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Unread 5th Feb 2010, 09:24 AM   #1101
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Re: Offline Marketers: What services are you offering for monthly fees?
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Oh man, this thread is blowing my mind! Been following it for a few weeks, taken loads of notes and I'm nearly ready to start implementing. Going to go chat with a few business owners that I know in the next few days and start talking about what I do, I've also taken a liking to the direct mailing method that Vaga uses . I'll let you all know how it goes!

Everyone else has already said this but I don't think you can get enough of gratitude, so again a thousand thanks to AP, Dexx and Vagabond for all this info. And like I said, I'll let you know how I get on in the next few days. In the meantime I'm going to be continuing to catch up on this thread at least 3 times daily.

Cheers everyone, and here's to taking action!

- Tom
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Unread 5th Feb 2010, 09:57 AM   #1102
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Re: Offline Marketers: What services are you offering for monthly fees?
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Curleyjohn, I am liking something about "An eating experience you wont have anywhere else" or something with the words "creating an experience"

Just my thoughts
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Unread 5th Feb 2010, 10:24 AM   #1103
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by AP View Post

Trust me when I make this statement:

Business owners only hear from Yellow Page reps BSing them about the phone book, radio stations perpetuating their lies, newspaper ads that don't work, etc...

NO one sits down with them 1 on 1 to talk about their Macro picture. Today, tomorrow, is the marketing integrated with other media, is the message the same with all advertising, are they tracking results, how are we planning for the future, etc... GIVE me a freakin break. No NY advertising executive is going to sit down with a Mom and Pop business (under 5M) and actually talk to them.

Only YOU will. You need to have Brass Balls (DK cd) and tell owners what to do. If they say "I can give you 15 to 30 minutes for an interview" say NO. Mr business owner if order for me to truly help your business, I need 90 minutes of Uninterrupted time. No phones, No employess, NO nothing. Just you and me. I'm going to show you how to grow your business, everyone else is trying to SELL you something. Let me know when you have 90 minutes alone and I will schedule the time.

If you can get an owner to Honestly do that, you will get a big check. You now have their attention, the Leverage just shifted to YOU. This is Key!

Now read the questions that apply to his business and let him talk. Most importantly look at how his body language starts to open up. When he starts spilling his guts, the Truth will come out.

Do NOT take a check at the 1st appointment. Kiss of death. I never take a check until at least the 2nd or 3rd meeting. You are there for Consulting only, no selling.

~AP
That is very true. Thanks again AP.

Something that may not be clear for everyone is that this can also be a part of your direct mail piece. I am working with an IT consulting business at the moment, and we are positioning their initial evaluation as a no-strings-attached "IT Risk Assessment" session.

In similar fashion, as a marketing consultant, you can offer this initial session as a marketing strategy evaluation (or some more elegant words) where the current state, and future challenges, of their marketing methodology can be analyzed and discussed. It is a good non-pressure, non-threatening way of getting in front of customers to show your expertise.

Just a word about including future challenges. Even if their marketing is working ok right now, most companies don't plan for how it may change with more competitors, sagging economy, new product introduction, growth of the town, changes in regulations etc. I always include questions about how they see their current business environment, and how they see it changing over the next three years. No business environment is static, and as that changes, so should their marketing approach. Adding some forward-looking recommendations adds to your credibility, and may cause them to pay you for longer.

Opportunity turns to profit with risk and discipline
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Unread 5th Feb 2010, 10:32 AM   #1104
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AP,

I regards to your Business Worksheet/Questionaire, is there a reason you don't ask questions about the business' competition?

For example...
  • Who are your 3 main competitors?
  • What do they do well?
  • What do they do poorly?
  • What competitive advantages/disadvantages do they have?
  • Where do they spend their marketing budget?
Something along those lines.

Wouldn't that further demonstrate how thorough you are and serve to make them want to be the one client in their area you work with exclusively?

Wouldn't it plant the seed that they need to work with you or else their competition will and that you'll have their business under a microscope in an effort to take part of their market share?

It seems to me that these thoughts would naturally creep into their mind. And they way it's presented is a completely non-hostile and subconscious. Or am I totally off here?

"You can have everything in life you want if you will just help enough other people get what they want."
~ Zig Ziglar
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Unread 5th Feb 2010, 10:36 AM   #1105
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by AP View Post

Do NOT take a check at the 1st appointment. Kiss of death. I never take a check until at least the 2nd or 3rd meeting. You are there for Consulting only, no selling.
~AP
He insisted, I tried not to! Damn that questionnaire! Too damn effective!

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Unread 5th Feb 2010, 10:39 AM   #1106
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by Curleyjohn View Post

Case Study USP:

People always comment on how they have a huge selection and that everyone in the family can find something to eat no matter how picky they are when it comes to food.

So my next attempt at a USP is:

When no one can agree where to eat, We are the answer!
How about...

Picky Eaters Pick [Restaurant Name]

OR

[Restaurant Name]...Picky Eaters Pick Us

"You can have everything in life you want if you will just help enough other people get what they want."
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Unread 5th Feb 2010, 10:39 AM   #1107
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Originally Posted by dru-man View Post

Does anybody have a recommendation on a good answering service with a live operator--toll-free number service?
Years ago, when I was selling mortgages, I used a company called PatLive.

You give them a script to use. But, you MUST call in and test them by playing a prospect. Everytime I called I would find they were not following the script 100%.

Not saying I wouldn't use them, but just make sure you call in an play prospect. You (or have someone else) should do that no matter who you use.

The Ultimate Sales & Marketing Mind Map (Just updated - now twice as big!) - scott_krech - "Quite possibly one of the BEST WSO's ever."

www.UltimateMindMap.com


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Unread 5th Feb 2010, 10:48 AM   #1108
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by Lance K View Post

AP,

I regards to your Business Worksheet/Questionaire, is there a reason you don't ask questions about the business' competition?

For example...
  • Who are your 3 main competitors?
  • What do they do well?
  • What do they do poorly?
  • What competitive advantages/disadvantages do they have?
  • Where do they spend their marketing budget?
Something along those lines.

Wouldn't that further demonstrate how thorough you are and serve to make them want to be the one client in their area you work with exclusively?

Wouldn't it plant the seed that they need to work with you or else their competition will and that you'll have their business under a microscope in an effort to take part of their market share?

It seems to me that these thoughts would naturally creep into their mind. And they way it's presented is a completely non-hostile and subconscious. Or am I totally off here?
I already knew all that before meeting him. In fact I told him, "You have 7 local competitors and 6 are spending 5-7k a month on Adwords alone." (use an adwords spy tool) He nodded and said, "Exactly 7." I then mentioned that whoever was managing their Adwords campaigns was going a poor job, (thier CTR was between .5 and .8 for all 6!) I said, when we get you on page one organically, that'll piss them off." He smiled and said "I don't know what you did, but I am already on page 1 for 4 searches I did... they are already pissed off!" (He also found the twitter account I made for him which he really liked even though it's direct local effectiveness is questionable.) Now thanks to this thread I can really jump start things for him. Yuk-Yuk

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Unread 5th Feb 2010, 10:49 AM   #1109
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by Lance K View Post

How about...

Picky Eaters Pick [Restaurant Name]

OR

[Restaurant Name]...Picky Eaters Pick Us
I really like that. Thank you.

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Unread 5th Feb 2010, 10:52 AM   #1110
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Originally Posted by DogScout View Post

I already knew all that before meeting him. In fact I told him, "You have 7 local competitors and 6 are spending 5-7k a month on Adwords alone." (use an adwords spy tool) He nodded and said, "Exactly 7." I then mentioned that whoever was managing their Adwords campaigns was going a poor job, (thier CTR was between .5 and .8 for all 6!) I said, when we get you on page one organically, that'll piss them off." He smiled and said "I don't know what you did, but I am already on page 1 for 4 searches I did... they are already pissed off!" (He also found the twitter account I made for him which he really liked even though it's direct local effectiveness is questionable.) Now thanks to this thread I can really jump start things for him. Yuk-Yuk
Thanks for the reply. That sounds like a good approach too!

"You can have everything in life you want if you will just help enough other people get what they want."
~ Zig Ziglar
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Unread 5th Feb 2010, 11:13 AM   #1111
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by Curleyjohn View Post

This stupid thing is kicking my ass!
Hi Curlyjohn:

Perhaps you should step away from it for a day or so. Gain a fresh perspective.

Have you questioned the owner of the restaurant indepth about what "they" believe makes their restaurant better than any other one in Toledo? What differentiates them other than "we have good food" or some generic phrase. Oftentimes if you keep grilling them until they come up with something that NO OTHER restaurant in the area offers, you will hit paydirt.

Heck ... even AP said coming up with a winning USP kicks his ass! So you are in good company!

Just relax and don't go into overwhelm over this. The road to success almost always has bumps along the way ... but you just step over them until you get there.

Sorry I couldn't offer any better ideas for your USP, but I sense that you are getting exasperated. Don't stress yourself out.
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Unread 5th Feb 2010, 11:33 AM   #1112
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by DogScout View Post

I already knew all that before meeting him. In fact I told him, "You have 7 local competitors and 6 are spending 5-7k a month on Adwords alone." (use an adwords spy tool) He nodded and said, "Exactly 7." I then mentioned that whoever was managing their Adwords campaigns was going a poor job, (thier CTR was between .5 and .8 for all 6!) I said, when we get you on page one organically, that'll piss them off." He smiled and said "I don't know what you did, but I am already on page 1 for 4 searches I did... they are already pissed off!" (He also found the twitter account I made for him which he really liked even though it's direct local effectiveness is questionable.) Now thanks to this thread I can really jump start things for him. Yuk-Yuk
Nice result Mark,

Out of interest, which adwords spy tool do you use, or is it one of those 'you'd have to kill me if you told me' type deals?

Simon Thurston
(No pirates in my ancestry as far as I know)
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Unread 5th Feb 2010, 11:38 AM   #1113
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by Lance K View Post

AP,

I regards to your Business Worksheet/Questionaire, is there a reason you don't ask questions about the business' competition?

For example...
  • Who are your 3 main competitors?
  • What do they do well?
  • What do they do poorly?
  • What competitive advantages/disadvantages do they have?
  • Where do they spend their marketing budget?
Something along those lines.

Wouldn't that further demonstrate how thorough you are and serve to make them want to be the one client in their area you work with exclusively?

Wouldn't it plant the seed that they need to work with you or else their competition will and that you'll have their business under a microscope in an effort to take part of their market share?

It seems to me that these thoughts would naturally creep into their mind. And they way it's presented is a completely non-hostile and subconscious. Or am I totally off here?
I'm glad you brought that up Lance.

I've done this so many times that sometimes I forget important elements when trying to convey the message.

I'm a ******* when it comes to researching the Prospect and their Competition. Remember, I have already lead the prospect thru my sales funnel, sent them my Shock & Awe package before we meet.

I normally invest 4+ hours research before meeting a prospect. I do a State Search to see who the owner/decision makers are. I research their domain name, registrar, hosting, view their source code, keywords, serp rankings, etc... I tear my prospect apart.

I then research their competitors and do something similar. I print screen shots showing rankings and other data to show to the client.

I bring copies of the phone book showing ads, etc...

I can tell you that 9 out of 10 meeting go 3-4 hours when the owner sees all the data. I'm going to War. I know I have 1 chance to make a 1st impression. That's why most of my prospects say their head is spinning after our meeting.

I also tell my prospect why they are #4, 5, 6 or whatever during our meeting. I show them why the Top 3 are the best in his category. Better converting website, better sales process, USP, video marketing, ranked page 1 Google, Google maps, etc...

I also want my prospects to be Jealous of their competitors. I'll agitate this and pour a little salt into the wound. I tell them, if you don't do this, and that, you will NEVER catch them because they have guys just like "AP" working with them.

If you don't have an "AP" on-board guiding the ship you're screwed.

It's at this point they realize they can't do this alone, they need help. Now they have this guy "AP" sitting in front of them who appears like he knows more than them, has his chit together and can probably put them in the top 3. Maybe I should listen to this guy. :confused:

When the meeting is over I take ALL my materials, I leave them Nothing. Drives them CRAZY. They always say, can I keep this, that, etc... sorry. They ALWAYS call me back and say "let's talk again, ok!"

It's not that hard, just need to follow the Process.

~AP
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Unread 5th Feb 2010, 11:39 AM   #1114
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by Hail-To-The-Redskins View Post

Nice result Mark,

Out of interest, which adwords spy tool do you use, or is it one of those 'you'd have to kill me if you told me' type deals?

Simon Thurston
(No pirates in my ancestry as far as I know)
Spyfu.com

Compete.com

SEMrush.com

KeyCompete.com

KeywordSpy.com
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Unread 5th Feb 2010, 11:48 AM   #1115
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Re: Offline Marketers: What services are you offering for monthly fees?
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NOTE: I hope all will realize that I'm posting these comments to provide a first hand look at what I personally am going through to put these suggestions and information into action. My intention is not to pester but to help others find the thought processes that will make them successful. Some of these comments are just thinking out loud. Thank you for your patience.

It's really tough to create a USP that isn't a tag line, provides a solution and distinguishes your company from everyone else while giving a focus for the business. I know AP mention earlier in this thread that he sometimes takes months to come up with a USP.

Some would say that you could create a guarantee, but for most restaurants, they already will comp a meal if someone isn't happy. So that doesn't work. Unless it is a twist on the normal and taken to extremes.

In the case of picky eaters, the question would be is there ANY place else in town that the family could eat together, and I would have to probably say yes, so that really doesn't work.

No one else can say that their customers can create their own meal, but that will change in March when this competitor comes in. I guess they could say that no one else has the ability, to have their customer, create as high of a quality meal of their own, as they can at my client's restaurant.

My client is not necessarily cheaper then the competitor but the quality and value are better.

May be something like:

No where else can your family use the highest quality ingredients to create their own meal and satisfy your picky eaters, so the whole family can all eat together, and receive as much value.

So that statement clearly defines the differences over everyone else. But the hard part is chopping that down to a short, concise, marketable sentence.

Shortened to:

Quality for mom, variety for picky kids (eaters?), incredible value for Dad.

Shortened to:

Quality,variety and value they don't have anywhere else. We Looked.

Maybe I'm trying to add too much? Maybe just focus on one aspect?

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Unread 5th Feb 2010, 11:50 AM   #1116
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by Vagabond 007 View Post

Years ago, when I was selling mortgages, I used a company called PatLive.

You give them a script to use. But, you MUST call in and test them by playing a prospect. Everytime I called I would find they were not following the script 100%.

Not saying I wouldn't use them, but just make sure you call in an play prospect. You (or have someone else) should do that no matter who you use.
I used to use PAT Live too and discovered that without question, they were ripping me off. I bought the resale rights to Jeff Paul's $4K in Your Underwear system and was marketing it several years ago and it was amazing to me how the number of calls I got "SUDDENLY SHOT UP" once I started using their service instead of answering the phone myself.
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Unread 5th Feb 2010, 12:02 PM   #1117
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Re: Offline Marketers: What services are you offering for monthly fees?
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AP,

I really love the way you position yourself! No wonder they will be chasing you!
Love the ending part where you take all your materials! haha.

Now everytime if i got a chance to meet them for the 1st time will show them all the information. Not going to waste chances to wait for it.

Will it better to show them the materials before the questionnair start? Or after the questionnair will be ideal? would love to hear from your advice.

Thank you.


Originally Posted by AP View Post

I'm glad you brought that up Lance.

I've done this so many times that sometimes I forget important elements when trying to convey the message.

I'm a ******* when it comes to researching the Prospect and their Competition. Remember, I have already lead the prospect thru my sales funnel, sent them my Shock & Awe package before we meet.

I normally invest 4+ hours research before meeting a prospect. I do a State Search to see who the owner/decision makers are. I research their domain name, registrar, hosting, view their source code, keywords, serp rankings, etc... I tear my prospect apart.

I then research their competitors and do something similar. I print screen shots showing rankings and other data to show to the client.

I bring copies of the phone book showing ads, etc...

I can tell you that 9 out of 10 meeting go 3-4 hours when the owner sees all the data. I'm going to War. I know I have 1 chance to make a 1st impression. That's why most of my prospects say their head is spinning after our meeting.

I also tell my prospect why they are #4, 5, 6 or whatever during our meeting. I show them why the Top 3 are the best in his category. Better converting website, better sales process, USP, video marketing, ranked page 1 Google, Google maps, etc...

I also want my prospects to be Jealous of their competitors. I'll agitate this and pour a little salt into the wound. I tell them, if you don't do this, and that, you will NEVER catch them because they have guys just like "AP" working with them.

If you don't have an "AP" on-board guiding the ship you're screwed.

It's at this point they realize they can't do this alone, they need help. Now they have this guy "AP" sitting in front of them who appears like he knows more than them, has his chit together and can probably put them in the top 3. Maybe I should listen to this guy. :confused:

When the meeting is over I take ALL my materials, I leave them Nothing. Drives them CRAZY. They always say, can I keep this, that, etc... sorry. They ALWAYS call me back and say "let's talk again, ok!"

It's not that hard, just need to follow the Process.

~AP

People who risks change the world
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Unread 5th Feb 2010, 12:13 PM   #1118
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Originally Posted by Spark View Post

AP,

I really love the way you position yourself! No wonder they will be chasing you!
Love the ending part where you take all your materials! haha.

Now everytime if i got a chance to meet them for the 1st time will show them all the information. Not going to waste chances to wait for it.

Will it better to show them the materials before the questionnaire start? Or after the questionnair will be ideal? would love to hear from your advice.

Thank you.
No 2 meetings are the same. But normally I'll start the Questionnaire and then I'll pull out their info to confirm with them what I think is true is correct. Then I start to throw out info about their competition and their Eyes light up. 99% of these owners have no clue about their competition. They have no idea why their competitors are successful. The normal answers I get are, "oh they have been in business since the stone age, his dads rich, they got lucky, etc... yeah, right!

I then point out some valid reasons what their competition is doing that they are NOT. Better website, use of autoresponder (if competition has name capture on their site) better service, product, etc... it's never Luck.

~AP

Edit: If they really want the info I have, I tell them I will send copies once I get back to my office. Sometimes they throw a hissy fit when I tell them I need to keep MY material. But this gives me another chance to send even more info to peak their interest. I've got a closing ratio of about 97%.
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Unread 5th Feb 2010, 12:25 PM   #1119
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by AP View Post

No 2 meetings are the same. But normally I'll start the Questionnaire and then I'll pull out their info to confirm with them what I think is true is correct. Then I start to throw out info about their competition and their Eyes light up. 99% of these owners have no clue about their competition. They have no idea why their competitors are successful. The normal answers I get are, "oh they have been in business since the stone age, his dads rich, they got lucky, etc... yeah, right!

I then point out some valid reasons what their competition is doing that they are NOT. Better website, use of autoresponder (if competition has name capture on their site) better service, product, etc... it's never Luck.

~AP
Wow, it's really make them want to work with you too! I mean by doing this alone can really jake up the fees that we are going to give! I doubts any salesperson / IM companies will go that extra miles until they got hold of the money...that's great. really powerful of position ourself. [I am not sure abt other warriors knowing this, but i do really appreciate your giving on presentation / 1st impression. It's really meant business when you say 1st impression counts]

Thanks again! Let's WAR!!

Edit: What info will you be giving them? The competition info? Any tips will be great so that we won't be a lost if they happen not to hire us due to the fees. Appreciate your help on this AP.

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Unread 5th Feb 2010, 12:32 PM   #1120
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For me, rolling letters up into a cardbord tube and posting them (or delivering them) has worked best.

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Unread 5th Feb 2010, 01:06 PM   #1121
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How do you determine where to have the first, second (and maybe third) meeting?

I assume it is not always ideal to have the meeting in their office or place of business.
Sometimes it may be better to have the a meeting in your office or at a neutral place; like a restaurant.
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Unread 5th Feb 2010, 01:24 PM   #1122
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by RainDrop View Post

How do you determine where to have the first, second (and maybe third) meeting?

I assume it is not always ideal to have the meeting in their office or place of business.
Sometimes it may be better to have the a meeting in your office or at a neutral place; like a restaurant.
99% of the time I want the meeting at their office. I need to get a feel for their business.

If not, we'll have it at my office. I have a large conference room I can use with a large table I can layout my material.

These types of meetings are ill advised at any restaurant. You need quiet time, no distractions.

You need to be Dominant like me. Tell the owner NO interruptions, period. Or have the meeting before or after hours.

Again, I will say this 1,000 times until everyone get's "it."

You MUST maintain FULL control of your client. I'm the boss, what part don't they understand.

If you cowardly allow them to boss you around, only get 30 minutes, interruptions, they call the shots, etc... then go ahead and play their game.

You will Lose 100%. You will get smaller checks, less leverage, the client will ALWAYS be the boss and your life will SUCK.

~AP
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Unread 5th Feb 2010, 01:43 PM   #1123
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Originally Posted by AP View Post


You MUST maintain FULL control of your client. I'm the boss, what part don't they understand.

~AP
This is part of why I was wondering if it is better positioning for the consultant if the prospect is not 'sitting on the throne ruling the kingdom' during the meeting.

Of course, you still want to show them respect and not take away their sense of power. I guess it's really about finding a comfortable balance between the two.

True, restaurants are noisy...I am sure there are other places that would put both parties at ease while still able to maintain business mode, I just can't think of any right now.
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Unread 5th Feb 2010, 02:01 PM   #1124
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Originally Posted by RainDrop View Post

This is part of why I was wondering if it is better positioning for the consultant if the prospect is not 'sitting on the throne ruling the kingdom' during the meeting.

Of course, you still want to show them respect and not take away their sense of power. I guess it's really about finding a comfortable balance between the two.

True, restaurants are noisy...I am sure there are other places that would put both parties at ease while still able to maintain business mode, I just can't think of any right now.
I don't want you to "Think" right now. Just do it.

I've been doing this for over 25 years, please don't try and reinvent the wheel until you are making 10k+ a month.

If you change my Process, you will suffer the consequences.

99.9999% of the time I NEED to meet them at their office.

Let's say I'm dealing with some guy in Heating & Cooling. I walk thru the shop to get to his office.

The shop is clean, vans washed, fully stocked, the shop is neat, uniforms hanging on the wall, nice tools, etc... I now walk thru the main offices and they are neat organized, the secretaries look like they are in a good mood, well paid, and his personal office is decent, not unorganized with papers everywhere, then I have a REALLY good candidate for my services.

If the shop were dirty, unorganized, workers unhappy, the owner is ignorant, unorganized, disrespectul, etc... then I will cut the meeting very short and probably bypass the Questionnaire and get to the meat and potatoes very fast.

I don't like to put Lipstick on a Pig.

Don't 2nd guess my process. I've been taught by the Masters.

The system I've laid out here is a $10,000+ per month (I could easily make 2M per year but I'm lazy and don't want the additional work) income in very little time. It could take from 2 months to 12 months to get there depending upon where you live.

~AP
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Unread 5th Feb 2010, 02:17 PM   #1125
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Re: Offline Marketers: What services are you offering for monthly fees?
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In your agreement AP, you state a fee of $20,000 and a breakdown of two ways they can pay. Is this on top of a monthly ongoing fee, or is that the total in this particular agreement?

You said elsewhere, 5 to 10k down and $1995 or $1495 a month ongoing.

Jim

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Unread 5th Feb 2010, 02:21 PM   #1126
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Originally Posted by AP View Post

I don't like to put Lipstick on a Pig.
AP,

This sums up what we're dealing everyday: some companies are just "little pigs" and we need to learn to fire them asap.

Otherwise, we'll get in trouble sooner or later. Not worth it. I know from past experience.

People make good money selling to the rich. But the rich got rich selling to the masses.
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Unread 5th Feb 2010, 02:30 PM   #1127
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Originally Posted by AP View Post

I don't want you to "Think" right now. Just do it.

I've been doing this for over 25 years, please don't try and reinvent the wheel until you are making 10k+ a month.

If you change my Process, you will suffer the consequences.

~AP
haha , Yes Sir!

You make a good point about holding the all important Dominant position. I was just reading something the other day stating that we teach people how to treat us, which is always being reinforced or redefined.

I have some serious redefining to do!
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Unread 5th Feb 2010, 02:35 PM   #1128
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Originally Posted by Fernando Veloso View Post

AP,

This sums up what we're dealing everyday: some companies are just "little pigs" and we need to learn to fire them asap.

Otherwise, we'll get in trouble sooner or later. Not worth it. I know from past experience.
However, SOME little piggies grow up to be big hogs and YOU may be the right one to help them achieve that.
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Unread 5th Feb 2010, 02:42 PM   #1129
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Originally Posted by AP View Post


Again, I will say this 1,000 times until everyone get's "it."

You MUST maintain FULL control of your client. I'm the boss, what part don't they understand.

If you cowardly allow them to boss you around, only get 30 minutes, interruptions, they call the shots, etc... then go ahead and play their game.

You will Lose 100%. You will get smaller checks, less leverage, the client will ALWAYS be the boss and your life will SUCK.

~AP

Damn right. You have to be the hot blonde chick everyone wants, or the ugly fat girl. You need to position yourself as the hot blonde chick... no other way.
If you don't have a dominant personality, then at least learn to act it. Either take acting classes or recruit someone to do the job for you (that means you split the profits)

You can try exercises when you go out and interact with people. Practicing hones people skills. Last time I had a job interview, I impressed them so much they thought I was too cool to work there and didn't give me the job.

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Unread 5th Feb 2010, 02:50 PM   #1130
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Originally Posted by sb View Post

However, SOME little piggies grow up to be big hogs and YOU may be the right one to help them achieve that.
Point Noted.

People make good money selling to the rich. But the rich got rich selling to the masses.
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Unread 5th Feb 2010, 03:28 PM   #1131
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Originally Posted by sb View Post

However, SOME little piggies grow up to be big hogs and YOU may be the right one to help them achieve that.
Never gonna happen. 1 in a 1,000 chance.

A pig is a pig.

This is why you lose and most people lose.

They chase the wannabees, the maybes, everyone's your friggin customer.

NO, they are NOT.

Stick with proven, successful companies and make them better.

It's so easy to spot successful salespeople. You either get "it" or you don't.

~AP
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Unread 5th Feb 2010, 03:39 PM   #1132
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Originally Posted by AP View Post

Never gonna happen. 1 in a 1,000 chance.

A pig is a pig.

This is why you lose and most people lose.

They chase the wannabees, the maybes, everyone's your friggin customer.

NO, they are NOT.

Stick with proven, successful companies and make them better.

It's so easy to spot successful salespeople. You either get "it" or you don't.

~AP
From personal experience, we had some customers that we intentionally let go cause they're a pain.

And we noticed that they're a pain in first 5 minutes, but you know... we needed the money, we didn't have that much experience... the usual errors.

Glad we know better now

People make good money selling to the rich. But the rich got rich selling to the masses.
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Unread 5th Feb 2010, 03:52 PM   #1133
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Originally Posted by AP View Post

Never gonna happen. 1 in a 1,000 chance.

A pig is a pig.

This is why you lose and most people lose.

They chase the wannabees, the maybes, everyone's your friggin customer.

NO, they are NOT.

Stick with proven, successful companies and make them better.

It's so easy to spot successful salespeople. You either get "it" or you don't.

~AP
I'm sorry, I was looking at it from a different perspective. As in a small business just starting out, but with great potential where you could be the facilitator of their growth.
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Unread 5th Feb 2010, 03:54 PM   #1134
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Originally Posted by chevu View Post

u can always try to earn money by using sites like
http://www.needearn.com/affiliate/sc...a_bid=bb0bdfe7
Get lost. I'll say it again because I can't just post, "get lost". So get lost.
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Unread 5th Feb 2010, 05:53 PM   #1135
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Originally Posted by dremora View Post

Damn right. You have to be the hot blonde chick everyone wants, or the ugly fat girl. You need to position yourself as the hot blonde chick... no other way.
I thought Vagabond was a hot blonde chick. I watched his direct mail videos and turns out he's a dude.

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Unread 5th Feb 2010, 06:01 PM   #1136
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Originally Posted by SteelDanno View Post

I thought Vagabond was a hot blonde chick. I watched his direct mail videos and turns out he's a dude.
Or a really ugly dudette

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Unread 5th Feb 2010, 06:14 PM   #1137
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Re: Offline Marketers: What services are you offering for monthly fees?
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Curleyjohn

(from earlier) I agree with your thinking about seafood being priced higher and chicken at the low end.

This area deals with a lot of tourists and seniors -- not unusual to have early bird specials and senior citizen discounts. If not, lots of seniors complain they can't eat as much as they used to -- maybe a reduced portion/reduced price menu -- or a flat $2 (or such) discount for seniors?

Couple of thoughts on USP:

Delivering Abundance in Quality, Variety and Value. Guaranteed!
Fresh, Filling and Fantastic

Thanks for posting your process and dilemmas. Think we're all learning.

JL
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Unread 5th Feb 2010, 07:33 PM   #1138
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Re: Offline Marketers: What services are you offering for monthly fees?
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this was a post from the adsense/ppc/seo forum here on WF....wanted to know if anyone has tried something similar to this and how it worked out

=================

Hey guys,

Here is one method that really kicks some butt...

I started selling local business listings to companies in my area. When I
tried to sell people on one call it was difficult and not working for me so I tried a little twist. I called businesses and offered them a FREE listing first with google. I choose accountants to work with. So, I called the owners of the business and let them know I would have them on the first page of google within 30 hours. **side note** I did a quick search on google for accountants and just went to the 3 page of google. Then started contacting all businesses on the 3rd, 4th, 5th pages and so on. Here's my little pitch...

Hello

_________ please

Hello __________ my name is Jay Sabree and I’m a local e-commerce business consultant and seo expert. I understand you’re a busy person. Here’s the bottom line.

I’m here to help you:
To get more exposure
And ultimately, to get you more business and sales

Here’s a couple facts for you

Just over 80% of Canadians go to the internet first and look for your services there. Once they’ve found your services on the net then they contact you or they go into your business/office after they’ve found you on the internet.

Now here’s the down side to that, if you’re not on the first page of Google then it’s likely that your website is not being seen at all. Google has put together statistics showing that 98% of the business that they generate is as a result of being on their first page.

Going forward, it is essential that you have your business on the first page of Google.

What I’m going to do for you isn’t going to cost you anything right now.

I’ll put you on the first page of Google for one of the highest volume keyword terms within the next 30 hours.

Here are the details.
When people go to google they type in specific words to find your business or the services that your industry offers. I have the list of the highest volume search words in your specific industry. This information has come directly from Google itself.

Of those search words here are two of the highest volume keywords for you to choose from

According to Google’s data bank the keyword
____________ receives ________ searches per month

And the keyword ____________ receives ________ searches per month

Which one would you like me to put you on the first page of Google for?

Great!

Then I’m going to call you on Friday … To talk about putting you on Google's first page for 5 high volume keywords which is the largest search engines and account for the lion share of the internet search traffic.

On Friday when I call you back I’m going to let you know about keywords that are receiving 1.2 million searches per month + + + that the rest of your industry is not taking advantage of.

Is Friday at 2:00p.m. good for you?
Can you be in front of a computer for that time?

Great

The key here is I went to Google Keyword Tool Box and found all the high volume keywords first. Then I went over the google and made share NO OTHERS COMPANIES were using google maps for that keyword term. I gathered 15 high volume keywords (75 thousands searches per month, plus plus). To refine the process I also looked at the commercial value for each keyword in my geographic area. I used the adwords keyword estimator. I choose the best terms to offer each company. I used a two step approach to sealing the deal. Only one keyword was setup for each company to show them what I could do for them. Then i called them back in two days (after making sure they were on the first page of google in the number one position) Again, I made sure there was no google maps competition for the keyword term first. When the follow up call was made I got them in front of their computer and had them type the keyword term in. Once, they saw them self in the number one position with no other competition then it was like taking candy from a baby... lol I offered them 3 keywords terms in google and one keyword term in yahoo and msn for $497.00. I also made it a one time payment for life and a bonus one on one internet marketing consultation (value of $297). Of course, the local business listing was my shoe in and the rest was smooth sailing ...

========================
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Unread 5th Feb 2010, 10:47 PM   #1139
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by Hail-To-The-Redskins View Post

How do we implement the DMM yet ensure that we are still "the pursued" instead of the "the pursuer"?

I know that of course positioning is crucial, but following up and almost 'chasing' prospects could change the positioning slightly perhaps?
This was a big concern for me with both direct and email UNTIL I found an AWESOME sequence from the Glazer-Kennedy site.

Go to dankennedy.com and click on the top right for his $613.91 offer. Then fill out the capture form (DO NOT purchase the offer... yet). You'll get a short autoresponder series that is BRILLIANT! It basically asks you "why haven't you taken advantage of my IRRESISTIBLE offer?"

By giving them a no-brainer offer on a HIGH value product, it turns the tables so that THEY pursue YOU. You were just kind enough to send them the offer.

This is also a very powerful pre-qualifier, so that anyone that DOES take the offer is both interested AND following YOUR sales process.

Next week I'm implementing a process to model the Glazer-Kennedy autoresponder with a special report. Of course I'll be using the approaches outlined by AP and others in this thread to maintain my "pursued" status.

I'll keep you posted on the results!
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Unread 5th Feb 2010, 10:52 PM   #1140
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Originally Posted by txsigma41 View Post

this was a post from the adsense/ppc/seo forum here on WF....wanted to know if anyone has tried something similar to this and how it worked out

=================

Hey guys,

Here is one method that really kicks some butt...

This thread amazes me. I see many new members here who registered in Jan/Feb 2010, I'm assuming to get the Downloads.

You have 1 post per YEAR over 5 years, wow!

Will we not hear from you again until 2011?

Stick around this time.

~AP
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Unread 5th Feb 2010, 11:09 PM   #1141
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Originally Posted by AP View Post

This thread amazes me. I see many new members here who registered in Jan/Feb 2010, I'm assuming to get the Downloads.

You have 1 post per YEAR over 5 years, wow!

Will we not hear from you again until 2011?

Stick around this time.

~AP
I plan on it; i registered back when I was in college and didn't really have the time/money to invest into IM. I am growing tired of my sales job at Dell and want to start putting all of this knowledge into ACTION. I have learned a TON in the past 4 years. I plan on working on the weekends trying to get some experience and clients built up, so that in 6 months I will have enough work to keep me busy.

This thread has been a big motivation; bad thing though - its keeping me from doing my work at my real job
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Unread 5th Feb 2010, 11:24 PM   #1142
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Originally Posted by txsigma41 View Post

its keeping me from doing my work at my real job
Good

~Dexx
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Unread 5th Feb 2010, 11:37 PM   #1143
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Originally Posted by SteelDanno View Post

I thought Vagabond was a hot blonde chick. I watched his direct mail videos and turns out he's a dude.

lol Yeah, I thought that too but picked up on it one of his posts. don't remember how

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Unread 5th Feb 2010, 11:47 PM   #1144
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Originally Posted by SteelDanno View Post

I thought Vagabond was a hot blonde chick. I watched his direct mail videos and turns out he's a dude.
Dunno, are hot blonds taken seriously in this biz?
Mighta had a sex change op since the pic was taken ...

Dominate the front page of Google and local search,
then explode conversion rates with multivariate testing ...
http://seoprofitengineers.com
Spend your ill-gotten gains on a real adventure ...
http://livehistorytours.com
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Unread 5th Feb 2010, 11:49 PM   #1145
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Originally Posted by SteelDanno View Post

I thought Vagabond was a hot blonde chick. I watched his direct mail videos and turns out he's a dude.
Originally Posted by DogScout View Post

Or a really ugly dudette
Originally Posted by dru-man View Post

lol Yeah, I thought that too but picked up on it one of his posts. don't remember how
Originally Posted by rrakausk View Post

Dunno, are hot blonds taken seriously in this biz?
Mighta had a sex change op since the pic was taken ...
Haha! She is a brunette!! In case you are wondering, the woman in my avatar is Adriana Lima, the Victoria Secret Model. And my future ex wife.

If I actually was a female, who looked like her, I wouldn't be a marketer.

There's a chance you will get to see what I really look like tomorrow. Shooting a video that's getting posted, just not sure if it will be all screen capture or if I'll make an appearance. Scary, I know.

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www.UltimateMindMap.com


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Unread 5th Feb 2010, 11:52 PM   #1146
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Getting back on track (sorry Gene), would it be good positioning to get a local notable person in your community (particularly a media type) to interview you about what you do?

Then toss that up on your website and/or have it as part of handout/marketing material?

TIA

Stay Awesome!
Rick

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Last edited on 5th Feb 2010 at 11:56 PM. Reason: spelling error
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Unread 6th Feb 2010, 12:25 AM   #1147
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Originally Posted by rrakausk View Post

Getting back on track (sorry Gene), would it be good positioning to get a local notable person in your community (particularly a media type) to interview you about what you do?

Then toss that up on your website and/or have it as part of handout/marketing material?

TIA

Stay Awesome!
Rick
Yeah, that would be good. But have you ever done that before? Do you know how to go about doing that?

Why are you looking to do something like that? Positioning, I know, but why that?

Are you opposed to direct mail?

I don't know why some of you are concerned with mailing more than once and have it being seen as pursuing. It's not pursuing. I mentioned this before, if you are calling them every other day and mailing them left and right, yes that is pursuing.

But if you are sending out mail every 2 weeks or so, that is not pursuing. That's throwing out some bait and waiting for them to bite.

Think of it this way, and work with me here on this silly analogy...

Let's say you are 6'4'', muscular build, very attractive, great personality, funny, drive a Lamborghini, live in a nice house, and have tons of money in the bank.

Women will be throwing themselves at you. But if you call them every day wanting to see them and acting needy and insecure, they will grow tired of you real fast. Despite having everything above.

But what if that guy I described above wasn't readily available? What if he called a woman up and wanted to go on a date with her? She would leap at the opportunity. Assuming things go well on the date, she will stay interested in him. She will be calling him up asking to hang out again. If he says he can't because he is busy, or traveling, or whatever, what is going to happen?

Her desire for him will grow. So the next time he does call, say it's 14 days later, she will jump at the chance to spend time with him.

As long as he keeps up this process of going in and out of her life, she will remain interested. He holds all of the power.

But if he wants to screw it all up, all he has to do is call her every single day and act needy. That is the absolute fastest way to have a woman lose interest in you.

As long as he keeps his distance her attraction for him will be through the roof. To kick it up a notch, he should let her know that he is spending time with other women. Oh noes! Now she is wanting something she can't have. Something another women is getting and she isn't.

Same thing when mailing to your list. Mail them something compelling. Get them to your website where that does all of the heavy lifting. Have such great copy on your site that they become interested in you.

If they don't act right away, that's ok. That's why you mail them again. Say about 10 days later so it gets to them about 2 weeks after the first mail piece. More compelling reasons to do business with you.

But, if you screw up and mail 8 times a week you are going to kill that attraction. You'll appear needy and desperate. Not good.

Throw out some bait. Let them come to you. When they go to bite, pull back on the reel a little bit. Keep luring them in. If they happen to swim off, throw your bait back in the water. Get them hungry again.

And remember I said for the guy to tell that woman that he is seeing other women? This is why you don't answer the phone the instant a business owner calls you. You make them wait. And when you do talk to them, you don't set up a meeting the very next day at 9 in the morning. No. You are too busy "seeing other women".

You wanna know the secret to becoming a great marketer? Learn human psychology. Marketing is just behavioral psych and math.

That's why I'm good. I took the shortcut. I learned about the mind and how people react in certain situations. Why they respond to the things they do. People are predictable. We're all hardwired to act a certain way.

That's why the same marketing that worked in 1900 still works today. Because humans still behave the same way they did back then as they do today. And that's not going to change...at least not anytime soon.

Screw all of this SEO, Google, Adwords, web design, and all of that other stuff. Learn that stuff later. Go learn about human psychology. Once you get good at that, it's almost like cheating the system.
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Unread 6th Feb 2010, 01:05 AM   #1148
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by jlmkt View Post

Curleyjohn

(from earlier) I agree with your thinking about seafood being priced higher and chicken at the low end.

This area deals with a lot of tourists and seniors -- not unusual to have early bird specials and senior citizen discounts. If not, lots of seniors complain they can't eat as much as they used to -- maybe a reduced portion/reduced price menu -- or a flat $2 (or such) discount for seniors?

Couple of thoughts on USP:

Delivering Abundance in Quality, Variety and Value. Guaranteed!
Fresh, Filling and Fantastic

Thanks for posting your process and dilemmas. Think we're all learning.

JL
Thanks JL. These are also great ideas. I hadn't really thought about the blue hairs but your right, small portions and they eat dinner early. I will be giving it some thought to come up with a plan for it.

Damn USP:

Really starting to hate those 3 letters:

Delivering Abundance in Quality, Variety and Value. Guaranteed!

I think I would change it up just slightly:

Delivering better| the best| finer| most Gnarly:p (water themed rest.) Quality, Variety and Value, Guaranteed!

Dude, we have the gnarliest quality, variety and value maaaan. Gaaa Run Teeed!

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Unread 6th Feb 2010, 02:21 AM   #1149
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by Vagabond 007 View Post

Yeah, that would be good. But have you ever done that before? Do you know how to go about doing that?

Why are you looking to do something like that? Positioning, I know, but why that?

Are you opposed to direct mail?

I don't know why some of you are concerned with mailing more than once and have it being seen as pursuing. It's not pursuing. I mentioned this before, if you are calling them every other day and mailing them left and right, yes that is pursuing.

But if you are sending out mail every 2 weeks or so, that is not pursuing. That's throwing out some bait and waiting for them to bite.
I was one of these who perceived it as pursuing rather than being pursued - but I "get it" now and I think advice from AP and Vagabond007 (even though I was disappointed to find out you were a dude having bought your WSO, lol ) coupled with watching the Dan Kennedy stuff has helped to teach me that it is in the way that you do it.

Once again, it shows that education is sooooo important and why we never should stop learning.

And as we have heard, having a consistent process is oh so important - but the bottom line is to TAKE ACTION.

I spent yesterday afternoon filming 2 videos for my new P-R-O-C-E-S-S which is based on Vagabond007'a WSO that I bought.

Completely out of my comfort zone to begin with . My first video (only 35 secs - an intro .... well this took me about 6 takes to get it right). My second video (this one almost 2 minutes of un-edited content) was a nightmare as it took me about 15 takes to get it right, as I wanted to nail in one take rather than have it edited - but do you know what, it was great FUN to do and I felt so motivated to then move on to working on the next thing in my sales funnel.

So what I am trying to say to the vast majority is do not THINK too much about this, as thats when we start to over analyze and procrastination can kick in - as Nike have been saying since the early 90's ... JUST DO IT!

Simon
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Unread 6th Feb 2010, 02:22 AM   #1150
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by Jimnopks View Post

In your agreement AP, you state a fee of $20,000 and a breakdown of two ways they can pay. Is this on top of a monthly ongoing fee, or is that the total in this particular agreement?

You said elsewhere, 5 to 10k down and $1995 or $1495 a month ongoing.

Jim
Jim, ideally I target businesses that can pay me 10k+ upfront plus $1,997+, but it doesn't always go MY way.

Sometimes I have to go 5k upfront and $997 month.

I'm not going to walk away from good money simply because the client doesn't have it, can't afford it at this point in time, etc.. I must like the client or no deal.

That's why I use the Questionnaire (Posted Below)I posted to help determine what fees I may be able to charge. The Questionnaire is critical to my success.

I have NO preset agenda, fee schedule, etc... when I see a prospect.

Sometimes the Prospect says "how much is all this gonna cost me?" I tell them until WE finish the Questionnaire we won't know. I need to determine where they are at, how much work they are going to need, and how much monthly management.

I go in as a Consultant, period. My clients will always yield a Positive ROI from my services. Not one of us believes a properly executed plan won't make the company profits.

Quit trying to come up with Fees, Services, etc... and complete the Questionnaire.

You and the client can determine your fees later.

In regards to how I get paid I'll fill everyone in a little.
  • Money upfront + a monthly fee
  • Upfront money spread over several months plus monthly fees (client may be cash poor at the moment)
It's YOUR business, whatever makes you happy, puts food on the table, and a Porsche Cayman in the garage, go for it.

I also BARTER, yes I barter. Depending upon what the clients product or service is I will barter to help ease the cash problem for them.

I currently have my favorite restaurants pay me by Bartering. I have $18,000 every year to use for food, drink, or gift certificates. A Menswear shop that pays me $7,500 in clothes. A lawyer who does legal work for me, I market his practice. I have a car that I use that is bartered. Years ago I had an apartment that was paid for by a property management company.

In fact, I would highly recommend to anyone here to seriously consider Bartering with new customers.

It is so EASY for them to pay you in their service or product.

Ex: I have a restaurant that pays me $500 month in food/drinks. Their REAL cost is about 35% or $175 total. Think of it this way, the restaurant is out of pocket $175, but I feel like I got $500.

I market for them, I get $500 in food from my favorite Italian restaurant. I simply get $6k year and the owner has me sign the in-house store receipt. If I have money leftover at Xmas I get Gift certificates.

This started by accident. One day, as a joke, I inserted something into my agreement/contract. It was a high end Mexican restaurant. I inserted into the Last line that I get a Free lunch or dinner at least once per month as part of my agreement. It was just a joke to get the client laughing. While reading my agreement, the client looked up at me and started LOL, he said "are you serious?" I said yes, he said OK but keep it under $50.

He signed the agreement and I never honestly was going to take him up on that. I went in one day with a friend and when I was done the waitress said the owner wanted me to sign the receipt

He must have thought I was serious so I smiled, gave her a nice tip and walked out. Been going there for several years now, not as often as I'd like but he doesn't charge me a penny.

Of course I only barter for something that me or my family could use. Many times I do monthly cash + some bartering.

It's an EASY way to get in the door.

~AP
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