Do you remember the article from a couple days ago…
The one with pointers for freelancers who want a lot more
In case you missed it, you’ll find it on our blog here:
That article got a surprising amount of reader interest.
Like this question that came in from one of your fellow subscribers:
“I’m a magician,
which is a service. So is Traffic KickStart a good choice for this type of
business as well? I see you advised the freelance copywriter that it was, so I’ll
assume “Yes” but perhaps [you can give me a little more insight].” –
Thanks Dave for the question…and wow, what an interesting
Do you sell a service like Dave’s; the kind that needs a physical
presence to be delivered?
Of course, Traffic KickStart is still a good choice to
generate traffic for any physical service.
In fact, it’s a GREAT choice…especially when you offer a
niche service like Dave’s, which requires a certain type of prospect.
But a physical service has to be sold a little differently from
how I described in the earlier article.
The main difference is you need a little personal interaction.
Here’s the rule of thumb:
Don’t go against the conventions hard-wired into your
If what you’re selling requires either YOU or YOUR CUSTOMER
to appear at a specific location to complete the transaction or fulfill the
service, then you need to give them the option to complete the transaction PHYSICALLY
or at least over the phone.
Keep in mind, we’re talking only in the context of SERVICES here,
not physical products.
There’s a subscriber of this list who I’ve consulted for several
times. He sells a video transfer service – basically copying VHS tapes to all
sorts of digital media. A SUPER NICHE service!
But he does surprisingly well…in the span of a year, he’s
gone from a tiny operation to a very busy, popular service.
He collects client-leads from Google, using the Traffic
Get this…he says almost anyone who becomes a lead ends up buying
the service. Meaning, even if he pays $50 per lead, it doesn’t bother him. His average
sale is worth over $1000 bucks, and his “close rate” is in the vicinity of 80-100%!
His customers always pay in advance.
And although someone speaks to leads once over the phone, they’re not
selling. They’re just getting clarification on requirements, giving a final
price, and taking payment.
It’s a pretty sweet operation if you ask me!
Anyway, if you sell a service that requires a physical
presence, here’s what you do:
First, don’t sell on the phone or in person.
It degrades you in front of the customer.
Let your website do all the selling. Most of what you’ll say
in a phone sales-pitch is going to be some disorganized “win-some”, “lose-some”
speech that wastes your time anyway.
Save your breath and explain everything at your website.
Secondly, sell at a high price-point.
A lot of people think if they have the cheapest prices in
town, they’re going to get the most business. But people who shop for lowest price
make crappy customers.
A low price can always be under-cut by a crappy competitor.
Quality can only be topped by someone genuinely better.
Focus on the quality of your service and charge fairly for
Thirdly, give customers the conventional buying options they’re
Options on the delivery. Options on the payment method.
Like the video guy, he gives customers the option to mail in
their media and sends it back on completion…but he also accepts for his
customers to “swing by” and drop off and pick up if they want.
Fourthly, make lead-collection your main objective.
Advertise a “book now”, “get a quote” type of offer. With
these kind of offers, your lead IS a sale. Anyone who completes a form like
that is making a commitment with their wallet.
Even though you shouldn’t be asking for the sale at your website.
Get everything you need in the lead-form, so you can do the job without
any further information. This may lower the number of leads you get and make
them more expensive, but it prepares people for a high price.
Because it makes your prospect somewhat “invested” in the
process, not very different from having paid a deposit up-front.
Fifth, get help as soon as you can.
With the KickStart method, you’ll have way too many leads
coming in to speak to them all in a timely manner. Remember, those sizzling hot
leads will continue their shopping immediately after filling the form if they
don’t hear from you.
Get help so you can follow-up with everyone in as close to
real-time as possible.
That’s pretty much it.
With KickStart you can pinpoint people who need your service
and get only the type of people you want.
Your website becomes, not just a lead-collection tool…it
becomes a CUSTOMER collection tool. Even though you might have to “finish off”
the job on the phone, you’re always speaking to customers who just haven’t paid
their bill yet.
That’s the power of KickStart…it brings you people who WANT to buy.
And with a service business, your customer-volume is the only thing stopping you
from growing quickly.
What are you waiting for?
Learn KickStart today:
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