These proven strategies will help you to understand the power of Attraction Marketing and how you can use them to start attracting hot targeted new leads right away!
This exclusive radio style interview, includes strategies on how you can start growing your business and building your list right now.
The proven strategies contained in this recording will help you to truly understand the power of Attraction Marketing and how you can use it to start attracting hot targeted leads right away!
I sincerely hope that you benefit from listening to this special interview.
Alan: You're talking about bringing people up into a new level, into a new altitude because you say that you can effortlessly attract your target market, tell me about that...
What is a USP and Why Do You need One
Bill: Look you can, and I think the main thing that people look at in business is there's lots of things going on that we have to do in our business, and if you look at someone like McDonalds for instance. Now, they may not have the best, tastiest, healthiest burgers in the world but they certainly know how to sell them. So they attract a certain target market, and we use a thing called a USP or a unique selling proposition to do that. Most people, when I say USP, it's sort of like a UFO to them. They don't quite get what that means.
So what it actually means, it was developed in 1940 by a gentleman by the name of Rosser Reeves out of the US, and there are three distinct things that your business or your product, or your offering, must have in order to attract your target to take action and come into what we call your marketing funnel. So one of those first things is, get this thing, buy this product, take on this service or whatever that is and get this direct benefit right now.
Alan: Okay, it's that thing about you cannot have what you cannot attract, so you've got to give them the compelling reason the USP, the unique selling proposition.
Bill: That's right, and it's got to be in your attraction marketing, because there's only two types of marketing, one that works and one that doesn't, and one that we're generally used to or we're taught as business owners to use is called outbound marketing.
That's where we'll put an ad in Yellow Pages traditionally or put an ad on Google AdWords, or wherever, whatever medium that we're going to use, and hope like hell that the phone's going to ring or someone's going to click and take action. Well, there's a bit more to it than that. We need to resonate with the audience that we're targeting, so we need to put an offer out to them, and it's the good old fashioned offer of the word 'free'.
Learn How you can Start Using Frequency and Vibration to Grow Your Business - Interview with Barry Auchettl.
Barry Auchettl (ock-er-tell) is a Visionary from the Gold Coast in Australia whose passion is awakening the Vision in others. Barry has faced many life and health challenges from a positive and ultimately grateful viewpoint. He is one of Australia's most qualified vision educators.
Barry's passion is to allow people to shine from within. He has faced many of life's challenges from a positive and ultimately grateful viewpoint. He has overcome two life-threatening brain tumours and has reversed his need to wear glasses or contact lenses.
[00:03:00] What is the difference Barry between frequency and vibration?
[00:05:00] how does this frequency and vibration relate to us in the world of business and marketing?
[00:09:30] Why are you working with raising your own frequency continually?
[00:12:00] Top 3 Tips to Increasing Your Frequency and Vibration
How can people listening to this conversation increase their own frequency with using what you do?
Make a list of things you're grateful for each day. I actually, in my list that I actually had 350 different things that you can you do, and the top couple seemed to be, gratitude is one.
Meditate - The other one you mentioned as well, which is simply about meditating and just stilling the mind, whatever way that looks like for you.
Get a frequency and vibrational checklist done by me. I'm actually willing for anyone on this call to offer a free 15-minute checklist to find out where your frequency actually is. Because until you know where it is, how do you know where you want to go to?
Hi my name is Bill Doyle a Client Attraction and Lead Generation specialist... In this interview I had the pleasure of speaking with Wayne C. Atkinson who is a veteran and industry leader when it comes to building Professional Business Relationships and growing a network of business owners and professionals.
Wayne Atkinson really gives up some of his best ever strategies, on how you can Build Better Business Relationships to help you Grow and Expand your business.
In this podcast, Wayne explains how he built a local Chamber of Commerce's declining membership base of only 54 Members to over 430 paying members in as little as 48 months.
Listen in as he shares his little gold nuggets inside this exclusive interview.
As he says... "Remember that when you are talking to a business person, they potentially know another 250 professional business clients. If they can't use you, then you still want to build trust and rapport. The next time someone asks them, do you know someone who could help, you will remain top of mind and they will give them your name."
"In Real Estate it's Location, location, location. In Business it's, Follow up, Follow up, Follow up!" That's just one of the secret keys to Building Professional Business Relationships and it should be a part of your overall ongoing relationship marketing strategy.
Connect with Wayne Atkinson to help you build your Professional Business Relationships by using the links below.
Hi, everyone. Thanks for joining me for this week's 'Let's catch up for a Coffee'. Today, I'm going to be talking about a subject I'm personally really passionate about and that is, How to Convert More Prospects into High Paying Valued Clients, quickly and easily.
Today we are going to focus on how to convert more prospects into high paying clients. The question that I often get asked and I asked a lot of other people is "What is your conversion rate?" Now, typically people will say, "Well, it's anywhere between 80 and 90%" ... My response is to that, BS. Absolutely not. If you actually go back and have a look at old prospects, proposals that didn't work out, a whole range of things, 9 times out of 10 you'll find it's anywhere between 30 to 60%.
What I'm going to show you today is going to help you get more of that, have a higher conversion, not only higher conversion, but how to convert higher paying clients.
Yes, it's dependent on so many factors and I get that, but the thing is that we have two ears and one mouth, and the secret here is to be able to ask the right questions that actually promotes a sales conversation and a marketing conversation and not just say things or generic questions like, "Tell me all about you." That can drag on for hours, right?
We need to asked very specific questions in a very specific sequence. Okay, I'm going to step you through exactly how you can do that.
The big thing is that once you do get them on the telephone, or you are meeting with them, what do you say at the end of the appointment to convert them into a high paying client.
[00:02:00] - Diagnose the issue - First things first, problem, challenge, diagnose what the issue is and then bring them into your program. It's pretty simple but there is a series, I'll just get in a little bit more detail about that.
When you are asking questions about what their problems are, they are going to be very specific, they are going to be goal orientated.
For instance, if I was talking to a prospect and saying, "What is your goal over the next three, six, 12 months?" They are more than happy to tell you and I'm going to writing all of that down in detail.
What is your biggest challenge right now?
What do you feel that you could be doing better that you are not doing right now?
and more importantly what are your income goals?
I want to establish a benchmark as to how much they want to earn, what time frame they want to earn it in and how it's going to make their lifestyle a better place to be. They are very defined goals on what it is that they want.
The next thing I'm going to do is after the diagnostic process, think of yourself as a doctor. You don't go to a doctor unless you are sick, okay and 9 times out of 10 the reason that they are on this free session call with you is something is not right.
We have done a detailed diagnostic, found out what their major challenges are and where it hurts. Now, we want to do is write the script and the script is your products, your services, and what you offer. You could say to them something like... based on what you told me Mr. X, and repeat back to them what you write down.
This is important because;
It shows you listened, and
More importantly, it shows that you care enough to listen
That's what makes a sale. Telling is not selling, and that's a really big mistake that most people make.
What I'm getting it is when you write the script, they are looking up to you for advice and saying, "How can you help me actually reach those goals?" I would recommend this program or you take this steps and checking with them, okay, that's the really important thing is to be able to check in and say does this make sense to you, and if they say yes, then you can progress to the next thing, so keep checking with them during the conversation... Does that make sense?
[00:04:00] - How Much Does it Cost - Pricing & Packaging
The next thing you really want to do is to lead into a conversation where they say, "How much does it cost?"
This is where you talk about pricing, packaging and delivery.
We are talking about the deliverables that you are going to deliver, how it's going to be delivered. Then you want to wrap that up with saying something like this. "Does that make sense?" and also, "Are you willing to do what it takes to reach the goal and for me to help you get there?" "Are you willing to do that?"
Now, they are going to be willing because they want to reach their goal. They say, "Yeah, I'm willing to do that." The next question is, "Are you willing to accept my help?" Now, if they are willing to accept your help and they are willing to do it, you can see how that's a natural progression into saying something like, "Well, let's get started together." And that's one of the ways that we can do it. I'll just show you one other way that you can do the close.
Once you've laid out your plan and you have laid out the steps that you are going to take in order it might be great coaching, it might one on one consulting, it might be an information product that you recommend, it's the script that you wrote based on their challenges and the problems that they had. Make sure it's the right script and the right fit for them.
Now, the other thing you might like to say to them is, "Does that sound like a good plan to you?" And they say, "Well, yeah, that sounds like a great plan.", "What I'd like to do is to help you implement that plan." What are you doing again is putting a hand out and saying, "Does that sound like a great plan and I'm going to help you implement that plan and I'm going to hold your hand and take you through that process."
You can see how that's really natural progression rather than saying, "Can I have your ", or "What are we going to do to work together?"
In offering an extension of what you are actually doing there, you basically closing the deal (so to speak), but you are doing it a very soft way and in a way that makes a lot of sense, okay. You can talk about packaging and positioning.
[00:06:00] - Helping them to move forward with you and implement the plan
Once they've agreed you might say... "Well, yeah, I'm willing and I'd like your help to implement the plan that you give me today." Then you can say, "Well, what I'd like to do is put you on a book as a client." How will you be paying for the first installment? Visa Card or Master Card. That type of feel.
The other thing is that you really want to be able to make that a smooth transition and not be all salesy.
Objections: Now, they might say, "Well, I need to think about that", or "it's too expensive", or "I need to ask my accountant or my wife or whatever it is." Whatever permission excuses and I call these sales excuses, what excuse have they got to not go ahead with you.
What I means is that you haven't given them enough reasons to go ahead with you. If that happens, go back and dive deeper and say, "Well, let's just talk about your goals one more time and let's talk about the money and the income and the potential that you spoke about." Always take it back to their goals because they might want to go a little bit deeper and you haven't quite uncovered all the challenges yet.
I hope you found these tips useful today. It certainly helped me and it certainly helped a lot of my clients to close more sales and convert high paying clients.
If you like this video, just click the like button be sure to share it... I would certainly love to hear about your opinion things that you've done in the comment box below.
This is Bill Doyle and it looks like we found a perfect place to catch up for coffee for our next 'Catch Up for a Coffee' talk. It's getting a little bit cloudy, but I got some take away coffees. We're up here at Kangaroo Point in Brisbane, Queensland Australia and I found a perfect spot to come and share some tips with you on how to be more fascinating.
Hi everyone. Welcome to another edition of, 'Let's Catch Up for a Coffee'. Today, we're having a take away up here at the Kangaroo Point Cliff faces Cafe or whatever it is actually called. Funny thing is I've look everywhere and no sign of a kangaroo at all. Sorry for anyone in America or the U.K. watching this, just because it's called Kangaroo Point, doesn’t mean there’s any kangaroos here, it's actually a cliff; as you can see behind me, beautiful city of Brisbane.
1:00 min - What makes someone facscination?
Today, we're going to talk about fascination and what makes someone fascinating. It’s an interesting topic in how it’s actually related to marketing. Have you ever been to a party you notice there’s maybe two groups of people and one person has a hive of people hanging around them. You're thinking, "What is it that they've got that I don’t,” or vice versa. Nine times out of ten they'll come away saying, "Wow, that person was just absolutely fascinating." That can also apply to how you work it in your business and what it actually does for you, creating intrigue, fascination, and ultimately attracting more quality clients in to your business.
I’m just going to step you through a couple of little ideas that will help you do that. Number one, we were born fascinating. We learn over time to become boring, really. I don't know whether any of you have ever worked in the corporate world or in any major corporation? We are taught to behave in a certain way, to act a certain way.
2:00 Min - Lady Gaga (the rock star)
If you notice someone like Lady Gaga, the rock star, she's absolutely fascinating, mainly because she wears bright colours; she takes everything to the edge. Sure she has great music, but what makes her so fascinating is the fact that she's actually outside the box thinker and she does things totally different. She has a personal opinion and a personal brand.
When thinking about how to be fascinating, what I'm asking you to do is become more authentic, start writing down some things about what makes you, you and stop trying to be someone else, and stop trying to compete in the market with everybody else as well. What I want you to do is list the top four things that you find that other people say are most fascinating about you. Just take a moment, write that down; the top four things.
What I want you to do is write the other four things that you find are most boring about you. Okay? Things that you just think, “Gee that's not me, I’d really want to change that.” You're going to write down the four things that you think people think are most fascinating about you and the four things that maybe you feel or you hear that people say are boring things about you.
What I want you to do after you've written those four things down, we’re identifying what it is that we need to get rid off. What I suggest you do is you can't get rid of something you don't know exists, so by creating the list of boring features, we can then screw that up, pretty much, and put it in the bin. By looking at the fascinating features we can look at how we can use this in our personal branding, in our marketing, in our sales presentations to stand out to be that little bit more different and start attracting more high quality clients for our business.
04:00 - Lead Magnet and food for thought
Just a little bit of food for thought, when you’re trying to be more fascinating, don't just do it on a personal level, you've also got to do it within your marketing. That means all of your marketing materials, your lead magnet materials like e-books, CD, giveaways, etc and stop talking about you and what it is that you actually do. Start being a little bit more fascinating, and a little bit more intriguing because with those two qualities comes a very, very high level of what I call attraction marketing.
That attraction marketing factor will not only help you build your business, it will create a massive buzz around what it is that you actually do and how you can go about helping and serving more people. Here's my little tip for today; be fascinating, get personally branded and stand out from the crowd and just be different.
Your key to website trafffic and sales success using Video Marketing.
Today we’re going to discuss a how you can use the power of video marketing to communicate more effectively with your clients, prospects and staff.
But more than that, we’re going to show you how you can use this misunderstood medium (video marketing) to build rapport, establish your credibility, build a loyal following and convert more clients more often.
In October 2010 - according to a survey conducted by Forbes, Business Owners watched more online videos than a year earlier. Nearly 60% of all respondents said they would watch video before reading text on the same webpage.
In short, this video article you wil learn...
The 5 tips to Producing Video Content that Sells YOU, your product and your message to both the mass market, and to individuals.
The 5 common pitfalls and mistakes that most people make when creating a video for marketing.
And why, if you aren’t promoting your business via Video Marketing, you may be handing new customers to your competitors.
To watch the video below... Click the play button and turn your speakers up.
Please tell us what you're thinking or share your thoughts...
Add your comments below!
A special thanks to Philippe from 7 Degrees Creative - 7dc. If you would like to find out more about video marketing contact 7dc by clicking here.
6 Marketing Strategies for Building your List & Boosting Your Income
Strategy # 1 Reactivate Old Contacts
Scan old business cards into a spreadsheet
Look in all of the places you may have stored old contacts
Upload them into a professional email marketing system like FastTrack Email Marketing.com
Write your email and send it out ASAP.
Strategy # 2 FREE Giveaway with your irresistible offer
Develop your irresistible offer free giveaway
It could be a Book, Digital eBook, Mini eCourse, Video Series, Special Report, Audio Program/CD’s, Teleseminar Series, Coaching session or Mini-course
Strategy # 3 FREE Traffic with Social Media
Remember to capture leads
Drive them to your “Capture Page”
This is the SMART way to monetise your marketing efforts with social media. Now social media becomes important in generating quality leads.
Strategy # 4 Attend Live Networking Events
Use Lead Generation Business Cards PLUS your 30 Second Audio Business Card
Strategy # 5 Public Speaking & Business Talks
Whilst on stage... Let everyone know up-front that you have FREE information available to give to them. So there is no need to take notes.
Give them a copy of your PowerPoint Presentation or other relevant reports, white-papers, e-books or videos etc. Ask this question… “Is there is anyone that DOES NOT want to receive this FREE information valued at $XX. BINGO! Now get the list and you have new instant leads in your marketing funnel.
Strategy # 6 Join Venture Partners
Work with others who share a similar target market
Cross promote each other Advertise your free report on their e-Newsletters and do the same for them
Share your knowledge and suggest a webinar or tele-seminar to their database
Swap endorsed letters to your databases introducing each other.
Copyright Altitude Marketing & Communications 2011. All Rights Reserved. This article may not be used without the prior written consent from the author. See below for more details...
DO YOU WANT TO USE THIS VIDEO ARTICLE IN YOUR E-ZINE OR WEB SITE? You can, as long as you include this text copy in its entirety:
Marketing Mentors Bill Doyle and Sandra Hammond from Altitude Communications publish the popular 'My Marketing Mentor' weekly eZine with over 6,200 subscribers including solo-preneurs, entrepreneurs and business owners. If you're ready to boost your business, generate more leads and make more money, get your FREE subscription to this valuable publication, plus our popular Report "50+ fresh eMarketing ideas and tactics to help you to attract new clients like bees to a honey pot and grow a profitable business without spending a fortune." Go to http://www.Bees2HoneyPot.com
A common element in the success of a thriving businesses is their ability to take advantage of their database of contacts (clients, past clients, prospects etc). And while in the past, growing this database involved a lot of time and manual effort, it is now possible to automate this process thanks to the Altitude Communications FastTrack eMarketing system.
Your contact list is your business goldmine and it must be kept up-to-date. Thankfully, there are a limitless number of strategies that you can use to update and grow this list with ease. Your contact list can be used to get your clients to purchase from you more frequently, refer your business to others and for prospects, become your customers.
Here are a few ideas on how you can build your list of contacts, or to help expand your existing contact database:
Assess your business - It's a potential pot of gold...
For starters, examine every point of contact you have with possible clients, and use it to gather details such as:
Trade shows (get cards from fellow presenters and attendees in your target market); or
Collect business cards at Networking functions.
NB/Be aware to be compliant with the SPAM act you MUST ask for permission to include them on your mailing list
If you don't have time to ask them there, send them an email immediately stating how you got their details and ask permission to include their details within your mailing list quickly covering the value they will receive.
Get every new customer to complete a form either at your premises on your website to automatically capture their details and populate your database of contacts.
Your online sign-up form should be simple to use, and fast for the client to complete. Remember to briefly describe what they are signing up for and its frequency. Keep the number of details you are requesting less than seven points in total and where possible, use drop down boxes for speed and efficiency. The Altitude FastTrack system makes it easy to create a form that can automatically update your contact list's details - for further assistance with this, give us a call.
Excite them to want to sign up immediately
Keep your website and your eMarketing campaigns interesting and engaging to encourage people to sign up. Send a postcard or letter to your contacts to give them an incentive to sign-up on your website, so you capture peoples email address and other details.
Other incentives may include prizes, e-books, white papers or discounts on your website, to increase your sign up conversions.
For fresh contacts, consider running a competition on your website or through other mediums to capture their details that includes a tick box that is already ticked, giving you permission to send the contact future offers or ePromotions.
Consider promoting the 'sign-up' facility in your eNewsletter, so that if someone wants to send articles to a friend, they too can subscribe easily.
Also promote your 'sign-up' form on the home page of your website, or better still on every page within your site. This form will automatically place your contact's details into your contact database and subscribe them into your predefined groups.
Remember, many hands might light work, so get everyone in your team to ask each new caller, visitor, or appointment for permission to be placed on your mailing list. Consider offering new contacts access to your free, members-only eNewsletters or other special offers.
Remember the key to massive sign-ups is to describe the content of your ePromotions from a WIIFM (What's in it for Me) perspective. Position your ePromotion as access to an exclusive club filled with many benefits, lots of important information and special VIP offers.
Another technique for securing even more sign-ups is to add a subscribe link to the signature file on all your team's outgoing emails.
Make your Name Known
Get your company brand out there by supplying articles to other businesses and including a link on your website that features a sign-up page. In addition, you could also make your articles public within the Article Library for other Altitude Communications FastTrack eMail Marketing users. These articles can feature a link back to your website and sign-up form.
Another method is to advertise your ePromotions on search engines or other websites? There's a myriad of ways to get your name known!
Put all of these processes into consistent action and your database of contacts will grow constantly. And so will your business.
For more information, visit www.altitudecommunications.com.au - whose suite of tools makes marketing and communications simple and effective for small to medium-sized businesses.
Another great business product produced for you by Altitude Communications
Copyright Altitude Communications 2008. All Rights Reserved. This article may not be used without the prior written consent from the author. See below for more details...
DO YOU WANT TO USE THIS ARTICLE IN YOUR E-ZINE OR WEB SITE? You can, as long as you include this text copy in its entirety:
Altitude Communications' Marketing Mentors Bill Doyle and Sandra Hammond publish the popular 'My Marketing Mentor' weekly eZine with over 2,300 subscribers including solo-preneurs, entrepreneurs and business owners. If you're ready to boost your business, generate more leads and make more money, go to http://www.Bees2HoneyPot.comPlus, just for visiting, we’ll give you FREE 50 fresh eMarketing ideas and tactics to help you to grow a profitable business without spending a fortune and attract new clients like bees to a honey pot.
Altitude Communications are dedicated to providing you with the tools, strategies, systems and ideas to help you achieve your online marketing success.
Just like you, we know how critically import that it is that you have the right online marketing tools to empower you with tme-saving techniques that help you to automate your marketing funnel. Altitude Communications offers a range on online marketing tools such as FastTrack eMarketing System, including eNewsletters, survey manager,