How to Get More Offline Clients With Motherload

Offline clients tend to meet you in your office.

Among offline client development products, Tim Castleman's "Motherload" is by far the largest and most comprehensive. The Motherload package includes three eBooks and several disks worth of interview audio. Motherload explains how to get clients using phone calls, fax tactics and networking tactics. The program also explains "buyer psychology," the set of principles that influence buying decisions. If you want to get more offline clients using Motherload, you need to take the time every day to practice the principles outlined in the program, since reading alone will not do the work for you.

Instructions

1. Read a chapter from the books every night. Start with book 1, and read the books in numerical order. Do not read ahead a chapter, or try to read an entire book in one sitting. Read only a small amount of content every day, because "Motherload" is a practical program, and you need to complete actions after each section of reading,

2. Write out a list of each specific recommendation in each chapter, and carry out these recommendations before you move on to the next chapter. For example, when you finish the chapter that tells you about using fax to get clients, actually make some fax pitches before you move on to the next chapter. This may make for a slow read, but it will ensure you actually follow the directions in the book.

3. Take notes after you complete a prospecting strategy mentioned in Motherload. Use these notes to determine which strategies work best for you. For each strategy you try, note how many would-be clients you approached with the strategy, and how many actual clients you ended up getting.

4. Spend three to four hours a day contacting new prospects over the phone, mail and fax. Continue to do this after you have finished reading the Motherload books. Use only those strategies from Motherload that proved effective when you used them initially, unless you have a good reason to believe that a previously failed strategy will now work for you.

5. Listen to the audio interviews only after you have finished reading the books and adopted some of Castleman's strategies into your offline client generating repertoire. Listen to the interviews for a source of tips and inspiration, since they don't contain major strategies. Use the tips you gain from the interviews as an adjunct to the main strategies from the books. For example, when you hear the tip about using improvised dialogue to build rapport when cold calling, don't change your entire cold-calling strategy based on this tip; instead, modify your current cold-calling strategy slightly to include more improvised banter.

References

• Offline Motherload; How to Find and Close Offline Clients; Tim Castleman