Offline Marketers - Get the name of Business Owners - Perfect for UK and USA and all other countries

by Riz
16 replies
Hi All,

When contacting offline businesses it is always better to have the name of the owner before contact. Being from the Uk this has always proven problematic. If you are from the US then there is GoLeads.com and a few other sites from which you can easily get all the information and contact details you require.

This method that i practice every morning has got me a ton of business from offline businesses. I perform this task religiously now 3 days a week :-)

In the uk the only way to get the name of the owner is either:

1) Companies House if they are a limited company (not always our target market)
2) Information on their website
3) Referral

Here is what i do:

Every morning (3 times per week) i make a list of 15 businesses broken down as follows:

1) 5 for the amazing 4 line letter (you need to be a member of offline biz for that)
2) 5 for Michael Silvester style letter so the targets are businesses without websites
3) 5 for David Preston style letter so the targets are businesses with websites.

I always get my leads from recent advertisers or Yellow Pages - ie businesses that i know are spending money on promotion.

That is a total of 45 Buinesses contacted per week. In the month of May this brought me in 9 new paying clients from just doing the above.

Now you may think that 9 paying clients in 1 month from 45 letters per week (approx 180 total in May) is not very good but i think it is awsome - it is a 5% conversion. My conversion to actual appointments etc was higher but not all leads and appointments turn into paying clients.

These 9 clients on average brought me in just over £7,500 and £1,450 recurring monthly evenue. Of course i have outsourcing costs to take into account.

How long did it take me? - approx 1 hour in the mornings and costs less than £10 every day in postage and printing.

Back to the name of the business owner - the reponse rate increases greatly when you address it to the business owner by name.

In the USa you can always use GoLeads.com.

Uk and other countries, here is what i do:

1) Check their website if they have one.
2) If no website or no info on website i simply pick up the phone and say the following (always withold my number :-)

"Hi, my name is xxxxx and i'm calling from 'yourcity' buisness online. I was hoping you can help me. We are currently updating our FREE online business directory, can you confirm that you are trading as xxxxxx"

They will say Yes we are

"Excellent and you trading address is xxxxxxxx"

They will say yes it is

"That's excellent, thanks very much for your help on this - and finally what is the name of the owner of the business please?"

9 times out of 10 you will get the name

"Ok thanks very much for that - hope you have a lovely day"

That's it, simple. I used a variation of this script initially but changed it to the above and people are more receptive to giving the name.

A few times i have been asked a few questions about what this directory is. I simply say that i have been given the task to collate the information for this directory and not sure of all the details.

Some might think the above is unethical as you are lying to the businesses you speak to about a free business listing. However, it is effective in getting the name of the owner. Also, i have a directory which is not live yet (and this is what i tell them if probed) and i will include them when i eventually do go live some time in the future. So effectively i am not lying.

One thing i do is the businesses i phone on a Monday, i do their mailing on a Tuesday so they receive on Wednesday or Thursday - the ones i phone on tuesday i post out on Wednesday etc etc - i'm sure you can figure out why ;-)


Anyway, hope the above helps. And remember, if you are in the offline niche just following the above mailouts will get you enough business to earning you a good income in this niche.

Riz
#business #countries #marketers #offline #owners #perfect #usa
  • Profile picture of the author MrYossu
    Excellent! Just tackling this very issue. Thanks a lot
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  • Love it! Daily. Consistent. "Micro Work" I call it, that leads to a big result. Great job.

    Jonathan-
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    Jonathan Edwards is an Olympian and a Marketing Guru. You can download his free audio "How I Turned My Passions Into Profits and Escaped The Hours For Dollars Trap" at www.TheBusinessCalledYou.com
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  • Profile picture of the author JaySabree
    Hello ,

    Second time I'm posting this tonight. Make sure everyone sees it
    Here is David Preston's Letter from another thread... (Not sure which one)

    Here's A Stupidly Simple Way To Generate "Emergency" Cash NOW!

    This is very easy to do and can generate at least $1,000-$1,500 within the next few days!

    First, you need to find some local business owners who need what you're about to offer them here. No, you won't be pounding
    the pavement or cold calling anyone....they will be calling YOU.

    You can use a couple of methods to find these clients.

    1. You can simply go to the phone book and look up businesses in your local area. Write down any business that you want. You will
    use that list to check the internet in a minute or two, so keep it handy.

    2. OR you get an in depth "drill down" listing from GoLeads which will give you tons of information on all businesses in ANY geographic area. Cost is about $15 for unlimited access. :-)

    Once you have your list, about 20-25 is all you need to start. Look them up on the internet to see if they have a website. For this particular deal you want them to have a website. (If they don't have a site yet, we can deal with that later.)

    Once you have a few of the websites, visit them. Here's what you're looking for: Any business site that does not have a capture
    mechanism installed on their FRONT page.

    In other words, they need to have an autoresponder opt in form on their front page. If they don't....you're in for some quick cash.

    When you have about 10-15 "prospects" send them this letter:

    ************************************************** *
    Mr./Ms. ___________

    My name is ______________ and I am a local e-commerce business consultant.

    I know your time is valuable, as is mine so I'll get right to the point. If I could show you an unused asset that you ALREADY
    have that could make you thousands of dollars, would you be willing to speak with me for 15 minutes?

    This free consultation can save you as much as 50% off your entire monthly advertising budget AND bring you brand new customers at the same time! The best part is that you already have it, so the cost to implement this marketing weapon is minimal.

    Please call me at at your earliest convenience to schedule a free "no strings" consultation. I promise you, it will be worth your time.


    ************************************************** ***
    That's it! Believe me when I say that your phone will ring off the hook. DO NOT mass mail that letter! You really only need to mail
    25-30 per week and you'll be busy.

    Now that you have the clients calling you, the next step is to set a consultation appointment and meet them. The unused asset they have is of course their website which has no list building capabilities.

    The "money is in the list" applies to ALL businesses, not just online marketers. By building a proper list they can cut their
    advertising dollars at least in half. Just send a customer blast about an upcoming sale instead of paying $4,000 for a half page ad.

    You follow me here? All you have to do is set up an autoresponder opt in form on their existing site! That's it.

    I have coaching students who are making $250-$500 a deal with just this method. It's very easy to generate 4, 5 or even 6 deals
    per week this way. Heck, it only takes about 20-30 minutes to put the form on their site and that's if you're slow!

    I usually visit their site, right click and select "view source" and save it in notepad. Then I open the notepad in an html editor and install the form. (I use Trellian pagebuilder, which is free and allows me to preview the finished site.) Once I'm done I save it as, "theirsitename.html" send it to their programmer and they can swap it. (I charge $50 if I have to load it.)

    You can use your autoresponder account or let them get an aweber account with your affiliate link of course. If you use your account then you control their list. In either case this usually leads to "who is going to write the emails" which is another monetization chapter for later....

    Just so you know, almost half of all the sites I look at fall into the category of no capture system. It may be more or less where you
    live, but it's a rampant problem.... everywhere. Why? Because they simply don't understand e-commerce.

    By the way, GoLeads will also give you the name of the business owner, number of employees, etc. Do your first one the hard way if you have to, but it's worth the $15 to be able to put their name on the letter.

    Response rates will triple if you use their name and this little trick.

    Stamp "CONFIDENTIAL" in red block letters on the front of the envelope. This will make them put your letter in the "open later"
    pile instead of straight into the trash. It's a simple but effective strategy especially if you use their name. You can get a confidential stamp at Staples for $5. I've used the same one for years.

    Keep this in mind. People sort their mail while standing over the trash can. You do it, so you know it's true. You have to have
    something that stands out and says, "This might be important, I'll look at it later."

    *NOTE*
    Change their cash register and credit card terminal receipt to read, "For Preferred Customer Discounts Sign Up At: (their
    website) There is a toll free number on the side of every register and terminal for support. Just call them and they will walk you through changing it. It only takes about 10 minutes.

    This strategy is awesome because it does two major jobs when it comes to marketing.

    1. It captures all their current customers because everybody reads their receipt, and everybody wants to be a preferred customer to get discounts. It also captures all walk in traffic that actually BUY something. Which leads us to:

    2. A list of nothing but BUYERS of their product. No tirekickers or browsers, buyers only! You may need to clarify to them exactly why that's so powerful.
    Now you've made a client for life and there are tons of other methods to help them, and generate a great living for you as well.

    I've just shared a tested, proven method to generate some serious emergency money FAST! Just copy and paste the direct
    mail letter and get to work.

    You can do this.

    I told you it was stupidly simple, and it works because it really is helping them, and that's what it's all about.

    Make it a great marketing day,

    David
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    Cheers

    Jay
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  • Profile picture of the author GoGetta
    Awesome stuff Baal!

    GoGetta
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  • Profile picture of the author Quentin
    Great advice and I will implement this here in Australia. We have already been doing well and this is just another great system.

    If you need any help or some one to do some installing of new websites just visit us at Business web marketing for small to medium businesses.

    With the current exchange rate it could be a good deal for all.

    Quentin
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    • Profile picture of the author Riz
      Hi Quentin,

      I might take you up on the outsourcing in the near future.

      Many may know i'm a complete techno dunce who struggels to even load up a decent wordpress blog.

      I outsource everything to a friend who can do almost anything technical :-)

      The problem i'm having is that he's a one man band and cant do everything. So i might need more outsource partners very soon.

      RA

      Originally Posted by Quentin View Post

      Great advice and I will implement this here in Australia. We have already been doing well and this is just another great system.

      If you need any help or some one to do some installing of new websites just visit us at Business web marketing for small to medium businesses.

      With the current exchange rate it could be a good deal for all.

      Quentin
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  • Profile picture of the author FlightGuy
    Thanks for sharing the great ideas. I wonder why GoLeads hasn't expanded out to UK yet (although I am unaware of most UK laws).

    Since you've been doing this for a bit, I'm interested to know which letter you have received best conversion and response rates on? I understand that each letter is specifically for a category of businesses (i.e. has a website or not), but I'm still interested to know which has been most successful for you?

    Kindest,
    John Dennis
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    "If you don't design your own life plan, chances are you'll fall into someone else's plan. And guess what they have planned for you? Not much." - Jim Rohn
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    • Profile picture of the author Riz
      Hi John,

      Ok, my biggest successes haven't actually come from the letters but from holding local free (with a £50 refunadable deposit) workshops for local business owners. I've only done 2 workshops but both have given me significant results.

      From the mailouts that i mention in the post above here is what works best for me.

      1) The 4 Line Letter - by far the best response rate without follow up comes from this letter. The response is even better with a follow up call. I can't reveal it here as it is only available at offlinebiz.com, and you don't get it until yo have been a member for 21 days.

      2) Second it's Michaels Silvesters letter - it's actually an ad style for the paper and this gets a decent response as it is non threatining to the business owner (u need to get the wso to know what i mean). I have a slight twist on this letter. Although this has a decent response rate it is better with leaflet drops, leaving leaflet at other businesses like printers etc and placing an actual ad in the paper.

      3) David Prestons letter - this one has the least response but works really well with follow up calls.

      The secret is in the follow up - whether you follow up via further mailouts or through phone calls. Phone works best and always try and sell the appointment rather than your services.

      Hope that helps.

      Riz

      Originally Posted by FlightGuy View Post

      Thanks for sharing the great ideas. I wonder why GoLeads hasn't expanded out to UK yet (although I am unaware of most UK laws).

      Since you've been doing this for a bit, I'm interested to know which letter you have received best conversion and response rates on? I understand that each letter is specifically for a category of businesses (i.e. has a website or not), but I'm still interested to know which has been most successful for you?

      Kindest,
      John Dennis
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      Ask me For a FREE copy of my upcoming course that will eliminate all your technical gremlins....:
      SEND ME A PRIVATE MESSAGE NOW!
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  • Profile picture of the author Harry Behrens
    YES - definitely this kind of thing is invaluable to your business. Getting into the habit of researching your potential prospects a little bit before contacting them can easily make a huge difference in your results.

    I used to do a lot of offline business and what I did was have a webpage ready to go with Loren Ipsum text, except all the headlines were filled up with the slogans and services of the business I was inquiring about. Even when the owner didn't like the design, they always appreciated the time taken to find out more about them.

    So if you go a little extra mile like finding out what values or buzzwords are most important to them about their business you can improve even more.
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    - Harry Behrens

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  • Profile picture of the author Thomas
    Originally Posted by RA123 View Post

    Some might think the above is unethical as you are lying to the businesses you speak to about a free business listing. However, it is effective in getting the name of the owner. Also, i have a directory which is not live yet (and this is what i tell them if probed) and i will include them when i eventually do go live some time in the future. So effectively i am not lying.
    Is there any need to say all that anyway? How about:

    "Hi. Could you tell me the name of the owner/manager/whatever? I need to send them something in the mail."

    Tommy.
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    • Profile picture of the author Riz
      Hi Tommy,

      Yes that works also. I've tried it and it works but it tends to probe more questions and you dont always get the name.

      But it can work - however, for the extra 15 seconds i prefer saying what i wrote above though - less questions and get the name easier.

      Riz


      Originally Posted by Thomas View Post

      Is there any need to say all that anyway? How about:

      "Hi. Could you tell me the name of the owner/manager/whatever? I need to send them something in the mail."

      Tommy.
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      Ask me For a FREE copy of my upcoming course that will eliminate all your technical gremlins....:
      SEND ME A PRIVATE MESSAGE NOW!
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      • Profile picture of the author Leads4Builders
        Great stuff...I've worked outside sales for over 5 years and I never make cold calls or send out mailers. I find the owner's email address (usually through industry association groups, google, or their website) and send an email directly to him or her. I make sure the Subject Line is something captivating. I keep the email short and in the email I peak their interest only enough to get the appointment, and give them a specific day I will be in their area.

        This isn't spam email sent to multiple owners at once. This is a semi-personalized email, sent one at a time, and I've never had anyone ask where I got their info, or ask me to take them off a list. Yes, it's a little tedious, but a lot less tedious than stuffing envelopes. Plus, because most of these guys have blackberry's and are always on email, there's a MUCH better chance they will open and respond to an email than opening a letter.

        I've built a successful sales career using this method and believe it can work with any offline niche you are looking to sell to.
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        • Profile picture of the author John Cussons
          Great thread! Learned a lot

          Wish there was an easy way to collect business data in Ontario and or all of Canada...if someone has a method it would be appreciated

          Cheers
          JC
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  • Profile picture of the author dejoliet31
    Thanks for the post. The idea of a free listing works better than the other methods I have used. Most business people are interested in FREE advertising for their businesses. So the resistance to providing information is very low.
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