant 9x12 glossy mailers going to local residents in the area and I've got a spot available for a (insert industry.)

      I'm showcasing a dozen or so special offers local businesses are currently running and I'm guessing that you'd have an offer you might want featured on it?

      It's only $199 to advertise directly to 5,000 homes and it's only shared between local businesses, with no competitors.

      Since I'm printing everything at my prices and splitting it up between all of us, the cost to you is low. Let's help leverage each other and bring in business without having to spend much.

      If you're interested let me know as soon as possible, the deadline is coming up.


      Some of it is from Bob Ross, and I've been adding, deleting some things every few emails.

      thanks to everyone who has given me advice!
      Benefits, tell me more about the benefits. What's in it for me?
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  • Profile picture of the author misterme
    Videotape yourself doing the complete pitch, dressed as you do when you do this for real, exactly 100% as you've done it, don't hold back anything. Post it in a private link on youtube and let's see what you're doing. It's so hard to diagnose the patient when you can't examine them.
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