Read time: 4 mins
In this week’s issue, I want to talk about what you can do for local small businesses to help them make more sales as a Local Small Business Consultant or Digital Marketing Agency Owner…
Local small businesses don’t want…
- Facebook Ads
- Coaching
- Risk
But what they do want is…
- Immediate Results
- Easy
- Zero Risk
So with that in mind…
Let’s dive in!
The Easiest Digital Marketing Service To Sell (Ever!)
I’ve probably piqued your interest a bit… 😉
Before I reveal the digital marketing service I teased you in the introduction…
Let me explain something…
Local small business owners typically don’t want anything that doesn’t help them make more sales.
It only makes sense, right?!
Especially if they have to pay you (the Local Small Business Consultant) to provide whatever digital marketing service(s) you’re selling them.
Not to mention…
Local small business owners don’t want hassle with anything that requires them to change their daily routine.
So with that in mind…
There are only a couple digital marketing services out there that you can offer that meet some of the criteria I listed above.
And in my opinion, the ONLY digital marketing service you can offer that meets all three of the criteria is…
***DRUMROLL PLEASE!***
Appointment Setting!
If you can help a local small business book more appointments…
And ultimately make more sales from those appointments…
Then you probably have a client for life!
Local Appointment Based Businesses
As a rule of thumb…
You should know that appointment setting services really only apply to local small businesses who’s whole business revolves around…
You guessed it! 😉
Appointments!
Believe it or not…
Some local small business niches DO NOT utilize appointments.
So here’s a list of local small appointment based businesses…
- Hair Salons
- Nail Salons
- Eyelash Salons
- Yoga Studios
- Gyms
- Personal Trainers
- Chiropractors
- Dentists
- Real Estate Agents
- Contractors
That’s not an all inclusive list by any means…
There may be some other local small business niches I’m not thinking of.
So feel free to add to the list as you see fit. 🙂
Client’s Customer Database
Another factor you must consider when providing appointment setting services to local small businesses is…
That they MUST HAVE a client database with preferably a couple hundred leads/customers that has either email addresses or phone numbers or both.
And that client database has to be relatively fresh…
Meaning, it can’t be a database that’s old and out of date.
This is extremely important because you want to be able to give your client some quick wins.
And most local small businesses simply don’t follow-up or don’t follow-up often enough with their customer database.
That’s where you come in!
Will I Have To Talk To My Client’s Customers?
No.
You will not have to physically call your client’s customers…
Your “Appointment Setting Service” can all be done using software and automation.
However, since there are numerous software services available to do this…
I’ll spare you the details in this week’s newsletter.
Just know it typically involves the following components…
- Email Marketing Service Provider
- SMS Text Messaging Service (optional)
- Online Calendar System
In a nutshell, you will use software services to either email or text message (or both) the current database of customers/leads…
And send them to an online calendar system to book their appointment.
How To Sell Your “Appointment Setting Service”
First you need to craft your offer…
This should be something like…
“I can get you as many appointments you would like in 7 days, with zero ad spend… Or you pay nothing.”
Or you can put a limit on it like this…
“I can get you 7 appointments in 7 days, with zero ad spend… Or you pay nothing.”
Once you have said that to a potential client just ask…
“Are you interested?”
You’ll either get one of two responses…
“Yes!” or “No.”
That’s it.
If they’re interested…
You should follow up with…
“How soon do you want appointments?”
If they don’t say something to indicate they want them like yesterday…
You should pass on them as a client and tell them you can’t help them right now, but they should contact you when they’re ready to get appointments.
If they are excited and want/need appointments today, tomorrow, next week, etc.
Then you need to ask them the following question…
“Do you have a customer database?”
If they answer, “No.”
Again, you should pass on them as a client.
If they answer, “Yes!”
You can continue to qualify them with a question like…
“What’s a customer worth to your business?”
After they answer…
Then ask…
“How many appointments would you like?”
Then do some mental math to make sure their answers are feasible.
If the mental math adds up…
Ask them…
“What is your closing rate?”
But you’ll probably want to ask in a way they understand what you’re asking better…
Like, “If you get 10 appointments, about how many of those appointments actually turn into sales?”
Then just repeat back to them the numbers they’ve already told you using some mental math to figure out how much X number of appointments is worth to them…
Example:
“So if you get 10 appointments and 7 become sales… And if each sale is worth $300, then you’re looking at $2100 in total sales. Is that right?”
Then STOP TALKING and let them agree.
After they agree…
Say something like…
“I’ll do it for $1,000 and if you don’t get at least 10 appointments in 7 days, I’ll refund every red cent of my fee and I’ll put it in writing.”
Basically you’ll do it for 50% or less of what they will make…
So in this example if they will make $2100, you would charge the client $1000 or less.
Then say…
“What do you want to do?”
And STOP TALKING!
They will likely ask questions…
Answer them.
Then ask for the sale…
But if they have any objections, then pass on them as a client.
It’s really that simple.
Remember, you have this knowledge and ability to deliver a digital marketing service that will get them appointments quickly.
There are way more clients than there are of Local Small Business Consultants like you who offer a service like this.
Good luck out there!
See you next Monday.
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