17 {{ upvoteCount | shortNum }}
17 {{ upvoteCount | shortNum }}

Price for Face 2 Face Meetings?

by james319
13 replies
Hey Warriors, quick question. Have you or would you buy face to face meetings? For example - you are selling an SEO service to businesses in your area yet are having trouble setting yourself up a face to face meeting. Would you pay a service to get you the face to face. If so, what would be a fair price? I'm just testing the market out on this and seeing if their is a need for it.

Any feedback - good or bad will help. Thanks Warriors.
#face #meetings #price
  • Profile picture of the author Michael Nguyen
    So what you're talking about is appointment setting. Yeah I'd buy all day long if I wasn't busy

    The price will be set when both parties agree.

    If the life time value of a client is £12,000 over a year or £1,000 per month then assuming its qualified appointment and you're closing ration is 50%. I'd probably consider paying £200. I've never done so but I'd have a long think about it. There is no set price.
    Signature
    FREE Cold Calling Course: >>> Looking for Serious & Aspiring Cold Callers to Train for FREE <<<
    {{ DiscussionBoard.errors[9562332].message }}
  • Profile picture of the author Claude Whitacre
    Originally Posted by james319 View Post

    Hey Warriors, quick question. Have you or would you buy face to face meetings? For example - you are selling an SEO service to businesses in your area yet are having trouble setting yourself up a face to face meeting. Would you pay a service to get you the face to face. If so, what would be a fair price? I'm just testing the market out on this and seeing if their is a need for it.

    Any feedback - good or bad will help. Thanks Warriors.
    The problem is that you are seeing them cold. Prospecting yourself makes it possible to talk to the person, maybe more than once...you can ask qualifying questions, get a feel for what they are like....and walk in with some rapport already built up.

    I always got far better results when I did my own prospecting.

    Getting the confirmed qualified appointment isn't a small part of selling. It's the first half of getting the sale. And it's the hardest part.

    If you are offering this as a service, you are doing all the hard work, for a small fraction of the reward.
    Signature
    One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

    “Do not seek to follow in the footsteps of the wise; seek what they sought.” - Matsuo Basho
    {{ DiscussionBoard.errors[9562345].message }}
    • Profile picture of the author james319
      Originally Posted by Claude Whitacre View Post

      The problem is that you are seeing them cold. Prospecting yourself makes it possible to talk to the person, maybe more than once...you can ask qualifying questions, get a feel for what they are like....and walk in with some rapport already built up.

      I always got far better results when I did my own prospecting.

      Getting the confirmed qualified appointment isn't a small part of selling. It's the first half of getting the sale. And it's the hardest part.

      If you are offering this as a service, you are doing all the hard work, for a small fraction of the reward.

      I'm not to worried about the rapport building as there is an easy way to hand it off to the person going in for the meeting. I've done this before for companies but now I am testing the independent market.

      What I worry about the most is that I get my client a bunch of face to face meetings and they just do not have the ability to close a sale and are too nervous in the face 2 face meeting. Therefore bringing the close rate percent down and blaming me for their lack of being able to close the sale.

      Problem is I think a lot of people out there are very good at what they do, SEO, Web design, Social Media, Mobile etc.. But they are terrible at selling. For example I could not tell you the first thing about SEO that 99 percent of you don't already know, but I can sell it. So my concern is they would blame me if they can't sell it because they are not great a sales.
      {{ DiscussionBoard.errors[9562464].message }}
      • Profile picture of the author Claude Whitacre
        Originally Posted by james319 View Post

        I'm not to worried about the rapport building as there is an easy way to hand it off to the person going in for the meeting. I've done this before for companies but now I am testing the independent market.

        What I worry about the most is that I get my client a bunch of face to face meetings and they just do not have the ability to close a sale and are too nervous in the face 2 face meeting. Therefore bringing the close rate percent down and blaming me for their lack of being able to close the sale.
        So my concern is they would blame me if they can't sell it because they are not great a sales        .

        How many SEO guys are also great at selling? Four. On the entire planet.

        Yes, I promise you...that will happen. If the appointments haven't literally said "Send someone over right now. I need to buy this today", the rep will screw it up. And they will blame "the poor quality of the lead".

        Man, you're going to be doing all the grunt work, for a small piece of the pie. If you can generate qualified appointments, that's the hardest part of selling. I'd just become a rep, selling something, and reap the real rewards.

        If you can't do SEO, just hire a guy that can't sell, but is a whiz at SEO. They are everywhere. And pay them a small part of each sale. Selling is the hard part. SEO is the easy part.
        Signature
        One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

        “Do not seek to follow in the footsteps of the wise; seek what they sought.” - Matsuo Basho
        {{ DiscussionBoard.errors[9562504].message }}
        • Profile picture of the author iAmNameLess
          Originally Posted by Claude Whitacre View Post

          Selling is the hard part. SEO is the easy part.
          Why does everyone in sales use lines like this? I disagree. Selling is the easiest part of all of it... delivery, customer retention, customer support/service is the hard part. I think selling is so much easier than the rest. I'm surprised you think differently.
          Signature
          {{ DiscussionBoard.errors[9562570].message }}
          • Profile picture of the author james319
            Originally Posted by iAmNameLess View Post

            Why does everyone in sales use lines like this? I disagree. Selling is the easiest part of all of it... delivery, customer retention, customer support/service is the hard part. I think selling is so much easier than the rest. I'm surprised you think differently.

            You could be right in some cases because your a good sales person. But believe me I have seen so many people trying to get their product/service to market after only making 10 calls and being hung up on or told the party was not interested that they lose confidence in themselves and their service, become depressed and end up getting a job that they don't like because they can't sell. If everyone was able to sell then everybody would be in business for themselves because everything in our world is in exchange for money.

            20 Years ago when I first got in to the sales game it was telemarketing for a newspaper month to month service, I was new to the game yet I had the highest sales on the floor of 125 reps most weeks. Everyone listened to see what I was saying. They couldn't understand it because I was selling the same product they were yet my sales were exceeding theirs giving me n extra 200 - 300 in bonuses every week. It came down to not quite what I was saying but how I was saying it - tone in voice for example and also knowing when you had a good prospect on the phone and not letting them go or fumbling with words. Presentation is everything.

            The reason I do not partner with someone to go to the face to face meeting and offer their services and take a piece of the sale is because I am not confident that the rep will know how to close the sale and just burn through the face to face meetings I set up for them. So I have gone through all the work of setting face to face meetings only to be taken down by a SEO wizard that doesn't have the charm to close the deal.

            I know a lot of you can do it on your own and do have the charm to close the sale but Im wondering about the crowd that cant get the face 2 face meeting to start.
            {{ DiscussionBoard.errors[9562679].message }}
          • Profile picture of the author MRomeo09
            Originally Posted by iAmNameLess View Post

            Why does everyone in sales use lines like this? I disagree. Selling is the easiest part of all of it... delivery, customer retention, customer support/service is the hard part. I think selling is so much easier than the rest. I'm surprised you think differently.
            C'mon man, you can't really believe this.

            Yes anyone can generally sell a few clients here or there. But making sales consistently takes so much more. The truth is most SEO work isn't brain surgery, it's all grunt work with someone smart telling them how to do it and when. But selling, and selling well is much more important than just being able to do SEO. I've said over and over again, no true SEO expert will EVER work for someone else. There's much more money to be made working for your own properties. I won't do SEO for a client's property period. Only my own properties, 100% of the time.

            You can just have one very smart SEO strategist, and then most of the SEO "work" can be done by low skill, low paid employees. But that doesn't really work in sales. Your sales people have to be good and if you want them to be really good that makes a huge difference as well.

            Give me a guy who is good at sales, and a guy who is afraid of sales but good at SEO. And I guarantee you 99 times out of a 100 the good at sales guy will be more successful.
            Signature
            We do not have to become heroes overnight. Just a step at a time, meeting each thing that comes up ... discovering we have the strength to stare it down. - Eleanor Roosevelt

            Your opinion of yourself becomes your reality. If you have all these doubts, then no one will believe in you and everything will go wrong. If you think the opposite, the opposite will happen. It’s that simple.-Curtis Jackson- 50 Cent
            {{ DiscussionBoard.errors[9562777].message }}
          • Profile picture of the author savidge4
            Originally Posted by iAmNameLess View Post

            Why does everyone in sales use lines like this? I disagree. Selling is the easiest part of all of it... delivery, customer retention, customer support/service is the hard part. I think selling is so much easier than the rest. I'm surprised you think differently.

            iAmNameLess...

            It comes down to this.. those that think selling is easy and SEO is hard... Actually are DOING the SEO, when its flipped, they are outsourcing!
            Signature
            Success is an ACT not an idea
            {{ DiscussionBoard.errors[9562779].message }}
            • Profile picture of the author iAmNameLess
              Originally Posted by savidge4 View Post

              iAmNameLess...

              It comes down to this.. those that think selling is easy and SEO is hard... Actually are DOING the SEO, when its flipped, they are outsourcing!
              Originally Posted by MRomeo09 View Post

              C'mon man, you can't really believe this.

              Yes anyone can generally sell a few clients here or there. But making sales consistently takes so much more. The truth is most SEO work isn't brain surgery, it's all grunt work with someone smart telling them how to do it and when. But selling, and selling well is much more important than just being able to do SEO. I've said over and over again, no true SEO expert will EVER work for someone else. There's much more money to be made working for your own properties. I won't do SEO for a client's property period. Only my own properties, 100% of the time.

              You can just have one very smart SEO strategist, and then most of the SEO "work" can be done by low skill, low paid employees. But that doesn't really work in sales. Your sales people have to be good and if you want them to be really good that makes a huge difference as well.

              Give me a guy who is good at sales, and a guy who is afraid of sales but good at SEO. And I guarantee you 99 times out of a 100 the good at sales guy will be more successful.
              @Savidge.. fair enough... I do outsource but I also am the one that comes up with the strategy.

              @Romeo... yeah I absolutely believe that. Selling is simple. I think the reason most people struggle is because they overcomplicate things or they simply aren't willing to do what is needed in order to get sales.

              I'm not debating whether SEO or Sales are more important.... I know sales are important. Sales are the life of a company. I'm just saying that sales to me, is the easiest part of it all. The second you sell to someone is the second you start to lose them, the work involved in keeping that customer or client is much harder than initially getting them.

              John Durham was great at sales... awful at everything else. Was he successful? Maybe... did that success last? No. Sales will only go so far... It's easier to sell something and use that as a metric to success but I think anyone running a business here knows that sales is just the very first step. There's a long road ahead to not just deliver what was promised but going above and beyond to keep that customer for as long as possible.

              Also... the industry standard as of right now... for the average customer life in SEO is a little over 3 months.
              Signature
              {{ DiscussionBoard.errors[9562954].message }}
              • Profile picture of the author mjbmedia
                Originally Posted by iAmNameLess View Post

                John Durham was great at sales... awful at everything else. Was he successful? Maybe... did that success last? No. Sales will only go so far... It's easier to sell something and use that as a metric to success but I think anyone running a business here knows that sales is just the very first step. There's a long road ahead to not just deliver what was promised but going above and beyond to keep that customer for as long as possible.

                Also... the industry standard as of right now... for the average customer life in SEO is a little over 3 months.
                exactly and that's because A) the sale didn't really close strongly enough , there was a lot of uncertainty left in the clients mind and at first chance they jump ship (eg Im still not on page 1 after 3 months sod this Im off) and B) the SEO people don't deliver on what the sales promise (they rarely do, lets be honest , its mostly a rip off game re SEO and then most go for the 'wrong' search terms that aren't most likely to be buyers typing them in to the search boxes.

                A sale leads to the beginning of a relationship with a client , that can last years or weeks.

                Effective delivery leads to a long term relationship with a client and opportunities galore to upsell, gain recommendations, reputation, publicity making sales unnecessary or at least less dependent so I agree with IAM delivery is the more important aspect as that can sustain monthly clients for years, £2500 a month every month from 20 clients V continually chasing your tail for the next payee whilst losing clients out the back door like soo many do due to poor delivery /relationship building
                Signature

                Mike

                {{ DiscussionBoard.errors[9567037].message }}
          • Profile picture of the author Claude Whitacre
            Originally Posted by iAmNameLess View Post

            Why does everyone in sales use lines like this? I disagree. Selling is the easiest part of all of it... delivery, customer retention, customer support/service is the hard part. I think selling is so much easier than the rest. I'm surprised you think differently.

            It may be because you aren't really selling, but just finding people who are pretty ready to buy. Finding buyers isn't selling (Not that this is what you are doing, but it's an educated guess.)

            But high level selling? Maybe one in a thousand can do it well. All the above bolded parts are technical skill that can be bought.

            I sell a $6,000 program. I pay about $650 to have it fulfilled, and a tad more each month for customer service.

            Selling a $99 ad? Maybe not as hard. (Not that this is what you're selling)

            Anyway, Sales skill is what's in demand, and it's what's rare. Technical expertise is pretty easy to find. And not that expensive.

            You may be surprised at what I said, but I have experience selling (and hiring/training salespeople) that you don't. If one of the very experienced salespeople here, disagree with me, I'd be surprised.

            Originally Posted by iAmNameLess View Post


            John Durham was great at sales... awful at everything else. Was he successful? Maybe... did that success last? .
            Poor example. On many levels. Most CEOs have one quality they share. They are great at selling. They hire out the actual work involved. Really, selling at any higher level isn't simple at all.
            Signature
            One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

            “Do not seek to follow in the footsteps of the wise; seek what they sought.” - Matsuo Basho
            {{ DiscussionBoard.errors[9563415].message }}
            • Profile picture of the author iAmNameLess
              Originally Posted by Claude Whitacre View Post

              It may be because you aren't really selling, but just finding people who are pretty ready to buy. Finding buyers isn't selling (Not that this is what you are doing, but it's an educated guess.)

              But high level selling? Maybe one in a thousand can do it well. All the above bolded parts are technical skill that can be bought.

              I sell a $6,000 program. I pay about $650 to have it fulfilled, and a tad more each month for customer service.

              Selling a $99 ad? Maybe not as hard. (Not that this is what you're selling)

              Anyway, Sales skill is what's in demand, and it's what's rare. Technical expertise is pretty easy to find. And not that expensive.

              You may be surprised at what I said, but I have experience selling (and hiring/training salespeople) that you don't. If one of the very experienced salespeople here, disagree with me, I'd be surprised.



              Poor example. On many levels. Most CEOs have one quality they share. They are great at selling. They hire out the actual work involved. Really, selling at any higher level isn't simple at all.
              You've made good points. When hiring salespeople I struggle finding anybody decent. I've only managed to find one person that I think is a skilled salesperson.

              Lowest sale I have is $1,500.

              Maybe you're right though, I may just be finding buyers instead of selling. Whether it's selling or attracting buyers and converting them into customers, it works.
              Signature
              {{ DiscussionBoard.errors[9563460].message }}
      • Profile picture of the author bizgrower
        Originally Posted by james319 View Post

        Hey Warriors, quick question. Have you or would you buy face to face meetings? For example - you are selling an SEO service to businesses in your area yet are having trouble setting yourself up a face to face meeting. Would you pay a service to get you the face to face. If so, what would be a fair price? I'm just testing the market out on this and seeing if their is a need for it.

        Any feedback - good or bad will help. Thanks Warriors.
        Originally Posted by james319 View Post

        I'm not to worried about the rapport building as there is an easy way to hand it off to the person going in for the meeting. I've done this before for companies but now I am testing the independent market.
        I think there would be a disjoint, as Claude mentioned, if you did the prospecting and rapport building and then sent your client in.

        And, when you say you did it before for companies, I take it to mean it was something you did as an employee? If so, then the prospect, in their mind, is still dealing with those nice folks at xyz company.
        I think that disjointedness would still be there if you're from abc and somebody from xyz goes in.

        So, why not go all the way and close deals for your a client, or clients? In the Better Business Bureau thread - link below - Big Frank talked about how he worked for a company called Allen and Associates that got members for the BBB. The BBB got 22% and Allen got 78%, but BBB got a lot more members and revenues than if they did it on their own.

        http://www.warriorforum.com/off-topi...ss-bureau.html

        Or, how about starting your own company and hire or outsource the skills you need
        to properly fulfill what you are offering?

        Dan
        Signature

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

        {{ DiscussionBoard.errors[9569243].message }}

Trending Topics