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EXECUTION Chasing Freedom - Creating My Own Digital Marketing Company

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Kyle T

Kyle T

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Hey @Kyle T and @Andy Black, what would your opinion be on offering a $100 Google Ads credit included in the management fee? Would this be an easier sell or just more work for me?

I think it could work by giving the client a "risk-free" chance to see results quickly, and get the ball rolling instead of having to wait for onboarding, billing set up, etc...

Of course, if the client wants to spend more I can set up billing to their credit card. Work wouldn't start until the monthly bill is paid on the 1st just like usual.

Thoughts?
Its seems like an odd offer to me. It is not really significant enough to make an impact on the buyer's decision and it does get a bit harder to keep track of. Maybe I am not understanding what you mean exactly?

What I have been doing is one of the two options:

1) Discounted Trial (Not FREE!) - I start to talk to a client who is on the fence and say : "I understand that you are skeptical, rightfully so! There are millions of marketers out there promising the world to you and you don't know if I can legitimately provide the results that I say I can. So how about this, We get you signed up for your first month & i will give you a 50% discount. Instead of paying $2000 in the first month, you will only pay $1000. I will still use the same amount of ad spend and it should be enough time to get you a few customers using our ads. The only way that this offer works however, is if you commit this to me: If I deliver like I promise and you get multiple customers per month then you won't have a problem paying me my normal fee starting in month 2."

Typically my fee is 1500 + 500 ad spend. By offering them the discount I am effectively reducing my rate to $500 for the first month. I only offer this if they sign a contract that establishes the rae and that they won't haggle me afterwards.

2) A Guarantee (kinda). This is when the client is close enough that I just need to sweeten the deal a bit for them. I say something like: "Here is what I can do for you... I understand that you are skeptical. $x,xxx is a lot of money. Here is a guarantee that I can give you... As we discussed earlier, the absolute worst case scenario is that we get X number of leads and that you only generate x number of sales. If that happens then you are breaking even from this investment and the results are a wash.

So here is my promise to you: If I don't get you those minimum results then I will continue managing your ads for free until we do reach those numbers. How does that sound?

When I was less confident just a few weeks ago it was my natural tendency to go to #1 super fast even though it pulled $1,000 out of my pocket. Now I am only pulling that out at a time that the sale is getting away from me and I only throw it out there if I think that it gives me a chance to reel someone back in.
 

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PizzaOnTheRoof

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Its seems like an odd offer to me. It is not really significant enough to make an impact on the buyer's decision and it does get a bit harder to keep track of. Maybe I am not understanding what you mean exactly?

What I have been doing is one of the two options:

1) Discounted Trial (Not FREE!) - I start to talk to a client who is on the fence and say : "I understand that you are skeptical, rightfully so! There are millions of marketers out there promising the world to you and you don't know if I can legitimately provide the results that I say I can. So how about this, We get you signed up for your first month & i will give you a 50% discount. Instead of paying $2000 in the first month, you will only pay $1000. I will still use the same amount of ad spend and it should be enough time to get you a few customers using our ads. The only way that this offer works however, is if you commit this to me: If I deliver like I promise and you get multiple customers per month then you won't have a problem paying me my normal fee starting in month 2."

Typically my fee is 1500 + 500 ad spend. By offering them the discount I am effectively reducing my rate to $500 for the first month. I only offer this if they sign a contract that establishes the rae and that they won't haggle me afterwards.

2) A Guarantee (kinda). This is when the client is close enough that I just need to sweeten the deal a bit for them. I say something like: "Here is what I can do for you... I understand that you are skeptical. $x,xxx is a lot of money. Here is a guarantee that I can give you... As we discussed earlier, the absolute worst case scenario is that we get X number of leads and that you only generate x number of sales. If that happens then you are breaking even from this investment and the results are a wash.

So here is my promise to you: If I don't get you those minimum results then I will continue managing your ads for free until we do reach those numbers. How does that sound?

When I was less confident just a few weeks ago it was my natural tendency to go to #1 super fast even though it pulled $1,000 out of my pocket. Now I am only pulling that out at a time that the sale is getting away from me and I only throw it out there if I think that it gives me a chance to reel someone back in.
Good point Kyle.

I don’t know I guess I just thought it would make an easier sale but offering a discount/guarantee is probably better.
 
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Kyle T

Kyle T

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Good point Kyle.

I don’t know I guess I just thought it would make an easier sale but offering a discount/guarantee is probably better.
Tiny bonuses like that remind me of small business referral programs for $10/ per referral.

It isn't large enough to empower anyone to take action and it won't generate any business that you couldn't have gotten without including it. Worst of all it cuts into your bottom line.
 

James90

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4. Condensed my Services

I am now focused on only one service: Lead generation.

The only other service that I will spend any time on is Web Design. The only reason that I am maintaining the web design side is that it is bringing in $1500/month and is mostly passive because I delegate it to a VA and all clients are referrals.

Social Media, SEO, Content Marketing, & Graphics Design are all scrapped.

Customers were coming to me for lead generation yet I was spending more time on these other service categories.

I am honestly just not as good at these things and perfectly happy abandoning them at this stage because it is what is required to allow me to scale to where I want to go (15 - 30k per month).
Hey Kyle, seeing how SEO ties in with lead generation, I wonder why did you decide to scrap it?
 
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Kyle T

Kyle T

Marketing Entrepreneur
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Hey Kyle, seeing how SEO ties in with lead generation, I wonder why did you decide to scrap it?
Just because of the speed. It takes too many months for a client to see the ROI and it is a much harder sell.

I could Rank & Rent my own website but I prefer the stability of paid traffic.
 

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