4 Ways to close clients from the safety of your own Bat Cave.

It seems as though one of the huge barriers for people wanting to do offline consulting is actually having to pick up a phone or go into an office...

I'm not sure why... but it always comes up. It's always some form of: "Can this be done without cold calling?", or "Do I have to actually go into the office?" or "God forbid, do I have to actually interact with people?!".


Here's the thing folks, if you're targeting offline business owners, they expect you to behave like an offline business. That's how they interact. That's the "language" they speak.

You wouldn't try and sell a blind person something by showing them a powerpoint presentation... would you? NO!

If you want to close deals, you've got to speak in your PROSPECTS LANGUAGE... NOT yours.


Offline business owners:

• Hold in-person meetings
• Talk on those things called telephones
• EXPECT some level of personal interaction
• Want to SEE who they're giving money to
• Expect a handshake.

It's the name of the game.


So, if you REALLY can't get out there and meet people face to face, whether it's due to your own laziness, your fear of people, your allergy of phones, etc.... do yourself a favor and compensate for it.



Here's a few ways I've found to give the offline business owners what they want, and still keep you in your basement hiding from the sunlight.


1. Hire a commission only sales person.

• The job market is HORRIBLE right now... there are LOTS of sales people out there just dying for an opportunity to make money. These are RESULTS driven people that don't want a salary... they want the ability to make as much money as possible with no ceiling. And you can give that to them by offering them a % on sales that they generate. The best part is, you hire them on as 10-99 contractors (independent contractors for those not in the US) so you don't have to have any "employees".
• hint - these people are AFFILIATES, working in the offline world.

2. Hire out to a telemarketing room

• There are several places that you can outsource to that own bull pens of telemarketers hungry to get on the phone. Rates and prices vary, but if you don't want to pick up the phone yourself... there's plenty of people that will do it for you, if you pay them right. John Durham is a great person to ask about this.
• For that matter, you could hire yourself your very own telemarketer if you're only doing a small volume of calls. Expect to pay in the 9-12/hr range for that. If you don't have that much work, hire part time, or even better find someone to split time with (meaning the telemarketer calls for both you and your partners stuff, and you guys split the cost of his/her wage). I've hired part time (30 hrs) telephone marketers for as little as $250 a week. I'm talking about US high school students, not Filipino workers. If you're splitting the time on that, you're paying $125 a week for 15 hours of calling!

3. Make business owners find YOU

• This requires money.. you're going to have to pay for advertising and get in front of your prospects. You've got to be where they're looking when they decide that they need what it is that you offer. Unfortunately, this means that you're going to only get the last segment of your prospects that haven't already been picked off by the people willing to get out there and actively pursue them. When someone calls you, it gives you a better position to be able to ask for money and not go out and visit them... you've still got to answer your phone though.

4. Make a RESELLER program

• That's right... wholesale your services to other people out there offering offline business owners web services. Let them find the prospects, manage the client, take payment, and in turn, you offer them the ability to resell your services to their prospects. You give them a wholesale rate, they charge a retail rate. They make a mark-up.

In case you haven't noticed the overall theme of this post, it's this:

Offline business owners expect certain things. If you can't/won't give it to them... outsource it... but know that you're going to have to knuckle down and do some work!