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    What’s In It For Me? Putting Your Business in Warp Speed Through Reversed Risk Part 2

    Putting Your Business in Warp Speed Through Reversed Risk  Part 2


    Let’s continue on this very important topic of risk reversal.

    In the last issue, I gave you the first method of reversing risk.  The Total monetary risk reversal method.

    The next one is the “Better than total risk reversal”.

    In this approach, you, the seller, not only guarantees a complete refund if the buyers is dissatisfied, but also offers a bonus incentive that the buyer retains even if they seek a refund.  The bonus is usually a product or service that complements the primary reason for the transaction.  It could be something else also.

    Before I give you an example  I want to mention that in my coaching program, I’ve received many email messages, where my subscribers asked me to address and write about some of the problems they were having. Risk Reversal is one of the most asked questions I get. 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.   


    Let me give you an example that I implemented in my Bank:

    We offered a duffel bag as a bonus gift if they came in to open an account.  If they decided not to open an account they kept the duffel bag.  By the way the duffel bag had our name and other benefits we offered printed on it, so no matter where they went, we received free publicity.

    The better than risk free transaction acknowledges and rewards the customer for having enough faith to commit to purchase and use your product.  By creating a better than risk free offer, you increase the appeal of your offer because there is a bonus incentive on top of a risk free offer.

    Let’s go to the next concept.  The Emotional Risk Reversal.

    With emotional risk reversal, you are taking the necessary steps to increase your prospects level of confidence and reduce their fear before they even make a purchase.  This type of risk reversal is used by many professionals because a monetary risk reversal simply isn’t practical. 

    If you are a realtor, it may be impossible to offer a 100% money back guarantee on every house you sell.  But that doesn’t mean you can’t reverse the risk for your clients.

    Using an emotional risk reversal approach, in which you could urge prospective clients to first contact some of your customers, is a very effective method of risk reversal.  Your prospects could ask these previous clients about their overall satisfaction about your service or product.

    Lawyers, medical practitioners, and other professionals can use emotional risk reversal by offering a free initial consultation to potential clients.  If you’re a Dentist, you might run into trouble with your state-licensing department if you tried to guarantee results.

    But, by offering a free initial exam, you get the opportunity to evaluate your potential patient and discuss potential costs without any risk on the patient’s part.  The result is that ore prospects will visit your office, overcome their fears, and become regular, paying patients.

    It never fails to astound me the small number of businesses that never practice risk reversal.  I guess that one reason is fear.  Many people in business lack the faith in the quality of their product or service and they fear that reversing the risk will hurt their business.  They probably fear that people will take advantage of them.

    Please trust me on this point.  I’ve done risk reversal in over 32 successful businesses that I’ve created.  There’s no need to fear risk reversal.  It may sound scary, but I can tell you from experience that you will profit enormously from risk reversal. Believe me when I say that most consumers aren’t looking to take advantage of business owners, all they want is to make a sound and be confident about their decision.

    Let me give you another example about a music store that I consulted with. I created a risk reversal method that created more customers than he ever had before. When a large Towers Music store opened nearby, almost all of the independent music stores were driven out of business.  Except for my client.

    I had him make the following risk reversal offer.  “Our Customers will totally enjoy any CD they purchased or it was FREE with no strings attached.”

    If you purchased a CD from him and didn’t like it, you got your money back.  It was as simple as that. He was flooded with customers who would have normally have gone to Towers.

    The point is, even though you may have a small number of customers who will ask for their money back, these refunds are nothing compared with the tremendous growth your business will have if you create a risk reversal system. 

    In most situations you can also profit from these refunds.  My experience has been that when people want a refund, they only want to move up to a higher level, to a better product or service.

    In my opinion, all refund requests are really opportunities.  Even if they are not an opportunity to up sell to a better product, they are at least a chance to learn something about your business, why they are asking for a refund, and take this knowledge and use it to change your future sales approaches.

    If what I’ve written doesn’t convince you, and your still concerned about what would happen if you created a risk reversal system, then just test it.  You don’t have to make a full-blown commitment.  Do it on a smaller scale.  You can try it out with one salesperson calling on 30 people that come into your business, or with 50 letters you send out.

    You want to find out how many people say yes when you offer risk reversal than when you don’t, and also you want to find out, after you’ve sold your product or service, how many asked for their money back.  You can do this at a very small cost to your company.

    By doing this, you are able to determine your net advantage to offering risk reversal.

    And once you’ve tested this approach and see what effect it has on customers and the sales that it generates, then implement it throughout your business.

    The last thing I want to mention is not to add qualifiers onto your risk reversal system.  Conditions will thwart the very power and advantage this concept offers you.  Don’t make it hard for people to do business with you.  Don’t put any hurdles in front of them and don’t make it difficult for them to start a relationship with you.

    Naturally, it’s okay to require that the product be used within its recommended guidelines.  Beyond that, any fine print you impose on a risk reversal proposition will be counterproductive. 


    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.


    If you need help in working on Risk Reversal. Send me an email at kenpbg@aol.com and I’ll try to help you. 





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    18 February 2015, 13:26
     

    What’s In It For Me? Putting Your Business in Warp Speed Through Reversed Risk Part 1

    Putting Your Business in Warp Speed Through Reversed Risk  Part 1

     

     

    Many of you have asked me to write more about Reversing the perceived risk that you customers have, so I’m going to do that over the next two blogs.

     

     

    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.   

     

     

    Reversing the perceived risk of your customer is such a powerful tool, that it will distinguish your business and make it next to impossible for your customers to say “no”.

     

     

    Any business that can take the burden of risk off of their customers can more than double their total number of sales.

     

     

    Whenever any two people get together to transact business, one side is always asking the other to assume most or all of the risk.  You see this often in many negotiation sessions.

     

     

    It’s a simple fact of business also.  But here’s the problem.  When the person who must assume the risk happens to be your customer, the natural inclination is to hesitate, to be uncertain, and not to purchase.

     

     

    What makes customers hesitate?  They are concerned that once they have paid you their hard earned money, your product might not perform or your service will not meet their expectations.  They may also be afraid of looking foolish or being embarrassed if the purchase doesn’t turn out right.

     

     

    All of us have had the experience after purchasing something and telling our friends, spouses, or relatives about the purchase and something goes wrong. We become embarrassed, when they laugh at use for being so stupid for falling for that line the salesman told us.

     

     

    Your prospect’s decision about whether or not to buy will be motivated by two things:]

     

     

    1.    Their confidence in your product or service and:

     

    2.    The level of risk you are asking them to take on in the transaction.

     

     

    Your problem, and challenge, is to creatively figure out the best way you can reduce or even eliminate the element of risk or fear that is going on in their minds. Lowering the level of risk for the purchaser will result in sales.

     

     

    Take away the risk and you get them to say, “yes”. If you do this you can also steal the customers away from your competitors. They will be more inclined to purchase from you than from your competitor because your competitor didn’t reverse the risk of doing business.

     

     

    The most important goal of risk reversal is to get people comfortable in trusting you before they have to make any commitment.  The easier and faster you get people started in a relationship, the more comfortable and trusting they will become, and the faster you will get to a profitable transaction with them.

     

     

    I’m going to give you three ways to Reduce Risk, but there are many others.  You must choose the type of risk reversal offer that’s right for your type of business or industry.  Remember: You make the rules in your business.

     

     

    How do you reverse risk?  Remember that risk reversal is a promise to your prospect or customer that if they aren’t happy, you will do whatever it takes to make them happy.  In prior issues, I wrote about offering a simple money back guarantee.  That’s one way to do it, but there are other ways to reverse risk.

     

     

    Let me go over a few of them.  Please massage them to fit your business and when you think of others, let me know so that I might share them with the other subscribers.

     

     

    Total Monetary Risk Reversal.

     

     

    The most common type of total risk reversal is the money back guarantee, in which the seller promises to refund the buyers money if the product or service doesn’t live up to their expectations. A much more advantageous variation is the “free trail” or “puppy dog” offer I’ve mentioned in the past. This is where the buyer doesn’t spend any money up front.  Instead the purchaser pays only after they have received, examined, and evaluated the product or service over a period of time.

     

     

    If you offer a risk free guarantee in your business, let me stress the following. Be very definitive about what you are guaranteeing.  Many companies simply say, “Satisfaction guaranteed or your money back,” or “You must be satisfied or we will return all of your money”.

     

     

    What does “satisfied mean?” If you don’t define it clearly, you are forcing your customer to figure out what “satisfaction” means or what they should experience.  It’s much more effective to be very definitive in your statements.

     

     

    Here’s an example:

     

     

    Let’s say your selling software.  Don’t simply say to your customers, “Your satisfaction is guaranteed or your money back.”  Instead say, “If our Software doesn’t return your investment in 3 months, just return it and we will give you your purchase price back.”

     

     

    Do you see how much more effective it is?  You have painted a vivid picture in your purchasers mind, defined the outcome, of exactly what the product will do, and they will get their investment back within 3 months.

     

     

    Be very specific in your guarantee, as they will give your guarantee credibility, making your business stand out in the process.

     

     

    I risk reverse everything I sell.  If you come to one of my seminars, you get all the materials up front.  If you don’t feel I’m giving you ten times more in information than you paid by the second morning, you can get 100% of your money back.  By doing this, I’ve found that I’ve more than doubled the number of people who attend.

     

     

    Whenever I do consultations, I stop after 30 minutes and ask the client if they haven’t gotten more than they paid for so far, I want to give you your money back.

     

     

    I do this because I am very confident that I’m performing, so there isn’t any reason in the world why you can’t come up with one or more powerful risk reversals for your products or services.

     

     

    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.

     

     

    Well, that’s it for this week.  Next week I’m going to continue on this very important topic that will help your sales soar to the stratosphere.

     

     

    Let me know what you think of this concept. 

     

    If you need help in working on Risk Reversal. Send me an email at kenpbg@aol.com and I’ll try to help you. 

     

     

     

     

     

     

     

     

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    04 February 2015, 22:31
     

    What’s In It For Me? A Secret Very Few Business Owners Use

    A Secret Very Few Business Owners Use

     

     

    When I was building my companies, I often would ask myself the question, “Why would someone want to do business with me?”

     

     

     

    I surprised myself with the many answers I came up with.  But the one that always resulted in Customers was the “Attraction I set up for them to become my Customer.”

     

     

     

    It doesn’t require a Magic Pill to make that happen. You were drawn to me because of the valuable information I share with you each month and helping you to grow your business and creating more and more customers by implementing the strategies and ideas I give you. 

     

     

     

    What is the Secret?   It’s Attraction Marketing.

     

     

     

    Attraction Marketing is just another way to attract prospects to you, your product and your services. 

     

     

     

    It’s all about injecting yourself into all that you are doing, so that the individuals feel as if you are a real person and not another faceless name online or offline.

     

     

     

    The most important part of Attraction Marketing is that you are really selling yourself. Not the product and not the service.  It’s all about you as a person.  It’s about how you talk, think and look. 

     

     

     

    When you offer yourself and your knowledge through a success Marketing Campaign, and I must stress, in an effort to genuinely help others, your process will result in a steady flow of prospect, leads and sales.

     

     

     

    But you can’t fake it.   What you are really saying is, “ Here I am.  Let’s talk.”

     

     

     

    Envision it this way.  Say that you are purchasing something at your local Mall and the sales person is really pushing hard to make the sale.

     

     

     

    I’m sure you will agree with me that this type of behavior really repels Customers.

     

     

     

    By the way, the same is true for salespeople who just stand around looking bored. 

     

     

     

    When was the last time you actually bought something because of the sales person? Did they start out with a conversation or ask if they could help you?

     

     

     

    Did they sound polite when you said you were just looking?

     

     

     

    Do you see the difference?

     

     

     

    Even if you weren’t persuaded to purchase something at that moment, you felt as if you had a good experience. 

     

     

     

    We are attracted to people who fulfill our basic needs of acknowledgement, respected and treated well. 

     

     

     

    Now apply that in your enterprise.  That is what Attraction Marketing is. 

     

     

     

    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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    21 January 2015, 21:47
     

    What’s In It For Me? Would You Like More Referrals

    Would You Like More Referrals

     

    I just have to share this experience with all of you. 

     

    My wife Barbara decided that we needed our Great Room repainted.  She said the white paint wasn’t looking so good. 

     

    So I decided to contact a few painters.  I literally went into the Yellow Pages and called over 30 Painters who had advertised in the Yellow Pages. 

     

    But I also decided to ask my Neighbors who they might recommend.   Out of the 30 Painters from the yellow pages, only 5 kept the appointment they made with me.

     

    My neighbors recommended 4.  They all showed up for their appointment.

     

    I’m going to share with you Why I chose Ed because he had a unique story.

     

    Ed said, “ In all of the jobs I’ve done, I have found that if I do a great job, you will be happy.  And if I do a great job, we’ve built a relationship and not only will you ask me back when you need additional painting, but your more likely to refer me as Mrs. Jones did.  Mrs Jones was a neighbor.

     

    He asked us many questions. Educated us on the different types of paints. But the important thing is Ed focused on US, Barbara and I, not US the money people.

     

    If you’ve ever experienced Painters, Plumbers, Electricians, and most professionals, you will agree with me that they are in the Transaction business.  They show up. They estimate the job and they do the work. 

     

    Then they leave and that’s that.

     

    But it’s much better to do it Ed’s way and follow in his footsteps and put yourself into the relationship business. 

     

    I know.  Everyone talks about doing this.

     

    But talk is cheap.  Doing it is the answer.

     

    Here’s a suggestion.  Get started by sending out a paper and ink newsletter to your house list.  Soak it with personality, just as Ed did, and most importantly, Ask for Referrals.

     

    It’s really that simple.

     

    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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    07 January 2015, 11:37
     

    What’s In It For Me? Are you Better Than the Competition?

    Are you Better Than the Competition?

     

    On my last coaching program, I asked the audience how they knew that they were better than their audience.

     

    Many responded positively.

     

    Then one member asked me,  “Ken if you were opening up a Hamburger place, and you had to make it successful, what would you do, since on each corner, within 10 blocks there was another Hamburger Joint.  I won’t name them here, but you know the names.

     

    What would I do?  Hm  Hm

     

    Some would say create a tastier hamburger.  Others might say Location, Location, Location. 

     

    Others might say to offer a cheaper burger like McDonalds.

     

    I’d say it was wishful thinking if you think that would make you successful.

     

    There is a better way and guaranteed it’s success from the opening day and into the future.

     

    There’s a burger place in Aruba that really differentiates itself from the rest of the Hamburger place on the Island.  Anyone can duplicate his or her success. 

     

    It doesn’t have anything to do with Hamburgers.  It has to do with their fries.  Trust me, they do have a great hamburger but it’s the Fries that drives a lot of people to their place

     

    It’s crowded from the minute they open until they close.

     

    What is their secret?  They spray their Fries with s special oil that is so tasty, you want more and more.

     

    Trust me. You’ve never eaten fries until you’ve devoured these crispy critters that have been tossed with this special flavored oil. 

     

    I’m telling you this story because most business owners I talk to, try to tell me all the time that they will be successful because they are better than the competition.

     

    Be different and separate yourself from the competition.

     

     

     

    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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    24 December 2014, 22:36
     

    What’s In It For Me? Getting your Customer/Client to Always Like You

    Getting your Customer/Client to Always Like You

    Two weeks ago I had to fly to Salt Lake City and since I arrived at the Airport early, I
    decided to go to the Airlines Club in the Concourse.

    I sat down and opened my computer to write another article for you.  When all of a
    sudden, something caught my eye. 

    There were three men sitting across from me who were interviewing what I
    perceived, Job Applicants.

    I couldn’t help but listen in.  

    The first candidate that they interviewed was I’d say 30 years old or around that
    age. He looked sharp and had a quick answer for all of the questions they threw at
    him. 

    But try as he might, he failed to connect with the 3 Interviewers.

    Remember,  whenever you are trying to sell something you “must connect with your
    audience.”

    The next candidate was about 40 or so of age.  He looked like he belonged on a
    Beach in Malibu.

    Hi speech was comfortable and convincing and filled with confidence. But I noticed
    that he made a very huge mistake.

    He focused his attention on just one of the  three Interviewers and neglected the
    other two Interviewers.

    So, the next rule that you must remember is, “ Make every member of your audience
    feel important.”

    So finally, the third person was a woman about 30 something. 

    She answered all of the questions they asked did so confidently.  But I noticed that
    she never Smiled and the Interviewers noticed that she didn’t smile.

    To me this is important, as the next rule I’d like you to remember is “You must smile
    when Selling.”

    Why?  Because nothing warms up an audience like a warm and gently smile.

    When I was setting up appointments and selling I’d always have a mirror by my
    phone and I would purposely smile as I was talking to the individual about setting
    up an appointment. 

    But most of all, when I was on the appointment, I’d put on a gentle smile to show
    that I was listening to their story.

    Anyway, I don’t know which of the 3 candidates got the job, but what I got from
    listening in was the following.

    1.    Connect with your audience.
    2.    Make everyone in your audience feel important.
    3.    And smile.


    If you do all of these things I do know your audience will almost always like you
    and trust you.  And remember, an audience that likes you is lubricated to buy
    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.


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    11 December 2014, 02:23
     

    What’s In It For Me? 3 Things I’d do to Grow My Business

    3 Things I’d do to Grow My Business

     

    Last Friday I was interviewed on a Radio Show that said they had over 2 million listeners.

     

    Normally, when I’m asked to be interviewed, I’d email the Host a few of the questions that were asked on prior shows.  This normally resulted in a great interview and also made the Hosts job easier.

     

    But this Host threw me a curveball. 

     

    He said, “Ken, if you had to grow your business fast, tell my listeners what 3 things you’d do to make it happen.

     

    This wasn’t on my list of prior questions, but to me it was obvious what the answer was.

     

    1.   I’d send a message to my house list.

     

    2.   I would definitely start a Referral program.

     

    3.   I would also create a Sales Letter and sent it to a Specific Targeted List.

     

    And that’s it.

     

    That is all I would need to do to grow my business. 

     

    And trust me, that is all you need to do to grow your business.

     

    With your house list, you’ve built trust and goodwill, so you tap into this to stimulate more sales.

     

    Then you ask your customers to refer their friends, family, and virtually everyone they know.  But, the key is that after they refer those individuals, you reward them like crazy so that they will continue to refer others.

     

    Then you create a fun, emotionally charged  Sales Letter to your Targeted List of Cold Prospects.  You can be safe is assuming this will result in 1-3 new customers.

     

    This  3 Step Plan will definitely fill your sales funnel with new customers who will fall in love with doing business with 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.

     

     

     

     

     

     

     

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    26 November 2014, 16:22
     

    What’s In It For Me? The Best Way to Communicate with Prospective Customers/Clients on LinkedIn

     

     

    The Best Way to Communicate with Prospective Customers/Clients on LinkedIn

     

     

    If you are approaching LinkedIn with the idea of making a LinkedIn Connection and then making a sale, think again.

     

    Just because someone accepts your Connection request, doesn’t mean they are open to you making a proposal or presentation. Once your connection is made, you must have a way to “court” them before you can get to that stage. 

     

    You definitely want to make sure you are working on building the “Relationship” with the right person.  So,

     

    1.    Know who your target audience is.  The person you want to connect with doesn’t have to be the CEO.  When I talk with Insurance agents, and if check out the groups they belong to, it always astounds me that they are only in their professional groups and not their target market groups.  So, define who your target market is, and then join those groups to begin developing relationships.

    2.    Now you must have a valid reason for the person to connect with you.  Are you someone who can help them or are you a pesky salesperson? 

    3.    Again, join the groups that are the ones where your Target Market is in., and begin offering them sound advice.  Try to post a question once a week that will get your audience talking and allow you to share some of your insight on how they will benefit. 

    4.    When you have come across someone’s profile that meets your target audience, and you are part of the same group, you can send them a LinkedIn request to connect.  You should have a written game plan.  Ask yourself the following question?  What if they ACCEPT your LinkedIn request?  Then what?

     

    One idea is to share an informative newsletter, article, or blog post that focuses on solving a problem and then invite them to sign up for your bi-monthly or monthly newsletter. 

     

    Having your LinkedIn audience get regular helpful information that are filled with advice that they can benefit from, will definitely help them get to “know” who you are with any risk on their part. 

     

    Getting them to know you before picking up the phone will make your sales approach so much easier.

     

    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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    13 November 2014, 01:37
     

    What’s In It For Me? The Secret to Customer Loyalty

    The Secret to Customer Loyalty

     

    My daughter gave me the book to read, “Hunger Games” and one of the thoughts that occurred while reading it, was that this is a great example of Customer Loyalty and how to get your customer to be passionate about referring everyone they know to you.

     

    It’s only a section of the book, but it jumped out at me like a hot potato. 

     

    Haymitch Abernathy, the helper is with Katniss Everdeen, and they are discussing why she is doing this. 

     

    She says what are you talking about?  Then Haymitch say’s “ Everyone is showing you off because you are the hope that things will get better. 

     

    You should really read the book to get the value of this scene. 

     

    This scene reveals the Secret of Customer Loyalty.

     

    You are probably saying, what the heck are you talking about Ken?

     

    Every contact you have with your customer/client should fill them with hope.

     

    The hope that you will continue helping them with their problems.

     

    The hope that you will make their tomorrows better that their today’s.

     

    And guess what?

     

    When your customer’s feels like you are the one that hits them square in the eyes with a regular dose of Hope, what do you think will happen?

     

    Their buying loyalty will follow.

     

    This is just another way of Leaving Your Competition in the Dust.

     

    I know this is a short article, but it’s worth its weight in Gold if you implement it.

     

     

     

    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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    22 October 2014, 13:00
     

    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.

     

     

     

     

     

     

     

    0
    09 October 2014, 00:23
     

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