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					U LTIMATE O FFLINE - F INDING
C LIENTS

http://ultimateoffline.com



The Ultimate Course for finding, helping and profiting from
small businesses with offline consulting. What works, what
doesn't and how to avoid as many headaches as possible in
offline consulting!




by Gary King




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ULTIMATE OFFLINE - FINDING CLIENTS

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due to the rapidly evolving nature of the Internet.

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(yes, everything) is the sole and exclusive property of the author.




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Table of Contents
Finding Clients ................................................................................................................................. 4
   Don't Walk Around Town............................................................................................................ 4
   Target Acquired, Weapons Armed - The Main Method ............................................................. 5
   But What Am I LOOKING For?..................................................................................................... 6
But My Area Is Tiny ......................................................................................................................... 7
   GET STARTED! ............................................................................................................................. 8
The Next Level................................................................................................................................. 9




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FINDING CLIENTS
Don't Walk Around Town
One of the primary reasons that people have such a hard time with offline consulting is because
they have been told "hey, there are a zillion small businesses out there that need your help, just
go knock on their door!”

Well, that is the absolute wrong way to go about it, and if you've EVER tried walking around
town, stopping in and asking if the owner was available, you probably went home beaten and
tired, looking for a new pair of shoes!

Look, business owners are SOLD to all the time. ALL the time.

They want to run their business, not deal with a salesperson!

I was having an email exchange with a forum member who told me he did just that. He was
DETERMINED to make this offline thing work. He literally spent like 3 days walking around,
stopping in every single shop he could find.

The results? Zero. Nada. Zip. Zilch.

He even told me that he thought one of the people he spoke to actually WAS the owner but
was lying to him so he didn't have to talk to him!

That stinks, but can you blame the small business owner? Of course not! They want to run
their business, not be sold to.

So, what's a budding young offline pro to do?

Simple.

Pre-qualify them!
See, if you find out something about the business, find out a PROBLEM they have, you'll have
MUCH, MUCH better success in winning them as a client!

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Target Acquired, Weapons Armed - The Main Method
The name isn't too sexy, but the results are! This is my main method for easily finding new
clients.

It is amazingly effective.

FOCUS on this method. It's so easy it's like falling off a fence!

You’ll see this method laid out before you on video in just a few minutes, but the basics are
this:

      •   Target an area
      •   Search for businesses in that area
      •   Visit their web sites
      •   Find a problem
      •   Tell them about the problem and offer to fix it

Look, I KNOW this sounds TOO simple.

But, when you share a problem you've found, you're GIVING first. It works really well (for me
anyway) to just be almost uncaring about it - "hey, your web site looks really bad in Firefox - it's
all stretched out! I can fix it if you want me to, but thought you would at least like to know."

See, not only can you give first by telling them about their problem, you are also the likely
candidate to help them fix it.

The worst case scenario is that you're a nice person for telling them about their problem- not all
bad.

The best case = They HIRE YOU. :-)

---

Believe it or not, some business owners won't care about the problem(s) you tell them about -
leave 'em. Don't waste another second. It's OK. There's plenty of fish in the sea.
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They would probably be a pain in the neck to have as a customer anyway, because they don't
recognize the value of presenting a good view to the world and will probably struggle to stay in
business for the long term.



But What Am I LOOKING For?
You just need to find a problem or a missed opportunity to increase business, reduce costs or
both.

Here's a list of some of the most common things to get your creative juices flowing:

   •   Broken web sites - test the sites you find with different browsers - each has their own
       capabilities and displays things differently. You can load them on your computer or use
       a web site like http://browsershots.org to preview them.
   •   Outdated stuff - if the web site says "Copyright 2001" or something ridiculous, let them
       know that they are a LIFETIME out of date in Internet terms. Being that antiquated will
       only make visitors think that the business itself is old and stale too.
   •   Wrong Info - if a restaurant web site has a menu or a like a dinner special listed that is
       wrong or hasn't been changed in months/years, they're basically shooting themselves in
       the foot. I spoke with a forum member and he told me of a site just like this - people
       still come in to the restaurant asking for a fish dinner special that they don't even HAVE
       any longer.
   •   Missed opportunities to connect and drive business - coupons for example - (remember
       my dentist friend above? We used free x-ray coupons!) - use them for restaurants too.
       Email marketing, social media - anything to help drive new or more business!
   •   Missed opportunities to reduce costs! This is one of the LEAST thought of areas for a
       web site. What can you put on the web site that will save money? How about technical
       specifications for a product that people always call and asked to be faxed to them?
       Forms that must be filled out by new patients or customers? Anything that can save
       time for office staff - so they don't have to answer the phone, send faxes, etc.
   •   Web Sites that are made in Flash - search engines can't read what appears to be "text"
       when it is embedded in Flash. Words flying around on the screen are often created in

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       flash, (there’s your visual clue) and they aren't really words at that point - they are
       graphics that LOOK like words. Since search engines can't read those "words", these
       sites will usually perform POORLY in search results. Now, be careful - don't sell Search
       Engine Optimization Services if you don't know how to do them, and realize that people
       may have paid a LOT of money to have the flash web site built - BUT, you can ADVISE
       them that search engines can't see those words, and therefore, they likely won't get
       good results in the search engines overall.
   •   The business is listed in Google Maps, but no business web site exists - people search
       maps all the time - being listed there with no business web site for people to click
       through to is a big wasted opportunity - tell them they are showing up in Google Maps,
       but no one can contact them!

It's really, honestly not complicated - please don't make it that way. Find an opportunity to




BUT MY AREA IS TINY
start a conversation or reach out initially. You don't have to find ALL the items above, just
SOMETHING that you can share with the business owner.




I hear you - I've personally talked, emailed, etc. with LOTS of people that live in really, really
small towns - one stoplight or less kind of places. I've also spent time consulting with people
that live in less technically advanced areas - one referred to their area as "backwards"!

I understand your concerns here - you're wondering if these methods for finding clients will
work - not to mention the rest of the course, right?

Truth is, yes they can. You WILL have to shift your target though. If you really only have 3
stores in town, you'll never grow your business very far, right?

This is what I would PERSONALLY do in this case...

Focus on the next nearest city/town with a larger population. Most small towns are off-shoots
of larger towns or have cities nearby.



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Yes, it could be more of a challenge to communicate, but we're charging bulls, right? We're not
going to let that stop us because we find ways to overcome problems, not spend our time
saying things won't work.

How bad do you want it to work?

You can do your research and pre-qualification using nearly all the methods above, and using
the Main Method doesn't even require you to leave home.

Do the same for your next-nearest town, and you're on your way.

-------

If you are so remote that you feel there's no hope, think about this. I recently exchanged
emails with a list member that says his location is just hopeless regarding technology.

You can ALWAYS do the Main Method for another town, another state, even another country!
Two different people I spoke with are both targeting Florida (for different reasons) and they
both live in other countries.

I would focus in this case on the flip-only model (described later) where you build a site and
offer similar versions with minimal changes to all the plumbers in a certain area for example.

See? You can say it won't work, or you can FIND a way to do it! Come on bulls, let's keep
running!



GET STARTED!
Look, you can sit around all day and read stuff, or you can GET GOING! Don't worry, I'll keep
giving you more, but let's go right now to find (and pre-qualify) a client for you!

Do it right now... NOT at the end of the course. If you do it now and see that it can be easy, it
will motivate you even more to keep going and succeed!




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THE NEXT LEVEL
Work through the steps below. When complete, you will have at least one (probably a lot
more!) potential clients. Ones that need your help!

   1. Print out a few copies of the form titled " 3.1 - Client Contact details.pdf" in the “3 -
      Templates and Forms” folder and have them by your computer.
   2. Watch the video “2.2a - Find Offline Clients Easily.mp4” in the “2 - Main Guides Folder”.
   3. Work ALONG with the video, doing the SAME search for your target city.
   4. As you work through the video, fill out the Client Contact Details sheets to record the
      sites you find and the problems they have.
   5. If you need to, you can watch the video, then do your own searches, but do them right
      now while everything is fresh in your mind.
   6. Congratulations! You now have a list of clients that need your help!

NOTE: If you've already watched the video as part of a list building offer, please watch it again
and FOLLOW ALONG as I indicate above - You're finding your OWN clients here!

I've included both PDF and Microsoft Word 2003 versions of the forms so you can easily edit
them with Word or Open Office. You may want to change the title on them to your business
name for example.

NOTE: Modify any included document to meet your needs. Whenever a document will be
presented to a customer, (contracts, agreements, etc) ALWAYS have seek legal review of those
documents.




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Client Contact Details Form:




Find Offline Clients Easily Video:




Continue on with the guide "2.3 - Approaching Clients.pdf" in the folder called "2 - Main
Guides".

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