Offline Consultant Questions....

Thats funny. Yea, it wasnt meant to be either insult nor compliment. Just read one of your useful posts and thought to myself "Wonder if AP will try to come back as someone else".

Thanks for contributing with good stuff and helping use offline newbies. Everyone here and at Dexx's offlinegoldforum.com helped me take my biz full-time now.

Now I have a few clients paying me anywhere from $400 to $2,000.

Here's an E-Myth idea for you John. I like systems too.

You should look into PPC. There are interesting possibilities for PPC if you approach it right. Many people talk about PPC like they are providing a service, what if you could package it in a way like it was a product? Then the metrics and the way business is handled can be completely different.

It's called licensing. I've been following Bob Serling's licensing material for 10 years. Here's a video where they talk about it.

Million Dollar Licensing - Bob Serling & Buck Rizvi

I do this but without the risk of being a braggart lets talk about it in theoretics. I've said for years I can't stand the idea of doing work and only being paid once, I transform businesses I deserve to be rewarded for it.

Let's take for instance Plumbers. You always have a choice who you want to work with in any industry. You can work with the bottom 20% or the top 20%, I personally like to work with the Top 20% of any industry. The top 20% of plumbers are $1M to $1.5M gross companies with 5-10 trucks on the road. Make sense so far?

Now if I were to go in and sell PPC services. I would normally get anywhere from $1,000-3,000 as setup, and between $500-1,500 in monthly fees. But the difference is I'm not selling a brand new product, I'm selling a tested and verified working model of business generation. It's a little bit positioning. Look at how I position it.

What if I come in with a ready to go, turnkey box? The website that converts, the landing pages that convert, opt-in boxes, free reports, videos, video spokespersons, keyword lists, optimized keyword groupings. And I come in with a track record where I take a Million Dollar business and generate an extra $500,000 in business every year. Now I might be able to get $30,000 to $50,000 out of that business for my "system in a box", and up to $100,000 if I take care of click costs.

Do you see how that works?

Why would that customer ever leave you? If you're really taking $30,000 and turning it into $500,000 do you think they would ever leave? You're a freaking modern day alchemist. They just don't, and the customer service issues are super simple. In my case I have a database setup where they can view all of the calls that have come in over the last year as well as actual recordings of the calls that come in. It's all automated so they don't really have to call us if they don't want to. And the last thing they want to do is turn off that stream of customers and give that up to their biggest competitors.

That's why when I approach a client, I'm very conscious of getting really deep into their business. I understand them, I understand their business. I GET THEM. That's also why I don't take no for an answer, there are only a handful of million dollar plumbers that can write me $100,000 checks if I produce. Make sense? It's a different model than John's model of calling 1,000 plumbers to get 10 of them. I'm identifying the best 10 and GETTING them. To put it another way, I only date supermodels. It's harder to get them, but ohhhhh the rewards.

This fits the E-Myth model, once you have this "system in a box" setup. You can hire a $12 an hour person to implement. It's not like it's that difficult once you've paid the copywriters to produce kick ass landing pages, and you've gotten your PPC expert(you?) to find the exact keyword searches that convert. Expensive to do right the first time, but that is all coming out of the first client who hires you.

And to address John's last problem of the $2,000 a month client leaving you. Keep in mind I control all assets. All I have to do is some minor edits on the website, and get the tracking phone number to point to a new client. If my client leaves me, I just go down the street to his other competitor and I show them all my metrics for the last year. That sale is even easier than the first sale in a market. Because if Bob down the road knows he can steal 30% of Plumber John's business, cheaply and legally he's all over that. Maybe not that 20 minutes that John takes but still not all that difficult to handle.

The basis of the conversation is a heck of a lot different than what you would normally have with someone. They get 10 calls a day talking about how they can get on first page of Google, they are numb to it. But if you go in with a proven system in a box, turnkey where they can take $50k and turn it into $500k with absolutely no risk, now you're talking. The conversation is different. It's a system, just a lot higher paying one than is normally talked about. I'm the one in power, not them. If I don't like them, I'll just go down the street. And where most people are worried about how to get people to get someone to call them from an email, I'm trying to think up new and innovative ways to spend more money to get my ideal client.

If you have a true "system in a box" what limits you? How many times can you sell that system?

I just don't think it takes that much work to think up a model where you can get paid large checks. No offense to my new friend John.

Marcos

P.S.- I'll be out of town for at least a week, so I may not respond to this post or any other. Wife likes it when I am engaged with the family.