‘Marcus, I’ll start an SEO campaign with you soon/ next week/ next month’, can you draft out a proposal?
I’ve drafted out proposals, attended meetings and had no sales after hours/ days invested into a potential project.
Now, I understand not every lead that comes through is going to be a potential customer. However, you waste hours and hours preparing, investing, psychologically, in time and effort for the potential project.
If you’re like me, you don’t like wasting time and you don’t like false hopes. You also don’t like to chase customers, making yourself seem like a hard sell.
Here are some of the patterns you notice after a couple of years in sales.
People who are outraged at your price
People who compare your quotation with other quotations. There’s nothing wrong with comparing quotations.
However, it’s stupid to compare quotations without asking: why is your service more expensive than others?
‘Marcus, they are charging only $500 a month, I can’t buy from you because yours is more than his.’
Price is what you pay, value is what you get. If you’re always looking for the cheapest solution, I recommend Google. It’s free.
I never made a decision based on price. I invested in premium SEO courses and digital marketing courses because I knew they worked.
People who take more than a week to make a purchasing decision
The majority of my freelancing deals and sales are closed within a couple of days of negotiation.
If any business owner takes more than week to make a purchase decision, it’s more or less likely he won’t purchase from you within that period of time.
I’m extremely tight with my time. I don’t like traveling an hour into the city, setting up a 2 hour meeting with a potential client, drafting out proposals, contracts, doing back end research, and then only for negotiations to draw out for weeks with little or no follow up.
Introducing Genuine Scarcity
You need people to take action within a period of time. I figured that you can’t even people to abundance of time to make a decision.
This can be done by:
- Only opening up your services for a period of time.
- Serving only a limited number of clients at one point of time
- Only discounting your price for a period of time.
You end to decide as a company to only serve a limited number of customers at a time and stick to it.
You’ll also need to communicate this to your client.
You can always use this line: ‘I’m not right for everybody.’
Introducing Applications, Qualifying and Disqualifying Clients
Services like SEO require a lot of time. There’s so much effort, time and preparation involved.
Hence, you’ll need to qualify and disqualify clients. I know that in the Singapore industry, not a single SEO consultant or expert is doing it currently it that way, however, I want to be the first SEO agency to make clients apply to work with me.
How Can These be Done?
Nonetheless, you’ll need to be great at your craft to apply these couple of strategies in your sales presentation.
- Be good at what you do
- Communicate that effectively through effective copywriting
- Communicate that effectively in person
If you’re an entrepreneur, consultant and sales person, you’ll need to figure out the potential clients from the time sinks in the shortest time possible. This way, you’ll save a lot of time, save more time on consulting hours and is able to maximize your time effectively.