Never Ever Cold Call Again to Get New Clients!

Something I learned over 6 years ago from “the Millionaire Maker” Dan Kennedy is that in order for you not to do cold calls, and to not be stressing out where your money will come from each month— you need to create a “lead generation funnel.”

I not only learned it from him, I shared the stage with him where he asked me to share the strategies I used to help grow my business and here are a few if them below,,,

What you need to pay real attention to is that After I did that, created and implemented those strategies… I never had to worry about getting any new clients or cold calling again.  I basically created a system of how to get new leads… Here’s a sample of what I did—

  1. Create a  1 page printed newsletter– I sent it out for free once a month to anyone who signed up for it online. I also gave it to folks I met in my travels to events.
  2. Wrote a weekly blog and sent an email to my list
  3. Sent at least one email a week to my list in addition to my blog email
  4. Attended the same 3 conferences every year for 6 years (GKIC Info Summit, Superconference and Yanik Silver’s Underground)
  5. Joined 2 mastermind where we met 3 – 4 times a year- got a bunch of business from there J

This is only 5 things, and there are so many more things you can do to keep your pipeline of new clients filled.  I actually create a free report which you can download here-“The 7 Ways You Can Get New Clients in ANY Economy” no optin/email address needed- you get it here compliments of me.

The real key here is that whatever you decide to do you need to do it consistently, and don’t stop doing it, be committed to growing your list and putting your marketing on auto pilot by using an email auto responder, getting a VA to do a printed monthly newsletter for you and on an on… Stop making excuses and go get on the stick and create some systems to communicate with your list , grow it and never have to make another cold call again!

AND– Here’s a BONUS for you– Dan Kennedy just launched some great free training– check it out here– he shows you EXACTLY how to create your OWN “lead generation machine” funnel.

PLUS– FREE 60 Minute One On One Call with ME!

If you’ve made it all the way down here to the bottom, thanks for reading, and here’s a gift for you. I want to give you 60 minutes of my time for free, with my compliments.   Maybe you’re:

  • Stuck in your business and not being able to increase your profits fast enough
  • Frustrated your launch didn’t go as well as you planned
  • In need of some help and guidance with your launch
  • Finally ready to create your online marketing funnel and don’t know where to turn
  • Searching simply for some strategic online marketing help, and hand-holding from an expert who’s got proven experience and helped thousands already….
  • problem or issue isn’t listed here… I know I can help….

Well, here’s the deal, you’re in the right place. I can help you!  Just click here. I want to give you a  FREE 60 minute call with me. I’d love to see how I can help you create the business you so deserve and helping you help thousands more people.

It’s All About the Questions

There is a quote by Albert Einstein that says “If you can’t explain it simply, then you don’t understand it well enough.”

This quote says it all when it comes to the topic of this week’s blog.

It’s ALL About the Questions!

This is actually STEP 2 – AFTER you figure out your goals and outcomes of what you want from doing your survey. Creating questions for your survey products is incredibly important because it will shape the answers you will receive and ULTIMATELY what you will be able to do with that information.  Through this questioning process you will step closer to finding success in your business.

Step # 2 –It’s ALL About the Questions!

When you are coming up with questions, there are SO MANY types of questions to choose from. So let’s start with this— phrase:

“Short, Sweet & to the Point”

One way to keep questions “Short, Sweet & to the Point” is to use open-ended ones. These are the questions that will bare the most fruit for you in your surveys.  A lot of researchers and statisticians don’t particularly like open ended questions because they are the most difficult to measure because each answer is unique, so when sifting through 10k open ended answers, it can be overwhelming in going through all of them. So I highly recommend using open ended questions when you:

1.  Want detailed information in the respondent’s voice

2.  Don’t have good solid answers to create a multiple-choice—because a lot of times you can miss an answer because you didn’t give them one they would have chose. (When you create multiple-choice you’re forcing them to answer your answers that you’ve created.)

The real key to using open ended questions is they can really help not only shape your business, products, etc.; they can also shape YOUR MARKETING.  They write the answers in their voice and will give you key words and key phrases that you can use when you market to them.

Here are some guidelines for you to keep in mind as you create your questions.

1.  Are you questions short or wordy?

  • Simple and concise words are the best to use

2.  5th Grade is your target when it comes to the understanding level.

  • Do not make assumptions
  • Everyone needs to understand them

3.  Stay Away From Complicated.

  • Complication will lead to people not wanting to participate in your survey

4.  Keep your goal and the main thing you want to achieve in mind.

Next week, I am going to take you deeper into how to create those easy and inviting questions that will give you the answers to help shape your business.

PLUS– FREE 60 Minute One On One Call with ME!

If you’ve made it all the way down here to the bottom, thanks for reading, and here’s a gift for you. I want to give you 60 minutes of my time for free, with my compliments.   Maybe you’re:

  • Stuck in your business and not being able to increase your profits fast enough
  • Frustrated your launch didn’t go as well as you planned
  • In need of some help and guidance with your launch
  • Finally ready to create your online marketing funnel and don’t know where to turn
  • Searching simply for some strategic online marketing help, and hand-holding from an expert who’s got proven experience and helped thousands already….
  • problem or issue isn’t listed here… I know I can help….

Well, here’s the deal, you’re in the right place. I can help you!  Just click here. I want to give you a  FREE 60 minute call with me. I’d love to see how I can help you create the business you so deserve and helping you help thousands more people.

How to Give Your Customers Exactly What They Want

Technique #1:  Start With Your Outcome, Not Questions 

This week I want to challenge you with this thought: “Think Outside of the Box.”  The topic of this blog is a little different and will require you to think outside of the box.

Diving right into it, I do not want you to think about all the questions to put into your survey.  I want you think about the outcome first!  So many people fail before they hit the ground running with their survey because they think “Questions First.”

Think about it…before creating and writing questions, you need to know what you want from them first.  Therefore, in hindsight, your first question to ask is: “What is your Outcome.”  and “What’s your goal, what information do you need, or what kind of problems in your business will a survey help you with?”

Once you figure out your outcome, the next step is coming up with some objectives.  It is very important to limit your objectives to two for the outcome.  By limiting your objectives to two, it will help you in the end with coming up with specific questions.   Another reason for keeping it to two objectives is to follow my number one rule with surveys:

Less questions is more! No more than 15 Questions!

To help you out, I am going to give you some examples of good outcomes and objectives to get your creative juices flowing.

  • I want to get new testimonials – at least 10.
  • I want to find out what keeps my clients awake at night.
  • I want to know what my client’s biggest challenge is.
  • I want to know what my customers like and don’t like about my newsletter.
  • I want to know what kind of topics my customers want to read about in my blogs.

So your homework this week is to take the time and come up with some serious outcomes that you’d like to get for doing a survey to your prospects and customers.

Solving the Mystery of What Your Clients Want

Whether you are an entrepreneur or working directly with clients starting from scratch with a new idea is hard, especially when it comes to creating new products. Knowing exactly what your clients need and are looking for is pretty much like a guessing game.

Unless… you know the secret of predicting exactly what your clients want and are looking for.  Today, I am going to share that secret with you.

In fact, it is extremely simple…all you have to do is ASK THEM. The key to this “Secret” is realizing the core of what your clients or prospects want lies in doing a survey—asking a series of questions:

  1. What do they want?
  2. What are their biggest challenges?
  3. What keeps them awake at night?
  4. Based on the above information, what new tools should we create for them?
  5. What is the best format for these products/tools? Online? Printed? Audio/Video?

By doing a survey, it is more than a client asking random questions.   It is about the whole survey process, which includes:

  • Figuring out the goals of your survey and what you want to accomplish with it
  • Implementing the whole survey process
  • Getting a Big Response
  • Using your Results in your business

Over the next few weeks, I will share my secret with you as well as the entire process that goes with it.

How to Get Motivated

Now that we have kicked the procrastination habit, seemed appropriate to talk about staying motivated.

What is motivation? This simple but complex word can bring both disappointment as well as accomplishment.  It drives you to take action but can also drive you to not want to do anything.  Motivation is a word that everyone struggles with at one point or another but how long this lasts is up to you!

Are you finding it hard to keep motivated – especially with the holiday season upon us? Do you find yourself going strong and then BAM!  Something comes up and it takes a lot to get your motivation back on track.  The ironic thing about motivation is when those rough times come your way, if you keep it going, you will succeed.  Motivation is not easy but with a little hard work it is achievable.

Here are five tips to keep your motivation going especially during this time of year:

1.   When you have set-backs, the worst thing to do is to focus on the negative.  Instead re-focus, and do not hesitate.  Make a plan and go with it.

2.  Stay positive.  The number one reason people lose their motivation is due to negativity. It is like a disease that overwhelms your entire train of thought.  So just don’t go there!

3.  Believe in yourself.  When you start to doubt yourself, motivation starts to slow you down.  Before you know it – your motivation is gone. Be a believer.

4.  Acknowledge the progress you have made.  By looking at everything you have accomplished, it will jump start your motivation.  And reward yourself for this, it is huge!

5.  Stay focused at all times.  Keep a to-do list to remind you of everything that must be done.  By doing this, it will help you keep your eyes on the prize.  And let you see just how much progress you have made.

There is no such thing as “Instant Success”.  Everything in this world takes time, work, and motivation.  Motivation is not easy but with a little hard work it is achievable.  Let me know what helps keep your motivation!

Have a good week!

Part 2 of : Am I the Type of Person People Want to be Around?

Last week, I shared with you my thought process of examining myself with the question “Am I the type of person people want to be around?”  This week, I am going to finish with the last two parts.  As I explored these two subjects, I made a promise to be completely honest with myself.  So, I encourage you to do the same.  In order for you to truly evaluate yourself, remember complete honesty is key.

1. What kind of presence do I leave with people?

Defining someone’s presence is a hard quality to explain.  Basically, it involves how you are in regards to socially, self-confidence, and body language.  Believe it or not, these three characteristics are hard to fake once you get over that first impression.  Let me break these three characteristics down for you to understand better:

  • Socially- It’s also about – are you an Extrovert – get your energy from others, or an Introvert – getting your energy from being alone and recharging?
    • Are you the type of person who has a hard time talking or being around others?  An introvert?
    • Or are you someone who can easily start a conversation with anyone around you?  An extrovert?
    • If you are the second type, chances are socially you are the magnet others are drawn to in a group.
    • If you are the first one, the only way you are going to be that magnetic person is to take a risk and get out of your comfort zone.  Push through your fear to start a conversation.

The key is to simply BE
YOURSELF – otherwise you are going to appear awkward and the situation may be
more uncomfortable. I find being honest is always best
.

  • Self-Confidence vs. Arrogance
    • There is a huge difference between being arrogant and self-confident.
    • An arrogant person knows everything and does not want to hear any other opinion but their own.
    • A confident person will take the time not only to listen to other’s but also is curious, open minded, and wants to hear others thought processes and beliefs.

A confident person
attracts others naturally by their self-belief to get any job/task done, being open-minded,
and showing others respect in all areas of life. 

  • Body Language
    • Body language often speaks much louder than verbal words.
    • If your arms are crossed, you avoid eye contact, you are constantly moving your foot or fingers, and slouching, you are sending a verbal
      message.  This type of verbal message is not a good one.  All these movements tell someone else that you are not approachable and do not want to be bothered.
    • Positive and welcoming body language includes direct eye contact at all times, arms are in a relaxed position, you are engaged in the
      conversation, smiling and asking open ended questions.

Sending positive body
language is an open invitation to anyone around you.  People will be drawn to approaching you
rather than being scared or shy. 

1. Am I honest?

Honesty is always the best policy when it comes to communicating with others.  If the people around you know they will always get an honest answer from you, then it’s easier to trust.  Not only that, honesty communicates openness automatically.  If someone needs advice or has a problem they will come to you because of your honesty.  This does not mean you have to reveal every single detail of your life. At the same time, don’t exaggerate or make things up when sharing something with others.

Hopefully, you as a reader have been inspired to examine the type of person you are around other people.  Remember, in order to be effective and make an impact on other’s life, you have to be willing to examine yourself and change if needed.

The positive side to negative testimonials

When it comes to customer testimonials, there will come a time when you receive a negative testimonial.  Now if you are new in business or even a veteran, the way you respond will determine whether it can turn positive.  The worst thing for a business to do is to post only customer testimonials that are positive.  Nothing in this world is perfect, so portraying perfection will turn potential customers away.

There are three simple steps to remember when dealing with negative customer testimonials.  Remember, how you handle these negative customer testimonials will speak volumes about your business character and integrity.

1.  Never Over-React

By you posting this negative customer testimonial, it gives the opportunity to build a loyal customer base.  By responding rationally as well as offering some kind of “peace offering,” this shows your business cares and takes care of all customers.

2.  Timing is Everything

Before responding to any type of customer testimonial, you want to think it through first.  If there is a problem, investigate all angles of the complaint.  The worst thing to do is assume the customer is over-reacting or claiming something false.  Like I mentioned before, no business is perfect and by investigating, you are identifying fault or no fault.  By taking the time and thinking through the response, it could turn a negative into a positive.

3.  Respond With Care

Prior to this step, you have investigated as well as thought through the appropriate response.  Now, choose your words carefully and make sure your tone is portrayed as positive not negative, hostile, angry, or even defensive.  If there was a mistake made, admit to it and have a solution ready to implement.  And ALWAYS make it right!  If they want to return your product and are really unhappy, give them their money back, it’s not worth it having that negative energy around.  If you were wrong or someone from your business  did something that upset them— Always do what’s right—apologize, tell them you made a mistake, and even overdo it with the apologies and they will be incredibly grateful to you.

Overall, remember that there will be times where a customer is displeased or angry with your product or business.  The key is turning a negative customer
testimonial into a positive experience, which will in turn bring more potential customers your way.

Creativity + Testimonials = Results

In a fast pace world of marketing, one of the best ways to stay ahead of your competition revolves around one word: CREATIVITY.  So today I am going to show you how combining a little bit of creativity with your testimonials yields great results.

No matter where you are using your customer testimonials, you want to present them in a way that pops out to the reader.  Be honest – how many of you have visited a website selling a product and you find at the bottom of the page a BUNCH of writing and small pictures?  Now be honest again – because it is in a format that seems like “a lot to read”, you skip over it, right?

You do not want your potential customers to skip over a wealth of information that sings your praises.  To help you out, I have created a list of creative ways to use your testimonials:

1. Put a Name with a Face
• By putting a picture beside a testimonial, it allows the potential customer to be able to relate especially if they are the same gender, race, age, etc.

2. Hearing is Believing
• Adding an audio clip or video gives the testimonial an additional level of believability.  It allows the potential client to hear or see the exact emotion from the testimonial.  Think about it – when you read something, it is hard to see how excited or disappointed a person is.  This takes out all the guesswork and delivers a message with real emotion.

3. Visually Creative
• The best way to set up testimonials on a page is by putting them in a gray or yellow box.   By taking the time to create a page that is visually appealing will bring in more clients and ultimately better results.

The most important thing to remember is to put your testimonials in a positive and appealing position on the website.  You want to make sure the potential client is not just scrolling past them.  Instead, they pop out and draw the potential client in to wanting to read what others have to say about you.
Tune in next week to discover how potential clients respond to testimonials.

The Best Way To Get New Clients —

Testimonials are THE best way you can sell yourself and sell your business AND ultimately get new clients.  And the beauty is you are not the one doing the selling, your customers are. And believe me there is no better way than to have other people sell you. Why?

Having testimonials will build your credibility and your believability.  They create support for you and your business. And if you have a great product or a service you totally deserve these kudos from having testimonials.

What are testimonials going to do for you?  Let’s say you have a prospect that is hesitant to buy or they’re nervous about giving you their hard-earned money. A great testimonial is going to overcome both of those issues.  It’s going to reduce their anxiety and create excitement for them to buy from you when they actually can see what you’ve done has helped others.

Is there a difference between feedback and testimonials? Yes. They do overlap and both are great for your business. However, feedback is a more informal way to obtain information on your product or services. Maybe you have a comment section on your web site or encourage your customers to send you comments via email. This information is always helpful to you with plans for new products or services and goals for the future.

Testimonials are more structured. There are certain elements crucial to a terrific testimonial.  Obviously they have to be believable, so you don’t want them to be too outrageous and too out there. They can address an objection. They can address the benefits of your products or services. They can be case studies. They can talk about your character or your personality. They have a specific outcome.

And about a specific outcome, I want you to be aware of the FTC guidelines that came out last year.  There are specific guidelines on how you can write your testimonials, especially if your testimonial is based on specific outcomes people have received by using your product or service.  I would totally recommend getting the report written by Peter Hoppenfeld about FTC testimonials. Read it and get to know it so you know better how to use testimonials in your business.

An obvious way to get testimonials for your business is to do a quick survey. Always ask for their full name.  My rule is ask for as much information as you can.  Their full name, their city, their state.  Ask for their website, their business name, if they have an occupation or their job title. The more information you have about your testimonials, the more believable they will be for you and for the people who read them.

Tune in next week to read about the different kinds of testimonials.

Commit to Your Plan to Create Success

I was recently listening to a panel discussion made up of several well known marketing experts and one of the panelists said something that really jumped
out at me.

The panelist was Jay Conrad Levinson who is known as “The Father of Guerilla Marketing.”  He said that he believed “…a mediocre marketing program with commitment will always prove more profitable than a brilliant marketing program without commitment. Commitment makes it happen.”

As soon as I heard that I knew he was right… but I was not really sure why.  So I thought about it for a while and came to a conclusion.

Commitment is when you—

Create a marketing program – good or bad – and then commit to it.

Include the message in all your communication.

Know everyone in your organization follows the program.

Give your customers the same marketing message from you over and over for a long period of time.

Send regular emails, or a newsletter, or have a blog.

Then something happens…You create consistency. This consistency then creates a feeling of trust for you in your customers.

A few weeks ago in my post The “Oprah Factor” and how you can create your own “ X Factor” I talked about the trust that Oprah’s fans feel with her and how this led to very strong and deep emotions they felt about her and this in turn led to the tremendous influence her opinions have on her audience.

Let’s face it.  There is a lot of uncertainty in the world right now.  Your customers are craving consistency and dependability.  They are looking for people to do business with they can rely on.

What you need to do is to develop a strategic marketing plan and commit to it.

If you haven’t created one, or I you’re not sure where to start with developing a marketing plan, I always suggest of course surveying your customers.  Even a very short questionnaire with one or two questions about what they are worried about, what keeps them awake at night, or struggling with right now in their business, will give you a great starting place to build your marketing plan.  Here’s where you can get more info and examples about surveying your customers.  www.createamazingsurveys.com/replay.html

And if you need more help, this is what I do with my clients— create marketing roadmaps/plans for them so they can have a more successful business.  Click here for more info. www.marketingimplementer.com/uploads/Find_Hidden_Money_Article_App.pdf