Land your first client and make upselling a BREEZE!
Hey guys,
(WARNING, I'VE INCLUDED A EMAIL CONVERSATION WITH A CLIENT SO THIS WILL BE LONG, IF YOU DONT FEEL LIKE READING IT AND PICKING UP SOMETHING THAT CAN HELP SORRY!!)
I just wanted to make this post to give you guys something new to try if you have yet to land any offline clients for your services. I know the majority of you guys are cold calling and trying to present your SEO/WEBSITE/SOCIAL MEDIA services right upfront on the phone which may be quite a difficult task.
As you may have heard around here a few times, a great way to get clients onboard is to offer something for free. I know a lot of turn your noses up at the thought of SEO'ing someones website for nothing in return and having the chance that they still refuse to sign up with you. I have done this in the past so I know how that feels. People change their minds and some people can never be convinced even if you show them proof because they dont have a good personal relationship with you.
A way to get around this is to offer to help them increase their bottom line with something else other than your online services. I dont know if any of you got a chance to read my thread in the CPA section about hair salons/nailshops and barbers, but if not take a quick look at it here http://www.warriorforum.com/ad-netwo...eek-alone.html
Now, when I got my first couple agreements with that method, I didnt think about upselling my online services at all. I was totally blind to it and was just happy to be making money with such an easy, hands off method. Now I had been in contact with this spa for a little while as she took a long time to respond. She and I had a meeting a couple days ago and she agreed on the netflix campaign. After me and the spa owner agreed on running the campaign, she asked me if there was anything else I could offer her business to help them thrive. That's when I had the slap in the forehead moment. I have no clue why I didnt think of it before but hey, Im glad she mentioned something about it or I probably would have never thought of it.
Well, I sat their and discussed a few things I noticed around the spa that she could be doing to make things run smoother. She was so very receptive to any ideas I had, I just knew she would eat up anything I threw at her and be happy to pay the price. I told her I would check out her website and social medias when I got home and send her an email about what I thought and how I could help. This will be a long read but you may pick something out of it, so I'll post it anyway. Here is how the email conversation went, including my pitch and pricing.
HER FIRST MESSAGE AFTER I EMAILED WITH A SHORT EMAIL JUST POINTING OUT SOME WEAKNESSES.
----- Original Message -----
From: ********@gmail.com
Sent: 06/26/11 06:30 AM
To: jiximarketing@gmx.com
Subject: (THIS WAS HER BUSINESS NAME, DELETED FOR CONFIDENTIALITY)
I received your email and was wondering what you had in mind. I do have a facebook and a twitter account, and they are linked on the website the wondering why you didn't find it. I also have a listing on google, and when do you do a search I come up first.
let me know what you have in mind and maybe we can talk ....
THIS IS WHEN I WROTE HER A FULL PITCH, INCLUDING PRICES AND SERVICES
From: "Arron Reeves" <jiximarketing@gmx.com>
To: <**********@gmail.com>
Subject: (BUSINESS NAME)
Date: Sun, Jun 26, 2011 1:30 pm
Hey Gennipher!
I just checked out your FB and twitter account. Im not sure why I couldnt find it last time but I think it's because the FB and TWITTER buttons on your website took a bit to load up. Plus, it's very important to have your twitter and FB displayed PROMINENTLY on your actual HOMEPAGE, as well as the contact page. On the homepage I see a little FB stamp looking thing which links to your FB but I think you need have a much stronger call to action. I've found the a text link works the best. "CLICK HERE TO FRIEND US ON FB!"
and "CLICK HERE TO FOLLOW US ON TWITTER!" That will be the first thing people see as soon as they hit your website. So that is one thing to consider.
Your FB looks like its going pretty well, 802 friends is nice! With that number of friends, I think you should update your status once a week, preferably with special deals like the manicure and pedicure deal on the April 17th update. If you stay consistent with deals like these, word of mouth will spread like wildfire and you FB friendlist will boost up into the thousands! Same thing goes for your twitter, right now you only have 11 followers which isnt doing much justice, I definitely think we should work on getting your followers up in
the hundreds, which will bring a bunch of new first time customers.
Now here is what I meant about your google listing. You come up first when I search for your actual business name. If someone searches google for your business name, more than likely they are existing customers. I was talking about 'search terms' that people are using to find NEW spa's in the area. This is what we should focus on. For an example, go over to google and type in "KEYWORD". This is what people are searching for in Google to actually find a new spa to go to. In fact, according to Google 590 people are using that exact search every month.(7,000 a year)
So that is 590 missed opportunities for you and 590 new opportunities for your competitors that you see listed near the top, (LISTED HER COMPETITORS WHO WERE ABOVE HER ON GOOGLE) Those spa's are getting lots of new customers each month just for being on the first page for 'KEYWORD'. The good thing is you are currently on PAGE 3 for that 'search term' so it will not be very difficult to overtake your competition on the first page. Just so you know,
the first page is all that matters. NOONE goes to the second or third page when they search, so getting on the first page is the MOST important step I suggest you take. Seriously, that is where the real business comes in from.
After all, the goal is getting new paying customers.
Alright, last thing I would like to mention is your website is decent, but it can be wildy improved. May I ask who did it for you? It is very important for you to capture the email addresses of the people who visit your website. Let me explain the power of doing this. If I were to do some work on your website, on the homepage I would offer a free report on smooth skin or something like that and have them put in their email address to receive it. You will get loads of people entering their emails and I would be storing them and creating a list to market offers and deals to through email. Each week we can send emails to your list containing SPECIAL deals/coupons limited exclusively to those on your email list only. You will get a spike in sales each week just off of these emails. I would also ask for you to have a sheet at the front desk of your spa and make it a requirement for your receptionist to ask your customers to join the email list for deals. "JOIN OUR EMAIL LIST FOR EXCLUSIVE DEALS AND COUPONS!" Email lists are big money makers in service based businesses like yours.
Beside the email list, I would love to redesign your website as I think it could look much better, I would totally customize it based on your type of business and would like to come and take a few photos of the spa and of your employees at work and put together a beautiful site that will really show off your brand. Although, having a great looking website isnt the most important thing on our list, it's getting you new paying customers. If you are happy with how your website looks, dont worry about that one.
Now, it is totally up to you on which one of these areas you would like to focus on. You can review our prices for each and select the best fit for your current financial situation or if you would like for us to work on all four,(FB and Twitter, Google listing, Email list and your website) I can give you a great package deal. If you were to choose services separately, I would suggest you focus on getting your website on the first page of Google for 'KEYWORD' first, because this will be what brings you the most fresh paying customers,
then I would suggest moving to Facebook and Twitter(especially) to build your brand awareness and get some new clients that way.
Next I would move to setting up your email list and then to redesigning your website. Check out the pricing below and let me know what you think.
I will list your options in order from most important and profitable to less important and profitable.
Google Listing SEO Improvement and Maintenance
This will consist of us working to move your website from page 3 to page 1 for the search term 'KEYWORD' which receive 590 searches every month. Upfront Fee of $597 and $497 per month for continued maintenance.
Social Media(FB and Twitter) Improvement and Maintenance
This will consist of us getting more friends to your FB and more followers to your twitter and also updating status' each week
and tweeting multiple times per week. Upfront Fee of $247 and $247 per month for continued maintenance.
Email List Creation and Maintenance
This will consist of us putting an email capture form on your home page and collecting emails to market to. Upfront Fee $297 and $247 per month for continued maintenance.
Website Re-design
This will consist of totally renovating your website to the most beautiful and modern design possible. Visiting the spa to take professional photos to use and maybe a quick promo video to use on your website. Upfront Fee of $497 only.
If you would like for me to package them all together I can do an Upfront Fee of $1,497 and a continued maintenance Fee of $797
If there is anything else you need, any questions, comments or concerns do not hesititate to ask. I'm an easy guy
to talk to so just let me know and we can figure something out.
Regards,
Arron Reeves
JiXi Marketing
P.S Check the attachments, I've included a pretty cool COMPANY LOGO you can use on your website and business cards for FREE. Hope you like it!
HERE WAS HER RESPONSE
Arron,
I'm definitely interested in talking more about the package deal.
I actually did the website myself so thanks for saying its decent ;-) I would love to have some improvements since I'm just too busy to handle it myself.
I'm getting ready to add some new programs and having the help to get it out there is what I need.
My cell is 757-***-**** - look forward to talking to you.
P.S Thanks so much for that logo! I love it!!!
AFTERWORDS WE HAD A QUICK PHONE CONVO AND 5 MINUTES AFTER I HUNG UP BOOM 1,497 IN MY PAYPAL.
SO LONG STORY SHORT, APPROACHING WITH SOMETHING AS COOL AS NETFLIX REALLY BREAKS THE ICE AND OPENS UP EASY UPSELLING. SINCE THE APPROACH IS SO SOFT, AND AT FIRST YOUR NOT ASKING FOR ANY MONEY, YOU BUILD A TRUST FACTOR WITH YOU AND THE CLIENT.
THANKS TO THIS GREAT LADY, I EMAILED MY CURRENT SALONS AND PITCHED SOME UPSELLS. I ALREADY RECEIVED A RESPONSE FROM MY BARBER WHO WAS INTERESTED IN GETTING A NEW WEBSITE BUT HAD NO IDEA I OFFERED SUCH A SERVICE.
OKAY SO, IF YOU ARE STRUGGLING TO GET CLIENTS, TRY TO APPROACH WITH THIS NETFLIX METHOD FIRST AND SEE HOW EASY IT IS TO UPSELL OFF OF SUCH A SOFT APPROACH.
IF YOUR STILL READING THIS I HOPE IT HELPED! IF NOT IM SORRRRRY FOR WASTING YOUR TIME READING SO MUCH LOL!
(WARNING, I'VE INCLUDED A EMAIL CONVERSATION WITH A CLIENT SO THIS WILL BE LONG, IF YOU DONT FEEL LIKE READING IT AND PICKING UP SOMETHING THAT CAN HELP SORRY!!)
I just wanted to make this post to give you guys something new to try if you have yet to land any offline clients for your services. I know the majority of you guys are cold calling and trying to present your SEO/WEBSITE/SOCIAL MEDIA services right upfront on the phone which may be quite a difficult task.
As you may have heard around here a few times, a great way to get clients onboard is to offer something for free. I know a lot of turn your noses up at the thought of SEO'ing someones website for nothing in return and having the chance that they still refuse to sign up with you. I have done this in the past so I know how that feels. People change their minds and some people can never be convinced even if you show them proof because they dont have a good personal relationship with you.
A way to get around this is to offer to help them increase their bottom line with something else other than your online services. I dont know if any of you got a chance to read my thread in the CPA section about hair salons/nailshops and barbers, but if not take a quick look at it here http://www.warriorforum.com/ad-netwo...eek-alone.html
Now, when I got my first couple agreements with that method, I didnt think about upselling my online services at all. I was totally blind to it and was just happy to be making money with such an easy, hands off method. Now I had been in contact with this spa for a little while as she took a long time to respond. She and I had a meeting a couple days ago and she agreed on the netflix campaign. After me and the spa owner agreed on running the campaign, she asked me if there was anything else I could offer her business to help them thrive. That's when I had the slap in the forehead moment. I have no clue why I didnt think of it before but hey, Im glad she mentioned something about it or I probably would have never thought of it.
Well, I sat their and discussed a few things I noticed around the spa that she could be doing to make things run smoother. She was so very receptive to any ideas I had, I just knew she would eat up anything I threw at her and be happy to pay the price. I told her I would check out her website and social medias when I got home and send her an email about what I thought and how I could help. This will be a long read but you may pick something out of it, so I'll post it anyway. Here is how the email conversation went, including my pitch and pricing.
HER FIRST MESSAGE AFTER I EMAILED WITH A SHORT EMAIL JUST POINTING OUT SOME WEAKNESSES.
----- Original Message -----
From: ********@gmail.com
Sent: 06/26/11 06:30 AM
To: jiximarketing@gmx.com
Subject: (THIS WAS HER BUSINESS NAME, DELETED FOR CONFIDENTIALITY)
I received your email and was wondering what you had in mind. I do have a facebook and a twitter account, and they are linked on the website the wondering why you didn't find it. I also have a listing on google, and when do you do a search I come up first.
let me know what you have in mind and maybe we can talk ....
THIS IS WHEN I WROTE HER A FULL PITCH, INCLUDING PRICES AND SERVICES
From: "Arron Reeves" <jiximarketing@gmx.com>
To: <**********@gmail.com>
Subject: (BUSINESS NAME)
Date: Sun, Jun 26, 2011 1:30 pm
Hey Gennipher!
I just checked out your FB and twitter account. Im not sure why I couldnt find it last time but I think it's because the FB and TWITTER buttons on your website took a bit to load up. Plus, it's very important to have your twitter and FB displayed PROMINENTLY on your actual HOMEPAGE, as well as the contact page. On the homepage I see a little FB stamp looking thing which links to your FB but I think you need have a much stronger call to action. I've found the a text link works the best. "CLICK HERE TO FRIEND US ON FB!"
and "CLICK HERE TO FOLLOW US ON TWITTER!" That will be the first thing people see as soon as they hit your website. So that is one thing to consider.
Your FB looks like its going pretty well, 802 friends is nice! With that number of friends, I think you should update your status once a week, preferably with special deals like the manicure and pedicure deal on the April 17th update. If you stay consistent with deals like these, word of mouth will spread like wildfire and you FB friendlist will boost up into the thousands! Same thing goes for your twitter, right now you only have 11 followers which isnt doing much justice, I definitely think we should work on getting your followers up in
the hundreds, which will bring a bunch of new first time customers.
Now here is what I meant about your google listing. You come up first when I search for your actual business name. If someone searches google for your business name, more than likely they are existing customers. I was talking about 'search terms' that people are using to find NEW spa's in the area. This is what we should focus on. For an example, go over to google and type in "KEYWORD". This is what people are searching for in Google to actually find a new spa to go to. In fact, according to Google 590 people are using that exact search every month.(7,000 a year)
So that is 590 missed opportunities for you and 590 new opportunities for your competitors that you see listed near the top, (LISTED HER COMPETITORS WHO WERE ABOVE HER ON GOOGLE) Those spa's are getting lots of new customers each month just for being on the first page for 'KEYWORD'. The good thing is you are currently on PAGE 3 for that 'search term' so it will not be very difficult to overtake your competition on the first page. Just so you know,
the first page is all that matters. NOONE goes to the second or third page when they search, so getting on the first page is the MOST important step I suggest you take. Seriously, that is where the real business comes in from.
After all, the goal is getting new paying customers.
Alright, last thing I would like to mention is your website is decent, but it can be wildy improved. May I ask who did it for you? It is very important for you to capture the email addresses of the people who visit your website. Let me explain the power of doing this. If I were to do some work on your website, on the homepage I would offer a free report on smooth skin or something like that and have them put in their email address to receive it. You will get loads of people entering their emails and I would be storing them and creating a list to market offers and deals to through email. Each week we can send emails to your list containing SPECIAL deals/coupons limited exclusively to those on your email list only. You will get a spike in sales each week just off of these emails. I would also ask for you to have a sheet at the front desk of your spa and make it a requirement for your receptionist to ask your customers to join the email list for deals. "JOIN OUR EMAIL LIST FOR EXCLUSIVE DEALS AND COUPONS!" Email lists are big money makers in service based businesses like yours.
Beside the email list, I would love to redesign your website as I think it could look much better, I would totally customize it based on your type of business and would like to come and take a few photos of the spa and of your employees at work and put together a beautiful site that will really show off your brand. Although, having a great looking website isnt the most important thing on our list, it's getting you new paying customers. If you are happy with how your website looks, dont worry about that one.
Now, it is totally up to you on which one of these areas you would like to focus on. You can review our prices for each and select the best fit for your current financial situation or if you would like for us to work on all four,(FB and Twitter, Google listing, Email list and your website) I can give you a great package deal. If you were to choose services separately, I would suggest you focus on getting your website on the first page of Google for 'KEYWORD' first, because this will be what brings you the most fresh paying customers,
then I would suggest moving to Facebook and Twitter(especially) to build your brand awareness and get some new clients that way.
Next I would move to setting up your email list and then to redesigning your website. Check out the pricing below and let me know what you think.
I will list your options in order from most important and profitable to less important and profitable.
Google Listing SEO Improvement and Maintenance
This will consist of us working to move your website from page 3 to page 1 for the search term 'KEYWORD' which receive 590 searches every month. Upfront Fee of $597 and $497 per month for continued maintenance.
Social Media(FB and Twitter) Improvement and Maintenance
This will consist of us getting more friends to your FB and more followers to your twitter and also updating status' each week
and tweeting multiple times per week. Upfront Fee of $247 and $247 per month for continued maintenance.
Email List Creation and Maintenance
This will consist of us putting an email capture form on your home page and collecting emails to market to. Upfront Fee $297 and $247 per month for continued maintenance.
Website Re-design
This will consist of totally renovating your website to the most beautiful and modern design possible. Visiting the spa to take professional photos to use and maybe a quick promo video to use on your website. Upfront Fee of $497 only.
If you would like for me to package them all together I can do an Upfront Fee of $1,497 and a continued maintenance Fee of $797
If there is anything else you need, any questions, comments or concerns do not hesititate to ask. I'm an easy guy
to talk to so just let me know and we can figure something out.
Regards,
Arron Reeves
JiXi Marketing
P.S Check the attachments, I've included a pretty cool COMPANY LOGO you can use on your website and business cards for FREE. Hope you like it!
HERE WAS HER RESPONSE
Arron,
I'm definitely interested in talking more about the package deal.
I actually did the website myself so thanks for saying its decent ;-) I would love to have some improvements since I'm just too busy to handle it myself.
I'm getting ready to add some new programs and having the help to get it out there is what I need.
My cell is 757-***-**** - look forward to talking to you.
P.S Thanks so much for that logo! I love it!!!
AFTERWORDS WE HAD A QUICK PHONE CONVO AND 5 MINUTES AFTER I HUNG UP BOOM 1,497 IN MY PAYPAL.
SO LONG STORY SHORT, APPROACHING WITH SOMETHING AS COOL AS NETFLIX REALLY BREAKS THE ICE AND OPENS UP EASY UPSELLING. SINCE THE APPROACH IS SO SOFT, AND AT FIRST YOUR NOT ASKING FOR ANY MONEY, YOU BUILD A TRUST FACTOR WITH YOU AND THE CLIENT.
THANKS TO THIS GREAT LADY, I EMAILED MY CURRENT SALONS AND PITCHED SOME UPSELLS. I ALREADY RECEIVED A RESPONSE FROM MY BARBER WHO WAS INTERESTED IN GETTING A NEW WEBSITE BUT HAD NO IDEA I OFFERED SUCH A SERVICE.
OKAY SO, IF YOU ARE STRUGGLING TO GET CLIENTS, TRY TO APPROACH WITH THIS NETFLIX METHOD FIRST AND SEE HOW EASY IT IS TO UPSELL OFF OF SUCH A SOFT APPROACH.
IF YOUR STILL READING THIS I HOPE IT HELPED! IF NOT IM SORRRRRY FOR WASTING YOUR TIME READING SO MUCH LOL!
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