How to Multiply Your Market with Tim Hoogasian

Tyrone: Hi everyone, itís Tyrone from Tyroneshum.com and welcome to another internet business podcast. Today Iíve got a special guest here who Iím really glad to invite. I actually was -- heís actually one of my students for Mass Outsource Mastermind and Tim and I have been chatting and catching up lately on what heís been up to, how are his successes in outsourcing is going. But in todayís call, it wasnít actually on talking about outsourcing but I wanted to talk a little bit more and find out from Tim what heís been doing with local small businesses because this is something that Iíve been doing lately and Iíve been speaking to a lot of local businesses here. So let me introduce you to Tim Hoogasian and Timís on the call today to share with us what heís been doing so thanks very much for coming to the call Tim. Tim: Oh, gladly. Iím really excited to be here Tyrone. Tyrone: Well a lot of people probably donít know who you are, besides youíre a student to Mass Outsource Mastermind so letís introduce you to the people and the listeners of this call. So tell us a little bit more about yourself and what youíve been up to. Tim: Oh thanks Tyrone and as you know, from what we discussed, my own personal background is from Fortune 100 companies in the tech sector. Places like Microsoft and some micro systems and a number of smaller tech startups some of which have helped to personally find myself as well. Ah -- I got 21 years experience there and during that time -- I got my business administration and I started working alongside some ___ at that same time working some of their smaller portfolio companies, some of which were in local area businesses. I started doing business systems to help them with their business and marketing issues. Many of these smaller local businesses have the same kind of topics that theyíre struggling with, you know how do I get more customers, how do I get more profitable customers that I already have, how do I get more visibility and theyíre seeing that theyíre spending a lot of money on even now on traditional media whether it be yellow pages, or TV or billboards and print media, also to these traditional marketing vehicles which are becoming less and less effective as more people are going online. Tyrone: Thatís right. Tim: And Google essentially has become the new yellow pages despite the fact that thereís Yellowpages.com existing right now. Ah -- so - I was working with those businesses and helping them to look at how they can be more effective online. As a separate you know -- that when I first found you online, I was really excited about what youíre offering, the fantastic quality instruction and the fact of getting -- getting to be able to talk to you directly both during the course and in the mastermind afterwards, I felt really, really privileged for that. Tyrone: Oh thank you. Tim: Thank you for -- for continuing to interact with us, in your very very friendly direct way. So thatís my own particular background. As I mentioned I have a technology background but Iíve been trained as a marketer and a market researcher. One of the things -- you know in the -- major leagues you have to do your market research in order to know where the market gaps are, what sort of means does the market have, how do we differentiate against other potential marketers in my market, what is my unique value proposition, my unique selling proposition. And these are issues that these smaller business owners -- theyíre very enthusiastic, theyíre entrepreneurs but many of them have not have that kind of training. So theyíre going through the same kind of issues over and over. So they need somebody who can, who can come alongside and give them some -- many times what you and I consider to be very basic -- business import on how you can market more effectively, but it sometimes can be just like a light goes off and for them to go wow, they had never been exposed to for instance lifetime customer value - Tyrone: Absolutely. Tim: you can make your business so much more profitable just by marketing more effectively to your current customers Tyrone: Customers -- and I think thatís totally that Iíve seen more recently as well, too with local businesses because when Iíve been speaking with them, they spend a ton of money. I think thereís one that I know that spend at least $1000 a week just on a small little print advertisement in the newspaper. Tim: Wow. Tyrone: Yeah and I said well, let me show you how I can do 50% off from what youíre doing there and get yourself targeted leads instead of spending it all on the newspaper advertising and they definitely said yes because you can already see that thereís going to be potential results. But simple things like that, they donít have a tech savvy type because theyíre focused on either distributing, selling and promoting their products more than trying to get onto say Google and get the website up and running and all that kind of stuff. And this is where I guess from your background and also from my experience as well this is where you come into saying hey, this is what you can do and itís really interesting because Iím learning a lot from you, not that weíve shared exactly what we do yet but Iíll let you continue to share exactly what youíre currently doing because youíve mentioned that youíve got -- youíve got a business thatís been doing this successfully as well, Tim: Hmm, one of the things that I do -- when I look at particular market is I want to know whatís -- what sort of business can best most probably use my skills. Now to frame this in -- the perspective of one other reason I really like, your course is you talk a lot about scaling. Thereís only 24 hours in a day and Iím one person and I maybe very skilled in a lot of different areas but each different area consumes time so I need to get re-focused about zeroing it on particular type of business, you know -- what sort of business and why I want to go after them. And thatís it from a classification from there -- we want to drill into within the type of business -- maybe itís chiropractors, maybe itís realtors, maybe itís a -- maybe itís hair salons or beach spas something like this. How then do I drill in and find those specific kinds of businesses that I want to contact? Now let me back up here a little bit. I was in United States and I got some figures that Iíve done some sort of from United States and you can extrapolate something similar to countries but in United States, thereís over 27 million small businesses. Tyrone: Thatís a lot. Tim: Yeah, aha. Tyrone: Thatís literally more than our population. We only have 22 million people in Australia. So obviously you know, your country has literally the same size as what we have in Australia in terms of population to be equivalent to small businesses and Iíd say because youíve got 200 million people, itís roughly about a little bit over 10 to 12% or so like that. I think itíll probably be very similar here. Probably we have at least over 2 million people who are running small businesses in Australia. In terms of size, we just canít beat you guys. Tim: No I donít know how many large businesses there are but in the United States for example, you know if you watch the news, the big businesses make all the headlines but thereís only around 900 of them in the entire United States that employ over 10,000 employees. So 9/99% -- actually almost 99.7% of US economy were small businesses. Tyrone: Thatís amazing. Tim: And theyíre providing 60% of the jobs. Now whatís interesting about this is that 70% of these businesses are making less than a million dollars per year and half of those are making $300,000 annual revenue per year. So it really shows you how much the economy relies on small businesses and these days theyíre working their hearts and they need some help. If theyíre not, they need somebody who can come in and just show them the roads. Show them how they can make some small tweaks, it doesnít have to be dramatic tweaks like part of it are some larger engagement for my Fortune 100 consulting business - With modest tweaks of business consulting, you can help these small businesses really improve their profits and not have to spend a lot of extra money. This is key as well. You touched on this a while ago, when you talk to your -- your business candidate there, you pointed out you didnít say oh go and spend more money. You pointed out to him hey, I can actually help you get better results by spending less money. Tyrone: Thatís right. Tim: That got his attention. Tyrone: Well thatís the whole thing because they are spending that all money into it and they donít really know how to track exactly the results. They can ask the customer where did you hear about us and interestingly enough, a few of the different ones that Iíve spoken to they said that they do find that 25% of their business is coming from the internet and theyíre doing advertising small little ads as well, too inside the newspaper but theyíre finding that the majority now is starting to switch over to the internet. And I said thatís perfect because thatís exactly what is happening with a lot of businesses. If youíre not ranked number one or even on the first page of Google, just simple Google map or Google places listing then youíre really missing out the opportunity because nowadays Googleís really focusing on local small businesses and itís really, really amazing because when you said just a little bit of tweaking, and you refer to something like large company for example, obviously if you do a little tweak in a large company, it really corresponds out to pretty much a lot of people because they obviously hire hundreds and hundreds of thousands of people in the company so one little tweak in a company can mean a huge change for a thing. But within a small company, if you just change a minor little thing inside the business, they can see instant profit straightaway because the fact is, is that they donít have to wait through all these sort of hierarchy to get through to one result. Basically they can literally see the result instantly and thatís the amazing thing about helping small businesses that I found so far. Itís just talking to them and just saying look this is what you can do and they just pay consulting fees to be able to do that. So yeah -- absolutely agree with you on that one. Tim: So you know, once you decide on a particular type of business and you start getting geared toward finding specific businesses you want to contact, if -- if they already gotten a website that, whatís interesting is even now in the United States, it maybe the same in ours all 40% of businesses still donít even have a website. Which is pretty amazing, considering itís 2011 now. Tyrone: Tim: And the beautiful thing about it is that itís not brand new. Whatís really funny here is Iím reading something at Inc magazine where they talked about how many small businesses reactively using the internet to search for services for their business is - Tyrone: Thatís right yeah. Tim: But they werenít taking it to seriously putting it in place for their own businesses which is just crazy. Tyrone: Well thatís the funny thing we say that because itís the cost. I realize as soon as you present to them to create and design a website, to put together a marketing plan or budget for their business, they go wow. Itís literally creeping into the unknown because for them, theyíve used to using print advertising, things that theyíre familiar with and then when I switch over to something new, they go well Iím not sure itís a few thousand dollars here, I donít know what Iíll see in terms of return. Itís obviously you get to train them up and coach them to understand and really, really spend a lot of time teaching them what the benefits are. Even though theyíre using the internet but theyíre not using it to understand it could benefit their business. Tim: Well you touched on something there. Given the fact that so many businesses either donít have a website or maybe a friend did it for them and theyíre not quite ready to spend more money to get a web design upgrade, thatís okay because believe it or not, Google is providing so many of these basically pre-made or pre-available sites with their Google Places service and you wouldnít really think that Google, this monster company is wanting to help small businesses but they are. Iíve seen some marketing statistics saying Google is providing 50 million sites that you can -- you can lay hands on and implement them for, for these small businesses. Now weíre talking about comparing how a business can be found -- you know like Google. If youíre a -- like a local area pizza parlor, you wouldnít want or really try to compete against say Papa Johns or Dominos or some huge multinational change for like the word pizza. You know, that means itís crazy. But, if you -- if you want to try to rank for a term like you know, youíre a local city pizza or something along those lines, now youíve added a local area tag to that keyword phrase and thatís what people are typing in the Google anyway for a consumer, they generally arenít going to be punching pizza. Tyrone: Letís say for example youíre living in San Diego so if youíre searching for a pizza parlor local in San Diego, youíre most likely to type in San Diego pizza or you might even go down deeper thereís suburban areas that youíre looking for inside San Diego or so forth. So yeah, thereís so many different things that you can target for and thatís why those local searches that weíre just talking about are huge gems or huge gold little pieces where you can just target at and thatís not hard to get for the local businesses. Tim: Well exactly and when you look at the results on your page of Google, youíll see at the top and on the right course is always the pay-per-click ads and by the way, a company that is using pay-per-click, thatís usually a tip off that they need help with their website rankings because theyíre trying to buy traffic that tells you I canít rank any other way so Iím going to try it through a money ad. Tyrone: Yep. Tim: So thatís just oh I actually have some money in my market so there might be a possible candidate to talk to anyway. You know, contact them and see if they like to save money on their marketing. Tyrone: Thatís actually a very, very good tip actually. People who are already advertising are perfect candidates for this type of marketing you can offer to them. I mean to add onto that, Iíve been doing a lot of local business advertising by just simply picking up the local paper and just contacting the ones with big advertising in there because theyíre the ones spending thousands of dollars and theyíre willing to spend already so itís easy to just call them and say would you like to save 50% of what youíre doing. Tim: Yeah or if you get -- if you get the yellow pages -- these companies that are spending lots of money to have a big full color ad -- you know a half page ad or full page ad, theyíre spending thousands and thousands and thousands of dollars every month. Tyrone: Thatís right. Tim: Now whatís -- what we can do here is when you -- when you type in that phrase for your local city pizza parlor, first -- on the top of that you saw people forget them but then below the top of the PPC ad, youíll see the Google Places listings, local area map with lots of flags on them. And, you know even in somewhere, sometimes you donít even see the map fully populating which is pretty amazing. Tyrone: Which is great. Tim: But, right there even if a business doesnít have a website of its own, they can claim at Google Places listing, itís not required to have a website to get one of these, to get stood up and rank well. This is a service that many internet marketers can provide right away in order -- for these businesses without having any web design skills of their own, without having to do tremendous amounts of backlinking in order to get a normal - Tyrone: Ranking yeah. Tim: So thatís one service. Tyrone: Actually before you jump over to something else, letís talk about this service because Iím curious about it. I mean Iíve done it already a few times already for few clients already but for people out there who donít know about Google Places for example, how do they get themselves onto Google Places or how do they help the local business do that for example? Tim: Well if you go to Google.com/places, you can sign in right there using your Google ID or if they donít have a Google ID you can sign them up right away. And from there it takes you right through the process. Actually, you know I should mention this. During the process of while I was talking to business owners, I realized I was answering the same questions over and over again and so I already decided to write a book. Iím being tired answering these questions. Here, hereís the book itís going to walk you through the steps and you know what I found was one the one hand, people were impressed like oh wow thereís this book but on the other hand, there was also Iím really busy thatís great that you got this book but can you just do it for me. Tyrone: Thatís what I found. Tim: You know - Youíve seen and Iíve seen a lot of internet marketers who discovered who theyíve tasted, theyíve heard about, the need for this kind of service for these local area businesses but often times theyíre kind of going in trying to sell the sexy stuff of internet marketing as opposed to. Theyíre practical, basic - Tyrone: Basic, simple stuff like this. Well I mean say for example if you set it up for me, how much can you potentially charge to do something like this. Tim: Oh my goodness. Ah a lot of course depends on your local market. You should do some research to see what other competitors might be offering the service at. But -- I mean you can -- you can offer this at $500, for setup you can offer it for $1000 depending on the complexity of the effort and the ranking effort. You know this -- the one of the nice things about setting this up is that Google Places actually allows you a lot of flexibility with the things you can offer for on one of the sites. You can start learning graphical images, digital photos to show people whatís there. You can add in -- you can add in coupons - Tyrone: Yeah, thatís right and also you can link in Youtube videos as well, too and also share with them your training hours and all those kind of things as well. Tim: Exactly. Tyrone: Like I know if I remember correctly, you can put the title listing of their business, phone number, address, description -- the key things that they want to target to, so theyíll provide you a list of categories definitely to choose from. And also too, he asked me for up to 10 photos. If I want to put I can put 5 videos as well, I can put in what services I offer and also trading hours as well. Tim: Thatís true. Tyrone: And I was like go through and thatís not too hard, I mean I can set that up which I did. But what was -- what was making me curious was it said to me that Iíve got to get it verified so what happens is that Google will send out a letter to you for a verification code and thatís something that I actually got stuck. Iím thinking okay, should I put their postal address and get them to send the letter to them and then wait for them for a verification email -- or verification letter? Or, do I send it to my address? Thatís what I got stuck on. What do you think? Tim: Well you know, thereís another way to do this as well. There are -- you have the option of building an instant verification by telephone. Tyrone: Ah, I didnít know that. Tim: Yeah so one of the reasons I suggest now to use the postcards is because -- Google will send it out to whatever address you want to have listed for the business but what happens if this postcard somehow accidentally gets misplaced or you know, somebodyís little too aggressive throwing them away and accidentally threw that one out. If you donít confirm then you donít get your listing finalized with Google so I mean, you certainly -- thereís no reason you canít use the post but since that Iíll do it in instant phone call to you, why not just do that? Tyrone: See I think they only offer that to you on the states because thereís no option for that. Tim: Really? Tyrone: It was only one option that they said theyíll be sending out a letter to us thatís why I was thinking oh man, this is going to take a while for -- because it says itís going to take up to two weeks to do. And thatís why Iím scratching my head. Tim: Thatís -- thatís an interesting question and I know I should have expected it but I wonder what might happen if you had a Google voice setup that might forward to -- to a Skype line or something like that. Thatís again thatís getting a little bit, a little bit - Tyrone: So youíre saying setup a Google voice account and make sure that you have that setup and then hopefully that to take that you got Google voice for them to call you back is that what youíre saying? Tim: Yeah or you potentially, thereís a service or thereís a product called Magic Jack in the United States. I think a number of people in the Philippines use it as well where you can essentially get a US based phone number. Tyrone: Oh yeah. Tim: And that maybe an option as well if you list a phone number. I had been aware that you were not seeing and itís a phone call option. Tyrone: Yeah I always thought the same thing will happen here in Australia but obviously theyíre done differently. I know for a fact that when you create a new account say for example in eBay, you have three different options, one via post one via email and one via the phone. I always choose the varying options because itís just like that. Whereas you know with Google, I was like only one option? I got no choice so I get away for two weeks. Iíll have to dig into that now since we raised it up. For people listening if youíre in the States, you guys are very lucky but for us in Australia we get to try different options so thatís why I was juggling the things. I just put my address on there first, receive the letter, verify then once weíve verified then I change the address back to their address. And then it should update properly like that because you can go in there and change the listing after itís been verified anytime. Correct? Tim: Hmm, absolutely. Tyrone: Yeah. Tim: Now, itís -- Iím glad weíre talking about the differences of geographies because that ties again into the fact that Google Places -- Google is emphasizing local listings globally. Tyrone: Thatís right. Tim: This is not a US thing. Theyíre doing it everywhere. I had some screenshots in my book about places that I found from -- in China, in -- I found places in Brazil, just everywhere around the world and actually outside the United States, thereís drastically less competition for Google Places listings. Tyrone: Thatís so true. Yeah, itís - Tim: Yes so amazing. Tyrone: Yeah I did a few searches on some like local simple painters and destists and stuff, I was blown away! Thereís only probably one or two listings and Iím like going geez, these guys are just not on there so I started calling to the local ones so Iím getting some listings with them and itís as simple as just putting that up once itís done. Like thatís the first step I think is just from my experience, what Iíve done is Iíve contacted those companies those businesses and said are you on Google listings? I mean Google Places, obviously theyíre not because I know that when Iíve checked it. I still ask them anyway in case they think they know. And then say to them and look, you know Iíll be happy to set it up for a few hundred dollars and then once youíve convinced them that theyíre able to get it onto there and generate result to show them on Google, then your next step is to put together a consecutive marketing campaign for them which could be run over a period of months but the thing is just to get yourself firstly foot step into the door and as weíre talking previously, itís something that local internet marketers just donít know what to do or something that they need advice and tips on and itís something that weíve been talking about so I thought to share that with you. Tim: Yeah, actually you know the last time we talked about this online before but as I was going through this I realized you know better on some of those marketing forum boards and a number of the same kinds of questions keep coming up from internet marketers that want to get involved with offline consulting and itís kind of frustrating to me as coming at this -- from the -- in some aspects, I come from the offline world even though Iíve been in the tech business and in fact the internet tech business. But, I was always approaching as from the internet infrastructure as opposed to an SEO perspective from my own background. Tyrone: Yup. Tim: But the same kinds of questions, the same kinds of importance is -- still apply. Many of the offline consultants are failing for similar reasons like they jump in, theyíre really excited but they donít really have a gameplan -- to setup their business at a start. Some people like call themselves gurus suggest that oh you donít even have to have a business card, you donít even have to have a website. Tyrone: Weíre talking about this last time yes. Tim: Oh is it? I donít know. Tyrone: Well letís put this into a question. For people who are starting out brand new and who are intersted in internet marketing but also too, wanting to generate some quick or fast cash and willing to setup a website and you can go out and do this for some clients, what would you suggest say two or three steps that they can take to get some clients, generate some income from them, and obviously keep bringing more new business for themselves? Tim: Oh okay. Tyrone: This will be interesting. Tim: This is completely unscripted. Tyrone: Well thatís what I said -- no thatís okay. Tim: So if you take a step back and think about again -- if you look at this from a gameplan of who would make sense just trying to serve. Instead of youíre in a random marketing, try to develop a gameplan first. And actually you spend a little bit of time using your brain so that you donít waste a lot of time spending, trying to chase any dollar -- or businesses. Theyíre making sort of funny example out of this. You know how cars -- how dogs chase cars. Well, those dogs they do it for a chase but if ever they caught a car what theyíll do with it? Tyrone: They donít know what to do. Tim: They donít know what to do. So I would say to the internet marketer first things first. Make sure that youíve set yourself up as a business -- donít go as a -- as sole proprietor. In the United States, I recommend getting an LLC setup. It takes a little bit of money and effort to get it setup but it puts you in a very good way when you start talking to the businesses because now, youíre not just - Tyrone: Yeah. Tim: Your business. Tyrone: Thatís absolutely right and I think also too just to add onto that is presenting yourself is important as well because I feel that a lot of times which weíve talked about this as well is you can just go in there and hopefully just get a job -- get some kind of work just wearing a t-shirt and pair of shorts. You canít do that. Tim: Not with offline businesses. So yeah, getting yourself in the correct mindset of professionalism so that you -- you are the consultant and they can sense that from you. Now thatís the foundation lineup but getting to your actual question at the top of my head, remember how we talked a few moments ago about the fact that youíre looking at a typical Google results thing. You see up at the top and up to the side - Tyrone: Yup. Tim: Is your Google PPC ads. You can look at those websites, make some notes about them. Then youíll find out, you can either -- you may either have the Contact Us information on the website or you can double check that with Yellowpages.com. You get their actual business address. But what that doesnít tell you is who should I be contacting? So now, a lot of business owners they donít really have an interest in letting the whole world know what it is Tyrone: Of course. Tim: Because they donít want to have a random telemarketer call them up and say hi can I talk to Tyrone? So theyíre hiding this a little bit and they train their staff to keep away sales people and you donít want to just come across this sales person. I think itís a good idea to have -- to outsource telemarketing or B2B sales to scale that. Tyrone: Definitely. Tim: Especially if youíre not really comfortable with sales yourself. But now what you want to do is you find, you take that information that business information and you can look at up in the United States, each state has a registry of businesses. So you can look those up and I think actually all of them are on -- you can access their information online. Typically, the business owner or somebody who is a keen that is associated in the business is listed as the registered agent. Tyrone: Yes. Tim: So you go over the secretary of State for your local region, find and look up that business and they will tell you who the actual owner or registered agent is. Now you can match that personís name up with your business and you contact them. Now -- now itís one thing to say contact them you can either just call them up but you want to make sure before you just call them up, you have a good idea in your mind of what service you want to offer and why youíre going to have this conversation. You can -- you can use -- you can take a screen capture for instance of the results off at Google. Make it up into a post card and just have a provoking headline like -- Is Your Business Here In These Listings? And if your business is not in these -- in these listings, our customers are calling your competitors. If youíre not okay with that call us. You can do it that way. Tyrone: Thatís really, really smart. I havenít tried that and Iím thinking about trying it out since you mentioned it. Whatís actually good I just want to add something as well, another thing that I tried that seems to be working as well is I did mention this last time when weíre talking was, you can get the newspaper for example or the PPC ad to go straight to their website. Click on their contact details and just basically call them up and say to whoever you pick up to like at the reception or whatever and say, ìHi, you know -- or Hi I like to speak to this person who recently put up the ad inside this paper or put up on Google and I saw your ad right there. Who would I be able to speak to about that?î And then they usually might just go and say, ìThatís me. Or, itís so and so.î I donít know if that happens in the US but it seems to happen a lot here in Australia. And Iíve just a list sitting next to me and I just scribble down their name and then straightaway I just say okay can I just speak to so and so and then straightaway theyíll put me through. Tim: No thatís brilliant. Tyrone: It seems to work. Tim: Yeah, itís a simple, simple thing. Now, youíre very comfortable with your very outgoing personality. This is why Iím suggesting for some of the internet marketers who are not yet comfortable so much on the phone, they can blend this. They want to make sure that theyíve thought through what services they want to offer and thatís kind of gets back a little bit on the book. And as I developed the book and I was thinking about what the business owners eventually are asking me over and over again and then things I was saying online about what the internet marketers were struggling with about well, how do I first off -- how do I find these businesses? How do I find the business owner? And now once I know a list, what do I offer them? And once they think this through and once they have that idea and made notes ahead of time and practice -- by way ToastMasters International is a fantastic thing - Tyrone: Yes, Iíve done it. Tim: Yeah exactly. Itís good discipline to get yourself comfortable with speaking with people that -- specially in the environments, itís supportive, itís friendly but itís also putting you out of your comfort zone so that youíre forced to work on things that you werenít comfortable with before. Tyrone: Tim: So once youíve got this down, now you know what it is to offer. Youíve got a set of services. A perfect service, weíre talking about this a few moments ago is doing Google Places listings. You mentioned about how you notice you can put up to 10 photos and 5 videos. Creating videos is a tremendous skill that so many internet marketers have, they can use some of these online services or shoot. If they got Macs, they might be able to use iMovie, for PCs, they might use Windows Movie Maker. Or you donít have to go and get these -- go all the way to like Adobe Aftereffects. Tyrone: No, those were really effective but - Tim: Because of the - Tyrone: Exactly. I mean for me, Iíll just give you an example. I just use something like Animoto for example for a very simple easy to use. And Animoto is free. You just create a slideshow presentation, chunk a few images in there, choose a music and then upload it and it should only take you five minutes to process and itís all for free. And you can do it easily for any business and you can charge obviously hundreds to do that for your client. Tim: Right. Now speaking specifically about that, there actually a few different types of videos that you can do from a marketing angle and thatís a whole different goal in itself but one of the things that you can do for these businesses hooking up through their Google Places listing is to create direct sales videos essentially, when youíre watching the tele, thereís ads that come on whether itís a card dealer or -- or a restaurant, theyíre trying to make a pitch to you and theyíre giving you a reason to come in so how much off will you get for 2 for one or something like this. Oh thereís no reason you canít do the exact same kind of video mount it on the Youtube channel for that business, display it in the Google Places listings and then create or sort of sign them up for a service where youíre creating regular ads that are time limited so youíre bring the element of scarcity on behalf of the business saying when theyíre presenting this ad, it is this special ad ends, special offer ends on the 30th of the month. Tyrone: Thatís a great idea. Tim: Now you can cycle these videos through -- continually through whatever you wanted to display on Google Places listings and what this does is it just keeps customers coming back keep saying hey I wanted what on your offer. So theyíre regularly -- youíre training the businessí customers to keep coming back to the website to see wow! Whatís going on and that keeps them top of mind and thatís what the business means. Tyrone: Hmm, absolutely. Tim: So when your customers are constantly thinking about I wonder whatís going on over Tonyís Pizza or whatever - Tyrone: Theyíll come back and watch - Tim: Exactly. All the stuff weíve talked about, you notice I havenít talked about any of the hard stuff like seach engine optimization. Tyrone: Yes, this stuff is basic and I think if anyone can just take the steps that youíve recommended and just implement it. Just take action and just keep repeating this on a weekly basis daily basis then Iím very sure that youíre making nice little business out of this one or a very lucrative business because it doesnít take very much effort to put this together because you can even systematize which is Iím on the process of doing right now is I basically do the calls, get my virtual assistant to post these things up and then continue to deliver it out to the clients. So you know, if you get 10, 15 of these a week youíre doing pretty well on something like this. So - Tim: Absolutely. Since you mentioned about the course, as I was in the process of -- finishing the book and thinking about all the issues that businesses face and the similar but not exactly the same issues that internet marketers were facing, okay instead of continuing to answer questions why did I create something that can help -- help these internet marketers, thinking through first off seeing what the opportunity is. Theyíre not really necessarily, theyíve got a certain idea that thereís a lot of money out there to be made but they havenít really thought perhaps through all the mindset issues of what does it take -- what are local area offline business people wanting how do they operate, what do they think about, how should I talk to them? So instead of going in and again teaching yourself as a backlink ninja which you know it sounds cool for internet marketers but is meaningless for offline businesses. Tyrone: Which is the reason why you created this course to teach people how to do this. Iím actually curious a little bit more, how does this course work for them? Tim: Well it talks -- it takes them through understanding you know, for the basics of I guess Iíll mention what offline consulting is about, how to get yourself setup for success. You know, the sorts of things you are to do is for setting up your business. Getting yourself in places where you will actually meet good potential business owners. Things like how to get -- how to sift out businesses that you shouldnít bother chasing and in fact, how to get businesses chasing you instead of you basically chasing them. Setting yourself up with a couple of suggestions for easy to implement service businesses that will generate you regular income. And, how to set yourself up long term for success. This does this with a lot of your own course because I donít teach outsourcing directly in mine but I do make reference to you know just scale up to keep yourself from trying to do this 24 hours, 24/7 you really need to get skilled people to do things for you. To elevate yourself up as a business person to be the CEO of your business as opposed to the technician that does every last detail. Tyrone: Yes. Tim: You know, while you and I may know how to setup a website, we got more important things to be thinking about than doing each of those in detail. So Iím not saying those details are not important, they are theyíre critical because if they donít get done - Tyrone: You donít get paid. Tim: Exactly. But you and I want to think about how we want our businesses, where should that go, how should we be communicating with our clients, how are we managing the business so that once we sign the contract -- well thatís another thing I make reference about. Too many people are trying to do this without contracts, theyíre bringing it and I think theyíre setting up with really unpleasant surprises. But once youíve signed the contract, youíve made a commitment to that business owner. Now much of these -- nobody likes a loss. While United States may have a big problem with that, most -- nobody really wants to go in the court. The idea of the contract is so that people everyone understands on people what was actually committed to as ooposed to well I thought you said this, I thought you said that. Once youíve got this in writing, youíve got sort of deliverables and this is what youíve committed to hit. Once now -- if Iím going to do this myself, I know exactly what my targets are and if Iím outsourcing these tasks, I know what deliverables I have to have my outsourced staff hitting so that I meet my commitments to my client because the client ultimately doesnít care that you ask your person your VA whether it be in the Philippines or somewhere else, and they didnít come through. Tyrone: Yup. Tim: You know, Tony, the pizza store owner said he look at you Tyrone and he says well you made that commitment. I donít know who that guy in the Philippines is. You know, you told me weíre going to do this and this. Tyrone: Exactly. Tim: And so you -- once youíve got this done, you now have a worksheet to work against. I provide -- instruction on -- how to think through, Iíve got a step by step plan that people can follow that talk and walks them through many different aspects to get them oriented. You know, itís funny as I did the actual plan, it actually was -- it came about by accident. I had attended to write a short suggestion writeup about the things you can do for a video site review service and as I walk through it, I started thinking well but if they want to do this, they mean to do this, they want to do this and I walked up doing a brain talk. So either doing I mean it was 4 pages of single spaced type about okay do this and this and this. And hereís how youíre going to orient your business. And when I got done with that, I spent all day writing it and I was exhausted. Iíve been doing this for years but I hadnít written it down in detailed step by step way. Tyrone: Way and - Tim: And I was thinking, all these internet marketers who get started, they donít have the benefit of my expertise and I have a benefit of my knowledge. If they havenít done this consulting work before, theyíre probably spun around the wheel not knowing where do I go? Tyrone: Exactly yeah. Tim: I tried to cover a lot of that. Iím not going to tell somebody that you can become an expert business consultant by taking my course. That takes experience, that takes a long time of actually working with business owners. But, what Iíve tried to do is cut out a tremendous amount of wasted time and effort and frustration and feeling like this is never going to work. Well it can but you know, you put puzzles together. Tyrone: Thatís right. Tim: Can you imagine you know with these thousand pieces of puzzles if somebody gave you some of those bunches of pieces and said, theyíre sort of totally know what it look like but they never actually gave you a picture to build it by. Tyrone: Picture yeah. So basically what youíll be getting from your coursse is basically a blueprint of how to go about approaching these businesses, local businesses and presenting them your potentially your consulting services which can help them in Google Places, help them also get their businesses marketed and so forth. Is that correct to say? Tim: Yes and even more fundamentally how to get yourself setup for success at the very beginning. How do you set yourself in business, how do you think -- how do you get yourself thinking about what types of businesses I want to service and why, what businesses should I be contacting, what businesses should I be avoiding? How do I -- how is it that I am transformed into a business consultant. That actually is the foundation and then from there, once you -- once you know what it is that you want to do, then it becomes actually much so much easier to have the conversation with the business owner because you know who you are. I have -- one of the lessons thatís in the advanced portion of the course. I talk a little bit about some -- itís a little bit of a reference about the art of war. Tyrone: Ah yes. Tim: This is a type of war and you get to know yourself. He is famous general and he says if you donít know yourself and you donít know your enemy then you always lose. Tyrone: Thatís right. Tim: If you only progresses from knowing yourself and not knowing your enemy or not knowing yourself and knowing your enemy and then all the way you know yourself very well and know your enemy, in this case just go into the business nobodyís shooting right? No oneís going to die, your business might die but nobody person is going to die. We want to make sure that nobodyís business dies that you set yourself up very effectively. You know yourself very well and know the kind of tactics, the kind of strategies that you want to bring into the market so that your business is victorious. Tyrone: Absolutely, I totally agree with you. So if people want to find out how to get in contact with you and also potentially get involved in the course, how can they do that as well Tim? Tim: Well the course is called Offline Consulting Unplugged. If you go over to OCUnplugged.com, youíll be able to find the course there and youíll get all materials indeed. Iíll make sure that we get contact information for you. Tyrone: Iíll put a link at the bottom so that people can just click through and you donít have to worry about -- yeah just get -- Iíll put a link down and then people can go to Offline Consulting Unplugged. Tim: Great. One of the things I do love to do that I consider passion from this off is teaching, is training and at times people have been asking me if I can do personal coaching. Iíve been considering doing that I think Iím going to talk a little bit more about it more with some way by colleagues and I might be open to be doing that for some of the students who want to get in more advanced topics. Tyrone: Yep, okay that sounds great. Excellent and also do you have any contact details people might be able to get in contact with you via maybe Facebook or Twitter or even just you know, a blog? Tim: Right, if they go to Tim Hoogasian as my Twitter handle, you can reach me there. And thatís probably very easy way to get in touch with me. Tyrone: Yep. Tim: You can -- Iím not sure if I can advertise my email. Tyrone: No, no thatís okay. Weíll leave it at the Twitter one and if people want to contact you via Twitter they can and Iíll make sure Iíll put it down at the bottom here. All right Tim well letís wrap it up for now. Thank you so much for coming onto the call today and itís a real pleasure to find out so much more about these local businesses and also how to approach it. And for anyone out there whoís really, really keen as a newbie or internet business marketer who is looking to do something like this, this is a good opportunity for you to be able to learn about it from Tim because heís been doing this for quite some time so thank you again Tim for coming onto the call today. Tim: Well thanks so much for having me Tyrone. Tyrone: Excellent. Well weíll catch up soon and all the best to everyone else and good luck with your consulting as well, too. Tim: Great, thanks. Tyrone: Okay. Now, if you like more resources like this one, you can find them inside Mass Outsource Mastermind along with video tutorials and step by step instructions showing exactly how I use them. To get a 30-day no risk trial membership to Mass Outsource Mastermind, simply visit FreeVideoSet.com. Until next time, I wish you success in your quest for outsourcing.