This method works best if you have existing clients but can also work if you haven’t.
There are many ways you can use this if you think out of the box but here I’m going to give you the specifics on one way.
One of my weaknesses is the inability to ‘chunk down’ (I always see the big picture) when I’m writing, I don’t find it a problem when talking face to face so you may have to bear with me and if I miss anything out that you feel is pertinent just ask.
I developed this year’s ago when attending networking type meetings, I hated them, everybody trying to push their stuff on to you, I thought this is not what networking is about, it just doesn’t work.
So I turned it on its head, what if when networking you weren’t interested in selling your product or service but only interested in helping the person you are talking to make more sales or get more customers.
It’s all about positioning, businesses don’t pay for a consultant to get a high ranking on Google places or to set a Facebook Fan Page, they want someone to get more customers through the door and make more money. It’s called selling the benefit not the feature.
This model can be sold as a marketing technique which is another add on to our marketing mix, but it can also be set up for free if you wish.
The business this is most effective with is those businesses which have other business as clients, such as a food wholesaler who sells to restaurants (B2B).
I would contact the food wholesaler and offer to write a report on 5 or 10 ways a restaurant can get more customers, this report would include ways that match your services, like Google Places. I would make the report fairly comprehensive so that the restaurant owner could attempt to do it themselves if they wished.
The food wholesaler would then email his entire customer base with the free report.
When this goes out a few things happen:
The Wholesaler has added value to his service for his customers
The wholesaler see’s an increase in the weekly spend of his customers
The wholesaler may re activate past customers that haven’t spent with him
You are immediately perceived as the expert
You have authority status by been associated with the food wholesaler
You have reached a market you may never have broken into before
You gain new clients by the bucket load
You pick up more work from the wholesaler
As you can see it’s really a twist on what many do online by writing a free report and networking on steriods.
By contacting the wholesaler and not the individual restaurant owners you have leveraged of the back of his existing clients, gained authority, helped him get more business and saved a ton of time.
If you put time and effort into the report and add lots of value you may never need to look for a new client again.
Hope you find this useful.