Ken Varga's "Sell Insurance Like Crazy!"

Hi, and again welcome to this weeks Marketing Tip.  Many of you have emailed me that you have had great results by calling your inactive customers and this week I’m going to give you two sample letters you can use also.

This is going to be difficult, as the letters might go onto the next page, but I’m sure you’ll be able to copy them onto your own letterhead.

Again, you will have to massage these letters to fit your own industry.

Here’s the first letter:


Name
Address
City, State, Zip

I’m really concerned about you.  Is everything okay?

Dear Name,

It’s been a very long time since we’ve helped you.  Is everything okay?  I worry when we don’t hear from a valued customer like you.

If anything is wrong, we’re here for you.  Please know I really care about you and your business.  Likewise, my entire staff is concerned also.

If a problem has occurred, please let us help you solve it.

If we’ve done anything at all to offend or dissatisfy you, please know it was not intentional, and we’re unaware of what we’ve done.

Please call my office at (phone number) and ask for me.  I’d really like to hear from you.  Even if everything is fine and you just no longer need our products or services, I’d fell a lot better knowing you’re okay.

If I don’t hear back from you, I’ll probably call you myself, or have my assistant do it just to make sure you’re okay.

If you need us to help with anything, please call or come in.  I am totally committed to help you.

 

Sincerely,

Your name

 

Here’s a letter that reminds your inactive customers of the benefits you provide and an incentive for doing business with you again.  Again, modify it for your own business.


Name
Address
City, State, Zip

Dear Customer,

I am so pleased that you favored us with your business several months ago.  But you haven’t been back since then and we’re a little concerned, and frankly confused.  Maybe you didn’t realize we’re more than just a (whatever) supplier that you can count on when you’re in a bind.  I keep 1200 (whatever’s) in stock at all times in 47 different colors and styles.  What’s more, our average selling price is 25% below the market.

The point of this letter is that we haven’t heard from you in a great while.  I’m inclined to bet it’s because you didn’t realize the scope, flexibility and size of our operation.  Also, you may not have realized that you don’t have to buy in the quantity you did before to get great prices and same day shipping.

I recommend that if you continually need, use or replace (whatever), you should call us the next time you need to purchase, because we’ve probably got a better price and a better product.

In fact, to shamelessly bribe you into visiting with us again, I’m going to make you an offer that’s irresistible.  If you need (whatever) within the next seven days, we’ll sell you (whatever) normally at (Price) for only (a lower price).  Plus, we’ll throw in interest free financing for 90 days.  If, after receiving them, you don’t agree they are superior to the ones you’ve been using, simply send back the unused amount and we’ll refund all your money.  I can’t be fairer than that.

Quite frankly, once most companies start dealing with us for all their purchases, they very rarely ever leave.  Your business is important to us.

 

Sincerely,

Owner

 


Many of my Consulting Clients have sent out letters like this and in most cases, they have reclaimed lost customers and enjoyed enormous additional profits.

Adapt these letters to your business today and send them out to your inactive customers this week.  Let me know the results so that I can let everyone else know.

Well, that’s it for this week.  Again, let me know the results you have after you implement these ideas.

Also, please check out my new training program, the Build Your Agency/Practice Fast Academy and let me know what you think.  This program can help you transform your agency/practice and learn from my years of experience and success, in which I created over 6 million customers.

What a great week.  I received hundreds of emails from you about this topic and how it has increased your bottom line.  This is what makes all the time it takes to put these tips together, very worthwhile when I hear from you that you’ve implemented the concept and the results it brought to you.  Thanks again for letting me know.

Now, let’s continue on this topic and go over the other two reasons customers stop buying from you.

Number 3.  This reason, why a customer became inactive, is because something caused an interruption in their buying habit. When you recognize this type of an inactive customer, it is the easiest to reverse. This is because the interruption is usually something temporary, and the cause has no negative reflection on you.

There are many reasons for this interruption.  For example:

It might have been a change in the seasons.

It might have been because of a family emergency.

It might be because your hours are inconvenient for them.

It might be because they moved.

It could be many other events that occurred in their lives, where they just completely forgot about you.

Even if your customer or client has gone to another supplier, vendor, or service provider, it is a very easy process to reactivate and reclaim them to becoming your customer once again.

All you have to do is to communicate with that customer, preferably in person, if you can justify it, or by telephone.  It that isn’t possible, send the customer a personal letter. In next weeks tip, I’ll give you a sample of two letters to could massage to your business.

But, regardless of how you contact the person, the approach should be the same.  You should express your concern for their well-being.  Explain that you’ve noticed that they haven’t visited for a while, and that you hope everything is all right with them or their business or their family.

Let them know that if there is any problem, you want to help out.  You want them to understand that once they become a valued customer, that they become more than just a financial transaction.  I hope all of you reading this feel the same way about me.

You all become a dear and valued friend, somebody I care about, and somebody whose well-being and success is utmost in my mind.  I always express that if there is anything I can do to help you, I stand ready to do it.

If you do and feel the same as I do, your message will be received with thanks and this sincere communication with them, will be enough to turn the tide.  They will be very appreciative of the call or letter and will start becoming your customer all over again.

Imagine how powerful this is and all it took was to communicate with them.

The last reason a customer stops doing business with you, is that somebody came up with a seemingly superior promise, advantage, or benefit, either in a comparable product or service or something entirely different.

It might not even be any of these reasons, but your customer perceives that this alternative product or service might serve their needs better than the one you provide.

Perception is very important in our discussion.  It is important to remember that the perceived superiority of your competitor’s product or service may be just that, a perception.  Your job is to counter that perception by building and strengthening your position by reminding them of the unique advantage, benefits, or results your product provides.

Perhaps, in the past, you didn’t go out of your way to continually communicate how it benefits them to being your customer. If I can be very blunt, perhaps you may have taken your customer for granted.  The answer is to thoroughly educate them by giving them information that shows why and how you do more for them than the competition.

Again, I’m going to bring up the importance of your Unique Selling Proposition.  You may need to revisit it and ask yourself, what benefits, advantages and what better results does your product or service provide over the competition?

You should constantly be reviewing your USP and make a list of other benefits, other advantages, better risk reversal, guarantees, etc. so that you can re-present your product or service to your inactive customer and have them see you offering something more.

Consider offering them an advantage to come back.  Say something like, “you probably never realized we did all of these things, “ or “ I didn’t offer these things in the past, but now we’re new and improved.  Give us a chance to demonstrate how much better the process of doing business with us is, and we want you back. So we are offering you….”

Offer them a great “comeback” offer that is so irresistible, you will be guaranteed to get them back as a customer, even if you don’t earn anything on this initial offer to get them back. Why would you do this?  Because all of you know that it is cheaper to sell to an existing customer than spending money to get new customers.

In reactivating lost customers, it is very important that your voice and presence, promote concern for their well-being.  All it takes is a little practice before you will reactivate all of your lost customers.

Current customers may be your greatest asset, but your old and inactive customers aren’t far behind.  I urge you to make every effort you can to win them back.  You won’t regret putting forth that effort, because most inactive customers can be reactivated

Always remember.  The responsibility for reconnecting is yours.  It’s up to you or one of your associates, to call, write, or personally visit your inactive customer.

Well, that’s it for this week.  Again, let me know the results you have after you implement these ideas.

Also, please check out my new training program, the Build Your Agency/Practice Fast Academy and let me know what you think.  This program can help you transform your agency/practice and learn from my years of experience and success, in which I created over 6 million customers.

Hi and welcome again to this weeks Marketing Tip.  I want to thank those of you who have emailed me with topics you would like me to cover.  You will read my strategies to help you solve those problems in coming issues.

Now to continue on this important topic.

This week I will go over the first two reasons Customers Stop Buying.

  1. The customer no longer has a need for your product or service and,
  2. The customer had a bad experience with your company or product.

Reason 1.

The customer stopped having a direct use for what they perceived to be your basic product or service.  There are two possibilities here.  The problem could simply be a matter of perception. You may never have communicated to them that you have other complementary or more advanced products or services.

Let’s say you’re in the Real Estate business, and you’ve sold a home to a customer.  Most of the time we think that this is the end of the sale.  But most of you know, that many things can occur that can affect the customer coming back to you again and again.  But if they don’t know that you can do other things for them, they won’t think of you as a solver of their problem.

Let’s use mortgage rates as an example.  You all know that they will fluctuate back and forth over periods of time depending on the economic climate.  By communicating to your customer and keeping in touch with them, they will think of you and call you, or you should call them, to effectuate a more favorable rate for them.

There are many things you can do to make your customers believe that they will always need you.

The solution is very easy.  Better education of your customers.  If you’ve got more advanced products or services, don’t keep them a secret.  Never assume that a customer isn’t interested in something else that you might offer.

But, let’s suppose that you actually only have one category of product or service, and some of your customers really no longer have a need for it.  How can you continue to profit from them?

Let’s not forget about referrals and joint ventures.  Your best customers, even those who no longer need your product or service, are still your best source of new customers.

Another way to profit from customers, who no longer need your services, is to set up a joint venture with a business that offers different or more advanced products or services. You can offer them the names of your inactive customers in return for a portion of the revenue they generate.

Now let’s get to the second reason customers might stop purchasing from you.

The customer had a bad experience with your company.

By communicating with your inactive customers to express your concern, you should also ask them if they had some negative experience dealing with you or your company.  Most customers aren’t complainers.  They just stop doing business with you, but if you communicate with them, they will let you know if there was a problem.

A negative transaction is the second most common reason people stop doing business with a company.

Many things can go wrong in the mind of the customer.  In the buying process, it is possible that your or a representative conducted themselves less then perfectly, whether it was unintentional or not.  Perhaps they were rude, left mud somewhere, or they didn’t install the product perfectly.  Or it could be that the product or service didn’t meet the customer’s expectations.

Like I said above, most customers won’t complain directly to you.  Instead of calling and complaining about the negative experience, it’s possible they simply dropped the relationship with you.  Your job is to express to them when you communicate with them, that if there was anything unsatisfactory, any problem, any disappointment or anything wrong with the purchase they made, that you want to hear about it and correct it immediately.

Explain to them that, if that’s the reason they haven’t purchased from you, you feel terrible and are committed to doing whatever it takes to make the situation right.  Above all, you want to make certain that, even if they never buy again from your company, that they can honestly say that the last time they purchased from you was a satisfying one.

Depending upon the business or profession that you are in, making up for your customer’s dissatisfaction may mean you fix the problem immediately.  It might mean that you replace something, or you can give them some additional free items or services to make it up.

The important thing is to do whatever it takes to make them happy and aware that their well-being and satisfaction is of the utmost importance to you.

Ultimately, the chances are great that you will win them back as customers again.  But even if you don’t, you will gain a valuable insight into areas of your company that need improvement and you will prevent the problems from ever happening again.

Also, I wanted to let you know I am just a couple weeks away from launching MY NEW TRAINING PLATFORM on HOW TO FLOOD YOUR AGENCY/PRACTICE WITH CLIENTS FAST!

As I get ready for the launch of my new training program, I’d like your feedback on what you would like covered so that I can try to include it. By participating in my brief survey, I’ll add you to my list to give you early bird access, as well as special discounts/bonuses.

CLICK HERE >> http://buildyourpracticefast.com/survey-page/
My new training program/platform reveals all the secret techniques I’ve used for years in order to build my own multi-million dollar agency and other businesses. If your agency/practice is stagnating, growth is slowing, or profits are dropping, this is your opportunity to do something about it!

Hi and welcome again to another exciting, money making, Marketing Tip.

As I mentioned at the end of my last tip, I will be writing over the next few weeks, about easy ways to grow your agency/practice without spending a lot of money.

Since I do a lot of Consulting and speak at many seminars, I often get the question, “Ken, What’s the easiest way I can grow my business without spending a lot of time and money?”

There are quite a few answers to this question, but I will always ask them a question of my own.  “What is your attrition rate?”

As you can imagine, they look at me with a bewildered look on their faces. Attrition refers to the level or amount of loss that you get in a particular area.  The attrition rate of customers refers to how many customers come to you, buy from you once or twice, and then stop being your customer.

What to me is even more mind blowing, is that most of the businesses and a surprisingly large number of the professionals I meet, don’t actually know what their attrition rate is.

When they start to analyze how many of their seemingly active customers or clients are actually inactive, they can’t believe how high the number is.

Through my experience, on average, this figure is usually no lower than 25% and sometimes as high as 75%.

Let’s analyze this for a few minutes. 

If you started a year ago with 1,000 customers buying from you, the odds are that at least 250 of those customers, and could be as high as 750, are not longer buying regularly from you.

And the tragic part is that most business owners don’t even recognize that fact. This in itself could lead to financial ruin and lost profits. But it could also lead to an opportunity.

Here’s the good news.  The majority of those lost customers can be won back with very little effort. With such large numbers of lost customers, you’re sitting on a huge untapped gold mine just waiting to be found.

Before I go into the reasons why Customers stop purchasing from your business, you must figure out clearly and accurately, what your attrition rate is.  What percentage of your previously active customers or clients are no longer active.

Once you know this number, you can begin to ask the next very important question. WHY?

There are really only four primary reasons people or companies stop buying regularly from a business.

  1. The customer no longer has a need for your product or service.
  2. The customer had a bad experience with your company, product, or service.
  3. Something happened in the customer’s life that caused an interruption, and forgot about you.
  4. The customer believes another product or service serves their needs better.

Before I go into these in greater detail, I want to go over a very important concept that, if done, will lower the percentage of lost customers.

Make Top Quality a Top Priority.

By making sure that quality is your top priority in everything you do, you will keep your current customers happy and above all, keep them from becoming inactive customers.

At all times, strive for the highest possible quality in the products and services you sell, and also in the work of everyone who works for you. 

I’ve written in prior issues about developing your Unique Selling Proposition, and I hope that you will resolve to make high quality an integral part of it.

If you sell a product, make it the best and most useful product you can create.  If you sell a service, extend yourself to the absolute maximum.

You cannot satisfy everyone, but if your customer has a problem, try to resolve it as favorable in his or her minds as is possible.

When you make quality a top priority, you will start demanding so much more out of yourself, and your business will skyrocket.

Always remember to put maximum quality into every part of your business.  Your customers will reward you for doing it.

Contact with customers, active or inactive, is something you can’t overdo.  Unless you stay in close and constant communication with your customers, you won’t know what is happening in their lives, and that information is invaluable to you.

Let me give you an example that I had.  I needed to replace a sofa that was destroyed by my children.  My wife and I went to the local furniture store and after looking for what seemed hours, we just couldn’t find one similar to the one we had. 

The salesman then brought out catalogs and after finding the sofa we wanted, he checked and found out that the company didn’t know if they had the material still in stock and they will get back to him.

My wife and I left, expecting to hear from him shortly.  Two weeks later, while shopping in another Mall, we went into another furniture store, inquired about the catalog, and the salesman called and found out that the material we wanted was indeed in stock.  Naturally we placed our order immediately.

When I called the other salesman back, he said he was still waiting for the manufacturer to call him. 

He lost our sale, because he didn’t follow up like he should have followed up.

Also, I wanted to let you know I am just a few weeks away from launching MY NEW TRAINING PLATFORM on HOW TO FLOOD YOUR PRACTICE WITH CLIENTS FAST!
As I get ready for the launch of my new training program, I’d like your feedback on what you would like covered so that I can try to include it. By participating in my brief survey, I’ll add you to my list to give you early bird access, as well as special discounts/bonuses.

CLICK HERE >> http://buildyourpracticefast.com/survey-page/

My new training program/platform reveals all the secret techniques I’ve used for years in order to build my own multi-million dollar agency and other businesses. If your practice is stagnating, growth is slowing, or profits are dropping, this is your opportunity to do something about it!

Generating New Leads

Posted by jgoddard on March 1, 2017
Posted in Uncategorized  | 1 Comment

To grow and have a successful online business, you have to move on from relying on Networking and referrals to generating new leads. 

 

There are 3 different types of Leads.

 

  1. who don’t know they need anything. They only vaguely feel that they have a problem or desire, and they don’t view it as a big deal, so they aren’t making any effort to look for a solution.
     
  2. who recognize that they need something, but aren’t sure exactly what they want.  They feel as if they have an unmet need, but at this point they don’t have a clear idea about what they will decide to purchase or whom they might purchase it from.
     
  3. who know they need something, know what they want, and are now ready to purchase it.  These are the easiest leads to sell to.  All you need to do is to show them that what you offer meets their need that they already know they have.

 

This is where the problem comes in.  Most companies marketing funnels, no matter how large they are, are focused on identifying the leads that are ready to purchase and then selling to those people.  Why?  Because that approach is easy.

 

But, if you focus only on that third type of lead, you will miss out on all those type 1 and type 2 leads.  They are the 80% who take a little longer to purchase from you and if you treat them like they are your friends, you no can convert them to Customers. 

 

But generating valuable leads through your marketing funnel involves a process. 

 

  1. your leads’ mindsets. Are they problem oriented or solution oriented? Are they committed to obtaining a solution right away, or only vaguely interested in finding a solution? 
     
  2. your leads to trust you, they need to view you as an expert in the field of their problem or need, so building your authority.   
     
  3. lead magnets that are designed to suit leads at different levels of mindset, interest and commitment. 
     
  4. only have a few seconds to convey your proposition, so make sure you are funneling your leads to the most appropriate landing page for your lead magnets. 
     
  5. and retarget your prime leads with valuable content to increase your relevancy and authority in their eyes. 
     
  6. relationships.  You need to increase engagement with leads that are less aware of their need, and less committed to a solution.  Constantly communicate with these leads.
     
  7. you Convert them to Customers.  This step is the end result of the preceding steps, ensuring your leads are ready to purchase by the time you offer them your product or service.

 

Well that’s it for this Issue.  Next time I’ll write about another solution to problems you might be having and how to reverse them. If you need step by step instructions on how to implement this and other ideas I give on Creating Customers. Please go to www.buildyourpracticefast.com   and sign up for my one on one Coaching program.  You can’t lose by investing just $20/month in the growth of your business.  You probably Tip more than your investment each month. Invest in the growth of your business. After you subscribe we will arrange a one-hour phone call and I’ll show you a way to get 10/25 prospects per month on LinkedIn.  If you aren’t convinced after this phone call, I’ll refund your $20. Guaranteed.

 

 


When I was leaving Aruba for home this past year, I met an individual who worked for a high-end watch company.

 

He showed me a watch that sells for $125,000.

 

I asked him what is the difference between that watch and the watch that I was wearing.  Mine cost less than $300. 

 

He told me that my watch probably keeps better time that the high end watch.

 

What was the lesson here?

 

If you find a PASSIONATE audience of people that are ACTIVELY looking for your services and values YOU, price is almost irrelevant.

 

When sell your services or products, always remember this:

 

If the perceived value of you and your service is GREATER than the investment it takes to get it, people will BUY.

 

Why do people pay $125,000 for a watch when they could pay $20 instead?

 

Because to them, the watch is WORTH $125,000 or more, based on how it looks, makes them feel, the status it gives them, etc.

 

People will pay for your services or products because of the VALUE you bring to their life.

 

That is great news because you have only 2 routes you can choose in your business.

 

  1. You can undercut the market and be the cheapest in your profession.
  2. Or you can find a passionate audience of people who want the RESULTS your services provide where the perceived Value of working with YOU and receiving Your service is Greater than the cost.

 

This make the price secondary and YOU become “the prize” that people seek out and are willing to pay for.

 

Well that’s it for this Issue.  Next time I’ll write about another solution to problems you might be having and how to reverse them. If you need step-by-step instructions on how to implement this and other ideas I give on Creating Customers. Please go to www.buildyourpracticefast.com  and sign up for my one on one Coaching program.  You can’t lose by investing just $20/month in the growth of your business.  You probably Tip more than your investment each month. Invest in the growth of your business. After you subscribe we will arrange a one-hour phone call and I’ll show you a way to get 10/25 prospects per month on LinkedIn.  If you aren’t convinced after this phone call, I’ll refund your $20. Guaranteed.

 

Most business owners know a lot of people.  Hundreds, and perhaps thousands of people.  Your contact list is your most valuable marketing asset.

 

People who have inquired about your services or products are more likely to purchase from you than people who don’t know your name.  People who have purchased from you before are more likely to purchase form you again and again.

 

People who have referred clients in the past are likely to refer more in the future.  The best way to grow any business is to stay in touch with the people who know, like, and trust you.

 

Nurture his list and the people on it and your business will definitely grow.

 

But I know that you can’t possibly give everyone on your list the same amount of attention.  There just simply isn’t enough of time to do that.  And some people are more valuable to you than others.

 

Your best Customers is obviously in a different category than someone who has never purchased from you.  Someone who refers you two or three new clients every month deserves more attention than someone who sent you one client two years ago.

 

This is why you need your Focus 100 list.  A list of your 100 most valuable contacts.

 

These are your best clients and referral sources, your most promising prospects, the most influential and helpful professionals you know.  Put their names on a list and carry it with you.  Put it near your computer.  Have it with you all of the time.

 

Why 100?  Because I feel that this number is about the maximum anyone can effectively work with at any one time.  You will write and occasionally call the people on this master list and you will try to talk to them at least once a month.

 

Build and strengthen your relationship with your Focus 100 list.

 

Call them just to see how they are doing.  Send them business when you can.  Get to know their families, their employees, and their best contacts.

 

Dedicate 75% of your time to your Focus 100 list, and 25% to everyone else.

 

Your list will definitely change over time.  You will add people as they become more prominent in your life and remove those who drift away.

 

Someone you thought  deserved to be on the list will disappoint you.  Someone who isn’t even on your radar today will emerge as a valuable ally tomorrow.

 

Your list will start out with perhaps only five or ten people.  There isn’t a need to be in a hurry.  Start with them.

 

When you get to 100, you will need to pare some names to make room for others.  Continually upgrade your list so that you can focus on the best.  And when you have those 100 of the best, upgrade your list to the “best of the Best.”

 

Eventually, you will have 100 people who send yo so much business you won’t be able to handle it all.

 

Well that’s it for this Issue.  Next time I’ll write about another solution to problems you might be having and how to reverse them. If you need step by step instructions on how to implement this and other ideas I give on Creating Customers. Please go to www.buildyourpracticefast.com and sign up for my one on one Coaching program.  You can’t lose by investing just $20/month in the growth of your business.  You probably Tip more than your investment each month. Invest in the growth of your business. After you subscribe we will arrange a one-hour phone call and I’ll show you a way to get 10/25 prospects per month on LinkedIn.  If you aren’t convinced after this phone call, I’ll refund your $20. Guaranteed.

 

 

 

 

  1. The first mistake is that you don’t have a clear Audience. When you decide your audience is everyone, then you serve no one.

 

Think about this for a minute.  If I am over 55 and want to lose weight but I’m sensitive about going to the gym, would I choose someone who specialized in weight loss for the over 55 crowd, or someone who deals in weight loss for everyone?

 

Not expressing a clear idea of exactly WHO your solution is for causes many people to look elsewhere to find the person for whom they are the obvious audience.

 

  1. Your offer isn’t very Clear. When you decide you can offer almost anything then you have a problem, because neither you nor anyone else knows exactly what solution you are offering to them.

 

A confused mind says NO.

 

People must have a clear idea of WHAT you are offering.  A specific solution to a specific problem allows people to self-identify as your customer with a confident YES.

 

  1. You don’t have a Clear Outcome. People need to know the “what for.”  This then becomes the reason WHY they must choose you.   Let’s go back to the weight loss.  What is the benefit of weight loss?  You might think it is so obvious that you don’t need to explain.

 

But it might not be obvious to the person you are targeting.  YOU need to sell them the Benefits.

 

Some of the benefits you might mention is that:

 

It helps you in attracting a Life Long Partner

Wearing a Bikini on a beach.

Being able to bend over when playing with grandchildren.

 

 

Any one of these benefits is more attractive than just the idea of losing weight.

 

 

Well that’s it for this Issue.  Next time I’ll write about another solution to problems you might be having and how to reverse them. If you need step by step instructions on how to implement this and other ideas I give on Creating Customers. Please go to www.buildyourpracticefast.com and sign up for my one on one Coaching program.  You can’t lose by investing just $20/month in the growth of your business.  You probably Tip more than your investment each month. Invest in the growth of your business. After you subscribe we will arrange a one-hour phone call and I’ll show you a way to get 10/25 prospects per month on LinkedIn.  If you aren’t convinced after this phone call, I’ll refund your $20. Guaranteed.

 

 

 

Storytelling Your Way to Sales

Posted by jgoddard on January 5, 2017
Posted in Uncategorized  | No Comments yet, please leave one

If you want to get your prospects’ attention, make an emotional connection with them then you have to learn the art of storytelling.

Consumers have more choices today than they ever had before.  Traditional marketing just isn’t as effective as it once was.  Most businesses aren’t using storytelling today.

A good friend of mine who has since passed, Gary Halbert once said, “The often missing ingredient in a sales message is that the sales message doesn’t tell an interesting story.”

Not only is telling a story a tried-and-true method for getting attention, but an engaging story will keep attention.

Here are a few steps that will help you use the power of storytelling in your business.

  1. Show, Don’t Tell. Don’t’ talk about yourself.  Use stories that convey your expertise and values.

  1. Humans use narrative to make sense of the world around us. As your prospects struggle with the problems they are facing in their lives, you can use stories to answer important questions.  How can you help? Why should they buy from you?  Well-crafted stores can show people the benefit of choosing your product or service.

  1. Being the Hero. Set yourself apart from other business by talking about your customers, not yourself.  Use customer stores to help undecided shoppers relate to your customers.  When satisfied customers talk about you and praise you, it is more credible than anything you could say.

  1. We love stories. Use stores to get and keep the attention of your prospect and create an emotional connection with them.   Individuals make decisions emotionally.  When you take advantage of stories, you will be able to influence their thoughts and behaviors.

Although the human brain is able to process emotional and empirical information, research has shown that emotional responses are stronger than rational responses and therefor decision-making isn’t logical, it is emotional.

Research has shown that emotional response to an advertisement has far greater influence on a person’s intent to buy a product that the ad’s content does.

When you use storytelling in your marketing, your audience is more likely to remember your message.

Well that’s it for this Issue.  Next time I’ll write about another solution to problems you might be having and how to reverse them. If you need step by step instructions on how to implement this and other ideas I give on Creating Customers. Please go to www.buildyourpracticefast.com and sign up for my one on one Coaching program.  You can’t lose by investing just $20/month in the growth of your business.  You probably Tip more than your investment each month. Invest in the growth of your business. After you subscribe we will arrange a one-hour phone call and I’ll show you a way to get 10/25 prospects per month on LinkedIn.  If you aren’t convinced after this phone call, I’ll refund your $20. Guaranteed.

 

Checklist for Success

Posted by jgoddard on December 21, 2016
Posted in Uncategorized  | 1 Comment

If you are struggling to get enough paying customers or customers purchasing your products, here is something important.

You need a “system” to bring clients in every day.  Without a reliable system that runs almost by itself, you will continue struggling without making any real progress.

Please, don’t let that get you down.  Attracting hot prospects “can” happen quickly.  You just have to follow a process that works like this:

  1. Research and profile your ideal Customers.

  1. Position yourself as an authority in your niche.

  1. Build a platform that attracts and engages your ideal Customer’s attention. Review my past blog articles and you will find ways to accomplish that.

  1. Create a database of hot prospects.

  1. Generate more leads and add them to your database.

  1. Book appointments with your hottest prospects to discuss what you offer.

  1. Automate this process so that it happens “by itself”.

This process is based on my own experience in building my many businesses and helping many other people build theirs.  Those who scheduled a phone call with me know how to do this via LinkedIn.

Well that’s it for this Issue.  Next time I’ll write about another solution to problems you might be having and how to reverse them. If you need step-by-step instructions on how to implement this and other ideas I give on Creating Customers. Please go to www.buildyourpracticefast.com and sign up for my one on one Coaching program.  You can’t lose by investing just $20/month in the growth of your business.  You probably Tip more than your investment each month. Invest in the growth of your business. After you subscribe we will arrange a one-hour phone call and I’ll show you a way to get 10/25 prospects per month on LinkedIn.  If you aren’t convinced after this phone call, I’ll refund your $20. Guaranteed.