Last week, when I was on a walk, some boys were selling bracelets and rings made out of colored rubber bands. I stopped at their lemonade/jewelry stand by the side of the road and looked through their goodies. I wanted to get a ring or everyone in my writing group. As I chose a number of rings the little boy who made them started doing the math and adding up everything in his head and shouting out the numbers each time I picked up a ring – even before I chose it. He was so anxious to get the sale – but he didn’t care about me.
They were a dollar each. I said, “Wait, I’m not done yet.” But he kept shouting out the numbers. Totally focused on how much he would make.
Then his big brother stepped in and said, “It would be nice if you charged $2.50 for three of them.”
He said, “No. They are a dollar each. Three rings for three dollars.”
His big brother said again, “Yes and it would be nice if you gave her three of them to her for $2.50.”
Pause. No response from the little brother.
Big brother: “It would be nice.”
Finally, the younger brother gave in.
So it wasn’t fully given. Which makes a difference in how the giving feels. I would have appreciated my rings even more if the younger brother had given wholeheartedly.
As a little something that “would be nice” I have pulled together some of my most popular posts and free stuff so you can fill yourself with some goodies after Thanksgiving and through the holidays when you’re enjoying family and friends after a feast or get-together.
First, the most popular webinar / live training of the year….
THE #1 MOST POPULAR WEBINAR
Become a Celebrity in Your Niche [Podcasting]
Save your seat now (choice of times!): http://bit.ly/PodcastKG
THE 3 MOST POPULAR POSTS
9 Steps to Be a Thought Leader — and Become a Media Darling
5 Things I learned From Jack Canfield’s Mastermind Group: To Help Make Your Book a Bestseller
Fabulicious: 5 Strategies to Prepare You for a TV Interview – My Personal Secrets
What is one TV appearance secret you can share? Love to hear!
Have a wonderful holiday season!
May the gifts you share be extraordinary.
May the love you give be wholehearted.
May the way you live be inspiring.
By Christine Gallagher
When you hear the word “marketing,” how does it make you feel?
If you’re like many business owners, it doesn’t exactly cause you to jump for joy. Why? Because for so long, it has conjured up images of the sleazy used car salesman trying to get you to buy something you don’t need. No one wants to inflict that on someone, right?
The truth is, marketing today doesn’t have to come with a side of slime. The real deal is that modern marketing is simply compelling, effective communication that has nothing to do with manipulation or sleaze. It’s about meeting your client or customer’s deepest needs, and no matter what business you’re in, it’s NOT optional.
The good news is, it’s not about lying or being out of integrity to make sales, no matter what you’ve heard in the past. Happily, you can still really profit while still being completely truthful and ethical.
Remember, it’s your job to remind people that you’re in business and that you have a solution to offer them. Marketing is simply the vehicle that allows you to do that, and without it in your business, you’ll stay broke. (It’s the hard truth.)
If that’s the case, how can you really rock it out with your marketing? Here are five simple ways to keep the cash flowing while remaining sleaze-free.
Schedule it and be consistent.
The only way your marketing is going to get done is if you make the time to do it. Put it on the calendar and DON’T move it! If you’re lacking in clients and cash flow, it usually means you’re not marketing enough. Be brutally honest about how you’re spending your time. Schedule at least three hours a week to do it and beware the temptation to stop once the money begins to flow. Yep, to ensure your success continues, market even when you’ve got a full pipeline.
Ask your market what they need.
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Find out what your market needs and how they want to be served by simply asking them. Survey your list, email or call past or current clients, ask probing questions. Ask them what their biggest challenges are, what their perfect solutions would be, and what they’ve tried that hasn’t worked. Find out how critical it is for them to get their problems solved, and listen carefully to the words they use. You can then position what you offer as a solution to the needs you’ve discovered.
Be curious about copywriting.
Copywriting chops are not just for the pros! Because it’s one of the most expensive things to outsource, it’s wise to sharpen your word-slinging skills. Practice writing headlines and bullets. Use words that evoke emotion. Especially online, much of your communication will occur via the written word. Learn how to use your writing to pique curiosity and showcase the benefits you offer.
Track and tweak.
Tracking your results shows you what you need to change and improve. It also helps you understand your market and what fuels their behaviors. Don’t be super-hard on yourself if something doesn’t work—think of it as a learning opportunity and a chance to do things better. Do more of what works!
Keep soaking up the knowledge.
I’m a big believer that the learning never stops. Read blogs and books, attend workshops and seminars, and take courses. The more you learn, the better you can serve your market.
These days, the absolute best marketing is relationship-based, honest, and best of all, it has the power to change the lives of others. Sounds a lot more appealing, doesn’t it? Keep these five ways in mind and you’ll be a marketing rock star in no time.
Join us for Free webinar training called “Get the EXPERT FACTOR: Simple Steps to Stand Out, Serve More People and Turn Relationships to Revenue Online.”
Christine Gallagher is founder of ShesGotClients.com, a company dedicated to teaching women entrepreneurs all over the world how to use authentic relationship marketing and online strategies to attract raving fans, enroll more clients, and enjoy more income and freedom in their business, all while sharing their gifts and their message in a much bigger way. After applying Christine’s proven online marketing methods, her clients typically experience a significant increase in traffic, subscribers, clients, affiliates and lucrative joint venture opportunities.
by Marcia Yudkin
Drama gets attention. The unexpected gets attention. Bold gets attention. But how can you tell if you’ve come up with a sound bite that has undeniable promotional punch yet goes over the top into hype or outright falsehood?
First, pay attention to the little voice in your head that worries or holds back when you think about using a certain phrase about yourself. After all, if you can’t wholeheartedly embrace it and say or hear it without embarrassment, others tune into your hesitation and won’t accept it, either.
Then stop and think about whether your sound bite is just harmless fun, like dressing up in a costume. Who’s to say you are not “The God of Organic Gardening” or “The Priestess of Pain Relief”? It’s perfectly valid to crown yourself with a moniker like that. No one runs a pageant for such titles, with only the official winner having the right to use the phrase. As long as you do have expertise in organic gardening, pain relief or the subject matter of your amusing nickname, go for it.
On the other hand, watch out for phrases that make a factual claim. Perhaps your little voice is warning that what you’ve said isn’t quite true. In that case, toss the sound bite or tweak it until it’s something that would stand up in a court of law.
For instance, a client once told me a branding expert advised her to say she’d gone from homelessness to a seat on the stock exchange in less than a year. In truth, it took almost three years for that journey, and people could quibble over whether she’d actually been homeless. (She had been living in her brother’s basement and occasionally sleeping in his car.) I told her it was just as impressive to know she’d gone from near-homelessness to a seat on the stock exchange in less than three years.
Superlatives in sound bites are tricky. When you say you’re the first dentist to have had a website or you own the largest accounting firm in Louisiana, you’d better not have made that up out of thin air. But if you’ve researched your claim and are 98 percent sure or better, that’s something you should be able to stand behind. Deploy it with confidence if a third party like a well-known expert, industry association or media outlet has bestowed the superlative on you.
Sheer wordplay is almost always a plus. A clever verbal twist can dance in the minds of readers and in the mouths of commentators. That might consist of a triple, like Superman’s “Truth, Justice, and the American Way,” a contrast, like “Our food is fresh. Our customers are spoiled,” from online grocer FreshDirect, a rhyme, such as Muhammed Ali’s “I outwit them and then I out-hit them” or a play on a popular culture reference, such as “Building community deep in the hearts of Texans,” from Texas Nonprofits.
Keep in mind that our culture allows even the most serious and dignified organizations and individuals, from Supreme Court justices to CEOs and companies we trust with our retirement savings, to take an ordinary idea and make it memorable. Listen to your intuition when it whispers concern about a sound bite. Yet except for the scruples outlined above, give yourself the same kind of permission.
Marcia Yudkin is a copywriting and branding expert and the author of 6 Steps to Free Publicity, now in its third edition, along with 15 other books. Her ebook No-Hype Copywriting: The Keys to Lively, Appealing and Truthful Sales Writing, is available on Kindle, Nook and Smashwords. Learn more about how to describe yourself and your work both honestly and dramatically at the upcoming FREE No-Hype Copywriting Telesummit.
When I was preparing for my media tour for my book, Sell Yourself Without Selling Your Soul, I thought that I’d love being on radio and despise being on TV. I’m kinda shy and don’t really relish being in the spotlight. Radio, you can be in your fuzzies, sip your tea, and snuggle in with a cat on your lap.
But it turned out I loved TV. The fast pace, the thinking on your feet, the excitement of the cameras, suited my style and temperament. What I didn’t love was sitting back stage in the make-up chair for an hour while a stranger fussed with my face and hair slathering on grody make-up and misting me with hairspray. I don’t even like to put mascara on myself let alone have someone else that close to my eyes. It’s pretty darn personal.
So when Matthew Kimberley asked me to do a masterclass for his website,daily success deals via Skype split screen video, my first thought was…oh no there goes an hour out of my already hectic morning doing make-up.
But, then I remembered how much I loved doing TV. And since I would be talking all about getting on TV I just decided that I’d reward myself with delicious smoked salmon and cream cheese on a toasted gluten free bagel to start the morning right. Our cat Lucky is always at the ready as soon as I take the cream cheese out of the fridge so he can get his dab.
There’s no opt-in you can just see it as soon as you get to the website. But it only stays up until Monday April 29 so mosey on by.
Confession. It took me longer to do my make-up than it did to make this video. And no, that’s not a bullet hole in the art piece you see behind me in my office. It’s a vintage Purina Dog Chow Tin. I think the holes add to its charm.
- The biggest mistake you can make when it comes to getting on TV that can ruin everything.
- How to get chosen over your competitors-and still play nice.
- How to make yourself irresistible to TV producers.
- What you need to think about BEFORE you get booked on TV. (This can make the difference between making a fortune and not making a dime.)
- What to wear on TV. (Hint: we talk about socks).
- How a flash-drive can be save your skin and your show.
Plus, you’ll get to see something in Matthew’s hotel room that will surprise – and we hope – delight you.
To seeing your name in lights,
By Ian Brodie
Here’s the second insight I got from Susan as we were preparing for this week’s “Speak In Sound Bites” webinar (click here for free registration).
Yesterday I mentioned how you could apply the lessons of media appearances to more everyday communications.
Here’s the surprising corollary: you can apply the lessons of everyday communications to media appearances.
Before I explain what I mean, here’s a story from magician John Lenahan I heard from him at a conference a few years ago.
John was describing being at FISM (the “world championship of magic”) where a whole room of magicians were being entertained by the legendary Juan Tamariz. John watched as everyone had a great time. They laughed, they gasped, they clapped.
But John could also feel that he had a special connection with Tamariz. Like he was his favourite audience member. It was subtle. Just a smile, a look, a laugh every now and then. But John knew he was the favourite.
After the performance John spoke to some of his buddies in the bar. Surprise surprise, they all said the exact same thing. They’d seen everyone else enjoying the show, but they knew that secretly, they were Tamariz’s favourite audience member.
After arguing for a while over just who was the special favourite, John realised that he’d come across the secret of a truly great performer. They make everyone feel like they’re performing just for them. That they’re the special one.
Turns out it’s the same with media appearances. You’re not speaking to an “audience”. You’re speaking to everyone individually. You and them. One to one.
The way to make a media appearance successful is to use the same skills you would in everyday communication. Be authentic. Talk person to person. Share your truth. One to one.
We often get overwhelmed when we think about speaking to a big audience – especially if it’s on video or radio. I know I certainly did and still do. But if you just focus on speaking as if you’re talking to one person…
…making that individual connection. Then that’s how people will hear you.
They’ll hear you talking to them personally. And you’ll have impact.
Join Susan and me on the webinar next Wednesday 24th to learn more techniques for making your communication effective (and profitable).
You can sign up here: Speak in Sound Bites Webinar >>
Ian Brodie is a marketing specialist and author of Pain Free Marketing the step-by-step guide to attracting and winning more clients without the pain and expense of traditional marketing.
When he’s not working with clients to help them grow their sales, he’s relaxing with his family or dreaming about Newcastle United winning the Premier League.
By Ian Brodie
A few years ago, back in the days when I worked for a rather large consulting firm, I had the chance to make a bit of a name for myself.
A couple of my colleagues in the Netherlands had written a report on the impact of the EU expansion on the pharmaceutical sector. Gripping stuff.
I’d helped them out with a bit of marketing and sales knowledge, so got a co-authorship credit.
Thanks to some work by our PR firm in London the report got some commentary and I ended up being quoted in a couple of the national papers.
And then we got “the call”.
Jenny, our marketing manager, picked up the phone and was speaking to someone at the BBC who wanted to discuss the report with us on the World Update show on the BBC World Service. One of their top shows, and apparently breakfast time listening for all the movers and shakers in Washington DC.
And since I was the most fluent English speaker on the writing team, I got the job of being interviewed.
So Jenny and I rocked up at Bush House early one morning to record a slot with the very genial Dan Damon. He asked me a whole bunch of questions for about 30 minutes or so. Some expected, some unexpected. And I waxed at great length, sharing our rather clever point of view on how the expansion of the EU would affect various different parts of the pharmaceutical industry.
After the interview we headed back to our offices waiting for a flood of enquiries from impressed clients. (Well, I exaggerate, but we were hoping it would make a positive impact).
But in the end they cut the interview down to an impossibly small little section. Just a couple of sentences in a story.
Turns out that me waxing lyrical about a complex piece of research made for less than gripping radio and they basically buried it.
And with that, my dazzling career as a media superstar was over.
What I hadn’t realised was that even the BBC World Service needs digestible chunks of information they can use: sound bites.
And I should have tailored the information for the audience. I was talking as if the listeners were pharma industry insiders who cared about the profitability of the industry. Instead, the listeners cared much more about the migration of jobs and impacts on their own healthcare.
What I could have done with was some decent media training.
Something that showed me how to get a memorable message across succinctly. To find the right words that had impact. And to hold the attention of a radio or TV audience.
Well, nearly 10 years later I’m going to get that high quality media training. And so can you. For free.
On Wednesday April 24th at 7pm UK (2pm US Eastern, 11am Pacific) I’ll be hosting a webinar with media and PR expert Susan Harrow.
Susan will be teaching us how to “Speak in Sound Bites: 5 Strategies to Get More Clients, Customers, and Sales, and Become a Media Darling”.
You can sign up here: Speak in Sound Bites Webinar >>
Susan’s helped her PR clients get on shows like The Oprah Winfrey Show, 60 Minutes, CNN, Good Morning America, Larry King Live. And more importantly, to turn those appearances into new clients.
If you’d like to learn how to get into the mainstream media and how to make an impact when you do then join us on Tuesday for the…
Speak in Sound Bites Webinar >>
Ian Brodie is a marketing specialist and author of the Pain Free Marketing the step-by-step guide to attracting and winning more clients without the pain and expense of traditional marketing.
When he’s not working with clients to help them grow their sales, he’s relaxing with his family or dreaming about Newcastle United winning the Premier League.
We were all sitting in Jack Canfield’s living room on a huge couch in his home in Santa Barbara surrounded by giant gems, crystals, artwork and views into the lush gardens reminiscent of Canfield’s beloved Hawaii. Canfield mentioned that he wanted a room where diplomats and leaders of countries as well as his family could feel comfortable. I love the idea that we were sitting on the same couch where those same leaders of countries had sat before us.
Each of us in his living room had won this mastermind day with Jack Canfield for being a top affiliate for his Bestseller Blueprint Program. In the room, brainstorming about our businesses, were some of the most successful Internet Marketers on the web today.
Bill and Steve Harrison led the discussion and asked us each to share something about our business that was working well that others could learn from. A fact about ourselves that no one knew. And then ask a question about our business to get feedback and help from Jack Canfield and the group. I’m going to share with you some of the things that happened in that room that will help make your book a best-seller.
1. Speak With Authority
“I’ve got one question, then I’ll tell you what to do,” one outspoken Internet Marketer said. We all laughed. And then we listened. He had already proven himself as someone who knew what he was talking about. Earlier he had kept us all in rapt attention with the measurement tools he employed to get the highest clicks to conversions as well as his mistakes that lead him to his success. Once you’ve proven that you have solid knowledge people trust what you have to impart. Best-selling books are written by voices who have proven methods and who can impart them in a simple and direct manner.
2. Talk the Language of Your Tribe
When one person in the room asked for advice about stopping slander many people offered solutions to help him let go of his resentment. But he would have none of it and got more and more red-faced and worked up over the unfairness of it all. He said he wanted justice as he filled the room with his fury. He wouldn’t accept anyone’s methods to make a shift until someone said about the slanderer, “F_ck him, then forgive him.”That worked.Why? He spoke the angry man’s language first. Then gave him what he needed to let it go. When you give advice speak the language of your audience so they can hear you. There’s a Sufi joke that goes like this: A tax collector fell in the river and couldn’t get out.. Many people gathered and tried to assist him. Even though was starting to drown he wouldn’t take anyone’s hand so they could pull him out. Mystified and alarmed the people rushed to get advice from the wise fool Nasrudin. He asked what the helpers were saying. “Give me your hand,” they said.
“Never ask a tax collector to “give” you anything,” said Nasrudin. Say, ‘take’ my hand,” which they did and got him safely out of the river.
The examples in a best-selling book need to address both the spoken and unspoken needs of their audience. Best-selling book authors understand the language of their tribe so they can tell them things that others can’t because they may be hard to hear or bear.
3. Tell Stories With Your Own Twist
When it was my turn to offer the factoid that no one knew about me to the group, I told a short story about an experience I had in college.When I was attending UC Berkeley I worked at Zellerbach Hall as an usher. One evening the great ballet dancer Rudolph Nureyev came to perform and, in my naivete, I thought it would be lovely to invite him to tea. After his performance I went back stage and approached him. When I asked him to tea he just stared at me. I thought, well, Russian is his first language, perhaps he didn’t understand. So I asked again. This time he smirked. Not a word, just a smirk. That was my answer. The typical saying goes: Always ask for what you want. The worst that can happen is you get a “No.”“But that’s not the worst thing that can happen,” I said. “The worst thing isn’t even a word. It’s a smirk.”Canfield said, “Good story!” This story didn’t have the same ending we’ve heard before. No one expected anything to come after the “perceived” ending: The worst that can happen is you get a “No.”
We’ve all heard tons of advice – mostly unoriginal – except in the telling and with a twist. That’s what makes you, the best-selling author a unique storyteller – and thought leader – the surprising twist.
4. Put Butt to Seat, Words to Page
“I’ll tell you a secret to working less. Work less,” said one coach. We all sat stunned. Huh? It’s a similar statement to what made the Nike brand truly famous. “Just do it.” But how, people ask. I don’t have the time, others moan.This coach claimed that he only worked three hours a day (Less than Tim Ferriss!) by just allowing himself that time to get his work done. He then had to manage his time around those three hours instead of letting the minutiae of his day frizzle away his time.
Here is my version of his statement on how to write a best-selling book.
Step one: But butt in seat.
Step two: Put pen to page.
Step three: Move pen without moving mind.
Step four: Don’t stop.
Step five: Rinse and repeat.
5. Write the Worst Sh_t in America.
Yes, give yourself permission to write the worst sh_t in America, advises best-selling author Anne Lamott, who told an audience recently that her sh_tty first drafts are just as sh_tty as yours. Believe it.You first have to write something in order to create a best-selling book. Editing comes later. I was talking to my client and colleague, Sharon Melnick, Ph.D. – business psychologist and stress resilience expert who has a new book out called Success Under Stress: Powerful Tools for Staying Calm, Confident, and Productive When the Pressure’s On, and she said that to try and write and edit at the same time is at cross purposes for your brain. These are two different functions that aren’t compatible when done simultaneously.
I know how hard it is to get words on a page so I’ll share a few secrets from my writing group.
First, we all follow Anne Lamott’s advice. So write without censoring yourself. When you don’t think you access the deep knowing that is available in the unconscious. This is the same process for creating sound bites. I advise my clients to just talk without pausing or thinking. I then search for the gold, mining the best phrases that come out naturally in the uncensored talking.
Then we follow Natalie Goldberg’s philosophy not to take your pen off the page. You keep moving your pen no matter what.
To do that you can write phrases like, “What I really want to say is….” What I don’t want to say is….” What I’ve hidden from you all along is….” “I am writing the worst sh_t in America….”
I learned these phrases and techniques from my dear friend and wonderful writing teacher Laurie Wagner in her Wild Writing Course, some of which come originally from Natalie Goldberg’s book, Writing Down the Bones. This book is till one of my all time favorite writing books, along with Anne Lamott’s Bird By Bird.
These phrases will keep your pen moving on the page. And yes, I suggest that you write by hand before typing your work into your computer. There is something that happens when you’re touching organic objects like paper that allows for a deeper connection to yourself and the world.
All of the brilliant Internet Marketers in that room had written the worst sh_t in America. Then they refined it and refined it again and again. But they weren’t afraid to do it. Or rather, their fear didn’t stop them. “Better done than perfect” is a good place to start.
Editing is not writing. Some of the best “writers” in this country are perceived as such because they have talented editors.
So write the worst sh_it in America – and then edit the heck out of it.
Question for you. What’s the biggest barrier to writing YOUR best-selling book?
Join us this for a FREE teleseminar with Jack Canfield on how he sold over 500 million books.
NOTE: Even if it’s over, register anyway and you’ll be alerted to the next time it’s offered — which will be soon.
In the meantime go here for FREE training with Jack Canfield on how to write, publish and promote your book.
by Guest Blogger Angela Giles
Consumers are in love with Mobile Apps! It’s in their shopping blood and businesses need to take the Mobile App explosion seriously. They’re now trained to download apps regularly in an instant. According to a recent Nielsen study, “the vast majority (79%) of US smartphone and tablet owners have used their mobile devices for shopping-related activities.”
Another Nielsen study shows smartphone adoption is rising – now at just over 50 percent of mobile subscribers – and mobile app use is booming as well, with the average number of apps at 41, up from 32 a year ago.
If your target consumer base is online than your business needs a mobile app. Ask yourself this question.
Should I have a mobile app?
The answer is SIMPLE – heck yah!!! And here is why.
It’s inexpensive to build an APP now. Heck I built my mobile app for free and I’m not a developer or a techie person at all.
- Giving away a free app or apps to your target consumer base will increase your BRAND awareness.
- You can push your message out to all your mobile app users at a click of a button.
- Customers will buy from you again and again because your information is at their fingertips.
So how do you get started?
Simple, watch this free training video that explains it all.
By: Rob Scott
It’s incredibly important to have the skill of being able to “get clients,” because if we can’t get clients, then we don’t have any business. And I know too many people (including myself a few years back) who struggle to find enough clients to make their business succeed.
In a recent survey I did, I found that almost all coaches want to have at least 10-15 clients. But a HUGE 81.3% of those surveyed only had 3 clients or LESS (many had 0, 1, or 2 clients), which in most cases is not enough to make a living.
Almost all coaches, need more clients. And I’m sure this is true for consultants, accountants, massage therapists, and all kinds of other professions that serve clients with their businesses.
Let’s look at the top 3 things holding us back:
Reason #1 – We Resist Selling
The first reason has two parts… First is that deep down, we are afraid of rejection. We avoid rejection in lots of areas throughout our lives because we’re trying to stay safe. But what ends up happening instead is we stay SMALL.
Think about it, guys don’t always ask girls to go out because we worry they will say no. We don’t ask for raises even when we feel we deserve them because we’re scared of being turned down. And we certainly avoid sales conversations because we do not want to be rejected and embarrassed.
But there’s another part to why we resist selling… And this one I like to blame on the used car salesmen. It’s our deep desire to never look pushy, or annoying. You’ve probably had the experience of dealing with a pushy salesperson before. It feels horrible. And so many of us don’t want to look like that, and we avoid selling, so we are never perceived that way…
These two reasons, being worried about rejection, and not wanting to appear pushy are enough to stop most people from trying to sell at all. Many of us may be aware we dislike selling, but for some of us this is totally unconscious. And we wonder why our business isn’t where we want it to be.
We need to get this handled. We need to see that there is a way to stay heart centered and really authentic when we sell. And we also need to realize, it’s not really about us, it’s about connecting the right person with the help, service or product they need. That’s all.
Reason #2 – We don’t know how to find and approach new prospects
I remember sitting at home waiting for the phone to ring. I had become a coach, and was sure that just because I was really good at it, people would start showing up. But boy, was I wrong. Here’s the sad, harsh truth…
They are not coming.
People are not looking for you. They are not waiting around the next corner to come running to you. And there probably aren’t that many people actively referring you. Getting business is your responsibility. You must go out and find your clients.
But even once you find them, let’s say you’re at a networking event with a hundred of your ideal clients all around you, do you know how to approach them? Do you know what to say to begin the sales process? Most of us don’t, and we can usually thank resistance (reason #1) for that.
You see sales is a process, it’s not an event. We need a system for how we find and approach and talk with people. I call this the sales funnel. And once you have this down, you’ll find yourself in lots and lots of sales conversations…
Reason #3 – We don’t know how to close the business
There you are, you approached perfectly, and now you’re talking with someone you know would be a perfect client of yours. But what happens next?
Is this when you help them with something for free so that they really know what you’re doing? Or is this when you tell them how much you cost? Should you play “hard to get” and tell them you’re not sure if you have any time on your schedule? Or should you let them know that you can work with them whenever they are free because you’re really excited at this opportunity? Should you upsell extra services or products right away when the iron is hot, or wait until they’ve been a client for a little while?
How do you actually sell?
So many people struggle here. Specifically talking about the money, and the details of what we do can be really difficult. Most people need a lot of help here.
Know this, there are 4 proven stages of any successful sales conversation:
- Find the (real) problem
- Provide immediate value
- Connect and make them feel understood
- Close the deal
I created this systematic approach after studying lots of material, and looking for what really works for a very long time. But it’s also important to make this completely “Question Based” so we are not there trying to explain how great we are, or pitch any ideas to our prospects. We can actually sell using only a series of questions, and create a space to see if our services and products are a right fit.But most don’t have this figured out yet. Most of us are stuck. We resist selling, which is natural. But this leads us to not doing the most important part of our business–selling. And if we don’t do it, how can we possibly be good at it?
Learning to sell is incredibly high leveraged. If you know how to do this, you can turn your business around in as little as a few weeks.
Take a second and imagine what would change if you created a simple sales funnel that was repeatable and worked. Imagine knowing exactly where to find your ideal clients, and how to approach, and close them at will, in a way that was heart centered, and completely comfortable for you and for them. And what if it was something you enjoyed and were really proud of doing. Something people even thanked you for?
Or, what if you do nothing about this, and stay the way you are now? For most people that’s a couple clients at best, struggling and hoping things get better at some point.
If it’s time to become better at getting clients, and learning how the sales pillar of your business should be running then join us here for this 90 minute free webinar.
I will be showing exactly how to create your sales funnel, sharing how to connect with your target audience online and off, and we’ll go deep on the process to close them.
Rob Scott is a Master Business and Marketing Coach who helps business owners, coaches, and consultants create effective marketing and sales systems that dramatically increase profits, often in just a few weeks.
He’s built a sustainable six-figure coaching practice while typically coaching only 2 days per week. He is known especially for his signature sales techniques and has personally closed more than 6 figures of business from a single networking event without a working website.
By Dan Hollings
“ZERO? I wish I had discovered this $1,000 ago!”… As hundreds of authors, small business owners, consultants, marketers and entrepreneurs take a hard look at their addiction to spending money on the tools and services they need… many are now scratching their heads in disbelief as almost every pre-conceive notion they’ve ever had about marketing costs gets blown away.
Yes, it’s every marketers’ addiction. And a costly one at that. But the good news is, there’s a cure! And it’s a lot easier than you might imagine. Read on…
You’re an author, marketer or entrepreneur, right? Day-in and day-out you strive to maximize your profits on the Internet, on mobile, and through social media, correct? If you’re like most, you constantly seek traffic, customers, business and referrals… that’s smart. And whether you are promoting online, offline, or on mobile, you know the key is to seek targeted leads and prospects whenever and wherever your time and budget permits.
We’ve all heard time and again that setting up landing pages, building a lead generation site, posting to blogs, pinning on Pinterest, and a little search engine optimization (SEO) can be good. If we have time, we know that creating audio podcasts, YouTube videos, and presentations, just adds to our potential. We realize that publishing a Kindle or iPad eBook can reach new customers. And the importance of building a list, sending out newsletters, developing relationships and occasionally sprinkling in a press release or two can’t be under estimated.
And let’s not forget social media! An engaging Facebook fan page, “LIKE” it or not, has become integral to our success. And we tweet like a bird (sometimes wondering why), beg for PLUS ONES on Google+ and well… the list goes on. It’s part of being a modern day author, marketer or entrepreneur in our always connected, always evolving world.
Some call it marketing, some call it lead generation; some call it “building business relationships” and some call it budget busting hard work. But regardless of what you call it, if done right, it can be a marketer’s best friend. It can make you rich. It can make you poor.
Depending on your goals, your approach, your strategy, and the various tools you may need, all this “marketing stuff” adds up. That’s right, it’s easy to spend more money on the tools you need than the leads and money you generate. If you haven’t said it yourself, I bet you’ve hear the old truism, “I’d be rich if it didn’t cost so much to get there!”
Have you ever added up all the money required to get this stuff done?
Below is a summary of the monthly expenses for a recent campaign an author friend of mine did (check his numbers if you don’t believe it – and don’t get hung-up on the tools that are named, they are just popular examples). Sure you might skip a few things, but should you? Really?
- Autoresponder / List Builder (aWeber) $19.00
- Web Site or Landing Page (Site Tonight or InstaPage) $ 7.00
- WP blog + Thesis theme + numerous plugins $18.64
- Hosting (Hostnine) $6.95
- Shopping Cart (BigCommerce) $24.95
- Helpdesk Ticket System (Zendesk) $9.00
- Mobile Site Builder (GoMobi) $5.99
- Mobile APP (Widgetbox) $25.00
- Facebook Fanpage Builder + Apps (NorthSocial) $29.99
- Text Message System (Trumpia) $25.00
- Webinar Platform (GoToWebinar) $99.00
- One Press Release per month (PRweb) $89.00
- eBook (KIndle) prep and publishing $97.00
- Various lead generation tools $78.00
- 175.00 mo Paypal Processing on $5000 mo retail
(2.5% + .30 transaction fees)
This totals $534.52 per month in marketing tools and services (OUCH!)
Wouldn’t it be nice to do all this and more… literally OUCH-FREE?
What if your marketing and lead generation costs went away? What if that monthly $534.52 just disappeared—Poof! What if you still had access to ALL the marketing tools and services you needed, but your costs were absolutely ZERO!
What if you needed even more tools or different tools, imagine if everything you needed cost ZERO. What if you woke up tomorrow and ZERO was REAL?
There is a cure for spending too much money on the tools and lead generation you need. But the first step is overcoming skepticism. Those old clichés like “if sounds it’s too good to be true there must be a catch” or “there’s no free lunch” or “you can’t have your cake and eat it too,” those are beliefs from pre-Internet days.
Many companies today have found unimaginable profits in a new way of doing business known as the “Freemium Model.” High quality tools and services are given away free and revenue is generated from creative ways (up-sales, advertisement etc).
Examples are right under our nose: Google, Facebook, Pinterest, Pandora, Dropbox, MailChimp etc. You likely use several of these services already, however, if you write checks to any of these companies, you are in a rare minority.
Here’s the secret: if you can learn WHICH tools are the best and HOW to set them up PLUS master the art of weaving smart strategies into this mix, you are on your way to great results, for absolutely zero.
Want proof? I was the Internet strategist behind the mega-million dollar marketing campaign for The Secret. Want to know the biggest secret? It was a zero-cost marketing campaign. This mega-million dollar campaign likely dwarfed every other marketing campaign you’ve ever heard of, and yet the marketing itself was done on a zero budget.
Ever had a “great idea?” For a new book, a new product, info-product, service or event? Sometimes we spend way too much time (and money) getting our marketing funnel all built, our tools & pages set-up and our product ready for delivery. By the time you are ready to “go-live” you’ve driven yourself half-broke and half crazy. Two to three months into the game, you roll your “great idea” out, only to discover YOU were the only one that thought this was a great idea in the first place. Been there?
The next time you have a “great idea” head over to LAUNCHROCK (www.launchrock.com) and set up a quick “Viral Launch Page.” This requires nothing more than a compelling HEADLINE, a snippet of TEXT describing your idea and a big IMAGE that places your visitors’ mind in the center of your “great idea.”
In 15 to 30 minutes, you’ll have a great, viral destination to send traffic to. Here’s the clincher… if your idea is good or your idea is bad, you’ll find out within a week to 30 days. Perhaps you’ll only need to tweak the idea, perhaps you’ll discover you’ve struck gold, or perhaps you had better stop wasting time and move on to another idea.
If you “great idea” resounds with others, Launchrock will help build an early group of evangelists for your future “go-live” or product launch. You should incentivize your sign-ups with early access to your product, service or idea. You might select a group of beta-testers from those that are referring the most friends. The bottom line is that when you later roll things out to the world, you’ll already have a group of fans and evangelists that will help you gain tractions on a larger scale from the beginning.
This strategy allows you to push out more ideas faster, at zero-cost, test the waters, build evangelists, find readers, find beta testers and tweak you idea… while saving time and money.
Will ZERO COST strategies and ZERO COST tools work for you? For your books? For your products or services? In your niche? With your skill-set? YES! This is a no-brainer, or should we say, “A ZERO-Brainer?”
Join me for this compelling webinar (pre-recorded so you can watch it right now). You’ll leave with a new found love for the magic of “zero-cost marketing.”