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Unread 23rd Feb 2010, 11:25 AM   #1
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OFFLINE POWER TOOLS #4 - Obliterate Objections with this Proven Sales Closer!!!
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I met with a prospect... when I showed him this chart, he was speechless... Finally in a whisper, he said, "I had no idea..." Now he's a client.


"GRAB THIS GAS-POWERED, OBJECTION-RIPPING BUZZSAW THAT WILL FORCE YOUR PROSPECTS TO WHIP OUT THEIR CHECKBOOKS!"






The first time I used this poster, it helped me get a check in the amount of $1,294 ($997 + the first month of $297 recurring). I have no doubt that if this had been a higher-budget client, I could have landed a contract worth 4-5 times as much.

The best part is that I didn't have to sell.



A few weeks ago in the main forum, there was a long thread about positioning yourself when offering your consulting services to offline clients. If you read that thread, you, like me, were probably intrigued by the ideas.

This chart is modeled after some of those positioning ideas.


Specifically, AP talked about a chart (he called it a mindmap) that he prints in full-color at Kinko's at 18"x24". When he unrolls it during a meeting with a prospect, they are stunned.

This is exactly the response I saw the first time I used it in a "closing." From the moment I unfurled this beast, the client was sold.



Below are the steps I take in my sales process (in very broad strokes) as well as where this chart fits in:
  1. Reach Prospects (postcards, seminars, referrals, etc.)
  2. Initial Meeting (consultation where I ask loads of questions about their business)
  3. Follow-up Meeting (this chart was designed to be used at this meeting - and it positions you to make it easier to command a higher pay rate)




Power Tool #4 - Sales Positioning Chart 2.0
(.ai, .svg, .eps and .pdf - now with even more Web 2.0 properties!)











Originally Posted by mattrix329 View Post

I just wanted to say that I have absolutely LOVED every one of your WSOs and have found them to be invaluable!

The quality of all your work is completely staggering. I can't say much... other than "next please"




This chart is in vector format, meaning you can print it smoothly at any size. At 18" x 24" it's really a poster!

This clean, professional, oversized presentation will instantly give you all the positioning and confidence you need to command premium prices for your services.






If you want to use this poster/chart (or one like it) in your offline sales process, you have two choices...


OPTION 1 - Create Your Own Chart

If you have a vector editing program (Inkscape is open source), you're set. Here are the steps you'll need to take:
  • Bookmark this thread (important - you'll probably want to come back)
  • Locate and download vector logos - I was only able to locate around 1/6 of the ones I wanted, but perhaps you'll do better
  • Convert bitmap logos into vector format - I used Vector Magic, and it's $23.85 for 3 months - this step resolved about half of the remaining logos
  • Clean or re-create remaining logos - I used whatthefont to locate the fonts for those logos I had to clean up after conversion or create from scratch
  • Once you realize how much time it will save, come back to this thread and purchase the ready-made chart


OPTION 2 - Grab This Chart

(After all... time is money.)












FAQ's

Q: Do you include any training?
A: This WSO is for the two ready-to-use sales chart only.


I do have a free MindMap that outlines my entire offline process, however.

Finally, there are many offline marketing WSO's being offered right now. I have purchased from Maria and David, but have also heard great things about Andrew's stuff. Alternatively, just search through the main forum. This topic comes up a LOT. Here's a great thread on positioning, for example, that will also help get you started.

Q: What if I want to add/remove {WEB 2.0 SITE} to/from the chart?
A: This chart is in fully-editable .ai and .svg formats. You'll need to find or create the logo in vector format (.ai or .eps are the most commonly found) and drop it into the chart. You can also delete those logos you don't want to use. There are a dozen or more logos that I would have liked to have added, but they would have been too time-consuming to recreate. I just say that the chart is representative of the work I do on an ongoing basis, but that I also have some "secret sauce" that's not shown.

Q: Can this chart be made to work with <INSERT PROGRAM HERE>?
A: I'm not sure. I used Illustrator to create it. I haven't yet downloaded Inkscape, but will probably give it a try for my next project (it uses the .svg format). Inkscape runs on multiple platforms. I do know that if you need help personalizing this sales chart, assistance can be found here on the Warrior Forum or at outsourcing sites that could do these tasks for a nominal fee.

Q: Where can I get this printed?
A: I used Kinko's for the first few I did. I've ordered one from Shortrun Posters, and they quality was perfect for our needs. They are MUCH cheaper than Kinko's. I've also heard that Sam's Club does inexpensive poster printing, but I haven't investigated the details yet.

Q: What rights come with the package?
A: Personal rights for use with your offline business. Edit at will as long as you're using it for the stated purpose. If you post this on the web, please do so in a smallish size (i.e. 550px wide) in bitmap format.

Q: How much can I make doing offline consulting?
A: A lot, but it's up to you (see above link on positioning). This sales chart can help you reach your potential pretty quickly.

Q: What percentage of cold calls convert into sales?
A: It's up to you. These tools help, but you have to talk to people.

Q: Is that a watermark or a subliminal message?
A: Yes. It's not on the final (although you could certainly add it if you want).

Q: Can I get a review copy?
A: There's a review copy of the sales chart in the sales copy above. Feel free to print it as is, but don't expect any prospect to be "wowed."

Q: Do you give discounts?
A: Not on this product. Consider the time it would take you to recreate the chart and you'll see what a steal it is.









P.S. Even if you were able to find all of these logos, simply gathering them and creating a document would take much more than $9 of your time. I've done the grunt work. Grab this poster and get out there picking up clients today!
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Unread 23rd Feb 2010, 03:29 PM   #2
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Re: OFFLINE POWER TOOLS #4 - Blow Your Prospects Away and Position Yourself for the Big $$$
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Hi Kelly:

Thank you much for getting back to my PM so promptly.

Your vectorized MINDMAP is a wonderful visual tool to help business owners realize the complexities and skill-sets required to make their business much more powerfully visible on the Internet. This MINDMAP will certainly remove a consultant from COMMODITY mindset... opening the door to realizing they really do need help.

Owners
only care about RESULTS. Your MINDMAP is so clear and simple... yet visually powerful because there's no noise or clutter... it will help owners internalize that they truly need a consultant's help. When used properly, it can convert what could normally be a sales challenge to a pleasant and helpful public relations opportunity!

In that the your MINDMAP is scalable to any size without degradation, it can be used for group meetings... and yield some very high-paying projects.

Thanks much for an excellent high-quality and cost-effective offline marketing tool!


Alan
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Unread 23rd Feb 2010, 04:27 PM   #3
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Re: OFFLINE POWER TOOLS #4 - Blow Your Prospects Away and Position Yourself for the Big $$$
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Alan,

I appreciate the purchase and the feedback!

Good luck with your future projects.


-Kelly
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Unread 26th Feb 2010, 12:08 AM   #4
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Re: OFFLINE POWER TOOLS #4 - Blow Your Prospects Away and Position Yourself for the Big $$$
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Hi Kelly,

Liked the Powertool #1 Mindmap and the Powertools #2 & 3 Whitepapers and Powerpoint.... so just got this Media Poster too! :-)

Okay a couple of questions...

1.) How can I add my name and logo or website address to the files?

2.) What do the .ai and .eps format types mean? program associations? to open it?

3.) I was going to give the Shortrun Posters printing a try but when I "browsed" to my downloaded folder area to locate the graphic it doesn't recognize either the .ai or .eps file types to upload the poster for the 18"x24" printing...

Your clarification and assistance is greatly appreciated amigo...!

Many Blessings,
Jerold
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Unread 26th Feb 2010, 12:25 AM   #5
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Re: OFFLINE POWER TOOLS #4 - Blow Your Prospects Away and Position Yourself for the Big $$$
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Originally Posted by jjebfafl View Post

Hi Kelly,

Liked the Powertool #1 Mindmap and the Powertools #2 & 3 Whitepapers and Powerpoint.... so just got this Media Poster too! :-)

Okay a couple of questions...

1.) How can I add my name and logo or website address to the files?

2.) What do the .ai and .eps format types mean? program associations? to open it?

3.) I was going to give the Shortrun Posters printing a try but when I "browsed" to my downloaded folder area to locate the graphic it doesn't recognize either the .ai or .eps file types to upload the poster for the 18"x24" printing...

Your clarification and assistance is greatly appreciated amigo...!

Many Blessings,
Jerold
Jerold,

First, thanks for the purchase!

Within the zip file, there are the following files:
  • A .pdf for those who just want to get it printed without any edits - I can't imagine why someone would want to, but I included it just in case.
  • An .ai file, which is an Adobe Illustrator file. It can be edited within Illustrator as well as many other vector editing programs.
  • A .svg file, which can be opened and edited with InkScape. InkScape is a free open source vector editing program. I included this for those who don't already have a program that can handle vector images. Download and install this program and you can edit this file as much as you'd like.

While you're making edits, I recommend changing the "Your Website" text to their company name and dropping in their logo if possible.

Shortrun Posters accepts bmp, eps, jpg, pdf, png, and tif files at 17" x 23". While there is a pdf included in the package, I recommend saving the edited file in a format and size that they directly accept. With a vector editor, this is virtually a non-issue. Worst-case, save your edited file as a pdf to send to them.

One final note about Shortrun. They have a flat $10 shipping charge. If you upload a zip file containing multiple posters, they'll print one of each and ship them together for the same flat rate.

Hope this helps!


-Kelly
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Unread 26th Feb 2010, 03:08 PM   #6
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Re: OFFLINE POWER TOOLS #4 - Blow Your Prospects Away and Position Yourself for the Big $$$
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Thanks for the help Kelly...

I'll work on it this weekend and let you know if anything else is needed to enlighten me!
~Jerold
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Unread 12th Mar 2010, 04:12 PM   #7
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Re: OFFLINE POWER TOOLS #4 - WOW! Your Prospects So Much They'll Beg For Your Help!!!
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Kelly,

I'm in

Cheers
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Unread 15th Mar 2010, 11:26 PM   #8
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Re: OFFLINE POWER TOOLS #4 - WOW! Your Prospects So Much They'll Beg For Your Help!!!
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Hey Kelly-

I purchased this the other day. I don't have AI, but I thought I could open it by downloading and installing inkscape. It appears not to work with WIndows 7. I can't even view the file. I sent you an email. I can't PM. Please advise via email.

Thanks.
Marie
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Unread 16th Mar 2010, 12:05 PM   #9
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Re: OFFLINE POWER TOOLS #4 - WOW! Your Prospects So Much They'll Beg For Your Help!!!
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Originally Posted by mac522 View Post

Hey Kelly-

I purchased this the other day. I don't have AI, but I thought I could open it by downloading and installing inkscape. It appears not to work with WIndows 7. I can't even view the file. I sent you an email. I can't PM. Please advise via email.

Thanks.
Marie

Hope my emails helped resolve things for you.


-K
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Unread 30th Mar 2010, 05:07 PM   #10
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Re: OFFLINE POWER TOOLS #4 - Obliterate Objections with this Proven Sales Closer!!!
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Kelly,

I can't remember how AP did his, but I thought it had a bit more "process" stuff on the map - not just web property etc logos.

I presume I can customize a few different things on it to make it specific to a client ie some things they won't be doing, and others that they are like print/DM campaigns, offline ads etc?

From what I've read it looks like this can be done in Illustrator?

I have your other free wso map - can this also be customized in the same way?

Cheers,

Justin
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Unread 3rd Apr 2010, 01:35 AM   #11
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Re: OFFLINE POWER TOOLS #4 - Obliterate Objections with this Proven Sales Closer!!!
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hmmm...no response?
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Unread 3rd Apr 2010, 11:15 PM   #12
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Re: OFFLINE POWER TOOLS #4 - Obliterate Objections with this Proven Sales Closer!!!
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Originally Posted by JustMint View Post

Kelly,

I can't remember how AP did his, but I thought it had a bit more "process" stuff on the map - not just web property etc logos.

I presume I can customize a few different things on it to make it specific to a client ie some things they won't be doing, and others that they are like print/DM campaigns, offline ads etc?

From what I've read it looks like this can be done in Illustrator?

I have your other free wso map - can this also be customized in the same way?

Cheers,

Justin

Yes. This is in Illustrator format, so you can customize it as much or as little as you'd like.

I never saw AP's version (other than the tiny thumbnail he used as his avatar). I've used an older version with fewer properties and this version - both with a great deal of success. If you'd like to modify it to use it in a different manner, you have the freedom to do so.

-K


P.S. Sorry for the delayed response. The beach was BEAUTIFUL today.
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Unread 4th Apr 2010, 08:09 PM   #13
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Re: OFFLINE POWER TOOLS #4 - Obliterate Objections with this Proven Sales Closer!!!
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Thanks Kelly
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Unread 5th Apr 2010, 11:15 AM   #14
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Re: OFFLINE POWER TOOLS #4 - Obliterate Objections with this Proven Sales Closer!!!
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Thanks Kelley
Just pruchased
since most people are visual

this will knock their socks off
98% of people do not know
all the sites available
and this just shows them
how much of a expert you are

Thanks
Don
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Unread 5th Apr 2010, 11:23 AM   #15
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Re: OFFLINE POWER TOOLS #4 - Obliterate Objections with this Proven Sales Closer!!!
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Originally Posted by mentor4u View Post

Thanks Kelley
Just pruchased
since most people are visual

this will knock their socks off
98% of people do not know
all the sites available
and this just shows them
how much of a expert you are

Thanks
Don

Thanks for the support, Don!

Just a quick follow-up: I've used Shortrun Posters for most of my recent needs. They have a reasonably quick turn-around, so as long as you plan ahead a bit you can pre-order. I have some that are generic on hand just in case I have need for one fast, and I order customized posters for each prospect if the follow-up meeting is far enough out to get the poster back.

You are right, Don. These posters knock their socks off.

Thanks again...


-K
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Unread 21st Apr 2010, 10:35 PM   #16
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Re: OFFLINE POWER TOOLS #4 - Obliterate Objections with this Proven Sales Closer!!!
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Originally Posted by mentor4u View Post

Thanks Kelley
Just pruchased
since most people are visual

this will knock their socks off
98% of people do not know
all the sites available

and this just shows them
how much of a expert you are

Thanks
Don
WARNING!

This could also be a problem. Impressive.. quite, especially for us in the know.

If I whipped this out and did a "hey, check this out" to some of my clients they would surely give me a "what the hell are those?" stare.

THE REAL POWER (IMP) - I think it is best used after a lead in, where you set the stage and the benefit of having their site/content on many high traffic web properties then even mention a few that perk up ears. Establish ASSOCIATION. Stage set - Whip this puppy out and point to familiar ones first and add association to those that aren't household brands.

Remember, it is about bringing rocket science down to grade school math with offline folk. Overwhelm them and they walk. Properly drive home real world benefits they can understand and easily identify with and undivided attention is yours. (Which is sometimes the hardest to acquire and most important part).

This is a great tool by itself but it can launch you into instant expert land if your clients quickly understand how all of this benefits them at a "oh, ok I get it" level.

Just my 2

Top work Kelly and yea, good luck anyone trying to recreate this in under four hours. 9 bones is insane for a quality tool like this.

Christopher
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Unread 27th Apr 2010, 09:47 AM   #17
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Re: OFFLINE POWER TOOLS #4 - Obliterate Objections with this Proven Sales Closer!!!
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Originally Posted by netgain1 View Post

WARNING!

This could also be a problem. Impressive.. quite, especially for us in the know.

If I whipped this out and did a "hey, check this out" to some of my clients they would surely give me a "what the hell are those?" stare.

THE REAL POWER (IMP) - I think it is best used after a lead in, where you set the stage and the benefit of having their site/content on many high traffic web properties then even mention a few that perk up ears. Establish ASSOCIATION. Stage set - Whip this puppy out and point to familiar ones first and add association to those that aren't household brands.

Remember, it is about bringing rocket science down to grade school math with offline folk. Overwhelm them and they walk. Properly drive home real world benefits they can understand and easily identify with and undivided attention is yours. (Which is sometimes the hardest to acquire and most important part).

This is a great tool by itself but it can launch you into instant expert land if your clients quickly understand how all of this benefits them at a "oh, ok I get it" level.

Just my 2

Top work Kelly and yea, good luck anyone trying to recreate this in under four hours. 9 bones is insane for a quality tool like this.

Christopher

I don't include specific training with my Power Tools (other than brief instructions with the postcards). Perhaps I should.

I use this in my second meeting with a prospect. The first meeting is focused completely on them. I ask TONS of questions about their business, their processes, and mostly about their needs.

The second meeting is where I close. During this meeting I talk about what I can do for them. This poster helps me visually explain what I mean when I talk about "widening their net" on the Internet.

It's one tool from my toolkit (as is IM), but what it does, it does very, very well.

Thanks for the props, Chris!



-K
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Unread 18th May 2010, 12:21 AM   #18
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Re: OFFLINE POWER TOOLS #4 - Obliterate Objections with this Proven Sales Closer!!!
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Hey Kelley,
I just wanted to say that I have absolutely LOVED every one of your WSOs and have found them to be invaluable!

The quality of all your work is completely staggering. I can't say much... other than "next please"
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Unread 20th May 2010, 02:47 PM   #19
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Re: OFFLINE POWER TOOLS #4 - Obliterate Objections with this Proven Sales Closer!!!
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Originally Posted by mattrix329 View Post

Hey Kelley,
I just wanted to say that I have absolutely LOVED every one of your WSOs and have found them to be invaluable!

The quality of all your work is completely staggering. I can't say much... other than "next please"

Thank you so much for your support and for the kind words!

-K
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Unread 22nd Aug 2010, 01:52 AM   #20
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Re: OFFLINE POWER TOOLS #4 - Obliterate Objections with this Proven Sales Closer!!!
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Hey Kelly, I love this tool! The quality is awesome...the printers will be running off a few of these this week!

Roger
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Unread 24th Aug 2010, 10:55 AM   #21
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Re: OFFLINE POWER TOOLS #4 - Obliterate Objections with this Proven Sales Closer!!!
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Originally Posted by postauger View Post

Hey Kelly, I love this tool! The quality is awesome...the printers will be running off a few of these this week!

Roger

I'm glad you like the poster Roger! I hope it will help you bring in some business.


-K
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Unread 24th Nov 2011, 08:06 AM   #22
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Re: OFFLINE POWER TOOLS #4 - Obliterate Objections with this Proven Sales Closer!!!
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Looks great, unlike other maps this one can be left behind with your information. I will take one.
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