7 Magnetic Marketing Secrets To Wealth in 2010 – Secret #7

Yesterday, we talked about Secret #6: “Education, Repetition and Variety”

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SECRET #7 IS: PERSONALITY, GENUINENESS AND ENTERTAINMENT
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Your prospects and customers need information. They need repetition, They need education. They need variety and frequency.

That’s what they need. And if you provide it, you’ll see great improvement in your business. But…if you want phenomenal results, you also need to give them what they want. And, what they want is YOU!

They want your personality. They want you to be real with them. They want you to be straight up, helpful, sincere. They don’t want corporate dribble. They want YOU!

When you give them what you want and combine it with what they need, you’ve got something spectacular, even entertaining. You’ve got permission to converse freely with your prospects and customers, to help them with the things they need, to offer them the products and services you provide that make their life easier, better, more successful.

I can’t tell you how to be you, how to be real. Only you can determine that. But I can tell you how to inject personality into your follow-ups. Here are a handful of suggestions:

• Use conversational language, not corporate speak
• Talk about what you like, what interests you, what annoys you
• View your prospects and customers as friends
• Use analogies that are interesting to you-chances are, their interesting to your prospects and customers
• Read, learn and study…and then share your discoveries

You can do it. Keep practicing. Remember, that while you’re learning how to do secret #7, the other six secrets will drive tremendous results for your business.

Get on the right track today. Download Free eBook: 9 Proven Techniques to Double Sales and I’ll tell you how you can put an automated system in place that will do all of this and more for you. Once you get that system, you will flat out make more money. Your capacity to handle more deals will increase, your customer acquisition costs will go down and you will get the freedom you’ve always wanted your business to provide you.

Sincerely,
Clate Mask
CEO, Infusionsoft

7 Magnetic Marketing Secrets To Wealth in 2010 – Secret #6

Yesterday, we talked about Secret #5: “Maintaining A Living, Breathing Customer Database.”

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SECRET #6 Is: EDUCATION, REPETITION AND VARIETY
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Most small businesses market their products and services like this:

Step 1: Buy a bunch of leads or generate leads with a mailer or other campaign
Step 2: Distribute leads to sales reps
Step 3: Reps call on the leads to find the “hot” ones who are ready now
Step 4: Reps work with hot leads to close a quick deal
Step 5: Throw away, postpone or neglect the leads that aren’t “hot”
Step 6: Repeat the process

Just about every business on the planet does this. And it’s not bad… until you realize how much money you’re leaving on the table. The fact is, for every deal you close using this common process, there’s another 2 – 3 deals (or more!) you COULD close.

So, how do you do that? Well, that’s what Secret #6 is all about–How to properly follow up using EDUCATION, REPETITION AND VARIETY.

You see, over 99% of small businesses don’t properly follow up. Why? Because they don’t have a system, they don’t have time, they don’t know how valuable it is, and the truth is, they don’t know how to follow up! But…a few simple secrets could make you a “follow-up master.”

Effective follow-up must take a combined approach that incorporates these three elements:

1) EDUCATION. Your follow-ups must inform your prospects. You need to provide valuable information. You need to communicate to your prospect that you are on their side and deserve to be trusted. You’ll accomplish this if you provide them with accurate, insightful information. The sales process is confusing and intimidating for your customers. They WANT to trust you. Give them the information they need and you’ll earn their trust.

2) REPETITION. It’s a proven fact that human beings have to hear the same thing over and over before it sinks in. Marketing and Sales is no different. YOU know your products and services like the back of your hand, but your customers don’t “get it” the first time they hear the message. Don’t make the mistake of thinking that if a prospect heard the pitch once, they understood it. Chances are, they didn’t. Tell them again, and again and again.

3) VARIETY. This doesn’t mean you vary your message!!! You need to consistently tell your message, but your follow-up DELIVERY needs variety. To maximize your sales, you must use multi-step follow-up sequences that incorporate direct mail, phone, email, fax, voice broadcasts, and other media! There is serious power that comes when you contact your prospects using multiple methods.

However, I can’t tell you how many times I’ve heard the argument that this kind of follow up is tedious, it’s time-consuming, it’s overkill, it’s belittling to the customer, it’s… whatever.

Guess what? It might be all of those things. But it works. Period. When you begin to properly follow up with your leads and customers using Education, Repetition and Variety, your numbers will absolutely shoot through the roof. You will be completely amazed!

So, you might be saying that this is just too much work for any human. You know what? I agree with you 100%!! I can’t imagine trying to do all of this manually. You need an automated system to handle all of this for you.

Download Free eBook: 9 Proven Techniques to Double Sales and I’ll tell you how you can put an automated system in place that will do all of this and more for you. Once you get that system, you will flat out make more money. Your capacity to handle more deals will increase, your customer acquisition costs will go down and you will get the freedom you’ve always wanted your business to provide you.

Sincerely,
Clate Mask
CEO, Infusionsoft

7 Magnetic Marketing Secrets To Wealth in 2010 – Secret #5

Yesterday, we covered Secret #4: Transforming Your Sales Work From Outbound “Hunting” To Inbound “Harvesting.”

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SECRET #5 Is: YOU MUST HAVE A LIVING, BREATHING CUSTOMER DATABASE
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If you’re like most small business owners, you want to maximize referrals and repeat business so that you don’t have to spend your time chasing down leads and convincing folks that they should do business with you. But building this type of business takes constant contact with your customers.

You see, as the months go by, your past customers just aren’t thinking about you anymore. That’s the cold, hard truth. And no matter how great your service was, your customers are busy living their lives–odds are, they won’t remember you. And they definitely won’t mention your name at the next family picnic when Uncle Jack starts talking about the pains your product or service fixes.

Am I saying that good service won’t help you get a referral here and there? Of course not!

What I am saying is that if you want a strong customer base that is the backbone of your business, you must actively, systematically and methodically BUILD YOUR CUSTOMER BASE.

That’s where Secret #5 comes in: You Must Have A Living, Breathing Customer Database.

So, what do I mean when I say you need a “living, breathing customer database?”

Well, you need to actively build your customer database—every day, every week, every month! All of your contact, prospect and customer data, order & billing info… everything needs to be entered and stored in the database. You need these people organized into meaningful groups. And you need the flexibility to sort through the database so that on a moment’s notice you can pull up prospects or customers that might bring you more business.

And when you combine a solid customer database with the power of sequential follow-up campaigns (as I told you in previous messages), you have the ability to land lots of new business in a short period of time. You can effortlessly run a customer loyalty campaign that keeps your name in front of customers… and keeps repeat business and referrals coming your way.

If you’d like to learn more about how you can easily begin to build a customer database for your business, download Free eBook: 9 Proven Techniques to Double Sales. I’ll tell you about the options out there and explain the pros and cons of each.

Sincerely,
Clate Mask
CEO, Infusionsoft

7 Magnetic Marketing Secrets To Wealth in 2010 – Secret #4

Yesterday, we covered Secret #3: TIMING IS EVERYTHING!

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SECRET #4 IS: TRANSFORM YOUR SALES WORK FROM OUTBOUND “HUNTING” TO INBOUND “HARVESTING”
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This secret is critical to your success because it puts you in a position to land customers quickly. It shortens the sales cycle, increases your capacity to handle more deals/sales and improves your closing ratio because you spend more time talking to highly qualified prospects.

Would you like to come into the office and pluck ripe fruit off the tree… or…would you rather spend your time hitting the phones hard, chasing leads and talking to lukewarm prospects? The answer is pretty obvious.

When you’re in “hunting” mode, you’re dialing for dollars; you feel resistance at every turn; rejection is common; you get “shopped” against competitors; and you waste tons of time working with leads who simply aren’t ready.

On the other hand, when you’re in harvesting mode, you’re working smart and scooping up sales left and right. You can spend your time at closings, on the phone with hot leads or out on the golf course because you know your prospects will call YOU when they’re ready to move forward.

So, how can you actually make the shift from hunting mode to harvesting mode?

In most companies, the marketing department’s job is to get the leads and the sales department’s job is to call on the leads and close the sale. But in between “getting the lead” and “closing the sale” there’s a huge gap. If you close the gap, you’ll make the shift from hunting mode to harvesting mode…and your profits will skyrocket.

But to make the shift, you need to recognize that: someone (either Marketing or Sales) has to be in charge of “warming the leads” that aren’t hot right now but will be hot down the road.

So, now you understand the task at hand, let me give you five tips on how you can make the shift:

• Send reluctant prospects relevant, valuable information on a scheduled, recurring basis.
• Communicate to prospects efficiently, aside from the normal, time-consuming, one-on-one methods.
• Log all communications between your office and the prospect in an organized fashion.
• Arm yourself and your sales reps with an arsenal of specific information that can be sent to prospects upon request.
• Track the progress of each lead through the sales pipeline, so you always know where every lead stands.

When you make this shift, you’ll be absolutely AMAZED at the results. You’ll enjoy your work more, you won’t dread pounding the phones, and you’ll have more freedom… all because your prospects will call YOU when they’re ready. The bottom line is that you’ll close more deals, make more money, and do it all in less time… and ditch the grunt work.

AND…it can all be done through an automated system. Sound good? Download Free eBook: 9 Proven Techniques to Double Sales and I’ll tell you how you can put a system in place that will convert you from a hunter to a harvester.

Sincerely,
Clate Mask
CEO, Infusionsoft

7 Magnetic Marketing Secrets To Wealth in 2010 – Secret #3

Yesterday, we covered Secret #2: Cherry Picking And The Three Types Of Leads.

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SECRET #3: TIMING IS EVERYTHING!
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You’ll notice that Secret #3 is closely associated with Secret #1 (the right message to the right market at the right time).

Most people tinker with their message and their market and end up with something that works pretty well. But they forget how important TIMING is in the whole mix.

They forget this one simple truth:

“People will buy when THEY’RE ready, not when you’re ready to make a sale.”

If that statement is true (and it is), then by definition…you have to be in front of folks when they’re ready to buy. In other words, you have to follow-up with them constantly! Because if you don’t, someone else will land their business.

And guess what? That “someone else” who lands the business will be your competitor, who either:

A) Followed up; or (more likely)
B) Got lucky enough to cross paths with your prospect at the right time.

You don’t want to leave new business up to chance. But the one thing you control in this situation —- staying in front of the prospect —- is probably the single greatest challenge in your business.

The fact is, “follow-up” is a gut-wrenching, time-consuming, tedious and labor-intensive task that is almost impossible for the human mind to keep straight. So, businesses everywhere have concocted half-baked schemes, spreadsheets, tickler files, software programs, and who knows what else to help them with this all-important function of their business.

Unfortunately, most of these schemes are dramatically unsuccessful. As a result, businesses everywhere leave HUGE amounts of money on the table every month. They continue to spend good money on leads, only to let the majority of them go to waste because the “timing” wasn’t right for those folks.

According to one industry publication, over 99% of small businesses do not consistently follow up with their prospects and customers.

The good news is that you can easily tackle this challenge… and when you do, you’ll see a BIG jump in your profits.

If the time is right for you to get a follow-up system in place, I can tell you where to start. Download Free eBook: 9 Proven Techniques to Double Sales and I’ll tell you how to make this powerful secret to success work for YOUR business.

Sincerely,
Clate Mask
CEO, Infusionsoft