[Dexx]

Guys, keep in mind most these businesses are dropping $1,000 - $5,000 PER MONTH just to have a PICTURE placed in a giant yellow book of OTHER PICTURES!

This is their traditional thinking of bringing in business.

Getting them on Google, and building a list of leads/customers to sell to again, SAVES THEM 10s of THOUSANDS of dollars a YEAR!

Don't sell yourself (and our community) short by offering them such tremendous value to their business, while doing nothing for your own!

Keep that in mind!

[TimCastleman]

Lets see here.

Rent 500-20,000 a month
TV - $20-150 per 30 spot
Radio - $5-45 per 30 spot
Newspaper - $500-$37,500 per ad
Employees ...

Well you get the idea. Guys trust me, your fees, whatever they are, aren't the biggest expensive.

Stop worrying about it and talk to some business owners to confirm what I am saying.

Tim

[Buildingfutures]

Dexx,

I know this was covered earlier in the thread (I think anyways, I can't find it) but I know there are good places to meet up with many local business owners at once. I'm trying to think of what its called, not toasters, but a local forum or meetup. I'm going to try and crash the next one that comes around to my little texas town.

I need to leave emails and voicemails tonight. In fact, I'll get on that after this project is done.

-Sean

[AP]

Glad I could help.

Comments in Blue.

Originally Posted by Zach

AP, Thank for your invaluable contribution to this thread and forum (others too!). This has been a great education and has helped me build my business plan.

1. You said earlier that you should always be the pursued, not the pursuer. Well, when starting out you have to be the pursuer, so if you were starting your consult biz today what marketing methods would you use to get clients with a $500 budget?

Direct Mail, Seminars, Networking, Word of Mouth, Press Release, Centers of Influence (your CPA, Attorney, Dentist, Doctor, etc...)

2. Again, when just starting out, what is your opinion about pursuing a vertical market (dentist, attorney's, insurance agents) vs. a mass market approach?

Going Vertical is the Easiest way to market. However, YOU must know their business better than they do. I work a Vertical market and I am well known as "The Guy" to go to.

Make one guy money and word travels fast.

There's Riches in Niches. By going Vertical you can produce your work once, then get paid over and over. An example would be "keyword research." If it works for one bus it will work for the next in their town.

I hope your can answer these questions from the perspective of someone that does NOT have any clients and therefore, no referrals or testimonials. In other words, someone that is not being "pursued" and needs to get paying clients in the next 30 days to pay the mortgage.

It makes no difference whether you have 1 client or a 100, the principle remains the same. Your "mortgage" is irrelevant, the Process can not be shortened.

I've read this thread but I hope these questions have not been asked already. If they have would someone please point them to me.

Thanks again

[Buildingfutures]

Here's an idea of what these business owners we're going after pay for small memberships with a chamber of commerce. This is a local town near me, and I found this.

Chamber of Commerce

$2500 for an annual Banquet and $550 for a monthly Luncheon. This is a small town, and these people are paying $550 for lunch time to show off a banner and talk with other business owners.

Now, I'm not saying drop this kind of cash to get in to these things (though if you could, I'm sure you'd make all of it back with new clients) but this is an idea of expenditures of small businesses around here.

Think of everything else these businesses pay to go to: marketing seminars, web-design courses, social media seminars, etc. I use those as examples because there are seminars and courses like that here! Look for them where you are too!

Let these people know you can handle it all for them, and they can focus more on their own business and not on the marketing aspect.

Speaking of Marketing aspect, do you know your local business competition? How much does ad company A charge? What do they give that you don't? What do you give that they don't? Find this out! Just in case these companies tell you they're already with Company A and don't want to change over. That's when you come out and say everything that you offer that Company A doesn't.

For instance, local company here offers radio, newspaper, and some magazine ads. Alright, but how do they know they're getting anything from those? The radio ads alone can cost $2000+ to make and air for 30-60 some odd seconds, and that fee can go up or down at any time. Some radio stations even charge that monthly for airings!

You guys get the idea, figure it out. I know I am.

-Sean

[not2blue]

Dexx - I looked into Basecamp and used it for a bit, but I settled on DeskAway because you can create templates. Saves the trouble for you and your outsourcers if you have set 'packages'. If Basecamp had that feature, it would be stellar beacuse I use HighriseHQ to keep tabs on conversations with Clients.

For invoicing, I use Paypal. Paypal lets you create and send an invoice ... simple and easy.

[pube12]

Originally Posted by thebarksmeow

This thread is a goldmine. Thanks to all who gave their knowledge and insight.

I second this. An absolute GOLDMINE. I'm blown away. There is NOTHING stopping any of us from starting an offline company. I work very closely with many similar businesses ($1-$10M/yr revenue) and there is so much opportunity out there it literally makes me sick (in a good way). There are no outfits out there that can give these businesses comprehensive solutions like they need. The only people that understand it are those just like you in this forum.

Now excuse me while I use this thread to complete my 2010 business plan Thanks to all who contribute.

[dremora]

AP, thank you so much for sharing this gold mine of information for free. You must be doing this for good karma or pay it forward as you said, that is extremely nice of you. Typical gurus would turn this into a seminar package with a multi thousand dollar price tag.

(Edit: I had some questions, but I figured out the answers myself by doing a search for AP's posts and reading all of his posts. So I'm deleting the questions since I already know the answers...)

I agree that positioning yourself and projecting confidence are very important. I got a 17k salary increase by just doing that ( 17k may sound ridiculous to you, but it's actually a huge number for a corporate cube dweller....You get the raise by positioning yourself right, not by working hard or brown nosing the bosses). I am learning psychology, and using human psychology can make or break it. Even if you have no portfolio to show, if you come off as someone who knows what they are doing and project the confidence by using subliminal techniques, you get the business.

Thank you again for posting this solid gold. I intend to use this information and spend my time developing a solid business plan and getting some clients rather than searching for another cubicle wage slave job. I have no intention to go back to the abysmal, depressing, humiliating cubicle hell.

Some advice to warriors who are interested in offline business: If you get a big check for upfront payment, then you can afford to hire the top quality copywriters, web designers, video editors and such.

[Dexx]

Originally Posted by not2blue

Dexx - I looked into Basecamp and used it for a bit, but I settled on DeskAway because you can create templates. Saves the trouble for you and your outsourcers if you have set 'packages'. If Basecamp had that feature, it would be stellar beacuse I use HighriseHQ to keep tabs on conversations with Clients.

Basecamp does have templates




Though looking at Deskaway (thanks for the tip) I like the recurring tasks ability, would be really useful when it comes to monthly packages...combined with email reminders....

hrmmm

I might make a free account and play around in there...thanks!

[Tsarina]

Thanks AP, Dexx and Tim Casleman for help!
Got few responders to my online website review offer (from ROI point of view including earning potential) from owners of ugly websites with no position. Doesn't look like they have big budgets to blow, but I still want to get them (and from them) at least something. I'm planning to chat with them on a phone, where should I steer them?

[reilly3000]

This may seem off topic, but I think it is very relevant to positioning and selling yourself:

What do you wear?

Appearance is very important "offline" IMHO and I haven't been able to figure out how to get it right...

Way back when I used to be a rep for Yellowpages.com (what a disaster that was...). Anyhow, it was mandatory to wear suit, tie, the full regalia. It was also mandatory to go door to door calling on businesses to offer local IM services. The suit was a red flag to any business owner who had been at it for more than 5 minutes... Yellowpages and Insurance folk tend to be overdressed and their appearance may help people to infer that they aren't very trustworthy.

However, as a business owner and consultant, does looking sharp put you in a higher category? Or does dressing extra casual make you seem more successful?

I tend to roll with the button down shirt and slacks look, but I need to mix it up, especially as I try to move up market. suggestions?????

[Fernando Veloso]

Since we're on positioning, just to let you guys know that I am writing a new company presentation and will do some recordings later this week with a chroma key.

The objective is to create a 3 minutes presentation.

Anyone with experience with this type of presentations - instead of slides?

[David]

Originally Posted by Ghalt

For example, choosing keywords to target. I see other SEO guys that are getting their folks to rank for keywords like "yourtown accident lawyer", "yourtown sex harassment lawyer", etc. So...if we get to number one on that phrase...that's nice, and all, but if that phrase is getting 4 searches per month, am I really adding that much value?

Yes we are

ranking for certain keywords, even if they are not getting a bunch of searches per month has benefits, it forms credibility, if we get our clients listed everywhere (locally, regionally) their prospective customers will think:

Geez! these guys are everywhere... Google must think pretty highly of them.

The night of the snow storm here in Frederick Maryland I dominated the entire 10 serps for Frederick Maryland Snow Removal

for the entire 24 hours... only one of the 10 organic serps were not us (my client)

Here's the kicker to Google authority/ regional hub in Googlebot's eyes:


Once you get your client the #1 spot on Something, it's easier to get them to be the authority is Similar to Something

it's a stepping stone effect

[Nathan Denton]

Hey Guys,

Just wanted to add a quick comment to this thread. I have been popping my head in and out over the last week or so and reading all the posts. A lot of great information has been provided throughout the thread and i've picked up a lot of tips which I am going to take away and apply. Thanks Dexx, AP and everyone else who commented.

[Maria Gudelis]

Originally Posted by Tsarina

Thanks AP, Dexx and Tim Casleman for help!
Got few responders to my online website review offer (from ROI point of view including earning potential) from owners of ugly websites with no position. Doesn't look like they have big budgets to blow, but I still want to get them (and from them) at least something. I'm planning to chat with them on a phone, where should I steer them?

Tsarina - if they don't have big budgets to blow - NEXT - unless it is a business owner that has a big sphere of influence - you do great stuff for that client...and he/she refers to you to many more...

the reason I say NEXT is because there are so darn many fish out there that have the marketing budget, have poor ROI websites, poor leads from no organic search results - or even google biz listings not even on there...

you've seen that with the great posts already in this thread!

that you should focus on who to target - the free website repair analysis is a powerful method to get clients paying you four, five figures, and more -

and this business is 'the ultimate business to start this decade' that can truly change your life (and ones around you)

that I'd hate to see anyone give up because they simply had the right solutions and the right bait, but were not in the right body of water!

make sense? what I mean is you and/or others (as I've seen it with my students) get frustrated spending lots of time in this but not seeing the financial rewards for all that investment of time...

and it would be a shame as there are plenty of biz owners who have the need, the marketing budget, and the desire to hire you!

You have what they need!

So...

"The Power of NEXT" - can make your life real good!

Hope that makes sense!

[AP]

How to Position Yourself
-CREDIBILITY-

From Wikipedia:

Credibility refers to the objective and subjective components of the believability of a source or message.

Traditionally, credibility has two key components: trustworthiness and expertise, which both have objective and subjective components. Trustworthiness is a based more on subjective factors, but can include objective measurements such as established reliability.

Expertise can be similarly subjectively perceived, but also includes relatively objective characteristics of the source or message (e.g., credentials, certification or information quality).

Secondary components of credibility include source dynamism (charisma) and physical attractiveness
------------------------------------------------------------------------

I'll list some of the ways I develop MY credibility BEFORE I introduce myself to a Prospect (not yet a client).

The #1 method is to be a book Author (I have 2 books that are linked to Barnes & Noble and Amazon). Instant Credibility, I am the Authority figure immediately. Clients will not debate you. I jokingly say "I wrote a few books on this subject, just Google Me or go to B&N, Amazon, etc..."

There is currently a WSO on WF right now: "The Amazon System-How to Write 1 Book per day" You're a fool not to buy it. It can make you Millions over your career. Seriously. Try getting a check for $25,000 to $100,000+ from a client withOUT being an Author.

You're losing so much money if you don't have a book. Not only do you lose money, but the Sale is 10x harder without a book. I have NOTHING to do with this WSO. I did buy it because I want to create another quick (11) books so I can say I've written over a dozen books.

When I am referred to a prospect I send my "Shock & Awe" package with my 2 books before we talk.

Radio Show: Go to >>> Talk Radio Podcast - Blog Talk Radio and record a radio show. Have it Digitally posted to your webisite. FREE.

So far you are an Author and have appeared on a Radio program.
Less than $50 and a little labor.

Website:

• Use FedEx and UPS logos (These companies spend Millions to market themselves. Use their credibility to rub off on you.)
• USPS logo
• Local phone number, Toll-Free if marketing out of your area.
• Credit Card logos (methods of payments accepted) in the prospects mind you have been Approved by 3rd party vendors who have spent Millions developing their credibility and they have Approved YOU.
• BBB logo (if you can afford)
• Local Chamber of Commerce logo (become a member, even thought I despise them)
• Offer some type of powerful "Guarantee" make it a logo
• Have PayPal and Google logo checkouts
• Post your Hours of Operation
• As seen on Google, Yahoo!, MSN, Bing, etc...
• Any Awards you have earned. Can be used even if it does not have anything to do with your work. Charity support, etc...
• A picture of yourself (even better if you have a puppy next to you)
• Press Releases: Electronic, Newsprint, etc...
• Any Association you belong to
• Affinity groups
• Testimonials: Splash these all over your site. Do NOT have a separate page.
• Favorite Charity logo
• Favorite Books you recommend
• Celebrity Endorsements if you can get it.
• Pics with Celebrities. I have pictures with Dan Kennedy, Perry Marshall, Jay Abraham, Tom Hopkins, and many others on my site, shaking their hand or standing side by side.
• Pics with "Centers of Influence": Doctors, Nurses, Police, Fire, EMT, School teacher,
• Contact page: Picture of your office or building. Google Map, Fax #
• Link to Secretary of States office to YOUR Business Listing
• Create a video of YOU speaking for a few minutes.
• Audio with a Static picture will also work

That's it for today. I'm sure I'll think of more.

This information is Worthless unless you IMPLEMENT.

Hope this helps.

~AP

[Maria Gudelis]

Originally Posted by AP

This information is Worthless unless you IMPLEMENT.

Hope this helps.

~AP

Love it! Glad I have 3 books being published this month on Amazon!!! LOL!

[dremora]

Priceless advice from AP.

Tim Ferriss wrote a chapter on building credibility in a similar manner in Four Hour Work Week. In one of his examples, he talks about this lady who registered herself (free to register and get listed) on some serious sounding associations about gender equity and such. Next she went to the colleges in town and offered free seminars about relationships and gender gap problems. Then she walked into some community organizations and gave free seminars there. She compiled all of those into a video portfolio of course. She submitted press releases and articles and such. then she contacted some corporations and offered to give relationship/work/family balance seminars to the employees, for a charge. She listed her portfolio, associations and titles. She got some business, and with the corporate clientele in her portfolio, she became one of the top relationship experts in no time. Now she charges hefty consulting/coaching fees.

It's not that hard to build credibility.
If you don't know how to write a book or hate writing, hire a ghost writer on odesk.

[Thomas W]

Biggest issue some of you have is where or how to talk to prospects. What I have used is

Do something, Learn something, Share something, Change something - Meetup.com

I live in a large city and their are tons of meetup groups. Most of them are absolutely free. Although some require you to buy an appetizer or drink if the meetup location is at a restaurant or something similar.

[dremora]

Meetups are great. There are business meetups where you can meet local business people in a casual setting. If you are good at schmoozing, you can score a few prospects then and there.

[Jagged]

Just a thought...

As these threads grow larger they have a tendency to get deleted from the forum...most times without notice, as did the infamous "cash cow" & the "single dad" threads....tons of valuable information was lost forever...

Go to the ToolBar above...Under "thread tools" is "show printable version"...which can be saved to a PDF with the converter Allen Says so kindly provided here in the WF...
*download & set-up the PDF converter first...then try this method.
Disclaimer: this would be for your own personal use only. You can not create a WSO, sell the PDF or re-distributed it.

http://www.warriorforum.com/warrior-forum-news/2499-warriorpdf-turn-any-page-into-pdf-file-just-printing.html

Or...better yet....Subscribe to the thread by clicking "thread tools" on the toolbar above...set-up a file & copy/paste the valuable posts to it on a word document.....come back often to get as much info as you can...

Hate to see the value of this thread go to waste...

[fab]

Originally Posted by Jagged

Or...better yet....Subscribe to the thread by clicking "thread tools" on the toolbar above...set-up a file & copy/paste the valuable posts to it on a word document.....come back often to get as much info as you can...

Hate to see the value of this thread go to waste...

Agreed, I've got a 27 page Word doc of just AP's posts and responses to other peoples quesions, pure gold here! I'm using that document to create a second Word doc that I'm calling my Offline Consulting Business Plan to help me organize all the great information and develop my plan of action.

AP, I'd like to send you that document to look at if you have a minute. I just want to make sure I have all the concepts and processes in place and aren't missing anything.

Thanks so much AP and Dexx for all this great information!

[Lance K]

Originally Posted by Jagged

Or...better yet....

Hire somebody at elance, odesk, etc. to do it for $20.

[AP]

Ok, I need to respond to emails and PM's I have received involving this thread.

People are asking "Why are you providing all this info? What's your motive behind this, you could have sold this to us and made a lot of money?"

Will there be a WSO? What about an Info product or course, etc...?

I can tell you for a fact, "The "Teacher always learns more than the Student."

Every time I have taken on the task of Teaching other people to do something, it has "Honed" my skills immensely. It forces me to rethink the entire process and make it even better.

It reminds me of ideas and strategies that I had forgotten.

This is most likely why I am so fluid with my detailed answers to business owners. I almost feel sorry for the business owners I meet, they have NO chance.

It also keeps me updated as to what others are going through in their offline business.

There will be No WSO, No Mentoring 1 on 1, No info course, etc...

I get as much or more out of this than YOU.

~AP

[Sebulba]

Originally Posted by AP

Ok, I need to respond to emails and PM's I have received involving this thread.

People are asking "Why are you providing all this info? What's your motive behind this, you could have sold this to us and made a lot of money?"

Will there be a WSO? What about an Info product or course, etc...?

I can tell you for a fact, "The "Teacher always learns more than the Student."

Every time I have taken on the task of Teaching other people to do something, it has "Honed" my skills immensely. It forces me to rethink the entire process and make it even better.

It reminds me of ideas and strategies that I had forgotten.

This is most likely why I am so fluid with my detailed answers to business owners. I almost feel sorry for the business owners I meet, they have NO chance.

It also keeps me updated as to what others are going through in their offline business.

There will be No WSO, No Mentoring 1 on 1, No info course, etc...

I get as much or more out of this than YOU.

~AP

I just wanted to thank you for everything that you have contributed here, it has been truly enlightening. If there was just a way to plug a USB cable into you and download what you have in your brain...

What you have given us in priceless though

Seb

[feiyie]

Wow, I'm getting a lot of ideas from this thread. I'm actually thinking of putting up an offline consulting.. XD

[Dexx]

Originally Posted by feiyie

Wow, I'm getting a lot of ideas from this thread. I'm actually thinking of putting up an offline consulting.. XD

Less thinking, more doing! =)

[vitto]

Hey guys, I just want to say thank you for all of this valuable information that you have contributed. It has help change my life dramatically.

I took your advice AP, Dexx, and TimCastleman (also with the help of Dan Kennedy). I raised my prices and went after bigger clients.

Before the new year came around, I contacted 4 high profile doctors in the surrounding area and I was able to meet with 2 of them during the first week of Jan. Both DR's already had contracts from other companies doing their PPC and site maintence but neither we're getting results that they were promised. I briefly educated them on PPC and gave them ideas on how to market their business's and products online.

I walked away from both meetings without trying to sell them a thing. One week later one of the doctors ask to meet with me again.
Before I went to his office, I created a couple of new products in my shopping cart with new price tags. (I make my clients pay online with auto billing so I dont have to worry sending them invoices). We met at his office and by the time our conversation was done, he paid the new set up fee of $3200 with a monthly recurring charge of $1,200 for 12 months (totaling $17,000), yes he signed my one year agreement even though he still has two months left on his contract with the other company which he was paying 500 a month. (I know you guys charge more, but just bare with me, I was charging 99-500 before, averaging 350 per client)

Since I was still high off of that $17,000 deal, I followed up on the other doctor that same day and I was able to create an agreement with him for two of his locations ($6,400 set up and $2,2000 monthly totaling $32,000, yes he still has a contract with the other company but is taking them to court if he can't cancel, because they haven't been returning his phone calls or emails for the past 2 months) and we are now we are working on agreements for 2 of his other projects that he has, one of the projects involves a former NFL player.

Also, on Saturday alone I was able to up sell two of my existing clients from $450 a month $1,200 totaling $14,440 each. Yes I know it sounds unbelievable, but since they have noticed an increase in their profits since they signed their previous agreement they had no problem signing a new one.

Guys because of the info on this forum, I was able to make my bank account, my wife and myself skip a heart beat. In less than a month (more like two weeks), I have been able to change my financial status. I know that their is still much to learn, but I am ready for it.

I wasn't going to post this, but I wanted to show you guys, that if you have the right mindset (suspend disbelief as frank kern would say) and take massive action, magic happens or it seems like magic.

Thanks once again.
Vitto.

P.S. Sorry this was so long...

[Buildingfutures]

Originally Posted by Dexx

Less thinking, more doing! =)

No joke! Taking action is one of the best feelings in the world! I'm currently working on an email I'm going to send out to all the guys I sent out a direct mailer to. Then I'm going to script myself a phonecall to leave on their message machine after hours tonight.

I'm also working hard on my website doing what AP said. I need more credibility to get at these owners with! They'll be busting down my door when I send out this email with a link to my finished site (when it is finished).

TAKE ACTION MY FRIENDS! It is worth it, even if you get nothing back.

What?

Yes! Action breeds more action. It is harder the first time around to send out a mailer, email, or call. The second time, its much easier, and the third time is easier still!

Just get out there!

-Sean

[jrod014]

Great info Vitto!!

One question. How did you get past the "gate keeper" to speak/meet with your 2 doctors?

What methods worked for you?

[SpyGuy]

Just wondering....

Has anyone tried direct "fax" marketing to their clients?

Fax them a sales letter or advertisement etc..?


I would like to know if it worked or why it doesnt work if anyone has some experience doing it.

[vitto]

I was able to get past the gate keepers this time by going directly to the doctors via email. I found the doctors emails on their website.

The first doctor actually responded that night via blackberry saying that he had someone else taking care of his internet marketing, but if I can put together a proposal, he'd take a look at it. I replied, "instead of a proposal, how about I show you proof" which led into a consultation at his office.

Some times, doctors have someone else handling the emails coming in from the website, which was the case of the second Dr, his office manager forwarded my email to him and the dr replied to my email asking me "how much would this cost", I replied that "I would be happy to talk about cost in a meeting" which led to a consultation at his office

Since then, I have sent out 50 emails and got a total of 6 replies directly from doctors and I have meetings set up for this week and next week for all 6 that responded, well 5, because one of the meetings is actually with the office manager. I will follow up with the others via snail mail and or phone.

Vitto

[phil.wheatley]

Amazing thread!! I was just asking Dexx a question and he said that AP had just answered that in this very thread, it's like one massive free WSO!! By the way, thanks Dexx for your help, I bought your product and it has been very useful.

AP and co, thanks also for your generosity in giving up all this info for free. The cool thing is we can all benefit, and many of us wouldn't be competing as we all have our own local areas ;-) It's just getting the confidence, but having just watched that video that Will Smith did on Frank Kern's blog can really do wonders for the mindset.

Phil

[Chris Hunter]

Originally Posted by Jagged

Just a thought...

As these threads grow larger they have a tendency to get deleted from the forum...most times without notice, as did the infamous "cash cow" & the "single dad" threads....tons of valuable information was lost forever...

Go to the ToolBar above...Under "thread tools" is "show printable version"...which can be saved to a PDF with the converter Allen Says so kindly provided here in the WF...
*download & set-up the PDF converter first...then try this method.
Disclaimer: this would be for your own personal use only. You can not create a WSO, sell the PDF or re-distributed it.

http://www.warriorforum.com/warrior-forum-news/2499-warriorpdf-turn-any-page-into-pdf-file-just-printing.html

Or...better yet....Subscribe to the thread by clicking "thread tools" on the toolbar above...set-up a file & copy/paste the valuable posts to it on a word document.....come back often to get as much info as you can...

Hate to see the value of this thread go to waste...

I use PDFmyURL.com - Convert and save pdf from any webpage for free just for this purpose. It even has a bookmarklet that you can add to your browser toolbar. Quick, easy-peasy!

Got a whole folder full of all kinds of goodies! Each page of a thread here usually equates to an 18 page PDF.

[vitto]

Originally Posted by EndGame

Out of interest,

If you have some one on the phone, and you have convinced them to buy, and they are ready to, do you get them to post a cheque, or do you go meet them, sign an agreement and then collect a cheque?

Just wondering people's approaches to actually getting the money.

I use 1shoppingcart.com I send them the link via email that takes them directly to the shopping cart. I also email them the agreement, they print it out and sign it, fax it back. I have them mail the hard copy and have them charge it to my fedex account which they end up paying for anyway or I'll pick it up in person.

[Vagabond 007]

Originally Posted by SpyGuy

Just wondering....

Has anyone tried direct "fax" marketing to their clients?

Fax them a sales letter or advertisement etc..?


I would like to know if it worked or why it doesnt work if anyone has some experience doing it.

It's illegal. You need permission to fax businesses.

[SpyGuy]

Originally Posted by Vagabond 007

It's illegal. You need permission to fax businesses.

so all those faxes that come through for cheap cosmetics, sales training seminars, vacation packages etc

are all illegal ?

I did not know that?

[SirThomas]

Originally Posted by SpyGuy

so all those faxes that come through for cheap cosmetics, sales training seminars, vacation packages etc

are all illegal ?

I did not know that?

here's a link to more details:

Fax Advertising: What You Need to Know


Thomas

[DogScout]

another way to get past the gate keeper is buy $30 dvd players, put the offer on a dvd, insert it in the players and have them delivered by courier. Open rate is around 70%+ (by the doctor, lawyer or other hard to reach professional). The close rate is also high because that alone shows initiative and out of the box thinking that gets the job done.

[tferraro11]

AP can easily make 1497 a month from a client for Internet marketing, such as on-site and off-site seo. If he has a great portfolio he could earn more. If you click on my signature you can see my services and how I break them down...

[StackThatMoney]

It's all about your credibility and offline advertising services. I tried to setup a small company for offline marketing and it failed. Even though i have 6 years experience with online marketing the way i demonstrated my services to potential clients didn't communicate how much it could benefit them.

[reilly3000]

Before I went to his office, I created a couple of new products in my shopping cart with new price tags. (I make my clients pay online with auto billing so I dont have to worry sending them invoices)

You should really look at getting freshbooks. Its a SaaS billing solution that lets you invoice AND charge your clients (including EASY recurring billing) via e-mail or snail mail. The good thing about the snail mail is that they MAIL IT FOR YOU.

Its a great way to automate a mundane task and very affordable. The invoices look very professional and your clients get an online interface to pay bills/check their balances, etc.

FreshBooks - Online Invoicing, Time Tracking and Expense Service

[reilly3000]

I heard an EXCELLENT CD with a few tips and a pitch by a sales consulting guru Scott Channell with some excellent prospecting tips. He covered a very interesting technique that uses fax:

Assuming you don't know who the right decision maker is-

Call up the gatekeeper. Say you have some information you want to send to the handles "Marketing" or "purchasing" ... whatever you're selling. Don't ask to speak to the person, instead just say would it be better to fax or e-mail them. Fax is always safe- 8/10 times you'll get the fax number. Ask who you should address the cover letter to. Done.

Send the fax or don't, but you have the decision maker. Like it or not, spam faxes have 100% open rate. But your fax isn't spam, now is it? You have a personally addressed letter that will help the business improve their bottom line dramatically.

I've not tried this technique (all my current prospects come to me) but I believe it would work very effectively A. to identify the DM, and B. to have the OPTION to reach them via fax- they 100% get less spam in fax than e-mail.

If I were doing it, I would have my VA pull a quick report of their site rankings with relevant keywords, alexa traffic, and get a quick read on their social media footprint. This is valuable, useful data. Send the fax with a link to my lead form + video.

What not to do: BROADCAST FAX. Why?

1. You are breaking the law.
2. You just told everybody on the list that you would like to handle their marketing and you market yourself using illegal methods.
3. Its tacky!

If you're new to setting appointments, Scott Channell has some gems here:


Scott Channell Sales Prospecting Cold Calling Setting Appointments audio tips

[Gene Pimentel]

Originally Posted by vitto

I replied, "instead of a proposal, how about I show you proof" which led into a consultation at his office.

Love that!

[Steve Peters Benn]

Hey Vitto,

A good proposal, in my opinion, is proof and scarcity - not all the rubbish and ego inflating (of yours and theirs that goes with it). Proof is very important, but a lot of people struggle to get their head around it and accept it - presenting it in an easily digestible manner is really important...

[Tsarina]

I use "one note" clip there interesting part of the thread (about half on this one) add my own notes, other bits of info and screen-shots if needed.

[MADULALI]

I agree with Dexx. Let me give you an example of what happened to me recently.

I had received a certificate for a massage. And as the massage therapist was getting setup to give me my massage, she asked what I did and I told her. Once she heard how I make small businesses money by improving their marketing, systems etc., she was interested in every word I had to say.

She proceed to tell me how business had been slow for her over the last year and she needed some help to increase her business.

I knew that she could not afford my normal fees, which starts at $4,500 upfront, a monthly fee starting at $1,000 and/or a percentage of the increased sales.

So, with all the signs screaming at me not to do it...I opened my big mouth and agreed to provide her with a simple 1 page website for $1,500 along with a special report that can be used as a handout to help her get more clients. And to top it off, 1 hour of my time (I charge clients $1,500 per hour for consulting advice.) to help her out. Also, there was a paltry monthly maintenance fee of $250.

Bottom line, she was so excited and said that she would have her money in 2 weeks and for me to call her then.

I called her at the appointed time and she said that she was interested and to please call her in 1 hour because she was had an appointment with a client. I told her to call me once she finished. I got busy and 5 hours later, I thought about it and called and got her voicemail and left a message.

To this day (it has been about two weeks as of the writing of this post) I have not heard back from her.

So what's the lesson:

1) I violated my rule. I normally work with companies that has gross sales of $1 Million or more.

2) If I do work with smaller companies, however they pay me upfront for my advice and the right to get to work with me.

Summary: This was a mom and pop operator who could not afford the $1,500 fee and had just wasted 15mins of my time.

The reason why most people get started in offline marketing and charge small fees is because they go after the low hanging fruit (Mom and Pop companies.)

As a current offline business owner who has owned franchises, started business from scratch, built multi-million dollar business, I would have love it if some one would have come into my business and be willing to increase my revenue.

I would have gladly been willing to pay an upfront fee $5,000, $10,000 etc. plus a heft monthly retainer for results.

So, if you want higher fees, then go after clients that can afford to pay your fees.

Michael

Originally Posted by Dexx

While some people will "blow smoke" regarding potential results, it is hardly uncommon to secure client deals for $10,000+...I have already done three of these myself and I'm just getting started.

At the end of the day it boils down to three things:

1) The market you are targeting
2) The value of the services you are providing
3) You belief in what you are worth

Are you going to approach a Mom and Pop business that spends $500 a month on advertising with a consulting package for $1,500 a month plus $5,000 setup fees? Maybe...but mostly likely they won't be able to afford your services.

Now you approach a business spending $25,000 a month on billboard, Yellowpage, and Radio Ads (which my 3rd client happened to be doing) and voila...3 meetings later I secured a $13,000 website re-design agreement with marketing services to be implemented shortly. (working out details)

Did it take any more effort to approach a larger business than a Mom + Pop shop? No, I just analyzed where they needed my services and made them an offer to help....they responded within 24hours and the rest is history.

Just like BMW and Lexus don't target their marketing to the same demographic as Kia or Honda, I don't go after smaller businesses with smaller budgets.


Now if people go in with the mentality of "no way can I charge much" or "those guys are full of crap, nobody will pay that much" ... then you WON'T get clients paying that amount.

If you believe your services are worth $100 - $400 a month...then guess what you'll be willing to accept for payments and clients.

For example I had a lady contact me this week inquiring about getting marketing for her small interior design company that she owns. She has a few clients already, and contemplated doing bus stop advertising etc. but didn't want to waste money as she didn't know how to do it properly.

I spoke with her for about 15 - 20 minutes asking my prelim. needs analysis questions, and she could use a ton of help, she saw the value in my business and was excited to get started...then I asked her marketing budget... and it was $500.

For $500 she was hoping to get a small website designed (she owns a domain URL for a company but has nothing setup). Unfortunately I've already made a minimum price for my services (in my head) of $1,997 for website creation etc.

I explained to her that at this time her marketing budget wouldn't be able to retain my team's services, but gave her some advice as to where to get started (social media, etc.) and explained that in the future (budget permitting) we would gladly sit down with her and develop a marketing strategy ($997 for marketing blueprints).

Could I have helped her do something for $500? Sure...I mean simple blog setup etc. would take maybe an hour or two...but then I devalue my business for a cheap buck. No deal. I work with business that can afford the price that I have positioned my business to be at.

By the way, the client that I mentioned above has already passed me referrals (them calling me) as their business connections have asked for recommendations as to who to work with... and once I work with them...I'll most likely get more referrals of the same caliber in business size.

So yes, target who you want, but expect results that match your expectations.

[Tsarina]

Maria Gudelis - thank you, now I now how to deal with lack of good portfolio. Dexx, like book idea (as well as many others), wanted to write for a while, once I figure our offline marketing I'll start first book. AP, material is priceless, way passed any any WSO it's more like marketing academy. Tim Castleman, thanks, first batch of postcards are going out Friday.

Two questions:
1) I'm giving away (as lead generation tool) review of one's website and scoop on their competition. I'm having hard time wrapping it into cool value offer not spam. Planing to sread it to owners of interesting websites and to LinkedIn and MeetUp. Any advice... I'm just lost.

2) There is HUGE appliance store in my area with bad website and based on TV commercials nice budget. I got name and email of the store owner... but how do I approach him?

[JRG]

I've been following AP's posts since I first found him on another thread and have seen some great content. Any question I have asked in PM I have also received a quick reply to.

He clearly knows what he is doing and has been very generous with his help. Just make sure that we are thanking him and far out number the losers who come on here and imply that he is "blowing smoke". Those people will be here 10 years from now with posts asking "how do I make money?".

I'm amazed at how many people are questioning and replying with "but, but", take the free advise and run with it! Make something happen. Sitting at home believing it is too good to be true or that it only works for some people will only keep you on this forum wishing you were making more money.

It's been a while since I've posted on the WF. This is because as part of my goals in 2010, I wanted to get some things organized so I can better implement some of the strategies I am learning and to work smarter instead of harder. That included dropping some projects so I would have more time for others.

The key is to go out and make it happen. Take notes and then create a plan to act on them. Step by step so you are not overwhelmed and staring at a ton of notes and not taking action. Get one task done at a time. I, as others have stated have created pages of notes from this thread alone and from that I am making mind maps and task lists.

I have already used much of the advise to raise my prices, I even went back to a few of my clients and implemented some of the new ideas I got here for free. They have worked and resulted in more referrals!

If your back is against the wall and need money right away, you may want to consider doing something else to get funds in. I say this because when rent is due tomorrow and you are talking with a business owner it is easy to keep dropping prices and look desperate.

This is one instance where "fake it until you make it" may be helpful. It may be really hard to say "call me, I will be not be calling you" but sometimes that is what it takes.

[JRG]

Oh and just as another example of how sometimes businesses are truly clueless.

One of my newest clients among many mistakes, does not have call waiting on their phone. And their answering machine had the generic message that comes with it that says "sorry no one is here right now, please leave a message" in a computer voice. lol

So unless you called at the right time you either got a generic voicemail message or a busy tone!