Tag Archives: Stafford

Principle Number Four To Getting Better Results

ConsensusAnother principal for overcoming uncertainty is consensus.

People look for what other people feel think and do, and the amplifiers for this are many others doing it or similar others doing it. This is why it’s so important to get testimonials from your clients and put those testimonials in front of people like them, think about trip advisor, reviews remove uncertainty.

Shopping channels in America are big business, and one fitness device broke all sales records selling nearly a quarter of a million units, a big part of the success was switching how they encourage people to call in.

Instead of saying the usual are operators are waiting for your calls, they switched it to if the lines are busy please call back, insinuating that lots of other people were calling in.

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Why Organic Growth Can Be Dangerous

Bombshell Alert Ever heard the saying ‘nothing worth doing is ever easy’? Bombshell alert – if building a business was easy, everyone would do it. It takes a certain amount of courage to become financially responsible for yourself, and it takes even more courage to be disciplined enough to do the things that others aren’t willing to do now, to secure your financial future.

And if you’re employing staff, you’re financially responsible for them too. Their mortgages rely on your business and your decisions. If you haven’t already been through tough times, you’ll probably be in for some, whether its challenges with cash flow, waiting on decisions from others as to whether you get that dream client, or just plain and simply being let down by people.

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Businesses Can Learn A Lot From The Military

Businesses can actually learn quite a lot from the military, in the military lack of preparation or planning can very quickly costs lives. Operating in combat zones is an incredibly hostile environment or in the case of nuclear powered submarines you are continually operate in one of the most hostile environments in the world.

In some ways I’d actually say to more hostile environment than what the international space station has to face, as they are in a low-pressure no corrosive environment, whereas subs are a high-pressure highly corrosive environment (although getting into space strapped to a rocket is probably more hazardous)

As a submariner you exist in an environment where you’re carrying high explosives in the form of torpedoes and missiles, you have high-pressure hydraulics moving equipment that if you got in the way it wouldn’t even notice you are there, there’s for 415 V electrical everywhere, machine spaces, pumps and on top of that a nuclear reactor.

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Fear Of Rejection Holding You Back?

Fear of rejection is a big one in every industry, simply because so many people just hate asking for the sale or the money, actually 80% of sales are lost because no one asked for the sale and this is why thinking about your sales process and having scripts to work with are so important

Jia Jiang has a rather entertaining and insightful opinion on rejection, after he went out of his way to be rejected for 100 days straight, well worth a watch.

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By Alan Adams

Access the FREE workshop on Getting DEPTH™ in your business, click here WWW.GET-DEPTH.COM for more details and start developing a business that delivers you the lifestyle you want, with none of the stress.

Love, Children, Monsters and What This Has To Do With Business

We’ve all been there. And we all know how it feels. That moment when something that you love deeply, that’s tied up completely in your hopes and dreams for the future, and something that you’ve invested so much of yourself in that you just can’t imagine ever walking away, breaks down.

For many entrepreneurs this relationship is with their business. It started as a beautiful if demanding baby. But it also took everything you had, and something that used to matter so much ends up causing so much stress, worry and heartache that we just feel we can’t continue anymore.

And so we start thinking about walking away. We forget the potential our business has to provide us with the lifestyle we deserve. The pay-back that our families deserve for the time and effort we’ve already given. And we focus instead on the Dr Frankenstein’s monster its become – running amok and seemingly destroying everything that we hold dear.

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How Best To Use Magazines or Flyers

How Best To Use Magazines Adverts or Flyers

Magazines Adverts or Flyers that your ideal clients read, can be Magazines Adverts or Flyersanother great way of developing leads, although it’s easy to get it wrong. I see far too many businesses just throwing their money away with the type of advertising they’re doing, and the places they’re doing it, and as with all marketing it’s essential that you measure the return on investment you’re actually getting.

Now, bear in mind that when you place an advert, its aesthetics are one of the least important factors to its success. Much more important is that it contains some sort of offer – this can be a money off or percentage discount, but if you think back to the other blogs, we’ve talked about giving a high perceived value but lower cost product or item away. So, something that perhaps retails at £80 but which may only cost you £30 would certainly grab the reader’s attention. In my opinion, 10% of offers are very, very weak, so do always try to go for the perceived value offering.

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Labels Can Help You Get More Engagement From Customers

Get More Engagement From Customers

When we think about labels we tend to think about brand labels. However , More Engagement From Customers can be achieved by labelling them – although it More Engagement From Customerssounds odd – can have hugely positive results. Not only can it get them to engage with you more , but chances are they’ll also spend more money with you.  So, if you’re not labelling your customers you really are missing a trick.

In fact, research has shown that people who are labelled not only like it, but are more inclined to engage with the group they are labelled with.

To demonstrate this, a study was carried out (Motivating voter turnout by invoking the self, Stanford University) to see if labelling people as politically active voters would influence their turnout at the polls .  People were questioned about their political habits with half of this group subsequently told that the researchers had deemed them more politically active based on their answers (which wasn’t true as the y’d been selected at random) .  The other half of the group wasn’t told anything.

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The ABC of Website Design

Website Design Have Only Two PurposesWebsite Design

There are only two jobs that a website design should have, either to sell stuff so it’s an e-commerce website, or to capture the details of people visiting the website, if its does neither of these tasks you’re missing a trick and need to change it as soon as possible.

For example, It’s highly unlikely that as a creative agency you’re selling stuff online, so you’re looking to somehow capture people’s details through offering them some sort of download (often referred to as a lead magnet or in-bound marketing). If someone’s on your website there is a really good chance that they’re potentially looking to engage with someone offering your services. In exchange for a name and email address, or even an email address only (let’s face it you can normally work out the name from the email address) you can offer them some advice and guidance, for example ‘Seven Questions You Must Ask’ or ‘The Three Most Common Mistakes That People Make When Engaging with a PR Agency’. The point of the download is to offer advice and guidance, not sell to the potential client by saying here at ABC we do X. It’s about telling them the questions they should ask an agency that will gently educate them about the advantages you offer your clients over the competition.

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How to Develop Your Own Sales Script

How to Build a Sales Script

You might have seen this equation but it makes it really easy to develop your own sales script: D x V + FS >R = Sales Scripts SellSale. The D is the dissatisfaction or pain the customer has, V is the vision of what they want,  FS is the first steps to get them to buy and R is resistance.

It’s actually started of as a change formula from the 60’s used when management wanted to change companies in some way but was adapted for sales in the 80’s

The idea is that you talk to the customer about their dissatisfaction, make that D as big as possible, really dig around to find out what it is that’s paining them, get as much detail as possible, and ask them how it feels to be in that situation.

Having a Sales Script will Increase Your Conversion

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Put Up Prices or Live in Fear

Want More Profits? Put Up Prices

You want to make more money? Put up prices, now you’re sitting there thinking, well that’s easy for you to say,

Put Up Prices

Put Up Your Prices

in my business “insert all your excuses here please”. The only person standing in your way of making more money is you. Although if you’re getting customers off the back of being the cheapest, I’d seriously think about changing your positioning, 20% of the population buy on price alone and they’ll leave you for someone doing it for 50p cheaper, it’s a really difficult business model to sustain, and very crowded, whereas if you look at the high end it’s a lot less crowed and the rewards are far greater.

Put Up Prices or Let Fear Dictate Your Lifestyle

The amount of clients I have, who when they first start working with me, are doing a great job, delivering what the customer wants and not charging enough is shocking, take a look at what some of your competition is charging if you don’t believe me. I bet there charging more and not doing such a great job as you.

I’m not saying that you go to your existing customers and triple your rates, but potentially you could with your new customers. And as long as you inform your existing clients that prices are going up (a bit not tripled) there shouldn’t be a problem

Its all about how you position yourself and educating your clients so they see the value you bring, there’s a few other things that will happen too

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