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1st Offline Presentation in 1 hr! What do i do?!!

by Excel Fields
18 replies
Fellow warriors, I responded to a text message from someone that I know from my social circle last night, and explained to them that I have a new marketing campaign for their business. They own a karate school.

I'm going to sell them on google places, and a basic seo/citation package for monthly recurring fees.

I have about 45mins left before i meet with them. Are there any wso's that specifically address giving a presentation with ppt slides or something of the like?

Thanks,

Excel
#1st #offline #presentation
  • Profile picture of the author Enfusia
    If it were me I would give them a presentation on a computer of all of my results. I would sign a non circumvention non disclosure with them and show them RESULTS.

    In my finding that's all anyone really cares about. Yes people like pretty web sites but I would rather have one that makes me money.
    Which is the results

    Patrick
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    • Profile picture of the author sownsow
      Originally Posted by Enfusia View Post

      If it were me I would give them a presentation on a computer of all of my results. I would sign a non circumvention - WHAT DOES NON CIRCUMVENTION/NON DISCLOSURE MEAN? non disclosure with them and show them RESULTS.

      In my finding that's all anyone really cares about. Yes people like pretty web sites but I would rather have one that makes me money.
      Which is the results

      Patrick

      Could you please explain that for me
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  • Profile picture of the author Jeff Lenney
    LOL wow, so you don't even know what you're selling? Forgive me, but you should not have responded to that text if you had nothing prepared - and now you're here 45 minutes before the presentation hoping somebody has a 'done for you' presentation you can just leach?

    Good luck, I mean that - no sarcasm - but you really should have prepared yourself first.
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    • Profile picture of the author Excel Fields
      Thanks for the constructive feed back! I rescheduled the appt for tomorrow, and that should be sufficient. I know what im selling from the standpoint of i've built some google places profiles and gotten 1st page rank before. I haven't built a lot of backlinks, but i've bought several courses here, and found what i believe is a good person to outsource to for what i'm offering.

      The citation aspect of it, i've always helped my customers get reviews and testimonials, so i'm not terribly worried about that either. That being said, its one thing to be able to sell someone on a service by explaining the details of what you're offering, but it helps to be able to show, or demonstrate the topics of what you're discussing. I've noticed that a lot of wso's basically contain "pieces of the puzzle" (one aspect of the sales process, i.e. how to generate leads, or even sales scripts) but not necessarily the whole "enchilada"! *lol* So i'm in search of a wso that can offer me the basics of a google places/seo type of presentation.

      I'm personally not good with powerpoint.
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  • Profile picture of the author Istvan Horvath
    And you wonder why so many business owners (after meeting ignorants like the OP) think of ALL the marketing people as BSters...
    :rolleyes:
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    • Profile picture of the author Excel Fields
      Originally Posted by Istvan Horvath View Post

      And you wonder why so many business owners (after meeting ignorants like the OP) think of ALL the marketing people as BSters...
      :rolleyes:
      Thanks,

      I needed that!
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  • Profile picture of the author Jan Hurst
    OK, let's start with some marketing basics. What is the problem you are trying to solve for them? Lead generation for new students? Website enhancements for current students? If you don't know what they think their problem is, you are not starting from a strong position. If they are taking time to talk with you, the probably think they have a problem to solve. You need to know what that is to position your service correctly. (Maybe you have already had this conversation; can't tell from your post.)

    Before you launch into your sales presentation, ask questions about their business, and really LISTEN to the answers. If you listen, they will tell you what they need. If you ask the right questions, often they will sell themselves on your solution. You can give them an outline of what you propose, and ask them to help fill in the details.

    I know this analogy is used often, but think of this situation like a date. You don't want a one-night stand; you want a long-term relationship. Those start with getting to know each other. And you are better off not giving them everything up front, for two reasons: (1) you want an excuse to contact them again to continue building the relationship, and (2) you don't want to seem like you are just selling them what you want them to buy, rather than what they want to buy. How can you possibly know what is right for them if you haven't spent time with them to understand the problem they have? (At least that is what I would be thinking!)
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  • Profile picture of the author kennethtang
    If you're selling to a Karate school, Google Places, SEO, etc., etc., etc., are just means to the first end. Getting leads. Then there's the final end - conversion.

    You might think that you've done your job if you can get them in first or second listing on Google Places or Maps (or whatever), and you'd have, in a sense. But if you want to stand out from the myriads of would-be IM consultants, help them get RESULTS.

    And that always means getting people in the door, signing up as students and paying.

    That's what concerns the Karate school. Tie your presentation to that -- and don't leave them hanging by just getting them listed # 1 somewhere. Ain't good enough.

    I know.

    I run/teach my own martial arts studio, among other things, and that's what I want. And that's what I get...because I do it myself.

    Best,
    Kenneth
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    • Profile picture of the author Excel Fields
      Originally Posted by kennethtang View Post

      If you're selling to a Karate school, Google Places, SEO, etc., etc., etc., are just means to the first end. Getting leads. Then there's the final end - conversion.

      You might think that you've done your job if you can get them in first or second listing on Google Places or Maps (or whatever), and you'd have, in a sense. But if you want to stand out from the myriads of would-be IM consultants, help them get RESULTS.

      And that always means getting people in the door, signing up as students and paying.

      That's what concerns the Karate school. Tie your presentation to that -- and don't leave them hanging by just getting them listed # 1 somewhere. Ain't good enough.

      I know.

      I run/teach my own martial arts studio, among other things, and that's what I want. And that's what I get...because I do it myself.

      Best,
      Kenneth
      Funny thing is Ken, in my offline business, that's what i've done over the years to, get the phone ringing.... So thanks for your insight, its helping me to analyze and re-align my focus so to speak!

      What methods do you currently employ for lead generation? (if you don't mind me asking...)
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      • Profile picture of the author kennethtang
        What methods do you currently employ for lead generation? (if you don't mind me asking...)
        It's all local...whether online or off. Depending on the area you're working, newspaper insertions (flyers) can work well. Google Places and Maps work nicely too...and not forgetting, word-of-mouth. Banners (the real-world kind) have been good generators, too.
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        • Profile picture of the author Excel Fields
          Originally Posted by kennethtang View Post

          It's all local...whether online or off. Depending on the area you're working, newspaper insertions (flyers) can work well. Google Places and Maps work nicely too...and not forgetting, word-of-mouth. Banners (the real-world kind) have been good generators, too.
          Kenneth, have you ever used bandit signs? I've found if you use an 800/888# to intercept the calls you;d be less likely get citations/tickets from the local government.

          When i first started my business several years ago, I would design two flyers, and shrink them down to 6 to a page. I'd print up 250 sheets each of different colored paper (so that gave me approximately 1500 flyers of each design). I'd then go around to every gas station, shopping plaza, cleaners (and any business with foot traffic) and find the "free magazine/newspaper racks". My goal was to not go home until i'd put out all of the flyers, so i would insert them into the magazines and papers (for free) and then track the results by asking the prospect that called the office "What color was the flyer that you're calling us from?"

          After determining which flyer worked best, the next time id print up a whole ream of paper with just that flyer, and keep using it until i noticed the calls stopped coming in.

          The only thing i'd do now to enhance this would be to use two different 800#'s vs using a shared one. It's a more accurate and precise split test.
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          • Profile picture of the author kennethtang
            Aha!

            You already got the experience! And I don't just mean this specific experience.

            Just do for them what you did for yourself, making sure you tailor it to their specific situation (e.g. slick upbeat videos of people doing Hip-hop Kickboxing might seem THE thing, but if your Karate school was catering to children -- and you're essentially selling to moms and dads -- then a more down-to-earth, professional-caring-teacher approach would be more appropriate.

            Unless that school was targeting people who's into Taebo and that sort of thing.

            A good reference book to look up on might be Tom Feltenstein;s "Neighborhood Marketing".

            Best,
            Kenneth
            Originally Posted by whodeeni View Post

            Kenneth, have you ever used bandit signs? I've found if you use an 800/888# to intercept the calls you;d be less likely get citations/tickets from the local government.

            When i first started my business several years ago, I would design two flyers, and shrink them down to 6 to a page. I'd print up 250 sheets each of different colored paper (so that gave me approximately 1500 flyers of each design). I'd then go around to every gas station, shopping plaza, cleaners (and any business with foot traffic) and find the "free magazine/newspaper racks". My goal was to not go home until i'd put out all of the flyers, so i would insert them into the magazines and papers (for free) and then track the results by asking the prospect that called the office "What color was the flyer that you're calling us from?"

            After determining which flyer worked best, the next time id print up a whole ream of paper with just that flyer, and keep using it until i noticed the calls stopped coming in.

            The only thing i'd do now to enhance this would be to use two different 800#'s vs using a shared one. It's a more accurate and precise split test.
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  • Profile picture of the author PPC-Coach
    Having done several hundred presentations to people in my past life, I can tell you that powerpoint is a crutch and is not necessary at all when having a one on one meeting. You need to LISTEN way more then talk. When you do talk it should be questions to get them to talk more. Business owners LOVE talking about their business, so let them.

    Uncover their pain and provide a solution to it. Most do not care about HOW you do it, they just want to know that you can get them more people in the door. They do not want to hear you talk about google places listings, they want to hear you tell them you can get them listing on Google. PERIOD. You're the expert and you don't have to train them in how to market. YOu have to provide a solution to their main issue. Find the pain and sell them you as the band aid.

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    • Profile picture of the author Excel Fields
      Originally Posted by PPC-Coach View Post

      Having done several hundred presentations to people in my past life, I can tell you that powerpoint is a crutch and is not necessary at all when having a one on one meeting. You need to LISTEN way more then talk. When you do talk it should be questions to get them to talk more. Business owners LOVE talking about their business, so let them.

      Uncover their pain and provide a solution to it. Most do not care about HOW you do it, they just want to know that you can get them more people in the door. They do not want to hear you talk about google places listings, they want to hear you tell them you can get them listing on Google. PERIOD. You're the expert and you don't have to train them in how to market. YOu have to provide a solution to their main issue. Find the pain and sell them you as the band aid.
      A lot of people don't realize that you have to identify the problem, enhance it in the prospects eye to epic proportion (in their mind), and then offer them a viable working solution so that you can earn their business. Starting this thread is almost like sales 101 for me. Bottom line, never waver from the basics. Thank you PPC-Coach!
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  • Profile picture of the author Steve Rosenbaum
    How did it go? What will you do next time?
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    • Profile picture of the author Excel Fields
      Originally Posted by Steve Rosenbaum View Post

      How did it go? What will you do next time?
      Steve,

      I sat my *ss down, started studying all the wso's i'd purchased pertaining to Google Places, including Brian Anderson's Google Places Cheat Sheet and then i took a huge leap of faith and enrolled in Brian & Mario's Local Offline Seminar this past weekend! Boy am I glad that I did that! I learned so much, met some wonderful (and successful i might add warriors), lo and behold, the last session that Brian taught was HOW TO RANK ON GOOGLE PLACES, so guess what that now makes me? The Subject Matter Expert that is now trained and qualified to go out here and help businesses with their rankings! I also learned a ton about reputation management, and my background in financial industry sales, is going to make offering this kind
      of service very easy, as it is very similar to what i used to do for a living.

      I am now poised, focused, and very excited! Thanks for both the kind, encouraging, and harsh words of advice Warriors!
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  • Profile picture of the author barbling
    I'm the covert webmaster behind the dojo my kids and I attend, so it's a fair shot to say I've learned a bit about how to position martial arts schools/etc. My dojo is always in the top 3 if not the top 1 for my local town/state-related searches.

    First off, when you talk to the Shihan, find out the main business goals. Certainly it will include student enrollment, but go farther than that.

    Are there specific Martial arts classes? ie,
    • Goju-Ryu karate
    • Nu-chaku
    • Swords
    • Aikido
    Are there specific levels (beginners/advanced/etc.)?

    Are contracts required for participation? What about where the gear is bought?

    And the parents/adults! Are there specific classes for them? If not, perhaps that would be a way to entice more students (ie, if you enroll your kid, you get free lessons too, etc.).

    Who are the local competitors? Can you create a business/SEO campaign so that the karate school shows up for searches like
    • NearbyTown karate
    • OtherNearbyTown karate
    • StillOtherNearbyTown karate
    Are there bullying issues at local schools? Would the Shihan be interested in giving talks about how Martial Arts can instill confidence in kids? What about concentration issues for students....karate can be great for that too!

    etc.etc.etc.

    Lots of good stuff can be done...but get the facts first. It will greatly help you. Lots of luck!
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