ambulance method for offline consultant's-costas...

Ambulance Method For Offline Consultant's-Costas Peppas

By Costas Peppas


By Costas Peppas

Copyright 2011 (c) Costas Peppas

By reading this document, you assume all risks

associated with using the advice given below, with a full

understanding that you, solely, are responsible for

anything that may occur as a result of putting this

information into action in any way, and regardless of

your interpretation of the advice


By Costas Peppas

Introduction

Hello there my friend.

Grab a peach snapple and pay attention. This is

important.

I'm about to give you a complete business model from

the ground up.

How to find business owners who are DYING for your

help, what to offer them, how to implement the service

etc.

Please reserve this next time to focus and really TAKE

THIS METHOD ALL IN.

Promise you are going to love it!


By Costas Peppas

How It All Started

A while back a certain prospect called me up. He owned

a hotel and was wondering how to use SEO to get more

guests.

No problem there... I've had that conversation lots of

times.

So I'm going through, Google-ing random terms to

check this hotel's rankings.

That's when it slaps me in the face.

"Don't stay here ever!!! This place is a rats nest!!"

"Front desk lady is terribly rude... AWFUL CUSTOMER

SERVICE."

The business had positive reviews too but of course it

didn't help.... those "poisonous" reviews were

spotlighted right there on the Google Places front page.

...

This guy was dead in the water right there in front of

me.

So I Did The Only Thing That Made Sense


By Costas Peppas

I told the prospect...

"Look, I know you want to get more visibility in Google

right now... but that would be pointless! We'd just be

sending these people straight back to your bad

reviews!"

I explained to this guy how the best marketing in the

world won't help if your Sales staff sucks and can't close

the deal.

And that's exactly what those Google reviews were. His

"virtual sales people".

(And boy were those sales people UGLY AND MEAN!!!)

I started by asking why his guests were saying those

things. (A strategic question - gets him to connect with

the problem.)

My staff is only human... they make mistakes

and I do my best to stay on top of them!

My operation is so large that it's difficult to keep

an eye on everyone... mistakes are bound to fall

through the cracks!!

Starts talking about how hurt he is by those reviews.

And how much business he knows they are losing.


By Costas Peppas

Keep in mind this guy is incredibly stressed at this point.

Clearly I struck a nerve.. I could hear it in his voice.

"What am I supposed to do if my customers don't tell

me they have a problem while they're here?"

"How can I prevent them from writing bad reviews if I

don't even know they're unhappy? "

...

Let me ask you a question.

If you're walking down the street and find someone

lying down on the sidewalk.

Bleeding, screaming in pain, needing help - and you are

in a place to take him to the hospital.

Would you do it?

OF COURSE YOU WOULD. And that person would let

you!

They wouldn't say "no thanks... I'll just wait for the next

kind Samaritan who comes along". (Unless you are

REALLY ugly or scary!)

As consultants, this is exactly where we want our

prospects to be.


By Costas Peppas

I see lots of novice (and even advanced Offline

Marketers) falsely assume performing services or

finding prospects is the hardest part about Offline

Consulting.

That is NOT true.

Your local area is full of prospects who need your help.

You can throw a rock from your house and probably hit

five of them!

The hardest part really is this: Finding those prospects

who are not only in a place to be helped but also

understand that they need it right now.

Read that last line again.

Let it sink in... it's important.

...

My hotel guy was "bleeding out" right there on the

sidewalk. Practically begging me to do anything to help.

This poor guy was in pain.

Crying out.

In hopeless despair...

All I had to do is give him a "prescription". Like a doctor.


By Costas Peppas

The prescription I gave him was for $1,600/month

"Reputation Management & SEO".

Now here's the part that shocked even me--

This guy was located in a completely different part of

the country, and 20 hours later (literally!) I had a large

Express Mail envelope delivered to my door with a

$1,600 check in it.

DID YOU HEAR WHAT I JUST SAID?!?

This guy was so anxious to get started with me that he

paid USPS an extra $30 just to make sure I got a check

the NEXT DAY!

Here's the envelope he sent me - pretty cool huh?!

I'd never before had anyone so eager and IN A RUSH to

give me $1,600 dollars.

That's when I knew I was onto something.


By Costas Peppas

Another One Of My Clients...

I have this other client who runs a medical transport

company. It's really a tight niche.

They're the guys that deliver blood and emergency

organs to hospitals, blood banks, etc.

Very serious and important stuff.

I made him a website years ago. He wasn't really

interested in SEO - just paid me a small fee to host the

site.

After my recent hotel client experience, for no reason in

particular, I decided to check this guy's Google Places

page.

Had exactly 1 review listed.

And here it was:

Don't EVER do business with this company!!!!

The medical driver showed up for a delivery to

our lab and was definitely drunk and high!!!

When we called the owner to complain he didn't

even care... like it was completely normal!!!


By Costas Peppas

Here's the insane part: That review had been front and

center in his GP listing for OVER 3 YEARS-- since March

of 2008!!

I picked up the phone right away and called my client to

bring it to his attention.

Turns out... he had "let go" (fired) a bad employee that

same month the review was posted (March of 2008)

And here he was now, just for the first time, seeing the

lying words of his disgruntled employee 3 years after it

was posted.

The poor guy was in complete shock and disbelief!

I honestly spent 30 minutes as a friend just listening to

his distressed emotions.

"I can't believe it.... I've spent the past 17 years making

a good name and reputation for myself and this guy

comes along in one day and says these horrible lies...

totally defaming me and my good name... !!"

(Remember the intense pain I told you about with my

hotel client?)

Honestly I cared about this guy. Felt really sorry about

how he found out and that it was 3 years later.


By Costas Peppas

Thankfully the review was fake but he still couldn't do

anything about it.

He needed my help BAD. And he knew it.

Gave him the exact same "prescription" as the hotel.

Told him I would fix his problem and do it for only

$500/month * 3 months.

And that after three months, we can revisit whether he

wants to continue solidifying his online reputation.

I'm betting he will.

The Best Part:

This guy was SO thankful to me for discovering that

review. And for being proactive about prescribing a

solution and taking charge to fix it.

Makes me feel extremely appreciated. And that I'm

doing purposeful work.

Do you think this guy will ever leave me because of

some spammy "get Google rankings now" e-mail he

gets?

Or when "Joe web designer" down the street cold calls

with some vague offer?


By Costas Peppas

No way. Not in a million years.

Not after I've helped him like that.

...

I have this theory that all mothers think the doctor who

delivered THEIR baby is the best doctor in the world. :)

I am now 31 years old, and if the story of my birth

happens to come up, my mother will STILL sing "Dr.

Picoli's" praises because I was premature and the birth

was delicate etc.

We always remember people who helped us through

painful, scary times.

Not trying to be all dramatic here...

I just want you to REALLY understand.

You have a very unique set of skills that so many

business owners need.

And they need you right now.

They are in pain. Bleeding on the street.

Do not ignore them.


By Costas Peppas

How To Find These Hurting Business

Owners

Let me show you something.... go to Google right now

and type a general niche with no local modifiers.

Here's what comes up for me when I type "dentist".

Now take a good look at those Places listings... and ask

yourself... which of them stand out to you?


By Costas Peppas

The ones with the low star ratings, right?

...

Let's pretend for a minute you are the owner of the

business at Position B - "Smiley Dental ".

And you saw a screen like the one above, where all your

competitors (who you know very well) are squeezing

you from both sides. All with better reviews than you.

Wouldn't you be worried? A bit scared? Feeling

attacked?

Now let's "push the pain" a bit more by clicking through

to your places listing.


By Costas Peppas

Side note:

Obviously this particular business is in bad shape.

Quite frankly, based on the reviews I see people writing,

I don't even think I would *want* to work with him!

That only further illustrates my point about how

POWERFUL reviews are to public perception of a

business.

And how incredibly deep negative reviews can hurt a

business owner!

...

That Brings Up An Important Point

Some will look at my method and rightly so think - "But I

don't want to work with business owners who provide

shoddy customer service."

Look. If a business owner is a jerk at the core and has

run their place into the ground, then forget it.

I'm not interested.

You can't pay me enough to deal with people like that.

On the other hand...


By Costas Peppas

You need to remember that LOTS of business owners

are well meaning, kindhearted people.

Who are just plain disorganized.

They're overwhelmed. Getting beat up because they

have no systems in place.

Just need you to help them scale up.

...

Don't forget also situations like my transport client -

disgruntled employees or general haters.

A sophisticated "enemy" knows exactly how to use the

internet to put out a bunch of really bad reviews.

Just want to make sure you see these opportunities

clearly and help remove any blocks that might keep you

from taking action.

...

I made a quick video for you where I demonstrate this

niche research concept much deeper.


By Costas Peppas

Important: Click the above image in order

to watch the video!!

How To "Warm Them Up"...

The clients and friends you've already built relationships

with are "primed" right now. They trust you.

Just bring up their review situation out of concern and

they'll appreciate you.

My hotel prospect was already in place to listen

because he called me first.

http://screencast.com/t/oCe5QtsBd


By Costas Peppas

Trust was already present with my medical transport

guy so I could just call up and talked to him.

What about the business owners you DON'T have

relationships with yet?

Please take this next insanely simple tip very seriously.

You could call straight out of the blue and talk to these

business owners. Actually, of all times to "cold call" - I

think this scenario has an excellent chance of response

because the business owner is most likely aware of the

problem and just doesn't know who to turn to for help.

I'm serious. If you were to JUST cold call here you would

have success.

That being said, my personality is still a bit shy for a

straight up cold call.

I prefer to do something beforehand that gets their

attention. Something that "puts me on their radar".

This way the business owners who are really hurting will

prequalify themselves by calling ME first.

And if I do decide to call it won't be a "cold call"... more

like a follow up to be sure they got my first contact.

SO here is what you do.


By Costas Peppas

You send a marketing piece designed to get past a

gatekeeper and then get the business owner's attention

long enough to hook them in and take action.

Simple enough, right?

The Lead Generation Letter - Step By Step Instructions

Step 1 - Paste a screenshot of the prospect's Google

Places listing into a Word document.

Step 2 - Important: Take a red magic marker or

highlighter and CIRCLE the bad reviews. (Push the pain!)

Step 3 - One or two paragraphs - Introduce yourself and

invite them to call you up for a quick, honest chat.

Step 4 - Mail the letter off!

You should address the envelope by hand. Preferably in

blue ink.

Write a message on the outside of the envelope that

attracts further attention i.e. "Dr. Jones, important -

please read immediately!"

Still-- even with instructions, I know writing a letter like

this from scratch will be a sticking point for many

people.

That's why I've given you my copy. :)


By Costas Peppas

Feel free to use it as a model for your own.

Tip:


By Costas Peppas

If you really want to stand out and practically guarantee

a response, use this lead generation letter in

conjunction with my Offline Silver Bullet method.

You are pretty much guaranteed to blow your prospects

away. I have never been disappointed by this strategy.

So few consultants actually know about this; never

mind taking the time to follow through with it.

How To Fulfill The Service

Here's everything you'll be doing for your Reputation

Management service.

COMPONENT 1: Put a *SYSTEM* in place for collecting

reviews

Most business owners are way too busy putting out

fires to devote any sort of attention to collecting online

reviews.

Of the ones who are attempting to be proactive, most

only ask customers to "please leave a review for us at

Google places (or Yelp, etc) when you get home."

Problem with that is 2-fold:

http://www.warriorforum.com/warrior-special-offers-forum/319860-offline-consultants-free-method-made-me-14-203-79-year-offline-silver-bullet.html


By Costas Peppas

1) Most customers will completely forget to leave a

review by the time they've gone home.

2) No way of knowing whether or not that review will

be positive. (What if the person gets home and posts a

negative review because they are swayed by others?)

So what do we do instead?

What if you explained to your prospect that you've

created a form that is strategically designed to

psychologically make their customer want to give

them good reviews.

I said it to my prospect just like that.

(And it's true... I'll tell you why in a bit.)

Point is, we want the business owner's customers to fill

out a PHYSICAL form before they've left.

Main reasons for this:

- If there is a problem or complaint, the business owner

can know and make it right before the customer gets

home and "vents" about it online.

- This next part is extremely important... by collecting

reviews manually, we have 100% control of which ones

get published online.


By Costas Peppas

Explain to your client that as long as he/she follows your

instructions and does as you prescribe, they will have a

review generating machine.

A system that regularly pumps out positive reviews that

you will take and publish.

Positioning Tip: Tell your prospect NEVER under any

circumstance should they go online and submit any of

those reviews themselves.

Explain how Google tracks IP's and will crack down on

anyone they perceive as trying to scam them.

Of course - you then go on to say how you have a

network/system of servers and have employees all over

the country who will enter these reviews for you.

That's why you can do it and he/she cannot.

You smart little cookie you!

(Can you say Fiverr and Mechanical Turk?)

Getting Customers To Fill Out The Form

Explain to your client that if they *really* want to see

reviews flowing in, they need to offer an incentive.


By Costas Peppas

Something of value to reward their customers for taking

time to fill out the form.

This can be a discount or upgrade on future services, a

Starbucks or coffee shop gift card, a gas card, some

valuable coupon for a complimentary business

neighbor...

Really there are SO many options here.

Point is by offering their customers a reward, you'll get

way more submissions. You can even test different

incentives over time to see which ones have the best

impact.

Your client will be excited that you've thought through

all this and have it all under control for them.

How To Structure The Feedback Form

You're going to create a very specific type of feedback

form for your client.

One that "psychologically influences their customers to

leave favorable reviews".

...

[ Quick Aside - BY THE WAY ]


By Costas Peppas

Real quick... I just felt the need to explain something to

you.

Of course, it's important. :)

If you're wondering why I'm getting so detailed and

granular with my explanations in this report.

My reason for doing so is to arm you with the "ammo"

you need to turn a prospect into your client.

The way I'm explaining everything to you here is pretty

much EXACTLY how I said it to my prospects.

And they loved it.

So that's why I'm getting so detailed... hope that's ok.

[ End Aside - BACK TO YOUR SCHEDULED PROGRAM]

....

On the Feedback Form, you want to "pre-frame"

customers to write a testimonial that includes the

GOOD STUFF about their experience.

So how do you do that?

You start by throwing them a "slow softball pitch".

For instance, you ask this question:


By Costas Peppas

How was your experience with us? Great / Poor (Circle one)

By offering two extreme options, most will choose

"Great". (Even if their experience was just middle of the

road.)

Here's the cool part about that: Since they committed

to circling "Great" in the beginning, they will

psychologically feel obligated to answer future

questions "in line" with that original answer.

See?.... you are now a Persuasion Expert!

By the way, when you explain this philosophy to your

prospect they're going to think you're an absolute

genius.

(Which you are. And you're very good looking too!)

You can use my advice here to create your own

feedback form that pulls responses.

Or...


By Costas Peppas

You Can Just Use Mine!! Feel Free To

Model Yours After My Own Here...


By Costas Peppas

COMPONENT 2: Create a "hidden" autoresponder

Even when you offer a good incentive, many customers

will simply leave without filling out the survey.

Remember - our goal is to build a testimonial

*FACTORY* for our clients that pumps out reviews on

autopilot.

It's the only way we can patch up that gaping hole of

destructive reviews.

That's where this "hidden" autoresponder comes in.

What do I mean by hidden?

Well, you install an opt-in form on some back-end page

of the client's site. A "secret" page that only the owners

and employees know how to access.

When a customer leaves, the employee will subscribe

that customer to the autoresponder.

When the customer gets home, he/she will see an e-

mail waiting for them.

An e-mail that goes something like this:


By Costas Peppas

------------------

Hi John,

Bob Loblaw here from BUSINESS NAME.

I just wanted to send you a personal note saying Thank

You for staying with us. It really means a lot to me and

my family.

If you have a second, John - would you mind replying

here and telling me about your experience with us?

Whether it was excellent or bad I really want to hear

about it.

I take a personal interest in all our customers and want

to be sure you are happy.

Thank you again for supporting us.

Bob Loblaw

------------------

Do you think some people will reply to that e-mail

saying "thanks Bob!" and maybe give us some good

testimonials we can publish?

...

You know, it's funny...


By Costas Peppas

As common as autoresponders are to us Internet

Marketers, "regular" people still don't experience them

very much.

Not the way we do, at least.

The kind of 'newsletter' consumers are used to seeing

are those mass-mail catalog / brochure-type HTML e-

mails that are just pushing products.

Those things scream "here comes nothing but

advertisements!!" from 100 miles away.

Very different from the personalized "real" sounding e-

mails we know how to write.

So there... I went against the grain and actually gave a

COMPLIMENT to our industry! :)

...

Don't think I need to tell you this part... I know you

realize it already.

But in addition to collecting reviews for your client here,

you are also building a LIST of buying customers that

you can market to later.

Are you with me?


By Costas Peppas

Positioning & Selling Tip:

When I'm talking to a prospect, I never say "I'm going to

build an e-mail marketing list for you".

That kind of talk is only for us Internet Marketing

"geeks"!

Doesn't speak to a regular business owner's heart. Or

their needs.

Here's how I say it to make sure they HEAR it:

"Let's say a couple months down the road you're having

a slow week, and have a bunch of open spots you'd like

to fill with customers... all we have to do is send out a

special offer to that VIP Customer List I built and your

best customers will buy and fill up all the spots! "

That's a lot more powerful, right?

COMPONENT 3: Dominate the first page of Google

with multiple listings

You are going to get AMAZING Google rankings for your

client.

Not just one spot, but multiple spots.

All of them will appear on the very first page of Google.


By Costas Peppas

And it's going to be insanely easy. You will barely even

have to try!

Do you know why?

...

Sorry - think I am having a little too much fun building

up the suspense! :)

...

Because these rankings will be for your client's

BUSINESS NAME only!

There is likely *zero* keyword competition for your

client's business name.

So any content you publish is going to get ranked.

Just do "SEO 101" and target all the web 2.0 properties

/ blogs and you will OWN the front page.

You could even make authority sites that include the

reviews you've been collecting.

Do I have to even tell you what your client will think

when he sees these rankings?

It will be liked you performed a miracle!

Selling Point:


By Costas Peppas

By "taking over" the first page of Google for your

client's business name... if anyone comes in after and

posts negative content about your client - it will end up

on page 2 (or further) of Google and have far less

exposure.

Sounds cool when we say it like that, right?

COMPONENT 4: Setup Google Alerts to monitor your

client's business name

I know I know...

Google Alerts is nothing new or sexy to us.

It's too easy and so boring...

Honestly, think of the benefits from your new client's

point of view?

Google Alerts is actually a Reputation Management

PLATFORM that scours the web 24/7 and alerts you of

any new activity that has to do with your client.

This is your proprietary tool. Your client has peace of

mind that you are handling everything.

You can even provide monthly or weekly reports if

you'd like.


By Costas Peppas

COMPONENT 5: Throw in some "Local SEO" just for

good measure

Pick 2 to 4 keywords that have potential to generate

new business for your client.

Getting your client to rank for a couple new keywords

will show him what you can REALLY do once the review

problems are patched up.

To your client, this component is what keeps him

moving forward.

The promise of better things. A glimmer of hope.

It's the "light" at the end of the tunnel. Or the carrot on

the stick - however you want to look at it.

Explain that when his business is 'ready' - you will "turn

up the faucet" and get him rankings that will bring in all

the new customers he can handle.

Conclusion

I sincerely hope you got TONS of value out of this

report.

(Feels wrong to even call it a report because it's more

like a crash course!)

...


By Costas Peppas

I'm not sure where you're personally at right now in

your Offline Consulting biz.

Whether you are new and just feeling this whole thing

out, maybe have your first client, or whether you have a

thriving business already.

Take what you like out of my experience here. And use

it.

If you're unsure where to start, just go back to the

marketing technique I showed you - the Letter and my

Silver Bullet - and take consistent action. It's really the

only thing separating you from success.

Dave, one of my awesome Inner Circle members,

recently told me he has trouble getting prospects to

take a buying step.

Even after he gives them FREE information and is the

most helpful guy in the world.

My advice to Dave, and to you, is to remember the

words of a very wise teacher:

"It is not the healthy who need a doctor, but the sick."

...

Now go help some sick business owners!


By Costas Peppas

Seriously - if you don't, who will?

They sure would be grateful. And love you for it.

Be encouraged. Take action.

Costas Peppas

P.S.

Really appreciate you investing in my report.

Heads up: In a few days you will receive a BONUS

delivered to you from my autoresponder.

I won't reveal too much here - but it's another cool

technique you can use to get a business owner's

attention.

Of course you need to be signed up to my customer list

to get the bonus. If you forgot or missed the sign up

box, go back to the download page now to do so.

Resources

Niche research video of me demonstrating sample

opportunities for you - Click here for the video

Lead generation letter - download the letter

http://screencast.com/t/oCe5QtsBd

http://rep-management.s3.amazonaws.com/lead-gen-letter-SAMPLE.docx


By Costas Peppas

Use this "done for you" survey with your own

clients - download the survey

Autoresponder e-mail sample. Use this in your

client's "hidden autoresponder" - download the

autoresponder

Offline Rockstars - How To Build A $10,000 Per

Month Offline Consulting Business In 90 Days

http://rep-management.s3.amazonaws.com/Rep-Management-Client-Survey.docx

http://rep-management.s3.amazonaws.com/sample-autoresponder.txt

http://rep-management.s3.amazonaws.com/sample-autoresponder.txt

http://www.offlinerockstars.com/

http://www.offlinerockstars.com/

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