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    What’s In It For Me? How to Create a Potent Signature File That Will Attract Qualified Prospects - Part 5

    How to Create a Potent Signature File That Will Attract Qualified Prospects - Part 5

     

    I sincerely hope that over the past few weeks, you implemented my suggestions and are not ready for the finally step. 

     

     

    The last step is to develop a Tempting and Irresistible Offer.

     

     

    I’ll never forget Vito Corleone in the “Godfather” when he said, “ I made them an offer they couldn’t refuse.”  This is what you should do in your sig file.

     

     

    Your offer should be meaningful, irresistible to them, and create a sense of urgency.

     

     

    Your offer can be for a Free Report, CD, Video, anything that solves a major frustration or problem they are having.  You could offer a free sample or trial of your product or service.  It could be a Free Analysis.  Or you can offer a free consultation in your area of expertise. 

     

     

    The key here is to structure your offer so that qualified prospects will take immediate action without giving away the store.

     

     

    It could be the following actions.  Email you, visit your web site, or even to call you.  I recommend that you limit your sig file to six lines or less and a maximum of 65 characters of width.  As a result you will be concise and to the point with no wasted words.  I know you can do it, so don’t think you can’t.

     

     

    When you make the offer, you should include the relevant contact option.  For example, if you want an email response, give them an email hot link like FreeReport@yoursite.com.  If you want them to visit a Web page, give them the exact link where they can either click on it, or copy and paste it in their browser.

     

     

    If you want them to phone you, give them a toll free number if you can. 

     

     

    Most of the time the person will email you or visit your site for more information, so you need a way to gather their information for follow-up on your part. 

     

     

    Email is normally the best option. 

     

     

    It’s possible and desirable to have several strong sig files.  You should have a different sig file for every product or service you offer and for every different target market you offer it to. 

     

     

    As you develop your sig files, be extremely hard on yourself.  Test your sig files first on friends or relatives.  Ask them what they think is the main benefit your sig file offers.  If they can’t tell you, then your sig file isn’t ready.  When you have a few sig files that you like, you can then easily test them in posts to discussion lists. 

     

     

    But remember; don’t make the mistake of promising something you can’t deliver. 

     

     

    When you have completed your sig file, send it to me to critique and I’ll use them as examples in the next Marketing Tip of the Week.

     

     

    Well that’s if for creating a powerful sig file.  Once you have a strong sig file or two, you will be way ahead of 99% of online marketers.

     

     

     

     

     

    Well that’s it for this Issue.  Next time I’ll write about another solution to problems you might be having and how to reverse them. If you need step by step instructions on how to implement this and other ideas I give on Creating Customers,  please go to www.buildyourbusinessfast.com   and sign up for my one on one Coaching program.  You can’t lose by investing just $20/month in the growth of your business.  You probably Tip more than your investment each month. Invest in the growth of your business.

     

     

     

     

     

     

     

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    09 October 2014, 00:23
     

    What’s In It For Me? How to Create a Potent Signature File That Will Attract Qualified Prospects Part 4

    How to Create a Potent Signature File That Will Attract Qualified Prospects  Part 4

     

     

    The next step in the process is to Create a Compelling Headline.

     

     

    The Headline will be the thing that will get your prospects to read your sig file.  Most sig files, like most advertisements, don’t have a headline.  This is one of the reasons most sig files don’t get read or results. 

     

     

    Remember, the headline is the Ad for the Ad.  Over the years I have found that if you use an interest-generating headline that tells readers “what’s in it for them” if they read your ad, you will get an increase in those salivating to read your sig file. 

     

     

    If you aren’t used to writing headlines, it can be daunting.  It is a skill that you can master with practice and a little research. 

     

     

    The next time you check out of a grocery store, check out the tabloid magazines.  Purchase one and use the headlines they have in it, to create your own headline. 

     

     

    Most great headlines address a problem, challenge, frustration or interest that is common to a specific group. 

     

     

    Here’s a secret a few only know of.  Your headline and sig file should be targeted to a specific market.  You shouldn’t think about what non-prospects think about your sig file. 

     

     

    An easy way to develop a strong headline is to begin with  “How to (solve a frustration), You can also try “Announcing…” or “Introducing…”

     

     

    Another technique is to ask a question, starting with,  “ Are You…” or “ Do you…” or  “Does Your….”

     

     

    The next step in the process is to Support Your Headline with a Benefit.

     

     

    Once you have created your Headline, you should describe the key benefit of what you do that supports your headline, For example, “ A new report reveals the truth about (problem) or  “Learn 7 ways to Reduce Your (Problem). And get (benefit.)” or “New Insurance policy guarantees you will (solve problem) and (realize benefit.)”

     

     

    If these look like the headlines you see in the check out magazines, you are correct in assuming that.  My whole rational is” Why should you reinvent the Wheel.” 

     

     

    These headlines and statements sell millions of magazines and they can work for you also.  But only if you use them.  

     

     

    It is very important for you to state a specific benefit your prospects will get if they take your desired action.  The benefit must relate to the need of your target market. 

     

     

    I’ve seen many Business Owners make the mistake of assuming they know what their prospects and customers want.  I don’t want you to make that same mistake and suffer for that mistake.

     

     

    The best way to find out what your prospects and customers need is to simple ask them.  Or you can test different benefits to discover which is most appealing to your target audience.  Then, and only then, will you be sure that you are giving your customers what they want.

     

     

    Well that’s if for this session.  Please work on what I’ve given you here so that in two weeks, when I put the last step into action, you will be ready.

     

     

    If you need step by step instructions on how to implement this and other ideas I give on Creating Customers,  please go to www.buildyourbusinessfast.com   and sign up for my one on one Coaching program.  You can’t lose by investing just $20/month in the growth of your business.  You probably Tip more than your investment each month. Invest in the growth of your business.

     

     

     

     

     

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    25 September 2014, 21:18
     

    What’s In It For Me? How to Create a Potent Signature File That Will Attract Qualified Prospects - Part 3

    How to Create a Potent Signature File That Will Attract Qualified Prospects - Part 3

     

    I hope you have spent the last 2 weeks implementing the last Steps I gave you on developing your sig file.  Now I’d like to share with you the next few steps over the next few weeks.

     

     

    Step 3 is to Identify the Key Frustrations of Your Primary Target Market.  List the many problems, needs and frustrations that your primary target market have that your product or service will solve. 

     

     

    There are many personal frustrations but some are health, relationships or money.  Most business frustrations are getting and keeping customers, hiring, reducing expenses, saving on Taxes, and making shareholders and owners happy. 

     

     

    Each of your prospects can have multiple frustrations.  The real secret is to identify 1-2 key problems that they have that your product or service will solve.  Ask yourself what challenges does your target market have that you can remedy?  Be very specific.  They will turn out to be your “customer Frustration Statements.”

     

     

    Step 4 is to Describe how what you do solves those Frustrations.

     

     

    People will do business with you if you add pleasure to or eliminate pain from their lives or if you make something better, easier, faster, cheaper or more enjoyable for them. 

     

     

    Think about why what you do is important to your prospects and customers.  In other words, “Why should they care about what you have to offer?”  You must describe in detail, the desirable results a customers gets form your product or service.

     

     

    Your statement of the relevant benefits of what you do will be your Unique Selling Proposition.  Individuals have a difficult time creating a good USP because they think about features of what they do, instead of the benefits or results a customer gets from doing business with you. 

     

     

    A secret method of doing this is to use the “Which means…” technique.  For example.  Retirement Income.  The way to identify the corresponding benefits of this feature is to complete the sentence.  The Tax Free benefits means that you will keep up to 300% of your income away from the government.  Or with Auto Insurance, “Our Free Analysis means you won’t ever have to worry about submitting a claim and finding out you aren’t covered.

     

     

    The trick in writing an effective sig file is to identify the single benefit that is most important to your target market.  You have limited space, so create the best benefits related sig file you can.

     

     

    Ok that’s if to this weeks tip, I will be give you the next two steps two weeks from now, so in the meantime work on these two that I have given you here.  It will all come together over the next few weeks.

     

     

    If you need step by step instructions on how to implement this and other ideas I give on Creating Customers,  please go to www.buildyourbusinessfast.com   and sign up for my one on one Coaching program.  You can’t lose by investing just $20/month in the growth of your business.  You probably Tip more than your investment each month. Invest in the growth of your business.

     

     

     

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    11 September 2014, 01:13
     

    What’s In It For Me? How to Create a Potent Signature File That Will Attract Qualified Prospects. Part 2

    How to Create a Potent Signature File That Will Attract Qualified Prospects. Part 2

     

     

     

    There are a few steps that I’m going to share with you and they are marketing principles that are universal and should apply to all of your marketing communications, including your sig file. 

     

     

     

    1.    Look at your sig file and if it is made up of name, information about your company and how great you are or some kind of cute slogan, abandon it and start over.  If you want your sig file to generate responses you must be different.  Take a look at what you do and how you do it.  Think of all the ways your product or services benefit your customers.

     

     

     

    2.    Now you must identify who your target audience is.  Don’t think that the whole world is your target audience.  You cannot appeal to everyone, as you will end up selling to no one. 

     

     

     

    Determine specifically who buys your product or service now, or who has a need for what you provide.  Outline in a written format, the definite characteristics of your most likely customer or client.  Always, try to identify a specific individual who has a personal or business need for what you have.  This is important, as your sig file will be read by specific individuals and not a large group.

     

     

     

    Directing your marketing toward a specific person, or personalization, is how you will target your sig file to exactly the right audience.

     

     

     

    Analyze your present customers.  Or, ask yourself who buys similar or related products or services.  There are some demographics you should consider and know about your customers.  Knowing your customers is an important part of developing your sig file.  The more information you can gather about your customers and prospects, the better you can serve their needs. 

     

     

     

    Well, that’s it for this week, so take the above info and work on it over the next 2 weeks, and I’ll then give you more steps to take to create the most powerful sig file you can ever create.

     

     

     

     

     

    If you need step by step instructions on how to implement this and other ideas I give on Creating Customers,  please go to www.buildyourbusinessfast.com   and sign up for my one on one Coaching program.  You can’t lose by investing just $20/month in the growth of your business.  You probably Tip more than your investment each month. Invest in the growth of your business.

     

     

     

     

     

     

     

     

     

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    28 August 2014, 00:42
     

    What’s In It For Me? How to Create a Potent Signature File That Will Attract Qualified Prospects. Part 1

    How to Create a Potent Signature File That Will Attract Qualified Prospects. Part 1

     

    Over the next few posts I’m going to show you how to Create a Signature file. You might be asking, “Ken, what is a Sig File?”

     

    A “sig file” or “Signature File” is a brief tag at the end of your email that provides contact and other information about you to the recipient.  A good “sig File” can attract qualified prospects to your website or motivate them to email or call you for more information. 

     

    I’m going to give you a few reasons why you need a powerful, commercial Signature File.

     

    1.     Since it is normally not allowed to post commercial message in most online discussion lists, your sig file can be very useful in this situation.  A sig file is your online business card.  Yet most sig files are not very effective.  How many sig files that you have seen that prompted you to make contact with the writer?  Very few I’d imagine.

     

    One result of a meaningful discussion post is that people may want to know more about you and a powerful sig file can provide a compelling reason for a prospect to email you, call or visit your web site.

     

    2.     It has been proven that a PS at the end of a sales letter will increase a response from the recipient.  A good PS can reinforce the main benefit of a sales letter or create a sense of urgency.  You can do the exact same things with your powerful sig file. 

     

    3.     You should use a compelling, benefit-related, offer-oriented sig file when emailing anyone.  You never know when one of these people will have a need for what you offer or will know someone else who does. 

     

    Well that’s it for this Issue.  Next time I’ll write about another solution to problems you might be having and how to reverse them. If you need step by step instructions on how to implement this and other ideas I give on Creating Customers,  please go to www.buildyourbusinessfast.com   and sign up for my one on one Coaching program.  You can’t lose by investing just $20/month in the growth of your business.  You probably Tip more than your investment each month. Invest in the growth of your business.

     

    Over the next few weeks, I’m gong to show you how to Generate a powerful Sig file. 

     

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    15 August 2014, 00:29
     

    What’s In It For Me? How A ‘Closed-Door’ Sale Can Generate A Bundle For Your Business- Over and Over Again!

    How A ‘Closed-Door’ Sale Can Generate A Bundle For Your Business- Over and Over Again!

     

    Hi, and welcome again to this weeks Marketing Tip.

     

    Before I begin, I want to say, “Thanks” for the many messages I’ve received from my readers who have implemented these tips and the successes they have had.

     

     

    In my coaching program, I’ve received many email messages and faxes, where my subscribers asked me to address and write about some of the problems they were having. Each month I have given them the step by step methods to solve those problems but also at the same time to build their business by Creating More and More Customers. 

     

    You should take advantage of the program. It’s only $20 per month and You get so many ideas on Creating Customers.  Go to www.buildyourbusinessfast.com

     

     

    This week I’m going to go over a concept I call, “Invitation Only Events.”

     

    Have a “Private Letter Sale.”

     

    Any retailing business, on or off the Internet, can write a letter to their customers inviting them to a special event sale.

     

    It’s not just a sale. It’s by invitation only. The key here is that you must make it an honest sale with true bargains. If you don’t it won’t succeed.

     

    In your letter to your customers about the event, you must explain why you’re having the sale.

     

    Perhaps business is slow and you need to generate some quick cash to pay your ongoing bills, or if you’re business is seasonal, tell them.  Truthfully.

     

    Explain that you do make a profit during your busy season, but you slow down in the off-season. And that you’re rent, payroll, utilities and other bills are due each month whether you do much business or you don’t.

     

    You could say something like, “ I could lay off my employees during this slow season but they are the best and loyal employees and they have families to support, so you’d rather offer your regular customers these special deals so you can generate the cash you need now.

     

    Whatever the reason is, tell them in that letter.

     

    Always make sure you tell them “The Reason Why” this offer is so incredible.

     

    Compare it to what the competition is offering and show the savings to your customers.

     

    Show them what they’d have to normally pay for the same products, compared to this special sale.

     

    Always give them the reason why you can make this offer.  Tell the truth. It’s the right thing to do.

     

     

    Here’s a sample letter you can use.

     

    Dear Preferred Customer:

     

    I need your help.

     

    Our manufacturers shipped thousands of dollars of merchandise to us too late for this season.

     

    This has caused an overstock for us and I need to liquidate the inventory and I need to do it NOW!

     

    Unfortunately I can’t advertise these products at Liquidation Prices because other businesses will complain.

     

    I did get permission to hold a CLOSED-DOOR, PRIVATE EVENT.

     

    My supplier said I could hold this event only under three conditions:

     

    1.   The event will not be advertised other then by this letter.

     

    2.   The event must be supervised by the manufacturers’ rep.

     

    3.   The event can only be held one day, this Saturday, Oct. 13th.

     

     

    We will be liquidating all of the styles in our store.

     

    Please note: This is a one-time event.  It will not be repeated under any circumstances.

     

    So come to this event and see the best styles of today at the lowest prices ever.

     

    The letter also should have the time, date, and location for the sale.

     

    Do you see how this letter gave the reasons why the sale is being held, and also how it had many benefits for the customer?  I probably could have listed dozens of more benefits.

     

    I doubt that many of your customers would miss such an event.

     

    I’m sure if you sat down; you could create these types of events for your business.

     

    Well that’s it for this week.  Next week I’ll write about another solution to problems you might be having and how to reverse them. If you need step by step instructions on how to implement this and other ideas I give on Creating Customers,  please go to www.buildyourbusinessfast.com  and sign up for my one on one Coaching program.  You can’t lose by investing just $20.00 per month in the growth of your business.  You probably Tip more than your investment each month. Invest in the growth of your business.

     

     

     

     

     

     

     

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    23 July 2014, 19:50
     

    What’s In It For Me? How To Lock In Your Customers For a Full Year or Two, and Generate Cash NOW When YOU Need It!

    How To Lock In Your Customers For a Full Year or Two, and Generate Cash NOW When YOU Need It!

     

    Hi again, and welcome to another Marketing Tip.
     
    In my coaching program, I’ve received many email messages and faxes, where my subscribers asked me to address and write about some of the problems they were having. Each month I have given them the step by step methods to solve those problems but also at the same time to build their business by Creating More and More Customers.  
     
    You should take advantage of the program. It’s only $20 per month and You get so many ideas on Creating Customers.  Go to www.buildyourbusinessfast.com
     
     
     
    Wouldn’t it be great if you could get your customers to pre-purchase your product or services?
     
    How much up-front cash do you think you can generate if your customers paid you in advance for future services?
     
    Well you can with this weeks tip.
     
    Pre-purchase works great in most service businesses.
     
    You construct a special offer, which gives the customer a discount for pre-purchasing your consumable product or service.
     
    Suppose you’re in the Landscaping business. You could offer a significant discount.
     
    Let’s say that you cut someone’s grass for $50 per week, over a 20-week period of time. That amounts to $1,000 per year.
     
    You could offer your customer a 20% discount, $800 per year if they pre-pay in the beginning of the season.
     
    You could call this Robbing Peter to Pay Paul and in a sense, it is.
     
    There are two very important benefits to you:
     
     
    1.   It locks that customer in for a full year or two.
     
    2.   It generates cash right now, when you need it.
     
     
     
    If you own a restaurant, you could offer a special deal to your regular customers to pre pay a year’s worth of meals based on one a month, or whatever.
     
    If you’re online and you offer a service like coaching, where you charge their credit card each month, you could make them an offer to reduce the yearly fee by 20% if they pay up-front.
     
    A dry cleaner could offer a flat-rate deal on one year’s worth of dry cleaning, or maybe even offer it on a quarterly basis.
     
    A video store can offer a special on two movies a week for one year if they pay for one movie per week for 52 weeks.
     
    In essence the video store is getting one full year of purchases up front, and all they are doing is offering an extra video each week.
     
    Dentists can offer one full year of dental cleaning on a quarterly basis, at a 20% reduction in price, if pre-purchased.
     
    The most important part of this tip is that it really locks that customer in for a set period of time.
     
    But I’ve also seen this backfire on businesses.
     
    When they receive all of this money up front, they have a tendency to spend it immediately.
     
    So hold back some of this revenue for the future fulfillment you will have to do.
     
    The possibilities are endless.
     
    Use your imagination and you will be surprised what you’ll come up with.
     
    If you sell a consumable product or a repeat service, this tip is really for you.
     
    Take some time this week to digest what we just went over and let your imagination see what it can come up with.
     
    Well that’s it for this week.  Next week I’ll write about another solution to problems you might be having and how to reverse them. If you need step by step instructions on how to implement this and other ideas I give on Creating Customers,  please go to www.buildyourbusinessfast.com  and sign up for my one on one Coaching program.  You can’t lose by investing just $20.00 per month in the growth of your business.  You probably Tip more than your investment each month. Invest in the growth of your business.
     
     
     
    Till then, keep health and safe.

     

     

     

     

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    11 July 2014, 02:16
     

    What’s In It For Me? Tools to Grow Your Business and Create More Sales

    Tools to Grow Your Business and Create More Sales

     

    Many of you emailed me this past week asking me to explain the “Puppy Dog Close” I wrote about last week.  What I plan on doing this week is to give you a few Sales Tools that you can use to close the sale.

     

    In my coaching program, I’ve received many email messages and faxes, where my subscribers asked me to address and write about some of the problems they were having. Each month I have given them the step by step methods to solve those problems but also at the same time to build their business by Creating More and More Customers. When you get a few moments, please go to www.buildyourbusinessfast.com and let me know what you think of it.   

     

    You should take advantage of the program. It’s only $20/month and You get so many ideas on Creating Customers.  Go to www.buildyourbusinessfast.com

     

    Anyway, here is:

     

    The “Puppy Dog Close.”

     

    I’ve written how this was done by the producer of the “Wizard of Oz” and how the dog was with his family for weeks, and when it came time for the family to part with it, they just couldn’t send it back.

     

    This close probably got it’s start back in the days when pet shop owners encouraged those parents, of the children who wanted the pet, to take it home and see how they liked the pet.  You can probably figure out how this story ends if you’ve ever experienced this concept.

     

    This close is obviously not applicable for every product or service, but when it is possible try the following:

     

    1.    If you are selling a service, offer a small trial service for free and if the customer likes your work, they then agree to hire you.  Magazines use this type of an offer most of the time when they are marketing for new subscribers. 

     

    Anyone in the appliance industry can use this close also.  You can offer the individual the floor model to take home, use it for a week, and if it doesn’t fit their needs, bring it back.  Of course, you’ll have a few individuals who won’t purchase, but I’ll put my money up, that the majority will.

     

    2.    Tell your customers who can’t make up their minds to buy or not to buy, to try out your product for a week for free, and if they don’t like it then they can return it, no questions asked.  Most people, once they “have” something in their possession, will feel that they own it and therefore want to keep it once the week is up.

     

    Most of you can massage this concept to fit your business.

     

     

    The Testimonial Close.

     

    Last week I went over how to get Testimonials and how to use them.  The Testimonial close is another method to use when closing a sale.  After you have collected all of your testimonials, put them in a binder, and when appropriate you can leaf through them to show a potential customer, a present customer who had the same hesitancy problem.

     

    Let me give you an example:

     

    Customer.  “I’m not sure about how your company will service me.  That’s the only thing that keeps me from purchasing your product.”

     

    You.   “You know, John, most people feel the same way as you do and one of our customers in particular expressed that concern to me before he bought.  But he found out that his concerns were never realized and in fact he wrote us this letter thanking us for doing such a good job for him.

     

    This will reinforce the prospects purchasing decision.

     

     

    The Total Honesty Close.

     

    People actually DREAD having to deal with sales people.  So why not be an advisor or counselor to them.  Spend a great deal of time finding out what they want to do and accomplish.  Then show them how your product or service can fill their needs. 

     

    Then do something that “No One” expects you to do, tell them all the negatives about minor things that may mean your product isn’t the right one for them.

     

    If you want to gain instant credibility with someone who is a potential client.  Do this and watch all the sales pressure just melt away.  You are no longer a pushy, obnoxious, or greedy salesperson. 

     

    You have become a confidant and trusted advisor to the prospect. 

     

     

    Let me give you an example:

     

    Suppose you came into my car dealership and wanted to buy a sports car.  I ask you all the necessary questions to find out what you really want and the benefit you want to receive.

     

    I have just qualified you for how much money you want to spend and how you will spend it.  Then I show you a car and as we are driving around I mention a few reasons why you might NOT want to own this car.

     

    What do you think might happen?

     

    Look at it this way.  If you are selling a great product or service, the negatives of what you are offering will probably be very small.  Don’t keep them a secret, just tell your customers up front about any negatives.

     

    I’ve experienced this quite often.  The negatives you tell them won’t make any difference in their buying decision.

     

    Keep it simple, just be totally hones with your prospect and tell them everything they need to know to make the buying decision.  If you do tell them a few reasons why they may not want to buy your product, you will probably get the sale and more importantly, you will get tons of referrals because your customer will TRUST you.

     

    Another reason for being honest, is that after you’ve asked the questions to find out how they want to benefit from the purchase, and after using the Honesty Close, besides creating a customer, you have lead them into purchasing the product or service, that they truly desire and will create a long term customer who will be coming back more often and purchasing more from you.

     

    Well that’s it for this Issue.  Next time I’ll write about another solution to problems you might be having and how to reverse them. If you need step by step instructions on how to implement this and other ideas I give on Creating Customers,  please go to www.buildyourbusinessfast.com   and sign up for my one on one Coaching program.  You can’t lose by investing just $20/month in the growth of your business.  You probably Tip more than your investment each month. Invest in the growth of your business.

     

    Let me know what you think of this concept.

     

     

     

     

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    26 June 2014, 11:47
     

    What’s In It For Me? The Secret of ‘The Bump’

    The Secret of ‘The Bump’- How to Use What You Know To Become Famous and Make Great Money At The Same Time!

     

    Hi again, and welcome to another great Marketing Tip.

     

    In my coaching program, I’ve received many email messages and faxes, where my subscribers asked me to address and write about some of the problems they were having. Each month I have given them the step by step methods to solve those problems but also at the same time to build their business by Creating More and More Customers. 

     

    You should take advantage of the program. It’s only $20 per month and You get so many ideas on Creating Customers.  Go to www.buildyourbusinessfast.com

     

    This week I’m going to write about two concepts that have helped many businesses to create new customers.

     

    The first is to write just as I do.

     

    Become a famous local author.

     

    Wherever you’re business or service is located, you probably have a local community newspaper.

     

    Also, they have quite a few of the weekly shopper type of papers.  You know the ones that are offered free.

     

    The next times you go food shopping, check them out, pick up a couple of them and read them.

     

    You’ll notice many different articles in them, such as home decorating, gardening, investment advice, car repair, health and longevity, etc.

     

    Guess who are the authors of those articles.

     

    You’re wrong if you think that they have professional journalists who write these articles.

     

    Chances are that the authors are local business people.

     

    But they have become different because they have now become the local authority on their specialty.

     

    They have become famous by writing an article for their local paper.

     

     

    If you own a pet store, why not write an article about pets.

     

     

    If you do plastic surgery, write an article about that.

     

     

    If you own a car repair shop, write an article about that.

     

     

    This is your specialty and you have all the knowledge that you can write about to help others and then you become the authority.

     

    Call the editor/publisher of your local paper and tell them you are an expert in the field, and that their readers would probably really appreciate the information that you can write about.

     

    Better yet, offer to write a weekly column for the paper at no charge.

     

    Tell them that you’ll provide tons of valuable information to their readers in exchange for the byline and your business name, address, and phone number (as well as an invitation for the reader to come visit you) in each weekly article.

     

    That’s it. You’ve now become an author and an authority on what you know.

     

     

    The second tip is short but sweet.

     

    Pick an item that you offer that carries a large margin.  In other words, has a very high profit.

     

    Whenever any buys something from you, give them the opportunity to buy the “bump” at a special price.

     

    You will allow them to purchase the “bump” at the special price when they buy anything else.

     

    Another “bump” is to at the time purchase, to offer them a second of whatever they are buying, at a 20% discount.

     

    For example, if someone buys a bag of pet food, tell him or her they can get a second bag for 20% off.

     

    I’m sure you get the picture.  It might take a little creativity on your part, but I’m sure you can do it.

     

    The great part about offering the “bump” is that 20 to 30% of the customers will take advantage of the offer.

     

    The key is not to hard sell it.  In a casual voice, just mention it.

     

    Some businesses could have a different bump each week.  Think about it.

     

     

    Well that’s it for this week.  Next week I’ll write about another solution to problems you might be having and how to reverse them. If you need step by step instructions on how to implement this and other ideas I give on Creating Customers,  please go to www.buildyourbusinessfast.com  and sign up for my one on one Coaching program.  You can’t lose by investing just $20.00 per month in the growth of your business.  You probably Tip more than your investment each month. Invest in the growth of your business.

     

    Next week you’re going to be surprised.  See you then.

     

     

     

     

     

     

    0
    11 June 2014, 20:41
     

    What’s In It For Me? The Elevator Pitch

    The Elevator Pitch

     

    In my coaching program, I’ve received many email messages and faxes, where my subscribers asked me to address and write about some of the problems they were having. Each month I have given them the step by step methods to solve those problems but also at the same time to build their business by Creating More and More Customers. 

     

    You should take advantage of the program. It’s only $20 per month and You get so many ideas on Creating Customers.  Go to www.buildyourbusinessfast.com

     

     

     

    I get many emails about helping individuals develop their Elevator Pitch and I thought I’d add it this week.

     

    It always happens at many networking events that a new person to the networking announces, “ I’m an Lawyer”.  Or “I’m an Accountant.” Or any of the other occupations that are at the Event. This is almost word for word what all Patricipants say when they introduce themselves..  With the exception of those who I’ve coached.

     

    Just imagine.  Everyone at the event has been approached at some time to become a customer.

     

    These individuals say nothing that would make anyone in the room want to talk to them.

     

    What makes him any different from any other Business or Business Owner?  He did not say that he specialized in anything.  He didn’t even plant a question in anyone’s mind that might make him or her want to get additional information from him.  His Elevator Pitch was absolutely useless.  Most of the Elevator speeches I often hear at these events are worthless.

     

    A great Elevator Pitch has the following elements:

     

    It must create a WOW affect.  You want to catch the person’s attention and get them to ask you questions.

     

    It should contain negative and positive words that describe problems you solve.

     

    You must be able to communicate this in 30 seconds or less.

     

    If you went to a Networking Event and introduced yourself like the above-mentioned Lawyer or Accountant,  it’s too broad. 

     

    Introduce yourself as a Stress Reduction Specialist .  I take the stress out of peoples lives by helping them prepare for any lawsuits, before they happen.”

     

    Or “I’m a Revenue Enhancement Specialist, I help you keep your money instead of giving it to the IRS. “

     

    Do you see the difference? 

     

    Now the person knows exactly how you can help them. 

     

    Or you can say,  “ I help them by ______________and my clients are delighted with the Results.”

     

     

     

    Well that’s it for this week.  Next week I’ll write about another solution to problems you might be having and how to reverse them. If you need step by step instructions on how to implement this and other ideas I give on Creating Customers,  please go to www.buildyourbusinessfast.com  and sign up for my one on one Coaching program.  You can’t lose by investing just $20.00 per month in the growth of your business.  You probably Tip more than your investment each month. Invest in the growth of your business.

     

     

     

    I hope this helps you.  Let me know your thoughts on this.

     

     

     

    0
    29 May 2014, 11:48
     

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