1 Thank you for purchasing Instant Mobile Lead Machine! You now hold every single thing you ever need to do to make ridiculous money offering mobile services to business owners. My name is Max Berry. I have been in business development my whole life and own a sales appointment
2 setting and lead generation firm. Through my work with web services companies and setting them appointments I learned a thing or two about generating leads and sales appointments for mobile websites. I took that information and started a web design and internet marketing company just like your probably trying to do or have done. I was exactly where you are right now except I had to figure out the hard way how to sell mobile websites to small business owners. You just have to keep reading. So keep in mind as you read that the information contained here, this is EXACTLY what we currently are doing to sell mobile websites at $1,500 a pop that take about 30 minutes of time to build. Why Mobile?! I m sure you ve noticed by now that mobile is HOT. It goes much farther than just saying smart phones are growing. 55% of cell phone users have smart phones. Who doesn t have a cell phone? So essentially more than half of all adults in the U.S have a smart phone.
3 If that s not a market I don t know what is. When it comes to those that are looking for local services on their phone that s 1 in 3. 30% of all local searches are done on a smart phone. Which means 30% of website visitors of local small businesses are on their smart phones. This is set to hit 50% by sometime in Now a third of all potential customers is not something to snuff at. Small businesses that don t have a mobile website are effectively losing 30% of their market because their websites are hard to navigate, and smart phone users expect information fast, and easy to navigate. What s that mean for you? That means you have a wide open market to help the 8 in 10 small businesses that DON T have a mobile site. And that is a real statistic according to our ongoing sales and marketing. 8 in 10 small businesses do not have a mobile website and are missing sales daily because of it. We regularly sell our mobile websites using this same information you ll here for $1,500 a pop. Trust me it s not too high. I know you see people
4 advertising mobile websites for $297 or $197. Small business owners aren t in the business they don t see these low prices because these companies don t stay alive long enough to reach any real amount of customers. Small business owners understand one thing. If it makes you money, saves you money or saves you time it s worth an INVESTMENT. Which is what a mobile website is. An investment with a return. So if you could see 5 business owners a week about a mobile website do you think you can close a couple? We close at 50%. 10 appointments per week and we close at least 5 for around $1,500. It will take you not more than 5 hours of work PER WEEK as in 5 hours per WEEK not day, but WEEK to find 5 business owners to sell to. Can you spend 5 hours per week to make 3-5k per week? If you can t I have nothing for you. But if you can work for 5 hours per week to earn at least $3,000 then keep reading.
5 Making Mobile Websites and Demo s For mobile demo s there s really no other way to go other than our Instant Mobile Mockup Machine located in the members area. Included in your purchase of Instant Mobile Lead Machine is a version of the mockup generator software that lets you make a single mockup at a time. Now when I say make I really mean generate because it makes beautiful mobil demo s without you doing anything. I m not talking about jpg images either, these are fully working mobile mockups. After you have sold a mobile mockup you ll need to grab an outsourcer to take the mockup and make it reality. There are tons on the forum that will do this for between $ And site builder software out there to use as well. Time to make your first site!
6 Alright let s make your first site. Your not going to believe how easy this is. 1. Login to your IMLM membership account. 2. Click the Single Mockup link in the toolbar 3. Put in the URL you want a mobile mockup for 4. Put in your address 5. Click submit 9. You ve just made your first mobile site! Incredibly easy we ve taken all the hard work of making mockups out of the equation for you. The next step is selling it! The Instant Mobile Lead Machine Method If you ve ever tried to sell mobile websites and did prospecting using the phone or you probably found that many business owners that have a website also have web guys they can go to. It s usually the people who built their first website.
7 You might have found that when you point out how they don t have a mobile website, they will just talk to their web person about it. This happened a lot to me until I figured out a way to make it silly for them to talk to anyone else about it. The way was to have the site already built: a demo.in their mind at least. Now it would be incredibly difficult to make a hundred demo s just to prospect. But if they think you have a demo and it takes not more than 30 minutes to create a demo, then you can wait until you have an appointment or a phone call with them to actually make the demo. This is what the Instant Mobile Lead Machine Method is all about. Using a custom demo that you already built to show to them and talk to them about mobile websites and then get them to buy the site. There are several ways of getting leads using this method. The ones I have used and will go over are and phone. You can also use linked in, facebook or any other form of communication you come up with. Since we have only used and phone that s what I will focus on.
8 Method Option 1 ( ) The option to the Instant Mobile Lead Machine method is using . You simply send an using the template below to the prospect. When they send a reply you create the demo and go show them. To do this you will need their address, and their website address. It would be helpful to know their name but it is not necessary. Template Here are a few subject lines you can use. Pick the one that you like most Subject: I made this for your business/ I made this for you / Your losing money daily / Wanted to introduce myself Good morning,
9 My name is (yourname). I own a local business like yours. I noticed as I was looking at your website on my phone that you don t have a mobile version for cell phone users. Since businesses without a mobile website lose money everyday, I went ahead and made one for you and I wanted to show it to you and talk to you more about it. What would be a good time this week for me to come out? Looking forward to meeting you! [Your signature goes here] That s it. You can add their name after good morning if you d like. You will need their website address because when they you back you want to create a demo using it. If you don t have their address and don t know if they have a website you could be wasting your time because if they don t have a website this script doesn t work or make sense.
10 Gathering s (Free and Slow) There are two ways you can collect s and business leads. One is free, manual and slower than the other. The free way involves going to yellow pages or yellowbook and manually searching through business types in your town and collecting the s you find. If your efficient you may be able to collect 10 in an hour because not all businesses have s listed. You will most likely need to send s to make it worth the effort because some people don t open it, and some will ignore you since it s easy to ignore people in . So the key here will be sending a lot of s. In a second I will show you a way to harvest s and send them all on auto pilot. Gathering and Sending s (fast, and automated)
11 For those of you who will never pick up a phone and call know that manually sending s will require full-time commitment on your part or someone elses part to get good results. I m not going to lie to you and say you can send 15 s and get 14 responses because it aint gonna happen with cold ing. However, there is a piece of software that I use and absolutely LOVE. It is Mobile Renegade. Mobile Renegade is a lead scraper that will scrape leads, tell you if they are mobile optimized, tell you the number, address etc and the address on many of them. You ll wanna grab this because what your gonna do is take this, and input this information into the Instant Mobile Mockup Machine mass mockup software (if you have it, you can grab it in the membership
12 area) and blast out s all day long to generate crazy amounts of leads. You can pick up your copy of Mobile Renegade here So you got Mobile Renegade to get your list of s and url s that aren t mobile optimized. Then you hopefully grabbed a copy of our Mass Mockup Software located in the membership area, Instant Mobile Mockup Machine. What our mass mockup software does is create mockups from a list of url s and sends those mockups to the owners of those businesses by the hundreds.
13 So lets say you have 300 addresses and Url s from a little scraping with Mobile Renegade, you load them into the mass mockup software, craft an to send to them, like Hey just saw your website was not mobile optimized so I built a mobile website for you etc etc and press go You ve just sent 300 mobile demos to business owners without mobile websites. I know I don t have to tell you what that would mean for you, probably more leads then you can handle. You can do that once or twice a week and have more leads then you can handle. Marketing Tip: 2 days later, do that same thing to the people who didn t get back to you with an appropriate like Hey I never heard back from you the other day..etc etc (explain what you did
14 Then do that AGAIN 2-3 days later for the people that still have not gotten back to you. Finally do that a 4 th time to the people who have not gotten back to you adding in that you personally made the site etc. You ll triple or quadruple the amount of leads you get when you do that because marketing is about touches. One touch and yeah you get leads but hit them again and they take you more seriously, hit them a 3 rd time and they re like damn this guy is actually interested in me and my business and helping me out. You ll get leads every single time, and in fact I would keep going up to 5 times to completely exhaust that list of s, getting thousands and thousands of dollars worth of business with 2 pieces of software. So again, I m telling you if you havn t picked it up go into the members area and grab the Mass Mockup software you will be so happy you did when your getting leads coming out your ears on autopilot with NO cold calling. And you can grab Mobile Renegade (this my link guys I just like to be up front about that, feel free to use it)
15 Outsourcing Prospecting If you decide to take the hard road and manually send s instead of using the Mass Mockup generator you can outsource the process for $2 per hour if you want. You can find tons of foreign outsourcers on odesk.com, elance etc. All they have to do is go to yellowpages.com, search for companies with addresses and send s. But again, nothing will compare to using software because outsourcers will only be able to send maybe 20 per hour if they are very very efficient and you need hundreds per day to make cold ing work. Method Option 2 Phone
16 The second way to utilize the Instant Mobile Lead Machine method is using the phone to prospect for either face to face or phone appointments. This is the exact phone prospecting script that has our appointment setters churning out 1-2 appointments per HOUR for mobile web design. Again, the method is set up to never have someone say I ll talk to my web guy for that or other similar responses. If they think you already made it they will be curious and want to sit down with you. Since you did something for them they also are surprised and will be grateful, even if they don t say it. Here s the script, I have two versions one casual version and one corporate version depending on your style. Hello may I speak to the owner please?
17 If they ask why? Sure my name s (your name) I own another local business and wanted to introduce myself Hi Joe, how are you? Joe My name is (name) I own a local business in (your town) as well. Joe the reason I called was actually because I stumbled upon your website online and noticed you didn t have a mobile version for cell phones. We make them and since every small business without a mobile website is losing money we made one for you and I wanted to stop by and show it to you. What day this week could I stop by? That is the casual version. If you have an outsourcer or a rep calling you can change the intro to say I work at a local business
18 Here is the corporate version. The idea is you re a senior business consultant and it s a little bit more formal. Hello May I speak to the owner please? If they ask why? Sure, My name is (name) I m a senior business consultant in (town), is the owner in? Hi joe, how are you? Joe my name is (name) and I am a senior business consultant with (company name) in (town). Joe the reason why I called is because during this month s research on (Joe s industry) in (joe s town) we noticed that many of your competitors have mobile websites for customers that use their cell phone except you do not. Now Joe since local businesses without a mobile website are losing money daily we actually went ahead and built one for you. I d like to come show it to
19 you and talk to you more about it, what would be a good day this week for me to stop by? These scripts are equally good. It all depends on your personal preference. Getting Leads You will need leads for the phone prospecting just like prospecting. Generally I d recommend infofree.com for leads, they are about $50 per month. HOWEVER, for mobile I strongly recommend Mobile Renegade only because Mobile Renegade tells you whether they are mobile optimized or not. You don t want to check before every single call because that would be an inefficient use of your prospecting time and cut your production in half or worse.
20 Statistically speaking if you just call a list and don t check or don t know if they are mobile optimized 2 out of 10 will be optimized. Which also means more wasted time. So instead of paying $50 per month I d grab a copy of Mobile Renegade so you can get free leads and know whether they are optimized or not. Outsourcing Now of course since I own an appointment setting company that does these types of appointments all the time I have a strong bias in regards to outsourcing. However I can give you several tips about working with telemarketers and outsourcers for cold calling. 1. Use American callers Nothing will beat an American caller when your calling Americans. That s just a simple fact. My firm always uses American callers even if there are filipino callers that can perform just as well. Why? Because using anyone without an American accent will put you at a disadvantage when you go into the appointment. They will
21 remember you didn t hire an American to communicate with them and your reputation will suffer for it. 2. Never use Indian callers Indian people are very nice people but Americans do not take kindly to Indian callers plain and simple. Even if they are $1 per hour and the best sounding indian accent you could find any Indian accent will turn Americans off. 3. If you must use filipino callers 1) Pay $6-8 per hour and hire one with as neutral of an accent as you can. Don t pay $2-3 per hour for a caller with a so-so accent because it will hurt you when you go into the appointment, that is they even set any appointments. 4. I prefer odesk.com for all my outsourcing needs. I find that the people are hard working and also have a great network of other outsourcers if you need more. Once you get one you ll never have to use it again to get more. For one campaign which the client didn t mind we use Filipino callers, and they actually outperformed the Americans (go figure haha) I built a 25 rep team by just hiring 3 reps off the site. The
22 rest were hired for me by my agents. They are like your own recruiting team. 5. If you have any questions come to me. I am always glad to help people be successful. Presentation and Closing the Sale! Included in your WSO folder is the EXACT outline of our a presentation at my company will go. When you open it up it s an outline of the conversation and how to bring them down the path of making it ridiculously stupid to not pull out their checkbook or credit card and buy the site. The basic layout of the presentation is as follows: 1. Demo the current site on your phone, show how hard it is to navigate etc. 2. Demo the new mobile website on phone. Use key points to discuss click to call button, GPS, etc.
23 3. Get agreement that the different is huge and the mobile website is easier. 4. Talk a little about why business owners who want to stay in business need to go mobile. 5. Talk about size and value of THEIR own mobile market. 6. Talk ROI and money they ll make from a mobile site. 7. Close the sale by assuming the close Closing the sale For some reason this is what a lot of people get hung up on. They can talk about the product or service, talk about the features, the value proposition, identify the need etc but they end up taking 5 calls or visits to close and keep getting let me think about it, yeah I want it but I m going to wait until X, Y,Z Looks good, let me think about it, I ll get back to you. This happens because 1) People are trained to Think about it because being sold is seen as a bad thing nobody wants to be sold. 2. You never asked for the sale. So you can solve this by doing two things.
24 1. Make it ridiculously obvious that they should buy from you now. I like to use a strong value proposition. Others might greatly discount a product this week only or today only. I think personally think that s a weak sales technique. You can get more money per sale if you just lay out a strong value proposition like I did in the attached presentation. 2. Ask for the sale. Or as I like to do tell them to get their credit card of choice while I pull out the paperwork. Here are ways you can ask (and take) the sale. You d say this after you have gone over the value proposition and the price and the ROI. So John now you can see it s a no brainer to get started and get this mobile site live for your customers, are you ready to get started today? John, since the site is finished we have everything we need to get this site live except payment, we take check or all major credit cards what will work best for you John, since the site is finished we have everything we need to get this site live except payment, are you ready to get started today A little softer close than the previous one.
25 Or if your like me I just take the sale: John, as you can see it s a no brainer with an ROI of XXX%, so let s get this up and running for you, we take payment by check or all major credit cards, go ahead and grab whatever works best for you and I ll pull out the paperwork Or some variation of that in which I tell them to go get their payment method while I pull out the paperwork. Handling Objections After moving to the close you will either get an objection, a check, or a credit card. The first thing to figure out is the TRUE objection behind the initial statement they make to you. For example they may say I have to think about it. This is actually an objection in disguise, they need to think about something specific, and they know what they need to think about. Maybe they are worried a mobile site will complicate their management of their web presence,
26 maybe they don t have the money, or think the price you ve offered is too high. If you don t figure out what the true objection is you ll never be able to overcome it. You will follow up 5 times before they either 1) stop taking your calls or 2) buy the product. Chances are they will stop taking your calls because they don t feel comfortable with something. So when they ask you this you say Okay John, since I m right here to answer any questions if you don t mind me asking what exactly will you be thinking about to make your decision Or John I can see you have some reluctance, let s talk about that, what s your hesitation? At this point John will offer up what his hestitation is, since you asked him, he will answer. This is where you ll find the true objection and then you can rebut it. Maybe he says Well I like the site but I m worried about having to manage the content on it since our content changes often. (By the way he should never say this because you should have gone over your
27 content management plan that is included in your hosting/maintenance/support. But if he did you would say: John, I can definitely see why that would make you hesitant to get started, it s definitely a hassle making content changes to a normal site let alone a mobile site as well. However I am glad you brought that up because our hosting plan includes 5 free revisions per month so you don t have to worry about making changes and if you go over the 5 it s only $5 per revision. That s just an example you don t have to use those numbers but basically tell them what your solution to their reluctance is. Then ALWAYS remember to re-close! Notice what I did above though, the first thing I did was acknowledged their objection as valid and agreed that it was a valid objection. This is important because people want to feel as though they are being heard and understood. So you don t have to worry about any revisions we ll handle that, does that answer your question? When he says yes, go ahead and close again, So how will you be paying today, check or major credit card?
28 That is just an example of one objection, most objections are very minor and can be answered and re-closed easily. There is one however and that s the price objection, that needs extra attention. The price objection is tricky because no one wants to openly admit they 1) Don t have the money or 2) Aren t willing to pay a certain amount That is exactly why you have to ask what their hesitation is and really make sure you get an answer. It may take a little prodding. Some people will say Well we just did XYZ with our website or our marketing so let me think about it and when we re ready I ll let you know Usually that means it s too expensive for them. So once you know that price is the issue you have to basically know before hand whether your going to cut a deal or walk. I always cut a deal, no sense in walking away if you can make money. But I always do it with something in return. So what I ll do once I know that the $2,500 I initially gave them as a price is too high I will knock $1000 off in exchange for referrals. How I do referrals is I do minutes not a number of referrals. Here is how the conversation goes.
29 John, I completely understand, $2,500 is not a small chunk of change to shell out at once, let me ask you this, do you see the value in this mobile site? Good, you should haha this site is going to make you money instantly, so this is what I m going to do I m going to take $1000 off your website, almost half, but in exchange I m going to ask you to spend 15 minutes of your time and write down names and numbers of other business owners you know so I can talk to them about a mobile website. Do you know any business owners off the top of your head? Great, is $1000 discount worth 15 minutes of your time? Perfect, so it will just be $1,500 today Then close again. You can knock off however much you want, you can knock off $1000,$1500, $750 whatever just make it a good percent so they take the deal. This is why I start my pricing at $2,500 and make sales of $1,500 instead of going in with my pricing at $1,500 and end up making sales of $750. People like to know they are getting a deal, no one wants to pay full price for anything.
30 Wrapping up By now you should have learned an incredible amount about prospecting using my method. Thank you so much for purchasing my WSO. It means so much to me to be able to teach people how to be successful in offline marketing. You ve learned the method, how to implement it using , phone, what software to use, how to present and close and have contracts you need to get started today. And that s EXACTLY what your going to do now. Below is a plan of action you will take TODAY (or tomorrow if it s night time) and you will absolutely 100% be successful if you do this. 1. Make 1 demo website using our single mockup version of the mockup machine located on the members area. 2. Go get Mobile Renegade and use it to scrape s a day.
31 Then grab Instant Mobile Mockup Machine And use it to automatically those business owners a day a personalized and automatically created mobile website. 3. Pick a time everyday that you will get on the phone for 2 hours, call local businesses scraped with Mobile Renegade (different from the ones your ing) and read one of the scripts.
32 4. Set face to face appointments with business owners for the hours your are not cold calling. Never set an appointment during your cold calling time. 5. Do this every single day of the week. Don t take Friday s off, don t think Monday s are bad days to call. 6. Don t let ANYTHING get in the way of your prospecting. During those 2 hours you are ONLY allowed to prospect. Don t make demo sites, don t answer any calls, don t talk to your friends, don t answer client s, just dial the phone and read the script. If you do this you will be successful. As you practice you will get better and better. As you call you ll get more and more natural and memorize the script. As you meet business owners your pitch and close will be spot on and you will eventually walk in knowing in your heart you will walk out with a check for $1,500. There has never in your life or mine been a better time to get involved with selling mobile websites and mobile marketing to business owners.
33 What I have layed out for you today describes exactly how me and my reps close mobile website deals daily. If you prospect by phone 2 hours per day while having Mobile Renegade scrape leads and Instant Mobile Mockup Machine those demos, you should be sitting down with 10 business owners per week and closing 5 per week in no time. Our average sale is $1,500. If you close 5 sales at $1,500 each I don t need to tell you what that would do for your life. So go do it. And if you need any help along the way I am here to help. I want you to be as successful as I am. I want you to change your life and when you do I want to hear about it. Do not hesitate to shoot me an with any questions you have at Thank you again! -Max Berry
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c01_1 09/18/2008 1 CHAPTER 1 Attitude Is Everything in a Down Market COPYRIGHTED MATERIAL c01_1 09/18/2008 2 c01_1 09/18/2008 3 Whether you think you can or you think you can t, you are right. Henry Ford
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0:00:18 Todd: Hey everybody, welcome to another edition of The Prosperity Podcast, this is No BS Money Guy Todd Strobel. Once again, we have cohost and bestselling financial author Kim Butler in the house
Todd: [0:00:18] Hey everybody, welcome to another edition of The Prosperity Podcast, this is No BS Money Guy Todd Strobel. Once again, we have my cohost, bestselling financial author Kim Butler with us,
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0:00:18 Todd: Hey everybody, welcome to another edition of The Prosperity Podcast, this is No BS Money Guy Todd Strobel. Once again, we have my cohost and bestselling financial author Kim Butler with us,
Expired Listings First Call to Expired Listings Seller Number One Agent in Properties Sold: Script #1 Brad McKissack, Denton, Texas Millionaire Real Estate Agent Tip! If you get an answering machine, instead