Marketing for Small Business Owners

Marketing for Small Business Owners: Marketing Blog has new home!

2009-05-13T22:13:00.000-07:00

Marketing for Small Business Owners: Marketing Blog has new home!

http://marketingworkshops.ca/wordpress/

Marketing Blog has new home!

2009-04-27T12:22:00.000-07:00

Attention Small Business Owners

My marketing blog has a new home: http://blog.MarketingWorkshops.ca
be sure to book mark this page

Printed Newsletters Work

2009-04-09T13:09:00.000-07:00

do you have a newsletter? "You should" is what Lane Snider will tell you.

Lane recently sponsored my Sales Secrets Seminar and gave a great talk on newsletters and I thought I'd share with you more on this great low-cost marketing initiative. (It costs you less than a half decent cup of Starbucks coffee!)

Do Newsletters Work?

Many of my clients ask me if newsletters work. The answer is Absolutely, positively!

Newsletters will attract new clients, retain existing clients, and play an important part of your follow up contact strategy. I've been using Infusionsoft and AWeber for some time and highly encourage you to contact Lane Snider for hardcopy newsletters.

Links:

Infusionsoft

Aweber

No-Work-Newsletters

Why Printed Newsletters Work

People are more likely to read news than ads - that is! They are thinking that ads are just a bunch of self-serving 'puffing' so they divert to a more interesting activity and that is reading news.

News keeps them updated with the current events, ads don't. In addition, they are not interested in reading purely marketing pitches. That is the reason why newsletters are a hit!

Newsletters are informative letters mailed to subscribers. They are printed and mailed so as to inform and to profit as well. Quality and reliable newsletter printing services is thus, a must in order to come up with valuable work of art. Moreover, a good interaction and mutual purpose to succeed must be the goal of both the printing company and the customers. This goal will lead to persuasion. Persuasion will then result to an intimate contact and trust between the company and the target recipients. These elements will trigger the boost in your business sales.

Newsletter printing services is a great way to keep your business associates, their employees and other subscribers aware of your company's endeavors, announcements, innovations and other changes. Printing options are ample - color printing, digital printing, offset printing and the likes. These printing processes are of high-quality and budget-wise. Features like graphic and custom design can also be availed of. With these features you can make your newsletters flashy and eye-catching. With the latter, you can personalize by using your own images, logos and pictures. That way your company will be identifiable and retention will likely to take place. Further, when they decide to purchase or subscribe, your product or service will be on top of the list.

Newsletter printing services also suggest having 90-95% news or content and only 10-5% ads so as not to bore the readers and close the pages to your business detriment. Do not forget to edit and proofread your contents. Any flaw or defect will reflect on your company. Editing and revision will surely improve the quality of your newsletter. To be more economical, you can opt for a one or two-color newsletter which measures 8.5 x 11 page-size saddle-stitched. Also use quality paper to complement the content and to give your newsletter an aura of finesse and an air of class. When you find it troublesome in various newsletter phases, seek assistance from the printing experts.

Basically, newsletter printing services are backed up by skilled professional makers to assist customers in the complex environment of printing.

PS: Be sure to give Lane a call at 1.888.333.3961 for more information on No-Work-Newsletters and mention "Gregor's Blog" for a special offer.

Gregor F. Anton

Marketing on a Budget

2009-04-03T10:28:00.000-07:00

Many business owners put off beginning to market their business until sales increase. While this may make perfect sense to an accountant, it is more often than not a poor choice for a business owner to make because until something is done to increase the sales they will usually stay where they are or decrease.

Marketing Makes Your Phone Ring!
If you have the best tasting soup in the world

and nobody is there to taste it, you're eating by yourself!

It can often be difficult for established companies to set aside the time and financial resources necessary to effectively market their company, and it can seem impossible for a fairly new company. You can solve half of this equation almost immediately by hiring a professional marketing company. Now you just need to figure out where to find the financial resources to complete the other half of the equation. This can be accomplished with a little bit of research. There are many reputable marketing companies out there that will be willing to work with a company that may have limited financial resources but under the circumstances you will need to be realistic with your expectations.

Before you waste another cent on advertising

that does not work... attend my Marketing Bootcamp

(It comes with a great price... Free!)

www.MarketingWorkshops.ca

Most marketing companies probably won't be willing to offer you extended billing terms. They have to cover themselves financially and if you are unable to make the investment now they may feel that you will be unable to pay them in the future. You may have to work with them for a while before they will be willing to offer you any sort of extended billing terms. Don't take it personally - you don't expect to walk out of the grocery store with a cart full of groceries and then pay next week. Until your marketing company is comfortable with the situation you shouldn't expect any different. If you don't have the resources available to invest in your marketing then you may want to consider taking out a personal loan from your bank or using credit cards.

The old adage, it takes money to make money... is very true.

The Good News is that it doesn't have to be alot of money!

You need to work out your cost of client acquisition and think in terms of "buying customers". For John to buy x widgets, what am I willing to spend for him to make the purchase?

Some of the marketing companies that you approach may be willing to reduce the price of their services to help you get started. If this option is available to you, it can make a significant difference in what you can accomplish with a particular sum of money. There are some things to consider in this scenario. If you are paying reduced rates you should expect that the marketing company may not be able or willing to meet with you and take your calls at times that are convenient to you. By offering lower rates they may need to fit you in when they are able to. Most will also not offer extended billing terms for clients that are already getting reduced rates.

If you've gone through all of the marketing companies but have been unable to find one that you felt comfortable with and would work with your situation, then you may be forced (at least temporarily) to handle it yourself. This is still a workable situation - you'll just have to be creative and put a little more time into it. Below are some tips to stretch your marketing dollars.

Stretching Your Marketing Dollars

1. Produce a co-op brochure or direct mail piece. You can collaborate with other companies related to your business but in non-competing niches. For example, if you own a restaurant that specializes in authentic Mexican cuisine, you could find a grocery store that specializes in Mexican foods and produce a brochure or direct mail piece with them. This would cut your cost in half and allow you to expand your exposure, you would both benefit from a similar clientele, and you could both immediately benefit from each other's existing customers.

2. Offer to volunteer your services in exchange for recognition. If you owned a catering company you could offer to cater a networking event in exchange for them mentioning your company in their handouts. You now have the opportunity to market your company to all of the attendees of the event. I host events on an ongoing basis, so if you offer complementary services or products, reply back to set up a joint venture.

3. Offer to do a Q & A session to the public on a local talk radio channel. They usually discuss various subjects throughout the course of their radio program and many companies have used this to their advantage. A mortgage broker using this method of marketing would quickly be established as a local expert and would remain in their prospects minds since they would hear them at least once each week.

4. Offer a contest to create a buzz about your business. A great contest for a car dealership would be to offer contestants the compete to win a car by simply putting there hand on a part of the car and not allowing them to move it. As the contestants become fatigued they will move their hand from the car, becoming disqualified. The last person remaining wins the car. Many car dealerships have used (and continue to use) this method with much success because people will usually jump at the chance to win a car and it's the sort of thing people talk about.

5. Attend my Sales & Marketing Bootcamp. There over 100 ways to market your business, and I'm not talking about cookie cutter, mass marketing. Many techniques are low cost or no cost.

PS: I just announced two Free Marketing Bootcamps for Wednesday April 8th. At the Central Park Business Centre in East Vancouver / Burnaby from 9am to 11am and another in downtown Vancouver at Yaletown Marina Pointe from 5:30pm to 7:30pm

Seats are going fast, be quick... register at www.MarketingWorkshops.ca

Gregor F. Anton

Surviving and Thriving in this Economy

2009-03-11T15:56:00.000-07:00

If you have you stopped watching the news, you're not alone. It's hard to keep positive when the media is bombarding us with recession and depression talk.

What the media is not telling you...

There have been over 23 bear markets since 1900
For every bear market there has been a recovery
While corporate giants struggle, the agile Small Business thrives

How To Survive in ANY Economy

The word Economy comes from the Greek word for "house manager". The one place where we generally insist on the careful expenditure of money is in our own home.

In today's economy and any economy for that matter, smart business owners operate their business like their personal financial affairs.

It's Spring Cleaning Time!
Where do you spend your money?

Tighten that belt and spend your money wisely. Cut costs. Just don't cut back on your marketing efforts. You'll need the phone to ring more than ever now, albeit your marketing efforts need to be effective. If they aren't, stop wasting another cent on advertising and give me a call.

Ten Areas That Could be Costing You...
...More Than You Think

I've helped hundreds of business owners save a bundle, simply by reviewing cell phone bills, invoices, and their return on investment. One of these areas saved one person over $1000.00... Read more here

How to Thrive in ANY Economy

Profits lie hidden in your business. If you've attended one of my Sales & Marketing Workshops, you have no doubt heard me say:

"If you have the best tasting soup in the world,
and there is no-one there to taste it,
you're eating by yourself."

When FedEx founder Fred Smith was laughed at for his "overnight express delivery" idea that resulted in a "C" grade at Yale and only 3 packages shipped on the first day of operation, he said the solution is simple. Just add more packages!

The success formula hasn't changed!
(You just have to use it and constantly revise it)

#1 Increase Your Database - Get more clients, generate more leads. There are over 100 ways to effectively market ANY business. How many are you employing? Are you using the same old tactics? Relying on word of mouth? If the phone is ringing, good. If you're making sales, great. If you answered no to either questions or you'd like to make more sales, the answer is to increase your database. Get more leads and get them now. Curious how your business stacks up? Complete my five minute Lead Generation Assessment and I'll offer you suggestions. Click Here

#2 Increase Your Unit of Sale - Sell more. Upsell Strategies (Would you like more fries with that?) work GANGBUSTERS! It did for Mac Donald's. It can for you. Just one of my 101 Sales Secrets can double your sales and triple your profits. Scroll down for more info.

#3 Increase Your Frequency - Sell more often. What promotional offers do you have for March Madness? St. Patrick's Day? Easter? Mother's Day? A great follow up strategy will get you an 18% response rate. Guess what the #1 reason for lost sales? No follow up!

Discover...
Closely Guarded Sales Secrets

...that you must know to Thrive In Your Business. Attend my Sales Secrets Seminar on Friday March 20th at the Vancouver Alpen Club and walk away with 101 Sales Secrets. Be Quick... Seats are Going Fast! For more info visit www.SalesBell.ca

Not convinced you should attend this event? If your sales are booming then stay home (and refer someone). If your sales aren't where you'd like them to be, then you simply can not afford not to attend this event!

PS: Would you happen to know of anyone that would benefit from my newsletter? Please forward this email to them and encourage them to sign up at www.PowerfulMarketingInitiatives.com

Sales Secrets Seminar

2009-03-07T15:42:00.000-08:00

Increase Sales Now

The Smartest Strategy to Surviving and Thriving This Uncertain Economy
But How Do You Do it?

"The focus is on Sales... In this increasingly competitive world,
being good at what you do is not good enough.
You must communicate and persuade more effectively than your competitors.
That's selling!

Discover... Closely Guarded Sales Secrets
that every business owner, sole proprietor, and salesperson must know...
(and wish they did prior to the recession)"

Sales Secrets Seminar
Friday March 20th, 2009
at the Vancouver Alpen Club
4875 Victoria Drive, Vancouver BC See Map
from 9am to 4pm

Limited Seating
Only 50 Spots Available... and they're Going Fast!
Take Advantage of the Early Bird Special

Join Gregor Anton (aka "The Seminar Guy") for this high-energy, and interactive no non-sense one-day event designed to Get your Sales Motor Running and profits soaring.

Fact #1 - You own a "Sales and Marketing Company" first and foremost
...and subsequently must operate in such a manner

The content of this seminar gets you thinking beyond the day-to-day, reactive sales activities and focuses your attention on the strategic direction of your company.

Fact #2 - Selling is Easy... People make it Difficult
This is a no non-sense, hype free, reality based, meat & potatoes seminar

This event is suitable for the absolute sales novice through to a seasoned sales superstar. Gregor will cover the basic yet powerful sales fundamentals, as well as high impact, cutting-edge sales strategies, which are guaranteed to boost your sales results to new levels instantly.

Fact #3 - It's not what you earn. It's what you learn
Just one of Gregor Anton's Sales Secrets can dramatically increase your sales...
...Gregor will share 101 Sales Secrets with you!

All participants will be given a comprehensive workbook to capture all the ideas and secrets presented, for you to use as reference as you begin the process of massively transforming your sales skills and subsequently your companies' results!

Gregor F. Anton
Sales & Marketing Expert
CEO, Small Business Marketing Coaches Inc.

"Let me show you how you can
Double-Your-Sales and Triple-Your-Profits!"
(and make your competition wish they attended this seminar)

Gregor Anton is a unique and distinctive authority in the field of strategic sales & marketing. He has an uncanny ability to problem-solve and substantially increase bottom line profits, almost, without fail. He identifies patterns that limit and restrict business growth and subsequently facilitates the creative implementation of high-performance, success driven results.

Gregor has held key consulting positions in small, large, and multi-national corporations across Canada, USA, and Europe, which provide a wealth of knowledge at your perusal. Gregor successfully operates businesses in Vancouver, Calgary and Kelowna and has the sought-after skill set of ‘Sales, IT and solid business acumen’ rolled up into one. Rare indeed!

7 Reasons Why You Must Attend This Seminar

One Day Jam-Packed, Results Driven No Non-Sense Sales Seminar
You'll walk away with a minimum of 101 Sales Secrets proven to increase sales
Strategic Sales Workbook that you don't want your competitors to get their hands on
We'll cover Licensing & Franchising Tips and Tricks that you need to apply in your business
You'll get a complimentary copy of my Special Report: Generate-More-Leads Now! (Retails for $99.00)
One Year Complimentary Subscription to my Sales & Marketing Newsletter (Retails for $9.95 per month)
Includes Breakfast and Lunch

Who Should Attend:

Business Owners
Sole Proprietors
Entrepreneurs
Startups
Sales People

Sales Secrets Seminar
Friday March 20th, 2009
at the Vancouver Alpen Club
4875 Victoria Drive, Vancouver BC See Map
from 9am to 4pm

Limited Seating
Only 50 Spots Available... and they're Going Fast!
Take Advantage of the Early Bird Special

One Million Acts of Green

2009-02-05T21:20:00.000-08:00

Last fall, CBC and The Hour have mobilized Canadians to commit One Million Acts of Green. In partnership with Cisco, and the power of their 'Human Network Effect' the collective goal is to change how we live and how we treat the planet, one act at a time.

What is One Million Acts of Green?

One Million Acts of Green is a massive, nationwide environmental movement. It's not about overhauling your life it's about doing one single act.

The campaign officially kicked off on Tuesday October 21, 2008 at 11pm on The Hour. See http://green.cbc.ca/default.aspx

One Act of Green...
...Increased Our Bottom Line

We went green by virtually eliminating paper trails. With Infusionsoft, a customer relationship management software for small to mid-size companies. More low-cost / no-cost solutions at the bottom of this email.

No more paper... no more sticky notes... no more cocktail napkins (alright, maybe just the occasional one when my iPhone is low on battery juice...)

Saving 1 Day a Week
while increasing Conversion Rates
and Tripling Efficiency

In a nut shell, we do more in less time, not only have we gone green but we are now saving 1 day per week thanks to an automated, streamlined, organized system that keeps us accountable, increases conversion rates and triples our efficiency.

What is CRM?

If you've attended one of my Marketing Workshops (www.MarketingWorkshops.ca), you've heard me say "Your Database will Make You Rich, Your Products and Services will not." To say it's true is an understatement... I have over 300,000 records (contacts) in BC alone; Over a dozen landing pages (websites that capture leads); Hundreds of Email Templates, Documents, Faxes, and a Operational Procedures Manual that I've taken digital. Whether you have only a shoebox of contacts, lists with hundreds of entries, or an organized database of sorts, a CRM system will help you do more in less time.

According to DestinationCRM.com, "CRM, or Customer Relationship Management, is a company-wide business strategy designed to reduce costs and increase profitability by solidifying customer loyalty. True CRM brings together information from all data sources within an organization (and where appropriate, from outside the organization) to give one, holistic view of each customer in real time. This allows customer facing employees in such areas as sales, customer support, and marketing to make quick yet informed decisions on everything from cross-selling and upselling opportunities to target marketing strategies to competitive positioning tactics."

Simply put... you can put your follow up on steroids while your conversation rates and profits soar.

Business Benefits
of Customer Relationship Management

The UK Government's Small Business Services Department offered this practical advice:

"Implementing a customer relationship management (CRM) solution might involve considerable time and expense. However, there are many potential benefits."

Increased Client Base
Increased Sales
New Profit Streams
Repeat Sales
Effective Target Marketing
More Personal Approach
Improved Profitability
Reduced Expenses
Reduced Cost of Client Acquisition

Three CRM Picks
that are low-cost and even no-cost

There are plenty of CRM systems out there. ACT and Maximizer for example have been on the market for a very long time. They require software to be installed on your computer while Saas (Software as a Service) aka hosted CRM solutions, they require just a browser, are accessible anywhere from any machine, and your data is backed up, and secure. Take it from someone that has implemented sales & marketing strategies wtih CRM for over 15 years at mom and pa shops and private swiss banks. You will want to go with a hosted system. Here are three picks, plenty more out there. I recommend you start by watching a demo that outlines the power that you can unleash with your CRM system. Infusionsoft has a great demo, FreeCRM and Salesforce offer free editions.

Free CRM
Sales Force Free Edition
Infusionsoft CRM

Happy Groundhog Day!

2009-02-02T12:55:00.000-08:00

Who comes up with this stuff?!? Well, Groundhog Day is one of those "fabricated" holidays that has become entwined in the fabric of our lives and we don't even question its significance. (or its' relevance if you want to be truthful...

You may or may not know this...

Many of our establish holidays have been fabricated in the exact same way. (ie: Valentine's Day, Mother's Day, St.Patty's Day, etc...) The question needs to be asked then,

"What do I need to do to establish an annual event that will
perpetuate goodness in the world and money in my bank account?"

Now don't get me wrong, I'm all for holidays, but I can assure you that most of the holidays that we accept as "legitimate" started with a clever marketing mind at a flower shop (think Mother's Day) or a candy manufacturing plant (think Halloween) or a lingerie company (think Valentine's Day) putting some time and effort to promote an event that would bring these holidays to the top of the minds of the consumers who purchase their products. (Do you think it's a coincidence that Macy's "owns" Christmas in the USA?)

Multi-Billion Dollar Companies
Celebrate Not So Obvious Events

I know sometimes as business owners we celebrate the obvious events in our own business such as our Anniversary, Christmas, Year End, etc but what about coming up with the next "Father's Day?" Especially if you can directly benefit from it. This, buy the way, is called strategic thinking and it is the reason that companies such as Johnson & Johnson and Proctor & Gamble are multi-billion dollar companies. It's also the same reason (albeit with a completely different business model) that companies like Google and Microsoft have done so well in such a short time. (**SIDEBAR-expect to celebrate Bill Gates Day for the first time within the next 20 years the same way that the US has immortalized Martin Luther King Jr. with a national holiday to commemorate his life's work...**)

btw, did you have a Superbowl Promotion?

THE NEXT BIG EVENT

for your business?!

So what is going to be your next holiday? Get thinking, this could be very profitable!

Here are just a few upcoming events...

Valentine's Day - February 14th
RRSP Deadline - March 2nd
St. Patrick's Day - March 17th
Good Friday - April 10th
Tax Deadline - April 30th
Mother's Day - May 10th

What is your marketing strategy for these events? For 2009 for that matter?

Let's make 2009 your most profitable year, ever! Get Smart, Get Savvy, Get Results.

For the ultimate business kickstart attend my Marketing Focus Group on Wednesday February 11th. www.BusinessKickstart2009.com

Yours in Success,

Gregor F. Anton

Paradox of our Age

2009-02-01T11:53:00.000-08:00

We have bigger houses but smaller families;
More conveniences, but less time;
We have more degrees, but less sense;
More knowledge, but less judgment;
More experts, but more problems;
More medicines, but less healthiness;
We’ve been all the way to the moon and back,
but have trouble crossing the street to meet the new neighbour.
We build more computers to hold more information to produce more copies than ever but have less communication.
We have become long on quantity, but short on quality.
These are times of fast foods but slow digestion;
Tall men but short character;
Steep profits but shallow relationships.
It’s a time when there is much in the window, but nothing in the room.
By the 14th Dalai Lama

... and Small Business Owners
spend too much time IN their business
for not nearly enough profit

Start working ON your business, optimize your revenue potential, and own a business, not a job. Let me show you how... Attend the Ultimate Business Kickstart for 2009
www.BusinessKickstart2009.com

Make 2009 a Year of Yes

2009-01-21T11:48:00.000-08:00

2009 brings an interesting economic climate and quite a buzz, especially in the small business world. In both Chinese and Japanese, "crisis" is written with two symbols, the first meaning "danger", the second, "opportunity".

Believe it or not...a recession is a great opportunity for entrepreneurs to shine. While big corporations are downsizing, laying off, and going bankrupt, small business owners are the ones who are agile enough to react quickly and capture that newly available market share. The question is...

What will 2009 have in store for your business?

2009 truly can and will bring more opportunity to us than we have seen in the last 10 years. With that said, danger still exists. As a small business you must be prepared to streamline your operations, do more with less, and ramp up your sales and marketing efforts.

Will you thrive or survive?

2009 is here. Business Resolutions are set. The New Year's Party is over... If you fail to plan, you plan to fail. It's that simple. Now is the best time to invest in yourself and your business. Revisit your goals and be sure to make them S.M.A.R.T. Goals. More on that in my next newsletter.

Will it be your most profitable year
or 365 days of struggling to stay in business?

Commit to following my newsletters and learn how a mere 10% increase in your sales and marketing efforts can double your profits. I'll show you how!

Make 2009 a Year of Yes!

Yes! to Marketing That Works
Yes! to More Sales Leads
Yes! to Soaring Profits

Follow my 2009 Survival Guide for Small Business and I guarantee you will increase your sales and marketing efforts! Perhaps event double, redouble, and redouble yet again your profits. I'll show you how.

Start with this quick survey designed to gauge where you are at? Strategically that is!? There are 13 Proven Steps that should and must form your roadmap to success. Lets see how far ahead you are.

I'll be sharing the results in my next newsletter.
http://www.zoomerang.com/Survey/?p=WEB228QNY6SSPJ

Lets make 2009 your most profitable year, ever!

"The future doesn't just happen
It's shaped by decisions."
Paul Tagliabue

PS: For the Ultimate Business 2009 Kickstart attend my Marketing Focus Group. Due to popular demand I had to add a couple more sessions! Visit www.BusinessKickstart2009.com

Get Your Marketing Motor Running

2009-01-15T11:44:00.000-08:00

Congratulations on reading my blog and deciding on our guidance to ensure you start making the income you deserve! You may or may not know us but we are well known in the profitable small business circles. We are incredibly proficient at engineering new profit centres, income streams, overlooked opportunities, under performing activities and strategic alliances for small businesses of many shapes and sizes.

Some people say our newsletters (and subsequent strategies) have changed the way business is done and effectively revolutionized the way they now operate.

Get Your Marketing Motor Running
Put Your Marketing On Steroids

Kick back, grab a coffee, tea, donut and what ever your heart desires and follow our newsletters as they come. Even if you are not much of a reader, make this one exception. Reading our information in its entirety can be the most profitable and important thing you do all week, month, maybe this year...

Stay tuned, more entries to follow shortly!

Happy New Year!

2009-01-01T16:24:00.000-08:00

H appiness depends upon your outlook on life.
A ttitude is just as important as ability.
P assion find yours this year!
P ositive thoughts make everything easier.
Y ou are unique, with special gifts, use them.

N ew beginnings with a new year.
E nthusiasm a true secret of success.
W ishes may they turn into goals.

Y ears go by too quickly, enjoy them.
E nergy may you have lots of it.
A ppreciation of life, don't take it for granted.
R elax take the time to relax in this coming year.

by Catherine Pulsifer

Let's make 2009 your most profitable year, ever! Get Smart, Get Savvy, Get Results.

For the ultimate business kickstart attend my Marketing Focus Group. Due to popular demand we just added a new event. Visit www.BusinessKickstart2009.com

Season's Greetings

2008-12-22T15:03:00.000-08:00

From all of us at Leader Global Consulting,

On the first day of Christmas my Marketing Coach gave to me
A seedling of a money tree

On the second day of Christmas my Marketing Coach gave to me
Sales & Marketing Boards To Track my sales Leads

On the third day of Christmas, my Marketing Coach gave to me
S.M.A.R.T. Goals To Fulfill my 2009 Dreams

On the fourth day of Christmas, my Marketing Coach gave to me
Highly Effective Time Management Skills for increased productivity

On the fifth day of Christmas, my Marketing Coach gave to me
Powerful Headlines To Stop Prospects in the Street

On the sixth day of Christmas, my Marketing Coach gave to me
A Marketing Message for the World To See

On the seventh day of Christmas, my Marketing Coach gave to me
A Sales Process that really plants the seed

On the eighth day of Christmas, my Marketing Coach gave to me
Sales Letters to sweep my prospects off their feet

On the ninth day of Christmas, my Marketing Coach gave to me
A USP that can't be beat

On the tenth day of Christmas, my Marketing Coach gave to me
Sure-Fire Joint Ventures that I can't wait to meet

On the eleventh day of Christmas, my Marketing Coach gave to me
A Referral Program on Steroids that gives me plenty of leads

On the twelfth day of Christmas, my Marketing Coach gave to me
A Rock-Solid, Bullet-Proof, Cannot-Miss Marketing Plan that all Small Business Owners need

If you really wish for your business to shine in 2009, then get pragmatic, get planning and get successful.

Happy Holidays!

Yours in Success,

Gregor F. Anton

This electronic transmission, including any attachments, is for the intended addressee. It is subject to copyright, confidential and may be subject of legal or other privilege, none of which is waived or lost by reason of this transmission. If you are not the intended addressee, please accept our apologies, notify us by return, delete all copies from your computer system and perform no other act on the email.

Leader Global Consulting, 3665 Kingsway, Suite 300, Vancouver, BC V5R 5W2, CANADA

The magic power of persuasion

2008-12-02T08:06:00.000-08:00

In this newsletter I am going to share one very powerful strategy with you that will generate more leads for your product/service and increase your conversion rates!

No Results - No Fee Newsletter

The Magic Power of Persuasion

Testimonials are powerful! They create believability, credibility, and a sense of security for your customer. They help to break down the natural barriers and distrust that most buyers feel towards you or your business.

Here is a great testimonial that has increased attendance for my Marketing Focus Groups... (Next ones are December 9th and 10th see www.Marketing-Focus-Group.com)

Rescue from Financial Distress

'Gregor, you are the bailout guru for business mediocrity - enabling entrepreneurs and business owners to far surpass possibilities when everyone else seems distressed. You are the cure for the distressed small business.'

Sacha Fernandes
Marketing Strategist

Watch any infomercial and you will see that they are loaded with customer testimonials. Why?

Because they work!

Testimonials have the magic power of persuasion. Look at the success of the George Foreman Grill. Foreman has sold millions of dollars worth of this product. Better said, the company that developed the grill has sold millions of dollars worth of grills by using George Foreman's testimonial.

People have an inbred automatic response to mimic what other people do. Why do you think television producers play recordings of laughter when a punch line is said during a sitcom? Because they know that it will make the live audience laugh, even if the punch line wasn't funny.

Strange? Even stranger is that the people in the audience know that it's just a recording of fake laughter nut producers have found that when the recorded laughter is turned up, the live crowd laughs even louder. It's a natural instinct to mimic what others are doing.

Customers who give testimonials are more loyal
An extra bonus is that testimonials will also create more loyalty in your customers. Once people have put their name and reputation on the line by publicly endorsing a product or service (or person), they will stand behind that decision even if they find out it's a bad one.

In addition, when you ask your customer for a testimonial, they will feel as though they are helping you and your business grow. Because they feel as though they have a direct hand in the success of your business, they will stay loyal.

Ten LGC strategies for successful customer testimonials
There's more to obtaining testimonials than just asking your customers for their comments and feedback. If you want to have powerful testimonials that catch your prospects' attention and build a relationship of trust, you should consider the following testimonial strategies.

Strategy # 1:
Try to get a testimonial from your customer as soon as possible. This could be the day you make the sale, or within the first week after you make the sale. Your customer will be at their 'giddiest' and most motivated to write you a great testimonial during this time period. Don't wait until the honeymoon period is over. Consider having them write the testimonial before they leave your office or store.

Strategy # 2:
Always ask your customers to include your unique selling proposition (USP) in the testimonial. For instance, if your USP includes exceptional customer service, same-day installation, and a money_back_guarantee then ask your customer to attest to those qualities.

Strategy # 3:
Don't ask for customer testimonials in survey requests. Many businesses make the mistake of sending out customer surveys to get the feedback from their customers, in addition to testimonials. Your customer needs to have the freedom to stay anonymous and say negative things in your survey, which is opposite of what you're looking for.

Strategy # 4:
Have your customers be specific in their testimonials, For instance, if you delivered your product the same day your customer purchased it, tell your customer to include the time that it arrived. If you delivered some kind of outrageous act of customer service have them write specifically about what you did and how it helped your customer.

Strategy # 5:
Ask your customer to talk about the struggles they were having previous to receiving the benefits of your product or service. Most likely, the reader will have had the same or similar struggles and will empathize. This will only make your prospect more interested in receiving the benefits of your product or service.

Strategy # 6:
Have your customer state their credentials. This will make their testimonial even more persuasive because their comments will be seen as coming from a credible source. People tend to believe others in positions of perceived authority.

Strategy # 7:
Always try to get a picture with them using your product or service. As a matter of fact, try to take the picture yourself so that you know you'll get a good one. Take several and make sure they are showing the benefits of the product or service. Pictures double the effectiveness of your testimonial and bring the testimonials to life.

Strategy # 8:
Make sure you get permission from your customers to use their testimonials in your advertising. Thank them profusely and let them know that it is testimonials like theirs that help your business grow.

Strategy # 9:
Ask them if you cannot only use their name but the town/city they live in. Addresses, even if it's just a city name, increase the believability of the testimonial. It demonstrates that they are real people who live in the same community as your prospects.

Strategy # 10:
Now here is a controversial antic but it has worked every time for me. Let's suppose your customer procrastinates to send in their testimonial. Call them up and mention that you know they are very busy but you value them as a customer and their testimonial is important to you.

Suggest that to save them time and hassle, you will draft a testimonial for them and they can make any editing changes they want. Then send it back. Of course, you will want to send a self addressed envelope. You get the perfect testimonial and they do not need to do any work again, this tactic has worked remarkably for our clients.

Here is a sample letter from the Hot Tub industry asking for a testimonial from a customer;

Dear Frank,
Thank you for purchasing your spa from Hot Tub City. It was great experience helping you in your selection process. You were well informed which made our job easy. We wish we had more customers such as you who take the time to make a good decision.

We know you had several choices to which to purchase your hot tub and we were flattered and grateful that you chose to purchase your hot tub from us. We consider it an honour when someone shops around and comes back to purchased at Hot Tub City.

From time to time we ask a few of our special customers for their feedback. We often use this feedback as a testimonial in our marketing material.
Because we had such a pleasurable time with you George, could I ask you to jot down a few words about your experience with us and those that helped you, so that we can use what you say in our marketing material? You would be helping us tremendously with our marketing efforts.

You might want to include specifics such as names, positive incidents, and how you feel today about owning your hot tub. Again, this will help us as we market our products and services here in the Calgary area.

Enclosed you will find a form to use and a prepaid envelope with which to mail in back to us.

Thank you so much for your help and being a great customer.

Cordially yours,

George O'Bryan

This testimonial request letter butters up your customer as makes them feel as though is really helping out your business (and he is!). It makes him feel special and that his comment will count. It also makes it easy for him to fill out and back. The easier it is to respond, the higher your response rate will be. Always follow up a testimonial request letter with a phone call and a letter, especially if it hasn't come back after a couple of weeks. At Leader Global Consulting we always include three examples for them to use as a guide.

Always thank your customer for their testimonial
If you thank your customer for their testimonial it will increase the goodwill you already enjoy and confirm the customer's choice for sending their good name and giving you a testimonial. Take a moment to send a personal (TEMPLATED!) letter thanking them for their time and effort. The following are a couple of example letters you can use as a guideline for thanking your customer.

This sample letter is designed to go to people who have given you an unsolicited testimonial after purchasing your product/service.

Dear Mr Jones,

I wanted to thank you for your kind remarks in the letter I just received from you. Your praise of our store and its people is most gratifying.
It is unusual for someone to express his satisfaction with a product or service. It is people like you that make our special effort worthwhile.
I am very pleased that you like your new Maxis Hot Tub as much as you do. When I sold it to you, I really believed it would help your back problems and allow you to relax after a long day of work. I hope it give you many years of enjoyment.
Thank you again for your kind words. I am proud to know I have been of service. If you need anything please do not hesitate to call.
Cordially yours,

George O'Bryan

Thanking your customer always tends to improve your rapport and solidify your relationship. Besides it is common courtesy.

How to use customer testimonials once you get them
It is not enough to receive customer testimonials. Knowing how to use them in your marketing activities is what makes the difference. The following are six ideas you can use to implement testimonials into your marketing program.

Idea 1
Create a 'What people are saying' Report. I once heard the story of an independent consultant who, after proposing on a project, was asked for his resume. Instead of sending his resume, he made copies of all the testimonials people had sent him (because he asked, this was hundreds), put them in a shoe box and sent them to the company. He goes to say, he got the project.
Create your own 'What people are saying' Report by putting copies of your best testimonials together in a booklet and giving them to prospects. This will become a very powerful marketing tool for you.

Idea 2
Scatter testimonials all over your website. Many webmasters make the mistake of creating a testimonial page and putting all testimonials on one page. Place testimonials wherever you make bold claims. If you have testimonials pertaining to a specific product, place those testimonials under that product.
Another great area to place testimonials on your website is on the right and left borders. It will be a constant reminder of your credibility. If you have a sign up page of any sort, consider including a testimonial that talks specifically about what you are asking your visitor to sign up to, newsletter or access to further information.

Idea 3
Always include testimonial in your advertising. You will never see an ad in the competitive game 'weight loss programs' without a testimonial. Why? Because those advertisers know that people are sceptical of advertising (not just weight loss ads) and the most powerful way to overcome scepticism is using what others say about you/your product.

Idea 4
In every direct mail piece you send, include a one or two page list of testimonials. This gives automatic credence to whatever offer you are sending. You can make the testimonials part of the sales letter but from my experience, sending lose leaf pages of testimonials make a persuasive statement.

Idea 5
Do joint endorsed mailings. If you have an associate who has customers that might be good prospects for what you sell, ask if he would like to participate in a joint endorsed mailing in which your associate would send a letter to his customers endorsing you and your products and services. In return you send a letter to your customers endorsing your associates products and services. It's a win-win.

Idea 6
Do an endorsed referral letter promotion. This tactic is similar to idea No 5 but the promotion is done with your customers. Hold a contest of some sort and award prizes (incentives) to those customers who send in the names and addresses of three friends who they know would benefit from your products or services. Then send each of the three friends a letter with the testimonial of the person who referred them. This could give your referral program a jolt.

Start a 'Testimonial Drive' today
Chances are, you have not been diligent in asking for customer testimonials. I would urge you to make a commitment today to start asking for testimonials from 100% of your customers. You can't have enough customer testimonials.

Make a plan today to begin a 'Customer Testimonial Drive' and set a goal to obtain 100 customer testimonials within the next three months. Put a thermometer on the wall if you have to, but start today. Draft your testimonial request letter and send to out this week. Then start following up on your requests by phone next week.

Conclusion
Testimonials are a powerful tool in helping you to break down your prospects skepticism and fear. When customers give you a testimonial, they work to solidify your relationship with them because they have 'gone public' with their statement of support for your business.

Ask for testimonials from your customers as soon as they purchase your product or service. Ensure that their testimonial is very specific. Always get a picture of your customer to use with your testimonial. Don't forget to thank your customer for pledging their public support for your business. Find innovative ways to integrate your customer testimonials into your marketing program.

Now go and get some great testimonials!

Examples of great testimonials:

Hair Salon Massive Makeover! We saw our referrals increase 200% in less than a month. Retail sales increased by 138% over the same period of time. Thank you.
Susanne Radke

Mortgage Broker quadruples return! We ran an ad for $350 and it provided a $27,415.00 return! This was over a 400% improvement on the previous effort.
Monica McLeod

When we joined LGC we didn't know what to expect. We were working 16 hours a day and didn't seem to be getting anywhere. The advice and successful strategies gave us a clear business focus and the confidence to set goals we would have only dreamed about. We would never have imagined that in the first 3 months we've recorded $80,000 in sales, hired 4 new tradesmen and we have commitments for an additional $120,000 in sales on the table. Gregor is an indispensable business asset for anyone who wants their business to succeed.
Chad Bernst

Competition now accounts for 45% of our Business! Thanks to some great advice from LGC we contacted our larger more expensive competitor. He now sends us 45% of our total sales.
Adam Richards

$320,000 in Referrals! The LGC program worked well. We can attribute close to $320,000 in sales due to joining your program and on going consulting services.
Cameron Moore

In our first week Gregor has saved me 3 hours every day from just streamlining my day! Placements are up 37.50%, making us an additional $7500.00 in the first month!! Thank You Gregor!

Bottom Line Results are Impressive! We are now spending 30% less on marketing and have increased conversion rates to 54% success. Disturb story works well and NO MORE YELLOW PAGES!
Jono DeBoos

Risk Reversal Doubles Income! Does a testimonial from yourself count? We introduced a 100%_money_back_guarantee for ALL clients. Sales and revenue doubled. At LGC we practice what we preach!

PS: We still have a couple seats left for my upcoming Marketing Focus Groups on Tuesday December 9th from 10am to 12pm at Century Restaurant at Richards and Pender, andWednesday December 10th from 5:30pm to 7:30pm at Marina Pointe, Cambie & Nelson. Be Quick... Register now at www.Marketing-Focus-Group.com and forward this newsletter on to business owners, sole proprietors, and entrepreneurs that can benefit from my advice!

Yours in Success,

Gregor F. Anton

Whistler Strategic Sales and Marketing Bootcamp

2008-11-14T22:26:00.000-08:00

Announcing...
The Hands On, Roll-up Your Sleeves,
Let’s-Get-To-Work, Here Is How You Do It

Strategic Sales and Marketing Bootcamp
for Whistler Business Owners

Learn 'How to Go From Failure to Franchise in less than 12 Months'

Whistler – Statistics state that 80% of business owners do not make it the three year mark and 60% sadly, do not keep their doors open for twelve months. The CEO of Leader Global Consulting, Karl Bryan, is hosting a ‘Strategic Sales and Marketing Bootcamp’ at The Westin on Friday November 21st designed to show local business owners how to franchise, systemize and capitalize by operating strategically.

No longer will local business owners confuse ‘being busy with being successful’.

The first 50 businesses that register (seating is limited) will learn why in the exact same industry one business goes through the roof, while others go out the back door. It is possible to go from failure to franchise in less than 12 months when you have the right proven step by step roadmap and proper resources.

As the founder and CEO of one of Canada’s fastest growing marketing consultancies, Leader Global Consulting, Karl Bryan is a recognized leader of a new generation of small business marketing success and leadership.

Karl Bryan (www.karlbryan.com) was sponsored at the age of 21 by the President of National Small Business Australia to do marketing consulting overseas. This unique opportunity has provided him the good fortune of interviewing and collaborating with some of the cleverest marketing minds on the planet, to determine what does and does not work in business, as well as speaking to thousands of business owners internationally. Numerous case studies will be provided where businesses have dramatically increased profitability overnight by simply ‘thinking outside the box’ and operating slightly more strategically. He now shares his wealth of knowledge and experience with business owners to help them achieve substantial growth by implementing proven, easy to understand systems and outbound marketing initiatives.

“Karl Bryan is one of the most brilliant marketing minds today. A true ‘Guru’.”

Peter Singleton, CEO Multi Stream Marketing

Strategic Sales & Marketing Bootcamp
for Whistler Business Owners
Limited Spots
Be Quick... Register NOW!
http://www.MarketingWorkshops.ca

Get Your Marketing Motor Running

2008-10-15T15:02:00.000-07:00

Small Business Month is a great opportunity to Get Your Marketing Motor Running.

You are invited to my Marketing Focus Group on Thursday October 23rd at the Central Park Business Centre at Kingsway and Boundary across from the Telus building, from 12pm to 2pm. Be sure to register right away as seats are limited and going quickly!
www.BusinessFocusGroups.com

No Results - No Fee Newsletter
October, Small Business Month

The most powerful thing we can do in business is LEVERAGE time... do it.

This email is about your most vital resource... TIME! In business time is basically a double edged sword when it comes to marketing. Why? Because although they know these marketing strategies I outline are designed to provide more time, most struggle to find the time to actually put the strategies in place! Start working on your business... not in it!

The basic premise of this edition is 'Time is Money $$'! Just how much you ask? Well that depends.

Here is a formula for working out just how much your time is worth to you.

Firstly, decide what your base earnings target - the lowest amount of money you want to earn - is. For example, if your target is $150,000, with 365 days per year (minus, say 130 days for weekends and holidays leaving 235 days) multiply by 7 hours in a day, giving you 1,645 working hours in a year. Divide the base earnings by 1645 and you have required per hour in this scenario, $150,000 (divided by) 1645 = $91.18 per hour.

The MAJOR FLAW with this formula is the presumption that every one of these hours will be productive! Nobody is that good. A scary statistic I once read (unfortunately it is nearly spot on) stated the average staff member spends a total of 25 minutes a day in actual 'productive time'! I will spare you the indignity of what the average 'owner' spends on productive time and just let you work it out for yourself!

The proper way of working this out is to divide into the actual number of 'productive hours'. On average you can bet you spend no more than 3.5 hours a day in productive time. If you are highly efficient - your formula would look this. $150,000 (divided by) 822.5 (3.5 x 235 days) which gives you $182.37 per hour as a measure of what your time is worth.

The first obstacle you must over come... IS YOU! Statistics show the average business owner gets interrupted once every 8 minutes! If each time you're interrupted, it takes you 3 minutes to get your bearings and move on, you have just lost 15 minutes in every hour! Multiply these 15 minutes by the number of hours in your work day and the amount of time lost on a daily basis is frightening in terms of ramifications on your business! Notwithstanding some issues are going to be a whole lot more important to deal with than 3 minutes and therefore even more time is lost in your day. Make a commitment to yourself that you will not allow your time to be abused or misused!

The urgency to communicate, and the abuse of your time, is directly related to how easy it is to communicate with you! Open door policies do not work in the boss to employee relationship. The more you respect your time the more they will respect your time. End of story. Notwithstanding the same can be said for your customers. Most business owners fear that if they are not available 24/7 for their customers they will jump ship and take business elsewhere. In some cases you need to be available on demand but in many this creates an 'elevation of status' and the people dealing with you actually start appreciating your time more.

Make it HARD for people to abuse your time... respect your own time. Those with important matters will find their way to your office anyway... the tire kickers will soon give up. More to the point you want them to start talking in 'solutions' rather than 'problems'.

You do not have to answer your mobile phone! If someone needs to speak to you that badly they can leave a message, and time permits, return the call. Most people spend hours a day just answering and making phone calls ad hock. When you hour is worth $182.37 can you really afford to be wasting time chatting in a schedule where there is already a shortage of time? Block out lots of time to listen to messages and then make important calls... the rest of the time the phone is off/silent.

Junk communication... courtesy of technology. The blight of junk communication has been spawned by the same technology that has revolutionized the way we do business! When this amazing technology is used efficiently, its capability is mind boggling... and when it is not, it's capable of generating a staggering amount of time wasting JUNK! Be careful not to fall into the trap of sending and receiving pointless emails when you really should be working.

Some solutions...

Work fast... the sense of urgency is one of the most respected attributes in the business world. When one of my clients sends me an email I work hard to get them a reply quickly!

'Perfection is the lowest standard on Earth'... Perfection stops you from starting. Just get moving and the snowball starts rolling!

80/20 rules... EVERY BUSINESS HAS THEM!! Work on what provides the most production and rewards you in terms of remuneration. Most people have 100 tasks to complete and spend the same amount of time on each... Turn these ratios around (80/20 rules) and you instantaneously become 4 times as productive!

Work backwards! Have deadlines within deadlines! Decide what and when you want to achieve and start making it happen. Most people work left to right and take 10 times as long to complete anything (if ever at all)! Start with the end in sight and feel the effects.. they will be staggering when applied properly. This is effectively goal setting.

Learn to say NO! You must learn to discriminate... when something does not fit into your 30 day to do list or your 80/20 rules... Probably not worth doing at this point in time. If it does, prioritize it and start working on it with a sense of urgency!

Don't make other peoples problems your own! Don't fall into the trap of 'reverse delegation'. If you are available to whomever - whenever... you are the one being delegated to! You are the one that needs to be doing the delegation!
Time is the most vital resource in your company... use it wisely

"There are things you know you know....
Things you know you don't know...
and things you do not know that you do not know.
The third one will kill your business!"

www.BusinessFocusGroups.com

PS: If you would happen to know of anyone that would benefit for my Marketing Focus Group, FREE for Small Business Month, please forward this email and have them register at www.BusinessFocusGroups.com

Happy Small Business Month,

Gregor F. Anton

Leader Global Consulting

This electronic transmission, including any attachments, is for the intended addressee. It is subject to copyright, confidential and may be subject of legal or other privilege, none of which is waived or lost by reason of this transmission. If you are not the intended addressee, please accept our apologies, notify us by return, delete all copies from your computer system and perform no other act on the email.

If you're going to read one newsletter all year, make sure it's this one!

2008-09-25T15:31:00.001-07:00

Press Release: Free Marketing Newsletter

Word Of Mouth

2008-08-05T14:26:00.000-07:00

Are you searching for the ultimate solution, which will cost you next to nothing, bring in a flood of new customers, generate heaps of sales and leave your competition wondering what happened? If you are, and you already have a stream of loyal customers in your business that you are doing nothing with backend… I have some great news for you.

As a marketing consultant, I constantly hear business people tell me that they generate a lot of business through word of mouth. The fact is people talk to each other. Then I ask them: What would happen if we set up a system to encourage more referrals? What would that do to your business? And what if that system took all of about 2-3 hours to set up, cost you barely nothing (other than the paper you printed it on) and could potentially generate thousands of dollars in sales?

Let me explain how this system works. When you’re planning to buy something, you always feel more confident purchasing from someone that has been recommended by a friend you trust, don’t you? We all like to know that someone has tried the product and can vouch for it doing what it says it can do.

So How Do I Set Up A Referral Program?
It’s relatively easy. The first thing you need to identify is “What’s the average dollar value of a client.” Let’s take the example of a women’s hairdressing salon where the average sale would be $50. Now how much is that customer worth to you? How many times do they come back within a year? If they come back once a month that customer is worth $600 to you. The most important part of this exercise is knowing what the average value of a client is. To work this out is simple. Calculate the number of clients on your database, and divide this by the turnover since you started. For the purpose of this exercise, let’s assume the average value of a client is $400.

How much extra business can our clients send to us?
Based on the above details we know that with an average dollar value for each client of $400 if a customer sends us:

• 4 clients = $1600 turnover.
• 8 clients = $3200 turnover.
• 12 clients = $4800 turnover.
• 15 clients = $6,000 turnover.

Let’s estimate the profit margin to be 50% (you’ll have to work this out based on your own product or service). This means if someone sends your business 15 clients you are making $3,000 in profit from that client.

How do I reward my clients?
Simple. Offer them your products for FREE based on how many people they send you. For instance if in the above example you are making $3,000 in profits with a 50% margin, why not offer your clients FREE Hair Treatments for the year valued at up to $1,000 if they send you 15 new customers. Total cost to you @ 50% profit margin = $500. Total Profit = $3,000. Total Risk = $0. If your clients send you 4, 8, or 12 new customers you structure benefits for each level.

How do my clients promote my business?
When every client completes a service with you hand them a letter explaining the referral program, and the benefits, together with some gift vouchers for your client to give to their friends. This makes it easy for them. Your clients give a valuable gift voucher to their friends and they get rewarded for it. You have your best sales force out on the road – and you don’t have to pay a single cent.

How do I track results?
Simply stamp each gift voucher, which goes out with a number, and then write your customers name down next to those numbers of the gift vouchers they have. When gift vouchers come in from their friends, call your clients up and thank them, and let them know of their bonuses. This will keep them active and increase their motivation.

What’s the Potential of a Referral Program?
Let’s use the above example. The company has 1,000 customers coming in every month. If just 20% of people were to refer one new customer to their business with an average lifetime value of $400 this company would have 200 new customers with a value of $400 each = $80,000 in turnover = $40,000 in profit. Not a bad effort for handing out a few pieces of paper and printing some gift vouchers. Not only that, because every customer has been referred, they are more likely to be better customers than those coming from advertising.

JUST DO IT

Setting up and systemizing a referral system for your business is not difficult … and implementing this program could be the most leveraged time you spend this year. So what are you waiting for? There’s thousands of dollars going untapped sitting in your customer database. Get out of your comfort zone, take stock of your assets, do the figures, and make it happen!

Newsletter Opt-In

2008-05-07T18:26:00.001-07:00

Sign up today for our Sales & Marketing Newsletter,
jam-packed with rock solid, can-not-miss tips and
secrets to doubling your sales and tripling your profits.

http://www.free-marketing-bootcamp.com/#Newsletter

2008-05-07T13:06:00.000-07:00

We are delighted to announce that the First Lady of Networking, Donna Willon, President of Focused Networking has joined our TEAM. I thought it would be appropriate that this edition of ‘Gregor’s Kick…’ focuses on Networking and how to leverage better results for your time! The common theme of the question from small business owners is, ‘How can I start making money at these networking events and is it really worth it vs. something else I could be doing.’

The answer is ‘YES’. Provided you have a STRATEGY prior to the event. What are you going to say… what are you going to ask… how many cards are you going to collect… how are you going to get away from the ANNOYING person whilst time ticks… what are you going to send them afterwards… what is your OFFER… etc.

Networking is not the end all, be all, but is one of the ‘clubs’ that fits comfortably in any successful business owners ‘Prospecting Golf Bag’. If you do not have a powerful strategy or are not familiar with the ‘Prospecting Golf Bag’ I recommend you attend one of our FREE Marketing Bootcamps for an insight to powerful business secrets on how to make a ton of money for less effort! GUARANTEED!!

Donna Willon says it best, "Your Network... is Your Net-Worth!" Let her show you how.

I highly recommend you see Donna in action, it is the smartest thing you can do to improve your prospecting golf bag!

Focused on Referrals - Networking Extravaganza

at the Vancouver Golf Course in Coquitlam

on Wednesday May 14th

http://www.focusednetworking.com/general/events.htm
(for listings of all of Donna's Networking Events, visit the above website)

FREE Marketing Bootcamp
at the Sylvia Hotel in Vancouver
on Tuesday May 13th

www.free-marketing-bootcamp.com

(for complete listings including Burnaby, Langley, Abbotsford visit the above website)

The people that speak the most buy the most… therefore the trick to networking is simple. Get them talking about themselves and always collect their information so you can keep in touch.

Some great questions I have used with MASSIVE results at Networking events:

1) How did you get your start in the ‘widget’ business? (Make them the movie of the week… be sure to actively listen)

2) What do you enjoy most about your Profession? (Elicits a positive response and importantly makes people feel good about what they do)

3) What separates you and your company from the competition? (Give them permission to BRAG)

4) What advice would you give someone just starting out in the ‘widget business’? (Makes them feel superior and allows them to do some mentoring)

5) What one thing would you do in your business… if you knew you couldn’t fail? (Get them ‘go deeper’ into what they do. Money is made from this question)

6) What significant changes have you seen take place in your profession through the years? (The good old days… this also stimulates thoughts where opportunities lie in their industry. Translation – MONEY!)

7) What do you see as the coming trends in your industry? (Speculation question and positions them as the EXPERT in their industry, makes them feel important)

8) What has been the strangest/funniest incident you have seen in your business? (People love to trade ‘War Stories’)

9) What ways have you found to be most effective for promoting your business? (Elicits a positive response and also helps you ‘read’ how they think)

10) What do you see as the most difficult thing about dealing in your industry? (Ask this from a customers stand point and from the industry. Pain in your industry equals OPPORTUNITY and therefore lots of MONEY)

11) What one sentence would you like people to use in describing the way you do business? (You are allowing them to give themselves a compliment, who doesn’t like compliments!)

You’ll notice something common about my questions… they are all about THEM. Notwithstanding it allows your prospect to talk about themselves as well as brainstorm their own industry (which they seldom do… trust me. And quite possibly will be a very PROFITABLE conversation for them). Don’t expect to get a chance to ask all of these questions to one person but be armed with them for the right situation. Let your personality dictate which ones you use.

PS: Seats for our FREE Marketing Bootcamp are going quickly. Be Quick... Register NOW! www.free-marketing-bootcamp.com

Gregor Anton

BC President

Leader Global Consulting

www.free-marketing-bootcamp.com

2008-03-14T15:50:00.000-07:00

This edition is based on The second most profitable skill in business -- the ability to write EFFECTIVE marketing copy (to sell in print and not have to verbally express yourself).

Btw... the first person to e-mail gregor@noresults-nofee.com back with the correct answer stating 'the MOST profitable skill in business' wins a $395.00 Seminar Ticket for our upcoming 101 Sales Secret Seminar on Friday April 11th! Press reply now!

You have been looking for ways to have clients approach YOU rather than you having to pursue them all the time -- you know it is a far more efficient strategy and one that needs to be improved. Of course -- there are those with masochistic tendencies -- and they love to cold call and have upteen sqillion NO's prior to a maybe. You are not one of them -- good for you for drawing 'a line in the sand' and experimenting with these new techniques. Rather than the 'carpet bomb' technique of making telephone calls to prospective clients to set up face to face appointments, use DIRECT RESPONSE MARKETING and make it work for your company. Your marketing plan needs to be 'educational based' and provide value LONG before a sale is attempted.

Conventional methods of selling often require you (or your sales rep) to telephone in hope of setting up an appointment -- where the real sales process begins. This means you need to establish favorable rapport with the first point of contact before you can even get close to the decision maker. Or you actually arrive and wait to be seen, thereby wasting time and once again, putting yourself in a somewhat powerless position. Such bad 'positioning' will only make the process a whole lot harder,if not knock the whole thing on the head before a sale even gets close!

With Direct response marketing, a VERY different dynamic takes place! Most importantly, the client seeks YOU out, because they are already predisposed to doing business with you.

Here's how it WORKS (and it does!); suppose you send out a brochure to prospective/targeted clients, on which you offer a video, showing the client how to do something of significant benefit to his or her company. I said something which will BENEFIT them! Something meaningful and specific that will save your prospect time or money or make the job a whole lot easier to do. No face to face contact has even taken place, but the prospect now perceives you not as a sales person, but as someone who can HELP them achieve something they want! When they call in response to your offer to order the video, they feel as though they are in charge, but their defenses have come down. This puts you in a good position to 'tell them how it works'. They are likely to ASK you. The sales process is well under way and it all began with a non confrontational brochure/letter or other inexpensive marketing piece (Try 37,000 of them in five days for only $350 with a .25% success rate -- do the numbers -- and then count your money)!

The CONTENT of the material is VITAL! There is a formula for writing and kind of marketing material and the difference between a well written piece and the conventional waste of paper we most often see doing the rounds, is simply -- A SALE! If you are offering a FREE Video or report, it should have a powerful headline, a compelling offer they will perceive as value (something for FREE where possible), and scarcity (limited number/date/need to qualify etc...) -- it cannot be available to everyone. Goodwill is generated and so are sales.

Some great examples:

FREE Marketing Bootcamp
FREE Advertising Workshop
FREE Sales Workshop

The POSITIVE POWER OF NEGATIVE PREPARATION empowers you in the person to person part of the process. Most people don't expect a sales person to admit to any weaknesses. But while you are talking to a prospect they have a little voice inside their heads trying to convince them that you're hiding something, that there are negative things about your offering, that you are not telling them about.

So instead of talking only about your strengths, throw in a couple of your 'flaws'. But then address these issues the best way you can. You are bringing up the objections before the client does, and one by one, you have the opportunity to overcome them. Successful hockey coaches use the positive power of a negative response when they strategize a game... 'What will we do if they decide to shadow our best player and he becomes ineffective?' Of course if you are prepared to talk about your short comings as well as your strengths, you present an honest person/company and a better result!

The increase in closing rates astounds companies who switch to direct response/lead generation from tired old traditional methods. It can blow profits through the roof -- and did I mention NEVER cold call again?

In closing -- on the subject of writing marketing material, I am getting some great material through to critique. I enjoy it -- make sure to keep it coming (at NO charge and an offer to those who enjoy my regular emails!). It is easy to see those that have spent some time refining these skills -- I GUARANTEE it pays off.

If you would like discuss how we can teach and assist you with this unique and very profitable skill -- sen it to gregor@noresults-nofee.com for some FREE advice.

PS: We have upcoming bootcamps in Langley on Tuesday March 18th and Surrey April 1st. If you know of anyone that would benefit from our workshops please pass on this email and invite them to one of our FREE Marketing Bootcamps! The session is FREE and the kudos will be yours!! See www.FREE-Marketing-Bootcamp.com for upcoming events.

Yous in Success,

Gregor Anton

See profit producing, wealth attraction resources at: www.noresults-nofee.com

Marketing Coaches Needed

Our Competitors Hate our Guts – Care to Join Us? This is a GROUND FLOOR opportunity with a company that WILL lead and dominate the entire marketing and business coaching industry. We work through highly-trained, highly experienced independent marketing consultants who are trained on our systems and implement them for companies nation wide. This is not a job offering. This is for individuals who want to leverage their skills and start their own strategic sales and marketing company! www.BCMarketingCoach.com

Massive Returns in 2008 when you...

2008-01-14T23:55:00.000-08:00

2008 is a great year for...

Massive Returns
when you
'Invest in YOU!'

Read On!

We sit down with business owners on a daily basis… from all different walks of life, industries and reasons for wanting to chat and critique their business.

The statement we appreciate more than any other is this statement in one form or another -- My one regret is not investing in ‘Me’ long before I did!

I'm not talking about investing in my traditional education so much, but something else, making a habit of investing in the attainment and fostering of customers for my business! Or stated
differently, I believe the quickest way to achieve financial freedom is through operating a business.

More than investing in real estate, more than trading in stocks and shares, more than anything else, by investing in your own business, you create the greatest potential for building the cash flow that will enable you to buy good assets such as property and real estate. Cash flow from successful business is what enables you to buy solid/profitable assets and keep on paying for them!

I know databases that grow tired and void from lack of a contact strategy. I'm talking about dynamic, entrepreneurial business minds and I'm talking about THOUSANDS of names on cold, cold lists.

Enormous amounts of money, time and effort have been invested in making first contact after which thousands of potential customers are never contacted again! No further investment, no return, lost cash flow = lost investment opportunity.

There are three ways to grow your business only…

1) Increase Your Database (find new clients and align with people that already have a relationship with them). Your database will make you rich, your products and services unfortunately will not!! *If you don't have a database, leverage off someone elses! http://www.never-cold-again.com/ has worked GANGBUSTERS for me!*

2) Increase Your Unit of Sale (packaging, bundling, ask ‘do you want fries with that?’). Combine something hard with something soft!

3) Increase the Frequency at which people buy (regular specials, new offers etc…).

Most businesses concentrate on finding new clients continually…
if this is ‘you’… you do not own a business… you own a ‘promotion’ and are working too hard for not nearly the return you otherwise deserve.

Effectively learning how to foster and nurture ‘2 and 3’ will create windfall profits that otherwise would effectively go to waste.

Let me put this as simply as I possibly can. Focus on your wealth creation through your business efforts because nothing returns in multiples as predictably as being a well-versed business entrepreneur. NOTHING! Real Estate is sensational but show me a real estate deal that can double your return in 12 months.

There's a strategy that I can virtually guarantee has the potential to ensure 2008 is your best year yet, if you're in business or make a sale. And let's face it who isn't (you have a product called you
– and you get paid for it) or doesn't (make a sale all day everyday – one of which is to yourself!). That strategy is the creation of a rock-solid, bullet-proof, make-the-phone-ring, time sensitive family orientated marketing plan for the next 12 months. And now is the time to do it! What should that plan look like? It should include strategies for getting new prospects and clients and then fostering these relationships with a strategy.

The fact is… if you're not growing you’re dying. Probably more importantly, your plan should include strategies for nurturing past clients, designed to get them to come back more often, or get them to buy joint venture products from you or a Joint Venture partner which is easy once you are taught properly.

How often should you make contact with clients or prospects?

Well, if you have ever read Bill Glazer’s works, you’ll know that this marketing icon believes you
can never contact your prospects/clients too often – provided you are ‘educating’
them. If you do not contact your list once a month – they are not your ‘prospects’. This equates to a mere 12 times per year. And don’t think for a moment that you have to be 'selling' every time – more to the point you should be ‘educating’ every time. Being in contact
and the first person they think of in your category/industry is the hidden secret, which allows you to dominate your competitors and create a profitable playing field, they’ll never know/understand, or
be able to copy.

Get yourself a Yearly Planner for 2008 and start planning and investing in ‘you’ starting TODAY!

Plan your marketing for the next 12 months with a professional and get the results you and your family deserve. In most businesses the owner completely confuses ‘Being Busy – with Being Successful’! The two absolutely do not go hand in hand!! Almost without exception, this (developing a rock-solid marketing plan and contact strategy) will be revolutionize your business and your subsequent level of success!

Give us two hours of your time and we guarantee you will make more money! Attend one of our FREE Marketing Bootcamps! The absolute best two hours you can invest in your business for 2008, guaranteed!

Ultimate Business Kickstart for 2008

2008-01-01T13:30:00.000-08:00

Happy New Year!

2008 is here... The joke is over... Lets make you more money in less time!

Announcing...
The Hands On, Roll-up Your Sleeves,
Let’s-Get-To-Work, Here Is How You Do It,
Begin-Making-More-Money-By-This-Time-Tomorrow
Ultimate Business Kick-Start

FREE Marketing Bootcamp

for Small Business Owners and Entrepreneurs

Limited Seating - Only 17 Spots Available
Vancouver - Burnaby - Richmond - Surrey - Langley - Coquitlam - Victoria - Kelowna - Seattle - Virginia

Vancouver - January 8th
Burnaby - January 9th
Surrey - January 15th

Coquitlam - January 22nd

Kelowna - January 22nd

Richmond - January 29th

"Give us two hours of your time and we guarantee you will make more money!"

Join Gregor Anton's TEAM (Together Everyone Achieves More) for this new small business owner specific 2-hour business-building workshop with a free meal. This jam-packed, high-energy session will be the best two hours you could invest to improve your business, guaranteed!

You will learn why, in the exact same industry, one business can go through the roof, while others go out the back door! You will learn the secret that Fortune 500 companies use to add an extra $30,000 a month into their business, FAST!

Gregor Anton is a unique and distinctive authority in the field of strategic sales & marketing. Gregor has an uncanny ability to problem-solve and substantially increase bottom line profits, almost, without fail. He identifies patterns that limit and restrict business growth and subsequently facilitates the creative implementation of high-performance, success driven results. He has held key consulting positions in small, large, and multi-national corporations across Canada, USA, and Europe which provide a wealth of knowledge at your perusal. Gregor successfully operates businesses in Vancouver, Kelowna, and Calgary and has the sought after skill set of ‘Sales, IT and solid business acumen’ rolled up into one. Rare indeed!
"The first thing he will teach you is how your database will make you rich... and explain why your products and services unfortunately will not!"

Success in business is not a mystery...
IT IS A SYSTEM!!

Wondering why this is all for FREE? After struggling in a business where they sold ‘Time for Money’ for too long and subsequently missed out on recreation time and precious family time, through sheer frustration, and through a team of marketing professionals they helped discover a 12 point marketing system that produces profits (and vacations) – GUARANTEED! It has become their mission to share it.

All attendees will receive a free beautiful meal, more business building advice than you will know what to do with, other progressive business owners in complimentary industries to network with, plus a ‘Business Building Report’ by Leader Global Consulting's Karl Bryan which sells for $99, at no charge!

Learn how to make more money by doing less!
Limited Seating - Only 17 Spots Available

The goal of this workshop is simple...TO MAKE YOU MORE MONEY!

Seating is limited to 17 people
Be quick! RSVP Now...
http://www.free-marketing-bootcamp.com/

Here are just a few samples of the businesses Leader Global Consulting has marketed recently...

Mortgage Broker goes from $3,000 per month to $30,000 in 3 weeks!
Piano instructor increases price, increases close ratio to 87.5% and triples income within one month!
Landscaper makes $33,000.00 in first week!
Nanny & Caregivers Company saves 3 hours per day and makes additional $7500.00 in first month!
NewMedia Promotions Expert closes 4 additional deals in first three months!
One strategy increased training company's average sale by $700.00!
Financial Planner increases lead generation by 80% and closing ratio by 50%!
Junk removal company makes $40,000.00 in first 3 weeks!

Coaches Spot Light: Larry Arrance

2007-12-18T14:52:00.000-08:00

Larry Arrance is a marketing professional with a background in traditional and Internet businesses. He is a published author of several books and ebooks; In Jake’s Hand, Just Say NO to Patio, The SHARK Technique for Rapid Re-Employment, and Building Bullet-Proof Self-Confidence. He has co-written Winning the Debt Game and The Einstein Athlete. He has also delivered over 200 workshops on personal development.

He has written sales and marketing materials for businesses ranging from Health Care professionals, a nationally based Merchant Services provider, an inter-provincial moving company, and a manufacturer of specialty extreme off road trucks. Through his Unleash the Author Within writing workshops and coaching he has helped professionals establish themselves as authorities in their fields. Many have gone on to publishing their books or promoting themselves through magazine and newspaper columns. One client was able to dramatically increase her business presence in the US and develop a client base in Australia. Another client followed his advice and currently is No 1 in Canada.

www.KelownaMarketingCoach.com

Give Your Products Away For FREE

2007-12-18T14:47:00.000-08:00

Are You Absolutely Crazy? This will kill me. I'll be out of business before I know it.
One thing most business owners never think of, the most important figure in business, the average lifetime value of a client. Here's what I mean by this. Let's take a mechanic as an example. A client may come in for an initial service, which was worth $100. Now that's what most business owners see. What they don't realise is that over the next 5 years, that clients is going to spend $1,000 a year with them, taking it from a $100 client to a $5,000 client. How would you look at your business differently if everyone who walked through the door was worth $5,000 to you?

Now here's the 7 step process to work out the
average lifetime value of a client

1. Average Value of a sale (per client):
minus
2. Cost of Goods to service sale
equals
3. Average Profit of a sale
times
4. Average no. of sales per client per year
equals
5. Average profit per year per client
times
6. Average number of years as a client
equals
7. Lifetime Profit Value of each client

Okay, Let's take an example of a beauty salon. The average value of a sale when a client comes in is $50. It costs $20 to service this sale, which means each sale brings a $30 average profit. On average a client returns 8 times a year once they become a client, which means they are worth $240 in profit per year. Now on average they stay with you for 3 years, which means every client that walks through the door is worth $720 to the beauty salon. Some more, some less but $720 across the board.

Would you give me $50 if I gave you $720 in return? I bet you would.

WARNING
This Strategy will drive you broke quicker than any other if you offer sloppy service. Bad word of mouth spreads quickly!
So here's the potential of this exercise. Let me apply this to 3 different businesses so you really get it. Now firstly, this strategy will only work if you have a high repeat business such as a restaurant, hairdresser, beauty salon, fruit shop, etc. It will not work if you have a business such as real estate, or roof restoration. In those cases you are better off providing a FREE Consultation or a FREE REPORT of some sort.

This one is easy. Rather than making the average offers such as a 10% discount, make a compelling offer:
EXAMPLE 1: RESTAURANT
FREE $20 Meal if you come into our restaurant over the next 2 weeks, and enjoy a dinner on us. Now how much will this really cost you? Probably about $5 in real costs for the food. After all, you are already paying for staff, rent, electricity, phone, cleaners, etc. whether anyone comes into your business or not. Now what happens to your advertising dollar. Do you think you will now receive a better Return on Investment when you offer something for FREE rather than just sending a brochure?
EXAMPLE 2: Laundromat
Target key potential clients in the area and offer FREE Bag Wash valued at up to $25.00. Your hard costs are probably about 25% of the $25, so around $6. Now how much could that customer be worth? Well, if you get one good customer and they order off you every week, that's $25 x 52 weeks. $1300 over one year - not bad for a $6 investment. Even if you gave a free wash to 200 people and only one of them stayed with you for a year, ordering once a week, you'd still be ahead.
EXAMPLE 3: CONSULTING INDUSTRIES
Let's say you are an accountant, a solicitor, or a marketing consultant (like me!). The number one fear of your customers is that you are going to stitch them up, and rip them off. The other fear is that you really don't know what you are talking about and they are going to waste their money. So how do we overcome this? Firstly, you're reading the way I am doing this (and quite possibly sitting down in front of me at one of our many seminars and focus groups'), a free report to educate you where you read it and say HOLY COW’ some of this stuff makes sense. Maybe I should talk to this guy a little more. Right now I as the publisher of this website have more credibility (I hope, anyway!) if you've read this far, than I would if I cold called you on the telephone prospecting for business. Ok, so that's all well and good. But what if you are an accountant? How about a FREE Report called 7 Secrets to saving anywhere from 14% - 46% in tax over the next financial year. Would that get most people's attention? What about a solicitor? How about a report titled "What everybody ought to know to avoid getting sued." Consultants could also offer an hour of their time as a FREE Initial Consultation, depending on how busy you already are. You get the picture.

Now listen, it basically works like this. If you have an item, which has, a high repeat purchase frequency (a hairdresser, Laundromat, beauty therapist, etc.) give your services away for FREE. Now if you are a one off service, which charges a higher fee, like a solicitor, educate your customers so that they trust you, and so that you can differentiate yourself from every other solicitor in the marketplace.

The reason this works so well, is because, basically as humans we are a little bit lazy. And we like to stay with the people and companies we trust. So why should I try your laundry service over anyone else's. Ok it's FREE. Why not give it a try. Once a customer is satisfied with your service, will they come back? More than likely! Will anyone take advantage of your offer? Probably yes, but there is the law of reciprocation in play here. If somebody does something for us, we have an innate human need to return the favour. It is a part of who we are. This theory has been tested. I don't have time to go into it now, but you will find it expanded on in more detail in any of our marketing seminars or Business Boot camps! See www.FREE-Marketing-Bootcamp.com for our 2008 Schedule.

Merry Christmas and a Happy New Year!