How to sell services to local businesses
How To Sell Digital Marketing Services To Local Businesses - Skill Up & Sell Services!
hey miles here miles Becca calm in this
video you're gonna learn more about
selling your services and skills to the
local business owners in your area so
I'm following along with that three-step
or the free three phases to wealth
program where I was teaching you that
selling a skill and a digital marketing
skill to the local businesses in your
area is one of the fastest ways to grow
income to hit that 10k per mark month so
you can then invest in a business and
ultimately invest in assets that can
cash flow for you get your money making
money for you but the first step is
really to skill up through digital
marketing and then sell that to local
businesses if you don't already have a
marketable skill so this video
specifically is about how to actually
sell your services right not what to do
but how to sell them how to get business
owners excited about hiring you to help
them grow their businesses and right
there I've already laid down the biggest
key for you to remember see all of these
business owners are getting spammed
regularly through kind of virtual
assistants who are bombarding their
email address' saying hello sir I want
to help you SEO rank better in Google
right they're getting these terrible
pitches one after another they're
probably seeing several per week if not
multiple per day and so they already are
feeling overwhelmed and they're already
feeling like this whole world might very
well be a scam but that same business
owner will acknowledge that every single
person who walks into their store has a
smartphone in their purse handbag or in
their pocket and most of the consumers
who purchased their services and
products do rely on that smartphone for
the kind of advice on where to go to buy
the things that they want whether it's
products or services so how do you as an
individual who can help them with
digital marketing help the business
owner realize you are the person to
assist them in the process of ranking
higher on Google generating more leads
and sales from the web it's a little bit
of a nuanced answer and the real trick
is to not approach them trying to sell
something I do suggest that you learn
and study sales right Tom Hopkins is a
tried-and-true old school sales teacher
who you can get some Tom Hopkins books
and go through his content his audio
courses to kind of understand the basics
but the real trick if there's a trick is
to prove to the business owner
first and foremost that you can help
them you can do this in two ways the
first way is through showing them some
sort of case studies or testimonials of
people you've helped in the past now
this could actually be data and
statistics from your own niche Authority
website that you're growing you could
say hey look I started this brand new
WordPress site six months ago and I'm
already getting 4,000 visits per month
I'm getting six new leads per day this
is what's going on and you can actually
base what you base your kind of results
that you're getting for yourself and let
that paint the picture of how you could
help that business owner the other way
of going about it right is so there's
the testimony of the case studies of
yourself people you've helped now when I
first got started I definitely did free
work I worked on a few websites for free
- number one move them onto WordPress to
prove that I could do that and number
two got them ranking well for some
target keywords so I when I sat down
with a business owner I will I was able
to say go to Google and search this
phrase right now and it was in the local
market it was a local business owner
they had heard of all of a sudden that
website pops up on the number one spot
and I would say you know what before I
started working with them they weren't
even found on the first page they were
on the third page and I've helped them
get that up to the first page that's the
result I want to get to you
but sometimes for business owners that's
still a leap they don't fully get yet
that showing up on the first page of
Google for their most valuable keyword
phrases is actually the goal and this is
where I would sell a keyword research
package as my first initial sale I
usually priced it about $49 I sometimes
sold it for 69 sometimes for $99 but
essentially the conversation with a
business owner would literally be me
asking them do you know what your most
valuable keyword phrases are they would
always say no I have no idea what you're
talking about
I would explain that Google and the
whole world wide web works on keywords
and relevance and there's some keyword
phrases that people are searching that
mean they're ready to buy from you
pretty much right away these phrases
have buyer intent and ultimately you can
see how many searches per month these
are getting and you can see where you
rank if you're ranking for them and
there's ways to use content to kind of
raise your website up in the rankings
for those target keyword phrases helping
you rank better for your most valuable
keyword phrases if you're in
just said I'd be happy to do a full
report it takes me about four or five
hours to do I'll do it for $50 it's a
keyword research report and I'll come
back in a few days with all of the data
for you if you're interested that was an
easy sell for me to sell to a business
owner because it was very inexpensive
for them it gave them it was kind of
that that trip wire offer right it gave
them the ability to see that I show up I
deliver all my results I bring a nice
report that it's gonna really lay out
the plan and it's gonna give them an
opportunity to become a customer of mine
because it's easier to sell a customer
on another product than it is to sell
somebody who's not yet a customer so I
would start with a $50 sale ultimately
working towards that $1500 month or
$2,500 a month content marketing package
but they don't even need to know what
content marketing is at that point that
might very well confuse them I just want
to help them identify the most valuable
real estate on Google for their business
because they're not showing up there
they're not getting the foot traffic
because everybody searching on their
phones isn't finding them that made
sense to business owners so then I would
go deliver the results of the report I
would do a keyword research report I
would try to find their top 10 to 20
keyword phrases and then I would go look
at what the potential is right how many
possible search volumes are there which
you can then find out how much traffic
is possible about 45% of the search
volume goes to the number one spot so
you just run some basic numbers and show
them hey look if you were number one for
all twenty of these phrases you would
probably be getting thirty or fifty or a
hundred or three hundred thousand more
visits per month and then you ask them
the question how do you think your
business would be doing if you got 300
thousand visits more per month from
people searching these phrases and they
instantly business owners are like aha
they get it they know that that search
phrase would result in foot traffic
would result in leads would result in
more money because that's all those
business owners actually care about yes
they want to provide a great service in
the kind of in their community right but
that business owner can go volunteer
their time to give service in their
community they ultimately as a business
owner need that business to generate a
profit and they need to see that you can
help them achieve that goal so that was
kind of my sales cycle right I started
with education and I even ran a free
meetup group in my local market you can
go to meetup.com you can start a group I
think it was about 50 bucks then I think
it's maybe about $75 for the year and
then
you gotta find a venue and you just
start teaching digital marketing to your
local business owners and then you get
to market that and that becomes your
free offer right so if you notice what
I'm doing here in the real world when I
was selling this I was applying the
exact same path and ideas that I've been
leveraging through my digital funnels
right through my marketing funnels I was
just doing that in person so the first
step was get them a free piece of
information to help demonstrate how good
I understand this world of digital
marketing helped build that relationship
right that's the attention and the
interest phase that was what I was able
to create for them through the meetup
group and then I would mark up market
the meetup group so I'm able to talk to
a business owner and I'd ask him lots of
questions where to get your traffic from
where'd you get your visitors from how
how are you mailing your lists how BIG's
your email is due haven't even have you
mailed your past customers I'd ask a lot
of questions and when they kind of
realize I understood the world digital
marketing I'd have a little flyer or I
would tell them I host a weekly meetup
group if you'd like to come talk about
digital marketing with other local
business owners come down to this
location this date and time and we can
talk about it from my local meetup group
all I'm doing is offering them something
for free they show up just like my free
opt-in on miles Becker com gives you a
free course on how to go from side
hustle to million dollar business it's
free you don't have to pay me anything
to obtain that information then you get
exposure to my teaching style in the
real world that was through the meetup
group and from there the first sale was
my tripwire which was the keyword
research package and then the follow-up
sale once there like I want to rank for
all those keyword phrases I say great we
need to do content marketing I would
explain how that works for them and I
would let them know that it's a long
process it takes three to six months to
start to see good results and it
requires consistency over long periods
of time when you use your example of
look how much traffic I've grown with my
website you get to explain to them a
part of why you've driven that much
traffic is because you're publishing to
your blog three times a week every week
for the last twenty six weeks and that's
why you've been able to grow such a
reach and such traffic is through the
content that you're producing because
Google indexes the content then they're
like okay cool I now get it I see the
possibility the desire so we did a
Einaudi this is a ID a the attention
interest does
action so you did attention and interest
through the kind of meetup group through
meeting them and talking to them asking
them questions learning about the
business there now kind of curious about
you about digital marketing and about
how well they can rank then the desire
comes from them getting back that
keyword research report from you when
they see that those numbers and they
realize there is a mathematical
statistical probability of them getting
XYZ new visits to their website which
will result in leads and sales for them
they now have the desire to do better
with their digital marketing and you by
default since you've explained this
world to them and you've shown them the
possibility you are the de facto person
to help them solve that problem at that
moment you go to action phase and that's
when you create some sort of a product
beyond that first sale of the keyword
research report that's when you sell the
content marketing package you could have
a one post a week package a two post per
week package a four post per week
package that could cost I don't know a
thousand twenty-five hundred and five
thousand dollars per month obviously you
need to figure out what those numbers
are because you would be hiring writers
you would be hiring editors you'd have
to do some WordPress layout work you'd
have to do the SEO on each post maybe
you're the one doing all of that work
yourself and you can handle for clients
at twenty-five hundred dollars a month
boom there's your ten grand per month
maybe you want to run a team and you
need to get ten clients at twenty-five
hundred dollars per month it costs you
fifteen hundred dollars per month per
client to manage through outsourcing
everything and then you make the
thousand dollars a month profit boom
there ten clients and you're at that ten
grand per month mark it really actually
is a relatively simple path it's not
easy it takes a lot of courage to go
cold knock and walk in and talk to
business owners but if you're always
focused on top asking the business owner
question you can get people to open up
about everything in their lives when
people have challenges how's your
business going how are you getting a lot
of people from Google how do you rank on
Google they will pour their hearts and
souls out to you if they have time I was
often known to be able to I would go sit
down with them and buy him a cup of
coffee and I would go find an hour when
we could sit down and just talk about
digital marketing no money needed to
exchange I just wanted to sit down and
talk and I would ask lots and lots of
questions I would get them to admit that
there's a problem that they're not
really showing up on Google they're not
really doing enough on the web
and then when they had that aha moment
of man if I don't really get my digital
marketing world together I'm probably
not gonna be showing I'm probably not
gonna get any customers man my business
might fail at that moment you're able to
step in as the trusted advisor well let
me help you I can do a keyword research
before it takes me five or six hours to
do I'll do it for you for 50 bucks I
normally sell it for 150 bucks but I'll
do it for you for 50 bucks takes me
about three days four days to put the
report together and I'll get all the
data and we can sit down again and talk
about all the data oh man that'd be
great I'd love to work with you on that
then you walk them deeper and deeper
into the process because ultimately the
game for them is identify the best
keyword phrases for their business go
create epic content that's gonna rank
and make sure that you've got all the
little bits and pieces that I've talked
about on this channel done right you
need your site map upload it I've got a
video on that you need to make sure
you're on WordPress I've got videos
teaching you how to do that make sure
everything's kind of loading quickly
I've got PageSpeed video like all the
information you need even how to do
keyword research there's a keyword
research playlist on this channel that
will teach you in about an hour and a
half everything I know about keyword
research exactly how I've applied it for
dozens and dozens and dozens of
customers clients and even still the
process my wife and I use today process
I'm using for this video here and my
wife's using for her video that she's
about to cut today that's really it you
have to always position yourself as the
helpful trusted adviser if you go into a
business trying to sell them and you
don't have a relationship you haven't
proven that you can help them you're
gonna get the door shut in your face
you're gonna get disheartened it's gonna
be extra challenging if you go in as hey
on the helpful dude in your area or gal
I'm helpful lady in your area and I'm
really into this digital marketing stuff
I love talking about it you want to come
to my meetup group and talk with a
couple other business owners who are
doing a local meetup group we all get
together it's 100% for free man that can
be your free offer to get people in you
teach one idea for 30 minutes could be
email marketing could be opt-in pages
could be Google my business optimization
it could be anything you show them how
to do it these business owners are too
busy to do it themselves they were
barely able to chisel out 30 minutes to
come to your meetup group but they saw
the value in it so they did they just
want to know you know what you're
talking about so you need to find that
opportunity to prove yourself all the
while building your case studies
building your testimonials if that's
your work that's your niche
that's great that's how I started I was
just showing on Facebook I was uploading
pictures of my month-over-month graph
and like wow our traffics up 30 percent
this month Wow
traffic's up 42% this month Wow traffic
up 300 percent year-over-year and people
just reply friends and friends of
friends on Facebook was it miles
I need your help or my cousin Sarah's
got this this business and she's not
getting any traffic she needs your help
cool let's get together I'll buy him a
cup of coffee let's talk about how the
game works I love this stuff when you
approach it from that angle of being
willing to give of yourself first you
become the trusted advisor when you're
the trusted advisor you're the only
person they'll ever consider hiring and
then you got to structure your offerings
in a way that that first sale is very
easy I would have them pay with PayPal I
would send them a PayPal link they would
click pay with PayPal and boom I was
done some people wanted to pay with
check cool you pay with the check I get
the check I go put it in my bank it
cashes then I do the work for you same
with the monthly ongoing packages I
would set up a PayPal button so they
could set up a PayPal subscription some
people wanted to pay with check cool you
pay before the month starts I then take
that money and go deploy it to get the
work done
they don't pay they don't get the work
done I would never get the paid after I
would get paid before I did all of the
work so then the first of the month I go
around to all my little businesses and
if they were on PayPal just make sure
that went through but I would just go
get the check for the month and then we
would start to work and I would always
give them a report showing everything
that we did the last month and what the
growth is etc etc the one other thing I
just want to reinforce is setting their
expectations from the get-go
nothing happens quickly in the world of
SEO or if it does happen quickly it's
you drop off of the rankings very
quickly which is terrible but if you're
using content marketing and you're
applying keyword research and you're
laying out the post as I've shown in my
SEO posts and you're taking your time to
really build great content this isn't
just content mill content you need to
put out the best content on the web on
the topic for that keyword phrase you
will create positive results for them
over time you just need to apply that
effort over a long enough period of time
for them to get the results that they
desire so setting their expectations
that it's a six month plan a 1 year plan
is really where they're gonna get the
momentum it's like the freight train
that from a dead stop it takes a ton of
energy to get up to 1 2 miles per hour
it's a ton of energy to get to 5 miles
an hour for once they're rolling and
they've got that momentum on their side
they can drive a lot
traffic and they go into maintenance
mode and at that point they're making a
whole lot more return from that same
price that they're paying every single
month that's really a game plan I wanted
to kind of take this video series all
the way to the point where I'm giving
you some tactical things that you can
use to actually go apply so you can
start giving goodwill and giving value
to the marketplace whether it's sitting
down with business owners one-on-one
going and asking them questions or
inviting them to a local meetup group
then there's that trip wire that that
inexpensive sale I normally sell this
for $199 or 149 dollars but for you I'll
do it for 50 bucks because you're a
local business owner I got a special for
locals because I just want to help local
business owners make sure they protect
themselves from the Walmarts and the
Amazons of the world oh you say those
words you're gonna be their Savior my
friend and then once that's done you
show the report and you make a nice
pretty report that's gonna show where
they're at now generally they're getting
zero traffic from these keyword phrases
they're not on page one for any of their
most valuable phrases and the path to
getting them on to the top of Google for
their most valuable phrases is lots and
lots of content you break it up to where
you do a post per week it's gonna take
you 20 weeks 30 weeks to get through all
of these different posts because each
one needs one or two supporting posts
whatever that is you lay out a plan
that's a six month to a one year plan
they will fall in love with you then you
need to just get them going give a
monthly reports make sure they pay
before you actually do the work so
you're not going out of pocket for your
clients stuff my friend that is how you
build a digital agency today for very
little money out of pocket and really
it's kind of a quick path to get to that
10k per month whether you're doing all
the work for clients at twenty-five
hundred bucks a month or you're
outsourcing all the work ten clients at
twenty-five hundred dollars a month you
pay fifteen hundred dollars to get
everything managed and done and you get
that thousand dollars per month per
client ten clients that's ten grand a
month right there
either way you go about it it's possible
for you I hope this has been helpful if
you've enjoyed this video give me a
thumbs up leave me a comment with any
questions you have I'll answer would I
have time but I am on a road trip about
to go off the grid for a couple of days
here in the lastin national volcanic
monument or park or whatever it is
really excited about that but hit me in
the comments I will answer them and
subscribe if you haven't because I got a
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probably talk about house hacking see
their Monday or Wednesday for the house
hacking video for real estate investing
and I got some
they're kind of really cool stuff for
you so be sure to subscribe if you
haven't hit the little bell if you have
and that's it for this video I hope this
has been helpful for you again get at me
in the comments and share this video do
what you do engage how you want I
appreciate you I hope this has been
helpful for you this whole process of
building a little digital agency for me
is what floated me for four years before
my information business with my wife
really took off my wife worked at a
local shop and she worked every day and
I did this kind of agency work every day
day and night all day all night that's
what I did for four years and it really
floated me it got me the point where I
could pay off my student loans over
fifty grand
this is a great business model and you
could grow to a million dollar business
no doubt I friends one friend who runs
an agency he's done like six million
dollars with his agency essentially
doing analytics and and some PPC stuff
so find a little niche in the world move
forward go be helpful to those business
owners remember that they're getting
bombarded with sales messages don't just
go try to sell them something give them
value be sure you're giving value build
the reciprocity first you'll be amazed
at how well that works it's exactly why
this channel is still growing my list is
growing but alas I have talked for too
long on this video I'll catch you on the
next one thank you very much for your
time
be well until the next video I'll see
you then
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