- Whatever it is you're working on - it's NOT what you think it is
- And it's BIGGER than you think it is
- Your job is not to work alone - lone wolves starve to death
- Your job is to build containers for collaboration
- You need three groups of people...
- You need your posse (partners, colleagues, team)
- You need your tribe (followers, fans, customers, clients)
- You need your dream team (advisors, coaches, mentors)
- And you must avoid one group at all costs...
- Keep away from the herd (sheep, lemmings, tire kickers, goofballs)
- "Yes" is almost never a good first answer
- Focus like a maniac on what matters most
- Turn off email - Yes, really
- Live out of your calendar, not your inbox
- Be kinder than you need to be
- Let go to move faster
- Stop letting fear make your decisions for you
- Learn to love the verb DECIDE...
- Make more decisions
- Make faster decisions
- 90% of your decisions can always be changed later
- The magic word to get most anything you want: ASK!
- Charge premium fees...
- Good clients will follow
- Bad clients will fall away
- Stop asking for permission...
- Why? Because you already have it
- You don't need to see the whole staircase - just the first step
- Action eliminates fear
- Overdeliver like crazy
- It's better to have a capacity problem than a sales problem
- Customer loyalty goes both ways
- The saddest referral is one that was earned but never given (See #22)
- If it doesn't matter to your customer, it doesn't matter
- Forget features and benefits
- Focus exclusively on outcomes, results, and payoffs
- Learn to speak prospect language about prospect problems
- If you want to sell fire extinguishers, first show the fire
- If you don't risk turning some people off, you'll never turn anybody on
- Diversify while still specializing
- If you can prove what you do works, you win
- People never argue against their own opinions, data, and feelings
- When selling an idea, show up with a bucket, not a microphone
- There is no "sales gene"...
- Everyone can sell once they find their own voice
- Marketing comes down to four words: Offer value, Invite engagement
- Imagine that it's easy
- Good things come to those who bust their ass and never give up
- Your success day in and day out, year in and year out depends on two things...
- How fast you're willing to learn (relearn, unlearn)
- How much you're willing to grow (personally, professionally, emotionally)
- Every prospect qualifies - they just might not qualify for YOU
- If the first version of your product/service isn't embarrassing, you waited too long to launch it
- Happy people are that way because they want to be
- Miserable people are that way because they want to be
- Please secure your own mask before assisting others
- If you're a great starter, learn to finish
- Are you willing to do what you have to do so you get to do what you want to do?
- If you ain't got people skills, I don't care how smart you are - you're dead
- Stop acting like a numbnutz and your life will improve
- Different isn't better
- Better is better
- Until you have loved a dog, part of your soul remains unawakened
- Get out of the office - yes you - yes right now. That's where life happens
- Happiness is to have family that you treat like friends and friends that you treat like family
- Everyone needs allies, advocates, brothers, sisters, and co-conspirators in mischief and merry-making
- Getting what you want is easy - Deciding what you want is the hard part
- Fish gotta swim, birds gotta fly, writers gotta write, dancers gotta dance...
- So what are you waiting for?
- Don't carry home-made business cards...
- Don't build a free template website...
- Professionals use professional tools
- Get serious, get help, or get out
- If mama ain't happy, ain't nobody happy - remember that
- Once a day, do something brave
- Once a day, do something kind
- Once a day, do something smart
p.s. Want hundreds of marketing, sales, and business development ideas, templates, and tools? Buy the Do It! Marketing book and then grab $747 of bonuses from this link.
What would YOU add to this list?
Use the comments section below and fire away!!
2013 is almost over...
And here's a tough question for you:
If your 2014 ends up just like your 2013, would that be acceptable to you?
- Do you want to reach larger numbers of people who need your services and who are happy to pay you premium fees?
- Do you want to connect with more prospects and create more sales?
- Do you want to become known as the "go-to" person in your field and top choice in your industry?
- Would you like ongoing support and access to instant-action marketing strategies, tactics, and tools to grow your business?
If you want to accelerate your business beyond where you've been - perhaps significantly so - then you'll need to master these 5 key skills and behaviors:
- Attract More New Clients WITHOUT breaking the bank with expensive paid advertising/marketing
- Increase Your Client Retention so that each client stays with you longer, giving you more revenue AND creating better client outcomes, more repeat business, and more referrals
- Streamline and Perfect your "Introductory" and "Enrollment" process so that more sales happen
- Start Building Systems that will support your business as it grows so that you have more clarity, confidence, and control
- Implement a Perpetual Marketing Plan that fits your particular strengths, personality and preferences AND puts cash in the bank, month after month
Last month, I launched the new Do It! Marketing Accelerator program
and we have 9 fabulous people
enrolled as of right now. These 5 skills and behaviors
are a big part of what we're going to focus on during the coming months...
Our first Accelerator conference call is scheduled for this Thursday, December 5th. And before the doors close on this kickoff program, I wanted to invite you to consider if this program is right for you...
There are 6 more spaces available and then the program is CLOSED...
You are warmly invited
to take a peek at everything you get
- all designed to give you MORE momentum, MORE focus, MORE clients, and MORE revenue.
There are TWO ways to join - a monthly option with zero obligation (cancel any time) and an annual option that gives you additional savings and benefits.
Looking forward to the possibility of YOU joining us... just in time to accelerate your progress and your revenues in 2014 and beyond.
p.s. FAST-ACTION BONUS: If you register at the bottom of this page by Thursday December 5, you'll get TWO 60-minute private mentor sessions with me personally to work on your marketing, sales, and business growth game plan for 2014 and make sure you're positioned for success ($720 value). We'll schedule one in December and one in January. Don't miss out!
"Excuse me?" or "Yech..."
I can hear you already...
If you know what KLOUT is (www.klout.com), then you might think it's the web's version of a superficial popularity contest.
If you don't, you may chalk it up to more internet marketing mumbo-jumbo, the latest buzzword or a piece of jargon not worth knowing about...
And in both cases, you'd be wrong.
If you want to increase your online and offline influence, impact - and income - then you need to know about KLOUT.
The best KLOUT resource I've found is the great new book KLOUT Matters by Terry Brock and Gina Carr.
Recently, I was lucky enough to interview my friend, Hall of Fame speaker and technology expert Terry Brock.
Here's the video for you. Listen in to Terry's lively advice - with many high-value nuggets and takeaways for YOU as you build your marketing game plan for 2014 and beyond:
Please leave a comment below and share your thoughts about KLOUT, Twitter, Facebook, and social media engagement as a measure of genuine influence. Are you a believer? A skeptic? Somewhere in the middle? Let's discuss...
I'm hugely honored to have also been nominated for "Top Sales and Marketing Webinar" for the program I presented for the great folks at Marketing Cloud. (Email me if you want the replay link - I was on fire!!)
Would you be wonderful enough to help by voting (early and often) using each link above? The public vote will account for 50% of the overall scores and the other 50% will come from an expert-judging panel.
You may revisit and vote every 24 hours between now and December 13th. There's no registration. Two clicks and you're done.
So grateful for your help. It truly DOES take a village...
Thank you in advance. YOU are awesome!!
As a marketing coach and marketing speaker, I bend over backwards to maximize value for every client and every audience.
So I was not at all surprised when a former client calls me out of the blue with this request:
“David, we’re about to get serious about our marketing. Can we jump on the phone for a few minutes to talk things through?”
And of course I said yes.
No charge, just a catch-up call for an old client and friend.
We talked for about 30 minutes and I gave him and his marketing person some solid strategies for charging much higher fees, specific instructions on how to handle his sales conversations, and how to systematize their marketing via email, Linkedin, and the phone to qualify more and better prospects fast.
The next day, I get this email from him:
“Thanks so much for all your help, man. By the way, just quoted a $10K deal - never would've happened without you. I'll let you know what happens.”
I then reply with this note:
"Yes, yes, yes!!! And if it comes through at 10k - I may just put you in a headlock and cajole you to join this program so that we STAY connected and so that you KEEP making more and more and more MONEY: www.doitmarketing.com/accelerator Let me know what you think of my insane plan..."
And - at great long last - here’s the POINT of this post… he sends me back a reply that says:
"I don't know, I may have to catch up on all my other homework from your other program first, but I will keep it in mind. Thanks!"
Did I assign any homework? No I did not.
Did I give him 30 minutes of advice that could put $10,000 in his pocket right away? Yes I did.
Is this about “doing homework?” No.
Is this about getting results? Yes.
So here’s my advice for all you professional development junkies out there - especially if it’s in the arenas of marketing, sales, and business development:
You don’t need more information...
You need more implementation...
You don’t need more “How to”...
You need more “Do! Do!”
And that’s what the new Do It! Marketing Accelerator program is all about.
Simply put - there is NO homework.
This is NOT a “course” or a “class” - it’s a guided implementation program that helps you with specific action steps, strategies, tactics, and tools to get you more business and break through to a $10,000 per month business - and beyond.
Calling it "homework" is insane.
Nobody likes homework - hell, you didn’t do your homework when you were in 8th grade, why would you start now?
However - as an entrepreneur, service business owner or independent professional, you BETTER do the WORK to grow your business…
Otherwise you’ll continually struggle, sputter, and spin your wheels...
If this sounds like you, then maybe it’s time to forget the homework - and go get results.
Are you affordable?
I was recently skewered on Facebook when I posted an innocent question - namely - "Does anyone know an affordable top-notch graphic designer?"
All sorts of morons (some were graphic designers!) came out of the social media woodwork to attack me, call me a hypocrite, and pontificate on and on about how premium work is worth premium fees and that I was trying to buy a Ferrari with a VW budget, yadda yadda yadda.
They obviously didn't know me and how fiercely I advocate for my clients and audiences to deliver high value at premium fees.
But this also raised the question - When should an entrepreneur, business owner, or independent professional position themselves as "affordable"?
Here's my super-simple definition of "affordable" - it's GREAT stuff at a GREAT price.
Don't make the mistake of confusing "affordable" with "cheap" - affordable is high value at a price that makes sense.
- The Do It! Marketing logo (yes, that handsome devil at the upper left of this web page) cost me $375 from a brilliant designer in Australia.
- A former client recently hired a logo designer on fiverr.com for $5. It looks atrocious.
- Another client previously hired a branding and design agency and paid $2,500 for custom logo development.
So which option is "affordable"? The $5 logo is crappy work done dirt cheap. The $2,500 logo is awesome work at a premium price. And my logo is great stuff at a great price. Ding, ding, ding...
So the question for you is... Do YOU have an "affordable" offering in YOUR portfolio of products, services, and programs?
Something so good - and so affordable - that it can serve as a "gateway" into your world that a lot of your prospects can benefit from.
Some clients will buy the "affordable" and stop there - AND be very glad of their "affordable" relationship with you and be thrilled with how you are helping them solve their urgent, expensive, and pervasive problems...
And some of your "affordable" clients will want to deepen the relationship with you once they've benefitted from your great stuff at a great price...
And still others will become your influencers, recommenders, and referral sources for not only your affordable offering - but for your high-end, premium offerings as well.
FINAL QUIZ: So is it OK for you to be affordable?
ANSWER: Yes it is. And it may very well be the KEY to your success!
p.s. I'm taking my own advice because this is affordable.
Guest post by Peri Shawn
Have you ever noticed that many entrepreneurs talk passionately about growing their businesses and, in the same breath, they say they hate selling? This is like saying you want to win the New York City Marathon although you hate running. Counterintuitive, isn’t it?
Part of the reason sales has such a bad rap is because people often use stereotypical models as their measure.
Recently I was introduced to Amir. We engaged in a pleasant conversation when Amir asked what I did. I told him I was a sales author. His response revealed his perception of sales. He said, “Really? But you seem so nice.” And at the same time, he took a step back.
This is like many others who lean back when they find out I’m a sales author. You may think this kind of response is out of the norm, but it’s not. For many, sales is be a dirty word.
What image do YOU see when you think of the word “sales”? If you picture a stereotypical used car salesman, you’re not alone. In fact, a recent study by Daniel Pink confirms this. Most people think of sales as sleazy and manipulative.
If you have a negative perception of sales, it just might be getting in the way of your sales success. It’s understandable. After all, who would want to engage in behaviors or look like the stereotypical used car salesman? Not me. Plaid ain’t my thing. And I’m guessing, it isn’t yours either.
You may be thinking, “How do I change my negative impression of sales?”
Here are two ways to start changing that image and improving your sales results:
ONE: Update your definition of sales. Why? Your sales definition informs your sales behaviors. Selling is about helping others with their buying decisions. It’s not about the traditional twisting of arms to slam dunk a close.
TWO: Identify what sales mistakes are making you act more like the guy in the plaid jacket. You may be thinking, “I don’t make sales mistakes.” Well, that is possible. We have yet to find a professional sales team that doesn’t commit sales mistakes.
Of course, you don’t commit sales mistakes on purpose, which leaves you asking: “How do I know if I’m making sales mistakes?” That’s a great question.
There are symptoms that indicate you might be committing one or more of the 10 biggest sales mistakes. For example, are you:
- Not getting as many referrals as you would like?
- Not getting much repeat business?
- Taking too long to close?
Here’s the list of the 10 biggest sales mistakes people make during their sales conversations:
- Not being clear who's buying
- Forgetting why people buy
- Being self-focused
- Telling mistruths
- Being ill-prepared
- Taking too much of the client's time
- Sharing what's not relevant
- Missing prospects' buying cues
- Acting like a traditional salesperson
- Treating clients as enemies
Do any of these sound familiar? If so, you might benefit from doing a bit of planning. Here are three things to keep in mind:
1. Don’t Be Too Hard on Yourself!
Do a self-check to ensure you’re focused on sales improvement rather than judging yourself for your sales mistakes. Stay focused on your incremental improvement. Kicking yourself for your mistakes isn’t productive.
2. Be Specific
Determine which sales mistakes you’re committing. As mentioned above, certain symptoms will uncover which of the 10 mistakes you’re making. For example, if you’re haunted by price objections, it may be an indication that you are committing mistake number 2, forgetting why people buy. Prospects often revert to using price as their buying criteria when you haven’t offered other valuable criteria for them to consider.
3. Commit to Your Sales Rehabilitation
Commit to sales coaching on a regular basis (whether you are being coached by someone else or coaching yourself). Sales coaching is about learning more quickly from your experience. It will help you determine what’s working and what’s not working. Sales coaching is the key to your sales improvement.
Once you ensure you’re not committing the 10 biggest sales mistakes during your sales conversations, you’ll stop getting in the way of your sales success and start selling more, better, sooner and more often.
This blog post is adapted from Peri Shawn’s NEW book, Sell More with Sales Coaching. To receive two FREE chapters, go to www.CoachingandSalesInstitute.com
Outrageousness works. If, you have the guts. And if you’re an entrepreneurs, we know you have guts, so why are you afraid to let your story out?
“I’m afraid to alienate all my potential customers.” Well, you don’t want EVERYONE to be your customer – just the ‘special” people. Your customers will choose you and be loyal to you the more they feel they can relate to you. So don’t be afraid to be yourself – it will attract your ideal customers that you like and that will like you back.
“I’m just not funny and energetic.” You don’t have to be. Look at people like Ben Stein and Steven Wright. These are two individuals who have made the deadpan work.
“What’s my company’s hook? What do I focus on?” This is where you have to dig deep. Think back to the passions and pet peeves you have about your business. Think of a defining moment when you were energized to get something done a certain way.
Need help putting the “Shock Factor” into your marketing and getting your ideal customer to notice you?
Here is an awesome FREE virtual event this Wednesday 10/30, that can help you stand out in a sea of sameness: Outrageous Monster Marketing.
What’s the most outrageous thing YOU'VE done to promote or define your business? What outrageous things do you WANT to attempt, but have been too afraid to try? Use the COMMENTS section below and...
If you have kids, you probably find yourself saying things like “Why do I have to tell you five times before you do what I asked?!”
Or, how about the many times you have asked someone to do something for you and it didn’t get done?
Then, there are those pesky customers. You place advertising, you send direct mail, you have sales people selling—why aren’t they buying? In other words, why aren’t they listening? Why aren’t they doing what you want them to do?
We don’t do what we’re asked because conversations and words disappear.
There is a difference between the words that we say and the objects around us. Conversations use words, and words are not objects—words are invisible and as soon as you say them, they disappear. Objects take up physical space.
So here is the problem: we think that when we say something or have a conversation that it’s just going to be there—like that cup. And guess what? It isn’t. We forget most conversations in the instant that they come out of our mouths.
This is why your marketing communication strategy has to be structured in a way that keeps your message alive in the minds of your customers, and everyone with whom your company interacts. And this is the reason companies with strong simple mission statements are so successful: they have created an easy conversation to understand and to build a sales and marketing system around.
Have a reason for being in business that’s easy to “get” and remember.
For example: FedEx gets it there overnight. Domino’s gets it to you in 30 minutes. Twitter lets you know what people are doing in 140 characters. These are easy messages to remember and easy messages to build a promise around. Your message has to be that easy.
This can be really, really hard. That’s because it’s difficult to put words around feelings or concepts that are floating around in your head. Try doing a collage.
A collage will help you take what’s in your head and start translating it to a message that will be easy to remember and use in conversations.
Move the message from thoughts and words to objects.
A collage will get your concepts and ideas out of your head and onto paper. The next step is to start brainstorming the conversations your customers are having around the circumstances surrounding your product or service.
Turn your collage over and start writing those conversations there. Here are some that I wrote for my collage “Why is it that when we’re in a meeting talking about customer wants, we’re always guessing. Why can’t we just ask them?” I’m sure you can come up with a good list, especially if you’re in a group.
Now that you have those conversations outlined, start matching them with features that your product or service offers as different solutions to those conversations.
Also, note any other words or thoughts that come up around that. The goal is to start attaching the conversation to a physical object—something that your customers can see, smell touch and relate to.
Tips for keeping your advertising message alive:
1. Keep it simple
That means a basic Web page with a clean design. It looks engaging and fun to be a part of. My favorite examples are Mint.com, Nimble and 99Designs.
2. Use the most basic language
Don’t try to outsmart your customer. Your goal is to communicate and engage them in a conversation that includes your product or service. Showing them how smart you are or confusing them with technical language will only push them away. Mint.com is my favorite example of this. Finance can be very confusing and scary, but they make it easy and fun to play the game of managing your money.
3. Engage with three-dimensional marketing
Attach your conversation to an object. When your package shows up the next day, the FedEx message is attached to an important object, your package. Find ways to create the same effect. Use meaningful 3D marketing. In the book Outrageous Marketing there are hundreds of examples like sending season ticket order forms in a box with a dressed up rubber chicken. Now THAT’S memorable.
4. Keep the conversations with customers going
Use blogs, social media and events to be in conversations with customers about the things that are important to them. E-mail is often as invisible as words. Instead, use-handwritten notes to show customers you heard what they said.
5. Appear in unexpected but related places
Partner with a complementary brand, support a charity your customers care about—be in places that surprise and spark your customer’s curiosity.
Instead of being frustrated and angry about customers or people in general not “hearing” you, understand that this is just standard operating procedure for most human beings. It’s your responsibility to make sure that you are heard in a way that gets your customers to act. Try some of these tips and you’ll start seeing a positive response.
If you would like more information on how to Stand Out and get your customers to do what you want, then you might want to check out this free virtual event: Outrageous Monster Marketing.
Entrepreneurs who START a business typically exhibit these traits:
- Independent - they want to be their own boss.
- Self-Reliant - they want to know they're 100% responsible for their own results
- Hard-working - they're not afraid of hard work, long hours, and the toughest boss they'll ever have (see #1 above!)
Entrepreneurs who SUCCEED in business typically exhibit these traits:
- Dream big but dream focused. They want to create something that is substantial and that makes a real contribution. But they are also focused enough and disciplined enough to distinguish between opportunities and distractions.
- Lifelong student. They're willing to learn, experiment and try new things. They regularly challenge their own assumptions and explore outside their comfort zone.
- Willing to ask for help, delegate, and outsource. Most entrepreneurs are better at helping than being helped. But if you’re not willing to ask for help or delegate to others, you severely limit your growth.
- Will break through obstacles. Entrepreneurs always get stuck. Whether in dire straits financially, facing a tough new competitor, or dealing with internal headaches, the entrepreneurial journey is almost always turbulent. Successful entrepreneurs expect this and have learned to "secure their own oxygen mask before assisting others."
- Resilient. They face disappointment with courage. And more important, they bounce back. Again and again and again. And again!!
- Have patience. Things rarely work out for entrepreneurs as quickly as they'd like. Successful entrepreneurs have come to understand that sometimes the "shortcut" is the long way.
What do YOU think? Please use the COMMENTS section below to share your own advice, insights, and recommendations on what it takes to succeed as an entrepreneur...