Practical Tips

Three Pillars of Business Sucess

barbara.sauter@revealedresources.com (Barbara Sauter) — Wed, 28 Apr 2010 04:33:14 GMT

All successful business are built on three pillars. Marketing, Sales and Customer Service.

You have to first get the prospect to the door (marketing). Then over the threshold to becoming a customer (sales) and then keep them coming back with great customer service.

And The Winner Is...

rk@revealedresources.com (Administrator) — Wed, 14 Apr 2010 07:13:04 GMT

Over the last 10 years we've worked with many business owners in over 35 different industries.

Working with so many people, with different personalities, I've learned that there is one thing, and one thing only that produces results. Taking action… fast and consistently!

It's about never saying, "Yes, but…". It's about embracing new ideas and giving them a fair go.

So I'd like to introduce a star client. Rarely have we come across two people who are so committed to their success and are willing to put into practice everything we suggest. And they're getting the results.

So drum roll please… The winner is…

Walking the Path

barbara.sauter@revealedresources.com (Barbara Sauter) — Thu, 08 Apr 2010 07:37:03 GMT

Over 2,500 years ago, the Buddha was sitting in his ashram surrounded by students who hung onto his every word while searching for their own enlightenment.

One of these students, a young man, had been coming for years, but never put anything he learned into practice.

How to make better decisions

barbara.sauter@revealedresources.com (Barbara Sauter) — Thu, 08 Apr 2010 07:33:18 GMT

Have you ever been in a situation where you needed to choose between competing projects?

You could do A, B, or C – but find it difficult to prioritise and choose which one would give you the greatest return on any time, money and energy you expend on it?

Confronting Reality

rk@revealedresources.com (Administrator) — Tue, 23 Mar 2010 23:59:58 GMT

Once upon a time in a small village there was a mother with three young sons.

Being a hard working and busy mother, she asked her one of her sons to go to the local milkman and buy a jug of milk.

A little while later, he came back in tears with a sorry tale of woe. He'd stumbled and spilt half the milk and thought he'd really stuffed up. After all, they were a poor family and could ill afford to waste money.

The Impossibility Question

rk@revealedresources.com (Administrator) — Wed, 17 Mar 2010 00:49:25 GMT

There are times when we all get stuck.

You have a vision or goal you'd love to achieve, but just keep meeting resistance.

You need to sell your ideas, but can't get past "can't", "That's impossible", "You can't do that" or "yeah… but".

And it's not limited to "other people". Maybe you do this to yourself as well. You'd like to achieve something but you can't figure out how. You might think the goal is too large and impossible to achieve, or the financial or emotional risks too great.

Frustrating isn't it!

Are your behaviours crippling you?

rk@revealedresources.com (Administrator) — Wed, 03 Mar 2010 00:06:41 GMT

What’s the one thing that separates the successful person in any field from the also ran?

Is it luck, education, network or circumstances of birth? Could it be their values, beliefs or attitudes?

Now while many of the things above could influence success, I actually believe none of them matter as much as behaviour.

Oddly enough though, it’s almost never spoken about.

For example go to the shelves of any decent bookstore and you’ll see dozens of books on attitude, self motivation, self help, and getting what you want using spiritual principles.

And while the majority of these tomes speak of adjusting your thinking, asking for what you want and thinking and visualising your outcomes (and having it just happen), I suggest that there’s more to it.

Thinking alone never produced anything. Thinking combined with taking the right actions does. And for many people this means changing your behaviours and imposing self discipline.

So what does that mean in practical terms?

Let’s start with discipline.

Arnold Palmer (the great golfer) hit 1000 balls every day in practice. Stephen King writes 2000 words a day and won’t stop till it’s done.

When I’m writing this newsletter, I force myself to continue even though I may not want to. It’s about getting it done as it moves me closer to my goal of a successful business.

But discipline alone is not enough.

You need to exhibit congruent behaviours.

But congruent to what?

First, and this is the key – congruent with the behaviour of people who are already achieving the goals you want to achieve, living the life style you want etc.

The best way of figuring out these behaviours is to model someone already doing what you want. By taking on their behaviours you’re far more likely to achieve success faster.

It’s not about thinking. It’s about actually doing.

So whether it’s becoming a top tennis player or a titan in business, if your behaviour is incongruent with theirs (i.e. you don’t take the actions that make them successful), you can think about being wonderful all you like, but it’ll never happen.

And secondly, you need to be congruent with the goals themselves.

If your goal is to become wealthy, then you need to spend less than you earn and invest wisely.

If it’s to lose weight, then stopping on the way to work to buy doughnuts, eating inappropriate foods and not getting enough exercise is being incongruent. You need to rearrange your behaviours to be congruent with the goals.

Anything else is self delusion.

Rashid.

Are you taking your clients for granted?

rk@revealedresources.com (Administrator) — Thu, 25 Feb 2010 02:35:41 GMT

Do you have any low maintenance, easy going clients?

You know the type. They aren’t demanding, pretty amenable, pay their bills on time and you feel they’re happy with your service.

Great clients to have. But woe betide you if you commit the mortal sin of taking them for granted.

Timing is Everything

rk@revealedresources.com (Administrator) — Mon, 08 Feb 2010 05:11:45 GMT

If you live in Australia, given the amount of media coverage, you can’t escape the fact that we’ve just had the first anniversary of Black Saturday – the Victorian bush fires that engulfed whole towns, killed 173 people and destroyed more than 2000 homes.

The events a year ago caused an outpouring of grief and sympathy. Millions of dollars were donated to the victims.

The power of persistence

rk@revealedresources.com (Administrator) — Thu, 03 Dec 2009 07:43:07 GMT

If there’s one thing above all that leads to success it would be the power of persistence.

Last week I wrote about Kurt Fearnley’s persistence in winning race after race and then successfully crawling the Kokoda Track.

Today Barbara had a wonderful reminder of persistence in business.

Let me explain…

Late this afternoon, Barbara got a follow up call from a Wine Society. Now we’ve bought stuff from them before and been very happy with them.

And over the years they’ve kept in contact. We’d get a call from them every few months with an offer.

And there were times we’d buy something, but most times we didn’t.

But we gave them permission to keep calling and call they did. Not intrusively, but persistently.

So about a month ago, a telemarketer from the Society called. Barbara wasn’t interested at that moment, so she asked the telemarketer to call back in a month.

Today was that day.

And the conversation (which is an excellent example of unobtrusive selling) went something like this…

The lady, let’s call her Margaret reminded Barbara that she’d been given permission to call back and had an offer which was a one off delivery (rather than their normal 12 month supply).

Barbara got to choose from a couple of options (note the fact that restricting the options can actually lead to sales as there’s less confusion in the customer’s mind regarding choices – think cafeteria with 50 things on the menu versus 10).

Margaret stressed the value of the offer – The wines were selected from vineyards right across Australia, with an average retail price of $16 per bottle. We’d get 12 bottles at a package price making it $13/bottle. Don’t we all love a bargain?

To sweeten the deal they threw in a bonus of12 crystal wine glasses, free delivery and insurance.

I stood there watching Barbara chat away with Margaret and fish out her credit card smiling all the way.

Money well spent she said – “We got a really good deal”. She’s happy and the Wine Society’s happy.

So once again, this reinforces the point – create a system to keep following up with your prospects and clients. Keep accurate records of what your prospects have said and what customers have bought.

Put special offers in front of people. You never know when they’ll buy. (But you can be sure they won’t buy if they don’t know about the offer.)

Margaret knew what we’d bought in the past, what we liked and what we didn’t. She knew exactly when we were last contacted and when we’d given her permission to contact her again.

And on that point, ALWAYS ask for permission to call back. It’s very rarely refused. And SET A DATE to do so. Then when you do call back you can mention that you have permission to do so. Makes it easier on you and you won’t get rejected.

Remember the keys to success. Persistence, follow up and action.

Go sell something!

Rashid.

Are Opportunities Dangerous?

rk@revealedresources.com (Administrator) — Wed, 11 Nov 2009 23:11:15 GMT

The world is full of opportunities. And if you’re in business this can be a very dangerous thing indeed.

Let me explain…

As a business owner, you need to focus. Focus on what brings in the money. And that means knowing exactly what it is you do for your customers and why they pay you.

It means sticking to your knitting and becoming the “go to organisation” for whatever it is you provide.

An Echidna's Focus

rk@revealedresources.com (Administrator) — Sun, 08 Nov 2009 01:22:27 GMT

There are two parts to this story…

First the Echidna in our back yard. For those of you who don’t live in Australia, an echidna is a sort of hedgehog with an Australian twist. It is a so called monotreme, or an egg laying mammal, one of only two species left in the world.

Take a look at the video we took and watch total focus and persistence in action as the echidna goes about vacuuming up ants into its very specialised snout.

If it is to be it is up to me!

rk@revealedresources.com (Administrator) — Fri, 30 Oct 2009 03:17:02 GMT

If you’re in business there are good times and bad times. And when times are difficult it’s easy to complain, whine and be depressed about all sorts of things.

So if you don’t have all the business you want, it’s up to you to do something about it rather than complain, blame the economy etc.

So what can you do?

Finding Hidden Money In Your Business

rk@revealedresources.com (Administrator) — Thu, 22 Oct 2009 00:00:00 GMT

Is your business unbalanced? Are you constantly on the hunt for new customers to feed the hungry beast? Or have you discovered the hidden treasure sitting right in your own back yard…

Every business has its own “Acre of Diamonds” in its own back yard. Hidden money just waiting to be uncovered. Money that should be flowing into your pockets if only you knew where to look.

So where is this treasure? Simple – it’s your current and past clients.

How so?

I can pretty much guarantee that you haven’t sold everything you can to your clients. And the reason’s pretty simple. Do your customers know about EVERYTHING that you can do for them? You may think they do, but I’m willing to bet that they don’t.

Reminds me of a printer I know. Had a client who ordered business cards for years. One day the printer was dropping off some stock and noticed boxes from a rival. Obviously he asked the client why he hadn’t been considered – and to his dismay found that the client had no idea he could have done the same job. Cost him over $500,000 in a lost order.

And let me tell you what can happen when you do get back in contact.

But first a personal confession… Barbara and I have been pretty slack the past three years or so. We’d moved into a different circle and basically stopped contact with a lot of old clients. Not because we didn’t like them, but life just got in the way.

Sure they get this newsletter – and sometimes even read it. But it’s not the same as personal contact.

Having realised I was wasn’t walking the walk, I decided to start picking up the phone and connecting. And the response was been very heartening.

People have been very glad to hear from me and in a couple of cases we’ve actually picked up some significant business. Right place at the right time, but more importantly, a relationship built on trust and time.

So don’t just sit there – get on the phone and start connecting.

Rashid.

How sharp is your saw?

rk@revealedresources.com (Administrator) — Thu, 09 Jul 2009 06:32:25 GMT

When times are tough one of the first things that generally gets ditched is training, coaching and sharpening the saw. And this can be a big mistake.

Why?

Does your passion come through?

rk@revealedresources.com (Administrator) — Tue, 23 Jun 2009 01:37:46 GMT

We all love to be around people who are passionate. And if you're in business you're likely to be passionate about what you do and the difference you can make in your clients' lives. But does it come through in your marketing material?

Chances are not!

The meaning of your communication is the response you get!

barbara.sauter@revealedresources.com (Barbara Sauter) — Thu, 04 Jun 2009 02:15:26 GMT

Got this email last night...

"We were going to book in for one of your workshops until we made a call to your office & whoever answered the phone was basically rude so we forgot about booking in

Pls delete me from your group emails"

Now I don't know about you, but if I get something like this, I sit up and take notice.

Becoming an expert in your field

barbara.sauter@revealedresources.com (Barbara Sauter) — Thu, 23 Apr 2009 04:55:01 GMT

Have you ever asked yourself what it takes to become an expert in your chosen field? Is it raw talent, practice or just a sheer determination to be the best you can be?

Let's take these one at a time…

Be customer centric!

barbara.sauter@revealedresources.com (Barbara Sauter) — Thu, 23 Apr 2009 04:47:09 GMT

Customer Service through accountability throughout the whole organisation. (from top to bottom or vice versa)

Over the recent holiday period, Rashid and I spend a few days up in Byron Bay, the Northern Rivers area of New South Wales.

We're always, more unconsciously than consciously on the look out for topics for our newsletter, and we certainly did get some inspiration during our time off.

The world is full of distractions and we all love it and are spending tons of money for it!

barbara.sauter@revealedresources.com (Barbara Sauter) — Thu, 23 Apr 2009 04:43:11 GMT

But why?

I've been pondering the above a lot and have not really reached any conclusions but let me share my thoughts with you anyway.

Call me old fashioned!

You Never Get A Second Chance To Make A First Impression!

barbara.sauter@revealedresources.com (Barbara Sauter) — Thu, 23 Apr 2009 04:39:45 GMT

Over the last few weeks Rashid and I read "Selling The Invisible" by Harry Beckwith.

I usually struggle to read business books, as they are often, in my mind at least, very dry and slow going.

Fortunately this is not the case with "Selling The Invisible". I actually enjoyed reading it and learned a great deal.

Are Guide Dogs Great Marketers?

barbara.sauter@revealedresources.com (Barbara Sauter) — Thu, 23 Apr 2009 04:34:47 GMT

Have you ever noticed that once you donate to a charity you'll get lots of telemarketing calls from other ones too?

We'd probably get at least one or two calls a week. And while it sometimes does get a bit much, as marketers there's lots we can learn from them.

A couple of weeks ago, I heard Barbara answer the phone. Just listening to snippets of her conversation I figured it must be a charity.

Are you destroying loyalty?

barbara.sauter@revealedresources.com (Barbara Sauter) — Thu, 23 Apr 2009 04:29:21 GMT

Business, like art, imitates life. Your success in business, like life, is primarily dependent on your relationships. And relationships are built on two things - trust and loyalty.

So you'd think that in these supposedly difficult times businesses would go out of their way to engender both? After all servicing the clients you've got is a far easier and cheaper way of keeping money rolling in than constantly burning your relationships with bad service.

Case in point...

What are the 7 Mistakes any Information Marketers want to avoid?

barbara.sauter@revealedresources.com (Barbara Sauter) — Tue, 05 Aug 2008 04:37:53 GMT

Mistake 1 - People build the product first

This is probably the biggest and most common mistake people make when going into business. And therefore this certainly applies to all the information marketer out there as well. The risk you're taking by developing the product first, and not doing any research is that you can go broke, or loose a lot of money.

Mistake 2 - Poor research

Not doing proper and sound research is WRONG. I'm sorry if you feel that I'm screaming at you. But I do want to be as clear as I can possibly be. It may seem to you that this is painful and time consuming. It can be but it doesn't have to be. There are online tool you can use. Generally their good and some of them offer free services. Drop me a line and I'll point you in the right direction. If online is scary, pick up the phone and ask your clients directly. You can do it yourself but our experience has shown that if you have the surveys conducted by a third party, you get better and more honest results. Statistics show very clearly that surveys conducted by a third party are more valuable.

8 Reasons why you should become an Information Marketer

barbara.sauter@revealedresources.com (Barbara Sauter) — Tue, 05 Aug 2008 04:33:47 GMT

Right now I'm sitting in one of the quarterly marketing seminar organised by my mentor Mal Emery.

One of the main focuses of today is guess what - Information Marketing!

This in fact is triggering this article. I thought I'd share with you what we've covered on the topic today.

The first thing we covered are the 8 advantages of building and running an Information Marketing Business.

With Mal's permission I'm going to list them for you.

Information Marketing Is Not Only A Paper And Ink Business

barbara.sauter@revealedresources.com (Barbara Sauter) — Tue, 05 Aug 2008 04:30:24 GMT

Now you may have come across the definition "The Business of Selling Paper and Ink" before, yes Robert Skrob, one of the co authors of the book "The Official Get Rich Guide To Information Marketing" describes the selling of Information in this way.

Buy his book, it's fantastic, very well written and easy to understand. You can get it on amazon.com just click on the link above.

However, let's get a more involved into what it means to make money with paper, ink and more.

The Internet One Of The Greatest Income Making Opportunities That Ever Existed

barbara.sauter@revealedresources.com (Barbara Sauter) — Tue, 05 Aug 2008 04:25:31 GMT

What are the opportunities for Information marketers using the internet?

I do think, and please don't take any offence, but if you haven't heard about the multiple ways of generating a substantial income on the Internet, then you would have been hiding behind a rock.

I'm sure you would have asked yourself the question "how could I get onto the bandwagon" while there still is time.

Don't despair, the Internet as a market place is huge. Did you know that the internet is attracting billions of dollars in advertising, and that the sales on the net are going through the roof?

Survey Results Revealed

barbara.sauter@revealedresources.com (Barbara Sauter) — Tue, 05 Aug 2008 04:17:48 GMT

We've run a survey on what people would like to see and what help the market place would like to get in regards to creating information/knowledge product.

I thought you might be interested in knowing what we've found.

Survey Results

In case you have had any doubts that creating books, courses and other mainly "how to" products would not cover the markets needs, think again.

Here are the results:

Information/Knowledge Marketing A Path Into A Wealthy Future For Many

barbara.sauter@revealedresources.com (Barbara Sauter) — Tue, 05 Aug 2008 04:08:49 GMT

Just recently I read a very interesting study on how creating an income has changed over the last 150 years or so.

The first major change took place in the late 1800's when the changeover from the agricultural economy to the industrial based economy took place. Many people had to adapt to these changes and it did not come easy to all of them.

In fact this change hit millions of people quite hard and many had to move to the cities and this move changed their entire lifestyle.

The Key To Any Marketing Success Is To Find The Perfect Market

barbara.sauter@revealedresources.com (Barbara Sauter) — Tue, 05 Aug 2008 03:57:32 GMT

The best chance of being successful in any business, is to find as some people call it, a hungry crowd. The late Gary Halbert referred to this as a "starving crowd" when he asked his seminar attendees on what would make a restaurant owner successful.

This is exactly what you as an information marketer need to do.

First and foremost, you need to find out what your target markets pains and sufferings are. What challenges, problems are they experiencing and what keeps them awake at night as Mal Emery, Australia's greatest emotional direct response marketer would call it.

Find out who's aggravated by the problems they're experience, because all of us are driven by two things pain or pleasure. So if you can proof to your prospect that your information product is a solution to their problem, the chances of sales are increased.

I'll give you a couple of examples.

Do you feel the economical squeeze too?

barbara.sauter@revealedresources.com (Barbara Sauter) — Tue, 05 Aug 2008 03:49:49 GMT

Did you know that there are 52 yes fifty two ways of spinning out products for coaches, experts and entrepreneurs.

I know it is mindboggling, but never the less it is true. I'm working on a free report, in the background, which will outline in great detail what these 52 ways of creating information products are. I'm not quite sure when it will be available, however the aim is to have it done by the end of April.

This report will be a downloadable from this site as soon as it is ready.

Why Is Being An Information Marketer The Best Business To Be In?

barbara.sauter@revealedresources.com (Barbara Sauter) — Tue, 05 Aug 2008 03:47:02 GMT

As promised in my last blog, in this entry I will explore some of the main reasons why it is widely thought that being in the Information Marketing game is the best thing in the world.

This may or may not be a question you've ever asked yourself. However, to become an information marketer has many advantages.

Referring to my last blog entry, I've given you some ideas of what to produce to be an information marketer.

Remember I've listed books, magazines and a few more things. Lets assume for a moment that you've written a book or have regularly contributed to articles in industry magazines such as for example share trading, property investment etc, you're considered, and rightfully so as an expert in your chosen field.

What is information marketing

barbara.sauter@revealedresources.com (Barbara Sauter) — Tue, 05 Aug 2008 02:54:30 GMT

If you haven't been hiding under a rock and if you have been exposed to the Internet, it is highly likely that you have come across the term "Information Marketing".

What I've found though that it often gets confused with "Internet Marketing" which is not the same at all. Internet marketing is really marketing your information or physical product online. Where I think the confusion stems from really is that a lot of information products get marketed and sold online.

Want more clients - who doesn't?

barbara.sauter@revealedresources.com (Barbara Sauter) — Mon, 04 Aug 2008 06:48:44 GMT

You may have people talk about JV's or joint venture in the past. You may or may not entirely understand the concept of it all.

Let me explain. (definition by Wikipedia)

A joint venture (often abbreviated JV) is an entity formed between two or more parties to undertake economic activity together. The parties agree to create a new entity by both contributing equity, and they then share in the revenues, expenses and control of the enterprise. The venture can be for one specific project only, or a continuing business relationship such as the Sony Ericsson joint venture.

The simplest of explanation would be that you rather than working by yourself sometimes probably struggling to get enough clients in the door to make a good living, you'd be joining forces with other people.

Raise your hand if you like cold prospecting!

barbara.sauter@revealedresources.com (Barbara Sauter) — Mon, 04 Aug 2008 02:04:06 GMT

Okay, so most of you are firmly sitting on your hands, aren't you? ;-)

Wouldn't you prefer clients seeking you out rather than you having to go out and prospect? Clients who self select. Clients who are interested in what you have to offer and how you can help solve their problems.

Utopia maybe? Well, there is a proven way.

Blogging a good way to postition yourself as the expert in your field

barbara.sauter@revealedresources.com (Barbara Sauter) — Mon, 04 Aug 2008 01:57:58 GMT

It's surprisingly easy to become an authority your field.

Many people write books. And it's not to make money from book sales - rather it's the instant credibility that having a book in print will give you.

And in these days of self publishing, you don't have to suffer the pink rejection notices from major publishers - you just do it all yourself.

If you're not up to writing a book, write articles and white papers on your chosen topic and submit them to both on-line and off-line publications.

The money is in keeping your customers for life!

barbara.sauter@revealedresources.com (Barbara Sauter) — Mon, 04 Aug 2008 01:45:52 GMT

But, before we start, a couple of quick definitions.

A customer is someone who buys something once and you never see them again. A client is someone who keeps coming back and buying more from you, preferably for life - theirs!

It can take a significant investment to acquire a new customer. You're paying for advertising, referral fees etc. So once you've got the customer in the door it makes sense to keep selling to them, doesn't it?

Customer Surveys - one of the best ways to improve your Sales

barbara.sauter@revealedresources.com (Barbara Sauter) — Mon, 04 Aug 2008 01:23:12 GMT

One of the easiest ways of increasing your sales is to find out what your customers want and give it to them.

How do you this? Simple - you ask them!

Survey your clients and find out what you do well and what you could do better. They'll love you for it. By asking them, you make them feel you appreciate them and their value to your business. Now implement what you learn.

How can you conduct a survey?

Read more...

Relationship Building - one of the best Marketing Strategies

barbara.sauter@revealedresources.com (Barbara Sauter) — Mon, 04 Aug 2008 01:17:11 GMT

This strategy is not complicated and doesn't take a lot of time, what it does take tough is consistency.

As you would know a relationship does need nurturing on an ongoing basis it's no different in a business context.

Are you building a strong relationship with your prospects and clients? How often do you keep in touch with them in some way?
Read more...

Build Your Customer List

barbara.sauter@revealedresources.com (Barbara Sauter) — Mon, 04 Aug 2008 01:14:59 GMT

Collect Names, Email And Other Details From Your Customers so that you can keep in touch with them on a regular basis.

Wendy Evans in her book, "How to get New Business in 90 Days and keep it forever", talks about the 90 day rule in all customer interactions.

In short, you MUST keep in touch with your clients and prospects at least once every 90 days or risk losing them to the competition. And this is no matter how much they like you and value your services.
Read more...

Understand The Life Time Value Of Your Customer

barbara.sauter@revealedresources.com (Barbara Sauter) — Mon, 04 Aug 2008 01:07:51 GMT

This is the most important concept I'm going to discuss. Everything you do is predicated on this - so pay attention!

The lifetime value of a customer is the total profit that a customer brings to your business over the lifetime of your relationship with that customer.

So if you were thinking in terms of only one transaction - think of how much money you're missing out on?
Read more...

Testing your key to success

barbara.sauter@revealedresources.com (Barbara Sauter) — Fri, 01 Aug 2008 08:39:32 GMT

Thousands of dollars are wasted on promotions that don't work.

By comparing variables in every ad, letter, sales pitch and promotional offer, you could increase the efficiency of your marketing dollar, increase your profitability and reduce advertising costs.
Read more...

Creating Written Material

barbara.sauter@revealedresources.com (Barbara Sauter) — Fri, 01 Aug 2008 08:28:42 GMT

Writing Effective Copy

Some points to remember

1. Don't tell me about your lawn mower, tell me how beautiful my lawn will look.

2. People read what interests them. The length of copy doesn't matter. Having said that, long copy generally out pulls short copy.

3. A letter can't be too long or too short. It can only be too boring.

4. Love your audience.
Read more...

Verbal Packaging - putting positioning into words

barbara.sauter@revealedresources.com (Barbara Sauter) — Fri, 01 Aug 2008 08:23:14 GMT

Create a meme or elevator pitch

When someone asks you what you do, what comes out of your mouth needs to be a meme. So, what's a meme?

A marketing meme is a statement that always accomplishes four things:
Read more...

Your client list is GOLD

barbara.sauter@revealedresources.com (Barbara Sauter) — Fri, 01 Aug 2008 08:01:15 GMT

One of the easiest ways of generating more business is to go back to your past customers and sell them something more.

It is 6-7 times more expensive to acquire a new customer than to sell to an existing one.

Once a client knows you, likes you and trusts you, it is far easier to continually sell to him.

How do you begin?
Read more...

Generating More Business

barbara.sauter@revealedresources.com (Barbara Sauter) — Fri, 01 Aug 2008 07:22:23 GMT

The most profitable thing you'll ever do for your business is to understand and ethically exploit the marginal net worth of a client.

Marginal net worth is defined as the:

Total aggregate profit of an average customer over the lifetime of his patronage including residual sales minus all advertising, marketing and fulfilment expenses.

Example:

New customer brings average profit of $75 on the first sale.

He repurchases three more times a year, with an average reorder amount of $300 on which you make $150 gross profit.

With an average patronage of 2 years, every new customer is worth $975. Calculated by: $75 initial profit + (3 additional purchases worth $150) x 2 years of being a customer.
Read more...

Positioning - or what you're marketing

barbara.sauter@revealedresources.com (Barbara Sauter) — Fri, 01 Aug 2008 07:16:06 GMT

Positioning is knowing exactly what you're marketing and selling and who you're selling it to.

Positioning revolves around a "Core Marketing Message" that clearly states who you work with, what problems you solve, what solutions you provide, what benefits you offer, what results you produce, what guarantee you give and what is unique and special about your particular service. Positioning is the foundation that you build the rest of your marketing upon.

In the space below write down the answers to the following questions:
Read more...

What Is Marketing?

barbara.sauter@revealedresources.com (Barbara Sauter) — Fri, 01 Aug 2008 07:09:03 GMT

As complicated as marketing may seem, it is really about identifying markets, attracting prospects, converting prospects into clients, starting the buying relationship quickly and developing an affinity with clients where they see you as their trusted advisor selling them all kinds of progressive services or products that enhance the quality of their life.

Marketing is about building your business on multiple streams or pillars. If you have only one product to sell once per client, you don't have a business, you have a promotion.

Marketing is also about figuring out what you are doing right now and questioning whether that is in fact the best way to attract people, to lower their resistance level and start relationships, to make the maximum ongoing income and sustainable profits.
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A Four Quadrant Marketing Model

barbara.sauter@revealedresources.com (Barbara Sauter) — Fri, 01 Aug 2008 06:58:57 GMT

Marketing is about understanding your client's needs and providing solutions.

Have you ever known an ‘inventor' who created the best ‘mouse trap' only to discover there was no market?

Don't fall into this trap.

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Practical Tips

Three Pillars of Business Sucess

And The Winner Is...

Walking the Path

How to make better decisions

Confronting Reality

The Impossibility Question

Are your behaviours crippling you?

Are you taking your clients for granted?

Timing is Everything

The power of persistence

Are Opportunities Dangerous?

An Echidna's Focus

If it is to be it is up to me!

Finding Hidden Money In Your Business

How sharp is your saw?

Does your passion come through?

The meaning of your communication is the response you get!

Becoming an expert in your field

Be customer centric!

The world is full of distractions and we all love it and are spending tons of money for it!

You Never Get A Second Chance To Make A First Impression!

Are Guide Dogs Great Marketers?

Are you destroying loyalty?

What are the 7 Mistakes any Information Marketers want to avoid?

8 Reasons why you should become an Information Marketer

Information Marketing Is Not Only A Paper And Ink Business

The Internet One Of The Greatest Income Making Opportunities That Ever Existed

Survey Results Revealed

Information/Knowledge Marketing A Path Into A Wealthy Future For Many

The Key To Any Marketing Success Is To Find The Perfect Market

Do you feel the economical squeeze too?

Why Is Being An Information Marketer The Best Business To Be In?

What is information marketing

Want more clients - who doesn't?

Raise your hand if you like cold prospecting!

Blogging a good way to postition yourself as the expert in your field

The money is in keeping your customers for life!

Customer Surveys - one of the best ways to improve your Sales

Relationship Building - one of the best Marketing Strategies

Build Your Customer List

Understand The Life Time Value Of Your Customer

Testing your key to success

Creating Written Material

Writing Effective Copy

Some points to remember

Verbal Packaging - putting positioning into words

Create a meme or elevator pitch

Your client list is GOLD

How do you begin? Read more...

Generating More Business

Positioning - or what you're marketing

What Is Marketing?

A Four Quadrant Marketing Model

How do you begin?
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