Essential Business Secrets by Jeff Miles

Have you ever wondered what happens when your business doesn't make enough money?

According to latest statistics, only about 1% of people are financially free in retirement; another 3-4% are financially independent (i.e. they don’t have to depend on anyone else or a government pension for their “survival”, but must spend with caution); the remaining 95% are broke (living on a tight budget, unable to enjoy their 'golden years' in the manner they envisaged).

If your business isn't on track to make you money - LOTS and LOTS and LOTS of money - what are you doing about it?

Do you have a plan?

Do you have a strategy?

If not - why?

I have a new report that is about to be published.

It was specifically written to make business owners stop and think about why they are where they are and it reveals dozens and dozens of ways to change your life.  If you want to know more - email me thebusinessdoctor @ gmail.com (Remove the spaces) remember to mention this site.

 

One of the best things virtually any business can do to sell more is to offer their prospects a professional, 'Lead generating Report'.

Why?

Here are 5 Reasons:

1. Your Report Positions you and your company as the 'experts' in your industry.
2. Your Report Allows you to tell your complete sales story.
3. Your Report Gives you a valid reason for follow up.
4. Your Report Lets you to make a special time-deadline offer directly related to the report
5. Your Report Attracts a better class of prospects - the people that request your report do so because they are interested in it!

5 Places to Use Your Lead Generating Report:

1. In your Yellow Pages Ads
2. In Your Direct Mail Marketing
3. In Your Trade Shows
4. On Your Website (as a .pdf download)
5. In Your Podcast

9. Vital Components in Your Lead Generating Report:

1. The Headline
2. The Copywriting (HINT: Use a professional copywriter - ask me and I'll refer you to one)
3. The Offer
4. Testimonials
5. The Response Instructions (Tell people exactly what to do next)
6. Your Database - make sure you capture the prospects contact details!
7. Your Follow-Up - statisticaly, a 5 pass approach gets you up to 60% of targeted prospects! There is a fortune lost because of a lack of follow-up!
8. Your Autoresponder.
9. Your Cover - dont settle for cheap and tacky or use some outdated clipart.  Try a service like AbsoluteCovers.com.

Consider Making Your Lead Generating Report into a Video or and Audio Postcard series.

Need help - ask me!

 

My Friend Chris Bloor has a saying; Leadership cannot be demaded - only earaned and deserved.

With that in mind, has anyone ever told you the difference between a boss and a leader?

1. The boss drives people; the leader coaches them.
2. The boss depends upon authority; the leader on good will.
3. The boss inspires fear; the leader inspires enthusiasm.
4. The boss says ‘I’; the leader says ‘we.’
5. The boss says ‘Get here on time’; the leader gets there ahead of time.
6. The boss fixes the blame for the breakdown; the leader fixes the breakdown.
7. The boss knows how it is done; the leader shows how.
8. The boss makes work a drudgery; the leader makes work a game.
9. The boss says ‘Go’; the leader says ‘Let’s go.’”
10. The boss justifies or lays blame - the leader takes responsibility.

 

I read the other day about a brilliant marketing tool being used by a US Drugstore to sell more toothbrushes.

When people bought a tube of toothpaste, the clerks have been instructed to ask them; "Have you tried the 'SCIENTIFIC Toothbrush' Sir/Mamn?"

They then explain how the toothbrush has been 'Scientifically designed'  with bristles that 'get in between the teeth' giving you a better, more thorough and safer clean'

The result was that  toothbrush sales went through the roof!

They sold more toothbrushes in a month than they normally did in a year!

The Lesson: If you look for it - you'll be able to find the 'Scientific Toothbrush' in your products and services!

Customers often display “buing signals” by some action, instead of by words, such as:

• Reaching for his pen, credit card or check book.
• Stepping back to take a better look.
• Scratching their chin in decision.
• Reading the literature.
• In the case of auto sales - starting the motor again..
• Picking up the contract…

Whenever you see these buying signals, the end is in sight. Don’t continue talking about the sale but about the terms.

A good influencer of people watches for the “sold signal” and stops selling when he/she gets it!

Switched-on  salesperson instinctively, or sub-consciously, listen  for the signals that indicate their prospect is 'ready to buy' and that
the time has come for him/her to ask for the money or the signature.

THE MORE EXPERIENCED and observant you are, the quicker you will learn to detect these signals.

When you see the signals it's time to quit selling!

To keep on talking and selling once the “buying signal” has been flashed is poor salesmanship, and you will talk yourself right out of the sale.

Here are some good buying signals to watch for:

• “Does it come in blue?”
• “Do you give a discount for cash?”
• “Do you deliver on week days?"
• “Is this the best price I can get?”
• “Will it scratch or get out of order easily?”
• “Do you sell extra parts?”
• “Do you deliver?”
• “How long before I can get this model delivered?”
• “When could you send it out to my home?”
• “Is this the very latest model?”

When any of these  the “buying signals” is used, don’t continue to sell.

You might say something the customer hadn’t thought of and start him off on another trend of thought.

When the buying signal comes, try something along these lines:

• “Will you take it with you?”
• “Will delivery next Thursday be all right?”
• “Where shall I deliver it?”
• “Which  most suits your budget - the Silver or the Gold Package?”
• “Which policy do you prefer?”
• “When could we start?”

Are you really targeting the right prospects? Or are you trying to teach a pig to sing?

One vital secret you need to realise as a business owner is that you CANNOT make money from people with no money.

And guess what?

- - No matter how great your products and services are…

- - No matter how great your marketing is…

- - No matter how much people want to buy them…

If you try to sell them to the wrong market you'll end up like the guy that tried to teach a pig to sing.  He just wasted his time and annoyed the heck out of the pig!