I'm smarter than half these other offline marketers that make 6-figures, yet I struggle! Why?

52 replies
Why do some people that can barely read, yet alone run a business, succeed offline. While others like me, with an MBA, etc struggle to make ends meet?

What factors contribute to the divide?

I know a lot can factor in, but I'm just wondering whether or not it simply comes down to mindset, or if their is more to it psychologically.
#6figures #half #make #marketers #offline #smarter #struggle
  • Profile picture of the author Jason Kanigan
    What are you doing to sell?

    Where's your comfort zone at?

    If you won't talk to the right people, you won't make the sales.
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  • Profile picture of the author Siliconboy187
    I think that is part of it Jason. I am not really qualifying my prospects. I am trying to sell to everyone, because I feel my service (SEO mainly) can be beneficial for EVERY business.
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    • Profile picture of the author Jason Kanigan
      Originally Posted by Siliconboy187 View Post

      I think that is part of it Jason. I am not really qualifying my prospects. I am trying to sell to everyone, because I feel my service (SEO mainly) can be beneficial for EVERY business.
      There is more to it than your SEO services and how they benefit a business.

      Would you get into business with The Zodiac Killer if he was around today? He had some interesting marketing...could really benefit from your SEO services. Right?

      Oh.

      Do you really want to work with them?

      Can they pay you what you feel you deserve?

      Need is only one factor of fit and qualification.
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    • Profile picture of the author shockwave
      Originally Posted by Siliconboy187 View Post

      I feel my service (SEO mainly) can be beneficial for EVERY business.
      Web Design, Mobile Sites, Branding, SEO, Video Marketing, Craigslist, Direct Mail...etc...etc = nobody cares. Those are all just different paths to the ultimate goal = RESULTS!

      So, the question is, are you selling SEO services or are you selling RESULTS? If you're confident in your skills, sell the latter and watch what happens.
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  • Profile picture of the author mjbmedia
    Sometimes knowing 'too much' can be detrimental , you can start to outthink or second guess your prospect instead of just listening, you can start to think of all the things that could happen if........ instead of just doing it and seeing what happens (and often being pleasantly surprised ).

    So many winners 'didn't have a clue' yet done it anyway cos they also didn't have any negative thoughts towards it, they weren't bright enough to be able to think it through fully but they were 'smart' enough to get going and tweak it along the way
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    • Profile picture of the author Jason Kanigan
      Originally Posted by mjbmedia View Post

      Sometimes knowing 'too much' can be detrimental , you can start to outthink or second guess your prospect instead of just listening, you can start to think of all the things that could happen if........ instead of just doing it and seeing what happens (and often being pleasantly surprised ).

      So many winners 'didn't have a clue' yet done it anyway cos they also didn't have any negative thoughts towards it, they weren't bright enough to be able to think it through fully but they were 'smart' enough to get going and tweak it along the way
      Yes, this is called "the curse of knowledge" and it especially infects people in the IT field!

      You know what you know, and you expect that others know it, too! So why don't they understand the benefits of working with you?! I did a lot of work on this in the IT field, translating things from IT-speak to language business owners and managers understand.

      If you're having trouble communicating, you're having trouble selling. And if you're having trouble selling, your business won't last long.
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  • Profile picture of the author Claude Whitacre
    Originally Posted by Siliconboy187 View Post

    Why do some people that can barely read, yet alone run a business, succeed offline. While others like me, with an MBA, etc struggle to make ends meet?

    What factors contribute to the divide?

    I know a lot can factor in, but I'm just wondering whether or not it simply comes down to mindset, or if their is more to it psychologically.
    Having an MBA isn't why people buy. Product knowledge, although necessary, isn't why people buy. They buy because they want what you have, and feel it fits them perfectly.

    The problem with knowing everything about your product or service, is that you tend to depend on that knowledge to sell. And talking about the product is a small part of selling.

    I don't think you can know too much about anything, but you need to learn how to sell. It's a completely different skill than management, marketing, or whatever else you've learned.

    You need to read Spin Selling.

    here's a link;
    SPIN Selling: Neil Rackham: 9780070511132:...SPIN Selling: Neil Rackham: 9780070511132:...
    You can buy a used copy for a few dollars.

    I wish I wrote it. It will resonate with you, because the author has analyzed different methods of selling, and his approach will match the type of selling you do.

    Believe me. It will open your eyes.
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  • Profile picture of the author Andrew H
    I was recently reading a book by Robert Herjavec where he stated something along these lines: "people with MBA's are good to hire to run your business financially, but when it comes to being entrepreneurs these people tend not to be adventurous enough".
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    • Profile picture of the author Jason Kanigan
      Originally Posted by Andrew H View Post

      I was recently reading a book by Robert Herjavec where he stated something along these lines: "people with MBA's are good to hire to run your business financially, but when it comes to being entrepreneurs these people tend not to be adventurous enough".
      I agree with this. I have a business admin degree and diploma of technology in operations management. Taught me how to be a good employee, manage people, run a business...cut costs...

      ...but not how to MAKE MONEY.

      Nothing about how to sell.

      Sure, I took marketing courses. Still didn't teach me how to MAKE MONEY.

      The diplomas got me in the door. That was Day One. A day in September 1997. Everything after Day One has been the real learning.
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      • Profile picture of the author misslenali
        well.... internet is big... and I mean BIG.... you can not even dream about to be seen in this ocean of buisnesses?? to be seen you need excellent seo you need contacts, testimonials and a heart of gold... if you give more then you take you will get people following you and recommend you.
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  • Profile picture of the author CurtisSWN
    Take your MBA and throw it in the trash. Find out exactly what people need, in their own words. Give it to them.
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  • Yup, while it is good to be smart and be textbook smart, you will find that street smarts overcomes anything when it comes to real life.

    Yes, your goal isn't to sell something, it should be to sell results. Sell them the luxury of the more business they will gain. If you can do this, I guarantee you will make more money.
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  • Profile picture of the author Eddie Spangler
    Originally Posted by Siliconboy187 View Post

    Why do some people that can barely read, yet alone run a business, succeed offline. While others like me, with an MBA, etc struggle to make ends meet?

    What factors contribute to the divide?

    I know a lot can factor in, but I'm just wondering whether or not it simply comes down to mindset, or if their is more to it psychologically.
    Because you confuse "book smarts" with "street smarts".

    I also suspect that you give off a know it all vibe that turns people off and you are not comfortable communicating with biz owners.

    Fear not though you can overcome this once you accept that even though you're smart you really dont know jack sheet but are willing to learn.

    One of my favorite sayings
    "People dont care what you know until they know that you care"

    Best success to you.
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    • Profile picture of the author mcfcok
      I worked for an organisation who when employing field sales reps (medical industry selling to doctors surgeons nurses) they wanted graduate qualified people who spoke perfect queens English (posh in other words)

      Employing reps without degrees or high levels of perceived intelligence via a university qualification never happened. The thought process was surgeons and doctors need to be sold by intelligent posh educated reps and a "normal rep" wouldn't work.

      Long story short a lad who impressed at interview without the "educated posh spoken background" got a start, he smashed the ball out the park and mullered every rep in the company month after month. So smarter more intelligent don't make you necessarily better.
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      • Profile picture of the author DABK
        They have systems, whether they know it or not is not relevant, for getting results and they're clear about the results they want and some lack either the first, the second or both?
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  • Profile picture of the author misterme
    Originally Posted by Siliconboy187 View Post

    While others like me, with an MBA, etc struggle to make ends meet?
    Let's just talk common sense here for a second.

    Obviously, whatever you're doing, it doesn't work well.

    But you may be believing that it just has to work, because that's what you've been taught.

    So human nature dictates that you'll keep trying the same thing because it makes absolute rational sense to you.

    But successful people quickly abandon what isn't working. And instead they obviously try something different.

    That "something different" isn't in accord with either their reasoning or their comfort zone.

    If it were, they'd be doing it in the first place.

    So it means venturing into thinking and doing things different than what they previously were accustomed to.

    For some people, this is very difficult to do because they feel it's like saying they were wrong.

    It's better to think of it as finding out what doesn't work, on the way to what does. Like Thomas Edison did.

    If you're thinking, "I don't understand how I can go wrong, I have an MBA" - that's the thing that's tieing you down.

    The art of making money and Business Administration are two different disciplines.

    As the evidence clearly shows, you don't need a degree to make money.

    So for now, forget what you've learned, tuck it into your back pocket. It's holding you back a bit.

    And become a clean slate, reserve judgement, and take in new knowledge.
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  • Profile picture of the author kenmichaels
    Some of our best sellers are borderline retarded when it comes to tech.

    Because of that fact, they never confuse anyone, or get too technical,
    they never use tech terms.

    Sometimes more is less. Specially in sales.

    Just something for you to consider, it might help.
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    Selling Ain't for Sissies
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  • Profile picture of the author Rod Dinero
    Originally Posted by Siliconboy187 View Post

    Why do some people that can barely read, yet alone run a business, succeed offline. While others like me, with an MBA, etc struggle to make ends meet?

    What factors contribute to the divide?

    I know a lot can factor in, but I'm just wondering whether or not it simply comes down to mindset, or if their is more to it psychologically.
    LOL, since when an MBA qualifies someone as "smart"? Bill Gates dropped out of school you know... Mark Zuckerberg too. True geniuses often suck at school, your precious MBA only means you have good study habits, if anything
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    • Profile picture of the author KabirC
      Originally Posted by Rod Dinero View Post

      LOL, since when an MBA qualifies someone as "smart"? Bill Gates dropped out of school you know... Mark Zuckerberg too. True geniuses often suck at school, your precious MBA only means you have good study habits, if anything
      Yeah that's not really true. Bill Gates dropped out of HARVARD. Mark Zuckerberg dropped out of HARVARD. They got into top flight schools, they still got in there, they didn't suck at school. While I agree that having an MBA doesn't qualify you as smart, but your points don't really help your case at all.
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      • Profile picture of the author Rod Dinero
        Originally Posted by KabirC View Post

        Yeah that's not really true. Bill Gates dropped out of HARVARD. Mark Zuckerberg dropped out of HARVARD. They got into top flight schools, they still got in there, they didn't suck at school. While I agree that having an MBA doesn't qualify you as smart, but your points don't really help your case at all.
        What I meant by "sucking at school" is that they didnt finish it! simple as that, of course they have to be smart to get into Harvard... really smart people often find college to be extremely boring and such... theres no motivation for them, no challenge, thats why they often go on to a different path in life, pursuing other stuff that they actually care about
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    • Profile picture of the author Rus Sells
      The point you're missing here is that these people were already "smart" enough to get into these schools and by all means would have graduated at the top of their classes in the end.

      Originally Posted by Rod Dinero View Post

      LOL, since when an MBA qualifies someone as "smart"? Bill Gates dropped out of school you know... Mark Zuckerberg too. True geniuses often suck at school, your precious MBA only means you have good study habits, if anything
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      • Profile picture of the author Rod Dinero
        Originally Posted by Rus Sells View Post

        The point you're missing here is that these people were already "smart" enough to get into these schools and by all means would have graduated at the top of their classes in the end.
        See my above post
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  • Profile picture of the author cr726shd
    These days it isn't enough to just have a degree or be a post grad. To succeed you need to work smart and not just work hard. Except for Donald Trump most of the gazillionaires don't have fancy degrees right?
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  • Profile picture of the author Dennis Gaskill
    Originally Posted by Siliconboy187 View Post

    Why do some people that can barely read, yet alone run a business, succeed offline. While others like me, with an MBA, etc struggle to make ends meet?
    Because they know something you don't. And because of that they do things differently than you do. See what you can learn from them. Lessons are everywhere, and can come from anyone.

    Some of the best lessons you'll ever learn may come from people who can barely read and write, if you're open to learning from them.
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    Just when you think you've got it all figured out, someone changes the rules.

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  • Profile picture of the author desley
    I feel for you. In many respects - it's not how smart one is that is a measure of success; it is who one is and what one does for one's community that is a far more useful measure of success.

    I agree with many of the comments and suggestions provided - however are you smart enough to not only listen but take these comments and suggestions on board.

    Sometimes (and I have bright ideas for products) it's the product itself - not every product, even if one's thinking it's fabulous, is going to be a success in the marketplace. Have you put your product through the customer value test? For example: is what your offering worth 30 times more in value than the price that you're asking people to pay? If not: what can you include that will increase the perceived value that will enable customers to feel they will receive value for their hard earned money? Have you undertaken your research thoroughly enough to know you're on solid footing.

    Secondly - mindset is a very real part for any current or wanna be business entrepreneur. Do you actually believe in what you're doing? People can smell disbelief a mile off - therefore won't believe what you're offering. Or are you too busy trying to sell that is a real put off for most people without fully believing in the product/service you're offering.

    Thirdly - People want a customer experience. They want to feel special and feel the business has their back when the customer needs this. What mechanisms or strategies do you have in place to give the customer an experience that is unmatched by other businesses in your niche?

    Fourthly - those who are successful become the UN of their industry. By this I mean - they are unique, creative and forward thinking; they see and seize opportunities that others wouldn't see if their lives depended on it. How is what you're offering the UN of the SEO industry - and what opportunities do you see that will make you stand out from the crowd of the sea of sameness and is future looking?

    Fifthly - Successful entrepenuers take calculated (and I mean calculated) risks. As I heard recently from a young couple - they put their ideas and opportunities presented through the rocking chair test. What they mean is: they look at the ideas/opportunities and reflect - when they're older and sitting in rocking chairs (or the equivalent for their senior years) are they going to say: Wow, we really lived life and had great opportunities or are they going to say: If only I had done such and such? Hence, have you reflected on the opportunities and the relevant risks for you product/service and put them through such a test - will you pat yourself on the back or will you regret the loss of opportunities you could have grabbed with both hands in relation to your business.

    In conclusion: Now that I have articulated this for you, I think I'll develop same as a template checklist for myself and the ideas/products/services I provide. Thanks for asking the question - has given me a fabulous opportunity.

    If there is one last thought I would like to leave you with is - people buy the experience the product/service offers rather than solely buying on product price. If you don't believe me take a look at the physical stores at a shopping mall that are doing it tough - they selling based on price and price alone - even if this means discounting etc. People are savvy - if people are offered fabulous customer experience they'll be prepared to pay for such experience. Don't believe me - which cafe do you regularly go to get your coffee - the one that provides you with an experience or the one that is the cheapest???

    Good luck. Hope this assist.
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  • Profile picture of the author zimbizee
    Having an MBA, degree, diploma etc doesn't make you smart. It only shows people/employers a potential to apply yourself and dedicate time to learn new things.

    We have a guy in town who never achieved any qualifications but is smart as a whip, runs multiple companies and employers dozens of people.

    There's smart and then there's street smart!!!!
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  • Profile picture of the author Ryan Shaw
    Guys, MBA or not. I've trained 25,000 offliners over the years and have spoken with many of them 1 on 1.

    It comes down this:

    - Work Ethic
    - Systems
    - Network

    Smart, knowledge has nothing to do with it as this is easily outsourced. You just need to know how to build relationships and sell a consulting service. You don't need to know everything about SEO or HTML if you have systems.
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  • Profile picture of the author DaniMc
    Originally Posted by Siliconboy187 View Post

    Why do some people that can barely read, yet alone run a business, succeed offline.
    You are obviously mistaken in your beliefs about these people.

    Maybe your contempt about the "intelligence" of the people around you is coming through in your words, actions, and body language.

    It makes people not want to do business with you. Maybe there is a lot you can learn from them.
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  • Profile picture of the author SShip
    I just can't get past the title of the thread. I don't mean to be rude but I need to be honest. My thought every time I see it is your ego. Change your thought process and things may change for you.
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  • Profile picture of the author Dennisknows
    People don't buy products or services mainly because of it's benefit but because they like the person buying them.

    Are you a people person? Do you genuinely care about the people you are selling to? If not, i suggest you get a job as a valet driver or some sort where you can interact with people daily where your wage will be largely dependent on how much of a people person you are...

    ANother thing you could do is read "How to win friends and influence people". Great book on building rapport with people...

    Degrees and all that other stuff dont mean anything to a consumer. Consumers are selfish and ultimately want to know what's in it for them.

    Hope that helps..
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  • Profile picture of the author dmaster555
    Because book knowledge doesn't = real world experience.

    Also, having an MBA doesn't make you smart. Actually, the mindset of "I'm smarter than X" will be what ultimately prevents you from succeeding.

    That guy who "can barely read" might have some good information he's willing to share if you can get past his lack of MBA degree.
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  • Profile picture of the author PaulintheSticks
    If you're so smart you would never have asked this question...especially on a public forum.
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    • Profile picture of the author DABK
      Au contraire, mon frere.

      Originally Posted by PaulintheSticks View Post

      If you're so smart you would never have asked this question...especially on a public forum.
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  • Profile picture of the author chg
    Spin Selling (mentioned above) is a great book. Also, ignoring the cheesy title, check out "The Fastlane Millionaire". I thought it was a great read.
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  • Profile picture of the author bizgrower
    Learn how to sell and what solutions to sell. Or, hire people to sell for you and you go do what you do best.
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    "If you think you're the smartest person in the room, then you're probably in the wrong room."

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  • Profile picture of the author MrFume
    Another factor to consider is arrogance, I'm not saying you are arrogant, but if you project a superior image, or make your prospect feel inferior in some way it turns them off-I have seen this countless times with technical guys, they adopt an attitude that anyone who is not as clued up technically as themselves is somehow deficient-you find this in I.T departments in corporate and govt departments-there are always these techs who hate the 'Users'. Technical services are just that Services-if you set out to help people rather than satisfy your own ego you will get better results.
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  • Profile picture of the author malia
    I get where you're coming from although the question is phrased in such a way that it's offensive.

    The gist of it is that financial success is only a factor of intelligence/education SOMEtimes. MBA programs breed consultants and analysts, sometimes middle managers, but not commonly entrepreneurs.
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  • Profile picture of the author isosales
    Simple answer is you aren't half as smart as you think you are.
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  • Profile picture of the author candymai
    That happens everywhere. Many people succeeds with minimum educations.
    They only need to understand what they are selling. That's all.
    Pardon me, but it seems you study too much, but not really understand what you read.
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  • Profile picture of the author xlfutur1
    Wow, did this guy ever get an earful! got to love the warrior forum.
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    • Profile picture of the author HappyComputer
      It's not always about being smarter.

      In comparison though, what is your measure of smarts?

      They obviously have more knowledge of the marketing than you do, doesn't that make them smarter?
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      • Profile picture of the author Claude Whitacre
        Um...Guys? He's abandoned us..I think.
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        • Profile picture of the author nyk24
          I tell you what makes me smile even more folks is threads like this highlight the need to listen!

          The more you listen the more you learn and its not just a question of smarts, intelligence, focus etc (yes you need these too) it boils down to LISTENING, GUTS and PERSISTENCE!

          Listen to your prospects, listen to the gurus, your family, your friends, the man on the street.....they may be wrong but you wont know that until you listen.

          Thats why gurus like jason kanigan are always saying stick to one niche at a time because you are listening more intently to the same kind of prospects and in time labelling yourself as an expert because you listened to their problems, their needs etc etc.

          To break it down simpler shrinks are good at their job because they LISTEN

          The trouble with some folks is they talk and talk because they think its the smart thing to do. The smart person is listening to you, the smart person isn't just obsorbing what you say but also waiting for you to make a mistake or reveal something they never intended to do.

          Anyway I digress folks we shouldn't be too harsh on a noob. If I am brutally honest there are some gurus on here (the younger ones in particular) who actually don't listen to the less experienced guys like me on here as they too believe they are too smart to give you a second.......never believe you are better than anyone and always give that stranger 2 seconds of your time......you never know you might learn something (took me 2 years to realise what a stranger said to me about my marketing was spot on and they weren't smart just experienced)

          Remember we were all noobs once, lurkers, full of head trash and full of inexperience once.


          Sorry for the slight rant.....just trying to keep it real and play it forward guys
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        • Originally Posted by Claude Whitacre View Post

          Um...Guys? He's abandoned us..I think.
          Probably the smart thing to do.
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  • Profile picture of the author Jamie Ambition
    Threads like this make me smile.

    Know the definition of intelligence?

    'The ability to acquire and apply knowledge and skills.'

    Acquiring knowledge isn't enough. You have to be able to apply it. Which is exactly why you have individuals with degrees working in fast food restaurants and never reaching their potential; they never learnt how to apply what they learnt to the real world.

    While you made this thread about how 'smart' you are, some 'stupid' guy was chasing prospects, working hard and taking risks.

    So who's really the 'smart' one?
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  • Profile picture of the author AndrewCavanagh
    As has already been said you need to get over the idea that
    being smarter is important in some way.

    Taking action that can conceivably move you towards your
    goals is really the only thing that matters.

    I'd also suggest you niche your services to a specific industry
    and create a marketing process that sells your services to that
    industry.

    Kindest regards,
    Andrew Cavanagh
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  • Profile picture of the author CMRaper
    Push yourself past your limits, maybe you are missing something.
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  • Profile picture of the author ATAC
    You have a disconnect with your audience somewhere..
    Just because someone goes to school doesn't necessary mean anything if your not good at what your doing..

    None of the major marketers have degrees ..shit some are 15 years old ...

    It has to do with being able to connect with people not getting a degree...
    Besides a person that knows how to buy media and convert visitors is more valuable then any college degree . Thats a degree to print money ...
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  • Profile picture of the author trader909
    Banned
    taking action. Good with people...?
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  • Profile picture of the author hayfj2
    In my opinion, it's simple.

    I spent 2 years looking at addressing that problem on behalf of clients and members.
    And for me it boils down to the Knowing and applying the 7 Rs. For many who teach share or educate the MBAers of this world are often academics, have no real business experience or are unable to share what is required in clear, straightforward practical terms and not the intellectual ramblings that many struggle to interpret.

    Others don't know how to apply the theory in the real world, because they lack the real world experience away from the classroom.

    For me, many overcomplicate the startup and marketing process of running a business. I think it can be simplified in small bite sized, practical steps that allows every entrepreneur to achieve 3 things...Confidence, Progress & Results.

    (And they need to happen in that order - Confidence, progress & results.)

    R - Real Problems that you can solve! What are they?
    R - Recipients of your products & services. Who are they?
    R - Revenue Streams. How many do you have?
    R - Routes to Market. What are the Online, Offline & Mobile tactics you will use?
    R - Resources. What are the Human, technical & Financial resources you need?
    R - What is the ROI that you, your stakeholders & shareholders want or need?
    R - What is the required plan? Have you documented a practical plan of action?

    Hope it helps, and gets you thinking and doing...




    Fraser
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  • Profile picture of the author Timothy Reuscher
    Siliconboy187, if you are indeed smarter than those big offline marketers, then you must know something we don't. Why not make a WSO, or even offer some of your advice right here on the forum. Build a following.

    Nyk24 has just listed some really good advice as well.
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