LBMM Workbook

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Once you have decided which business groups you will attend you need to know
what to say once you get there. There are two big tips here:
1. Instead of selling yourself, let them tell you what they are doing.
People love to talk about their businesses and by simply listening to what
they have to say you can pick up a wealth of information about their
current marketing needs.
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2. Positioning! This is where you make the client qualify to work with you,
not the other way around. Doing this can have a psychological effect on
people as they will want your services for fear that they may not be able to
get them.
Positioning really happens all by itself provided you say the right thing. The
natural tendency for someone is going to be to ask you what you do to which you
reply, I work with local businesses doing online marketing and help them to
come up number one on the search engines when people are looking for what
they have to offer. This will almost always lead to them asking how you do that.
This is where you position them.
You ask them what they do and who their target customer is. This has two
effects. The first is you are not giving a sales pitch like the person may have
thought, and the second is that you are actually getting to find out if that person is
a good fit for you or not. If they are a good fit then you can say something to
them like this:
Let s set up a time and place to talk more about this in depth and I can tell you
more about what I have to offer and I can also look into the online opportunities
for your business. I can t guarantee anything, I only work with a handful of clients,
I am currently looking for two new clients who have the ability to double their
business or more. What would happen is you doubled your business in 90 days?
This statement can of course be modified, but by speaking this way, you have
gone away from the traditional sales pitch and now have the people you talk to
thinking about the possibility of their business doubling. They also know that the
opportunity to work with you is limited and therefore exclusive.
Action Step: Write down your positioning statement or use the one above
and practice saying it.
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Probably the fastest and easiest way to find new clients is to speak at these
business groups. These groups are always looking for speakers and by being
one of those speakers you will get your message out to many people at the same
time. More than likely, you ll leave with some clients.
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Action Step: Write down ideas for your business group presentation. If you
have the upgraded package you can use the pre-made presentation to help
you out.
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Referrals are another huge opportunity when looking for clients. You can ask
those you know and once you have your own clients you ask them for referrals.
Remember, a well-serviced client will be more than happy to recommend you.
Last but not least, you should look at businesses that are already advertising.
Many people still use traditional methods of advertising and this is only because
they do not know what else to do. These people are ideal for you to go after as
they realize the importance of spending money on advertising and usually don t
have a problem doing so. Some places to find these people and their businesses
are:
�� Yellow pages
�� Super Pages
�� Google AdWords PPC (Pay-Per-Click)
These types of individuals are a wonderful target market because they already
have an advertising budget and you are simply going to help them realize how to
transition their spending from traditional non-working methods to you and your
effective online marketing. [ Pobierz całość w formacie PDF ]

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