Archives for December 2011

4 BIG QUESTIONS To Ask Yourself For The New Year

1. BIG QUESTION #1 = HOW MUCH OF YOUR LIFE IS DICTATED BY OPINIONS PEOPLE HAD ABOUT YOU, 5 EVEN 10, YEARS AGO?

a. Put People’s Opinions In Their Proper Place
b. Other’s Opinions Matter Very Little
c. Unqualified Opinions Are Best Ignored
d. Critical Opinions Should Be Suspect
e. Only Customer’s Opinions Matter
f. Ultimately, Screw Em’ All

2. BIG QUESTION #2: HOW WOULD YOUR LIFE BE DIFFERENT IF YOU EXERCISED MORE CONTROL?
a. Exercise More Control In Your Life
b. If You Don’t Someone Else Will
c. Customer’s Are Not In Charge (Nobody Put A Gun To Your Head)
d. Control Of Others Amounts To Control Of Self
e. More Control = More Criticism

3. BIG QUESTION #3: HOW CAN YOU CHANGE YOUR BUSINESS TO PROFIT IN THE NEW ECONOMY?
a. Embrace Change
b. The Only Constant In Business Is Change
c. You Must Be Ahead Of Your Own Extinction
d. Life & Business Is About What’s Next
e. Face What’s Next
f. Use Change To Your Advantage

4. BIG QUESTION #4: WHAT IS THE MOST PROFITABLE THING FOR YOU TO DO RIGHT NOW?
a. Delegating For Peak Personal Productivity
b. Delegation & Completion Lists
c. 70% Rule = Anything that you cannot do at 70%+ proficiency should be delegated to someone else,
d. What’s Your Time Worth?
e. Learners Are Earners
f. Steps:
i. What Do You Want To Accomplish?
ii. Adjust Tasks For The Individual
iii. Keep The Big Picture In Mind
iv. Set Your Expectations

7 Step Marketing Implementation System

1) Know Your Best Client

– Ask what their fears, frustrations, problems, needs & wants

 

2) Know How Your Product Solves Their Problems.

– What about your product fills those needs?

– Know what they buy before during and after your stuff.

– What do they get from your competitors products?

– What is missing that you could add?

 

3) Put Together A Powerful Marketing Message Of How Your Product / Service Solves That Problem

– Address the pain and state your solution in your marketing material

 

4) Determine Your Lifetime Customer Value

– Average profit per transaction X the average number of transactions per year X the average number of years they are with you.

 

5) Then Prioritize using any of the following 24 marketing strategies that make up the most profitable ways to grow any business:

– Establish referral systems

– Risk reversal

– Direct Mail

– Special Events

– Purchasing Qualified lists

– USP

– Education

– Publicity

– Reactivating Old Clients

– Deliver Higher Than Expected Service

– Increase Communication

– Increase skill levels of staff

– Qualify leads up front

– Irresistible Offer

– Add More Perceived Value

– Upsell & Cross Sell

– Point of sale promotion

– Packaging complementary goods together

– Increase your pricing

– Target Affluent Markets

– Develop A Back End

– Price inducements for frequency

– Have closed door events

– Program your clients
6) Evaluate Your Resources; Determine What To Do 1st 2nd & 3rd; Schedule your Implementation

 

7) Start Today! Evaluate Your Schedule Weekly, Monthly, & Quarterly

PEP.NET Technical Moment (11/17/11):

The Way Back Machine

• Http://www.WayBackMachine.org

• The Wayback Machine is a digital time capsule created by the Internet Archive non-profit organization, based in San Francisco, California. It is maintained with content from Alexa Internet. The service enables users to see archived versions of web pages across time, which the Archive calls a “three dimensional index”. Internet Archive bought the domain waybackmachine.org for their own site.

• The name Wayback Machine is a reference to a segment from The Rocky and Bullwinkle Show in which Mr. Peabody and Sherman use a time machine called the “WABAC machine” to witness, participate in, and, more often than not, alter famous events in history.

• Can Be Used For:

o Researching Competition

o Finding Lost or Unavailable Resources

o Reviewing How Your Website Has Developed

o Fun

o Swipe File Material

o & More

7 Ways Entrepreneurs & Sales Professionals Sabotage Themselves

1. Practicing Lousy Follow Up

a. Many People Don’t Have A System
b. Top Marketer Have 8-28 Steps In Their System (eMail, Fax, Text, SnailMail, Invitations To Events, etc.)

2. Hanging Out With Losers
a. People Have A Negative Or Positive Effect On You
b. Strive For A Higher Level
c. We Are The Sum Of The People We Spend The Most Time With

3. Wasting Time: Red Time vs. Green Time
a. Maximize Your Green Time

4. Talking About Features Not Benefits
a. Pencil Example

5. Not Creating Systems
a. Have A Steady System For Generating Leads From Multiple Sources
b. Have A System For Categorizing Them Upon Intake
c. If You Don’t Have A System You Are At The Mercy Of Your Prospects System For Buying (Or Not Buying)
d. Common Systems: Referral, Testimonial, Social Media, Hiring, Etc.

6. Living With Poor Self-Discipline
a. Hold Yourself Accountable (Coaching, Friend, Mastermind)
b. Set Goals Standards & Benchmarks
c. Review Your Progress

7. Actively Listening
a. People Will Tell You If You Just Listen (Objections, Fears, Desires, Etc.)
b. Normally People Are Just Waiting To Talk
c. You Look Like A Genius If You Listen
d. 6 Steps: Like, Interest, Touch, Engage, & Need

Lead Generation

• Never The Pest; Always The Welcome Guest

• Move past, “How Do I Get Past The Gatekeeper?” to “How Do I Get Invited In By The Gatekeeper?”.

• Engineer the situation so that you are sought out, invited in, and welcomed as an expert.

 

• Welcome Guest Non Prospecting Process

➢ Get qualified prospects to raise their hand

➢ Send information that sells you and the appointment

➢ Wait; follow up by mail

➢ Go in as Welcome Guest

 

• Lead Generation Ad

➢ Classified Ad = You want to tell who you want to respond as well as who you don’t.

➢ Free Report = Try offering one. Either via a 800 number, website, or snail mail.

➢ Medium = Choose an advertising medium that is frequented by your target market.

➢ Headline = This is the MOST important part of any ad!

 

• Secrets Of Making Lead Generation Advertising Work

➢ Don’t Do To Much = Don’t try to pre-sell or build a brand. Focus 100% on getting them to respond.

➢ K.I.S.S. = Focus on a straightforward offer such as a book, tape, CD/DVD, etc. Possibly use a free consultation.

➢ Target = The right market is key here.

➢ Split Test = Always test for success.

➢ Use The Right Bait

Wealth Attraction 101

• “For this educational moment I thought I would switch gears and talk about something other than marketing for a change. However, it’s a topic that is still near and dear to my heart: Money! More specifically: Wealth Attraction.

• How Do You Make Yourself Magnetic To Money?

➢ The Work-Money Link = Making / Creating Wealth vs. Attracting Wealth

➢ Money Is Not A Zero-Sum Game

• The 3 Pillars Of Wealth Attraction

➢ Philosophical = Our ideas, thoughts, and feelings about money and wealth

➢ Strategic = Specific actions that you can take to attract wealth

➢ Behavioral = Ways of being that attract wealth not repel it

• Wealth Magnets

➢ A Rock Solid Unshakeable Belief In Abundance (Philosophical)

• Don’t Buy What The Media Is Selling

• Raise Your Awareness Of How Much Money Really Is Out There

• Test Drive Cars, Visit Aspen, Purchase Town & Country

➢ Be Somewhere: Wealth Can’t Find You If You’re Hiding Under The Couch (Strategic)

• YCDBSB = You Can’t Do Business Sitting On Your Butt

• PEP.NET

• Speaking, Meetings, Road Shows, Geographic Relocation

• Be Anywhere & Everywhere Your Ideal Prospect Or Customer Is…

➢ Fake It Til’ You Make It: The Habit Of Acting Wealthy To Attract Wealth (Behavioral)

• Wealth Account = Immediately open a wealth account, deposit 1% – 10%, and don’t touch, if you do touch limit it to investment

• Giving Account = Immediately open a giving account, deposit 1% – 10%, and don’t touch, if you do touch limit it to true giving

• Surround Yourself With Images That Reinforce Abundance

➢ A Wealthy Mindset: Speaking Money (Bonus)

• Most people speak out of fear, lack, and other negative emotions

• We want to train our subconscious and program our minds to speak out of abundance

• Phraseology: “Hard-Earned Dollars” = Money Is Hard To Get, “Stinking / Filthy Rich = Rich People Are Bad, “Easy Money” = Money Should Be Hard To Get

• Money Doesn’t Grow On Trees

➢ Sales & Marketing (Bonus)

• The Highest Paid Profession In The World? Salesman.

• If You’re Not Good At Sales, You Better GET GOOD At Sales

• Shameless Self Promotion

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