Okay, welcome back in this video, we're going to talk about approaching prospects. After you've already kind of burned through that initial friends and family referrals list, this is going to be actually, you know, getting out there and talking to business owners and seeing what problems that you can solve. So one way to figure this out is just ask questions, you know, ask businesses, what type of online marketing that they're doing. Okay, you want to know, you know, are you doing online advertising? Are you trying your hand at Seo? Are you trying to utilize social media?

What exactly are they doing right now? And what are the results that they're getting? You also want to know what their target customer is, okay? You want to know exactly who they're looking for? Okay. This is going to help you a lot when you're running these campaigns.

You also want to know what their goals are. Okay? Are they looking to increase their customer base? Are they looking to, you know, build better relationships with their current customers so they keep coming back. These are going to be very important. questions for you to be asking.

Because as you do this more and more, you're going to realize that these questions are going to transfer over to other businesses as well, especially in the same niche. Okay? Most restaurant owners have similar needs and goals and pains and frustrations. So you're going to start to see a pattern which is going to help you to streamline this process completely. You want to make sure you're qualifying your customer, okay, you want to gather information, rather than trying to sell the more information you gather on the front end. The more you're going to be able to communicate in your customers language, when it's time to pitch your product or service.

When to let them show you why you should work with them. Then always make sure to set up a meeting. Take time to research their online presence. Okay? Go in, check out their website, check out their menus, check out what they're doing. Okay, see everything that they're doing, maybe even go see what our competitors doing.

And maybe Come in and show, you know, what you can do, how you can improve and change their process and what you anticipate this will do for their business. Always do your research on the front end, not just an industry specific but always for the specific business that you're going to be going and meeting with. Now, if a prospect isn't a good fit for you, you want to find out if they know someone that is okay. So ask friends and family get referrals from previous clients. Okay, maybe this client, you know, doesn't need, you know, any more customers, okay? I can't imagine why not.

But maybe they're so busy. They don't even need any more customers and they don't even deal with advertising. Okay, but maybe they do know someone that does, okay, so always make sure to ask, okay, even if you get a No, okay, there's always something that can come out of it. Okay, you can always get a referral. But you'll never get the referrals that you don't ask for. They contact local businesses that are already spending money on advertising.

Okay, so talk about low hanging fruit. We've got you know, Yellow Pages. Google, Facebook, billboards, TV, radio print, etc. Any of these companies that are using these mediums are already spending money. They're already paying somebody to help them with some form of advertising. Okay, so these are people that, you know, maybe it will provide a lot of insight, and may actually know a little bit more about this than some other companies.

Okay. So, contact these companies, ask them questions, ask them how their Yellow Page campaigns are going. Ask them if they're getting a lot of customers from Yellow Pages, ask them if they're even tracking it. You'll be surprised at how many companies spend money on advertising, but then don't ask the customer how they heard of them. Okay. So essentially, if the company's already spending the money, then you know that they need advertising and they probably need you