As you listen to this, listen for the important business lesson inside. This is a lesson you’ve got to ‘get’ on a mental level of understanding if you want getting and keeping clients to be easy for you.

This lesson is really valuable. Trust me on this one.

Listen and learn folks…and as usual, your feedback is very welcome.

Download audio file (AMUST-GET-BusinessLesson-FromMy-Local-Dentist.mp3)

NB: If this is not available it means it has been relocated to the InstantOfflineGuruAcademy.com product vault

Got a question? Leave a comment and I’ll do my best to get back to you.

Remember to share your “Aha” moment from this post and request one of the limited FREE copies of the audio product called “Get Clients – 17 Things You Can Give Away To Get Clients!”

BAYO

Dear fellow Offline Guru,

Normally I open most of my conversations with a question: “Are you doing everything you feel you know how to do but you’re not getting the results you want?” – The reason why I use this opening is simple. It works to help people decide if the next bit of information is for them or not.

This is critical if you’re going to be successful with using the information and recommendation in this audio cast.

In a Hurry?

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If you’re in a hurry here’s what you’ll discover in this audio cast.

From talking with business owners and conducting regular monthly surveys, it’s a fact that local business owners dislike vendors and other suppliers that take up their time letting them know about their own opinions about Facebook, QR codes, Google+ etc

Why?

Because they just don’t have any time or interest in spending their valuable time hearing you talk about when you formed your offline marketing business, how many ‘employees’ you have or why you’re the ‘real deal.’  The quickest way to lose a sale you don’t even have yet is to do exactly that!

Local business owners aren’t interested in you or your spectacular, problem-solving offline small business…and I’m not kidding.

If you look closely at my face you’ll see I’m not smiling!

Just like you and me, these folks are selfishly interested in solving the problems they have in growing their local business and making money – but here’s the catch and the truth that you can use to your advantage.

The only way that they can solve their problems is by discovering new and relevant information. To learn new information it needs to be taught to them.

That’s where you come in and what you’ll discover in the audio cast.

The 4-Step Transformation Process

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Listen to the audio to connect the dots…

1. The importance of uncovering the 3 biggest industry or niche problems of your target market.
2. Uncovering your specific offline prospect’s biggest pain point through questioning (I use and teach 2 systems for keeping this ‘on point,’ increasing the likelihood that their needs practically beg for your your offline solution. One of the O.P.E.N 20-part question system, the other I’ll keep under lock and key for now).
3. Offering the solution which, if you’ve done your homework should be relatively easy to do.
4. The importance of allowing time for what you’ve shared with them to sink in

Look, listen to the audio and you’ll ‘get it’ much easier than anything I could write about it.

Enjoy and be sure to leave your comments below.

Audio Training

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Download audio file (Teach-and-Attract-Offline-Clients-BAYO.mp3)

BAYO

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Would you like to remove the guess work from planning how to attract the right type of local offline client YOU prefer working with? If your answer is “Yes,” then you’re in luck!

The best type of Offline Marketing consulting business that you could ever own is one that ‘attracts’ clients naturally. Having that kind of business is like Offline Marketing itself…simple, but definitely not easy.

When I got started in local business consulting (after kicking around and not really getting anywhere for all my honest efforts) I decided that I had to re-evaluate what I was doing or get out of the whole offline thing.

Life is too valuable to waste it on ‘dabbling’ when you’ve got responsibilities, you could be dealt an unfair hand by the economy at any time or if you want to improve the quality of your life before it’s too late.

Here are some of the outcomes you’ll get from implementing the contents in this program:

• You’ll easily uncover and find your very own profitable offline consulting ‘niche’
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• By following simple steps, you define your winning USP for your offline business, so that your most ideal local business prospects are naturally drawn to you
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• Answer a list of specific questions (that you need to ask yourself), so that you eliminate any guess work from planning and setting the foundation the successful foundation of your entire offline consulting business
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• The 2 things you need to know before as you plan or re-plan your offline business so that local businesses are more likely to invest in themselves with you rather than the competition

The exclusive workbook for the workshop provides you with 8 steps/questions.

When you complete the exercise, you have your own marketing planning blueprint that you can put into action immediately to increase your visibility and generate genuine interest for your offline business. It doesn’t matter what you may have tried in the past that hasn’t worked.

Workshop contains:

• Workshop Audio
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• Workshop Workbook

Download ‘How To Stop Struggling To Attract Local Business Clients: Workshop 1 – Planning here

To your success!

Bayo

Continuing in this series on how to not let the issue of ‘no credibility’ get in the way of attracting all the local business clients you want, I want to share with you 4 things that you must consider when you’re selecting which local business owners to work with.

Why?

First of all because your time is way too precious to be chasing after dead-end local offline leads and what I refer to as “going-nowhere” business owner prospects.

Secondly, the wrong types of local business owners are the ones you’re more likely to have issues of credibility with. They’re the ones who ask you the awkward questions.

You can only afford to spend your limited time with ‘qualified’ offline prospects.

So who is a ‘qualified’ offline prospect?

It’s a business owner who meets all of the following 4 criteria:

1. They have a need for your Offline Marketing services
2. They have a clear desire to improve the way their local business currently operates
3. They’ve got the authority to make buying decisions
4. They’ve got money to pay you for your Offline Marketing consulting services

No matter what you’ve read elsewhere, if you settle for anything less than these 4 at the very start, you’re wasting your time.

With your marketing and lead generation you will have people calling you in response to your outreach.

Once a local business owner prospect gets in contact with you because they want to know more about what you do and how it can benefit them and their local business, you’ve got to carry out some initial business analysis.

To save you time and effort, I recommend that you do it by phone. It not only saves you time and effort but it also fits in with the overall strategy of only investing time with local business owners who are pre-qualified for you and your Offline Marketing business.

Do this BEFORE you agree to meet with them in person (if you’re going to do this) or carry the discussion further.

This is NOT the same as cold-calling because they’ve shown an interest in your solutions.

People who meet the 4 criteria above are proven to be less concerned about any perceived question about your credibility.

Those are the 4 things I promised to share with you. Now go do your thing!

There’s no escaping it. To be successful you need credibility, but what happens if you’re just starting out or entering a new target market.

You’ve got to face this “necessary evil” of being ‘new’ at some point.

When counseling people who are new to Offline Marketing consulting, one thing that comes across very clear is that when you’re just starting out, either from scratch or entering a new target market, people feel anxious and even fearful.

That’s unfortunate because it’s important to always remember that every person in business, in every type and size of local business, no matter what products or services they sell, they all had to begin somewhere.

You know that local business owner prospect that you’re apprehensive of discussing how to solve their problems with? The one that you hear is ‘always buys’ and ‘doesn’t have time to listen to someone discussing marketing’, that person too started somewhere. They too were once a noob at some point.

So you’re new to Offline Marketing or new to a particular target market. So what?

Being a starter in business isn’t anything for you to be ashamed or afraid of. The worst thing you can do is actually cover up, hide or even worse, not yet started because on a deeper level you’re trying to avoid being ‘new.’

“Stuff that!” is what I say!

But…having said that you shouldn’t be ashamed or afraid of being new, it isn’t something that you should particularly go out there and readily bring up on your own or broadcast.

What happens if a local business owner prospect of yours happens to raise the topic? You’ve got no choice other than to address it and you’ll discover how to do that in a later update.

For now realize that there’s noting wrong with being new. It’s when you believe there is and you try to fake it that you get into trouble, and I’ve seen that happen before.

For now, to start to create a strong foundation for your expertise and those big checks that you have the ability to earn, the best thing you can do is select a target market you want to focus on over and above all others.

This will pay off big time and actually save you a lot of the problems you might otherwise have faced with getting local businesses to buy into your solutions.

If you already have one then that’s great.

For those of you who are ‘future-thinkers’ and want a fail-proof system laid out right now, the 7-step  process (at a high-level is as follows:

1. Identify Your Target Market
2. Identify Your Ideal Local Business Client
3. Become Highly Visible
   
4. Develop Multiple Ways To Generate Interest So The First Step Can Be Taken Easily
   
5. Get Good At Converting Interest Into Sales
6. Make sales
   
7. Keep More Business Owners As Ongoing Paying Clients
   

This is what I do in my Offline Marketing consulting business and it has worked for me and countless others. No matter WHAT you plan to offer, this process guarantees you’ll succeed.

These are my key areas of focus because, without these working for you, you simply don’t have a business. This is about your strategy. You Marketing Strategy is what makes you money, not the actual service, widget or social media product or service you sell.

Remember, if you’re not making regular sales, the problem isn’t that local business owners are not buying. The problem is the way your business is structured. Too many Offline Consultants are rushed and want to go from unknown to step 6. While you may be able to achieve this once in a while, it certainly won’t be enough to sustain a business or create any reliable income for you.

For now, if things don’t seem to be going great, you should forget Facebook, Google Places and go back to the start to see where you might have missed a few key steps.

I wish you nothing but success!

BAYO

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Attract and Impress Local Business Prospects With Seminars (Training Teleclass) >>>

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If you can that success is not ‘over night’ but ‘over time’ then you WILL be successful with your Offline Marketing consulting. Remember, even you can’t show local small business owners how to go from their current problems to an overnight success. If you could, you’d be able to give up working an a couple of months.

Here’s a Snapshot of What I Use for Webinars To Attract Personal Trainer Clients (Read The Full Post for information On How You Too Can DIY!)
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Need Help?

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If you need any help with any aspect of WHAT you need to do to ATTRACT and RETAIN high paying local business clients, particularly those small-medium sized  businesses that offer high-paying services, then you know you can always get in contact with me and while I can’t always promise to be able to solve every problem, I will do my best.

*TODAY’S SIX-FIGURE TIP*

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If you feel like you’re stuck in a rut or feel like you can’t switch gears into a higher revenue-generating mode let me share a simple approach with you that WILL work for you, just like it’s doing for me and my coaching students right now.

Here’s what I mean …

First of all I hope you plan your business on a 90-day basis, i.e. you plan for the next 90 days and then you ‘go for it’ so as to speak. This is a great way to make sure you’re working with focus and clarity.

Also, a 90 day time line allows you to audit what you’re doing and course-correct as needed to help stay on target.

In a 1-to-1 session with an Offline coaching client of mine over the weekend, I shared that one of my goals is to tap into a new service-based market, and I revealed that I chose personal trainers.  The key reason is because, like many other service professionals, personal trainers always need a steady flow of clients … and they too suck at marketing themselves for the most part. So I went to work and here’s what I did that you can copy and paste into your offline business.

1. Target Market – I identified that I wanted to work with fitness professionals. Fitness professionals is the target market.
2. Ideal Client – My ideal client is a personal trainer, not an ‘athletic trainer’ – There’s a difference (athletic trainers aren’t necessarily certified)
3. How To Gain Visibility – I registered in personal trainer forums to find out what their problems are
4. Generating Interest – I compiled solutions to those problems into different information products including an ‘on-demand’ webinar that runs weekly and focuses on the 4 biggest mistakes they make with attracting clients. The free webinar includes an offer to a self-paced 7-week personal training marketing program how to effectively market personal training services in 7 steps (fee for the self-paced package is just $497)
5. Selling – The fr.ee webinar accompanied by 10 well-crafted ‘positioning emails does the selling for the 7-week package
6. Retention – None of my current personal trainer clients has completed the 7-week program so this part is still under development, but I plan to offer them monthly coaching packages ranging from group coaching to personal marketing and branding packages priced from $497 to $4997 for the highest level package

What’s currently available to them is simple email marketing packages – 3 months (basic starter package @ $500 extra emails are just $100 if needed)

This is the strategy I am using and that you can use right now. You don’t have any excuses whatsoever. I have people that I have taught the deeper-level detail of this who gained clients in under 30 days.

Is this the sexiest target market? Probably not.

Is it rocket science? No it isn’t.

Does it work? You better believe it.

Can you do the same? Yes you can if you’re reading this right now.

Is there more to it than this? Well, in regards to step-by-step detail there sure is and if I was to write all of that out it would become a strategy guide all by itself. What you’ve just read is enough to get you started right now.

If you want to know more or you need help in getting started leave a comment below.

In the future I may consider running this as a private webinar event for people like you on my private subscriber but only if enough people indicate their interest in the comments box below.

Now go do some strategizing’

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Are you?

I’ve got a trick question for you….

What do you think is superior? A salmon sandwich or a filet Mignon?

Most people answer “filet Mignon.”

However, filet Mignon isn’t better than a salmon sandwich.

Neither is a salmon sandwich better than filet Mignon.

Here’s the mistake most people make….

If you picked “filet Mignon,” you SHOULD have said “I LIKE fillet Mignon better” … and not “fillet Mignon IS better.”

One is not inherently superior to the other. It’s a matter of personal taste.

You like filet Mignon. So to you, filet Mignon is better.

But I like salmon … so to me, it’s not.

So … what does this have to do with your Offline Marketing business?

A lot.

Every business needs a Unique Selling Proposition, or “USP” …  a reason why customers should buy from YOU instead of from your competitors.

Do you know what the weakest USP is?

It’s “we’re better.”

Better, you see, is nonspecific … and it’s difficult to prove.

You say you’re better. I say I’m better.

It’s difficult to prove … and just SAYING it causes prospects to disbelieve you.

Also, better is such a general term, that it has little meaning.

It’s the same thing with the overused phrase “quality.”

So how do you create a unique selling proposition that actually gets people to want to buy your Offline Marketing consulting
services (or consulting products) instead of your competition?

There are lots of methods, here are some of them.

The first is to focus on a feature of your offline consulting product – One that is different or unique, AND that delivers an important benefit to your local business owner and their business.

Examples from winning businesses:

* Crispix cereal – the manufacturer didn’t say it “tasted better.” They said Crispix “stays crisp in milk” … a benefit consumers wanted.

* Wonder Bread – “helps build strong bodies 12 ways.”  They didn’t say it was better tasting or more nutritious. They just said Wonder Bread built strong bodies in 12 ways.

The second way to create a USP with selling power is to narrow the target market – that is, to focus on a specific market niche.

If you’ve followed me for any length of time, you know that I focus On Local service businesses e.g. Chiropractors, Dentists, CPAs,
Attorneys and so on.

For example, there are thousands of ‘business development consultants” out there, including now, ‘Offline Marketing consultants…all fighting for the same local business from the same local clients.

But a good friend and mentor of mine, John Blackham, is a consultant who doesn’t fight for clients and I’ve followed his winning approach with big success in Offline Marketing consulting.

John has all he can handle … and potential clients waiting in line to hire him.

Why?

Because he is not just a business development consultant….

He is a business development consultant specializing in working with local Dentists.

It doesn’t hurt that, before becoming a business development consultant to professional services businesses, he owned one of the

largest and most Dental practices in town. If you were a Dentist looking to build your practice, who would you want to work with – John or a consultant who says he can help you but has never worked with a Dentist before?

The third way to create a winning USP for your Offline Marketing consulting business is through branding.

The branding approach usually takes a massive, costly advertising campaign that you probably can’t afford as a local small business
yourself, although there are ways to shortcut this, such as with a local ‘celebrity’ spokesperson.

A great example (on a much bigger scale) that you might be familiar with is the George Foreman grill….

I know abut grills because I love steak and this, in my opinion, isn’t the world’s best grill, neither do I recall the manufacturer making
this claim in their commercials…and trust me, I’ve looked!

However, it is the ONLY grill you can purchase with the name “George Foreman” on it. So if you want a grill that cooks good food, you can get it lots of places. However, if you want a “George Foreman” grill, you can ONLY get it from the George Foreman grill company.

You can’t confidently promote and sell yourself without a strong USP for your Offline Marketing business.

If you try to, you’re going to struggle and end up frustrated. This is What I tell my coaching students on my high-priced offline coaching programs.

After all, if you don’t have the reason why local businesses should invest in your Offline Marketing consulting solutions instead of competing services at the tip of your tongue … how will you persuade local business prospects to invest in what you’re offering instead of going to your competitors?
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When formulating a USP

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When formulating a USP for your Offline Marketing consulting business, start by asking yourself these questions:

• What is different about my Offline Marketing consulting product that delivers an important benefit to the local business owner and their business?
• Is there an industry, business application, or other niche I can specialize in?
• Is there a way to brand my Offline Marketing business or consulting products in a unique fashion with appeal to local businesses?

Action step

Come up with a USP for your Offline Marketing consulting products or service this week.

Go do it

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Local Chiropractor PLR Product – Get more information here >>

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My single recommendation for you today on this topic? Don’t even think you can outsmart them because you won’t. There are ways for you to get what you want and actually get them to help you achieve your ultimate goal which is to speak with the decision maker(s).

It’s never been more difficult to “get in the door” to see local business owner prospects. It seems like everywhere you go, there’s someone whose job it is to ‘bar the way.’ Voice mail? That’s just s-o-o ubiquitous!

Trying to reach (forget about speak with) a live local business prospect is an exercise in frustration for far too many well-intentioned Offline Marketing consultants.

But it doesn’t have to be that way, and in this audio course you’ll discover what you need to do to eliminate that problem once and for all. I pulled this program together to help people who are like I was when I first started in Offline Marketing consulting…I couldn’t figure out how to get past the gatekeeper.

Many times, the thought of having to try and do this is enough for you not to take action. Worse still, you could be fooled into believing in those ‘hands-free- push-button-solutions-client-crushing-overnight-success-systems‘ that you often hear about.

“How To Get Past The Gatekeeper” – The Audio Training Course

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Offline Marketing is about being a savvy and smart business development and marketing consultant.

To do that and make money from what you offer, whether it’s Google Places, SEO, Web Design etc, you’ve got to first find a way to get in front of local business owners. This audio course gives you 5 steps for how to make that happen based on my experience and what I know to be true for me and my students.

Module 0 – Introduction (Listen Now)

Download audio file (0-Introduction-Why-You-Need-To-ALWAYS-Get-Past-The-Gatekeeper.mp3)

Module 1 – Targeting

Download audio file (Secret1-Targetting.mp3)
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Get more information about the full audio course here >>>

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This is a little mistake that is costing you at least $4,970 a year!

…and I’m not joking either.

You’re probably giving away “Free no-obligation marketing strategy sessions” in the hope of converting your offline prospect into a paying client. If you conduct one of these a month on the conservative side, you’re not only leaving money at the table, you’re throwing money down the drain.

What makes you think that your time, the time you invest in educating prospects and clients in how to generate more profits by making tweaks in their business, what makes you think that you have to give that time away for free?

That’s what I used to do … Watch the short presentation below to discover how to separate yourself from the crowd and start to make your time valuable and profitable to you and your most ideal local business prospects, current and past customers and clients.

It’s a paradigm shift!

Click here to view the embedded video.

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Get The Marketing Audit Checklist, The Full System Workshop and Lead Generation Emails Here >>

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