Here are 10 ideas to help you get
more clients and grow your local business marketing company.
1.
Call Up Yellow Pages Advertisers
Check out your local Yellow Pages and
see who has the largest display ads in there. Call them up and ask them how
their advertising is working for them lately and whether they would be
interested in doubling their sales using SEO and social media traffic
tactics.
And, of course, you can find
advertisers in magazines, newspapers, local newspapers, trade magazines,
newsletters, direct mail sent, classified ads, posters and banners, and so
on.
Remember to use the consultative
selling approach—ask your prospects questions, let them tell you what they want and then sell that to them!
2.
Find Facebook Pages That Have Very Few Fans
Sam Bakker recommends the following
simple strategy: Find businesses that have Facebook pages but that have very few
fans. Then contact them and explain that you can help them get their social
media and Internet marketing campaign back on track, generating thousands of
fans and leads for their business.
The fact that they have a presence on
Facebook demonstrates that they are interested in doing social media, and the
fact that they don’t have many fans demonstrates that they don’t really know
what they’re doing and they need your help.
Check out the website www.socialbakers.com/facebook-pages,
which shows you how 1.5 million Facebook fan pages are performing, in 200
different countries! This is a great tool for identifying underperforming fan
pages in a specific country.
3.
Network! Go Meet Businesspeople and Tell Them What You
Do
This is probably the fastest and most
effective way to get clients when you are getting started. Attend business and
networking events, join LinkedIn, spend time at places where businesspeople hang
out, and when they ask you, “So what do you do?” casually mention that you specialize in
helping businesses double their sales within 90 days using SEO and social media
marketing.
As I mentioned earlier, simply
renting a car, renting a luxury holiday property, getting a haircut, buying some
wine, or getting some sushi can provide you with an opportunity to get a new
client!
Marketing expert, copywriter, and
author Dan Kennedy tells the story of being on a flight to Europe, sitting in
first class surrounded by businesspeople. When the gentleman sitting next to him
asked him what he did, Dan quipped quite loudly, “I help business owners triple
their sales thanks to effective direct response advertising.” A line of
businesspeople formed behind him waiting to speak to him and hire his
services!
4.
Postcards
As I mentioned earlier, an idea that
I liked for picking up new clients comes from one of Kevin Wilke’s students. He
uses postcard marketing to attract clients to his new local business marketing
service. He creates a list of local businesses in his area and then sends out a
simple promotional postcard with his elevator pitch on the card. Here’s what he
told me:
“In one month I sent out 125
postcards to local businesses. I got 23 leads, and four clients at $2,000 a
month each!”
If you are interested in doing
postcard marketing check out www.mypostcardprinting.com
(U.S.) or thepostcardcompany.com
(U.K.).
5.
Sell Gigs on Fiverr.com, and Then
Upsell!
As mentioned in Chapter 7,
Fiverr.com gets 60 million visitors a
month, most of whom are business owners looking for more traffic and exposure
for their businesses.
You could task one of your
outsourcers to sell your $5 gigs on Fiverr.com (e.g., “I will send five
tweets to my 60,000 Twitter followers for you for $5”), and then upsell your
Social Media Domination package, for example, or an “I will get you 100,000
Twitter followers for your business for $1,000” type of package.
6.
Create a Database of Businesses and Send Them a Free
Report
This is something we started doing
after picking up a car rental company as a client. I wrote a special report
titled “Seven Ways to Double Your Car Rental Business Thanks to Internet
Marketing,” including our website and contact details at the end of the report
(“Here’s what you can do, but let us do it for you!” was our final message), and
then one of my outsourcers created a database of car rental companies for him to
send this report to via e-mail and through the post.
Once you’ve created a special report,
you can, of course, adapt it to any number of different businesses (car
mechanics, plumbers, accountants, financial planners, dentists, orthodontists,
chiropractors, massage therapists, cosmetic surgeons, decorators, builders, and
so on) and create a database of any one of these specific types of business by
finding them on Google or in the Yellow Pages.
7.
Give Talks
Many of my students are picking up
new clients by giving talks at networking events, evening seminars, property
meetings, or even by organizing their own seminars and events.
Become a public speaker and present
the benefits of doing SEO and social media marketing, and you will have more
clients than you know what to do with.
8.
Use LinkedIn
Create an account on LinkedIn.com and
start networking online with millions of other business owners.
There are currently more than 141
million LinkedIn users in 200 countries around the world—and a large proportion
of them are businesspeople.
9.
Do Webinars
Webinars (or web seminars) are
usually 90 minutes long, and this technology allows you to have up to 1,000 of
your prospects from around the world watch your screen and listen to you in real
time. They can even interact with you and ask you questions by typing them into
the webinar interface.
This is probably the single most
powerful and leveraged way for getting 10 or more clients at a time, without
even having to leave your house.
The first time I ran a webinar I got
200 new clients and generated an extra $200,000 in sales in 90 minutes. Find out
more about webinars in Chapter 11.
10. Get Referrals
“Why do you want referrals? Because
more wealth is created—or lost—through word of mouth than any other single
business action known. Yet few businesses have formalized, systematic, and
proven referral-generating methods in place,” says marketing consultant Jay
Abraham (check out Jay Abraham’s 93 Extraordinary Referral Systems CD course at
http://tiny.cc/jay93).
Remember to always ask for a referral
after getting your client some phenomenal results, using a request like
this:
“I’m glad you’re delighted with the
results so far. Is there any other business owner that you know who might be
interested in our services? Could you please put us in touch with
them?”
To watch 12 of the world’s leading
experts explain their marketing strategies live on stage at the Local Business
Marketing Summit go to www.laptopmillionaire.tv/lbms.
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