For the past 3 weeks, I have dove into offline clients. To be quite honest with you, I had no idea what to do for an offline client 20 days ago. I never even thought about what would make me worth $500-3000 month per client. I have had a great history with my online marketing and knew that I could bring more business to these clients, but really had never done anything like it before.
Here is what I've done in the past 20 days to generate more then $7,000 monthly income with no less then 6 month contracts. Before I get into it, don't worry. This doesn't require cold calling or anything over the top in your face salesy. I don't have that type of personality and refuse to force anything upon anybody. I show you what I have to offer and if you like it great. If not, then I move on. I might lose out on a lot of business because of this, but there is never a lack of business out there.
Step 1 - Presentation (2 days)
Consider what you have to offer. What knowledge do you have right now that you could use to better someones business. Think about most offline businesses. They don't utilize ANY part of the online market. We all know how powerful the online market is. If you can get a website to generate let's say 5 targeted visitors a day, you are in business. That's right I said 5. If you don't have confidence that you can do that, stop reading.
To put it in offline terms, think of what 5 targeted visitors will do for a dentist, optometrist, pediatrician, etc. 1 of those visitors could turn into thousands of dollars for their business. Bring in a couple thousand dollars to an offline client and you just got yourself a happy customer for years to come.
Bringing in traffic isn't the only thing you can do to help an offline client. There is a great thread in the warrior forum here that explains pretty much every method you can use to help offline clients. I don't remember the url (if someone could link that would be great), but I read it all the way through and got every idea I could to offer my prospects. I also read some good WSOs out there to get a better idea of what I could offer.
After you know what you can offer, you need to put it in some form of presentable fashion. I created a laminated spread sheet of all my services (the ones listed in the WF thread) and made sure I could explain each benefit for their business. I even split my services into packages so that if they wanted full autoresponder services taken care of it was an extra $300/month etc. The more services they buy the better value they will get type of thing.
Step 1 is all about being prepared for your hungry clients. The worst thing you can do when approaching a business owner about business is not knowing what you're offering. They like to see what you can do for them, not just hear about it.
Step 2 - Product (4 Days)
The next thing I did was still in the preparation mode. I didn't even think about finding clients yet. I thought about all the ways I could make them interested in what I have.
I created an manual. It is a simple step by step guide for them to set up different aspects of online marketing themselves. One section was step by step guide to find local clients with Twitter and how to speak to them. Another section was about how to create a wordpress blog with ease. Another section was about how to create an autoresponder series with Aweber and what to send them to increase your sales. Things like that. The manual was SIMPLE steps they can take to increase their business. It ended up having 10 sections of the basics of using internet marketing to increase their offline business.
All of these parts of internet marketing are beginner lessons that you could find enough information right on this forum to write at least 10 pages each about. When you add pictures to guide the way it quickly becomes 20 pages per section. The whole manual was about 180 pages and there are still 50 ways that I know to increase their business from the online market. The manual is all about showing them how to do it themselves though. None of it is going to promote anything about me. It only had my name and contact information on the footer of each page.
Tink has a great PLR package here that is for offline clients and I got the ideas for my own manual from her package. I suggest you check it out if you can't think of ways to help offline businesses.
Now we have our presentation info ready to go when we talk with the potential clients. We also have a good sized manual that we can sell to those that don't want to buy our services....yet. So, now what we have to do is get in front of business owners.
Step 3 - Find the clients (10 days)
Like I said before, I hate being a salesman. I won't cold call unless I'm in a dire situation and if you don't want my service, well screw you. There's always the next guy. Here is the magic of offline clients though. Every single one of them are LOOKING to improve their business. All of them. You won't find a single business owner that won't want more money coming in. I guarantee it. This should make our job easy because we know what online marketing can do for any business.
The next thing I did was look up every local business owner meeting, club, gathering, etc that was going to be going on. I live in Nashville TN so there is pretty much something happening every night for people to better their business.
You can find these meetings in countless areas. I just looked in the newspaper, the local weekly business magazines, and a few local online websites for local business owners. I wanted to hit as many of these meetings as possible and start the networking process. Look for meetups that happen more then just a one time thing. You want an audience that is going to be coming back to that place so you know where to strike.
The first 10 days of step 3 was just going to these meetings. Talking to as many people as possible. Learning what they do and what they own. I made sure to keep a notebook with me, so that I could keep all the names of each person I met and what business they were involved with. I kept all their business cards so that I could have instant contact if necessary.
Now, there is a way to appear in front of business owners especially if they are white collar business owners. You have to appear professional and successful already. Not many people will trust someone just walking off the street to better their business. I made sure to go out and make business cards. They were basic business cards that cost around $40. I also made sure to go out and buy nice clothes. I went to a thrift store and bought a sleek pair of pants, a nice button up shirt, and some shiny shoes. I wanted my appearance to show that I am a successful person already and I can bring success to them. Appearance is a lot for the public. It doesn't matter if you are successful yet either, just appear as you are.
These first 10 days were not about selling. I didn't try and push my internet marketing to their business. I didn't try and get any money from them. I just talked. I got names. I made friends. When people asked what I did for a living, I would tell them about my online marketing and leave it at that.
Here's the thing though. I did offer them something of great value for their business.
Step 4 - Give them value and reap the benefits. (4 days and continuing)
Before going out and finding the clients in step 3, I made sure to have a small room reserved somewhere locally where I could give free presentations. I just went to a local church and asked if I could give the presentations there. Some places will want you to rent the space, but you will find a lot of places that will let you have the room for free. Churches are a great place to trade services for simple things like room rental.
As I met with the business owners at the meetings, I mentioned I give free seminars for owners to better their business using online marketing. I had a website set up on the business card that had all the dates and times of each seminar and told them to check it out. No catch, no payment, absolutely free and I guaranteed it would improve their business. So what are you supposed to give seminars on?
Remember that step by step manual I told you about. I split that manual up into individual sections. I made a power point presentation of each section so that I could help explain to potential clients what they can do to better their offline business. Each presentation came out to be 30-60 minutes long.
I held the free seminars in my free room at the local church. I made sure to give them as much detail as possible and pretty much just said exactly what I had written in my manual for that section. I had the full manual printed and for sale at the back of the room for $20. I had my sister sit at the table and sell the manuals to anyone interested.
When you go through explaining all the steps necessary to internet marketing, it can look a lot more difficult and time consuming then a business owner wants to put in for an online market. This is key to sell your online marketing services. Show them that you can do the work for them.
I even included in the seminar how they can set up outsourcing to people on elance etc for the tasks, but told them they can get their money's worth for sure by hiring me. Even though I was just going to outsource exactly how I told them too.
I also made sure to leave 1-2 hours after the seminar to sit at a table and answer any questions business owners had. This is where my laminated presentation came into play. At least 50% of the business owners that came to ask questions, asked how much I charge. Boom. Sales pitch incoming!!! You now have a hungry prospect. If you have referrals from earlier business, you are set my friend.
From the past 4 days of 1 seminar a day, I have set up almost 12 clients and sold nearly 100 manuals. I have 10 more seminars set up for the next 10 days.
I already see a few repeat viewers to the seminars. Each seminar is going to help them learn what they can do to better their business, but it's also going to show them how valuable my services would be to save them time and effort.
I would bet I hit $10,000/month income from this within the next week. I already have a team of marketers I outsource the normal tasks to ready to take on the business. This is passive income that I just need to keep an eye on to make sure it's all going according to plan.
So there is a step by step plan that you can implement today and I bet you will do just as well. All you have to do is GET OUT THERE AND DO IT!!!!