Thu, 28 January 2016
It has been said that advertising is the oxygen that keeps your business alive; it’s one of those crafts that every business owner has done, and more than not, has done it successfully. Marketing is all about numbers. It’s a science. I want to know that for every dollars invested I’m generating four, ten, twenty times back in return. This means it must be trackable, and also has to generate and action form your potential customer. Direct response marketing is RESULTS oriented; you know how much you made from each client that responded to your marketing. And response means money in the bank. For a successful sales letter here are 7 steps to help you create your own sales letter.
There is nothing worse than having a great marketing piece and sending it to the wrong market. Like being a carpet cleaner and sending marketing to an area that is predominantly a rental area.
What bait will they bite on and when you have a guarantee it removes the risk of the customer from doing business with you.
Hint your logo and telephone number are not a headline, the customer wants to know what you have to offer them .
Advertorials are some of the best ways to get your story out that draws in the customer draws them into reading because it looks like information. They lower their guard. An add looks like you are trying to sell something, so they have their defenses up. Social proof is you using testimonies and sales people.
When writing a sales letter you want to use a conversation and talk in everyday English, we have a tendency to use our trade language that is not understandable to the customer.
Is there a call to action? It can be as simple as call now to receiver you information.
How do I get a recorded message set up go to www.itelecenter.com you can sign up for a 2 week free trial. Go sign up for your free trial and get the Free Report I wrote for you so you can get up and running. It’s actually 15 sequences you can cut and paste into your account. These are the ones I use for my business. Sign up on this website and you will receive 2 weeks free trial and 10 free postcards to try without you credit card
SendJim, Get A Sample | FREE Trial Already Done for you sequences
3DMailResults.com
They have creative, unique and clutter busting 3D mail products and grabbers will explode your direct mail results. Look into their products section for free example sales letters and headlines to help you easily incorporate 3D Mail into your campaign and amplify your returns.
If you’re tired of cold calling, tired of phone calling and getting few results, why not make those hot prospects call you by implementing a 3D mail campaign….check them out today!
Direct download: The20One20On2020720Steps20For20Creating20Your20Own20Sales20Letter2020Episode20105.mp3
Category:pod cast -- posted at: 6:00am EDT
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Thu, 21 January 2016
I was contemplating doing a podcast on 2016 marketing goals but I figured that for the most part everyone's going to do hit or miss on your marketing goals so if you really want to go look at marketing goals go back to Podcasts number7 and number 49 replay those and they will give some goals to set it will give you some really good things to really look for a new marketing set your budgets and stuff like that. But honestly most don’t really set goals for their marketing or set a schedule when to market and why. I know most don’t but if you really want to grow your business this is one system you want to put into place. Most contractors shoot from the hip and look at their business say I don’t have enough business and start marketing. Let me tell you form experience it’s nice to have your funnel full. Today I want to talk about good post card marketing and what do you have to do to make them more effective for your business I'll go through the process then tell you at the end how to use another media to test your message for to see how it works for about 50.00 and you will end up with 2 types of usable campaigns from two different media. So listen to the end
I realize spring is coming and I see on the face book groups a lot of contractors are getting ready to try some new marketing techniques to ramp up their business Asking questions which is the best flyers ,door hangers , eddm post cards ,face book ads ,even pay per click on Google.
I go through the posts them and I see a lot of postcards EDM postcards that a lot of the guys are using for their business and they post them on Facebook and ask how this look does or ask for others examples of theirs so they can get some ideas. I’m going to say most of them are pretty but many of you are asking only one question. You should be asking so much more .how many did you send out, of that how many proposals did you get ,then how many jobs did you get ,what was your average sale in dollars, and what type of demographics did you send to marketing is hard work most business owners send out flyers as post cards. Actually they send out flyers for everything why, because most don’t know that marketing is a science. So what basically happens the contractor gets upset when they don’t get the results they really wanted or expected when this happens 2 things happen in your mind? 1st eddm marketing doesn't work let me tell you a little secret everything works with the right message. And 2nd next time I'll send out more. Instead of let's say 1000 I'll send out 2 000 to different areas based on I got 10 calls and 3 jobs so if you sent out 1000 and got 3 jobs each job cost you 116.00 that could be good that could be bad if you are a transactional contractor. We will talk about transactional later. I would think that I would rather have my post card marketing pretty effective if I was spending the money on post card marketing a minimum going to send out was 500 so that's what lesson 175 bucks. By the end of this session I’ll tell you how to Crete marketing piece and test it and know relatively fast So here is what I’m going to do, offer something that I've never offered before I'm going to just the first five people who respond to this. Send me , email me a copy of your post card front and back to info@contractorssecret weapon.com and I'll critique for free and I’ll help you make it better so hopefully you will get better results, because it's all about results.
There's a caveat those five people that send their postcards I'll help you make them better but I'm also going to post them on the web site to help other see what we did. So let's design a post card.
So what could the free report be? 10 question you should ask any contractor before you let them on your property The five misconceptions of roof cleaning and pressure washing. 7 things your plumbing contractor hopes you never find out. I find reports and recorded messages the best bait.
What would motivate your customer to use your services? The benefits like enjoy a day at the beach while we make your windows sparkle. Or is your dirty roof, dirty windows an embarrassment to the community (a clean roof adds value to your home)
Or for commercial, pressure cleaning also removes the liability risk of slipping and falling on Algae infested sidewalks.
So benefits are a must people buy benefits. Like on a cold winter day your seats on this new Ford Explorer make you forget how cold are outside quickly.
If you want to run some special do not discount, you might want to include a freemium A freemium is a bonus or a prize for doing business something of high perceived value. Could be free cleaning of drive way with roof clean a 159.00 value till March 29th. Could be a free pizza for having us just come out and give you a proposal for There has to be an expiration date.
Have to have a great head line and a call to action. How do they get a hold of you? And another important thing on you material only market one yes one service They will always ask you what else you do. Your logo very small and obscure remembers people only care what you can do for them not who you are.
And you must know the area you are marketing to, you must know your target and market only to those. Now how do you figure out your marketing piece test it very inexpensively to see if it is going to pull.
Face book ad test your marketing piece to see if it pulls and if not change the ad if it does now print up your postcard and send it out to your target market. The nice thing about face book you can pick your target, zip code, gender, income, house price Really Facebook is the lace to try your post card marketing ad before you spend a fortune on a postcard marketing campaign.
Go sign up for your free trial and get the Free Report I wrote for you so you can get up and running. It’s actually 15 sequences you can cut and paste into your account. These are the ones I use for my business. Sign up on this website and you will receive 2 weeks free trial and 10 free postcards to try without you credit card
SendJim, Get A Sample | FREE Trial Already Done for you sequences 3DMailResults.com
They have creative, unique and clutter busting 3D mail products and grabbers will explode your direct mail results. Look into their products section for free example sales letters and headlines to help you easily incorporate 3D Mail into your campaign and amplify your returns.
If you’re tired of cold calling, tired of phone calling and getting few results, why not make those hot prospects call you by implementing a 3D mail campaign….check them out today!
Direct download: Postcard20Marketing20Pretty20or20Effective20episode20104.mp3
Category:pod cast -- posted at: 6:30am EDT
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Thu, 14 January 2016
Last week I talked about your big hairy audacious goals And left off with can you get there from here. So this week I want to talk about can I get here from here? And I threw out the principal of creating a void to grow your business. I use my wife’s closet as an example of filling the void and I know I go a chuckle from many of you and many said I can relate to that. A little humor in the statement. And To many of you that was a weird statement. And to some of you I know you probably said this guy is crazy. I really wanted to talk about that a little more this week because it is a true principal that actually works all the time. Creating a void to actually have it fill up again. I want to go little bit deeper into that this week so that you might have another way to approach your thinking on your business growth in contrast to what normal thinking is. And what is normal thinking You go and you create your growth plan you set your goals and you go full steam ahead after your goals which is all well and good but if everything is full your schedules is full your busting out at the seams l you have to add employees which is good and that gets to be full. You are growing and your revenue keeps going up all these are good if you are making the profit you need to keep the business going, it is creating the profit you need to create the lifestyle you want or in some of your cases the profit you need to pay your bills and stay in business. So when you take a look at planning and setting your goals and figuring out your business for growth . Most people do nothing about trimming their business creating that void of let’s say another word we can use is trimming out the c and d customers the ones that are always complaining order to make room for the new a And B customers the ones that you charge more , the ones who appreciate you and the value you give them .The ones that refer you to their friends, you know the friends that are like minded the ones who don’t nickel dime you about price they actually see the value that you r are giving them and the y love you.
How do you get rid of those complaining customers who don’t want to spend money? There are actually 2 ways there might be more I ‘m just going to give you 2. First one when they call tell the m you have had to raise your prices to keep up with the expenses. And tell them how much. Make it significant enough so that it will take care of their complaining. They will usually opt out on their own . #2 is my favorite tell the m you are extremely busy and booked out till whenever you want
And refer them to your biggest competitor. Why if they are your biggest competitor and you send them referrals they will be busy chasing leads on real possible customers they ill not have time to go head to head with you on doing estimates in the area you do a lot of business They both work and you have solved the problem of whining complaining cheap clientele. Creating the void is like trimming the same principal used to make plants grow especially in wine orchards they cut of the branches that are weak to make room for the newer shoots to grow, Its also like if you clean roofs and you have some roof mix burn some leaves on the plants ,you get rid of the bad leaves so the new buds will have room to grow out . This is a real and proven principal I read a lot in one of the books that I've read that actually has change my thinking The title , Your Broke because you want to be by Larry Winget. Not that I want to say you're broke because you want to be even though it's a fact. I want to tell you one of the take always from the book that helped me change my thinking. The one take away that I got from the book that I wrote down and then I keep on my desk and look at it all the time the principle is true in every area of your life in your business life , you finiancial , personal , want to lose weight it even reaches into that area also.
The take away I want you to think about Is what do I have to give up to get what I want. Its pretty simple but profound. If you create a void you get rid of low margin business to bring on high profit business. The void fills itself up You remove a low productive employee and replace them with a very productive employee. And the list goes on.
So the question in the beginning was can you get I get there from here.
It all depends on what am I willing to give up to get what I want.
Go sign up for your free trial and get the Free Report I wrote for you so you can get up and running. It’s actually 15 sequences you can cut and paste into your account. These are the ones I use for my business. Sign up on this website and you will receive 2 weeks free trial and 10 free postcards to try without you credit card
SendJim, Get A Sample | FREE Trial Already Done for you sequences 3DMailResults.com
They have creative, unique and clutter busting 3D mail products and grabbers will explode your direct mail results. Look into their products section for free example sales letters and headlines to help you easily incorporate 3D Mail into your campaign and amplify your returns.
If you’re tired of cold calling, tired of phone calling and getting few results, why not make those hot prospects call you by implementing a 3D mail campaign….check them out today!
Direct download: Can20I20get20there20from20Here20Episode20103.mp3
Category:pod cast -- posted at: 6:30am EDT
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Thu, 7 January 2016
Goal setting from a different approach We are going to talk about 2016 goals where you want to go, in your business in your life, what you want to be A good dad, good husband great leader, successful business person. What do you want to do. Grow your business, maintain it? It’s all up to you All right everyone's probably thinking g why are you doing a thing on goals for 2016, 2016 has already started should ‘nt you done this podcast about 3 months ago. Im doing it now for the 97 % of us who haven’t put it down on paper and planed out what do we actually want to do with 2016 . I know it's not the easiest thing is not the most fun thing to do, I have to force myself to take a couple of days and write out what I want to do where I want to go and almost more importantly what I don’t want to continue to do. Can you imagine going to the travel agent saying I want to go on a trip what kind of questions do you think you are going to be asked Tons . Why because you can’t get from here to there unless you have some sort of plan, Its no different with our business. The key is where do you want to go what do you want to do and how do you want to do it so last year you had a great year economy even though it's a false economy was good for most. If you do the same thing you did last year it's probably going to be good again for most of you for some yes for some no but don't you want more? So if you want more how much more. More what, more business , or more profit, higher transactions , less customer interaction you’ve got to know what you want so you can get there or have you thought about it this way what did you do last year that you could tweak just a little more to get exponential results and Ive got to think because it's beyond the 10% I want to do 10% more business but how you going to do it would've just tweaking one little thing can get you 20 or 25% more business but what if they could get you could do that without getting any new customers . but we all want new customers. Yes we do but on whos terms Ours of course Here is a different thought instead of thinking an planning about growth planning you also should be thinking about some cutting back to grow, how do I do that. So what don't you want to do this year that you did last year because it doesn't make you the profit you want to make but you throw it in there just make people happy . If your married you need to make your wife happy first Number one motto in my house Happy Wife Happy Life. And that s the truth. So you need more profit. So what are you not going to do or cut out of your business to take away again not thinking about adding but cutting out to grow. Like cutting back or out things that are low profit margin things so you can make room for the more profitable things to come in. Bring in more you more profit by creating A void in your business. I know that really doesn’t make sense let me say it again you’re going to cut out low margin items or services to create a void so the void will fill in that gap. This is one of those laws that is true. If you are married you know this is a true fact. Your wife cleans out her closet it creates a void in the closet, see how fast it fills up. So what will you cut out OK let me take give you an example I'm cutting back tons of things in my business I want to create more revenue higher priced tickets for more profit that I can make and serve better customers . Last year I did drywall repair as part of my business that was about 25% of my yearly revenue I said I'm not doing it anymore and I refer it out , guess what the void filled up with more of the type of business I want. More profitable items so this year I'm getting ready to cut out interior painting which is about 35% worth of business so I'm just going to stop. I'm not going to do it anymore guess what I know what I've got placed in place for my marketing I’m going to some extra things. I know from past experience the void will fill up the gap, I can make more profit in just cleaning roofs in in two days then I can make profit and painting with two guys painting an interior for a whole week . So you’ve got to think about what is the best use of your time for your business do you cut back on things so it can be more profitable in other areas or do things that will bring you in more profit so trade off stop doing one thing to do another. Goal number one I want to make more money I want to increase my revenues by 10,15, 20,25% so what does that mean do I need to get 25% more new customers or do I need to figure out a way to sell 25% more to the customers that I have. Smart Money is try to figure out how to sell more to the customers already have because they already like you they know you they trust you and it's not cost you any money to get them because you already have them. Or maybe you need to raise your prices increase your profit margins do bigger jobs in less smaller jobs because you can do it. And if you know what you're breaking even as plus profit then you can add to that and then work backwards start with the end in mind then break it down to a 90 day bite size pieces.
May be your working 6 days a week why can’t you work 5 or even 4 why not you’re the boss What does it look like I want to do $25,000 month that's 20 days that's what $1250 a day that I have to do every day 20 days but what if I want to take a day off every week in And only work 4 days a week, you can even do it with your crews . 4 10 hour days With 25000 a month 16 days that s only 1562.00 each day. Whatever you want to do as far as the amount of business you can do it just play with the numbers and make it happen.
Remember it’s all in your hands weather you grow or not . It’s just like taking a trip You can’t get there from here unless you have an itinerary. That is means it has to be written down. So you can celebrate when you reach your destination. It’s the anticipation of getting there .
Id say good luck. But Luck comes to those who work the smartest not necessarily the hardest.
Go sign up for your free trial and get the Free Report I wrote for you so you can get up and running. It’s actually 15 sequences you can cut and paste into your account. These are the ones I use for my business. Sign up on this website and you will receive 2 weeks free trial and 10 free postcards to try without you credit card
SendJim, Get A Sample | FREE Trial Already Done for you sequences 3DMailResults.com
They have creative, unique and clutter busting 3D mail products and grabbers will explode your direct mail results. Look into their products section for free example sales letters and headlines to help you easily incorporate 3D Mail into your campaign and amplify your returns.
If you’re tired of cold calling, tired of phone calling and getting few results, why not make those hot prospects call you by implementing a 3D mail campaign….check them out today!
Direct download: What20are20your20Big20Hairy20Audacious20Goals20For20210620Episode20102.mp3
Category:pod cast -- posted at: 1:11am EDT
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