[DogScout]

One other quick note: where as the success rate in IM is only 3%, the failure rate in this business model is only 3%. (97% successful!)

So if you are up against a wall or ready to throw in the towel, just read the 8-10 pages in this thread; pick up the local yellow pages and do an hour of research; and get out there and talk to 2 or three business owners. I guarantee you will come home with a check between 3-5k from one of their February ad budgets and be instantly successful.

But that means READING the thread! A lot of replies have been made on this thread from people that obviously haven't read all the information here. This thread alone is a blueprint for starting a business model that NEVER fails. Then all you need do is implement this info for the new client, join a few other mastermind groups and your in the top 1 % of income earners in the country while providing the single most over looked under utilized advantage a business can use.

[DogScout]

Originally Posted by reilly3000

Can I ask some numbers questions? I'm all about numbers...

What do you consider capacity - i.e. how many clients can you and your staff service effectively?
Unlimited - or limited only by an individual's ability to organize, 99% of the work can be outsourced to various providers.
What is your close ratio on what you consider to be "qualified" prospects?
100% if you follow a funnel. Less if you want to start today, but still high as the market suffers from an extreme lack of providers and an even greater lack of competent ones.
How many prospects do you disqualify to get a qualified prospect?
Depends on the area you operate in. You can disqualify a client because of attitude in 5 minutes. Other disqualifying factors can be done on-line in 10 minutes.
Average client retention in months?
Forever or until you are tired of them. (If you do a good job. No one fires someone that brings in the ROI you will.)
Minimum revenue of your target prospect?
Varies by model, read this thread to see AP's revenue target, I prsonally have taken a company that had already talked to a bankruptcy lawyer; they fired the lawyer.

Can't say thanks enough- count me among the changed lives here.

Dexx- great post about the Mom and Pops... my business has struggled by not going after the right-sized fish. I've actually had clients that I brought an incremental 15 new clients each month through SEO, PPC, and Social Media nickle and dime me over a $15/month hosting fee. Its a penny pinching mentality.

Fire those clients.

[Fernando Veloso]

Hey guys,

Just got back from the appointment with one of our customers.

As I said in another post, he wants to market other of his companies. He has everything you can think of: structure, employees, trucks, office, etc etc. He just misses his "market".

So we talked about creation new sales funnels (online), keep the relation with the client for longer, sell them again and again, develop authority brand in his market, and cross sell other services from companies he owns.

He just got both delighted and scared.

- Delighted with new approaches to reach clients and sell to them more often.
- Scared to understand he doesn't has a clue what the hell I was talking about - bare in mind I was just showing how the right investment can reach good ROI in his niche market (gardening).



I have to deliver a quote next days resuming everything.

So far I have: (bolded is what he's going to read, all the rest is just for information-analysis over here with you guys)

Consulting (todays and next meetings) - $
Competition Analysis - $
Market Analysis - $
Web Development - $
Customer Relation Development (list management) - $
Web Brand Development (SEO, Video, Press Releases, Blog Comment) - $

This is our Quote Headline:

Build Offer
Build Sales Channels
Build Traffic
Build Prospects List
Close Sales


What do you think?

Fernando

P.S: Next appointment my wife is staying at office. She just keeps interrupting the meeting asking questions completely out of sense to what we're talking about. Disaster!!

[AP]

Originally Posted by Steve Steinitz

AP,

Wow. This thread is a keeper. You've shared so many great ideas, and the personality between the lines is priceless.

One particularly tasty slant was interviewing one's potential clients.

Would you be willing to elaborate further on your seven-page questionaire?

All the best,

Steve

I would visit this forum next week, starting next Monday. Something tells me I will post my Fact Finding Questionnaire next week.

It will only be up for 72 hours, the early bird gets the worm.

[Sebulba]

Originally Posted by AP

I would visit this forum next week, starting next Monday. Something tells me I will post my Fact Finding Questionnaire next week.

It will only be up for 72 hours, the early bird gets the worm.

I am really interested in that, thanks in advance AP.

[AP]

Comments in Blue.

~AP

Originally Posted by reilly3000

Can I ask some numbers questions? I'm all about numbers...

They call me Mr Metrics, really. I'm all about the metrics. Once you know your numbers, you can Reverse Engineer your sales process.

What do you consider capacity - i.e. how many clients can you and your staff service effectively?

I currently have 38 clients. I also have (3) Filipinos who work for me full time. Salary ranges between $75 week and $125 week. They are great.

I am doing a Massive launch to over 3,000 businesses in the same niche in the next 2 weeks. I am limiting the membership to 97 co's. They are ALL in the same niche. Do the work once, get paid forever.

I'm charging $797 set-up fee and $797 month. All Group coaching via teleseminars, webinars, newsletters, etc... I am doing far fewer Services. About $80k a month if all goes well.

I am in the process of hiring more Filipinos as we speak.

What is your close ratio on what you consider to be "qualified" prospects?

As DogScout stated, I close about 97%. It's so rare a prospect doesn't retain my services. Remember, the Positioning is done FAR ahead of any meeting. 97% of these co's have decided to use my services before we meet.

How many prospects do you disqualify to get a qualified prospect?

Zero. They all go thru my Sales Funnel. The ONLY ones who get thru to me are Serious.

Average client retention in months?

100%. Clients don't leave when they are getting a ROI of 4-1 or better from their investment in your services.

Minimum revenue of your target prospect?

It used to be $497 month, now it's $1,497 month. That was for personal 1 on 1 meetings in their office.

My new Coaching program will be done as a Group, so that will be $797 month.

Can't say thanks enough- count me among the changed lives here.

That's awesome. I do this for your children or future children. I don't like to see children suffer. I hate to see so many children screwed up from divorced families. Money issues can tear a couple apart. Especially in these times. I know some of you are struggling, I get the PM's and emails constantly.

Go offline please, even if it's just for a few months.

You can come back to True "Internet Marketing" later. Pay your bills, build up some Monthly continuity monies (even $1,500 month) and build up a small reserve to get that Monkey off your back. It's extremely hard to get the creative juices flowing when the lights are off and no food in the fridge.

Dexx- great post about the Mom and Pops... my business has struggled by not going after the right-sized fish. I've actually had clients that I brought an incremental 15 new clients each month through SEO, PPC, and Social Media nickle and dime me over a $15/month hosting fee. Its a penny pinching mentality.

[AP]

Originally Posted by phil.wheatley

Hi AP (and gang)

I've been through the whole thread, and it's amazing. At one point you mentioned you were going to post a list of essential reading? I hope I haven't missed it, or being impatient (I don't want to get flamed lol).

Any chance you could recommend some stuff to read which you feel has helped you in this area. I keep hearing that Dan Kennedy's no BS book is good etc.

Thanks
Phil

Coming soon to a Forum near you.

It's gonna be more than just books, ask DogScout.

[phil.wheatley]

My goodness, can't wait! Hey, do you guys wear a suit to your meetings, or rock up in jeans and t-shirt? Silly question probably, but just curious.

[DogScout]

If AP shares on a public forum, half the resources he has shared with me, anyone willing to read the 8-10 pages of this thread in January, should be making 20-50k a month by June.

The only road block will be being too lazy to implement the information. I was of the mind that he should open a membership forum that would easily be worth 2-300 dollars a month to be a member of and churn out 4-6 one-five thousand dollar info packages a year. I would certainly join and buy his products. that would be a drop in the bucket of what they will return.

Instead, he is sharing this info free of charge to anyone, member of WF or not, that has half a brain. Like I said previously, IM is a 3% overall success rate; this is a 97% success rate and the money is more (a lot more than an average IMer's income) and immediate.

The other upside is: small businesses are the backbone of the economy, no matter what country you are from. Small businesses employ over half the worlds work force. This is a profession sorely in need of COMPETENT providers. if 1-2000 people from here (or lurk here) implement the info in and soon to be in this thread, the effect would be greater than any 'stimulus package' a government could come up with. If enough apply, implement and continue their education in this field, the world wide recession can quite literally be over. AND this forum will have spawned 1-2000 new millionaires.

That's a fact!

[DogScout]

Originally Posted by phil.wheatley

My goodness, can't wait! Hey, do you guys wear a suit to your meetings, or rock up in jeans and t-shirt? Silly question probably, but just curious.

I think AP wears a Superman suit under his clothes

^
Bill Glazer

[DogScout]

or...

:pLOL:p

[MADULALI]

AP has given some great ways to gain instant credibility, as a matter of fact, I use most of them myself.

Now I just want to give you another way to gain not only instant credibility but also instant celebrity status.

This is something that is very simple that everyone can do.

This strategy involves hiring b, c, or d level famous persons in your city to be your spokesperson for a day, week etc or to endorse you, your company or your services.

I have hired local celebrities for as little as $100 for an afternoon.

If you were to combine their appearance with a charity event, then more then likely they will appear for free or almost for free.

The thing about local celebrities, is that they are delighted that you asked them to help you.

More than likely, their 15 mins of fame has past them by and by you asking them to work with you gives them 3 more mins of fame.

Here's a partial list of the type pf people you can ask to endorse you, your company or services:

1) Retired football players

2) Retired basketball players

3) Retired hockey players or other retired athletes

4) Retired/distinguished business owners

5) Famous college athletes that is well known in your city

6) Retired or current politicians (I am working on doing something with the current mayor of my city that will give me television time and notoriety. And get this, it will only cost me less then $20 to implement)

7) Popular educators:
a) University Presidents
b) Slightly famous college professors
c) Board of educators

8) And many more...just use your imagination

If you were to use this simple strategy, here are some side benefits that can happen:

1) Getting past the gatekeeper will be a thing of the past because you went from a nobody to a somebody by your association with the local celebrity.

2) Business owners would love to be in your company just to hear stories about what this local celebrity is like to be around in person.

People are fascinated with celebrities, so why not use that to your advantage.

Now...go use this stuff.


Michael

[phil.wheatley]

@ Dogscout - Haha, classic!! Well, ask a silly question and all that ;-) Truth is, you and AP probably do have super powers! ;-)

[tbsweet52]

Made my first attempt and failed. But I don't think it was my fault..

My brother-in-law has a good friend who owns and runs a website that sells authentic sports jerseys. I went to his website from a business card he gave me to check it out and noticed a TON of things right away.

First, on his homepage he didn't even have the word "jersey" anywhere. His title was blank, his meta tag and description was blank, and his site just looked like crap.

To make it worse (kind of), I go to his products page and it has a link to see what's available. I click it and it opens up an Excel Spreadsheet with hundreds of jerseys listed with 5-6 digit indentifier numbers and no pictures.

So I'm sitting here thinking, "Wow, I wonder if anyone knows about his site?" "And if they do, I wonder how many sales he is actually getting (if any)"

So I decided to shoot him an email and after I re-read what I wrote I was impressed with myself as I laid it all down nice and easy for him to understand. I told him that I could help to get him noticed in the search engines and I would do a total redesign of his site. I offered all of this stating it would be done at a low cost as I'm just starting out. I even added in "Imagine what would happen if you were on the first page of Google" to make it sound nice.

Well..he wanted no part. Maybe his offline marketing was good and he didn't need to be found in the search engines..I don't really know.

His loss I guess.

[DogScout]

You didn't fail, he did. All you owe him is an apology for not being clear enough.

If saw him, I'd say "I apologize I didn't make myself clear... When I made you that web site offer, it really wasn't optional. You are married to my sister whom I love and having that site in the family is an affront! So, when are you emailing me the access codes. :|"

lol
Edit, I see isn't your brother in law, just his idiot friend. Not your fault he is stupid. Will always be mediocre businesses that struggle needlessly, cant save everyone, got another appointment today?

[SpyGuy]

Originally Posted by JR Griggs

It was just last month that I was BS'd by a competitor about how I didn't know anything because I had not read the "Google Visual Syntax Report" googled it to death and it doesn't exist. But apparently this report was going to teach me that my theory that a website visitor looks to the top left of a page first was incorrect. lol

Sounds like he is talking about something like this:

F-Shaped Pattern For Reading Web Content (Jakob Nielsen's Alertbox)

[Dexx]

Originally Posted by DogScout

This is a profession sorely in need of COMPETENT providers. if 1-2000 people from here (or lurk here) implement the info in and soon to be in this thread, the effect would be greater than any 'stimulus package' a government could come up with. If enough apply, implement and continue their education in this field, the world wide recession can quite literally be over. AND this forum will have spawned 1-2000 new millionaires.

That's a fact!

I really want to drive home this awesome statement by DS.

A few of you (maybe more) seem to be in this state of mind that "if he is sharing information, he must be up to something! What's the catch!?"

You want to know what the real catch is?

The fact that people like AP, DogScout, Maria Gudelis, can live the rest of their lives knowing the information they have shared has improved the lives of THOUSANDS of people they will NEVER MEET.

Think about it... AP helps even just ONE of us help ONE business...as a result that business is able to not only STAY in business, but HIRE more people...people with families to feed and that depend on their income.

Not only that, but the person helping that business has probably improved their own financial situation by HELPING that business.

Now take that knowledge, and spread it in a forum FULL of intelligent marketers...you exponentially help MORE people...a lot more than hoarding the information for himself.

Here is the REALITY guys:

There is more than enough business for everyone to make money helping businesses out there...we are NOT competing with each other!

This isn't like some new way to trick Google, or take advantage of Video Marketing...realistically you will probably need less than 50 businesses (for some even less than 10!) to really make a good living...something that might not be possible when competing in the "limited" space of Internet Marketing alone.

So absorb this information, but better yet, SHARE your own experiences...let's SHARE our stories, and LEARN FROM EACH OTHER...in the end the lives of many many people will be positively affected.

/end rant =)

~Dexx

[Hail-To-The-Redskins]

This thread has got to be one of the better, no strike that, THE BEST offline threads ever created on this forum.

I remember seeing the infamous "cash cow" thread and that was probably the one that got me interested in doing this for a living, although I was working for a private company overseas at the time, and literally had no time to implement it.

But I planned, studied and studied some more until the day that I would return back home. And thanks to that thread, some hard work and studying and getting involved with a mentor who makes millions in this business, I am doing ok and enjoying it too.

I get a real satisfaction out of helping small business owners, particularly at this difficult time.

And I suppose it is the same for AP, Dexx and the other main contributors to this thread. Its about helping other, without any strings, any catches, any product at the end of it, its pure and simple help to have others achieve a better way of life.

I have nothing but admiration and gratitude for these guys. I'm sure you're all busy and possibly have 'more important' things to do than post on this forum.

But no, you've taken time out of your day to contribute to others education, its just a shame some people here don't realise this and are wondering what the catch is.

Just my 2 cents,

Thanks

Simon

[Fernando Veloso]

Originally Posted by Dexx

So absorb this information, but better yet, SHARE your own experiences...let's SHARE our stories, and LEARN FROM EACH OTHER...in the end the lives of many many people will be positively affected.

I did share but no one commented on my approach

But feel free to criticize, all opinions welcomed!

Let me add this question, what about website positioning/sales funnel?

[Dexx]

Originally Posted by tbsweet52

So I decided to shoot him an email and after I re-read what I wrote I was impressed with myself as I laid it all down nice and easy for him to understand. I told him that I could help to get him noticed in the search engines and I would do a total redesign of his site. I offered all of this stating it would be done at a low cost as I'm just starting out. I even added in "Imagine what would happen if you were on the first page of Google" to make it sound nice.

Well..he wanted no part. Maybe his offline marketing was good and he didn't need to be found in the search engines..I don't really know.

His loss I guess.

Where to start... heh

Well let's take a look at the bolded parts first shall we?

Do you notice a theme to where things might have gone wrong from the very beginning.

1) This is a semi-warm lead (friend of a friend) that instead of being introduced to, or even taking the time to actually speak with...you chose the most impersonal method possible...a text-based message?

Now dont get me wrong, not saying you HAD to speak with him face-to-face, but if you were going to go the message route then at least you could have sent a professional looking letter, or postcard, it would come off a lot better than an email you "just shot off" to him.

2) Here is a person, a business owner, to which you state yourself you have absolutely no idea about his current business situation or goals...and you go straight in to TELLING HIM what YOU think HE NEEDS to get done for HIS business?

Who are you to him to have any feedback on what he does for his business?

• Have you provided him any reason to listen to you?
• Have you shown you're credible?
• Have you proven you even know what you're talking about works?

Yet right away you start talking about getting him to the front page of Google?

What if he DOESN'T want to be on the front page of Google right now?

What if his goal is coming up with new marketing ideas?

You started offering him solutions, to what you "think" he is looking for, without even asking him?

Imagine someone walking up to you on the street, or calling you at home, and immediately saying:

"Hey this is Paul Jones, you don't know me, but you know what you need? You need to switch to our gas company! We'll warm your house faster and better than you've ever seen, and right now since we're just starting out...we'll even do the installation for dirt cheap!"

Now sure, MAYBE you could could use a cheaper gas option, but you think it's gonna be with this guy? For all he knows your big issue is with your water / plumbing right now...and he shows up out of the blue offering his service?

Here's some action plans (especially if you are just starting out):

1) Your first contact with a prospect / lead should either be a question on "How their business is doing" or providing them with some sort of Free Information that might help them improve their business RIGHT THEN.

2) Stop. And. Listen. Listen for how their business is doing, wait for questions on the information you provided...just...wait. You have nothing to say until THEY give you something to talk to them about.

3) Identify problems that you can solve, and suggest a solution that is of NO RISK to them. This could be a more detailed follow-up meeting to learn more about their business, or giving them a free trial of something...maybe let them test out an autoresponder for a month...see how many leads it collects...they'll sell themselves on it after that.

If you get blocked at Step #1, you did something wrong to make them "wall up" to your approach.

Maybe you came off too much as a salesman, maybe you were rude or interrupted...I don't know...review mistakes and improve...

If you get no response at #2, once again review...improve...keep going...

Trial and Error...that's how you win this game people =)

I probably skipped some stuff, but basically this should help avoid similar issues in the future!

~Dexx

[sb]

Wow. I'm just blown away by the generosity I'm seeing here. Thank you for starting this thread as well as your insights, Dexx.

DogScout, thank you for what you've shared. Your comment about small business being the backbone of the country and how much of a difference we can make is exactly the thought I've had for a while now but I really didn't think anyone would believe me if I said it out loud. I hope that everyone here knows the truth in this and realizes how big of a positive impact you can make in so many lives.

AP... Just AWESOME. I know you've invested a fortune to learn how to market with the mentors you've mentioned as well as the blood, sweat, tears and money you've poured into the business over the years. You've been handing us some of the most important keys to this business on a silver platter. And now you're planning on giving even more. Your generosity is humbling and makes me wish I had more to share. Thank you.

I'm sorry to single just these three guys out. Thank you to everyone posting here. I almost always learn something from every post even if I don't agree with it. It makes me think.

And to think I was going to start spending more time with CPA marketing....

[sb]

By the way Dexx... I added these two questions to your Unique Internet Solutions Interview:

15. What is your most profitable service/product?

16. What else do people buy after buying your product/service?

Each one of these questions can help you add profits to most businesses.

If they make sense to you, you might want to add them.

[Dexx]

Thanks SB,

I actually ask questions like that once I begin developing their marketing strategy:

i.e. profitable products --> search teams, and supporting products are for the follow-up email / postcards.

But great initiative! If you come up with more suggestions feel free to PM them to me and we can discuss them =)

Cheers,

~Dexx

Originally Posted by sb

By the way Dexx... I added these two questions to your Unique Internet Solutions Interview:

15. What is your most profitable service/product?

16. What else do people buy after buying your product/service?

Each one of these questions can help you add profits to most businesses.

If they make sense to you, you might want to add them.

[WPExpert]

Originally Posted by Lance K

A funeral parlor.

R O F L M F S O...

[fab]

Originally Posted by tbsweet52

Made my first attempt and failed. But I don't think it was my fault..

My brother-in-law has a good friend who owns and runs a website that sells authentic sports jerseys. I went to his website from a business card he gave me to check it out and noticed a TON of things right away.

First, on his homepage he didn't even have the word "jersey" anywhere. His title was blank, his meta tag and description was blank, and his site just looked like crap.

To make it worse (kind of), I go to his products page and it has a link to see what's available. I click it and it opens up an Excel Spreadsheet with hundreds of jerseys listed with 5-6 digit indentifier numbers and no pictures.

So I'm sitting here thinking, "Wow, I wonder if anyone knows about his site?" "And if they do, I wonder how many sales he is actually getting (if any)"

So I decided to shoot him an email and after I re-read what I wrote I was impressed with myself as I laid it all down nice and easy for him to understand. I told him that I could help to get him noticed in the search engines and I would do a total redesign of his site. I offered all of this stating it would be done at a low cost as I'm just starting out. I even added in "Imagine what would happen if you were on the first page of Google" to make it sound nice.

Well..he wanted no part. Maybe his offline marketing was good and he didn't need to be found in the search engines..I don't really know.

His loss I guess.

I'll quote AP to solve your dilemma:

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

It appears to me from what I've learned in this thread the problem is, you approached him cold, without putting him through any kind of funnel to learn all about YOU.

Your customers should know what you can do for them before you ever email them or meet them, that's the point of the "process" and why it can't be shortened. Your process will automatically weed out the ones who aren't ready for your service and leave only the ones who are dying to meet you - making conversion a moot point.

Fred

[Joel Gray]

So far the only offline work I have done had been Webportal Installations (Wordpress installs with plugins) and I have gotten a high of $599 for a local pediatrician and a low of $129 for a buddy of mines wife and article writing and submission, I write a package of 30 articles and then submit them of a period of 30 days (the "Big Blast" Article Marketing Package) for a high of $399 for the same pediatrician and a low of $150 for one of my neighbors.

That is it, I am hoping to begin to offer more services to my offline clients but these are what were needed when I went asking so this is what I provided. Trying to find a very good and dependable writer/s and am considering holding at the $599 and $399 price points no matter who the customer is. But when these people I know start asking questions like why do I need hosting I just cannot allow myself to let them go and piss away money with these design companies that want to charge $1000 upfront and another $1500 for sites that are piss poor and not SEO'd worth a darn and do you know there are actually web service related companies that think it takes upwards of $4000 to $6000 to have them build a 7 to 10 page ecommerce site.

Gotta stop ranting like this

Thanks Everyone

Joel

[Dexx]

Originally Posted by Joel Gray

do you know there are actually web service related companies that think it takes upwards of $4000 to $6000 to have them build a 7 to 10 page ecommerce site.

If companies are paying it...why wouldnt you charge it?

How many $500 websites would you have to charge to match the profit they make designing a 7 page website for $6,000?

They then probably have the marketing budget to brand themselves better, and locate more leads faster, than you do given the money they would then have to work with.

That...or they just value their time more...

The question would be what stops you from increasing your prices?

[Buildingfutures]

Originally Posted by Dexx

The question would be what stops you from increasing your prices?

Its been discussed earlier in the thread, and its drilled into our heads by AP himself that the reason for that is MINDSET.

Anyone who can't charge $1,500 a month for their services do not believe their time to be worth that.

Anyone who can't charge $1,500 a month for their services are afraid they'll somehow fail horribly and it will reflect badly on them and they'll never get another client again.

Want to know the amazing thing about marketing?

You WILL fail every so often with some kind of campaign. Whether it be a PPC, direct-mail, classified ads, etc, somewhere along the line you'll fail.

It's an easy fix, you just need to learn what you did wrong and NOT do it again.

Your status with them won't be tarnished, ruined, etc, especially if you're already helping them make more money.

I'm sure even AP, Dexx, and Dogscout have all had a bad campaign or two for a client somewhere along the line.

Don't be afraid, take action, and keep at it!

-Sean

[dremora]

Originally Posted by Buildingfutures

Anyone who can't charge $1,500 a month for their services do not believe their time to be worth that.

Anyone who can't charge $1,500 a month for their services are afraid they'll somehow fail horribly and it will reflect badly on them and they'll never get another client again.

No truer words have been said!
But that stupid fear of failure and losing face is no excuse.
If you don't know how to do it, there is plenty of cheap help you can hire from elance or odesk or even craigslist (think about brilliant but broke college students in town!)


Once you get the hefty setup fee, you can set up an entire team and get it done.

I know squat about video advertising and video editing but I know where to get some great talent (there are quite a few on this forum)

If I don't even know where to get talent, i get referrals. I can't write good autoresponder mails to send to list but I know the best guy who can do it. Go ask the successful marketers, most of them are more than happy to hook you up with their video, copy writer, graphic design guys.

[ijohnson]

Originally Posted by Dexx

If companies are paying it...why wouldnt you charge it? . . . . The question would be what stops you from increasing your prices?

Originally Posted by Buildingfutures

Its been discussed earlier in the thread, and its drilled into our heads by AP himself that the reason for that is MINDSET.

MINDSET!!!!! Based on what’s been shared within this thread, I would define it as one’s ability to find value within. I read somewhere that the first sale is always to yourself. Do you believe in yourself????

[ijohnson]

In addition to spending an entire day reading and absorbing the knowledge and experience shared within this thread, I spent several hours (offline) today researching additional information that would help me create a solid blueprint from which to work. I outlined a list of things my "ideal" prospect must have:

1. An adequate budget that would meet his objectives
2. A history of using consultants or TV and/or yellow page advertising
3. One decision-maker or access to the person who writes the checks
4. A financially sound and stable business (no recent bankruptcy filing)
5. Within 50 miles of my home
6. A service business
7. Limited knowledge of the internet but a burning desire to have an online presence

Please give me your thoughts and share your qualifying criteria for your prospects.

Iris

[Vagabond 007]

Originally Posted by fab

It appears to me from what I've learned in this thread the problem is, you approached him cold, without putting him through any kind of funnel to learn all about YOU.

Your customers should know what you can do for them before you ever email them or meet them, that's the point of the "process" and why it can't be shortened. Your process will automatically weed out the ones who aren't ready for your service and leave only the ones who are dying to meet you - making conversion a moot point.

Fred

That's it. Well said.

I've said it before and I'll say it again, choosing who you DON'T work with is just as important as choosing who you do work with. Just because someone has a pulse and a business does NOT mean you should work with them.

As the saying goes, "when the student is ready the teacher will appear". The student wasn't ready in this case. He doesn't "get it". And spending time and energy trying to make him "get it" is a lost cause. Your time is better spent elsewhere.

P.S. Love seeing threads like these with a bunch of helpful posts.

[MADULALI]

Originally Posted by ijohnson

In addition to spending an entire day reading and absorbing the knowledge and experience shared within this thread, I spent several hours (offline) today researching additional information that would help me create a solid blueprint from which to work. I outlined a list of things my "ideal" prospect must have:

1. An adequate budget that would meet his objectives
2. A history of using consultants or TV and/or yellow page advertising
3. One decision-maker or access to the person who writes the checks
4. A financially sound and stable business (no recent bankruptcy filing)
5. Within 50 miles of my home
6. A service business
7. Limited knowledge of the internet but a burning desire to have an online presence

Please give me your thoughts and share your qualifying criteria for your prospects.

Iris

Iris,

A Simple Foolproof Plan For New Offline Marketers

Here's a simple plan that is geared towards any newbie that wants to get started.

First off, I am going to assume a few things which are you as the newbie, has limited experience in offline marketing perhaps even limited internet marketing skills. The next thing I am going to assume is that you are also working with a very limited budget...or perhaps don't have any money to spend to get your business off the ground.

Step 1:

Decide what services you are going to offer. (Autoresponder services etc.)

Step 2:

Decide what you are going to charge for your services.

Step 3:

Determine who is going to perform the service(s). If it is you, that's ok in the beginning, providing you have the ability to perform the service. If you don't have the expertise, then determine who you are going to outsource the service to.

Step 4:

Make a list of 100 businesses within your target area. I am defining target area as the distance you are willing to travel to your prospects. (5 miles, 10 miles etc.)

*Note: Steps 1-4 should be completed the first day. This should only take you a few hours to complete.

Step 5:

Make contact with each business and offer your services until you have 3, 4, 5, 10 clients. In this example after contacting 100 prospects, you could have 10 clients who paid you $500 for your autoresponder services and $150 per month each. Now, you have earned $5,000 in upfront fees plus a residual income of $1,500 per month.

*Note: Step 5 should take you less then a week to complete. Heck, if you have a full-time job and would like to ramp up your offline business and go full-time, then take a weeks vacation and build your offline business.

You may end up not going back to your job.

Step 6:

Take some of your profits from step 5 and ask each of the 10 clients to send an endorsed letter to their database on your behalf. The endorsed letter, written by you, is printed on their letterhead.

The letter is stating how grateful the business owner is to work with you and that the new prospect should contact you right away to setup a free 15 min consultation on how to cut their advertising by as much as 50% and increase their profits.

Step 7:

When the new prospects call you, now you are operating from a degree of leveraged credibility. You will be viewed as an expert/friend that just helped a trusted colleague of theirs.

So for argument sake, let's say out of the 10 clients that you originally acquired, each had a database of 100 people that they sent the endorsed letter out to. That's 1000 letters being sent out on your behalf.

If you had a 10% response (...yes it is very easy to get a 10% or higher response when the letter is coming from a friend/colleague etc.) then that would give you 100 new clients. (I will let you do the math on the upfront fees and the total monthly residual income.)

Step 8:

Rinse and repeat step 6 and you will never have to cold call again.

Step 9: Never, never QUIT until you have reached your desired goal...whether that is a certain number of clients or a certain financial goal.

Key points:

You don't have to get it right, you just have to get it going. Most people spend so much time over analyzing things. This business really is that simple.

You just have to believe that you can do it. "If the mind can conceive it, if you can believe it, then you can achieve it!"

Don't over analyzing, just do it.

Let me answer a few questions that you maybe thinking:

1) How do I contact the business owners......my response:...it doesn't matter, just do it!

2) What should be on the endorsed letter that is mailed out on my behalf...my response:...it doesn't matter, just do it!

3) How much should I charge for my services...my response:...it doesn't matter, just do it!

4) What type of businesses should I go after...my response:...it doesn't matter, just do it!

5) How should I be dressed when I arrive at the appointment...my response:...it doesn't matter, just do it!

Here's the bottom line, all that matters is talking to business owners. If you talk to 100 business owner over the next week or 2, you will pick up clients and put money in your bank account.

You can be a horrible salesperson and do everything wrong, however, if you talk to enough business owners, the law of large numbers will net you results.

Money loves ACTION & SPEED!

Now go use this STUFF!


Michael

[Vagabond 007]

Originally Posted by Timaay

No offense but the numbers here are way off... Without saying too much i can tell you for sure that this math is wrong. 4k for a breast aug isn't the problem, it's your LTV that is not even close. And before anyone says it, try my experience in Beverly Hills and PR exposure all across reality TV.

just couldn't help but point this out...

Are you saying $20K is way too high?

Obviously not every woman who gets breast implants is going to get a bunch of other surgeries. But, some will. Even if it's only 2 in 10.

So for every 10 new patients, that's $40,000 for the work. Half goes to the purchasing the implants. So now we're at $20,000.

Run this out over a year at one patient per month, and we're at 12 total. Total profit from those 12 patients is $34,000. And if AP charges $1,500 per month and $5,000 start up, that is $23,000. So still a decent profit. And we haven't included the fact that 2 in 10 is probably a low figure. So that could be worked on. And, any other work AP would do to get business.

So I don't see the issue here? I see a positive ROI for the doctor.

Then again, I've never worked with a cosmetic surgeon. So I may be missing something. And if I am, by all means please point it out.

[Tsarina]

Dexx,
Did I miss the Unique Internet Solutions Interview questions? Where can I get them... if I can?

[queenv]

AP,

As you can see, I don’t have many posts because it’s rare that anyone says something that makes me feel like I have to respond. However, I feel like responding to you because you have made me look at things differently.

I just want to say that you are an inspiration to all of us internet marketers who know what we're doing, but just need a little guidance in taking our business to the next level by offering our services to local businesses. I have been an internet marketer for almost 7 years now (affiliate marketing, selling my own product, online network marketing, etc.), but by far I have made the most money offering my services to small business owners.

I was inspired to start a service business after reading the "cash cow" thread and purchasing several "offline gold" type of ebooks. I even joined one of the membership sites out there for those of us who wanted to get in the game. However, I was not satisfied with what I had read and studied about this business model. One of the reasons I wasn't satisfied was because I didn't feel like I should have to cold call a business or walk in the business to solicit my services.

I was looking to do it a different way, such as with direct mail, or by using the "junk mail" that I receive from these businesses (instead of throwing away the junk mail, I would just look up the business's online presence and see if they were lacking in that area, then contact them).

Just reading your responses to this thread has answered many of the questions that I had after reading everyone else's ebook/report on this business model.

I love the fact that you, and others on this thread, stressed not selling commodities. That was exactly what I was doing and people always hire marketers based on price when you sell web design services, seo services, article submissions, etc.

Thank you for your contribution to this thread, and clearing up a lot of things for me and others.

[legendfeed]

Fantastic stuff and thanks to everyone that has contributed. My business is fairly new thought I'm not new to this type of online marketing. Currently I have about 15 clients that all pay $500 per/mo. on a 12 month contract.

Presently I am beefing up the services I provide that will allow me to charge in the range of $3000 per/mo. on average with a $3000 - $5000 set up fee. My focus is on traffic and lead generation with an emphasis on video production that is tied to landing pages we create, converting keywords into domain names and many other techniques and services that include:

• creating custom blogs with postings
• article creation and posting
• creating high quality authority back links (tons)
• creating videos through camtaisia, animoto and custom on site (150 minimum)
• social media setup (FB, YT, Twitter, Etc.)
• press release marketing
• website design/redesign (charged separately)
• keyword research (intensive)
• reputation management (charged separately big time)
• other consulting on an as needed basis and may be chargable
• monthly update reports with analytic s

Right now I am quoting a large car dealership in the area and just to show them what we can do and the potential I created a couple of videos for them for one of their businesses focusing on a primary keyword phrase and in 3 days they had 7 of 10 on page one Google, that's kickin some seo butt! Just moved 7 competitors to page 2, wonder what their thinking right now!

Regarding how many clients to have - I guess you could have the philosophy of having 100 to deal with for less or 10 to deal with (better) for more, both can work for sure. Clients are not always easy to please no matter what you do. Creating value and decent ROI is certainly key and part of my presentation is about how what I do for them will become a profit center - and not an expense. Always under promise and over deliver. Regarding Google page one, I do not promise this, but I do guarantee a top 20 ranking for a certain number of keywords which is usually 3 and I've never failed to accomplish that and more. I do however allow myself plenty of time in my contract to accomplish this just in case. This is sort of an overview of things for how I operate....I'm always learning and realize there is still much I do not know and want to learn, threads like this are super helpful and the more details we provide the more helpful it becomes.

My final tip is a strong recommendation to use VA's (virtual assistants), they make my business work and without them it would be next to impossible to keep up with the amount of work required. They are very inexpensive and normally have very high skill levels and work ethic. So there you go, thanks again everyone for the great input!

5X5,

Leg

[AP]

Originally Posted by Vagabond 007

So I don't see the issue here? I see a positive ROI for the doctor.

Then again, I've never worked with a cosmetic surgeon. So I may be missing something. And if I am, by all means please point it out.

I'm going to cover this today if we get to the top of Page 9, don't want members to miss the post.

It seems many get hung up on how much we charge, why would a business owner pay a high fee etc?

What I would like everyone to do, is to dig deep, very deep, and think of all the value we bring to a customer.

I will make my post on the next page.

Thanks,

~AP

Originally Posted by ijohnson

MINDSET!!!!! Based on what’s been shared within this thread, I would define it as one’s ability to find value within. I read somewhere that the first sale is always to yourself. Do you believe in yourself????

I'll say it again.

Mindset is 99% of this business. If you don't believe in yourself and your abilities who will.

If you think you can't get over $500 month you won't.

If you think the economy sucks and you can't make it in offline you won't.

Mindset is critical to anyone's success in any part of life. Critical.

~AP

[ijohnson]

Originally Posted by MADULALI

Iris,

A Simple Foolproof Plan For New Offline Marketers

Here's a simple plan that is geared towards any newbie that wants to get started.

First off, I am going to assume a few things which are you as the newbie, has limited experience in offline marketing perhaps even limited internet marketing skills. The next thing I am going to assume is that you are also working with a very limited budget...or perhaps don't have any money to spend to get your business off the ground.

Step 1:

. . . . (text deleted here)

Now go use this STUFF!


Michael

@@@@@@@@@@@@@@@@@

Michael,

Your assumptions are right on target!

Thank you for taking the time to outline a step-by-step plan anyone can use to get the ball rolling FAST!!!

This is GREAT stuff. I will be tweaking my plan to include the steps you outlined. And, I'm to going take your closing statement and literally muster up the GUTS to go out and use it!!!!

Iris

[sb]

I just found out about this service and believe that it could be something to add to our marketing strategies for our clients. Online Video Marketing - Online Video Advertising - Jivox

I have no affiliation with the guy I just learned about this from except that I'm on his email list. If you want to see a very quick video overview, you can go to this link:

Web Video Secrets Podcast – WebVideoUniversity.com Blog Archive How To Run Video Ads For Your Business With Jivox – WVU #69

[Lance K]

Tsarina, I'm sure many others (I know I am) are looking forward to APs post that's been promised at the top of page 9. However, your last 2 posts seem like they're designed to take up space to get us there quicker. That's a good way to get a GREAT thread locked down. If that happens, everyone loses.

[Barry Walls]

Amazing thread....some incredibly good stuff in here. I agree that there are advantages to not being frightened of big numbers and AP's Estate training gives him an advantage that many may not yet have...but at one point, he was sitting quaking in his boots when his first big deal was being considered. You get over the fear in time until you have the unshakable belief that what you are offering is a no brainer.

If the implication of asking for a high fee is that fewer prospects convert, expand your marketing funnel. This is what you're supposed to be selling in one way or another...so you should be able to do it for yourself.

The other thing which helps AP get these deals is his sales skills. He is undoubtedly a highly skilled sales person...but I'd go even further than AP goes in pricing.

If you can increase a companies net by $1m a year, do you think they are happy to pay you $20K? You bet they are...because you are the sucker in the deal. They likely can't believe their luck and hope you never realise they would pay 10 times more for the same results again!

That is an insane ROI...and your share is far too low. The multi million dollar agencies and consultancies know this and price accordingly.

There are advantages (like in pricing) in being able to work out how much extra business you can create for a company, but that only comes after a detailed analysis of the business and some experience.

As for getting into see DM's, google Selling to Vito and buy it.

You are going to get what you ask for in this biz...you write your own ticket.

Decide how much you are worth...then go get it.

If all you lack is the confidence and certainty to ask for a big check...you must look inside yourself and discover the knowledge that you can provide value to a company which can have a terrific impact on their bottom line.

If you don't have this yet, make a list of what you think you lack. Can you address this lack through partnering, recruiting, outsourcing or learning? Almost always yes.

If you really do this exercise...you will discover that you lack only situational specific experience...and there's only one way to fix that.

If you decide to fix it, you won't be quaking in your boots for very long.

All the best

Barry

[Joel Gray]

Dexx,

That is a very good question, and the answer would be NOTHING stops me from charging more money other than myself. Thanks for the insight, sometimes the things that we should all be aware of seem to be the most difficult to see.

Thanks Joel

[kaos]

Great thread!
Seems to boil down to offering value, having sales skills and real knowledge of the market or business.
The posts show many want to get into this offline area but only a few seemed qualified.
When we hesitate about what price to charge a client or what services to offer it seems more like we have no idea what we are even doing.

[Curleyjohn]

So if I get this right, we should:

1. Cut the Fat- Focus on money wasting advertising?

2. Maximize the Sale- Up sales, cross sales, continuity pkgs?

3. Optimize the Customer- Emphasize marketing to current customers instead of new ones?

4. Educate the client- Bring them into the thought process to become active?

5. Use any and and all IM tools- Use these tools but don't "sell" them as a service?

Is that right and did I miss anything?

[AP]

Let's work through a real life example.

So many members here seem to get caught up in the "Are my fees justifiable mentality" so I need to respond.

Instead of giving the answers I would like everyone to go into Deep thought and exchange places with the Business owner.

You now own his business and some Hotshot Internet Marketer walks through his doors to market his business.

This will be the scenario: I get a lot of these.

Service type (repeat biz) business: Dentist, Carpet cleaner, Pest Control, Plumber, HVAC, etc... Mom & Pop type biz

Gross Sales: 1.2 Million in 2008, decreased to 1.1 Million in 2009, sales have Flat-lined. Incorporated for over 5+ years. Has 4 employees, spouse works part-time helping out.

• Client has a nice website, ranked page 3 Google. His domain listed Page 3 Google is his entire Internet presence.

• Advertising/Marketing budget per year is roughly 5% of sales $50,000

• Spends 80% of his advertising budget ($40,000 year) on Yellow Pages

• The balance of 20% ($10,000) is spent on Spray & Pray type marketing

• Has a database (Names & Addresses only) of 2,000 past & current customers

• Gross Profit margins are 25%

Now you make this statement:

Mr Business owner, "If I could show you a way to cut the Fat & Waste from your marketing budget and at the same time Increase your sales by 30%, would you be interested?"

Show me how you could justify ME giving YOU a $4,997 set-up fee plus $1,497 per month (starting in 30 days) 12 month agreement. Total price is $23,000.

I want YOU to show me what you could do to "Cut the Fat & Waste in my Advertising budget and Increase my sales.

In addition, I want to see ALL the Benefits to your plan even if I just Break even with your fees vs my increased profits and the end of 12 months.

End
************************************************** ***

I would like to see all thoughts. There shouldn't be any criticism from anyone, we are all here to learn.

I am willing to bet that I have (2) answers that no one will come up with. I've picked my brains for years justifying my prices to clients.

Let the games begin.

~AP

P.S. If you need more info let me know, but I'm going to be very conservative in my replies.

Edit (Jan 22, 4:30 EST): I implemented the Exact case for a client back in Oct 2009. The fee structure was a little different. $20,000 paid over a 6 month period. A Minimum of $997 to $1,497 dependent upon the services the client wanted at that time for continuing consulting. I can tell everyone the client is Extremely happy with the results in only 3 months. He has given me (3) referrals since we met. I will give details when all is finished.

BTW, the client is one of the above categories.

[dremora]

One question about the vertical directories, do you use any of the paid advertising services some of them offer? If you just list the business, even with the correct categories, you don't always find it in searches. My first project, I corrected their info on a lot of such local directories (the ones in the screenshot posted by AP earlier) and entered it in some of them, but when I run a search I usually find defunct businesses or irrelevant stuff. Most of the time I can't find them when I do a keyword category search. Do you have to purchase their 'featured listing' or whatever to be found? It seems odd to me.

I am now working on the direct email piece to send to the prospects. Might ask a question or two to the experienced folks here before I make the final touches to it. I might have a job interview next week, so I'm hoping to nail this down this weekend and at least try to get something started before I get suckered into another 9-to-5 office hell.

[AP]

Comments in Blue:

Originally Posted by dremora

One question about the vertical directories, do you use any of the paid advertising services some of them offer?

Yes, I use paid directory services. I automate as much as possible. There are other reasons why paid are better, I'll save for later.

Some directories are Manual submits because I use "greyhat"

Do you have to purchase their 'featured listing' or whatever to be found?

NO! I'll get to that next week.

I am now working on the direct email piece to send to the prospects. Might ask a question or two to the experienced folks here before I make the final touches to it.

Go ahead.

Only because I don't want you to get a Just Over Broke.

[DogScout]

The VDs are as much for the SEs as anything else. Consider them as a comfirmation for the SEs that it is a legitimate business more than using then as a portal for direct business.

[DogScout]

might add AP's rates are lower than about half the ones I see from people that offer ZERO off-site SEO!