'The owners of the company are both long-time family friends who were considering a revision to their website at the same time I was starting my new business. So, we were both glad to be able to help each other. I met with them before coming to THO for training, and presented the m with the introductory WSI PowerPoint, and the manual WebScan report. After a brief conversation, we went through the IBA on my laptop. I edited the IBA a few days later and sent it to them for review.

Upon returning from Toronto, I sent my packet of information (slide deck, WebScan and IBA) to my Mentor. After we exchanged several emails and had a few phone conversations, my Mentor prepared the proposal package and emailed it to me for review. The estimate was more than I would have proposed if I had been on my own, but the estimate was fair. I met my Mentor face-to-face about one hour before the proposal meeting, to review key points of the presentation. During the proposal meeting, the inability to connect to the Wi-Fi service in two locations was overcome by my Mentor's sales notebook containing color samples of successful websites that his office had completed and was maintaining.

As a result of our conversation, my friends (who are now my clients) added email functionality to the WSI Business Edge solution. And, yes, they signed with newly presented WSI 'signing' pens. The package also includes up to 10 main pages, site content editors on each page, Ultra Photo Gallery module, Document Manager module, HR Employment module, Intranet, and an 'optional' sales representative locator. We will set up PPC campaigns in Google Ad Words and Yahoo Search. Monthly services include Google Ad Words, Yahoo Search, hosting, a subscription to the 'Inside Edge' newsletter, 5 email accounts, 1 video email account and statistical analysis, as well as 2 hours of maintenance per month.

My new clients realized that they needed a stronger Internet presence, and were glad to hear that I was starting my own enterprise, as they had done a few years earlier. They are glad to have their new Internet marketing solution in progress.'

'The owners of this veterinarian clinic are also long-time family friends. Their existing website was designed by their college-age son when he was 14 years old. Their competition had more professional appearing sites, and they realized that a new look was essential to their business growth. A similar pattern was followed with this client: after dinner at their home I presented the PowerPoint Intro to WSI using my laptop and the manual WebScan, with color hard copies given to them, along with a 'blank' IBA to be thought about while I was at THO for training.

Upon return, we met at our home for dinner, and completed the IBA on my laptop, using their handwritten notes as a guide. I prepared the proposal package this time, using the one that my Mentor had prepared for the first client as a guide. My Mentor reviewed the package and no changes were required. The proposal was presented in their home, with my clients newly hired veterinarian participating; she has some Web content and HTML experience, and her opinion was sought by my friend and client. We were unable to get his laptop and desktops to connect to his DSL Internet, but my laptop could use Wi-Fi to connect to their DSL connection. We spoke with my Mentor by phone, who guided us through several websites that his office had completed over the years.

The new vet's recommendations resulted in adding Opt-In Email, and viewing my Mentor's online sites resulted in adding a custom graphic design to their order. The final order was for a WSI Business Edge solution, similar to the first sale. It includes up to 10 main pages, site content editors on each page, Ultra Photo Gallery module, Banners module, Feedback module, Map-Quest-like directions to the office, and the Intranet. We will set up PPC campaigns in Google Ad Words and Yahoo Search. Monthly services include Google Ad Words, Yahoo Search, hosting, a subscription to the 'Inside Edge' newsletter, 5 email accounts, 1 video email account and statistical analysis, as well as 2 hours of maintenance per month.

'Both clients are family friends who were considering upgrades to their websites, and were happy to have someone they knew and could trust, and who had a strong experienced support group (WSI and my Mentor) behind them. If I was doing this all-by-myself-alone, I don't think the results would have been the same. I definitely use the WSI marketing materials in my presentations, including the glossy folders and tri-folds I buy from the WSI e-Store. I give them to my prospects, along with handouts of my laptop presentations. The hard copy handouts I give to my prospects are in color, spiral bound, with clear plastic covers and navy blue plastic or cardstock backs. I give the WSI 'signing pens' when the prospect becomes a client.'

'My next step is to build a client base with folks who are not already friends or neighbors. So far, I have one meeting scheduled for January with another likely. My Mentor has made some suggestions, and we'll have a few more conversations after the holidays. So far, I have joined one Chamber of Commerce, and have started making the rounds of local networking groups, with the goal of joining one of them in January. I am considering joining two more Chambers. Our Chicago IC group is assembling a list of suburban Chamber Expos and tradeshows, so I will be participating in as many of those as possible. I'll try a few more direct mails, start some cold calls (my Mentor gave me a suggested approach), and sign-on with eProspector. My target is to have about 50 proposals on-the-street. Next year is going to be busy!'