How should I pitch this?

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alexb

alexb

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Dec 6, 2007
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Ok, so I'm trying this thing:
http://www.wickedfire.com/affiliate-marketing/21700-recipe-200k-per-year-job.html

I've got a rudimentary website setup with a description of services (ranking for local keywords, etc), and now I'm ready to find some clients. My first target will be rich people who take out huge color ads in the yellow pages, ie attorneys. How should I get in touch with them? I don't think calling them up would be the best idea, and email would be spammy, so right now I'm leaning towards just sending them snail mail.

How do you think I should phrase it? Ask them how much traffic they get from the yellow pages, and then say I can increase it 10,000%? Tell them that I've mailed the same thing to their competitors? I'm new to this inter-personal stuff, so I could use some advice.
 


If you're not too fond of cold calling businesses (which is probably quite effective) then maybe sending each business owner a little package, or letter in the mail like you mentioned is a good start.

Some things you could include are maybe a few screen shots or some stats for keywords that are relevant to their business with some data like how many searches it gets a month across search engines, ect. Just for dressing it up, you could also include some some info on the other websites on the first page of Google before they buy our services, so they can realize how important you are. Use some traffic tools/estimators to give rough estimations of the traffic/edge their competitors have over them by being on the front page of Google. Of course, before kinda throwing all this down on paper it's probably a good idea to include it with some packages and description of your services.

I would think of this more about the presentation of things. You need to show (preferrably as briefly as possibly) the business owner just how valuable you really are or else it's just gonna hit the junk mail since most of them get a stack of shit daily as it is. Someone had mentioned to me before that it might be more effective than instead of just sending a traditional snail mail letter do a delivery with a courier like Fedex or something. Not only might it allow you to send a little more to them content-wise since you will have less limitations than you would with a regular letter, but you have better chances of them both getting it, and opening it. You can pay an extra buck or something so that they have to sign for it (just grab their name off the website, or call?) and you know it'll land in their hands. Costs a little more, but might be something worth thinking about.

I probably wanted to add more to this just can't think of it right now, hmm.
 
I would say pay them a visit and set up an appointment to meet with them. Cold calling, especially if you're not used to it...is a BITCH!! I did that in one of my old businesses, and it sucks.
 
If your target is rich businesses then the only way they are gonna take you serious is if you call them. Don't bother sending emails and letters, calling them you will get a yes or no within a couple minutes. If you think you wouldn't sound as professional as you'd like, write up exactly what you are gonna say and responses to questions that you think they may have and be prepared! If you know someone who is good with talking with professionals and you aren't, then pay them to make calls (give them a list of business and either pay them % commission so they are more motivated).
 
I would just use Google KW tool to be honest.

I was actually thinking about doing this exact same thing locally, and here was the basic outline of my plan:

Get a decent sized KW list of super targetted KWs (if there is volume, otherwise go more broad)
Build some graphs showing the amount of traffic (easily done in Excel)

I typically like to use hypothetical examples, which may or may not work well.

I would build a chart that says I can get you 10k visitors a month to the page, and 100 of these visitors will express interest, and of those 100, 10 of them will buy.

That may sound stupid but in my head it sounded great. I was going to build a huge ass packet and print it on glossy paper with general internet marketing information and then tons of graphs that are targetted to whatever business.

Just some suggestions.
 
profitaddiction said:
I would just use Google KW tool to be honest.

I was actually thinking about doing this exact same thing locally, and here was the basic outline of my plan:

Get a decent sized KW list of super targetted KWs (if there is volume, otherwise go more broad)
Build some graphs showing the amount of traffic (easily done in Excel)

I typically like to use hypothetical examples, which may or may not work well.

I would build a chart that says I can get you 10k visitors a month to the page, and 100 of these visitors will express interest, and of those 100, 10 of them will buy.

That may sound stupid but in my head it sounded great. I was going to build a huge ass packet and print it on glossy paper with general internet marketing information and then tons of graphs that are targetted to whatever business.

Just some suggestions.
Click to expand...

That's pretty much exactly what I was planning. I'll give the google kw tool a look, thanks.
 
If you are going to send them physical mail, try not to make it look too junk mail.

I'd recommend a mail-merged letter, preferably with their name on it (No "Dear business owner"), and explain in 150 words or less what you can do for their business, and that you're willing to provide a free consultation for them to see if your services may be of benefit to them.
Make sure you've got a professional looking letterhead that makes you look like an accounting service or something. Lawyers don't generally go in for bright colours and flashy logos.
 
If you do decide to call them I could give you some suggestions on how to put your words together.
 
And whatever you decide to do, please keep us updated. Come fall/winter I am DEFINITELY thinking about doing something like this locally.

Last tip: Even if you just use a bunch of acronymns and abbreviations, you sound intelligent - look at the doctors who say a bunch of diagnoses and then you are like "English... plz?"
 
Call them, and set an appointment to talk face to face.

"Hello Mr. Lawyer, my name is .... with ABC, Inc. and I notice one of your competitors XYZ Law is listed as the #1 law firm on Google, I'd like to schedule a time to talk to you about getting your firm listed as #1, how does tomorrow at XXX work for you?"
 
shitzu said:
Call them, and set an appointment to talk face to face.

"Hello Mr. Lawyer, my name is .... with ABC, Inc. and I notice one of your competitors XYZ Law is listed as the #1 law firm on Google, I'd like to schedule a time to talk to you about getting your firm listed as #1, how does tomorrow at XXX work for you?"
Click to expand...

That is a great idea. Like the other dude suggested, write it down until you get better at it. I saw some blogger who cold-called a winery or something on a vlog post and just winged it.

Once you get comfortable doing it, you could probably throw some stats in at em and sell like it's sliced bread.

Good shit :)
 
Alright, I think I'm going to go with snail mailing them an info pack first, then calling up a week later if I don't receive a response. I hate calling people.
 
Eh, I'm pretty sure that'd be frowned upon. I'm going to start working on presentation packages for local law firms and real estate companies.
 
alexb said:
Eh, I'm pretty sure that'd be frowned upon. I'm going to start working on presentation packages for local law firms and real estate companies.
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That would definitely not be frowned upon. You will get more appointments than you know what to do with, just make sure that she comes along with you to close the deal. :D
 
JoshTodd said:
That would definitely not be frowned upon. You will get more appointments than you know what to do with, just make sure that she comes along with you to close the deal. :D
Click to expand...

Oh I'm sure the clients would feel that way. The girlfriend, however, would not.
 
If you have a female that knows how to make it work for her, you're golden.
I've always envied how a confident, good looking woman can sell circles around men with double the sales experience/connections.
 
Oh, totally forgot.
When you DO get an appointment, you'll need more than a nice looking shirt and suit.
Take a brief case with you, load some important looking documents into it (as well as a few pro-forma contracts if you do land a client) and make sure it has enough room for a laptop, because you can't rely on their computer. Also makes you look way more "tech" pulling a laptop from a specially done briefcase.
If you can still find those scratch on decadry letters at your local newsagent or craft shop, consider making a fake monogram on your briefcase too ;) I've had people compliment me on my monogrammed briefcase as the first thing they say after "hi" when I've done some consults.
 
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