[sb]

Someone was mentioning that they couldn't find anything about the Dunning letter. Here's what I got from some website the other day:

A Collection Letter has two main objectives
• Get paid
• Retain customer goodwill
For the letters to be successful consider the following:
Style:
• Keep the letter to one page
• Be brief, with short sentences, paragraphs
• and simple words
• Customize the letter
Opening and Closing:
• Use Dear Customer (Mr./Ms./Mrs. (last name)
• Sign the letter personally
• Keep a non-threatening tone.
Body
• Date(s) of Invoice(s)
• Total amount due
• Request for Full Payment immediately or by a certain date
• Reference your numbers
• Request for sending the payment by courier or EFT.
• Convey urgency
Tone
Be
• Firm
• Urgent
• and Unapologetic
Create these letters with a PURL that sends the prospect to the website. DO NOT include a phone number. I want them to go through my funnel first.
Sample Letter # 1:-CreditGuru.com
May 23, 2004
Classy Debtor Inc
12 Owes Lane
Debt City, AP
Dear FirstName:
Re: Overdue Invoice # ________ Amount: _______
We are writing this letter to call your attention to the above referenced overdue account with us. As you are aware our 'Terms of Sale' are Net 30 days and we are still anxiously awaiting your payment.
If you wish to discuss any issues please call the undersigned immediately otherwise we look forward to getting paid at the earliest.
Please ensure that payment of $________ reaches us, latest by May 30, 2004.
Thanking you for your business and anticipating a prompt response.
Yours sincerely,

Ms. P. G. Neilson
Strict Creditor Inc
12 Collector Lane
Credit City, AR
Tel: 123-456-7890
Fax: 123-765-4321
Email: ar@abcdef.com

Sample Letter # 2: CreditGuru.com
May 30, 2004
Classy Debtor Inc
12 Owes Lane
Debt City, AP
Dear Sir/Madam:
Re: Second Reminder - Overdue Invoice # ________ Amount: _______
Recently your attention was called upon regarding the above referenced account via our letter dated May 23, 2004. The amount of $_________ is now considerably past due and what concerns us that to date we have not heard back from you.
We must receive payment immediately to keep your credit in good standing with us.
Please courier your payment today or alternatively send us a 'wire transfer'. The details for electronic transfer of funds are as under:
• Bank •_____ Transit # _____• Account No:_____
We sincerely hope and expect that your payment be on its way so that there is no disruption to our business partnership.
Yours truly,

Ms. P. G. Neilson
Strict Creditor Inc
12 Collector Lane
Credit City, AR
Tel: 123-456-7890
Fax: 123-765-4321
Email: ar@abcdef.com

Sample Final Notice: CreditGuru.com
June04, 2004
Classy Debtor Inc
12 Owes Lane
Debt City, AP
Dear Sir/Madam:
Re: FINAL NOTICE - Overdue Invoice # ________ Amount: _______
You have been given more than ample time and notices regarding your now seriously overdue debt of $_____________ with us.
We have instructed our offices to stop all supplies to your company till this account is cleared.
Your immediate attention is sought to this urgent matter.
Please understand that this is our final notice to you. However, we give you one last opportunity to clear the account by June the 14th, 2004. After this date it is our normal policy to pass-on seriously delinquently accounts to a third party collection agency or our legal counsel. This could further jeopardize you credit rating in the industry.
We trust that this will not be necessary
Once again this is our Final Notice.
Yours truly,
Ms. P. G. Neilson
Strict Creditor Inc
12 Collector Lane
Credit City, AR
Tel: 123-456-7890
Fax: 908-765-4321
Email: ar@abcdef.com

[seasonedentrepreneur]

As so many have said before me in this monster, amazing, giving post....

THANK YOU, all who have contributed so much!

I'm a lurker,(sorry AP) and an avid reader but have received so much from everyone, that I realize it is time to start contributing as well. I've been online for close to 10 years now, but spent most of my professional life previously, selling and marketing to the exact markets this thread is discussing.

I can honestly say that this thread over the past 3 or 4 weeks has totally changed my mindset about doing ANYTHING online. This is what I want to do, and you are the people I want to share and learn from. I have officially unsubscribed to virtually EVERY list I have been on for so long(except ones I have joined here) and it has truly been liberating, as my focus and goals have crystallized into a clear picture of who and where I want to be, and what my career is. Thank you all.

My "handle" is really just the type of business person I seek to work with, (Seasoned Entrepreneurs who "Get" it) though I've been involved in enough entrepreneurial exploits(some good, many bad lol) that I qualify too:rolleyes:

My contribution is mainly for the people who don't like cold-calling, maybe don't have the budget for some of the marketing methods discussed here, but want a sure-fire means of growing your client list through "referrals".

I have used these methods for many years and are techniques I learned when Network Marketing was the business of choice for me, but is now how I am growing this business.

Start your Own Breakfast Club

Everyone knows that networking is one of the best means of growing any business.

The key to me of being involved in any "networking group" Chamber of Commerce etc., is to be the one in control, of the group, so for those struggling to get started..... Start Your Own Breakfast Club, it will become the most profitable meal of the day.

I now have 2 going, and am planning to have 5 by the time I'm done. What can I say, I love breakfast, lol.

Right now I have breakfast 2 days a week, with 2 different groups of business people in 2 different parts of my city, where we enjoy each others company for 1-2 hrs, and essentially exchange leads from friends and business acquaintances.

If you are interested, here is what I do:

Step 1 - Find the right locale for your meetings. You want to find a restaurant that has a private or semi-private room which you can make a deal to bring 10-20 business owners for breakfast and a business meeting. Needless to say, because of the business we are in.....both of the restaurants I use, are now clients of mine! I don't offer to pay for the room, as everyone in the group pays for their meal, the restaurant has a whole new group of customers that they probably never had before, so everyones happy.

Step 2 - Start prospecting for members who want to join a FREE, lead generating Breakfast Club. We all know the costs involved in joining a C of C and all the petty politics that can be involved in them. By starting your OWN Breakfast Club, you decide who's part of your group, and you make the rules!

At this point I make my list of prospects in the area. Only choose 1 from each profession and market it that way, so they know you only choose 1 of each, creating a mild fear of loss if they don't join ie:
1 accountant
1 lawyer
1 mechanic
1 fancy restaurant
1 HVAC company
1 Plumber
etc.
etc.
etc.

Response is usually terrific, you're NOT selling anything cause all it costs them is their own breakfast, and an hour or 2 of their time. Plus, virtually EVERYONE I call on to invite to become a FREE member, is a prospect of mine, but I don't have to try to sell them!

Step 3 - Pick a launch date for your club, I usually don't start until I have 10 confirmed members.

Step 4 - Email all the members with the Date, Time and Location of your first meeting along with the outline for the meeting. The meetings usually go as follows:

-I do the welcome message while the staff begins to take food orders from everyone.
-Once the food orders are taken, I introduce the first speaker who has a 5 minute window to give a synopsis of who they are and what their business does.
-Other members are encouraged to take a few notes and truly understand what each others business is all about.

-Each week 1 of the members is given the floor to provide a 15-30 minute in-depth Feature Presentation of their business. Some bring in outsiders to lend more credibility to what they do, marketing materials, power point presentations etc. You get the idea.

Once the Feature Presentation is complete, we do some Q&A for it, before we wind up and allow everyone to socialize for awhile. It is during the socializing that members ask questions about each others business, and pass on any leads we may have for each other, share business cards, flyers, ideas, suggestions and on and on.

The whole concept is FREE for everyone, and geared specifically to help each other find new clients and help each other grow their business, no fluff, no pageantry, no BS.

The key is finding the "right" people for your group, people who care, who like to give(like this group really).... It's not always easy but once you do get started and everyone truly starts working for each other it will start a snowball effect that will amaze you.

There are countless ways this can morph and grow, and I have no doubt you people here on this thread(my new online home) are going to help my Breakfast Club methods become more effective. Virtually EVERYONE in my groups are a prospect of mine, which is why it lends itself to this business specifically, more than any other I have ever used this method with.

Have lots more I can share about this concept and will gladly share new ideas and answer questions to any I can.

Hope this helps some of you!

Thanks Dexx, AP, DogScout, Vagabond and everyone else who has contributed so much cool stuff!

JD

[jacquic]

Originally Posted by SteelDanno

The subject of plugging "Profit Leaks" has come up ... does anyone have any resources or a Profit Leak checklist that could be shared? Or maybe we can throw some ideas out and compile one here for all to use.

Anyone else have a Profit Leak story or common profit leak checklist they use when diagnosing where the waste is?

I don't have a list as such, but here are a couple of things I often notice:

1. Lighting: it's usually left on and employees aren't encouraged to switch it off. There are some excellent lights available now (including strip lights) that use far less energy. Motion sensors help too.
2. Sending out mail where an email would do. (Schools, for example do this...and half of the sendouts don't reach the parents anyway.) For both forms of mail, not getting anyone to 'sponsor' the mailout.
3. Oh, and another...it's been mentioned, but worth reiterating: the people prospects and customers come in contact with, especially the first one such as those who answer the phone or meet and greet. Bad manners and bad grace are real money-wasters for businesses.
4. No follow such as asking why you haven't returned (eg, to a hairdresser's)
5. Grubby premises

I was at a networking meeting not long ago. Numbers were low that day. A mortgage advisor came in late. She looked around, said to her companion, 'There's no one worth talking to here', and left. The referral I had for her, I gave to a competitor.

[sdentrepreneur]

Originally Posted by seasonedentrepreneur

As so many have said before me in this monster, amazing, giving post....

THANK YOU, all who have contributed so much!

I'm a lurker,(sorry AP) and an avid reader but have received so much from everyone, that I realize it is time to start contributing as well. I've been online for close to 10 years now, but spent most of my professional life previously, selling and marketing to the exact markets this thread is discussing.

I can honestly say that this thread over the past 3 or 4 weeks has totally changed my mindset about doing ANYTHING online. This is what I want to do, and you are the people I want to share and learn from. I have officially unsubscribed to virtually EVERY list I have been on for so long(except ones I have joined here) and it has truly been liberating, as my focus and goals have crystallized into a clear picture of who and where I want to be, and what my career is. Thank you all.

My "handle" is really just the type of business person I seek to work with, (Seasoned Entrepreneurs who "Get" it) though I've been involved in enough entrepreneurial exploits(some good, many bad lol) that I qualify too:rolleyes:

My contribution is mainly for the people who don't like cold-calling, maybe don't have the budget for some of the marketing methods discussed here, but want a sure-fire means of growing your client list through "referrals".

I have used these methods for many years and are techniques I learned when Network Marketing was the business of choice for me, but is now how I am growing this business.

Start your Own Breakfast Club

Everyone knows that networking is one of the best means of growing any business.

The key to me of being involved in any "networking group" Chamber of Commerce etc., is to be the one in control, of the group, so for those struggling to get started..... Start Your Own Breakfast Club, it will become the most profitable meal of the day.

I now have 2 going, and am planning to have 5 by the time I'm done. What can I say, I love breakfast, lol.

Right now I have breakfast 2 days a week, with 2 different groups of business people in 2 different parts of my city, where we enjoy each others company for 1-2 hrs, and essentially exchange leads from friends and business acquaintances.

If you are interested, here is what I do:

Step 1 - Find the right locale for your meetings. You want to find a restaurant that has a private or semi-private room which you can make a deal to bring 10-20 business owners for breakfast and a business meeting. Needless to say, because of the business we are in.....both of the restaurants I use, are now clients of mine! I don't offer to pay for the room, as everyone in the group pays for their meal, the restaurant has a whole new group of customers that they probably never had before, so everyones happy.

Step 2 - Start prospecting for members who want to join a FREE, lead generating Breakfast Club. We all know the costs involved in joining a C of C and all the petty politics that can be involved in them. By starting your OWN Breakfast Club, you decide who's part of your group, and you make the rules!

At this point I make my list of prospects in the area. Only choose 1 from each profession and market it that way, so they know you only choose 1 of each, creating a mild fear of loss if they don't join ie:
1 accountant
1 lawyer
1 mechanic
1 fancy restaurant
1 HVAC company
1 Plumber
etc.
etc.
etc.

Response is usually terrific, you're NOT selling anything cause all it costs them is their own breakfast, and an hour or 2 of their time. Plus, virtually EVERYONE I call on to invite to become a FREE member, is a prospect of mine, but I don't have to try to sell them!

Step 3 - Pick a launch date for your club, I usually don't start until I have 10 confirmed members.

Step 4 - Email all the members with the Date, Time and Location of your first meeting along with the outline for the meeting. The meetings usually go as follows:

-I do the welcome message while the staff begins to take food orders from everyone.
-Once the food orders are taken, I introduce the first speaker who has a 5 minute window to give a synopsis of who they are and what their business does.
-Other members are encouraged to take a few notes and truly understand what each others business is all about.

-Each week 1 of the members is given the floor to provide a 15-30 minute in-depth Feature Presentation of their business. Some bring in outsiders to lend more credibility to what they do, marketing materials, power point presentations etc. You get the idea.

Once the Feature Presentation is complete, we do some Q&A for it, before we wind up and allow everyone to socialize for awhile. It is during the socializing that members ask questions about each others business, and pass on any leads we may have for each other, share business cards, flyers, ideas, suggestions and on and on.

The whole concept is FREE for everyone, and geared specifically to help each other find new clients and help each other grow their business, no fluff, no pageantry, no BS.

The key is finding the "right" people for your group, people who care, who like to give(like this group really).... It's not always easy but once you do get started and everyone truly starts working for each other it will start a snowball effect that will amaze you.

There are countless ways this can morph and grow, and I have no doubt you people here on this thread(my new online home) are going to help my Breakfast Club methods become more effective. Virtually EVERYONE in my groups are a prospect of mine, which is why it lends itself to this business specifically, more than any other I have ever used this method with.

Have lots more I can share about this concept and will gladly share new ideas and answer questions to any I can.

Hope this helps some of you!

Thanks Dexx, AP, DogScout, Vagabond and everyone else who has contributed so much cool stuff!

JD

Good Points, I belong to a BNI BNI International - Business Networking and Referrals and LeTip Business Networking and Business Referrals by LeTip International, Inc. in the past. I also go to monthly Chamber and Big Network Groups like Business Networking San Diego, Networking Events San Diego, Business Networking in San Diego, Networking Groups San Diego – 6 Degrees San Diego

I promote my Internet Marketing Business that I charge between $500 and $2,500 per month to drive traffic, create Social Media sites and strategy, Google Adwords, Blogging, Article and Video Marketing and E-Mail AutoResponders.

This is the best way to take IM offline, been doing this for over 2 years. Here is my Consulting Fees if you want to see an example.
Consulting

[jacquic]

Originally Posted by seasonedentrepreneur

There are countless ways this can morph and grow, and I have no doubt you people here on this thread(my new online home) are going to help my Breakfast Club methods become more effective. Virtually EVERYONE in my groups are a prospect of mine, which is why it lends itself to this business specifically, more than any other I have ever used this method with.


JD

How about in between speaker number one and the featured speaker, you give a one-two minute tip on a new way to market themselves? That way, they will keep you in mind even more.

When we were running our coffee club (free), I sent out an email to the coffee club list promoting ourselves. One woman, a complementary therapist, emailed back in high dudgeon accusing us of spam! Excuse me? Free coffee, free networking, free introductions to other businesses with my help, and the newsletter sent using Aweber with its opt-out link...

Your idea I think is better thought out (I was very new to it all then, in my defence), and that way you get to meet with people who want to help and be helped.

We've had various groups that start up, shake about, settle down...and dwindle, both BNI and individual setups. It's a small town, but there must be more to it - something that you're doing that others aren't. I wonder if you know what those success strategies are, and if can you share them. That is, when you do something well, and naturally, it's sometimes hard to pinpoint what you're doing to make it successful.

Jacqui

[Vagabond 007]

Originally Posted by LouCyphre

Why do I have to mail our customers a newsletter? Why do I have to go answer questions in forums? Why do I have to respond to customer questions? Why am I recording podcasts? Aren’t we supposed to make it difficult for them to cancel? And so on, and so on, until I realized I was doing all the work and starting to pay for some costs as well. So finally I said why myself and walked away, and the product went nowhere.

This is a perfect example of why you have to fire bad clients, or in your case, your friend.

You had 2 things going against you. Working with someone who doesn't "get it" and doing that work for free.

People don't value anything that is free. Which is why I wonder why I even bother trying to help my friend. I guess it's because I hate seeing people struggle. But, it's the old "you can lead a horse to water but you can't make him drink."

Hell, I've been giving him a salt block and he still won't drink!!

Originally Posted by LouCyphre

That’s also why so many IM people push the free line so much, they know that probably 90%, if not more, will do nothing more than digest it and put it in some folder on their hard drive, where it will sit and take space. For the 10% that do something with it and find value, they will have customers for life.

Figure is probably closer to 95%. But who's counting. :p

Originally Posted by LouCyphre

In the same respect, this thread will be viewed thousands of times more, but unfortunately only a small portion of us will take this info and use it to help our business get somewhere.

Yup. But it's also a good thing...for us.

Since the large majority of people will never do anything, all we have to do is something, even if it's half a$$ed, and we are already way ahead of the game.

**I'm not saying to half ass the work you do for a client. Don't anyone take that out of context.

Originally Posted by SteelDanno

I've got a single recent Profit Leak experience to get things started...

Client: Local computer store.

Problem: Service requests were taking up a LOT of phone time as the in-store tech was taking the calls then filling out a good ole paper "Service Request" form while customer was on the phone. Once the tech knew the nature of the problem, he'd then proceeding accordingly "Bring in your machine" or "That's not something we can assist you with, try X" etc. Time was being wasted just in "discovery" and nature of each Service Request.

Solution Implemented: Created online form which was bolted onto their website (company.com/servicerequest). The online form was a digital replica of their paper form. When service calls come in they now politely (yet firmly) direct the customer "To, start your service request go to our Service Request form at company.com/service-request ... and we'll be in touch!". The form once submitted, sends a simple email with all the information they need directly to the tech.

Result:

1. Customer's problem is pre-screened BEFORE the techs even get on the phone with them.
2. Tech knows the nature of the problem before getting on the phone which saves time in performing "discovery" regarding the nature of the problem. Store owner loves me because
3. Tech has cut down 50-60% of his daily phone time
4. Owner saves money by not paying Tech to be on the phone
5. Owner makes money by billing more hours of service time (since his tech isn't wasting as much time on the phone)

This is EXACTLY why you give potential clients a questionnaire before you decide to take them on.The computer store positioned themselves so they are...

1. Not wasting their time
2. Only working with people they can help

Sound familiar??

[SteelDanno]

Originally Posted by Vagabond 007

This is EXACTLY why you give potential clients a questionnaire before you decide to take them on.The computer store positioned themselves so they are...

1. Not wasting their time
2. Only working with people they can help

Sound familiar??

Bigtime. I'm really looking forward to APs questionnaire being released into the wild (or if anyone else has one they are willing to share theirs). A solid questionnaire is valuable on so many levels it isn't even funny and it's something I really need to get nailed down tight.

[Vagabond 007]

I posted some of the questions I ask. I think it is on page 18.

You could build a nice little business around JUST using the questionnaire. Have businesses fill it out, then you go over it with them on a one hour phone call. Charge $500-$1,000. I'd love to post my whole questionnaire, but can't do that.

[AP]

Originally Posted by SteelDanno

The subject of plugging "Profit Leaks" has come up ... does anyone have any resources or a Profit Leak checklist that could be shared? Or maybe we can throw some ideas out and compile one here for all to use.

That's funny! A "Profit Leaks Checklist?"

I never thought of that? As I said many times, the Teacher learns more than the student. I'm going to start a Checklist today.

My Questionnaire (Thursday release) does the work for me. I naturally review the clients answers and determine from experience what the Major problems are in the clients Process. It's always a Process with every business. Even it you THINK you don't have a Process, you do.

It may be a bad Process, but it's still a Process.

I look for the following (off the top of my head):

• Does the company have a USP? Does every employee, vendor, customer know their USP? Is it integrated in all their advertising?
• Do they meet and greet their customers properly?
• Do they answer the phones properly?
• Are the staff courteous & helpful?
• Is the staff trained to handle sales properly?
• Are they priced properly? I always want my clients in the Top 25% of pricing. We will offer better service, warranty, bundling of product, etc.. to meet the customers expectations of price.
• Is the company marketing enough products?
• Are they UP selling, Cross selling, Down selling, bundling products, maintenance agreements, etc...
• Do they have a website?
• Does the site Convert prospects to buyers?
• Does the site need to be redesigned?
• Has the company claimed their Google Maps?
• Are they located in the Major Vertical Directories?
• Do they have any Soc Sites like Twitter, Linkedin, Facebook, etc..?
• Do they accept all Methods of Payment?
• Are they doing any Joint Ventures? Any other alliances?
• Do they belong to any Organizations to help promote business, Chamber of Commerce, BBB, Local charities, etc...?
• Do they have a powerful Guarantee?
• Do they have the proper work hours? Could you separate yourself from others by being open sooner or longer than other businesses?
• Do you make it easy for customers to Buy from YOU? Do you offer financing, easy payment terms, all credit cards, PayPal, Google checkout, etc...?
• Are they doing any Press Releases?
• Have they gathered Testimonials and are they using them in Print media?
• Are they using any Celebrities to endorse their business?
• Are they using Centers of Influence to get more business?
• What Profit leaks is in your marketing? Are they Tracking results?
• Are they Tracking the conversions of Prospect to Buyers?
• Do they know the LTV (Lifetime Value) of a customer? This allows them to spend the maximum upfront to acquire an Initial customer.
• How are they doing Customer & Prospect follow up?
• Are they using Newsletters?
• Do they have a blog?
• Do they have regular email campaigns?
• Are they Maximizing ALL media? Are they doing every single media that offers a ROI of 1-1?
• Have they created Sister sites?
• What is the average ticket size?
• How can it be increased?
• Is the client utilizing his customer database?
• How does the company treat their best customers?
• Are they doing any Direct Mail campaigns?
• Are the premises clean, their vehicles, bathrooms, etc...?
• Do the employees wear uniforms, do they have a dress code?
• Have they researched the competition?

My brain is on overload, need to take a break. I'll create my "Profit Leaks Checklist" and release next week.

Any input from members here will be appreciated. I'll collect ideas from this thread (and give Credit where due) and my own list and put them in a Word Doc.

Thanks,

~AP

[SteelDanno]

Crazy cool! Thanks both Vagabond and AP for the Questionnaire and Profit Leak replies. I'm getting excited hot under the collar here about having a truly killer 2010 helping people succeed :-) Going to get stuck into them now.

[Aitor Astobieta]

Thank you AP for that invaluable checklist. I am learning more about marketing and business organization principles in this thread than anywhere else online or in a library.

Now, I am really interested on the subject of MINDSET, and what you guys think about it.

When you talk about mindset, are you talking about things such as the law of attraction?

The problem I have with such theories sometimes is that it sounds too esoteric or out of touch with reality.

Do you have any PRACTICAL tips on how to change one's beliefs? How can we turn a person who has "hardwired" beliefs about failure into a successful person?

By the way, I am seeking input from all forum members, not just AP and Vagabond.

I think that if we all straighten our heads out first, we might be able to have a lot of success stories on this thread.

I know that I myself have some "blocks" that I need to remove in order to start my own offline consulting business.

[SteelDanno]

Since APs last post had questions pertaining to USPs (and it's something I personally need to skill up and gain more confidence dealing with) it reminded me to link to this site which gives some examples of Winning USPs. Found this yesterday and it got me up to speed very quickly on USPs in a broad sense. Cheers.

[wurkfromhom]

Hello All,

I'm back with an update.

Today I secured my second client, my auto mechanic. I stopped by and spoke with them and we will start next.

The interesting thing was that the owner is sick of the company they are presently using and they don't seem to be getting what they need. They are paying a hefty tab.

My intention was to do the work for them with out pay. The owner insisted that they pay me. So we are going to work all specifics out next week.

This is really like shooting fish in a barrel.

P.S

The owner is already recommending me to several businesses that she is associated with. All after a conversation about what we could potentially do.

Wow!!!

[AP]

Originally Posted by SteelDanno

Since APs last post had questions pertaining to USPs (and it's something I personally need to skill up and gain more confidence dealing with) it reminded me to link to this site which gives some examples of Winning USPs. Found this yesterday and it got me up to speed very quickly on USPs in a broad sense. Cheers.

This book:
Amazon.com: Differentiate or Die: Survival in Our...
is considered one of the best at creating your USP (Unique Selling Proposition) or USA (Unique Selling Advantage)

~AP

[Bayo]

USPs are dead.

With the internet, copycats and the plethora of options, what we offer is not unique. If by any chance it does happen to be unique, it won't last long before it's copied.

Instead of focusing on a USP, try focusing on differentiating yourself by providing better VALUE through packaged solutions.

In a discussion with a prospect last year, in response to the question "What are you looking for? he said "Cheap, fast and good!"

I referred him to someone else locally. They worked together on a project but it ended up in a bitter dispute.

By the time he came round to me the second time, price was not an issue.

He has been a long-satnding client for 9 months now.

[SteelDanno]

Originally Posted by wurkfromhom

Hello All,

Today I secured my second client, my auto mechanic. I stopped by and spoke with them and we will start next.

Grats!

Originally Posted by Bayo

USPs are dead.

I don't know enough about USPs to have any real opinion on the subject but I'm sure your perspective will draw some interesting comments.

But let me ask the following...

Does this mean you do not bother with USP development even for your customers?

[Vagabond 007]

Originally Posted by AP

I have a KickA$$ USP, people call me constantly because of it.

And no, I'm not giving my USP

~AP

Originally Posted by AP

Any particular reason why?

~AP

Just busting your brass...

[SteelDanno]

Originally Posted by AP

Any particular reason why?

~AP

Originally Posted by Vagabond 007

I'd love to post my whole questionnaire, but can't do that.

Fair enough. If it makes any difference, you could strip it down and/or whitelabel it to your satisfaction like I did with my "Production Notice" at the top of page 19.

No biggie either way though.

Cheers.

[DaveHughes]

Originally Posted by AP

And no, I'm not giving my USP

~AP

Is it "I'm AP, and you're not. Give me your credit card."?

Now, I am really interested on the subject of MINDSET, and what you guys think about it.

When you talk about mindset, are you talking about things such as the law of attraction?

Have you ever heard the cliche "You are what you eat?". Well, "You do as you think." If you think you will succeed, you will, because failing isn't a defeat, it's a setback. If you think you won't succeed, the New Client Fairy could visit you and drop off a batch of prospects every night and you wouldn't be able to make it work.

If you believe in Santa Claus, he brings you goodies. When you stop believing in Santa Claus...he stops bringing you goodies.

Same thing here...your limit is whatever you believe it to be, whether it's in success, price or anything. Note that what you believe your upper limit is has nothing to do with what you'll actually accomplish...that's where the "work" part comes in.

If you believe the goodies will come...they will. However, if you don't position yourself properly (leave the milk and cookies out), and don't give them a very strong call to action (make your list out), then Santa Client won't do a darn thing for you, no matter how much you believe in him.

[SteelDanno]

Originally Posted by DaveHughes

Have you ever heard the cliche "You are what you eat?". Well, "You do as you think." If you think you will succeed, you will, because failing isn't a defeat, it's a setback.

Couldn't agree more. I don't want to potentially derail this thread but my take on that well worn cliche is "You Are What You Think."

It's odd that a culture so obsessed with outer physical beauty has for so long marginalized the benefits of Mental Fitness.

I mean, many people go to the gym to get a better looking, healthier body ... but I'd hazard a confident guess that the percentage of folks actively conducting any kind of metal fitness "exercises" would be tiny in comparison.

From simple positive thinking to more profound and challenging techniques like meditation these do indeed help.

The simplest form of a mental fitness exercise for me is knowing that like all humans, I will doubt myself from time to time. The exercise is: acknowledge that doubt for what it is ... then (rather than dwelling in that negative mind space for longer than healthy [because I do believe some "down" time IS normal and healthy]) making a conscious effort to simply change the thought stream to something constructive. I can always go back to being doubtful or bummed out any time I want, that place is always there It's been simple and effective for me.

And like going to the gym, this is gets easier the more I do it and positively impacts every aspect of my personal and professional life.

Cheers.

[jlmkt]

Hi Warriors,

Thanks to all who have added so generously to this remarkable thread -- especially AP, Dexx, DogScout, and those with encouraging, take-action testimonials.

I've hesitated to post because most of my experience has been offline and in the past -- publishing a tourist newspaper for the Daytona Beach area, as well as marketing and consulting with local businesses (in all, for over 20 years).

Perhaps I can reinforce some of what DaveHughes stated from his radio experience and add a few thoughts about marketing to local businesses, especially for those just starting out.

Quote
I've been in radio broadcasting for 25 years in a small town in Mississippi (population of our county: 42,000, although the area our 100,000 watt FM covers is around 250,000), writing and producing radio copy; to say that I've dealt with mom-and-pop business owners is a vast understatement. Specifically, I've dealt with them in regards to their marketing. With this experience, I want to make something perfectly clear...

...most small business owners don't have a freakin' clue what they're doing.

I'm not guessing at this fact, or trying to echo what AP and others have said; they truly have no idea how to maximize their profits. In my experience, that's due to two different things.

1. They decided to open an business, took action and made a go of it, with "learning on the job" the norm, which means they have themselves as a marketing coach. You know the saying "A man who represents himself in court has a fool for a client?" The same thing applies here.
2. What they think they know about marketing has come to them (in large part) from the local radio and newspaper salesmen, who all preach "the more you spend, the better it is!"

They're not stupid...they're ignorant. Stupid can't be fixed, ignorant can, which is where the point of this thread comes in.
---------------

Agree, many do not have a clue and most of what they think they know has been pitched by salesmen with their own one-sided agendas. Businesses need solid, comprehensive solutions.

Along with some being ignorant, many businesses are just desperate for help to increase profits and traffic. So desperate that they've been willing to grasp at any new straw (and slick salesman!) -- usually to be disappointed.

Eventually they get skeptical (even bitter), which makes it that much harder to get through to them for someone new approaching with a REAL solution (YOU). Positioning is major. If you're peceived as "just another salesman," get in line with the other 30 who have been by in the last few days!

You are not a priority...not even a blip on the radar, until you have created a way to distinguish yourself from every other daily distraction.

Think about the responsibilities of a small business owner. On any given day he/she is dealing with customers, employees, salesmen, deliveries, phone calls, banking, ordering, stocking, cleaning, a slew of other regular activities...and probably unexpected emergencies. Add to that worries over falling profits and a dismal economic forecast and you can begin to imagine why walking in uninvited will most likely trigger an un-welcomed response.

Now, even if you arrive for a scheduled appointment, expect interruptions. Allow more time than you anticipate. Don't be offended if he interrupts your time to answer a phone call or deal with an employee. Be polite. Be patient. Learn as much about your prospect as you can. Keep the focus on the client, not you. Be a good listener first and foremost.

If you wilt at rejection, get over it! Don't take it personally. At first meeting, an owner is not likely to tell you he's in financial trouble, about to get a divorce, fighting a health issue, etc. Most of the time you will have nothing to do with a "not interested." If you can ask a few questions, you might get through the cold shoulder; maybe not. Under no circumstances let a "no" destroy your day. Consider it "his loss" and move on. (It really is a numbers game. Keep moving on.)

Certain businesses have allotted times of the day during which they will see appointments or walkins. As an example here, restaurants will usually schedule appointments between 2pm and 4pm.. (Nightclubs are usually later afternoon.) Even if you have an appointment, you might have to enter through a back door. If you're making an appointment ask if the front door will be open or where you need to enter. (With restaurants and lounges, walking through the kitchen/back door is not unusual.)

Trust is an absolute. It's built over time and through results...it's about building a relationship and getting to know each other as real people...it's about caring more about the client than about your monetary gain...it's about under promising and over delivering.

Always ask for referrals.
Make sure you're dealing with the decision maker.
Don't be intimidated by more affluent market sectors. Often, they need as much help -- just more 00s in their budget with which to authorize work.
Make clear what is expected of both sides.
Never quit learning.

This is far too long. Just a start, hope it helps a little. I'll officially use the "Thank You" button as soon as forum rules permit.
JL

[SirThomas]

Originally Posted by AP

My Tax Advisor will debate you all day long.


And no, I'm not giving my USP

~AP

Wasn't that something about your guarantee?


Thomas

[vitto]

Originally Posted by Rabeeha Khan

I recently emailed a bunch of prospects based on a WSO i had bought (researched their websites, then sent them an email) - it just didnt feel right..I emailed about 25 and 2 did reply to me, but I don't know if I should do that anymore -- mail might be better. Plus after reading this thread, I think when you email you come off more as a pursuer than the pursed. What does everyone else think?

I started out with the emailing process and I was able to land some good deals. But as I started learning more about attracting my ideal clients, I began actually sending out letters. I found DK's Magnetic Marketing (1998 stuff) and have been following his mailing process and so far, I have been getting a better response rate than with the emails.

The problem with the emails is that they can be considered as spam with all of the spam-assassins out there. And sometimes the email doesn't even get to the decision maker. Yes gatekeepers monitor emails too (sometimes webmasters).

I found a great source for DK's old school stuff at a great price, I don't know if I can post it here but send me a pm and I'll reply

[Vagabond 007]

Originally Posted by Aitor Astobieta

Now, I am really interested on the subject of MINDSET, and what you guys think about it.

When you talk about mindset, are you talking about things such as the law of attraction?

The problem I have with such theories sometimes is that it sounds too esoteric or out of touch with reality.

Do you have any PRACTICAL tips on how to change one's beliefs? How can we turn a person who has "hardwired" beliefs about failure into a successful person?

By the way, I am seeking input from all forum members, not just AP and Vagabond.

I think that if we all straighten our heads out first, we might be able to have a lot of success stories on this thread.

I know that I myself have some "blocks" that I need to remove in order to start my own offline consulting business.

Well, first off, you mention you have your own blocks. What are they?

I could write an entire book on this topic of mindset. It's something I've been studying and applying for the last 4-5 years. My life has done a complete 180.

I could, and will if you want, write more. But for now, here are just a few things.

Read the book "Beyond Positive Thinking" by Dr. Robert Anthony. And also "Psycho Cybernetics" by Dr. Maxwell Maltz.

You asked about Law Of Attraction. I was heavy into that subject at one point. "The Secret" started me on that path. The Secret is ok. Much better things out there than that DVD/book. The thing about the LOA that most people screw up is they think, think, think, and think and that's all they do. Then they wonder why 1 million dollars didn't fall into their lap.

I'm kind of preaching to the converted here. But, without action nothing will happen. You can think until your blue in the face. But if you don't act on it nothing will happen.

I can think all I want about lighting my room up. But the fact remains, if I don't get up off my a$$ and go hit the light switch, I'll stay in darkness.

It's said that the reason the LOA works is because everything vibrates. And things that are similar, as in vibrate on the same frequency, will attract each other. Now I don't know if I buy all of that. I believe in some pretty crazy things that most people wouldn't. But even I have a hard time wrapping my head around that one.

I think it just has to do with what's called the reticular activating system.

Your RAS plays a vital part in your ability to achieve goals. Your RAS is the automatic mechanism inside your brain that brings relevant information to your attention. Ever notice how even in a loud crowded place, if someone were to call your name you would somehow hear it amongst all the noise? That's your RAS at work.

Your RAS decides what the brain should notice. It's like a filter between your conscious mind and your subconscious mind. It takes instructions from your conscious mind and passes them on to your subconscious.

It also cannot distinguish between real events and just thoughts. In other words it tends to believe whatever message you give it. This is why affirmations and visualizations work.

What we need to do is to create a very specific picture of our goal in our conscious mind. The RAS will then pass this on to our subconscious. Which will then help us achieve the goal. It does this by bringing to our attention all the relevant information which otherwise might have remained as "background noise".

**(This, in MY opinion, is the law of attraction. Of course I may be wrong and for all I know things DO vibrate and similar vibrations move toward each other. But, for now, my BELIEF is the words in the above paragraph and that works for me.

Currently, I cannot wrap my head around things/people/places vibrating to one another. But I do believe in the workings of the RAS and formed my own theory that the RAS is the LOA. And again, THAT works for ME.)

In case you are wondering what the hell this has to do with anything, I'll tell you...if you haven't figured it out already.

Mostly to do with what I put in bold above...your RAS plays a vital part in your ability to achieve goals. And the reason you set goals is because they focus your attention. Without focused attention, you will not get anywhere.

So you first decide where you want to go. For example, let's say you want 10 clients all paying you $2,000 a month by the end of the year. Great, write it down. Now you know where you want to go. That's step 1.

Knowing where you want to go will help you in getting there. After all, if you don't know where you're going, any road will take you there. But knowing exactly where you want to, now you know what road to take...what tasks you need to complete and what tasks you need to avoid.

That is just a small fraction of all of this mindset stuff. Pretty deep for anyone that hasn't been exposed to this before.

I didn't touch on the topic of self image. Which is how you see yourself and your abilities. Your self image governs your entire life. I said somewhere int his thread that if you don't see yourself getting paid "high" fees than you'll never get high fees.

Your body can't go where your mind has never been.

And you cannot outgrow your self image. Which means if the image you have of yourself is one that only makes $50,000 a year, you will never be able to make $200,000 (or whatever number). It just can't happen. Your mind won't allow it. And if somehow you do manage to make more than that $50,000...it won't last. You'll eventually "snap back". You cannot outgrow your self image.

My favorite quote of all time...

"You are what you imagine yourself to be".

The rabbit hole goes deep on this topic...



EDIT: I forgot something else I wanted to mention.

As I said, your self image is the way you view yourself. And it doesn't care whether it is fact or fiction. It's why skinny girls think they are fat. Their self image is that they are fat when in actual reality they are skinny. But, everything in your life gets filtered through your self image. So if her self image is that of a fat girl, well, then strangely enough that's what she'll continue to see.

And you are always reinforcing your self image/beliefs. The more that skinny girl thinks she is fat, the fatter she'll become...in HER mind. Reality doesn't matter to the self image. Perception is what matters. After all, your perception is your reality.

To put this more on topic for the people reading this, your thoughts about money are also filtered through your self image. And you are always reinforcing those thoughts. And in regards to money, you are either thinking prosperity or poverty. So you are either reinforcing abundance and prosperity or lack of money/poverty.

The more you think you can't charge a local business $30,000 the more they won't pay you $30,000.

Sounds so stupid and obvious when you look at it like that. But for whatever reason, people rarely ever think of it. It's out of their awareness.

And that's the problem. You need to be aware of your thoughts. You need to think about what you're thinking about. Then your RAS comes into play to help you achieve what you want.

Bottom line, your thoughts control your beliefs. Your beliefs control your actions. Your actions control your results. If those results are that of "failure" then you just reinforce the thoughts you had of "I can't do this". Which then leads to a bigger belief that you cannot do it. Which leads to less actions. Which leads to less results. Which just reinforces your beliefs even more.

The cycle just keeps repeating and repeating.

[vitto]

One More Thing
Listen, I've been in the sh*t hole a few times in my life. At one point when my wife and I was pregnant, we were unable to pay the light bill and the electricity went out and she took a shower in cold water, we have been evicted at least 4 times and have had two car repossessions, empty refrigerators, pantry's and cabinets, couldn't pay to get my hair cut, my wife salon appointment or put gas in the tank without making some major life decision. My life has been a complete financial wreck. As a man, I wanted to die, I could I not provide the essentials for my family. I've tried the get rich quick schemes and l have lost what I didn't have.

Through persistence and determination I have been able to create a better life for my family and this course/thread is the most valuable thing - other than my wife and kids - that I have come across in my life. I have been taking action on the things I've learned from this thread since December 19th 2009. I've made a couple of mistakes by telling a client too much info, short selling myself, but I've learned quickly through taking more action, reading and implementing the ideas, processes, and systems in this thread. I've immersed my self in this thread and some of Dk's work (Wealth Attraction for Entrepreneurs, Marketing to the Affluent and Magnetic Marketing Tool Kit). Yes, its only Feb 7th, but the more mistakes I make from TAKING ACTION, the more I learn and the more I make deposits in the bank. Today alone, I have received 3 phone calls from prospects I haven't even prospected. I currently have 7 active proposals that have a 21 day expiration date. Last week I sent out 5 letters a day to prospects. One of my new clients has been sending me referrals that I haven't been able to call back and I just started working with him.
Be SOMEWHERE I went to the entrepreneurs conference in Miami Beach, made connections, got some referrals and I have meetings and conference calls set-up through next week. I recently joined TM and GKIC local chapter. I went to B&N today look for "The Ultimate Marketing Plan by DK"and over heard a guy talking about how he's about to take another ad in the YP for is European Car Restoration businesses, and so I handed him a book I was flipping through "Social Media an hour aday" and told him to check it out. I walked to the cafe to get a water, he stopped me and asked my a couple of questions and we have a meeting set up for next week with him and his daughter (a lawyer with her own law firm) about maybe coaching in different aspects of social media.

Mindset Without the right mindset, I'd still be in the situation mentioned in the first paragraph. Mindset the key. You can take action all day, but without the right mindset, you shoot yourself in the foot. When these guys said $1000-$10,000 a month from 1 client, I'm like "what!?!?" Then I had to question myself, why is that so unbelievable. why is $1,000 a month from 1 person so unbelievable? What makes $100 so different from $1,000? I've made $4,500 a month from working a 9-5, and I've made $8,000 working a 9-5 with OT, so why can't I make it again on my own? I had to believe that it was possible. I had to believe that there are other people in the world making that kind of money and that they were no different from me.

For those of you that are currently in a bad financial situation, I'll say this (I think some one else covered this but...). If you think 1,000 is too much find a number that you are comfortable with. If you decide to go with $400, 500 or whatever # that you choose, make sure you have enough time to get more clients and still deliver. get 25 clients paying 400 a month, that's $10,000. Get 10 clients pay $1,000 a month thats still $10,000 you make the choice.

I can't say it enough.

THIS COURSE (This Thread) + THE RIGHT MINDSET + TAKING ACTION = SUCCESS.

You will make some mistakes, you might lose clients, you might get rejected a couple of times, but you will never find out if you never take action. If your waiting for the right time, the right package, the right product, the right post, the right answer, the right training, the right WSO you will be waiting forever.

Take action today! Right now! You should be Googling, looking for what ever niche you choose, finding out whose doing PPC in your area, compiling a prospect list of 10 at time, cold calling, sending letters, emails, or doing drive-by's, whatever you feel most comfortable doing. You should be doing that. And if you are not comfortable - do it anyway.

I don't want to sound like I'm on a pedestal. But if your still in the same situation in a month after reading through this thread. It your own fault. You made that choice. Turn off the television, stop reading this thread and asking what if's. Go out there get your self into a situation and comeback to this thread and tell us about your success so we can rejoice, your "mistake" so we can trade ideas and find where you think you went wrong (this is a learning experience), tell about what you did to make their situation better...

Sorry for the once again long post, I just felt compelled to share whats on my brain.

[Spiros]

On profit leaks: there are lots of potential ones in the sales process.

Is there a funnel in place? Is that funnel part of a system? Is there a script for incoming calls, or calling back leads?

Or is it made up on the fly by a sales rep each time?

Worse: is there a single point of failure in the sales process?

I once had a B2B client. I helped them construct a killer USP, talked them into crafting an irresistible offer, then I wrote a great sales letter which contained both.

They bought a list of a couple thousand or so tightly niched prospects to mail to. So far, so good.

Just one problem: right before they mailed my letter, they rejected my suggestions for a response mechanism.

I had told them to send out either BREs or postcards, and collect all the leads. Then their one sales guy (we'll call him Roger) could call everybody back one at a time and close them.

But they didn't want to wait that long. Instead, they had the letter tell the prospects to call Roger immediately. This was the only call to action.

Then they mailed their entire list on the same day (again, against my recommendation).

Oh, and I didn't yet mention... their office building had neither a switchboard or a voice mail system (!)

If you called Roger, and he was in the middle of a one-hour close with a different prospect, you got a busy signal.

Guess what happens to your response rate when one thousand+ prospects get your letter and all try to call Roger on the same day, but can't get through?

Roger had a very busy day or two, then the phone went deathly silent again.

It was ugly. At least they knew better than to try to blame it on me (especially because I told them this would happen).

This reinforces a couple things in this thread. First, business owners desperately need us, to protect themselves from their own stupidity.

Second, you don't need to be Dan Kennedy or Jay Abraham to make a huge difference in these businesses.

A little common sense goes a long way.

[EMaria]

Originally Posted by Vagabond 007

Bottom line, your thoughts control your beliefs. Your beliefs control your actions. Your actions control your results. If those results are that of "failure" then you just reinforce the thoughts you had of "I can't do this". Which then leads to the belief that you cannot do it. Which leads to less actions. Which leads to less results. Which just reinforces your beliefs even more.

The cycle just keeps repeating and repeating.

This is absolutely blowing my mind! Vagabond 007, what you say makes so much sense. On some level I have known and believed what you have said, but not deeply enough. I didn't try hard enough. I gave up really. I have wasted so much time allowing unfounded fears dictate my life.

I'm going to read the books you have recommended in your previous posts. I believe this is the missing piece that so many people need. These are dynamic and trying times we are living in.

I have thanked you via the "Thanks" button, but I also want to thank you again in this post. I hope you realize how much of an impact you are effecting on peoples' lives.

[DaveHughes]

Great post, Vitto. After that, I want everyone to ask themselves the same thing I just asked myself...

"What's your excuse?"

[Vagabond 007]

Originally Posted by Spiros

they rejected my suggestions for a response mechanism.

they didn't want to wait that long. Instead, they had the letter tell the prospects to call Roger immediately. This was the only call to action.

again, against my recommendation

Isn't it amazing how people hire YOU to help THEM and then they ignore your advice and try to tell you what to do or do things their own way?

"Hey doc, if you could just keep me awake during my surgery that would be great. I'll tell you just where to cut me open and how to do the surgery."

Originally Posted by EMaria

This is absolutely blowing my mind! Vagabond 007, what you say makes so much sense. On some level I have known and believed what you have said, but not deeply enough. I didn't try hard enough. I gave up really. I have wasted so much time allowing unfounded fears dictate my life.

I'm going to read the books you have recommended in your previous posts. I believe this is the missing piece that so many people need. These are dynamic and trying times we are living in.

I have thanked you via the "Thanks" button, but I also want to thank you again in this post. I hope you realize how much of an impact you are effecting on peoples' lives.

I LOVE seeing posts like this!!

So glad I could have an impact on your life.

It is posts like yours that make all the time I spend writing these posts worth it. So thank you for thanking me.

[jlmkt]

As far as mindset, practically speaking: positive input = positive output.

That's why this thread is so powerful -- we are learning techniques from positive, knowing people AND hearing success stories from new people applying them! This is the type of group through which to forge a positive, can-do attitude.

Closer to home:
I'm sure you've heard: "If you want to be successful, hang around with successful people." If everyone in your life is a naysayer, that definitely affects your mental attitude as to what you think you can achieve.

Another saying "Your income will be directly proportional to the income of those with whom you associate."

Mindset starts with surrounding ourselves with positive influences and eliminating negative ones. (And being aware of who and what those negative, even sometimes subtle negative influences are.)

If you don't have much time to read, pick up CDs from as many positive mentors as you can -- everything from positive thinking to positive selling. Instead of turning on the radio in your car, listen -- over and over again.
Driving to a client, listen. Even working on your computer, listen. You'll be surprised a what a difference just this can make in your attitude.

Years ago I heard a comment that has stuck with me (wish I could remember where). It went like this:

" I am not who you think I am. I am not who I think I am. I am who I think you think I am."

JL

[DogScout]

Sorry, couldn't help myself:p

[mktmkr]

Originally Posted by Vagabond 007

Truth is, YOU are the magic bullet.

Love this one. I'm seriously adding it to my list of favorite quotes.

[surf17]

AP

Is it possible for you to PM me this resource guide, please. I have learned a tonne from you so far and would love to have a look at this.

Thank you very much to you and everyone else for sharing.

Keith

Originally Posted by AP

For my 100th post on WF I've decided to give back or pay it forward as they say.

Hopefully this resource guide can help speed up the learning process to help you on your way to success.

If you find this guide useful please hit the Thanks button or post a reply. I have more guides to offer but want to evaluate if members would like to see more.

Thanks,

~AP

P.S. Feel free to add your own comments about Positioning, Perceived Credibility or Marketing. We can all learn together.

[SpyGuy]

Originally Posted by AP

Anyone here could have done what I did except maybe rewrite Yellow Page ads. This is a special skillset.



Thanks

Thanks Again AP...

Can you suggest a source for learning he craft of writing Yellow Page Ads ?

Cheers

[surf17]

Originally Posted by phil.wheatley

It's funny, I don't know if anybody else reading this thread is going through an up and down of emotions, ranging from "Oh man I can do this" and then next minute "Oh man, how the hell am I gonna do this". My problem is probably thinking about it too much.



So on that point, I'm slightly stuck. Any thoughts?

Phil

WOW Phil did you ever hit the nail on the head........My wife thinks I am a nut cause every 5 mins. I am like I can do this.....and then its oh boy I am not sure I know enough to do this......lol

Well it is time to STOP thinking so much and just DO IT......with all the excellent posts here it has defineately given me confidence.

Thank you everyone for sharing

Keith

[DogScout]

The point is, just start. If you hit a snag, there are literally hundreds of people that will help you brainstorm the snag with you

Fact is, with this model you KNOW
A-What you are doing is for the betterment of your community
and
B-for every dollar you receive, you are delivering 20 times the value of that money to that business owner and their employees (& customers)

You are 'UNSTOPPABLE'
&
you are not alone.

YouTube- Broadcast Yourself.

[DogScout]

I could just watch that over and over. If you watch that 10 times... you'll take action. This model allows you to put into effect every single one of the things he is talking about...

You Are UNSTOPPABLE!

[Curleyjohn]

Vitto,

I wanted to take a second and thank you for your last couple of posts. Your candor is to be admired.

I too have been living a life that is not up to the standard I am capable of achieving. After your post about your life experience I quickly picked up a pen and piece of paper and rehashed my failures over the last 15 yrs.

My thinking was bad in each of those cases. I screwed myself. But I also know from first hand experience what it feels like to doubt yourself but overcome that doubt and still be successful.

So I took that same pen and paper and made a list of my most common bad thoughts. 6 to be exact. Ranging from business to family to my self image. I will add others as my awareness grows.

I then wrote new thought processes to replace the old. This simple exercise has put that fire of self confidence in the pit of my belly. That feeling that I felt when I overcame my doubts, in the past, and went on to succeed.

Ever since I was a little kid I could picture myself doing something and then get it done. Somewhere along the way, I lost that vision. Your heart felt honest post has helped me grab a piece of that vision once more.

Thank you again for sharing.

[AP]

Here's another inspirational video. Never thought I could learn from Will Smith.

YouTube- Broadcast Yourself.

[AP]

Comments in Blue.

Originally Posted by vitto

Mindset Without the right mindset, I'd still be in the situation mentioned in the first paragraph. Mindset the key.

Bingo! I know some people think I'm cocky, arrogant, etc... and I may well be.

Why? Confidence. I am so confident that my fees are so much lower than what my client will gain that it's EASY to take their money.

I've taken a near bankrupt business (in my earlier days) where the husband was telling me he wanted to Divorce his wife because HE was such a failure and bankrupted the family. Ever see a guy 6'5 300lbs sitting in front of you crying like a baby? Not cool.

He told me he was about to make the Hardest call of his life. He had to tell their only daughter that she had to come home from college because he couldn't afford to pay.

I had no choice but to help this family. I deferred my fees for several months and turned his business upside down. Took out a home equity loan from his personal residence, freed up some cash and completely restructured his business. Within 4 months he not only was profitable but paying me back. I remember the day he and his wife walked into my office and dropped a big check on my desk for all my fees plus the following 6 months.

The wife said "I can never repay you for saving our daughter the embarrassment of quitting college and leaving her friends. This check can never repay all you have done for us.

To this day that has been my biggest achievement in business. One year later the husband dropped dead of a heart attack. Thank god we had not only restructured the business but also the family finances.

You can take action all day, but without the right mindset, you shoot yourself in the foot. When these guys said $1000-$10,000 a month from 1 client, I'm like "what!?!?"

Ah, so you didn't believe AP

My minimum monthly is now 2k. The process is identical, I just target different type of business. The work for a small bus is almost the same for a larger company, and sometimes more.

Then I had to question myself, why is that so unbelievable. why is $1,000 a month from 1 person so unbelievable? What makes $100 so different from $1,000?

What makes $1,000 any different from a $10,000 client?

I've made $4,500 a month from working a 9-5, and I've made $8,000 working a 9-5 with OT, so why can't I make it again on my own? I had to believe that it was possible. I had to believe that there are other people in the world making that kind of money and that they were no different from me.

I can't say it enough.

THIS COURSE (This Thread) + THE RIGHT MINDSET + TAKING ACTION = SUCCESS.

That Formula is impossible NOT to work. I've been doing it for many years. (I had this thread many years ago )

You will make some mistakes, you might lose clients, you might get rejected a couple of times, but you will never find out if you never take action. If your waiting for the right time, the right package, the right product, the right post, the right answer, the right training, the right WSO you will be waiting forever.

Absolutely. You never stop learning. Let's face it, bus owners are Idiots when it comes to marketing. It's like David going against Goliath. Bus owners are friggin Clueless. I've never met one who knew 1/100th of 1% of what I know. Clueless. I've sat down with business between 20-50M and still friggin clueless about marketing, the internet, email responders, etc...

Take action today! Right now! You should be Googling, looking for what ever niche you choose, finding out whose doing PPC in your area, compiling a prospect list of 10 at time, cold calling, sending letters, emails, or doing drive-by's, whatever you feel most comfortable doing. You should be doing that. And if you are not comfortable - do it anyway.

I don't want to sound like I'm on a pedestal. But if your still in the same situation in a month after reading through this thread. It your own fault. You made that choice. Turn off the television, stop reading this thread and asking what if's.

Poor people have big screen TV's, rich people have Big Libraries.

[Hail-To-The-Redskins]

Originally Posted by AP

Here's another inspirational video. Never thought I could learn from Will Smith.

Yes, watched this the other day (I believe someone, perhaps AP made reference to it being on FK's blog) - it just shows what is possible if your mental attitude and self talk are in alignment in a positive way.

Up until 4 years ago I was the worst procrastinator you could ever meet (that's if I decided to meet you! ) and I was that quintessential person looking for the magic, silver bullet - you know that next great thing that would enable me to earn $1 Million by sitting around in my pyjamas.

Of course - there isn't one.

But I then met someone at an offline Internet Marketing conference who literally lived 20 miles from me - we got talking and hot it off real well.

He then explained he was a NLP practitioner. I had no idea what this stuff was but having chatted for 2 hours about it, I thought "Well what the heck, I'll give it a go"

I've never looked back since.

My attitude and desire has changed markedly, and I take action where before I would have sat there, and sat there some more before I would convince myself 1,000 reasons why I shouldn't take action.

Not any more

So I am not necessarily saying that you should Google search an NLP practitioner and get involved (unless you particularly want to), but what I am saying is that I have learned that ATTITUDE is MASSIVELY IMPORTANT.

And as we've read in previous posts from Vagabond 007 and AP there are plenty of good books out there - and I have found continued education to be so critical in cementing my actions and ensuring I grow as a person.

If you're not climbing, you're sliding.

I was very skeptical before I had some of these NLP sessions and I am sure that there are some of you out there thinking "Yeah, all this attitude mumbo jumbo, how can that help me?"

Well, fact is, it does. You do not need to understand the scientifics behind it, just understand the outcome.

Simon

[Aaron Moser]

AP, Vagabond, Thanks for your words of wisdom.

Just curious,

Do you guys get any clients through web marketing alone such as SEO, articles, blogging, Twitter, Craigslist, press releases etc? I'm thinking there's already enough small local biz owners online who could use these services that there may not be a need to reach biz owners offline.

Would it be worth pumping out good content exclusively online to educate local biz owners in hopes of attracting them as new clients?

I would never want to approach a biz owner cold and don't really see myself holding group meetings or attending any kind of B.S. networking event. I don't have a problem with confidence once I have your attention but like many others I'm not the type to initiate a conversation with total strangers who I don't really care to get to know in the first place. Sounds bad but the truth. Sure, I can put on a believable act when I want to but prefer not.

I can see myself doing personalized targeted mailers but that's probably the only doable offline method I've seen mentioned that would position you to be pursued. I like to hear more ideas on getting new clients without putting myself in awkward situations or lying. I'm kind of shy until I know you.

The clients I've been getting so far have come from referrals from friends and family. But pretty soon those referrals are going to dry up and if I want to make a real businesses out of this I'll need more doable strategies to attract new clients.

So how much of your success do you attribute to being a go-getter salesman?

Thanks again for all you've shared,

[SirThomas]

Just curious...

Do you guys charge your monthly fee right along with the set up fee? or is your first
monthly included?


Thomas

[jacquic]

Originally Posted by SteelDanno

As AP and others have been so generous in sharing some of their docs and best practices I'm going to show you one that I have been using for over 10 years. This little "document" and process has saved me countless amounts of time and money. You might want to consider it for your own best practices. It's called:

,

Many thanks for this - helpful.

[pincpassion]

Sorry I can't share some figures here (yet), I just want to thank you.

I was approached by a hotel manager a month back asking my price for setting their website and making them show in Google #1. Thanks for bringing up this post. Now I have a better idea from the experts' comments.

[jacquic]

Originally Posted by Aaron Moser

AP, Vagabond, Thanks for your words of wisdom.

I would never want to approach a biz owner cold and don't really see myself holding group meetings or attending any kind of B.S. networking event. I don't have a problem with confidence once I have your attention but like many others I'm not the type to initiate a conversation with total strangers who I don't really care to get to know in the first place. Sounds bad but the truth. Sure, I can put on a believable act when I want to but prefer not.

I can see myself doing personalized targeted mailers but that's probably the only doable offline method I've seen mentioned that would position you to be pursued. I like to hear more ideas on getting new clients without putting myself in awkward situations or lying. I'm kind of shy until I know you.

The clients I've been getting so far have come from referrals from friends and family. But pretty soon those referrals are going to dry up and if I want to make a real businesses out of this I'll need more doable strategies to attract new clients.

So how much of your success do you attribute to being a go-getter salesman?

Thanks again for all you've shared,

You don't have to approach people cold and ask them for work. You could ask them all sorts of questions and respond with a helpful tip. If they ask more, say they can contact you. Or say, 'Look, I'm new here; would you be able to introduce me to...?'

Or say, 'I'm in the [whatever business] and I like to help people with [X]. If you know anyone who needs X, please would you give them this?' And hand over a couple of vouchers that draw people to you/your site.

I'm curious as to why you think networking events are 'BS'? Not caring and being shy seem to be almost contradictory. Each requires a different answer and a different approach as to what to do next.

==================

With reference to conversations about postcards, put a nice pic on the front, and a call to action to put it on their fridge/in the kitchen drawer/paper-clipped to the phone directory – whatever.

Try proper cards too – one with a nice picture on also, and a handwritten message if you can. You can get your handwriting made into a font if you want to roll this out. People are less likely to throw them away, I have found.

I also always make a point of sending a handwritten letter or card to speakers at events, thanking them for their presentations. They always mention it next time I see them, even if it’s months later. I often get referrals that way. I didn’t start doing that with referrals in mind – it’s just I was brought up to write thank you letters, but the benefits have been noticeable.

NLP is fantastic for helping shift one’s mindset. It’s not mumbo-jumbo; it’s plain science. Find a practitioner near you!

I also practise TFT and use that with people who are afraid of cold calling, networking, public speaking, etc. Their fear goes in minutes. It sometimes uncovers other problems, but that’s another story, and they still go and do their calling/networking/speaking.

Sb et al, thanks for the Dunning letter stuff.

AP, great ideas to add to the Profits Leak Checklist.

Bayo, you say USPs are dead – bit surely it just seems so because so many of us Offline/Online Gold marketers are on the forum. In our town, it’s definitely unusual!

Vagabond 007 et al, your views on mindset are very valuable. Easier said than done, but the ROI of working on them is more than worth it.

Vitto, your story was inspiring; thanks for sharing it.

Jacqui

[jacquic]

Here’s the questionnaire I used to use (with some success). I’m just resurrecting it and updating it as it could do with dusting off and shaking out, but feel free to use any of it – but not exactly as is, because it’s reproduced in a product of mine, and more needs adding.
You will all have different styles anyway. It’s easy enough to set up on Word as a form, so the boxes expand as you type. The auto forms have gone on this as I've re-saved it in compatability mode for you in case you don't have Word 2007.
I used expanding boxes when I was on the phone, or when I sent out the MFQ in advance and people said they preferred to do it on the screen rathetr than in pen. I did this so I could study the answers before we met.

Marketing Focus Questionnaire

Helping you focus on your business

before you spend your money

See attachment.

Jacqui

[jacquic]

Just seen this in today's inbox. You might find this helpful:

The Five Best Ways to Optimize Email Response (Part 2): How to craft effective email messages that drive customers to action Webinar RegistrationWednesday, February 3, 2010
4:00 p.m. to 5:00 p.m. EST

Presenter:
MarketingExperiments Team



https://www1.gotomeeting.com/register/383566177


The main site is www.marketingexperiments.com- excellent newsletter based on good research.

J

[phil.wheatley]

HI AP

THANK YOU for that pofit leaks list, it was exciting to read!! There was one you mentioned before which you could include on your list, the one about having offeres printed on receipts.

Also, maybe it is out of the scope of what you do, but how about:

"do you offer incentives to your employees to perform well"
"do you offer rewards for beinging in/referring other customers into the business"
"do you offer coaching on mindset for your employees"
"do you provide morale boosting days out, team building etc"

Thanks again
Phil

[James Druman]

Originally Posted by AP

Here's another inspirational video. Never thought I could learn from Will Smith.

YouTube- Broadcast Yourself.

I agree; I always thought he was so much more superficial than that. I'll never look at this guy the same again, and this video is an awesome source of inspiration. If my internet connection wasn't so slow--gotta love SE Asia--I'd have watched it 5 times by now.

This video seriously spoke to me.