Posted by Scott Bywater in Business Development, Productivity, Strategy, Time Management Sep 24th, 2018 | No Comments »

How to Be More Productive: The Chunking Technique

One of the things I’ve found is that whenever I switch gears to do something…

It takes time and energy to actually get into something and get focused on a
particular task.

So with that in mind, I’ve been using the “chunking method” lately.

First, when creating videos for LInkedin
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I used to shoot them individually on the day and it was time consuming to get
the room set, the lighting right think about what I was going to write, etc.

Now we chunk them. We get a whole heap of them done all at once, and we
can knock out 10 in an hour.

I also use it when copywriting.

There are three phases, research, writing and editing.

I won’t do the research and the writing at the same time.

I definitely won’t write and edit at the same time.

So I’ll chunk those tasks individually.

Likewise, with projects…

If I’ve got two projects which are going to take four hours each, if I can and there
are no competing priorities, I’ll do them individually while I’m in that particular

How about you? What’s your best productivity hack?



Posted by Scott Bywater in Business Development, marketing, Sales, Strategy Sep 15th, 2018 | No Comments »

Hunting elephants, clients who can be worth a six figure sum… what’s the best way to do it?

Well, there’s this book called “They Ask, You Answer” by Marcus Sheridan…

And in that book, what they discovered was even though the average closing rate in that industry was 10%…

If they had read or absorbed at least 30 or more pieces of content…

It jumped up to 80%.

This is how you build leveraged trust.

For instance, I spoke with a new inquiry the other day and he told me he’d been on my list for about seven years and read 90% of my emails.

So by the time we spoke, we had real trust developed.

And that’s the sort of persistence and follow through you need to have when you’re hunting elephants.

You also want to get very, very clear on your list.

Who do you want to be targeting?

It might be a hundred people, it might be 200 people, it might be more.

Then ask yourself…

“What does this person need to believe in order to buy from me?”

Then seek to instill those beliefs via email, via direct mail, via social media.

Win the trust of the elephant.

Prove you are the best one to solve his problem.

And you won’t need to hunt him down.

He’ll walk over to you and cuddle you with his trunk.

Need help achieving this?

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Let’s talk about “How to create a marketing priority list.”

As I mentioned yesterday, I’ve had a client and their biggest issue has been closing sales at the bottom of the funnel.

Yet he was being pulled towards all of these other activities, and it got me thinking.

When it comes to marketing “there’s never a shortage of things to focus on.”

The question is, where are you on the chess board?

I read the Art of War recently and one of the things that really struck me is actually UNDERSTANDING our TERRAIN.

So for instance if we use that WAR metaphor…

If you got heaps of forces and you’re on top of the hill up against a small force, the way you fight is very different than if you’ve only got 5 or 6 men and you’re fighting against 30 or 40.

If we look at the Vietnam war for instance, the Vietnamese used some very clever strategies with underground tunnels – fighting based on what their terrain was.

That’s what I want you to think about when creating your marketing priorities list.

What’s my terrain, where am I situated right now?

One way of doing this and breaking it up is you want to look at in terms of your funnel.

Is your problem right now at the top of the funnel? Is it getting awareness, do not enough people know about your product or service?

If that’s the case, then things like Google Adwords, Facebook Ads, etc. are very, very useful.

Is it that you’re not building enough trust?

So perhaps you’re getting lots of visitors to your website, but not enough leads?

If that’s the case, then what you want to be doing on your website is creating lead magnets so people can collect email addresses? Then follow up with email marketing.

Or is your problem with actually closing the sale? If that’s the case, maybe you’re sending out proposals and not following them up…

Or maybe there’s an issue with your sales process. You’re getting qualified leads, but not actually closing them.

What I would encourage you to do right now is have a real think about where in the funnel you are weak.

Then base your marketing priorities on that.

It’s not to say you can’t do it all, you’ve just got to prioritize it over time and say:

What are my resources?

Am I working with a very small marketing budget or do I have a sizeable marketing budget?

Think of the terrain.

If you’re playing chess and you’re a few pieces down, you’re going to play the game differently than if you’re in attack.

Need help clarifying your marketing priorities?

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