A little about my personal story, I came to Canada some years ago and decided to start my consultant business giving internet marketing advice and services to businesses.
I had two main problems:
- Even though I knew how to speak English I was incredibly insecure about my accent.
- I had previous cold calling experience and knew how soul crushing it was, how your negotiation position was reduced and the price was the only factor to negotiate.
I started cold calling with very minimal to no results but instead of hitting my head against a wall or brainwashing myself about how to be “tougher and keep cold calling.” I started looking for a different way to get clients.
One day while surfing the net I found Gary Halbert’s website, this is where I learned how he used to sell different products and services via mail, I devoured his site and applied the principles to little info products I had created. I wrote sales copy to sell the product and Holy Crap … it started pulling sales!
It was then when I decided to use the same direct marketing principles in order to attract clients. Following are the resources I have used in order to get clients without cold calling. I have been a consultant for lawyers; a world renowned luxury resort chain and I am currently working with several adult oriented sites.
You will learn not only the principles of PPC and direct marketing but more importantly the principles of sales and marketing. I have personally bought many products from him and just the information alone that he gives you for free in his auto responders is by far one of the best marketing lessons you will get anywhere.
This man taught me the principles of information marketing, how to use and create real authority and how to use magazines and newsletters to attract more clients.
In order to print my direct marketing message on my business cards, postcards and direct mail pieces. Great prices, great interfaces, they allow you to export lists of prospects, designs, etc…
Print your book
One very important piece of being a respected consultant is to have a book that is part of your info marketing arsenal, the people who buy your book are one of the best prospects, those who buy information to solve a problem are way more qualified to hire somebody to implement the solution than those who don’t, so here are some great resources to self-publish your book.
When you are going to mail an offer the most important thing is the quality of the list, that is why you need to know the standard rate and Data List Book, you can order it online here.
or you can get a copy at your local library there are thousands of lists of any topic you need.
Another weapon in your info marketing arsenal is article marketing, but not in the usual way, sending your best articles to magazines and local newspapers is a great way to get qualified leads, again a prospect buying information about a topic or a specific problem is more willing to pay for the implementation.
The technical journals struggle to get good content in every issue, so as long as you deliver your articles on time and they are 90% content 10% pitch, the editors will like you.
This site can help you get the names and sometimes even the contact information of many technical journal editors.
Giving conferences and seminars for a large group or even 3 -5 attendees is another great way to produce content for your articles, books and lead generation, for this I have used:
For $17/month you can create a local group about your themes, you can receive leads and contacts, regardless of whether you charge a fee or do it for free.
A free webinar system that allows you to charge money for your webinars (Anymeeting.com charge a fee of $2.50 or 2.5% of how much you charge per sale) it also allows you to record your webinar and to charge the prospects for a copy of the recording (again they will charge the 2.5% fee for each sale made.)
Once you start generating more money and follower’s gotomeeting.com is the way to go for $49/month.
A crucial part in converting more visitors into prospects and prospects into clients is the follow up and in order to leverage all your marketing on auto responder is the way to go.
Without doubt this is the best option, you configure a set of ten value packed, direct marketing oriented emails and you will be rolling, as part of the follow up system you need to include a contract for your prospects to download and sign, I have used Aweber for this.
I am going to be updating this list when I get new resources and I would have to invite the other direct marketing lovers to make this a resource page for people who want to market their services in a better way.
Winning through intimidation This book is the bible on positioning for a consultant.
Techniques to generate B2B leads without cold calling.
Getting new leads is always a challenge, especially without cold calling, but I discovered new software that can help you get leads in a
smoother more awesome way, here are the instructions on how to do it:
a) Go to the site www.wanapi.com
b) Sign in for a new account.
c) Once you fill out the form it will send you an email to confirm it.
d) When you log in it will ask you to access your Google Analytics profile that you want to analyze, click on the "Allow Access button".
e) It will show this screen while connecting the data (the process may take several minutes, depending on the number of visitors your site has)
f) And voila, what it gives you is the LinkedIn information of the people that have visited your site.
g) And what is even better is that you can connect via LinkedIn with the people that were looking around your website that can help you connect with them and start a virtual contact giving you a more warm type of lead.
h) If you want to get more tips on marketing and sales – click here and subscribe to the list.