Selling Sucks!
March 13, 2007
I just finished Michael Port’s “Book Yourself Solid” yesterday. I found it to be a very enjoyable book as it covered quite a few points, including how to develop your personal brand, create information products, and 7 ways to market yourself. One of the parts I liked best was about being authentic…being yourself…and only working with your “perfect” clients.
After the book, I spent a few minutes on his blog. Here Michael Port has a short video about “Why Selling is a Waste of Time.”
People love buying, but they hate being sold. While I wouldn’t completely agree with him that selling is a waste of time, we do need to change our attitude about it. The best way to sell isn’t to beat down your “buyer” of all their resistances. It’s to find out what they really want and what they value. Then provide them a solution they want.
People love to be led, but no one wants to be pushed. I’m sure you’ve even hear the term, “A pushy salesperson.” Do you like pushy sales people?
If you “push” people to buy, are they really going to be happy with their purchase…and you? Not likely. Find a way to become a leader…who really cares about your clients. Take them by the hand and gently lead them down the buying path. Build relationships. Provide value even before a sale is made.
So selling does suck…even when you make money doing it. Leading people to buy is much more fun. Be yourself. People enjoy buying from those they know, like, and trust. Are you the pushy sales person or the trusted advisor to your customers and clients?
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Learn How to Be an Entrepreneur for Under $100
March 12, 2007
This is a follow-up to my “How to Get a Copywriting Education for Under $100.” Today I’m covering how to develop an entrepreneur mindset for under $100.
Too many “entrepreneurs” start a business, and all they do is create themselves another job…a very poor one at that. This list of books will help you think more like an entrepreneur. You’ll learn the importance of systems, how to find your own unique abilities, and how to create your business plan.
The total cost of these books today at Amazon.com is $74.81. Prices change at times. It may be more or less when you go to purchase your books. Please note these are affiliate links.
The E-Myth Revisted by Michael Gerber
$11.53
This is a basic business book. Michael Gerber tells you how most entrepreneurs aren’t entrepreneurs at all. They’ve just experienced an entrepreneurial seizure. Instead of building and running a business, they’ve simply created themselves a very poor job. Businesses are based on systems that don’t require you to operate them.
The Business Coach by Brad Sugars
$11.53
This book is similar to the Emyth. In it Brad Sugars tells you a story about a small bakery where the owners are overworked and underpaid. He covers six steps to success, and how to start putting basic systems in place for every element of your business. In my opinion, it’s not as well known as the Emyth, but it is a better book.
Influence: The Psychology of Persuasion
$12.21
This is absolutely one of the best books on persuasion available…which is a key element of running your business. If you haven’t read it, you’re missing out on an in depth understanding of the psychology behind marketing that works.
The Ultimate Guide to Google Adwords by Perry Marshall and Bryan Todd
$16.47
There is a load of information in this book. While it focuses primarily on Adwords, it also talks about ad copy, squeeze pages, and rolling out with additional marketing. Learn how to begin marketing with Google Adwords, and then expand to other avenues when you’ve proven your sales system to work. Definitely recommended.
The One Page Business Plan by Jim Horan
$23.07
I’ve read a lot of business plan books, and this is by far the best one. This really isn’t as much a book as it is a toolkit. It is full of exercises designed to help you build your one page business plan. I like it so much that I even use it with my one-on-one coaching clients at times. When you’re only allowed to use one page to define your whole business plan and goals, you really have to become focused.
Ethics in College Class?
March 9, 2007
My wife has always enjoyed medicine…watching shows, studying books, etc. So recently she decided to go to nursing classes (currently in the pre-nursing classes).
In one of her required classes, a Professional Presence class, focuses quite a bit on a professional image and going to a job inteview. Her professor in this class is a human resources manager for a small tech firm.
What I found most interesting is my wife told me the professor, a human resources manager, recommended that all the students lie on their resumes and in their interviews. She told them that if they earned $45,000, they should write $55,000.
And the interview was a “game” where you should lie just so long as you don’t get caught. Exaggerate your earnings, your references, your education, etc.
When she interviewed someone, if she caught someone lying, she could not hire them. Yet, all the students were told to lie, especially on their earnings since it is unlikely they would get caught here.
So in her eyes, lying is highly recommended, but only if you’re really good at it…and people don’t catch you.
I wonder how many people in the business world subscribe to this same ethical opinion?
Take this as a simple warning for when you’re hiring…professional instructors and human resources managers are teaching your future employees how to fool you.
3 Steps to Any Profitable Offer
March 8, 2007
Why do some internet marketers make money so easily from their lists…while others struggle just to pull a few dollars out here and there?
One element of course is building a relationship with your list. Just because you have a list doesn’t mean your list is listening to you…or even believes you. I’ll cover this in another upcoming article.
The second element is making an offer they jump at. I practiced this over and over again until I found out exactly what works best. It’s scary the first few times you stand in front of a live audience…and show them how much money your email brings in.
My best in front of a live audience was $96,250 over a weekend…not bad for just my list with no joint venture partners or affiliates.
Here are the 3 vital steps I discovered to creating an order producing offer. There are other aspects you can add in such as guarantees and testimonials, but these are consistently the most important pieces.
Step One: Offer a Unique Irresistible Benefit
What will they get out of the deal? What’s in it for them?
That’s the benefit. You’ll also notice I added two additional parts…unique and irresistible. What makes your offer unique from everything else out there? Why should anyone buy it over all the other choices available?
If you don’t have an answer, you don’t have a compelling offer.
Even if you’re offering a product by someone else, you must come up with a way to make your offer unique and different. Don’t just pile on bonuses haphazardly. Offer something just a little different from everyone else.
Step Two: Scarcity
There has to be some reason for people to take action now. Are there only 50, 100, or 500 available? Is the special offer going to end 3 days from now? Why should someone take action today instead of next week?
Maybe bonus #1 is limited and will be removed Tuesday. Maybe you only printed 50 copies of this item. If you don’t give people a reason to act now, they will save your email and think about it later. And they’ll forget.
Step Three: Reason Why
Why in the world are you offering such an incredible deal? No one believes you. They all think you’re stretching the truth. All those other marketers use scarcity when they’re lying. Why should they believe you?
Why are offering a deal that seems almost too good to be true? Did you purchase too many and you have to get rid of them at a loss? Do you have to earn money quickly to pay a tax bill? Does the product have some scratches on it?
When I did offers in front of a live audience, I told my subscribers. This was why I was offering such an incredible deal. I had to have a quick response, or I’d look stupid in front of 157 people. That’s easy to understand…and easy for people to believe my motivation to make them a great offer.
Sony Vegas Movie Studio
March 7, 2007
Yesterday I spent some time playing with Sony Vegas Movie Studio software. I found it much easier to use than any other video editing program. I’d definitely recommend it. The version I purchased even came with a DVD to show you the basics of getting started on your own online videos and DVDs.
Here is a quick video I put together from one of my recent presentations.
Yes, I know I went a little overboard with the transitions, but I was having fun playing with the software. It’s something I’d recommend to anyone who wants to begin editing their own online videos or DVDs (the version I have is the Platinum DVD version which is under $100).Â
Direct Response or Branding?
March 5, 2007
Ryan Healy recently talked about Direct Response Branding over on his blog…
I agree with him wholeheartily. In fact, I discussed this Direct Response Branding several years ago. This simply means you focus first on a direct response. Your sales letter has one primary purpose. It might be to get someone to subscribe. It might be to make a sale. Get them to do something!
That’s your primary goal. Your secondary goal is to brand your company in people’s minds. You do this by making your unique selling position very clear and memorable (one sentence or less). You publish articles, blog entries, etc. so people continually see your name (and your unique benefits).
If you’re a diehard direct response marketer, think of it this way. You’re making the sale today, and you’re also setting up another sale for tomorrow. If you’re a diehard branding believer, how would you ever know someone is paying attention to your brand if they’re not buying today. The only way to know if anyone is paying attention to your branding efforts is through the results you track today.
Both sides have value. Some business people think only direct response and they forget the branding side of the business. Don’t ever forget that people buy from those they know, like, and trust. As you brand yourself in the marketplace, they get to know you for all your future offers.
I’ve received numerous emails of people saying they purchased from me because of my name and reputation. A lady emailed me the first time it happened. She told me she didn’t want to buy my product. My letter hadn’t convinced her. She was only buying because she saw my face everywhere she went online. That’s branding…on a very low cost direct response budget.
How Much Do You Earn Per Hour?
March 2, 2007
I dare you. If you own a business, sit down and figure out how many hours you worked this month. Add every hour you’re working, and every hour you’re studying for your business. Anytime that’s involved in your business should be used.
Now write down how much money you’e earned this month. And no, I definitely don’t mean how much you grossed. How much did you keep? You might have grossed $100,000 but your net is only $10,000. Use the net amount…the money you can put in the bank or spend.
How much did you earn this month?Â
I’ve done this with clients. It’s downright scary at times. You may have earned a good amount, but you worked 80 hours to do it. You might have did better working a $10 an hour job…at least they pay overtime after 40 hours.Â
If you don’t know where you are right now, how can you ever figure out how to get to where you’re going? So do the math. Know your starting point for today.
Most entrepreneurs work far too many hours. They trade their life away on the treadmill of hours for dollars.
Remember this…
Entrepreneurs are paid for the value they create…not the hours they put in.
Too many people go around asking themselves, “How can I make more money?”
That’s the wrong question. Ask the wrong question and you’ll get the wrong answer. The correct question is, “How can I create more value?”
Change the question to where you’re focusing on others instead of yourself. Zig Ziglar often says, “You can get everything in life you want if you just help enough other people get what they want.”Â
How can you create more value for others? This is even more important. How can you create this value ONE time and get paid on it forever?
Find out more by clicking here now…
Jesus - Who Is He?
March 1, 2007
I don’t make any apologies for being a Christian. If this offends you, then you may not want to read this article.
Many claim God doesn’t exist. Very few claim Jesus never existed. He is a historical figure who walked the earth two thousand years ago. Several questions remain. Who is He? What did He do? And should you believe Him?
Some people say He was a Good Teacher. In fact, most religions claim this. Others say He was a deceiver. Christians say He is God and became one of us to take our place and die for our sins. And of course, the story doesn’t end there…
The truth is, He is either is who He says He is…or He’s a liar…or just outright crazy.
He said He was God (John 8:58, John 10:30). He forgave people’s sins (Mark 2:5-10). He even allowed people to worship Him (John 9:38, John 2:28, Matthew 9:18, Matthew 15:25).
He also claimed there is no other way to God except through Him.
“Jesus saith unto him, I am the way, the truth, and the life: no man cometh unto the Father, but by me.” (John 14:6)
Wow…He sure doesn’t get along well with any other religions. In fact, He was crucified for His claims of divinity.
If He is supposed to be a good teacher, He didn’t do a very good job. His 12 disciples ran. His own people, His students, called for His death because of His claims.
They tried to stone Him for His claims John 10:33. They put Him to death for His claims (John 19:7).
If your purpose is to teach your people, and they kill you, you didn’t do a very good job. His purpose was much higher than just a teacher. He was to take the place of the sins of all humanity. Then He opened the door for us to have a relationship with God.
“For God so loved the world, that he gave his only begotten Son, that whosover believeth in him should not perish, but have everlasting life.” John 3:16
If His statements about Himself were not true, then He is crazy and a liar. He caused the death of Himself and His followers for His beliefs about His divinity. Why would you call someone a Good Teacher who deserves to be locked up in an insane asylum?
Some might say, “Well, those Bible records about what He said aren’t accurate.”
So the question is, if the Bible isn’t accurate, why would you believe any of it? Once someone has proven themself as a habitual liar, I have trouble believing anything they say. That doesn’t make any sense.
Some other time I’ll cover the outright proof about the accuracy of the Bible…it may surprise you!
It simply doesn’t make any sense to say it’s full of errors, but Jesus was a good teacher. If it’s full of errors, how would you ever know what He taught? You couldn’t. And He obviously wasn’t a good teacher because He was killed by His own audience.
C.S. Lewis, the author of Chronicles of Narnia: The Lion, the Witch, and the Wardrobe, said this in his book, Mere Christianity…
“You can shut Him up for a fool, you can spit at Him and kill Him as a demon; or you can fall at His feet and call Him Lord and God. But let us not come up with any patronizing nonsense about His being a great human teacher. He has not left that open to us. He did not intend to.”
I agree…nothing is worse than simply calling Jesus a Good Teacher. Either accept what He said about Himself…or call Him a liar.
I know where I stand.
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