Ken's Blog

Read my Blog!
    

    What’s In It For Me? Having a Subject line in Your Email that is 2000% more Responsive

    Having a Subject line in Your Email that is 2000% more Responsive

     

    “Email is a powerful sales tool for any business owner.  And just like any powerful tool, if it isn’t used properly, bad things will happen.

     

    When it comes to learning what works in getting more prospects to open your email, you don’t have to do very much research before you find that most people will tell you that the answer is what you say in your SUBJECT LINE.

     

    What I want to share with you is that there is a very important step that you have to do first if you want to use “email” as a way of helping you create customers.

     

    Most of the emails I see are all about themselves or their company.  How great they are, etc etc.

     

    Believe me, No One Cares.   You can’t make your email “All about You.” Or “what You provide”.

     

    Your email, and this is very very important, should be about THEM and the Problems you might be able to help them SOLVE.

     

    Sure, Subject Lines are important, but what is more important is agreeing to the Objective you want to achieve with your emails.

     

    I have found that using emails as a way of offering HELP without asking for anything in return has produced the highest ROI yet. 

     

    What I mean is helping my targeted audience solve problems they deal with on a regular basis, via weekly email newsletters and this has produced, for me, far more positive results over blasting them with emails that say how great my product/service is and then asking them to sell.

     

    So, if you change your objective of your email from getting a sale to building a reputation of helping others to solve their daily problems, not only will you come up with better Subject Lines that will get opened and read, you will also get more prospects to raise their hand and contact you when they need your product or service.

     

     

    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.

     

     

     

    0
    19 August 2015, 19:25
     

    What’s In It For Me? Why Should Someone Do Business With You and Not Your Competitor?

    Why Should Someone Do Business With You and Not Your Competitor?

     

    What is it that will motivate a prospect to contact you for insurance?  It’s called your Competitive Edge. 

     

    How does one create their Competitive Edge?  It is a process where you sit down and over a period of time, normally a month, you go back to the question, then write down what makes you different from your competitor down the street.

     

    What is it that you do that is Unique? 

     

    If you can’t think of 3 things start creating them.  My suggestion is to ask your customer why they did business with you.  What motivated them to seek you out over the competition?  What is it that you are doing that is unique?  

     

    You’ll be surprised at how many answers you can get from your present customers.

     

    Determining that Uniqueness, will leave you in the lead and customers will flock to your Business.

     

     

    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.

     

     

     

     

     

     

     

     

     

     

     

     

     

     

     

     

     

     

                               

     

    0
    05 August 2015, 21:52
     

    What’s In It For Me? Secrets for Beating out your Competition

    Secrets for Beating out your Competition

     

    The other day I was thinking of the Johnny Carson show.  I truly believe that Johnny Carson was perhaps the most talented TV personality to host a highly successful TV show.

     

    The Tonight Show at the time, brought in about 20% of NBC’s revenue. 

     

    But you also had an upstart.  Arsenio Hall competition against Johnny Carson. 

     

    When Arsenio Hall was asked during an Interview, “ What was your plan to beath The Johnny Carson Show.”  He said,

     

    “Don’t compete.  Find what is uniquely yours.”

     

    What did Artsenio Hall do?

     

    He targeted a younger market with unique catchphrases and his infamous, ”fist pump”

     

    The same goes for business.

     

    Niches are too crowded to think that you will win if you compete head to head. 

     

    Determine what is uniquely yours and you will capture the market.

     

    Always stress the “Results” the individual will experience from your product or service.

     

     

    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.

     

     

     

     

     

    0
    22 July 2015, 16:04
     

    What’s In It For Me? Dominating your Niche

    Dominating your Niche

     

    I’ve always encouraged my readers to separate themselves from the crowd.  Most of your competitors are too business looking, acting and thinking like each other.  They are all alike.

     

    Many of you that I have spoken to have created the unique approach for you to use at Networking events. 

     

    For example, many Business Owners, when they meet someone, introduce themselves as a Business Owner who sells “a product” or if you are a Coach you say ‘ I’m a Business Coach or Life Coach, etc”. If you need help in creating this initial statement, comment here and I’ll help you.

     

    Those of you that I’ve spoken to introduce yourself as “I am Revenue Enhancement Specialist.” Or a similar introduction for other products.

     

    This now creates a WOW affect where the person says, what is that?  Now you can tell them how they will benefit from your services.

     

    This is why, at 73 years old, that I love helping you to dominate your niche.

     

    For those of you who I haven’t spoken personally with yet, try it and let me know the results you achieve.

     

     

    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.

     

     

     

     

     

     

     

    0
    08 July 2015, 20:12
     

    What’s In It For Me? Advanced Marketing Strategies to Create Thousands of New Prospects and Turn Them Into Paying Customers Part 2

    Advanced Marketing Strategies to Create Thousands of New Prospects and Turn Them Into Paying Customers Part 2

     

    Hi and welcome again to another exciting Marketing Tip of the Week. Thank to those of you who have emailed me about this strategy. I can’t believe today’s date is 03-03-03.  Spooky.

     

    Step Two to this strategy, is to check the messages left on the voice mail, several times a day.  Then record the information in your database and mail the “free report” to the prospects.

     

    Some of you emailed me asking me about what the “free report” all about.  In previous issues of this newsletter, and for those of you who have invested in my book, “How to Get Customers to Call, Buy, and Beg for More,” I show you how to write a sales letter.  All the “free report” is, is simply a sales letter with a bit more “hard core” information.  I use the word “report” as opposed to the word “literature” because it sounds more official, credible and most of all, not “salesy”.

     

    The first few pages of the report has the information that you promised in the ad.  The “How to”, and very little, or nothing at all about your company and what you offer.

     

    Once you have educated your prospects with this information and “sold” them on how valid investing in real estate is, then and only then, in the last few pages of the report, you start selling the prospects on your company, what you do, how you can help them, and why they should buy investment real estate from you.

     

    The “free report” is nothing more than a glorified sales pitch.

     

    The report does provide valuable information as promised, but it also pitches your products and services.  The whole point of the “free report” is to get the prospects to take the next step, to purchase what you are selling.

     

    Will this really work for your type of  business? It will work for any type of business. You will make so many more sales, that you will think you died and went to heaven.

     

    I’ve seen it work over and over again for many businesses, especially when the product or service has a high price tag or requires a demonstration.

     

    The next step you must take is to send out another report within 10 days to those prospects who haven’t telephones you to book an appointment.  This copy of the report is the same as the first one, with the exception that the words “second notice” is stamped in red ink just below the headline on the first page.

     

    Guess what?  Ten days after mailing the second report, you should mail a third copy to those who haven’t called to set an appointment with you.  This copy has the words “final Notice” stamped in red ink just below the headline.

     

    You must mail a second and third copy because many people will respond to your second and third mailings combined, that responded on your first mailing.

     

    What should you do after the third mailing? You can either throw those leads away and move onto another ad and additional prospects.

     

    You can also use telemarketing in addition to follow up mailings.  It’s up to you.  You should experiment a little to find out what works best for your type of business.

     

     

     

    Let me give you some more examples, other than Real Estate, where this two-step approach could work for you.

     

    If you are a stockbroker you could offer a free report on investing. Or the 5 Questions you should ask a stockbroker before you engage them.

     

    If you are in the health care field it could be a free report about how to live to 100. Or the 10 Symptoms to look for when you reach 55.

     

    If you are a lawyer it could be a free report about how to make yourself lawsuit proof. Or What to do if someone sues you.

     

    If you are in real estate selling homes, it could be a free report about the 10 things to look for in a Realtor when listing your home.  Or the 10 things you should do before selling your home.

     

    With my Nurses I offered a free report “ The 5 Questions your Employer Doesn’t want you to ask about Malpractice.”

     

    If you are an insurance agent it could be a free report about protecting your family.  Or the 6 questions you should ask an Insurance Agent before you do business with them.

     

    Whatever you sell or whatever your product or service is, you can use the formula above and create reports that people will respond to.

     

    At my website www.kenvarga.com, I have a report that brings you along in how to create the report.  It’s title is, “How to Print Money Legally and Supercharge Your Business.”  If you don’t have it already, you should invest in getting it.

     

    Anyway, these are just a few I thought of.

     

    Let me go over the fine points I’ve mentioned over the last two weeks.

     

    1. Use an “editorial style” lead generating ad to lure prospects.
    2. Don’t sell your product or service in the ad; only sell the idea of people calling you to receive the free report.
    3. Use a voice mail system to capture the names, addresses and phone numbers.
    4. Use an ad code to track your results.
    5. Your free report is nothing more than a glorified sales letter that delivers the information the customer is asking for, but it also pitches your services and products at the end.
    6. It’s up to you about what action you want the prospect to take next.  Call and purchase over the phone? Call for an appointment? Call for a Demonstration?
    7. Telemarket to those leads in combination with mailing them the free reports.
    8. Mail follow-up copies of the report until the results fall above your cost.

     

    Well that’s it for this week.  I know, that if you implement the strategy I’ve gone over these past two weeks, you will think you died and went to heaven with all the prospects you generated.

     

     

    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.

     

     

     

     

     

     

     

    0
    26 June 2015, 02:01
     

    What’s In It For Me? Advanced Marketing Strategies to Create Thousands of New Prospects and Turn Them Into Paying Customers Part 1

    Advanced Marketing Strategies to Create Thousands of New Prospects and Turn Them Into Paying Customers Part 1

     

    Over the past few months, many of you have emailed me with requests to give you ideas on how to create more prospects that you can convert into customers.  Over the next few weeks I will accomplish that, but if you don’t know how to convert them into paying customers, you’ve wasted your investment. Knowing this, I will also tell you how to accomplish this.

     

    As you know, the whole point of fishing is to catch fish.  But before you actually catch a fish you have to do two things.  First you have to hook it and secondly, you have to reel it in.

     

    In marketing, I call this the “hook them and reel them in” two step approach marketing.  It is one of the most effective strategies you can possibly use in your business.

     

    It’s really very simple.  The first step is to generate inquiries, or leads of individuals who are interested in what you have to offer.  The next step is to provide those leads with the necessary information to close the sale.

     

    The two-step concept is not to try and make the sale immediately.  The first step is to attract a qualified prospect with a lure, or bait, and get them hooked.  Then the next step is to reel them in and make the sale.

     

    Sometimes, companies who have a very large price tag to the product, or products that need detailed demonstrations use two-step marketing extensively.

     

    I’ve used the following four different techniques for all of my businesses and for many consulting clients.

     

    The first one is the Lead Generating Ad or Free Report.

     

    This is the most powerful, low cost and high-profit marketing strategy for any business, and it’s so simple to do.

     

    You need the following to make it work:

     

    1. A lead generating print ad.  This is the bait or lure.

    2. A voice mail that will let you record an “outgoing” message as well as record incoming messages. This is the hook. Look in your yellow pages for Telephone Answering Services for a provider near you.

    3. A “free report”. This is to reel them in.

     

    For my Real Estate subscribers here’s an example:

     

    Let’s say you sell investment real estate and you would like to have a lot more prospects, than you currently have, that you can sell to.  The first step is to generate some leads and in order to do that you need to write a lead generating ad. 

     

    In the ad you must have the following:

     

    A Head Line.  Here’s one.  Free Report Reveals How to Make Money Investing In Real Estate. The first word is “free”. “Report” sounds very official. “How to” lets your prospects know they will learn something by reading the ad. 

     

    The ad should be written in an editorial style.  It doesn’t look like the normal everyday ad we always see.  It looks like a news article written by a reporter.

     

    Next, you must make sure that it doesn’t sound like a sales pitch about specific investment properties.  The ad merely stimulates interest and promises a benefit, the free report.  The ad forces prospects to take the next step and call a number to receive more information.

     

    Include in your ad urgency.  Say something like, “ supplies are limited”.

     

    After you have written your lead generating ad, you need to run it in one or more publications where your prospects will see it and respond to it.  Since investment real estate has a mass appeal, I’d suggest running the ad in the Newspaper.

     

    When your prospects read the ad, and decide to respond to your offer of a “free report,” they call the telephone number in the ad and hear a message that you’ve recorded on your voice mail that could go something like the following:

     

    “Hello and thank you for calling.  To receive a free copy of our report, How To Make Money Investing in Real Estate, please follow these instructions carefully.  At the tone speak clearly and leave your name, mailing address, and telephone number.  Be sure to spell any unusual names and addresses. Please repeat the advertisement code that appears in the lower right hand corner of the ad. If you don’t know it that’s fine.

     

    Once again, speak clearly and leave your name, mailing address, and telephone number. 

     

    The report will be sent to you immediately by first class mail.  Thank you for calling and we hope you enjoy the report.

     

    I mention the advertising code because if you are going to run your lead-generating ad in several publications, you definitely want to know which ones pull in the highest number of qualified leads.  By placing an advertising code in the lower right hand corner of the ad, and having your prospects repeat the code on the voice mail, you will be able to track your results and make decisions about which publications are the most profitable to advertise in.

     

    I also mention that it’s not required because you don’t want to put any stumbling blocks for them leaving the pertinent information you require to contact them. 

     

    You don’t want them to call, require the ad code, when they might have just copied the information and phone number. 

     

     

    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.

     

     

     

     

    0
    11 June 2015, 01:21
     

    What’s In It For Me? Get More Sales Using a Marketing Funnel

    Get More Sales Using a Marketing Funnel

     

     

    A systematic approach is the way you should market your business. 

     

    You might ask yourself, “ Why should I use a Marketing Funnel?”

     

    The most important reason is that it results in more sales.  And more sales means more profitability.   That should be reason enough, but the real question is why do you get more sales when you use a systematic marketing funnel?

     

    It’s because most of your prospects simply aren’t ready to buy at the very moment you contact them the first time.  However, they will more than likely be ready to buy over a period of time.  This is why I use my 12 communications system with a prospect where each month I email them something to help them until they become a customer.

     

    You should understand that each prospects time line for becoming a customer is different, so you are able to give them the time tyhey need to move from a “luke-warm” buyer to “Ready to Buy.”

     

    During this period you are able to provide education and prove to your prospects that you are a “Guru” in your industry. But the most important part of this is that they get to know you as a person.   They not only get to know you, but they will trust you and learn about you. 

     

    Finally, you are able to position yourself, and answer the question, “ Why should I choose you.” That is always burning in the back of your prospects mind. 

     

    Here’s an example.  You can position your pricing, justify it, and position your “ rules of engagement” on how your business is run.

     

    You will have the best success in using “grabber letters” in this sequence of bringing them from prospect to customer.  

     

    Here’s the sequence I use.

     

    Day 1   Thanks you email for responding

    Day 5  One of the grabber letters.  I often use the Pill offer.

    Day 10 Send a follow up email to offer

    Day 20 Send another email follow up offer.

    Day 30  I now send my Direct Mail Offer

     

     

    Try this and let me know how it works for you or if you have any questions about the procedure.

     

     

    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.

     

     

     

     

     

     

     

    0
    27 May 2015, 15:08
     

    What’s In It For Me? Don’t Read This Unless You Want To Quickly Bring in a Bunch of new Clients/Customers

    Don’t Read This Unless You Want To Quickly Bring in a Bunch of new Clients/Customers

     

    I’ve been teaching the value of this “technique” for many many years because it is an incredibly effective way to put people in your business and increasing your customer base.

     

    I put “technique” in quotes because it’s not a technique so much as common sense.  You don’t have to study or practice it.  You don’t need any special tools.  There is nothing you need to do to prepare to do it. 

     

    One of my Coaching subscribers who implemented this “Technique” wrote to me to tell me he was getting so much business, his secretary made him stop.

     

    That is the power of what I’m now going to share with you. 

     

    This brilliantly simple way to bring in more business is simply this.   “Call your clients and say Hello.”

     

    Yep, that is all there is to it.

     

    Call your current clients and your former clients and tell them you are calling just to say hello and see how they are doing.

     

    That is it.

     

    The first thing that will happen is that your clients will be amazed and delighted that you thought enough of them to reach out and say hello, without it costing them anything. They will appreciate you even more than they already do.

     

    Ask them about their family or their work.  They will be even more impressed if you remember something personal about them. Let them talk.

     

    Don’t ask for anything or offer anything.  Remember, you are just calling to say hello.

     

    Just by being on the phone will prompt your clients/customer to think about purchasing from you again.  Or, they will think about a friend from work or someone in the family who could use your product or service.

     

    Very important.  If you get voice mail, leave a message and tell them you will call them again.  Then call in a few days at a different time.

     

    Your clients know, like and trust you.  They did business with you once and they will again.  They know people who need your services or who will need your products or services in the future, and they will be only too happy to send that business to you.

     

    And you won’t even have to ask.

     

     

    Well that’s it for this Issue.  Let me know how you make out with this “technique”.  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.

     

     

     

    0
    13 May 2015, 20:52
     

    What’s In It For Me? A Secret to Convince Everyone to Connect with You

    A Secret to Convince Everyone to Connect with You

     

    I’m often asked on my coaching calls, why people, who are visiting my various Social Media platforms, why aren’t they communicating with me after that first visit?

     

    This is a problem many Business Owners have.

     

    It’s just not enough to just say “Follow us on Twitter” or Like our Facebook Page”.  You have to give a compelling reason for them to do so.

     

    Let individuals know what you have to offer them in exchange for giving you a like or a follow.

     

    I don’t mean giving them discounts or coupons.  What I mean is having some kind of value proposition.

     

    For example.  Try saying something like “Follow us on Twitter for daily Marketing Tips” or  “Like us on Facebook, we promise to make you laugh at least once a day.”

     

    Isn’t that more appealing?

     

    This type of approach is a lot more personable than a generic request to like or follow you.

     

    Many people think that the number of FANS you have on your page is being successful.  Wrong.  You might have 10000 fans but you don’t have any real content engaging information or funnies, so why would a fan come back?

     

    Content is king.  Here is an example I like to use who hired me as a consultant to help them create more customers.  Joe is a plumber.  His page was full of plumbing jobs.  The example he had was a lady who stuffed a jar of pickles down her toilet and the picture showed the pickles in the drain and on the floor.  It really wasn’t engaging.  It wasn’t a picture I’d share on my wall.

     

    Here’s what I did for him.

     

    I gave him many things to post on his wall.  A picture of Lemonade Kool-Aid, with instructions to place it in the dishwasher empty and cycle it through to give the dishwasher a good cleaning.

     

    I followed up with more pictures and tips and he religiously posted them. 

     

    Guess what?

     

    People were commenting and posting. 

     

    I then had him find local Real Estate people pages.  He went on their pages and said, “Hello ABR Realty.  J.D.Plumbing is your newest fan.  Come like my page. 

     

    When an area business likes your page, their post goes on your wall and vise versa so more exposure is gotten.   Why did I have him do this?  Because, one day the realtor is going to need a plumber when they are about to close on a house and the house has plumbing issues.  The hope is that when she needs a plumber, she will remember the guy on her wall.

     

    After you gain business pages on your page, take the time to go to their wall and “ like” a post.  If you can “Share” a post of theirs on your wall, do it.  Why?

     

    First, you are promoting them and the law of reciprocity says they will also promote you now as one of their friends.

     

    Trust me.  Liking and sharing is a participating friendship.  Most importantly, it gives you exposure every time they share your stuff on their wall.  It’s my hope that one of their friends will then share it to their wall, etc etc.  Your post could become viral.

     

     

     

    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.

     

     

     

     

     

    0
    29 April 2015, 23:47
     

    What’s In It For Me? Seeing Into The Future

    Seeing Into The Future

     

    Many of you have asked me what I think future markets would be.  Here’s my answer.

     

    I feel that Children in School, Twenty Somethings, and Seniors

     

    Your marketing messages should be targeting these groups.

     

     

    Children

     

    There are over 83 Million children age 19 and under in the US. 

     

    The opportunities are many when it comes to these children, but education is particularly a hot area.  Faced with state and local budget shortfalls, school districts nationwide are slashing their budgets.  At the same time, it is much harder to get into college than ever before, and parents consider a college education essential to make their kids competitive in the job market. 

     

    The result is parents are eagerly spending on extracurricular programs that help their kids get better grades or learn skills that their schools have eliminated. 

     

    Those Network marketers who have the product that increases “Brain Function” would do well with this market.

     

    Insurance agents should provide earlier ways to save for college educations.

     

     

    Twenty Somethings

     

    The oldest members of this boom that began in 1987 are turning 25 this year and the rest of those boomers are right behind them.

     

    The wedding market and weight loss market will do well here.  Many are getting married so it’s a thriving market for the Insurance Agents in this group.  

     

    Now to my favorite.

     

     

    Seniors. 

     

    Baby boomers just turning 65 isn’t the market I’m talking about.  The real boom is Americans aged 85 and up. 

     

    One of the biggest trends with seniors is that they want to “age in Place.” In their own homes.

     

    The result is that services and products to help them do so will be very hot for the next 20 years or more.  They include in home medical or nonmedical care to assist with activities of daily living, senior day-care programs to get seniors out of the house and socializing. 

     

    Network marketers will do well that have anti aging products and insurance agents have many products they could sell that will fit the needs and wants of this group.

     

    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.

     

     

     

     

     

    0
    15 April 2015, 14:34
     

    Login Form