* robfrankel   Yes, there IS a Free Clinic today, Monday, July 26, 2010! It will begin at the top of the hour as designated by the clock in the upper right hand corner of your browser.
At that time, I'll be back here, hanging out for an hour to help anyone who drops by with their branding, business and other issues.
So grab a cup of coffee, a muffin and limber up your fingers for the web's longest-running, publicly archived business chat!
* robfrankel   Alrighty then, the doors have swung open. I'll be here for the next 60 minutes, keeping my browser open in the event anyone stops by requiring aid and assistance with their business, branding or other relevant issues....
- rick_goldberg   No one here? Let's wait about 15 minutes.
* robfrankel   Hey RIck....just hanging out
* robfrankel   Summer is always screwy. Last week, it all started in the second half hour.
* anita2306   Good morning Rick, Rob.
* robfrankel   Hey Anita!
* robfrankel   Strange morning for me, in which I received a new biz outreach from the government of Tanzania. Fairly sure it's legit, but still somewhat guarded.
* anita2306   Just got one of my client's the #1 position on Yahoo for several major terms.
* anita2306   Of course, they only want Google...
* robfrankel   Nice!
* robfrankel   They must be happy. You can finally get paid with absolutely no lecture or complaining.
* anita2306   And it is a very competitive term in real estate.
* robfrankel   I'm amazed that the media didn't make anything out of the story that Yahoo closed its Personals pages and gave it to Match.com
* anita2306   Haven't told them yet. I am trying to figure out how to tell them as one of the partners was whining last week that they are not showing on Google
* robfrankel   Good job, Anita. You need to feature that as a case study. Be sure to include all the things that the CLIENT did right, too.
* anita2306   I don't think that the media noticed yet
* robfrankel   You know you suck when you can't even make money at dating services.
* robfrankel   Yahoo announced it back in May or so....
* robfrankel   If the media didn't jump on it then, they're not going to any time soon.
* anita2306   Yahoo is dumping so much. There was a rumor that they were jettisoning MyBlogLog, so I got off it. But it is still running.
* robfrankel   This is why I went on record about Carol Bartz. Another inept CEO who's in it for the ride.
- rick_goldberg   Networking Question: You meet people, exchange business cards and call them to schedule a face-to-face meeting. How do you determine if they have a budget and need? Several times they said yes, but when I went to see them, they decided not to spend money.
* anita2306   And I thought she was going to be good for Yahoo :(
* robfrankel   Rick, networking is one of those things that sounds good in every way, but is actually a big fail most of the time.
* anita2306   I disagree, Rob.
* robfrankel   One of the big fails in networking is that it's "social" in its architecture. That means no matter what they tell you, it's a social atmosphere, not a real business atmosphere.
* robfrankel   So business rules just don't apply. You can't expect business to result froma social function.
* robfrankel   Second, networking is a false pretense: Virtually nobody goes to a networking function to HAND OUT business. Virtually everyone goes to a netwokring function LOOKING for business.
* anita2306   I get most of my referrals from face to face networking
* robfrankel   When you add the two together, you get people who will say and do anything to schmooze you, because their real agenda is to get business for themselves.
- rick_goldberg   These are business networking meetings, not social ones. But you are correct, Rob, most of the attendees are looking for jobs, funding or clients.
* robfrankel   You may, Anita, but in many businesses, referrals are NOT the primary means of getting business. SALES is.
* robfrankel   Rick, I tested this out with a premiere "business" networking outfit here in So Cal for 3 years.
* anita2306   BNI?
* robfrankel   They can call it whatever they wish, but it's still built on a NON-BUSINESS architecture.
* robfrankel   No, not BNI. This one is now called Provisors. Higher end, but the same thing.
* robfrankel   There's really only one way to get business: You have to reach out to people on a business level to solve their business pain.
* robfrankel   This is why direct e-mail marketing works so well. You get your message to your target in a business medium. If you strike a nerve, they respond -- with a business proposal.
- rick_goldberg   BNI is useless. Where can I find groups of people looking for providers? I have the same issues in looking for a relationship (female) and winter tenants for my Scottsdale condo. If any of them are in the market, it is much easier.
- rick_goldberg   Email doesn't work unless you give them free useful stuff for a year first.
* robfrankel   Rick, that's my point. There IS NO "groups of people looking for providers." That's a fake proposition, promoted to people looking for an easy solution.
* robfrankel   Rick, you're wrong about e-mail. In fact, I just sent an e-mail to a cold prospect last week, who responded with a request for a contract.
- rick_goldberg   By the way, a Mozilla upgrade threw me out. I had to log back in.
- rick_goldberg   How do you find cold contacts that are good targets?
* robfrankel   Actually, seeking a sexual mate differs quite a bit from seeking out a new biz client. A LOT.
* robfrankel   Unless she's a real golddigger, a potential mate isn't going to scrutinize your ability on a profit/loss basis....
- rick_goldberg   I am looking for long-term commitments in both cases.
* robfrankel   If you're looking for commonality there, let me offer this advice:
Clients and spouses stay for as long as they want, and no document, ring or other devices will hold them.
* robfrankel   So your best bet is to recalibrate your expectations and consider each a short term project, with the hope that they continually renew....
- rick_goldberg   What do you send in your Email pitches that is not too specific, so they feel it doesn't apply to them, but is sufficiently compelling to get them to respond?
Also, you are correct about spouses and clients.
* anita2306   :)
* robfrankel   But sticking around will be THEIR idea, not yours.
* robfrankel   Rick, here comes the plug: Did you ever read the e-book on E-Mail Marketing?
- rick_goldberg   No on the book.
Each "introduction" must include several face-to-face meetings. I agree that by definition, responses are up to them.
* robfrankel   Nope. I sign ALL my clients with NO face to face introduciton. First time I see them is when I show up to work.
- rick_goldberg   I don't want a one-night stand from a potential client or sole mate. Is there any other way to begin?
* robfrankel   Why would I burn time on a prospect meeting if it doesn't pay out?
* robfrankel   In fact, I charge prospects up front who insist on meeting. Then, if we do business, I apply the charge to the project fee. Try doing THAT in a networking meeting.
- rick_goldberg   I have had clients, even locally, whom I have never met.
You once said that the purpose of your email marketing is to motivate meetings. Aren't these face-to-face?
* anita2306   Looking for a mate does not HAVE to start with sex, better to be friends first.
* robfrankel   fb-105
How to Send Unsolicited E-Mail and NOT be a Spammer
Yes, e-mail really does work for prospecting business if you know what youre doing. Who Are Your Best Prospects?, Where Do You Find Them?, How Often Should You E-Mail?, What Kind of Letter Should You Write?, How Do You Build and Manage the Contacts?, When Do You Send Letters? What kind of follow up?
- rick_goldberg   Where can I find the book?
* robfrankel   Nope. I currently have my first local client in ten years. All of my clients are usually at least one airplane ride away.
* robfrankel   Book is at http://frankelbiz.com/stock/StockCatalog.php?m=store
* robfrankel   E-mail is king, Rick. Think about it. The people you want to deal with are people who rely on e-mail. They make quick decisions. They trust online commerce. They know how to do business with others online.
* robfrankel   WHy would you fart around with some instant printer or nail salon owner or some local CPA at a networking function with bad coffee and stale doughnuts?
- rick_goldberg   But isn't Email loosing strength because of spam and the quantity of emails people receive? Isn't it being replaced by social media?
* anita2306   And if you have case studies online, so much the better.
* robfrankel   No, Rick. If I told you how much my e-mail campaigns generate in revenue, you'd fall off your chair.
* anita2306   Rick, email is NOT being replaced by social media!
* robfrankel   You have to know how to do e-mail right.
- rick_goldberg   The networking meetings I attend are industry-focused and include marketing executives. I have attended Aberdeen research conferences where every attendee as an executive with a budget and need.
* robfrankel   Rick, so you SPEND money to meet a few people in a room. That's a losing proposition.
- rick_goldberg   OK, Rob. I will buy your book. But then do I have to buy an Email marketing package? Salesforce used to be free for individuals, but is no longer.
* robfrankel   If you do e-mail right, you spend a little money to reach out to lots of people.
- rick_goldberg   Each meeting I attend has four attributes:
1) Less than 30 minutes drive
2) Includes a speaker I want to hear
3) Includes food
4) Is completely free.
* robfrankel   Rick, you know me by now. I'm a very "cost conscious" guy. Everything I advise uses off the shelf or really cheap stuff.
* robfrankel   Rick, how much business have these meetings gotten you? The time could have been better spent building your brand into a GLOBAL service, instead of the five mile radius around your home.
* robfrankel   BTW, how much business can there possibly be within a 20 mile radius? Makes no sense to stay local.
* robfrankel   TEN MINUTE WARNING
* robfrankel   And let's face it: ALL speakers at networking events are there to pitch THEIR businesses, nothing more.
* robfrankel   I know you don't like to hear it, but networking is a waste of time UNLESS there are some really cute single women there. And if that's the case, at least admit that's what you're there for.... :D
* robfrankel   As for business, networking is among the worst venues. You'd be way better off pursuing new business strategies as if networking never existed. You'll definitely get more productive.
- rick_goldberg   I have gotten clients and dates from these meetings, but I get many more of each from referrals.
The single women have to be interested as well as available, be the right age, and not be interested in someone with a salaried job.
* robfrankel   No quarrel with the female angle. But if it's new business you want, networking just doesn't cut it. And I don't know ANYONE who's REALLY successful who'd argue that.
- rick_goldberg   What about being a speaker at a meeting with the right audience?
* robfrankel   Referrals should only be viewed as icing on the cake.
* anita2306   phone call
* robfrankel   I've been a "speaker in front of a qualified audience" just enough times to learn that you NEVER get real business from it.
* anita2306   Wait, "not be interested in someone with a salaried job"? Is that a new qualification these days?
* anita2306   How do you pick the right audience?
* anita2306   Now, online networking is different.
* robfrankel   Rick, the question is whether you want to pick up a few hundred here and there or a few hundred thousand for the year. Your call.
* anita2306   Rob, I have read your book several times, but email doesn't seem to work for SEO biz.
* robfrankel   Anita, it sure does work for SEO. If it doesn't you're doing something wrong.
* robfrankel   TWO MINUTE WARNING
* anita2306   probably doing something wrong, .sigh.
- rick_goldberg   After I download the book, can I share it?
Anita: The women I have met all want a "stable" guy with a secure income stream. Consultants don't fit the idea.
* robfrankel   Rick, what you do with a downloaded book is guided by your own ethics.
- rick_goldberg   Rob: In the book or elsewhere, do you recommend Email marketing software? Also, what about customer software like ACT?
* robfrankel   Rick, I've been a consultant for a long, long time. And believe me, once you hit your stride, you're usually far more stable than your salaried peers.
* robfrankel   Alrighty then, that should do it for another Monday! Thanks everyone for your insights. I've gotta run, but the room stays open for 15 more minutes. Archives should be up in a day or two! Have a great week. I'll see you online!
* robfrankel   Yep, it's all in there. You can always contact me offline after you read it, too.
- rick_goldberg   I agree, Rob. I have been a consultant for over 15 years, and multiple clients are better than a single job.
* robfrankel   Bye!
- rick_goldberg   Bye.