[TheMagicShow]

Another very easy way, to get a pdf of this thread is to visit Create PDF Online Free — PrimoPDF and just enter the website address in full and then your email address.

This service shall email you this full thread in a pdf format from the beginning till the end.

Cheers,
Magic

[DogScout]

Originally Posted by AP

P.P.S. I assume someone will take this thread and turn it into a WSO.

2 quick comments about this.

1-I hope not. I really do. I figure 3,000+ people follow this thread. I notice a lot of new joins posting in this thread. (Seems every time I look, 2/3rds of the people viewing the WF are not members.) I suspect a few will join just to download this gem. It is psychologically designed perfectly. I am not sure a value can be placed on it's proper usage. In any case, I suspect for many, having AND using this resource will mean thousands of dollars more during their careers. This questionnaire is NOT an idea (which cannot be copyrighted). It is specifically designed... that is copyrighted automatically. Not to mention the ethics involved. AP is most likely correct that some troll will alter this and sell it as a WSO or somewhere else. In spite of that, he posts for everyone here for free!

2-it is against my personal advice that he posted it. Having had a chance to go over it, I am even more against him publicly posting it. It is 30+ yrs of experience carefully intertwined with the right amount of psychological triggers that maximizes the client's positive response receptors. It is a thing of beauty, practically divinely inspired. Perhaps as valuable as the rest of this thread combined. Just don't 'steal' it. Share it with someone in the biz outside your 'area' perhaps, but not for money. Karma can be a powerful thing, don't tempt it. Lol.

Thanks AP, Really above and beyond mere help.

[AffiliateJ]

Originally Posted by AP

Do not give up. I can tell you from experience, one client can make all the difference to your business and your family's financial well being. Just land the 1st client, make them money, and the referrals will flow.

This should be read over and over until you hate it, then read some more. This is it guys, the most simplest instruction to your success, innocently laying here in this thread. Know it. Learn it. Use it!

AP, and all other contributers, thank you for your invaluable time and knowledge which you've kindly laid out here in this thread. Let's keep it going!

Also, I'd go for the donation button here on WF. I'd happily donate to a charity for reading this thread alone.

[Curleyjohn]

Originally Posted by phil.wheatley

Hi Curlyjohn

Thanks for sharing your interview. I must admit that it seems like the owner IS doing more than what the average person is, but seems to be lacking in the tracking area so won't know how effective her efforts are.

You mentioned Guarantee, I wonder if yoiu can really offer a guarantee on a meal, it would increase sale I would think, but I wonder how many would take the pi@@ and intend to get a refund right from the get go??

Phil

Yes, they do have a couple of things going but if I hadn't been yapping for the last few months I'm sure that half of that stuff wouldn't have been. The tracking is horrindus and have no excuse for it. There is a POS system and they even have buttons for the coupons. It's just a matter of having the computer spit out the damn numbers and for someone to look at them.

I hear what your saying about the guarantee and I think that I would include it in their USP. Something like:

Servin' it Fresh
Makin' it Big
Leavin' ya Stuffed
Guaranteed!

Feed back on that would be great too! We really need to have a USP thread that folks can go post what the company does and maybe a couple of their ideas and then have people make suggestions.

I really need help coming up with some up sells or continuity for this place too.

Thanks Phil, I'm sure your new adventures will be successful. I became unemployed last May and have no luck finding a job that pays better then my unemployment, until now. I just wish I had started about 3 months earlier. I have about 10 wks of unemployment left and now I'm scared. The prospect of running out of money has lit a fire under my ass though. That and some of the inspiring/thought provoking info found here.

John

[dremora]

Originally Posted by AP

Bigtime Chiropractor marketer: http://www.benaltadonna.com/

As in Biggest in the World.

Everyone should read that gentleman's blog here:

Chiropractic Marketing | Marketing for Chiropractic by Ben Altadonna | The Leader in Chiropractic Practice Marketing Solutions

Look at his marketing. Get on his list (from the link AP posted above) and study his marketing material. Google his press releases and study them. Some of the marketing letters he sends to his prospects are extremely corny with the stories from Chicken Soup for the Soul everyone has seen 10.000 times, yet this marketing got him 7000 clients.

He did a live seminar and showed people how to post a press release using prweb, recorded the whole thing in camtasia and turned it into material to send to his continuity clients.

I think AP did the right thing by posting the questionnaire. If someone tries to turn it into a WSO I am sure the word will get out and that seller will not go too far with it.

Karma hits back very hard.

[Curleyjohn]

Thanks AP that is good stuff. I especially like the tips. Probably could have used them yesterday. Even though I know these people, I was still nervous. I think that comes from the fact that they haven't really seen me in this role and I was have some self doubt.

[Curleyjohn]

Originally Posted by dremora

Everyone should read that gentleman's blog here:

Chiropractic Marketing | Marketing for Chiropractic by Ben Altadonna | The Leader in Chiropractic Practice Marketing Solutions

Look at his marketing. Get on his list (from the link AP posted above) and study his marketing material. Google his press releases and study them. Some of the marketing letters he sends to his prospects are extremely corny with the stories from Chicken Soup for the Soul everyone has seen 10.000 times, yet this marketing got him 7000 clients.

He did a live seminar and showed people how to post a press release using prweb, recorded the whole thing in camtasia and turned it into material to send to his continuity clients.

I think AP did the right thing by posting the questionnaire. If someone tries to turn it into a WSO I am sure the word will get out and that seller will not go too far with it.

Karma hits back very hard.

We will probably be lined up with tar and feathers at the ready.

[Hail-To-The-Redskins]

Originally Posted by DogScout

2 quick comments about this.

1-I hope not. I really do. I figure 3,000+ people follow this thread. I notice a lot of new joins posting in this thread. (Seems every time I look, 2/3rds of the people viewing the WF are not members.) I suspect a few will join just to download this gem. It is psychologically designed perfectly. I am not sure a value can be placed on it's proper usage. In any case, I suspect for many, having AND using this resource will mean thousands of dollars more during their careers. This questionnaire is NOT an idea (which cannot be copyrighted). It is specifically designed... that is copyrighted automatically. Not to mention the ethics involved. AP is most likely correct that some troll will alter this and sell it as a WSO or somewhere else. In spite of that, he posts for everyone here for free!

2-it is against my personal advice that he posted it. Having had a chance to go over it, I am even more against him publicly posting it. It is 30+ yrs of experience carefully intertwined with the right amount of psychological triggers that maximizes the client's positive response receptors. It is a thing of beauty, practically divinely inspired. Perhaps as valuable as the rest of this thread combined. Just don't 'steal' it. Share it with someone in the biz outside your 'area' perhaps, but not for money. Karma can be a powerful thing, don't tempt it. Lol.

Thanks AP, Really above and beyond mere help.

This is absolutely right and anyone trying to cobble this into a WSO should be thoroughly ashamed of themselves.

What AP has given all of us access to here is the blood, sweat and tears of 30 years work and he is prepared to 'pay it forward' if you will on this forum.

To prostitute it out as a WSO would be a crime of the highest order in my opinion.

You only have to see that AP has (at my last count) 8 x as many "thanks" as he has posts - how amazing is that?

So hearing it (again) from someone who is successful, and has gone WAY above the call of duty, lets all make an effort to take action and utilize the great knowledge, tools, questions and everything else that this thread has offered.

Without ACTION - you're just wasting your time

Simon

[Fernando Veloso]

Originally Posted by AP

This Questionnaire will have the owner begging to work with someone to get his company on track again.

It may as well be you.

P.P.P.P.S. If you want to Thank me after your first sale, then please make a donation to your local food bank or any organization that helps children.

AP, What can I say?

Huge Thank YOU. A really big one. For real.

I'll keep your suggestion in mind, that's a promise.

[AndrewCavanagh]

Originally Posted by vitto

I came into this thinking that it was a numbers game. Prospect 100 get 10 or 20 if your lucky. But this is different. The referrals are better and are coming faster than expected.

The numbers can help.

For example if you talk to a lot of business owners your chances of getting hired to increase.

But remembering that you're talking to real people and realizing that every business owner is a different person and has different desires and a different business situation can be a huge step forward for you.

This is really a PEOPLE game not a numbers game.

One of the biggest mistake beginners make is in not spending enough time with each prospect.

When you're starting out you should be working on your skills of getting a business owner to talk to you for 2 or more hours straight.

That takes a lot of asking questions and listening.

Once you have that skill (which isn't too hard to master) you can learn to guide the conversation to go in the direction you want it to go and learn to gradually lead things to your suggestions, running with the suggestions they like, establishing value and getting paid and upfront fee.

But you don't need to be in a hurry to get to the next prospect.

Learn to take the time to turn one prospect into a paying client. Better still just take the time to get to know your prospects and don't worry about getting hired when you're starting out.

If you're spending a lot of time talking to business owners you will get hired.

And as was mentioned before referrals from business owners are often the easiest to convert into paying clients.

Take the time to really get to know some business owners and their businesses and they'll usually be happy to introduce you to other business owners they think you can help.

Kindest regards,
Andrew Cavanagh

[xlfutur1]

I say we nominate AP for warrior of the year. Thanks for the encyclopedia of knowledge you have contributed to this thread.

[raskal]

So Ive read this thread twice, going on my third time..keep finding motivational pieces. Already have a 40 page word doc. But that's not all. I put what I learned in ACTION. Had a meeting with a client, and felt a new boast of confidence!

I listened intently, found out the REAL problems, and then I WOWed them with my solutions. Like others have said, give away your secrets, I gave away just enough for them to understand the benefit. Talked for over 2 hours and I was even getting excited!

A great tip that Dexx mentioned in another thread ( The Amazon System) mention to your client how YOU can be the publisher. The industry that the client is in lends itself PERFECTLY to having a book. So I asked " Have you ever thought about publishing a book? What great value that would add to your clients" Their eyes lit up!

So AP, Dexx and everyone else who has participated thank you. Im more confident in my work which I know till translate better both for my bottom line and my clients.

Keep up the great work everyone. And as its been stated, DONT just let this knowledge collect dust...get out there and USE IT!


But now to give back. I know someone was looking for a lower cost Autoresponder. Check out ProFollow from what I have read its a private label version of Aweber.

Good luck and GET OUT THERE!

~Travis

[Spark]

AP,

Thanks for your questionnaire! It's really does help as by asking smart questions to businessman which will really show that you know your stuffs and keen to help them out.
As someone mention, if businessman know that you will work for him and really WORK to get his sales up. You are already got 50% deal!

[Thanks to you and other warriors who contribute their marketing materials to us here.]

I do learn alot especially - position yourself. I still got a feeling that cold-calling do have it's own way of positioning yourself right. Saying the right questions / words that will attract them.

[dremora]

Originally Posted by raskal

A great tip that Dexx mentioned in another thread ( The Amazon System) mention to your client how YOU can be the publisher. The industry that the client is in lends itself PERFECTLY to having a book. So I asked " Have you ever thought about publishing a book? What great value that would add to your clients" Their eyes lit up!

I'd suggest not mentioning Amazon or any details and charge $500 to $1000 fee for handling the publishing. They can recommend the book to their customers. You can promote the book with press releases. The book will also get them higher clientele and allow them to double their profits by raising the prices. The possibilities are endless.

[JRG]

First, thanks again AP as you have helped not just myself but also many people here. Thankfully even though I am sure you are filtering through a ton of "yeah but" emails from some who will never take action on this, you have kept giving. Those of us who will be taking action will owe you greatly and some children's charities should see an enormous jump in donations this year!


Some replies as I was reading the last few pages:

On developing a USP:
Here is an article from Jay Abraham on creating a USP
Jay Abraham: How To Create A Unique Selling Proposition


As far as USP's being dead, I think there are a whole lot of major companies, making a lot of money with a good USP, that missed that memo. But hey "Have It Your Way".

On the "Dunning Mailer Method":
I asked AP about this early in the thread, before it exploded and he showed me this video.

Fast forward to about 1:00:00 and watch the next 20 minutes.

Dan Kennedy's Magnetic Marketing

On the Law of Attraction
The law of attraction as it is mostly taught is a bunch of crap! You can imagine the universe giving you a golden goose egg all you want, it isn't going to happen. The book "The Secret" should be banned from all book stores for teaching people sit around and try to magically make a million dollars appear.

Mindset is absolutely important but mindset must lead to action! And smart action! If you are spending like you are a millionaire because someone told you that was how you attract a million dollars, you will be bankrupt very soon!

But if you are getting in a successful mindset and surrounding yourself with successful people and then taking action, you will be successful!

I worked for a man who watched "The Secret" every morning before work. He is on trial right now and most likely will go to jail. He was spending investor money like crazy trying to attract more money. He was the most positive person I ever met, but did not take smart action. Thought the universe would just correct everything for him.

Stay positive, surround yourself with success, read from successful people and then TAKE ACTION!

[raskal]

Originally Posted by dremora

I'd suggest not mentioning Amazon or any details and charge $500 to $1000 fee for handling the publishing. They can recommend the book to their customers. You can promote the book with press releases. The book will also get them higher clientele and allow them to double their profits by raising the prices. The possibilities are endless.

I did exactly that. I told them enough about Print on Demand so that they understood the concept but not enough to do it themselves.

Whats great is this client holds seminars and when i explained that for the cost of the book ( $5-15) they were adding $30 of value to the attendees. So not only could they raise their price, but they were adding value to their product. Thanks to AP and Dexx for the idea, its great that one idea can not only bolster your credibility but you can turn that into a service to boost your clients also. Also no "SEO" salesman is offering this type of service. Differentiation is key.

[slvrsrfr]

Originally Posted by raskal

I did exactly that. I told them enough about Print on Demand so that they understood the concept but not enough to do it themselves.

Whats great is this client holds seminars and when i explained that for the cost of the book ( $5-15) they were adding $30 of value to the attendees. So not only could they raise their price, but they were adding value to their product. Thanks to AP and Dexx for the idea, its great that one idea can not only bolster your credibility but you can turn that into a service to boost your clients also. Also no "SEO" salesman is offering this type of service. Differentiation is key.

You can charge an easy $5k for this. Don't underestimate it's potential for you or your client.

Hope this helps,

Jason

[SteelDanno]

Originally Posted by AP

As promised.

I've given you years of experience, trial and error, costly legal agreements, countless hours writing these posts, my knowledge that has been gained through the masters of marketing, and now I give you my Questionnaire.

Christmas came early this year! We should all chip in and get AP a big red suit, some shiny black boots and strap-on grey beard.

This questionnaire has put a smile on my face that just won't quit. Looking forward to putting this into ACTION.

AP: Thanks so much for sharing this questionnaire with us all. Your actions clearly show you live and breathe an abundance mindset.

Cheers.

[Spark]

Hi Raskal,

Thanks for the idea of 'print on demand' concept. Instead of telling them how we can actually submit to amazon for printing. Position yourself in a better way.

I even thought of telling them - I have 'connection' with amazon which we can publish for them giving them better chance to increase their price!

Originally Posted by raskal

I did exactly that. I told them enough about Print on Demand so that they understood the concept but not enough to do it themselves.

Whats great is this client holds seminars and when i explained that for the cost of the book ( $5-15) they were adding $30 of value to the attendees. So not only could they raise their price, but they were adding value to their product. Thanks to AP and Dexx for the idea, its great that one idea can not only bolster your credibility but you can turn that into a service to boost your clients also. Also no "SEO" salesman is offering this type of service. Differentiation is key.

[raskal]

Originally Posted by slvrsrfr

You can charge an easy $5k for this. Don't underestimate it's potential for you or your client.

Hope this helps,

Jason

I didnt think of that! What would you charge for that? Obviously I was going to charge a nice set-up and design fee but then how would you handle when the client wanted say 50 books for their next seminar? Order them yourself and charge the client?

[slvrsrfr]

Thanks again AP for you amazing generosity. There are many folks here who will make their lives, those of their families and communities that much better because of your generous spirit.

You may never know for certain about those folks, like me who will run with the information you've so openly shared. Please do not be dissuaded or jaded from continuing with your generosity and empathy.

You will never truly understand the magnificent and magnanimous gift you have given and its effect on untold hundreds and from those repercussions the untold thousands more.

What I am trying to say, beyond a hug and a bow and big thank you... wow is please don't let the occasional a$#hole lead you to believe that this has been incredibly beneficial to so many hundreds and thousands. Because it has.

Thank you, really and sincerely,

Jason

[SteelDanno]

Originally Posted by Curleyjohn

I hear what your saying about the guarantee and I think that I would include it in their USP. Something like:

Servin' it Fresh
Makin' it Big
Leavin' ya Stuffed
Guaranteed!

Feed back on that would be great too! We really need to have a USP thread that folks can go post what the company does and maybe a couple of their ideas and then have people make suggestions.

Here's my quick take based on your initial efforts...

"Leavin' Ya Stuffed and Smiling. Guaranteed!"

[slvrsrfr]

Originally Posted by raskal

I didnt think of that! What would you charge for that? Obviously I was going to charge a nice set-up and design fee but then how would you handle when the client wanted say 50 books for their next seminar? Order them yourself and charge the client?

$5k gets the book written and published with a nice professionally designed cover. Book doesn't need to be long. I'd try and keep it well under 100 pages.

You could handle the purchasing of their books, paid up front to you. The books are shipped to you and you personally deliver them to the client. You might add a 10 to 15% fee for your efforts though.

Alternatively you can give your client access to their own profile on Amazon and have them do it themselves. However, the reason you can get a good chunk of change for this service, is because clients generally are busy enough running their own business, or they should be.

Vanity presses and others will charge $10k or more for this service, so don't be afraid of $5k. This is of tremendous value to the client especially long term with the expertise they will be perceived to have.

[Hail-To-The-Redskins]

Originally Posted by JR Griggs

On the "Dunning Mailer Method":
I asked AP about this early in the thread, before it exploded and he showed me this video.

Fast forward to about 1:00:00 and watch the next 20 minutes.

Dan Kennedy's Magnetic Marketing
[/B]

More quality DSK stuff ... love it!

Just a quick question regarding the Dunning Mailer Method, and perhaps AP can answer this one better than anyone given that he's using it effectively.

How do we implement the DMM yet ensure that we are still "the pursued" instead of the "the pursuer"?

I know that of course positioning is crucial, but following up and almost 'chasing' prospects could change the positioning slightly perhaps?

Thanks in advance,

Simon

[jacquic]

Crikey!

I have been offline today (thanks, British Telecom), so am just catching up. There isn't time to reply to the many posts that have ap[peared in the interim, which is what I'd like to do.

But thank you all for sharing your stories, tips, thoughts and resources.

I'm trying to unravel/sort the threads within this thread into different Word docs (eg, pricing, getting in the door, and mindset). It will take time, but I will pass them on to those that want them and who are contirbutors to this thread.

Of course, to thank AP and the other star contributors, we could have and promote links to their sites/products. We don't need to be affiliates; we can just do it.

In the meantime, preparing for the Chamber meeting tomorrow. I still haven't decided what to put on my badge! Business Marketing & Growth Expert/Consultant maybe?

For some reason, Amazon doesn't appear to do book publishing here in the UK. I've heard mixed things about Lulu. What do non-US people do? I have a few books I've written, just sitting around, so it's time I got one into print. I have some as a ghost-writer, but that's not the same.

[Vagabond 007]

Originally Posted by JR Griggs

On the Law of Attraction
The law of attraction as it is mostly taught is a bunch of crap! You can imagine the universe giving you a golden goose egg all you want, it isn't going to happen. The book "The Secret" should be banned from all book stores for teaching people sit around and try to magically make a million dollars appear.

I worked for a man who watched "The Secret" every morning before work. He is on trial right now and most likely will go to jail. He was spending investor money like crazy trying to attract more money. He was the most positive person I ever met, but did not take smart action. Thought the universe would just correct everything for him.

Stay positive, surround yourself with success, read from successful people and then TAKE ACTION!

I don't know if I would go as far as saying ban it from book stores. But it should have a disclaimer on it.

It is a good book for getting started down that path. But as I have said earlier in this thread, there are better things out there.

I believe the main problem with The Secret is that it focuses way to much on the thinking part and not enough on the doing. Without the doing you aren't getting anything. Period.

I also think it focuses too much on the positive aspect of thinking. Allow me to explain before you think "WTF?!"

It is important to think positively. But I think it is even more important to practice accurate thinking. That was a big hang up for me after I first got started with the LOA. I was always positive no matter what. Which sounds good. And it is. But to a point.

But you cannot forget reality. Perfect example to get this across...

Gravity. I can go to the top of a tall building and think positive all I want. I can visualize me jumping off and flying. I can affirm to myself that nothing bad will happen. I can do that for hours and hours.

But the fact remains, if I jump I'm dead. End of story.

Gravity, the LOA, and money all share the same thing in common. They follow universal laws. They don't care if you are rich, poor, black, white, purple, man, woman, mother, father, happy, murderer, saint, on and on and on. They are impartial. They work every time no matter who you are.

If you follow their laws, you will get the desired outcome every time. Just like if a serial killer jumped off the same building the nicest person in the world jumped off. They will both suffer the same end result.

They are universal laws. Always remember that.

So I used to always be thinking positive things and in a way, ignoring reality. Don't get me wrong, that still had a tremendous impact on my life in a positive way. But by now you can see where it has it's faults.

I had to change that. And I did. In case you are wondering how, it is mainly do to a book I read. I already mentioned it in this thread. "Beyond Positive Thinking" by Dr. Robert Anthony. That is, to this day (not that I've been around that long :p ), my favorite book of all time.

I recently heard Dan Kennedy put it this way. He calls it "Healthy Paranoia". He defined it as this, "Dealing with reality in a positive way but not ignoring reality trying to be a positive thinker."

How great is that?!

Originally Posted by Hail-To-The-Redskins

More quality DSK stuff ... love it!

Just a quick question regarding the Dunning Mailer Method, and perhaps AP can answer this one better than anyone given that he's using it effectively.

How do we implement the DMM yet ensure that we are still "the pursued" instead of the "the pursuer"?

I know that of course positioning is crucial, but following up and almost 'chasing' prospects could change the positioning slightly perhaps?

Thanks in advance,

Simon

It's not pursuing. It's attracting.

Think of your direct mail as your bait. Sometimes the fish don't always bite. So you keep throwing them bait every once in a while.

You attract, they pursue. If you are sending them stuff every day for weeks, yes, that is pursuing. But a proper direct mail piece once a week, once every two weeks, is great marketing.

You build a list. And then you market to that list. It's called "farming".

Read a book by Chet Holmes called "The Ultimate Sales Machine". He talks about coming up with your "dream 100" list.

[JRG]

Originally Posted by Hail-To-The-Redskins

More quality DSK stuff ... love it!

Just a quick question regarding the Dunning Mailer Method, and perhaps AP can answer this one better than anyone given that he's using it effectively.

How do we implement the DMM yet ensure that we are still "the pursued" instead of the "the pursuer"?

I know that of course positioning is crucial, but following up and almost 'chasing' prospects could change the positioning slightly perhaps?

Thanks in advance,

Simon

The letters are not so much you pursuing them but informing them of your offer. Most importantly a limited offer with scarcity. The goal is to show them the offer and then take it away so they are forced to pursue you. Especially after the final notice.

Really you are just putting the mail campaign together and then sending them out with a couple weeks in between. It's not like you are calling them every day. Then you let the letters do the magic.

Once they have taken action, you are now being pursued and they are in the sales funnel.

[dremora]

Originally Posted by Hail-To-The-Redskins

More quality DSK stuff ... love it!

Just a quick question regarding the Dunning Mailer Method, and perhaps AP can answer this one better than anyone given that he's using it effectively.

How do we implement the DMM yet ensure that we are still "the pursued" instead of the "the pursuer"?

This has already been answered in this thread but in case you missed it:

You make an exclusive offer. Tell them you are taking one client per zip code (or 20 mile radius or whatever depending on how big the city is, how may competitors in their niche) and let them know you sent this out to all of their competition as well.

Unlike yellow pages, you are offering a high end and exclusive service for select clientele. You pick up one client per area and that means you don't work with their competition. I see no reason why they shouldn't jump on this sort of offer. Not like you are sending a mass mail to 1000 guys in one zip code and begging for their business. Even if you sent it to 1000 guys only 1 will get the service in that zip code.

Make them an offer they can't refuse.
Once you pick one client in one area, if their competition calls you after you sign a deal, politely turn them down and let them know you will put them in your backup list in case your current client doesn't renew their contract or moves to another part of town.

A waiting list is perfect for positioning yourself. When other prospects call you, you can mention the waiting list you have and luckily there is an available spot in their part of town. Niche providers have networks and word gets out fast. If you are exclusive and have a waiting list, there you have it, position yourself away.

AP mentioned the hot chick analogy earlier. Hot chick doesn't walk up to the guys and ask them out or beg for a date. Hot chick will announce she broke up with the boyfriend and she is available. Guys jump on the opportunity left and right, she gets to pick and choose.

So you basically announce your availability using the Dunning mail.

[SteelDanno]

Originally Posted by Hail-To-The-Redskins

More quality DSK stuff ... love it!

Just a quick question regarding the Dunning Mailer Method, and perhaps AP can answer this one better than anyone given that he's using it effectively.

How do we implement the DMM yet ensure that we are still "the pursued" instead of the "the pursuer"?

I know that of course positioning is crucial, but following up and almost 'chasing' prospects could change the positioning slightly perhaps?

Thanks in advance,

Simon

I'll venture a guess that it has something to do with ones lead generation funnel. If your leads are pre-qualified during their journey through your funnel then you would have positioned yourself accordingly and therefore be in the clear to contact them with the DM method.

Perhaps I missed or forgot but it seems like the lead generation and/or funnel creation is something that hasn't been explored in too much depth in this monster thread.

We've all learned a lot and gained a lot from this thread already but maybe that's something we can explore next in some detail as it might very well be the last piece of the puzzle.

I don't know much about these types of lead gen funnels and DMM but from what I can gather the process might look something like this...

1. Print advertisement aimed at your target market with call to action to call "free 1800 for a free recorded message"
2. Recorded message offering some kind of valuable "bribe", most commonly a free report in exchange for caller leaving their name and address.
3. Send report/bribe (this will preferably outline and illustrate a problem common to your target market, make yourself known and establish you as an expert)
4. Send offer (solution to the problem outlined in the report)
5. Start DMM to those who did not respond in step 4

Again, I know very little about the lead generation equation in this game and am just shooting from the hip here

Best to await the counsel of those with better kung-fu in this department or dig around on your own steam and see what you can unearth on the topic.

[Ron Lafuddy]

Originally Posted by Curleyjohn

Feed back on that would be great too!
John

Curleyjohn,

Didn't see this one mentioned in your Case Study or in AP's Questionnaire so I thought I add it.

Don't forget to ask them about the systems they have in place to track INVENTORY. This is especially critical in the restaurant biz, where theft/loss is a major problem.Chews up cash like you can't believe.

If they even have a system (believe it or not, a lot don't) anything you can do to tweak and improve it, can put money in their pocket immediately.

Missing tools (inventory) can be a problem in other businesses as well: landscaping, auto repair and just about any type of contractor business.
A system that keeps track of such things is easy to establish and maintain. The payback is well worth it too.

Asking probing questions regarding inventory control (Who does it? How often? How extensive? Who oversees? Who has the power to make changes?) and anything else you can think to add, can often "smoke out" other problems, too. They all cost them money. Inventory loss can keep a business "cash short" meaning that they are in a borrowing mode most of the time, i.e. credit cards or from money set aside to pay taxes, retirement funds, personal loans and the like, just to maintain inventory.

Lafuddy

[SteelDanno]

Originally Posted by Ron Lafuddy

Curleyjohn,

A system that keeps track of such things is easy to establish and maintain. The payback is well worth it too.

Nice one. Any specific tools, techniques or software etc. you implement as a solution for the above?

[Ron Lafuddy]

Just a quick note of thanks to Dexx, AP (you rock, Bubba) Vaga, Dogscout and everyone else who've delivered the goods here. Thank you so much!

A book that I'd like to add to the mix is: The Small Business Survival Guide by Robert Fleury.

Don't be put off by the accounting/recordkeeping aspects of the book or the 1995 pub date. The author's take on the attitude of small biz owners and the real life case studies will give you a "leg up" in trying to help small business owners avoid the "cycle of demise".

Lafuddy

[Hail-To-The-Redskins]

Originally Posted by jacquic

For some reason, Amazon doesn't appear to do book publishing here in the UK. I've heard mixed things about Lulu. What do non-US people do? I have a few books I've written, just sitting around, so it's time I got one into print. I have some as a ghost-writer, but that's not the same.

There is a WSO (although I do not have the link, but someone will be able to provide it I am sure) that tells you how to do this very thing.

I bought it last week and it is very good, very clear, concise and there is a forum too. There are other UK members in there so it does work for us Brits - although it does involve using Amazon.com instead of .co.uk

Definitely worth a look.

Simon

[AP]

I received this from Drayton Bird today, you should get on his list: http://www.draytonbird.com/online_tinkering

I have received at least 20 emails asking where these Word Docs are located, so I'll place all 3 on the same post.

~AP

P.S. Thanks for all your kind replies.

[jacquic]

Originally Posted by Hail-To-The-Redskins

There is a WSO (although I do not have the link, but someone will be able to provide it I am sure) that tells you how to do this very thing.

I bought it last week and it is very good, very clear, concise and there is a forum too. There are other UK members in there so it does work for us Brits - although it does involve using Amazon.com instead of .co.uk

Definitely worth a look.

Simon

Simon, thanks - I will search for it now.

Jacqui

[jacquic]

Found the one I think you mean (link to getting own books published).

Given that we've been talking about the need to have our own books out, and to to them for get clients, I'll put the link here:

Well, I would if I could work out how!

Anyway, search on WSO 134031 amazon-system-how-write-1-book-per-day. Warrior member jschop.

[Curleyjohn]

Originally Posted by Ron Lafuddy

Curleyjohn,

Didn't see this one mentioned in your Case Study or in AP's Questionnaire so I thought I add it.

Don't forget to ask them about the systems they have in place to track INVENTORY. This is especially critical in the restaurant biz, where theft/loss is a major problem.Chews up cash like you can't believe.

If they even have a system (believe it or not, a lot don't) anything you can do to tweak and improve it, can put money in their pocket immediately.

Missing tools (inventory) can be a problem in other businesses as well: landscaping, auto repair and just about any type of contractor business.
A system that keeps track of such things is easy to establish and maintain. The payback is well worth it too.

Asking probing questions regarding inventory control (Who does it? How often? How extensive? Who oversees? Who has the power to make changes?) and anything else you can think to add, can often "smoke out" other problems, too. They all cost them money. Inventory loss can keep a business "cash short" meaning that they are in a borrowing mode most of the time, i.e. credit cards or from money set aside to pay taxes, retirement funds, personal loans and the like, just to maintain inventory.

Lafuddy

Thank you Ron, you're absolutely right. I know that she does have a system for tracking bar inventory but I also know that she drops the ball on watching food costs. They use a excel spread sheet with different vendors prices that they try to watch vendor pricing with but I think that a lot slips through the cracks. Not to mention I don't believe they do a weekly food cost analysis. With 17 yrs experience in the food business that should have jumped out at me but it didn't. Thank you.

I will be sure to add these questions to my interview. Your response has just given me an idea for a piece of software to market to restaurants. (But that will have to wait.)

I guess most warriors are busy taking action and not really able to commit much time to the case study I'm doing, so I truly appreciate your in put. Heck, this thread alone is a full time job.

[DogScout]

Some Questionnaire feedback:

Have a client that I 1st met with in October, way before this thread began. At the time, his site was down and I could not see it. He wanted a new site and some SEO work done, but didn't really know anything about it. He had a contract for $800 a month from a different firm which also outlined everything they would do. Basically it was stuff that would have worked OK in 1999 or so. Zero off-site optimization.
This guy was in the process of transferring the site to a friend of his' hosting and that was why I couldn't see it. He didn't think he could afford the $800 a month and was worried about it being a one year contract as he wasn't sure he'd always have the money to pay it. So I told him I'd do it for $500 a month with no contact. My 1st real paying job, though I was doing another site and being paid in excess of 12-15k a year in services, (a doctor). At the time I probably knew a tenth of what I do now. I figured I'd throw up a quick Wordpress site, outsource $25 of back-links a month, set up an AR with a report as a carrot and outsource 4-8 500 word articles a month. Do a couple 2.0 sites, Twitter, Facebook and maybe a couple others if I had the energy, That would net me around $200 the 1st month and $300 every month after for just supervising the work. (do a Google business listing, Bing & Yahoo too the second month.) Figured if he got some biz from this, it was good for some referrals and I could charge the future clients a little more. Figured I could eventually get 50 or so clients like that and the work would only be an hour or so a month at most per client. Would have taken a couple years to build up to 50 clients, but I had time.

Due to one problem after another, I could never get access to the hosting account. The guy hosting it wasn't as smart enough to figure how to get me access with out giving me access to all his sites. I finally told him if I didn't have access by tomorrow (yesterday) I was just going to tell the client I couldn't help him. Besides, now I knew a whole lot more... a couple or three hundred net didn't have the appeal, even for referrals it once did.

Yesterday at 2 PM I got access and the business owner asked if I could drop by. This morning I drove over to see him. I told him I'd do it for $500/mo and it isn't his fault I woke up. Being a man of my word my only hope was him deciding not to have me do anything after all. At least that was my fervent hope. I had already made his biz a Twitter account and had a report outsourced (and sent to him to edit for accuracy as to the way he does business) and had outsourced 4 back-linked keywords. I figured that was a small price to pay to get out of the deal. Imagine, not wanting business! AP ruined me! Lol.

On a whim I printed AP's questionnaire and when I arrived instead of not wanting me to do the gig he asked me what was next. I started in with the questionnaire, Lots of stuff he didn't have, like a budget for instance! After 20 minutes or so he stopped me and asked my I was asking some of the questions. I told him that having a site, even a good ranking site was nice, but there may be other things that could help his bottom-line and I wanted to see if I could identify any 'profit leaks', like not up-selling or cross-selling, losing business at the client's 1st point of contact, if it was not perfect (as in how did his receptionist answer the phone, etc). I then told him some of what I would be doing. I had to explain a few things to him, but he is pretty sharp and caught on quick. Due to his lack in certain areas, the questionnaire only took about an hour and a half. He said, 'So how much do you want?' I said I was a man of my word (even if it meant working free for 6 months, as far as I was concerned) and $500 was all he owed me. (I even said we could start in March if he was tight right now, but that I would begin right away and he could just pay for the month before, instead of the month after).He was so impressed he refused to keep our original bargain. I walked out of there with $2500 at his insistence and $1500 a month for as long as he could. (But no contract) And his credit card info for an email marketing service (AR) and anything else that might come up (but call him 1st).

Needless to say, I will do more than originally planned, (like read this thread two or three more times), but someone mentioned what that questionnaire was worth. I am not sure you can put a price on it. Remember, he really doesn't think he can afford $800, but insisted I take $2500. So what is that questionnaire worth? Run by the right client, (this one is tiny), it could very well be worth $50,000 for a single client. Damn thing is priceless. My biggest worry is with a divorce pending, it is too much money. Lol. Use that questionnaire, I used it with no changes (I did skip parts that didn't apply based on answers to previous questions, otherwise I used it as written). Don't lose it, back it up several places. It is probably the most worthwhile thing on your computer right now. After going though that thing, you should not be ashamed or nervous about asking for any amount. If they are unimpressed it is probably because they are stupid and you wouldn't want them for a client anyway.

Thanks again AP, There is no way I could ever repay you for your kindness, compassion and caring. If you have ever been a bad boy, God knows you have more than made up for anything you could have done. If I had any lingering mindset problems, if Vagabond007 missed anything, it was taken care of today.

You may think this guy is an idiot, I assure you he is not, He was smart enough to see the value in what I was doing and he perhaps didn't want to take any chances he'd lose me at $500. Personally I think he decided he wanted what I was offering (never did I once mention a commodity) and came to his own conclusion as to what it was worth balanced with what he figured he could do. If he had been in a better financial position, I don't think he would have blinked if I had said 15K and 2k a month (even though he knew he could get a new website that did this and that for $800 a month). My deal doesn't even include a new site. The old one needs some tweaking, but it is not half bad. Some coding and re-writing as well as moving a few things around and it should perform well. (I will add a WP 'information' directory that will link back and forth to it for articles, etc) but that takes 4 clicks and thinking up a couple of passwords. This is almost too easy, should be illegal. Lol. Anyone that gets out there and implements should be making a whole lot more than the local crime boss, with less work. There you have my 1st experience with AP's questionnaire. (Posted just at the pefect time), and they say there is no God!

One of MY favorite videos... watch from the beginning.

Perry Marshall - Origin of the Universe

Mark

[Curleyjohn]

Originally Posted by SteelDanno

Here's my quick take based on your initial efforts...

"Leavin' Ya Stuffed and Smiling. Guaranteed!"

There is a new competitor coming into town in March that use frozen veggies as well as limit the size of the entree, which the restaurant I'm working with doesn't. So you can see how I was trying to show the differences and answer the "whats in it for me" question as well as incorporate the guarantee.

Thank you for your offering and I really like the smiling part.

Servin' it Fresh
Makein' it Big
Leavin' ya stuffed and smiling, Guaranteed! Or maybe shorten it to

Fresh, Big, Stuffed & Smiling, Guaranteed! (hell IDK)

[DogScout]

Originally Posted by Curleyjohn

There is a new competitor coming into town in March that use frozen veggies as well as limit the size of the entree, which the restaurant I'm working with doesn't. So you can see how I was trying to show the differences and answer the "whats in it for me" question as well as incorporate the guarantee.

Thank you for your offering and I really like the smiling part.

Servin' it Fresh
Makein' it Big
Leavin' ya stuffed and smiling, Guaranteed! Or maybe shorten it to

Fresh, Big, Stuffed & Smiling, Guaranteed! (hell IDK)

"Making you fat as a tick on a coon hound"

[mamangaul]

How do you generate business? If it's mostly referrals now, how did you generate business when you first started?
Using Direct mail? Networking? or Something else?

[Curleyjohn]

CASE STUDY:

Spent some time today running around town picking up menu's to do price comparisons. Man did I get an education.

The place I'm working with is doing one entree at 12.99 that could include chicken, beef tips, sliced sirloin, shrimp, scallops, salmon, crawfish, calamari, Ahi Tuna and pork piled as high as the customer can make it. Oh, and veggies/fruits.

Upon inspecting the menus of restaurants in the surrounding area I have found that almost every entree offered with seafood is a minimum of 16.99 and that is just one type of seafood. Not a combination of above. The places serving Ahi tuna are at 17 to 18 min.

Beef or chicken entrees are 13 and 15 as minimums. And I'm comparing apples and apples.

AP suggested that he likes his clients to be in the top 25% in pricing. Not quite sure I am on target with my pricing with that statement in mind but here it goes. I'm also afraid that a huge price increase to the store will kill business.

Please offer up feed back, because I feel this portion is critical.

Chicken entrees to be prices at 11.99 (yes it's a discount but I feel it's what some customers want and give them a chance to be up sold. Draw business in and up sell.)

Beef entrees to be 13.99 this would include chicken.

Any dish with any seafood should be priced at 15.99.

This would be a huge change for the store but I have devised a simple way for the store to know which bowl has what but still give the customer the chance to up sell themselves as they are moving through the line. It would give them the chance to see the seafood and say to themselves "screw it, it's only 2 bucks."

What do you think???????

[phil.wheatley]

Hi Everybody

As a newbie to offline marketing, for some reason, when AP and the gang have talked about 'companies', I somehow had this vision of some sophisticated corpotare business, I couldn't see how on earth I could add value...
...until tonight!! I've just opened the Yellow Pages (in the UK) and couldn't believe what I saw.

First of all, it was mind blowing just how many businesses there are in a local area, for example, I thought Cosmetic surgery was only prevalent in the US...I was wrong. The second thing that took me back, was when I started looking at the websites of some of these companies which have BIG adverts in yellow pages.......90% of their sites are AWFUL!!!!!!

I can really see what AP means about just getting your first client, I think after that you will really understand just how clueless a lot of these companies are. Most businesses are started by somebody one day thinking "hmmm, wouldn't it be nice to start my own business" - This probably explains why 2/3 of businesses fail within 6 months.

So, after seeing just how many businesses out there clearly need our help, I really believe we CAN make a difference, and make money to provide us and our families with a decent living.

If you haven't grabbed your local yellow pages to flip through and see what's in there, you really should, for me it has been a bit of a turning point in my head. I can see that if I sit them down and go through AP's questionaire, it will blow their minds and would build instant credibility.

Thanks all
Phil

[phil.wheatley]

Hey Curleyjohn (and all)

Have you seen Gordon Ramsey's Kitchen Nightmare's TV program? If so, notice how he goes in and often creates a USP for the restaurant, like "the best authentic Italian meatballs in town" ..or something like that. He also seems to take the menu, and give it a definate theme and direction, as well as simplifying it.

Well, my point being, for those of us using Restaurants as a starting point, it might be worth watching some of these celebrity chefs to see what they do that differentiates them from the others.

Phil

[phil.wheatley]

Originally Posted by mamangaul

How do you generate business? If it's mostly referrals now, how did you generate business when you first started?
Using Direct mail? Networking? or Something else?

Read the whole thread mate, AP and others have answered this question a million times now.

[Bigdanmedia]

This thread is absolutely, stunningly, amazingly incredible. There is more meat and how-to and information in this one thread, then in 98% of the online trash I have seen - and believe me, I have read many of them, spent thousands on buying them, and have bookshelves full of the stuff. If they sold the contents of this thread into a "system" for $799 it would still be a bargain.

However, what I bet AP and others who are so sharing are banking on is this... 99% of the people reading this thread will marvel at it. Be excited. Shriek for joy. And wont do a damn thing.

I have a friend (also like vag mentioned) who has been out of work for almost 2 years. Got hurt on the job. Messed up his shoulder and back for quite a while. Good fella, helps out a local charity, in his early 40s, is on disability. He recently took a small hit that wiped out his meager savings and put him in the hole for about a grand. He came over, we talked, I calmed him down. He said to me "how am I going to make $1200 bucks to pay back my debt." I told him to relax, we could figure out a way, he could make that in a couple of weeks. I sent him some ideas by email that night. Do you know the guy still sleeps in every day past 12, lives with his parents, and wont do anything to change his life? Not a dang thing.

People are afraid of change. Terrified of it. Rather stay in their comfort zone then risk. THAT is why AP and others have confidence in sharing their stuff - most people here wont do anything and for the rare few who will, the market is more than big enough to support. Its like the twist of telling business owners everything they need to do upfront. They will tell you to do it because (a) they are afraid, and (b) they are too busy to do it anyway.

I salute those of you reading, and DOING. Pay it FORWARD!

[TheMagicShow]

Originally Posted by phil.wheatley

Read the whole thread mate, AP and others have answered this question a million times now.

First of all, there are over 1000 posts in this thread. Second, this very question has been answered maybe 5-6 times and not a million. This individual just needed a basic answer and not a run-around.

There are some stroked egos in this thread and it is not needed. so try to help the individual by answer his question or at least point him to the post number where it answers his question.

I asked the very same question and had to dig back through these 1000 posts to get my answer because of the ignorant responses I got.

[SpyGuy]

AP...

That was not a Questionairre.

It was a Pure... Im Gonna Retire Early - Make My Ass Rich "Script" !


I have a Question on one of your last questions:

Do you have an Exit or Succession Strategy?

Why are you asking this...?

What info are you looking for...?

What are you doing with the info....?


I have a feeling there is more than meets the eye to your exit strategy question and I do hope you share...

[TheMagicShow]

Originally Posted by mamangaul

How do you generate business? If it's mostly referrals now, how did you generate business when you first started?
Using Direct mail? Networking? or Something else?

Direct mail techniques that leads to a website for an optin. A lot of what goes on here is via the techniques, that Dan Kennedy has used and teaches his students, pick up some of his books and you'll get the picture.

This is how some get their clients, some also tend to cold call as well.

Cheers,
Magic

[Kevin Perry]

Hey Guys,

Here's some tidbits I found on comScore, Inc.

The US e-commerce market has nearly doubled from $70 billion in online spending in 2003 to over $130 billion in 2008. Similarly, the Canadian e-commerce market has doubled from $6 billion in 2005 to over $12 billion in 2008! I don't have the 2009 figures as Q4 for 2009 will not be released until next week.

These are some serious figures! I could see these numbers doubling again by as early as 2012.

Explain these figures to prospective clients and they'll be begging you to help them get a piece of the pie!

Kevin