Has anyone else noticed the amount of false information being given, especially to aspiring consultants, that in order to be successful they need to continually hunt down new prospects, make repeated contacts with them until they are willing to meet, and then pitch them on sort of internet-focused service they provide?
Maybe it’s just me…but that seems awfully boring and frustrating at the same time!
But is there an easier way? Damn right there is!
The reality of “life in the real world” is that business owners do NOT care about you…not at all…sucks, I know.
So what do they care about then?
They care about THEIR BUSINESS! They care about paying for their expenses, gaining more clients, and basically just increasing THEIR profits (whether for their own personal income or to keep shareholders happy)
Why does this matter to you then?
Because you need to realize that the true power you have to offer business owners, the reason they will be DEMAND to meet with you, and the reason they will sign a cheque to hire you, lies in your ability to show you can HELP THEM DO BETTER.
Seriously. Explain to them how they can improve their business, generate some profitable sample results for them, and they will definitely be banging on your virtual door to have you continue to work with them.
This is where most marketers tend to drop the ball, unfortunately, and as a result they come across as “just another telemarketer” or “salesperson” that is harassing the poor business owner. Do NOT let that happen to you!
How can you avoid this?
Simple! You must do whatever you can to provide as much VALUE to the business owner, without requesting any payment in return, to show them that you can HELP THEIR BUSINESS get better results!
I have found, the best way to do this, is to create an initial relationship with the business owner / representative, and then follow-up with them (per our conversation) with additional strategies and methods they can start using TODAY to increase their profits!
This not only helps to strengthen their impression of my abilities, and my business in general, but gets them excited to continue to receive more strategies from me!
For those who aren’t a big fan of personally calling each and every prospect, on a weekly basis, you can do two things:
1) You can mail our physical letters (or postcards) to “touch base” with the prospect and share your thoughts with them that that way…
or
2) You can send our electronic mail (email) to each of your prospects, that gave you permission to do so, and then put your value-creating relationship abilities on complete AUTO-PILOT!
Think about it!
You create the initial contact (however you choose) and then simply let your prospect know that you can send some free strategies their way that they can start using today to get results! Think they’ll be excited to receive your emails? You better believe it!
If possible, try to follow-up with your prospect at LEAST 7 – 10 times, each time providing VALUE to them — so they continue to look forward to either receiving your next email…or better yet…SITTING DOWN WITH YOU FOR A MEETING! (Woo Woo!)
Now if you are like me, you might have tried this route before, and searched for PLR email content that you could send out…but found the quality to be either horribly embarrassing…or just plain wrong.
Well, I’ve now made life easier for all of us!
Take a look at the PLR email series I’ve now made available through the OfflineToolkit.com– Offline Follow-Up Profits– and if your business could benefit from more automatic profit resources, then this tool might be for you!
Leave A Reply (7 comments So Far)
The Best Weight Loss Plan
474 days ago
This article is well defined and informative. As a matter of fact most of the times i also fall to the error of focusing more on my product rather than what my product can do for them. Common sense marketing. I will try to have a look on that Offline Follow up profits of yours. Thanks for the idea that you shared here. Cheers…
Dexx
515 days ago
Hi Dwad, no worries, same series!
Just that before the only way to grab a copy was through one of my forum postings, so now it’s easier to find here on the Offline Toolkit =)
Glad you enjoyed them and don’t forget to share your success stories as they come!
~Dexx
Dwad
515 days ago
Hi Dexx,
Just wondering, is this the same Email Follow Up series that you released a few months back? I purchased it already, and just wondering if this is a new/improved?
For those who’re skeptical, it’s a great follow-up series!
Petru
520 days ago
Dexx,
Thank you for this great post. I totally agree with you that it is crucial that we as consultants know how to approach the small businesses the right way. We know the saying: “everyone loves to buy, but hates to be sold”. I am sure that business owners would love our services if they can get to know us, trust us and like us. By trying to “sell” them something in the beginning is a sure way for failure.
Peter
Brady
523 days ago
Great article Dexx, now we all have to do is figure out the difference between “knowing” this concept and actually doing it…
For example, logically we all know that what the customer wants to buy is more important than what we want to sell. It’s marketing common sense. However if most of us sat down and looked at our marketing materials and scripts we would find far more “Mes, Mys, and Is” Than “you’s and your’s” (I know I’m insanely guilty of this most of the time…)
Keep the great content coming,
Brady
Joey
523 days ago
Hey Dex,
I agree with you. If a business owner does not immediately see value in a relationship with you, your done. Value to a business owner is increase profits, not increased revenue. If you can’t show him/her how working with you will increase the bottom line, they aren’t going to move off dead center.
Jay Rhome
523 days ago
You’re right on Dexx
I’ve worked as a rep a few years back, and yes, it’s ALL about the prospect. Yet, we all tend to forget it at times in practice as human nature takes over
As example, someone was referred to me (nice!) to have a few videos done for the web. We discussed the in and out of what she wanted, how’d we go about it … but she bucked at the price.
Now, she wasn’t a good candidate as she’s too new to the game and well, a cheapskate, BUT, next time, even for people that come to me for whatever reason (commodity or consulting), I’ll do the Client Value Calculator FIRST, so they can see the potential value a new tool or service can bring them.