1. Local Client Consulting: Coaching Program By Anthony Devine Session 2

2. Session 1 Review… In Our Last Session - Mindset - Local Client Consulting Defined - COI (Centers of Influence) Prospecting Method - Homework Assignment

3. Session 2… Prospecting Continue COI Prospecting Remember This Acronym – ABP…A (Always Be Prospecting… ALWAYS) - Example: Wrong Phone Number

4. Foot-In-Door Method “FID” Method – Don’t EVER Do Work For FREE! Those You Provide Free Services To Will Not View You As A Vendor And Will Not Appreciate Your Work Instead, Provide A Basic Service For VERY Low Cost

5. Why Not Free? Why Provide Low Cost Service Upfront? - Makes It An Easy “Yes” For Your Prospect - First Sale To New Client Is The Hardest - Converts Prospect To Client As Soon As Money Is Exchanged!

6. What Services To Provide FID Method ANY You’re Comfortable With That Won’t Take You A Ton Of Time And That Provides A Valuable Service To Your New Client Examples: Use Term “Google Optimized” NOT “I’ll Rank You…” - Google My Business Page - Facebook Business/Fan Page - LinkedIn Profile and/or Company Page - Twitter Page - YouTube Video (Optimize Existing Video Or Create and Optimize A New Video) - Etc.

7. How Much To Charge For FID Service? Make It An “Easy” Yes For Prospect… For one service… $17 to $27 For two services… $27 to $47 (Don’t say you’re providing a discount, your prospect will figure that out themselves… It’s good set up for you for future service offerings)

8. Where To Find Prospects? Select Your City + Niche (and vice versa) - Scrape/Write Down All AdWords Listings On Page 1 up to Page 10* - Scrape/Write Down All Websites Found On Pages 1 thru 3 Of Organic Listings *Number of results may vary per city and niche **I’ll Update Your Resource Section With A Excel Spreadsheet You Can Use If You Wish

9. Why Are We Selecting These AdWords And Organic Listings? Because They Are Already Paying For Online Advertising, So Understand The Value Of Same You Do Not Need To Convince Them Of Power And Value Of Online Marketing

10. Secret Weapon (For AdWords Prospects) SpyFu.com* (Optional) – Use This Site To Research Estimated Ad Spend For Any Prospect that Uses AdWords Why Do This Since We Already Know They Use AdWords? *Use Free Version. If You Want To Get More Detailed Research, You Can Get Paid Version, But Not Necessary For This Prospecting Method

11. Email Your Prospects After You’ve Selected Your Niche, Scraped Your AdWords And Organic Rankings Prospects, You Will Want To Send Them An Email Offering Your “Easy” FID Method Service As I Stated Earlier, Remember The Acronym…- ABP…A: Always Be Prospecting… ALWAYS! The More You Put Out There, The More You Will Get Back *I’ll Update Our Resources With Email Swipe You Can Use… Feel Free To Modify To Your Writing Style

12. To Increase Conversions… Instead Of And/Or In Addition To Emailing Your Prospects, Either: – Send Prospects Direct Mail With Your Offer – Call Prospects As Follow Up To Your Email (No Later Than 4 Days After Your Email… Generally, Day 2 or Day 3)

13. Assignment Select City And Niche (Or Cities And Niche([s]) Find AT LEAST 50 to 100 FID Method Prospects To Contact And Scrape Per Week (Optional – Prepare Spreadsheet – See This Session’s Resource Section) Optional – SpyFu.com Research (for Prospects Found Via AdWords) Prepare Spreadsheet (see this Session’s Resource Section on webpage) Email All Prospects If email and no reply, follow up with phone call within 2-3 business days (do NOT delay and No Later Than Friday Of Same Week, Unless You Emailed On A Friday, Which I Don’t Recommend) Continue With COI Method, Results And Follow-up: If you had success and have at least one COI on board, be sure to follow-up with them… Regardless, keep doing COI Method Until You Have At Least 3-5 COI’s That Are Producing Results… Some may be faster than others COI Method – Find AT LEAST 20 COIs To Contact This Week And 20 COIs To Contact Next Week (Refer To Previous Session 1’s Recording and PowerPoint, If Needed

14. See You In Two Weeks**… Session #3 Tuesday, December 2, 2014, at 1:00 pm EST http://awdevine.com/local-client-domination-coaching/ (Remember… Password Protected) *Questions? Email me at: awdevinecoaching@gmail.comawdevinecoaching@gmail.com *Please allow up to 12-24 hours for my reply (depending on time of day/night and our respective time zones) **If Preferred, I Could Record Session And Make Available Next Tuesday At Same Time? I Will Send Out Email To Students Later Today And Take Poll And Let You Know By This Thursday!