Category: Uncategorized

Stop Wasting Your Resources

Posted on by Stuart Sadler

Today you’re going to learn how to find a target market of potential customers so you aren’t wasting precious resources on blitz marketing. So, the two questions you have to ask yourself are:

  • What do people really want to buy from me?
  • What related products are they already buying?

Once you figure this out you will know who is more predisposed to purchase your products/services. Then, you find other businesses with the same customer base who you can customer share with. Come up with an incentive and great arrangement to encourage both of your customer bases to shop at both of your stores.

The basic concept is this:

You want to find existing businesses who have the customer profile that you are looking for to market your products/services to.

Then strike up a relationship with those business owners to work out an incentive for customers to purchase from both businesses.

As a result, you have an audience to market to and they generate an added value from their current base.

So, how do you figure this out? There is a great formula from Jay Abraham you can follow with great success.

LV = (P x F) x N – MC

Here’s what it all means:

  • LV is the life time value of a customer
  • P is the average profit margin from each sale
  • F is the number of times a customer buys each year
  • N is the number of years customers stay with you
  • MC is the marketing cost per customer (total costs/number of customers)

Once you know how much you need to spend to attract a new customer, you will know how much of an incentive you can offer to a business to help attract new customers.

So, here’s your step-by-step process:

  1. Find companies who already have the customer base you are looking for.
  2. Negotiate an incentive for them to share that customer base with you.
  3. Focus your marketing resources to this group of predisposed customers.

If you need help working through this process, check out our FREE test drive for the most comprehensive system of marketing tools and resources.

Educate Your Customers

Posted on by Stuart Sadler

Educate them about what, you may be thinking. Well, consider this, many businesses focus solely on attracting new customers, but you NEED to spend a good chunk of your time retaining current and former customers. These are people you already know to be a good sales potential…they’ve already bought from you!

Take the time to market and sell new products to your old customers and less time trying to sell old products to new customers and you will see a drastic change in your sales, customer quality and branding position.

Here are a couple of key elements to use to retain your current customers:

  1. Stay in contact: This means by phone, email, e-newsletter, in person-by pigeon if you have too!
  2. Post-Purchase Assurance: This means you need to follow up with customers. Your customers need to feel like they are being supported for their purchase and with the item they purchased. How many times have you purchased a product, then felt completely abandoned? Something as simple as a Thank You note with your contact or customer service information can go along way in retaining a great customer.
  3. Deals & Guarantees: Always offer your current customers the best deals and guarantees you have. Show them you appreciate their business or even come up with a club specifically to reward loyal customers. You can also do this with a preferred pricing option.
  4. Integrity: Using good business practices and simply upholding integrity, dignity and honesty go along way with customers. Let’s face it, there’s a lot of swindling and crap out there and the safer and more confident you make your customers feel, the more they will trust you and that makes for an amazingly supportive and loyal customer.

There are three cornerstone ideas to a successful business:

  • Quality product/service
  • Offering useful products/services that solve a problem for or enhance the life of a customer
  • Offer subjects your customers find interesting

Use this approach of educating your customers and offering them real information and insight and you will be rewarded with loyalty and success.

Stop wasting all your time on new prospects while your current customers fall by the wayside!

As Jay Abraham says, “Your best prospects are your existing customers. If you’ve been putting all your marketing efforts into acquiring new customers, stop and diverts some of your resources into reselling, upselling, cross-selling to those same customers. In every ways possible – through package inserts, regular mailings, special offers – stay in touch with those customers and get them used to buying from you.”

So, there it is! Remember, our FREE test drive can help you put together the resources and tools to do exactly that. We can help you educate your customers and you can watch the benefits pay offer many-fold.

What we can learn from Paris Hilton

What we can learn from Paris Hilton

Posted on by Stuart Sadler

Today we’ll talk about shameless self-promotion. That’s right, I said it! Shameless! After all, we are learning from Paris Hilton here.

It’s all about self-promotion! Self-promotion comes in many forms and you can use different tactics to get your name out there. Look at politicians! Talk about self-promotion and in some not so discreet ways, at that. But, seriously, consider some of the major superstars we all know. Madonna, Donald Trump, Howard Stern and Bill Clinton, just to name a few.

We all self promote. Did you raise your hand in class to show the teacher you knew the answer? Of course! That’s self-promotion. This is the kind of self-promotion we are talking about. With dignity, class and the knowledge to back it up. If you self-promote only to prove you don’t really know what you’re talking about, you’re going to lose business.

Natural self-promoters are the former and I want to tell you about the three major traits they have and use to build themselves and their businesses.

  1. The first is position. You need to position yourself around people who can make a difference in your life. You need to do this frequently. You need to wake up every morning and ask yourself “Who can I meet today who will make a difference in my success?” In fact, go a step further, write it in big, bold letters and tape it on your bathroom mirror.

Also consider:

Who can help me meet my goals?

Is it a prospective customer/client? A colleague with contacts? An association with key members who may become prospects?

Don’t settle into interacting with the people who are the easiest to access. You need to reach outside your comfort zone and there you will find a wealth of new connections that will bring you great success.

  1. Now, let’s talk about Style. No, this doesn’t mean you need an Armani suit to bring in more business (though, let’s be honest-it wouldn’t hurt) J What this really means is how are you different from your competitors and others in your industry. What makes you memorable with customers?

If you are meeting a lot of people and they don’t remember you once you leave the room, you have a serious problem! This means you have an opportunity to present yourself in a more memorable way.

There are lots of little subtle changes you can make. Reassess your:

  • Business cards
  • Company message
  • Your picture
  • Your wording

Maybe even, your hairstyle (of course, now we’re back to the expensive suit, but it really works!)

You get the idea. There are lots of little ways you can work on making your image and business more successful. Also, consider how you sound on the phone and how you greet people at meetings or other events. Think about your 30-sec elevator speech.

  1. The third trait of natural promoters is repetition. You can’t say it once and leave it at that. Successful self-promoters say it as many times as they need until they get a response. Would you remember a commercial for Coca-Cola if you only saw it once, no! You see it over and over and eventually you head out to the store.

You, also, have to make multiple impressions on those you are networking with in order to build brand awareness. Repetition is in direct connection with positioning. Once you find people to network with, reach out and find hundreds more who can help in your success as well.

Try our FREE test drive for the resources and tools you need to get the job done.

Harness The Power Of WOM

Posted on by Stuart Sadler

Today we’re going to talk about how to harness the power of word of mouth. Including the six-step process to success and the 30+ (that’s right, I said 30) ways to harness the power of WOM. So, let’s get started!

There are six steps to harnessing word of mouth:

  1. Understand your customers’ values and priorities; this will help you understand why they would buy your products.
  2. Understand the different adopter types: innovators, early adopters, middle majority, late adopters and laggards.
  3. Identify which decision stages are needed for your product to be adopted.
  4. Use the information from steps 2 & 3 to figure out which wording, and word of mouth tactics are going to work using the Decision Maker Matrix (we’ll talk about this in a minute).
  5. Put together the resources for the highest word of mouth impact.
  6. Create and implement your word of mouth campaign.

The Decision Maker Matrix is based off years of trial and error by George Silverman. It essentially charts to different concerns you may come across when working with different adopters and putting together a decision process for each one.

We are now going to move on to the 30+ ways to harness the power of WOM:

Use Experts

Experts can come in many forms and all their opinions should be taken into consideration when putting together a WOM campaign. Some experts from whom you could gather information include:

  • Customers
  • Suppliers
  • Subject Matter Experts
  • Salespeople
  • Experts’ roundtables
  • Experts’ selling groups

 

Seminars, Workshops & Speeches

These venues are a perfect opportunity to gather information. People who attend these types of events are used to giving feedback, so you can use a survey or other method to gather information you can look over later. Some events to use are:

  • Speakers program
  • Seminars
  • Webinars
  • Group selling
  • Dinner meetings
  • Peer selling groups
  • Video conference experts’ panels
  • Trade show events/opportunities

 

Referral Selling

As we’ve talked about before, a referral program can help with a variety of things in building your business. By using some of the following tactics and opportunities you can find out exactly what you need to do to generate positive word of mouth. These tactics and opportunities are:

  • Testimonials
  • Networking
  • Referral Selling Program

 

“New” Media

The concept of “new” media is the use of up-and-coming media sources and opportunities to get the word out about your products and services and listen for the feedback about them. Most social media options could be considered “newer” media:

  • Facebook, Facebook Groups, Facebook Messenger, and Facebook Live
  • TikTok
  • Instagram
  • YouTube
  • WhatsApp
  • A host of others

 

Using Traditional Media for Word of Mouth

Using traditional media is a great way to get feedback. These are still considered mainstream ways of interacting with the public and consumers. Some traditional media outlets are:

  • Customer service
  • PR
  • Placements
  • Events
  • Promotions
  • Word of mouth in ads, sales brochures, or direct mail
  • Salesperson programs, sales stars, or peer training,
  • Word-of-mouth incentive programs (“Tell-a-friend” programs)
  • Customer gifts they can share with their friends (articles, how-to manuals)

 

Internal Word of Mouth

  • Encourage employee word of mouth and sharing feedback with family, friends and others
  • Offer rewards or commission for word of mouth success

 

As you can see there are tons of ideas you can work with to increase your level of positive word of mouth marketing. If you need help with any of this, please try our FREE test drive to access our exclusive resources that can help you put this whole thing together.

Word Of Mouth Tactics – Part 1

Posted on by Stuart Sadler

Today we’ll start a new series talking all about Word of Mouth and how it can make or break your business in an extremely short amount of time. In this first lesson we’ll get a feel for what exactly word of mouth is.

Word of Mouth is easily the most powerful form of marketing and is absolutely free. People talk about ads they see, experiences they have, and the products they purchase. If you treat people right and spread the word about your new products/services in a positive way, you’ll attract the right customers and client who will sustain your business for a long time.

Now, as positive as word of mouth can be for your business, the other side of the coin is how negative it can be as well. Bad news seems invariably to travel faster than good news and if you have a less than high-quality product or weak customer service system, then your customers will tell everyone they know to not buy your products and services.

The age of technology has proved to be an amazing benefit in the world of word of mouth. With blogs, podcasts, online marketing, forums, social networking and all the other online mediums available, it is easier and easier for consumers to share their experiences. And remember this is all free advertising for you.

Let’s take a minute to talk about the importance of shortening the customer decision cycle to help customers/client choose more quickly and easily. There are three great ways to increase sales by shortening the decision cycle. They are:

  • Increase the overall dollar amount customers spend on each purchase
  • Increase your number of customers
  • Increase frequency of purchases

 

Let’s take a deeper look at decision speed. Offer simplicity, ease, and a fun purchasing atmosphere and you’ll help your customers make their decisions quicker and more confidently. When this happens, your customers will buy more frequently, spend more money than usual, refer friends and make the decision to purchase more quickly. This can raise your market share by over 100 times.

The time it takes your customer to decide and purchase far outweighs any other component of marketing. When you focus on customer decision speed it forces you to take a hard look at your company and brand image, positioning, value, customer service, guarantees and product quality.

The next area I want to talk about quickly is how to minimize the friction, or stress, involved with decision making. No matter how easily people find decision-making there is a certain amount of anxiety we all experience when making a purchase, especially from a new source or for a large amount of money. When you help to minimize this emotional response, you will soothe your customers’ anxiety and they will make their decision quicker and more confidently.

There are a few secrets to accelerate the customers decision making progress:

  • Your benefits, features, claims and promises must be obvious, clear, and concise.
  • The information you offer must be complete, easy to understand, credible, and balanced.
  • Use comparisons that show a marked difference.
  • Your guarantees must be rock solid and more than the customer expects.
  • Make trial periods easy.
  • You must have simple evaluations of your products or services.
  • Testimonials need to be relevant and positive.
  • Your support, delivery and other operational systems must be perfect.

Your website can be as good as you make it. You can offer more than information; you can offer an experience that guides your customers gently through the decision making process to make it easy for them to buy. Take it a step beyond by offering toll-free support numbers, software downloads to help with the process or other classy and informative ways to reassure your customers that you are there with them every step of the way and have nothing to hide.

This wraps up the first post in our series on word of mouth. If you need help identifying your target market and the issues they run into that lengthen their purchasing experience, try our FREE test drive and work with one of our coaches to come up with the best way to smooth out your purchasing experience.

Next time we’ll move forward with word of mouth and talk about the power of word of mouth and what exactly this powerful tool is and can be used for.

Multiply On Your Maximising Resources – Part 4

Posted on by Stuart Sadler

The last few posts have talked about how to multiply the resources that you’ve worked hard to maximize. So far we’ve covered:

  1. Call in the Troops
  2. Bring ‘Em Out of the Woodwork
  3. Black Sheep Clients
  4. Olympic-Size Sales Staff
  5. Open Water Fishing
  6. Call for Back-Up
  7. Go Big Online
  8. Bartering with the Best
  9. Give Away the Farm

Today we’ll finish up this series with the last three ways to multiply your maximized resources. We’ll cover:

  1. Finding Your Pot of Gold
  2. Stay at the Top of Your Game
  3. Wealth from the Inside Out

These areas are all key to keep up the momentum you’ve found in making what you have work harder for you.

Finding Your Pot of Gold

You must always have a goal you’re working toward in order to stay on course. Your goal needs to be something you can attain and utilize your full potential. Don’t be afraid to aim high, just make sure you are clear on what your goal is and exactly what you need to do to get there. You need to continue to hold yourself accountable to your goal and raise the bar as you accomplish the steps to your goal.

Stay at the Top of Your Game

Once you’ve mastered these areas, you need to make sure you are staying competitive and constantly coming up with new ways to use your new tools. Don’t rest on one success when there are more on the horizon. To continue to be successful your business must continue to learn and revolve.

Wealth from the Inside Out

Wealth and riches are defined within yourself, not by your profits or the world beyond. You can use all these strategies in both your business and life to find a greater level of success. When you naturally reflect who you are and what you mean, you will automatically attract the right people to you. This will happen in life and in business.

You are capable of reaching your goals as long as they are well-defined and a solid road is built to them.

Throughout the last seven lessons we’ve talked about how to take a hard look at the resources you currently have right in front of you and maximize them to get the most out of what you already have. Then turning around and multiplying those maximized resources to take them to the next level.

If you need help with any of these areas, steps or processes, try our FREE test drive to gain access to our resources, tools and business coaches-All there to help you succeed.

Multiply on your maximising resources – Part 3

Posted on by Stuart Sadler

Over the last few posts we talked about how to multiply the resources that you’ve
worked hard to maximize. So far we’ve covered:
1. Call in the Troops
2. Bring ‘Em Out of the Woodwork
3. Black Sheep Clients
4. Olympic-Size Sales Staff
5. Open Water Fishing
6. Call for Back-Up
Today we’ll cover the next three:
7. Go Big Online
8. Bartering with the Best
9. Give Away the Farm
Go Big Online
There are businesses who solely operate online; there are those with only physical
addresses and there are those who do both. Those who do both are by far more
successful than the previous two. When you take the time to establish an online
presence you open up your business to the entire world, through a few clicks of the
mouse.
To successfully sell products online, you need to:
1. Offer high-quality products/services that people want.
2. Build an attractive, effective website that’s user-friendly.
3. Generate high-quality traffic at a low cost.
With all of these things in place you can find success with you online exposure.
Bartering with the Best
If you’ve ever gone to a yard sale and paid the sticker price, then you need to up your
bartering game. Everything is negotiable and you need to take the time to barter with
your suppliers. Companies are always open to bartering and when all is said and done
you could find yourself saving significantly on the things your business needs to operate
smoothly.
Give Away the Farm
Ok, not literally, but you have to be willing to stay in contact with prospective clients
and offer them products and services they are going to need. You don’t know what they
need until you offer them everything you’ve got, then work with them to put together
the perfect package the fit their needs.
When you take the time to put yourself at the front of their minds, they are more likely
to work with you going forward. You can do this by offering free newsletters, a free
consulting session or other valuable tool.
This wraps up these three areas of multiplying the resources you’ve maximized. If you’re
not sure where to start or are feeling a bit overwhelmed, try our FREE test drive to work
with one of our amazing business coaches who can help you navigate these peaceful
waters.
Next time we’ll finish up this series with the last three ways to multiply your maximized
resources. We’ll cover:
10. Finding Your Pot of Gold
11. Stay at the Top of Your Game
12. Wealth from the Inside Out

Multiply on your maximising resources – Part 2

Posted on by Stuart Sadler

Last time we talked about how to start multiplying on the resources you worked on
maximizing. We covered the following areas:
1. Call in the Troops
2. Bring ‘Em Out of the Woodwork
3. Black Sheep Clients
Today we’ll talk about the next three:
4. Olympic-Size Sales Staff
5. Open Water Fishing
6. Call for Back-Up
Olympic-Size Sales Staff
Now we all know you can’t have a sales staff of 10,000 who work around the clock for
free, but there is a tool that will do exactly that-direct mail marketing.
Direct mail is a written piece of sales and informative copy that offers information about
your company and your products/services to potential customers/clients. You have sales
letters, brochures or proposals that can be mailed out to a list of leads.
This approach can not only open your door to thousands of new customers/clients, it
can save you thousands of dollars in advertising.
Open Water Fishing
You have to be careful not to waste your time on clients who are simply not interested.
You must focus on bigger fish. Remember, the previous lessons talked about how you
should always be targeting higher-quality prospects.
To do this you have to take the time to research and learn about your potential clients
to make sure you are targeting the right companies to work with. Make sure they are
companies who will benefit from your products/services over a long period of time.
If you’re not sure where to start in finding big fish clients, go back over our previous
lessons or look into purchasing a direct mailing list that specifically targets the clients
you need. You can purchase or rent lists with name, title, job specs and contact
information. This gives you a jumping off point in finding high-quality clients.
Call for Back-Up
Don’t be afraid of telemarketing. It’s a powerful tool than can be done tastefully and be
highly effective. However, keep in mind, when not handled correctly can bring about
negative reactions. To be successful with telemarketing you need to use these tips:
1. Your first line of defense should be mail marketing.
2. Test before you start a telemarketing campaign.
3. Set the price for your offer.
4. Use a progressive approach with your campaign.
Progressive contact helps build trust and allow the potential customer/client to
establish a positive relationship with you. These are the progressive steps you should
take:
1. Put your prospect at ease.
2. Present your offer in a natural, conversational way.
3. Avoid being argumentative or pushy.
4. Always be honest.
5. Perfect your 30-second elevator speech.
6. Clearly state your name, business name, reason you’re calling and where you got
their information.
7. Offer the benefits of your products and services.
8. Mention one of the features that back up the benefits.
9. Ask preliminary questions that gives you information about the prospect.
These step-by-step methods can help you be successful with a telemarketing campaign
and avoid a negative response which could stigmatize your business forever.
This wraps up these three areas of multiplying your resources. We’ll continue with this
series for the next two posts to give you all the resources you need to get the most out
of your current resources.
If you need help working through any of these processes or areas, try our FREE test
drive to get access to our wealth of resources and tools

Multiply on your maximising resources – Part 1

Posted on by Stuart Sadler

The next series of posts will cover how to take maximizing resources and multiply them
for even bigger results.
In this first of the four part series we’ll cover:
1. Call in the Troops
2. Bring ‘Em Out of the Woodwork
3. Black Sheep Clients
Call in the Troops
Finding and securing new clients can be exhausting and expensive. Instead work with
other companies to help you find new clients. Find solid companies with secure, positive
relationships with their customers/clients. Also, ensure that their products/services are
not directly competitive with yours.
Contact prospective partner companies and talk with them about helping promote your
products/services to their clients. Always offer them a commission on the sales that
come from their client lists.
Make sure to include these key points in your proposal:
• Ensure that your products/services don’t compete with theirs.
• The partnership will not take away from their current or future sales.
• The partnership will increase their profits.
• They won’t have to do nor spend anything on the partnership.
• You will produce all needed marketing materials.
• You will offer an unconditional guarantee on all products/services.
Bring ‘Em Out of the Woodwork
If you take the time to put together a solid referral system you’ll draw new
customers/clients out of the woodwork through everyone you already know. You can
start doing this through first showing all your current clients how much you care about
them.
Then show them how your products/services can significantly improve their lives or
businesses. If you can do this consistently, they will naturally and comfortably bring new
clients right to you.
Black Sheep Clients
One of the best ways to rejuvenate business is to find your stray clients and offer them
something amazing. First you need to understand why they strayed and are no longer
purchasing from you. There are generally three reasons why customers/clients leave.
They are:
1. Unrelated causes that have nothing to do with you
2. A problem with their last purchase
3. No longer benefit from your products/services
The best way to bring these clients back is to simply contact them. If you don’t make the
first move, they’ll never come back. You make an appointment to visit them or call them
if it’s not possible to meet in person.
Talk openly with your stray clients. Let them know you noticed they were no longer
working with you and that you’d like to talk with them about their experiences with you
and how you can improve things to work together again. Take the time to make them
feel special and work hard to make sure their experiences with you going forward are
the best ever.
This wraps up the first three areas on how to multiply your maximized resources. If you
need help working on any of these ideas or processes, try our FREE test drive to work
with an experienced business coach.
Next time we’ll talk about the next three areas of multiplying your resources. They
include: Olympic-Size Sales Staff, Open Sea Fishing and Call for Back-Up

Maximise your resources – Part 3

Posted on by Stuart Sadler

In the last post we talked about three more ways you can work on maximizing your
current resources. They included:
• Reveal your business’s soul
• From breaking even to breaking the bank
• Stand up and stand out
Today we’ll talk about the last three areas you can work on to maximize your current
resources. They are:
• An offer they can’t refuse.
• Would you like fries with that?
• Stay away from the edge of the cliff.
An Offer They Can’t Refuse
The secret to success is to stay ahead of your competitors by maintaining the
competitive edge. To do that, you need to make it easier for your customers/clients to
say “yes” rather than “no”. You do this by eliminating all the psychological, financial,
physical, emotional and other roadblocks they may have.
You can take the risks for them by offering warranties and guarantees that make the
customer feel more confident in you, your business and your products/services. You
also must be serious about your offer and follow through if a situation does arise. The
quickest way to the bottom is to play games or take back a warranty or guarantee.
Would You Like Fries With That?
It’s the oldest trick in the book. I mean, really, how many times a week do you fall for it?
Every time you sell a product or service, you need to offer an add-on, upgrade or back end product to go with it. These products must be complementary to the original
product being purchased and must create a higher perceived value.
Avoid the Edge of the Cliff
Continuing to test and measure your systems, products, marketing methods and all
other aspects of your business allow you to see problems before they happen and
therefore avoid falling off the edge of the cliff.
Here are a few specific areas you can test for potential improvements:
• Marketing
• Sales Copy
• Customer Service
• Sales Letters
• Sales Presentations
• Employee-Customer Interaction
Through testing these different areas, you will find products/services where you can
raise the price, maybe others where you can lower the price or offer that product as an
incentive item and find many other areas for improvement that will better utilize your
current resources.
This wraps up our series on how to maximize on your current resources. If you need
help working through any of these or the previous areas, try our FREE test drive to work
with one of our amazing business coaches