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Do you also find that .....

by mjbmedia
4 replies
the most receptive people when you call them about marketing are more often than not the ones that already have pretty much everything in order.

They have mobile optimised site, they have an active (if maybe not fully engaging) FB page, they have a busy Twitter stream , etc etc

Doesn't mean they cant be helped and it does mean they're more likely to be switched on to more potential
#find
  • Profile picture of the author Jason Kanigan
    I've found those who are doing well are open to any conversation that could help them do any better.

    But those who are not doing well are closed off and scared to talk to anyone.

    I use this initial response as a barometer of how the prospect's business is doing. Generally, I screen the non-talkers out...for so many reasons.

    It is much easier to work with an already-educated, already-successful person or organization. A 10% revenue increase for a loser client makes them, what, $50K let's say? And what can you charge? $5K? If the new income isn't spoken for and spent already before you receive it...

    A 5% revenue increase for a winner client is, say, $200K...mostly profit and NOT spoken for by creditors. And you can charge $20K easy.

    Right off the bat the winner prospect is more open to sharing data, opinions, beliefs, strategies and THAT is what helps you land projects. You can promise more easily achievable numbers, and make more money.

    Who would you rather work with?
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  • Profile picture of the author iAmNameLess
    It's the ones that already have made an attempt and continue to make progress in their online marketing that see the value in what you can bring to the table.

    I think the reason that a lot of people, on this forum specifically, have trouble with getting clients is because they're going after the people that don't have anything and don't see the value in what you offer. The ones that do, probably fail miserably because they believe the hype in outsourcing everything, without knowing any technical details whatsoever. I would bet a lot of business owners know more about web design or SEO than a lot of people calling and selling it.

    Some of the businesses that have contacted me over the years.... I've been shocked that they were looking for someone like me... they had everything perfect, but they had a small tiny problem that was a big enough issue for them to look for someone.
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  • Profile picture of the author savidge4
    For me personally I find yes these people are more receptive to listening to what you have to say. I am not so sure right up front they are any easier to sell to. UNLESS they are willing to admit they have a shortcoming in what they are doing.

    Generally speaking what I try to do is position myself as a firm that is there if they need assistance. Here is the full spectrum of what we do, here is our strengths, etc. Depending on some factors what I will try and do at some point after the first contact, is invite the prospect to the office.

    I generally will have a "Invitation only" Open House and invite a few Prospects over to get a better idea of what they are doing, and show them what we are doing and the tools we use to do it. And do a lot of sharing, providing value to these folks tends to go a long way. Much like retaining a mailing list share share sell.

    Again this is just a method I use to develop a working relationship. I have walked away from a few of these actually learning more than I think I shared!

    Originally Posted by mjbmedia View Post

    the most receptive people when you call them about marketing are more often than not the ones that already have pretty much everything in order.

    They have mobile optimised site, they have an active (if maybe not fully engaging) FB page, they have a busy Twitter stream , etc etc

    Doesn't mean they cant be helped and it does mean they're more likely to be switched on to more potential
    Signature
    Success is an ACT not an idea
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    • Profile picture of the author kirbymarketingconcierge
      seems like a balancing act

      prospect for those in need or want,
      And those eager to learn, do better, into improvement, staying ahead, etc..,


      I read some research years ago (which I wish I could reference it now)

      in which they determined that companies that were growing in down times (poor economic environments), ....

      kept investing in marketing, rather than not.

      Is Apple expanding or keeping all their cash in reserve???
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