Is there a full list of what to do when the deal is closed?

[Surfmaster]

Hi Quick Question, I did the interviews closed the deal,
claimed the google site built the blog bl.s etc loaded the Videos,
working on adding to site, editing some keywords
but I am wondering if someone has a complete
list of what I should be doing in total.
thank you>
Surfmaster.

[BAYO a.k.a. Mr. B]

This is not a list but you should look at other services/products that are complimentary that you can offer. Not having enough or a variety of services to offer current clients is one of the main reasons why people end up having to seek new clients almost on a never-ending basis.

So, this is not an exhaustive list but some tips ...

1. Offer to provide updates to the log, videos etc
2. Offer to monitor things to make sure all goes well and that they are always current
3. Ask for and get referrals (Get them to actually call the referral targets first on your behalf)
4. Provide something unexpected that the client will value
5. Get a testimonial
6. Get them signed up for your regular newsletter (so you can keep in front of them)
7. Introduce a complimentary business that can help them (Either straight or as a JV with you)
8. Help them setup partnerships and alliances/JVs with other local businesses
9. Offer additional other maintenance support

Should get you started

Hope this helps

Bayo

[AussieT]

I would also like to see a comprehensive list of services we could consider offering our clients
I realise we would need to tailor the list to suit our own abilities or outsourcers

TOM

Hi Quick Question, I did the interviews closed the deal,
claimed the google site built the blog bl.s etc loaded the Videos,
working on adding to site, editing some keywords
but I am wondering if someone has a complete
list of what I should be doing in total.
thank you>
Surfmaster.

[MrPhelps]

In part, a "comprehensive list" is going to depend on what you can do yourself or what you have ready access to getting done for you.

I'd suggest you make sure to set up some way to "close the loop" and clearly demonstrate that the sites are indeed delivering some kind of value to the client.

If you can do that, and you can show the value is greater than his investment, it should be fairly easy to get him to invest more and/or try some other methods to increase the ROI.

IOW, do one thing great, get them to see the value in it, then add things into the mix.

Don't try to do too much at once because if one is doing great and the others aren't doing so good, and you can't tell which are which, you're in the same place you were before you started.

-David

[AussieT]

In part, a "comprehensive list" is going to depend on what you can do yourself or what you have ready access to getting done for you.

I'd suggest you make sure to set up some way to "close the loop" and clearly demonstrate that the sites are indeed delivering some kind of value to the client.

If you can do that, and you can show the value is greater than his investment, it should be fairly easy to get him to invest more and/or try some other methods to increase the ROI.

IOW, do one thing great, get them to see the value in it, then add things into the mix.

Don't try to do too much at once because if one is doing great and the others aren't doing so good, and you can't tell which are which, you're in the same place you were before you started.

-David

Dave,

I like the point of doing one thing great and then add more services to the mix. This will help to take action quicker and not worry that I have everything covered.

I have only just found this forum and I still have a lot of reading to catch up on so I am not sure what you mean by the term "close the loop". Is there a thread that goes into more details?

Tom

[MrPhelps]

"Close the loop" -- you run an ad for a one-day special, and at the end of the day, do you know how many you sold as a result of that ad? If you're guessing, it s an "open loop". If you've got quantifiable numbers, there's no guessing involved. It's a "closed loop". I don't know where I picked that up, but it seems I've known it forever.

One guy told me a story about a client who was concerned that the emails weren't doing anything. The consultant knew they were, but the client wasn't really paying very close attention. So the consultant put an ad in the next mailer that said, "WANT AN EXTRA 5% DISCOUNT? -- YOU *MUST* GIVE THIS COUPON TO JOE!" where Joe was the owner. About half an hour after closing time, the consultant called Joe, who said, "Dang you! Don't EVER do that AGAIN!" Seems every time Joe tried to go into the back to get some work done, he'd get interrupted to come to the front to redeem one of those coupons. At the end of the day, Joe knew EXACTLY how effective the emails were! No more guessing!

-David

[AussieT]

Thanks for the clarification re closing the loop. Will keep the interesting story filed away for future use when I get a skeptical clinet like Joe.

[Surfmaster]

Thank you so Much I have been focusing on getting them set up top spots google etc and now I ahve a better Idea of where to toake them Bayo thank you so much i never thought of building a regular newsletter as I am busy chasing my website business working accounts etc but that is where i think would be some of the best business to build from.

[bsalez]

I believe this was from a PLR bonus I received. I integrated some of it into my "services offered" menu.

Internet Marketing Consultation

Internet Marketing Strategy consultation
Ongoing Web Design consultation

Market Identification Research

Keyword research
Competition research
Opportunity Analysis and Reporting

Product Creation

New product creation based on Market Identification Research
Rework, combine, and / or rebrand current products to fit new Markets

Copywriting

Website copy
Sales pages
Squeeze pages
Email marketing copy
Press releases
Articles

Web Design and Development

Website consultation
Website creation
Sales page design
Lead Capture page design
Lead capture implementation on existing pages
E-commerce site development

Traffic Generation

Pay per click account and campaign creation
Basic pay per click account management (up to 50 keywords)
Advanced pay per click account management (50+ keywords)
Banner Ad placement
Facebook Ad placement and management
Basic Search Engine Optimization (up to 5 keywords)
Advanced Search Engine Optimization (5+ keywords)
Email marketing
Video marketing
Affiliate recruitment and marketing
Social media Optimization
Social Media Management (full service account management)
Business Directory listings
Press Releases

Conversation Rate Optimization

Basic metrics
Deep analysis metrics
Split testing

Customized Internet Marketing Strategy



Design and Print Media

Logo design
Business Card design
Corporate Identity Kit
Flyers and Brochures
Book and Ebook Covers

Ben

[Marcos]

That's a pretty good list.

You might want to add some of the Mobile specialties as well.

Mobile websites
iPhone apps
Android apps
sms Marketing
Mobile marketing

I'm not much into this field, but I'm definitely exploring the idea it looks pretty interesting.

[MrPhelps]

I've found something curious ... you need a strong SPECIFIC offer to get in the door.

Having a big menu is more of a hindrance than a help at the outset. Later on it can be better.

One reason I dislike 'selling' is because it seems like whatever you're trying to offer, they say they need something slightly different. You're offering green widgets, and they want purple mini-widgets. It's the "widgets" that got you in the door.

At any given moment, some small sample of people you contact will want exactly what you're offering. Most will look at it and think it doesn't solve an immediate problem and ignore it.

A menu of services seems like a "good idea", but I don't think it's any more useful than take-out menus from restaurants, which usually get shoved in a drawer somewhere "just in case". And of course, you can never find them when you want them, if you even think of them.

Also, sending out a menu of items tends to confuse people, especially if they don't know what half of the things on it are about or the benefits they'll offer.

Just my 2 cents worth.

-David

[mazo]

I've found something curious ... you need a strong SPECIFIC offer to get in the door.

Having a big menu is more of a hindrance than a help at the outset. Later on it can be better.

One reason I dislike 'selling' is because it seems like whatever you're trying to offer, they say they need something slightly different. You're offering green widgets, and they want purple mini-widgets. It's the "widgets" that got you in the door.

At any given moment, some small sample of people you contact will want exactly what you're offering. Most will look at it and think it doesn't solve an immediate problem and ignore it.

A menu of services seems like a "good idea", but I don't think it's any more useful than take-out menus from restaurants, which usually get shoved in a drawer somewhere "just in case". And of course, you can never find them when you want them, if you even think of them.

Also, sending out a menu of items tends to confuse people, especially if they don't know what half of the things on it are about or the benefits they'll offer.

Just my 2 cents worth.

-David

Got to agree with David on this.

To much on your service card is just way to confusing for your customers , we have got to remember most of our business clients have not got a clue what! Squeeze pages, Keyword research or Social media Optimization is. And why should they! These people are way to busy running there own shows. We are the ones that are meant to know all this,that’s what we charge them for. Start with. What you are best at, and then keep that to no more the three.
We are trying to get in the door. Not scramble there heads...

Mazo.

[asker]

Nice list bsalez. Gives quite a few ideas to work on.

[txsigma41]

I agree as well, while that list in the beginning of the thread may be helpful to US as salesmen/consultants, I'm sure it would get overwhelming to the customer. Another vote for keeping it simple for the customer and focusing on how you will use all/some of those services to get their business to where it needs to be.

[Dexx]

Is there a full list to do?

Yep!

It's called solving the list of problems and concerns brought up by your client! =)

~Dexx

[brightidea]

Make sure you have systems in place that will allow you
to track and analyze visitor traffic. Tracking is also a
good way to tell what media and methods are pulling
their weight.

CeeJ

[frankwills34]

One of the most important stages of selling is closing the deal, which is the actions taken by the sales person to gain agreement to the sale. There are many closing techniques in sales, which are prescribed actions that sales people take to persuade the customer to make the necessary commitment.


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[frankwills34]

This is a big list, but the real list of closing techniques is almost endless. You can go to each need, for example, and invent several closes around satisfying or threatening them. Here are closing tips to help you further.
'Sell on the tangibles, close on the intangibles' is good general advice. Note how many of these methods follow this rule.
Don't forget the caveat in all of this. If people feel tricked or otherwise betrayed, they will not only not buy from you now, they may well never buy from you ever again or even turn all their friends against you. In particular beware of using unsubtle techniques with professional buyers, who can usually see them coming from miles away.


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