ultimate leverage
This is my favourite method of all for getting clients, it works like gangbusters and it involves no cold calling at all.
I briefly touched upon this in my last WSO ‘Lead generation on Steroids’ but I have decided to dedicate a whole WSO to this method and provide the PLR to make it happen as it’s so powerful and done properly it can go viral so you have a constant stream of new clients calling you all the time.
This method uses other people to do your marketing for you!
What we are going to do is market our services to Business to Business (B2B) clients who have either B2B or Business to Consumer (B2C) customers.
For the purpose of the report I am going to use a food wholesaler as our example.
In simple terms we are going to find someone like our food wholesaler who has a client base of customers that are restaurants. (In the appendix I have created a list of these businesses)
We are then going to pitch the client (food wholesaler) on how they can increase their turnover by helping their clients (the restaurants) make more money, therefore spending more with them.
I have split this in to three parts, the first section is for those that are just starting and have no clients at all, the second for those with clients and the third is for those with no clients, no friends in their area and no other tools but email.
There are loads of ways to find clients, the most obvious is through your existing clients base but let’s start from the very beginning and assume that you don’t have any clients yet.
The first thing to do is open up a spreadsheet and write down the email address of everybody you know, and I mean everybody including relatives, at this stage do not pre judge them, it will be a long list but well worth your effort.
You should have family, neighbours, church goes, friends and co workers even go through old business cards and get everybody on the list.
Even if you only mange to get a list of 30 people and they all know 30 people that’s a list of 900 potential people who are going to help you promote.
Your mission here is to continually expand the number of people who know what you do.
Now we are going to email all of these people in your circle, as you can see from the email we are not asking them to do anything that a friend would not be willing to do for you, it takes no effort on their part all you are doing is letting them know what you do so when the opportunity arises during a conversation one of them may have with someone in their own circle, your name will pop up.
Hi
I know we haven’t spoken in a while but I just wanted to touch base, see what you are up to and ask a favour.
We all know what state the economy is in right now so I have recently written a book to help small businesses (especially local ones) make more money and I was wondering if you would pass it on to anyone you know that may be able to use it.
I have attached a copy of it, if you would like a read (it’s certainly not going to make the bestseller list lol).
If you have a Facebook account that would be a great way to get it out there and I would really appreciate it.
You could even copy this bit out of here and past it into your status update.
YOUR Name
As its going to people you know I would make the subject line ‘From: Your Name’ so that they would recognize it and it gets opened.
You also need to use a URL shortner, I have used bit.ly in this example but any one should work.
As you can see there is no reason why they shouldn’t do it for you and as most have a Facebook account these days it’s a great way to get maximum exposure.
Whatever you do, don’t pre judge who you are sending it to, you have no idea who’s in their circle of influence and how viral it could become.
Make sure you personalize the email!
Your hot prospects are those that you know personally as a friend or a client, you only need one or two of these and you will never need to find another client.
I would either phone these up or meet them in person, let them know what you are doing and how they, by helping their customers will make even more money off the increase in sales.
If you get on well with these people you may want to offer them a commission for referring your products if you feel that they can reach enough people to make it worthwhile.
This is really one of my favourite methods and when used, brings in loads of new clients and in turn those clients can bring you in loads more.
I developed this year’s ago when attending networking type meetings, I hated them, everybody trying to push their stuff on to you, I thought this is not what networking is about, it just doesn’t work.
I turned it on its head, what if when networking you weren’t interested in selling your product or service but only interested in helping the person you are talking to make more sales or get more customers.
In other words adding value!
Let’s have a look at a quick example conversation at a network meeting:
Networking Quick Conversation
Me: Hi, my names John what do you do?
Him/Her: Hi my names David, I’m an accountant (whatever) what do you do?
Me: I help businesses get more clients in fact I do a lot of work with accountants, in fact if you have a card I will show you a free way to get a ton of new clients.
Him/Her: Sure he’s my card what is?
Me: It’s a bit long to get into right now but it works like crazy! I can drop you an email or call you tomorrow to put some time aside to talk about it, is that OK?
Him/Her: Sure I’ll look forward to it.
Me: Ok, catch you tomorrow.
Shake hands and move along, you really need to be meeting as many people as possible at these events they are an absolute goldmine for prospecting.
Make sure that if you have promised someone that you will call them back that you do so when you said you would, people get busy and may forget about you.
You have managed to build anticipation don’t waste it.
Cold emailing is for those that have exhausted all other methods and really don’t know anybody or for whatever reason won’t ask someone for a referral.
This is the least productive of the methods but it does work, it just means you have hit the world of the numbers game!
You may have to send out a lot of emails (100 to 500) to get 1 business owner willing to work with you, or you could strike it lucky and get a few clients straight away.
Here is an example email that I have used targeting food wholesalers.
Subject Line: Restaurants in the Hull Area are Set to Boom!
Body:
Hi
A lot of Restaurants are struggling right now and if they are struggling then their weekly spend with you will drop, you may already feel it.
Imagine what would happen to your sales if the Restaurants in your area had more clients who were spending more, even if it’s just a 10% increase!
I have developed a free method to help all the Restaurants in your area grow their client base.
This method is simple and takes about 15 minutes of your time to implement and the restaurant owners will love you for it.
If you would like further details please call me on: your number or just hit reply and I will get some more details straight over to you.
To Your Success
John Pawlett
Marketing Consultant Tel: YOUR NUMBER Email: YOUR EMAIL Site: YOUR URL
I have included the emails that you need to send back when you get a reply in the email folder, you can also use it as a script if they phone you.
You could use all the information you have here and find other people that are looking for work and that have a circle of influence themselves to work on a commission only basis by finding clients for you.
I generally pay my sales people between 35 and 50% of the sale then 10% of any further business from that client.
Using the methods in this report of going after B2B clients means that a sales person can make a very good living of just a handful of initial contacts.
I also personalise the PLR for them so we know where the leads come from if they contact us directly and they have an instant sales tool to send out.
I have never used craigslist to look for clients but I know from associates that it works very well, in the UK the better equivalent would be Gumtree.
Postcard marketing in local supermarkets has also worked extremely well.
I tend to look for more middle aged sales people who all ready have a background in sales and a good network of contacts.
I also use guys that are in business related fields like finance consultants, I pay them a straight commission for the introductions, these guys are more ad hoc as they mention my services whilst they are meeting with their finance clients but don’t work fulltime on selling my services.
I always pay 100% commission only, if someone isn’t willing to do that then move on to the next one. It usually means that they aren’t comfortable with their own abilities or your ability to provide a good service.
Most of us come from an Internet marketing background but it always surprises me how quickly we seem to forget the tried and tested methods of marketing once we are on the ‘offline’ journey.
Below is a quick refresher of what you should be doing with your PLR.
Use the PLR that you have, there are a lot of places that you can use it to make it work for you, giving you more exposure and more search engine fodder.
Split it up in to articles and submit it to all the major article directories. As well as a lot of views you can get some great backlinks to your site.
Submit your PDF to all of the document sharing sites like scibd.com not only do you get a lot of exposure but if you do your keyword research well you can get some pretty good rankings in the search engines.
Get your PDF’s out on as many social media sites as you can another great source of backlinks and a ton of traffic.
Turn it into a quick video and blast it out to as many video hosting sites as possible.
You could even go to a printers (a potential client) and get your PDF turned into a book to hand out to business you know.
By now you should have loads of ways to get new clients, there a lot of different ideas here to get clients, what I would do is pick one that best suits you and start working it before you pick another.
Because I am well established I tend to only work with my existing clients but if I need a quick cash injection I always go for email marketing to generate referrals.
Every one of you is unique and you will find your own level, so all I ask is that you take action and start making some money.
To Your Success
John Pawlett
Founder of FastGrowth.co.uk
Tel: +44 (0) 777 2214188
Email: john.pawlett@fastgrowth.co.uk
Skype: john.pawlett
Coaching Program
I now have a coaching program for those that need to take massive action or just need a kick up the arse. In the coaching, which is done by Skype, we work together to produce a workable plan to get you started with your first clients then work up to producing an income that will enable you to live an envious lifestyle, for more details go here. Or Skype me: john.pawlett (add coaching in the subject line)
Just about any wholesaler, rental agency or Distribution Company is a great target as long as they rely on selling to other businesses to generate income.
Business Schools Equipment Rental and Leasing Financial Planner Insurance Agencies and Brokerages Investment Advice Home Health Equipment Rental Mortgage Loan Brokers Non-mortgage Loan Brokers Property Manager Vehicle Rental and Leasing Hotels Restaurant and Food Business Business Associations Professional Organizations Accounting Firm Administrative Service Business Convention and Trade Show Organizers Copy Shops Lawyers Tax Preparation Services Business Travel Agencies Web Design Limousine Service Packing and Crating Warehousing and Storage Building Material Dealers Business to Business Electronic Markets Commercial Equipment Wholesalers Construction Material Wholesalers Equipment Wholesalers Farm Product Wholesalers Farm Supply Stores Grocery Wholesalers Hardware Wholesalers Wholesale Distribution
Document Sharing Sites
Scribd Doc Stoc Slide Share Slide Six 4shared We Papers AuthorStream eDocr issuu Calemeo Yudu DocShare eSnips SlideBoom Empessr MyPlick
Video Distribution
TubeMogul
Article Marketing
EzineArticles.com
GoArticles.com
ArticleDashboard.com
SearchWarp.com
ArticlesBase.com
SelfGrowth.com
Buzzle.com
ArticleCity.com
IdeaMarketers.com
