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The Plan of Attack:

by Tiger_Claw
126 replies
I am new to "offline marketing" and it's been something I've been wanting to get involved in for years now. I've finally got to the point where I'm going to take the leap. No, I'm not going to quit my day job just yet - but I am going to attempt to land my first clients in the "offline marketing" world. I am going to start local and push the angle of "local business helping local business". I've found the niche I'm going to go after first and have located some websites that are in much need of some TLC.

I am going to take you guys along on this journey with me and hopefully when I come out on the other end I will have quit my "day job" and started up my own company. I will use this thread to document my process and will be updating it daily with what I've done and the steps I've taken. Feel free to laugh at me (keep in mind I'm fragile), cry, or even applaud me.

11 / 30 / 10:

I've located the site I'm going to target first. I'm in the process of setting up the new design for them and will be contacting the potential client within the next few days. I will approach them as an independent web consultant who stumbled across their site. Hopefully they will be willing to sit down with me and I'll be able to show them what I've created. If not, I will be moving onto the next client.

To do:
  • Finish the site with all of the clients information.
  • Figure out a decent pricing chart.
  • Figure out if there is any potential of getting them to setup a retainer or recurring fee with me. I suppose I could offer SEO services, social media advertising, etc.
  • Figure out how I would present the contract.
  • Figure out what sort of billing system to use.
  • Figure out how I would actually produce the bill of sale.
#attack #plan
  • Profile picture of the author redcell1
    Well I applaud you for making this thread and having us along with your journey.

    Good Luck with your 1st prospect
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    Just here to see the shenanigans.

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  • Profile picture of the author Bronwyn and Keith
    Hey Tiger_Claw

    All the best with your plan.

    It sounds like a good one.

    Regards

    Bronwyn and Keith
    Originally Posted by Tiger_Claw View Post

    I am new to "offline marketing" and it's been something I've been wanting to get involved in for years now. I've finally got to the point where I'm going to take the leap. No, I'm not going to quit my day job just yet - but I am going to attempt to land my first clients in the "offline marketing" world. I am going to start local and push the angle of "local business helping local business". I've found the niche I'm going to go after first and have located some websites that are in much need of some TLC.

    I am going to take you guys along on this journey with me and hopefully when I come out on the other end I will have quit my "day job" and started up my own company. I will use this thread to document my process and will be updating it daily with what I've done and the steps I've taken. Feel free to laugh at me (keep in mind I'm fragile), cry, or even applaud me.

    11 / 30 / 10:

    I've located the site I'm going to target first. I'm in the process of setting up the new design for them and will be contacting the potential client within the next few days. I will approach them as an independent web consultant who stumbled across their site. Hopefully they will be willing to sit down with me and I'll be able to show them what I've created. If not, I will be moving onto the next client.

    To do:
    • Finish the site with all of the clients information.
    • Figure out a decent pricing chart.
    • Figure out if there is any potential of getting them to setup a retainer or recurring fee with me. I suppose I could offer SEO services, social media advertising, etc.
    • Figure out how I would present the contract.
    • Figure out what sort of billing system to use.
    • Figure out how I would actually produce the bill of sale.
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  • Profile picture of the author Mike Grant
    Originally Posted by Tiger_Claw View Post

    To do:
    • Finish the site with all of the clients information.
    • Figure out a decent pricing chart. No
    • Figure out if there is any potential of getting them to setup a retainer or recurring fee with me. I suppose I could offer SEO services, social media advertising, etc.
    • Figure out how I would present the contract.
    • Figure out what sort of billing system to use.
    • Figure out how I would actually produce the bill of sale.
    You do not want to be selling commodities, therefore no pricing chart. No one-size-fits-all.
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    • Profile picture of the author Soupyone
      Originally Posted by mgtarheels View Post

      You do not want to be selling commodities, therefore no pricing chart. No one-size-fits-all.
      I disagree, if you're looking to scale out your sales force you need set pricing.

      That was one of the things we needed to do to grow our sales team nationwide.
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  • Profile picture of the author Tiger_Claw
    Thanks for the replies everyone. I do have one question about pricing, etc. I understand that in this industry it's difficult to go with the "one-size-fits-all" method. But, where do I start? I mean what is the bottom and where do you start peaking out? I don't want to over charge or under charge for that matter. For example in my case, let's say that I land my first client and they want to buy the webpage that I've rebuilt for them. What do people normally charge for this type of service?
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    • Profile picture of the author Tiger_Claw
      12 / 01 / 10:

      The closer and closer I get to approaching my first possible client, the more questions I seem to have.

      I'm wondering if I should go ahead and put together a site for my own business before I pick up the phone. I'm worried I will land a potential client and then they'll ask something like what is the address to your website? I guess the really only answer for this is to build myself a nice looking site before I make that first call.

      I've found myself in an excellent market and even located individuals who don't even have a website. I'm wondering if I should approach the individuals without the website over the ones who already have one in place.
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      • Profile picture of the author Bronwyn and Keith
        Hi Tiger

        Yep we would especially if you are new to it as it does give a level of instant perceived credibility.

        Regards

        Bronwyn and Keith
        Originally Posted by Tiger_Claw View Post

        12 / 01 / 10:

        The closer and closer I get to approaching my first possible client, the more questions I seem to have.

        I'm wondering if I should go ahead and put together a site for my own business before I pick up the phone. I'm worried I will land a potential client and then they'll ask something like what is the address to your website? I guess the really only answer for this is to build myself a nice looking site before I make that first call.

        I've found myself in an excellent market and even located individuals who don't even have a website. I'm wondering if I should approach the individuals without the website over the ones who already have one in place.
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      • Profile picture of the author rizzy
        Originally Posted by Tiger_Claw View Post

        12 / 01 / 10:

        The closer and closer I get to approaching my first possible client, the more questions I seem to have.

        I'm wondering if I should go ahead and put together a site for my own business before I pick up the phone. I'm worried I will land a potential client and then they'll ask something like what is the address to your website? I guess the really only answer for this is to build myself a nice looking site before I make that first call.

        I've found myself in an excellent market and even located individuals who don't even have a website. I'm wondering if I should approach the individuals without the website over the ones who already have one in place.
        I am right there with you right now. I am currently putting together my website for my business. I want it to be quality. Even though it is just me right now I want it to have a very professional look. I also want to create business cards before I go out and meet with people.

        Once I have those things put together I am going to start going out and meeting with people and start landing clients.
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        • Profile picture of the author Tiger_Claw
          Originally Posted by rizzy View Post

          I am right there with you right now. I am currently putting together my website for my business. I want it to be quality. Even though it is just me right now I want it to have a very professional look. I also want to create business cards before I go out and meet with people.

          Once I have those things put together I am going to start going out and meeting with people and start landing clients.
          I wish you the best of luck. Let me know how it goes and if you're in need of any assistance with building the site.

          I've always found that it helps to set goals for myself when attempting new ventures such as this. These are my goals for tomorrow after I get my site completed this evening.

          1. To schedule at least two 'face to face' meetings for next week.
          2. To put together a high-quality presentation for the 'face to face' meetings that will help me sale the client.
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          • Profile picture of the author rizzy
            Originally Posted by Tiger_Claw View Post

            I wish you the best of luck. Let me know how it goes and if you're in need of any assistance with building the site.

            I've always found that it helps to set goals for myself when attempting new ventures such as this. These are my goals for tomorrow after I get my site completed this evening.

            1. To schedule at least two 'face to face' meetings for next week.
            2. To put together a high-quality presentation for the 'face to face' meetings that will help me sale the client.
            I have the presentation part on my list to do as well.

            What are you thinking for your presentation? A power point presentation from a laptop?

            Hopefully some others that are experienced in this area will chime in and give some ideas for this.
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            • Profile picture of the author Tiger_Claw
              Originally Posted by rizzy View Post

              I have the presentation part on my list to do as well.

              What are you thinking for your presentation? A power point presentation from a laptop?

              Hopefully some others that are experienced in this area will chime in and give some ideas for this.
              That's going to depend on quite a few different things. Hopefully from my phone conversation with the client I will determine what they're looking for and what I can do for them exactly. When the meeting time comes I will bring them different presentations for the services we previously spoke on.

              If they're wanting a web page, I will put together a few different templates and show those on my laptop, using an HTML editor. I will also bring a variety of keywords that they could benefit from with SEO. I want it all to be fairly basic and simple and I'm not interested in over whelming the client. I think there can be a perfect mix for this and if I throw too much information at them, it could possibly intimidate them. My goal is to make them feel comfortable with my services and show them how it can benefit their business.

              I'm leery with offering any sort of estimates of what kind of return they will see with my services though. I mean, what happens if they accept and their ROI is lower than what was originally estimated? This is my plan and I'm still formulating it as I go right now.
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              • Profile picture of the author Tiger_Claw
                12 / 02 / 10:

                Had a few issues with my site today that caused me to move back my schedule. Going to work out the rest of the kinks and put my presentation together over the weekend. I will start my first cold calls early next week. The site is looking very sharp and hopefully that will be enough for individuals to give me a shot. Here is my updated todo list:
                • Business cards
                • Develop my contract
                • Build a list of potential clients
                • Put together my presentation: Which will include a variety of different services. Still working on figuring out the best balance of material to present, etc.
                • Figure out the steps I need to take "after" I actually land my first client. Speak with a tax attorney. Forming an LLC. Making sure all of my ducks are in a row, so uncle sam doesn't come knocking on my door.
                • Figuring out the proper pricing for this area. While I've decided not to pigeon hole myself with "packages" - I still don't want to over price my services for the area in which I live. That is to say my same services would cost more in a larger metropolitan area.
                I am nervous about who I am going after and almost wonder if there is a reason some of these individuals don't have websites? Do they not want them? Will they just hang up on me? Would I be better off by just walking in and asking to speak to the owner? How can I better increase my chances of landing the client.
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                • Profile picture of the author Tiger_Claw
                  12 / 04 / 10:

                  The site is pretty much complete. Just adding a few finishing touches here and getting the company all setup with its own twitter account and Facebook page, etc. Not planning on doing any SEO work on the site just yet. Though, I do plan to start doing some for a few select keywords.

                  I am attempting to get in touch with a few of the more experienced off-line marketers here in this forum. I'd like to hear what they use for billing software, invoices, etc.

                  I plan on also ordering some business cards this next week. I think I'll start with a small order of around 100 or so and go from there. Kind of curious on the pricing of business cards. Guess, we'll see how that turns out.
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                  • Profile picture of the author rizzy
                    Originally Posted by Tiger_Claw View Post

                    12 / 04 / 10:

                    The site is pretty much complete. Just adding a few finishing touches here and getting the company all setup with its own twitter account and Facebook page, etc. Not planning on doing any SEO work on the site just yet. Though, I do plan to start doing some for a few select keywords.

                    I am attempting to get in touch with a few of the more experienced off-line marketers here in this forum. I'd like to hear what they use for billing software, invoices, etc.

                    I plan on also ordering some business cards this next week. I think I'll start with a small order of around 100 or so and go from there. Kind of curious on the pricing of business cards. Guess, we'll see how that turns out.
                    I am going with FreshBooks - Online Invoicing, Time Tracking & Billing Software for my billing. There are a few people in my area I know that use it, so I know it's a solid product.

                    I am getting business cards made as well. I have had personal cards in the past made with Moo Cards, MOO | Custom Business Cards, MiniCards, Postcards and more... | moo.com USA. They have a good service.
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                    • Profile picture of the author Tiger_Claw
                      Originally Posted by rizzy View Post

                      I am going with FreshBooks - Online Invoicing, Time Tracking & Billing Software for my billing. There are a few people in my area I know that use it, so I know it's a solid product.

                      I am getting business cards made as well. I have had personal cards in the past made with Moo Cards, MOO | Custom Business Cards, MiniCards, Postcards and more... | moo.com USA. They have a good service.
                      Great business cards site. I love the fact I can build my own and have them do all the leg work for me. Trying to decide if I should put my home address on my cards - since that is where my office is currently located. Though, I do intend to start leasing some office space after I get a few clients.
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                      • Profile picture of the author rizzy
                        Originally Posted by Tiger_Claw View Post

                        Great business cards site. I love the fact I can build my own and have them do all the leg work for me. Trying to decide if I should put my home address on my cards - since that is where my office is currently located. Though, I do intend to start leasing some office space after I get a few clients.
                        I will be working out of my house for a while. I will probably go with a UPS mailbox. This gives you an actual address instead of a PO box.
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                  • Profile picture of the author SeverinH
                    Here is a quick fix for business cards.

                    Use microsoft word to design your business card, then cut and paste your business card so that 10 of them fit on one sheet of paper.

                    Then put the file on a flash drive and head over to your local fedex store.
                    They can print out your business card pages for about 28 cents a page on a nice thick card stock. Then walk over to their line cutter and cut them out yourself. If you formatted the cards correctly on word, cutting them out will be a breeze.

                    You will end up paying under $3.00 for 100 business cards. They will look decent/excellent depending on your design. Best of all you will have them right away.

                    Also this makes it very easy to change the design and wording of your business cards. Maybe I am the only one making this mistake, but when starting on a new project it can take me a few tries before I have my business card just the way I like it. You can also make custom business cards that highlight the particular product or service you are offering.

                    Anyways... Best of luck, this thread has my bookmark.
                    ~Severin
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                • Profile picture of the author Diane S
                  Originally Posted by Tiger_Claw View Post

                  12 / 02 / 10:
                  • Figure out the steps I need to take "after" I actually land my first client. Speak with a tax attorney. Forming an LLC. Making sure all of my ducks are in a row, so uncle sam doesn't come knocking on my door.
                  • cart before the horse. you can have a business without being an LLC. that can be done later. first create the income. do business as yourself. just keep good records. you could have a business checking account as a start, which you can get without being an LLC.
                  Originally Posted by Tiger_Claw View Post

                  • I am nervous about who I am going after and almost wonder if there is a reason some of these individuals don't have websites? Do they not want them? Will they just hang up on me? Would I be better off by just walking in and asking to speak to the owner? How can I better increase my chances of landing the client.
                  • they either think it will be too expensive or just have not got around to it. start off cheap. get a hostgator reseller account and provide the hosting. that is your residual income. could also offer a monthly maintenance fee, cheap, for which you would do site backups and simple changes. more ongoing income. keep the site design and building costs low. i got my first customer by giving away the site design and installation for free, as long as they prepaid the hosting and monthly maintenance for two years. they bought their own domain. Took me one hour to build the site. Got paid $360. No SEO promises or talk of first page of Google. But the site is on first page of Google - local sites can rank without a single backlink.
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    • Profile picture of the author iamchrisgreen
      Originally Posted by Tiger_Claw View Post

      Thanks for the replies everyone. I do have one question about pricing, etc. I understand that in this industry it's difficult to go with the "one-size-fits-all" method. But, where do I start? I mean what is the bottom and where do you start peaking out? I don't want to over charge or under charge for that matter. For example in my case, let's say that I land my first client and they want to buy the webpage that I've rebuilt for them. What do people normally charge for this type of service?
      What does the competition in your area charge?
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      • Profile picture of the author Tiger_Claw
        Originally Posted by freelance4money View Post

        What does the competition in your area charge?
        I really don't know. The other "companies" in my area - don't list pricing on their sites it would seem.
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  • Profile picture of the author Tiger_Claw
    Update: 12 / 01 / 10:

    Putting on the finishing touches of my website this evening. Will be making my first calls tomorrow morning. Going to target a specific niche and hopefully it will go well. Going to start with individuals who do not have a website and then move onto those who are in serious need of a make over.
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    • Profile picture of the author kemdev
      Originally Posted by Tiger_Claw View Post

      Update: 12 / 01 / 10:

      Putting on the finishing touches of my website this evening. Will be making my first calls tomorrow morning. Going to target a specific niche and hopefully it will go well. Going to start with individuals who do not have a website and then move onto those who are in serious need of a make over.
      Nice to see you have an action plan and are sticking to it. I'll tell you right now, that's half the battle!

      One little suggestion... I'd advise making your calls before you actually design the site. This way you're not wasting effort if they're not interested and if they are, you've guaranteed yourself a face-to-face meeting because they'll want to see the work you've done.

      Just a little tip for your business model. Good luck with everything!
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      • Profile picture of the author Anthony K
        I have a question regarding redesigning the clients website. Wouldnt it save time by approaching the client and scheduling a meeting, have a guarantee that they are interested then make the website rather then having a website and then be shot down.
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    • Profile picture of the author JamieSEO
      Well done Tiger!

      The first client is always the hardest

      Whatever you do, please don't make the mistake I made when I was actively servicing clients. I offered a blanket SEO package that covered everything, and got burned because the clients took advantage of me.
      Pay close attention to Twoblinds advice on this one - I know I have definitely been burned by this as well.

      There are two words that you should always keep in mind as your dealings with a client progress... "prove it".

      It is vital to get everything in writing - some clients change their minds more often than their underwear (yes it is gross... yes, it is also true...)

      A smart habit to get into is following any face to face meeting or phone call, send the client an email recapping what was agreed to. This way you have it in writing and so do they. Believe me - it saves A LOT of headaches later on :p
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      • Profile picture of the author Tiger_Claw
        Thank you guys for the advice. I am doing my best to keep moving in the correct direction. Some issues that I think I'm going to run into:

        Pricing here in the mid-west. It's obviously going to be a bit lower than larger metropolitan areas. Just on the fact people wont pay as much, yes it's the same type of work and you're reaching the same amount of people. People just don't value it as much here, yet.

        Getting enough clients where I can do this full time. Then, proper time management for each client, etc. Though, hopefully I will be able to close another client today or tomorrow. One to two clients a week and I'll be very happy.

        I am getting close to that 50 post max. I will not be posting as frequently in this thread. Here is todays update:

        12/14/10

        Finishing up the touches on my first clients site. Finishing up the paper work for the services I am offering. I won't quote prices here but these are the services I am offering:

        5 x Page Website

        Hosting Services
        SEO Services

        The two above services will have a monthly fee attached them and we're starting out with a six month contract. I will be starting these services for them on 01/01/11.

        I am taking over the website contract, SEO contract, and am in the process of looking for a decent hosting contract to provide them, etc. I might just see if I can throw in a section for my website contract. Kind of figuring this all out as I go.

        My first meeting obviously went very well and I think it certainly helped me that I went in with a website already created to show him. I have another meeting setup this week with a roofing contractor and hopefully that will go just as well. I am going to offer him a very appealing package and we'll see if he is interested in signing up with it. If you guys have any questions about my plan of attack or the methods I took to get this going, please PM me.

        - TC
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        • Profile picture of the author twoblind
          Congrats Tiger!, Keep your eye on the ball and keep swinging. You are going to do great!
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  • Profile picture of the author redcell1
    For billing software there is a variety of choices.

    BillingManager is one choice I use and its free. Works easily and just perfect for me.

    Another one to consider is invoicebubble - not as feature rich as billingmanager but I still like it.

    Business cards should cost you no more then $25 shipped. Now I get a 1000 full color both sides for that price.
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  • Profile picture of the author Tiger_Claw
    12 / 5 / 10:

    Website is finished. I'm adding some articles I had previously written for the site and am posting those on my company blog now. I am going to design my own business card and just go up to my local FedEx copy store tomorrow for the business cards.

    Goals for tomorrow:

    Make at least 10 - 20 cold calls. I am going to start with professional types and then move around a bit from there - testing out the different niches in my area.

    This is how I am going to handle those who want to see any sort of previous work. I will refer them to my site and explain that everything I've done to this point has been freelance and I've actually not had a paying client as of yet. I've always been a firm believer in honesty being the best policy. Though, I do intend to have a confidentiality clause in place for my clients if they choose.

    EDIT:

    Also forgot to mention that I am going to be concluding my niche research this evening as well. Using a variety of sources to find individuals who do not currently have a page and go on from there.
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    • Profile picture of the author AndrewCavanagh
      Originally Posted by Tiger_Claw View Post

      12 / 5 / 10:
      This is how I am going to handle those who want to see any sort of previous work. I will refer them to my site and explain that everything I've done to this point has been freelance and I've actually not had a paying client as of yet.

      Talking to more business owners is a great idea.

      Also don't be so eager to volunteer information.

      Saying this "I've actually not had a paying client as of yet" is simply not necessary unless they ask.

      One of the biggest keys to avoiding all of these types of conversations about what you've done in the past is to take your focus off yourself and put it on your prospects.

      Ask them questions, be genuinely interested in them.

      Keep the topic of conversation on them and intelligent questions about THEIR business and they will assume from the quality of your questions that you're an expert.

      Also the more you get them to open up about themselves and their business the more trust and rapport you'll build.

      Business owners will hire you based on trust more than anything else and that is actually built through your personal interaction not by showing them a website you did or businesses you've worked with.

      Kindest regards,
      Andrew Cavanagh

      The
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      • Profile picture of the author Tiger_Claw
        Originally Posted by AndrewCavanagh View Post

        Talking to more business owners is a great idea.

        Also don't be so eager to volunteer information.

        Saying this "I've actually not had a paying client as of yet" is simply not necessary unless they ask.

        One of the biggest keys to avoiding all of these types of conversations about what you've done in the past is to take your focus off yourself and put it on your prospects.

        Ask them questions, be genuinely interested in them.

        Keep the topic of conversation on them and intelligent questions about THEIR business and they will assume from the quality of your questions that you're an expert.

        Also the more you get them to open up about themselves and their business the more trust and rapport you'll build.

        Business owners will hire you based on trust more than anything else and that is actually built through your personal interaction not by showing them a website you did or businesses you've worked with.

        Kindest regards,
        Andrew Cavanagh

        The
        This is great advice Andrew. Thank you, I really do appreciate it. I am going to do my best to connect with these individuals that I call tomorrow. I know it's going to be somewhat difficult to do over the phone but if I can light just a little spark inside them - that will be all I need. Just need to get them to agree to a face to face meeting and I think it'll be all down hill from that point. I am worried that quite a few of these individuals I'm going to be calling will have "gatekeepers" setup, etc.

        I guess I'll see what I can do about getting around them or possibly getting an e-mail address. I've been doing research on my prospects for the past few days and I have a solid 16 people I will be calling in the morning. If I can get at least half of them to agree to a meeting - I'll be in hog heaven.
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  • Profile picture of the author John Durham
    Go get em Tiger....uh Claw!
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    • Profile picture of the author Tiger_Claw
      Thanks John! I will be reporting back with my success!!! No FAILURE!
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  • Profile picture of the author Amir Luis
    Your right... No failure.

    You just keep that mindset and you will have it. No matter what it is.

    Everytime you walk through a door. Everytime you pick up a phone...

    I GOT THIS.....

    Really... I wouldn't worry too much about business cards. I get theirs. If they ask... I say

    "I just ran out. Besides, everything I do is over the phone and internet anyway. Let me grab one of yours and I will shoot over an email with my contact info. That way you will have it on file."

    Easy Peasy....

    From this point on Tiger... Don't think... Just do.

    the more you take action on what you are doing. The more you will succeed. You may hit a bump or two in the road on the way... But that is OK. You live. You learn.

    You got this.

    Now go get it.
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    • Profile picture of the author Tiger_Claw
      Originally Posted by Amir Luis View Post

      Your right... No failure.

      You just keep that mindset and you will have it. No matter what it is.

      Everytime you walk through a door. Everytime you pick up a phone...

      I GOT THIS.....

      Really... I wouldn't worry too much about business cards. I get theirs. If they ask... I say

      "I just ran out. Besides, everything I do is over the phone and internet anyway. Let me grab one of yours and I will shoot over an email with my contact info. That way you will have it on file."

      Easy Peasy....

      From this point on Tiger... Don't think... Just do.

      the more you take action on what you are doing. The more you will succeed. You may hit a bump or two in the road on the way... But that is OK. You live. You learn.

      You got this.

      Now go get it.
      Thanks man! Bookmarking this post so I can come back and read it everytime I go to make a call. I got this. I know I have the skill sets needed to succeed and I am going to do just that.
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    • Profile picture of the author ADukes81
      Originally Posted by Amir Luis View Post

      Your right... No failure.

      You just keep that mindset and you will have it. No matter what it is.

      Everytime you walk through a door. Everytime you pick up a phone...

      I GOT THIS.....

      Really... I wouldn't worry too much about business cards. I get theirs. If they ask... I say

      "I just ran out. Besides, everything I do is over the phone and internet anyway. Let me grab one of yours and I will shoot over an email with my contact info. That way you will have it on file."

      Easy Peasy....

      From this point on Tiger... Don't think... Just do.

      the more you take action on what you are doing. The more you will succeed. You may hit a bump or two in the road on the way... But that is OK. You live. You learn.

      You got this.

      Now go get it.

      Follow what this man says! He called me out last week and I finally took action after coming up with every excuse in the book. I spent about 6 hours on the phone last week and got some good leads. I plan to follow up with the leads and close one of the deals as three people told me to call after the holidays.

      I'm not a salesman, probably he farthest thing from one, but once I started making the calls I stated getting in a groove and realized it's not that bad. I was having fun with it.

      I owe a BIG thanks to John Durham for his WSO and his TM Forum. Without that I'd be searching on Craigslist for a $12/hr job.

      Thanks to Amir Luis for calling me out! (next time you're in Vegas Louie, give me a shout! I'll be at the 50 cent blackjack tables).

      I plan on having a BIG week!
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  • Profile picture of the author John Durham
    Amir knows...he is a phone closing machine.
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  • Profile picture of the author Amir Luis
    $0.50 ???


    You big baller you...

    Adukes funnel is about to flow over. I can just feel it....

    I actually have a plan for you. I will call you tomorrow afternoon.


    The reason his funnel is about to pop... He took ACTION.

    In all actuality he has put a part time effort into this last week and his funnel is starting to flow already. Can you imagine if you cold called 5 hours at a time?

    Like money in the bank.

    Thanks for the props Dukes... made me blush a little....
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  • Profile picture of the author Tiger_Claw
    Getting ready to start my first calls and was wondering on one thing. Let's say these individuals do want to have a meeting with me - my laptop just recently blew up and I've not replaced it just yet.

    How do I make a presentation to them if I don't have laptop?

    Can I just put the information online via my desktop PC and tell them where to go to look at it?
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    • Profile picture of the author Amir Luis
      Originally Posted by Tiger_Claw View Post

      Getting ready to start my first calls and was wondering on one thing. Let's say these individuals do want to have a meeting with me - my laptop just recently blew up and I've not replaced it just yet.

      How do I make a presentation to them if I don't have laptop?

      Can I just put the information online via my desktop PC and tell them where to go to look at it?

      I normally don't even take a presentation or laptop. Not unless it is a huge deal.

      You can sit right next to them... on THIER computer, and do the same thing as using your laptop.


      That has been my experience.

      Also it is because I ride a motorcycle and don't want to bust my laptop if I lay it down. But..... whatever.


      If you come in decently business casual dressed.... empty handed. You seem less like a sales person. You are there to help. Not sell.

      No big deal.

      Don't worry about the petty stuff.... pet the sweaty stuff.

      OK... I could have left out the last part of the previous statement... but I'm a funny guy... at least to me....

      You will make money TODAY! if you keep going NO MATTER WHAT!!!!
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      • Profile picture of the author Tiger_Claw
        Originally Posted by Amir Luis View Post

        I normally don't even take a presentation or laptop. Not unless it is a huge deal.

        You can sit right next to them... on THIER computer, and do the same thing as using your laptop.


        That has been my experience.

        Also it is because I ride a motorcycle and don't want to bust my laptop if I lay it down. But..... whatever.


        If you come in decently business casual dressed.... empty handed. You seem less like a sales person. You are there to help. Not sell.

        No big deal.

        Don't worry about the petty stuff.... pet the sweaty stuff.

        OK... I could have left out the last part of the previous statement... but I'm a funny guy... at least to me....

        You will make money TODAY! if you keep going NO MATTER WHAT!!!!
        Amir!!! You're awesome!!! While I've not made any money today in my new venture - I am about to goto my "day job" and bang it out for eight hours. Hopefully, by January the offline gig will be going full swing and I'll be able to leave the "day job" behind. Regardless, I am going to now target the in-home service providers and go from there. See what I can do for these individuals. I am batting:

        0 - 11 with the attorneys thus far
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    • Profile picture of the author thesanto
      Originally Posted by Tiger_Claw View Post

      Getting ready to start my first calls and was wondering on one thing. Let's say these individuals do want to have a meeting with me - my laptop just recently blew up and I've not replaced it just yet.

      How do I make a presentation to them if I don't have laptop?

      Can I just put the information online via my desktop PC and tell them where to go to look at it?
      When I meet the first time with my clients I take a note pad and a pen, simple and sweet - don't make it too complicated on yourself.

      I found that's the best way to engage with clients. Show them a website layout by drawing it on the paper, show them a social media structure/pitch by writing and making basic shapes (circles, squares, big letters) people retain more graphics and drawing than just words.

      Just a thought!

      Hope it helps, go get 'em Tiger!

      Henry
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      • Profile picture of the author John Durham
        Originally Posted by thesanto View Post

        When I meet the first time with my clients I take a note pad and a pen, simple and sweet - don't make it too complicated on yourself.

        I found that's the best way to engage with clients. Show them a website layout by drawing it on the paper, show them a social media structure/pitch by writing and making basic shapes (circles, squares, big letters) people retain more graphics and drawing than just words.
        Thats exactly how I do it!
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      • Profile picture of the author Tiger_Claw
        Originally Posted by thesanto View Post

        When I meet the first time with my clients I take a note pad and a pen, simple and sweet - don't make it too complicated on yourself.

        I found that's the best way to engage with clients. Show them a website layout by drawing it on the paper, show them a social media structure/pitch by writing and making basic shapes (circles, squares, big letters) people retain more graphics and drawing than just words.

        Just a thought!

        Hope it helps, go get 'em Tiger!

        Henry
        So this is my pricing plan in general:

        I am going to charge a basic fee to build the business a site.
        I am going to charge a recurring fee for hosting.
        I am going to charge a recurring fee for social media.
        I am going to charge a recurring fee for SEO.

        Is this how you guys do it?
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  • Profile picture of the author Tiger_Claw
    12 / 06 / 10: D - Day

    Call log:
    #1. I just made my first call. I did not get through the "gatekeeper" as the two partners for the firm were with clients. I did leave my name and phone number. The secretary did advise that he thought they had someone handling their web solutions at present. I guess we'll see if they call back.

    #2. Answering machine. No message left - will call back later.

    #3. Turned away at the gatekeeper. "We've had some calls concerning web solutions and we're just not interested."

    #4 Is aware their site is out dated and already has someone working on it. Though asked me to send some business her way.

    #5. Already have a consultant they work with.

    #6. Left name, number, and site address.

    #7. Left name, number, and site address.

    #8. Left name, number, and site address.

    #9. Drum roll please....left name, number, and site address.

    Brief pause in the cold calling process. I've called nine attorneys in my area, and all of them could benefit from my services. Though, half of them shut me down with they already have someone working for them or the gatekeeper just took my name, number, and site (probably throwing it in the trash can afterwards). I will note that cold calling gets much easier after your first few attempts. Though, this has just made it quicker for me to be rejected. Sad tuba.

    Going to go read Amirs post again and generate a new list of potential clients.

    #10. Made some progress. Spoke with the gatekeeper for a good 10 minutes or so about the variety of different things we can do for their firm. She requested that I e-mail the attorney and "show" him a few of the things we could possibly do for him. Not exactly sure what I can send via e-mail but I'm going to think on it and send some stuff his way.

    #11. Asked me to e-mail him something. Didn't really seem to interested.


    This was quite the learning experience. I've also decided to follow up with those individuals I spoke with today via e-mail and see if I can get any sort of response like that. Someone will eventually has to bite, I mean it's law of averages. I am going to work on more cold calling tomorrow and will focus on a different niche. Tonight I am going to make another list of leads and go from there. If I can call 11 new businesses a day, eventually I will find someone interested in my services.
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  • Profile picture of the author Amir Luis
    Don't spend too much time on the list you are going to generate....

    Also... If you need money RIGHT NOW... I would start targeting the "in Home Service Providers"

    Heat and Air Guys
    Window Cleaners
    Maid Services
    Electricians
    Plumbers

    etc.....

    Attorneys get brow beat by us. Everyone and their dog goes after attorneys. Normally they do not do a one call close. I have closed a couple.. but few and far between. I would rather target my list to people that are easy to close.

    Just sayin....
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  • Profile picture of the author Tiger_Claw
    12 / 06 / 10: Update

    Just wanted to post this update of call #12. I took the advice of Amir from above and started calling heating and cooling service providers in my area. The first call I made, I got the private cell phone number to one of the owners. While I did not speak directly to them (voice mail) I was very excited to at least get that far.
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  • Profile picture of the author Amir Luis
    I answered your PM and I have a solution for you that will make your job a WHOLE lot easier. The willingness is there. I see that.

    You have everything on the inside of you to be a BILLIONAIRE....

    You are willing to do what most of these people won't. THAT is why you are a success.

    That is why by the end of this week.... you will make no less than $1000

    When you get off from your Day J.O.B. let me know. We can talk more.... I will PM you my phone number.
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  • Profile picture of the author Tiger_Claw
    Thanks for all the words of encouragement. I called more of the "in-home" individuals and really got no where with that either. I'm starting to wonder if my sales pitch is just off or the way I'm going about it is just wrong. I must say it is quite frustrating to get rejected on the phone as much as I have. I thought I would land at least one meeting.

    This is the plan while I'm at my other job. I am fortunate it is a "desk" job so I can still multi-task and do some things for this business, shhh. Regardless, I am going to make a list of individuals in a variety of different niches to call tomorrow. I guess we'll see.
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  • Profile picture of the author Amir Luis
    I understand where you are coming from....


    But really... less than 200 calls is not a way to test a campaign. Really... I would push out 500. I can help you with your script. Like I said.... call me....

    Inside my head when I am first dialing out... I am thinking to myself....

    Is this going to work?
    Should I just go get a job like my mom/girlfriend said?
    I don't know if this is for me....

    B. S. !!!!!!!!!!!!!!!!!!


    This is absolutely for anyone... anyone with the determination that you have already displayed by just picking up the phone and doing it. DO NOT GIVE UP! Don't quit 5 minutes before the miracle.

    Really... it doesn't matter what you say... if you call 500 people.... you will MAKE MONEY!

    It just really isn't that hard. This is why I suggest an autodialer for when you are prospecting......
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    • Profile picture of the author Tiger_Claw
      Originally Posted by Amir Luis View Post

      I understand where you are coming from....


      But really... less than 200 calls is not a way to test a campaign. Really... I would push out 500. I can help you with your script. Like I said.... call me....

      Inside my head when I am first dialing out... I am thinking to myself....

      Is this going to work?
      Should I just go get a job like my mom/girlfriend said?
      I don't know if this is for me....

      B. S. !!!!!!!!!!!!!!!!!!


      This is absolutely for anyone... anyone with the determination that you have already displayed by just picking up the phone and doing it. DO NOT GIVE UP! Don't quit 5 minutes before the miracle.

      Really... it doesn't matter what you say... if you call 500 people.... you will MAKE MONEY!

      It just really isn't that hard. This is why I suggest an autodialer for when you are prospecting......
      This is great advice Amir. Just wondering if there are 500 people in a single niche in my area? How do I make that many calls? I mean I just have my cell phone that I am using to call people in my area with. Do I need a land line for an auto dialer? How does that work?
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  • Profile picture of the author V12
    I'd like to know more about this autodialer setup too, Amir. Where can I get more info on this?

    Abdul.
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  • Profile picture of the author Rocketguy
    Congrats on taking action and making the calls. One thing to mention is that I definitely think you are going to need to make more than 11 calls a day. If you could get up to 200 calls a day then you would be doing really well.
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    • Profile picture of the author Tiger_Claw
      Originally Posted by Rocketguy View Post

      Congrats on taking action and making the calls. One thing to mention is that I definitely think you are going to need to make more than 11 calls a day. If you could get up to 200 calls a day then you would be doing really well.
      Tomorrow, I'm going to try and get that number up to 100 or so. Though, I'm kind of running out of prospects. I am not in an area that has an over whelming amount of local businesses, etc.
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  • Profile picture of the author rolltide
    Amir-shoot me a PM when you get a minute.

    Thanks
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  • Profile picture of the author Amir Luis
    There are several ways to go about it... this is not an affilliate link.... but...

    CallFire: Cloud IVR, Voice Broadcast , Cloud Call Center, Toll Free Phone Numbers, Local Phone Numbers, Voice APIs and Cloud Telephony

    You can prepay as you go. That way you can find out if this is for you or not.
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  • Profile picture of the author earvin.anderson
    I found it to be fantastic and interesting and wishing you all the best.
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  • Profile picture of the author Tiger_Claw
    12 / 07 / 10: D-Day x 2

    Well, I did not have too much success yesterday but that was highly likely due to the fact that I did not have a huge call volume. I spoke with Amir on the phone last night and he provided some encouraging words of advice. I am going to step up my game today and try to make at least 100 different calls. Here goes nothing, today I'll spare you all the details of each call and give you guys a summary of how it goes. Here is to success!!!
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  • Profile picture of the author Amir Luis
    Get it man.... I know you are going to do well. I can just feel it.

    You have the sand to do what most people won't. That is what seperates the men from the boys.

    Did you read over the info I emailed to you?
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    • Profile picture of the author Tiger_Claw
      Originally Posted by Amir Luis View Post

      Get it man.... I know you are going to do well. I can just feel it.

      You have the sand to do what most people won't. That is what seperates the men from the boys.

      Did you read over the info I emailed to you?
      Yea. It's great and proven to really be helpful. I've not "closed" anything yet but it's certainly helping me make progress.
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  • Profile picture of the author rolltide
    good luck today Tiger!
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    • Profile picture of the author Tiger_Claw
      Originally Posted by rolltide View Post

      good luck today Tiger!
      Thanks!!! Today has proven to be great! While you might not consider them a success, I will.

      I spoke with one of the larger garden centers here in my area and they have agreed to do a referral program with me. I am going to make them a nice 3 - 5 page site and in turn they will gladly send customers my way.

      After I got off the phone with the individual above, I called another florist and they are also VERY interested in my service. I provided them name, number, and site and they said they would certainly be in touch with me.

      I feel really good about the two calls above and I if I don't hear anything from them within a couple days, I will be following-up. I am now going to keep the ball rolling and hopefully actually close a client today. So far, today has been nothing but positives!!!

      - TC
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  • Profile picture of the author ADukes81
    I'm in the same boat Tiger_Claw!

    Amir has been a great help and has helped me along this journey.

    I have 200 calls to make!
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  • Profile picture of the author Amir Luis
    I am so glad you guys are seeing progress.....


    It gives me goosebumps to know I could even be a little part of helping other people succeed. As stated in the WSO I put out sharing my experiences with cold calling and how I have found success with it...

    "If you help someone to the other side of the pond. You can't help but get there yourself."

    Why?

    Because my Karma will run over your Dogma...
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  • Profile picture of the author Tiger_Claw
    I was wondering if anyone has an e-mail write up with how they present their pricing, etc. I'm getting quite a few bites today and all of them want to me to send them some information via e-mail. I was curious exactly how you guys handle these e-mails and what type of information you're providing? Thanks for any information you can provide me!

    - TC
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  • Profile picture of the author Amir Luis
    That is an indication of two things... and is a case by case scenario....

    Either it's a blow off....

    or it's a buying signal.....

    One of the other...

    Either way... when we spoke you said you wanted to do appointments right?

    When they ask for more information.. ask them for the appointment.

    I'd be glad to send you some more info but I tell you what... I can just come by and hand deliver it to you, that way I can answer any questions you may have right there on the spot.
    (assume the appointment... don;t hesitate....)

    I am going to be over there _______ or _________, which one works best for you?

    and do you prefer morning or afternoon...?

    Great... Alright John... I will see you _________ afternoon... inbetween now and then if you have any questions, comments, or concerns... feel free to give me a call.

    Thanks....
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    • Profile picture of the author Tiger_Claw
      Originally Posted by Amir Luis View Post

      That is an indication of two things... and is a case by case scenario....

      Either it's a blow off....

      or it's a buying signal.....

      One of the other...

      Either way... when we spoke you said you wanted to do appointments right?

      When they ask for more information.. ask them for the appointment.

      I'd be glad to send you some more info but I tell you what... I can just come by and hand deliver it to you, that way I can answer any questions you may have right there on the spot.
      (assume the appointment... don;t hesitate....)

      I am going to be over there _______ or _________, which one works best for you?

      and do you prefer morning or afternoon...?

      Great... Alright John... I will see you _________ afternoon... inbetween now and then if you have any questions, comments, or concerns... feel free to give me a call.

      Thanks....
      Alright,

      Well, I've discovered a new niche that I want to approach. Though, I'm wanting to approach them via e-mail before I actually contact them. I think I will be able to make quite a bit of headway with them going this route. So, I was looking for a solid letter that basically lays out my services with the pricing I've selected.
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  • Profile picture of the author Amir Luis
    I would have to dig around my computer... I may have one... BUT....



    NEVER... mention price with out establishing the value!
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  • Profile picture of the author Amir Luis
    What ever you do....

    Make sure it comes from your business email!

    First contact emails should be to the point and informational ONLY, if they like what they see, you will get a response.

    You want to guide the questions that they will BE FORCED to email you back. For example, they want to know the cost of the services and or the way you are going to do what you say you can do.

    (At which point, you try to set up a meeting to talk about it, NEVER talk numbers unless you are closing them).

    Your email should only Generat Interest and that's it!!!

    If you make them interested you will get the appointment!
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  • Profile picture of the author Tiger_Claw
    12 / 08 / 10:

    I've done it. I finally landed my first meeting and felt like I had a great connection with the individual on the phone. I am going to be meeting with them next week. Now, I need to know what I should bring with me to close this deal. I am almost too excited to type right now.
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    • Profile picture of the author ADukes81
      Originally Posted by Tiger_Claw View Post

      12 / 08 / 10:

      I've done it. I finally landed my first meeting and felt like I had a great connection with the individual on the phone. I am going to be meeting with them next week. Now, I need to know what I should bring with me to close this deal. I am almost too excited to type right now.
      Nice work!

      150 calls in and I'm not stopping till I get a sale/appointment!
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  • Profile picture of the author Amir Luis
    That is AWESOME!!! Don't even worry about the other stuff. Right now is the best time to set two more appointments. That way if one doesn't close right away... you can close another.


    YOUR PUMPED! Your confidence is on HIGH! You are a closing MACHINE! You GOT THIS!

    Now go make 50 more phone calls while your still pumped and see if you don't get another one.
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  • Profile picture of the author Amir Luis
    LOL.....


    GO GET THAT MONEY!


    Your never gonna believe this... but a yellow book rep just flipped me a SWEET deal.
    and I sold two others today already.... Life is good.

    Fill that funnel. CONSTANTLY. And it will pay off.
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    • Profile picture of the author ADukes81
      Originally Posted by Amir Luis View Post

      LOL.....


      GO GET THAT MONEY!


      Your never gonna believe this... but a yellow book rep just flipped me a SWEET deal.
      and I sold two others today already.... Life is good.

      Fill that funnel. CONSTANTLY. And it will pay off.
      Nice work!

      I'll be saying that soon!
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  • Profile picture of the author Tiger_Claw
    Update:

    I spoke with a few more potential clients and got more bites. People are providing me e-mail addresses and asking me to get in touch with them. Hopefully, I'll be netting some responses soon and from there it'll all be down hill. Just getting these first few clients established is going to be the difficult thing. Here is to having a great meeting next week.
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  • Profile picture of the author John Durham
    WHat?

    You guys havent made at least $1000 yet?

    Tiger Claw.... Go here man... www.offlineoncrack.com its free.

    You want to put jet fuel in your pitch listen to the whole thing. Its exactly what you need... sounds like the end of your calls are leaving the conversation "hanging in the balance..." need to seal up tighter before you hang up.

    This will help....especially 6-10. I would listen to the whole thing before your next call session personally.

    Adukes, if you are having trouble phone closing then try an appointment setting script at least make some money while you are learning to be an OPG, sometimes a couple of appointments will put cash in your pocket while you are learning to "condition" yourself to phone close... you cant really mix em up though, you have to either do the phone closing script or the one call close script...

    If you are using the one call close, and hoping that "Well if I cant close em I may get an appointment", then you may get a random appoinment here and there...But you lose about 2-3 opportunities for an appointment out of every 100 calls.

    You should be able to set two appointments per hundred calls, as opposed to 2 phone closes per day, which only works "if you are calling hard core everyday like luis and flying through 500 numbers", and getting your conditioning.

    I mean, if you were in my call center... you wouldnt have a choice but to be on the phone for 7 straight hours and saying "hello" a minimum of 600 times a day... along with being pressured like crazy just to keep your jopb, and you would be phone closing in three days... but since most people cant get themselves to do that, appointment setting is an easy way to start out.

    Either way , you will get it!
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  • Profile picture of the author SubUrbanHype
    I have been cold calling for weeks to no avail. I'm not going to give up though, because I know that you can get 1,000 "no"s but all you need is 1 "yes". This gave me a little more inspiration to get up and make those calls tomorrow morning by reading about your success. I am glad you are seeing some results for your work.
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  • Profile picture of the author rolltide
    Suburban-just curious where you are getting your names to call?
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  • Profile picture of the author Tiger_Claw
    12 / 9 / 10:

    I guess the saying is, "I am on fire!!" - because I just landed another meeting. Very receptive and really liked the way I went about things. Going to meet with him next week as well. Offering a design package along with SEO services. I think I might try and do some research into what other small business web consulting firms are charging for their services. Having trouble pricing these individuals at a fair rate. I am not wanting to over charge or under charge.
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    • Profile picture of the author John Durham
      Originally Posted by Tiger_Claw View Post

      12 / 9 / 10:

      I guess the saying is, "I am on fire!!" - because I just landed another meeting. Very receptive and really liked the way I went about things. Going to meet with him next week as well. Offering a design package along with SEO services. I think I might try and do some research into what other small business web consulting firms are charging for their services. Having trouble pricing these individuals at a fair rate. I am not wanting to over charge or under charge.

      Rock On Bro!!! Knew you could do it... dont stop stuffing the pipeline until it busts open and green chrapel is flying everywhere!

      No time to stop and wait for that appointment...keep up the momentum till you have 5-10 of them.

      Thats when you have leverage and you dont have to be anxious for a prospect... because you have 5 more!
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      • Profile picture of the author Tiger_Claw
        Originally Posted by John Durham View Post

        Rock On Bro!!! Knew you could do it... dont stop stuffing the pipeline until it busts open and green chrapel is flying everywhere!

        No time to stop and wait for that appointment...keep up the momentum till you have 5-10 of them.

        Thats when you have leverage and you dont have to be anxious for a prospect... because you have 5 more!
        That's the plan. I'd like to get a nice solid base of around 40 or so clients. That will allow me to quit my actual day job and do this for a living. Still have quite a bit I need to figure out in regards to contracts, billing, taxes, etc. Want to make sure I have all my 'Ps' and 'Qs' taken care of.
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  • Profile picture of the author Amir Luis
    Absolutely... that is why I was saying to get back on the phone and get some more appointments earlier.

    People talk so much about positioning... this is a key in positioning. If you are counting on one deal to make or break you. You may do something you will regret later.

    If you have 5 deals going at the same time. One falls off. O'well.... No biggie... Next.

    Really... no matter what... even if you are booked solid. Don't STOP. Just keep going no matter what. Then you can pick and choose. Do business on your terms... not theirs.

    A couple of three weeks ago I had a $4500 upfront deal with $500 in residual fall thru at the last moment... Why?

    Because he wanted to change the terms. I said no... and walked.

    Really hurt me financially because my funnel wasn't as full as it is now. This is why I say... keep filling the funnel. No matter what.

    I only speak from experience.... so that you don't have to have the same negative experience.
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    • Profile picture of the author John Durham
      Originally Posted by Amir Luis View Post

      Absolutely... that is why I was saying to get back on the phone and get some more appointments earlier.

      People talk so much about positioning... this is a key in positioning. If you are counting on one deal to make or break you. You may do something you will regret later.

      If you have 5 deals going at the same time. One falls off. O'well.... No biggie... Next.

      Really... no matter what... even if you are booked solid. Don't STOP. Just keep going no matter what. Then you can pick and choose. Do business on your terms... not theirs.
      Exactly!! What more is there to say? That sums it up perfectly!
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  • Profile picture of the author Tiger_Claw
    12 / 10 / 10:

    It's been quite the ride thus far. I have two meetings scheduled for next week and am going to try and land some more today.

    I've been reading quite a few stories here about people who back out at the last minute or tell you they want to meet with you and when you call them to let them know you're in the area, they're not available. So, hopefully both of my potential clients will be ready to sit down with me next week.

    Seems like the two meetings I've basically setup, neither of them were interested in "setting" up a time. They both just told me to call them on the 13th and drop in when I'm in the area, etc. Hopefully, this is me just being a worry-wart and they actually are wanting to work with me.
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  • Profile picture of the author John Durham
    Good job on the action...You need to seal them up tighter Tiger...

    Dont ask them "do you want to meet"?

    Say this:

    Hey Bob this is your office phone right?

    Great and when's a good time to catch you on it tomorrow?

    Okay great... listen Im actually gonna be out that way tomorrow about that time i could just stop by for a few minutes and talk to you... I've got a 1 oclock and a 2 oclock

    Which one of those would be best for you?

    Okay I understand... tell you what Im open between 2 and 5 friday... Whats a good time in between there to stop by??

    Okay Now you are not asking "do you want to meet", where they can say yes or no... you are asking "which time would be good for you".

    That stops the tentative part...

    Another point is this... if you cant schedule them within 48-72 hours just tell them you will call back another time... when you stretch appointments out too far, the iron isnt hot anymore... you have to get to them as soon as possible...

    It doesnt hurt to have a few meetings stretched out in the pipeline, but you want to FOCUS on getting them nailed down in the next 48 hours if possible...

    So how do we do that...

    By offering the options above instead of answering a yes or no question.

    This also helps, if you find yourself unsure of where or how to end a conversation... always be heading towards "Which one of those would be best for you Bob".

    The conversation ends when they pick a time... or when you decide they arent a good prospect.

    Hope this helps.
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    • Profile picture of the author Tiger_Claw
      Well. Today, was not that great of a day on the phones. Wasn't able to nail down any solid meetings. Though, I did get wet in the water with the restraunt niche and my first call went alright. I think one of my problems I am running into is that I don't actually have a portfolio just yet. So, I'm contemplating just making some 'dummy' sites and putting them up on my portfolio. Thoughts on this?
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      • Profile picture of the author John Durham
        Originally Posted by Tiger_Claw View Post

        Well. Today, was not that great of a day on the phones. Wasn't able to nail down any solid meetings. Though, I did get wet in the water with the restraunt niche and my first call went alright. I think one of my problems I am running into is that I don't actually have a portfolio just yet. So, I'm contemplating just making some 'dummy' sites and putting them up on my portfolio. Thoughts on this?
        Either create dummy sites, or decide who you are going to outsource to, and use theirs with their permission.

        Also , its easy enough to say "thats why I am giving you a good deal, because Im new in town and I am trying to get a few clients whose sites I can showcase to the rest of the community".

        They can understand that, and it also plants the subtle seed that you will do an extra good job because this will be a "showcase" site.
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        • Profile picture of the author Mike Grant
          Originally Posted by John Durham View Post

          Either create dummy sites, or decide who you are going to outsource to, and use theirs with their permission.

          Also , its easy enough to say "thats why I am giving you a good deal, because Im new in town and I am trying to get a few clients whose sites I can showcase to the rest of the community".

          They can understand that, and it also plants the subtle seed that you will do an extra good job because this will be a "showcase" site.
          The above overcomes about 90% of objections when starting out.
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          • Profile picture of the author John Durham
            Originally Posted by mgtarheels View Post

            The above overcomes about 90% of objections when starting out.
            Right on. You can say it even at the beginning of your pitch, so they know ahead of time why you dont have any clients...
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  • Profile picture of the author uniquemarketer
    Here's an advice. Start first by helping your relatives or friend's business by getting them listed on Google Maps, build their website and get them ranked #1 or #2 in their respective niche.

    ONce you have something proven that you can show to people, they will be more willing to listen.
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  • Profile picture of the author Tiger_Claw
    12 / 13 / 10:

    The first deal. Sealed. I've sold my first website and have setup a six month contract for a reoccurring fee. I've got another meeting later in the week and in turn this client is actually going to help me get established with my local chamber of commerce. He is also going to introduce me to a local advertising agency that does work with media buys, etc. Seeing if I can possibly do work for any of his clients. I am amazed at how far I've come in a 13 day span.
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    • Profile picture of the author Mike Grant
      Originally Posted by Tiger_Claw View Post

      12 / 13 / 10:

      The first deal. Sealed. I've sold my first website and have setup a six month contract for a reoccurring fee. I've got another meeting later in the week and in turn this client is actually going to help me get established with my local chamber of commerce. He is also going to introduce me to a local advertising agency that does work with media buys, etc. Seeing if I can possibly do work for any of his clients. I am amazed at how far I've come in a 13 day span.
      Wow, someone who actually followed their action plan!

      Congratulations, if you continue taking action you'll be living large!
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    • Profile picture of the author John Durham
      Originally Posted by Tiger_Claw View Post

      12 / 13 / 10:

      The first deal. Sealed. I've sold my first website and have setup a six month contract for a reoccurring fee. I've got another meeting later in the week and in turn this client is actually going to help me get established with my local chamber of commerce. He is also going to introduce me to a local advertising agency that does work with media buys, etc. Seeing if I can possibly do work for any of his clients. I am amazed at how far I've come in a 13 day span.
      I knew you could do it!

      BAMMO!!! Never Fails if YOU dont!

      Ps. As long as you make "stuffing the pipeline" your first priority in busiiness... make it the most important function of your whole business, whether you do it or someone else does, then it wont be long till you will have one client per DAY!

      Prospecting is the wheel that never stops turning in a successful business, no matter how much else is going on, if you keep that wheel turning you will succeed. Business thrives on new prospects.

      Originally Posted by SubUrbanHype View Post

      Congratulations man! Hopefully I will be in the same position as you within the next couple of weeks. Keep up the good work.
      Any more sales on the give away model?




      Ps @ Tiger Claw

      There are alot of areas that you can get wrong, and it wont kill your business, there are alot of areas you can get RIGHT and they wont make it succeed...

      BUT, if you get "prospecting" right.... its one of those areas where, even though alot of other areas are rough around the edges... your business will succeed through them.
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    • Profile picture of the author Amir Luis
      Originally Posted by Tiger_Claw View Post

      12 / 13 / 10:

      The first deal. Sealed. I've sold my first website and have setup a six month contract for a reoccurring fee. I've got another meeting later in the week and in turn this client is actually going to help me get established with my local chamber of commerce. He is also going to introduce me to a local advertising agency that does work with media buys, etc. Seeing if I can possibly do work for any of his clients. I am amazed at how far I've come in a 13 day span.

      I AM SOOOOOOO HAAAAPPPPYYY FOR YOU!!!!!!!!!!!!!!!!!!!!!!!!!


      That is awesome....

      You rock...

      Now that you know it can be done.... Wash, Rinse, Repeat....

      Whatever you do... don't make the mistake I used to make... Don't start to rest on your laurels... Go get another one... If one is good... two has to be great right?

      John hit the nail on the head earlier.... KEEP FILLING THE FUNNEL!

      Always....

      When you need it.... and especially when you don't need it.

      My father told me when I was a wee young lad... "if you can do it once, you can do it a THOUSAND times!"

      You just proved that you can do it. It can be done.... Now go get some more...
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  • Profile picture of the author rolltide
    Congrats Tiger. What price point site did you sell him?
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    • Profile picture of the author Tiger_Claw
      Originally Posted by rolltide View Post

      Congrats Tiger. What price point site did you sell him?
      The reoccurring monthly fee will be for SEO services and hosting. If he wants to branch out into other sections then I have basically made my self available to do just that for him.

      I sold him a five page site at $599.00. Yes, I am aware that is way below market value and my quality of work could easily go for double that. Though, I need to establish myself in my area and after people see the quality of my work, I will be able to raise my prices.
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  • Profile picture of the author SubUrbanHype
    Congratulations man! Hopefully I will be in the same position as you within the next couple of weeks. Keep up the good work.
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  • Profile picture of the author Jimian
    [DELETED]
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    • Profile picture of the author Tiger_Claw
      Edit: For later.
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      • Profile picture of the author Jimian
        Originally Posted by Tiger_Claw View Post

        I appreciate your advice. Though, I personally feel the way I am currently going about it is just fine. These methods might work in larger metropolitan type areas but I am in a mid-sized town and other mid-sized towns around us. These business owners get hounded to death by people calling them, e-mailing them, about their websites and SEO services. I am working the angle of the local business helping local business. This is what is currently working for me and that is only going to improve.
        I hadn't seen where you actually nailed it. ha-ha Then FORGET what i said and carry on soldier. You did it. Egg on MY face.
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        OFFLINE Marketing Strategies For The OFFLINE Warrior
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        • Profile picture of the author Tiger_Claw
          Originally Posted by Jimian View Post

          I hadn't seen where you actually nailed it. ha-ha Then FORGET what i said and carry on soldier. You did it. Egg on MY face.
          No worries. I appreciate the kind words. Hopefully, I can close a client a week - that would be ideal.
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  • Profile picture of the author John7447
    I would try to put one of your top prospects on the first page of Google and then call and ask if they want to stay there.
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  • Profile picture of the author twoblind
    Hi Tiger, I applaud you on your decision.
    I have a few suggestions for you.
    1 Find one service that you can offer your clients to get your foot in the door. Perfect that service, and give your client your absolute best effort. Then as your credibility with them grows, offer other services.

    2 Whatever you do, please don't make the mistake I made when I was actively servicing clients. I offered a blanket SEO package that covered everything, and got burned because the clients took advantage of me.

    Spell out every service you offer in writing and stick to your guns. If they need services you don't have the skills to provide or the time to complete, outsource. It is better to get less money for a deal than to lose your sanity trying to fill a clients unreasonable expectations.

    4 Set your clients expectations carefully. If you don't, they will expect unrealistic results. For example if one of your goals is to get their site ranked on page one for a keyword, make sure they understand that it will take time for it to happen. I tell my clients now that it will take 3-6 months to get solidy ranked.
    5 as far as the billing, paypal works great. Just setup a busines paypal acccount and use their invoicing feature.
    6 I cant stress this enough. Spell everything out in writing, so there is not any confusion between you and your client.

    I hope this helps you.

    Best of Luck in your Business
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    Michael & Teresa Blaes
    The Two Blind Marketers

    WSO Keyword Research + Bonus!
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  • Profile picture of the author Amir Luis
    Pricing is a perceived value....

    The Yellow Page representatives have been selling dinky little ads for $1500 PER MONTH. So in comparison... whatever you charge will not be too much.

    I used to have a problem charging $30 per month for hosting... then I found out some people charge up to $149 per month for hosting. They are constantly getting sales... and they are constantly getting paid. So really... It is up to you. Not everyone knows what we know. Not everyone knows that GoDaddy exists... or HostGator... or BlueHost....

    whatever... adnauseum


    So... if you want to raise your prices... Go for it. Just give them a reason for them to percieve the value the same way you do.

    You can charge $2000 for a website... or you can charge $599... or $299... whatever....

    It doesn't matter really. Becuase it is the "back end" that you are really after isn't it?

    The upsells and cross sells... etc....

    Not to mention all the residual income from the hosting and SEO.....
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  • Profile picture of the author John Durham
    Congrats again Tiger...

    This may not be the time you want to hear this again... but it IS the most appropriate time:

    We all fall into this trap until we learn, Im just adding this to remind you of a pot hole in the road that I passed...

    Some never get far enough to need this advice, but due to your strength of will, you HAVE come far enough to need this advice:

    "Dont let the cares of life come and choke out the seeds you planted..."

    Now you have websites to build and people to go see...

    But in the midst of all those new cares... "The wheel that put you there has to keep turning..." consistent prospecting cannot stop if you want to make it past a "sputter"... if you want to keep driving smoothly... keep that wheel turning... keep the prospecting momentum.

    The rest is gravy.

    Prospecting is the wheel that makes all the other wheels turn, and if it stops... the whole machine stops and has to start over again, not that moment , because there is momentum, but shortly down the road it will start sputtering to a halt if the pipeline has a break in it.

    Many of us for years, start and stop and start and stop... its because we start wanting to build a business then we get one, and we become distracted by everything we just built, and we forget to keep doing the thing that built it.

    You have to start managing your energy now, segmenting your days to protect the Holy grail that seperates you from just some guy that knows how to build a website, and that is the straight up NUTS you have to prospect and make the wheel turn!

    Bravo! Keep rockin man!
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  • Profile picture of the author Amir Luis
    You are just so dang eloquent John....

    I wish to be able to write like you some day.
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  • Profile picture of the author John Durham
    Yeah, I use big words like nuts... lol
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  • Profile picture of the author Amir Luis
    LOL.... Cach me later on Skype will you... We need to catch up.... You moved. I went on vacation.... and the thetelemarketingFORUM BLEW UP with traffic and information.... WOW.....
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  • Profile picture of the author Tiger_Claw
    12 / 15 / 10:

    Closed my second deal. I now have two sites I have to perfect and finish up their contracts. I just wanted to let everyone know that this is very possible and again to thank John, Amir, and everyone else for all of their kinds words and advice.

    These are things I have accomplished so far:

    Secured two clients with a reoccurring payment.
    Formed an LLC.
    Formed a business account with my local bank.
    Building two sites (in the process)
    Creating two contracts and payment plans for these clients.

    I just got off the phone with another potential client. I'm not jumping for joy just yet, but it's a local airline business and I'm very excited about all the possibilities that lie there. I've also spoke with an individual who runs a advertising agency that handles media buys and the like. They are wanting to meet with me towards the end of this week. Here is to more success.

    - TC
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    • Profile picture of the author Vanessa Reece
      WOW. I actually didn't come on this thread bar your initial post before now as I wanted to read it like a little book when you'd really gone through your process. It was wonderful to read.

      I'm happy and proud you followed through and were brave enough to share each detail.

      It's also been interesting to read Amir's boosting words (especially his 'pet the sweaty stuff' line - a classic:p)and of course John's who has really helped me understand phone sales since that was an area of selling I'd really not tapped into - mostly through misconception. John's audios blasted that out the water.

      Anyway - I'm going to put a thanks on your post. I think you deserve it. Very inspiring!

      To your continued success,

      V
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  • Profile picture of the author John Durham
    Thanks V. , even a savvy business person such as yourself can benefit from learning cold calling. I think for me the actual "life enriching" enlightenment's you gain from it, the disciplins... learning the mastery...the benefits of those things are as good as any money that might be gained. You truly, after you have spent a few days burning in the headphones get to witness first hand alot of the universal laws at work, and gain new understandings about them.

    Go Tiger Go! (Said in Chuck Berry Fashion).
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    • Profile picture of the author mscopeland
      Tiger_Claw,
      You are an inspiration to a lot of people. So many people don't do anything and in 15 days, you've learned A LOT and landed 2 clients! YOU ARE A SUCCESS!

      Not only that, YOU are helping this country get out of this recession. How? Because I believe it is the small businesses and owners who will bring us out. You are helping them get more customers and more money.

      That my friend is golden there.

      I thank everyone who has posted in this thread because this helps out everyone who reads, even me and I appreciate it.

      Please keep us posted!
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      • Profile picture of the author John Durham
        Originally Posted by mscopeland View Post

        Tiger_Claw,
        You are an inspiration to a lot of people. So many people don't do anything and in 15 days, you've learned A LOT and landed 2 clients! YOU ARE A SUCCESS!

        Not only that, YOU are helping this country get out of this recession. How? Because I believe it is the small businesses and owners who will bring us out. You are helping them get more customers and more money.

        That my friend is golden there.

        I thank everyone who has posted in this thread because this helps out everyone who reads, even me and I appreciate it.

        Please keep us posted!
        Here's the truth. What usually happens when someone fails...

        A: They say "I have been doing this for 3 weeks, and I havent succeeded".
        B: You ask "How many actual Hours have you put in..."?
        C: They say "at least an hour per day..."
        D: Then you say, "How many actual CALLS are you putting in per day"?
        E: And they say "about 25..."

        At that point I think "You are waaaayyy over dramatizing the amount of work you are putting in, and the numbers dont even add up".

        Somehow they think that if they make it look like they worked harder than they did and still didnt see results, that you will give them some kind of magic pill... or at very least, excuse them for failing...

        I have been doing this for a looong time... I have heard HUNDREDS of stories, having managed at very least 1000 telemarketers, day in and day out for hundreds of days... I know these scenarios in my sleep. Seriously.

        I know how many hours it takes to make a certain number of calls... and I know how many calls it takes to set a certain number of appointments...

        There's a formula, and call centers COUNT on these formulas. They know them like the back of their hand, they work the numbers day in and day out.

        More than likely, if years of experience serve me correctly, the guy in the example I gave above tried about 75 numbers stretched over 3 days stretched over 3 weeks... and they just dramatized the actual amount of effort they put forth and made it seemed like a consistent 3 week effort, when it all didnt even amount to one good call session.

        Tiger is just doing the right thing. He's actually saying to himself "Whats the next right thing to do"? He's staying focused.

        If you did 10 telemarketing interviews, you want to get 2 tigers out of that ten... the rest, COULD succeed, but probably wont because they fall for every trap of the mind... instead of keeping their eyes on the prize like Tiger is.

        Good going Tiger!

        I would like to say that what Tiger is doing can be modeled by anyone who truly wants to succeed and stop floundering.

        Many love the "search for success", but never quite want the actual "finding" of it, for various reasons that they may not even be aware of consciously.

        Tiger is of a rare breed, who really stays focused. Thats all it takes.
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        • Profile picture of the author Tiger_Claw
          12 / 16 / 10:

          Don't get me wrong. I am still quite a ways from an actual "success" story just yet and I'm not fooling myself. Am I stopping at two or three clients? No. I know exactly how many clients I am going to need to quit my day job and spend all of my time doing this. Do I realize that at some point I am going to have to start outsourcing, yes. It's all apart of the learning process though.

          I mean you can break down the process in various different ways. I've found the most simple form of the process for myself was:

          1. Build a site.
          2. Start calling.

          My business plan is focusing on local stores. I've no interest in going nationwide yet and maybe never will. I will start local and then move out from there. If I can get to the large metropolitan areas in regards to my reach. Then I've acomplished something to be proud of. I know I will have some lumps a long the way. Today is a big day for me. Today, I collect two deposits on the two sites I am building.

          Am I nervous? Yes. I am presenting them both contracts today. Contracts, that I've done my best to put together and make sure cover everything I need covered. With these contracts I will also present them with their first invoices. Here, goes nothing.

          - TC
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          • Profile picture of the author James Morris
            Originally Posted by Tiger_Claw View Post

            12 / 16 / 10:

            Don't get me wrong. I am still quite a ways from an actual "success" story just yet and I'm not fooling myself. Am I stopping at two or three clients? No. I know exactly how many clients I am going to need to quit my day job and spend all of my time doing this...

            - TC
            Your continued progress and commitment is a success and an inspiration to us all!
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  • Profile picture of the author rolltide
    get em Tiger!
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    • Profile picture of the author Tiger_Claw
      12 / 17 / 10:

      Delivered the contracts and the first two invoices to my two clients. It was quite a bit of paper work and might of intimidated them a bit. I'm going to look into revamping my contract into something a bit more simple if possible. They both gladly pulled out their check books and each wrote me a check for the deposit on the website. The monthly fee will start on 01/01/11 - the date that their website will be finished.

      I'm not really going to be updating this anymore as I just really wanted to document it into my first sales, etc. I hope people will find this a good learning tool and please feel free to PM me here or post in the thread. I'll reply as long as I'm capable too (50 post limit).
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      • Profile picture of the author ADukes81
        Nice work!

        I plan to be picking up a check(s) any day now. I have some great leads and just need to turn them into paying customers.

        Keep after it!
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      • Profile picture of the author John Durham
        Originally Posted by Tiger_Claw View Post

        12 / 17 / 10:

        Delivered the contracts and the first two invoices to my two clients. It was quite a bit of paper work and might of intimidated them a bit. I'm going to look into revamping my contract into something a bit more simple if possible. They both gladly pulled out their check books and each wrote me a check for the deposit on the website. The monthly fee will start on 01/01/11 - the date that their website will be finished.

        I'm not really going to be updating this anymore as I just really wanted to document it into my first sales, etc. I hope people will find this a good learning tool and please feel free to PM me here or post in the thread. I'll reply as long as I'm capable too (50 post limit).

        Good going Tiger. Yeah, dont overcomplicate things. Remember, businessmen dont write checks when they are scratching their head... best to make your offers easy to assimilate and say yes to!
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        • Profile picture of the author mscopeland
          Inspired by this post and a mastermind group we just started last night. I went ahead and contacted a couple people today. I used @John Durham's techniques he GIVES away (look at his signature) and can attest that they work.

          I called, met with, and signed a deal all in the same day. When I got back from the meeting, I bought the domain name, set up hosting, and installed wordpress all within a half an hour.
          I'll be doing a fanpage branding, twitter, and youtube then run a contest using ContestBurner to drive a lot of traffic and people his way.

          People, this can be done. Bookmark this thread and pay close attention. I know that if I'm going to succeed I need to call a heck of a lot more but the opportunity was there, he was available and I had to take it!
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          • Profile picture of the author John Durham
            Originally Posted by mscopeland View Post

            Inspired by this post and a mastermind group we just started last night. I went ahead and contacted a couple people today. I used @John Durham's techniques he GIVES away (look at his signature) and can attest that they work.

            I called, met with, and signed a deal all in the same day. When I got back from the meeting, I bought the domain name, set up hosting, and installed wordpress all within a half an hour.
            I'll be doing a fanpage branding, twitter, and youtube then run a contest using ContestBurner to drive a lot of traffic and people his way.

            People, this can be done. Bookmark this thread and pay close attention. I know that if I'm going to succeed I need to call a heck of a lot more but the opportunity was there, he was available and I had to take it!
            Rock On Mscopeland!

            If you want business all you have to do is get in the habit of asking people for it. Ask as many people as you can everyday!
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  • Profile picture of the author Amir Luis
    That is awesome.....


    I love to hear stuff like that....


    WOOOO... you go MsCopeland
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    • Profile picture of the author SeverinH
      Tiger,

      First off thanks for documenting your journey, its great read over what you have done. I use threads like this one to keep me motivated and moving forward. If you find the time I am sure I am not the only one that would appreciate it if you give an update now and then. Have a great one.

      ~Severin
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  • Profile picture of the author Tony Wagner
    Good Job Tiger,
    It looks like the Missouri boys are getting a good start! I scored two accounts this last week myself and an appointment on Monday. I dont know what part of Missouri you are from, but I'm an hour south of St. Louis.

    We keep selling and one day we'll meet in the middle! : )

    All the best,
    Tony
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  • Profile picture of the author randoggle
    As a web designer you are looking for business to bussiness transactions. I currently provide fire protection to resturants and hotels in my area.

    I would recommend getting involved with your Chamber of commerce. From that you will gain personal relationships with all types of business professionals. All of which wish to have and online presence..... Once we established our reputation we have really helped individuals in our community......We get 90 percent of our business from a word of mouth. It took a great deal to get there. I did a lot of jobs at little or no cost to the customer becuase i had to learn what it took to get the job right. After that things have hit the roof from there and i have charged a premium while competitors are dropping prices just to get work.

    For what its worth.....i would do a few jobs free with the promise that they will tell there friends or have your name on there website, or a youtube testimonial on thier site.

    Get use to talking with customers as people. Really get to know them and then try and get to know there friends.

    The other 10% of business has come from direct mail marketing. This is very effective for business to business success. What you can do to decrease the cost and increase your conversion rate is to enable the recipient of the postcard to go onto your website and input their email address. For their email address you will agree to give them the same postcard offer at a later date.

    Then you can email market to them for free.

    Just a few thoughts from a greaser. Good luck to you!
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  • Profile picture of the author Amir Luis
    Excellent advice.... from a greaser

    It is good to not only do 1 thing. Really... if I have 5 marketing strategies going at once. If one falls short of my chosen ideal, then I can count on the others to keep me going.

    And really that is what you are talking about here.

    Cold Call
    Business Cards... if you can...
    Print Marketing... Fliers, PostCards, Etc
    Email Marketing
    Network Meetings and Associations
    Refferal Marketing... paid and unpaid...
    Signage... Including making your vehicle a MOBILE Billboard.
    SEO.... funny I list this one last.

    Really.... Most of the clients that I find.... I find with proactive marketing techniques.

    So really.... SEO and Yellow Pages would be the bottom of the list.
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