Push Button Offline Blueprint The Guide To Six Figures As An Offline Consultant. Craigslist 25

Transcription

1

2 Table of Contents Introduction... 2 Why Businesses Need You... 4 Prospecting For Clients... 5 Prospecting With RingLess Voice Mail... 6 Appointment Script Prospecting With LinkedIn Prospecting With Cold Finding Businesses To Google Places...23 Craigslist 25 Print Advertising..26 Templates..29 Google Listings Selling Google Listing Services Cold s For Google Listing. 35 Pricing.37 Closing The Deal Handling Objections Lead Generation Lead Gen With Facebook Ads Selling Websites Selling SEO Citations Taking Payment Conclusion

3 Introduction Thank you for your purchase of the Push Button Offline Blueprint. This is your road map to selling online services to businesses in your area. And how to get paid handsomely. Keep in mind. This is an outline and will not go over the entire details of every aspect of offline marketing. It s an outline of what you can sell and how you can make great money. More in depth learning will be needed. There will be links in this course to check out some more in depth learning. It is optional and is not required. It will shorten your learning curve and get you up and running much quicker All local businesses need a constant flow of leads coming in to their business so they can grow. Most brick and mortar businesses are sole proprietors or small companies that have little experience in sales and marketing. Whether you are generating leads, improving their SEO, developing a new website, it all comes down to marketing. The people that own their own business do one thing very well. They run their business. They are not marketers. That is why you will see a lot of businesses with poor websites and non-interactive Facebook pages. For instance, a lot of businesses do not have sophisticated websites or any sophisticated way to market themselves online. They rely on 2

4 craigslist and penny saver ads to generate the majority of new business. This makes auto repair an absolute goldmine to you because you can solve the problem of generating leads and bringing more business in the door. Hint hint. This is why a course like the Offline Consulting Confidential by Jim Mack is a great resource. It is designed to sell leads and services in the auto repair industry. In addition, Auto Repair is searched online more than dentists, chiropractors, plumbers and HVAC. This is a very lucrative business, and many people have made fortunes in it. This is why auto repair is such a fantastic niche. Treat your business as a business and dedicate time to it and you will be successful. Focus on getting that first client, and then the second. Soon you will have 10 or so paying clients and you will be generating an awesome income. This guide will give you an outline through making $1000 to $3000 per month per client. You will get started in baby steps. Then you will build and build your business to achieve the income goal you are shooting for. A road map making this a push button business. You are going to start learning simple things like Social Media Management and then up sell into Web Design, SEO, Selling Leads, Setting up Autoresponder and Sequences for your clients. In this course I will focus on client getting a lot. So pay attention. A business owners life blood is fresh leads and so are yours. You don't have to know anything about the services I've mentioned above. All you must do is find the businesses that have issues with their online marketing and send an or use the push button formula how you can help solve their problem. 3

5 WHY BUSINESSES NEED YOU Here is the great reason offline marketing is such an awesome business. Most plumbers, air conditioning, roofing contractors, attorneys, dentists know their job and they know it well. Some have gone to college, some have masters or doctorate degrees. Those people are not marketers. Others have gone to the School of Hard Knocks. This is where you step in. You are going to be bringing new customers and leads to them and they are going to pay you handsomely for it. Once you show them a great return on investment, and you will. You will have a customer for a long, long time. 4

6 PROSPECTING FOR CLIENTS PUSH BUTTON METHOD I am going to give you several ways of getting in touch with contractors and getting your services in front of them. My top ways of getting in front of the business owner or office manager and getting an appointment is this. 1. Ringless Voice Mail 2. The LinkedIn method 3. Cold RINGLESS VOICE MAIL CLICK A BUTTON AND WAIT FOR THE CALLS I hear all the time from my private coaching students that getting through the gatekeeper is one of the toughest things to do. Using the ringless voice mail you can circumvent the phone screener or even the I m not interested so they will listen to your message. This is being one of the most effective systems that I've seen. The first is Ringless Voice Mail with LeadsRain's. With LeadsRain, what it is it's a ringless voic to cell phone system. It basically rings out to a number that you uploaded and it goes straight to the voice mail and the phone never rings. That's why I mention getting a list. 5

7 The ringless voic works when other marketing strategies have failed. Phone calls can be screened, and text messages can be deleted even before reading. With a ringless voic , a recipient has a voic message waiting for them. The Contractor Marketing Confidential is an excellent resource for the complete ins ad outs of Ringless Voic . It is a very affective prospecting tool. A great industry to target are insurance agents and financial planners. They will pay at least $50 for good leads. Most people like to listen to messages. With ringless voic , marketers can deliver their messages to large masses of targeted clients. In today s world call screening is very easy to do. If people see a number they do not recognize they will send it to voice mail. This is why Ringless Voic is so powerful Both landlines and mobile phones have a voic box where voic s are received and saved. Ringless voic s go directly to the voic server. They can be personalized by mentioning the name of the receiving party in order to gain more recognition. These types of messages can be as specific as the marketer would like them to be. You will upload the list, and it will send a voic to a cell phone. and the big thing is like I mentioned, most contractors or a lot of contractors out there are using their cell phone for their primary source of all the numbers coming into them. So, by using LeadsRain, it's a great way to get directly to that potential customer. If it rings a landline, if somebody picks up, it's not going to leave the message, but if nobody answers, it will leave the same voic . It's just going to play the recording. So, I know a lot of you are probably worried about if is this a robocall, all these different things that Congress is considering. No, this is not a 6

8 robocall. A robocall is going to continue to talk when you pick up the phone. If someone does not pick up, it's going to continue to leave the voice message. So, no worries here. It's not a robocall. Steps for your Ringless Voice Mail Campaign STEP 1: Get Your List One of the first things that we are going to need is a list. I found the best way is to pay someone for that list. And you do not have to pay a lot. I would start out with a list of 1000 names and phone numbers. Two of the best places to go are Fiverr and Info USA as far as finding your list. You will begin to whittle down and find a niche-specific list that you'll want to be using. Fiverr is by far the best place you re your list. At the most it will cost you $20 for 1000 names. You're going to find different industries that you're going to specialize in, and this is what I really recommend. But to start go ahead and get all the businesses that you can find. By that I mean Roofers, HVAC, Foundation, Lawn and Landscape, etc. PRO TIP: If you are going to do a Ringless Voice Mail campaign to 9 to 5 businesses with a store front. Chiropractors, Attorneys, Doctors, Accountants, Auto Repair send your calls after 8pm. This way it will go to voice mail. Ringless Voic will not leave a message if someone picks up the phone. You can use Info USA if you like, but the list is going to be more expensive. When ordering your list ask for these key things. 7

9 1. Business Name 2. Owners Name First and Last 3. address 4. City, State 5. Size of business PRO TIP: You want to contact businesses with less than 100 employees. This is where the ringless voice mail is most effective. If you want to target contractors such as Roofers, Plumbers, Lawn Care, get a list with less than 20 employees. Here are the fiverr gigs I use for my lists Fiverr.com - gmehrguth Fiverr.com hamna93 STEP 2: Get Your LeadsRain Account Set Up LeadRain is very easy to set up. You just go to and sign up for a FREE account. Each call you make is 5 cents. But it is a very inexpensive way to get your phone ringing off the hook. In the videos in this course I walk you through setting up your account. And getting up and running. STEP 3: Upload Your List In Step 1, I talked about getting your list. Now you upload your list in Leads Rain. The video in the course will walk you through how to do this. It is a very simple and easy process. 8

10 STEP 4: Record Your Message There are many free mp3 recorders online. You will need to record your message. Here are a couple you can use. Here are some voice messages I tested that work very well. Hi this is [YOUR NAME]. Are you missing out when a potential new customer calls your business? Just like this call you missed. I can help. Call me at Hi. this is [YOUR NAME]. I understand you are looking for inexpensive ways to market for new customers. Call me at and I will show you a great way to get your phone ringing and more business for you. 9

11 Hi this is [YOUR NAME]. I have a way you can test drive an awesome way to get new customers calling you and asking for you to do business with them. If you are at the very least curious, call me at STEP 5: Send Your Message STEP 6: Wait for The Calls to Come In Whether we are using the Ringless Voice Mail, LinkedIn or Prospecting, I recommend getting a CallFire number to field your calls. You can forward that number to your cell phone, office phone, it doesn t really matter. It s a way of monitoring your responses and your message you are leaving. CallFire is excellent because you can use this not only for your calls coming into you from your contractors. But also, calls going TO your contractor from your Facebook Ads. You would just have two separate local numbers. If you want to market nationally or internationally, CallFire is great. You can use those numbers to that local area and set it and forget it. The main reason for a CallFire phone number especially from your LeadsRain campaign, is that you are going to have some grumpy people call you. They won t be happy you left a message in their voice mail. It s OK. Trust me that is about 3% of the calls. The other 97% are happy and desperate to do business with you. Get your FREE CallFire account here STEP 7: Set Up the Meeting 10

12 Once the prospect has called and left a voice mail for you or you have answered the phone closing the appointment is easy. You tell them My company has been working with local businesses for quite some time helping them generate new customers for their business. We have a proprietary way of making your phone ring and I would like to partner with your business at no cost to you to test the market. WAIT FOR AN ANSWER. If no hang up the phone. They are not who we want to spend one more second with. They need you more that you need them. There are plenty of contractors for you to go see. If yes or how much? or what s the catch say to them. Since you re helping me out I ll do all of my usual work for free. There is no catch. I will set up all the ad copy and run the ads. I will just need to sit down with you and go over your target customer and some details about your business. Will that work for you? WAIT FOR AN ANSWER. Or you can say to them. Since you are helping me out I ll do all my usual work for free. For 30 days, I will run Facebook Ads for you and I will customize this for your office. In 30 days, you will know whether it is a good fit and you saw a return on investment. If you don t think it is a good fit, that s fine too. Does that sound fair? Either way works. I have tested both. And both are equally effective. Businesses that market, spend $5,000 a month in marketing at a bare minimum. $100 is nothing to take a chance. If you have a good feel for them, you can even ask them to split the ad cost of $200 with you. You 11

13 and I know you shouldn t spend more than $100 so this way you are not out of pocket. Appointment Script Follow the script below. Make it your own. If you stick to the general premise you are going to crush it out there. It is very easy to follow. You will want to have these with you for each presentation. If you have the bonus material use the power point. If not, either put the bullet points into a presentation or a laminated presentation. 1. A Facebook Ad as an example. (Any vertical market ad will work, it depends on the industry you focus on) There are many places you can drive leads from. 2. A picture of an opt-in page. 3. The trial period agreement. The process will be to set up a CallFire number to go directly to the business phone number that your client takes his incoming phone calls. There will be a brief message letting him know where the call is 12

14 coming from. In your CallFire account, you will see the call and you will also get an . If you are going to set up a craigslist ad, this is all you will have to do. If you are going to use a Facebook Ad, you will create a Facebook business page for your client on your account. You will set up an autoresponder on GetResponse for your client that you are in control of. This is so that when you meet back with your client in about two weeks you are going to have the number of calls received, opt ins, and number of leads. When you make the final presentation and ask for anywhere from $600 to $1,500 your asking price will be justified because you have hard numbers. PROSPECTING WITH LINKEDIN METHOD Both prospecting methods are ways to get your foot in the door. Your goal always is the next step. If you are prospecting, your next step is the appointment. The next step is a sale. The next step is delivery of the lead. The next step is a satisfied client. The next step is a referral. Always go from point A to point B. Never point A to point Q. You want to stay focused and on point. You are presenting a simple solution. For $100 you are going to give them customers and those customers are going to equal thousands of dollars to the contractor s business. 13

15 If you follow the outline I have included in the course you will do great. It s a competitive world out there. You will often see contractor offices every couple of blocks. There are reasons the busy offices are busy. They provide excellent service and they market for new customers. While it may not be the sexiest of social media networks, LinkedIn is the most important one for professionals. With more than 277 million members, there s no denying LinkedIn is the world s largest professional network. In fact, professionals are signing up to join LinkedIn at an astounding rate of more than two new members per second. And that s just the beginning of LinkedIn s potential. The Dental Marketing Confidential is a perfect resource for finding businesses using LinkedIn. When you are setting up your LinkedIn account there are some basic steps you will need to take. I know it s basic stuff. But you want to convey yourself to be as professional as possible. You will want a good photo of yourself. This is a professional network. The picture doesn t have to be professionally done. But it needs to look good. This is an example of a LinkedIn strategy used by Jim Lancer. He is an offline marketer that has perfected the LinkedIn method 14

16 Even though in this example you are connecting with contractors, we want to connect with other professionals first. So begin to reach out and connect with insurance sales people, car sales, advertising sales, sales managers. It doesn t matter which industry you choose. Right now we want people to connect with us. Once we have around 100 connections you can start this approach as well. You should send no more than invite to connects a 15

17 day. You can do a search for businesses all over the country. You can view unlimited profiles per day. The following day see who viewed your profile. Those contractors who viewed your profile are free to connect with. Send them an invite using the template we discussed. Do this for 3 or 4 days. You should have enough connections that we can start to have credibility in the niche you want to concentrate in. We now want to change our profile. Whatever niche you want to be the expert in, once you have around 100 contacts you will make the profile change. This will add a ton of credibility to your LinkedIn profile. Do a search for contractors in the area you would like to work in. Begin to contact and send an invite to these contractors. First thing we want to do when we are ready to approach contractors or HVAC, Plumbing, Roofing, etc. is change our profile to say, Plumbing and HVAC Marketing Expert or Roofing Industry Marketing Expert. You got the point. This will give us credibility in the contractor circles. Honestly, no one cares. But it will give you peace of mind. 16

18 Now you are ready to connect with business owners in your area. You will want to keep your invite to connect short and sweet. To the point. You are not selling anything! You are just asking to connect on LinkedIn. When you are connected, you are going to send a friendly, noninvasive to them. You are going to thank them for the connection and let them know that you can be of service. LinkedIn is all about establishing connections. When you connect with other professionals in your field, you re gaining more knowledge and insight since you re interacting with colleagues. Have a question? Ask someone on LinkedIn. Want to know about upcoming events in 17

19 your area? You can find out this information on LinkedIn as well. In other words, your connections on LinkedIn can help accelerate your business. Below is the after connect you send. You can cut and paste the same . 18

20 When it comes to professional social networks, LinkedIn stands alone. Think about it. Who are LinkedIn s major competitors? No other social network focuses solely on professionals. This gets the dialogue started. We are just wanting the next step which is a chance to sit down with them and give them an analysis of their competition. 19

21 Google just loves LinkedIn, which is beneficial for managing search results. In other words, if you applied for a job or met someone at a networking event and they searched for you online, your LinkedIn profile would appear. That s a major bonus when you expand your network. He gives me his competition and his specialties. This is so I can come in with more than a sales pitch. 20

22 21

23 Once we have this information we just ask for a time to stop by and sit down with them and give them the free report. This simple LinkedIn system is how you can quickly begin to get quality appointments in addition to the other methods outlined in the course. With this method, method, and the donut method you should be swimming in leads and putting great money in your bank account. If you follow these prospecting techniques, you will never have to do the painful tasks of cold calling, prospecting by phone or direct mail. These are easy methods that are proven to work. 22

24 PROSPECTING WITH COLD Prospecting with cold still works. However, it is the least effective of the methods. It is never a bad thing to mix up all the prospecting methods. Never rely on only one. FINDING BUSINESSES TO This process is straight forward. We are going to look for auto repair shops that are advertising because they are looking for new customers. They are spending money to acquire new business. So, they will gladly open the check book to a consultant they know, like and trust. Depending on the vertical marketing you are working with. The list you get from the fiverr gig, will give you s to send out. And it just so happens if you are using the Ringless Voice Mail method, and getting a list, you will have a lot of addresses to send to. For years copywriters have used basic scientific principles of persuasion and influence to come up with a number of writing techniques that reliably draw readers into their content. These formulas just plain work and can stop people in their tracks and compel them to read your cold . Below are other ways to find businesses to . There are a bunch of ways to skin the cat. 23

25 GOOGLE PLACES Our goal is to sell a website and Local SEO services to our clients, and so the best place to find potential customers is Google Places. The ideal client will be someone who is listed on Google Places, however far down on the list. The first step is to search Google for day care centers in your home town: You can target any city or town since this method does not require you to actually meet your clients. In this example I am searching for Pest Control in Dallas, because it is a fairly large city and I know there will be a good number of results. Clicking on the link for more day care will pull up a list of all day care centers listed in Google s Local results. Easy link to their website. It could be higher place if they put in some effort Our goal is to look for the low hanging fruit businesses who can use our service the most. Google has recently changed their search results to only include 3 local listings in search results. If a business is not in the top 3, they will get far less exposure since searchers will have to click through to find them. We want to target businesses that are further down the list since they will benefit the most from an increase in ranking, and are most likely not optimized for Google s local results. 24

26 Here is a quick checklist of what I look for when searching for potential Google Local clients: The business listing is not in the top 3 results Position 8 through 20 is my sweet spot No pictures are in their Google Places listing No, or few Google reviews, or even better, bad reviews No website or lead capture Pro tip: Make sure the shop is still in business. If it not open you will see "permanently closed" in the listing. 25

27 The last thing I look for when trying to service a business is their website. My strategy when selling the business owner was to create a mockup of their site and send them the demo with an offer to purchase it for $497-$777. After they purchase I ve been upselling Local SEO services for additional monthly fees. This strategy has gotten me the highest response so far, and I recommend starting out with businesses who clearly need an overhauled website. A lot of smaller businesses seem to build their sites using templates and online site builders like homestead and lack the features that could book them more clients. 26

28 The included WordPress theme can build sites that look way more professional than sites like this, and includes features like lead capture and schedule calendars. A few things too look for when checking out potential clients sites are: Design that hurts readability No clear lead capture No scheduling or calendar system Few, or poor pictures Difficult to find contact information (many sites make this mistake) No operating hours or class times listed No information about the staff No reviews or testimonials CRAIGSLIST Craigslist has a services section of their site that is subdivided by category. The main services section is subdivided by type including "automotive" biz ads. These are the sections that most auto repair owners will post in, and you can find dozens of them posting their services each day in each city. As a rule of thumb, most ads on craigslist are free. When an auto repair shop advertises on craigslist it doesn't necessarily mean they are cheap. It generally means they want to advertise online to get more business, they just don't know how to do it properly. See how we solve problems and get paid! 27

29 Most will include a phone number and address to contact them with. One of the advantages selling to auto repair shops is that they are often one or two owners that and they are always on site. That means you have a good chance of getting a decision maker on the phone with your first phone call, or getting to them directly via . We will cover how to sell the business in the next section, as well as templates you can use to speed up the process. Right now just create a list of contact numbers and s. It s better to collect all the contact information in one place before you start sending out s. This way you seamlessly move through each of your leads. PRINT ADVERTISING Another strategy to find businesses for your list is to collect super market penny savers, yellow pages, and coupon booklets. Spending just an hour going through the ads in these pages will give you a sizeable lead list of businesses to contact. There are mailers like ValPak and fliers that come in the mail that are perfect to add to your list. Any business that is spending money on advertising is a candidate for an . Businesses that are currently spending money on advertising. Yp.com is another excellent site. There are business that pay for advertising on that site. Those are excellent leads. 28

30 Another method for finding businesses is to look on business directory sites like Manta. These directory sites are phenomenal if you want to expand your business into other cities. It won t be as easy to get super market flyers in cities that are across the country, so directory sites make it easy to find smaller businesses you might not otherwise had the chance to find. Manta is an excellent source to see who owns the business as well. Manta maintains a list of nearly every business in the country including the names of the owners, direct contact information, and basic information about the size of the some company including employee number. This is a great way to find direct contact information for many business owners, which is crucial for a direct mail or campaign. A few other places that I use to find business owners are: Yelp Google Local Search 29

31 YP.com - The businesses with paid ads are the best prospects. When starting out it s better to stick to Auto Repair businesses that are advertising. Online directories and search engine rankings have become a multibillion dollar industry over the last few years with the emergence of review sites like Google Places. For a local business, the quality of reviews on sites like Google can mean the difference between being flooded with customers, or being avoided like a plague. The first service we will be offering is claiming the client s Google for Business page. We will then upsell local SEO services (which we can outsource for $5). This also opens the door to upsell other things like mobile applications, new websites, marketing, video, social media; the sky is truly the limit as most businesses do not have an inhouse marketing person, or a clue how to access these valuable Google services. 30

32 Businesses have lost tens of thousands of dollars to competitors who are ranked above them in Google Places. Google Places or Google for Business almost has a monopoly on the listing local companies and shops. As the most popular search engine, Google s listings are usually the first thing people see after performing a search for the products and services they want to buy. When you claim a business listing on Google Places business can: Instantly list in the Google Biz directory, and the ability to publish hours of operation, product features, maps, directions, website, and contact information Get social sharing options so people can tell their friends Have public reviews and ratings that grow a business reputation Connection social media accounts Display photos of the business And most importantly, get ranked for the top three Google search results for terms related to that business in the area. The service we will offer local businesses for $497 a month is to claim their business listing for them, customize it, and monitor their listing for negative reviews. We ll also serve as consultants to advise our client on how best to use Google places. Later on, we will upsell SEO and offer other helpful services. Whenever you are talking to a client or potential client, always remember to explain thing in terms of new customers or making more money. A business won t care about a good looking page design, the technical reasons behind their listings online, or the methods you ll be using. They just care about the direct benefits: 31

33 More Customers and More Money You wouldn t say, I can rank your page on Google using new system and software that will increase your likability. While this is an entirely accurate statement, it doesn t move the business owner. You would say, I can get your page to the top of Google, and this will get you more customers, more leads, and more money. Now, let s talk about finding clients who need this service. How to Find Prospective Clients Listen, we will be offering Google listing and management services, so how do we find clients that are in need of this service? Well, any business that has not claimed their listing on Google is missing out on a huge amount of customers and so they would be easy sales. We can find businesses who have not yet claimed their listings by entering the following structured search term into Google: site:plus.google.com Is this your business? 32

34 This means the listing is unclaimed, and we can contact this business to claim it for them. The next step is to get their contact information (specifically their ) and luckily, Google provides us with a starting point, and in many cases, the full contact information for the business. In the upper left hand corner of the site, you will see the business contact information including a phone number and web address, like in the example below: You can cold call the business if you want to get in touch immediate, however, I prefer using cold s to cold calling, as it will allow meto work faster since I will only ever talk to interest prospects. Browsing to the company s website will usually provide you with a contact address, if it doesn t work you can use the site manta.com to find alternative addresses AND the owners or managers of the business. Selling our Prospect on This Service In the previous section we found businesses who have not yet claimed their Google for Business listing, and visited to their website to get a contact address. I would recommend putting together a list of at least 20 to 100 s before you start sending them out. Let s look at another scenario: Let s say is 3am and you are fast asleep in your cozy bed. Suddenly, you are woke up by the sound of a crash and hear a tree crashing in the front yard. You get out of bed, and look out your window and you see that lightning struck the tree. 33

35 How fast would you run out to the front yard to make sure everything is OK? Why would you? It is because of the fear of loss. People are more motivated by the fear of loss than they are by the possibility of gain. We will use this psychological trick and quirk of humanity to compel business owners to take action on our offers. Sending a Cold We are going to send a cold to our prospects explaining how they are missing out (fear of loss) on customers, and losing customers to their better ranked competitors. After working with so many clients, I can tell you that the thought of losing a customer to a competing business will make most owners very uncomfortable. You can help this along by creating the picture of their customer, happily in the embrace of their closes adversary. The same thing can be said about a business owner getting and keeping new customers from walking on the beach with the competing business down the street. I hope the point has been driven home. Now, let s send these s one at a time, DO NOT bulk send. I see many people making this mistake. Don t take shortcuts. They hurt you in the end. So don t use an auto-responder to bulk load addresses. Be sure to address the company by name, or if you have it from Manta.com, then address the business owner by name in your . Your Google Places, LeadsRain list. 34

36 Here are some of the best subject lines that have worked for me in the past: Someone is dragging your name through the mud You are losing customers to [competing business] Did you see this terrible review of your company? You are losing customers This is losing you customers I want to refer customers to you These subject lines have had the highest open rates in my tests for this method. When sending this mail directly, one trick is to embed an image in the , and track how many times the image is loaded using a service like Google Analytics. Once they open the , our goal is to get them to reply back or to give us a call to sell them on the phone. I like to pre-sell as much as possible in the initial this way the only people who contact me are ready to do business. Here are a few of the things you want to mention in your in order to presell the prospect before he replies back or calls: 1. Explain how he is losing money/missing out on customers 2. Point out a specific bad review [or lack of positive reviews] in the (This proves your claim when using the negative subject lines) 3. Show their competitors appearing in Google s Top Three 4. Talk about the benefits of taking control of the Google account (Showcase offers, handle reviews, higher rankings) 5. Tell them about your service 6. Mention the price of the service 7. Ask for the order 8. Provide contact information and options to schedule a call 35

37 By telling them the service and the price in the first you will prequalify the prospects so only the ones who are ready to buy from you will respond. This is known as a qualifier. The more qualifiers you have the more efficient you will be as you eliminate any tire kickers who have no interest in buying. Pro Tip: This 7 step formula can be used to sell any B2B service via cold s. It is one of my most powerful sales tricks and worth thousands of dollars to anyone who applies the lesson here. Here is an example you can use to send to business owners: To {COMPANY OR BUSINESS OWNER S NAME}, My name is [YOUR NAME HERE], and I am writing you today to warn you about a problem I found with your business on Google Places. If you are not familiar with this service, Google Places is an online directory that customers go to find the thing that they need and to leave reviews. The reason you currently have a problem on this site is twofold: You are losing money from the unclaimed leads that are being generated here, and you have a number of negative reviews that are turning away customers. [YOU CAN PUT OTHER PROBLEMS HERE IF THEY DON T HAVE REVIEWS] I have attached a screen shot of one bad review in particular that must be dealt with promptly or it may not get removed from the site: [TRANSCRIPT OF REVIEW AND SCREEN SHOT] By claiming your business profile on Google Places, you will be able to reply to this reviewer and possibly have this review removed or completely drowned out by positive reviews from your happy customers. You will also have the chance to optimize your listing to appear higher in Google s results, giving you more exposure and ultimately more customers. 36

38 My company provides Google listing and management services for local businesses in the [BUSINESSES TOWN] area, and would like to offer you a discounted rate. Our service will: Claim your listing on Google Places / Google for Business Optimize your listing to appear higher in Google s search results A chance to professionally respond to any negative comments and attempt removal as they happen. Provide you with a monthly Google Report that will give you a snapshot of online mentions of your business Normally we charge a monthly fee of $997, with a setup fee of $1,497. However since your account already has a few negative reviews on Google, we are waving the setup fee and dropping our monthly price to $497. I am making you this offer because I know our service will make a dramatic difference in the number of customers coming in your door, and I believe that once you see this difference, you will be willing to recommend our service to colleagues. However you must reply back to me by {DATE 4 DAYS FROM DATE SENT} in order to get this discounted rate. The sooner we can get started, the easier it will be for us to handle the bad reviews on your account. Please reply back to this or call to get started. I am available on [DAY] at [TIME] or [DAY] at [TIME]. Which is a better time for you? I look forward to working with you, [YOUR NAME HERE] 37

39 You can modify this template however you like, adjusting for the problems they are having, so long as you keep with the 7 steps mentioned above. This is my most successful consulting swipe. Use it, and get clients. Pricing Your Google Service We re offering to claim their page and also conduct some light research and provide reports to the client each month that contain recommended actions. Recall that the client wants more customers and more money so always be sure to lead and close any statement with this benefit because it is the thing the prospect is going to hear and respond to. When selling, we want to name our price, so the structure is generally a one-time setup fee, followed by a monthly service fee. The setup fees for this service is $1497, and the monthly service fee is $997. We will reduce this to make it more attractive to business owners and beat our local competition. As a way to lure prospect, you will waive the setup fee, and also, reduce the service fee to $497/month. We can also offer an optional trial at some reduced fee for the first month if the owner is on the fence and price is the only objection. 38

40 Closing the Deal The business owners who call and reply back will be presold on your service and you want to assume the sale with every reply. Whenever I get a reply , I usually reply back with something simple: Hey [BUSINESS OWNER], Thanks for your reply. In order for us to get started, you can sign up here: [LINK TO YOU CHECK OUT PAGE] Once you have signed up we will claim you listing immediately. You may get the occasional objection or question about the service, the trick is to always answer his question, and assume they will pay. This is known as an assumed close. An assumed close simply means we are assuming the owner wants to buy, has the money or credit card in-hand, and we only need to provide the business owner the means to make his payment. 39

41 Common Objections When you ask for the close, an owner may sometimes give you objection. This is the owner s way of attempting to sell you on a reason NOT to buy, or maybe they just have some questions/concerns that need to be addressed. This is too expensive! [Owner Name,] claiming your profile will get your new customers, each one will be worth way more than my fee. Can this really help me? Absolutely, but only if you want more customers, great reviews online, and people sharing your website and offers How do I get customers from this? That s the best part, these customers find and reach out to you. I think you d agree that an inbound lead who is ready to buy is the best kind of customer. I don t use online for customers! You should, customers who are searching for the services your business offers are much more likely to make a purchase with the first business they come across. Whether closing over or on the telephone, the pitch and sale is exactly the same. Just assume that the business owner is calling or replying to make his payment, handle any objections they may have, and keep asking him or her for the order. 40

42 Lead Generation Online Classified Sites To Generate Leads Online Classifieds on websites such as craigslist and backpage or even ebay classifieds are a great way to start generating traffic for your auto repair clients. When you start delivering immediate results, this will insure you have a paying client that pays you each month. People that need their car repaired often turn to craigslist for repairs. Look at different craigslist ads. Don't just look in your city. Find what you like and would make you call and use that as a template. Posting ads is easy. But you can use posting services to help you with this. There are craigslist posters on fiverr.com Another is Simply posting on these sites and using a phone number from Twilio or CallFire will keep your client happy with the calls generated. CallFire is a service that gives you a unique phone number you can forward to your client. They will give you a report that you can show your client where the calls are coming from. Just bill your client weekly, bi-weekly or monthly. 41

43 USING FACEBOOK ADS TO DRIVE LEADS The following example is from Jim Mack s Dental Marketing Confidential course. He teaches how to drive patients to Dentist s by using Facebook ads. The client has agreed to do business. You have the signed agreement. Now what? The first thing is to have ads ready to drive leads for your dentist. There are a few things you need to do before you ever start running those ads. Now you might wonder how to attract patients a dentist never could have reached before? Now you know that you can use Facebook Ads to land implant, denture, and Invisalign cases? 10 years ago, the only people who had heard of Facebook were college students. However, As the site's popularity grew, it began attracting companies to create "business pages." In 2009, it introduced targeted ads. That same year, Facebook was named the most used social networking service by worldwide monthly active users. Even if you've tried Facebook ads before and weren't convinced of their value, this guide is designed to empower your practice to attract new patients using one of the most popular. I recommend you pick a service to advertise and stick with it. I like to use a loss leader like Free Cleaning or Free Teeth Whitening. This is something that gets people through the door and will lead to fillings, crowns, veneers, cosmetic dentistry. The more specific you can be, the better. These are the high-quality patients who bring thousands of dollars of production into your practice! 42

44 Selling Websites Once you have gained trust with your social media management you can look at selling web design and consulting services, both of which I outsource. It s not as easy to sell cold to auto repair shops, but I ve landed clients paying me as much as $3,000 each and every month for services that cost me only a few hundred dollars to provide. How to Sell Full Websites There are a couple of strategies you can use when selling to a local client. The first is to sell high quality website for a high ticket, usually around $5,000 - $10,000 or more. This strategy will get you paid a lot of money up front, but it isn't real easy to sell a lot of business owners because they don t want to shell out that much cash for a new site. The best way to use this strategy is to rank a site. The second strategy to selling websites is the one that I prefer. You sell a business owner a complete website for a small flat fee of around $499 and maybe maintenance for $149 a month. This is a complete no brainer for a biz owner when you approach it the right way. Especially now that you have gained the trust with your social media management. 43

45 You have proven yourself with social media. You are now their "go to" guy/gal for all their marketing needs. You will be their trusted advisor that they will consult before making any marketing decision. For the websites, we have two ways to proceed. Ask for a complete rebuild if it's too old and ugly, or just adjust it as needed to reach the customer's satisfaction. Keep in mind that for a website of a company involved in selling, it is better to offer an ecommerce solution, rather than simple updates inside the website. From our experience, WordPress is the perfect content management system for everything. I have delivered jobs done with it for about seven years now. That's why with a simple WordPress installation, with good plugins and scripts, you can do everything you have in mind. By the way, if the customer prefers to stay with. HTML, CSS and so on, you need to be prepared with the Software. Here is a list of the software we use for website building: WordPress.org. The power of WordPress is unlimited. Paid WP themes: Studiopress.com. ElegantThemes.com. ThemeForest.net. WpZoom.com. Mojo-Themes. com. ShopperPress WP Theme for ecommerce. 44

46 Kompozer (for basic HTML editing). Ecommerce:. The prices for a complete site can go from $400 to $750 for a normal and simple HTML language website to over $ 5,000 for a complete ecommerce solution with product import or creation, logos and so on. You need to check company details carefully before making your offer, to avoid any misunderstandings on price. Obviously if it is a retailer you can stick with your standard price; if it is a dealer or a large reseller, you can make higher offers in price. Selling SEO Services Selling SEO or search engine optimization can be fairly simple. However, I recommend to Social Media strategy to build the business into SEO. It is hard to walk in a business sight unseen and ask for $2,000 to $3,000 a month with no track record. It's time to get the best freelancers and the right software for delivering a good service to meet each company expectations. SEO, Backlinks and Social Signals. For this type of business, we suggest outsourcing it completely. You will save a lot of time, and you will still earn a good income. For backlinks, we recommend you stay away from Fiverr and to use services like Freelancer.com, where you spend a bit more but where you get better quality at the end. 45

47 I ve had good experience also on this website, not cheap. Giving full quality backlinks. For social signals, a good way is to find people giving you at least 50 submissions for only $5. One good website where we found top quality service was: Otherwise Fiverr is full of "social signals" offer. Check the reviews and the time for doing the job before proceeding with your order. You will save a lot of time and money. Prices for SEO services can be different depending on the niches. Never ask less than $500. The service can go up easily in price, depending on the difficulty to reach first page on Google. The social submission can be made for around $100 or higher, for more Social Submissions, Site Adjustments and Rebuild. 46

48 Citations A citation is an online reference to your business s Name, Address and Phone number (NAP). Like links to your website, Google uses them when evaluating the online authority of your business. Unlike links though, citations don t need to be linked to your business s website for you to be credited for them. So, having your NAP listed in plain text is fine. A partial citation is one which includes only part of your NAP maybe your name and phone number or name and address. This is better than nothing, but not as beneficial as a full citation. A full citation is one which includes your business s complete NAP. It doesn t matter how that information is visibly listed (horizontally or vertically), so long as it s all there. This is an example of a full citation: Callahan s Auto Repair, 1212 South Road, Des Moines, Iowa For a citation to help with your local SEO strategy, it s important that it exactly matches the NAP on your website and on your Google+ Local page. What format you choose for your citations isn t important, but picking one format and sticking with it is. You need to be 100% consistent in the name, address, and phone number used when building citations. 47

49 Why are citations important? Along with links and reviews, citations are a primary factor that Google uses when deciding on which order to rank businesses in their local search results. To them, it s logical that a business that s mentioned a lot online deserves a higher ranking than one that s hardly mentioned at all, especially if those mentions are on websites that are relevant in terms of location and/or topic. Google uses citations to verify the accuracy of the contact details in their local business listings too, as listing addresses or phone numbers which are out of date, incorrect or falsified, looks bad on them and causes people to question the reliability of their search results. If exactly the same NAP is listed on 50+ different websites then it s highly likely to be correct information, and Google can be more confident in showing that NAP to searchers. There are some fantastic Fiverr gigs where you can have everything outsourced. I would recommend you never get into the Citation business. It is boring and tedious work that someone for $5 can do. Citation Fiverr Gigs Fiverr habib1nju Fiverr virtualgirl2010 Fiverr citationguy 48