Posts Tagged ‘Dan Kennedy’


Three Steps To Never Prospect Again

By: Dan Kennedy on: October 17th, 2014 1 Comment

It’s been 40 years or more since I replaced old-fashioned prospecting grunt work for a 100% measurable way to attract a predictable, reliable stream of ideal clients.

Success at getting qualified clients, customers, or patients has a lot more to do with understanding the real secrets of direct-response marketing…and a lot less to do with chasing after prospects.

Whether you are just getting started in business or you’ve been in business for thirty years… believe me, there’s nothing better than only talking to prospects who have already “raised their hand” specifically to TALK TO YOU!

To experience this kind of client attraction, the most important thing you can do for your business right now is to develop a reliable and predictable client, customer, or patient “Lead-Generation System.”

A successful Lead-Generation system should have the following components, several of which many (if not MOST) business’s overlook:

1)    A “Slam Dunk” Customer.  If you’re trying to target the entire world, you’d better be prepared to go head-to-head with big, dumb companies with billions of dollars to waste in the effort. Going after every possible person who could ever use your service is a fool’s errand.  Instead, step back and think about, whom right now, are your favorite clients… where do they come from? How do they act?  What do they read?  How much do they earn?  What are their hobbies?  What is it about YOU that they tell you they resonate with?  Getting a solid grasp on WHICH this person is, WHERE to find them and WHAT it is they truly desire that only you can provide … and for the PRICE you want them to be able to pay… is a crucial first step to your lead-generation system.

2)    A “Killer” Lead Generation Magnet.  You need to give them a clear reason to contact you and get that reason in front of your “slam dunkers.”  It should be something targeted to narrow down your perfect clients from the unwashed masses…this “thing” is an incentive for response we call a Lead Generation Magnet.  Many times these are informational in nature, such as reports, guides, books, CDs, webinars or even other kinds of gifts.  Obviously, the more desirable the magnet and its offer, the better the response you’ll get.  You generally want something that is directly linked to your business.  For instance, the investment company offering a free road atlas in exchange for a call in appointment would be better served by a free report detailing “The 5 Secrets The IRS Hopes You Never Discover that Can Save the Typical Family $5000 a Year in Taxes.”

3)    Answer the WHY You Question?  The question I pose is “Why should I do business with you rather than any other option including doing nothing?”  The answer is what we call your Unique Selling Proposition (USP) and your lead magnet should make dead solid certain that the factors that make you different are clearly spelled out.  This provides fuel to the call to action (something else you need in your magnet, do NOT forget that critical piece) that compels them to act without hesitation, knowing that the benefit they seek can only be found with your products / services.

Don’t rely on hope, networking, or prospecting grunt work to get customers through your door or to your website. Create a lead-generation system that includes these key components to get them to raise their hands and ask for YOU.

If you have found that getting customers is tougher, if you have to talk to a lot more people than ever before, or found that it’s been stressful getting consumers to open up their wallets or you just aren’t where you want to be…then I have good news for you.

Because now through Monday, October 20, 2014 at midnight for just $1.00 you can gain full access to GKIC members #1 recommendation for creating the ultimate client feeder system … Magnetic Marketing.

Hands down this is the top resource members tell business owners they should get.  And because GKIC and I feel so strongly that every business owner can benefit from having a system in place, we want to make it as easy as possible for you to get.

Click here now to claim your $1.00 trial offer of Magnetic Marketing so you can begin attracting a steady and reliable stream of consumers.

 

Still The Best “Big Darn Secret” I Use To Make Serious Money

By: Dan Kennedy on: October 10th, 2014 4 Comments

Words matter.

One of the things many people wonder about is what I do that can possibly justify fees of $18,800 to (more commonly) $100,000 to write an ad, sales letter campaign, video script, TV call to action, etc. The answer is simply that “words matter” and I’ve gotten good at picking and combining words that sell.

I have a little, internal alarm bell that goes off when I hear or see “turn off words” (words that will turn off the reader), so I edit myself as I write. Still, I often spend hours upon hours agonizing over the choice of a few words in a given piece.

It is absolutely true that how you say it is at least as important as what you are saying. This accounts for the success of people in every field.

If you have good marketing systems in place and they aren’t making money for you or if you are experiencing shrinking sales, you should check your copy.

Especially if your marketing worked at one time, but has suddenly dropped off and stopped working. It may be that you just need to resuscitate your ad. All great ads eventually peter out, however it is not always necessary to completely re-do them.

By the way, sometimes copy that isn’t working from day one contains great elements worth hanging on to—elements that do their job.  But the reason the copy isn’t working is because key elements are missing such as an opening paragraph that grabs your reader by the throat and won’t let go or a great offer. You need to know how to identify what’s missing or you may waste a lot of time and money.

You can sell just about anything with great copy. While there are a few isolated cases where great copy hasn’t made a difference, it is rare, and even then the copy still sells, just not profitably.

Not only can you use copy and use sales letters to sell, but you can use them to sell your products and services the way you want to—to sell things on YOUR terms. To make your prospects comply with the way YOU want to do business.

This is a very important principle. Because it is one thing to make money, but it is an entirely other matter to make money the way you want to make money.

Everybody believes that their business is different. That this doesn’t apply to you. That no one else is doing this in your business.  That they aren’t using the written word to sell or that their copy must be acceptable because they are making sales. Maybe it’s “acceptable.” But using better sales copy gives you a competitive edge. Especially when you possess this #1 skill and they don’t.

Darin Garmin was making sales in real estate, but he wasn’t happy with the process and was becoming increasingly frustrated by doing a lot of work only to lose the sale to a competitor.

No one was using sales letters to sell apartment buildings until Darin decided to do it. Not only did he succeed at selling apartment buildings with sales letters, he got the people HE pre-determined were good candidates to respond. Plus, when he did some research, he found that he had moved into a position where 70% of all apartment building transactions go through HIS office. That was NOT the case before he started using sales letters.

It does not matter whether your clients are the CEO or the broom pusher…everybody buys the same way. They all go through the same process. They all go through the same emotions. And if you do not accept that, then you are missing out on the single greatest secret I have to offer.

I made my first money from writing sales copy when I was 17 years old. To this day, it is still the greatest secret to making money I’ve ever discovered.

And I can tell you that there is A LOT of money at stake by not taking your copy more seriously.

From the boiler room to the boardroom, across all demographics, words sell. To believe that your customers are above all this…that they won’t read…or that your words are adequate…or that you can simply hire someone to write them for you without fully understanding whether the words are well-chosen or not… is hopelessly naïve.

For the most part, we MUST use words on paper to do our marketing which means you have to keep this is mind as you choose your words. And if you are hiring someone to choose your words for you, then you better know if it is good, if not great copy you are looking at. Because in today’s market, you simply cannot afford to be adequate.

As a side note, I often hear from business owners that they want to grow their business to millions, but they don’t like to write.

This is like being a pro football player, but never wanting to get hit or a pro basketball player, but never wanting to try the game-winning shot.

Sorry, but the serious money comes from result-getting performances, not just acceptable writing.

Fortunately there is literature about the art and science of selling through writing, so you can learn it, change your attitudes about it, and translate it to ‘selling by media’ and copywriting. I talk about how to do this more here.

Also, GKIC Chief Marketing Officer Dave Dee has put together a sales letter template for you to help you write better copy faster and a special live call with Mike Stodola to get some of your pressing copywriting questions answered. Find out more here.

How To Build An Empire When You Don’t Have Time, Money, Or Ideas

By: Dave Dee on: October 9th, 2014 7 Comments

“If opportunity doesn’t knock, build a door.”—Milton Berle

What stops you from creating the income and life you want? Time… Money… Ideas…?

A recent article in Southwest Magazine talks about how actor and Emmy Award-winning host and producer of the classic PBS children’s show Reading Rainbow, LeVar Burton, got what he wanted after being told “no” multiple times.

In 2009 when the network cancelled his Reading Rainbow show, Burton didn’t give up his idea. He created a Reading Rainbow app for tablets and smartphones to sell his content there.

However, frustrated that the app was only reaching a fraction of America’s children, he asked investors to kick in funds so he could stream the content to classrooms in need. Again, he was met with closed doors.

When investor funding didn’t work out, Burton turned to Kickstarter to do a crowd-funding campaign.

He also reached out to a range of networks he had cultivated during his career.

Burton destroyed the record for the most donors to a single campaign raising $5.4 million.

What’s the real lesson here? It’s that he took matters into his own hands, was persistent, and made it happen.

Where do you want to end up at the end of 2014? If you are still waiting for things to happen, then it’s time you took matters into your own hands. Whether you need time, money, or ideas…here’s how to do exactly that:

Need Time?

  • Start small. You don’t need a big grandiose scheme to get started. You can create one special report on a topic you are already familiar with, use direct response marketing to create a lead generation machine, and follow up campaign and grow your business from there.
  • Get help.  There are multiple ways to get help. You could ask someone with expertise in an area you struggle in to do a joint venture with you. For example, if you have a great idea but aren’t so great at the marketing side, you could team up with a marketing expert, get them to create the marketing and then split the profits. 

You could also turn to virtual assistants, ODesk, 99 Designs, and other online platforms which showcase freelancers offering their services.

College campuses also are a great source for help. There are eager students looking for experience they can list on their resume. Often times, students are looking for internships or do projects for free or at a very low rate just to gain the experience. For example, a graphic artist student could help with designing marketing pieces or a film student could help you film and edit videos.

If you get an intern, think beyond the exciting tasks directly related to their field, to the mundane ones you don’t need to spend time doing yourself. One friend of mine had a marketing intern that she assigned filing and research tasks to in addition to some smaller marketing projects.

Need ideas?

  • Start something on the side. Do you already have a successful business that others want to emulate? Create an info-product that breaks down your system for success and sell it alongside your existing business.
  • Clone a successful product. Recently, in our “Make Them Buy Now” training series, we talked about “stealing” copy code from successful sales letters. Similar to copy code, you can look at successful info-products and “clone” the idea. To be clear, this doesn’t mean stealing the idea. That would be unethical and illegal. However, the components of a successful product and the psychology behind it are something you can tap into to create your own product.
  • Attend Dan Kennedy’s “90,000 in 90 Days’ Fast Start for Info-Marketing ‘Virgins’ & Beginners” where Dan will give you five different plans for starting an info-marketing business. He’ll also give you his “Weekend Wealth Plan” that hands over $100,000 in net profit from six-weekends a year. (This is a one-time only event on November 5, 2014. You must be registered for Info-SUMMIT™ to attend.)

Need Money?

  • Get someone else to kick in funds. Sponsors, association partners, and others not only are willing to help pay for your business, they also are often willing to deliver customers to you.

Perhaps you have created an info-product, but don’t have the funds to launch it. Get 3rd parties to pay for your product launch.

Get corporate sponsors to pay you to customize and do a product launch to their list while you keep ownership of the product and buyer list.

Use crowdfunding to tap into people you know who already believe in you. There are over 500 online crowdfunding platforms. A study published in FORBES projects 2014 crowdfunding to exceed $1-billion; by 2020, $100-billion! Crowdfunding is also being used as a new way to market test ideas and products, and as a ‘stealth’ list-building strategy.

Don’t let the lack of opportunities, time, money, or ideas stop you from building the income and life you want. There is ALWAYS a way to make it happen. And opportunity doesn’t always come knocking. YOU have to make it happen. YOU have to build that door.

Will you start using these methods to “build your door”? If not now, when?

Share in the comments below what you’ll do this week to start making things happen in your business.

*NOTE* Time flies and November and Info-SUMMIT are FAST approaching. Whatever is stopping you—whatever “door” you need to build, we can help you there. We’ve got Robin Robins who will be showing you how to get free money even if you are a start-up. She primarily built her company this way… from zero to $7 million.

I’ll also be revealing for the first time how you can create and clone one of the most successful products I’ve ever created for GKIC.

Is it time you are looking for? You won’t want to miss Dr. Dustin Burleson’s presentation on how he built his info-marketing business on the side despite a very busy business and life!

And if you need more traffic or a list…then our Bonus Day has what you need.

We have a big deadline coming up—early registration discounts END on October 17th. “Build your door” at Info-SUMMIT and make this the year that you wipe out the obstacles in your way.

Register here now.

For more information call 1-800-871-0147 or visit our website for more detail about Info-SUMMIT!

 

One Of The Fastest Ways To Build Rapport…And Sell Something

By: Dave Dee on: October 7th, 2014 2 Comments

Have you been watching Success Expert, Brian Tracy’s free training videos?

I have.

And if you want to become the best in your field—and receive all the money that comes with it, then I highly recommend you check them out here.

In his most recent video, Brian talks about three ways to build rapport (and the seven mistakes to avoid when doing so.)

In Dan Kennedy’s GameChanger DNA System, Dan talks about the importance of “Connection Communication,” which gets you away from the product-focused messaging everybody else uses and lifts you to a more sophisticated place.  A place built on trust and rapport which heightens your prospect’s pre-determination to do business with you.

Building rapport is a big key in connecting AND in becoming the best.

One of the ways to achieve this that Brian talks about in his recent training is through something called “mirroring.”

Mirroring is when you do your best to match the tone, mannerisms and word choice of whoever you’re talking to.

When you do this correctly, they feel more comfortable around you. They think you’re “one of them”.

And at the end of the day, we buy from people we know, like and trust.

Brian also tells you why some “gurus” think mirroring doesn’t work anymore in face-to-face sales…

Because they are unknowingly doing it wrong, they often insult their prospects which can quickly kill any deal.

Success Expert, Brian Tracy, has trained over TWO MILLION salespeople in 60+ countries over the decades.

He knows what works and what doesn’t.

If it’s your job to sell, make deals and “bring home the bacon,” then you need to know what that mirroring mistake is.

In Brian’s free training, he’ll tell you what that mirroring mistake is. You can check it out right here

Face-to-face selling isn’t the only place you can use mirroring. Most people don’t realize you can also use mirroring in your written sales copy.

And it’s every bit as powerful as it is in the face-to-face sales situations.

This may sound really difficult –even impossible—since you don’t have your prospect there in front of you to mirror.

However, it is much easier than you think.

In fact, there is a GREAT tool you can use to find and match the exact word choice that your ideal prospects use.

You’ll even be privy to what your prospects say are the most frustrating and most important problems they are trying to solve.  This tool also uses your prospects exact words to describe these issues.

And while in the past, you would have had to spend millions of dollars to get your hands on this research …

Today this tool won’t cost you a cent. That’s right, it costs you nothing, zilch, zero, NADA.

So what is this million dollar research tool that allows you to mirror your prospect’s word choice in your written sales and marketing pieces? Amazon reviews.

Simply go to Amazon and search up any category. Click on a book or product in your desired category that has a lot of reviews. Then click on the reviews and start reading!

You’ll find book and product reviews on any and every subject. And while Amazon might not have a review on your specific product or service, you will be able to find books and products within your niche that will attract your ideal clients, customers, and patients..

Here’s how it works. Let’s say you are a dentist that offers teeth whitening. Look up teeth whitening products and you’ll find reviews that not only include what a person likes about the product they are reviewing, but they’ll talk about what they don’t like about other products they’ve tried, including products at the dentist office.

Instantly you’ll see that the biggest problems noted by reviewers are issues with tooth sensitivity to the whitening products. There are some great descriptions from reviewers such as experiencing pain in their teeth from the “air moving past them” after tooth whitening.

To use this in your copy, you could address the problem head on in your headline: “The Perfect Teeth Whitening Solution for Sensitive Teeth”.  You could also use customer reviewer’s words to describe the results your patients will receive. (i.e. Noticeable whiter teeth in X days with NO Sensitivity.)

If you are a service business or if you can’t find a similar or related product listed on Amazon , then the best place to find your customers reviews will be in the book reviews on books about your topic.

Make an instant connection with your prospects and build rapport using mirroring techniques—but make sure to check out Brian’s advice first so you don’t accidentally make the mistake that can completely reverse your efforts and, instead, tick people off.

Check out Brian’s short video here.

 

How To Make Closing The Sale The Easiest Part Of Selling

By: Dan Kennedy on: October 3rd, 2014 4 Comments

Long, long ago, I realized I needed to get good at selling.

A good portion of your financial success rests on being able to maximize your marketing by turning the leads you get from said marketing into paying customers, clients or patients.

Realizing this, I got really good at selling.

Very early in my selling career, I learned, mastered and used “hard sell” and very manipulative closing tactics.

For those of you who hate selling, this technique is likely the reason why.

Hard sell tactics put high amounts of psychological pressure on prospects to buy. Cold calls, unsolicited sales pitches delivered with force, closing techniques that create high levels of urgency… these are there to do one thing —sell something.  They know it, you know it, and the person standing nearby knows it.

There are a lot of programs out there on selling that are full of misinformation. They’ll tell you that this is how to close the sale.

While it can be effective some of the time, increasingly, even if you have a legitimate product or service, this tactic can turn off prospects or worse, make you come off as a con artist.

Fortunately as I evolved as a sales professional, I learned that the need for such techniques revealed significant weaknesses in my entire approach to selling.

Even later, that revelation was followed by a bigger and more important one; that the need to “close” could be virtually eliminated by transforming the very first steps of the selling process; the selection and magnetic attraction of qualified prospects.

Instrumental in redirecting my entire approach to selling came from reading the following passage in Charles A. Mears book, Salesmanship For the New Era (Copyright 1929)

He writes, “Nothing in this world is a detached phenomenon. Everything in this world is the result of some precedent causes. Therefore, if a salesman has done his work well, adequately building up in the mind of the prospect that desire which should normally culminate in a sale, the actual work of closing, far from being difficult, should be the easiest part of the whole procedure, as plucking ripe apples is the easiest part of fruit growing. Making a sale is not a trick that causes the prospect suddenly to reach one big decision to buy. Rather, it is a series of small decisions, just as climbing a flight of steps isn’t one jump from the bottom to top but a succession of easy steps.”

The other practical application of this idea is understanding that you build momentum to a sale (whether selling in person or in print.) For want of a better way of saying it, there is a “rhythm” to selling. A good sales letter gets the reader wrapped up in mental and emotional movement, saying to himself: yes, I agree with that…yes, I want that…yes, that makes sense…piling up yes upon yes upon yes so that the final yes is natural and automatic.

This past week GKIC’s Dave Dee and Sales Guru Nick Loise and I sat down and spent four hours together as I revealed the 5-step bullet-proof sales system I use to build momentum to a sale. Dave grilled me on everything I do to make closing the sale the easiest part of the process. We also discussed how to handle the 6 different kinds of objections you may face and how to recognize the buying signals that are often overlooked.

This weekend only, GKIC is extending the offer for you to get this training along with two exclusive bonuses that are perfect for anyone who wants to significantly increase the money they make from their marketing and naturally close the sale 100% of the time.

In case you missed this training, it’s not too late. But the offer to get it along with the bonuses is only good through Midnight on Monday, so click here now before you miss out completely.

The Most Powerful & Profitable System For Closing More Sales Without Spending Another Dime On Marketing

By: Dave Dee on: September 23rd, 2014 7 Comments

Have you truly mastered the #1 skill every business owner and entrepreneur needs to put more money in their pocket?

“For The First Time Ever Dan Kennedy Reveals The Most Powerful and Profitable System For Closing More Sales And Making More Money Without Spending Another Dime On Marketing…And You Can Attend This Live Video Training Absolutely FREE…If You Act Immediately.”

 Click Here To Reserve Your Spot For
“Sales Mastery Unleashed: The No B.S. System For Closing Sales Like Crazy”

Click Here To Reserve Your Spot For
“Sales Mastery Unleashed: The No B.S. System For Closing Sales Like Crazy”

Discover The FASTEST, EASIEST Way To Increase Your Profits Without Increasing Your Expenses…

“Free Live Video Training Reveals The REAL, No B.S. Secret System For Closing More Sales In ANY One on One Sales Situation…Even If You Think You Hate Selling or Aren’t Good At It”

If you are a doctor, lawyer, financial advisor, coach, consultant, restaurant owner or entrepreneur of ANY KIND, your financial success  hinges on two factors: 1) Your ability to attract quality prospects. (That’s marketing.) 2) Your ability to turn those prospects into customers, clients and patients. (That’s SELLING.)

Odds are you probably love the first but not the second.  But the cold hard truth is, unless you know how to close sales, you will ALWAYS struggle. In fact, RIGHT NOW you are LOSING MONEY because you or your sales team are not closing as many sales as they could. Here’s another sobering thought: Because your closing skills are NOT where they should be, a good portion of the hard earned money you spend on marketing is being WASTED. MORE BAD NEWS: Even if you’re smart enough to go buy some books to improve your sales skills, odds are what you’ll learn is outdated, outmoded and DOES NOT WORK with today’s sophisticated customer, client, and patient.  In fact, using these old-fashioned closing techniques is HURTING you and costing you money.

But now you have the opportunity to learn the System that’ll explode your sales like a fireworks display on the Fourth of July

Join Dan Kennedy, Dave Dee and GKIC Sales Manager Extraordinaire, Nick Loise for 4 hours of LIVE ONLINE VIDEO training session where they’ll reveal the bullet-proof System for closing more sales. Discover the powerful 5 step sales SYSTEM, how to handle the 7 different kinds of objections… making you and your team practically IMPERVIOUS to the word “NO;” the SECRET “Buying Signals” a prospect gives off that should be your cue to close and much more. IMPORTANT: This is a REAL training – not a sales pitch. The entire four hour broadcast will be turned into a product and sold after this one- time only live event But you can grab a front row seat to for FREE if act immediately. Bandwidth is limited.

Click Here To Reserve Your Spot For
“Sales Mastery Unleashed: The No B.S. System For Closing Sales Like Crazy”

“I’ve Fallen And I Can’t Get Up…”

By: Dan Kennedy on: September 21st, 2014 10 Comments

“I’ve fallen and I can’t get up!”

You probably recognize this popular catch phrase from the television commercial for Life Alert… or perhaps from the comedic punchlines that have become a part of pop culture as a result.

In fact, it’s probably one of the most recognized slogans of all time.

The original commercial for Life Alert, a personal medical-alert system, showed an elderly woman who had fallen. The woman pushes a button on the Life Alert pendant she’s wearing around her neck. Instantly connected to a 24-hour medical response team, she says, “Help, I’ve fallen and I can’t get up.”

Bad acting made the commercial the butt of many jokes, however the company probably got the last laugh as it has obviously been an effective way to sell their product for more than 24 years. They continue to run versions of that same commercial and even made the popular catch phrase a registered trademark.

Now the company is running a new version of the commercial that is very realistic.

In fact, it’s so realistic some say it is scarier than stuff they watch on TV.

The new ad shows an empty house while playing eerie music. It pans different objects and scenes inside the empty house. In the background you can hear a woman whimpering. Just outside her window, a couple plays with a dog. And then it pans to a woman lying at the bottom of the basement stairs, crying for help.  The commercial then shows a screen that says, “When You Fall and Cannot Get Up, an ACCIDENT can turn into a TRADEGY!”

So the question is –how does the same catch phrase used by the same company for more than two decades continue to be so effective at selling their product?

And how is it that it worked when in a really bad commercial as well as in the new very realistic, very well scripted and produced one?

This seems contradictory.

Especially when you think about how bad the original commercial was.

As I alluded to above, the original commercial has been ridiculed, insulted, and referenced many times over by comedians.

The new one on the complete opposite end of the spectrum has been called disturbing and too believable.

The reason this phrase works so well—whether the ad is well scripted, acted and produced or not, is that the premise—“I’ve fallen and I can’t get up” is a real fear.

Elderly people fear losing their independence.

Family members of elderly parents fear something will happen to their loved one, with no phone nearby, and no one to hear their cries for help.

In other words, it taps into a fear that already exists.

There is no need to convince someone that this is a possibility. No need to go into a lengthy or even a real story about it happening to someone. People already know this possibility exists.

I’m going to say that again, because this is a HUGE key to a successful ad.

Tap into an emotion—a storyline that is already running inside your prospect’s head.

Although fear is certainly a popular emotion you’ve seen in ads such as the anti-smoking commercials or political campaigns, there are many other emotions and storylines that you can tap into as well.

For example, online dating services tap into the “happily ever after” story that already exists in people’s heads.

Car commercials often tap into the idea of having something that everyone else wants, but is uniquely yours.

There is always an emotional storyline that is playing in your prospect’s head. The key is to figure out what that emotional storyline is (hint: there might be more than one) and then engage your prospect with words that tap into it. When you do, that’s when you’ll make the sale.

NOTE: If you aren’t tapping into your prospect or customers emotions, then you probably aren’t making the sale either. Want to know more about which emotions to tap into and exactly how to do it? Find out the techniques Dan Kennedy uses for maximum effectiveness when selling goods and services by clicking here now.

The Five Most Reliable Sales Strategies I know

By: Dan Kennedy on: September 13th, 2014 10 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.

Elvis May Have Left The Building, But He Still Has Loyal Followers Who Buy

By: Dave Dee on: July 27th, 2014 1 Comment

Sixty years ago this month, in July of 1954, music history was made when the then unknown Elvis Presley recorded the first commercial song of his career.

The song—“That’s All Right (Mama)” set him on a path to superstardom.

In fact, many still consider him to be the undisputed King of Rock and Roll.

Elvis still holds records for “the most Top 40 hits (114), the most Top 10 hits (40) and the most weeks at Number One (80).” (These is for the Pop charts and only in America. He was also a leading artist in American country, R&B, and gospel fields and his chart success in other countries was substantial.)

In fact, in 2004, the Recording Industry Association of America announced that Elvis had become the bestselling solo artist in history.

Twe-e-e-n-t-y-seven years after his death.

Even in death, his stature grows.

Graceland, Elvis’ white columned mansion and estate, has become one of the most visited private homes in America with over 600,000 visitors every year paying anywhere from $15 to $72 to tour the home. And according to Elvis Presley Enterprises is one of the five most visited home tours in the United States, and is the most famous home in America after the White House.

After fans tour Graceland, they are turned loose to shop in the Graceland gift shops.

In 2012, overall Elvis business, including royalties and licensing, totaled $57.3 million.

Search for “Elvis souvenirs” in Google and you’ll get 1,060,000 results. In fact, there are whole businesses created for the sole purpose of selling Elvis items such as “Elvisly Yours” and “Elvis Collectibles.”

Visit Elvis fans’ homes and you’ll find whole shrines built around him—with posters, paintings, collectibles and framed pictures. Some fans even attribute a sacred character to certain objects associated with Elvis. Extreme fans go so far as to collect items from Elvis’ personal life such as toenails and his used water cups.

Fans recount stories of Elvis and re-tell his life story.

Every year there are pilgrimages to Memphis on Elvis’ birthday (January 8th) and the anniversary of his death (August 16th).

The man has a herd of committed followers, that’s for sure.

And while I’d probably apply for a restraining order if someone expressed interest in collecting my toenail clippings for display in their house, can you imagine developing a loyal following like that?

What would that do for your business?

Fans that continue to buy and re-buy your products or re-packaged items and build shrines in their homes of you for the entire world to see—spreading the word about how great you are.

What would that do for your bottom line?

Well we might not be able to get you quite to “Elvis stature,” but we can help you discover how to build a relationship with your customers so that they will want their pictures taken with you and will build mini-shrines at home or in their office.

This is the kind of herd you want to build. Because a herd like that will stay with you forever.

Isn’t that what you want?

So exactly what should you do to build a loyal herd?

Click here to find out now…

Here are four things you can do to build a big, loyal following starting today:

Target the people most likely to benefit from your product or service. When building your list, create offers which your target audience are most likely to receive an IMMEDIATE result. People who have success quickly using your products or services are more likely to trust that they will get results with future purchases from you. This can turn them into hyper-responsive and loyal fans.

Attract your BEST prospects. Who are your ideal clients, customers, or patients? Create a system for attracting these customers and these alone. One mistake I often see is that business owners think they should try and attract as many people as possible. As a result, what happens is you end up with people who are not a good fit for you or are “bad apples” that talk bad about your product or service. This only hurts you. Focus on the people who will love what you have to offer and avoid the rest.

Use both offline AND online list-building methods. It’s tempting to rely on online methods only to build your list, but you’ll build a much bigger and better list if you combine both online and offline. Plus you’ll build your list faster.

Invest in relationship building strategies. If you want your list to stick around for years and years and continue buying from you, you’ll want to spend time and money investing in the types of marketing that will build your relationships with your list such as giving them great, relevant, and free content or following up after a purchase to see if they have any questions about how to use their purchase.

***THIS Weekend Only—Through Monday, July 28, 2014***DISCOVER the BEST strategies on the planet and the latest breakthroughs for building RESPONSIVE lists with this treasure chest of list building Gold—that even Elvis himself could have benefited from—by clicking here.