Offline marketing to companies isn't difficult, it's just different

Offline marketing to companies isn't difficult, it's just different

When it comes to business marketing, you are probably used to the typical AdWords or Facebook ads to get your business in front of the decision makers who will hopefully call you and sign up for your services.  Spending a ton of money on AdWords and Facebook ads might not result in any sales because you could simply be wasting all of your money on pointless clicks.  This usually happens when someone thinks their broad targeting campaign is going to make them millions of dollars overnight lol.  What you need to do is get offline and find the companies who are small, but want to be large, and don't exactly know how to grow their online sales.

Businesses are started up every day and it's up to you to get your website in front of them.  There are databases that show newly incorporated businesses, but they don't show any sort of phone number, email, or website in order to contact them directly and pitch your services.  I've searched through these state databases many times and have never found one that has a business's contact information lol.  You can, however, search online for the business name and you can usually find a facebook page or website that the owner set up in order to have an online presence.  After you find these golden nuggets of information, you can now start contacting them in hopes to selling them your services or products

Other than that little nugget of information I posted above, there are many other tricks you can use to find offline companies who want to get online to be profitable, and they are:


Cold and Warm Calling
Cold calling has a negative description behind it because of how many call centers in India have spammed phone numbers day in and day out to get a sale, or steel phone credit card numbers.  If you do everything right, you can land a few clients from cold calling, and they will usually stick with you for a while if they are happy with your services.  I like to cold call after doing some research about a company.  I will figure out who runs the company and if I can call them directly.  If I just get an 800 number to a small business, I will write down the owners name and then give it a call.  I will wait for the "Hello, this is (name), how can I help you!" and if the persons name is the same as the business owners name, I will simply ask "Hi (name), are you the same (name) that owns (business name )?" and 9/10 they are the very same person lol.  This means you have the decision maker on the phone and you can get them to sign up with you if you do everything right.

You will need to entice them, without talking about pricing.  I'm in the SEO and Marketing industry so I'm pretty crucial for business owners to boost their sales through online engagement if they don't know what they are doing online.  I will tell them something along the lines of

I've been meaning to call you for a couple days now, but I wanted to do some research on your website (domain name here).  I found out that you aren't getting as much traffic as you should, and your competitors are actually topping the search engine results pages.  You're on page (2,3,4,5, etc.) for some good keywords, and I know we can get you to page one which would result in a lot more people coming to your site and purchasing/making appointments/walking through your doors.   Would you be interested in something like that?

If they say anything other than "No Thank You!" it means they are interested and you can get them to sign up with you.  Now you don't have to be selling SEO and Marketing services, you can literally be selling anything to them.

Warm Calling is similar to cold calling, but you don't have to call people who had no clue you were going to contact them.  Warm calls tend to close at a higher rate since they know what you're all about and that they need your services or products.


Going to Businesses
Just going to your cities downtown area and handing out flyers or talking to the business owners about your services and handing them your business card, you can get a decent amount of people wanting to sign up with you.  These businesses usually sell online as well as out of the stores they have.  You can entice them by saying you can increase their foot traffic AND increasing their website traffic through targeted facebook and google ads as well as doing to other marketing tactics.

Remember, everyone wants to make more sales, so that's your selling point.  Get them to think about how much money they can make after signing your contract, and you can get a bunch of people signing up with you... as long as you are overpriced lol.


Every Door Direct Mailing or EDDM
This is a more hands-off and easier way to get your information to people who are business owners because you can target areas that have more businesses than others.  You will usually hit a bunch of houses when doing EDDM, but the mailing system of your preference will show you exactly how many houses and businesses are on each route. 

I like to target areas where the median income is $75,000 or higher so it's easier for someone to sign up for a $500+ monthly service.

This type of marketing is fairly expensive, so you will need to fine tune it prior to pulling the trigger since your success rate will be roughly 0.3%   Basically, for every 1,000 mailings you send out you will get roughly 3 sales.  That's not a very good rate, but if you think you're going to profit off of your first mailing, you're insane.  You will need to do this a few times and then bootstrap the profits in order to target more areas.  Over time you will be able to hit many different areas, spending hundreds or thousands per mailing.




In Conclusion
There are many ways to target businesses other than using Adwords or Facebook ads.  You just need to get out there and do some work in order to get your business name in front of people who need you.  I've done all of the methods above and had success with each, but I wasn't successful the very first time I tried to do them, so don't get discouraged if you don't make any money starting these.



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Thanks!

Razzy