Blogger To Infoproduct Publisher
On Monday July 2nd, at 3 PM EST, you’re invited to join a a simulcast event.
I’ll be speaking with James Roche, The Infoproduct Guy.
You can listen in via telephone or webcast.
We have room for 200 people on the phone lines and for 2000 people via the webcast, so head over to the event page I created and print out the date and time so you don’t forget and then circle it on your calendar.
To visit the Blogger to Infoproduct Publisher event page, follow this link
Here’s the teleseminar / webcast service I now use, in case you need a similar service -InstantTeleseminar.Com
Would You Pay $40 for $20 ?
While out fighting the time vampires known as automotive repair shops, I came across this sign.
Apparently, those people that sell fireworks are doing things a wee bit differently than some of us.
Somehow, I’m thinking that there’s a reason their tables are empty.
Apparently, there was a massive group of people who wanted to pay $40 for things worth $20.
I only wish I could get them to opt-in to an email list of mine.
I’d love to send them daily emails offering them $20 for $40.
Every.Single.Day.
Does this happen where you live or is this phenomenon purely Kentuckian ?
Please tell me I’m not alone in this. Please.
Expectations
In a kind of Seth Godin-ish post today, I’ll use a one-word title, a photo and a semi-rant to try and help some poor soul learn from another poor soul’s mistakes.
I’m on a semi-vacation for the next 10-12 days, using up some time I’ve accrued in my offline career.
I thought I’d do some good deeds, along with some catching up yesterday and today, to ease my body and mind into semi-nothingness, as it’s accustomed to going all-out every day.
I took one of our vehicles in for an oil change and then for a tire rotation and balance yesterday. While I was there, I made a 10 AM appointment to get the AC checked, as it was nowhere near as cool as I expected it to be.
I arrived at 10 AM, dropped off the keys and caught a ride back to the command center. I told them to call me when they had the problem diagnosed.
After a quick lunch with two of my favorite girls, I drove one of out other vehicles over there at just after 12 noon, to see what was taking so long to diagnose the problem.
The vehicle had not been moved out of the spot where I had parked it.
I went inside and inquired about the situation and was told one of the mechanics had not shown up for work this morning and they were “way behind”.
Really ? Then why didn’t you tell me that at 10 AM when I dropped it off ? Then my expectations would have been lower, or I could have rescheduled, or I could have weighed my options.
But when you don’t communicate, my expectations remain high, like they were yesterday when you quickly did the work we contracted and I quickly paid you what you asked, no qualms, no quibbles, no whining.
But today, when you can’t perform, it’s not me whining, it’s you.
You could have alleviated some of the pain, by telling some of the customers about your problems and maybe they would have understood and came back later, since some of their problems were not things that had to be done right freakin’ then.
But you didn’t even attempt to communicate with me at 10 AM, well after the mechanic didn’t show up. And you left me wondering for over 2 hours after my appointment, even though you had my cellphone number, home number and work number.
Bad choices.
I’m making a good choice. I’m going somewhere else for my next $500 set of tires…or three…or five, since I have so many girls who depend on me to do their dirty work.
You just un-exceeded my expectations for the last time and the 3,4 or 5 vehicles I care for will never bother you or burden your staff again.
Bye.
Blogs That Make Me Think
The famous, or soon-to-be famous meme highlighting 5 Blogs That Make Me Think has found it’s way to me via one of the blogs I would have linked to had he not been the one that got me first.
My good blog friend Tony D. Clark always makes me laugh with his illustrations, amazes me with his skills and then has the audacity to write meaningful content. What nerve !
So as not to linger longer, here’s 5 Blogs That Make Me Think, out of the 100+ that ping my thinker:
Self Help Daily - This blog, if you’ll subscribe to the RSS feed and really listen to it for a few weeks, will run the gamut of things that make you think.
And I know the author well 
Some Assembly Required - Thom Singer gives away as much actionable strategy each and every week as anyone out there. His ideas are simple, you know I like that, easy to implement, yet very profound.
How’s that Thom ? Did I earn that 5 spot ?
Michael Masterson’s Blog - The blog of the King Daddy of Early To Rise is always interesting and for those of us who’re a bit ADD, it’s about a different subject each post.
If you don’t subscribe to Early To Rise, you should.
Hot Points - The blog of the Big Kahuna from Go Daddy is a must read.. We have 50 -100 domains registered with them and have always had good service.
Bob’s not been as prolific of late, but sometime’s he goes on a rip and it’s all you can do to keep up with his giant brain.
Matt Cutts - Not only is the Bad Boy of Google Bloggers a fellow Kentuckian, he’s a great read.
I can’t stand some of the comments, because I can’t understand some of their stances, but his info, advice, warnings and opinions make it easy to know what to do, what not to do and what you wish you could do…but can’t.
I don’t really expect the last three guys in that lineup to jump on board, but at least 4 of these 5 are new to some of you.
Don’t be afraid to subscribe to their RSS feeds and give them 30 days to win your approval.
Stretch yourself a bit and see if you can’t grow into a new, improved and better you.
Let Bon Jovi Show You How To Double Your Prospects With Zero Extra Effort
I’ve rarely done a post in true internet marketer fashion, so let’s have fun with one.
Today, as I was driving down the road, in my brand new Camry, listening to my pay-for-play Sirius Satellite Radio, with the wind blowing thru my George Clooney buzz cut, I head some of Bon Jovi’s new country album.
As many had done before him, Jon and his mates have doubled, then doubled again and then doubled again his prospects, or audience, by merely joint venturing with some other, like-minded, music makers.
LeAnn Rimes brought her fans, Big and Rich brought their legions, he’d already scarfed up the rabid Sugarland fans, etc.
Here’s some facts and figures I’m sure you didn’t know.
Bon Jovi has performed at over 2500+ concerts, sold over 120 million albums and had done shows in over 50 countries.
They didn’t have to join forces, they chose to do so because it doubled and re-doubled their audience with no extra effort.
They would have had to play guitar, sing, play drums and produce every one of the 12 songs anyway, but by doing so with some of their peers, they’ll make more money faster and have an evern bigger “list” for their next product.
Stop trying to hog all the glory. Join forces with some of your competitors, which is ultimately what each individual music star is, and make life easier for both of you.
Thanks to USA Today for this story and to Todd Plitt/USA Today for the photo.
Claiming And Doing Are Two Entirely Different Things
In the third chapter of Close Like The Pros, I read a simple, but profound statement:
” Look across the prospect’s desk. She wants to buy. If she didn’t, you would have never gotten the appointment. “
Buyers need help, thankfully, or I wouldn’t have a job and wouldn’t have had near as much fun golfing and getting paid to do it.
The real problem in the sales arena is that the majority of salespeople are way too focused on their needs and not the needs of the buyer.
According to Steve Marx, if we, as salespeople, would focus on just helping the buyers to do their job - buying - we’d have a much easier time selling.
Simple. I really like simple.
To do just that, make the buying easier, you have to partner with the buyer interactively.
But, as Marx says, it’s not something you claim, it’s something you do.
There’s a vast wasteland between claiming and doing.
Partnering is an over-used buzzword, but it’s also an under-practiced.
Later in chapter three, Marx details the differences between the three types of salepeople - bulldozers, gofers and partners.
Having worked with many, many gofers and several bulldozers, I’m glad I tested out as a partner.
I knew there was a reason I’ve been so fortunate, but now I know for a fact why that is.
The main point I want you to watch for when you read this chapter is this - It takes no more talent to be interactive than it takes to be hyperactive or reactive, just the desire to learn how to close like the pros and the willingness to implement a few new practices.
5 Reasons To Write A 5 Reasons Post
It’s been almost one month since I wrote this post, about moving your business ( that is exactly what your blog is, by the way ) to the next level and beginning to create info-products in and around your niche.
Although we haven’t set the world on fire, James and I have gathered enough questions to hold a teleseminar around his niche, which is helping people create their cornerstone infoproduct.
Today, on Terry dean’s blog, I read two different posts that had 5 reasons for you to write a book and 5 reasons to create your own product.
For those of you who have never done so, let me tell you the difference between owning a product that affiliates promote and promoting products as an affiliate.
The difference is M-O-N-U-M-E-N-T-A-L !
Think of it this way. You can try 5 different ways to make money on your blog or you can get 5 affiliates who send their readers to your product.
Which do you think will be better ?
Now ramp that up to 100 blogs sending their readers to your product.
You cannot even begin to compare that with promoting affiliate products on your blog.
No way. No how.
Monday, July 2nd, we’re going to answer your questions on a teleseminar.Go here to ask any info-product question that you have and we’ll try to help you.
As the title of this post promised, I’ve got 5 reasons why you should write a 5 reasons post about your own product:
1) You’ll make more money.
2) You’ll make more money.
3) You’ll make more money
4) You’ll make more money.
5) You’ll make more money.
Stop Neglecting Half Your Job
In chapter two of his book, Close Like The Pros , Steve Marx gives you a Self-Assessment Survey, which he also has online and you can get to by following that link.
It’s easy to complete, makes you think and has some very well written questions, so go take it and I’ll wait for you to get back.
Now that you’ve done that, you’ve got time to read the rest of my assessment of chapter two while you wait for your results.
Chapter two talks about salespeople’s old habit’s and neglect. Every time I meet with a sales rep, I see these terrible habits and see how they’ve neglected to take my best interests into account before they called on me.
Marx details 14 evidences of neglecting half your job, such as: You have unspoken assumptions and unanswered questions, there is tension you can cut with a knife, you forget there’s a buying process going on and 11 more. All of them are very hard to stomach, because I see them in my own sales life, now that he mentions them. Thanks Steve, this part hurts ! But, it will make me better and I will try to eliminate them quickly.
One of the key points of chapter two is that partnership is something you practice from the outset, not a fly-by-night, vague, temporary mindset.
Close Like The Pros by Steve Marx
Just got finished with an absolutely great book about selling by Steve Marx.
Close Like The Pros is a must read for expert salespeople and beginners alike, because you cannot read this book and not learn something about sales.
I’m going to try something new with this review. I’m going to go chapter by chapter and point out at least one thing I learned and that just might help you.
We all read glowing book reviews, but how many times do we find out exactly what we’ll learn ?
In Close Like The Pro’s, Chapter One is titled Burned Again By Handoff Selling. Millions of today’s salespeople were taught to gather the needed info, put in into a pretty package and hand it off to the prospect. Millions fail miserably every day.
Marx says most salespeople are trying hard to do it right, the follow protocol, they stay within the lines and they dot all i’s and cross all t’s. Yet they still fail.
Why ? Maybe, he says, because they didn’t allow or enlist, the prospect to do enough of the heavy lifting. They didn’t interact with the prospect along the way to the presentation of the proposal and got on the wrong track somewhere along the way.
All that got them was the dreaded, ” Well, you’ve certainly given us plenty to think about. We’ll get back to you. “
Kiss of death for salespeople, those words.
What you want to hear is, ” This is exactly what we needed to hear. Thanks you, we’ll be taking you up on your offer. “
But you won’t hear that, unless you involve your prospect at each step along the way.
I remember writing about taking the prospects along with you, each step of the way and using podcasts to generate sales in three easy steps recently.
Marx also reminds us that buying is just as tough as selling in today’s markets. Both tasks become more effective, efficient and economical when they’re merged into a single, interactive process.
One other thing Steve Marx does that’s unique is to allow you to email him and ask questions, chapter by chapter.
Sort of an ask-type campaign, but I will be emailing him and asking him to join us on a full-fledged ask-type campaign and a follow up teleseminar.
Stay tuned for more of this great book and visit Steve’s website to read his blog, get free chapters sent to you via a download and find out more about interactive selling.
” We Contact The Hell Out Of Them “
He took over a white elephant, an albatross and a dud.
A giant hotel in New York City that had been built at the wrong time and was the hotel industry’s biggest disappointment.
He was young. He hadn’t done anything to make the receivers think he could perform a miracle, but he was all they had. In actuality, things could hardly get worse.
The hotel is The New Yorker, the time was long ago and the man was Ralph Hitz.
He used one simple secret, one technique, to turn this elephant into a towering success.
Hitz’s one simple technique was contact.
No matter which way a guest turned, someone was in contact with them.
Bellhops called them by name.
Linen girls smiled at them.
Elevator pilots called their names.
Managers, assistants and clerks all asked about their stays, their homes, their families, etc.
Guests were so flattered by all this attention, in the nations biggest city, that they dared not ever stay anywhere else.
Then, the guests did something they’d never done before, they went home and told all their friends. They became evangelists for Hitz and his hotel.
Their friends came to The New Yorker and got the same treatment. They went home and told their friends.
Not long after, The New Yorker was the largest and most profitable hotel in the world.
Someone asked Ralph Hitz how he’d engineered the turnaround. How he created this evangelism among his guests.
Simply, bluntly, he said: ” We contact the hell out of them. “
Great salespeople do the same thing with their clients. They contact the hell out of them.
The very best out there are always looking for a reason to call a customer, besides when they ask for an order.
Many years ago, I learned to call them 2, 3, 5 times with news, tips, nuggets of gossip, leads, etc., versus the number of times I inquired about a possible order.
This technique will never go out of style, will never fail to work and will always pay dividends because it’s based on a prime tenet of human nature - that people always want to feel important, crave attention and want special favors.
