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Unread 6th Feb 2010, 09:09 PM   #1201
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Re: Offline Marketers: What services are you offering for monthly fees?
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Curleyjohn: My fiance was reading this thread along with me and I showed him your USP problem.
Here is his solution, something your client's competition isn't going to be doing.

Fact: The place features a huge selection of food and lets you build your own meal. Which is proven to be great for picky eaters, family gatherings and group dinners with large groups of people. For large groups, this is a greta place. So why don't they discount, say, 20 cents off for each additional person you bring, 20 cents off everyone's meal for each person in the group. For groups larger than x number of people or whatever. So you come with a group of 10, 2 bucks off everyones meal (the alcohol won't be discounted if they drink). 20 people, 4 bucks off. They will need to reconfigure the tables and train their staff on reconfiguring tables, handling banquet size groups etc.

There is one place I know in San Francisco doing something similar (but not quite that sweet a deal) and they are packed all the time, with lines and all. People wait in lines for up to half an hour to get in there. People celebrating birthday parties, coming out of a business meeting, party, family gathering, reunion and whatnot.

You see, all restaurants rip off large groups. They add 20% gratuity for groups more than 4 or 5. If you discount the large groups, you still make a ton of profit from the volume, the place will be packed all the time and the competition will cry.

There goes your USP: Something no one is doing.

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Unread 6th Feb 2010, 09:17 PM   #1202
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Re: Offline Marketers: What services are you offering for monthly fees?
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Sorry to butt in but have this dilemma:

Hi
Browsing on the forum I noticed many people doing well in the selling of packages to local businesses for SEO, Autoresponders, etc. I have several (10 or so) local sites that get top 5 ranking for multiple keywords per domain. I do well with this aspect... but i want some income here from these sites.

I had two thoughts on what do to... either get links/pages setup on each site for $XX per month or rent the whole site.

I just dont know how to even begin approaching these people and to tell them hey if you get one job a year it would easily pay for this listing. I tried a few contact forms with no answers back.

I sure wish I could split $$$ with someone who could sell the ads.. as i have the knack of making it rank well with my other sites I run...

Anyone have ideas?

Thank you Kos

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Unread 6th Feb 2010, 11:02 PM   #1203
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by mktmkr View Post


To top it off, he's a HUGE center of influence with another Chamber in our area AND he's part of a mastermind group. Whether I land him as a client doesn't matter... I've started a great relationship with a potential referral source (that borrows HIS credibility).
Someone posted a video of Dan Kennedy talking about Al the Plumber. Great story and it really drives home the point that no matter what your selling or providing, your circle of influence or someone else's is a great place to get leads. If you haven't seen it go back and look for it, I think it was one of AP's posts but I'm not sure.

Originally Posted by dremora View Post

Curleyjohn: My fiance was reading this thread along with me and I showed him your USP problem.
Here is his solution, something your client's competition isn't going to be doing.

You see, all restaurants rip off large groups. They add 20% gratuity for groups more than 4 or 5. If you discount the large groups, you still make a ton of profit from the volume, the place will be packed all the time and the competition will cry.

There goes your USP: Something no one is doing.
Thanks, that is a great idea. The physical location is somewhat small and it's really hard to seat large parties but I'm thinking that if they open reservations for parties of 15 or more that this might doable.

Originally Posted by AP View Post

My main purpose is to get the Questionnaire completed as much as possible. Some go one hour, others can go on forever. Sometimes a prospect gets so involved in the questions they ramble on, which is what I'm looking for. Nothing worse than a prospect saying Yes, No, Yes, NO.

I orginally asked for 30 min and it took an hour and 30 mins. My feeling weren't hurt by this. I think that as I get better with it the deeper I'll be able to probe.

You want them to talk and start to get involved in the PROCESS. They will figure out what needs to be done by you asking the questions.


I was at the store, that I'm doing my case study on, and noticed that some of the issues I mentioned in passing during the meeting have been incorporated in a memo to the managers for things that the GM wants the managers to have employees do. These items were mentioned in passing by me but obviously made an impact. To me this shows initiative but I doubt that it will have a lasting impact with out follow up.

How do you handle customers following up on their end? For example, the client I'm working with have a dessert sales percentage that is .47 % of total sales. This is a huge opportunity to increase bottom line sales. The only reason that this number is so low is because none of the servers are up selling. Period. Now, I can show the customer numbers and even train the staff to sell more dessert, but if the client isn't following up what do you do?

I have a feeling that your going to say that you'd have a tough love session with the powers to be and let it be known that if it doesn't change you'll packin' your bags.

While I am asking questions I will then bring out a report or a graph to support my facts (people love when YOU can back your statements with 3rd party credibility such as Google, NY Times, Wall St Journal, etc...) about their competition or the industry they are in.

Could you expand on this? Maybe throw out an example? Or do you mean traffic numbers for KW's in their niche or specific industry news?

At my 2nd meeting when I showed my playbook, she tried to confiscate my Mindmap and other research I had done for the company.

AP, you have really given a lot and we all thank you. Would you be willing to expand on the Playbook and Mind Map ideas. Generally what you would include in each of these? How you physically set up the play book? (3 ring binder? clear cover report folder?) Topic headings? Anything that could point us down the road to creating these items ourselves would be helpful.


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Unread 6th Feb 2010, 11:30 PM   #1204
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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


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.
How very true.
People chase what is hard to reach and not readily available. Same with the mating, same with the business. It's not really that hard to learn.

The 'nice guy' who calls and buys gifts all the time is perceived as a loser (lap dog, walking ATM machine) and not good breeding material. Learn to be the alpha male (or the hot blonde chick) in front of the clients.

Let me tell you guys something about position and credibility.
I have ZERO marketing experience. Total n00b. I have been bartering my services (not marketing but some other skills I had) with a local small business. I helped with a bunch of stuff including bookkeeping and fixing up their huge mess of paperwork and customer account data. I have been working there for over 2 years. The owner never respected me at all, and saw me as one of the little people (why, I appeared to be a shy and nervous introvert dork with zero confidence for 2 years, I wouldn't respect me either)

Long story short, the business is now bleeding to death, and the once stubborn owner who was rejecting any improvement and the slightest change is now begging for help. I mentioned I had zero credibility and never been respected at all, right? So I took a leaf from AP's book, pulled a ton of data on them and their competition, got them a whole bunch of leads via vertical directories. Showed the whole thing to him. He wanted local business (he gets mostly int'l clientele) and I got local people walking in, calling and emailing in 2 days. Guess what, the boss made a 180 degree turn and started hanging onto my every word, listening all ears, asking me what to do and ready to spend money to improve things.

If I can make someone who has known me for 2 years and never respected me make a 180 in 2 days, I really don't see why you can't make a total stranger respect you either.

'I am too young' is a mental barrier you put there yourself. Google guys were 20 year old college kids. I can name dozens of 20-22 year old tech geeks who got millions of dollars of venture capital and ended up multi millionaires or even billionaires. It doesn't matter how young you are, what you look like, as long as you project confidence and let them see that you know what you are doing, you get the respect (and the contracts).

Subtle, subliminal hints are the best. The thing people feel but can't quite point a finger on is the most powerful thing ever. They can feel the power (confidence, charisma, whatever) from you but they can't quite name what exactly it is. You know those people who don't look the least bit attractive but they have the charisma and sex appeal that makes them very desirable? Most of the time it's natural, but it can be learned. If you master this subliminal projecting, you get whatever you want on a silver platter. I did this at a job interview and I did it so well, they thought I was too damn great to work there and didn't give me the job.

Someone like me, with my diverse talents and knowledge, should not be sitting in a gray cubicle 8 hours a day for that kind of money (or any kind of money for the matter.) I knew it and the executive who was interviewing me knew it too. The folks who interviewed me were so impressed, they brought me before the executive to show me off. The regular interview was scheduled well ahead of the time, but the one with the executive was very obviously spontaneous. She even made a comment 'why does someone like you want to work here for this money' whatever I answered was BS and she knew it too. She actually did me a great favor by not giving me the job. I still didn't have enough confidence and thought I needed a job (at least temporarily). No. I already have one client and one prospect lined up. I have the complete bloodwork, X-rays, MRI and CAT scans of one business and already know how to fix it and make it prosper.

Stop making bloody excuses, people. Learn human psychology like Vagabond said. Learn to read people's reactions and body language, it's not rocket science, it's a bunch of predictable templates you can memorize like the multiplication table. Multiplication table is more work to learn.

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Unread 6th Feb 2010, 11:30 PM   #1205
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by kosmo101 View Post

Sorry to butt in but have this dilemma:

Hi
Browsing on the forum I noticed many people doing well in the selling of packages to local businesses for SEO, Autoresponders, etc. I have several (10 or so) local sites that get top 5 ranking for multiple keywords per domain. I do well with this aspect... but i want some income here from these sites.

I had two thoughts on what do to... either get links/pages setup on each site for per month or rent the whole site.

I would personally rent or sell the sites and then up sell the rest of the marketing package. I.E. auto responder, direct mail, email, social site creation, press releases.

I have an acquaintance in my area that sells the "pages" to his main site for $800 for six months of service. He wanted me to work with him to sell the pages and then do my work once my foot was in the door. I had enough fore sight to see that I would be killing his business one customer at a time. When I got that new customer of his to page one for their specific keywords, they wouldn't need him anymore.

I just dont know how to even begin approaching these people and to tell them hey if you get one job a year it would easily pay for this listing. I tried a few contact forms with no answers back.

Direct Mail and Dan Kennedy...If you haven't had a chance to read the whole thread, take a week and go through it. You'll find what you need to market these sites and make ALL the money, instead of half.The time it takes to go through this thread is nothing in the grand scheme of things.

If your perceived as a salesman you won't sell even one of those sites.

I sure wish I could split $$$ with someone who could sell the ads.. as i have the knack of making it rank well with my other sites I run...

Anyone have ideas?

Thank you Kos
Grab a piece of paper and write "I will sell my sites and on going services" then read this entire thread and some of Dan Kennedy's stuff. Then take some action.

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Unread 6th Feb 2010, 11:43 PM   #1206
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Re: Offline Marketers: What services are you offering for monthly fees?
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Curleyjohn: Here is another USP idea my guy just told me to help you out: They should focus on the basics. Make the service prompt, with great customer service, and make the dining an effortless and pleasant experience. Rudy's BBQ here does it. They always have those long lines where everybody is coming to get the food and the staff tells them this will take you 5 minutes (or whatever) and you will get your food. If it takes any longer you get a dollar off. They did the logistics really well, streamlined everything and removed all variables from the equation so if they say 5 minuts it's 5 minutes. At your client's establishment, if the server takes the order and tells them when exactly they will get their food and deliver the promise, that will make it a unique place. Wait time is a PITA at even high end restaurants. If you tell them they will get their food in 5 minutes or 10 (if it's any later then discount it a bit), they will already feel pleased and if they get great service on top of that then it's a winner. Doesn't take too much effort to take statistics, streamline the process and make it a great experience for the customers.

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Unread 7th Feb 2010, 12:00 AM   #1207
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by dremora View Post

Curleyjohn: Here is another USP idea my guy just told me to help you out: They should focus on the basics. Make the service prompt, with great customer service, and make the dining an effortless and pleasant experience. Rudy's BBQ here does it. They always have those long lines where everybody is coming to get the food and the staff tells them this will take you 5 minutes (or whatever) and you will get your food. If it takes any longer you get a dollar off. They did the logistics really well, streamlined everything and removed all variables from the equation so if they say 5 minuts it's 5 minutes. At your client's establishment, if the server takes the order and tells them when exactly they will get their food and deliver the promise, that will make it a unique place. Wait time is a PITA at even high end restaurants. If you tell them they will get their food in 5 minutes or 10 (if it's any later then discount it a bit), they will already feel pleased and if they get great service on top of that then it's a winner. Doesn't take too much effort to take statistics, streamline the process and make it a great experience for the customers.
I've never been to a Rudy's BBq so I can't relate, but my client is kind of like a buffet. Servers don't really take food orders, and the line is dependent on others that are moving thru the line. Really hard to say how long it will be.

I also wouldn't want to lower the clients positioning. In other words, when I was young, we all would love to see the Domino's driver be late on that 30 min delivery guarantee. 3 bucks is a lot when your a kid. I think that it then perpetuates a "give me my discount" mentality, like Domino's back in the day.

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Unread 7th Feb 2010, 12:12 AM   #1208
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Re: Offline Marketers: What services are you offering for monthly fees?
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Awesome, awesome thread! I'm new here to WF, but have been doing the offline thing for a few months now.

One suggestion for a referral source that I don't think has been mentioned yet...your accountant. Develop a good relationship with your account and let them know about all the great things you can do for small businesses.

CPA's are one of the greatest centers-of-influence out there to small business owners. They tell their accountant practically EVERYTHING! I'm sure that referrals coming from such an "insider" would lend great credibility and a much easier close.

Maybe your accountant could even use some help with their business....another bartering opportunity! I'll pat your back if you pat mine....
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Unread 7th Feb 2010, 12:35 AM   #1209
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Originally Posted by SpyGuy View Post

I need to know...

If any of you create "new" websites for clients.....

Do you register the Website/Domain under "Your Name" or "Their Name" ?


I read something about a web guy holding a client hostage because the domain was in their name and if the client left - they would also leave "without" their website and have to pay a hefty price to keep the website.

At first, this made me think "what a slimeball move". Smart, but slimeball.

On the other hand.... The used car salesman in me says, if the client calls it quits they will have to pay you big $$ to take the website and its properties with them because it is in your name. They are essentialy "Renting" the website from you.


Do you guys "purposely" do this to take advantage of clients to make them "buy-out" the site you created for them, if and when they leave?
I make their own account under my reseller account. domain and hosting never have to be moved, only password changed if they want to. I also always put thier domain and hosting for 5 years, give even a new domain more credibility with the search engines and never leaves them in a panic. If the balance gets to under 2 years, I up it back to 5, but it is always in their name. Do the same with email marketing services. They're own account with my affiliate link. If they leave, I still get residual. moving domain is easy, but they lose some hosting as it is prorated and moving an AR is just a pain in the tush. All accounts I make in their name and put in a google account they have access to. complete transparency and if anything happens to me, their business never suffers

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Unread 7th Feb 2010, 12:40 AM   #1210
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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

I've never been to a Rudy's BBq so I can't relate, but my client is kind of like a buffet. Servers don't really take food orders, and the line is dependent on others that are moving thru the line. Really hard to say how long it will be.

Yup Rudy's is a buffet type place.
It is not hard to calculate it but it takes work. Take statistics. Time how long it takes when there are 20 people on a Friday night. On a Sunday morning. When there are 50 people. Which areas (foods) cause bottlenecks (spread the bottlenecks out or position them where they won't cause bottlenecks). Once you remove all the variables, you will know how long it will take for any number of people, time of the day and day of the week.
I also wouldn't want to lower the clients positioning. In other words, when I was young, we all would love to see the Domino's driver be late on that 30 min delivery guarantee. 3 bucks is a lot when your a kid. I think that it then perpetuates a "give me my discount" mentality, like Domino's back in the day.
This is the bloody poverty mentality. If you want to be successful, you have to ditch it.
Don't make excuses... Stop making excuses. (This is constructive criticism)

Also if you need help please give all the details and a complete picture of the situation. Tell every detail. Are their restrooms clean? Does the staff dress neatly? How is the kitchen? Can they expand the space? Can they put tables outside? Is the buffet too tight and hard to move about (slowing people down)? Do they have ambiance, decoration, music? Do they have play area for the kids? Do they have options for the diabetics, low carb dieters etc? Do they listen to customer complaints and act on it? Is there anything their customers complain about? Are they always packed? What days/hours are slow? What are their working days/hours? How fast is the cash register? How big is the space, how many tables? What could be improved about the place? Every detail. Just go there and fill out that survey, interview their staff and customers. Without detailed information, even the best marketing master in the world can't help you.

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Unread 7th Feb 2010, 12:53 AM   #1211
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Re: Offline Marketers: What services are you offering for monthly fees?
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Thanks again all for a truly inspirational (and of course informative) thread. I'd like to acknowledge the enormous generosity of those who've shared so much.

Thought I'd share this little gem, in keeping with the mindset and motivational themes of the discussion.

"Until one is committed there is always hesitancy,
the chance to draw back, always ineffectiveness,
there is one elemental truth,
the ignorance of which kills countless ideas and splendid plans:
the moment one definitely commits oneself, then providence moves too.
All sorts of things occur to help that would never otherwise have occurred.
A whole stream of events issues from the decision,
Raising to one’s favor all manner of unforeseen accidents and meetings
And material assistance which no man could have dreamed
Would come his way.
Whatever you can do or dream you can begin it.
Boldness has genius, power and magic in it."

-Goethe (1749-1832), German poet and dramatist.
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Unread 7th Feb 2010, 02:04 AM   #1212
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Originally Posted by dremora View Post

Yup Rudy's is a buffet type place.
It is not hard to calculate it but it takes work. Take statistics. Time how long it takes when there are 20 people on a Friday night. On a Sunday morning. When there are 50 people. Which areas (foods) cause bottlenecks (spread the bottlenecks out or position them where they won't cause bottlenecks). Once you remove all the variables, you will know how long it will take for any number of people, time of the day and day of the week.
This is the bloody poverty mentality. If you want to be successful, you have to ditch it.
Whaaat? It just an idea that won't work for this client.
Don't make excuses... Stop making excuses. (This is constructive criticism)

I'm not making excuses but stating a fact. They currently have an entertainment coupon out that is buy one get one, only good on Monday's. They have stated that they have had huge problems with this coupon because people want to use them all week and the coupon states it is only one is good per party per table. They have people come in groups of 4 or more and pretend not to be together to use the coupon in multiples (which they can't) and then ask to be seated near the other party and pretend they "just happened to run into their friends." It sounds like they have developed a following (probably 20% of their business) that will only come with a coupon and look for ways to exploit anything they can.

I think that their aggressive coupon mentality in the past has started to put them in a discount category in some of their customers minds and I believe they need to fire those customers. Raise their prices, focus on quality of product and value and not a gimmick that people will want to exploit.


Also if you need help please give all the details and a complete picture of the situation.
I appreciate the input but please keep in mind that I have 20yrs of restaurant ownership experience. I was looking for input for their USP which is a new animal for me. This one has been difficult for me because nothing is jumping out at me as being overly original.
I have consulted with this company in the past on a friendly basis. The owner is a friend of mine. Hell, I've probably saved him a 100K in food distributor cost alone in the last couple of years. (I sold food for the #2 company in the world)


The rest of the Case Study items I've been sharing are so people can get an over the shoulder look at what kind of problems they may encounter. Also to use this forum as a sound board for my ideas to help the client.
Tell every detail. Are their restrooms clean? Does the staff dress neatly? How is the kitchen? Can they expand the space? Can they put tables outside? Is the buffet too tight and hard to move about (slowing people down)? Do they have ambiance, decoration, music? Do they have play area for the kids? Do they have options for the diabetics, low carb dieters etc? Do they listen to customer complaints and act on it? Is there anything their customers complain about? Are they always packed? What days/hours are slow? What are their working days/hours? How fast is the cash register? How big is the space, how many tables? What could be improved about the place? Every detail. Just go there and fill out that survey, interview their staff and customers. Without detailed information, even the best marketing master in the world can't help you.

If you go back a couple of pages in this thread, you'll see a abbreviated version of my interview with them. Questions and answers.
I think you miss my other posts.

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Unread 7th Feb 2010, 03:25 AM   #1213
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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

AP, you have really given a lot and we all thank you.

Would you be willing to expand on the Playbook and Mind Map ideas.?

Generally what you would include in each of these? How you physically set up the play book? (3 ring binder? clear cover report folder?) Topic headings? Anything that could point us down the road to creating these items ourselves would be helpful.
I'm not sure if I covered this or not, this thread is so long, lol.

Last Sunday, Jan 31, this thread had close to 24,000 views, today we'll blow thru 42,000 views.
There were nearly 700 post to date last Sunday, Page 14. Today were over 1,250 post, and soon to be Page 26. Seems like it ads (2) pages a day and 2,500 views. In one week this thread has doubled what took 2 months to get to in the 1st place, wow! Way to go Dexx!

There were also over 900 Downloads of the Word Docs I submitted. I thought maybe 40-50 might download when I originally posted.

Curious if anyone is willing to post the Top 10 threads on WF? In terms of views per day or post.

Do these threads get Deleted after so many post? Is there a magic number?

Tuesday I'll post another Word Doc, this is for Post Sale. What you should do immediately upon collecting a check from your now Client (no longer a Prospect).

For anyone reading this, please go out and make your first sale. Get a client for $97 set-up fee and $97 month, who cares what the amount is, just get out there, help a business owner do something to help his business and help yourself by getting a check. Whatever you do, ALWAYS try and get a Monthly continuity check. I won't sign up anyone without a Monthly residual.

It's not worth it otherwise. I don't care if you build the business a Website for $500, charge $19 a month for hosting and maintenance. Start getting in the mode of C-O-N-T-I-N-U-I-T-Y. Trust me, once you start doing this you'll be forever grateful that you did. It's a real nice feeling when you wake up, check your PayPal and your email says someone has sent you Money: US dollars, Dinero, Peso, Euro, Quid, Rupee, etc...

That $19 a month hosting will yield $684 over the next 36 months, more than the site cost to build in the first place. In effect you received over $1,184 in total for that $500 site.

Ask your Insurance company, mortgage company, loan company, mutual fund company, cable company, internet company, if they like Monthly Debits. This is one of the Biggest Secrets in the Insurance and Mutual Fund industry, monthly Drip Campaigns, from YOUR bank account to Theirs.

One time money is a Poor Mans game.

Want to know how to get Wealthy, not Rich. Start your Monthly Continuity Drip Campaign. Mine drips me almost daily. It's much easier to start your day when you see 2k in your account every morning, before you've had that first cup of coffee and you haven't brushed your teeth yet. You'll be surprised how fast you can get to $10,000 month when you add up all the little extras. Start today.

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One of the best feelings you'll ever have is sitting on a Cruise ship checking your email and PayPal says "You've got money!"

Think of the Dixie Cup container. The company gives you this great little container for $9.99: Amazon.com: Dixie Cup Dispenser - 3 oz or 5 oz...Amazon.com: Dixie Cup Dispenser - 3 oz or 5 oz... sounds great, right. Now you have to fill that dispenser with cups every week, and the refills are constant: Amazon.com: Dixie Bathroom Cups, 3 oz 200 ea:...Amazon.com: Dixie Bathroom Cups, 3 oz 200 ea:...

You want to start your own Dixie company, Insurance company, Mutual Fund company, etc...

Back to the original poster, duh! Sorry, went off on a tangent.

I use Mindjet for my mind maps. Here's the Free Trial link: Personal Productivity and Collaboration Solutions that Visually Connect Ideas, Information and People - Mindjet

After I complete my map I email to Kinkos. I have them blow it up for me. They offer different sizes. I believe the size I normally get is 24"H x 32"W something like that. I have One done in full color and a set of 5 or 6 in Black and White (much cheaper). I use the Color for my presentation. Another "Shock & Awe" for the prospect. Ya think any Yellow Page rep is doing this for their business?

I also bring Keyword search stats from Google itself for their niche. Sometimes I'll use my laptop or their computer and show them how I got it. 3rd party credibility from the Big Dog Google that says "Yes, AP has some idea on the amount of traffic your Keywords get."

Sometimes I'll bring copies of the Phone book pages showing their ads and their competitors. I use any relevant info from 3rd party vendors that can help substantiate MY claims.

Hope that helps.

~AP
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Unread 7th Feb 2010, 03:28 AM   #1214
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Re: Offline Marketers: What services are you offering for monthly fees?
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AP--do you even put a contact form or email on your website at all--or is that just encouraging people who are "on the fence" to waste your time with email inquiries?

I was thinking about just having the phone number and nothing else so they'll only call me after they've been through the funnel and are ready to get serious.

Any comments?

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Unread 7th Feb 2010, 03:46 AM   #1215
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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


I use Mindjet for my mind maps. Here's the Free Trial link: Personal Productivity and Collaboration Solutions that Visually Connect Ideas, Information and People - Mindjet

After I complete my map I email to Kinkos. I have them blow it up for me. They offer different sizes. I believe the size I normally get is 24"H x 32"W something like that. I have One done in full color and a set of 5 or 6 in Black and White (much cheaper). I use the Color for my presentation. Another "Shock & Awe" for the prospect. Ya think any Yellow Page rep is doing this for their business?

I also bring Keyword search stats from Google itself for their niche. Sometimes I'll use my laptop or their computer and show them how I got it. 3rd party credibility from the Big Dog Google that says "Yes, AP has some idea on the amount of traffic your Keywords get."

Sometimes I'll bring copies of the Phone book pages showing their ads and their competitors. I use any relevant info from 3rd party vendors that can help substantiate MY claims.

Hope that helps.

~AP
Hi AP,

I can understand taking the keyword research in with you, phone book pages of their ads and any other 3rd party stuff... but I'm intrigued as to what the mind map includes.

Am I right in thinking that this is still the first meeting?

Thanks

Simon
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Unread 7th Feb 2010, 03:46 AM   #1216
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by kosmo101 View Post

Sorry to butt in but have this dilemma:

Hi
Browsing on the forum I noticed many people doing well in the selling of packages to local businesses for SEO, Autoresponders, etc. I have several (10 or so) local sites that get top 5 ranking for multiple keywords per domain. I do well with this aspect... but i want some income here from these sites.

I had two thoughts on what do to... either get links/pages setup on each site for per month or rent the whole site.

I just dont know how to even begin approaching these people and to tell them hey if you get one job a year it would easily pay for this listing. I tried a few contact forms with no answers back.

I sure wish I could split $$$ with someone who could sell the ads.. as i have the knack of making it rank well with my other sites I run...

Anyone have ideas?

Thank you Kos

You're focused on trying to sell something you already have instead of focusing on getting to know business owners and find solutions that they want.

It may sound crazy but you'll usually find it easier just to talk to business owners and ask them questions about them and their business.

Find out what they want from their business and suggest customized solutions until you hit on one that gets them excited and run with that.

If you build enough trust working with a business owner and start making him money he's probably going to be willing to buy anything you suggest.

But trying to sell listings on your site or site rental from the start will make the process very difficult by branding you as a salesperson.

Act like a consultant and really get to know a business and its owner first.

Everything follows naturally from that.

Kindest regards,
Andrew Cavanagh

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Unread 7th Feb 2010, 04:00 AM   #1217
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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


For anyone reading this, please go out and make your first sale. Get a client for $97 set-up fee and $97 month, who cares what the amount is, just get out there, help a business owner do something to help his business and help yourself by getting a check. Whatever you do, ALWAYS try and get a Monthly continuity check. I won't sign up anyone without a Monthly residual.

It's not worth it otherwise. I don't care if you build the business a Website for $500, charge $19 a month for hosting and maintenance. Start getting in the mode of C-O-N-T-I-N-U-I-T-Y. Trust me, once you start doing this you'll be forever grateful that you did. It's a real nice feeling when you wake up, check your PayPal and your email says someone has sent you Money: US dollars, Dinero, Peso, Euro, Quid, Rupee, etc...

Ask your Insurance company, mortgage company, loan company, mutual fund company, cable company, internet company, if they like Monthly Debits. This is one of the Biggest Secrets in the Insurance and Mutual Fund industry, monthly Drip Campaigns, from YOUR bank account to Theirs.

One time money is a Poor Mans game.

Want to know how to get Wealthy, not Rich. Start your Monthly Continuity Drip Campaign. Mine drips me almost daily. It's much easier to start your day when you see 2k in your account every morning, before you've had that first cup of coffee and you haven't brushed your teeth yet. You'll be surprised how fast you can get to $10,000 month when you add up all the little extras. Start today.

One of the best feelings you'll ever have is sitting on a Cruise ship checking your email and PayPal says "You've got money!"

~AP
Believe it or not, this is one of my favorite posts of yours. Hard to put my finger on why, but I think it comes down to the simplicity of it. The fact that you are telling them to go get something, even if it's just $97 a month.

And I am in TOTAL agreement with you! So many people are always wondering how to make a ton of money. But it all starts with your first $1.

Focus on getting that first dollar. And when you do, you'll be ahead of a lot of people. Sounds stupid, but it's true. A good majority of people don't even make one single dollar running their own business.


And to help anyone out struggling to make their first dollar, and being inspired by AP's post above, please see the attached document.

It's a report I had in an old product of mine. It is a free report on email list building. All you have to do is edit your name, URL, and phone number and then save it as a PDF and you are good to go. Feel free to use it however you want. Use it as a lead generation tool if you'd like. You can get a few hundred bucks to set up an auto responder and then $150 or so a month for maintenance per business.

Use this to get you started on (AP's great suggestion) just getting some type of monthly continuity. He is so right, it feels great to wake up and see money in your PayPal account.

Again, everyone feel free to use the attached file however you want. It's yours now.


.
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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 7th Feb 2010, 04:11 AM   #1218
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by kosmo101 View Post

Sorry to butt in but have this dilemma:

Hi
Browsing on the forum I noticed many people doing well in the selling of packages to local businesses for SEO, Autoresponders, etc. I have several (10 or so) local sites that get top 5 ranking for multiple keywords per domain. I do well with this aspect... but i want some income here from these sites.

I had two thoughts on what do to... either get links/pages setup on each site for per month or rent the whole site.

I just dont know how to even begin approaching these people and to tell them hey if you get one job a year it would easily pay for this listing. I tried a few contact forms with no answers back.

I sure wish I could split $$$ with someone who could sell the ads.. as i have the knack of making it rank well with my other sites I run...

Anyone have ideas?

Thank you Kos
Just remember that when you get into a marketing forum like this, there are many people who love to talk and not so many who love to DO. Know what I mean? Not to say that this thread is not extremely helpful.

So, I would say just get out and DO. Take more action. Learn for yourself. There are no magic bullets. Take everything you see here with a grain of salt. All successful people hit walls they had to climb.

Just do it.

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Unread 7th Feb 2010, 04:28 AM   #1219
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by dru-man View Post

AP--do you even put a contact form or email on your website at all--or is that just encouraging people who are "on the fence" to waste your time with email inquiries?

I was thinking about just having the phone number and nothing else so they'll only call me after they've been through the funnel and are ready to get serious.

Any comments?
I have an "email capture" on my site because I need to develop a Relationship with my prospect, very, very important. This entire business is based upon the customer having belief in you. I feed them emails that show them what they need to do to grow their business. I don't tell them HOW, just WHAT.

I may tell them to stay in contact with their customers on a regular basis, there are many ways to do this very efficiently. I may mention using emails but I am not going to tell them How to do it.

I post no phone number, but most are not me. I make it really tough for you to talk to me. I include a 2 page mini-questionnaire that I will sent to a prospect for them to complete BEFORE we say one word to each other. Yep.

I tell them "I can't help everyone, please complete these simple questions, fax them to my office and I will get back to you within 2 business days."

I ONLY talk to prospects who have gone thru my sales funnel. If you happen to have gotten my number I will be very brief and tell you I need that mini-questionnaire complete before we proceed any further.

I simply won't talk to them. I am always in control, period. The leverage always stays with me or I say bye-bye.

~AP

Edit: I misunderstood your question. I have no phone number on my site, intentionally. I do post an email address and a fax number, but they need to complete the mini-questionnaire first before I talk to them. I'm not fielding questions from someone I don't know or getting paid.

Originally Posted by Hail-To-The-Redskins View Post

Hi AP,

I can understand taking the keyword research in with you, phone book pages of their ads and any other 3rd party stuff... but I'm intrigued as to what the mind map includes.

Am I right in thinking that this is still the first meeting?

Thanks

Simon
The Mindmap is on the 2nd meeting, after I have the Questionnaire completed in full and all questions have been answered.

This is usually done 1 week after the initial FACT-finding mission with the Questionnaire I posted.

The Mindmap is most everything that I am proposing. I will have their business logo or website in the middle and everything I am proposing done similar to what You see in my AVATAR.

I will show one link as the email system I am going to implement and everything that goes with it. Writing the ARs, uploading files, maintaining the system, etc...

I may show that I'm including a new blog and what I will provide, content, customized site, etc...

Another may be Training, or creating their USP, etc... whatever services or products I may be provided will be listed and I make it part of the Agreement.

Any pricing or confidentiality info is never posted. I don't want Kinkos people to see that info.

The MindMap sells the deal for me. The prospect now sees everything we have discussed on 1 sheet of paper. Most of my clients have this posted in their personal office to keep track of what we are doing. Some have had if framed.

Hope that helped.

~AP

Originally Posted by greff View Post

So, I would say just get out and DO. Take more action. Learn for yourself.

There are no magic bullets.

Take everything you see here with a grain of salt. All successful people hit walls they had to climb.

Just do it.
I wouldn't say "Grain of salt" lol, I've been doing this a long time.

I will say this, regardless of what Docs or info I post, YOU (meaning everyone reading this) are not ME.

YOU need to get out there and meet business owners. Develop your own style, your own product, pricing, etc...

My system is Worthless if YOU don't take action. It's that simple.

My system works, bigtime. But, if no business owner is not exposed to it then all is for naught.

As greff stated, "there are no magic bullets."

~AP
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Unread 7th Feb 2010, 04:37 AM   #1220
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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

I can understand taking the keyword research in with you, phone book pages of their ads and any other 3rd party stuff... but I'm intrigued as to what the mind map includes.
Hey Simon,

Check this one created using FREE bubbl.us - free web application for brainstorming online



Your imagination is the limit.

I love these tools, they make my work (and presentations) easier and powerful.

Started using Bubbls a couple weeks ago and so far I have lot's of different Mindmaps both to offline and online customers, list management systems, Social Media systems...

Powerful stuff.

People make good money selling to the rich. But the rich got rich selling to the masses.
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Unread 7th Feb 2010, 04:55 AM   #1221
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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


The Mindmap is on the 2nd meeting, after I have the Questionnaire completed in full and all questions have been answered.

This is usually done 1 week after the initial FACT-finding mission with the Questionnaire I posted.

The Mindmap is most everything that I am proposing. I will have their business logo or website in the middle and everything I am proposing done similar to what You see in my AVATAR.

I will show one link as the email system I am going to implement and everything that goes with it. Writing the ARs, uploading files, maintaining the system, etc...

I may show that I'm including a new blog and what I will provide, content, customized site, etc...

Another may be Training, or creating their USP, etc... whatever services or products I may be provided will be listed and I make it part of the Agreement.

Any pricing or confidentiality info is never posted. I don't want Kinkos people to see that info.

The MindMap sells the deal for me. The prospect now sees everything we have discussed on 1 sheet of paper. Most of my clients have this posted in their personal office to keep track of what we are doing. Some have had if framed.

Hope that helped.

~AP

~AP
Yes, thanks AP. I can see why a prospect would be impressed ... I can't believe that anybody else is doing that... shock and awe is right!

I am in the process now of redeveloping my sales funnel - which frankly was pretty simple but effective ... although more so with 'smaller' business as opposed to the ones that we've been speaking about during this monster thread.

I know that we're completely and utterly indebted to you already AP for the advice, help and insight that you've provided, but I was wondering whether or not you'd be happy to share your funnel in a little more detail.

I believe in most cases (perhaps all) it starts with direct mail that then drives them to your website? ... but what next?

Thanks

Simon
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Unread 7th Feb 2010, 04:59 AM   #1222
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Originally Posted by Fernando Veloso View Post

Hey Simon,

Check this one created using FREE bubbl.us - free web application for brainstorming online



Your imagination is the limit.

I love these tools, they make my work (and presentations) easier and powerful.

Started using Bubbls a couple weeks ago and so far I have lot's of different Mindmaps both to offline and online customers, list management systems, Social Media systems...

Powerful stuff.
Thanks Fernando, will definitely have a look at this.

You're so right, looking professional with a tool such as this just adds to your credibility. Glad to hear things seem to be going well for you and good to see a fellow European contributing so much to this thread

Thanks

Simon
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Unread 7th Feb 2010, 07:24 AM   #1223
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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

I have an "email capture" on my site because I need to develop a Relationship with my prospect, very, very important. This entire business is based upon the customer having belief in you. I feed them emails that show them what they need to do to grow their business. I don't tell them HOW, just WHAT.

I may tell them to stay in contact with their customers on a regular basis, there are many ways to do this very efficiently. I may mention using emails but I am not going to tell them How to do it.

I post no phone number, but most are not me. I make it really tough for you to talk to me. I include a 2 page mini-questionnaire that I will sent to a prospect for them to complete BEFORE we say one word to each other. Yep.

I tell them "I can't help everyone, please complete these simple questions, fax them to my office and I will get back to you within 2 business days."

I ONLY talk to prospects who have gone thru my sales funnel. If you happen to have gotten my number I will be very brief and tell you I need that mini-questionnaire complete before we proceed any further.

I simply won't talk to them. I am always in control, period. The leverage always stays with me or I say bye-bye.

~AP

Edit: I misunderstood your question. I have no phone number on my site, intentionally. I do post an email address and a fax number, but they need to complete the mini-questionnaire first before I talk to them. I'm not fielding questions from someone I don't know or getting paid.



The Mindmap is on the 2nd meeting, after I have the Questionnaire completed in full and all questions have been answered.

This is usually done 1 week after the initial FACT-finding mission with the Questionnaire I posted.

The Mindmap is most everything that I am proposing. I will have their business logo or website in the middle and everything I am proposing done similar to what You see in my AVATAR.

I will show one link as the email system I am going to implement and everything that goes with it. Writing the ARs, uploading files, maintaining the system, etc...

I may show that I'm including a new blog and what I will provide, content, customized site, etc...

Another may be Training, or creating their USP, etc... whatever services or products I may be provided will be listed and I make it part of the Agreement.

Any pricing or confidentiality info is never posted. I don't want Kinkos people to see that info.

The MindMap sells the deal for me. The prospect now sees everything we have discussed on 1 sheet of paper. Most of my clients have this posted in their personal office to keep track of what we are doing. Some have had if framed.

Hope that helped.

~AP



I wouldn't say "Grain of salt" lol, I've been doing this a long time.

I will say this, regardless of what Docs or info I post, YOU (meaning everyone reading this) are not ME.

YOU need to get out there and meet business owners. Develop your own style, your own product, pricing, etc...

My system is Worthless if YOU don't take action. It's that simple.

My system works, bigtime. But, if no business owner is not exposed to it then all is for naught.

As greff stated, "there are no magic bullets."

~AP
I would also like to point out that while AP has been posting yet more fantastic, gold dust-like information that every single one of us can go out there and use tomorrow - it has been a Saturday night.

Instead of 'switching off' cos its a weekend - he has taken yet more time out of his day ... his weekend no less ... to keep giving back

That may just be a small thing for all of you ... in fact it may just seem like a small contribution from AP himself ... but to me that speaks volumes.

Thanks

Simon
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Unread 7th Feb 2010, 07:25 AM   #1224
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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

Thanks Fernando, will definitely have a look at this.

You're so right, looking professional with a tool such as this just adds to your credibility. Glad to hear things seem to be going well for you and good to see a fellow European contributing so much to this thread

Thanks

Simon
These tools are great to deliver stronger presentations BUT I really love them cause I can "see" exactly what I need to do to get from point A to point B.

I've been mind mapping all my hand notes and hand designs.

It has helped me enormously while brainstorming real objectives for my customers and prospectives and developing smaller systems inside bigger ones.

Next step is using a paid mind mapping option like MindJet (thanks AP) and deliver visually stronger presentations with customer logo, some charts etc.

People make good money selling to the rich. But the rich got rich selling to the masses.
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Unread 7th Feb 2010, 10:20 AM   #1225
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Hey AP,
how are you doing with your 'profit leaks' checklist? I did some research today and came up with a list of 35 that I will share with everyone here. I'm thinking of adding it as a bonus in the form of a pop-up to entice businesses to sign up for my mailing list.

Thanks for everything you've contributed so far.

Kevin
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Unread 7th Feb 2010, 10:33 AM   #1226
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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

I'm not sure if I covered this or not, this thread is so long, lol.

Last Sunday, Jan 31, this thread had close to 24,000 views, today we'll blow thru 42,000 views.
There were nearly 700 post to date last Sunday, Page 14. Today were over 1,250 post, and soon to be Page 26. Seems like it ads (2) pages a day and 2,500 views. In one week this thread has doubled what took 2 months to get to in the 1st place, wow! Way to go Dexx!

There were also over 900 Downloads of the Word Docs I submitted. I thought maybe 40-50 might download when I originally posted.

Curious if anyone is willing to post the Top 10 threads on WF? In terms of views per day or post.

Do these threads get Deleted after so many post? Is there a magic number?

Tuesday I'll post another Word Doc, this is for Post Sale. What you should do immediately upon collecting a check from your now Client (no longer a Prospect).

For anyone reading this, please go out and make your first sale. Get a client for $97 set-up fee and $97 month, who cares what the amount is, just get out there, help a business owner do something to help his business and help yourself by getting a check. Whatever you do, ALWAYS try and get a Monthly continuity check. I won't sign up anyone without a Monthly residual.

It's not worth it otherwise. I don't care if you build the business a Website for $500, charge $19 a month for hosting and maintenance. Start getting in the mode of C-O-N-T-I-N-U-I-T-Y. Trust me, once you start doing this you'll be forever grateful that you did. It's a real nice feeling when you wake up, check your PayPal and your email says someone has sent you Money: US dollars, Dinero, Peso, Euro, Quid, Rupee, etc...

That $19 a month hosting will yield $684 over the next 36 months, more than the site cost to build in the first place. In effect you received over $1,184 in total for that $500 site.

Ask your Insurance company, mortgage company, loan company, mutual fund company, cable company, internet company, if they like Monthly Debits. This is one of the Biggest Secrets in the Insurance and Mutual Fund industry, monthly Drip Campaigns, from YOUR bank account to Theirs.

One time money is a Poor Mans game.

Want to know how to get Wealthy, not Rich. Start your Monthly Continuity Drip Campaign. Mine drips me almost daily. It's much easier to start your day when you see 2k in your account every morning, before you've had that first cup of coffee and you haven't brushed your teeth yet. You'll be surprised how fast you can get to $10,000 month when you add up all the little extras. Start today.

https://www.paypal.com/

ACH and Credit Card Merchant Account Processing for Small Businesses

A simple subscription billing service made just for developers | Recurly

One of the best feelings you'll ever have is sitting on a Cruise ship checking your email and PayPal says "You've got money!"

Think of the Dixie Cup container. The company gives you this great little container for $9.99: Amazon.com: Dixie Cup Dispenser - 3 oz or 5 oz Dixie Cups (Colors May Vary) 1 ea: Health & Personal Care sounds great, right. Now you have to fill that dispenser with cups every week, and the refills are constant: Amazon.com: Dixie Bathroom Cups, 3 oz 200 ea: Health & Personal Care


You want to start your own Dixie company, Insurance company, Mutual Fund company, etc...

Back to the original poster, duh! Sorry, went off on a tangent.

I use Mindjet for my mind maps. Here's the Free Trial link: Personal Productivity and Collaboration Solutions that Visually Connect Ideas, Information and People - Mindjet

After I complete my map I email to Kinkos. I have them blow it up for me. They offer different sizes. I believe the size I normally get is 24"H x 32"W something like that. I have One done in full color and a set of 5 or 6 in Black and White (much cheaper). I use the Color for my presentation. Another "Shock & Awe" for the prospect. Ya think any Yellow Page rep is doing this for their business?

I also bring Keyword search stats from Google itself for their niche. Sometimes I'll use my laptop or their computer and show them how I got it. 3rd party credibility from the Big Dog Google that says "Yes, AP has some idea on the amount of traffic your Keywords get."

Sometimes I'll bring copies of the Phone book pages showing their ads and their competitors. I use any relevant info from 3rd party vendors that can help substantiate MY claims.

Hope that helps.

~AP
I'm not even a prospect and I'm shocked and awed! Thank you AP, this has been a lot more then gold dust or even nuggets; this has been the main vein.

Now I need to go back through my ar messages and make sure I 'm not giving up too much info. The picture of how to land those bigger clients is really starting to become clear.

Quick review:

Circle of influence: Insurance agent, broker, Realtors, dentist, physician,friends,family,relatives,handy man,plumber,hvac guy,mechanic,landscaper,lawyer and anyone else with a list of clients.

  1. Find clients through your circle of influence/direct mail to qual. leads.
  2. Direct them to your sales funnel that will build relationship with "what you need to do info," not how to info.
  3. Be scarce, make them work for the appt. and qualify through pre interview questionnaire.
  4. Once qualified, set appt. and send shock and awe packet that includes books and testimonials. Do your due diligence on the company and niche.
  5. At appt., ask your interview questions, LISTEN, probe,LISTEN, dig as deep as possible, set second appt.
  6. Review previous meeting and customer wants/needs, present your plan using the mind map and back it up with play book materials like Big G traffic numbers, YP ads of competitors ect.
  7. Ask for the sale. Sign agreements. Collect any physical information that needs to received from the client like .gif logos, pics etc.
  8. Go straight to the bank and cash your big fat check for small denomination bills, go home, throw money on bed and proceed to roll around neck'd yelling Woo Woo!
  9. Follow AP's upcoming download to see what to do next.

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Unread 7th Feb 2010, 10:48 AM   #1227
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by The Godfather View Post

Hey AP,
how are you doing with your 'profit leaks' checklist? I did some research today and came up with a list of 35 that I will share with everyone here. I'm thinking of adding it as a bonus in the form of a pop-up to entice businesses to sign up for my mailing list.

Thanks for everything you've contributed so far.

Kevin
Kevin,

This is a great document you are sharing with this group. Thank you, you have some great points.

In an effort to collectively help and learn from this group, I have experiences slightly different to you list and I'd like to add. Here are additions.

#3 - we have office space to accomodate 5 full time people. when we need more room, we use the free conference room at our local chamber or commerce.
#4 - your local Walgreens does a great job of cheap refills.
#7 - Craigslist is the bomb for a local supplier. I have two guys with basement operations that buy corporate close outs. All of my computers have come from a hospital - for peanuts and great hardware.
#12 - IC's are great. you just can't have an IC working inside the office.
#20 - Amazing! Barter is a fantastic way. We entered our first niche and sought out all the associations. We offered them a free website, free marketing in exchange for speaking engagements at the tradeshows, free booths and free advertising.
#31 - uhm, big one here!
#34 - uhm, I have a BIG "I don't agree with this one"!!!!!

Some thoughts that come to mind to add to this is
-consider a value for your time. you can't do everything and while outsourcing a task may seem as an expense, consider it as an investment and in return you win more of your time to focus on more profitable tasks, like selling.
-Outsource to a firm that has resources to scale up or down depending on your needs. Outsourcing to an individual for $5 per hour is good when you're a one man show, but spend a little more for a qualified business and you'll save A LOT in the long run.
-Consistently monitor your costs and negotiate new rates based on your new volumes with your suppliers.
-Look for economies of scale. There are several tasks running an IM agency that you can get two tasks done in one shot. Leverage your time when focussing on tasks and ask yourself, is there anything that I can do on this task that will help me us this for something else in the future.
-Use Zoho - free for up to 3 users. Use sales software. So much revenue is lost daily with poor sales cycles. Learn to sell B2B
-Eat Ramen Noodles (ahhh, the good ol' days! I still, and always will, stock those up!
-taxes and write off. know your options.
-Businesses buy to solve a problem, not to satisfy a want like consumer spending. Clearly know what your busienss absolutly needs versus what would be nice. This is critical in start up.
-Fire CBeyond (ok, some personal frustration coming up)

Father, Entrepreneur, Author, Adranalist
I teach entrepreneurs to build a sustainable Internet Marketing Agency with real value. I have many free resources and paid training programs available

-->My Training Website
-->My Agency Website
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Unread 7th Feb 2010, 10:57 AM   #1228
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Re: Offline Marketers: What services are you offering for monthly fees?
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Hey guys! This thread has gained a lot of momentum, lets keep er going

Throughout this incredible thread only profit strategies have been discussed, but what if we told the business owner to list every business expense he currently has example:

Accountant;
Lawyer;
Stationary;
Materials;
Lease contracts;
Supplies;
Etc etc;

And try to reduce them. All we do is negotiate a lower fee for each service. And since most of these services is commodity based, we can price shop. Reducing expenses directly increases the client's bottom line. Hey, if you don't ask, you don't get. What do my fellow marketers think?

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Unread 7th Feb 2010, 11:03 AM   #1229
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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

Quick review:

Circle of influence: Insurance agent, broker, Realtors, dentist, physician,friends,family,relatives,handy man,plumber,hvac guy,mechanic,landscaper,lawyer and anyone else with a list of clients.

  1. Find clients through your circle of influence/direct mail to qual. leads.
  2. Direct them to your sales funnel that will build relationship with "what you need to do info," not how to info.
  3. Be scarce, make them work for the appt. and qualify through pre interview questionnaire.
  4. Once qualified, set appt. and send shock and awe packet that includes books and testimonials. Do your due diligence on the company and niche.
  5. At appt., ask your interview questions, LISTEN, probe,LISTEN, dig as deep as possible, set second appt.
  6. Review previous meeting and customer wants/needs, present your plan using the mind map and back it up with play book materials like Big G traffic numbers, YP ads of competitors ect.
  7. Ask for the sale. Sign agreements. Collect any physical information that needs to received from the client like .gif logos, pics etc.
  8. Go straight to the bank and cash your big fat check for small denomination bills, go home, throw money on bed and proceed to roll around neck'd yelling Woo Woo!
  9. Follow AP's upcoming download to see what to do next.
That's a great review. AP is an incredibly talented and knowledgeable individual.

Here's a video that I think might be able to add. In the video we cover a systematic approach to uncovering the right audience. We want a minimum of $1000 per month from a local business. A lot of local business can't afford this, so we focus on the secret groups (ok, not secret, there is a just a simple formula to determine if a business qualifies for us and whether we spend our time on them or not).

the video also covers some of the SEO Sales Trail. A systematic approach to selling with a process.

This is a free video that is included when someone opts-in, but with this link you can view. If you like the 23 min vid, opt-in to get some more similar free content.

Selling Internet Marketing Services to Local Businesses Webinar » Local Marketing Source Blog

(click to the video to watch)

Father, Entrepreneur, Author, Adranalist
I teach entrepreneurs to build a sustainable Internet Marketing Agency with real value. I have many free resources and paid training programs available

-->My Training Website
-->My Agency Website
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Unread 7th Feb 2010, 12:30 PM   #1230
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Re: Offline Marketers: What services are you offering for monthly fees?
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regarding the usp for the all you can eat

Check out Mark Joyner's The Irresistible Offer

"Let's start with a definition. The Irresistible Offer is an identity-building offer central to a product, service, or company where the believable return on investment is communicated so clearly and efficiently that it's immediately apparent you'd have to be a fool to pass it up. The full meaning of these words will not make an impression on you just yet. Don't worry. They will in a few moments. The Irresistible Offer cuts through all the noise and clutter. It creates an itch that the buyer has to scratch. Such an offer makes doing business with you so easy and obviously beneficial that you stand out clearly from the crowd. People

remember you. People can't move quickly enough to give you their money. The Irresistible Offer sparks the customer's imagination and creates an urgent, gotta-have-it-now, buying frenzy. Think for a few minutes, and maybe you can come up with a few examples of such an offer."
He uses these four questions:
1. What are you selling?
2. How much?
3. Why should I believe you?
4. What's in it for me?

Jorge
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Unread 7th Feb 2010, 12:51 PM   #1231
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by HypnoticTonic View Post

regarding the usp for the all you can eat

Check out Mark Joyner's The Irresistible Offer

"Let's start with a definition. The Irresistible Offer is an identity-building offer central to a product, service, or company where the believable return on investment is communicated so clearly and efficiently that it's immediately apparent you'd have to be a fool to pass it up. The full meaning of these words will not make an impression on you just yet. Don't worry. They will in a few moments. The Irresistible Offer cuts through all the noise and clutter. It creates an itch that the buyer has to scratch. Such an offer makes doing business with you so easy and obviously beneficial that you stand out clearly from the crowd. People

remember you. People can't move quickly enough to give you their money. The Irresistible Offer sparks the customer's imagination and creates an urgent, gotta-have-it-now, buying frenzy. Think for a few minutes, and maybe you can come up with a few examples of such an offer."
He uses these four questions:
1. What are you selling?Healthy High quality,huge variety, custom entrees
2. How much?9 to 15 dollars, comparatively the best value around
3. Why should I believe you? Numerous customer testimonials
4. What's in it for me? Quality, high value, made to order meals that even picky eaters will enjoy. Or it's on us.
Jorge
Answering the questions is the easy part, creating the end product is what I've been struggling with. I've been trying to step away from it for the last couple of days because it's been frustrating me. I figure if I can create some distance I may see the picture better.

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Unread 7th Feb 2010, 01:19 PM   #1232
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Re: Offline Marketers: What services are you offering for monthly fees?
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Ooooh Nooo, here come the USP's,

The best quality, value, selection and service in a "you create it" restaurant. Guaranteed!

Quality, selection and value you can't get from a franchise!

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Unread 7th Feb 2010, 02:08 PM   #1233
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Originally Posted by Curleyjohn View Post

Ooooh Nooo, here come the USP's,

The best quality, value, selection and service in a "you create it" restaurant. Guaranteed!

Quality, selection and value you can't get from a franchise!
What about something along the lines of:

We seat you and feed you custom home cooked meals in under 37 minutes or it's free.

Or guaranteed... and the guarantee can be $1 off each 1min/5min after those 37 minutes.

Cheers,

Jason

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Unread 7th Feb 2010, 02:18 PM   #1234
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For my first client, I don't even have to worry about the USP, there are at least 5 USP's sitting right there and not being used. Sometimes USP is right under your nose

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Unread 7th Feb 2010, 02:32 PM   #1235
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See ya later Yellow Pages. Hello opportunity.

Just heard on the morning breakfast TV show that the company which prints the paper version of yellow pages (Telstra) is considering doing away with the paper version altogether ...

Considering this company is the sole owner of all copper wire phone infrastructure in Australia means this could be a very big thing.

Seems 2 out of 20 million copies of the Yellow pages immediately get dumped/recycled as soon as they are delivered.

I will have to confirm this rumour, but what will this mean if it comes about?
We have seen the elimination of hard copies of popular publications already (Trading Post comes to mind), so printed YP is a logical thing to get rid of, unless you ask for it specifically, probably at a cost (knowing Telstra).

Since YP is a major expense we seem to be hell-bent on reducing or eliminating for our clients, I wonder how this could pan out in reality?

Stay Awesome!
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then explode conversion rates with multivariate testing ...
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Unread 7th Feb 2010, 02:37 PM   #1236
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Originally Posted by Curleyjohn View Post

Ooooh Nooo, here come the USP's,

The best quality, value, selection and service in a "you create it" restaurant. Guaranteed!

Quality, selection and value you can't get from a franchise!
This is more of a tag line but could work in a USP too:

Second to mom (a play on words of course)

Or how about:

Whatever you want, however you want, when you want... done!

As dremora said, USPs don't have to be too cute or fancy, they are often right there in front of you.

Hope this helps,

Jason

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Unread 7th Feb 2010, 03:45 PM   #1237
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Re: Offline Marketers: What services are you offering for monthly fees?
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This is an amazing thread....Thanks Dexx, AP and everyone for contributing to our education!
Re:Comment on using Telemarketers
Beware. Many are low lifes. Make sure your prospects are not called repeatedly or solicited for nonprofit donations with a pitiful 10% going to the charity. One friend found out her targeted prospect list was hijacked for this kind of "Charity fund raising" and she was really embarrassed.

BTW: This thread has boosted my confidence in taking massive action immediately!

Cheers to breeding success!
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Unread 7th Feb 2010, 05:34 PM   #1238
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Originally Posted by Curleyjohn View Post

Ooooh Nooo, here come the USP's,

The best quality, value, selection and service in a "you create it" restaurant. Guaranteed!

Quality, selection and value you can't get from a franchise!
Curlyejohn,

It seems to me you are trying to find a jingle instead of the core USP. And trying to say too much. Do you have a solid single USP? Forget how it sounds or if it is too long or short or whatever.

To focus back on the USP think of a customer waiting in line to get into the packed restaurant--the restaurant is super successful and attracts huge crowds. So imagine interviewing those customers waiting in line to get in. Ask them why they first came to the restaurant? Maybe they came back b/c of the quality, value, etc. But what made them come in initially?

Now just do a brain dump without any censoring. Get a huge list If you get lost in the process, go back and "ask" those customers. They know why they prefer Fred's Fine Fish (whatever the name is) over any other place.

Maybe they just have the best fresh dessert selection in town. Heck that would bring me in to at least check it out.

Remember when Dunkin Donuts had the best coffee? It wasn't even about the donuts.

Find something simple and unusual.

And, thanks for letting us in on the process.

Originally Posted by rrakausk View Post

See ya later Yellow Pages. Hello opportunity.
Seems 2 out of 20 million copies of the Yellow pages immediately get dumped/recycled as soon as they are delivered.
Yup. My YP literally doesn't even make it into the house since the recycle bin is outside. I chuck it bag and all. Now I wish I hadn't. I'll have to make a trip to the library.
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Unread 7th Feb 2010, 05:37 PM   #1239
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This video was posted in a thread the other day in a forum, but it deals with trying to find a business' core USP. I thought it might be a useful watch for those who have not seen it:


"Better a student of reality than a master of illusion"
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Unread 7th Feb 2010, 06:03 PM   #1240
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Woo Hoo! I'm FINALLY caught up on this thread. I have been reading it backwards for days so I could at least stay up on late breaking hot stuff. Now I feel like I can post.

AP, your continuity post was what I needed. I am a former business analyst and former developer. Good and bad characteristics for the offline world. I can present to VP's and P's BUT I analyze the dickens out of everything. And I have yet to get a single paying client!

I keep thinking, "Oh I need this duck and that duck in a row so when I pull the trigger everything will be in place, bla bla bla."

So I am posting b/c I need to add a little social pressure.

I know I can do this. I did something similar in the corporate world. BUT/And I am afraid of getting a client and then being the deer caught in headlights and not knowing what to do and not being able to deliver the goods.

Months ago, my Naturopath begged me to give him a price list so I would do his site. I will call him tomorrow.

My tax man would be an excellent source for referrals. I will talk to him when I have my first 2-3 clients.

I will do this. I will take solid action. (I'm really good at getting ready to take action--organizing, tweaking this and that.) I'm sick of being a wimp. I will take action and let the chips fall where they may. I know action is the only way to overcoming fear.

Thanks for listening.
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Unread 7th Feb 2010, 06:33 PM   #1241
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This has to be my fave thread ever on the WF - it's really addictive. Thanks to Dexx for asking the question and thanks to AP, Vagabond and Dogscout amongst many others for your great replies and inspirational and motivating posts.

Here's a pdf for pages 20-25 if anyone who is following along wants to download:

http://wpqmedia.s3.amazonaws.com/www...f21_merged.pdf

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Unread 7th Feb 2010, 06:49 PM   #1242
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Lol, I just press "o" in my browser to pull up this thread : )

Thanks ALL for the moral support, inspiration, coaching- pure gold. Vagabond, you are 100% right- its a self limiting belief to think that I am to young to help these businesses- I am too old to not know better

One of the main reasons I wanted to go into this business in the first place is that YP reps are screwing businesses left and right with expensive packages that don't make anybody money but the publisher and rep. I know because I spend time in that industry, ugh.

The important thing to communicate to people is PANDORA's BOX IS OPEN! The days of there being one yellowpages book, 3 TV stations, and 5 commercial radio stations IS LONG GONE. There is no monolithic way to reach customers, even on the web. You've got to cast a wide net, test and measure results, and always be innovating customer satisfaction. There is no better way to earn more business through any sales channel than to overdeliver with your customers. They will actually actively WORK to make sure people know about you. They spend precious time talking about how awesome your business it, blogging about it, writing reviews, writing you thank you notes...



Allow me to give back: BC - Home

its a:
web site system
CRM
content management system
e-commerce solution
E-mail Marketing System (with autoresponder)
Includes Hosting
Includes SSL
Includes Support
Includes rules based text messaging for notifing sales reps.

Its an amazing tool. I have built a lot of sites with it, but its really a marketing solution. No affiliate link there, just the straight deal. Hope it helps you guys!!
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Unread 7th Feb 2010, 07:02 PM   #1243
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Originally Posted by reilly3000 View Post

Lol, I just press "o" in my browser to pull up this thread : )

Allow me to give back: BC - Home

its a:
web site system
CRM
content management system
e-commerce solution
E-mail Marketing System (with autoresponder)
Includes Hosting
Includes SSL
Includes Support
Includes rules based text messaging for notifing sales reps.

Its an amazing tool. I have built a lot of sites with it, but its really a marketing solution. No affiliate link there, just the straight deal. Hope it helps you guys!!
Last time I checked there was no pricing information on the site. Do you have any idea what the charge(s) are/is?

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Unread 7th Feb 2010, 08:04 PM   #1244
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Yes.

The system itself costs $39 to $79 depending on the # of users. See attached for full price list (if I get in trouble for sharing this I'll take it down, but go ahead and grab it now if you can)

The cost to be a partner on the system is $999 to resell the system as business catalyst or $1999 to whitelabel it. I am a whitelabel reseller and earned that money back month one.

It has its quirks and really isn't for every situation, but I've been able to do some amazing stuff with it in record time.

They offered me a 3 month payment schedule, which helped, but that was over a year ago. The offer great training and support for getting started, that is worth it alone.
Attached Files
File Type: pdf BC_PartnerPricing_US.pdf (46.1 KB, 106 views)
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Unread 7th Feb 2010, 08:09 PM   #1245
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I have been (lurking) & reading this thread with interest. I hope it doesn't go the way of the previous big offline thread & disappear. But it looks like there are lots of folks saving & compiling this just in case. Lessons learned.

Originally Posted by jlmkt View Post

ALL whois information was registered to a national design company. He wasn't even shown as registrant. He had no control over his name or website!

Once we talked, I learned that this had happened before with a past local designer. He was about to end his contract with the national company, but this meant he would be starting from scratch again -- including choosing a new name since he never owned either of his last two. (Hijacked!)
I've found this same thing. Many business owners believe they own their own domain name & website & are surprised to find that the web designer does (it looks like this was pretty prevalent when sites were built several years ago).

I just had someone who pays $400+/yr to keep up a 10 yr old site that he has ZERO access to - the info & pricing on it is several years old & he can't change it. (The web designer has since sold it to another company out of the country & neither are reachable to try to get/buy the domain back.) But he keeps paying because people who know him search for him via his business name (which is the URL of the site), so he wants to keep the site & have a new one built with an optin form that belongs to him. He'd like to do a redirect from the old site but I don't think that's possible...or is it? It looks like some of us have to come in & fix problems created by other so-called Web, SEO or Marketing "Experts." Not always an easy task!

Cynthia

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Unread 7th Feb 2010, 08:17 PM   #1246
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Re: Offline Marketers: What services are you offering for monthly fees?
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Offline Warriors- I've been honing my USP for days. Before I got live with it I would love your feedback. Although imitation wonderful flattery, I would appreciate it if you kept this USP Unique to me : )

"Guaranteed Profit Growth Through Holistic Modern Marketing Solutions"

Thanks in adv for feedback.
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Unread 7th Feb 2010, 08:59 PM   #1247
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by reilly3000 View Post

Offline Warriors- I've been honing my USP for days. Before I got live with it I would love your feedback. Although imitation wonderful flattery, I would appreciate it if you kept this USP Unique to me : )

"Guaranteed Profit Growth Through Holistic Modern Marketing Solutions"

Thanks in adv for feedback.
I like where you are trying to go with it, but I don't think that 'holistic' is a good choice, as its more of a medical term and seems more like a filler or 'trying to hard' word in the above usp.

Also I'm not sure that guaranteeing profit growth as your usp is such a good idea for legal reasons, it might create hassles for you down the road.

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Unread 7th Feb 2010, 09:11 PM   #1248
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Re: Offline Marketers: What services are you offering for monthly fees?
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Originally Posted by Cynthia A. View Post

I have been (lurking) & reading this thread with interest. I hope it doesn't go the way of the previous big offline thread & disappear. But it looks like there are lots of folks saving & compiling this just in case. Lessons learned.



I've found this same thing. Many business owners believe they own their own domain name & website & are surprised to find that the web designer does (it looks like this was pretty prevalent when sites were built several years ago).

I just had someone who pays $400+/yr to keep up a 10 yr old site that he has ZERO access to - the info & pricing on it is several years old & he can't change it. (The web designer has since sold it to another company out of the country & neither are reachable to try to get/buy the domain back.) But he keeps paying because people who know him search for him via his business name (which is the URL of the site), so he wants to keep the site & have a new one built with an optin form that belongs to him. He'd like to do a redirect from the old site but I don't think that's possible...or is it? It looks like some of us have to come in & fix problems created by other so-called Web, SEO or Marketing "Experts." Not always an easy task!

Cynthia
there are hackers who can get him in to it, just takes a few months of visiting bad neighborhoods and doing a little schmoozing. Or if he holds trademark to the URL he can get it that way ( remember to snake the site before trying that.)

As to the USP discussion, would that be not better in a different thread/forum? it really is off topic and confuses the issues at hand. Actually, it is my considered opinion the off-line crowd, though uses some IM techniques, is not a pure IM topic. (one reason this would be the wrong forum to have a lengthly USP disscussion on in it's own thread.) Not sure, but it seems there is enough interest here to begin an 'off-line' Master Mind group of some sort. An individual USP topic in such a group would not be out of line or jam up an otherwise sort of focused thread. Actually there is about 400 off-line threads here rolled into one. As some one said, hard to find a specific item in a reasonable short time. Plus there could be a different thread for each piece of the off line process.
-motivation
-mindset
-attracting clients
-which clients are apt to pay what
-the questionnaire process
-the 2nd meeting process
-to close hand out
-identifying profit leaks
-re-hashing various USPs
-people with specific situations and how to handle them
-when and how to do any web designing for SEO, findabiliy and usability (3 threads?
-directories, both business and vertical
-press releases
-the use of article marketing
-back-linking
-geo-tagging
-what do to do in the 1st 30 days
-the 2nd 30 days
-the 3rd 30 days
-each month after
-email marketing (it's purpose and implementation... does an email need to even be opened to be effective for 50% or more of your clients?)
-email series vs blasts vs a combo of both
-customer base LTV
-customer retention
-the 'lost' customer (and their re-retention)
-effective use of video
-effective use of audio
-reports, both as carrots and what a business owner expects
-direct ad campaigns
-employee training
-owner training
-social media's place
-to blog or not to blog
-root blogging vs directory blogging
-landing pages
-PPC campaigns
-creating credibility for your client (in addition to having a book ghost written for him)
-under what conditions are grounds for firing a client
-(as well as when to suck it up and deal with it)
-What books are helpful for which areas of this niche.
-lots of interaction and members helping members with different areas of whatever they are having trouble digesting
-lots of member to member brainstorming
-written resources available in one place and easy to find
-ffA pages (why it is ok to have one but useless advertising on one.)
-local traffic generating as opposed to the work involved in generating traffic outside the client's area of sales.
-Or in some cases how to utilize that traffic.
-the list goes on and on
-#1, an active group motivating and constantly providing support and guidance just like this forum does for strictly IM.
-This forum would continue to be a huge resource and just as someone might be in Perry Marshall's MMC and here, this would be no different, we just wouldn't be mucking up this forum with a business model that is at best 50% IM and would not be limited to just one thread to try to cover 50+ topics, most of which haven't even been brought up yet, and 50+ posts brainstorming a USP.

Just a thought

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Unread 7th Feb 2010, 09:29 PM   #1249
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Re: Offline Marketers: What services are you offering for monthly fees?
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The best quality, value, selection and service in a "you create it" restaurant.
According to who? Your competetors can say the same thing
Guaranteed!
In what way? What am I guaranteed by choosing to eat there? And what if the service sucks?


Quality, selection and value you can't get from a franchise!
There's nothing concrete.

These don't quite feel complete, but they're pithy.

For all you can eat fare at a fine price
Fine fare at a fair price
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Unread 7th Feb 2010, 09:31 PM   #1250
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Re: Offline Marketers: What services are you offering for monthly fees?
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DogScout,

Are you suggesting we move to offline or to a new forum? I'm confused.
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