Posts Tagged ‘Sales’


Can Barbra Streisand And Seth Rogen Turn You Into An Electrifying Salesperson?

By: Dave Dee on: May 16th, 2013 2 Comments

Have you seen the movie “The Guilt Trip”?

It’s the one starring Barbra Streisand and Seth Rogen where Rogen plays the inventor son who takes his nagging mother on a cross country trip while he tries to sell his invention.

Rogen’s character, Andy, has invented this cleaner which is so safe you can get it on your skin, in your eyes, even drink it and it won’t hurt you.

It took him five years to come up with the formula. He spent his entire life savings manufacturing tons of product (before he sold it.) And then set up appointments with major retailers like Costco and K-Mart to see if they would be willing to carry his product in their stores.

Besides the obvious big lesson here of testing to see if anyone is interested in your product or service before you invest tons of time and money in developing it, there is a great sales lesson in this movie.

You see, watching Andy’s pitch is painful—and while it is exaggeratingly bad, it gives some great clues about what not to do and what to watch for during your own sales presentations.

The reaction of the people Andy pitched his product to reveal clues as to what you should look for to determine if you’re on the wrong track when pitching your own products and services to your clients, customers and patients.  Things such as…

  • Shuffling in their seat
  • Checking their phone for emails
  • Staring at someplace other than you

What made Andy so bad? Well he spent all of his time on the scientific facts of the product—which was pretty boring. In other words, he focused on what HE thought was interesting instead of what his audience would find interesting.

Plus he didn’t emotionally hook his audience.

Once again Andy was focused on what he thought was important instead of what was important to his audience.

For example, Andy thought it was interesting that he was able to find the exact natural ingredients to create a cleaner that was not only safe, but didn’t contain any chemicals. While this is why his product worked, this wasn’t the first thing Andy needed to focus on.

Plus, he failed to find out or ask his prospective clients if they had pets or children that might get a hold of a cleaning solution in their own homes. Can you see how making his prospect think about his or her own pet or child may be in grave danger would hit a hot button?

In the end, with a suggestion from his mother, Andy is able to capture the audience’s attention and truly captivate the Home Shopping Network.

What made the difference?

Andy discovers that the person doing the screening test with him has a pet and a young child. So he shows her a familiar cleaner and asks if she uses something like that in her home, to which she replies “yes.”

Then Andy takes the cleaner he invented, takes the cap off and takes a swig of it right there on camera, asking if she could see the cleaning company whose product she uses doing that with their cleaner.

Would that get your attention?

I know it’d get mine!

The problem is that we don’t always do live pitches right? In fact, for some businesses, you may do all of your business online and may never even engage in live interaction at all.

So how do you look for the signs that you are boring your customers?

Well, tracking the time visitors spend on your web site and watching your videos can give you some indicators for starters.

But there is actually a much better way—something that you can use to make sure you never bore your audience and ensure they connect with you every time.

In fact, it’s the explanation behind why certain entrepreneurs get clients to buy and believe while others are often forgotten and ignored.  And best of all, it’s simple to do, once you understand it.

What’s cool about this is that rather than trying to convince someone your product or service is cool or interesting or superior, it automatically gets your audience to drop their barriers, stop being skeptical, believe what you say and trust your opinion.

In essence, it does what Andy did when he drank his cleaning solution: It taps on a hot button so powerful in your audience’s brain—in a predictable way—that people instantly focus on your message.

And that’s what you want people to do, right?

The reason this is important is because it no longer is enough to have the best product or service.  While fictional, Andy’s invention is a classic example. Who wouldn’t want a solution like Andy’s? One that wouldn’t kill you or make you blind if you happened to ingest it or get it in your eye.

Yet, no one and I mean no one, cared about Andy’s product…until…

Andy identified the way to capture 100 percent of his audience’s attention.

And that is step one.  You need to identify what will capture 100 percent of your audience’s attention. Because in today’s instant gratification society your battling shortened attention spans and an increasingly crowded message marketplace.

As he leaves the presentation, Andy and his mother discuss other ways they can capture 100 percent of his audiences’ attention in the future.

And that my friend is step two. You see, once Andy understood how he could get people to focus on him, he could replicate that and make his sales predictable in the future.  In order to succeed, you need a predictable, replicable way to immediately make a powerful connection with your audience, no matter what new products or services you introduce.

Recently I took a test that helped me to understand how I personally captivate people.  In essence, it helped me to better understand what I bring to the table naturally that helps me earn people’s attention so they want to stay focused on what I’m saying instead of heading to the next shiny object.

I discovered the exact things that make me be able to generate $300,000 in sales in a 90 minute presentation…so I can do these things each and every time—making sales predictable. (Take the test here to find out how you capture 100 percent of people’s attention here.)

In a distracted world, if nobody hears you, notices you, and remembers you, then they won’t be taking action on your message. If people aren’t buying your products or services the way you believe they should be, then take the time to find out what people find interesting about you so you can communicate this more consistently and predictably in order to get them to focus 100 percent of their attention on you.

NOTE:  Want more insider information on how to leverage marketing and sales to improve your business?  Click here to claim your special free bonus of $633.91 worth of marketing materials.

Doubles Your Sales In 20 Minutes Using These E-mail Secrets

By: Dave Dee on: March 7th, 2013 3 Comments

Recently I was speaking with a busy, small business owner and Internet marketer who confided he wasn’t doing what he coached other businesses to do.

He said, “I know I should be doing this for my own business too, but sometimes I act like the cobbler with holes in his shoes that spends so much time repairing others shoes that he doesn’t have time to repair his own.”

He added that what makes it worse is it’s the one thing he knows he really needs to be doing.

In a tough economy every penny counts and not doing this is like leaving tens of thousands of dollars on the table.

What was he neglecting?

He wasn’t giving his prospects and customers a second (and third and fourth…) chance to do business with him.

A costly mistake in any economy.

You see, according to market researchers, 98-99% of your website visitors won’t make a purchase on their first visit.

Converting even just 1-2% of those lost visitors could make a significant difference to your bottom line.

For example, if 6,000 people visit your website each month, a 2% bump in your conversion rate translates into 120 additional customers. Times that by the gross profit you make per sale and, I’m sure you’ll agree, it’s something that deserves your attention.

So how do you go about converting that additional 2%?

Email marketing.

In fact, according to Ogilvy who are cited as pioneers in the interactive marketing industry, “People who are registered to receive email marketing messages from your company will purchase an average of 167 percent more than those people in your marketing database who are not receiving email.”

Email marketing allows you to keep in touch with prospects as well as current and past customers, clients and patients.

It helps you drive traffic back to your website, sales pages and promotions.

It gives you the opportunity to educate your customers so they can be more successful in their business.

You can position yourself as a go-to resource.

You can cross-sell and up-sell your products and services to existing clients.

And win customers back.

This business owner knew all this, but still wasn’t doing it.

Like you, me and everyone, he’s busy.

But the reason he wasn’t doing it went beyond that.

He wasn’t doing it because he was worried about what many businesses are concerned about when they start thinking about doing email marketing …

Creating content.

Writing relevant content that’s both interesting and helpful to your readers is a real concern.  Plus the fear it will suck up all your time.

Another concern this entrepreneur worried about was that his emails might alienate some of his customers, damaging his reputation.

If you have any of these concerns, here are four tips that will help you write emails FAST and build a solid relationship with your readers.

1) Invite your customer in. Be transparent and personal in your messages. Give your customers a sneak peek inside your home, your business, your leisure time.  Tell them about something you read, a movie you watched, or something funny or spectacular that your kids did. Tell them about where you travelled or what a customer said to you.

Not only is it easier and faster to write about what you know, but it’s more interesting too. Plus, it helps you to build more of a relationship with your customers by helping them feel like you trust them like a friend.

Some of my most successful (and profitable) emails have revolved around a personal event from my life. When you put your trust in your readers with details of your personal life, they’ll be more likely to trust you back.

2) Stick to one topic. Decide on one topic you want to talk about before you start writing…and stick to it. Often when people don’t decide what they want to write about first, they ramble on to different topics.  This is like you giving your reader an invitation to stop reading.  It’s important that you focus your email on one idea.  Do this upfront and you’ll save a lot of editing time later.  Plus your emails will be more effective because your audience will only need to remember one big idea per email.

3) Brevity. Keep your messages to 500 words or less. This will make it easier for prospects to finish and faster for you to write.

4) Write conversationally. GKIC member, Matt Furey writes email messages to his list every day…bringing him $10,000+ per email. It only takes him about 20 minutes a day. He recommends writing like you speak. In fact, he often “speaks” his message into a transcription device. You can even buy devices that attach to your computer with a microphone that type what you speak.

 

Email is still one of the most effective strategies for doubling and tripling your sales. Using these tips will not only help you write faster, but will help you strengthen the bond between you and your readers, making your emails more effective.

By the way, the marketer I spoke of earlier is now doing email marketing. He says it has:

  • Re-engaged prospects and past customers making them once again interested in his services.
  • Brought inquiries about other services he offers.
  • Driven more traffic to his website.
  • Educated people on how he can help them.
  • Converted more of his prospects into paying customers.

You don’t have to spend a ton of time creating emails to get these kind of results. And the time spent will be well worth it.

NOTE: Want more insider information on how to leverage marketing and sales to improve your business?  Click here to claim your special free bonus of $633.91 worth of marketing materials.

How To Get Rich, Especially If You Hate Selling

By: Dave Dee on: February 28th, 2013 4 Comments

“I hate selling.”

I’ve heard that hundreds of times from entrepreneurs. The problem is the success of your business depends on sales. You need to be good at pitching your products or services. If not, you’ll not only lose revenue, but you could lose your business.

There is a lot of advice out there about what to do if you don’t like selling…

Like “change your attitude about selling” or “get over it.”

That’s NOT what you’ll hear from me today.

Today I want to give you a different way to sell that makes it possible to make more in one hour than many professionals make in a whole year.

You won’t have to worry about being shy or feeling awkward because it doesn’t involve public speaking.

It doesn’t involve live coaching or consulting either.

In fact, of all selling methods this type of selling has the lowest amount of personal interaction with buyers. In many cases, you’ll have no interaction with buyers at all.

You won’t even have to face rejection.

What’s more, you can do it without even leaving your home. Plus you can leverage what you already know and use the things you are most passionate about to make it easier and more enjoyable.

The best part?

You can do work once and get paid forever.

Sound too good to be true? It’s not.

I’m talking about copywriting. Putting words on paper that encourage people to send you money.

Now obviously you’ve heard the term “copywriting” before. But here is something you may not know about it…

It’s the highest paid skill in the world. And it gives you tremendous leverage. Because once you get the right words on the paper, all you have to do is use the right media to deliver the message to the right person.  And then you simply “rinse and repeat.”

Let me tell you a story about a man named Gary. Gary was an encyclopedia salesman who wanted to get into information publishing. He was a very good salesman, but he hated the long days, and hated the rejection.

He made a lot of money, but he hated seeing people face to face. Hated it.

The reason Gary wanted to get into information publishing was so that he never had to do face-to-face selling and telephone prospecting again.

The idea of sending out a letter in the mail, and having money come back without ever seeing his customers or even talking to them on the phone appealed greatly to Gary.

Plus he could have a printer print up all his letters and the post office deliver them so that he would never have to do any “leg work.” Write the letter, have others send it out. Gary is, of his own admission, a somewhat lazy fellow, so you can see why the information business appealed to him.

So, Gary used what he had learned while he was selling encyclopedias to write a letter. He took all the elements of his sales presentation, and put it in print. So now, instead of giving a sales presentation one on one, he could deliver it to millions of people at the same time.

What was the bottom line? Simply this: Gary was soon able to mail so many letters, that he brought in over 20,000 checks per DAY!

What was Gary selling? It doesn’t matter! See, the magic was not in the product – it was in the letter!

People were sending Gary money because of the words contained in the letter. And, the neat part was, Gary only had to write the letter one time – once it worked all he had to do was mail it again and again.

That’s the power of good copywriting and a great way to sell.

In fact, whenever top marketers want to make more money, they just write, or hire someone else to write, a killer sales letter. Once they put it in the mail, the money starts to roll in.

Copywriting truly is the best way to go for the person who doesn’t like to sell. The truth is though that it takes a lot of work, study and trial and error to learn how to do it. However, if you don’t like to sell and don’t want to spend time mastering copywriting, then you do have another option.

You can hire a copywriter to write sales letters for you.

Even with paying a professional copywriter’s fees, it’ll be well worth it. You won’t have to sell your products or services yourself and if you hire a good copywriter, you only have to pay them to write the letter once, then you can use it to sell your products or services and collect checks from it forever (or at least a very long time.)

NOTE: If you’re interested in hiring a copywriter, be sure to read our FREE report, “The 7 Key Questions Every Copywriter You Hire MUST Be Able to Answer To Write Killer Direct Response Copy and Create Marketing Campaigns That Will Outsell The Pants Off Your Competition!”

This report reveals critical information average copywriters don’t want you to know. However, the good ones won’t mind a bit. Plus, you’ll be better off, and make more money. Beware though, you’ll probably have to pay more to get a good copywriter. Worth it though when you consider that bad copy wastes precious dollars and costs you sales.

So the question to ask yourself now is would you rather save a few minutes by not looking at this report? Or would you like to set yourself up to make millions?  Remember there is no charge for this.

Click here to get your FREE report!

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ONE MORE THING: Want more insider information on how to leverage marketing and sales to improve your business?  Click here to claim your special free bonus of $633.91 worth of marketing materials. 

Brian Tracy Shows You How To Accelerate Your Success

By: Dave Dee on: February 7th, 2013 2 Comments

Early in his career, he was very poor.

He wore shoes two sizes too big with holes in them. He owned one clip-on tie and one shirt that he washed out every night.. He had to make a sale every day in order to have enough money to pay for a place to sleep each night.  There were even times he lived out of his car.

This made him wonder why some people are more successful than others. 

You know the ones I referring to…

They easily make more money.

They come up with the best ideas that get them ahead.

They drive nicer cars. Live in bigger homes. And have the best relationships.

He wanted to know why some people had it and why others, like him, didn’t.

That was more than three decades ago.

Today he’s one of America’s leading authorities on the enhancement of personal effectiveness, the development of human potential, and the art of salesmanship.

A dynamic and entertaining speaker, he has motivated and inspired thousands of people toward peak performance and high achievement and his seminars draw capacity audiences.

He’s written 55 books.

And he’s built, managed or turned around 22 different businesses.

I’m, of course, referring to success expert Brian Tracy.

His early years inspired him to make studying success his lifelong quest. In fact, Brian has spent more than 30,000 hours studying why some people are more successful than others.

He’s read everything ever written about success including the writings of Socrates and Aristotle. And on top of that he’s collected information from more than 10,000 companies in 55 countries to discover what the common equation is for success.

The days of him worrying about having enough money to cover monthly bills are long gone. He’s at the top of his field. He’s prospering despite the current economic conditions. And he’s wealthier and happier than ever.

I share Brian’s story to show you that, no matter where you are, there is a formula for obtaining the business and life you desire.

How did Brian Tracy become so successful?

Brian says that at one point he noticed that everybody starts poor. But certain people rise to success faster.  That’s when Brian realized there was a formula for success.

He says that people who are more successful use this formula to speed up their success.

So what’s their secret? How do people go from nothing to successful?

Well, Brian says the single most important key to success is continuous learning.

In fact, in today’s fast-paced world, it is a necessity in any field. If you don’t constantly learn you’ll simply be passed by.

But that’s not the real secret to the kind of success we’re talking about.

No, the real secret to getting ahead is not just learning.  But in finding and putting into action the right information faster than your competition. 

When you do this you’ll suddenly:

  • Get to the top of your field and stay there
  • Become wealthier and happier than ever before
  • Never again worry that you don’t have enough money to cover your monthly bills
  • Prosper no matter what the economic conditions are, and
  • Remove barriers so there’s no limit to what you can accomplish

So how do you decide which is the right information?

One thing you can do is to put into action what Brian calls “one of the most helpful concepts of all time and life management.”

He’s referring to what is commonly referred to as the 80/20 Principle or 80/20 Rule. It’s also referred to as the Pareto Principle (named after Vilfredo Pareto (1843-1923) who was the first man to identify its existence.)

The 80/20 Rule says that in order to find success you need to focus your effort on the 20% of your activities that bring you the most reward, while eliminating or delegating the 80% that bring you little or no reward.

Take time to identify the twenty percent and you will know where to concentrate your efforts and which information will help you the most.

For example, many companies find that 80% of their profits come from 20% of their customers.  Knowing this you should be analyzing the profitable 20% of your client base.  What do they have in common? How can you bring in more customers that fit their profile?

You might spend time learning and integrating price strategies to sell bigger ticket items to your top 20% clients while studying strategies for not only attracting more customers like them, but reducing and eliminating the least productive customers.

Brian says, “More people are becoming successful at a faster rate than at any other time in history. There have never been more opportunities for you to turn your dreams into reality than there are right now.”

Never stop learning. Use the 80/20 Rule to concentrate your efforts in the right place. And implement what you learn immediately. When you do you will outperform your competition and speed up your success.

NOTE: Want more insider information on how to leverage marketing and sales to improve your business?  Click here to claim your special free bonus of $633.91 worth of marketing materials.

The Top Five Behaviors To Avoid If You Want To Be Successful…

By: Dave Dee on: January 22nd, 2013 6 Comments

The other day, something Dan Kennedy wrote triggered a memory of a profound statement a multi-millionaire once told me …

Dan talked about how we all have certain “self-sabotage” behaviors.

This made me remember a conversation I had at one of Dan’s seminars…

The seminar was packed with “players” who had spent their money, and more importantly, their time to continue learning how to market their business better. It was a great opportunity to meet, network and talk with mega-successful people who are so open to sharing their wisdom and secrets to success.

Anyway, after the seminar, the owner of a multi-million dollar franchising company said the following to me…

“I give all of my people a blueprint for how they can be successful, but when I get back home, I’m going to create a blueprint for how people can fail at their business as well. This way, they can check both blueprints and see if their behaviors are leading them down the road to success or the road to failure.”

Isn’t that a great idea?

We are always talking about what to do to be successful, but we don’t always talk about the behaviors that lead to failure. And part of becoming successful is eliminating the bad behaviors. Of course, if you don’t know what those are, it’s hard to get rid of them, right?

Here are some of the top behaviors that lead people to frustration, struggle and even failure:

1) Not investing in lead generation. Dan Kennedy says, “A business without a mailing list isn’t a business.” EVERY business should have a strategy for capturing names—not just from people who have purchased your products or services, but for prospects as well. Each new name acquired is a “gateway” to new business, repeat business, and referrals you wouldn’t otherwise have. You can create the greatest marketing campaign in the world, but if you don’t have a list of prospects to send it to or are unwilling to spend money to build a list, you are dead in the water.

2) Investing too heavily in one strategy. Too often I see business owners use only the Internet for all of their advertising. Even worse, is using just one Internet strategy—like only sending emails, or only using Pay Per Click to drive traffic to their site. This is an error of EPIC proportions. I admit I’ve even fallen into only using the Internet myself, but I guarantee you it’s not a trap I will fall into again.

In Dan Kennedy’s book, No B.S. Business Success In The New Economy, he says, “One is a very bad number, anywhere you find it…if one media produces a disproportionate percentage of your customers, you are subject to being summarily put out of business.” Even the biggest Internet marketers on the planet know they must integrate online and offline strategies…and that the marriage of these two is where their riches lie.

3) Not knowing who your ideal target market is. At Dan Kennedy’s Mailbox Millionaire seminar, Dan said, “At least half of the battle is won via selection, not ‘creative’ message, copy, offer, etc.” Mediocre marketing aimed at a very well selected target market will get superior results. However the best marketing message in the world aimed at a poorly selected target market will get you mediocre results at best. You can’t expect to effectively craft a powerful marketing message to attract your ideal customer, client or patient, if you don’t first have a very clear picture of who that person is. Clearly define who it is you are catering to, first. Then craft your message.

4) Not knowing how to sell. The most successful people I know are also master salespeople. If you don’t know how to sell, you are going to continue to struggle. In fact, in Sales and Persuasion Strategies, Dan discusses the ONE thing you must never do that incredibly 99% of all business owners do that creates a huge obstacle to selling. Once people remove their selling obstacles, not only do they see their profits soar, but they speed up the sale and stop competing for business too.

5) Not taking action. The one thing you will hear over and over and over again from our most successful members—and members who have transformed their business in what seems like overnight is to take “massive action.” You can think about getting rich all day long, but unless you DO something, customers are not going to magically appear and start giving you money. Worry less about failure and just get moving. The reality is the men and women of ACTION are the ones who are the wealthiest.

How many of these behaviors are you exhibiting? Focus on eliminating them this year and you will go a long way towards removing much of your frustration and struggle in your business.

What are some of the self-sabotaging behaviors you’ve eliminated that you feel helped you move forward? Why not share them in the comment section below.

NOTE: Another one of the top behaviors that lead to failure is not investing in continuing education and coaching. The most successful people I know are constantly investing both time and money in learning. I’ve heard people say, “Well he is rich so he can afford to go to seminars, hire coaches and buy products.”

The truth is that a person is successful because they invested time and money in training, coaching and education BEFORE they had the money to invest. Can you imagine someone wanting to get hired and paid as a doctor without investing in the education and training necessary first? I remember struggling to buy Dan Kennedy’s “Magnetic Marketing” program for $279 about 13 years ago. I can’t imagine where my life would be today if I had not invested in that.

Want more insider information on how to leverage marketing and sales to improve your business?  Click here to claim your special free bonus of $633.91 worth of marketing materials.