I had left a message on an online forum that did not have a thing to do with offline marketing... It was a child educational site. Got an email from someone who had a problem and asked for a solution.
I made a point to answer as completely as I could to help this person, who happened to be a publisher. I left my phone number.
The publisher called me and thanked me for helping. they asked me a couple of questions and THEN asked if I could help them.
I then started to them them about some of the things I could do to help. I started to explain the process I used for consulting people. In addition, I quoted a price... $5,000.
The publisher told me that it seemed fair and asked how to set things up.
I asked for $2500 up front via Fed Ex.
Once I got the check, the publisher called me and I spent two hours going over a series of questions to learn about the business. it is very important to have the right questions and for YOU to ask them. The reason for this is that you can gauge responses and pick up so much more when you talk to someone versus just sending out a bunch of questions and waiting for answers.
In any case, while I am asking questions, I make note of questions that the client doesn't have an answer to. These areas are the WHITEHOT areas that need help the soonest.
Moreover, as I am asking questions, I am thinking of ways that I can make money for the client QUICKLY.
Sidebar: This FIRST 5 Grand client was BEFORE the "Offline Marketing" era. I NOW have many more things I can do IMMEDIATELY for a client.
With this particular client, we finished the initial call and I signed off. I then took about four hours putting together some materials and techniques that I would use to help the client.
About a week later, I talked with the client and gave all the consulting advice. We fine-tuned things on the phone and I had the call transcribed. I then asked the client for the balance of $2500 and received the check. The client got a recording of the call as well as a transcript.
Total time invested: 10 hours
This doesn't happen ALL the time, but enough to be exciting.
As I have said before, you must be interested in the client and their wants, needs, and desires. Once they KNOW you actually WANT to help them, they are easy to sell.
I think Jay Abraham said, "The best thing you can do for your business is to be selfless."
Look to help first.... then get paid.