Holiday Giveaway? - How I Made Over $40k This Year in Offline With My 3-Step Close

Ever since I discovered the concept of Offline Marketing I have been profitable with internet marketing. Before that I fought a rough battle like most newbies.

It was quite a treat when I learned how many business owners are out there in need of help. Even the smallest tidbit of internet marketing knowledge can help a business owner.

On to the good stuff..

I'll be paying taxes on over $40,000 in income that I brought in from a combination of SEO retainers, pay per lead agreements, small web design jobs, and other gigs. Next year I'm looking to take this to the next level by making over six figures focusing solely on PPL and a few large SEO retainers.

This post will give you a brief overview on how I open conversations and take a prospect through a simple 3-step process to seal the deal.

First things first...

Pay Per Lead

Pay Per Lead is my favorite closing method because you never have to transfer ownership of the asset which generates leads if you created it. You can simply work and generate leads with a Virtual Web Asset or drive leads to an already-made site (quick to get started).

You either OWN the web asset OR.. you don't even have to create one... You are paid PER LEAD and once they don't want to pay anymore, you simply find a new company to buy the leads from your web asset or you start driving leads to a new business. (again, no website creation process and a quick turnaround).

It's the simplest way to generate profit. I call it local arbitrage. Generate traffic or buy it through PPC and sell it for a profit.

There are numerous ways to generate leads for a business including Adwords, Craigslist, Facebook, Direct Mail, etc. As long as you are spending less than you are charging per lead then you are making a profit!

Let's move forward and discuss my 3-step close process to get clients/deals.

Step 1: Open a Conversation

Your first step is to make a business owner aware of your existence. If you can not do this then you have no chance!

How can you open a conversation with literally NO reputation and NO presence anywhere?

You have a few options.

• Direct Mail (send letter in mail, cold/warm call to follow-up)
• LinkedIn (send InMails to prospects)
• Business Networking meetings (BNI, Chamber of Commerce, other networking events)
• Social Networking (tell EVERYONE you know that you are in business)
• Cold Email (It works, but you have to select the right targets)

You must intrigue the prospect by making them an offer they can't refuse. This offer will be educational, free, and can not sound like a sales pitch.

I typically explain to them how my business is different by charging PER LEAD rather than charging any upfront fees. Clients never spend money on something they don't understand.

To move your prospect along to step 2 you offer them a 'consultation' where you present an analysis of top competitors in their local online market.

Step 2: Competition Analysis

In this second step you sit down with your prospect.

Here is where you discuss the 'opportunity' for them to increase their company's revenue by a large, although realistic, number.

You present keywords and # of searches using Google's free tools and show them how what you are saying is backed by REAL research and evidence.

Once your prospect is aware of the 'opportunity', you show them how their competitors are CASHING IN on this opportunity. Show them how much traffic and leads their competitors are generating by having top listings on Google.

They will be interested in what you have to offer at this point. In this step REFUSE to discuss any sort of price or numbers. I promise they will ask. You have no clue how much you will be charging at this point. You are simply showing them an opportunity.

In this step your prospect opens up and discuss any needs/wants they have. Make note of these and you can craft your proposal around them. If they have no clue what they want then focus on a pay per lead proposal.

Move your prospect along by asking if they'd like to see a proposal...

Step 3: Proposal

If you reach a step 2 with a prospect you will reach a step 3 95% of the time.

Here is where you will present your proposal. You can offer to charge them per lead, for a new website, for an SEO retainer, or whatever you may please. That is up to you!

At this point if they do not buy then they either don't care about their business, don't have any money, or you have failed during step 2.

Why Am I Giving You All Of This?

That's a great question that I'm sure most of you will wonder after reading this.

Not only is this information widely available across the internet (if you can sift through all of the BS), but it is just that... information.

It does not become valuable until it is put into use.

The only reason it is useful to me is because I use it every week. It will be WORTHLESS to you if you do not use it.

But... I will answer the question anyways.

This year I sat down weekly with a leadership group. We discuss personal growth, goals (business and personal), and leadership.

What I've learned about myself is that inspiring others is what gives me true fulfillment in life.

It is my new goal to inspire others to take action and help them succeed in the world of internet marketing.

Not only that, but it is the holiday season and I've been thinking of different ways where I could give back that aren't money.

Thanks for reading.

-Montie