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How to get other people to sell your consultations for you.

by mrmatt
10 replies
Hello all,

I thought I would share this idea. Actually it is not an idea as I am actually doing this. I just started with it so I can not show you results but I am sure it is going to totally kick ass.

I met some guys that are getting in online directory started for local businesses. They asked to meet with me and get my input into their idea.

What I suggested to them was that they really needed to have add on services or bonuses for buying a listing from them.

Those bonuses included have them Tweet about the new business listing, a post on facebook about the new listing. A press release about the new listing and an article written and distributed with links back to the listing, their site and the clients site.

The beauty of this is that they are providing a very valuable services to the client and they are doing SEO for their site (the directory) at the same time.

And

THIS IS THE BIG ONE

They get an hour free consultation from me.

So every new client that they sell a listing to gets an hour with me. I have sales reps out talking me up as a big bonus and I get into to see potential clients with no resistance. They are expecting me. They want to talk to me. And I have already been positioned by the sales rep.

Are there some drawbacks to this? Yes

Depending on how good their new sales rep is (which I helped interview) I could end up giving away more of my time than I really want. But I already had this discussion with these guys.

The way that it would be handled would be this. If things get out of control only the highest priced listing would get my free consultation. And if that gets out of control then they would start charging for it and we would split the fee 50/50.

Secondly this is not very targeted. I could end up talking with businesses that would never be able to hire me. Talk with businesses that I would never want to do business with. Etc.

I just wanted to share this with you all to show what I thought was an easy way to get in front of business owners with no resistance, with out cold calling, with out direct mail, with out knocking on doors and with out cold emails.

As far as who you could look for to start a joint venture with here are some ideas for you.

Local independent newspapers.
Local print directories.
Local classified ad papers.
Local online directories.
Local venues that sell advertising on their sites or programs - high schools, theaters, concert halls, etc.
Baseball /Softball fields that sell fence bill boards.
Other B2B businesses.

Hope this helps those of you that are struggling trying to figure out how to get out there and in front of businesses.

Thanks
Matt
#consultations #people #sell
  • Profile picture of the author Vanessa Reece
    Hi Matt,
    Interesting stuff...
    I've been working a slightly different way. I tend to offer complimentary hours to the people that use my service AND those people I know have vast offline networking reach.
    So for instance - they introduce my coaching to someone - that person books - I then give the referrer extra hours consults to the referrer.
    Two things to remember here is: I really only offer this service to people I know have 'reach' and influence because they are trusted to give good referrals. They aren't going to refer someone if they're bad right? Second I do have a bonus offer for network newbies so that's another enticement and again adds to the exclusivity of the deal.
    It's working for me and I hope what you're doing works for you
    Signature


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  • Profile picture of the author Trivum
    Nice idea.

    A twist on this to save you some time could be to do a video critique of their site and send it to them. You could sit at home and do these in 15 minutes or less. Send that to them, and then offer a free in-person consultation to talk about things in more detail. The ones who take you up on the free consultation after seeing the video would likely be much warmer than the lot as a whole.
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  • Profile picture of the author Bronwyn and Keith
    Hey Matt

    Sounds like you have covered most of the bases.

    The good thing is that if your skillset is the face-to-face stuff then you could always outsource the work.

    Well done - hope it all works out for you.

    Regards

    Bronwyn and Keith
    Originally Posted by mrmatt View Post

    Hello all,

    I thought I would share this idea. Actually it is not an idea as I am actually doing this. I just started with it so I can not show you results but I am sure it is going to totally kick ass.

    I met some guys that are getting in online directory started for local businesses. They asked to meet with me and get my input into their idea.

    What I suggested to them was that they really needed to have add on services or bonuses for buying a listing from them.

    Those bonuses included have them Tweet about the new business listing, a post on facebook about the new listing. A press release about the new listing and an article written and distributed with links back to the listing, their site and the clients site.

    The beauty of this is that they are providing a very valuable services to the client and they are doing SEO for their site (the directory) at the same time.

    And

    THIS IS THE BIG ONE

    They get an hour free consultation from me.

    So every new client that they sell a listing to gets an hour with me. I have sales reps out talking me up as a big bonus and I get into to see potential clients with no resistance. They are expecting me. They want to talk to me. And I have already been positioned by the sales rep.

    Are there some drawbacks to this? Yes

    Depending on how good their new sales rep is (which I helped interview) I could end up giving away more of my time than I really want. But I already had this discussion with these guys.

    The way that it would be handled would be this. If things get out of control only the highest priced listing would get my free consultation. And if that gets out of control then they would start charging for it and we would split the fee 50/50.

    Secondly this is not very targeted. I could end up talking with businesses that would never be able to hire me. Talk with businesses that I would never want to do business with. Etc.

    I just wanted to share this with you all to show what I thought was an easy way to get in front of business owners with no resistance, with out cold calling, with out direct mail, with out knocking on doors and with out cold emails.

    As far as who you could look for to start a joint venture with here are some ideas for you.

    Local independent newspapers.
    Local print directories.
    Local classified ad papers.
    Local online directories.
    Local venues that sell advertising on their sites or programs - high schools, theaters, concert halls, etc.
    Baseball /Softball fields that sell fence bill boards.
    Other B2B businesses.

    Hope this helps those of you that are struggling trying to figure out how to get out there and in front of businesses.

    Thanks
    Matt
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  • Profile picture of the author mrmatt
    ITS-V Your method is something that I am looking at as well. I have a few prospects that that method would work very well with. They have the types of clients that I am really looking for. It makes perfect sense though. Keep it up.

    Trivum - I totally see your point. Reviewing their site is pretty easy to do from home. But I don't just do internet marketing. I am looking at their entire marketing/advertising game plan....or lack there of. For me to spot opportunities I really need to be in front of them, digging into their business.

    bronke13 - Yes I am definitely good face to face. People love me and I love them. I am not quite ready to give up control. But that fact that I will need to do that is definitely creeping up on me. I do outsource some stuff. Site building or templates, logos, graphics etc.

    Glad you all liked the idea.

    Thanks
    Matt
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  • Profile picture of the author mobetman
    mrmatt,

    Excellent idea. I'm definitely going to implement it or some variation thereof.

    Questions:

    1. Do you have multiple people at multiple directories using your services as an value-add?

    2. Did you produce any materials to give to the directory sales team to help them with their sales and to ensure that they don't misrepresent your offer?

    I definitely see the potential challenge of meeting with unqualified leads that could never afford your services. It can be a time waster but I like to try to turn a negative into a positive.

    One possible suggestion is you could offer them a way to make money by referring you to larger companies on a commissioned referral basis. Since they met face-to-face with you, they are much more likely to like, trust, and suggest you to others.

    In fact, the only reason they aren't working with you is because they can't afford you - as least in theory. As business owners, it's likely they know others that can afford you.

    You could potentially develop a substantial size team working to promote you and your business. You might want to check out this new website - zferral - which sets up and manages referrals and affiliates for you.
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  • Profile picture of the author mrmatt
    Hey Mobetman,

    I am only working with one company right now. I just want to test the waters. But there are plenty of other opportunities with other people/businesses I know.

    I do not have any material. It is an hour long consultation. Vague isn't it? But it really is me being able to go in and talk to a business owner and grill them about their marketing and show them missed opportunities.....which I just might have the solution to. But on their website it lists the prices of their services and the add on bonuses, including the one hour bonus from me. The flyer they hand out is basically the same thing.

    Hope that helps.

    Matt
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  • Profile picture of the author mobetman
    Thanks for the followup. Looking forward to trying out this technique.
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  • Profile picture of the author vatonyt
    Hey, if you can fill your schedule with prequalified leads, thats the name of the game. When they sign up get them a sales type letter that describes the outcomes you provide. When you get them on the phone, qualify them quickly and get them off the phone if they are not a good fit. It would be a great disservice to the prospect to keep them on the phone if its not a good fit, and a waste of your time to boot.
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  • Profile picture of the author hovirag
    I used affeliate links and offered them 20% - as people usually offer between 5-10 % I had no problem getting affeliates promote my product/service. In this way I also ensure that I have money coming in...
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  • Profile picture of the author MWGrubb58
    This is a good idea! As a face-to-face type of guy, I like it.

    You'll know just a few minutes into any consult whether you want to work with these people...

    I see it as a great referral device, even if you don't work with the clients you do the consult for... THEY know people!
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