Thursday, January 17, 2013
Nobody is Reading my Ezine. Help!
If you send out an email newsletter and you're not happy with your results, don't worry. There are a couple of quick fixes that can help.
Watch this video to learn more.
Meanwhile ... if you want to put an end to "feast-or-famine" syndrome in your business, my free Client Cloning Kit can help you. Grab your copy here, while they last.
Monday, January 14, 2013
How Much Should I Budget for Marketing?
Wrong question.
The right question is this: How much do you want to make from your marketing?
Start by answering another all-important question: How much is a new client worth to you?
Example: One of my copywriting clients has a coaching program. He knows that, on average, a new client will stay with him for about 2 years and spend $7,000 on his coaching services.
That means he can easily afford to invest $1,000 ... $2,000 ... or more on "buying" new clients with his marketing, because he'll still come out $5,000 or $6,000 ahead.
And that doesn't even take into account referrals, which will boost that number even hire.
So, first figure out the lifetime value of your clients. You will then know exactly how much to invest in buying them with your marketing.
Meanwhile ... if you want to put an end to "feast-or-famine" syndrome in your business, my free Client Cloning Kit can help you. Grab your copy here, while they last.
Thursday, January 10, 2013
Got Goals? Take Them With You!
You may have goals.
And you may have written goals.
But do you carry your written goals with you?
Compelling research says you should ...
In a new study published in Psychological Science, researchers found that when people wrote down their thoughts on a piece of paper and threw the paper away, they mentally discarded the thoughts as well.
On the other hand, people were more likely to value their thoughts if they wrote them on a piece of paper and then tucked the paper in a pocket to protect it.
“However you tag your thoughts -- as trash or as worthy of protection -- seems to make a difference in how you use those thoughts,” said study co-author Richard Petty of Ohio State University.
“At some level, it can sound silly. But we found that it really works -- by physically throwing away or protecting your thoughts, you influence how you end up using those thoughts. Merely imagining engaging in these actions has no effect.” (Emphasis mine.)
In one study, 284 students were asked to write down negative or positive thoughts about the Mediterranean diet.
Some threw their thoughts on paper away, some left them on their desk, and some were told to put the paper in their pocket, wallet or purse and keep it with them.
All participants were then asked to rate their attitudes toward the diet.
Those who kept the list of thoughts at their desk were more influenced by them when evaluating the diet than were those who threw them away.
However, those who protected their thoughts by putting them in a pocket or purse were even more influenced than those who kept the thoughts on their desk.
“This suggests you can magnify your thoughts, and make them more important to you, by keeping them with you in your wallet or purse,” Petty said. (Emphasis mine.)
This idea of carrying written goals with you is Habit One of what I call "3 Habits of Growth."
Here's the deal: Your success in business (and life) comes from what you think and what you do every day.
And most of that comes from your habits.
Example: Psychologists estimate that up to 95% of your thoughts today are the same ones you had yesterday. Your brain largely repeats itself, over and over.
Yikes!
And, as much as 45 percent of your actions today are the same as yesterday. What you say and do is largely habitual.
We run mostly on autopilot, day after day, week after week, month after month ....
That's the power of habit. It can stick you in a rut -- or keep you in the groove for daily growth that compounds into huge payoffs.
So, to get better results in your business, you need better habits.
But not all habits are created equal.
In The Power of Habit, New York Times columnist Charles Duhigg makes a startling suggestion: You don't need to change dozens of habits to dramatically change your life.
Because some habits are worth more than others. A lot more. And adopting just a few of them can significantly improve your life -- and your business.
These super-valuable habits are called keystone habits. And they "have the power to start a chain reaction, shifting other patterns as they move through our lives," according to Duhigg.
"Keystone habits influence how we work, eat, play, live, spend, and communicate. Keystone habits start a process that, over time, transforms everything," says Duhhig.
"This, then, is the answer of where to start: focus on keystone habits, those patterns that, when they start to shift, dislodge and remake other habits."
Get that? Keystone habits can dislodge and remake other habits -- which is how you change your life.
Now. How many keystone habits do you need?
Good news: 3 are enough.
If you're in the Twin Cities and it's not too late, you can learn more here
And you may have written goals.
But do you carry your written goals with you?
Compelling research says you should ...
In a new study published in Psychological Science, researchers found that when people wrote down their thoughts on a piece of paper and threw the paper away, they mentally discarded the thoughts as well.
On the other hand, people were more likely to value their thoughts if they wrote them on a piece of paper and then tucked the paper in a pocket to protect it.
“However you tag your thoughts -- as trash or as worthy of protection -- seems to make a difference in how you use those thoughts,” said study co-author Richard Petty of Ohio State University.
“At some level, it can sound silly. But we found that it really works -- by physically throwing away or protecting your thoughts, you influence how you end up using those thoughts. Merely imagining engaging in these actions has no effect.” (Emphasis mine.)
In one study, 284 students were asked to write down negative or positive thoughts about the Mediterranean diet.
Some threw their thoughts on paper away, some left them on their desk, and some were told to put the paper in their pocket, wallet or purse and keep it with them.
All participants were then asked to rate their attitudes toward the diet.
Those who kept the list of thoughts at their desk were more influenced by them when evaluating the diet than were those who threw them away.
However, those who protected their thoughts by putting them in a pocket or purse were even more influenced than those who kept the thoughts on their desk.
“This suggests you can magnify your thoughts, and make them more important to you, by keeping them with you in your wallet or purse,” Petty said. (Emphasis mine.)
This idea of carrying written goals with you is Habit One of what I call "3 Habits of Growth."
Here's the deal: Your success in business (and life) comes from what you think and what you do every day.
And most of that comes from your habits.
Example: Psychologists estimate that up to 95% of your thoughts today are the same ones you had yesterday. Your brain largely repeats itself, over and over.
Yikes!
And, as much as 45 percent of your actions today are the same as yesterday. What you say and do is largely habitual.
We run mostly on autopilot, day after day, week after week, month after month ....
That's the power of habit. It can stick you in a rut -- or keep you in the groove for daily growth that compounds into huge payoffs.
So, to get better results in your business, you need better habits.
But not all habits are created equal.
In The Power of Habit, New York Times columnist Charles Duhigg makes a startling suggestion: You don't need to change dozens of habits to dramatically change your life.
Because some habits are worth more than others. A lot more. And adopting just a few of them can significantly improve your life -- and your business.
These super-valuable habits are called keystone habits. And they "have the power to start a chain reaction, shifting other patterns as they move through our lives," according to Duhigg.
"Keystone habits influence how we work, eat, play, live, spend, and communicate. Keystone habits start a process that, over time, transforms everything," says Duhhig.
"This, then, is the answer of where to start: focus on keystone habits, those patterns that, when they start to shift, dislodge and remake other habits."
Get that? Keystone habits can dislodge and remake other habits -- which is how you change your life.
Now. How many keystone habits do you need?
Good news: 3 are enough.
If you're in the Twin Cities and it's not too late, you can learn more here
Wednesday, January 2, 2013
See and Sell - What Opportunties Are YOU Overlooking?
Do you own a wristwatch?
If so, you've probably looked at it hundreds of times, right?
It's always there, every day, right in front of your face.
Okay. Without looking, draw a quick picture of the watch face.
Why?
Because there's a big difference between looking and seeing.
You may LOOK at your watch several times a day, but you probably don't SEE it in any detail.
Now. Just like a wristwatch on your hand, there are opportunities in your business -- right in front of your face. You may look at them every day, but do you see them?
Take time this week to really SEE what's going on in your business:
Meanwhile ... if you want to put an end to "feast-or-famine" syndrome in your business, my free Client Cloning Kit can help you. Grab your copy here, while they last.
If so, you've probably looked at it hundreds of times, right?
It's always there, every day, right in front of your face.
Okay. Without looking, draw a quick picture of the watch face.
- What color is it?
- What kind of numbers -- Roman numerals or something else?
- Is there a date? If so, where?
Why?
Because there's a big difference between looking and seeing.
You may LOOK at your watch several times a day, but you probably don't SEE it in any detail.
Now. Just like a wristwatch on your hand, there are opportunities in your business -- right in front of your face. You may look at them every day, but do you see them?
Take time this week to really SEE what's going on in your business:
- Are there prospects who dropped off the face of the earth last year who might still need what you're selling? Why not review your database and SEE for yourself?
- Are there clients who've purchased once or twice from you, who would benefit from more? Why not email 3 clients and SEE for yourself?
- Can you bundle two or more products/services together and offer them at a special price? Why not promote this new bundle on your web site or newsletter and SEE for yourself?
- Etc. etc. etc.
Meanwhile ... if you want to put an end to "feast-or-famine" syndrome in your business, my free Client Cloning Kit can help you. Grab your copy here, while they last.
Monday, December 31, 2012
What's the Best Way to Get New Clients?
That's a trick question. There is no ONE best way.
But there is a very easy way to get new clients: Remove the risk of buying from you.
How? With a money-back guarantee.
And guess what? You already have a money-back guarantee -- you just don't know it.
The longer your guarantee and the fewer conditions you put on your guarantee, the more new clients it will bring you.
Watch this to learn how to use a money-back guarantee as a marketing tool.
Best part: A guarantee costs you $0 to implement, will bring you much more money in sales than it will ever cost you in refunds (if you're any good at what you do), and you can create one today.
Meanwhile ... if you want to put an end to "feast-or-famine" syndrome in your business, my free Client Cloning Kit can help you. Grab your copy here, while they last.
Saturday, December 29, 2012
What's the Easiest Way to Market my Business?
Your business card may be the most-overlooked marketing tool in your business.
Watch this to learn how to make the most of it.
Then, Google "creative business cards" or do a similar search to get ides you can use.
The answers are out there to help you turn your business card into a "silent sales rep" that builds your business while you do other things.
Meanwhile ... if you want to put an end to "feast-or-famine" syndrome in your business, my free Client Cloning Kit can help you. Grab your copy here, while they last.
Watch this to learn how to make the most of it.
Then, Google "creative business cards" or do a similar search to get ides you can use.
The answers are out there to help you turn your business card into a "silent sales rep" that builds your business while you do other things.
Meanwhile ... if you want to put an end to "feast-or-famine" syndrome in your business, my free Client Cloning Kit can help you. Grab your copy here, while they last.
Friday, December 21, 2012
3 Ways to Boost Sales This Week, Without Advertising
I just consulted with the owner of a tutoring school with 3 branches. He really needs to grow his sales.
Before prescribing any marketing "medicine," I asked a few questions to diagnose his condition.
Turns out that his average student stays for 9 months, paying $250/month, for $2,250 in lifetime value.
Before joining, prospective students pay $200 to take an assessment test. And 33-50% of those prospects sign up at his 3 branches (he couldn't be specific about the exact conversion percentage).
After a few more questions and answers, I gave him these 3 easy ways to boost his sales ...
1) Find out the exact conversion percentage at each school. That way, you know who's marketing well and who needs help, so you can prioritize your efforts.
2) Find out exactly what the manager says and does at the school with the highest conversion percentage. Then, roll out their "script" to the other 2 schools.
When you know what works and you do more of it, you are guaranteed to increase sales. So following steps 1 and 2 are a slam-dunk certainty.
(Wait. What about you? What works best to turn prospects into clients for your business? Are you doing as much of it as possible? Why not??)
Here's my last suggestion to the school owner ...
3) Waive the $200 fee on initial assessments, for anyone referred by an existing student.
I told him NOT to worry about the $200 he'll lose by not charging these prospects for tests. Because they walk into his lobby with $0 acquisition costs.
He can still charge the general public $200 for testing, but when people are referred and get the assessment for free, they feel part of an exclusive club ... AND they feel obligated to reciprocate in some way for receiving a $200 gift ... which will likely boost conversions above the current 33-50%.
And I told him to focus on the figure $2,250, which is the lifetime value of every new student who signs up during the "Free Assessment" referral campaign. That's a very motivating number.
(Wait. What about you? What's your lifetime client value, or LCV? Don't know it? Then how can you know how much you can afford to "buy" new clients for with your marketing?)
I hope you find these 3 ideas helpful. None of them will cost you a nickel in advertising. None requires any investment in new technology. And all can be done this week.
Meanwhile ... if you want to put an end to "feast-or-famine" syndrome in your business, my free Client Cloning Kit can help you. Grab your copy here, while they last.
Before prescribing any marketing "medicine," I asked a few questions to diagnose his condition.
Turns out that his average student stays for 9 months, paying $250/month, for $2,250 in lifetime value.
Before joining, prospective students pay $200 to take an assessment test. And 33-50% of those prospects sign up at his 3 branches (he couldn't be specific about the exact conversion percentage).
After a few more questions and answers, I gave him these 3 easy ways to boost his sales ...
1) Find out the exact conversion percentage at each school. That way, you know who's marketing well and who needs help, so you can prioritize your efforts.
2) Find out exactly what the manager says and does at the school with the highest conversion percentage. Then, roll out their "script" to the other 2 schools.
When you know what works and you do more of it, you are guaranteed to increase sales. So following steps 1 and 2 are a slam-dunk certainty.
(Wait. What about you? What works best to turn prospects into clients for your business? Are you doing as much of it as possible? Why not??)
Here's my last suggestion to the school owner ...
3) Waive the $200 fee on initial assessments, for anyone referred by an existing student.
I told him NOT to worry about the $200 he'll lose by not charging these prospects for tests. Because they walk into his lobby with $0 acquisition costs.
He can still charge the general public $200 for testing, but when people are referred and get the assessment for free, they feel part of an exclusive club ... AND they feel obligated to reciprocate in some way for receiving a $200 gift ... which will likely boost conversions above the current 33-50%.
And I told him to focus on the figure $2,250, which is the lifetime value of every new student who signs up during the "Free Assessment" referral campaign. That's a very motivating number.
(Wait. What about you? What's your lifetime client value, or LCV? Don't know it? Then how can you know how much you can afford to "buy" new clients for with your marketing?)
I hope you find these 3 ideas helpful. None of them will cost you a nickel in advertising. None requires any investment in new technology. And all can be done this week.
Meanwhile ... if you want to put an end to "feast-or-famine" syndrome in your business, my free Client Cloning Kit can help you. Grab your copy here, while they last.
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