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I don’t know about others, my main concern is where to get clients. I managed to establish the sales and service process tolerably well. Free audits work, but I would like more clients.
Unfortunately, I found only three articles on this topic for web studios and one useless discussion on the forum.
I scrupulously note in the CRM where the lead comes from, I strongly push the sales person about this, and at the end of each week I fill out a table according to the sources.
Now I have 23 of them marked. This means that out of all my tests, 23 sites gave at least one lead. I'll tell you about the main ones.
When I first opened the studio, the first thing I did after quitting my job was turn on the phone and start calling the directory. The first sale took place within 2 weeks. The first year I sold it this way.
After about a year, I decided to hire callers and went all in. I hired three people with a salary and a small amount for an appointment.
I thought that we would sell them, and with this money I would pay them a salary. I made a mistake and went into a terrible minus for me at that time. It was scary. I concluded that you need to hire when there is
A) “safety cushion”, since the transaction cycle is longer than the salary payment period
B) a really good and proven sales manager. Yes, yes, then I didn’t sell it myself, don’t throw rotten eggs at me.
Since that call, our clients have become our regulars; they still pay us and work with pleasure.
Cold calling definitely works for us and takes up 13.16% of the total number of leads for the year.
It's similar to calls, but you don't have to make an appointment. This means going to offices and offering your services. The method is good, but energy-consuming.
Not as stressful as it might seem at first glance. The method for Siberia is seasonal - I went in the summer, but in winter it’s hard to imagine.
I did this for 3 weeks. The task was as follows: meet with ten directors every day. To do this, I made from 20 to 30 attempts a day: open the door, smile and move on.
By the way, 37 leads worked well, 7 were converted. We are still working with some of them. First we promoted it, now we are updating the site.
I wrote a conversation script for myself somewhere on day 4, which solves the problem of getting through the secretary, the rest is a standard meeting script.
There were no more problems. When the director sees a living person, in my case a living woman, there are fewer questions.
I studied this issue in order to send a person to walk around Moscow. They told me out loud that there was no way to get into the office buildings there. Well, you know better, I didn’t try.
For the year, almost 7% of leads, we are not actively practicing now.
I called it that. Our studio deals with SEO optimization. It doesn’t take much intelligence to figure out that web studios can transfer clients to us for further support.
I called almost all the studios in the city directory, and with whom I could, I made an appointment. In principle, this was not difficult to do. She promised a small percentage per lead and I always pay promptly and very honestly.
What didn't work out. It was not possible to expand the partner network outside the city - where we are located. I attribute this to the fact that without a meeting I cannot sell. Perhaps she offered a small percentage, so without my personal charm he did not act.
What bonuses? I didn't expect that such an idea would end in a pleasant surprise.
- I got acquainted with all the studios and now I’m getting my bearings on the market. I can name the director of most local companies at a meeting - this pleasantly surprises customers.
- I know what the studio does and doesn’t do.
- And the best part is that I met and became friends with some heads of web studios. We communicate and exchange experiences.
Over the course of the year, the “Partnerka” source ranks first in terms of the source of leads (21%).
These are two different points in our structure, but I combined them into one, since they are difficult to control.
To let my friends know what I was doing, I bought a bot and sent out a message. It didn’t work right away, but at least everyone knew. Slowly, apparently, when my topic came up, I was recommended. I repeated it a year later.
Plus I communicate and hang out with local businessmen, and that’s where “my contacts” also come from.
It didn't take long for the sundress to start working for us. No, people, of course, talked about us and sent friends. But they only sent it because they knew what I was doing. And only a year later a client came with the words: “You did well for my friend, I turned to you too.”
18.42% had their own contact, 11.84% advised.
For a long time I didn’t get around to working on the site, but in vain. I made it, put it down and forgot. I was scolded for a long time that “the site is not at the top”, that “a shoemaker without boots” and that “you don’t know how to work since you haven’t promoted yourself.”
We did internal optimization in 1 month and the site rose in local search results. We don't have much competition, it turns out.
Almost 16% of applications come to us from the site. Moreover, from these applications there are sales. Why am I clarifying this? In addition to the website, there are also landing pages. Context and advertising across networks were launched on them. There are applications, but in my entire life there have not been any sales from the context.
I probably don't know how to sell remotely. Accordingly, I couldn’t incorporate this into my well-bred salesperson. But we are able to sell remotely from the website.
I’m not doing this now, but I had experience. I participated in a couple of webinars around Russia and gathered my groups for courses.
I sent out spam mailings with an invitation to a free seminar, called companies to invite me.
This is more about building your name. A person trusts more if he attended a seminar and then started looking for someone to order services from.
Overall, the activity is good. But if you put together a group just for yourself, it’s very expensive. Here are approximate figures: to prepare one event, it took me a week of hard work and a week before that to choose a topic, write text, choose a location, and negotiate.
Usually 20 people come to the seminar. Although there were times when one person came, but the maximum was 43.
Out of 20 people, about three will come up and be interested in the service - they need it right now. Of the three, maybe one will buy it.
So, you have one week wasted, three leads and one theoretical sale.
Accommodated for 4 months - two of which were summer.
They called well, which gave me only positive emotions. But only 4 clients came. That’s more than 5 thousand rubles in terms of the spent budget. for sale. This is unrealistically expensive for us, I am looking for other sources of applications.
