1.  Thank you for Joining We will begin at 8:00 p.m. EST You may not hear audio until 8:00 p.m. Sound checks may be occurring

2.  maWebCenters Weekly Webinars Week 10: It’s not Cold Calling. It’s Possibilities Cultivating

3. Reminders  This is a Weekly Webinar, we will be talking about different topics each Week!  You can send us a Questions in the chat box below.  Webinars are recorded and uploaded to www.mawc411.comwww.mawc411.com  Next week, Our Webinar will be called: Run a 90 Day Fast Track - How to organize - Who should do it? - The Goal - Coaching and Supporting

4. Table of Contents  Starting point for a names list  Positioning / Approach (The difference and different ways to leverage these ideas)  Personal Branding  Leveraging Professional Contacts  Referral Campaigns

5. Table of Contents  Networking Events  Spreading out your Spending  Identifying Prospects with a need  Identifying Prospects with an advertising plan  Facebook  Building value with new prospects by being “Interested” verses “Interesting”

6. Cultivating possibilities  Where do we start?

7. Cultivating Possibilities  The goal is to constantly be filling the same names list up with new possibilities.  You do this by meeting new people & cultivating a relationship. WHY?  Better success rate for Contacts – Appointments – Sales  Better quality business relationships  More referrals

8. The Networking Approach v. Simple Sales SIMPLE SALES Uses Product Specialist Positioning: Referral Approach Leverages the System Fits into your daily routine Works 1 st 3 columns of names list For all WCOs getting started Does not “specialize” NETWORKING APPROACH Uses Product Specialist Positioning: Takes Ownership Leverages the System A more direct approach / intent Works 1 st 3 columns of names list For WCOs who have sold a few sites/ major in WebCenter Does “Specialize”

9. Cultivating Possibilities  The goal is to constantly be filling the same names list up with new possibilities.  You do this by meeting new people & cultivating a relationship. WHY?  Better success rate for Contacts – Appointments – Sales  Better quality business relationships  More referrals

10. Personal Branding  Treat your business like a business!  Have business cards  Have a business facebook page / separate from personal  Know your answer to “What is it?”  Know your resources and have them handy to share!

11. Personal Branding Business Cards Product Cards

12. Personal Branding WebCenterMobile SiteBusiness Facebook

13. Referral Campaigns  Run a “Year Round Referral Program”  Let your customers know about it!  Run “Special Referral Programs”

14. Referral Campaigns Regular Referral Programs / All Year Round Programs: 1. Let Customers know about the program 2. Give an incentive. (Flat rate, percentage, shop.com gift card etc.) 3. Send the check or gift with a thank you note!

15. Referral Campaigns Special Referral Programs: 1. Choose the Special. For example: The Holidays (Should be time sensitive) 2. Create the special! 3. Promote the special!

16. Professional Contacts  This is another form of “Asking for Referrals”  Sit down for coffee or schedule a phone consult.  Talk to each other about what you do and what you are looking for  Identify how you can help each other!

17. Networking Events Popular Networking Events:  BNI  Chamber of Commerce  Community / Town- Sponsored Events  Linked In Events

18. Networking Events  BNI  Cool because they only allow one person/business for each industry!  You go around the room and have a few minutes to tell everyone what you do.  You share referrals at each meeting (once per week)  Each week, one person gets a full 15 minutes.

19. Networking Events  Chamber of Commerce  Lots of businesses to meet!  Lots of business owners/ bigger group to choose from  Popular / Well Established!

20. Networking Events  Community / Town Sponsored Events  Small Business Days  Benefit of working local  Great opportunity for personal branding/ getting to know people  Great opportunity to become more well connected!

21. Networking Events  LinkedIn Events  LinkedIn is the largest, most popular professional social networking website. If only there was a way to bring your virtual network offline to create some real-life connections? As it turns out, there is—there's actually an entire events directory for you to peruse on LinkedIn's Events page. Choose your industry, pick your nearest location, and explore events that appeal to you.

22. Spread out your Spending  Where do you do business?  Try new restaurants!  Try new salons!  Ask around for cool new places to shop!  Spread out your spending to meet more prospects!

23. Look for “Who’s Looking” Who’s Looking?  Craigslist  Newspaper Ads  Keep your ears open  Search for people who are posting in these areas with “I need…”

24. Look for “Who’s Looking” What might they be looking for?  SEO / SEM  New website  Social Media  Email Marketing Campaigns  Design  Use what they are looking for as a reason to set an appointment. Very often, they will be so happy to hear of how going with our solution will SIMPLIFY their strategy!

25. Identifying people with a need in your town  Who in your town has:  An out of date website?  A site designed by a publication company (newspaper, yellow pages, etc.)  A site hosted/ done by economy hosting company?  How can our solution offer Simplification, Solutions and Benefit them?  Set the Appointment to discuss how!

26. Identify SMBs with Advertising Budgets  Val Packs  Newspaper Ads  Radio Ads  TV Ads  Yellow page Ads  Flyers  Car decals

27. Identify SMBs with Advertising Budgets  Business Owners that advertise understand that advertising is an investment in the company, NOT an expense  Ask them questions about their current advertising:  What are they currently doing?  Are they happy with the results?  Are they advertising online?  Are they using social media?  Are they running email campaigns  Use this info to set high quality appointments with qualified SMBs!

28. Facebook  Use and Share content from maWebCenters Facebook!  Designs by the design center  Testimonials from clients  Articles about running an effective online campaign  All share-able stuff!

29. Facebook

30. Share the “Share-able” stuff, not the Distributor Stuff! Do not send clients to maWebCenters facebook page Send them to YOUR business facebook page!

31. Build Value by being interested  The point is to get creative in getting to know more people  This is not cold calling!  It’s possibilities cultivating  The best way to network and expand your nameslist is to show an interest in people and get to know them!

32. Build Value by being interested Are you Interested or Interesting?

33. Build Value by being interested Interesting People:  Tell  Present  Sell stuff  Lecture  Talk about themselves  Direct Interested People:  Listen  Ask Questions  Sell information/ apts.  Listen  Talk about prospects  Share information based on what they heard Who would you rather talk with? Who do you think has more success?

34.  maWebCenters Weekly Webinars Week 10: It’s not Cold Calling. It’s Possibilities Cultivating