Your #1 Favorite Way To Generate Offline Leads Is.....

74 replies
For me...

- Its picking up the local paper and calling businesses that are heavily advertising.

Now I will let you have your turn!

Your #1 Favorite Way To Generate Offline Leads Is.....
#favorite #generate #leads #offline
  • Profile picture of the author localvseo
    Personal referrals.
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    • Profile picture of the author MarkJez
      Give the prospects a free glossy monthly magazine (via email) focused on improving their bottom line with online marketing secrets - which has already been created for you - (PLR rights), and then advertise your consulting business inside.

      Call them to book an appointment - the mag would have warmed them up and only you can put the advice into action when they hire you !!

      For more info. click on this WSO:
      INSTANT CREDIBILITY + AUTHORITY. A complete DONE FOR YOU full colour PLR magazine/newsletter + MORE

      (Not an affiliate link)

      Mark J.
      UK
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      • Profile picture of the author goblue1918
        Mark,

        How are you getting these printed?

        Are you doing it at home with a color printer or are you having them printed at Kinkos or by an Internet printing company?

        I have that magazine, curious how you deliver.

        Thanks.

        Originally Posted by MarkJez View Post

        Give the prospects a free glossy monthly magazine (via email) focused on improving their bottom line with online marketing secrets - which has already been created for you - (PLR rights), and then advertise your consulting business inside.

        Call them to book an appointment - the mag would have warmed them up and only you can put the advice into action when they hire you !!

        For more info. click on this WSO:
        INSTANT CREDIBILITY + AUTHORITY. A complete DONE FOR YOU full colour PLR magazine/newsletter + MORE

        (Not an affiliate link)

        Mark J.
        UK
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        • Profile picture of the author celente
          Originally Posted by goblue1918 View Post

          Mark,

          How are you getting these printed?

          Are you doing it at home with a color printer or are you having them printed at Kinkos or by an Internet printing company?

          I have that magazine, curious how you deliver.

          Thanks.
          Goblue does make a good point. I too am interested to hear the response to this one. Thanks.
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          • Profile picture of the author TheCG
            Originally Posted by goblue1918 View Post

            Mark,

            How are you getting these printed?

            Are you doing it at home with a color printer or are you having them printed at Kinkos or by an Internet printing company?

            I have that magazine, curious how you deliver.

            Thanks.
            Originally Posted by celente View Post

            Goblue does make a good point. I too am interested to hear the response to this one. Thanks.
            I think they recommend to deliver via email.
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  • Profile picture of the author dave147
    For me I like to meet the business owners face to face (the element of surprise)
    I like the idea of walking in cold and walking out hot!
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    • Profile picture of the author rodtyler
      Originally Posted by dave147 View Post

      For me I like to meet the business owners face to face (the element of surprise)
      I like the idea of walking in cold and walking out hot!
      I agree. There has been nothing more effective than talking to them face to face. They can't hang up on you and are less likely to cuss you out when they are looking right at you. Not impossible, but less likely.
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  • Profile picture of the author RedShifted
    I'm not sure if I have a favorite way. My 3 favorite right now are craigslist, youtube and facebook. But my real favorite is referals. I love working my way into social circles, building trust, overdelivering, then having people recommend me to friends.

    I think real estate agents even have a name for this. "Spheres of influence" and what have you. One guy I met through my brother who is the vice president of smith barney brokerage firm. And this guy owns 3 different businesses. At the time, I realized that he talks to A LOT of people. More people than my brother does. So the first thing I asked myself was "how am I going to become a part of this guys circle?" What I did, was act like a NORMAL person, rather than a marketer. Like a friend, more than a salesman. If you've ever seen how the governor of NJ talks to people, thats kinda how I acted. Very blunt and direct, but made it clear that I cared about his success.

    Just getting into that 1 circle has gotten me over a dozen referals in the last 6 months. He has friends of his own who own businesses... who have friends/family who thier own businesses and so on. Thats why, if you ever meet someone who is both wealthy and social, make sure you work on building trust with these types. Once I realized how many friends this guy has, and how often he goes out to socialize on the weekends, I realized there was a lot of money to be made just by KNOWING HIM.

    So you really need to know an opportunity when you see one. And don't be afraid. I'm not 1/10th as cool/funny as this guy is and I think I won him over just by acting like a normal person. I'd randomly call him up to see how things were going, offer him marketing advice etc. I did this for a few months and our relationship turned into more of a friendship. Till this day, I still get referals from this guy, and a lot of repeat work as well.

    So seriously, referals are awesome.

    -Red
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    • Profile picture of the author Riz
      Our business grew exponentially when we implemented effective referral strategies so that is a clear favorite of ours

      Second best is closing at Seminars.
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    • Profile picture of the author celente
      Originally Posted by RedShifted View Post

      I'm not sure if I have a favorite way. My 3 favorite right now are craigslist, youtube and facebook. But my real favorite is referals. I love working my way into social circles, building trust, overdelivering, then having people recommend me to friends.

      I think real estate agents even have a name for this. "Spheres of influence" and what have you. One guy I met through my brother who is the vice president of smith barney brokerage firm. And this guy owns 3 different businesses. At the time, I realized that he talks to A LOT of people. More people than my brother does. So the first thing I asked myself was "how am I going to become a part of this guys circle?" What I did, was act like a NORMAL person, rather than a marketer. Like a friend, more than a salesman. If you've ever seen how the governor of NJ talks to people, thats kinda how I acted. Very blunt and direct, but made it clear that I cared about his success.

      Just getting into that 1 circle has gotten me over a dozen referals in the last 6 months. He has friends of his own who own businesses... who have friends/family who thier own businesses and so on. Thats why, if you ever meet someone who is both wealthy and social, make sure you work on building trust with these types. Once I realized how many friends this guy has, and how often he goes out to socialize on the weekends, I realized there was a lot of money to be made just by KNOWING HIM.

      So you really need to know an opportunity when you see one. And don't be afraid. I'm not 1/10th as cool/funny as this guy is and I think I won him over just by acting like a normal person. I'd randomly call him up to see how things were going, offer him marketing advice etc. I did this for a few months and our relationship turned into more of a friendship. Till this day, I still get referals from this guy, and a lot of repeat work as well.

      So seriously, referals are awesome.

      -Red
      very sound advice.

      Its amazing when you actually tell people you care and want them to succeed. They sort of listen to you in a whole new light.
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  • Profile picture of the author laird
    Direct mail for me after locating prospects via newspaper advertisements or software searches (thanks to some wonderful applications I picked up as WSO's.)
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  • Profile picture of the author workers24hdotcom
    # 1 Referrals
    # 2 Postcard ( there is 2 ways) + Target ( Cost Effective)
    # 3 Face to Face ( I don't just go to a business owner and offering him my services), there is smart ways to do it.
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  • Profile picture of the author rushindo
    Partnerships/referrals, publicity, advertising - in that order.

    Brandon
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    • Profile picture of the author Romeo Caporaso
      It is my Aframe signage. It is seen by alot of traffic so it works. Probably paid for it self thirty fold. He also never complains about the weather.
      Signature

      Romeo Caporaso is a tax agent and small business owner in Australia. I have successfully used wordpress websites to gain new clients in my small business and am passionate about helping other businesses do this too.

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  • Profile picture of the author Tangycontent
    Favourite? Definitely through in-person networking. Making money while meeting new entrepreneurs, having some food and drinks and shooting the shit is awfully fun.
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  • Profile picture of the author John Durham
    I would suggest the most "realistic way" for a beginner is cold calling, but my FAVORITE way is through email, or an ad...there is nothing like business coming in passively. I have closed 20k commissions via email without ever picking up a phone.

    Its kinda hard to scale that sort of thing, and telemarketing is easy to scale predictibly, once you get a room going...but when they come in like gravy here and there from ads... passive business is awesome.

    In my experience though, that passive business can only be achieved by seasoned people. There are alot of elements from good copy, to good targeting, to synergistic presentation materials that work together... lots of details in achieving passive business, but once you have them in place its pretty cool.

    I wrote a million dollars in business through telemarketing before I even made my FIRST dollar from an ad or passive stream. Now I think I have the hang of the whole non telemarketing "marketing" aspect... I get passive biz all the time.

    Still , I think telemarketing is the quickest answer for most beginners, and the only one thats almost guaranteed.
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    • Profile picture of the author celente
      Originally Posted by John Durham View Post

      I would suggest the most "realistic way" for a beginner is cold calling, but my FAVORITE way is through email, or an ad...there is nothing like business coming in passively. I have closed 20k commissions via email without ever picking up a phone.

      .
      20k is pretty sweet Johnny boy!.

      And I bet with some testing, with email copy or ad copy you could double your profits.
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      • Profile picture of the author John Durham
        Originally Posted by celente View Post

        20k is pretty sweet Johnny boy!.

        And I bet with some testing, with email copy or ad copy you could double your profits.
        Yeah it is. Honestly its not with offline marketing products though...havent cracked that one yet. Its with brokering manufacturing deals on Alibaba.

        I can email sellers and email buyers and put them together... I have made TONS of these sales through time, through email alone...because of language barriers with different countries doing biz... Alot of them prefer email communication.

        I havent sold "websites" through email yet. But have sold literally hundreds (to put it in a believable form because its really alot more than hundreds...) of websites through telemarketing.
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    • Profile picture of the author RyanLester
      Originally Posted by John Durham View Post

      I would suggest the most "realistic way" for a beginner is cold calling, but my FAVORITE way is through email, or an ad...there is nothing like business coming in passively. I have closed 20k commissions via email without ever picking up a phone.

      Its kinda hard to scale that sort of thing, and telemarketing is easy to scale predictibly, once you get a room going...but when they come in like gravy here and there from ads... passive business is awesome.

      In my experience though, that passive business can only be achieved by seasoned people. There are alot of elements from good copy, to good targeting, to synergistic presentation materials that work together... lots of details in achieving passive business, but once you have them in place its pretty cool.

      I wrote a million dollars in business through telemarketing before I even made my FIRST dollar from an ad or passive stream. Now I think I have the hang of the whole non telemarketing "marketing" aspect... I get passive biz all the time.

      Still , I think telemarketing is the quickest answer for most beginners, and the only one thats almost guaranteed.
      E-mail? John, I am very surprised to hear you say this.

      This is obviously not cold-emailing, right? (although i just sent out 110 mass cold-emails about 15 min ago)..

      What is your email script like?
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      • Profile picture of the author John Durham
        Originally Posted by RyanLester View Post

        E-mail? John, I am very surprised to hear you say this.

        This is obviously not cold-emailing, right? (although i just sent out 110 mass cold-emails about 15 min ago)..

        What is your email script like?
        Well, yes it is cold emailing, but you probably wouldnt benefit directly from my way of doing it, however maybe inadvertently.

        What I will do is cold call a list of manufacturers in a given niche, who always have millions of dollars in buy backs, surplus and liability assets laying around at the end of the year taking up warehouse space. This is product that they have written off as a loss, cant sell back to their primary market... and its costing them now in warehouse space... They dont want it going back out into their market even as "seconds".... they want it shipped to other countries far away from their primary market. They would rather throw it away- hundreds of thousands of units.

        So I cold call them, find out what they have taking up warehouse space.

        Create a brokering deal where I can sell it overseas for pennies on the manufacturing dollar...

        They will have say a $20.00(retail) product and need to unload it so bad that they will take 30 cents per unit if you can get rid of the whole lot of say 50,000 units. (Less than manufacturing cost).

        So I mark it up to 50 or 60 cents per unit... and then I go to Alibaba.com and I find people who are looking for large quantities (truckloads) of that kind of product. I create an email offer (template), and I manually email them one by one with the offer.

        I may send out 30 emails, and I will get about 10 responses back, and then 3 of those turn into decent prospects and after a couple weeks of emailing back and forth one will buy the load.

        I get them to wire the money to the manufacturer and they pay me my mark up.

        Up until a couple of years ago I had done this consistently for a few years.... and have made scores of sales. I once even pulled an urgency tactic and closed a truckload in 24 hours and cleared Almost 8 grand in commission alone, for just a few hours work. Literally I think this guy bought within 3 emails the same day.

        Some go like that and others take weeks to nurture, but its all by email and only takes a very little amount of time daily to keep up with.

        Hope this helps.

        Ps. The conversion is high because Im matching up a guy with 50,000 gallons of excess house paint let say, to a list of 200 people on alibaba from other countries who are BEGGING someone to give them a below wholesale deal on a couple of truckloads of house paint.

        It takes a couple of weeks of email negotiations to close a deal usually, sometimes a month even...but its 100% email....most of the customers do not speak good English if ANY. I write them and they probably have translators who read my email back to them in many cases and help negotiate... in any event, most of them prefer internet to phone.

        Because of the way the simple system is structured... basically matching a liquidation seller with a person who is looking for a load of that kind of product, makes the conversion is higher than most other cold email.

        People on trades sites are SOLICITING you to send them quotes on these loads, whatever kind they are.... They buy thousands of different things. Go check out Alibaba yourself and you will see what I mean.

        My only special knowledge here is knowing how to get a manufacturer to give you a good brokering deal. The below manufacturers price , and the demand for the product does the rest...you just email and haggle via email. If you have to come down ten cents its cool because you have that flexibility when acting as a broker who works by marking things up.
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        • Profile picture of the author celente
          Originally Posted by John Durham View Post

          Well, yes it is cold emailing, but you probably wouldnt benefit directly from my way of doing it, however maybe inadvertently.

          What I will do is cold call a list of manufacturers in a given niche, who always have millions of dollars in buy backs, surplus and liability assets laying around at the end of the year taking up warehouse space. This is product that they have written off as a loss, cant sell back to their primary market... and its costing them now in warehouse space... They dont want it going back out into their market even as "seconds".... they want it shipped to other countries far away from their primary market. They would rather throw it away- hundreds of thousands of units.

          So I cold call them, find out what they have taking up warehouse space.

          Create a brokering deal where I can sell it overseas for pennies on the manufacturing dollar...

          They will have say a $20.00(retail) product and need to unload it so bad that they will take 30 cents per unit if you can get rid of the whole lot of say 50,000 units. (Less than manufacturing cost).

          So I mark it up to 50 or 60 cents per unit... and then I go to Alibaba.com and I find people who are looking for large quantities (truckloads) of that kind of product. I create an email offer (template), and I manually email them one by one with the offer.

          I may send out 30 emails, and I will get about 10 responses back, and then 3 of those turn into decent prospects and after a couple weeks of emailing back and forth one will buy the load.

          I get them to wire the money to the manufacturer and they pay me my mark up.

          Up until a couple of years ago I had done this consistently for a few years.... and have made scores of sales. I once even pulled an urgency tactic and closed a truckload in 24 hours and cleared Almost 8 grand in commission alone, for just a few hours work. Literally I think this guy bought within 3 emails the same day.

          Some go like that and others take weeks to nurture, but its all by email and only takes a very little amount of time daily to keep up with.

          Hope this helps.

          Ps. The conversion is high because Im matching up a guy with 50,000 gallons of excess house paint let say, to a list of 200 people on alibaba from other countries who are BEGGING someone to give them a below wholesale deal on a couple of truckloads of house paint.

          It takes a couple of weeks of email negotiations to close a deal usually, sometimes a month even...but its 100% email....most of the customers do not speak good English if ANY. I write them and they probably have translators who read my email back to them in many cases and help negotiate... in any event, most of them prefer internet to phone.

          Because of the way the simple system is structured... basically matching a liquidation seller with a person who is looking for a load of that kind of product, makes the conversion is higher than most other cold email.

          People on trades sites are SOLICITING you to send them quotes on these loads, whatever kind they are.... They buy thousands of different things. Go check out Alibaba yourself and you will see what I mean.

          My only special knowledge here is knowing how to get a manufacturer to give you a good brokering deal. The below manufacturers price , and the demand for the product does the rest...you just email and haggle via email. If you have to come down ten cents its cool because you have that flexibility when acting as a broker who works by marking things up.
          Oh very very nice work there john. Nice going there to work smarter and not harder being the middle man! Gansta stuff there.
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        • Profile picture of the author EricGuimond
          Originally Posted by John Durham View Post

          Well, yes it is cold emailing, but you probably wouldnt benefit directly from my way of doing it, however maybe inadvertently.

          What I will do is cold call a list of manufacturers in a given niche, who always have millions of dollars in buy backs, surplus and liability assets laying around at the end of the year taking up warehouse space. This is product that they have written off as a loss, cant sell back to their primary market... and its costing them now in warehouse space... They dont want it going back out into their market even as "seconds".... they want it shipped to other countries far away from their primary market. They would rather throw it away- hundreds of thousands of units.

          So I cold call them, find out what they have taking up warehouse space.

          Create a brokering deal where I can sell it overseas for pennies on the manufacturing dollar...

          They will have say a $20.00(retail) product and need to unload it so bad that they will take 30 cents per unit if you can get rid of the whole lot of say 50,000 units. (Less than manufacturing cost).

          So I mark it up to 50 or 60 cents per unit... and then I go to Alibaba.com and I find people who are looking for large quantities (truckloads) of that kind of product. I create an email offer (template), and I manually email them one by one with the offer.

          I may send out 30 emails, and I will get about 10 responses back, and then 3 of those turn into decent prospects and after a couple weeks of emailing back and forth one will buy the load.

          I get them to wire the money to the manufacturer and they pay me my mark up.

          Up until a couple of years ago I had done this consistently for a few years.... and have made scores of sales. I once even pulled an urgency tactic and closed a truckload in 24 hours and cleared Almost 8 grand in commission alone, for just a few hours work. Literally I think this guy bought within 3 emails the same day.

          Some go like that and others take weeks to nurture, but its all by email and only takes a very little amount of time daily to keep up with.

          Hope this helps.

          Ps. The conversion is high because Im matching up a guy with 50,000 gallons of excess house paint let say, to a list of 200 people on alibaba from other countries who are BEGGING someone to give them a below wholesale deal on a couple of truckloads of house paint.

          It takes a couple of weeks of email negotiations to close a deal usually, sometimes a month even...but its 100% email....most of the customers do not speak good English if ANY. I write them and they probably have translators who read my email back to them in many cases and help negotiate... in any event, most of them prefer internet to phone.

          Because of the way the simple system is structured... basically matching a liquidation seller with a person who is looking for a load of that kind of product, makes the conversion is higher than most other cold email.

          People on trades sites are SOLICITING you to send them quotes on these loads, whatever kind they are.... They buy thousands of different things. Go check out Alibaba yourself and you will see what I mean.

          My only special knowledge here is knowing how to get a manufacturer to give you a good brokering deal. The below manufacturers price , and the demand for the product does the rest...you just email and haggle via email. If you have to come down ten cents its cool because you have that flexibility when acting as a broker who works by marking things up.
          John, just wanted to say thanks for that info. I always wanted to do something along those lines as from my previous work before marketing I delt with alot of companies like these. Do you have any material to read for this kind of project?

          And to answer the thread, networking is my favorite method of generating leads. I always make sure to provide more then expected and have that "wow" factor for my clients and receive constant refferals for doing so.
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          • Profile picture of the author John Durham
            Originally Posted by EricGuimond View Post

            Do you have any material to read for this kind of project?
            Not really. I put something out on it a couple of years ago but then closed it. I dont think I communicated it well. I could do a better job if I went at it again, but there may not be enough demand for the information to justify the time from what I see. It seems only a small percentage of people really get this concept, either that or Im communicating wrong.

            I kind of invented alot of it, even though the basic premise is pretty much classic, so there are some areas where its hard to communicate it in terms that everyone relates to.
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            • Profile picture of the author stranger11
              Originally Posted by John Durham View Post

              Not really. I put something out on it a couple of years ago but then closed it. I dont think I communicated it well. I could do a better job if I went at it again, but there may not be enough demand for the information to justify the time from what I see. It seems only a small percentage of people really get this concept, either that or Im communicating wrong.

              I kind of invented alot of it, even though the basic premise is pretty much classic, so there are some areas where its hard to communicate it in terms that everyone relates to.
              Thanks for that post John. Any suggestions on finding niche industries? Are you cold calling local people and selling internationally?
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              • Profile picture of the author John Durham
                EDIT: Duh, I answered the wrong question in the wrong post, regarding the wrong business model.

                Originally Posted by stranger11 View Post

                Thanks for that post John. Any suggestions on finding niche industries? Are you cold calling local people and selling internationally?
                Yes. I cold called manufacturers from the Thomas Registry,, to find manufacturers with large quantities of distressed merchandise.and focused on the Wallpaper niche since that was my first deal.... Inadvertantly I ended up doing alot of home decor type deals, with furniture and paint and curtains...things of that nature.


                Because of the way taxes work in the US, American manufacturers are particularly receptive because at the end of the year they can write off a million of units, then resell them for pennies per unit on the secondary market. They would just as soon throw the stuff away, so if you can help them make a few dollars and get the cost of moving it out of the warehouse covered in the process, you are a huge blessing to them.

                This also enables you to offer amazing deals to people in other countries who cant afford to buy large quantities at wholesale, nor for one reason or another can they establish major distribution deals... and in many cases, even if they could, their customer base cant tolerate the kinds of retail prices they would have to sell for, so they buy liquidation loads.
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                • Profile picture of the author stranger11
                  That was helpful. Did you sell to merchants in countries with a relatively high currency like Australia, Canada, Singapore... or to anywhere? I live in Toronto, Canada, so hopefully I can find something similar.

                  Originally Posted by John Durham View Post

                  EDIT: Duh, I answered the wrong question in the wrong post, regarding the wrong business model.



                  Yes. I cold called manufacturers from the Thomas Registry,, to find manufacturers with large quantities of distressed merchandise.and focused on the Wallpaper niche since that was my first deal.... Inadvertantly I ended up doing alot of home decor type deals, with furniture and paint and curtains...things of that nature.


                  Because of the way taxes work in the US, American manufacturers are particularly receptive because at the end of the year they can write off a million of units, then resell them for pennies per unit on the secondary market. They would just as soon throw the stuff away, so if you can help them make a few dollars and get the cost of moving it out of the warehouse covered in the process, you are a huge blessing to them.

                  This also enables you to offer amazing deals to people in other countries who cant afford to buy large quantities at wholesale, nor for one reason or another can they establish major distribution deals... and in many cases, even if they could, their customer base cant tolerate the kinds of retail prices they would have to sell for, so they buy liquidation loads.
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                  • Profile picture of the author John Durham
                    Originally Posted by stranger11 View Post

                    That was helpful. Did you sell to merchants in countries with a relatively high currency like Australia, Canada, Singapore... or to anywhere? I live in Toronto, Canada, so hopefully I can find something similar.

                    Mostly to China and England, they were the best customers for me and what I was offering. Chinese are big on Wallpaper, and so are people from England, but I have sold to Bulgaria...all kinds of places. My first customer was from bulgaria, and my biggest repeat customers from China.

                    Another thing is that selling to SOME countries, depending on where you are is hard because the shipping cost can equal the price of the actual loads themselves, so it doubles their price.

                    I even sold 17 loads to Nigeria, so they arent ALL bad buyers there. The hardest country to sell to honestly was India.

                    Indian buyers , its not cliche even though it sounds that way, will haggle with you for a million years and kick tires and never buy unless you practically GIVE it to them. I have sold more to Nigeria and Romania than I have India. India buyers are also the ones who act like they are interested the most...then they will go back and forth and waste your time for months on end in my experience. They REALLY get into this thing of flashing around "Im a Buyer. you must serve me..." , then you jump through hoops and they never buy.

                    I love people from India as people, but the wholesale buyers there?

                    I would rather pull my own teeth than have to think about dealing with them.

                    Hope this helps,

                    -JD
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                    • Profile picture of the author Claude Whitacre
                      Originally Posted by John Durham View Post

                      Indian buyers , its not cliche even though it sounds that way, will haggle with you for a million years and kick tires and never buy unless you practically GIVE it to them. I have sold more to Nigeria and Romania than I have India. India buyers are also the ones who act like they are interested the most...then they will go back and forth and waste your time for months on end in my experience. They REALLY get into this thing of flashing around "Im a Buyer. you must serve me..." , then you jump through hoops and they never buy.

                      I love people from India as people, but the wholesale buyers there?

                      I would rather pull my own teeth than have to think about dealing with them.

                      Hope this helps,

                      -JD
                      HA! I have had the same experience. I've sold to people fresh from just about every country. (although not to another country), and people recently moved here from India are the hardest for me to sell.

                      I've been in their homes, met their families, and always been treated well.
                      I have nothing against them as people....

                      But I have never made a completed sale to an Indian consumer. Never.
                      Not even at retail in my store.

                      Which is very strange. I've been to their homes, and seen nice furnishings, so I know they do buy stuff.

                      Just not from me. I have just never figured out the combination to unlock their mind.
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                      • Profile picture of the author kenmichaels
                        Originally Posted by Claude Whitacre View Post

                        HA! I have had the same experience. I've sold to people fresh from just about every country. (although not to another country), and people recently moved here from India are the hardest for me to sell.

                        I've been in their homes, met their families, and always been treated well.
                        I have nothing against them as people....

                        But I have never made a completed sale to an Indian consumer. Never.
                        Not even at retail in my store.

                        Which is very strange. I've been to their homes, and seen nice furnishings, so I know they do buy stuff.

                        Just not from me. I have just never figured out the combination to unlock their mind.
                        You just need to sell ONE, then they send all their friends and family to you.

                        forever.
                        Signature

                        Selling Ain't for Sissies
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                        • Profile picture of the author John Durham
                          Originally Posted by kenmichaels View Post

                          You just need to sell ONE, then they send all their friends and family to you.

                          forever.
                          Yeah a Nickel profit can really add up with referrals.:p
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                    • Profile picture of the author stranger11
                      Thanks John. Don't mean to threadjack but I had some more questions?

                      Do you think this can be done from Canada?

                      Also, if you are just brokering the deals, how does payment work? The buyer pays the seller, the seller pays you? Do you ever have trouble collecting payment?

                      If the seller and buyer are already in contact, how do you get repeat deals? They no longer need you since they already have contact with each other.

                      Originally Posted by John Durham View Post

                      Mostly to China and England, they were the best customers for me and what I was offering. Chinese are big on Wallpaper, and so are people from England, but I have sold to Bulgaria...all kinds of places. My first customer was from bulgaria, and my biggest repeat customers from China.

                      Another thing is that selling to SOME countries, depending on where you are is hard because the shipping cost can equal the price of the actual loads themselves, so it doubles their price.

                      I even sold 17 loads to Nigeria, so they arent ALL bad buyers there. The hardest country to sell to honestly was India.

                      Indian buyers , its not cliche even though it sounds that way, will haggle with you for a million years and kick tires and never buy unless you practically GIVE it to them. I have sold more to Nigeria and Romania than I have India. India buyers are also the ones who act like they are interested the most...then they will go back and forth and waste your time for months on end in my experience. They REALLY get into this thing of flashing around "Im a Buyer. you must serve me..." , then you jump through hoops and they never buy.

                      I love people from India as people, but the wholesale buyers there?

                      I would rather pull my own teeth than have to think about dealing with them.

                      Hope this helps,

                      -JD
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                      • Profile picture of the author John Durham
                        Originally Posted by stranger11 View Post

                        Thanks John. Don't mean to threadjack but I had some more questions?

                        Do you think this can be done from Canada?

                        Also, if you are just brokering the deals, how does payment work? The buyer pays the seller, the seller pays you? Do you ever have trouble collecting payment?

                        If the seller and buyer are already in contact, how do you get repeat deals? They no longer need you since they already have contact with each other.
                        No prob Stranger, you can do this from ANYWHERE...

                        1: Can you do this from Canada?

                        I had a WF guy here from Russia make a $15,000 commission on a sale 8 weeks after he started. He was brokering an American stocklot to China I believe from his home office in Russia.

                        2: Also, if you are just brokering the deals, how does payment work? The buyer pays the seller, the seller pays you?

                        Precisely

                        3: Do you ever have trouble collecting payment?


                        Never even once. Its about creating a symbiotic relationship with your seller, only they really need you more than you need them. You can set up a contract with them, but most of them work just as well on their word. They want you in their network once they find out you can sell. You just agree with them that you also get a cut of repeat sales, and usually your buyers also respect you, because you know other manufacturers too and can get them more good deals. There may be a bad apple here and there, but I have never had an issue myself. My buyers come to me when they want a repeat order...once one went to one of my sellers, and my seller sent them back to me and said "go through John".

                        Thats been my personal experience. You can always create a contract, but your buyers can just go in under a different company name anyway and buy around you if they are dishonest unless you get an exclusive contract for every unit the seller has, and thats not likely. They usually try to maintain more than one broker relationship.

                        Hope this helps,

                        JD
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                        • Profile picture of the author stranger11
                          Yes John, that helps a lot.

                          Your friend in Russia who brokered US deals...did he call them too or did he email the sellers? I work full time during business hours and mostly deal by email for prospecting. Then sometimes they call or I call and we discuss things, but the initial approach is done by email, simply due to lack of time to cold call. I make calls during breaks to current clients, but that's it. I know I lose a lot of potential clients like this, but that's fine since I still get some for just taking action.



                          Originally Posted by John Durham View Post

                          No prob Stranger, you can do this from ANYWHERE...

                          1: Can you do this from Canada?

                          I had a WF guy here from Russia make a $15,000 commission on a sale 8 weeks after he started. He was brokering an American stocklot to China I believe from his home office in Russia.

                          2: Also, if you are just brokering the deals, how does payment work? The buyer pays the seller, the seller pays you?

                          Precisely

                          3: Do you ever have trouble collecting payment?


                          Never even once. Its about creating a symbiotic relationship with your seller, only they really need you more than you need them. You can set up a contract with them, but most of them work just as well on their word. They want you in their network once they find out you can sell. You just agree with them that you also get a cut of repeat sales, and usually your buyers also respect you, because you know other manufacturers too and can get them more good deals. There may be a bad apple here and there, but I have never had an issue myself. My buyers come to me when they want a repeat order...once one went to one of my sellers, and my seller sent them back to me and said "go through John".

                          Thats been my personal experience. You can always create a contract, but your buyers can just go in under a different company name anyway and buy around you if they are dishonest unless you get an exclusive contract for every unit the seller has, and thats not likely. They usually try to maintain more than one broker relationship.

                          Hope this helps,

                          JD
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  • Profile picture of the author Dlemon
    Craigslist and referrals are always the best for me.
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  • Profile picture of the author CharlieDewitte
    Referrals! Can't beat 'em.
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  • Profile picture of the author kevin timothy
    My favorite way to generate leads offline is by using road signs. They'll either get your phone ringing or you can point them right to your landing page.
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    Your Funnel is Waiting. Fill It With Unlimited Leads
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  • Profile picture of the author rolltide
    Kevin-What business have you used the "bandit" signs for? Have you sold seo/webdesign from them?
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    Make $150 everytime someone backs up their computer!
    http://goo.gl/07M6K

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  • Profile picture of the author rolltide
    I signed up one client in the past for video marketing off a bandit sign on a pole by Starbucks. I am thinking about using them again. Just curious to know what your experiences are with them.
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    Make $150 everytime someone backs up their computer!
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  • Profile picture of the author agababryn
    Cold calling is my favorite from the time I got a script to use
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    • Profile picture of the author rodtyler
      Originally Posted by agababryn View Post

      Cold calling is my favorite from the time I got a script to use
      What script would that be? Coming up with an effective script is always a challenge.
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      • Profile picture of the author celente
        Originally Posted by rodtyler View Post

        What script would that be? Coming up with an effective script is always a challenge.
        I would go back and read some of the 5 star threads with cold call scripts. I know alot of warriors who do offline have had some successes with those.
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        • Profile picture of the author rodtyler
          Originally Posted by celente View Post

          I would go back and read some of the 5 star threads with cold call scripts. I know alot of warriors who do offline have had some successes with those.
          I didn't say I needed one, even if it sounded that way. I do quite well, but I am always looking for improvement.
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  • Profile picture of the author sdentrepreneur
    Hands down...its Google Adwords. Followed closely by Facebook PPC, Blogging and Social Media Marketing
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    • Profile picture of the author ukcarl
      Originally Posted by sdentrepreneur View Post

      Hands down...its Google Adwords. Followed closely by Facebook PPC, Blogging and Social Media Marketing
      Agreed, I'm currently getting a couple of new customers a week via Adwords/Bing Ads.

      Would be interested to know what sort of leads your getting via FB
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  • Profile picture of the author kingofthesouth
    Originally Posted by celente View Post

    For me...

    - Its picking up the local paper and calling businesses that are heavily advertising.

    Now I will let you have your turn!

    Your #1 Favorite Way To Generate Offline Leads Is.....
    Postcards! Never fails to pull in a great batch of leads
    ready to join or buy what I offer.
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  • Profile picture of the author stranger11
    Good thread Celente,

    I feel bad for asking John questions that aren't related to the thread but I was very interested in his method of brokering deals. But its only fair that I answer your question.

    1) paying people on freelancing sites to search things for me.
    2) look at classifieds, niche/trade magazines
    3) look around, anywhere where there is advertising, billboards, bus stop ads, everywhere.

    We live in a consumer society, so there is always someone selling something one way or another wherever you look. So you pretty much have leads everywhere you turn your head.

    Originally Posted by celente View Post

    For me...

    - Its picking up the local paper and calling businesses that are heavily advertising.

    Now I will let you have your turn!

    Your #1 Favorite Way To Generate Offline Leads Is.....
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    • Profile picture of the author celente
      Originally Posted by stranger11 View Post

      Good thread Celente,

      I feel bad for asking John questions that aren't related to the thread but I was very interested in his method of brokering deals. But its only fair that I answer your question.
      No skin off my back stranger11, John is well known in here and was just merely sharing indepth his strategy as a broker and getting leads also. He was just replying to a question, and that is fine by me.




      Originally Posted by stranger11 View Post

      Good thread Celente,


      1) paying people on freelancing sites to search things for me.
      2) look at classifieds, niche/trade magazines
      3) look around, anywhere where there is advertising, billboards, bus stop ads, everywhere.

      We live in a consumer society, so there is always someone selling something one way or another wherever you look. So you pretty much have leads everywhere you turn your head.
      Nice Tips! Niche magazines is a good one!!
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    • Profile picture of the author Tim Bazley
      Hi John

      I like your business model you've been describing in the last few posts.

      I was just wondering...who does all the import / export stuff. Paperwork, shipping etc.

      Is that you or do you leave all that to the seller & buyer?

      Thanks

      Tim
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  • I use the "offline Penny Puncher" to generate qualified paying leads.
    You should go check it out ::

    cheers!,
    WILL
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  • Profile picture of the author John Durham
    In a nutshell, this is basically helping US manufacturers unload the tons of units of distressed (Throw away) merchandise, and get it off their primary market... by selling it to overseas companies at liquidation prices. You mark it up a few cents on 20,000 units you make a few grand.
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    • Profile picture of the author stranger11
      Do you find that some times of the year are better than others? I would assume the best time to do this is at the end of their fiscal year, but then again every business's fiscal year is different.

      Originally Posted by John Durham View Post

      In a nutshell, this is basically helping US manufacturers unload the tons of units of distressed (Throw away) merchandise, and get it off their primary market... by selling it to overseas companies at liquidation prices. You mark it up a few cents on 20,000 units you make a few grand.
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      • Profile picture of the author John Durham
        Originally Posted by stranger11 View Post

        Do you find that some times of the year are better than others? I would assume the best time to do this is at the end of their fiscal year, but then again every business's fiscal year is different.
        Not really. All times of year are about the same.
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    • Profile picture of the author stranger11
      John, I sent you a pm. I cannot find your WSO on it, is it on your other forum? I know I can figure most of it out myself, but I figured since you have so much experience, getting some of the scripts you use to communicate with the buyers and sellers would be helpful.

      Originally Posted by John Durham View Post

      In a nutshell, this is basically helping US manufacturers unload the tons of units of distressed (Throw away) merchandise, and get it off their primary market... by selling it to overseas companies at liquidation prices. You mark it up a few cents on 20,000 units you make a few grand.
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      • Profile picture of the author KoolFM
        Referrals.
        Remember the shampoo commercial, "If you tell two friends and they tell two friends?"
        Free advertising with credability.
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        • Profile picture of the author celente
          Originally Posted by KoolFM View Post

          Referrals.
          Remember the shampoo commercial, "If you tell two friends and they tell two friends?"
          Free advertising with credability.
          yes, I think putting in a CLEVER referrals system is a smart thing to do, its like putting your business on steroids, or viagra!

          I even pay some of my smaller clients a FINDERS FEE (I call it), if they find us bigger clients who even up paying or purchasing our products.
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  • Profile picture of the author Matthew J
    1.) Referrals - It's the least expensive and most powerful form of marketing there is. When I get a referral I find that 95% of my "selling" is done. Someone they trust gave them my name... In many cases when I get a referral it feels like the customer is saying...



    2.) Direct Mail - It's expensive but vastly underrated. I like post cards, flyers, and *gasp* sales letters :-)

    3.) Email Marketing - It's cheap, doesn't take a lot of time, and when done consistently (the right way) brings a nice extra stream of extra sales.
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    • Profile picture of the author Irish Intuition
      Referrals are the best... but can be the fastest way to failure if we wait on them.

      Most people do not refer, no matter how much they like us or the company. Also,
      one needs to have a source to get referrals. If we have only a handful of customers
      we not get any.

      I like warm leads best. For me, direct mail and email marketing work well
      at doing this. Another way is having a third party 'warm' the lead. Like
      it is done through an affiliate, I get introduced to their customer list through
      them.

      Almost nobody knows about joint joint ventures in the offline world, those
      that do have greater success.

      I also use direct mail and email to approach businesses to JV with
      Signature




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  • Profile picture of the author MaxReferrals
    my answer to OP Q:

    Help others freely by helping them solve problems they are facing... without expecting anything immediately in return.

    Always works. Always will.
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    • Profile picture of the author celente
      Originally Posted by MaxReferrals View Post

      my answer to OP Q:

      Help others freely by helping them solve problems they are facing... without expecting anything immediately in return.

      Always works. Always will.
      you are right!, but this is very very dangerous.

      There is a fine line here between pleasure and pain.

      My business in the offline world is flourishing. But when I started I use to show businesses how much I care, by helping for FREE. WOW! what a god damn big mistake that was.

      Let me explain....

      One client took 2 days out of me, while I was not working on my business and making him massive amounts of cash. I showed him list building also for his online business and set it up for FREE..... and he did not become a customer of mine, and has now gone on from about 30k a month profit, to over 100k I heard!

      Now I am a big believer in the laws of the universe, in that you have to give to receive...yes... I accept that, however like i said there is a fine line there. You have to choose to work for FREE to help enough and then get them to paying clients.

      Do not let them zap all your energy, good will and time.... DO THIS, and you will kill your business and your money making venture faster than you can say POOR GOOD SAMARATIN.

      After alot of testing and good intuition, you can start to tell those who are using you and those who are serious about their business. You can usually say you will expose them to strategies for a set amount of time to show them. But again, you run the risk of become victim to the leeches. They are out there, so while I agree with this, you have to becareful...and remember time is money!

      The time you spent 7 hours helping out some guy, you think is gunna become a client is 7 hours you cannot get back. And for me lead generation and what I can do in 7 hours THESE days is pretty killer.

      I am not saying do not do this, but be very very careful here. There is a fine line between pleasure and pain, that I have mastered now, and I am sure alot of people here know what I am talking about.

      Your VALUABLE TIME IS MONEY! always remember that no matter what.
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    • Profile picture of the author John Durham
      Originally Posted by Bayo View Post

      Determining what I want to offer BEFORE engaging in any type of lead generation.

      BAYO
      Im surprised to hear you say that Bayo. Some would say that to go in with a pre determined offer is to be selling a commodity. I may technically agree, but then, I dont disagree with the all around value of selling commodities.
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      • Profile picture of the author Bayo
        Originally Posted by John Durham View Post

        Im surprised to hear you say that Bayo. Some would say that to go in with a pre determined offer is to be selling a commodity. I may technically agree, but then, I dont disagree with the all around value of selling commodities.
        Hi John,

        I may have not communicated clearly, so let me explain.

        There are certain services I don't offer because they don't fit with what my consulting skill-set, maybe I don't want to use outsourcing or they just don't fit with what our business does. So those are out as lead generators.

        I always select an industry that meets my client profile. Those industries share general/similar problems e.g. figuring out how to make their service more tangible for instance so they overcome engagement or buying issues.

        There are numerous ways our company help, but when planning out our objectives and strategy for the upcoming quarter, we first figure out evidence of the problems we're going to focus on and what target market.

        We then work on how to take what's working and add as much personalization as possible for each business or how to introduce or add something that delivers a different and valuable service or product.

        Selling a Commodity

        If you (not you as in John) sell something that the business can get from somewhere else and it's going to be pretty much the same, give and take a few things, then that's a commodity. No differentiation and available elsewhere at pretty much the same price with the end product being pretty much the same, think SEO, Facebook marketing etc.

        In my business, we never offer commodities and it's the main reason why we don't use cold calling as a strategy. Local email marketing could be called a commodity but it's how it's perceived that makes the difference - this also dictates our approach to generating leads for the service, either way we would not cold-call to introduce ourselves.

        I've said it in the past and would like to repeat it for clarity. The only time we would cold-call using the phone or email is when there's no other way to reach the prospect. That's the only time we would do it.

        Remember, when responding to posts about perplexity with cold-calling, I can only mention and offer up things we do in our small business consulting, things we implement for clients and Offline Consultants I've worked with.

        If cold-calling works for others then that's what they can talk about too.

        Regards and hope that helps.

        BAYO
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  • Profile picture of the author guypeleides
    Originally Posted by celente View Post

    For me...

    - Its picking up the local paper and calling businesses that are heavily advertising.

    Now I will let you have your turn!

    Your #1 Favorite Way To Generate Offline Leads Is.....
    Networking meetings.

    I learned it from my buddy who was a real estate millionaire before he turned 25. He found all his buyers by going to everyone's network meetings. Accountants, lawyers, real estate, etc.

    If he felt they had money, he was there.

    There's too much email spam from SEO companies for a lot of these people. You always give yourself a huge leg up by being there in person and being personable.
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  • Profile picture of the author RedShifted
    2 words that immediately caught my eye in this thread: "brokering alibaba".

    Great stuff John. A few weeks ago some guy I know needed 1,000 - 5 gallon buckets of Valprene - 250. I didn't even once consider going on Alibaba. He wound up getting them through one of his business friends, but at least I'll know now for the future. Even if Alibaba doesn't carry them... I'm sure I can find them somewhere else (when he runs out).

    -Red
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  • Profile picture of the author Patrick Burke
    1) Referrals - they have driven 80% of my recurring SEO clients.

    2) Direct Mail. - bringing poor reputations to the business owners attention, getting in the door, and then upselling to become their "outsourced Chief Marketing Officer"

    3) Joining open groups on Linkedin, which then enables me to direct message decision makers. Landed a $1,000 a month client without ever meeting them. Shared a ranking case study in my message, and offered a free 10 minute video analysis using Screencast-O-Matic - Free online screen recorder for instant screen capture video sharing. ($15 a year). These videos have really helped set me apart, but you have to get in the door first.

    #1 and #2 came from specific strategies shared on Black Hat World.
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  • Profile picture of the author AndrewCavanagh
    My FAVORITE way is having a business owner contact me after they've
    been referred to me or found me online and preferably paid for one of
    my products or at least read one of my reports.

    With that kind of posture it's pretty easy to convert that prospect into
    a paying client.

    Kindest regards,
    Andrew Cavanagh
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  • Profile picture of the author richie311
    Where do you guys get the email addresses for owner contacts? I mean we can all get the info@whateverbusiness email of their site but is this typically the business owner?
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    • Profile picture of the author voiceofreason
      Banned
      Lead generation comes in stages:

      Before a sale

      During a sale

      After a sale

      Different forms of marketing lend themselves to different stages of the sales process - As you'll encounter a different mindset from the buyer.

      Before: This is more inline with what many would call "cold" lead generation. I personally enjoyed:

      - Specialty direct mailings (Powerful, and near 100% open rate)
      - Email
      - Drop-offs
      - Public speaking

      During the sale is where you'll begin planting the seeds for referrals - If you're doing a great job for the client, this is the stage where you should begin asking "who else do you know who might..." Or "You know, I have really enjoyed working with you, and having you as a client... Who else do you know who might also benefit from our services?" It's such a simple question, and it works... Too timid to ask? Then don't expect the client to volunteer.

      After:

      After the sale is made, and the products delivered (Ongoing?) - Now is the time to strike -I always made it a point to have one of my team drop off a post sale survey form. This form asked them to rank our services on a scale of 1 - 10. (In various areas) - The final question asked for referrals (If you were happy with your services, would you..." Simple "Like fries with that?" approach. Again, it works.

      Pay attention to the details and you'll find several opportunities during your sales cycle to ask for referrals.
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