Archive for the ‘Entrepreneurship’ Category


The Five Most Reliable Sales Strategies I know

By: Dan Kennedy on: September 13th, 2014 9 Comments

Selling is largely a science, meaning that doing precisely the same presentation x-number of times will predictably produce y-number of results.  There are proven, fundamental formulas for selling.  When you go into a “persuasion situation” of ANY kind, it is just plain dumb to “wing it”.  If you haven’t made a study of selling strategies and sales formulas, you should.  Here are five of the most reliable sales strategies I know:

1. BIG Guarantee - Nearly 30 years ago, I create the “free eyeglasses replacement” guarantee fora  small chain of stores, producing their most successful advertising campaign in their history.  The strategy was quickly picked up by Pearl.  You should never underestimate the power of a guarantee.

Tom Monaghan built his fortune and company on his USP “…in 30 minutes or less.”  I recently saw a billboard that advertised “Divorces in 30 Days or Less”

Lee Iaccoca introduced the 7 year/70,000 Mile Warranty to a shocked auto industry and successfully persuaded a turned-off public to reconsider and start buying Chrysler products when he said: “If you want to know who builds them better, take a look at who guarantees them longer.”  More recently Hyundai reintroduced themselves to the American quality-conscious public with their 10 year/100,000 Mile Warranty.

2. Something For Nothing – I’ll bet some of the richest women in the world go to the cosmetics counter to get the free this or that with their cosmetic purchase.  I once saw a commercial for a $50,000 car (expensive at the time) with which you got a free Coach leather “carriage bag”.

Rich, Harvard grads buy lottery tickets too.  Japanese millionaires choose which Vegas casino they’ll lose a ton of money in based on the freebies they get. NO ONE is immune to the lure of “something for nothing.”  In a No B.S. Marketing Letter, I reported on a consumer survey re. advertising where a whopping 73% of the consumers said “freebies” pique their interest in trying a new or different product, more so than anything else!

3. Apples To Oranges Comparisons - The last thing you want is a straight forward apples-to-apples comparison; you want to create your own “unfair advantage”. Egs…

    • Cost of a software package vs. x-hours’ of an accountant’s or lawyer’s time.
    • Cost of a physical or digital course vs. cost of a live seminar, plus travel to get there, plus hotel, plus food, plus time away from the business, family etc…
    • Cost of a monthly nutrition program vs. cost of a Starbucks coffee and doughnut each day.

4. Membership/Belonging – A significant percentage of people are “belongers” – they value membership and association, so the smart marketer finds a way to offer that benefit to that segment of their clientele.

Very few people go to Starbucks simply because of the coffee.  Some go because it’s convenience or it’s consistency, but the vast majority also go because of the positive associations Starbucks has created in their mind.  The best selling Coach and Louis Vuitton are the ones with their trademarked “C” or “LV” prominently displayed on the outside.  All three of these companies understand peoples need to “belong.”

The “inner circle” or “membership” is also an effective way to package goods or services together and sell a combination of services that would otherwise be difficult to sell separately.  You also automatically set up future renewable income.

Finally, it is a way to bond (bind) customers to you for prescribed periods of time and communicate with them in a more effective way.

5. Takeaway Selling - We are perverse; we want most what we cannot have and are often least appreciative of or interested in that which is easily accessible.  You see this working in many different ways.  In my business of speaking and consulting it is axiomatic that you must live at least 300 miles away to be considered an expert…speakers who move to a city hoping to capture convention business are usually disappointed, because nobody wants to hire “the local guy”.  There is the old Groucho Marx line, “I refuse to belong to any club that would have me as a member.”  And mine: nobody lines up to seek advice from the wise man at the bottom of the mountain.

I have significantly increased demand for my services, my fees, my income, and recognition of my expertise in the past five years, since getting VERY serious about “takeaway selling.”

It is my belief that “takeaway selling” should be in most sales pitches.

Even more powerful than these five strategies is…STRUCTURE.

Structure is very important in sales and copywriting.  People need to be sold in an orderly, organized, momentum-building manner.  There are certain “structures” that are very reliable, so why invent from scratch?

I strongly suggest using one or a combination of the formulas below EVERY time you create a sales presentation or advertising piece.

  1. Problem – Agitate – Solve
  2. Attention – Interest – Desire – Action
  3. “I predict…”
  4. Shocking Facts
  5. Guarantee First

In my course “Sales and Persuasion” I reveal how to use the most effective formulas in know in your sales presentations and marketing pieces.  This weekend GKIC is offering this course with a very significant one-time bonus that EVERYONE who relies on sales to get the money and life they want should click here now.

They are only giving you this bonus until midnight Monday so don’t tarry or you’ll miss out.

One of the biggest money-making super-powers

By: Dan Kennedy on: August 24th, 2014 1 Comment

Dan Kennedy here.

I wanted to let you know that I just did a special call with Dave Dee about something vitally important…

You see ever since I spent the other day with you, the questions I’ve been receiving have made it abundantly clear to me that there is a critical piece of information missing.

It concerns one of the biggest money-making super-powers you’ll ever learn. Because once you “get it,” you’ll make a major shift in your thinking—and your income. Life and business will be different for you. Easier. More rewarding. More effective. More time-efficient. More lucrative. Better.

So I recorded this call so you’ll have the missing piece that will help you close more sales, get more visitors to sign up, download, watch, and buy.

Click here to listen to it now.

NOTE: Dave will be telling you about a special bonus worth $497 that is only available today as part of the Make Them Buy Now System & Toolkit at the end of this call. Which by the way, if you haven’t invested in yet, you should do so immediately here.

HOWEVER, this call is not a sales pitch. It’s about helping you to make a major shift in your thinking that will forever impact your business, your income, and ultimately your life. If in the next month, next year, or ten years from now you want your income to go up, then you need to understand this piece of the puzzle.

Listen here now before another year slips by with no change in your income.

The Best Business Advice From Our Marketer Of The Year Finalists And Winners…

By: Dave Dee on: July 12th, 2014 1 Comment

Each year we hold a special competition that represents some of the best examples of how our members our using GKIC-style marketing to get results.

In case you aren’t familiar with our Marketer of the Year competition, the award celebrates the marketing achievements of small business owners and entrepreneurs who have used GKIC-style marketing to grow their business and achieve extraordinary financial increases in their bottom line.

The winner receives thousands of dollars in cash prizes plus an all-expenses paid weekend where they get specific advice about their business from Dan Kennedy himself.

It’s always exciting to see all the different ways GKIC marketing is applied in these competitions. From professional services like doctors and dentists to brick and mortar businesses to coaches and consultants to info-marketers.

But, although the types of businesses vary, there are some universal principles that seem to crop up year after year.

Here’s some advice from past Marketer of the Year (MOY) finalists and winners:

Start with a plan. MOY Finalist Mark Mehling says he used to be a “hunter” with no plan. He says he spent most of his time doing “random acts of marketing” which caused him to waste a lot of energy and money trying to figure out what to do and how to market.

Not only was Mark able to double what he was charging clients and increase his income significantly, but he was able to trade in time-consuming “nickel and diming” problem clients for high-end, affluent prospects who understood what Mark was doing and wanted to be a part of it.

He says when he first started with GKIC, it took him some time to “get it.” But when the light bulb really went on was when he went to Fast Implementation Boot Camp.  Mark says Boot Camp gives you a plan that makes it easy to implement without having to figure that plan out for yourself.

Focus on a niche. MOY Finalist Dr. Donna Galante’s orthodontic practice was in big trouble when after steady growth from 1997 to 2007, her business suddenly tanked, losing 30% of her revenue in 12 months’ time.

She began thinking about how she could niche her practice and zeroed in on Invisalign, a proprietary orthodontic treatment which uses clear, removable teeth aligners as an alternative to traditional braces. She began implementing GKIC-style marketing like crazy and went from being one of the lowest Invisalign producers to one of the top 1% producers nationwide in 18 months.

She says that her most successful marketing strategy has been to completely revamp her customers’ experience with things such as a customized newsletter and writing a book that she distributes in offices and places visited frequently by mom’s and people who would want straight teeth.

Pick one good idea and just do it. MOY Winner Rick Schaeffer started a new medical practice and was able to grow it from zero to $1.1 million dollars per month in only 11 months’ time. He says the key to his success was massive action and commitment.

His best advice?  He says, “Pick one good idea, just one, and implement it right now. Then commit to it and keep doing it and don’t ever stop. Once you have one marketing strategy implemented, choose another and commit fully to it.

Don’t reinvent the wheel: Swipe & Deploy. MOY Winner Walter Bergeron showcased results of $1,120,197 in additional lifetime client sales within just 90 days of implementing GKIC-style marketing.

Walter attributes his success to a leap of faith he took in that what he was being taught by GKIC actually works. He says once he simply followed the instructions and swiped and deployed the marketing ideas provided by GKIC he transformed his business and experienced life-changing results very quickly.

Of course every year the biggest theme of all is Implement, Implement, Implement.

If you’d like to experience bigger success FASTER, then take the advice from our MOY winners and finalists and maybe next year I’ll see YOU in the winner’s circle.

**What’s Hot at GKIC This Week Through July 14, 2014** No matter where you want to go you need to start somewhere.  All of the people above started out here, getting our $633.91 of FREE money-making marketing information.  Click here now to see if it’s right for you.

 

Dan Kennedy on the 4th of July

By: Dan Kennedy on: July 4th, 2014 22 Comments

I have a few thoughts, germane to what we are supposed to be celebrating on July 4th.

Judge Napolitano: “The reverence we once held for privacy – and private rights with it – is virtually gone.”

This is the sea change in America that will, at some point, be most regretted. We once closed our drapes. On Memorial Day, some nitwit actress, famous but not known to me, tweeted that, at 10 A.M., she had already peed in two different Starbucks’ bathrooms. Apparently quite an accomplishment for the young lady. And this was reported by TV news media. Generations younger than mine, plus people of my age who should have better sense, are trading privacy for living their own little reality TV shows, plastering everything all over social media, tweeting about their eating and peeing and screwing. Police security cameras in the streets are welcomed. The ownership of unmanned drones by local police departments has not sparked outcry. The daily demonstrations that information transmitted online is easily hacked and stolen – whether our most important military secrets or Bobby’s online banking – is not discouraging people, companies or the government from this foolishness. The IRS used as a political intimidation and hit squad against conservative groups, their organizers, and their donors would have led to immediate resignations and firings, a special prosecutor, a presidential impeachment a decade ago; now it gets a shrug. Large numbers of college students actually signed a giant thank-you card for the IRS, thanking them for cracking down on the Tea Party. They do not know the chief lesson of history: anytime you let Them come for others, it is only a matter of time before They come for you.  Back to social media: the collective narcissism of this knows no bounds. It is possible only because shame is a thing of the past. But worse, because, as the good judge said, our reverence for privacy is lost.

It is a denigration of what it means to have friends and to be a friend. It is an illusion. And it is a giant time suck. It is even, actually dangerous: burglars, kidnappers, child predators, identity thieves, etc. love social media. It is one thing to do some of this in a calculated and controlled way, to a target audience, for profit, or if a mainstream celebrity paid for your celebrity, by necessity. It is another thing altogether for an entire society, an entire population to trade privacy for fake fame, for a delusion of self-importance. Respect and prominence by achievement is, for many, an unknown path. Instead, they know both casual and extreme self-promotion despite having no accomplishment and no worthy activity to promote. Peeing in two different restrooms before noon should suffice.

All sacrifice of the individual is inter-woven. The home as castle. What is earned, saved, accumulated, wisely stewarded yours, and yours to do with as you see fit. Your business run by your rules.  Your health a matter only for you and your chosen doctor. Decisions about parenting, yours. Every one of these fundamental rights is now being challenged, assaulted, criticized, ridiculed, ripped asunder and worst of all, voluntarily, even eagerly abdicated. Obama has said that individual rights “must be balanced with the collective needs of society” – a kissing cousin to the statement “from each man, according to his ability, to each man, according to his need.” In a poll, college students attributed that to Thomas Jefferson. It belongs to Karl Marx.  No, Mr. President, the American idea has always been that individual rights are sacrosanct.  Make no mistake: he has enunciated, with carefully chosen words, a position he believes and that a growing number are willing to accept. The hairs on the back of their neck do not rise the instant they hear such a thing said.  He isn’t alone. His re-making of what it means to be an American is a chorus, not a solo performance. And ignorant, foolish, lazy masses are applauding.

Home as castle. Contrast this with warrant-less, no-knock searches, warrant-less wire taps, expansion of eminent domain confiscations, unmanned drone surveillance. Your business run by your rules. Bloomberg telling you the maximum number of ounces of Coca-Cola you may sell in one cup – although not capping the maximum size of a beer or milkshake. Obamacare dictating what employee perks you must provide. Your health – Obamacare inserts federal boards and panels, even the IRS. Parenting: at a major city’s public school system, e-mail accounts were established for students as young as 8, with no parental notification, and when a parent strenuously objected, he was told he has no say in the matter. Morning-after abortion pill sold over the counter, no prescription, no parental rights.  Hillary’s “it takes a village” morphed into “the village NOT the parent”, a Communist and Fascist approach. On MSNBC, the socialist network, Mellissa Harris-Perry, their Saturday propagandist, stated that it was time we force parents to give up the out-dated notion that ‘Father knows best’ or that they own their children, and recognize that other wiser, more educated, more qualified people, as a collective group, need to control the development of America’s children. They are not yours. They are America’s. They belong to the collective.  She said it. The backlash was infinitesimal.

The war against the individual and individual rights is well underway.

You cannot pick and choose these things as if on a cafeteria line. You can’t be for heavy-handed gun control or smoking bans and against monitoring of your e-mails or Obamacare-dictated employee perks.  You are either for or against the individual. You are either for or against collectivism. If you stop drawing your drapes, you’ll soon have no door, then, soon, no walls to call your own. Each and every thing, whether you are personally, presently affected by it or not, must be viewed through the prism of: does this strengthen or weaken the individual, the concept of the individual, the rights of the individual?

We only have a Republic if we will keep it, and we are letting it be taken away at an accelerated pace.

So let’s get personal. You can at least make a decision to, yourself, be independent, self-sustaining, to be a guardian of yours and your family’s privacy to the greatest extent possible, to hold at-home classes and make your young ‘uns learn the differences between evil collectivism and the true American Way. Make them read and discuss Animal Farm. Atlas Shrugged.  You can resist a lot of the intrusiveness and surrendering of privacy. I am not even connected to the internet, thus no online banking, no social media, no distractions from productive work. If I had kids, they would have severely restricted and closely supervised computer use and internet access and they damn sure would not have I-pads or cell-phones: 2-way portals to sewage and hazard.

And you can busy yourself getting so rich you can make a lot of your own rules. It is damnably hard to defend yourself against the collectivism assault if you are poor or just barely making it. That is somewhat like my experiences with severe winter when young; my cars had bald tires, I lacked good winter clothing – one winter, my father and I shared one coat, I was ill-equipped to exercise any control. I don’t mind those same winters now at all. I have a lot of money. I have a proper 4-wheel drive, heavy, able vehicle with the right tires, good and even high-tech apparel and gloves, and if I choose not to leave my house for days on end, I have no need; I can make whatever of the world I need journey to me. You can buy some privacy. You can buy better security for your homes, property, family.  You can buy quite a bit of autonomy. You can buy better quality advice and assistance, deal with a private banker instead of clerks, a top-notch CPA instead of an ordinary accountant, a top-flight personal, concierge car mechanic instead of the dolts at the Goodyear store, a real clothier. You can travel by private jet and avoid the crowds sick with colds and flu, the maddening lines, the TSA groping, the delays, the lies, the wasted time. You can live where you choose. These are all things you can buy with sufficient money. You can also buy better, less toxic food. You can have special access to top-notch health care, as a donor to the right hospital. You can buy influence.

On Father’s Day, Carla gave me a card made to look like a little plaque, gold letters engraved on a black background, that reads: Awarded For Excellence In Avoiding Home Improvement Projects. I don’t even change light bulbs. I have a guy for that.

It is arguable that you should not be able to buy so much of this, when others are deprived of it simply because they lack money. How unfair! But even the luxury of such thinking is best bought. That’s why there are a lot of super-rich liberals; they got that way after “getting theirs”. They can now afford the luxury of liberalism, and can even dare advocate re-distribution and egalitarianism and even collectivism, knowing they are beyond its reach. This was Carnegie late in life; it is Gates and Buffet now. I have sometimes been labeled as ‘The Professor of Harsh Reality.’ This is harsh reality: living with autonomy, independence and imperfect but the best possible security is bought and paid for with money. It is unavailable otherwise.

Money changes much. My friend Joan Rivers extolled the wonderfulness of living in Manhattan to me. I said: you don’t live in Manhattan.  You live in your over-size, luxury penthouse, with a servant and an assistant, everything brought to you, your refrigerator stocked for you, your building secured, and when you leave, you walk only six steps outdoors, from door to limo, you don’t hunt for a parking spot or brave the subway, your limo lets you out at the door of restaurant or Bergdorf’s – where you have a private shopper waiting, your limo takes you to your waiting plane. You live in Joan Rivers’ World. Not in Manhattan. I also said: and I’m happy for you, that you do. You fought for it, you earned it, you earn it. Like the Republic is ours if we will keep it, this is hers, mine or yours if she, I or you will keep it for ourselves.

Getting rich enough to buy and own autonomy, independence and a good measure of security rarely happens by accident. It is a decided upon purpose about how you want to live and how you want to live differently, by your own rules, and what it will cost to do so. I recommend, as a mini-course, reading the little book, The Narrow Road by Felix Dennis. It’s full of harsh reality about this.

This is the best advice I have. I am grateful it was hammered into my head. You cannot control your own life and live as you choose unless and until you have the money to buy that control, keep buying it, and be virtually unconcerned with and uncompromising about the cost. Money buys choices. The less money you have, the fewer choices you have, the less control you can assert, and the more vulnerable and in peril you are.  If you are poor, you must buy whatever soup is on sale and you’ve found a coupon for. You probably aren’t poor. But if you are not in a position of true financial autonomy, then the analogy applies. Flying your “Don’t Tread On Me” flag is actually an expensive proposition.

So, a few quick commercials. First, dig in, apply all you get from me and GKIC, implement with a sense of urgency. You may not have time to get rich slow and ploddingly. The walls are closing in. It is getting harder and harder, the ways in which income is stolen from you before it can be converted to wealth are multiplying. There is no reason to fantasize this trend will reverse. Speed is of the essence. Figure out your ‘number’, set a schedule up for its attainment, put yourself under pressure, work aggressively and assiduously to get there sooner, not later, and certainly not “whenever.”  Second, expand your income sources – don’t just run harder and faster on the one wheel you run in. To that end, I will “plug” the upcoming GKIC INFO-Summit.

This is a very, very real portal to expansion of income sources; to leverage of know-how and experience. People FREQUENTLY discover ways to QUICKLY create one or more incomes of 5-figure, 6-figure and even 7-figure worth attached to or outside of, in addition to their present income(s) from their present business(es) at these annual Summits. Such results are not the rare, freakish things that require four paragraphs of “not typical” disclaimer copy in 4-point type. They are typical. But the INFO-Summit comes but once a year and you can’t afford to let an entire year pass by. Go register now.

What separated and distinguished this nation from the one it broke free of, and from all others, was the value placed on and the commitment to individual autonomy. This “least likely to succeed” country was built by people who held that as an ideal. This may have slipped the societal mind. But it need not slip yours. You can commit to personal independence, pursue it, and still have it. I think it’s harder to come by and harder to keep, but it is still within reach.

Are You Using This Free Potent Persuasion Technique

By: Dave Dee on: July 1st, 2014 4 Comments

Ahhh. Summer. Traveling. Baseball. Outdoor concerts and events…

As I was exploring my options for this Friday’s Fourth of July festivities, I became even more keenly aware of what a potent persuasion technique the use of social proof is.

As you know, many people turn to the web, and/or their smartphones to explore their choices when traveling, dining out, making plans to go out or just about anything they plan to spend time and money on.

This is good news for small business owners.

It allows you more opportunities to sell your products, services and events—even extend your reach further around the world should you choose to.

However, this also gives a stronger voice to the consumer. It used to be that whether you were happy with your service, or wanted to make a complaint, you had to write a letter or make a phone call.  The consumer might also tell a friend, family or neighbor about their experience too. But usually not more than a couple of handfuls of people would hear about it.

Now-a-days your customers can share their story about an experience by leaving a review of your product or service immediately online –where the whole world can see what they have to say. In fact, next to nearly everything you search for online, you’ll find “customer reviews” telling you what other people think of whatever product, service or event you are searching for.

Want to find a resort to stay in for your vacation get-a-way? You’ll see what customers had to say about the resort. And I don’t think I’m going out on a limb by saying that you’ll consider what they have to say before you reserve your room.

Want to choose a restaurant near where you are, you might check out what people have to say on Yelp.

Everything from restaurants to dental care to products we buy have customer reviews.

This increased consumer power can be good or bad. When they aren’t happy with the service and/or product they can let the world know. On the flip side, if they are happy, they can also let everyone know by leaving a review, tweeting about it, posting photos on Facebook, blogging about it and more.

Making this even more important is the fact that  consumers trust their fellow consumers more than they trust professional critics.

According to market research by Weber Shandwick, 88% of consumers say they still consult consumer reviews even when they are “somewhat” or “very knowledgeable” about their purchase. Furthermore, consumers report that they pay more attention to consumer reviews (77%) than they do to professional critic reviews (only 23%.)

Which means the use of social proof is an even more potent persuasion technique in your marketing and sales process than ever before.

And if you can’t prove something, then don’t say it.

You need an overwhelming quantity and quality of proof to prove that what you’re saying is true too.

So what is “quality proof?” Basically you want testimonials with full names, details, pictures, and precise numbers to back your case.

Six rules for “quality” social proof that will be the most potent persuasive tools:

1)      Include specifics. In Weber Shandwick’s research, it was found that the most influential reviews include certain elements.  For example, they needed to seem fair and reasonable, be well-written, and contain statistics, specifics and technical data when applicable.

2)      You need a lot of proof. If you only have a few testimonials, don’t put them on a page that looks like there is space left over. Put them on a small piece of paper (or website) so it looks like you really had to cram them in.

3)      Let your consumers answer objections.  You want to have testimonials that answer objections and questions that your prospect typically has.  Many times your best customers, clients and patients will come to your defense and as Dan Kennedy says “What others say about you in 1000x more powerful than anything you say about yourself”

4)      Round up a sampling of informative reviews on your website. Simplify the process for consumers and reduce the likelihood of them being lured to your competitor’s website by including a sampling of consumer reviews on your website. By including the information consumers seek when making buying decisions, you’ll make it easier for them—and quite frankly more persuasive for you.

5)      Keep your reviews and testimonials authentic. Publically announce a policy that prevents employees from commenting or leaving reviews about your product or service.

6)      Encourage customers to review your products and services. Dedicate resources to getting customers to review your products and services and ask for testimonials.  While you can’t directly influence user reviews, you can encourage people to give reviews. Then pick those with the most potential to have the biggest impact and post them to our website, social networks, and so on.  If you sell products online you probably have the e-mail address of buyers…after a few weeks send them an e-mail asking for them to review your product with a link.  If you sell through a retail location, simply give them a card on their way out that has review instructions and on the other side give them some kind of offer for returning or referring others to your business.

Also, ask for written testimonials. When asking for testimonials from your customers and clients, ask questions that will help guide them to give you specific answers. You might also ask questions such as “What were your doubts about trying our product?” and “What specifically do you like best about our service?”

Bottom line: The more proof you have, the easier selling will be and the more money you will make.

Happening Now: Direct Response Marketer and Product Launch Guru Jeff Walker just released his first-ever book on Amazon, and it’s already a legit bestseller. And now he’s stacking the bonuses on to keep it at the top of the charts.

If you don’t know Jeff, he literally created the online product launch… and he’s been training thousands of people to do those launches for ten years. In fact, his clients have done over $500 million in launches.

If there’s one thing he knows how to do, it’s put together a crazy launch offer – and that’s exactly what he’s done. If you get his book on Amazon.com, he’ll flat-out GIVE you $291.00 in bonuses.  To check it out simply click here.

 

How can Planning A Vacation Help You Create A More Profitable Business?

By: Dave Dee on: June 19th, 2014 4 Comments

I hope you are enjoying your summer. If you are like a lot of people I know, you are excited that school’s out and you’ve got big plans for a fun-filled summer. You might even have a vacation planned that you’re counting down the days until you leave.

The funny thing is that often people give a great deal more thought to planning their vacations than they do to mapping out long-term success for their business. Which is why you can learn a lot about how to create a more profitable business from looking at how to plan a successful and enjoyable vacation.

Plan in advance.  The best vacations are mapped out in advance. Even if you don’t have all the details in place, you have some of the big ones in place such as when and where you are going and some of the big attractions you’ll want to see. The most successful marketing campaigns are mapped out in advance too, even if you don’t have all the information at the start of your planning.

Even beginners can be wildly successful. Do you remember the first vacation you ever planned? You didn’t let the fact that you were a “beginner” or that you weren’t a professional travel agent stop you from booking a trip.  And I imagine you plan trips without a travel agent now too. The same holds true for marketing funnels. You don’t have to be a technology wizard to create marketing funnels. In fact, even a complete beginner can do this, so don’t let that stop you.

Get things in the right order. You wouldn’t book a hotel or airfare before you knew where you were going, right? Before you start planning out your marketing funnel, figure out what your perfect customer lifecycle is for a long term relationship with you. Determine what you will do to acquire him, what you will do to retain him and how you will extend your relationship with him. When you do this first, you’ll find it much easier to map out funnels and you’ll also reap much better results.

Focus on the important stuff. When you go on vacation it’s impossible to hit every attraction, restaurant and do everything you want. However, when you take the time to look at what’s available and prioritize the important places and events, you’ll have a much better trip. The same goes with marketing funnels. When you make sure to include the key points you know will work, then you are sure to develop a much more profitable funnel.

Start small. You probably didn’t plan a month long vacation your first time out, right? It’s better to start off developing a small funnel and build it up from there. That way you don’t get overwhelmed and you are much more likely to get a “win” under your belt.

When you map out your business, you’ll find that you can take full advantage of business opportunities to gain leads and sales. Plus you’ll feel less stress and be much more profitable.

NOTE: If you want to learn the keys to systematically mapping out your business, then be sure to join us on Tuesday as we reveal the steps to creating marketing funnels that maximize conversions and long term opportunities on June 24, 2014 during our FREE Live Video Training.

If you’ve wanted to discover how to map out and create direct response funnels that work be sure you don’t miss the Live Presentation where you’ll discover:

  •  How to map out a complex Marketing Campaign in advance… even when you don’t have all the information up front.
  • A simple method for creating lead generation funnels that doesn’t require you to be a technology wizard. 
  • The truth about the key word underlying ALL successful campaigns – COMPLEXITY – and how you can fashion a powerful, integrated funnel by starting off small and building up from there.
  • A step-by-step formula for the “Perfect Customer Lifecycle” – get this right and you put your business on a long-lasting firm foundation for predictable revenues and success. 
  • Insider secrets on creating power DIRECT RESPONSE driven funnels… and keys to ensure you’re focusing solely on the “STUFF THAT WORKS” every step of the way.
  • Much much more…

Join us on this FREE LIVE Video training giving you the information that will RADICALLY Re-Invigorate Your Business and Your LIFE.

Register for this limited seating event here now: www.GKIC.com/transformation

Are You In The Right Mindset To Succeed?

By: Darcy Juarez on: June 17th, 2014 3 Comments

One of the most powerful concepts I’ve ever learned is about mindset.

It helps me understand…

How to deal with success.
How to deal with failure.
Why I give up at times after a failed attempt.
Where my perfectionist side comes from…

…among other things.

Your mindset drives every aspect of your life from your business to how you sell your products and services to your relationships and more.

Carol Dweck, a leading expert in motivation and psychology, discovered that everyone has one of two mindsets.

In a nutshell, people with a fixed mindset believe you either have talent and ability or you don’t.  People with a growth mindset believe that talents and ability can be developed and are built over time.

Defining which you are isn’t as simple as you might think because while you might be a growth mindset in one area of your life, you could be a fixed mindset in another – which could cause you to sabotage your results in other areas of your life.

For example, you might have the growth mindset about a new technology you are using in your business trying to learn everything you can about how to use it, but have a fixed mindset about how to market your business because your industry has been doing it a certain way for years.

Apply the growth mindset and you’ll achieve results. Apply the fixed mindset and you’ll become stagnant and may even quit.

The good news is that you have the power to drastically improve your life and your level of success by changing from a fixed mindset to a growth mindset. Once you’re aware of your mindset and apply some simple techniques you’ll start noticing results quickly.

Here are five steps that will help you change to a growth mindset starting today:

1)      Look for opportunities to learn and grow every day. When you are in the growth mindset, you believe that if you aren’t growing and learning, you are failing. So by taking the challenge to learn something new every day, you’ll always feel successful and build your growth mindset too.

2)      Make a vivid plan. Make a specific plan of when, where and how you will make opportunities work for you. When you have a concrete plan, it will help keep you moving in the right direction.

3)      Deal with setbacks and obstacles. If you don’t meet the goals or deadlines in your plan, don’t quit. Instead make a new plan by asking yourself, when, where and how you will make capitalize on your opportunities. Don’t let a lot of time pass by before doing this. Should you miss a milestone, immediately  make a new plan for reaching your goal.

4)      Do it! No matter how you feel –even if you feel bad, depressed or upset…continue to look for opportunities to grow every day. This helps you to take charge of your success and will help you learn to view obstacles in a positive light instead of having them throw you a curve that stops you in your path.

5)      Ask yourself what you can do to keep growing. Once you reach a goal, set another and ask yourself what you can do to continue to grow.

Transition to a growth mindset in every area of your life and you’ll learn how to keep moving forward even when you have setbacks. You’ll find you achieve more and what once seemed impossible will be within your grasp.

NOTE: Want to know whether you are in a fixed mindset or a growth mindset? Critical to your success, on Tuesday, June 24th, Lee Milteer will show you how to tell which you have in place when she reveals the 13 skills you need to manifest exactly what you want from your business and life in this One-Time-Only LIVE and FREE video training.

You’ll also hear from Dave Dee on how to leverage the power of your mind to connect with prospects, leads, and customers in the most compelling and rewarding way imaginable.

And I’ll reveal the keys you need to systematically map out your business to maximize conversions and long term opportunities.

Space is limited, so if you are sick of the status quo and mediocre results and want to know exactly what you need to do and overcome to achieve what you want… then register Now and Do Not Miss this CONTENT PACKED Online LIVE VIDEO Training.

Sign up NOW and reserve your seat by going to:  www.GKIC.com/transformation

What Actually Drives Success?

By: Dan Kennedy on: June 10th, 2014 6 Comments

On April 22, Peter Guber was interviewed on Fox Financial’s After The Bell show. Peter, you know, is the author of Tell To Win, an entertainment industry expert, movie producer and mogul, and a sports entrepreneur – his group owns the L.A. Dodgers (MLB) and the Golden State Warriors (NBA). He is speaking at the GKIC Info-Summit* this year, and I believe he is an Absolute Must-See & Hear Speaker. He knows what he’s doing, by the way. The Dodgers were a mess when he got them, and L.A, has never really been a baseball town in the way New York or Beantown or the Midwest cities are. But this past year, the Dodgers sold out all 81 home games – in a year when most ballparks had as many empty seats as full ones. Of course, I live in Cleveland, where, sadly, we have no professional sports teams. The Indians couldn’t even sell out their home opener this year or the games during their brief flirtation with play-offs last season.

Anyway, here, I want to talk about something that Peter Guber is doing, different but not apart from storytelling, selling stories, or filling seats at ballparks or movie theaters. He and his group are building, for the Golden State Warriors, the first 100% private investor  funded, brand new arena in this country in decades, within a privately funded sports and entertainment venues complex, on the San Francisco Bay, on land they acquired with their own money.  Raising the Warriors’ seat capacity from 14,000 to 18,000 seats, incidentally. Note that just as L.A. isn’t a real baseball town, S.F. isn’t a basketball town in the way Boston or L.A. is.

This is the way all sports facilities should be funded. Why should rich sports team owners get their business facilities bought, built and even maintained for them with taxpayer dollars when you and I pay for ours out of our own incomes and savings?  It’s ridiculous. Further, the owners get all this ‘corporate welfare’ by extortion. They should be in prison, where they could get to know many of their thug players, intimately. I can assure you, Mr. Guber could certainly have pointed a gun at the Bay Area’s taxpayers and demanded they buy land, build a megalopolis for his team, and commit to caring for it for 20 years and if they balked, stick up some other city that would rush to acquiesce. But he didn’t.  Consider this in contrast, say, to Mr. Buffet and his ceaseless, deceptive whining about his secretary being in a higher tax bracket than he, or Mr. Obama chest-beating about income inequality and economic injustice, while he winds up paying just 20% federal tax on his $500,000 brought in – no law prohibits Buffet or Obama from voluntarily paying more. It’s easy to posture and lip off and be a blowhard and a bullshitter.  It has to be hard to turn your back on free money to be had, and voluntarily, privately finance and own your sports team’s Taj Mahal. This is called: putting your money where your mouth is. Or: integrity.

This is a magnificent example of (a) applied personal and corporate responsibility, (b) self-reliance, and (c) bold entrepreneurial vision and success thinking – confidence that extremely valuable assets are being created so better to own them than have them supplied. It should inspire questions about your own, personal and business behavior, as well as about public policy and politics – and there are two vital elections coming up, possibly the last, best chances of dragging this nation back from the abyss of all-consuming socialism, represented by con artists like President Obama, Senator Elizabeth Warren (a very dangerous woman – one Ayn Rand would revile), and to slightly lesser degrees, Hillary Clinton, most of the U.S. Senate, and Jeb Bush.  To your own behavior, the litmus test is excruciatingly simple: am I looking outward, for someone else to solve my problems, subsidize my existence, gift me largesse confiscated from others or otherwise raise me up or am I self-reliant and personally responsible?  This is stark one or the other. No gray.

When I said Guber’s leadership decisions and bold actions in this case stand apart from his telling and selling of Story, that’s true but also false. You can – and should – see all of this within context of the narrative he has brilliantly created and put forward for himself, The Story of Peter Guber. There is also a story line he wants for his teams. In his interview, he said “The best business plan is culture.”  Sure, X’s and O’s and dollars and cents matter, but they never drive success. They never propel.  He wants there to be an us against the world, in this together, “they all laughed until”,  up by our own bootstraps, winner (not dependent or co-dependant) culture enveloping proud fans, resilient coaches and players, responsible executives. This is a very powerful premise. Lots of executives yak about corporate culture. Many are idiotically creating welfare-dependency cultures, dispatching buses to bring their lil’ darlings to work, feeding them, getting their dry cleaning done for them, babying them – which, incidentally, the IRS has woken up to and is making noises about taxing. Be interesting to see how the Silicon Valley Millennial Workers like their cereal bar and chair massages when they get a #1099 for the retail value. Anyway, it’s just as easy to talk about culture as it is to talk about income injustice. Talk, as the saying goes, is dirt cheap. But what you see if you observe Guber is someone actually committed to creating and fostering a deliberately designed culture for insiders and customers alike. This is an entrepreneur and CEO to be congratulated and celebrated, and who is worth modeling.

One other thing from this interview. Guber was asked if he thought that the Dodgers or the Warriors or both had now “turned a corner” and would continue progressing and succeeding, essentially, on their own. He answered that in his businesses there are no corners. He said it’s a big circle and the minute you take your foot off the gas pedal, you stall, and slip backward down the curve – like a tiny, lightweight car on a steep, icy hill. So few businesspeople understand this. Real entrepreneurs do.

This is a reason you must keep acquiring and processing new and additional information, ideas and know-how, seeking and finding key vendors and supporters, being inspired, motivated and creatively challenged, associating and fraternizing with aggressive entrepreneurs and marketer, investigating different opportunities – doing anything less; thinking you’ve “learned it” is taking your foot off the gas pedal. This is why we’re here, in this together.

*Registration is now open for the GKIC INFO-Summit, where Peter Guber is the Celebrity-Entrepreneur Featured Speaker. I’ll be talking about culture and narratives, too, within my lead, all new presentation: WWWD – What Would Walt (Disney) Do With Your Information Marketing Business? – for which there is a little sliver of advance look, in the May Issue of The No B.S. INFO-Marketing Letter.  And a broader look in the chapter, The Mouse & The Bunny, in my newest book, No B.S. Guide to Brand-Building by Direct-Response.  Other Info-Summit highlights: presentations by Brian Kurtz on Direct To Consumer Publishing, Robin Robbins on Securing Sponsors & Sponsorship Fees, Dr. Chris Tomshack on Fast Growth, and much more. All the info and early, discount registration is at www.gkic.com/infosummit

Oh, and if you are NOT now engaged in info-marketing, but are curious or intrigued with what opportunities there might be for you, check out my day-before-Summit extra seminar for ‘info-marketing virgins.’ VERY limited seating for this with nearly half already taken. Hurry to www.gkic.com/infosummit.

Five Ways To Get More Referrals

By: Dave Dee on: May 29th, 2014 1 Comment

On Tuesday, Darcy told you about the leak in your business that is causing you to lose customers (and money) without you even realizing it. (If you missed it, you can read Is Your Business Leaking Profits? here.)

A popular response to this is: “Why aren’t I getting referrals?”

The short answer is that you are most likely using networking strategies or salesman techniques that just don’t work. This is completely understandable. It’s what we observe over and over again.

For example, you go to a meeting with a networking opportunity. What do you do? Typically you give your 30-second “commercial” and you exchange business cards, right? I mean that is what we are taught to do.

And sure you’ve learned some good strategies from GKIC so you are more effective than the average person. You know better than to be “one of those annoying salespeople” who just goes around trying to peddle their wares to anybody and everybody. In fact, you know a great deal more. You know how to target your ideal prospect and have an offer on the business card you give out.

So what gives?

Well, there could be a few reasons such as forgetting to ask, focusing on the wrong people, having no systems in place, or putting pressure on customers unknowingly.

Here are five things you can do to increase your referrals.

1)      Focus on the right relationships. It’s impossible to have great relationships with every person you meet. I mean who has the time? That’s why you need to be selective about where you focus your relationship energy.  For example, you wouldn’t spend the same energy on a customer who has only purchased one entry level item from you in the last year as you would a CEO who has purchased your product for every employee at his company.

2)      Put referral mechanisms in place. You already know that you don’t have time to build quality relationships with everyone; however you can put mechanisms in place such as follow up campaigns to help nurture and develop relationships so that you can have more of these quality relationships referring you.

3)      Make people comfortable giving you referrals. One of the most important things to remember is that people don’t like to feel like they are “selling” their friends to you.

Offering an inducement or a bribe in exchange for names not only makes people uncomfortable, but may cause people to question the quality of your goods and services.

Also, some of your customers want to refer you, but don’t know how to approach their friends and family. By giving them easy ways to refer you without making it feel like you are paying them to do so, you will receive more and better referrals.

4)      Ask. If you learn how to properly ask your customers for help, they will enthusiastically help promote your products and services. Because while people don’t ask if you want help promoting your products and services, when giving the chance, they enjoy telling others about things they try and like.

5)      Show appreciation. People like to be appreciated. When you show appreciation properly, people will be pleased, won’t feel guilty and will more willingly refer you the next time you ask. Remember to thank your customers for their help and referrals. Let them know when one of their referrals works out and give them an update on what happened. For example, “the customer you referred, Mrs. Smith, just came in for her first appointment on Tuesday.”

Generating referrals takes a well-designed strategy, a system that reliably operates, and consistent effort to maintain.  But the pay-off is worth it. Referrals are one of the highest probability and most profitable sources of new customers. Eliminate the worn out salesman techniques you use by chance and replace them with purposeful well-designed strategies instead.

NOTE: Join Dan Kennedy and I on June 5th for a Live Broadcast from Cleveland where Dan will reveal his best referral strategies. You’ll discover:

  • How to tap into other opportunities for referrals beyond your clients
  • Examples of stealth ways to get people to refer you when someone is unwilling or unable to refer
  • How to offer incentives without making it seem like a bribe
  • What motivates customers to refer you
  • Multiple systems for getting referrals

This is a FREE LIVE broadcast. However space is limited.  Reserve your spot today by clicking here now.

Three Things That Create Breakthroughs & Quantum Leaps In Small Business

By: Dan Kennedy on: April 29th, 2014 1 Comment

To be clear, I am generally opposed to pioneering.

My “oft-used chestnut” about pioneering is: pioneers return home full of arrows. I am greatly in favor of ‘creative borrowing’—the transfer of the proven from one place to an entirely different place, where it is as revolutionary as it may have been common in the place where I found it.

However, often times I find business owners self-sabotage by adhering to commonplace mindsets. This comes from insisting on only drawing from or receiving inspiration from peer-examples in your exact same line of work.

It confines you in a small prison of your own making, virtually prohibiting any particular breakthroughs, or a deeper understanding of universal, moveable, translatable principles that explain success, mediocrity or failure, prominence or oblivion in all fields.

I do all I can to push people past such self-imprisonment. I demand my clients, students, readers look outside their particular business or profession.

Any fool can find reasons something found, observed or shown to him does not apply and can’t be used. This is a way of escaping difficult thinking and avoiding work.  It’s also an excellent way of avoiding wealth.  Anyone can do this, and most do.

The cliché “think outside the box” came about because most business owners do, in fact, lock themselves into a very small, rigidly constructed box, and are loathe considering anything that might drag them out of the security of their precious, treasured little box.

This, incidentally, is how once mighty industry leaders lose their grip, slip down the mountain and sometimes disappear altogether.

For example, you may have witnessed the decline of Howard Johnson Hotels. Or think about restaurants in your area that, once popular, are now closed. In sports, harness racing—at one time more popular in America than Major League Baseball—is now a shadow of its former self and virtually unknown to many citizens.

This is also what prevents the small from getting big.

Everybody is guilty of it at times, to a degree. Everybody. I doubt it’s completely preventable or avoidable.

The trick is to not become consistently guilty of it.

And, if you want breakthroughs and quantum leaps, you will need to do some uncomfortable things. Among them these three:

Be an explorer. Venture outside of the norms of your industry and away from your territory, to distant and foreign places, to find and bring back strange ideas, and then translate them to work in your business. You’ll see examples of this in No B.S. Direct Marketing for Non-Direct Marketing Businesses. For instance, Chet Rowland, owner and president of Chet’s Pest Control, began applying direct marketing strategies he found in the GKIC No B.S. Marketing Letter that nobody in pest control was using. He went from struggling to the top 1% in his industry.

Be a bomb-thrower. Do something to completely shake things up so you can start anew. A few years ago, founder and CEO of 1-800-Flowers, Jim McCann described one of his roles in his company was to be a “bomb-thrower.” He said he needed to be a disruptive force willing to blow things up and start over in order to make things better. When he started working in the floral industry, nobody had, as he puts it, “McDonald-ized” the flower business. Nobody had grown a big company in the flower industry. McCann was the one to shake things up. He was one of the first retailers to use a 24/7 toll-free number and the internet for direct sales to consumers. He was one of the first to partner with AOL. He put systems in place so that customers could expect the same great experience whether over the phone, online or in a local shop. And he grew from one location to over 125 (and growing) locations today.

Be daring. Not quite reckless, but daring. Little comes from playing it safe all the time. Big comes from risk. If not financial, then risk of reputation, image, respect, or ego. Risk of embarrassment, criticism or confrontation.

Target was just another discount retailer competing with Wal-Mart and K-Mart before they took the risk of positioning themselves as a retailer above these competitors. Teaming up with big-name designers to offer affordable versions of their designer merchandise was daring and paid off.

The smaller the circumference of the circle you draw around yourself and your business, the more willing you are to pay attention only to things within that circle while refusing to consider anything outside of it…the less there is to explore, the less material there is to make bombs with, and the more cautious and timid you will be.

More often than not, the greatest profits have come from adaptations and adaptive uses of things, not from the inventions of the pioneer.

NOTE:  If you are ready to give up being a pioneer and want to break out of your imprisonment, a consistently reliable source for ‘creative borrowing’ that will help you make breakthroughs and quantum leaps in your business, be sure to spend time every month reading No B.S. Marketing Letter. Not yet a member? Get two months membership plus $633.91worth of money-making information FREE by visiting here.

Already a member but want to take your business to a new level? Have you signed up for our FREE Fast Implementation Bootcamp yet?

For more information, or to sign up visit: http://www.gkic.com/bootcamp