Successful MOBE- You don’t have to study internet marketing anymore in order to introduce people to MOBE. As a MOBE consultant, you can use the following offline method to build a thriving MOBE business.
An Untapped Opportunity
Originally, MOBE focused almost exclusively on internet-based affiliate marketing. But two years ago, we began to transition towards a new focus—small business training and education—with the introduction of the MOBE Marketplace.
One benefit of this shift in focus is that people who wanted to market MOBE but felt thwarted by all the necessary computer technology can now participate in the MOBE opportunity without ever placing a single paid online advertisement.
My Online Business Education is now My Own Business Education. Our affiliates are now called consultants.
Using offline contact methods, our consultants can tap the wide-open market of small businesses seeking to improve some aspect of their operation and present those solutions on the MOBE Marketplace.
It’s a largely untapped opportunity that more MOBE consultants can use to build an offline MOBE business and make excellent commissions.
Generate Traffic Offline
As a MOBE consultant, you will engage in business-to-business (B2B) marketing—you are one business and you’re marketing to other businesses.
In the beginning, you should choose one kind or a few kinds of businesses that you want to market to. Perhaps it’s insurance agencies or health clubs or automotive repair shops—or all three.
The primary offline method of B2B marketing is the sales letter. The purpose of a sales letter is (1) to draw the prospect’s attention to the possibility of a benefit, (2) let the prospect know that you’re available to consult them on how to achieve that benefit and, (3) get them to contact you for a consultation.
Businesses have all kinds of potential challenges, but a universal problem is how to get more customers in the door.
Create a simple, one-page sales letter with a subject line that grabs the prospect’s attention: “If there were a way to double your customers in the next 60 days, you’d want to know about it, right?” Then tell them to read on and you will advise them on how to do it for free.
In the body of the sales letter, include some short paragraphs on these topics:
- What the consultation consists of—how long it runs, that it’s personalized, etc.
- Information about yourself—that you’re a small business consultant who helps businesses increase revenues, improve employee retention, reach new markets, etc.—however you want to position yourself.
- Personalize your letter—i.e., if you’re mailing to auto repair shops, the letter should make reference to the specific challenges of the auto repair business.
- How to contact you—create an online contact form and put a link to it in the letter. You can create this form with Wufoo.com or another service.
On the form, ask for their name, email, phone number, website, the best time to reach them, as well as their biggest frustrations and those kinds of things.
Include a call-to-action button: “Schedule my free consultation” or something similar.
Mail your letter to the businesses you’re marketing to. If you send out 100 letters, you may get five, 10, or more responses.
How to Handle Your Leads
When your prospects respond to your letter and fill out your contact form, you will get an email notification that contains their information.
This is a very good position to find yourself in because it means the copy in your letter is working (the more responses you get, the better it’s working) and it means they recognize you as a consultant and, to some degree, an authority.
Call the lead and schedule a consultation. Always give the impression that you are in demand—that your time is limited and valuable. Do this by indicating that you only have appointments available between certain hours on certain days. Make them choose between the times you are available. Keep the entire cycle on your terms, not theirs.
When you call them back, explain how the call will proceed—again, it’s your terms, not theirs. You could say something like, “I’d like to find out more about your business, what your exact difficulties are, your immediate and future goals, etc.” Tell them that if you think you can help them, you will indicate how to proceed, but if you don’t, you will let them know that too.
Then ask them to tell you about their business. They will usually be more than happy to tell you all about it and that’s what you want, so let them do the talking. Listen to them closely and you will uncover their pain points.
When they’re done, you want to say something to them that indicates that you fully understood the situation with their business.
If you’ve listened closely and really understood what they’ve told you, they should come back at you with something affirmative, like “Yes, you really get what I’m saying” or “That’s exactly it.”
At that point, you would introduce the solution to their problem. You might lead into it with a statement like, “If I could show you how to increase your targeted leads every week (or whatever their situation is) for less than $1,000, that would be a pretty good value, wouldn’t it?”
They will likely say “yes.” Then you introduce the solution from the MOBE Marketplace that corresponds to their problem, show the benefits, features, and then close the purchase.
This is something that MOBE consultants were able to do in the past, but few of them did. With the finalization of MOBE’s shift to small business training and education, all the pieces are in place to fully support this kind of offline marketing approach. Especially for people who don’t have the patience or inclination to learn the technology of online marketing, this approach is ideal.