Posted by Scott Bywater in Proposals Jun 25th, 2013 | No Comments »

If you stood on top of a building and started tossing money left, right and centre off the top of it, you’d be considered a lunatic.

(well, either that or they’d compare you with one of Richard Branson’s publicity stunts)

But business owners do that every day without knowing it.

For instance, they spend all of this money and time collecting leads, running ads, going to appointments, etc.

And then what happens?

That’s right.

They hand over a piece of crap as a quote.

A one page note with the price scribbled on it. Sure, it might have a little about the company and what you’ll do…

But a quote should really be…

A SALES LETTER IN DISGUISE

Imagine this…

You get 3 quotes to repair your roof. You have a chat with all the guys, you like them all, you’re not quite sure, but then…

Two hand you a simple quotation with the price and a few notes about what they’ll do…

While the other one presents his full story and sales pitch, explaining what makes him unique, why he’ll do a better job, taking all the fear out of the
equation of making the decision, etc.

Who you gonna go with?

And don’t tell me you won’t read all of that writing…

If you’re spending $10 grand on your roof… you almost certainly will.

Even if it’s a 10 or 20 page quote.

It begs the question, doesn’t it?

If you’re sending out a lot of quotes and not winning them, then baby…

You are flushing money down the drain.

And your competitor is running away with the lunch money that should be yours.

But you can change all that.

In fact, you can convert up to 500% more quotes than you are right now…
simply by changing your approach.

Want proof?

Then check this out.

Posted by Scott Bywater in Sales Jun 24th, 2013 | No Comments »

Most people who sell don’t have a system.

They just kind of “show up and throw up”

Hello Mr. Customer.

Blah, blah, blah, blah, blah, blah, blah, blah…

… followed by a chance for the customer to voice a few objections, with canned responses to quickly shut them down.

& a clever, black-hat closing technique.

Then they blame the customer for not buying.

At least that’s what I, and many of the people I worked with used to do.

That’s crazy.

I still remember these words from an early NLP course I did…

“The Meaning of Your Communication is the Response You Get”

… and it’s certainly true when it comes to selling.

In the early days, I asked most of the successful salespeople what they did, and they couldn’t (or wouldn’t) put their finger on the secret.

Neither could my sales manager.

It seemed to be some bizarre mystical power.

But that also, is crazy.

Imagine a doctor not knowing how to diagnose…

Or a pilot, not quite knowing how he got you from A to B…

Or a mechanic who didn’t quite know how he fixed cars…

Every profession relies on systems, and it was later that I discovered… so does sales.

Those who were already doing it either wanted to keep their knowledge a secret to give themselves a competitive edge…

Or hadn’t taken the time to think through what they were doing.

I have.

In fact, I’ve made a science of it.

Analysed it to the ‘nth degree.

And worked out…

The exact “buying trigger” to tap into early on in the call.

How to “frame” the call so there are no surprises.

How to help my customer start talking about their needs (instead of me blabbing about my product as their eyes glaze over)

How to help my customer experience ethical “pain” (remember, we’re all more motivated by avoiding pain than getting a gain)

How to help my customer picture their new life with my product or service (so it’s happening in their mind, not yours… which is the secret to any sale).

How to make sure you’re seen as the expert

How to secure commitment (where it comes easily and effortlessly, not in some push-pull fashion… because the decision is a no-brainer for the client)

Truth is, unless you have a sales system you’ll always be flying blind.

And that’s why, on pages 14 & 15 of this month’s edition of the More Time at the Beach Newsletter I’ve given you the precise system I follow, including
the EXACT questions to ask, and how to go from question to question… so you’re in total control of the selling process.

Once you understand and start using this, everything changes.

Sales come to you more effortlessly, and you’ll automatically boost your conversion and increase your sales without having to spend an extra cent on advertising.

But if you’d like a copy of the June Edition of the newsletter, you’ll need to be quick. It was mailed on Friday and there are now only 6 copies left.

One of them could have your name on it if you click here now.

And why not?

It’s just $1 to give it a shot, and you’ll also get $371.00 worth of bonuses – along with all of these marketing nuggets…

  • The exact little bets I’ve made over the past 6 months (they cost $200, but generated a grand total of $22,000. One little bet generated $7,000 and cost next to nothing) Page 3
  • Not all traffic is created equal – here’s proof. 3 different traffic sources. One generated $0 per new lead, the other generated $34.92 per new lead and the other generated $121.73 within the first 30 days. Page 3
  • How to get  your advertising $$$ back within 30 days (& how this alone can help you increase your profits by 500%… and scale exponentially. Page 4)
  • The myth of the BIG LIST: how I generated 80% more sales from a list of 200 than from a list of 7400 (warning: these numbers will shock you, and change the way you approach marketing forever. Page 4)
  • Confused about where to spend your advertising dollars? Here’s where you should invest, no matter what sort of business you are in. Includes 4 examples of real ads for those in high end, one off purchase industries like builders, and continual purchase industries like cafes or accountants. Pages 5-7
  • How to work out the lifetime value of a customer (step-by-step detail, taking the myth out of this secretive process which can transform the way you do business forever. Pages 6-7)
  • 50% off… Half Price… Buy one, Get one Free. Which one works best? Find out on page & & 13 (& see 4 examples of these ads being applied to real businesses)
  • And much, much more

But the final 6 copies will fly out the door, so if you want in, here’s where you need to go:

http://www.moretimeatthebeach.com/bronze

Posted by Scott Bywater in marketing Jun 21st, 2013 | No Comments »

I used to have a friend who’s biggest problem was thinking too short term. He’d ask questions along the lines of “how can I earn $100,000.00 by this time next week?”

Nothing wrong with being ambitious… but it takes time for your results to compound, so if your focus is too short term, it can bite you on the bum.

You never follow through. You never do the things you need to do to grow.

I see this happen all the time in business.

Business owners see their customer as a $3.50 coffee… or a $80 plumbing job… or a $4,000 consulting contract… or whatever… but don’t factor in that customers…

LIFETIME VALUE

I’m sure you’ve heard the term “lifetime value of a customer”… it’s the sort of line marketing consultants like to throw around like big supermarket chains throw out old bread (heard that new saying in the paper a few weeks ago called “freegans”… people who actually eat all the stuff the supermarket chain throws out. Amazing, not just that they do it, but that these chains are wasting so much food while some are starving).

Oi Bywater… stick with the point.

Ok, the reason lifetime value is important is you treat your clients different once you know they’re worth more. For instance, if you know that guy who buys a widget from you for $30 is actually worth $3,263.00 over a lifetime…

Aren’t you gonna treat him different? Aren’t you going to do more to make sure he stays with you and buys again and again and again?

Of course you are.

But the problem is… you don’t know how to work out the lifetime value. Nobody has shown you a quick, easy way to do it… so it becomes a mere concept in the back of your head.

Until now…

On pages 6 & 7 of this month’s More Time at the Beach newsletter, I’m going to show you exactly what you need to do to quickly come to a figure using nothing but a calculator & an excel spreadsheet (step-by-step, including the nifty little icon you need to click on which does the work for you)

Plus: I’m going to give you 3 ads (on pages 5, 6 & 7… and a bundle on page 13) you won’t be able to hold yourself back from using as a model once you have this dynamic number in your head.

Anyway, if you want in you’ll need to be quick because all the newsletters are being mailed today. If you want one with your name on it, then click here now before the train leaves the station.

It’s just $1 to try it out, and you’ll get $371.00 worth of bonuses for putting it to the test – along with a bundle of golden marketing nuggets, including…

  • The exact little bets I’ve made over the past 6 months (they cost $200, but generated a grand total of $22,000. One little bet generated $7,000 and cost next to nothing) Page 3
  • Not all traffic is created equal – here’s proof. 3 different traffic sources. One generated $0 per new lead, the other generated $34.92 per new lead and the other generated $121.73 within the first 30 days. Page 3
  • How to get  your advertising $$$ back within 30 days (& how this alone can help you increase your profits by 500%… and scale exponentially. Page 4)
  • The myth of the BIG LIST: how I generated 80% more sales from a list of 200 than from a list of 7400 (warning: these numbers will shock you, and change the way you approach marketing forever. Page 4)
  • Confused about where to spend your advertising dollars? Here’s where you should invest, no matter what sort of business you are in. Includes 4 examples of real ads for those in high end, one off purchase industries like builders, and continual purchase industries like cafes or accountants. Pages 5-7
  • How to work out the lifetime value of a customer (step-by-step detail, taking the myth out of this secretive process which can transform the way you do business forever. Pages 6-7)
  • 50% off… Half Price… Buy one, Get one Free. Which one works best? Find out on page & & 13 (& see 4 examples of these ads being applied to real businesses)
  • Why traditional sales meetings are stupid. And how to boost your conversion of meetings to sales – the exact process I use, all outlined, step-by-step
  • And much, much more

How much?

$1.

No, that’s not a misprint.

I’m so determined to get you to try this out, I’m ethically bribing you to give it a go.

But you’ll need to be quick… because once the ship has sailed, there’s no turning back.

Here’s the link again:

http://www.moretimeatthebeach.com/bronze

Blogroll
  • Market Samurai If you want to get a top 10 ranking on google, check out this handy piece of software
Customer Policies | Privacy Policy



© Copyright Scott Bywater 2010. All rights reserved
Password Reset
Please enter your e-mail address. You will receive a new password via e-mail.