The Pitch

Brian, you’ve talked about creating compelling offers.

Features of compelling offers: speak the language of the client…the offer is formulated in a way that is relevant to the client. the offer is the logical next step for the client. That’s “positioning,” I am positioning my offer to be the next logical step for the prospect.

[private_Information Marketing]

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download links:
http://www.dainis.info/a-few-pitches-01-1b.flv
http://www.dainis.info/a-few-pitches-01.mov

[/private_Information Marketing]

11 Responsesto “The Pitch”

  1. admin says:

    1) How to present yourself.

    You’re Dainis W. Michel. You have successfully developed online communities
    around your passions, and figured out how to translate that into revenue. For
    example, your http://www.curetinnitus.org is one of the largest paid membership sites
    within its niche (side note- that’s an assumption on my part, you can correct me
    if I’m wrong).

    I’m passionate about what I do, and I’d like to help local business in Vienna take
    advantage of everything the internet has to offer in terms of sustainable, ethical
    business growth opportunities.

    Specifically, I help small businesses develop their online presence with profitable
    websites, a social media presence, online advertising, email marketing,
    community development, and online-offline marketing integration, all based on
    measurable performance goals.

    How not to present yourself:

    - As a composer. Sorry man! I just don’t think it’s relevant. I would never, ever
    lead a business pitch with “I produced a documentary film about Fondwa, Haiti.”
    The disconnect would be instant, and probably permanent. It may be a big part
    of who I am, but it says nothing about getting a business owner more customers.

    - As an internet marketer. Zero references to John Carlton, Frank Kern, et. al.

    - As anything but an online-offline marketing integration specialist. Laser focus
    is required to achieve our end goal of 10 clients paying $300/m, or whatever the
    exact offer becomes.

    2) The kind of services I think you can offer, and to whom.

    I think you can offer a great package to small- to medium-sized businesses that
    includes:

    - Website development based on WordPress
    - Search Engine Optimization
    - Content-based marketing (articles & PR)
    - Email marketing (lead magnet + follow-up strategy)
    - Social media marketing
    - Online community development

    Those things are incredibly valuable to the right business. I THINK you can offer
    those services, because that’s what I would offer a US-based business if I had
    your skills and were based in the US.

    I’m not 100% positive, because I do not know your local market.

    The exact services you can offer will also depend on the kind of business you
    target.

    For example, dentists may not want an online community, but they’ll certainly
    want follow-up marketing.

    So who can you offer these services to? You’ve already identified several
    potential niches, and I think the most productive thing for you to do will be to
    speak with a few people, as explained below…

    3) How to figure out if I’m right, and refine our approach.

    You mentioned a “listening campaign”, which is absolutely what I would like you
    to do. You’re great at communicating with people, and we need to leverage that
    talent.

    Eventually, I think you will be able to do this all day long…

    The conversation might go something like this (speaking with a business owner)…

    What are you doing online at the moment? (They probably just have a website,
    if that). How is that working for you? Well, I help companies with their online
    presence. Would you like to speak with me about how I can help out?

    Then make an appointment. You’re a consultant- value your own time, or no
    one else will. Describe what you do, quote a price, get a new client. That will
    be awesome.

    In the mean time (like, immediate next steps), I believe we need some kind of
    case study to show how your talents apply to businesses that look like theirs.

    So I would approach the bar owner and say hey, can we have a chat? I do this
    online stuff, and I’m really good at it. Problem is, local business owners have no
    clue what this is about. I need a case study to show them how my skills can get
    them more customers- and I’d like to do that for you.

    Here’s all I need. You need to commit to my plan of action, and allow me to use
    the work I do for you as a case study.

    This is a service that I would normally charge $5,000 for (adjust this to the actual
    package you put together based on his needs), but I will do all of the work for free.
    You’ll just need to cover some minor costs, around $500 for website development
    etc.

    How does all of that sound Dainis?

    Talk to you very soon! I will be off for Labor Day tomorrow, but back in action
    this Tuesday.

    Warm regards,
    Brian

    • admin says:

      curetinnitus.org is #1 in google for cure tinnitus. we have established contact with all of the national tinnitus associations, and frankly, it would be kind of cool to establish a membership drive where CureTinnitus.org membership would cover the costs of ATA membership, for example. So, I GIVE MONEY to the ATA.

      Wow, we weren’t ranked this well, but we are #5 in google for tinnitus searched on its own.

      Tinnitus treatment is a decent niche and we aren’t ranked yet for that.

      The site is monetized, but not well, and nowhere near as well as it could be. Also, joining is neither simple nor obvious.

  2. admin says:

    This will take a sec to upload, and I’m not converting it yet, but here it is:

    http://www.dainis.info/pitches-01.mov

  3. admin says:

    What are you doing online at the moment? (They probably just have a website,
    if that). How is that working for you? Well, I help companies with their online
    presence. Would you like to speak with me about how I can help out?

    —We’re not interested and have a website already (I wish these idiot web developers would stop calling, what the hell is going on with these ass holes…). My nephew created our website, I have clients in front of me…bye.

    Then make an appointment. You’re a consultant- value your own time, or no
    one else will. Describe what you do, quote a price, get a new client. That will
    be awesome.

    —You seem nice, we have a website already. thanks.

  4. admin says:

    What are you doing online at the moment? (They probably just have a website,
    if that). How is that working for you? Well, I am an online profitability consultant and don’t ask to be paid unless you make money. Would you like to speak with me about how I can help out?

    –ok

  5. admin says:

    It’s either I link my earnings to them earning, or I sell something expensive.

    Also, do check out “pitch to pitchers.” That could be a lot smarter than direct pitching.

    We need to do some market analysis together. Show me how to find the money, the profitable niches.

  6. admin says:

    shouldn’t we be doing stuff like analyzing the keyword “buy” in the Vienna market?

  7. admin says:

    i’m starting to think that the product should be a BuddyPress install. It will work out the box, and I can design the header graphic. No more, no less. I need to find plugins that automatically update both twitter and facebook accounts when a user posts within buddypress…that way the business owner and i can start concentrating on their content generation strategy.

    i have a diagram developed and the offer could be

    either 480 or 600 for 3 months, money back. they keep their FB and Twitter accounts. If they don’t like the direction we’ve been able to establish within 90 days, I keep the list, the BuddyPress install, that all just disappears.

    …the only thing is that I am not a real BuddyPress Pro, there is something called WPMU Dev, which seems to be an awesome paid support community where I could find people and answers (and themes) quickly.

    However, doing this with BuddyPress (www.urine-therapy.org is an out the box BuddyPress install)…that makes me into a community manager online. It creates a Web 2.0 presence for the business on the cheap, and it’s kind of like dipping your feet in the water for the business owner.

    We then do all the lead magnet consulting and listbuilding stuff…yet their “site” is a BuddyPress install.

    Cost 600 Euro = 500 + 20% tax for 3 months, money back.

    Something like that, even 500 Euro.

    It’s got to feel super duper cheap and they get their money back…but not the web property…if they pull out after 3 months.

    eh?

    • admin says:

      Thanks man, here’s the reference:

      http://www.youtube.com/watch?v=kLDitGAUrno

      I’m from Chicago actually…

      It’s midnight here, I just dialed the 952-946-1550 number and did not leave a message. I can call at a pre-arranged time (arranged by Rebecca?). Minnesota AM times are preferred, though closing this deal is important and I can make the call up until about 3PM her time.

      Here is my rundown of her needs, which can be the same package for Tamas. I’d dress this up as my contract with them. Payment gets the process started, signed contracts come in the mail or the process is terminated.

      ——————————————
      Site Design: $1500 setup: completion week 6
      Maintenance, Support, Hosting, and Coaching: $500 per month
      Performance incentive: 7% top tier affiliate of online campaigns: 1s campaign target week 15
      ??Ask Brian??: Honest testimonial and 1 referral at 6 months
      ??Ask Brian??: Hmm…some tech requests could be outsourced to the host from the start…

      taoofyouth.com

      Site Redesign based on wordpress
      color scheme and look and feel are good
      take it put it in wordpress
      take her blog content off of wordpress.com
      centralize content at taoofyouth.com
      http://www.chrisbrogan.com/ as example site
      that’s for the content she is producing on a regular basis through blogging, her blog/website is highly optimized for email sign-ups and the whole purpose is to foster a sense of community
      focus on the content

      Email List Management
      generate email subscribers
      moving from AutoResponsePlus to iContact
      Directing email marketing (so she knows what to do…she does content…I help her make all the pieces fit together)

      Social Media Management
      have commenting on the blog (community feature to start with)
      have an active facebook page and twitter…though those are meant to fuel email signups, and email signups are meant to fuel product sales.
      Advising on social media strategy in order to drive a sense of community to drive traffic to the website to drive email signups to drive product sales.
      So advising her on her social media strategy and email marketing

      eCommerce Manager
      1shoppingcart integration
      make sure her ecommerce stuff works

      Product Launch Management
      Product Launch Manager for a course of hers
      work with her towards a product launch

      Support
      Coaching and support either 60 min once per month or 30 min twice per month
      email support: Fair Access or “Fair Use” policy…leaves things a bit open

      Extended Customization or Programming
      In every client relationship there are expectations to manage.
      awareness that she might need to buy some software like affiliate software down the line, or she may want extended customization that costs extra…however…I will deliver as promised and we need to agree that I have the authority to say whether something beyond the scope of the current fee. Also, because of my level of skill, it never hurts to ask…because sometimes things that may appear complex can be done at the flip of a switch from my phone, and other times things that appear simple are actually quite time and cost intensive.

      She needs someone who can make the pieces all fall together. I have the skills to make that happen.

      Title
      Can call me manager, supervisor, coordinator…whatever you’re comfortable with…service provider…some people are more comfortable within a particular vocabulary

      Project Specifics:
      How about for the design process I create a site in a directory that she, Brian, and I can look at and give our thumbs up to before we release it?

      Brian wants me to be less strict on the number of hours I put in, if you’re OK with the product percentage.
      Also, gain a sense for training her or us working out a content schedule for her autoresponder and her product launch campaigns.
      If she wants to send out a quick note herself, we can talk with Brian about that…obviously I can show her how to do it…

      Brian actually told me to do my best to guide you to a decision, he told me you have a trip coming up to go to China, and that you may want to wait…but I actually have quite a bit of work to do that can be done even if she isn’t overseeing the daily changes during the setup and Brian feels that you shouldn’t wait

      ——————————————

      Here is the email I was going to send May, but since you said Rebeca would be sending me the number, I should likely wait for that (even though I didn’t). Anyway, you can OK this email…if you don’t I’ll venture forth…if you do, I’ll be a step more confident:

      ______________________________________________________________
      Hi May,

      My name is Dainis W. Michel, and Brian McElroy told me about your website redesign, email list-building, social media, eCommerce, and product launch needs.

      Please let me know your number and time zone along with a few good times to reach you. I live in the CET time zone.

      I look forward to speaking with you soon.

      Best,
      Dainis W. Michel

      *********************************
      M.M. Dainis W. Michel
      http://www.music-composition-studio.com
      http://www.curetinnitus.org
      http://www.internetmarketing.co.at
      Albertgasse 57/11
      A-1080 Wien
      SkypeID: dainismichel
      Mobile: +43 699 1 512 2983 (CET Time Zone)
      US Fax/VM: +1 317 713 1177 (Avl. 24/7)
      ______________________________________________________________

      Same thing for Tamas:

      ______________________________________________________________
      Hi Tamas,

      My name is Dainis W. Michel, and Brian McElroy told me about your website redesign, email list-building, social media, eCommerce, and product launch needs.

      Please let me know your number and time zone along with a few good times to reach you. I live in the CET time zone.

      I look forward to speaking with you soon.

      Best,
      Dainis W. Michel

      *********************************
      M.M. Dainis W. Michel
      http://www.music-composition-studio.com
      http://www.curetinnitus.org
      http://www.internetmarketing.co.at
      Albertgasse 57/11
      A-1080 Wien
      SkypeID: dainismichel
      Mobile: +43 699 1 512 2983 (CET Time Zone)
      US Fax/VM: +1 317 713 1177 (Avl. 24/7)
      ______________________________________________________________

      With two clients, I’d be comfortable moving to a different host or different hosting package. I’m on dreamhost now and like them, though I had an issue with a WordPress, Wishlist Member, and Dreamhost specific conflict that took curetinnitus.org down for a month. So, that can’t happen and wouldn’t if I made arrangements for it not to. My hosting fee would be about $100/month. iContact is at $99, so with $1000 coming in per month, I’m paying out 200 (or maybe more, need to think it through). I need to check with iContact if then the client gets billed for their emails using the Agency addition, and it would be neat if I could charge +25%.

      Anyway, with 10 clients, my monthly hosting and iContact fees become a non-issue, and frankly, you’d be AMAZED at how fast the sites would be. Like blazin’!

      Best and thanks…and if you haven’t checked out Katt Williams, he’s what I call a “prophet comedian,” as is Bill Hicks.

      Cheers,
      Dainis

      On Sep 9, 2010, at 10:07 PM, Brian McElroy wrote:

      Hey Dainis,

      Man, I am hustling for you. I hope you grab these opportunities and
      make the best of them. You can provide a ton of value to these folks,
      which is why I feel so comfortable recommending you.

      May emailed me today saying she checked out your tinnitus site and
      is looking forward to hearing from you.

      I have another client, Tamas, who is a Hungarian trainer for blue chip
      companies in the field of personal productivity. EXTREMELY nice
      man who would like to take his info online. I think it’s a great idea.

      He needs a lot of tech help! The same kind of situation as May- great
      content, but no idea how to effectively leverage it online. Also
      someone I think you’d be very comfortable working with due to the
      nature of his material.

      Anyways, I told him I’d give you his info. I think the same kind of
      package as we decided on for May would be appropriate. He should
      be ready to sign up this week. His email is tomekmoz@yahoo.com.

      I suggest setting up a time to discuss via Skype (he prefers audio).

      Cheers,
      Brian

  8. Brian Responses says:

    Hi Dainis,

    A few things to cover here before getting to the bar owner…

    First, regarding your identity and how that fits into the picture.

    My brief answer is that you’re overthinking it, and I would like
    you to try it my way.

    My slightly longer answer is this…

    I may have a good prospect for you. It’s a woman who is also
    a client of mine. She hires me for 2 hours per month. She
    has an AWESOME business that I think would fit amazingly
    well with your ideal business to work with.

    Her big stumbling block is technical online stuff, where you
    would come in very handy.

    I have already asked her if she would like a referral, and that
    would be you.

    Here was my pitch to her (paraphrased):

    “I have someone who can take care of the technical issues
    you don’t want to deal with, which will help you focus on
    sales, and he’s reasonably priced.”

    I definitely did not say you were a composer, because it’s
    completely irrelevant to HER needs.

    As long as you remain inside your own head (and not
    completely, 100% focused on solving OTHER people’s
    problems), you will struggle with sales… because after all…
    what is sales all about? Solving other people’s problems,
    giving them solutions, providing value.

    In terms of diagrams I’ve used, again, simple is best. The
    business owners I know are so freaking uncomplicated.
    “Help me get more customers” is what it’s all about. They
    don’t want or need anything near as sophisticated as what
    you would like to put together.

    You can go through the PDF linked on this page to see a
    VERY simple diagram about time vs. profits:

    http://informationmarketing.com/vipsummit/

    I hope this helps.

    -B

  9. admin says:

    ———————————————-
    The COPY I SENT
    ———————————————-

    On Sep 10, 2010, at 5:30 PM, Dainis Michel wrote:

    Hi May,

    My name is Dainis W. Michel, and Brian McElroy told me about your website redesign, email list-building, social media, eCommerce, and product launch needs.

    Please let me know your number and time zone along with a few good times to reach you. I live in the CET time zone.

    I look forward to speaking with you.

    Best,
    Dainis W. Michel

    *********************************
    M.M. Dainis W. Michel
    http://www.music-composition-studio.com
    http://www.curetinnitus.org
    http://www.internetmarketing.co.at
    Albertgasse 57/11
    A-1080 Wien
    SkypeID: dainismichel
    Mobile: +43 699 1 512 2983 (CET Time Zone)
    US Fax/VM: +1 317 713 1177 (Avl. 24/7)

    ———————————————-

    Here’s the rub, I did not know how to say anything like:

    and these are the kinds of services I can provide for you.

    or, and I’d enjoy talking with you to see if we are a good fit to work with each other (which basically puts the client on the side of being evaluated, which is a fairly comfortable “angle” for me).

    So, what would be the principles behind including a statement that positions me or that “states” that I am a good decision for them, and that I can and will provide the service for them.

    I do not do well with people, sales pages, or anything that “assumes the close.” Frankly, I cannot stand it. So then, I’m “open” to a yes or a no, but a lot of times, it seems that people are attracted to “confidence,” so they “do what they are told” by people who assume the close.

    But again, I hate it when people do that…though we did some use of positive affirmations in our last session, like “let’s close these deals.” And well…there is a difference between an affirmation and a jerk-sales person who is assuming the close.

    “So, when we work together, you’ll learn…”
    …that’s assuming the close…but I’ve allowed some of that kind of stuff to come into my communications.

    So, how do I deal with that in this situation…in talking with May, Tamas, the bar owners, and the school. How do I NOT ASSUME THE CLOSE, but well…I really would honestly like to land the projects.

    And really: what additional sentence that describes my services would you include in the email copy above…are there variations…what’s the goal, and why would those sentences “work?”

    Best,
    Dainis

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