Done For You Video & Social Media Marketing Service | Vyral Marketing

How do I determine the best topics for my videos? (Question & Answer)

2012-05-19T17:14:00.000-05:00

It's not difficult coming up with great ideas for your educational videos. Here's how to do it. Instead determining a topic YOU think would be great to send out - rather - answer questions your hear from target customers all the time. That way, your message correctly matches the market (watch the video to learn the marketing triangle). You see, when you try to come up with great messages YOU think people who spend money with you want, you may be wrong. But, when you answer the most common questions you receive from your best customers, you're always 100% right on target. Plus, it's much easier to answer a question you receive all the time (especially on video), rather than coming up with "difficult" topics ideas on your own. So, for your next few educational videos, just answer 2-3 of the most common questions you receive from clients or customers. You'll save time, your video blog topics will be right on target so you attract your target customer, you'll get more views, and it's just easier answering questions rather than coming up with topics yourself!

How to save time documenting and outsourcing administrative tasks with video

2012-05-15T16:12:00.001-05:00

How can you use video to document your administrative tasks, systems, and processes to save time? I recommend you pull out a video camera, explain exactly how to do the task, then save it as an internal video for future staff training. This way when that same task must be done again, you can shoot an email or forward the customer request , with your video, to someone else who will quickly and correctly do the work (either in your office or a virtual assistant). This is a GREAT way to buy back your time so you can invest more of your efforts encouraging referrals and repeat sales from your database (customers, past clients, centers of influence, etc), which is the third step of our proven ACE system to increase your referrals, boost repeat sales, and improve customer retention with social media and video marketing. For more information, or to download your FREE Executive Briefing on our proven 3 step marketing system and how it works, visit www.getvyral.com or call 1-800-323-9974 to speak with a Marketing Coach.

Vyral Marketing Handout - 1 Page Flyer

2012-05-11T13:36:00.001-05:00

Here's a quick 1 page rundown of the features and benefits of Vyral Marketing.
Vyral Marketing 1 Page Sales Letter (Front & Back)

What's the best way to add more emails to my database? - Vyral Marketing FAQ

2012-05-07T14:47:00.001-05:00

Need to build your email list? If you're in professional services here's by far the BEST way to do it. Thank about how many conversations you have in a typical week. At the end of your conversation, simply ask "May I stay in touch?". Tell them you make 2 videos a month educating your audience on a problem you solve and you'd like their best email address so they get your videos. We recommend you add 3 people a day, or 60 a month, or 720 a year (M-F work days) to your database. It's step #1 of our A-C-E system to increase your referral and repeat business. For more information on our PROVEN system to grow your business with video and social media marketing, click here to instantly download your free 16 page executive briefing.

Recruiting Salespeople with Social Media & Video Marketing

2012-04-23T09:28:00.002-05:00

Vyral Client Aaron Rian asked me the other day for ideas on how to use his video blogging program to recruit salespeople to his office. I copied Vyral Client Jon Carbutti who I’ve been helping grow his brokerage with various strategies asking him to share what we are doing together. Below is his email response, which is POWERFUL and I’d like to share with you. If you’re interested in making educational videos to stay in touch with your contacts, both for sales or recruiting, contact us.

By Vyral Client John Carbutti (Real Estate Broker in CT) – “I just wanted to reach out to you to share some of the things that I have been doing for recruitment. One of the best things that I have done is create an agent training and coaching blog through Vyral Marketing. You can check it out at www.realestatecareersinnewhaven.com . Basically, what I am doing is I have a list of 500 area real estate agents in a database and I am calling these agents up and asking them about their business and asking for permission to help them grow their business. I also ask their “permission” to send them bi-weekly business building tips and information through my video blog. As Frank has continually drilled into my head, “I want to be the invited guest and not the annoying pest.” It’s very important to ask their permission before putting them into my email database or you run the risk of turning them off. If they feel like they are being pursued they will run. I’ve been operating from a place of abundance over the last few months and the premise that there really are no secrets out there. If these agents truly want to find this information and what the latest technology or strategy their competitors are using then they can find it. So, I just share everything with them and what I am finding is that I’m giving them more “value” in the 1st meeting than their own Broker has given them all year. I have been able to recruit 6 agents in the last 30 days using some of these techniques including the top agent from the largest corporate office (86 agent office) from one of my competitors. I actually just recruited a brand new agent on last Friday and she signed her independent contractor agreement with me yesterday morning at 10:00am in my office and is officially starting today.

Without getting too much into it at the moment we are also offering some very innovative agent Commission Structures that none of my competitors are offering so we really have an advantage. But it’s interesting because when I originally rolled out the commission structures I thought that the agents would basically jump over the table and say “where do I sign?”, but it hasn’t been like that. I’m finding out it’s really not about the money with many of these agents. They are looking for leadership and mentoring which they clearly are not getting with their brokers. I also created a mobile agent website for my agents at www.carbuttiagentcare.com and we use a Paperless Pipeline at www.paperlesspipeline.com to make them much more mobile. When these other brokerages keep cutting the services and technology I just keep adding more and more services and the agents love it. They are craving it right now. Frank has been instrumental in pushing me in the “right” direction and keeping me on track with my recruitment ideas. He is constantly coming up with terrific marketing ideas and strategies that we continually test. One idea which I love is that he had me create my list of 500 agents and then had me write a 1 page newsletter and mail it out to the whole database I am trying to recruit. Now I have a reason to call these agents, ask if they received my newsletter, and then create a dialogue and rapport. It’s genius. Attached is a copy of my newsletter that went out last month.

The big thing is that you have to just pick up the phone and call. That’s really what I have been doing is making my calls and asking for appointments so that I can learn more about their business and how I can help them grow their business. I’ve been averaging 2-3 appointments a week which doesn’t sound like a lot but it’s huge because I’m converting most of them. If I can keep up this pace I feel that I’ll reach my recruitment goals by July 30th. Just to put our company in perspective when I purchased the company from my Father last year on May 11, 2011 we had 8 agents. As of today we have 26 agents (1099’s) and 1 W-2 employee. By July 30th our recruitment goal is to have 50 agents and 3 W-2 employees for admin and support. Now I know that sounds ambitious but with the expert advice and guidance I’ve gotten from Frank and his company there is no doubt in my mind I can reach those numbers. These guys are the real deal and I know that they will never steer me wrong!

Listen if you have any questions at all or want to know more about what we are doing just let me know. You can email me or call my cell phone at 203-980-6886 and I would be happy to speak with you. Good luck with everything!”

April 2012 Newsletter - How to Use Facebook for Business

2012-04-16T09:45:00.000-05:00

In this month's client newsletter, I cover the 3 ways to actually make money on Facebook. The advice is specific for salespeople and small business owners who understand they are in the business of selling their services. It's contradictory to a lot of the get rich quick Facebook advice you find online, and what you'll learn in this newsletter works very well - as it's practiced DAILY by me! I've embedded the newsletter for you below, or if you're having trouble seeing it, click here to read your newsletter directly on Scribd.

Vyral Marketing Client Newsletter - April 2012 (How to Use Facebook for Business)

College Entrepreneurship Speaker Demo Video (Josh Cunningham)

2012-04-01T14:07:00.000-05:00

Watch Vyral Coach Josh Cunningham speak to a group of young entrepreneurial college students at the University of Nebraska at Omaha on how to be an entrepreneur when you're not the founder of the company. To hire Josh for your next college speaking or college event, please call 1-800-323-9974. Josh is also your marketing coach, who will provide you with feedback and personalized coaching during your monthly pre-scheduled success call when you're a Vyral Marketing client. You'll get personalized video topic recommendations, improvement tips on your videos, and ideas to grow your database and reach out to it so you monetize your video blogging marketing strategy. Josh and I met just under a year ago at a sales event....and the video above tells the story...

Vyral Client Mitch Schwartz is "Flabergasted" with his ROI and results

2012-03-29T19:43:00.001-05:00

Vyral Client Mitch Schwartz reveal his results with his done for you social media and video marketing services with Vyral Marketing.

NEW - The Vyral Marketing Report

2012-03-20T23:27:00.002-05:00

I just posted a new special report to this top of this website. If you're looking to learn exactly what we do, the system we teach, and how our clients are seeing results (with 7 in depth interviews), enter your email address above to download. Of course, you can review the 5 minute demo video to the right that will give you specifics, but there's a whole back story on how we built Vyral Marketing and what we do that's so much more than editing videos and emailing them to the people you know. It's only when you understand this story will you know how to really grow your business with social media and video marketing. So I encourage you to download it. Just enter your email address on the top of this website. See you in your free report! - Frank

The Vyral Marketing Letter - March 2012

2012-03-12T20:49:00.003-05:00

Can't see the letter below? Click here to download the PDF file directly to your iPad or computer. (522kb)
March 2012 Newsletter

Having trouble seeing the newsletter above? Click here for a direct link to Scribd where the letter is hosted.

Real Estate Listing Presentation Video w Motion Graphics - 15min

2012-03-02T12:03:00.001-06:00

Last week I sent you an email about coming to our Omaha office to shoot your videos. In addition to your 2 educational videos a month you shoot with your own camera (and send to us for editing and promotion), we can do a few 'extra' strategies.

In this case, a sales presentation video with motion graphics to replace or compliment your presentations. It's designed to be played in Lars's office while the prospect sits there and watches, then all he does is come in near the end and close the sale. It saves time.

Best of all, if your video is powerful enough, someone else can close the sale for you becuase your video did the heavy lifting. We shot this on a green screen with a $99 iPad teleprompter in our office, then sent it to our motion graphics wizard for the extremely fancy editing (extra charge).

It took only a few hours....

If you're in any professional service, you should have a video like this playing all the time in your lobby.

I have a copy of the script here if you'd like it - and if you schedule a time with me for a demo of our services by March 15th, I'll provide it to you free.

Clients, just email me and I'll send it to you.

Have a great weekend.

Your marketer,

Frank

Lars Hedenborg shares why he makes video and the results you can expect

2012-02-17T15:16:00.003-06:00

Lars Hedenborg spends a day with Vyral Marketing to shoot all his videos upfront

2012-02-17T13:27:00.000-06:00

Lars Hedenborg, the #1 agent in Charlotte NC, just spent a day with us in Omaha, NE. He made 12 educational buyer videos, 12 seller videos, a killer listing presentation video, and several other videos to leverage this time and pull himself out of his business. Imagine all your videos on auto-pilot, all shot upfront - in our studio - with personal face-to-face coaching so there's no stress each month to get them recorded. There's no extra charge, spending a day with us is included in your program when pre-paid annually. If you're interested, call 1-800-323-9974. You'll also get a nice video tour of our Facebook style office. Let me know how we can help.

Here's the email I sent to Lars before he came on his trip to Omaha so he could review all his scripts and workbooks (prepared for you in advance as a part of the program) on the plane. If you'd like the workbooks I refer to in his email, get your free real estate audio cd.

1.) Pick your 24 topics for your educational video blogs. Pick 1/2 seller and 1/2 buyer. Write out a few talking points for each video while on the plane. Most important: Tell me the point and benefit of each video you want to make (i.e. why are you sharing this topic with your contacts?)

2.) Attached is your expired listing working. A series of emails that 'drip' to expireds once you get their email. I included both the workbook and a PDF of live examples of the real emails with screenshots of the videos. Review the topic for each video, and again, write out your talking points for each video (outline). I provide examples scripts in the workbook. We can watch examples of the videos on the office before you shoot, I have several clients who've made these videos.

3.) Attached is your pre-listing script. This is simple, it's just a list of FAQ (i.e. objections) you'll encounter on the listing presentation. This is a great place to start for your video, about 1-2 min. To be sent about before every appointment. What are the 5-6 things you'd like the seller to know before you arrive? Use it to address the more difficult objections less powerful listing partners are uncomfortable answering. Use this video to set your listing partner up for success.

4.) Attached is your FSBO workbook. These are emails 100% entirely designed to educate the FSBO prospect on how to sell their home. You give away your best tips, teach them how hard it is to sell a home, everything they need to know. We can also package all these videos and supporting documents on a CD you can physically mail to the FSBO. I've also included the word for word transcripts of Jeff Quintin as he did his videos for your review. The key here is absolutely no selling, simple education.

5.) Attached is your Seller Welcome/Price Reduction Sequence. When you win a listing, a video must immediately go out explaining to the seller how your staff works. Basically, they need to deal with your staff and not you because you're prospecting for buyers. Introduce each position (not person) on your team and what they do. (so you don't need to reshoot the video when you release people). You'll also have videos that drip out every few weeks that delicately say "Since you're getting this, your home is still for sale and here are all the benefits to improving your price." Just make sure to take people off the sequence once you sell their home! This is a great opportunity to manage expectations, and tell the seller what to do so your life is easier.

6.) Attached is your 8x8 new contact welcome sequence. This is very general new contact welcome sequence. The idea is you put everyone you meeting on it who goes into your database. Friends, family, contacts, buyers, sellers, etc. Very general, broad stroke. Designed to establish the relationship as/before they go into your long term nurture / 33 touch plan with us. I wrote this so no videos are required, it's all text. But if you'd like to beef it up with a video, that's what you're here for! Check it out - everyone you meet will get this, so see if you like it! If anything, a "Hey it was nice to meet you!" video would be good for the very first email.

7.) Boomtown Buyer Smart-Drip Videos - this is an idea I had this weekend. Let's record some videos that can drip out to all your buyers to teach them all the things they must absolutely know BEFORE they buy a home in Charlotte. My idea - "Hi, Lars here your local real estate agent, and before you buy a home in Charlotte, let me reveal to you the top 5 things you must know BEFORE you buy a home here. I'll share with you in a moment where to get crime rate data, school information, appreciation statistics, property tax details, and the real scoop behind what's really happening in the area before you make such an important home ownership decision." The key is to deliver information on LOCAL areas, but I also attached 20 buyer questions you can answer in a video. How's that for value Lars?!? ;) This way all those buyer leads know there's an intelligent Realtor behind Boomtown and know you're a real person.

8.) The Infamous Listing Presentation Video - I have no appointments tomorrow, I set aside the whole day for you. You'll be working with John and Andre to shoot your video in the office as you go through take after take, update your current script, etc. I'll be in the other room working on this listing presentation script, and we'll finalize the details over a nice dinner at a Steakhouse here in Omaha. You'll shoot it first thing Friday morning when you're fresh and you've had a whole day to get comfortable shooting all the other videos. This will be your capstone video during your time with us.

9.) Testimonial/Endorsement Videos for all your partners. I want you to make a video to introduce all your partners. They are extended employees of your company, so make a video that tells the seller or buyer what they can expect from your mortgage person, title, etc. Talk them up. Let them know you've put together the BEST team. Make a video for each person. This way not only can you use these videos for you clients, but add value to your partner program your partners can use on their website to advertise you! They will also have a link back to your blog to increase your SEO rank. Write out talking points about what you want to share about all your partners on the plane, and what you expect them to do for all your clients so your team does not have to.

10.) Birthday and Buyer Anniversary Videos - this is simple. Let's shoot two short 30 seconds videos wishing people with birthdays Happy Birthday and your buyers a happy anniversary of buying their home. We'll grab a cake or something at the store a few party favors so you can wish them congratulations. You can set up systems so there automatically go out - same video for everyone. Maybe the email has the merge field for their name. All you have to do is shoot two new ones every year with something fun and creative. I'm looking the most forward to recording these. ;)

11.) Home Video Tour Introduction Video Clip - one of the most powerful things you can do it make a video of each of your listings, and tell the seller to email the video to everyone in their addresses book and post it on their Facebook account. But instead of spending all that time making a video, just make a standard clip to introduce each property. That way there's no work for each listing. And you get instant access to everyone the seller knows with you on video! It's like a digital just listed video. Here's your script "Hi! Lars here your local Realtor and I'm very excited to share with you this new home for sale. In a moment you'll see beautiful pictures and all the details you need to know. If you'd like to see the home, or know it's current price, call our team at the number below for the latest, up-to-date information. And of course, if you're thinking about selling your home, call us or visit our website at the link below to get your FREE home value report so you know what your home will sell for in today's market. So, let's check out the home!" Then we just cut to pictures. We can do this for all your listings, think of the Word of Mouse! Just have your listing assistant send pictures to us and we'll make a video for all your listings while you're a client. It's included in your program. I included a insert for your listing presentation to show how the home tour video will add value for your seller.

12.) Let's record a few recruiting videos - Let's record a few videos of your best lead generation, management, operational, and budget tips. We'll send them out to all the Realtors in the area to help your recruiting. This can be a whole different blog campaign, but while you're here and if we have time think of a few of your best tips that have delivered you success that you can share with all the area agents. I know it's a lot, but maybe your 12 best tips to make money as a real estate agent, and we send it out once a month to all the Realtors. This can also help you as you transition to a coach. It's the same thing I do for my blog.....not the most important, but something to think about.

Jeff Silva reveals his results with video and social database marketing (Interview)

2012-02-09T23:14:00.003-06:00

Jeff Silva, #40 real estate agent in the country, discusses his goals and how his video and social media marketing has played an important role in his current and future business growth.

Jeff Quintin Shoots a Web Video (Beginning to End)

2012-02-09T22:23:00.003-06:00

Watch Vyral Client Jeff Quintin shoot a real estate web video for his blog in his office, from beginning to end, and send the footage to our firm for editing. You'll see him set up the camera, shoot the entire video, and upload all the footage to Vyral Marketing for the editing, optimization, and promotion to his database to increase his referral and repeat business by staying in touch.

Featured Client Video December 2011

2012-01-25T16:20:00.002-06:00

Watch on your mobile device >>

I haven't written one of these in a while and Frank has the nice camera in San Diego so I decided not to shoot a video introduction for this one. The video I chose was Pam Butera's video on staging a home. I decided on this video because Pam brought in a local expert, a home stager, and let her be the star of the video. Bringing in someone else who has expertise in an area can only add to the educational value of your blog. Plus depending on your list and your reach you can charge them for this. But the great thing about this video is the home stager goes through the house and points out things that are good and not so good. We get some before and after shots of the rooms she stages and as a viewer you learn a lot about staging a home and that's what these are for, education.... oh and getting new business! ;)

-John

Jeff Quintin shares how personal video and email has changed his business (Interview)

2012-01-22T05:43:00.003-06:00

Sales Opportunity Pipeline - 10 Step Example for Professional Services

2012-01-10T11:00:00.006-06:00

(Be sure to maximize to FULL SCREEN so you can see the whole diagram.)

An example sales opportunity pipeline for professional services to improve your lead conversion. You'll learn the 10 step sales process we apply to every lead we generate through our 6 lead sources. We now use Infusionsoft to manage all this.

Vyral Marketing announces NEW marketing and sales certification program

2011-12-31T14:16:00.004-06:00

We're hiring new salespeople and marketing coaches in 2012, and I put together a POWERFUL and COMPREHENSIVE marketing and sales certification program for our new hires. It all starts with basic direct marketing education from Dan Kennedy (Magnetic Marketing), followed by Hubspot's social media marketing course (with an exam). For module #3, you'll take my DVD training course to teach you exactly what we do for clients, followed by 9.5 hours of sales training from Tom Hopkins. Finally, you'll learn the One Card System I learned from Northwestern Mutual with the daily tasks you'll complete to build your clientele.

I suggest you dedicate one hour a day, or 5 hours a week, to complete all the modules in your course. These comprehensive courses will pull EVERYTHING together for you so you're not reading a marketing book 'here' and watching a sales video 'there' to learn marketing and sales fundamentals. Once you complete all 5 learning modules, you'll be 'Vyral Marketing Certified' and ready to speak with clients on the phone, plus license our model to build your own clientele. When you start the certification course, you'll schedule a weekly call with me where we'll review what you learned on the course that week and how you'll apply your new knowledge for your future clients. All materials will be provided for you at no charge (you'll borrow them from our internal library). Upon competition of your certification, you'll spend a week at our offices in Omaha, NE to learn how to apply your new knowledge. If you'd like to be a part of our team, contact us at 1-800-323-9974.

Marketing & Sales Certification Program - Vyral University

Required educational course for all new Vyral Marketing salespeople & coaches.

Step #1: Magnetic Marketing by Dan Kennedy (12 Audio CD Course)
You'll learn the basics of timeless direct marketing for small business.

Step #2: Hubspot Inbound Marketing University (18 Classes w/ Exam)
You'll learn the basics of how to use social media for business.

Step #3: How to Increase Your Sales with Social Media (6 DVD Course)
You'll learn the '5 Step Vyral Marketing System' we teach our clients.

Step #4: Building Sales Champions DVD System w/ Tom Hopkins (12 DVD Course)
You'll learn the basics of personal selling so you understand the sales process.

Step #5: One Card System Essentials Course (And Read the Book)
You'll learn the daily sales system you'll implement to sign up new clients.

*All recommended supplemental reading you can find on our Amazon Vyral Recommended reading list. I recommend one book a month following your completion of this course to further your knowledge, skills, and marketing mastery.

Darren James speaks highly of Vyral Marketing's customer service

2011-12-28T14:41:00.004-06:00

Thanks Darren for your kind words! You've got the right idea - staying in touch with your contacts to increase your referral and repeat business. It's all about BUILDING EQUITY through your database with a SYSTEM to follow up with all your leads in an educational way. You're implementing our Vyral Marketing System for results, and with your video blogging program to position you as the expert, we're excited to see you make more money and help more people in 2012. Without a doubt you'll be able to increase your transaction size as well because your profit is in the relationship with your customer. Thanks for being a client, and we're excited to see what this year has in store for you. Now let's get moving on that video sales letter for your expired listings!

Click here to watch Darren's Baton Rouge Real Estate Blog >

Lars Hedenborg increases referrals with Vyral Marketing

2011-12-28T14:34:00.005-06:00

A special thank you to Vyral Client Lars Hedenborg, the #1 agent in Charlotte NC for his wonderful letter of recommendation. In only 4 years he went from zero to $50 million in production - impressive! He's now using our Vyral Marketing System to stay in touch with all the people he's met along the way (past clients, sphere, leads, etc) to increase his referral and repeat business. Thanks for the wonderful letter Lars, we'll use it when we approach new clients who are an excellent fit for our service, just like you! Click here to visit his Charlotte Real Estate Blog >

Lars Hedenborg

Pam Butera starts video blogging with Vyral Marketing's help

2011-12-21T23:36:00.007-06:00

We met Vyral Client Pam Butera at the 2011 Keller Williams MEGA Camp in Austin. She signed up for our service, and in 30 days we got her video blog live, with minimal work required from her. All she did was shoot her videos, then her Digital Marketing Coach Josh took care of the rest. We guided her to export her database, shoot videos worth watching, build her blog and social media accounts, then finally pressed the 'send' button to get her video out to everyone she knew. The results? Instant new business, with a system in place to ensure she now stays in touch with all her contacts at least 33 times a year to boost her referral and repeat business in 2012 by publishing two videos a month we edit, optimize, and promote. (in addition to a monthly postcard and phone call follow-ups quarterly)

She is so happy with our service, she asked how she could best refer us. I asked her to write a letter of recommendation to be sent at our expense to her real estate friends. Below is the wonderful letter she wrote. We'll mail this letter next week to all her real estate contacts (she'll send us the list). This is the most powerful form of marketing - have THEM say it for you! I encourage you to ask for letters of recommendation like the one below in your business. Post them on your website, use them in your sales presentations, and send them to your prospects FROM your client (their name in the letter return address line). It's called an endorsed mailing, and they are powerful.

Sample Endorsed Mailing (Letter of Recommendation)

Endorsed Mailing

The Vyral Marketing Sales Methodology

2011-12-19T12:29:00.001-06:00

We’re hiring Digital Marketing Coaches to help business owners get better results from our service (and of course to sell the program). If you’re looking to build your clientele, here are the steps you’ll follow to build your client list. It’s the same way I built Vyral Marketing. It’s all about meeting people you know outside of the office in a relaxed environment, clearly defining your ideal client and the problem you solve, then asking for referrals/introductions to your ideal clients from the people who already know, like, and trust you. This is my letter to my new hires, and I’d like to share it with you as the process my apply to your business or as a model to teach your new salespeople.

Here are your 5 steps to success:

Step #1: Make a list of all the people you know who will refer you.

Make a list of everyone you know who you are comfortable asking for an appointment to meet in person. This can include friends, family, past clients, customers, your friends’ parents, etc. Google ‘Memory Jogger’ and use this tool to help you remember people you know. If you’re not going to contact them, do not put them on your list. Shoot for a list of 100 people. If you don’t know anyone, sign up for every networking and charity event in your area (or conferences you're willing to fly to, ideally with clients) and introduce yourself to people – don’t tell anyone what you do and don’t talk about yourself, just ask questions and build rapport – and get their business card so you can do step #2. Ideally take someone you do know so they can introduce you to everyone there. Sign up for events your ideal prospects attend.

*I’ve tested this many times, and it’s too expensive and time consuming to sell our program cold. Do not build a list of ideal prospects you’re going to contact cold. You’ll get beat down on your fee, you’ll deal with countless rejection, and you’ll be viewed as a vendor and salesperson, not as a trusted marketing expert if you contact people cold without their permission. I believe you must work 100% by referral and you are NOT allowed (as a beginner) to do any cold door knocking. I’m writing you this methodology because it’s what has worked for me, and it’s proven. Change it at your own peril. Please read The Referral Engine and watch my 6 DVD How to Increase Your Sales with Social Media home study course so you understand on a deeper lever what we do for clients before you start.

Step #2: Call to request for a meeting so you can ask for referrals.

Make a phone call, send an email, or reach out to each person on your list with the following script. Your goal is to set an appointment outside of the office. NEVER meet with anyone at the office. It too distracting and it’s where they deal with salespeople. And you’ll only get 15 minutes of their attention if you're lucky. You’ll come off as a pest. Don’t do it. Ever.

“Hi! This is __________ and I’ve started a new career with Vyral Marketing. We do all the social media and video marketing work for business owners, and if you have time, I’d like to meet and show you how it all works. I understand you may not be a fit for the program, but I’m only looking to sell it to clients who are a fit – such as real estate agents, attorneys, CPAs, or anyone in professional services. If we could meet, I’ll show you the program (which is awesome) and maybe you could introduce me to someone I should be working with? I want to grow my clientele by referral, and your kind introduction is worth a fortune to me, simply because I don’t want to contact anyone cold and be a pest. Would you like to get together for a cup of coffee, or possibly for an early dinner at a restaurant by your office? "

When you set your appointment, send them a calendar meeting request to confirm the time so they don’t forget. Also, send them the 5 minute how it works and pricing demo video – tell them to watch it BEFORE they meet with you. This way you don’t have to learn the sales message and the video will do all the explaining for you. How easy it that? Ideally I don’t even want you talking about the program, there is to be no “selling” – leave that to the video and the sales materials on the website. Your job is to build trust and identify needs first. Ask lots of questions. The less you speak about the details of the program the more likely you’ll be to sign up clients. Sounds crazy, but it’s true.

Step #3: Ask for high quality referrals at the end of your meeting.

Ask for 3-5 referrals at the end of your appointment. Spend the first ½ of your face to face meeting asking questions and building rapport. Ask them about their family, occupation, what they do for fun, and what their goals in business and life are. Then, about half way into your meeting, ask them if they watched the 5 minute demo video you sent them. If not, take out your iPad or mobile phone and play it for them. Again, this way you let the video do the ‘selling’ for you. After they watch the video, tell your story why you joined Vyral Marketing and how you’re looking for ideal clients who have the problem you solve (which by the way is helping business owners who have no time stay in touch with their customers and contacts with video and social media to increase their referral and repeat business). Show them the same Memory Jogger you used to think of people you should contact, or pull up all their Linked-In connections (you can print them off in advance) and ask who they think would be a great fit for our program. Have them circle a few names. Be sure to get their personal contact information – you want your referral’s PERSONAL cell phone and email address so you skip the gatekeeper. Once you have their names and personal info, ask them if they would shoot your new referral an email, text, or make a phone call letting them know you’ll be contacting them. This will set you up for success. Be sure to thank who you met with for their kind referrals. Send them a thank you note. I suggest you ask if they would also write you a letter of recommendation.

Step #4: Send a message to the people you’ve been referred to.

You now have names of people who have been referred to you. Send them an email or letter with the following message:

SUBJECT: Referred to you by _____________.

Hi _________, my name is _____ with Vyral Marketing and __________ speaks highly of you. I help business owners use video and social media to increase referrals and repeat business from their customers.

Here’s a link to a 5 minute video on how our program works. Your friend says you’d be a great fit, and he/she mentioned your audience would love to hear more about your expertise via video. This will position you as the expert and ensure you stay in touch for more profitable repeat business.

Let me know what you think – our website is www.getvyral.com where you’ll see over 60+ live client examples. We do all the work, you simply shoot your own video.

Be sure to watch the success stories, too.

Would you like to talk further?

Your name.

Next, schedule a follow up phone call for a week. Here’s what to say.

1 Week Follow Up Phone Call Script

“Hi ________ this is ________ again with Vyral Marketing. I was kindly referred to you by _________ and I sent you an email last week with a 5 minute video about the program. We do all the social media and video marketing work for you to stay in touch with your customers. I understand you’d be a great fit for the program – you come very highly referred. May I treat you to a cup of coffee or an early dinner near your office to learn more about your goals? I look forward to it. Email or call me back. I’m also going to email you a video on _____________. I’ll be in touch to see what you think.”

That last sentence is key. Always end your voicemail or email follow up saying you’ll send another item of value. This will set you up for another follow up phone call in a week to follow up on the item of value you sent, which in your case can be any educational video on our website or testimonial video. You can also send other articles you find online that will be of interest for your prospect, ideally that’s specific to their industry. You NEVER want to leave a voicemail saying “Hey, just calling to see if you’re still interested.” You’ll doom yourself.

Also, if you get their receptionist on the phone, their job is to NOT put you through. They will always say the person you’re trying to speak with is on the phone or in a meeting, even when they are not. It’s how the game works. But since you’re referred, here’s what to say – there’s a good chance you’ll get through.

Referral Gatekeeper Script

“Hi, this is ________. I’m calling to speak with ___________ (your prospect). I had a meeting last week with ____________ (who referred you) and he/she personally asked to me call __________ (your prospect.). They are expecting my call. May I speak with them now, or is there a better time or method to reach them that’s not interruptive? I appreciate it. My name is _________ again with Vyral Marketing.”

Send three follow up emails and make three follow up phone calls. If you really want to make sure your referral prospect knows you’re trying to reach them, send them a letter with a copy of the email you sent them (or even a fax!). Just go ‘three and out’. If you don’t hear back after three attempts, move on. If you get them on the phone, move to step #5.

Step #5: Set a sales appointment with your referral prospect.

Boom! You now have your ideal prospect on the phone who has been referred to you. You goal is to set an appointment and keep the call short. But here’s the thing – DO NOT TALK ABOUT THE PROGRAM. Say you’re very particular about the people you want to work with and our program isn’t a fit for everyone. You need a client who will be strong on camera and who has a list of people (or is willing to build a list of people) who want to hear what they have to say. You’d like to treat them to a cup of coffee or an early dinner (my favorite) to listen to their goals and needs. Tell them you have no initial intent to sell them anything, and maybe they could even be a source of referrals for you! When you set your sales appointment, send them the 5 minute demo video to watch before you meet.

Here are a few questions to ask at your meeting…called identifying their NEADS.

What are you doing Now for your marketing?
What do you Enjoy about it? What is working well?
What would you Alter? What do you need help with?
Who else is involved with making a Decision to do this?
Let’s watch this 5 minute video with our Solution…

Always go back to explaining the problem you solve and how we do it better than everyone else. You’ll help them make two educational videos a month to stay in touch with their customers to increase their referral and repeat business. That’s your mantra. You must earn their trust, because your client will not fully understand the program before they commit. They will commit only once you’ve earned their respect and trust as their professional marketing advisor.

Here are a few more questions to ask that are more specific to the problem you solve.

Where does most of your business come from?
How many contacts do you have in your database?
What are you doing to stay in touch?
How do you feel about that?
What would happen if you did stay in better touch?
What do you feel is the best way to do that?
What are you concerns about the use of social media?
What are the most common questions your customers have?
How much is one customer worth to you upfront, over 1 year, over 5 years?
What topics for you videos do you feel would be best?
How would you measure the results if we worked together?
How would you apply what you learned in the video to your business?

As you can see the questions above are all directed at getting your prospect to think about their business, and their answers – if your prospect needs our service – will sell it for you. But this isn’t a legal deposition, keep the conversation natural and don’t ask any questions unless you feel they are appropriate and will yield an answer that will help your soon to be client see for themselves they need your services.

At the end of your meeting, ask if they watched the 5 minute demo video (play it for them if they did not watch it). Show them examples of client video blogs, video emails, Facebook pages, etc on your iPad or laptop. Show them the 30 day set up checklist of the next steps, and if appropriate, the membership agreement that explains the pricing. If they are interested - open up an opportunity as they are now a qualified prospect and your next step is to schedule a Week #1 Orientation call to start their 30 day set up. Congratulations, you now may have your first client!

So if you put together a list of 100 people, and you get an appointment outside of the office with those 100, there’s no question you’ll get at least 3 names for referrals. That’s 300 people. You should spend at least 3 hours a day from 8:30-11:30am reaching out to NEW people asking for an appointment, then your afternoons either completing your follow up tasks or going on appointments. Your goal should be to set 3 appointments a day, either with someone who know who can refer you, or an ideal prospect you’ve been introduced to. That’s 15 appointments a week. You’ll want to use software to manage all your contacts, follow ups, what was said, etc. I recommend Highrise CRM, or if you’re on our team we’ll set you up with a more powerful Infusionsoft license.

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Hope this has been helpful. It’s a very relationship driven, B2B selling approach that’s long term and built on mutual trust. It’s the same process high-end financial advisors use to land millionaire clients. It may be quite different than the style of sales you come from. But it works when selling higher priced professional services built on the relationship, not the transaction.

So where does all this social media come in? Why make videos? Why send postcards with your videos on them? As you build your own database of people you’ve met with, you’ll want a plan to stay in touch with all the people who have and will refer you, plus all the people who want to do your program but are not ready yet to make either the time or financial commitment. That’s what we do for you with Vyral Membership, and if you’re interested in learning more, click here to watch the 5 minute demo video. Or if you’d like to join our team to perform the prospecting plan described above to build your own clientele, contact us. Welcome to the team.

Master Content Plan: Write a Book with a Weekly Podcast, Video & Blog Post in 12 Months

2011-12-12T10:08:00.006-06:00

Listen to the audio below for a sample track from my weekly podcast coming back for 2012!

It’s December, and on my blog I’ve written quite a bit about planning your goals for the upcoming year. One of my goals is to take all the knowledge I’ve learned over the past few years of coaching clients at Vyral Marketing and put it into a book to help you grow your business. But here’s the challenge – what’s the best strategy to make this happen, yet maximize the book writing process for my blog, lead follow-up, 33 touch content, etc?

I believe I’ve put together the perfect solution and I want to share it with you.

Here’s the plan.

Write 1-2 pages on a topic for your book each week.
Record a weekly podcast, read your writing into a microphone.
Make a video showing the application of your writing each week.

Sounds easy right? Well I’ll do it and report back to you the results if my book gets done by the end of the year. It’s called ‘The Referral Shortcut: How to Leverage Video, Social Media, and Email to EXPLODE Your Referral and Repeat Business’ and it’s scheduled to be released in Summer of 2013. Why that long? Because I have to write it – and I’ll be accepting pre-orders soon, of course!

But it’s more about the journey than the deliverable of your final book. Here’s why.

I’ll have 52 audio podcasts, 52 videos, and 100+ pages of unique article content (written by me!) for my book, which can all be packaged into audio CDs, bonus video content, DVD’s, email nurture campaigns, blog post content, and special reports for lead generation online. It’s also a great plan to stay in touch with your database (and your customers) along the way as each week you’ll release a new, well-planned topic on a scheduled day. It’s all strategically planned to add up to your final book to be released in a year, and the call to action for each content item is to pre-order your book.

….you’re now instantly a soon to be published author, too!

But it all starts with the outline of your 52 topics for the year. Here’s what you have to do.

Decide on the purpose of your book. What problem does your book solve?

My book will solve the problem for small business owners and professionals– how do you use technology to it’s fullest extent to increase profitable referral and repeat business from your database of customers, contacts, and relationships.

Now you must outline your book into sections, parts, chapters, and lessons. Put together your table of contents, and this will be your guide for your weekly article, video, and audio.

It’s all about determining a long-term content strategy upfront that adds up to something greater (like your book) at the end, rather than just shooting a one-off video for your blog when you feel like it. This is my big ‘ah-ha’ leading into 2012 to create better content with purpose.

Better content, with purpose.™ That’s a great trademark! This is my assignment for this week, so I better get to work!

New Year Goal Setting - How to Plan and Execute For Results (w/ Lars Hedenborg)

2011-12-07T11:54:00.002-06:00

When I was down in Charleston, SC a few weeks ago for a BoomTownROI.com and Matt Wagner Radio mastermind event, I asked Lars if it's time to get started on our program. He pulls out his laminated goals, looks at them, and says "Yes, video and social media is #2 on my list for this year." Now, I said to myself - that right there is why you went from 0-$50 million in sales in 4 years and still have a life for yourself. I wanted to share this video with you, and I encourage you to DO THE SAME for your goals on 2012. Here's a quote that goes through my mind quite a bit when it comes to goal planning...pick where you want to by and 'reverse-engineer' how to get there.

Print this script and put it on your office wall:

"Would you tell me, please, which way I ought to go from here?"

"That depends a good deal on where you want to get to," said the Cat.

"I don’t much care where--" said Alice.

"Then it doesn’t matter which way you go," said the Cat.

(Alice's Adventures in Wonderland, Chapter 6)