Archive for 2009

Happy New Year!

By: Mara Glazer on: December 31st, 2009 4 Comments

new yearsWishing you and your family a HAPPY, HEALTHY, and PROSPEROUS 2010.

See you next year!

Dan Kennedy, Bill Glazer, and the GKIC Staff

Five Key Strategies for Lasting Small Business Marketing Success Online

By: Brian Horn on: December 30th, 2009 4 Comments

Every small business owner wants their web site to be wildly successful. If your small business has a web site, you know that you can ramp up traffic to your site with pay-per-click ads or by improving your search engine positioning, but then what?

Getting prospects to your site is only the first step in web marketing.

What happens next?

If you answered, “Getting site visitors to buy”, you’re both right and wrong.

Most small business owners are so focused on trying to ‘get the sale’ that they forget to include the key elements in their site that motivate prospects to buy. Without these, you could be attracting a flood of traffic without seeing the results in actual sales.

Are you making this mistake?

Try out this small business marketing strategy…

Learn How to Drive Your Business

By: Robert Skrob on: December 29th, 2009 7 Comments

Anyone can create a business, but few create businesses which generate millions of dollars. I’m not talking about a business that generates $1 million in annual revenue; I’m talking about creating a business that generates $1 million—cash—to you, each year.

It takes four things to build a business to provide you with $1 million a year in spendable, personal income. It just so happens, it also takes four things to drive a car. It will help me teach you by explaining these four things in the context of driving a car.


The speed in your business is determined by the number of new customers you are adding every day, every week, every month, and every year. Your new customer acquisition is the “gas pedal” that determines the speed with which your business accelerates its growth. How adept you are at putting new customers into your business will determine your growth rate. Similar to driving a car: the accelerator pedal determines how fast your car goes. While there are a lot of other factors determining whether or not you get to your destination, the gas pedal provides the speed for getting there. You must have a system for identifying potential clients and converting them into customers. Otherwise, it’s like going down the highway at 10 mph. You’re going to get there, but not very quickly. If you invest in building a customer acquisition system for your business, you will have the opportunity to quickly build a million-dollar business.

Why are These Companies Excellent?

By: Dan Kennedy on: December 28th, 2009 5 Comments

I want to talk just a little about the few truly excellent American companies I carefully observe and respect and why they’re so successful.

First, let’s talk a little about the lack of excellence and one great place to find that is the hospitality industry.

The hotel and motel industry is, in my opinion, the most screwed up, poorly managed, insensitive, uncaring industry there is. I travel a lot and my company’s booked meeting rooms and convention space in hotels all across the country. Almost all of them rate between poor and awful and in terms of valuing the customer…most have no understanding of this idea whatsoever.

The exceptions are so notable that I can actually remember the details. Most of the hotel executives and employees dealing with meetings and conventions make the mistake of thinking business is based on the facilities, the brass railings, the marble in the bathrooms, the rates, the financial statements, they forget that their business is customers and customer service.

Google’s Change That Will Rock Your World in 2010

By: Brian Horn on: December 23rd, 2009 7 Comments

Earlier this month, Google launched personalized results by default for all users. This basically means that Google can deliver unique results to each user based on the sites they have previously visited.

Until now, search engines have basically delivered the same results to everybody. Two different people could search for “Dan Kennedy” and get back the same set of results.

The days of “normal” search results that everyone sees are now over. Personalized results are the “new normal,” and the change is going to shift the search world and society in general in unpredictable ways.

This is the biggest change that has ever happened in search engines, and there was barely any talk about it. If you are lucky enough to live outside of my world of SEO geeks and tech fanatics, you probably didn’t even know it happened

What Is The True Value Of Your Business?

By: Dan Kennedy on: December 22nd, 2009 1 Comment

Consider not only your immediate short term needs but also your long term hopes and in that process very carefully consider the value of the customer or the client. Every business, every product line, every service organization even if it is distanced from the ultimate consumer by a distribution chain you’re still dependent on an actual consumer for its lasting success.

The greatest asset a business can ever possess is a known list of satisfied, loyal customers.

Let me give you a simple example in small business.

When I first moved to Phoenix I was investigating various businesses that I might acquire. One that attracted my attention was a bookstore located on a main street in the center of downtown Phoenix.

My observations revealed that the store’s inventory mix was poorly selected for its primary clientele, which is business people and office workers. Considerable floor space in the store was being wasted and the store did have excellent traffic during the day.

The asking price for the store was a little high as asking prices usually are but it looked to me like the numbers could be made to work.

But then I asked the problem question,

“How many people with their home addresses are on your mailing list?”

Most Small Business Marketers Play Blind Archery

By: Dan Kennedy on: December 21st, 2009 1 Comment

For more years than I care to count I’ve been figuring out small business marketing strategies for an incredibly diverse list of businesses, products and services and I’ve had a lot more victories than I have had defeats.

From all of this experience I’ve learned and developed both some fundamental concepts and specific techniques that are transferable from one small business to another to successfully market just about any product, service or company.

Whenever we talk about effective small business marketing we have to also talk about goals.

Most small business marketers like most people foolishly play blind archery. Archery is tough enough. Why make it more difficult?

The first step in the marketing process is to clarify what you want to accomplish. Many businesses ultimately fail because their marketing objectives are too shallow.

In other words, if you’re only objective is a certain level of sales volume and income your building your business on shifting sand rather than a solid foundation.

Jim Rohn: The Sinatra of His Business

By: Dan Kennedy on: December 17th, 2009 30 Comments

jim rohnIt’s an unfortunate subject for the holidays, death. Jim Rohn very recently passed away, at, I believe, age 78 or so.

I knew Jim very well as a student of his written and recorded works, and reasonably well, personally. We appeared on a number of events together, including a multi-city tour in Canada; some of the SUCCESS events; and twice, at my SuperConferences. On the trek through Canada, we spent quite a few hours talking, largely about a shared favorite topic: philosophy. We corresponded from time to time.

In his career, Jim went from being a MLM-industry flak, a speaker promoting one such company after another – a characterization he would not find flattering, to a venerated elder statesman of the personal development field. Of the Earl Nightingale school, he was a compiler of material, author, philosopher, and speaker. As a speaker on personal development, he was the Sinatra. I’ve not seen anybody with better stuff who could put it across better, as smooth, as relaxed, as seemingly personal – regardless of audience size, each person felt Jim was talking only to them. And like Sinatra, long after this year’s departure, he will be remembered, shown on film, talked about, his books and CD’s popular. Not long enough by as many, and not as long as Sinatra, I suppose. But for quite some time. Unlike a great many speakers, Jim was sincere and authentic; he knew he spoke truth. There is no gimmickry to his material, nor were there gimmicks to his presenting. No proprietary, made-up language or psycho-babble, no way-out-there concepts, no Power Points or props or firewalks or costumes. He just went out there, for years with only a chalkboard, later, grudgingly, a whiteboard, and talked. And could for hours or days. Plain-spoken. A little Will Rogers-y.  Every time I saw him, I thought of Sinatra’s own disdainful statement: “Anybody who needs more than a microphone and a spotlight is a punk.”  Although he could do so persuasively, he grew less and less willing to sell his own products from the platform in later years, and he was one of only two speakers I’ve ever seen who connected with audiences well enough that significant buying occurred even when neither he or a surrogate “did a pitch”.  He was a consummate professional: honest, reliable, respectful of audience and client/host and peers. He worked entirely “clean” 100% of the time. And he did affect people deeply, and motivate a goodly number to making significant and sometimes dramatic changes in their lives, in which he genuinely took great pride.

Factors to Consider When Choosing a Domain Name for Your Small Business

By: Brian Horn on: December 16th, 2009 6 Comments

Phone numbers used to be the thing. Business owners wanted phone numbers that were easy to remember – numbers stuck in a person’s head.

What was the number for that pizza place? Oh yeah, 555-1234.

Website domains have become the new phone number. And you’re not limited to the numbers one through nine. With domain names, you have the ability to extend your brand and make it so much easier for potential customers to find, remember, and come to your business.

As simple as it seems to pick a domain name – there are still a few important factors that you need to consider. Domain names are an extension of your brand, your business, you.

They’re also important tools that you can use to attract potential customers to your services.

Exploding the Response of Your Direct Mail

By: Bill Glazer on: December 15th, 2009 9 Comments

This is the transcript from an interview Bill Glazer did with Keith & Travis Lee:

What we are going to be talking about today is a particular type of strategy, although it’s very, very far reaching, which is involved with the use of my favorite media that there  is by far and away is direct mail. That’s really where I originally cut my teeth in marketing, and its one that I prefer to do over any other one. And, this is the use of something that we have recently called 3-D mail, although there are some other names for it which are similar to it and we will get into it.

And, I am joined today by the current Glazer-Kennedy 3-D mail aficionados, the famous father and son team, Keith and Travis Lee. How are you guys doing?

Keith Lee: Just great, Bill.

Travis Lee: Doing good Bill, thanks.

Bill: So, we want to talk about 3-D mail and you guys have sort of taken on that mantra of being the experts of that. And, also in those interesting being the suppliers of 3-D mail objects which we will let people know later, if they want to, how they can learn more information about that. I don’t know which one of you want to jump in first, but let’s talk about making sure that people know what we are talking about, so what is 3-D mail?

Travis: 3-D really says it all when you are talking about 3-D mail. It has length, it has width, and it has depth. It is bulky mail stuff that comes in your mail and it doesn’t look like anything else in the mail that you are getting that day. Many other people have called it lumpy mail, or dimensional mail. They all pretty much mean the same thing. And in a lot of cases it’s not even just an envelope that can be lumpy. You know you put a lot of things in an envelope that can give it some shape and some form. But, it can also be like a trashcan, or a treasure chest, or a message in a bottle. Any number of different things that are going to cut the clutter in your direct mail and set you apart from everything else your prospects or clients are getting these days.

Bill: We are going to be talking later on in this call about why it’s so important to be thinking about 3-D mail. I’ve used it and continue to use it often in my marketing. Certainly in my former business as a menswear retailer I used it often, and I still us it now to market Glazer-Kennedy. And, we will be talking about why that’s a smart thing to do, but you guys formed this company. Keith, I am going to let you answer this question. You guys formed this company which is called the 3-D Mail, and so why did you decide to start this whole business to provide people with what they need in order to incorporate 3-D mail?