Local Client Consulting: Coaching Program By Anthony Devine

Briefly About Me… 25+ Years Business Experience 25+ Years Marketing/Sales Experience 3 Years Full-Time Internet Marketing (Since 11/11/11) Failed At IM 2* Times Before Success Took Me EXACTLY 6 Months To Replace 6-Figure Prof. Career (May 11, 2011 to November 11, 2011) Both Online and Local Client Consulting Created/Co-Created 27 Products Since July, 2011 Moved To Location Of My And My Wife’s Dreams Feb As Result Of IM Success

Mindset Is Everything… Almost ;-) Clear your mind of negative thoughts and information overload; if you don’t, you’re doomed before you start No more shiny objects

Mindset (Continued) You MUST: - Have confidence - Be willing to take sustained action - (Initially) focus on 1 to 2: i) services to offer; and ii) prospecting methods - Be able to get results (good or bad) - Take your results, make adjustments and continue to take action - NEVER quit (remember my IM story?)

What Is Local Client Consulting? Essentially, you are joining forces with a local, regional, national or even international business and helping them with some form of online advertising/marketing in exchange for a one-time and/or monthly recurring fee

Local Client-Getting Action vs. Inaction – This is a HUGE problem in this industry… and goes back to mindset. How do you get started finding clients? This is another BIG challenge in local client consulting, perhaps the biggest (and why you’re here today) Many Prospecting Methods…

My “COI” Client-Getting Strategy “COI” means “Centers of Influence” Leveraging others’ relationships for your benefit in the form of your COI referring prospects to you Allows you to effectively “market” to a potentially much larger audience than you can do on your own (COI is opening their address book looking to refer business vs. you prospecting to one business at a time

Why Would A COI Refer Business To You? Can help COI solidify/establish better relationship with existing client as appears they are looking out in their best interest Reciprocity – Refer business to one another Incentify – Offer referrals fees as an incentive to refer business to you (this strategy can work VERY well yet very few marketers do it)

Where To Find COIs? Chamber of Commerce – Excellent source to find BOTH COIs and prospective clients as people are already in mindset of making business connections and deals to help their businesses and even their clients (great for those starting out) Local Marketing Meet-Up Groups – BNI, etc. Professionals – Lawyers, accountants/CPAs, Commercial Real Estate agents, Insurance agents, Financial advisors, commercial lending officers, dentists, etc – Find online, local telephone book (do they still exist)

COIs – Top 3 Website Designers (look for their links at bottom of local business websites) TV and Radio Advertising Executives (Search for local TV and Radio websites, then find their Advertising section… look for “Account Executives”) Local newspapers (can work well with the smaller “hometown” papers – Find ad dept. online or in paper itself ) Vista-Pak (envelope full of ads, discounts, coupons, etc) *All 3 of the above COIs are generally the most perfect referral sources as they are already providing complimentary services to you*

Referral Fee Amount (Percentage-based or fixed amount) Paying Out Referral Fees – After closing One-Time vs. Recurring Monthly Fees

Contacting COIs Attend Chamber and local business meet-ups Research contact information and either call or COIs in the local market(s) you choose Start with Introduction – Who you are, what you do and that you think you can help each other out business-wise (“Hi, my name is _____. I am a local online marketing and advertising expert and I’m contacting you because I have something that can help each other out.”).

Assignment Research Local COIs Find AT LEAST 30 COIs to contact Prepare Spreadsheet (see this Session’s Resource Section on webpage) Contact all 30+ COIs If and no reply, follow up with phone call within 2 business days (do NOT delay) Tabulate your results and bring to next session

See You Next Week… Session #2 Tuesday, November 18 th at 1:00 pm EST (Remember… Password Protected) *Questions? me at: *Please allow up to hours for my reply (depending on time of day/night and our respective time zones)