HOW TO SELL YOUR SERVICES TO OFFLINE BUSINESSES Part One
If you hate sales and think the idea of selling your services to brick-and-mortar stores sounds unpleasant, think again. You don’t have to do any cold calling or even in-person sales to get this to work. You do have to implement some offline strategies to get offline attention. It’s not the same thing as putting up a sales page and then promoting it online. Your potential customers, after all, are all offline; that’s what causes them to be in need of your services. It means that you might have to implement some direct sales marketing in the form of an offline sales letter, and then, depending on the service you’re selling, you can do an in-person consultation or direct them to an online area.
SELLING A PACKAGE
If you’re tech-savvy and can offer a package that includes a website, some press releases, online coupons, a blog set-up, and some advertising and marketing exposure, you might be able to offer a full-service package without – 5 – ever getting out of your computer chair. You will have to spend money on advertising that package in offline areas where business owners can spot it and can find out where to order it. That might be in trade magazines or local newspapers. In this model, it’s going to take a bit of upfront work and money to get your package noticed. Once it starts selling, you can devote your time to other things.
If you’re selling consulting services, odds are that you will have to do some face-to-face selling. Business owners will want to shake your hand and find out whether they can trust you. If you are going over their business processes and advising them on how to change them so that they can cut their expenses or increase their income, they might want you to visit their place of business and spend some time there. That’s all part of marketing an offline business with consulting services, but there’s another way to sell your expertise too. You can coach people offline via online technology. All it takes is some knowledge of video or audio. Create courses and online workshops that people can download from your site and can use to help them get their offline business online. You can also set up phone coaching sessions for – 6 – those who want private consultations at a higher rate. You are selling your expertise, and there is a market for that expertise.
It’s just a matter of going out and bringing that market back to your products and services.
SELL THE BENEFITS
If you’re going to sell your expertise or a product to an offline business owner, you’ll want to sell the benefits first. What benefits an off-line business owner? Anything that makes his/her life easier, saves him/her money, or makes him/her money. You can also add the motivations of wanting to compete better or to expand his/her offerings. These eventually lead to making more money.
It may be tempting to promote a solution before offering the benefits, but this is a mistake. These people aren’t tech-savvy for the most part and don’t have time to learn everything. Many times, they just want to pay someone else to implement the solution so that they can attend to other business matters more.
In part two we will discuss How to Attract Customers to Your Website…