Want More Business? Look To The Cookie I subscribe to the email lists of some other marketers. One of them sent me an email last week that described how he purchased a book from internet marketer Ray Higdon called Go For No. I haven’t read the book, but the Amazon description says, “[Go For No]…
How to Get the Money You Need to Support Your Marketing Budget Once You Know What Your “Most Important Number” is, You’ve Got to Find the Cash to Pay For the Marketing. Here’s How You Do It Last blog posting I challenged you to set a goal using my “Most Important Number” method.…
Your Website Is Like a Shoe Store at The Mall If Your Website Looks Like All Your Competitors’, Customers Will Keep Looking People Will Shop Multiple Sites (Stores) Simply Because They’re Conveniently Available You’ve GOT to Find a Way To Stand Out Trust me; it’s not as much of a stretch as you think. Websites…
Wordsmithing In Plain English: In your marketing write like your prospects talk. Ignore the stodgy English teacher in your head. Forget rules like do not end a sentence with a preposition, spell out numbers, avoid contractions, etc. Instead operate under the practice of writing in plain English. Through the Adult B2B Marketing System you work…
What Would Happen If a Football Team Decided That They’d NEVER Punt on 4th Down? How to Get Ahead By Throwing Tradition In the Toilet And Running Roughshod Over the Status Quo Forget about the 1980 “Miracle on Ice,” or Joe Montana and “The Catch” in 1982. The most fascinating sports story in the last…
The Not-So-Obvious Connection Between Website Conversion & SEO Get Good at One and You’ll Automatically Improve the Other Want to juice your SEO rankings? Simple! Just create and post a ton of great content on your website. Want your website to do a better job of converting lookers into buyers? Simple! Just create on…
The Easiest Way to Come Up with Innovative Ideas: The Magic Wand Identifying Stuff That People HATE When Doing Business with You Might Be Your Best Bet to Innovate & Grow Your Business Imagine being able to wave a magic wand, utter a simple “abracadabra” and get whatever you wanted. It’s everyone’s fantasy, right? Abracadabra!…
The Curse of Repeat & Referral Business The Biggest Barrier to Growing Your Company Might Be Tied to The Way You Think About Your Easiest Leads Let’s start with a question: How much should you spend on marketing, as a percentage of sales? Ten years ago, the most common answer I’d hear was 10%. So…
The 3 Hurdles Your Website Visitors Have To Clear In 8 Seconds — Or Else You Die Web Searchers—Your Prospects—Are Subconsciously Making Split-Second Decisions That Will Make or Break The Success Of Your Website Okay, so maybe you won’t actually DIE. But you could lose website visitors that SHOULD be buying from you—which is totally…
Testing 1. John Smith Matters More: You may love your ad. However, the guy who needs to love it is not you and it isn’t us. It’s John Smith. How can you know if he likes it or not? Test you marketing. Before you spend all of your money sending out that clever and educational…
Testimonials Don’t be Happy with WOW: Wow, great job, you got a 10 out of 10. These are all high praise, but lousy testimonials. John Smith expects testimonials to come from happy customers. Merely confirming this doesn’t sell John Smith on how great your company is or how pleased your customers are. You want believability…
Price Conditioning It’s A Sure Bet That Your Prospect THINKS Your Prices are Lower Than They Actually Are How to Keep “Sticker Shock” From Killing Your Sales Pop Quiz: What is the number one reason deals don’t close during the initial sales call? Believe it or not, it’s not all the usual answers you are…
Platitudes Are Murdering Your Marketing and You Probably Don’t Even Realize It In case you weren’t aware, Papa John’s Pizza has better ingredients, and therefore better pizza. And I’m sure the first time you ever saw or heard that slogan, you immediately wised up to all that crummy pizza you had been buying from the…
Need for Speed Why Super Speedy Lead Follow Up Is Absolutely Mandatory and How to Actually Pull It Off Question for you: At what moment are your prospects MOST in the mood to buy? Believe it or not—it’s not during the sales call. Actually, it’s at the moment when they first pick up the phone…
Lower the Buyer’s Risk Baby Steps: Prospects need to be finessed into a purchasing decision a lot of the times, especially with purchases that have large price tags. Don’t forget this in your marketing. If you think you can send an email to a prospect and be able to talk to them that same day,…
I Insist You Read Every Single Word of This Immediately Let’s take a “power words” quiz. Examine these two phrases: Phrase 1: We Do the Job Right the First Time. Phrase 2: We Always Insist That Every Job Be Done Exactly Right the First Time—No Exceptions. The first one expresses a worthwhile idea in a…
How to Use Customer References the Right Way Don’t Hoard Them Up Like a Squirrel Storing Nuts for The Winter Make Them Freely Available to Anyone, Anytime, Anywhere! Here’s a crazy idea: what if you gave your prospects customer references on your website? I’m don’t mean testimonials. Those are fine, but not what I’m talking…
How to Make People HATE Your Website Losing The Internet Leads Game, Even When You Think You’re Winning Forget What All Those “Experts” Tell You–Unless Your Website Brings Real Leads That Actually Buy Stuff, Your Internet Marketing Is Failing At first, I couldn’t figure out why Randy, the company owner on the other end of…
How to Make a Fortune by Making No Profits Want to Grow? Invest Your Profits in Marketing Instead of Stuffing Them In Your Pocket Amazon.com’s Business Model Is Actually a Blueprint for How to Make Your Business into A Market-Leading Giant Intuitively, I knew I was right to buy Amazon.com stock. I bought it a…
Give It Away FOR FREE! Just held a GREAT conference call on the topic of “PRE-Customer Service.” The idea here is simple: What can you do FOR your prospective customers that is valuable to them that allows them to experience your company and make deposits into their emotional bank accounts BEFORE they ever give you…
Getting A Boatload Of Referrals Everyone would LOVE to build up a substantial referral business. The leads close faster and easier and lower your selling cost. But the fact is, very few companies have been able to do so. And even those that do get referrals get most of them reactively… by chance. So how…
Extreme Makeover: Improve Readability And Watch Your Results Multiply A property management company in Texas wants to get realtors who have homes that won’t sell to turn them into rentals. Their value proposition is good, and the information in their letter is good… but the formatting makes reading this like trying to run naked through…
The Educational Spectrum is Simple – But Chances are you Aren’t Using it To Capture the 75% Or More of Customers you Could be Selling to RIGHT NOW! The Educational Spectrum. Say it with me. THE EDUCATIONAL SPECTRUM. This three-letter phrase is the root of why you generate 100 or more leads a month…
Even A Dead Fish Can Float Down Stream My favorite burgers of all time come from Red Robin. That guacamole bacon burger is just flat-out delicious. But here’s the funny thing. I only eat at Red Robin about once every month or two, and almost never at lunchtime. Instead, I’ll occasionally take my wife there.…
Drearily Commonplace and Predictable Marketing Yes, I am talking about yours… In the past couple of articles I talked about why marketing isn’t working as well as it used to, and I built a case that television and big companies have basically ruined your life. Okay, maybe they haven’t ruined your life, but they have…