OPERATIONS MANUAL FOR FRANCHISE OWNERS

OFFICIAL OPERATIONAL AND INFORMATION MANUAL FOR

Including the Franchise Management Console User Manual

Version 2 February 2010

Contents
Introduction Business Details Legal and Financial Details Mission Statement Company History Geographical Area and Commission Splits Customers and Products Customers and their Communities Products Webverts Upgrades Banners Weather Banners Spotlight TopSpot Blue Book Coupon Book Networking Events Corporate Identity Use of Corporate Identity Stationary and Templates Finance Setting up an Accounting System Performance Targets Management Reports Payments to the Franchisor Debit Order System 1 2 2 2 3 3 4 4 4 4 4 4 4 4 5 5 5 5 6 6 6 7 7 7 7 7 8

Contents (cont.)
Information Centre Contacts Franchise Owner IT Support Finance Procurement Marketing Operational Prepare your Business Infrastructure Legal Entity Stationary Communications Accounting System Marketing Plan Printed Marketing Material Software marketing Material Presentation Material Defining your Market 5 Steps to Defining your Target Market Getting your Message Out There Website Preparation Customizing your Website Begin Building your Business Plan your Launch Event Day of the Launch Follow Up 9 9 9 9 9 9 9 10 10 10 10 10 10 11 11 11 11 12 12 13 17 17 18 18 18 19

Introduction
TheBestIn was established with one purpose in mind, to create a marketing tool with a focus on promoting local business in South Africa, a marketing tool which offers substantial benefits for the community members and advertisers alike. Who knows the local businesses and the local community better than a local resident? As a result, a franchise model was developed allowing a local resident to facilitate an online service, which enables interactive communication between businesses and the communities they serve. As the goal was to put the best local businesses in touch with the local community, it was called TheBestIn and has shaken up the current directory marketplace by allowing businesses to target their marketing spend more effectively. The site offers substantial benefits to both site visitors and to advertisers in terms of content, functionality and cost. Set up by the same team that built the Property Trader network of community magazines over the past five years, our goal is to rollout a BestIn franchise in every community within South Africa over the next two years. Each of these local sites, which one navigates to either from the homepage http://www.thebestin.co.za or directly following a specific search engine search, is run by a committed and knowledgeable person, known as the site owner and living in their local community. More people than ever in the South Africa are using the web and its only going to get bigger. People overwhelmingly prefer local providers of goods and services but there is currently nowhere on the internet where people can get detailed information about local products and services in their area. Sure there are listings but they give little more than a name, address and a phone number. People want more than that so that they can make an informed choice. TheBestIn is very different. Firstly, each local site is run by committed and knowledgeable people from within the local community. These site owners follow our extremely high standards in approach, delivery, content and look-and-feel. Having a nose to the ground in each area ensures the information on each site remains fresh, up-to-date and relevant to the community it serves. Secondly, the information available about individual businesses is unprecedented. With up to 400 words of text, photographs, company logos and testimonials the package becomes a compelling business tool and takes web marketing to a new level. This combination of comprehensive information, provided locally, at low-cost provides an effective marketing tool for local businesses and self-employed individuals, many of whom have not yet embraced the internet as part of their business. The site will be helpful to both residents wanting local information on the area where they live and to people from outside the area wanting information on a particular location.

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Business Details
TheBestIn is a registered Franchisor which operates through its own and franchised outlets, under the name TheBestIn, a business of both online and offline marketing on behalf of clients, and business networking events for primarily small and medium sized businesses, and according to the business method which the Franchisor has originated. TheBestIn Head Office is situated at 15 Voortrekker Road, Salt River, Cape Town.

Legal & Financial Details

TheBestIn
Reg. No. 2004/083046/23 Vat No: TBA. Bank Account Details for TheBestIn: Bank: ABSA Bank Branch: Milnerton Acc. No.: 4049038270

Mission Statement
To offer honesty and integrity and give all people the opportunity to succeed and profit by serving their local community; knowing that there will be constant support and never ending improvement made to their local platform

Company history
TheBestIn started from humble beginnings in Cape Town and by end 2009, the full Franchise was launched. TheBestIn started as an online community platform and business directory. However, we have evolved and are now much more than just a website. As businesses can benefit from a variety of methods to promote themselves locally, we dont rely on any one form of marketing and we place as much importance on our offline business promotion as we do with our online business. Since its launch, countless numbers of franchisees have decided to join one of the most exciting and dynamic franchise opportunities in the South Africa, and TheBestIn continues to grow from strength to strength.

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Geographical Area and Commission Splits

TheBestIn site owners are each provided with a detailed description of their geographical
area of operation (territory) which is described in your franchise agreement. All businesses based within your territory may be contacted and form the core of your business. The business range from the local hair dressers, plumbers and electricians to lawyers, garden services etc. Any company providing a product or service based within your territory is a potential customer. Should a business based within you territory have other branches outside your territory, the branch within your territory belongs to you but those outside your territory must be passed on to your fellow site owner even if you have negotiated the deal for all branches to be included on TheBestIn. The lead is passed to the franchisee controlling that territory and a referral commission is paid. This referral commission will be equal to the once off setup fee charged for the setup of the Webvert, currently R350 per branch.

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Customers and Products

Customers and their communities
TheBestIn is run by local people who care about local issues and want to encourage local trade.
Our site owners are specialist Local Business Promoters and work closely with businesses in their area to lift their business profile within the community and put them in touch with their customers, the local public. Your function as a BestIn franchisee is to identify the best business in your territory and to promote them through your website and through the other marketing tools we have provided to you.

Products
The products offered by TheBestIn are defined as follows: Standard Webvert: A mini website hosted on www.thebestin.co.za consisting of the following: In depth information about the business. Up to 400 words of text to describe to the advertisers potential customers why they should call them and why they are different. Contact information including address, phone numbers, fax number and mobile number. Google mapping is added to the Webvert, providing customers with a printable map. E-mail link so that potential customers can e-mail the advertiser directly. Web Site link connecting directly to the advertisers website. Specials Promotion. An opportunity for the advertiser to run special promotions on their goods or services. Testimonials. A showcase of the advertisers customer testimonials. Job Spot. A place for advertisers to advertise work opportunities within their organization. Logo and photos to help 'build the brand', visual identity and profile. Upgrades: A Webvert by default is hosted at franchise level but can, for an additional fee, be Upgraded to a higher level; it gets the word out to a much wider audience. For example, a customer may take a Webvert at the Fish Hoek level, upgrade it to the Cape Town level, then a further upgrade to the Western Cape level and finally an upgrade to the South Africa level. Obviously, an upgrade to City, Provincial or National level will attract a bigger audience. Banners: There are various banner opportunities available throughout the site. These banners can link to features on our website or external websites, providing a valuable branding opportunity and a high profile means of driving traffic to your site. This is additional advertising space and is charged for separately based on the banner chosen by the client and its location. There are banner options on each page of the website, each with a different charge so please refer to you rate card. Weather Banners: The weather banner appears on virtually every page of your site and is therefore the most valuable of all banners. Spotlight: The Spotlight is a small banner allowing a client to place their logo in the spotlight area drawing additional attention to their business. This Spotlight links directly to their Webvert once clicked on.

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Top Spot: Only one business in each sub-category can be the 'Top Spot'. This means that their Webvert will ALWAYS be the first one to be seen when people are looking at their sub-category in TheBestIn. This is a great option but, because there can only be one Top Spot for each subcategory, these are snapped up pretty fast. Blue Book: This A5, high quality booklet is a business to business reference guide and is delivered to all businesses in your area once or twice each year. Each business featured in the book has a full page advert to themselves this is really powerful promotion if the target market is local businesses. It also allows you to get the word out and promote your own BestIn franchise to business not advertising with you. In order for you to put a Blue Book out within your territory, a minimum of 32 pages needs to be sold to business members. These business members are then forwarded to Head Office where we take care of the graphic design, layout and printing of the publication. As each franchisee will require different page numbers and quantities, this will be quoted on by head office upon request. Please remember that only Business members of TheBestIn may advertise in the Blue Book. Coupon Book: Businesses promoting themselves on TheBestIn website and running special offers can be included in local mail drops. The Special Offers within this booklet are a mirror image of the offers that are on their listing on the website. As with the Blue Book, in order for you to put a Coupon Book out within your territory, a minimum of 32 pages needs to be sold to business members. These business members are then forwarded to Head Office where we take care of the graphic design, layout and printing of the hand-out. As each franchisee will require different page numbers and quantities, this will be quoted on by head office upon request. Please remember that only Business members of TheBestIn may advertise in the Coupon Book and obviously have to be running a special. Networking Events To build your business and attract more business members, you should host a networking event at least once a month. By hosting regular monthly social business networking events where you invite your current business members and other business people from within your territory, you will meet dozens of business owners in an informal ambience to help you expand your network of business contacts. "An evening with TheBestIn" is an easy, relaxed and unstructured approach to help people connect through networking. Its a service you provide to your business members but more importantly, it offers you the opportunity to sell TheBestIn as a concept to business people not currently advertising with you. Its simply an opportunity for you to naturally grow your business network and that of you customers whilst enjoying a drink and bite to eat.

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Corporate Identity
Use of CI
When using the trademarks, colours and logos the Franchisee must ensure that they are reproduced exactly and accurately and in accordance with specifications and directions laid down by the Franchisor.

Stationery and Templates

Stationery and templates to be used have been supplied as part of your Starter Pack and must be reproduced according to CI requirements. No changes to the templates and stationery are permitted without permission from the Franchisor.

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Finance
Setting up an accounting system
Talk to your accountant or bookkeeper about setting up your accounting system from the outset. Your books are more than just numbers, they will help you manage your cash flow and plan better go forward. Please refer to your franchise agreement with regards your obligations in this regard.

Performance Targets
The following performance Targets are based on the absolute minimum sales required within the first 6 months of trading. Most franchisees will see numbers much higher than this. Month Webvert Sales required per month Total Webverts 1 1 1 2 2 3 3 4 7 4 6 5 6 6 6

13 19 25

Management Reports
The following reports should be submitted to the Franchisors: 1. Monthly Sales Report: an Excel spreadsheet has been provided to you which must be sent to the Franchisors by email or fax no later than the 7th day of each calendar month. Please ensure all details are completed. 2. Copy of the VAT return or assessment in respect of the franchised business within (60) sixty days of submission. 3. Certified copies of an Auditors report within (120) one-hundred and twenty days of the financial year of the Franchisee.

Payments to the Franchisors

The following payments must be made to the Franchisors: 1. "Advertising Contribution": at a flat rate of R1 000 (One Thousand Rand ex. VAT) per month on the 7th Day of each calendar month in respect of the franchised business, for the immediately preceding calendar month. This calculation has programmed into the monthly sales report spreadsheet for ease of reference. 2. "License Fee": is 18% (Eighteen percent ex. VAT) of the gross monthly revenue. This calculation is already programmed into the monthly sales report spreadsheet.

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Debit Order System

It is important to establish a debit order system to receive payments from your clients. There are various independent suppliers in South Africa other than the Banks so shop around and find the one most suited to you.

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Information Centre
Contacts
From time to time you would require speaking to someone at TheBestIn, or making an e-mail enquiry. The following list of contact people is available at date of this publication:

Franchise owners
roger@thebestin.co.za

IT Support
andre@thebestin.co.za

Finance
roger@thebestin.co.za

Procurement
roger@thebestin.co.za

Marketing
roger@thebestin.co.za

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Operational
The following gives you a step by step approach to getting your franchise off to a great start. Follow it closely and add your own ideas as you work through it. Remember, this is purely a guide, it is your business and you need to take charge and put your stamp on it.

Prepare your Business Infrastructure

Legal Entity
Talk to your accountant or business advisor and decided on the most effect business entity Pty (Ltd) or CC. Register the entity and apply for your VAT number, register for PAYE and SDL if you plan on employing staff and open a bank account and setup your debit order system.

Stationary
Open your Letterhead and Debit Order forms in Word and add your contact information.

Communications
Apply for your internet connectivity, telephone lines, fax lines and email accounts. Setup your email address and signature provided by head office on your email client.

Accounting System
With the help of your accountant or bookkeeper, setup your accounting, payroll and invoicing systems. Remember that a tax invoice has to be issued even though most, if not all or your clients will be paying via debit order, these invoices need to be generated on a monthly basis. You also need to load your debit orders and ensure that the invoices are sent to clients prior to a debit order run.

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Marketing Plan
We will be embarking on a national advertising campaign to promote the trade name and business method in newspapers, magazines, directories, pamphlets or on radio or television or other media as soon as we reach critical mass within the provinces. Upon the launch of your franchise, we will advertise the opening of your franchised business in the local newspapers. You have been provided with the following Starter Pack as part of the Franchise Agreement, take time to familiarize yourself with this material:

Printed Marketing Material

Sales brochure (50) Sales folder (50) Business cards (250) Customer Postcard (250) Blue Book Sample(1) Coupon Book Sample(1) Flyers (5 000)

Software Marketing Material

Letterhead (Word) Advertiser Agreement (PDF) Addendums to Advertiser Agreement (PDF) Debit Order Form (Word) Quality Mark (JPG) and link template (for client website placement) Awards (PDF) Membership Certificate (PDF) Rate Card (PDF)

Presentation Material
Power Point Presentation Flash Presentation Remember to keep stock of your marketing materials so that you can replenish your stock timorously. To top up your marketing material, please email head office stating the stock required. We will then issue a quote on the material and go ahead with the makeup and printing thereof, should this be necessary, once acceptance has been received. An invoice will be issued on delivery.

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Defining Your Market

Five Steps to Defining Your Target market Don't make the mistake of marketing your product or service before you've defined your customer or client. If you do, you're just throwing your marketing money away. Marketing isn't just a matter of placing ads. It's a method of attracting new business. Before you can hope to achieve this, you have to know exactly who you want to target with your marketing. You need to know your target market before you can reach them. 1. Briefly state your target market and the needs you will be fulfilling. Ask yourself why you choose this particular business, who your products/services are meant for, who you want to do business with, and what is unique about your product. Every business owner in your territory is a possible client. 2. Next, break this large market down into smaller sections (segmentation). There are people who run accommodation establishment e.g. B&Bs, Hotels, guesthouses. There are people who owner retail shops clothing boutiques, surf shops, shoe shops. There are people who own provide services e.g. Lawyer, doctors, accountants. 3. Develop your customer profile. Describe your potential customers as fully as you can. What do you know about them? Where are they situated geographically? What are they likely to spend? Where do they shop? What languages do they speak? How do they want their product delivered? Identify your customer profile before you do your market planning. 4. Now that you have fully identified your target market, capture it into a Potential Client Database. In doing this vital research, you might consult business directories, obtain statistics regarding business owners, check out the local newspaper, magazines, mall tenants or perform online searches. Join a local networking group and collect business cards. Collect flyers handed to you. Cold canvassing, i.e. pick a mall or main road and do door-to-door calling. Write down details from branded vehicles. You have now identified your target market, your potential business members. BUT dont forget you also need to attract community members. Fortunately, they are the easiest to define; every household in your territory is a target. Make sure your client database tracks the expiry dates of all your products sold so that you can approach clients prior to expiry and re-sign them. Remember, it is far cheaper to keep a client than to find a new one.

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Getting your message out there!

Now that you know who your market is and you have a database to work from, the question is, how do I reach out to them? Business promotion is to running a successful business as practicing scales is to playing the piano well; it may not be a thrilling activity in itself, but you just have to do it! You should spend at least an hour a day on business promotion or planning how to promote your business (and more is better, if you can fit the time in)! You promote your business by getting the word out. The first axiom of business promotion is that you have to do this consciously. You can't rely on other people to do it for you, no matter how great your product or service is. The second axiom of business promotion is that like every other aspect of your business, it's a budgeted activity. But business promotion doesn't have to be expensive. Here are a few inexpensive ways to promote your business, add your own and have fun. 1) Use every outgoing piece of paper, and every electronic document as business promotion. You have business cards, but you also put out a lot of other documents in the course of doing business. Check these to make sure you're using their promotional possibilities to full advantage. Open the letterhead you received in your starter pack and ensure your details are correctly filled in. Setup your email signature and ensure it goes out on every email you send. Please call head office if you have trouble setting it up. Articles and press releases are also excellent business promotion tools that you can use to promote your business inexpensively. Read on to learn what types of articles and press releases you should write and tips on where to send them to promote your business effectively. Insist that all your business members use TheBestIn logo you received as part of your starter pack on their website and outgoing email; its a fantastic way for them to stand out as being one the best and also builds your brand. 2) Sending out press releases is another great way to get some free business promotion. The caveat to using press releases as a business promotion tool is that your press release has to actually contain information that is newsworthy, and be engaging enough to get people's interest. Has your business recently signed up a big client? Have you been involved in some promotional activity such as sponsoring a charity event? Have you or your company recently won an award? All of these are examples of "news" that you can capitalize on to get some free promotion for your business. While many business people send press releases to newspapers as a matter of course, don't forget about the Internet.

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3) If you're an Internet user, spend some of your online time on business promotion. Posting messages in forums (a.k.a. bulletin boards) is a great way to make your business known to people you would otherwise be unable to contact. You can't blatantly advertise your business on most forums, but you can show others that you're a knowledgeable, personable individual and promote your business through your signature file. Getting people interested in your business and perhaps attracting new customers works best if you choose forums that are business-related. The other caveat with choosing forums to post in is to check their level of activity; posting in a forum that doesn't have much traffic or regular activity isn't going to do much to promote your business. 4) Use buddy marketing to promote your business. We have already spoken about using Multi-Ads where you get your business members to pay for the advert and you promote your business in the process. The same goes for flyers. Head office can create flyers for you containing info on your business members and promoting your business in the process. 5) Give out freebies as business promotion. We're all familiar with hearing or reading advertisements that promise that the first 50 people to visit a particular store will receive a free (____). Why not offer a free upgrade to the first 20 clients signing up. Dont forget to hand out your framed business membership certificates to all members signing up. They are usually hung in prominent positions and help build your brand The postcards you leave with business members should also be left on a prominent position and their satisfied asked to leave a referral on TheBestIn, what better way to drive traffic to your site. 6) Use your vehicle to promote your business. Mobile business promotion isn't just for white delivery vans. Look around, one in every four vehicles has the name and phone number of a business decorating one of the windows or doors. Think of all the people who see your vehicle when you're driving! Some franchise find it useful to brand their vehicles to help build their brand, they become local celebrities as the buzz around their territories in the branded vehicles. Should you decided to go this route, talk to head office who will assist with the artwork and put you in touch with a reputable supplier.

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7) Promote your business through your leisure activities. One savvy businessman I know relaxes by being part of a rock band. Guess what? Every time his band's gigs are mentioned in the newspaper, the piece also mentions the name of his business! You may not be part of a band yourself, but everyone does something for "fun". Whether your chosen leisure activity is, rock-climbing, running or cycling; there are all kinds of ways to promote your business while you do what you love to do. Where's the harm in running or rock-climbing wearing a T-shirt that has the name of your business prominently displayed? Get in the habit of doing business promotion wherever you go and you'll be surprised how word-of-mouth builds. After all, you are in the business of promoting your clients business using word of mouth. 8) Flyers One of the most successful methods of getting your brand recognised is to distribute flyers door to door, in parkades, at traffic lights, sporting events, malls etc. As part of your starter pack you were provided with 5 000 flyers to get you started. Talk to head office about other flyer designs they may have and implement an on-going flyer distribution program. Bear in mind that brand recognitions comes with repetition. 9) Newspaper Advertising Talk to head office about Generic ads and have them placed in your local newspaper. Another effective method of brand building is to use Multi-ads were you sell a block advertisement to a few of your business members, promoting their businesses but building your brand at the same time. All advertisements and artwork for Multi-ads will be supplied by head office. 10) Testimonial Postcards Much the same as the flyers, you leave a few with each of your business members and ask them to hand them out to their clients, encouraging their clients to log on to TheBestIn and place a testimonial. Again, it helps brand your business while supplying a service to your business member. Remember to constantly supply your business members with new postcards when they run out. 11) Trailer Ads If you feel this type of brand building exercise will be effective in your territory, talk to head office who will assist you with the design and printing of the banners. 12) Events Events fall into two categories, your monthly networking events and ad hoc promotions at conferences and shopping malls. You should be hosting monthly networking events as previously covered. In addition to these events, try to arrange a table at a mall or conference where you can build your brand and promote your services to local business people. Make use of the Power Point and Flash presentations provided to you to put your message across succinctly.

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13) Tourist Info Centres Leave flyers at tourist info centres, B&B, guest houses etc. Remember, out of town visitors could use you site to find their way around. While you are there, talk to establishments owners about the benefits of becoming a business member. 14) Flash and Power Point Presentations These business promotion ideas are just some of the ways you can promote your small business without spending a small fortune. With a little experimentation and time, you'll find out which of these ideas work best for you - and best gets the word out about your business. It is vitally important that you create an on-going marketing program and stick to it. Remember, to attract new business and community members you have to keep your band visible at all times. This can only be achieved through repetition. Have fun, think outside the box and enjoy yourselves.

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Website Preparation
Before you begin customising your website, spend time working through it to ensure you understand it thoroughly. Study it from Home Page to Contacts Page by going through your Website Management Console Manual while you surf your site. This is your product and you need to understand every aspect of it as you will be marketing it to your potential clients who invariably ask some very awkward questions. Spend time on it and it will reward you later.

Customise Your Website

Contact Information - Now that you know your site inside and out, its time to customise it. Begin by updating your contact information, open your Website management Console Manual and work through pages 2 -6. Local Information - Before beginning this stage, its important to gather as much of this information as possible. Look through an existing Franchise Site and take note of the categories to be included. This information is very important as your community members will return time and again to make use of it. Spend the time up front gathering as much of this information as possible, its only entered once and pays big dividends by driving traffic to your site. Once you have the information at hand, go to page 41 of your Website Management Console and follow the instructions. Updating the Weather Updating the weather is a daily task and should be done first thing each morning when checking your emails. It only takes 5 minutes so please do not neglect this important offering to your client, especially if you have sold a weather banner which is essentially a customer sponsoring the weather. To update your weather, turn to page 39 of your Website Management Console Manual and follow the instructions. Your First Webvert To optimize the search engine rankings and to dive business to your new franchise, it is very important that the first Webvert you create is for your own franchise, TheBestInYourFranchise. Not only is this a great tool to promote your new business but with photos of yourself, it makes it very personal to new business members. Start on page 8 of your WMC and follow the steps, its simple and a lot of fun.

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Begin Building your Business

With all the preparations now complete, its time to get down to exciting stuff, making contact with your potential customers.

Plan your Launch Event

Find a suitable venue within your territory like a coffee shop or a small conference facility which many Guest Houses have, and discuss it with the owners of the establishment. You may be able to get the venue for nothing by explaining to venue owners that your will talking to all business owners in the area and inviting them to the launch to be held at their venue; great marking for the venue itself. In discussions with the venue owner, decide on the date and time of the event which should be about 18:00 in the middle of the week; a day and time of the week when most business owners are able to attend. Discuss your drinks and snacks and the quantities required, this of cause will have to be confirmed once you have the RSVPs. Open that wonderful client database you so carefully created and decided how best to contact the business owners. Some may prefer email, others a telephone call. Just ensure you invite every business owner on your database and be sure ask them to invite fellow business owners. It is very important for your planning that they RSVP, you need to prepare marketing material and cater for your guest numbers. Prepare enough marketing packs for the invitees, which should contain the folder, a sales brochure and your business card. Do not add an advertising contract with addendums to the pack, these should be kept out of sight and only brought out when a business owner wants to sign up. You may consider talking to head office to enquire about Giraffe stands with TheBestIn banners which can be placed either side of a table with all your marketing packs neatly laid out. You may also consider placing the sample Awards, certificate, blue book and coupon books Work through your presentation and practice presenting it over and over again. Work through your contracts and make sure you understand them well.

Day of the Launch

Be there early and get your table, banners and marking material setup. Setup your Notebook, Projector and presentation and test it to ensure it all works as it should. Prepare the drinks and snacks. Use your imagination and make sure the venue looks professional yet comfortable; you want to create a comfortable environment where your potential clients will feel at home and will mingle with other guests. Meet and greet every guest arriving and ensure you swap business cards upfront. When the door quietens down, walk around and facilitate introductions between guests.

When all your guests have arrived, ask everyone to take their seat and knock their socks off with your presentation. At the end of the presentation ask them to please have something to eat and
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drink and if they have any questions to please approach you afterwards. Do not take questions from the group; its far less stressful taking questions one on one, especially when you are still new to this process. The day following the event, follow up with a personal letter on your BestIn stationary, thanking them from attending and advising that you will be contacting them to see how you can be of service to them. You would have no doubt signed a few business members on the night of the launch and been contact by a few more in the days thereafter. Follow the Webvert process below and work through these customers first, and then follow up the others that attended your launch.

Follow up
With a few fish on the hook, its time to reel them in. Begin by gather as much information on the client as possible by looking at their website, business card, brochures or any other adverting material you may have. Follow the process outlined on page 8 - 22 of your Website Management Console Manual to create the Webvert. Do not hit send proof to client; you want this Webvert to reside in the back-end console so you can demonstrate it to the client in person during your meeting. Contact the client and set up an appointment to discuss what TheBestIn can do for his or her business. Once you have the appointment, prepare your sales folder as for the Networking Event but this time include your rate card, agreement and addendums. During the meeting, run through TheBestIn product offering using the presentation provided, remember to discuss the benefits of being a member. Using your Notebook, logon to the following URL: http://www.thebestin.co.za /yourprovince /yourtown /yourfranchise /proofs.php (It seems complicated but is simply your main URL followed by /proofs.php)

You are then presented with a login screen with the same login code as your Website Management Console. This allows you to present the Webvert to client as it would appear on the site without it actually showing on the site. The client should now be itching to sign up. Open your agreement and help them complete it as you discuss the various product offering. Inform the client that the Webvert will be sent to them for proofing once you have completed any changes they require, and explain the process of accepting and approving the link that will be emailed to him; it is all covered in your Website Management Console manual.

With the signed agreement and once the client has signed off on the Webvert, activate it and personally deliver their marketing pack containing the following:

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o o o

Framed membership Certificate Link and logo for cross linking purposes on their website (if they have one) Marketing Folder containing: copy of agreement Postcards First invoice for set-up fee and 1st month Webvert fee.

CONGRATUALTIONS on your first sale, the first of many Im sure.

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