I just got my first client - here's how...

40 replies
Hi Guys,

Been a member of the forum for a while now, but i have to admit i've simply been lurking and not ACTING!! Its the same story you see everywhere here on the forum - people get their first clients when they take action and actually do something.

I recently decided that i needed to stop spending money on WSO's and start doing something. I built myself a wordpress website - Blue Baboon Marketing (yes, thats a shameless plug ) and then i started looking at getting customers. I knew so much about different methods to gain customers and what to do with customers to help them and make them successful from all the months i spent reading through all the threads in here and wso's (big shout out to john durham, iamnameless, willr jason kanigan and a few others for the detail and value they put into their threads/products on here! you guys make the forum what it is!) but the problem i had was i had no idea how to actually make that initial contact and start trying to sell.

For the record i mainly sell SEO/PPC and offer several other sidelines that if i think it is relevant to a business i will let them know about.

I decided i wanted to show a company how SEO could help them and how i can improve their rankings, etc. - this is what i believed would get me the sale.

The first thing i did was start targetting local businesses in my area, i found 10 (JUST 10!) that i wanted to target first. I looked at their website, their rankings, their competition, what i could do for them, EVERYTHING and then i wrote it all down on a several pages long letter and sent it out to each business - guess what happened?

Nothing.

I figured i'd follow up with some phone calls - guess what happened?

None of them wanted to speak and/or didn't bother reading the free report i sent them.

Now i realise i only did this for 10 people, but i took me ages!! i spent a load of time trying to help them for nothing. I was gutted, i was sure that if i showed them how i could help them that i would be right in there with them and it'd be easy to sign them up.

I needed to rethink my strategy. I realised that i'm trying to start a business here and i don't know any business in the world that can be started with ZERO capital (there probably is gonna be some smart arse that replies with one now... :rolleyes. I decided i needed to spend money in order to make money.

I looked at what i was doing and tried to figure out where i was going wrong. I still liked the idea of SHOWING them what i could do for them, but i needed a way to make it stand out. I wanted to rank them on google and then say "look what i did for you" - i know, sounds stupid, huh? They'd just turn around and say "thanks" then say "well i don't need you anymore then!"

But i figured if i can rank them for a keyword that gets virtually no traffic, but is easy to rank - thats my "in". I could rank them for an easy keyword, tell them i'd done it then let them know that if they want to rank for a keyword that will bring them more customers they'd need to sign up to my service....

Whilst looking for a cheap and easy way to quickly rank a website for a none existant keyword, i came across a directory site that pretty much did the entire business model i just laid out - and best thing was they were "leasing out" local cities for people to use the exact same business model for themsleves - it meant i had a 'done for me' directory site with some authority behind it. Bonus.

I signed up for it and started calling all of the businesses saying there was a new local network in town and it was free to join. Yes, i ACTUALLY got on the PHONE and did this amazing thing- TALKING! lol. It came easy as i really was offering a free listing (almost like JD's bower model, but with no immediate charge, so the conversion rate was fairly good).

Now i'm not saying i was calling 500 businesses a day - i've got a full time job to do. I was calling businesses in my lunch hour and an hour after work. Out of my initial 100 calls, i got about 23 businesses to sign up on the directory network within a week. Not brilliant, but i'm still learning sales stuff here! After the initial hundred i stopped counting as it was slowing me down (mentally that is- "only 'x' amount of calls, it feels like i've been on the phone forever..")

Anyways, that was two weeks ago. Today i checked the rankings of the business that i signed up back then and sure enough i found 15 that were ranked number 1 for a keyword that sounded good, but had little value. I phoned up the first one and told him where he was and started putting my plan into action.

Results from today:
- 2 signed up for £300 a month SEO package (thats about $450)
- 5 agreed to get sent out the same report on how i can help their business that i sent at the start of my venture to other business but got no reply
- 3 interviews set up
- 3 call backs
- 2 couldn't get hold of

I realise this is a long winded approach, and many may tear it to shreads and say "why do it that way", but it worked for me and i'm proud of myself!

I think what i'm trying to say here is TAKE ACTION and DON'T GIVE UP - if i had give up when i first faultered, i woudn't have made sales today and have a pipeline stuffed full of potential clients that i'm too excited to even contemplate!!!
#client
  • Profile picture of the author Craig McPherson
    Great reward for effort.
    Could you expand on the directory site side of it please.
    Can you give the url of this directory site.

    I am trying to understand where it fits in the picture. Sorry for being vague but it is 5:30am here.
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  • Profile picture of the author Mach1Marketing
    Take action and the rest will follow...take pics of the checks you get, they'll keep you motivated. I also would like to know the name of the directory and a bit more
    of your story...
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    • Profile picture of the author lmooney1028
      Hi,

      The directory network allowed me to jump straight into speaking to businesses and taking action - rather than fannying around with building an ok looking site and getting distracted like i normally would have.

      I didn't want to post the link to the website cos i didn't want it to look like a spam message. The network i'm using is smartguy.com - i'm not too sure if there are others out there like this, but i went for this one after speaking to the owner of the network, Jordan Wexlar (he demo'd the benefits of it all for me himself on a skype call! lol). There is a charge per month to "lease" the site from them at $199 (this is were i decided i needed to spend money to make money) but i can honestly say that i've already got that covered now from the 2 clients i signed up plus i have a sh*t load more in the pipeline.

      I don't want this to appear to be a post about smartguy.com as i wanted it to be more about taking action and the need to invest in a business for it to be successful, but if you want the skype/email for Jordan then PM me.

      Above all else though, for all the newbies/wannabes = you won't get anywhere until you STOP READING AND START DOING!

      Do it now! DO something, ANYTHING to get started - once you've started rolling you won't stop. I for one am looking forward to my ride now that i've actually took action and started the wheels turning.
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      "Reach for the stars - even if you fail, you'll land on top of the world"

      How i got my first client: FULL CASE STUDY - Click here
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  • Profile picture of the author Ninja Ana
    Hi Imooney1028,

    Congrats and well done!!!!!!!! : )

    If you dont want to cold calling yourself, can try to use the open VPS automated calling service then you link back to twillio for forwarding call back services, if I remember right its around 0.01 per 1 minute call, and 1000 calls per hour with automated messages you reload, hope that will excel your success....
    this is just my thought, and I just came cross this tactis currently, and put into my own tool box..

    I am in the same position like you, will be back to read your story again

    Magic
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    • Profile picture of the author lmooney1028
      Originally Posted by magic888 View Post

      Hi Imooney1028,

      Congrats and well done!!!!!!!! : )

      If you dont want to cold calling yourself, can try to use the open VPS automated calling service then you link back to twillio for forwarding call back services, if I remember right its around 0.01 per 1 minute call, and 1000 calls per hour with automated messages you reload, hope that will excel your success....
      this is just my thought, and I just came cross this tactis currently, and put into my own tool box..

      I am in the same position like you, will be back to read your story again

      Magic
      Hi Magic,

      Are you actually using this automated calling tactic? and have you had any success with it?i'm interested but i just can't see people actually staying on the phone and listening to a recorded message - do have any links to a guide on the service, etc?

      Cheers for the comments guys!

      Just as an update i've phoned 10 people today (yeah just 10 people, i've still got a day job at the minute). i closed 3 more clients!!! I'M ON FIRE!! Lol. Got a couple more call backs as well.

      I'm going to quit my job next week at this rate

      TAKE ACTION - YOU WON'T REGRET IT!!!
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      "Reach for the stars - even if you fail, you'll land on top of the world"

      How i got my first client: FULL CASE STUDY - Click here
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      • Profile picture of the author Ninja Ana
        Hi Imooney1028,

        I have just discovered automated calling last weekend, I am not currently using it, however I know other Warrior has just implemented, and got great success, additionally a lots offline marketer are using it too, really cheap! I am in the middle of setting up process, because I base in UK so its a little bit different, I need to do some research on the providers..

        Very happy with your progress......... I am new to IM too, only 2 months experience~ but I had made few $$$$ online and offline, so I am now strategically map out a good business model so that I can be more stable.....

        Ok, enough said, I will be back to your thread again

        KEEP GOING!!!
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        • Profile picture of the author lmooney1028
          Originally Posted by magic888 View Post

          Hi Imooney1028,

          I have just discovered automated calling last weekend, I am not currently using it, however I know other Warrior has just implemented, and got great success, additionally a lots offline marketer are using it too, really cheap! I am in the middle of setting up process, because I base in UK so its a little bit different, I need to do some research on the providers..

          If you are interested to know more or get a glance of whats it about, give me a PM at imsolution4u (at) gmail dot com.

          Very happy with your progress......... I am new to IM too, only 2 months experience~ but I had made few $$$$ online and offline, so I am now strategically map out a good business model so that I can be more stable.....

          Ok, enough said, I will be back to your thread again

          KEEP GOING!!!
          yeah, strange thing is i'm from the uk - you don't sound like you are though...

          My spam radar is going off at the minute - anyone else??
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          "Reach for the stars - even if you fail, you'll land on top of the world"

          How i got my first client: FULL CASE STUDY - Click here
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  • Profile picture of the author wizzykid123
    Congrats on your first two sales, just keep working up from now on.
    PS: Love the look of your site very professional.
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  • Profile picture of the author Ninja Ana
    HeHe... yeah, Are you right!
    I am not British, I just live here (London) only ......

    I have totally missed your earlier post £ sign £ , I only saw the $ at the back... hehe... Get use to of the $ too much by now.

    I don't know much about SEO, so my offline adventure is more with ranking of G+Local (Google places), well it's a bit easier than the SEO I think. If you can sell SEO, you can sell pretty much every marketing services to the offline clients.
    Wow with your current success, surely you will fire your boss soon! (Waiting for your good news!)

    Was very interesting to hear about the smartguy.com listing, is US or UK base? If is UK, hehe... other directory listing discovered!!!

    Your thread is inspiring, I need to action action and action... instead of reading and reading... Hehe... I am building my site at moment, really headache with the content, perhaps should go to 99 articles ......
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  • Profile picture of the author Ninja Ana
    By the way, did you use freeindex.co.uk (PR5)? Its free, and gives really good results.
    What did you mean by *There is a charge per month to "lease" the site from them at $199* what service do you get for $199?

    Cheers

    Magic
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    • Profile picture of the author sodomojo
      Looks like you did a fiverr gig for 2022 facebook likes in June?
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      • Profile picture of the author lmooney1028
        Originally Posted by Tydowns View Post

        Looks like you did a fiverr gig for 2022 facebook likes in June?
        Yeah, wanted to get soem actual likes on my page before i started getting clients to like it too - but i've been too busy lately to start doing anything on the facebook page - glad you reminded me actually, need to start doing that and get my google+ page sorted as if people click through to them from my website, well, it's not the kind of image i was going for! lol.

        I've had a few people PM me asking for more info on smartguy, i'm getting pretty busy now so i haven't got time to keep sending out the same info to people.

        If you want more info on smartguy then take a look here: http://smartguymagazine.com/wp-content/uploads/2012/01/Business-Network-Guide-Draft-v1.1.0.pdf

        (the owner) Jordan's email is: jordan@smartguy.com

        If you do have any general questions then feel free to PM me still, i just don't want to be answering the same questions over and over via PM. Always happy to help.

        Lee
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        "Reach for the stars - even if you fail, you'll land on top of the world"

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        • Profile picture of the author sodomojo
          So what you have 5 new clients now in a week? All for SEO? What are they paying and what is it costing you to outsource?
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          • Profile picture of the author lmooney1028
            Originally Posted by magic888 View Post

            Wow with your current success, surely you will fire your boss soon! (Waiting for your good news!)
            Little bit harder for me to do that, i'm contracted in to my current position for a little while, thats why i'm setting everything up for when i'm released from the contract so i never have to apply for another job again!

            Originally Posted by Tydowns View Post

            So what you have 5 new clients now in a week? All for SEO? What are they paying and what is it costing you to outsource?
            I've now got 9 clients from it (work has held me back recently but i'm going to get back onto this by the end of this week). I outsource my SEO to hubshout, they have different packages for different levels of customer and its totally white labelled. Haven't had an issue with them at all so far. All of the customers that i've got now are on the lowest package - cost to me = $199, i resell to them at £200 (about $300). Its not mega money, but i sold them on the lowest package as i want to continue building them up slowly > i started with a free easy to rank keyword that they ranked for thanks to smartguy.com and now i've stepped these guys up to a "fairly" easy to rank keyword for their ACTUAL website. Then when they see results from that and see the increase in customers i'll step them up - i figured theres no point in trying to sell someone the most expensive package if they won't get the ROI from it. These are all local businesses after all.

            Hope that helps.
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            "Reach for the stars - even if you fail, you'll land on top of the world"

            How i got my first client: FULL CASE STUDY - Click here
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            • Profile picture of the author Yogini
              Thanks for continuing this thread. Does hubshout determine the keyword phrases or do you work that out with the client? Also, for the local portal page do you figure out the keyword phrase with the client or is that something determined by the owner? It looks like things are growing very well.

              Debbie
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              • Profile picture of the author lmooney1028
                Originally Posted by Yogini View Post

                Thanks for continuing this thread. Does hubshout determine the keyword phrases or do you work that out with the client? Also, for the local portal page do you figure out the keyword phrase with the client or is that something determined by the owner? It looks like things are growing very well.

                Debbie
                Hi Debbie,

                With Hubshout, you determine the keywords you want (they have a package that offers keyword selection, but i find its hard enough to call myself in IMer when i outsource everything - if i can't even pick decent keywords it'd be a travesty!!). Let me know if you want more info in hubshout and i'll PM you.

                I'm happy with how things are growing, but now i'm looking at ways to outsource the growth. LMAO.
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                "Reach for the stars - even if you fail, you'll land on top of the world"

                How i got my first client: FULL CASE STUDY - Click here
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  • Profile picture of the author Yogini
    I just want to say that I think even if you outsource you are an IMer. You are making judgments, determing a strategy, working on keywords and thinking out best ways for someone to get more business. Functioning as a project manager or consultant requires integrating a lot of factors so I don't think you have to be totally hands-on all the time. I also sent another pm.

    Debbie
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    • Profile picture of the author lmooney1028
      Just answered your PM.

      I guess i agree with what you are saying on one level, but equally if you're simply outsourcing everything then there is a risk of just becoming a 'middle man'. Plus my aim once i can quit my job is to do the work myself/hire in house pro's to do it so that i'm not relying on anybody else for the jobs - can be risky if one of the companies i rely on collapses.

      Lee
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      "Reach for the stars - even if you fail, you'll land on top of the world"

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  • Profile picture of the author prismkuet
    Congrats man. If I did free reports for ten and got no client from that list, surely I did not try with that again. But what you did, is excellent. You showed the patience. Your plan is very good. We can easily follow the technique to get quick success in any market. However it also requires a lot of time to invest and hard working as well. How much time you generally gave to make report on each business?
    Thanks for the nice idea.
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    • Profile picture of the author lmooney1028
      The reports were quite lengthy, but thats because i put alot of explanation in there as well. The bonus was that once i'd written the first report, i could just change some of the info and switch it out to fit in with another business.

      I decided not to go with all of the canicalision of URL's, alt text in images, backlinks to site, etc. etc. as a company wouldn't know or care about what these were and it would disinterest them from my report.

      I keep the reports on what they care about - customers and money. I show them where they are in google (use a screenshot), then i show them where their competitor is (another screenshot) and then tell them the amount of traffic thye are recieving for that keyword. Then i simply pose the question "how much is "x" amount of customers worth to your business?"

      There is a bit more in there than this, but this is the basic gist of it.
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      "Reach for the stars - even if you fail, you'll land on top of the world"

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  • Profile picture of the author rossyjess
    Congratulations for your first two sales, just keep working up .
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  • Profile picture of the author Thomas W
    Good success story... By the way i have been using this same strategy myself. I have not heard of smartguy but what i did was a WP Them GeoTheme - Geo Wordpress Theme created a website for the county i live in.

    It's a very good theme and only cost 85 upfront
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    Established webmaster since 1998. Bought my first domain name for $70 and had to pay $1000 a month for hosting. It was the good life

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    • Profile picture of the author lmooney1028
      Cheers, for the praise - its amazing the amount of stories that i read that said "just take action" etc. but it wasn't until i actually started investing time and money and doing it persisitantly that i found a model that works for me. I've pretty much laid it open right here, and i'm sure anyone can follow it, but i think the key thing is that people need to actually try and make it their own for it to work for them.

      Kudo's on doing it with your own site. I was going to do that but i'd have spent another few months trying to get everything "perfect" for me to actually start doing something to monetise it.

      Thats why i decided to just go with smartguy.com and their package because it forced me into having to get people onto the site and monetising my business.

      Worked out well for me, hope your method works for you too!

      Lee
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      "Reach for the stars - even if you fail, you'll land on top of the world"

      How i got my first client: FULL CASE STUDY - Click here
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  • Profile picture of the author Cay78
    Hey OP, what theme did you use for your marketing website? It looks pretty clean. Let me know! Thanks!
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    There are 2 types of people in this world....those who get it and those who don't. The ones that get it know exactly what we are talking about. The ones who don't are left scratching their heads.

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    • Profile picture of the author lmooney1028
      Hi,

      I customised it myself using the twenty11 theme as a basis.

      Took me ages to do. pretty much taught myself to do it all whilst i was doing it. I'm proud of it, but it was something that held me back for so long that i resent it slightly now - i kept allowing myself to think "i'll do that once i finish the website", when i should of been taking action and not worrying as much about the look of the website.

      Fact of the matter is, i might get a bit of credit here for designing it myself, but to the local businesses i work with, they can't tell the difference between that and the standard wordpress theme thats already there.

      Don't worry about themes for your website, just take action.

      - unless you're creating a site for a client, then its acceptable to choose a good theme and customise....
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      "Reach for the stars - even if you fail, you'll land on top of the world"

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  • Profile picture of the author lmooney1028
    Just thought i'd update with my current state for the people reading this.

    Its been nearly 2 months since i started using smartguy.com to be my prospecting method and i must say i'm more than happy.

    I now have (only) 11 clients and all are generally small businesses that are just starting to get their feet wet with SEO and so have the potential to upgrade their SEO package in the future. I'm currently making about £1,000 ($1,500) profit per month from the client i have at the minute (all are on the lowest SEO package i provide as detailed in an earlier post) but some are getting PPC and other services from me too.

    I outsource all the work (the $1,500 is after i've taken out costs for outsourcing - i'm actually making about $4,000 before outsourcing costs).

    Some of you may be asking why i have only got 10 clients when my initial prospecting did so well - its because i stopped cold calling! I know, i know - how can i go on and on about taking action and then stop doing it myself?

    Lol, the truth is i haven't stopped taking action - i've just increased the initial prospecting further. I've got myself several more networks from the smartguy.com network so that in a couple months i will have a massively stuffed sales funnel. With my projected figures i have figured out that i should be able to be making at least £10,000 per month ($15,000) by this time next year - and thats factoring in all potential clients on the lowest SEO package and not counting other services i sell.

    Fact of the matter is that i could be on double that, but i don't want to over target. $15,000 a month is good enough for me...

    I won't be updating this thread anymore as i am focusing on getting things done. I am thinking about writing a free case study of what i have done though, so if you are interested in reading that then just leave me a post here and when i get round to it i'll send it out to everywone that has commented on the post.

    I wish you all the best of luck in whatever you do - but remember, above all else, you can never make money if you don't invest time and money into what you are doing.

    Lee
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    "Reach for the stars - even if you fail, you'll land on top of the world"

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  • Profile picture of the author newbim
    Congratulations - I hope the first of many for you.
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    If what I said helps, let me know, throw me a 'thanks'.
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  • Profile picture of the author Yogini
    Lee,

    This is great to hear and hope to have my own story soon too. Please add me to those who want the report when you write it. You said initiallly some people signed once you showed them results from the free listing page. Is that when you usually introduce the packages?

    Debbie
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    • Profile picture of the author lmooney1028
      Originally Posted by Yogini View Post

      Lee,

      This is great to hear and hope to have my own story soon too. Please add me to those who want the report when you write it. You said initiallly some people signed once you showed them results from the free listing page. Is that when you usually introduce the packages?

      Debbie
      Yes, i phone them up after they join and introduce myself - just a friendly hello (no pressure on me cold calling then). Then once they have their ranking i phone them up and let them know about it. I'll then casually start talking about keywords and getting traffic and introduce my packages in "by the way" fashion.

      Lee
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      "Reach for the stars - even if you fail, you'll land on top of the world"

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  • Profile picture of the author U2ForNow
    Congrats, I would love to see your case study in the future. Thanks for writing this.
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    • Profile picture of the author lmooney1028
      Originally Posted by windelsolutions View Post

      You worked hard and it paid you back. Hard work always have results ! Best of luck for your future !
      Cheers!

      Ok, this is the last call for people wanting a free copy of the case study i'm going to write this weekend whilst i am away with work. After the free copies are given out, i'm sticking it up as a cheap WSO for the benfit of people outside this forum.

      Thanks for all the PM's of support as well guys!!
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      "Reach for the stars - even if you fail, you'll land on top of the world"

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      • Profile picture of the author Lopaca
        Congrates...Good job of being pro-active. We have been using the same concept now for over a year. We couldn't find a usable directory when we started so we created our own which now has several thousand businesses listed all over the US and Canada. We have more clients than we can approach. NO MORE COLD CALLING.. We just show them the traffic we are driving to them and they want to know more... Great lead in.. Again congratulations and hope your business continues to grow.
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        Lopaca
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  • Profile picture of the author lmooney1028
    Cheers for all the messages of support guys, but i'm no longer going to be helping by PM for a while - it was taking up too much of my time and pulling me away from carrying on with my business. I wrote up a case study thats in the WSO area that contains all of the info of what i did to start my business with this method - i don't want to post a link to it though as don't want to break the "no self promotion rule".

    Remeber guys - action is key.
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    "Reach for the stars - even if you fail, you'll land on top of the world"

    How i got my first client: FULL CASE STUDY - Click here
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  • Profile picture of the author Craig McPherson
    Lee,

    Link in your sig is broken

    Craig
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  • Profile picture of the author rising_sun
    Banned
    Definitely pretty nice job.
    I think it is your inspiration,
    he is not only your client but also your courage.
    Thanks for sharing your experience ,it will very helpful for us.
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  • Profile picture of the author Andres1986
    This proves that the old formula taking action and putting in the effort for the required time always brings success sooner or later. Thanks.
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  • Profile picture of the author bartm
    A lot of action... Great!
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    • Profile picture of the author lmooney1028
      Originally Posted by Craig McPherson View Post

      Lee,

      Link in your sig is broken

      Craig
      Cheers, fixed it now.


      Originally Posted by Andres1986 View Post

      This proves that the old formula taking action and putting in the effort for the required time always brings success sooner or later. Thanks.
      EXACTLY!! I showed the way i have done this because i think others can replicate it, but the bottom line - above all else - is that you have to stick to something to make it work. If you try anything and stop at the first hurdle then you'll never finish the race!

      - Stop cold calling when you first get a "NO!!!" and you'll never make a sale
      - Stop email marketing because you didn't get a click on your campaign and you'll never be able to create a campaign that converts
      - Stop direct mail because you don't get a response and you'll never be able to call yourself "Bob Ross"
      - I could go on and on....

      People need to learn from failures, not get put off entirely by them...
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      "Reach for the stars - even if you fail, you'll land on top of the world"

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