| There's no denying it. This is a VERY hot topic | | | | Structure a workshop environment, schedule it |
| right now. You want proof, just mosey on over | | | | for 6 - 8 hours on a Saturday. Charge for |
| to the Warrior Forum and look at all the posts, | | | | attending (anywhere from $97 to $997 - or more |
| WSO's, etc. | | | | if the market will bear it). You need to at LEAST |
| But you know what? There's a good reason this | | | | cover the cost of the workshop - most likely for |
| is a hot topic right now... | | | | a room at a local hotel to hold the workshop in, |
| Many off line businesses have been hit by "slow" | | | | perhaps coffee and doughnuts...that kind of thing. |
| times and are actively looking for ways to | | | | Understand the power here...you will now have |
| increase business. So opportunity knocks. | | | | business owners coming to you. You are now |
| My partner Jim and I have been in this arena now | | | | NOT a sale person, but a potential solution to a |
| for more than a year and we have been seeing | | | | problem. They will be MUCH more willing to listen. |
| first hand how much we have been able to help | | | | The workshop itself MUST be good stuff. Real |
| our own clients. And with our system, we | | | | usable, actionable things these people can do. |
| launched Easy Local SEO to help OTHER people | | | | Focus on just a few things they can do. You |
| market similar services to businesses all over the | | | | want them to have their "light bulb moment", |
| U.S. and Canada. | | | | seeing the potential of what you're teaching them. |
| I have discovered though, that many people who | | | | But at the same time, you want them to |
| want to market in this arena have one fatal short | | | | understand just how much time and effort it will |
| coming. They really don't have any idea how to | | | | take if they take it on themselves. |
| approach potential clients and get them to listen | | | | That's where the "selling without selling" takes |
| to what they have to say. My partner and I had | | | | place. They will start asking YOU if you can do |
| this same issue when starting out. Jim used to | | | | this for them. Which of course, you can. |
| drive around visiting local businesses for a few | | | | Once you break it down for them in terms they |
| hours every day - saying hello, dropping off fliers | | | | can understand (cost benefits, etc.) the will see |
| and business cards, etc. And the people he spoke | | | | that it is simply another advertising avenue. |
| to were always nice. | | | | Something they already spend money on - and |
| However, we made exactly ZERO sales doing this. | | | | something they can also write off at the end of |
| I learned the hard way that they simply saw us | | | | the year. |
| as nothing more than another salesman hawking | | | | All of this can lead to new clients. Many of them. |
| some product or service. Not what they wanted | | | | Hiring you to do everything from website design |
| to deal with, and who can blame them? They | | | | (or redesign) to SEO to reputation management |
| have a business to run. | | | | to social media marketing, to customer database |
| There are a lot of ways to properly approach | | | | management - and much more. |
| prospects, get them to listen and perhaps hire | | | | So now I hear you saying - "A workshop? I |
| your services, but I am going to talk about just 2 | | | | never held one of those. I have no content, etc. |
| things here...there's a lot more to this, but I don't | | | | for this. What do I do?" |
| want this post to be too incredibly long:) | | | | Man I hear that. I said the same thing over a |
| - "You're an internet guy?" | | | | year ago when this idea was first presented to |
| The first thing you need to do is very simple. | | | | me. The answer can only be one of two things: 1) |
| Don't bill yourself as an "internet marketer". For | | | | Create the content or 2) BUY the content. |
| one thing you don't do yourself any favors. If you | | | | I did number two. And I can tell you it's the best |
| talk to business owners in a casual environment | | | | thing I could have done. Who has the time to |
| and ask what they think about internet marketing, | | | | write up all this content for the business owners |
| many won't really even understand exactly what | | | | to learn from and keep after the workshop is |
| that is... and many others think "just some other | | | | over? |
| fly-by-night company selling me a bill of goods | | | | - The answer to my prayers... |
| about SEO or something." | | | | I met Rachel Rofe a couple of years ago at a |
| Bottom line is, you are looking to help a business | | | | small marketing lunch. Very nice person and also |
| increase their revenue. And you are educating | | | | very talented and a keen marketing mind. While |
| them about the power of advertising on the | | | | doing some research on line for this niche, I came |
| internet. And giving them new ideas on how to | | | | across a package she and her partner, Jaime |
| get more people to look at their products and | | | | Mintun, put out that is the answer to my prayers... |
| services. | | | | Their package is everything you need to hold a |
| In other words, you are a Business Consultant. | | | | workshop for off line businesses. Everything from |
| Say that to yourself until it is second nature. | | | | the marketing and sales materials to get the |
| Because (if you are doing this right) that's exactly | | | | business owners to attend, to a slide presentation, |
| what you are. You just happen to specialize in the | | | | a workbook for the attendees - and so much |
| many ways the internet can help. | | | | more. |
| - Show them how they can do it themselves! | | | | It's called "Make 10k In A Weekend" and you |
| Business owners like nothing better than to find | | | | really need to grab it if you want to hold |
| other ways to increase their revenue while saving | | | | workshops of your own. You can literally brand all |
| money at the same time. Well, who doesn't? | | | | of the material with YOUR business name and |
| So, why not show them how they can use the | | | | logo and be holding workshops next week. What |
| internet themselves? Show them the power of | | | | a time saver! |
| capturing emails, proper S.E.M., a well-optimized | | | | As I said earlier - there are other ways to sell |
| website, the power of social media...you get the | | | | your services. But none will have the conversion |
| idea. | | | | rate that this one does. Think about it - all you |
| What I am talking about are workshops. Very | | | | need to market is a workshop teaching them |
| simple. | | | | how to help themselves. By the end, once they |
| Hold a workshop in the area you market to. It's | | | | see the power of what you teach, many will seek |
| easy to get the word out (how about the | | | | YOU out asking how much you charge to do all |
| Chamber of Commerce, or local paper - even | | | | this work for them. |
| Craig's List). And you can actually make money | | | | To me, that beats cold-calling any day! |
| holding them. But there's an even bigger benefit... | | | | |