Some business owners will try to wrangle the lowest possible price on principle and some are very fair minded. Either way don’t be surprised if he starts by giving you some ridiculous low ball offer. That’s not necessarily a bad thing. By offering you something he’s mentally taking the first step to buying from you [...]

Here’s a secret to discovering what your business owner is thinking, how well you’ve established value and what he’s willing to pay. After establishing value like this you simply ask “what would you expect to invest for a solution like this?” Or you could ask “If I could get this done for you what would [...]

If you want a business owner to be eager to give you money the simplest way is to establish the real value of the website solution you’re offering. If you can establish that your solution is worth at least 2, 3, or even 10 times what he’ll invest in it then it’s going to be [...]

Once you get deep into a conversation about the marketing of a business and what they’re currently doing online you’ll start to get ideas on how they might be able to increase their sales with better online marketing. If it’s possible at all the best way to present these ideas is by telling stories or [...]

The most important key to avoid being seen as a salesperson is to get it through your head that you’re NOT a salesperson. And never attempt to SELL anything. You’re NOT a sales person. You talk to business owners to find out about their online marketing and their regular marketing. You find out how they’re [...]

This is kind of obvious but you can walk down the business section of your town and see business after business. If you want to make money the simplest way to do it is just have the guts to go in there and say hi to the business owners. It’s easier if you’ve walked past [...]

Obviously your local Chambers Of Commerce or Business Networking meetings can be a source of great prospects for your online marketing services. Just turning up and talking casually to the business owners there can be enough to get you work. Later I tell you in detail how to speak to business owners. But there is [...]

Here’s a simple way to get the owner onside in many businesses. Just go in there and buy something. It doesn’t matter who serves you just ask them: “Do you own this business yourself?” If you don’t speak to the owner directly you can ask the staff member who serves you who the owner is. [...]

Some of your prospects will write you a check on the spot. But for most business owners hiring you to work on their online marketing is a process. You may need to see those several times to make a sale. Basically what you’re doing is building trust. And there’s a simple way to speed up [...]

Here are the basic 6 steps nearly every salesperson, service provider or consultant follows if they’re successfully picking up paying clients at a premium price. Building rapport. Asking questions. Gathering valuable information. Providing possible solutions. Use stories and cases studies if at all possible. Establishing the dollar value of those solutions. Coming to an agreement [...]