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Too Shy for Face-to-Face? Learn to Optimize Your In-Person Marketing!
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You know how to rock Twitter. Facebook’s a breeze for you. You’ve even had success on LinkedIn getting new clients and networking with like-minded entrepreneurs. But when it comes to talking to people face-to-face or voice-to-voice, you freeze.

Lose Money By Leaving Out the Locals

When you “talk” to potential clients and customers online, you can hide behind your awesome professional avatar. And you don’t have to respond in real time. So you’ve become accustomed to the ever-important virtual networking instead of focusing on the human factor.

But when potential clients are local (and not necessarily online), you’re losing revenue when you fail to get out and connect with them.

Small businesses are not always on the web because they don’t feel like they need to be or that they can afford it or even that they don’t have time to manage an online presence. So if you run a B2B business, you’re missing out on local cash flow you should be focusing on.

Leaving that local market untapped is costing you revenue…

You’re Not the Only One

We’re all guilty of it. We love spending time in social media and calling “networking” – and it is. Really. But, how much revenue are you generating each minute you’re tweeting or posting? Yes, you’re building those all important relationships, but those relationships aren’t paying the bills – yet.

And we all know the adage about building tribes so we take it to heart, but there’s no law that says the relationship MUST come first. You need to hone your in-person skills and get out there and market to the locals that need your services so you can pay your bills AND nurture those relationships.

You’ve got to get out from behind your screen so you can stop losing money by ignoring the locals. Humans don’t bite – often.

Carry Your Online Strength Outside

Because of our online comfort, we’re more confident. More relaxed. The people we contact can tell. They know right away we know what we’re talking about.

And when we’re approached, we don’t sweat over being judged. We process questions and answers in our own time and not under pressure to think fast. So our responses are filled with knowledge and confidence.

But you’ve got to carry that over IRL.

What makes you nervous about in-person interactions? Is it that you aren’t sure how people will react to you? Or whether or not you’ll be accepted? Maybe you’re afraid of being rejected. (And that WILL happen – many, many times!) But it’s ok. Every “no” brings you closer to “yes.” So forget worrying about whether a potential will say no. If they do, congratulations! You’re one step closer to winning a client!

And put the fear of being judged behind you.

You know how to make their lives easier; how to help them make more money; or how to bring healing. You have zero to be scared about. It’s only your inner critic that makes real life difficult. Not the clients.

When you stay focused on your laptop, you lose revenue. You ignore potential clients. And you allow your inner critic to win. I know because I did, too. I stood in your shoes. I was afraid of being judged or they’d turn me down. So I stayed put, typing away day-after-day, but then I forced myself .

I Did It

I’m an introvert. I prefer the confines of my own head to the chorus of humanity. But when it came time to walk into a local restaurant and sell. That’s what I did. My husband, who’s awesome at talking to people and literally born to be in hospitality, was with me, so I just knew that I wouldn’t be able to say one correct word with him close by.

But I did. And I was amazed at what came out. (Um, he was too, as a matter of fact.)

I put my fear in my pocket. Remembered all that I had been learning about this wild freelancing gig and email marketing and so on. And I put it to use.

There was no stumbling.

There was no fear.

There was no inner critic.

I said what I say every day online – only I said it IRL.

If you want to make the most of your in-person marketing and stop losing revenue, you’ve got to get rid of your inner critic, too.

So kill it.

Kill Your Inner Critic

Kill your inner critic by interacting with that potential client the same way you would if you were talking to them online.

  1. Look them in the eye.
  2. Speak clearly.
  3. Speak with the online confidence you use everyday to network on social media.
  4. Practice answering the questions most potentials ask you online: How much do you charge? What result is your service or product going to bring me? What if it doesn’t work? Do you have references? Can I see your work?

Write up a powerful opening script and practice it. When you open a conversation with a potential, you want it to be as casual as possible. But you want to open with affirming questions like:

Your lunch crowd looks great. Your marketing team is doing a fab job, aren’t they?
You have great food and great service here. But I bet you’d like to see a bigger crowd at this time of day, wouldn’t you?
I see your doing well, but you’d like to be making even more money, wouldn’t you?

Modify this script for your situation and knock the socks off your potential clients:

Hi [name]! I’m [name], a local [niche] here in [city]. I see you’re very busy, so I’ll be quick. Your business looks like it’s doing well in this slow market. And that’s great! But would you like it to do even better? Would you like to increase your monthly profits and make your business even easier to run?

Here’s what’s holding you back: (List the things that, if improved, would impact their bottom line). Here’s how I can fix it for you: (List what you do.) And I can do it affordably for you. (When they respond with “How affordably?” Carol Tice recommends responding with “What’s your budget?” instead of quoting a number.)

I know you’re a little skeptical, but I’ve gotten proven results. And I want to do the same for you.

Then, proceed with the conversation as normal. Always, be prepared with a portfolio packet that you can leave with them that includes a services sheet, some of your previous work and some proof about why your product or service works with your card tucked in the front of the folder.

The beauty of this script is that it works voice-to-voice, as well as face-to-face. So when you find yourself dreading cold-calling, pull out your handy script and dial away with confidence!

Your inner critic is costing you revenue. Kill it and optimize your in-person marketing with these easy steps and this effective script today!

If you’re aces at in-person marketing, what are your favorite tips?

Tania Dakka blogs at Fit Freelancer and writes sales copy that converts. She's also a writer's writer and helps writerpreneurs make the most of their online assets with sales copy and content strategies that work. Follow her on Facebook and Twitter for help thriving when life, fitness, and career collide!

15 Comments

  1. I absolutely, positively, ADORE in-person interaction, live-performance, events, celebrations, etc.

    You covered a lot of the tangible benefits to them, but I talk even more about the all-encompassing, over-arching intangible hard-to-measure benefits.

    They may be vague, but they’re *impactful* & *life-changing*. I may be writing a companion post to your awesome work here Tanya, for Jens P. Berget, called : “The Power Of Human Energy In Your Marketing Reach”

    The overall point is, you’d be hard pressed to find a person who enthusiastically pursued in-person interaction and performance who didn’t achieve large-scale success (of the traditional kind).

    Really, there’s a direct correlation, and you’ve touched on the seeds of it here.

    I f***ing love it, girl, makes sense you’re at Firepole, which to me, is a place for some of the realest, deepest, and at the same time most applicable marketing wisdom on the net — and I’ve studied tons of marketers.

    Thanks for being here (and thanks for sharing this, Danny) – rock on.

    • Tania Dakka says:

      So awesome, Jason! Thanks so much! I can’t wait to see your work, do send me a link when it’s up! Your insight into human energy on the subject is deep and very true – approaching your marketing with the right energy can have a profound impact on your results. Looking forward to seeing your work soon! Thanks for taking the time to comment and have an outstanding day!

      • You know it, Tanya.

        I gave Jens a choice of 3 posts, and he preferred “You Wanna Be Rich, But You Won’t Talk Contribution”, I’ll still find a home for the energy post somewhere… lol. I’ll let you know when I can :D

        Rock on and ryze up!

  2. Jarom Adair says:

    You can’t ignore offline marketing, no matter how much you like online marketing.

    A thought for people who are trying to cross over from online to offline–you can still use your website to prop you up offline and make it possible to continue a relationship with someone online.

    If I’m networking offline and someone ask me about myself, I’ll introduce myself as an internet marketer and mention a few articles on my blog that I think they might like. Then I ask them if I can add them to my email list to get the information to them. They never say no, and I’ll get a dozen or more signups right there depending on how many people I manage to talk to.

    If I know I won’t have time to talk with people, I’ll take a paper with me with my 3 top blog posts on it as my business card. I’ll pass those around and people are way more likely to visit my site with links to specific information than if I just hand out a business card and tell them to visit the site sometime.

    Thanks for the article Tania!

  3. I had an inkling this was you when I got about half way through :)

    Top article, Tania.

    It’s very hard to for an introvert to get out there in the real world, but you have to do it. Since I’ve gone on my own I’ve been to two offline events. I didn’t do the usual meet and greet thing (aka walking up to everyone and shaking hands), but I’ve got at least two Blog Posts out of it, a Beta Reader, a Guest Blogger, an introduction to someone who will hopefully introduce me to quite a few opportunities, and developed some existing relationships.

    Two events! No charming or cold calling or selling. Just turning up, being myself and enjoying what there is to enjoy. Viva la real world

    Matthew (Turndog Millionaire)

    • Tania Dakka says:

      Awesome, Matt! Being yourself is the best marketing advice you can give! Cool that you made such awesome connections with your networking – keep up the great work! And thanks for stopping by and commenting! :)

  4. Great article. for me it is the reverse. I have built my business totally locally and face to face. Now, I am just starting in the online field.

  5. Carolyn says:

    There are so many offline businesses out there who are either afraid of online marketing or simply believe that their existing marketing works adequately. Getting out there and talking to them can show them that adequate isn’t enough anymore and that with the right tools, even the smallest business, with the oldest owner can benefit from online marketing. Now the confidence thing? That can be a real hurdle for some, so well done Tania. You deserve every success.

    • Tania Dakka says:

      What sweet words! Thanks, Carolyn! I wish the best for you, as well! I agree though, it’s about mastering your own confidence and knowing you rock! Thanks for stopping in and commenting!

  6. Finserve says:

    Hi Danny!

    I must confess as a regular reader and follower of your marketing tips that your above sample script is excellent. It gave me a short spark in order to reach out to clients.
    But…Question is: DOES THIS WORK EVEN FOR MARKET SITUATION OUTSIDE UK, US AND CANADA? I mean Africa market?

  7. Jessica says:

    As someone who often hires freelancers or recommends them to my clients, I wanted to chime in and say I love it when someone approaches me like this. It can be hard to feel really confident about recommending someone when I only know them online. I still do it, but if I’ve met someone in person and like them, they tend to get my recommendation over someone I like but have never met.

    And yes please carry your portfolio! Or at least follow up promptly when asked for it. I can’t tell you how many times someone’s made a good impression on me until they don’t send the promised link to their portfolio.

    • Tania Dakka says:

      Thanks, Jessica, for reinforcing the need here for face-to-face contact! That’s awesome! People love to do business with people they like, so meeting in person is an awesome way to take your business relationship to the next level. Thanks so much for commenting and sharing!

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