tag:blogger.com,1999:blog-80001933474123685552024-02-07T18:10:05.814-06:00The Blog of Kevin DonlinSimple Ideas. Big Profits.
For American EntrepreneursKevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.comBlogger528125tag:blogger.com,1999:blog-8000193347412368555.post-43286519914852930382022-03-01T09:44:00.017-06:002022-03-06T16:40:04.949-06:00How to Make March a Leap Month<p>Today is March 1, not February 29.</p><p>So it's not a leap month right?</p><p>Wrong.</p><p>You can make March -- or any month -- into a leap month, by adding another day to it.</p><p>All you need do is recapture 24 hours of lost time this month. It's like giving yourself an an extra day to do whatever you want.</p><p>And I'll pay you $50 if I'm wrong ;-)</p><p>Let me explain.</p><p>First, take a look at the graphic below ...</p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/a/AVvXsEg59Irhd8Yqe8CFWzA7egPTFbRjqvwC1ew4kr1AzUNpNFyC8bgfdL71m3j1AQnvLF5OEoheZHQ8gSefxKFLQAgzquAIRpezSKRbdjA3LrGzsg5wRenOvXMA9BlptBj3kz5FBHG2qTPZwDIg1kdfbPlQIN0habyQCT6LTFb6A8o_0XQBbsQdd9KuOx0yxw=s1596" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="1596" data-original-width="1242" height="400" src="https://blogger.googleusercontent.com/img/a/AVvXsEg59Irhd8Yqe8CFWzA7egPTFbRjqvwC1ew4kr1AzUNpNFyC8bgfdL71m3j1AQnvLF5OEoheZHQ8gSefxKFLQAgzquAIRpezSKRbdjA3LrGzsg5wRenOvXMA9BlptBj3kz5FBHG2qTPZwDIg1kdfbPlQIN0habyQCT6LTFb6A8o_0XQBbsQdd9KuOx0yxw=w311-h400" width="311" /></a></div><br /><p>It's a screen shot of my cell phone's screen time for the week of February 20. For those 7 days, I used my phone for a total of 32 hours and 55 minutes, or 4:42 a day, on average.</p><p>And I'm sure you'll agree: We all use our cell phones too much, right?</p><p>To be blunt, every hour spent on your cell is an hour you're not living in the real world.</p><p>In my view, every hour of cell phone use I can recapture is an extra hour of real life -- not a virtual (fake!) life watching viral videos, reading politicized "news," checking social media for the 17th time today, etc.</p><p>Anyway.</p><p>If you agree that an hour offline beats an hour staring at your phone, then the task is simple: Replace screen time on your phone with time in the real world.</p><p>It's easier than you think.</p><p>Here's how: Simply measure your screen time for one week, then reduce it by 6 hours next week.</p><p>When you save 6 hours a week over 4 weeks, you recapture 24 hours to live in the real world.</p><p>You add an extra day of real living to this month.</p><p>You create your own leap month, on demand.</p><p>Bonus: That extra day is 33% more valuable, because you're not sleeping for 8 hours. You're alive for the whole 24 hours.</p><p>But don't believe what I say.</p><p>Watch what I do.</p><p>Come back to this post on Sunday, March 6 and see my updated screen time for this week.</p><p>If my Total Screen Time isn't 26 hours 55 minutes or less, I'll PayPal $50 to each of the first 5 people who call me out here.</p><p>Meanwhile, if this idea of replacing virtual time with real time intrigues you even a tiny bit, you can start tracking Screen Time on your phone today. Because what gets measured gets improved, almost automatically.</p><p>Until then, I hope you accept this "Leap Month Challenge" and recapture 6 hours from your cell phone this week ...</p><p><b>UPDATE</b>: Today is March 6 and my little experiment was a success. Take a look ...</p><p></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/a/AVvXsEieEsg3GO3sKh-KTNmZejcpna6eqdgLrLHrue8z9H_VqXlxkjjUGtbHIYNV0J9D952caumb5Zd4SQH6kOcCEZd3-sjb2vGXzZuOn6OaADlaRqk8uaDEGpRZl1ZubMDx6q7-o0P-MY2lsmLlnwDVqqs9C2iE1VbwEqd-onXIuK1ARzwhx0dY_cV3yvdNUg=s2208" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="2208" data-original-width="1242" height="400" src="https://blogger.googleusercontent.com/img/a/AVvXsEieEsg3GO3sKh-KTNmZejcpna6eqdgLrLHrue8z9H_VqXlxkjjUGtbHIYNV0J9D952caumb5Zd4SQH6kOcCEZd3-sjb2vGXzZuOn6OaADlaRqk8uaDEGpRZl1ZubMDx6q7-o0P-MY2lsmLlnwDVqqs9C2iE1VbwEqd-onXIuK1ARzwhx0dY_cV3yvdNUg=w225-h400" width="225" /></a></div><br />Instead of the planned 6 hours, I reclaimed 11 hours and 30 minutes of time from my cell phone last week. Which puts me on pace to get back an extra 46 hours in March -- nearly two full days of life.<p></p><p>Now, you may ask yourself: What's the big deal? </p><p>What did I do with that extra time? </p><p>How did I benefit? </p><p>My answer is simple: How does it feel when you stop banging yourself in the head with a hammer?</p><p>Better. </p><p>That's how it feels to reduce my screen time by 11:30 for a week. I feel BETTER about every single area of my life -- from fitness and personal relationships to productivity and my self-esteem.</p><p>From a financial perspective, I know for certain that I made more money last week. It's axiomatic. Because I value my time at work at $1,000 an hour. And of those 11:30 I saved, at least 5 of them were working hours. Which adds up to $5,000 of time that I didn't throw away reading news headlines or checking email on my phone, to name just two.</p><p>Meanwhile, I quickly finished a sales letter for my business that had been stagnant for weeks, in part of those reclaimed 11 hours and 30 minutes. And that's just one project. There were others.</p><p>I certainly did make March a "leap month" for myself. I hope you found this experiment helpful, too.</p><p>Now, may I ask a quick favor?</p><p>If you'd like to go deeper on this subject of getting more life from the same hours each day ...</p><p>... would you comment below and say YES?</p><p>Here's why I'm asking.</p><p>If someone stole your wallet, you'd be angry, right?</p><p>You would also call the cops.</p><p>So ... why don't people get angry or call for help when they're robbed of something much more valuable than money -- their time?</p><p>You can always make more money.</p><p>But you can never make more time.</p><p>That's why I wrote this article on making March a "leap month." To help you recapture 24 hours of lost time from your cell phone this month.</p><p>This idea of living a "leap life" is something I've been researching and working on since ... 1994. You might call it an obsession :-)</p><p>Anyway, I'm putting together a pilot program, at NO cost and NO obligation, to help busy people like you recapture an extra 24-48 hours every month.</p><p>If you're at all interested in the program, which is FREE and at NO obligation, please write YES! in the comments below ... and I'll send you the details.</p><p>A wise teacher once told me: "If you live the same day twice, you've just wasted one day of your life." Why not live today differently? And avoid wasting another day of your life? </p><p>It's as simple as deciding to reclaim the hours that your cell phone is stealing from you every day. Just reply YES! in the comments below ... and I'll send you the details.</p><div><br /></div>Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-9044583352391093212022-01-21T14:33:00.008-06:002022-03-08T09:33:21.339-06:00Word-of-Mouth Advertising Made Simple<span style="font-family: arial;"><b>You're looking at extraordinary marketing ...</b><br />
<br />
</span><div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiWd9BznBK4iWsMY__FVnGwGcDTMaHjYhyvKlpI3ILdLSlVpErEOTevHjbU7ynzzPzGtW_EKQnq39suJyOmj3IwgBp_Jy7FiW6vjJqBQgAoZUC-Tl2kS4IhaeH1LV_YNn3JqOTfIViPoS5i/s1600/Studio+Ghibli+Museum+ticket.jpg" style="margin-left: 1em; margin-right: 1em;"><span style="font-family: arial;"><img border="0" height="400" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiWd9BznBK4iWsMY__FVnGwGcDTMaHjYhyvKlpI3ILdLSlVpErEOTevHjbU7ynzzPzGtW_EKQnq39suJyOmj3IwgBp_Jy7FiW6vjJqBQgAoZUC-Tl2kS4IhaeH1LV_YNn3JqOTfIViPoS5i/s400/Studio+Ghibli+Museum+ticket.jpg" width="300" /></span></a></div><span style="font-family: arial;">
It's an ordinary admission ticket, transformed into an extraordinary word-of-mouth advertising device.<br />
<br />
<b>Here's the story:</b> Back in 2016, I visited Japan with my daughter. We went to the Studio Ghibli Museum in Tokyo. (Studio Ghibli is an animation film maker, led by Hayao Miyazaki, who's been called Japan's Walt Disney.)<br />
<br />
As you can see, the admission ticket included a slice of film from a Studio Ghibli movie. Although I still can't figure out which movie it is, that's not the point.<br />
<br />
The point is that I haven't stopped talking about and showing this ticket to people since I returned from Japan. It's an extraordinary souvenir of my visit that's produced a whole bunch of free advertising for Studio Ghibli.<br />
<br />
Which, when you think of it, is remarkable. <br />
<br />
<b>By combining two ordinary items -- an admission ticket and movie film -- Studio Ghibli created an extraordinary keepsake, one that will generate word of mouth for years to come. </b><br />
<br />
<b>Now, think</b>: What ordinary items can you combine to create an extraordinary word-of-mouth marketing device in your business?<br />
<br /><ul style="text-align: left;"><li><span style="font-family: arial;">If you're a <i>financial adviser</i>, you could print retirement investment calculations on a bookmark.<br /><br /></span></li><li><span style="font-family: arial;">If you<i> repair appliances</i>, you could print DIY troubleshooting tips on your business card.<br /><br /></span></li><li><span style="font-family: arial;">If you're an <i>author</i>, you could put the big ideas from your writing on a granite coaster, like my friend Mike Sciortino did for his excellent book, <a href="http://www.gratitudemarketingbook.com/" target="_blank"><i>Gratitude Marketing</i></a>. See below ...</span></li></ul>
<br />
</span><div class="separator" style="clear: both; text-align: center;">
<span style="font-family: arial;"><img alt="Gratitude Marketing Book" border="0" height="318" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjuONtlnWToKpKCUd5HK_LGHiJ9BjWj5ZtHSHGwdwIa1iN1yFp3SHO6pfEsC6301MSib0mcLDi6Z3MCxQScUqDFYVOV7r6PxVV_eMJty23WTkIeiPb9-c-RbQvJI8bXVHsK6vjPGDClBy89/s320/Gratitude+Marketing+Coaster.jpg" title="Gratitude Marketing Book" width="320" /></span></div>
<span style="font-family: arial;"><br />
</span><div style="text-align: left;"><span style="font-family: arial;"><b>The formula is this</b>: Combine two ordinary things in your business -- and make them extraordinary. </span></div><div style="text-align: left;"><span style="font-family: arial;"><br /></span></div><div style="text-align: left;"><span style="font-family: arial;">You'll know you've succeeded when your word-of-mouth advertising picks up and your
clients start telling others. </span></div><div style="text-align: left;"><span style="font-family: arial;"><br /></span></div><div style="text-align: left;"><span style="font-family: arial;">One more thing. </span></div><div><span style="font-family: arial;"><br /></span></div><div><span style="font-family: arial;">If you found this idea helpful … and you want more clients like your best clients ... claim your Free Client Cloning Kit at <a href="http://www.clientcloningsystems.com">www.clientcloningsystems.com</a></span></div>Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-47956265327631258832022-01-14T15:51:00.004-06:002022-02-18T15:13:54.421-06:00Never Advertise Again?<p>"I have no idea why everyone’s interested in new clients."</p><span class="break-words"><span dir="ltr">So said Bill Bain, founder of Bain & Company, as quoted by author and former Bain partner, Richard Koch.<br /><br />"We don’t need new clients. We should have built-in growth from existing clients if we’re doing our job correctly," said Bain.<br /><br /><a href="https://tim.blog/2020/09/29/richard-koch-transcript/" target="_blank">In an interview with Tim Ferriss</a>, Koch went on to describe Bain &
Company as "a fantastically well-run organization. And it grew at 40
percent a year for 20 or 30 years."<br /><br />Note well: 40% is more than *twice* the annual growth rate of billionaire Warren Buffett's Berkshire Hathaway. <br /><br />Not shabby.<br /><br /><b>Takeaway</b>:
You may never need to advertise again, if you can delight your clients
so much that they stay forever and refer their friends and colleagues. <br /><br />That's the promise of Client Retention, one of 3 ways to grow your business from the inside out. </span></span><div><span class="break-words"><span dir="ltr"><br /></span></span></div><div><span class="break-words"><span dir="ltr"><div><b>Want another example?</b></div><div><br /></div><div>My clients, The Team Training Institute, deliver a high-level coaching service. But they knew they could do better. So, instead of chasing after new clients (as most businesses do instinctively) I helped them launch a new, top-level service at $79,999 a year.</div><div><br /></div><div>So, I created a two-part promotion to deliver their new offer:</div><div><br /></div><div>Part 1: a Direct Mail Sales Letter sent by FedEx to a list of 30 qualified prospects. </div><div><br /></div><div>Part 2: a Sales Script to sell the new program from the stage (variations of this script are now used to sell it by phone and webinar). </div><div><br /></div><div>What were the results?</div><div><br /></div><div>In only 21 days, they sold $639,992 of their new program. To clients they already had.</div><div><br /></div><div><b>Here's what they said:</b> “Needless to say, we are pretty happy! Kevin has worked for clients in the U.S., Canada, and Australia, including a number of Dan Kennedy's Titanium Mastermind members. He’s an expert at taking your marketing from good to great. If you get a chance to work with Kevin, take it!”<br />- <i>Darcy Juarez, Director of Marketing, The Team Training Institute</i></div><div><br /></div><div>That's the promise of Client Retention, one of 3 ways to grow your business from the inside out.</div><div><br /></div><div>The other two, Cold Reactivation and Conversion Rates, <a href="https://go.clientcloningsystems.com/the-crx3-process" target="_blank">are explained here</a> </div><div><br /></div><div class="separator" style="clear: both; text-align: center;"><a href="https://go.clientcloningsystems.com/the-crx3-process" style="margin-left: 1em; margin-right: 1em;" target="_blank"><img alt="The CRx3 Process" border="0" data-original-height="2084" data-original-width="2737" height="305" src="https://blogger.googleusercontent.com/img/a/AVvXsEhdWu1UGwl1OnoDq8M4kAlQ31hoL4Irbb1u10Hd7BzvjDJH4mqESJ4ffMJnGRddEPDTDu0nLA8TUqLYRJ5dsc2VH6dpB1BTz44VXY6ZHUYgvCS59oCE71gDUapFFwg2xBU4qgZ_6tWfGNOwssoWY8SadFHpJq1-LbhHhgN44kZmR83ACHmBHpj8YB1uoQ=w400-h305" width="400" /></a></div><br /><div><br /></div><div><br /></div><div><br /></div></span></span></div>Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-32812406155396507472021-09-02T13:29:00.004-05:002021-09-02T13:29:53.464-05:00One-Word Shortcut to Success in Business<p><span class="break-words"><span><span dir="ltr">Want a shortcut to success in your business?<br /><br />Try <b>kaizen</b>.<br /><br /></span></span></span><span class="break-words"><span><span dir="ltr"></span></span></span></p><div class="separator" style="clear: both; text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjUV-GVmd2xRlNmMFx_5MeSgphkBNrEbva5T2_DyJJLHj7ovMN-C6w5twnOKT31dOHDye2K2OJsGHgxed0c6GvAZIKJppvHVXzsxXQnuO6o9mqwtPxTfDWOAiw1ieMIHZt2fEOKcXMOoLOK/s260/change+good.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="140" data-original-width="260" height="94" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjUV-GVmd2xRlNmMFx_5MeSgphkBNrEbva5T2_DyJJLHj7ovMN-C6w5twnOKT31dOHDye2K2OJsGHgxed0c6GvAZIKJppvHVXzsxXQnuO6o9mqwtPxTfDWOAiw1ieMIHZt2fEOKcXMOoLOK/w174-h94/change+good.jpg" width="174" /></a></div><span class="break-words"><span><span dir="ltr">Literally, the two Japanese characters in kaizen mean "change" and "good." <br /></span></span></span><p></p><p><span class="break-words"><span><span dir="ltr">But for our purposes, let's use this definition: <b>Small, daily improvements.</b><br /><br />It's a simple concept that produced a small fortune for me a few years back.<br /><br />Here's the story.</span></span></span></p><p><span class="break-words"><span><span dir="ltr">In a nutshell, I spent 60 minutes a day trying to add $10 net profit to my business. Day in, day out, like clockwork.<br /><br />At first, the gains were ... small. A buck a day here, $20 there.<br /><br />After
about 3 months, however, I found a sweet spot of lead-generation
promotions and Google AdWords ads that produced $2.1 million in revenue.<br /><br />Here's the thing: Had I spent my time looking for a single $2.1-million jackpot, instead of many tiny revenue streams ...<br /><br />... I would probably still be looking. And no closer to success.<br /><br />But, by searching for small, daily gains, I discovered a huge breakthrough.<br /><br />I'm
convinced that kaizen worked for me then for the same reason it can
work for you now -- buy-in from your brain puts your butt in gear.<br /><br />Because
my brain bought into the idea of adding just $10 a day in revenue
("That's easy. I can do this!") it put my butt in gear ... and I did it.
Again and again, until the results really added up.<br /><br />So: What small improvements can you make to your business today -- and every day?<br /><br />Ideas for you:<br /><br />* add $10 in revenue, or find $10 in savings -- or both<br /><br />* add one email to your autoresponder series<br /><br />* write one short blog post (which add up to articles, which add up to books)<br /><br />* call one client to ask how they're doing and how you can help<br /><br />* write and mail one thank-you note to a client, prospect, vendor, or referral partner<br /><br />* send one article to one prospect, with a note that says: "Saw this and thought of you"<br /><br />Those
aren't big ideas, are they? That's the point. They're small. But done
every day, they can produce big gains for your business.<br /><br />Caution. There's no getting around the two essential parts of kaizen:<br /><br /> 1. small improvements<br /> 2. every day<br /><br />If
you can't commit to that simple process for never-ending improvement,
your butt may never get in gear and you'll just keep doing what you've
been doing. Are you okay with that? </span></span></span></p><p><span class="break-words"><span><span dir="ltr">One more thing.</span></span></span></p><p><span class="break-words"><span><span dir="ltr">If you want more clients like your best clients, <a href="http://www.clientcloningsystems.com/" target="_blank">go here</a><br /></span></span></span></p>Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-29809132554194324022020-04-16T10:43:00.005-05:002021-01-19T11:11:42.663-06:00Real Entrepreneur, Worried About Coronavirus?Yesterday, April 15, was Tax Day.<br />
<br />
Except ... it wasn't.<br />
<br />
Because the IRS pushed the date to file and pay taxes back to July 15, due to Coronavirus.<br />
<br />
Now there's a silver lining, eh?<br />
<br />
I'm not joking.<br />
<br />
If you're a real entrepreneur and you (like me) work for yourself because you CANNOT work for anyone else ...<br />
<br />
... you are hard-wired to look for silver linings in dark clouds.<br />
<br />
It's what you do.<br />
<br />
You are a solution finder.<br />
<br />
A problem solver.<br />
<br />
Or else.<br />
<br />
That's why I hope you request my new playbook, "7 Ways to Protect Your Business During Coronavirus and Thrive When it's Over."<br />
<br />
If you're not the kind of person to take this pandemic thing lying down, this is for you.<br />
<b><br /></b>
<b>Download your free copy now ...</b><br />
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://ccsnow.lpages.co/blog-7-ways-playbook/" target="_blank"><img border="0" data-original-height="821" data-original-width="865" height="303" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhWoeUOLaYArI3Vn37Nz94XhLiuwHKswU6rt05lZ01RQga3WtMbwdvPTQkCTVVKcSJd54z151mNdJnzKh-6v7jW_VQ0izwRtgf0dduDhx2ruZOMyPXrJf1hyphenhyphenHPcyjcmBoldzt-lKQ-ChkqO/s320/7+ways+cover+5+-+LinkedIn.png" width="320" /></a></div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://ccsnow.lpages.co/blog-7-ways-playbook/" target="_blank"><img border="0" data-original-height="69" data-original-width="517" height="42" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhltFY_u-I4vZ8YScDj_F1bzw3HlE4FwVxhGDhLfaZdP8ZvxVCBLGma8AFBmWjT4FKgljKI4n6B6d9Z8UU624aY3h8VVtEU0fshlAFlWjSLKwrDbaY9jM0lB8SSZ57vWstUD0Wy7vdgp0bH/s320/GetPlaybook+button.png" width="320" /></a><span id="goog_1465029658"></span><a href="https://www.blogger.com/"></a><span id="goog_1465029659"></span></div>
<div class="separator" style="clear: both; text-align: center;">
<br /></div>
<br />
<br />
<br />
<br />Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-53021715046797187272020-03-24T08:13:00.000-05:002020-03-24T08:13:44.896-05:00Coronavirus Self-Care for Entrepreneurs<div class="separator" style="clear: both; text-align: left;">
Did you know?</div>
<br />
There's an easy way to help yourself NOW during the Coronavirus scare.<br />
<br />
How?<br />
<br />
Box breathing.<br />
<br />
Box breathing can help lower blood pressure and provide a nearly instant sense of calm. Which can reduce stress and protect your immune system.<br />
<br />
Box breathing sends a message to your body that "all is well," even when the world outside is frantic.<br />
<br />
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhqdFXVkojzOwyGr93ukJZd2HIja6RIpzjE2qjKGyrxItUbgsvAh_vk3Y7b8rLFnP5ZJs42nKgmHkcn7loYiWV4nhLp726-ZMYrNqD31AlZOyJQcxHQ4lgFOMMudb1dhiDZYoO_TXgGvYIS/s1600/Box+breathing+gif.gif" imageanchor="1" style="margin-left: auto; margin-right: auto; text-align: center;"><img alt="Box Breathing" border="0" data-original-height="846" data-original-width="1000" height="270" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhqdFXVkojzOwyGr93ukJZd2HIja6RIpzjE2qjKGyrxItUbgsvAh_vk3Y7b8rLFnP5ZJs42nKgmHkcn7loYiWV4nhLp726-ZMYrNqD31AlZOyJQcxHQ4lgFOMMudb1dhiDZYoO_TXgGvYIS/s320/Box+breathing+gif.gif" title="Box Breathing" width="320" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;">Box Breathing is an easy, effective way to beat stress</td></tr>
</tbody></table>
<br />
It's easy. Breathe in for 4 seconds. Hold your breath for 4 seconds. Breathe out for 4 seconds. Hold again for 4 seconds. Repeat up to 4 times total. That's it.<br />
<br />
It's a proven way to feel better fast. So you can do more for your business and your family. Try it now or anytime you're stressed.<br />
<br />
If you find this useful, please comment below and share!<br />
<br />
With my best to you and yours,<br />
<br />
Kevin Donlin<br />
<a href="http://www.clientcloningsystems.com/" target="_blank">Client Cloning Systems</a>Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-46965925264336318672020-01-31T08:53:00.002-06:002020-01-31T08:53:52.286-06:00Don't Be a DickBrian Tracy once told a small coaching group I was in words to this effect: "The higher up you go in any good company, the nicer the people are, generally speaking."<br />
<br />
I've found that to be true.<br />
<br />
Talking today to a very successful CEO who is both a client and a business partner, I was struck by an offhand comment he made, describing his management style: "Don't be a dick."<br />
<br />
And I realized that, "Don't be a dick" is a personal version of the Google corporate code, "Don't be evil."<br />
<br />
Which makes you think ...<br />
<br />
... especially when you see how much success Google has had at not being evil -- and not always succeeding.<br />
<br />
So, try it.<br />
<br />
Don't be a dick.<br />
<br />
If you're currently not a dick, I'm sure you'll agree -- it's a way of life that pays.<br />
<br />
If you <i>are</i> a dick, however, try going "dick free" for the next 7 days and see where it takes you.<br />
<br />
<b>And if you found these ideas helpful, claim your Free Client Cloning Kit at <a href="http://www.clientcloningsystems.com/">www.clientcloningsystems.com</a></b><b></b><i></i><u></u><sub></sub><sup></sup><strike></strike>Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-578014976659621982019-10-04T09:01:00.001-05:002019-10-04T09:01:40.768-05:00How to Make $7.5 Million an Hour<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhU05W7sgCjEu95YGnrnkuR3QBRV_A01MZU1iVQTD6W0oZB5c8LgdQeGC9C8xOGazH2XYLXxynPYS7syUKk-ErA7ia6e-ktaLdewcU2Dx0Jx_72HLIX6_hrs3nLuAmnrrrLD4SqhlgDu5fs/s1600/1M+bill.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="214" data-original-width="500" height="136" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEhU05W7sgCjEu95YGnrnkuR3QBRV_A01MZU1iVQTD6W0oZB5c8LgdQeGC9C8xOGazH2XYLXxynPYS7syUKk-ErA7ia6e-ktaLdewcU2Dx0Jx_72HLIX6_hrs3nLuAmnrrrLD4SqhlgDu5fs/s320/1M+bill.jpg" width="320" /></a></div>
<br />
It all started about 7 years ago.<br />
<br />
That's when I met a well-known marketing expert. He's a thought leader. An author. A "guru to the gurus" type guy. We'll call him Ed.<br />
<br />
Ed gave a speech at a conference I attended in Cleveland. The room went wild. We loved his talk.<br />
During the break, I stepped onto an elevator to go to my room. There was one other person inside -- Ed.<br />
<br />
As the door closed, I had about 30 seconds for a literal elevator pitch before we reached our floors.<br />
But I didn't talk about me. Instead, I simply told him that I loved his talk, told him why, and then asked him a few pointed questions. After reaching our floor, we struck up a nice conversation for about 2 minutes.<br />
<br />
A few weeks later, Ed referred a new client to me. I did very good work. So Ed referred another client. And another. And another ...<br />
<br />
To date, Ed and his referrals have totaled more than $252,000 in revenue -- and counting. <br />
And by my 6th grade math, the $252,000 I got after that 2-minute conversation works out to ...<br />
<br />
<b>$7,560,000 an hour.</b><br />
<b></b><br />
Which goes to show: Every person you meet and every chance encounter has the power to deliver referrals -- and life-changing revenue for your business.<br />
<br />
But if you're walking through life with your head down, checking your "smart" phone, you can easily miss out on those million-dollar opportunities.<br />
<br />
So, when you're out in the real world, don't be a million miles away on your cell phone. Be there, where you are. Keep your eyes open and be fully present.<br />
<br />
<b>If you found these ideas helpful, claim your Free Client Cloning Kit at <a href="http://www.clientcloningsystems.com/">www.clientcloningsystems.com</a></b><br />
<u><span style="color: #000120;"></span></u><b></b><br />Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-64194176727338412112019-09-19T06:00:00.000-05:002019-09-19T06:00:00.861-05:00More Clients From Less Work: The Magic of Focus<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEigC-kPM48ZEBBFyZnDEvgvTdCoWLVPgYxHPjFZe2jvsJ2SbuiKrbZMmMbZBOuNBbdNbgf9QSVgdoStT3TQNG4MwlpWVtWM4TIt81Mp2oWBE4CQT14Q5ggXvP3qMT4ggYI3xhkfLtycWklt/s1600/Focus+Marketing+Magic.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="99" data-original-width="835" height="46" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEigC-kPM48ZEBBFyZnDEvgvTdCoWLVPgYxHPjFZe2jvsJ2SbuiKrbZMmMbZBOuNBbdNbgf9QSVgdoStT3TQNG4MwlpWVtWM4TIt81Mp2oWBE4CQT14Q5ggXvP3qMT4ggYI3xhkfLtycWklt/s400/Focus+Marketing+Magic.jpg" width="400" /></a></div>
<br />
Have you ever read a book, watched a video, or gone to a seminar ...<br />
<br />
... written down a long list of things to do ...<br />
<br />
... and ended up doing NONE of it?<br />
<br />
You're not alone.<br />
<br />
It happens to us all.<br />
<br />
But one insurance agent found a simple solution to that problem. And for him, it's been worth millions. <br />
<br />
Louis, a sales rep for two Allstate Insurance offices in Texas, told me that he attended his first big marketing seminar a few years ago. He took a long list of ideas back to the office. He tried to do all of them ... and ended up doing none.<br />
<br />
The reason? His to-do list was too long and intimidating to start on.<br />
<br />
So, he did something different.<br />
<br />
After his next seminar, he took another list of ideas back to the office. But this time, he focused on doing just ONE thing. That's it.<br />
<br />
After putting that one idea to work, he did the next one. And the next. One at a time, step by step.<br />
<br />
Results?<br />
<br />
Louis and his team went from worrying about how to pay their bills to being on track for $3 million in annual premiums. With a ton of profits, and non-stop growth on the horizon.<br />
<br />
<b>Moral</b>: New ideas mean nothing without new actions. But you won't implement if you're too intimidated to start. It's like trying to climb a mountain in one giant leap -- demoralizing and impossible.<br />
<br />
So, take a moment today to look at your notes from that last seminar, podcast, or book. Pick just ONE idea and put it into action.<br />
<br />
And one more thing ...<br />
<br />If you want more new clients faster, request your <b><a href="http://www.clientcloningsystems.com/" target="_blank">Free Client Cloning Kit at my website</a> </b>Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-78917192514867456722019-09-17T06:00:00.000-05:002019-09-17T06:00:01.158-05:00Are You the Boss of Your Business? <div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh4YQfc-yutSehxqv8q4uWIi_Ll0chahiBXD_B41PMLE3r2u_WKCsQWiNQQh88DNhiL6cWwj9AhbCZO3Y-ulw1QMRRyQSlOjFARcevUF69FUWcg4SdJLGSlKvL2NznwK9xNVPrFXSTmhFhM/s1600/BOSS.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img alt="Strategic Marketing makes you the boss" border="0" data-original-height="249" data-original-width="886" height="89" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEh4YQfc-yutSehxqv8q4uWIi_Ll0chahiBXD_B41PMLE3r2u_WKCsQWiNQQh88DNhiL6cWwj9AhbCZO3Y-ulw1QMRRyQSlOjFARcevUF69FUWcg4SdJLGSlKvL2NznwK9xNVPrFXSTmhFhM/s320/BOSS.jpg" title="Strategic Marketing makes you the boss" width="320" /></a></div>
Do you own a business?<br />
<br />
If so, be careful.<br />
<br />
Because your business may be bossing you around ... and costing you money.<br />
<br />
Here's the story ...<br />
<br />
I once overheard a discussion about strategy and tactics, between a boss and an employee. It went like this:<br />
<br />
Boss: "Me strategy. You tactics. Me say. You do."<br />
<br />
Employee: "Okay, boss."<br />
<br />
Now, look at your calendar for last week. How much boss work did you do? And how much employee work?<br />
<br />
If you own a business, you get paid the big bucks for doing boss work. Everything else is employee work ... which pays less.<br />
<br />
You need to decide what's going to happen, who's going to do it, and by when. That's strategy -- boss work.<br />
<br />
Answering email, updating your website, paying bills, those are tactics -- employee work. <br />
<br />
And every minute you spend on that, you're under-paying yourself.<br />
<br />
In the book, <i>It's a Brand New Game</i>, by Michael Patterson, Richard Branson says: "Try and find people to take over 99 percent of what you do, which will then free you up to think about the bigger picture."<br />
<br />
So: You do boss work, strategy. Let employees do tactics.<br />
<br />
If you found these ideas helpful, <b>claim your <a href="http://www.clientcloningsystems.com/" target="_blank">Free Client Cloning Kit here</a>.</b>Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-73267959064780699682019-09-13T10:22:00.000-05:002019-09-13T10:22:02.601-05:00Fast Track to New Profits<table cellpadding="0" cellspacing="0" class="tr-caption-container" style="float: left; margin-right: 1em; text-align: left;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi0-0r1LGIbdJ433G3odbxpY8JUvxV0OXZrK8mS97phyQ6dYOFTU5Sqtp_jO09xFCeAphyphenhyphenFy0aC162F8zNZ0OOhJ_l2mY_aJSOfeRixEAiZ3W_aV5tym9sdE6d2K_M3YlRwbLzzVi8UxOST/s1600/speed.jpg" imageanchor="1" style="clear: left; margin-bottom: 1em; margin-left: auto; margin-right: auto;"><img border="0" data-original-height="256" data-original-width="439" height="232" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEi0-0r1LGIbdJ433G3odbxpY8JUvxV0OXZrK8mS97phyQ6dYOFTU5Sqtp_jO09xFCeAphyphenhyphenFy0aC162F8zNZ0OOhJ_l2mY_aJSOfeRixEAiZ3W_aV5tym9sdE6d2K_M3YlRwbLzzVi8UxOST/s400/speed.jpg" width="400" /></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-size: xx-small;">photo by Paul Lannuier from Sussex, NJ, USA [CC BY-SA 2.0]</span></td></tr>
</tbody></table>
Did you know?<br />
<br />
There's a simple, yet profound difference between ordinary <span style="-webkit-text-stroke-width: 0px; background-color: white; color: black; display: inline !important; float: none; font-family: Times New Roman; font-size: 16px; font-style: normal; font-variant: normal; font-weight: 400; letter-spacing: normal; orphans: 2; text-align: left; text-decoration: none; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px;">entrepreneurs </span>and wealthy ones. <br />
<br />
<b>The difference is a sense of <i>urgency</i>. Because money is attracted to speed.</b><br />
<b></b><br />
Dan Sullivan, the founder of Strategic Coach, told my coaching group that, when he shares a good idea with millionaires, they start implementing it the same day. They take fast action. Success is of <i>urgent</i> importance to them.<br />
<br />
But when Sullivan shares that same idea with less-wealthy people, he said they start making excuses why it won't work for them. They don't take fast action. Sometimes they take no action. Success is not urgent for them.<br />
<br />
I've experienced this firsthand.<br />
<br />
A few years ago, I spotted a small trickle of cash flow in my business that held great promise. So, I <span style="-webkit-text-stroke-width: 0px; background-color: white; color: black; display: inline !important; float: none; font-family: Times New Roman; font-size: 16px; font-style: normal; font-variant: normal; font-weight: 400; letter-spacing: normal; orphans: 2; text-align: left; text-decoration: none; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px;">dropped everything else and took fast action to exploit it.</span> By working urgently and creating systems, that trickle turned to a flood of revenue ... and I paid off my mortgage 25 years early.<br />
<br />
Money is attracted to speed.<br />
<br />
Maybe you've heard this idea before. Fine. But what are you <i>doing about it?</i> And what will you do about it TODAY?<br />
<br />
And one more thing ...<br />
<br />
If you want more new clients faster, request your <a href="https://www.clientcloningsystems.com/" target="_blank">Free Client Cloning Kit at my website</a>.<br />
<br />Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-6736094628922193462019-09-11T05:39:00.000-05:002019-09-11T05:39:02.100-05:00More New Clients, Without Advertising<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiBeRBTHIWG6beM2W6dOeUlefxipEbzCq_AWC3_cdyXtSZOFQ9R1BdE9fJ0MA-uHkPWeCUtN63jZ__q0_1MD3AqxHyT3PzIbQl5rAO8Dx5tkQFstyqKK0Tak9IqcC80Ua32v2m4IskuR4iX/s1600/10k+Bill+Salmon-Chase.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="268" data-original-width="640" height="167" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEiBeRBTHIWG6beM2W6dOeUlefxipEbzCq_AWC3_cdyXtSZOFQ9R1BdE9fJ0MA-uHkPWeCUtN63jZ__q0_1MD3AqxHyT3PzIbQl5rAO8Dx5tkQFstyqKK0Tak9IqcC80Ua32v2m4IskuR4iX/s400/10k+Bill+Salmon-Chase.jpg" width="400" /></a></div>
<div class="separator" style="clear: both; text-align: center;">
<br /></div>
<div class="separator" style="clear: both; text-align: left;">
<br /></div>
You can build a thriving business on just a handful of great clients and referral partners.<br />
<br />
It's simple, really.<br />
<br />
Pick great people, serve them to the best of your ability, and put your long-term relationships with them ahead of any short-term sales.<br />
<br />
That last part is vital. <br />
<br />
The relationship must come first. When you take care of that, the money will follow. But if you put money first, you will churn and burn your way through clients and find yourself on a treadmill of costly advertising and funnels.<br />
<br />
When you're talking to your best clients and referral partners by phone or in person -- email is NEVER a substitute -- listen for personal details that pop up in conversation.<br />
<br />
Where did they go to school? What are their hobbies? Names of their spouse or children?<br />
<br />
The more you learn about your best clients and referral partners personally, the better you can treat them personally, and the more they will reward you professionally.<br />
<br />
This is how you go beyond intangible concepts like retention, and build a business on real and lasting relationships.<br />
<br />
One more thing ...<br />
<br />
If you found these ideas helpful, request your <a href="https://www.clientcloningsystems.com/" target="_blank">Free Client Cloning Kit at my website</a><br />Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-46874059913146654742019-09-09T10:28:00.003-05:002019-09-09T10:34:23.441-05:00How to Grow Your Business by Listening<div class="separator" style="clear: both; text-align: center;">
</div>
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://s3.amazonaws.com/photos.geni.com/p13/ea/e9/ae/9f/5344483a40966f1d/founder_large.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img border="0" data-original-height="246" data-original-width="175" src="https://s3.amazonaws.com/photos.geni.com/p13/ea/e9/ae/9f/5344483a40966f1d/founder_large.jpg" /></a></div>
Alfred Fuller went from semi-literate farm boy to multi-millionaire in just over 10 years.<br />
<br />
It all began in 1906. With a $375 investment, he started the Fuller Brush Company in Hartford, CT, selling brushes door to door.<br />
<br />
You can learn a lot from his story, which you'll find in the book, <i>The Supersalesmen. </i>On page 28 it says:<br />
<br />
<i>"Almost entirely, the ideas that resulted in the steady growth of his business came from customers. Alfred Fuller's genius lay in his ability to elicit information about cleaning problems from the women of Hartford and then to solve the problems they posed, giving the ladies one new product after another."</i><br />
<i></i><br />
By 1919, Fuller Brush sales were over $1 million -- that's $14,334,848 in today's dollars.<br />
<br />
<b>Bottom line</b>: Your clients can make you rich. All you have to do is listen to what their problems are. Then give them solutions.<br />
<br />
And if you found these ideas helpful, please request your <a href="https://clientcloningsystems.com/" target="_blank">Free Client Cloning Kit at my website</a><br />
<br />Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-80702970151504664042019-09-09T06:30:00.000-05:002019-09-09T06:30:03.714-05:00How to Get New Money-Making IdeasEugene Schwartz, the copywriting legend almost nobody knows, said, "You don't need to have great ideas if you hear great ideas."<br />
<br />
Among his many blockbusters was the sales letter that launched Boardroom Publications.<br />
<br />
He interviewed his client, and simply took notes for 4 hours straight. The resulting sales letter was 70-80% the client’s own words. Here's the headline to that sales letter, which birth to a $100-million dollar business: <b>"How to Get the Heart of 370 Business Magazines in Just 30 Minutes a Month."</b><br />
<b></b><br />
Best part: Schwartz didn't even create it. He heard it, then wrote it down.<br />
<br />
Here’s another example: My client Ryan. <br />
<br />
I wrote a 12-page sales letter for him a few years ago that was mostly his own words.<br />
<br />
Here's the headline I wrote for him, a mashup of several things he said over the phone: <b>“Discover How to Set Yourself Free From Rental Property Headaches And Get The Money You Deserve.”</b><br />
<b></b><br />
Ryan quickly raked in close to $1 million from that letter.<br />
<br />
And his success was predictable. Because I simply heard his great ideas. The wrote them down.<br />
<br />
You can do the same.<br />
<br />
One last thing. If you found these ideas helpful, please request your <a href="https://www.clientcloningsystems.com/" target="_blank">Free Client Cloning Kit at my website</a><br />
<a href="https://www.clientcloningsystems.com/" target="_blank">https://www.clientcloningsystems.com/</a><br />Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-81691898584158866042019-09-05T13:21:00.002-05:002019-09-05T13:21:46.767-05:00The Simple $462,363 Marketing Windfall<div class="separator" style="clear: both; text-align: center;">
</div>
If you look at most websites, including yours, you'll find confusion.<br />
<br />
That's because the vast majority of web sites are a jumble of links, videos, flashing junk ... CONFUSION.<br />
<br />
And it's an axiom of marketing that a confused mind will say "No" to your offer.<br />
<br />
Simply by removing 50% or more of the choices from most web pages, you can increase your sales. I've done it dozens of times since I started marketing online in 1994.<br /><br />Example: For a company that sold power generators and similar products, I removed a banner ad from the top of their main web page. That's it. But their annual sales increase was $462,363.<br />
<br />
Take a look at the stats below ...<br />
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgifago8q4hTmj92aRFLOs9_NpJuSXF0i2gbNMpu9X8akgQKTndAQtFMWeVHcQNXrceMc-XI1JNEPlbvmVz9yfEN0bUkiK8_OI268GX-yweTEC50HYG0jWZkPJtRcv8TiAT2WYdjQyph8vN/s1600/Marketing+Optimization+screenshot+0415+-+review.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="509" data-original-width="1112" height="182" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEgifago8q4hTmj92aRFLOs9_NpJuSXF0i2gbNMpu9X8akgQKTndAQtFMWeVHcQNXrceMc-XI1JNEPlbvmVz9yfEN0bUkiK8_OI268GX-yweTEC50HYG0jWZkPJtRcv8TiAT2WYdjQyph8vN/s400/Marketing+Optimization+screenshot+0415+-+review.jpg" width="400" /></a></div>
<br />
<br />
Here's what to do now. Answer this question: What's the #1 thing you want visitors to do when they visit your website?<br />
<br />
When you know the answer, start removing EVERYTHING from your website that distracts from that #1 thing.<br />
<br />
One last thing. If you found these ideas helpful, please request your <a href="https://www.clientcloningsystems.com/" target="_blank">Free Client Cloning Kit at my website</a><br />Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-91230064775725318462019-07-26T05:34:00.000-05:002019-07-26T05:34:11.350-05:00How to Sell More in 45 MinutesWant to sell more of your product or service this week?<br />
<br />
With about 45 minutes of effort?<br />
<br />
It's simple. Just do more of what's working.<br />
<br />
Let me show you …<br />
<br />
I just analyzed my sales data for the past year in my Salesforce CRM. (You DO have a CRM, don't you?)<br />
<br />
Total time invested: 45 minutes.<br />
<br />
What did I find?<br />
<br />
<b>Findings</b><br />----------<br />
1. Of my last 18 sales, 10 of them were repeat sales to past clients. Not surprising.<br />
<br />
2. Of my top 5 clients who paid me the most money, all 5 were referred by people I met at marketing events. Frankly, this was surprising.<br />
<b><br />Actions</b><br />----------<br />1. I booked my tickets to two more marketing events, to keep meeting high-level prospects.<br />
<br />
2. I will add qualified prospects I meet at those events to my mailing list of printed newsletters (not email spam). The follow-up by U.S. Mail is helpful for them and automatic for me.<br />
<br />
3. I will mail a gift to key past clients within 10 days, to show my appreciation. The gifts will be helpful for them and pave the way for repeat sales, which helps us all.<br />
<br /><b>Takeaways</b><br />----------<br />
1. Where did your last 15-25 sales come from?<br />
<br />
2. How do you know? <br />
<br />
3. What are you doing to get more sales like them?<br />
<br />
One last thing. If you found these ideas helpful, please <a href="https://clientcloningsystems.com/" target="_blank">request your Free Client Cloning Kit at my website </a><br /><br />
<br />Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-58274933303707291362019-07-24T09:33:00.000-05:002019-07-24T09:33:02.139-05:00The Inner Game of MarketingDid you know?<br />
<br />
Up to 90% of your success in business has nothing to do with external factors, like the economy or your competitors.<br />
<br />
Instead, the vast majority of your success hinges on what happens inside your business. Your core values, daily operations, and decisions about marketing -- to name a few.<br />
<br />
That's not my idea.<br />
<br />
It's the finding of two very smart business consultants from Bain, Chris Zook and James Allen. Their book, <i>The Founders Mentality</i>, reveals that it's what you do INSIDE your business that really matters.<br />
<br />
Because the best, most-profitable businesses get there by <i>taking action on their own agendas</i> -- not by reacting to their competitors or the economy.<br />
<br />
And in my experience dating back to 1994, there are at least 3 opportunities to engineer a breakthrough in your marketing by making proactive changes inside your business:<br />
<br />
<b>1) Referrals</b>. What are you doing to generate and reward more referrals?<br />
<br />
<b>2) Order size.</b> What are you doing to increase the size and frequency of purchases?<br />
<br />
<b>3) Optimization</b>. What are you doing to test and improve your marketing?<br />
<br />
One last thing. If you found these ideas helpful, please <a href="https://clientcloningsystems.com/" target="_blank">request your Free Client Cloning Kit at my website</a>Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-76082354243825922852019-07-12T14:23:00.000-05:002019-07-17T15:35:13.408-05:00How to Grow Your Business with the Phone<div class="separator" style="clear: both; text-align: center;">
<iframe allowfullscreen="" class="YOUTUBE-iframe-video" data-thumbnail-src="https://i.ytimg.com/vi/FRD9Kn2BuKQ/0.jpg" frameborder="0" height="266" src="https://www.youtube.com/embed/FRD9Kn2BuKQ?feature=player_embedded" width="320"></iframe></div>
<br />
One of the fastest ways to build your business is with the telephone.<br />
<br />
Here's why. Unless you're selling something for under $100, you're going to need to talk to someone at some point before they write you a check.<br />
<br />
And a great way to have more conversations is by calling prospects and clients. But not just any phone call will do.<br />
<br />
<b>Tip</b>: Whenever you make a phone call, <i>be useful</i> to the other person. Never, ever call to "check in" or "loop back," or "touch base." No, no, no.<br />
<br />
When you call prospects, give them news, tips and tools they can use to grow their business. Which, in turn, will grow yours.<br />
<br />
To illustrate, within the last 48 hours, I've spoken to 6 current and prospective clients. Every one of them was happy to hear from me.<br />
<br />
As a result, they're going to take future phone calls from me and more sales will result.<br />
<br />
Why?<br />
<br />
Because I gave them a news item and made it simple for them to insert it into their emails, web pages, etc., to make their marketing more timely. Which will make their marketing, better whether or not we ever work together on a project.<br />
<br />
Something to think about.<br />
<br />
One more thing …<br />
<b></b><br />
<b>If you found this idea helpful, claim your Free Client Cloning Kit at <a href="http://www.clientcloningsystems.com/">www.clientcloningsystems.com</a></b>Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-59923008499619080682019-07-08T16:19:00.001-05:002019-07-17T15:50:06.302-05:004 Marketing Lessons From The $105-Million Man<span style="font-family: inherit;">At $105 million per year, who has the highest salary in baseball?</span><br />
<span style="font-family: inherit;"><br />Scott Boras. </span><br />
<span style="font-family: inherit;"><br /></span>
<span style="font-family: inherit;">Wait, what? Yes, that’s right. While Bryce Harper and Manny Machado each have contracts worth over $300 million, and Stephen Strasburg tops all annual player salaries, with $38.3 million …</span><br />
<span style="font-family: inherit;"><br /></span>
<span style="font-family: inherit;">... the man who takes home the most money every year in baseball is an agent.</span><br />
<span style="font-family: inherit;">Scott Boras rakes in $105 million annually from $1.88 billion in contracts for about 175 MLB players.</span><br />
<table align="center" cellpadding="0" cellspacing="0" class="tr-caption-container" style="margin-left: auto; margin-right: auto; text-align: center;"><tbody>
<tr><td style="text-align: center;"><a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEisf8lnXpMISy8lJbhHWCv-GWg-WuQBGnKSsDgrCasfzhy-vgYPpSl3ucYKzQEKOTWRj3mC-n1Q8cW2VfrOyMRHsVEor_KRRJfIeY4g9pC-Jm5CXQCGIg1DC683m7al6x8FJ82Qwl2SfEXr/s1600/Scott+Boras.jpg" imageanchor="1" style="margin-left: auto; margin-right: auto;"><span style="font-family: inherit;"><img border="0" data-original-height="213" data-original-width="320" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEisf8lnXpMISy8lJbhHWCv-GWg-WuQBGnKSsDgrCasfzhy-vgYPpSl3ucYKzQEKOTWRj3mC-n1Q8cW2VfrOyMRHsVEor_KRRJfIeY4g9pC-Jm5CXQCGIg1DC683m7al6x8FJ82Qwl2SfEXr/s1600/Scott+Boras.jpg" /></span></a></td></tr>
<tr><td class="tr-caption" style="text-align: center;"><span style="font-family: inherit;"><span style="font-size: small;"><b>Scott Boras</b> (photo credit: MissChatter on Flickr)</span></span><b></b><i></i><u></u><sub></sub><sup></sup><strike></strike></td></tr>
</tbody></table>
<span style="font-family: inherit;">Here’s a look at how he taps into the real money in his industry, with marketing lessons you can profit from in your industry. </span><br />
<span style="font-family: inherit;"><br /></span>
<span style="font-family: inherit;">First, <b>specialize</b>. Boras negotiates only baseball contracts. As a result, he and his 75 employees -- many of whom are former MLB players -- have mastered the intricacies of negotiating 9-figure deals for clients.</span><br />
<span style="font-family: inherit;"><br />Second, <b>serve</b>. Players describe Boras as a guy with their best interest at heart, like his first client, Bill Caudill, who said: “From day one, I knew I could trust Scott.” The Boras Corporation employs attorneys, sports psychologists, financial experts and others -- all to serve their clients’ wide-ranging needs.</span><br />
<span style="font-family: inherit;"><br />Third, make it <b>personal</b>. According to an article on Managerskills.org, “Boras understands that the most important part of his job is maintaining human relationships [with] clients, talking to them about their injuries, their lives, their relationships, and their kids.” Which proves the old saying that nobody cares how much you know, until they know how much you care.</span><br />
<span style="font-family: inherit;"><br /></span>
<span style="font-family: inherit;">Finally, <b>work hard and smart</b>. Raised on a dairy farm, Boras works long, hard hours. More importantly, he works smart. As a former minor leaguer, he knows baseball. As a former attorney, he knows negotiating. He got two of his first clients by selling himself as the only ex-lawyer and ex-pro player they would find as an agent -- a unique selling proposition that has proven, shall we say, lucrative.</span><br />
<span style="font-family: inherit;"><br />So, there it is. A shortlist of tactics one man has used to tap the real money in his industry. I hope you use them to do the same in yours.</span><br />
<span style="font-family: inherit;"></span><br />
<span style="font-family: inherit;"><span style="background-color: transparent; color: #222222; display: inline; float: none; font-style: normal; font-variant: normal; font-weight: 400; letter-spacing: normal; line-height: 18.48px; text-align: left; text-decoration: none; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px;">One more thing ...</span><br style="-webkit-text-stroke-width: 0px; background-color: transparent; color: #222222; font-style: normal; font-variant: normal; font-weight: 400; letter-spacing: normal; line-height: 18.48px; orphans: 2; position: static; text-align: left; text-decoration: none; text-indent: 0px; text-transform: none; white-space: normal; width: auto; word-spacing: 0px;" /><span style="background-color: transparent; color: #222222; display: inline; float: none; font-style: normal; font-variant: normal; font-weight: 400; letter-spacing: normal; line-height: 18.48px; text-align: left; text-decoration: none; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px;">
</span><br style="-webkit-text-stroke-width: 0px; background-color: transparent; color: #222222; font-style: normal; font-variant: normal; font-weight: 400; letter-spacing: normal; line-height: 18.48px; orphans: 2; position: static; text-align: left; text-decoration: none; text-indent: 0px; text-transform: none; white-space: normal; width: auto; word-spacing: 0px;" /><span style="background-color: transparent; color: #222222; display: inline; float: none; font-style: normal; font-variant: normal; font-weight: 400; letter-spacing: normal; line-height: 18.48px; text-align: left; text-decoration: none; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px;">
If you want more clients like your best clients, claim a </span><b><a href="http://clientcloningsystems.com/" style="-webkit-text-stroke-width: 0px; background-color: transparent; color: #2288bb; font-style: normal; font-variant: normal; letter-spacing: normal; orphans: 2; text-align: left; text-decoration: none; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px;" target="_blank">Free Client Cloning Kit here</a><span style="background-color: transparent; color: #222222; display: inline; float: none; font-style: normal; font-variant: normal; letter-spacing: normal; line-height: 18.48px; text-align: left; text-decoration: none; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px;">.</span></b></span>Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-65646910532151250462019-07-03T10:30:00.003-05:002019-07-08T14:49:31.637-05:00How to Sell More With Amazon's $10-Billion No-Tech Marketing TrickDid you know?<br />
<br />
<a href="http://www.amazon.com/" target="_blank">Amazon</a> spends over<a href="https://www.spinutech.com/blog/digital-marketing/how-much-does-amazon-spend-on-digital-marketing-2018/" target="_blank"> $10 billion</a> on digital marketing every year.<br />
<br />
And Amazon sells everything under the sun.<br />
<br />
Which means, no matter what you're selling, you could learn a lot from Amazon.<br />
<br />
Case in point: Take a look at what just popped up in my Amazon Prime account today:<br />
<br />
<br />
<div class="separator" style="clear: both; text-align: left;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjNlnO7asPjkf9GxgIvzuCwX2I24s-HJM9C2RSMMI69CXKPzvIMaJFvjyMslnXTm0IwPIkz1rk66ya_Ag5gxb5ugy4coX2pNrxlFel6V0HPSm1KYP8x5UHSe7IvdPTGPHUAsK-z2vRNbOw6/s1600/Loss+as+Leader+-+Amazon+credit+card+offer.png" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" data-original-height="217" data-original-width="958" height="90" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjNlnO7asPjkf9GxgIvzuCwX2I24s-HJM9C2RSMMI69CXKPzvIMaJFvjyMslnXTm0IwPIkz1rk66ya_Ag5gxb5ugy4coX2pNrxlFel6V0HPSm1KYP8x5UHSe7IvdPTGPHUAsK-z2vRNbOw6/s400/Loss+as+Leader+-+Amazon+credit+card+offer.png" width="400" /></a></div>
<br />
<b>See what Amazon did there?</b><br />
<br />
Instead of promising to save me money on future purchases (Gain)<span style="color: #0000ee;"> Amazon </span>showed me that I lost $142.04 by not using their credit card last year (Pain).<br />
<br />
Brilliant.<br />
<br />
Now, here's why this matters to you: Amazon does nothing on a whim.<br />
<br />
Their marketing, like everything they do, is driven 100% by data. Which tells you something. The fact that Amazon is using <i>pain </i>rather than <i>gain </i>in their credit card offer means you MUST consider doing the same in the offers you make to your prospects.<br />
<br />
And here's the best part: No technology is needed. This marketing tactic is 100% psychological, based on the fact that we humans will run faster away from pain than we will toward gain.<br />
<br />
<b>Now. </b><br />
<br />
<b>Let's turn these ideas into action. </b><br />
<br />
<b>Step 1)</b> What exactly does your ideal client miss out on every day they haven't hired you?<br />
<br />
Example: Let's say that you're a consultant. And the prospect you just spoke to by phone wants to make sell more of her $79,999 coaching program. (<i>No, that price is not outlandish. I recently helped a client sell $1.1 million of her coaching at that price.</i>)<br />
<br />
If she's getting 10 calls every week from prospects and only selling 1 of her coaching slots at $79,999, but you KNOW you can get her to at least 2 sales from those 10 phone calls every week, then <i>she's losing $79,999 every week she hasn't hired you.</i><br />
<br />
<b>Step 2)</b> How can you make that pain very real in your emails, web pages, sales letters and other marketing?<br />
<br />
Example: You could include a phrase like this in your follow-up emails:<i> "Had we started 4 weeks ago when you first contacted me ... you could have received an extra $319,996 from the same phone calls you're getting now."</i><br />
<br />
Powerful, don't you think?<br />
<br />
One more thing ...<br />
<br />
If you own a business with clients (not customers), in the U.S. or Canada, and you're doing at least $1 million in revenue, you're invited to claim a <a href="http://clientcloningsystems.com/" target="_blank">Free Client Cloning Kit here</a>.<br />
<br />
<br />Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-17418950684190461202016-06-27T09:31:00.004-05:002021-10-26T13:49:50.493-05:00Ugly Marketing, Beautiful ProfitsThis marketing tactic is as easy to use as pen and paper.<br />
<br />
In fact, it <i>is </i>pen and paper. <br />
<br />
<b>Here’s the tactic</b>: Write your next sales letter by hand, with a pen. Then print and mail it. <br />
<br />
When you do this, 3 good things happen:<br />
<br />
1) You create a promotion that is instantly creative and 100% unique to you<br />
<br />
2) Your recipients will appreciate the time you took to write a message “just for them” ... even if the original letter is mass-printed<br />
<br />
3) Your recipients are more likely to read and respond to your letter<br />
<br />
Here's an example, from one of my clients ...<br />
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj7ubL0zMSNhmFWAFt5zDrEjYuIwb0GAXgJd5PxDf5IpRUKPOtWSODMXjmOLAq37eAetfIAU1QNoaVF6J-wOyl7SITb7rBKKY0mDe11vzpxZLJ88g7edChys8Lo1CUDM34sa7bsOtvj7z50/s1600/Handwritten+sales+letter+example.png" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="400" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEj7ubL0zMSNhmFWAFt5zDrEjYuIwb0GAXgJd5PxDf5IpRUKPOtWSODMXjmOLAq37eAetfIAU1QNoaVF6J-wOyl7SITb7rBKKY0mDe11vzpxZLJ88g7edChys8Lo1CUDM34sa7bsOtvj7z50/s400/Handwritten+sales+letter+example.png" width="307" /></a></div>
<br />
<br />
When the dust settled,<b> he earned $104,000 from $4,038 </b>invested in that handwritten sales letter. <div><br /></div><div>That's an astounding ROI of <b>25.76 to 1.</b><br />
<br />
I wrote the copy. He hand-wrote the letter. Then we printed and mailed it.<br />
<br />
Why do hand-written letters work so well?<br />
<br />
Think about it. Your prospects spend more of their life communicating by computer or smart phone than by pen and paper. Every day, they get credit card offers and bills in the mail. Maybe a catalog or two. But actual handwritten letters? Why, those are so rare, they're treated like gold ...<br />
<br />
... which is EXACTLY how you want your sales letter to be treated.<br />
<br />
A handwritten letter can work in any B2C or B2B market because markets don’t buy, people do. A person must read your promotion before they can respond to your offer. <br />
<br />
And if you're thinking, "My handwriting is terrible!" -- sorry, that's not a valid excuse. Find someone who can write neatly. Start with your family. Do you have a teenager, as I do? Congratulations. You have child labor. And your costs to make a handwritten letter at home will be lower than Nike’s costs to make shoes in China.<br />
<br />
<b>Besides, you don’t need stylish handwriting. Ugly can be beautiful. </b><br />
<br />
Case in point: The butt-ugly issue of my newsletter below ...<br />
<br />
<div class="separator" style="clear: both; text-align: center;">
</div>
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEilgTlpK2dkqofoxcd1mX-WEP_sr1FmXvQw8g-kYWVe95iMbT-_o_GryfbF0qGDd0gsYi_pzgUpXK-0EDsjlsI6PQujsOHr5v1UM3sq8gi7bmUAQOCH-wNBvNzg7A55-i4iXdIaFC-5A0Ok/s1600/Handwritten+newsletter.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="400" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEilgTlpK2dkqofoxcd1mX-WEP_sr1FmXvQw8g-kYWVe95iMbT-_o_GryfbF0qGDd0gsYi_pzgUpXK-0EDsjlsI6PQujsOHr5v1UM3sq8gi7bmUAQOCH-wNBvNzg7A55-i4iXdIaFC-5A0Ok/s400/Handwritten+newsletter.jpg" width="300" /></a></div>
<br />
It was handwritten by me. And it's still the most-talked-about and responded-to issue I ever did. Ugly handwriting can be like a traffic accident -- people slow down to look at it. <i>However</i>, your ugly handwritten message must be relevant to your audience, or they will speed past it.<br />
<br />
<b>And here’s another twist: Hand-write your letter in crayon</b>, instead of pen, and make the “author” one of your children or a relative’s child.<br />
<br />
That’s what my client Bill Gough did for his insurance agency a few years ago. Take a look below. This is not hard ...<br />
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjlxMQrfRLKODDQiarU8qDyUD_WbYHoR94TWCTiaDvwAjKqukdTC73ZHv6dWdYfhB0iosH6Szwno4HV86HgjIUSqeweiD47ALepNtiFH6mcVM18D7ilrQE6jHHdXCKKlZBMdHRazeiAVI2J/s1600/Sales+letter+written+in+crayon.jpg" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="400" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjlxMQrfRLKODDQiarU8qDyUD_WbYHoR94TWCTiaDvwAjKqukdTC73ZHv6dWdYfhB0iosH6Szwno4HV86HgjIUSqeweiD47ALepNtiFH6mcVM18D7ilrQE6jHHdXCKKlZBMdHRazeiAVI2J/s400/Sales+letter+written+in+crayon.jpg" width="326" /></a></div>
<br />
<b>One more thing that should motivate you to try this</b>: Your competition is, quite simply, NOT going to hand-write anything. Prove it to yourself. Answer this question: How many handwritten sales letters or messages of any kind have you seen from your competitors? I thought so. Now, do you see the opportunity?<br />
<br />
Remember, when you turn the usual into the unusual, you can make your business remarkable, by creating an atmosphere where your prospects and clients tell others. When others are remarking about you to their friends, family, and co-workers, you are -- literally -- remarkable. <br />
<br />
<span style="-webkit-text-stroke-width: 0px; background-color: transparent; color: black; display: inline; float: none; font-family: Times New Roman; font-size: 16px; font-style: normal; font-variant: normal; letter-spacing: normal; orphans: 2; text-align: left; text-decoration: none; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px;"><b>Now take the next step.</b></span><br />
<span style="-webkit-text-stroke-width: 0px; background-color: transparent; color: black; display: inline; float: none; font-family: Times New Roman; font-size: 16px; font-style: normal; font-variant: normal; letter-spacing: normal; orphans: 2; text-align: left; text-decoration: none; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px;"><b></b><br /></span><span style="-webkit-text-stroke-width: 0px; background-color: transparent; color: black; display: inline; float: none; font-family: Times New Roman; font-variant-east-asian: normal; font-variant-numeric: normal; orphans: 2; text-align: left; text-indent: 0px;"><div>Let's talk by phone about growing your business. I'll give you as many insights as I can fit into 30 minutes -- a micro seminar, if you will :-) No obligation. No sales pressure. Click below ...</div></span><div><br /></div><b><span style="font-size: medium;"><a href="https://calendly.com/ccsystems/discovery-call-with-kevin-donlin" target="_blank">Click here to book a call with Kevin Donlin now</a></span></b></div><div><b><br /></b></div>Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-84081826945531347422016-06-06T10:50:00.003-05:002019-07-17T15:33:55.804-05:00The Strange Marketing Power of Chocolate<!--[if gte mso 9]><xml>
<o:OfficeDocumentSettings>
<o:AllowPNG/>
</o:OfficeDocumentSettings>
</xml><![endif]--><br />
<!--[if gte mso 9]><xml>
<w:WordDocument>
<w:View>Normal</w:View>
<w:Zoom>0</w:Zoom>
<w:TrackMoves/>
<w:TrackFormatting/>
<w:PunctuationKerning/>
<w:ValidateAgainstSchemas/>
<w:SaveIfXMLInvalid>false</w:SaveIfXMLInvalid>
<w:IgnoreMixedContent>false</w:IgnoreMixedContent>
<w:AlwaysShowPlaceholderText>false</w:AlwaysShowPlaceholderText>
<w:DoNotPromoteQF/>
<w:LidThemeOther>EN-US</w:LidThemeOther>
<w:LidThemeAsian>X-NONE</w:LidThemeAsian>
<w:LidThemeComplexScript>X-NONE</w:LidThemeComplexScript>
<w:Compatibility>
<w:BreakWrappedTables/>
<w:SnapToGridInCell/>
<w:WrapTextWithPunct/>
<w:UseAsianBreakRules/>
<w:DontGrowAutofit/>
<w:SplitPgBreakAndParaMark/>
<w:EnableOpenTypeKerning/>
<w:DontFlipMirrorIndents/>
<w:OverrideTableStyleHps/>
</w:Compatibility>
<m:mathPr>
<m:mathFont m:val="Cambria Math"/>
<m:brkBin m:val="before"/>
<m:brkBinSub m:val="--"/>
<m:smallFrac m:val="off"/>
<m:dispDef/>
<m:lMargin m:val="0"/>
<m:rMargin m:val="0"/>
<m:defJc m:val="centerGroup"/>
<m:wrapIndent m:val="1440"/>
<m:intLim m:val="subSup"/>
<m:naryLim m:val="undOvr"/>
</m:mathPr></w:WordDocument>
</xml><![endif]--><!--[if gte mso 9]><xml>
<w:LatentStyles DefLockedState="false" DefUnhideWhenUsed="false"
DefSemiHidden="false" DefQFormat="false" DefPriority="99"
LatentStyleCount="371">
<w:LsdException Locked="false" Priority="0" QFormat="true" Name="Normal"/>
<w:LsdException Locked="false" Priority="9" QFormat="true" Name="heading 1"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 2"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 3"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 4"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 5"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 6"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 7"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 8"/>
<w:LsdException Locked="false" Priority="9" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="heading 9"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index 9"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 1"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 2"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 3"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 4"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 5"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 6"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 7"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 8"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" Name="toc 9"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footnote text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="header"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footer"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="index heading"/>
<w:LsdException Locked="false" Priority="35" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="caption"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="table of figures"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="envelope address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="envelope return"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="footnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="line number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="page number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote reference"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="endnote text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="table of authorities"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="macro"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="toa heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Bullet 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Number 5"/>
<w:LsdException Locked="false" Priority="10" QFormat="true" Name="Title"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Closing"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Signature"/>
<w:LsdException Locked="false" Priority="1" SemiHidden="true"
UnhideWhenUsed="true" Name="Default Paragraph Font"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="List Continue 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Message Header"/>
<w:LsdException Locked="false" Priority="11" QFormat="true" Name="Subtitle"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Salutation"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Date"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text First Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Note Heading"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Body Text Indent 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Block Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Hyperlink"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="FollowedHyperlink"/>
<w:LsdException Locked="false" Priority="22" QFormat="true" Name="Strong"/>
<w:LsdException Locked="false" Priority="20" QFormat="true" Name="Emphasis"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Document Map"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Plain Text"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="E-mail Signature"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Top of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Bottom of Form"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal (Web)"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Acronym"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Address"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Cite"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Code"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Definition"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Keyboard"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Preformatted"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Sample"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Typewriter"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="HTML Variable"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Normal Table"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="annotation subject"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="No List"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Outline List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Simple 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Classic 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Colorful 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Columns 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Grid 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 4"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 5"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 6"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 7"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table List 8"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table 3D effects 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Contemporary"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Elegant"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Professional"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Subtle 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 1"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 2"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Web 3"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Balloon Text"/>
<w:LsdException Locked="false" Priority="39" Name="Table Grid"/>
<w:LsdException Locked="false" SemiHidden="true" UnhideWhenUsed="true"
Name="Table Theme"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Placeholder Text"/>
<w:LsdException Locked="false" Priority="1" QFormat="true" Name="No Spacing"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading"/>
<w:LsdException Locked="false" Priority="61" Name="Light List"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 1"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 1"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 1"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 1"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 1"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 1"/>
<w:LsdException Locked="false" SemiHidden="true" Name="Revision"/>
<w:LsdException Locked="false" Priority="34" QFormat="true"
Name="List Paragraph"/>
<w:LsdException Locked="false" Priority="29" QFormat="true" Name="Quote"/>
<w:LsdException Locked="false" Priority="30" QFormat="true"
Name="Intense Quote"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 1"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 1"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 1"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 1"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 1"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 1"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 1"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 1"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 2"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 2"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 2"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 2"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 2"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 2"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 2"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 2"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 2"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 2"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 2"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 2"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 2"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 2"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 3"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 3"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 3"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 3"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 3"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 3"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 3"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 3"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 3"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 3"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 3"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 3"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 3"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 3"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 4"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 4"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 4"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 4"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 4"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 4"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 4"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 4"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 4"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 4"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 4"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 4"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 4"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 4"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 5"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 5"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 5"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 5"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 5"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 5"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 5"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 5"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 5"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 5"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 5"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 5"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 5"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 5"/>
<w:LsdException Locked="false" Priority="60" Name="Light Shading Accent 6"/>
<w:LsdException Locked="false" Priority="61" Name="Light List Accent 6"/>
<w:LsdException Locked="false" Priority="62" Name="Light Grid Accent 6"/>
<w:LsdException Locked="false" Priority="63" Name="Medium Shading 1 Accent 6"/>
<w:LsdException Locked="false" Priority="64" Name="Medium Shading 2 Accent 6"/>
<w:LsdException Locked="false" Priority="65" Name="Medium List 1 Accent 6"/>
<w:LsdException Locked="false" Priority="66" Name="Medium List 2 Accent 6"/>
<w:LsdException Locked="false" Priority="67" Name="Medium Grid 1 Accent 6"/>
<w:LsdException Locked="false" Priority="68" Name="Medium Grid 2 Accent 6"/>
<w:LsdException Locked="false" Priority="69" Name="Medium Grid 3 Accent 6"/>
<w:LsdException Locked="false" Priority="70" Name="Dark List Accent 6"/>
<w:LsdException Locked="false" Priority="71" Name="Colorful Shading Accent 6"/>
<w:LsdException Locked="false" Priority="72" Name="Colorful List Accent 6"/>
<w:LsdException Locked="false" Priority="73" Name="Colorful Grid Accent 6"/>
<w:LsdException Locked="false" Priority="19" QFormat="true"
Name="Subtle Emphasis"/>
<w:LsdException Locked="false" Priority="21" QFormat="true"
Name="Intense Emphasis"/>
<w:LsdException Locked="false" Priority="31" QFormat="true"
Name="Subtle Reference"/>
<w:LsdException Locked="false" Priority="32" QFormat="true"
Name="Intense Reference"/>
<w:LsdException Locked="false" Priority="33" QFormat="true" Name="Book Title"/>
<w:LsdException Locked="false" Priority="37" SemiHidden="true"
UnhideWhenUsed="true" Name="Bibliography"/>
<w:LsdException Locked="false" Priority="39" SemiHidden="true"
UnhideWhenUsed="true" QFormat="true" Name="TOC Heading"/>
<w:LsdException Locked="false" Priority="41" Name="Plain Table 1"/>
<w:LsdException Locked="false" Priority="42" Name="Plain Table 2"/>
<w:LsdException Locked="false" Priority="43" Name="Plain Table 3"/>
<w:LsdException Locked="false" Priority="44" Name="Plain Table 4"/>
<w:LsdException Locked="false" Priority="45" Name="Plain Table 5"/>
<w:LsdException Locked="false" Priority="40" Name="Grid Table Light"/>
<w:LsdException Locked="false" Priority="46" Name="Grid Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="Grid Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="Grid Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="Grid Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="Grid Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="Grid Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="Grid Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="Grid Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="Grid Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="Grid Table 7 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="46" Name="List Table 1 Light"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark"/>
<w:LsdException Locked="false" Priority="51" Name="List Table 6 Colorful"/>
<w:LsdException Locked="false" Priority="52" Name="List Table 7 Colorful"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 1"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 1"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 1"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 1"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 1"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 1"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 2"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 2"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 2"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 2"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 2"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 2"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 3"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 3"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 3"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 3"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 3"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 3"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 4"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 4"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 4"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 4"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 4"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 4"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 5"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 5"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 5"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 5"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 5"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 5"/>
<w:LsdException Locked="false" Priority="46"
Name="List Table 1 Light Accent 6"/>
<w:LsdException Locked="false" Priority="47" Name="List Table 2 Accent 6"/>
<w:LsdException Locked="false" Priority="48" Name="List Table 3 Accent 6"/>
<w:LsdException Locked="false" Priority="49" Name="List Table 4 Accent 6"/>
<w:LsdException Locked="false" Priority="50" Name="List Table 5 Dark Accent 6"/>
<w:LsdException Locked="false" Priority="51"
Name="List Table 6 Colorful Accent 6"/>
<w:LsdException Locked="false" Priority="52"
Name="List Table 7 Colorful Accent 6"/>
</w:LatentStyles>
</xml><![endif]--><!--[if gte mso 10]>
<style>
/* Style Definitions */
table.MsoNormalTable
{mso-style-name:"Table Normal";
mso-tstyle-rowband-size:0;
mso-tstyle-colband-size:0;
mso-style-noshow:yes;
mso-style-priority:99;
mso-style-parent:"";
mso-padding-alt:0in 5.4pt 0in 5.4pt;
mso-para-margin-top:0in;
mso-para-margin-right:0in;
mso-para-margin-bottom:8.0pt;
mso-para-margin-left:0in;
line-height:107%;
mso-pagination:widow-orphan;
font-size:11.0pt;
font-family:"Calibri",sans-serif;
mso-ascii-font-family:Calibri;
mso-ascii-theme-font:minor-latin;
mso-hansi-font-family:Calibri;
mso-hansi-theme-font:minor-latin;}
</style>
<![endif]-->
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://upload.wikimedia.org/wikipedia/commons/9/95/Cadbury-Bournville.jpg" imageanchor="1" style="clear: left; float: left; margin-bottom: 1em; margin-right: 1em;"><img alt="the strange marketing power of chocolate" border="0" height="154" src="https://upload.wikimedia.org/wikipedia/commons/9/95/Cadbury-Bournville.jpg" title="the strange marketing power of chocolate" width="320" /></a></div>
<div class="MsoNoSpacing">
<b><span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><span style="font-family: "times new roman" , serif;">Do you l</span>ove chocol<span style="font-family: "times new roman" , serif;">ate?</span></span></b><br />
<br />
<b><span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><span style="font-family: "times new roman" , serif;"><span style="font-family: "times new roman" , serif;">I<span style="font-family: "times new roman" , serif;"> thought so.</span></span></span></span></b><br />
<br />
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><span style="font-family: "times new roman" , serif;"><span style="font-family: "times new roman" , serif;"><span style="font-family: "times new roman" , serif;">Well, h</span></span></span>ere’s <span style="font-family: "times new roman" , serif;">one more </span>reason to love chocolate: <i>It can build your business.</i></span><br />
<br />
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;">Below is a transcript of a conversation I had with </span><span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">copywriter
</span> <a href="http://www.writewaysolutions.com/" target="_blank">Tom Trush</a>, from Phoenix, AZ. </span></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<b><span style="font-family: "times new roman" , serif; font-size: 12.0pt;">Read it to discover the
strange secret of how chocolate can boost your profits ...</span><span style="font-family: "times new roman" , serif; font-size: 12.0pt;"> </span></b><br />
<br />
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><b>Kevin
Donlin</b>: "Tom, you had a story and it was kind of prompted from something you
read in my Marketing Multipliers program where I often talk about creating new
experience for your business using food, specifically, chocolate." </span></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><b>Tom
Trush</b>: "I was talking to a client who was definitely frustrated. He had a big
deal lined up, so big that he had flown to Denver to meet with the prospect. </span></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;">"He
thought the meeting went great and he followed up by email and it sounded like
it was just a matter of getting the deal signed. But the prospect would not
respond. He sent multiple emails over and over." </span></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><b>Kevin</b>:
"So, the trail went cold. Lots of emails, but nothing from the prospect?"</span></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><b>Tom</b>:
"Right. I know that you are a huge fan of direct mail, and I am, too. So I
told him to change the medium from email -- because it’s just so easy to ignore
-- and use regular mail. </span></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;">"I
suggested to he should put together a package and take the same information
you’re sending by email, but change your format and send it by mail.</span></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;">"Even
better, send it FedEx or UPS. That would show some urgency and show you’re
dedicated to this project. </span></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;">"And
I remembered what you suggested, Kevin, about how including a food gift like
chocolate is an easy way to turn a direct mail piece into a sensory experience."<span style="mso-spacerun: yes;"></span></span></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><b>Kevin</b>:
"So what happened?"</span></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><b>Tom</b>:
"He popped some chocolates into the package and sent it off UPS ... and he
said within two days he was on a call with the prospect to close the deal." </span></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;">"Changing
the format and delivering it via UPS really helped. But I think the chocolate was
a big deal, too. It’s such a little thing, but how can you ignore chocolate?
It adds an experience, you eat it <i style="mso-bidi-font-style: normal;">and</i>
you remember it."</span></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><b>Kevin</b>:
"Right on all counts. Whether you send an express letter by UPS or FedEx, it
can’t possibly go into a spam folder. It has to be opened. Keep that in mind
when you compare the “cost” of email, which is free but increasingly ineffective,
vs. the “cost” of an overnight letter.</span></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;">"Second
idea: Chocolate. When you’re eating chocolate, it’s impossible to be unhappy.
So when you’re grinning and you’re reading a letter, your brain is making a connection
between the two. It’s a powerful sensory experience.</span></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;">"Compare
that to reading an email on a laptop, iPad, or -- worst of all -- a mobile
phone. That’s just text on a screen, visible for 3-5 seconds and then, poof!
Deleted or achieved. Not nearly in the same league as a tangible letter plus a
chocolate gift. And not nearly the same results."</span></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><b>Bottom
line</b>: <i>Anyone </i>can execute this idea. Find your best sales message, print it, add
a nice gift of chocolate, and send it all FedEx or UPS.</span></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;">But <span style="font-family: "times new roman" , serif;">first, l</span>et me drop some science on you<span style="font-family: "times new roman" , serif;">. <span style="font-family: "times new roman" , serif;">T</span></span>here’s a chemical compound in chocolate, called phenethylamine (PEA). <br /><br />PEA mimics the chemistry of your brain when you’re in love. Maybe that’s why chocolate is said to be an aphrodisiac. In any case, the chemicals in chocolate make people HAPPY ... and if you can make people HAPPY in business, you can do WELL in business<span style="font-family: "times new roman" , serif;">.</span></span><br />
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><span style="font-family: "times new roman" , serif;"> </span> </span><br />
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;">N<span style="font-family: "times new roman" , serif;">o</span>w, if
you don’t see the value in investing $20 for all this, especially when it could
make you back many hundreds or thousands of dollars ... well, you don’t have a business.
You have a hobby. And you should stop pretending otherwise.</span></div>
<div class="MsoNoSpacing">
<br /></div>
<div class="MsoNoSpacing">
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><span style="-webkit-text-stroke-width: 0px; background-color: transparent; color: black; display: inline !important; float: none; font-family: Times New Roman; font-size: 16px; font-style: normal; font-variant: normal; font-weight: 400; letter-spacing: normal; orphans: 2; text-align: left; text-decoration: none; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px;">One more thing. </span></span><br />
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><span style="-webkit-text-stroke-width: 0px; background-color: transparent; color: black; display: inline !important; float: none; font-family: Times New Roman; font-size: 16px; font-style: normal; font-variant: normal; font-weight: 400; letter-spacing: normal; orphans: 2; text-align: left; text-decoration: none; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px;"><br /></span></span>
<span style="font-family: "times new roman" , serif; font-size: 12.0pt;"><span style="-webkit-text-stroke-width: 0px; background-color: transparent; color: black; display: inline !important; float: none; font-family: Times New Roman; font-size: 16px; font-style: normal; font-variant: normal; font-weight: 400; letter-spacing: normal; orphans: 2; text-align: left; text-decoration: none; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px;">If you found this idea helpful … and you want more clients like your best clients ... claim your Free Client Cloning Kit at </span><a href="http://www.clientcloningsystems.com/" style="-webkit-text-stroke-width: 0px; background-color: transparent; color: #0066cc; font-family: Times New Roman; font-size: 16px; font-style: normal; font-variant: normal; font-weight: 400; letter-spacing: normal; orphans: 2; text-align: left; text-decoration: underline; text-indent: 0px; text-transform: none; white-space: normal; word-spacing: 0px;">www.clientcloningsystems.com</a></span></div>
Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-42258950049398459082016-05-31T08:18:00.002-05:002016-05-31T08:18:40.296-05:00Referral Rewards: The Simple Way to Grow Your Service BusinessHere's an outstanding way to encourage more referrals to your business, especially if you sell a service.<br /><br />Take a look at this issue of the newsletter published by <a href="http://www.proutyproject.com/" target="_blank">The Prouty Project</a>:<br />
<br />
<br />
<div class="separator" style="clear: both; text-align: center;">
<a href="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjJrQBMB8NezRQyTboyIG7RoNvDlBqX3ZQMbfldROtk_Jeirp0X3Ob3Aw59HFa1RJvqPI86Pypx6RYy9t6kJUPzbNNUJ592J_CG4OpFXtp_dtcIa2khX63YXtWTt8SoH_yQEYQARVEE-phw/s1600/Prouty+Project+referral+rewards.jpg" imageanchor="1" style="margin-left: 1em; margin-right: 1em;"><img border="0" height="358" src="https://blogger.googleusercontent.com/img/b/R29vZ2xl/AVvXsEjJrQBMB8NezRQyTboyIG7RoNvDlBqX3ZQMbfldROtk_Jeirp0X3Ob3Aw59HFa1RJvqPI86Pypx6RYy9t6kJUPzbNNUJ592J_CG4OpFXtp_dtcIa2khX63YXtWTt8SoH_yQEYQARVEE-phw/s400/Prouty+Project+referral+rewards.jpg" width="400" /></a></div>
<br />They're doing two smart things to encourage referrals, both of which you can emulate ...<br /><br /><b>1) Publicly Recognizing Referrals </b><br /><br />Too often, we forget to thank the people who send us referrals. Which is a mistake. <br /><br />William James, the father of American psychology, wrote: "The deepest principle in human nature is the craving to be appreciated." <br /><br />When you give people appreciation for their referrals, they will give you more referrals. Because you get more of any behavior that you reward. <br /><br />And when you reward that behavior with public recognition, by publishing photos and quotes from clients who refer, you "super size" this process. Your clients will save that issue of your newsletter with their picture in it ... and they will likely talk about it and show it to other people. Which naturally leads to more referrals.<br /><br /><br /><b>2) Rewarding Referrals with a Charitable Donation</b><br /><br />There are many ways to incentivize referrals: you can offer a cash reward, gift card, discount on a future purchase, or some combination of those. <br /><br />But The Prouty Project goes beyond typical rewards by offering a $1,000 donation to charity for one randomly chosen referrer. Then, they take it one step further by letting the winner select the charity that receives the money. <br /><br />This is a triple play: The Prouty Project wins by supporting a good cause; the winner wins by choosing a charity to support; and the charity wins by getting $1,000.<br /><br />To power up your referral rewards program (you do have one, don't you?) use these two ideas: publicly recognize referrals and reward referrals with donations to charity.<br /><br />A smart referral rewards program is a true Marketing Multiplier: Small actions that deliver big profits. This is so low-tech, it's practically NO-tech. And you can create one today.<br /><br /><b>One more thing</b>: If you own a service business in the U.S., you can get a box of 11 Marketing Multipliers delivered to your door at no cost, if you hurry. Learn more at <a href="http://www.marketingmultipliers.com/" target="_blank">www.MarketingMultipliers.com</a><br /><br />Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0tag:blogger.com,1999:blog-8000193347412368555.post-45799581323703984852016-04-28T08:47:00.002-05:002016-05-10T09:43:35.705-05:00How to Multiply Your Marketing: Simple Secrets That Work Wonders <b>I'm a writer.</b><br />
<b><br /></b>
<b>I write.</b><br />
<b><br /></b>
<b>I don't speak or do many videos.</b><br />
<br />
But a few weeks ago, I did a phone interview with marketers Tom Trush and Andy Renk that delivered so many ideas in so little time, I decided to share it with you here.<br />
<br />
Tom and Andy pulled a pickup truck full of ideas out of my head in this interview, "<a href="http://www.bmipodcast.com/bmi-047-multiplying-your-marketings-effectiveness-with-simple-strategies/" target="_blank">How to Multiply Your Marketing: Simple Secrets That Work Wonders</a>." <br />
<br />
<b>If you own a business, <a href="http://www.bmipodcast.com/bmi-047-multiplying-your-marketings-effectiveness-with-simple-strategies/" target="_blank">listen now to discover</a>:</b><br />
<br />
<ul>
<li>The easiest way to start a conversation that leads to a sale, <i>especially if you sell a service</i></li>
<li>How “The Retention Box” can keep your clients longer, while increasing profits by up to 90% </li>
<li>Why you should <i>never send another price quote</i> (and what to send instead)</li>
<li>A direct-mail shortcut that's simple, low-cost, and virtually guarantees your message gets opened and read by your prospects</li>
<li>And a whole lot more </li>
</ul>
<br />
<ul>
</ul>
<div class="separator" style="clear: both; text-align: center;">
<a href="http://www.bmipodcast.com/bmi-047-multiplying-your-marketings-effectiveness-with-simple-strategies/" target="_blank"><img alt="How to Multiply Your Marketing: Simple Secrets That Work Wonders " border="0" src="http://www.bmipodcast.com/wp-content/uploads/2016/04/bmi047.jpg" height="200" title="How to Multiply Your Marketing: Simple Secrets That Work Wonders " width="320" /></a></div>
<br />
<b><a href="http://www.bmipodcast.com/bmi-047-multiplying-your-marketings-effectiveness-with-simple-strategies/" target="_blank">You'll discover a half dozen Marketing Multipliers revealed on our interview</a>.</b> <br />
<br />Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com1tag:blogger.com,1999:blog-8000193347412368555.post-67177661887560740352016-04-26T10:39:00.003-05:002016-04-28T08:49:36.592-05:00Educational Marketing: Show, Tell, Teach, and Sell<b>Do you like visiting the dentist?</b><br />
<br />
<b>Me neither.</b><br />
<br />
But something remarkable happened to me yesterday while getting my teeth cleaned. It could save my smile. And make you a few bucks, too.<br />
<br />
Here's the story ...<br />
<br />
I own a very spiffy Sonicare toothbrush that I almost never use. It takes too long, it's a bit irritating, a standard toothbrush is easier, blah blah blah.<br />
<br />
So, yesterday, I'm sitting in the chair and Theresa, the hygienist, is sticking a probe into my gums. She's counting off numbers: "3, 3, 2, 3, 4, 4 ..." A 3 or below is good -- if she can stick the probe 3 millimeters or less into my gums, that means they are tight and healthy. Any 4s or 5s are bad -- that means my gums are weak and unhealthy.<br />
<br />
I'm hearing way too many 4s. <br />
<br />
Theresa says, "The good news is, your gums look better than they did 6 months ago. Do you floss?"<br />
<br />
"Every day," I respond.<br />
<br />
"Do you have a Sonicare toothbrush?"<br />
<br />
"Yes."<br />
<br />
"Do you use it?"<br />
<br />
"Not much," I say.<br />
<br />
"Well, you can get 30,000 brush strokes a minute with a Sonicare. The best you can do with a standard toothbrush is about 300 strokes. That's 100 times more brushing in the same amount of time. It removes way more plaque and bacteria, so your gums stay healthy."<br />
<br />
That's when a 40-watt light bulb went off in my head.<br />
<br />
"You mean I can be 100 times more efficient with a Sonicare?" I ask?<br />
<br />
"Yes."<br />
<br />
"Duh. Stupid. Okay, sign me up," I reply.<br />
<br />
Now. <br />
<br />
Was using a Sonicare toothbrush a good idea 6 months ago? Yes. <br />
<br />
Did I buy into it then? No. I was too comfortable doing what I always did to make a change.<br />
<br />
Was using a Sonicare toothbrush a good idea yesterday? Yes. <br />
<br />
Did I buy into it? Yes. <br />
<br />
Why? Because something clicked when I learned I could be 100 times more efficient. The gain of wiping out more bacteria with the same effort finally broke through the pain of changing my routine. <br />
<br />
<b>And here's the marketing moral of the story:</b> While a small percentage of your prospects are ready to buy on their first contact with you, the vast majority are as stubborn, ignorant, and unwilling to make a change as I was about using an electric toothbrush. <br />
<br />
Most of your prospects require ongoing, systematic contact to show them, tell them, and educate them -- at different times and in different ways -- until something clicks in their head. No amount of browbeating or scolding from you will make the sale. They must decide <i>for themselves</i> that you are the right choice. <br />
<br />
<b>The problem</b>: You'll never know ahead of time what it is you say or do that causes prospects to buy.<br />
<br />
<b>The opportunity</b>: If you keep educating prospects, you keep making more sales.<br />
<br />
<b>So ... what will you do about this?</b><br />
<br />
<b>One more thing: If you own a business, you can get a box of 11
Marketing Multipliers delivered to your door at no cost, if you hurry. Learn more at <a href="http://www.marketingmultipliers.com/" target="_blank">www.MarketingMultipliers.com</a></b>Kevin M. Donlinhttp://www.blogger.com/profile/13350149996469875189noreply@blogger.com0