How to reach out to people that you want to do business with the right way

In this article, I’m going to share something with you that was not only a great example of the wrong way to reach out to an authority figure, but also something that was pretty funny.

Today was a big day, I was able to launch my new book called Leverage on Amazon Kindle, and with that I sent an email out to all of my subscribers letting them know that it was now available. Now, when I launch new products and create new things and share it with my community, I know that not everybody is going to love what I create, and even though a thousand people might love what I produced, there’s always those one or two individuals who when they write to you in a negative way, they really stand out.

So that being said… I got what seemed to be a complimentary email that literally turned into one of the best examples of what not to do when you’re trying to do business with someone that is an authority figure. I wanted to share that with you today.

It started off with a very complimentary tone. The person who seemed very nice and very sincere talked about how much they loved the things that I have been writing regularly over the last few days.

First of all, I just want to say that I really enjoy your material. Whether its a podcast or a video or whatever, I usually seem to learn something.  And I’m looking forward to the Empire Academy session in the next hour here. So thanks for everything 😉

So nice…  so pleasant…

But then came the inevitable but…

With that said, please don’t take this the wrong way.
I was going to take you upon on your generous offer below, and still might. But then, I went ahead and did a cursory scan of the beginning chapter and the Table of Contents. And a couple of things stood out immediately: you obviously didn’t get a proofreader, did you?  Or did you do that part yourself? How about SpellCheck?

After the compliment, the first thing that they noted when they went and read the free sample of my book was that I had a couple grammar and spelling mistakes. They stated that because of those mistakes, they were very hesitant to spend a $1.99 on a kindle book, and that I obviously did not have a proofreader or an editor look at the book before it went out. On top of that, they went and listed out a couple of different examples of where I had misspellings, wrong punctuation, and so on….

Here’s the best part of the whole email though.. after assuming I didn’t hire an editor or proofreader (I did, but mistakes happen), and after ripping me for all of the apparent mistakes in my book they go on to ask for favors as if we were long-time friends…

Anyhow, just wanted to let you know. If you can’t find someone in your circle (maybe some millennial with a useless liberal arts diploma and $100k in outstanding student loans?) I might be able to work something out as a trade with you: one of your informational products, or perhaps a 15 minute phone call coaching session?  I’m seriously looking at launching a drop shipping business utilizing AZ and EBay and could use some advice …

Uhh… no (lol.)

Now, the funny thing is that in my book Leverage, I actually talk about how to reach out to people who are authority figures and who could potentially push your business forward. Obviously because this person was unwilling to spend $1.99 to buy a kindle book while it was on sale, they didn’t get to see that chapter where I explained the best ways to reach out to an authority figure.

I want to touch on some of those different strategies in this particular article, but you can read all about it in my latest book, Leverage.

Before we get into some of the strategies on how to reach out to an authority figure, let’s dissect the email that this person wrote first.

Dissecting the e-mail

Let’s start with the compliment at the beginning….

It is always a great thing to compliment people even if you don’t agree with what they’re saying, so I definitely applaud this person for taking the time to say something nice in the beginning. That is a very, very good strategy and I highly recommend it no matter what you’re doing.

However, the next part where there is an assumption that something happened, (i.e, that no proofreader or editor was hired in order to make sure that the book was ready for launch) whenever you assume something, you’re projecting your own reality onto somebody that might not actually be the case. That can really leave a bad taste in somebody’s mouth.

In fact, you’re essentially saying, hey, I don’t know you from Adam, but I don’t mind projecting my own reality on you and in my reality you are incompetent.

It kind of makes you look like an idiot.

Next, pointing out all of the different mistakes in the book especially when it comes to grammar and punctuation is probably the worst thing that you can do to an author, especially one who is teaching and explaining something about a particular subject rather than a novel or a short story.

Books that are on specific subjects, say on business, don’t necessarily have to be perfect, they just have to be able to give the results that the book promises. For example, if a book by Warren Buffet was able to show me how to create $100 million in less than a year, am I going to care whether or not he put a comma in the wrong place? Absolutely not, because the value of the book is more in the information than the punctuation and grammar.

Lastly, the part of the email where the person talks about how they can be a grammarian or provide a particular service in exchange for another product or service is very poorly thought out and in very bad taste.

Essentially what you’re doing is you are criticizing an author or authority figure, and then saying that the only way that you would be willing to help them is by taking something in return. Who would really want that? It would be like saying, “Hey, I see that you have a broken leg. I’ll  help you get up the stairs, but I want to have three hours of your time where you can teach me how to play the guitar.”

No, you just help the person up the stairs who needs the help without expecting any type of repayment.

How to properly reach out to an authority figure

Now, the right way to reach out to an authority figure who you hope to do business with is to always add value first. You never want to be in a position where you are taking from the other person before you even know who they are, and before they even know you as well. You constantly want to be in a position where you are providing some kind of value before asking anything. How do you do that? Well it’s simple. One of the easiest ways is actually buying one of their products, and not only buying one of their products, using their product, becoming successful with it, and then giving them a testimonial of some sort. Not only did you help their business by providing capital for it, but you also are showing the results and giving them more social proof that they can use to sell more products in the first place.

Another way that you can add value is perhaps volunteering to do work for them without asking for anything in return. Yes, it sucks having to do work when you’re not getting paid, but it’s an easy way for the authority figure to see whether or not you are able to provide value to them and to their organization. Either way, you never want to be in a position where you are taking right from the beginning. Going back to that original email that I got, the person was immediately in a mode where they were taking. They were criticizing, which I don’t mind, I have thick skin, but not only that, after they criticized, they wanted something in return.

I don’t know this person…

I don’t care to know this person…

and I can assure you there’s no way and heck I would ever trade any services with this person, because of the way they came off as taking right from the beginning…

If you want to reach out to somebody who you want to do business with, the first and foremost principle you need to have in your mind when you’re communicating with them is, am I adding value, and am I in a position where I am not taking any value away from them? If you remember this principle, you can move your business forward extremely quickly by leveraging authority figures.

On a funny side note, throughout this whole situation I was able to leverage his email to get free proofreading (at least for the free parts of my book that he pointed out lol).

5 Customer Retention Program Ideas That Work For Any Business

Are you maximizing the revenue possibilities in your business? Well, if you aren’t actively and purposefully retaining your customers then more than likely you are bleeding profits.

In this article we are going to talk about five customer retention program ideas that you, and any business no matter what the size, can implement right now to see massive revenue increases from the people that matter the most to your business.

First Things First – Why Worry About Customer Retention?

With just about every business I work with one thing comes up over and over again. It may sound shocking, but they don’t love their existing customers. That’s right, they spend the majority of their time chasing after people they don’t even know rather than focus on the people that love doing business with them.

The big problem with this is that you spend way too much on acquiring new customers than you do by keeping your existing customers happy (4 to 6 times more). It’s far easier to sell to your existing customer base than sell to brand-new people.

Utilize your auto responder

Of all of the customer retention program ideas out there, one simple way to keep your existing customer based engaged is to send them regular emails. It doesn’t matter how often you send them as long as they’re within a certain range. For example with The Online Empire Academy we send out an email every day for the first few days and then once every two weeks for the next year or so. The result is a continuous warming up process of everyone that has done business with us in the past or is likely to do business with us in the future.

Start small and then go big

Make sure that you have a sales funnel. Rather than having wacky customer retention program ideas that revolve around loyalty cards and other things you’re customers need to have in their wallets, by simply taking them down a path that not only hopes and get to know you, but continually builds a relationship is one of the easiest and most profitable ways to sell to your existing customers.

Reward your customers for taking action

People love to be recognized and feel important. In Dale Carnegie’s book How to Win Friends and Influence People he shows how feeling important is one of the most powerful human needs we have. Even if they aren’t doing something that results in revenue, any chance that you can get to show your appreciation for an action that your customer completed can be worth a lot of money in the long run.

Reward your customers with emails or text messages

Going along the same lines as the previous customer retention program ideas, the simple act of sending an email or text message on somebody’s birthday or other special occasion can be extremely powerful. Not only is it powerful, it’s extremely easy when you’re using something like Infusionsoft to make it happen automatically.

Reward your customer with gifts in the mail

Out of all the customer retention program ideas, this is definitely my favorite. I love to use infusion soft to send gifts in the mail like cookies, books, and other fun stuff. You wouldn’t believe the reactions that I get when I do this in the cool thing about it is that it’s all on a minute based on how much the customer has spent, when the last time they bought was, and how many items they bought in general. Once it’s all set up it set and forget.

There are tons of other great customer retention program ideas out there

The purpose of this article is not to be an exhaustive list of all of the things that you can do to make your customers feel happy am a appreciated, and want to buy from you over and over again.  It’s meant to show you the importance of customer retention program ideas and why you want to make sure that you are implementing them.  The sky the limit, but one thing is for certain, doing any type of customer retention is very profitable.

Having a Day Routine That Maximizes Your Life

No this, is not about automation.  Oh, wait, maybe it is about automation – human automation! The last few weeks have seen a big shift in how I do things.  Namely, the focus has been to develop a great day routine.

I don’t know about you, but is it hard not to go for the shiny objects sometimes.

When you are at a corporation working, you don’t realize just how much structure there is in your day.  Sure, the work may have been boring and you may have hated your job, but you knew when to come into work, when to file the TPS reports, and when to go to lunch.

Sure, I get to do marketing and marketing automation full-time but holy crap is it way harder to develop a day routine that maximizes your life and your work!  Without one, you are like a reed blowing in the wind or a ship tossed among the waves.  There is no direction and no purpose in your life.

Why you need a day routine

Aside from giving you structure throughout your day, having something that you do the same way every morning, afternoon, and night helps you to fulfill your purpose.  Your routines should be congruent with your overall life plan and just like an architect may have the finished plan of a building, it’s the builders that work every day to bring that drawing to life.

Routine also helps your brain to rest and be more creative (my brain is always resting).  The habits that you create with your day routine help your brain to go on autopilot and focus solely on the task that you are working on.  I know that I am guilty of jumping around from thing to thing and not really getting much done.  Well, this helps to stop that.

How I Structure My Day

Now, I’m not perfect – and I even messed this up today by waking up 5 minutes late, but here’s how I structure my day routine:

  1. Wake up at 5AM.
  2. Go for a Run
  3. 5:30AM Write a Blog Post
  4. 6:15AM Read a book.
  5. 7AM Spend time with the family
  6. 8:30AM Lock myself in my room and work or Go to a Client’s place to work (finally check email)
  7. 4:30 come home and be with the family
  8. 8:30 Kids are in bed – Talk with the wife.
  9. 9:30 – 12PM Write my book (2000 words minimum each day)

Of course there are more specifics in the schedule, but that’s the brunt of it for now.

How’s it been working out?  Well, let’s just say more has gotten done in the past few weeks than what would usually get done in a few months.  I always thought that I had ADD but come to find out I was just an undisciplined sack of potatoes.  Who knew?

Look, I’m lazy… and without a day routine I am left to my own lazy devices.  By having a written schedule, (and actually doing it), things actually get done much, much faster and with a lot more quality.

Once you are in the habit, you’ll be able to rock your day like you’ve never rocked it before.

Grow Profit and Save Time by Going Into Business with a Partner

In this short article I’m going share with you a little secret that helped my business take a massive jump in profit while almost cutting my workload in half.  It’s something that you rarely ever hear in any business book or blog, but has been the key to not only my success, but the success of nearly every wealthy entrepreneur in the world.  That secret is going into business with a partner.

Why would you ever want to give up half of your revenue?

Okay, before we get any further into the topic there is one thing that you always have to keep in mind if you are looking to work on your business rather than in it. That one thing is learning how to leverage the resources that you already have in order to maximize the work that you are doing.

Going into business with a partner is one of the best ways to leverage already existing resources and to take advantage of a skill set that you may not have.  You may be good at selling, but suck at operations – having a partner that rocks at operations is saves years to hassle.

One of the best decisions that I ever made was going into business with a partner that was also one of my clients.  While most entrepreneurs and thought leaders look to hire someone for a fixed  or hourly amount, this particular client wanted to offload 100% of marketing and operations so that they could focus on content generation.

Did it work?  Well let’s just say they’ve made a lot more money doing what they love and spend less than an 2 hours a week doing it.

Going into business with a partner is a win-win

The push back that I hear from most entrepreneurs and thought leaders when it comes to this topic is that they are afraid to give up a piece of their revenue.  I get it, but here’s the deal… what you are supposedly giving up in profit you are gaining back in massive amounts of time and opportunity that you would have never had before.

Going into business with a partner has helped my clients to bring an idea to the table, and have that idea completed and generating revenue within a few weeks without them having to manage an employee or go back and forth with a contractor. When there is skin in the game for everyone things get done.

You end up making more and working less all around.  What could be better than that?

5 Amazing Tools to Help Build Your Marketing Automation Framework

Every marketer has to have tools, right?  Well, the marketer that plans out automating everything they do needs to have even more tools.  Here’s a quick list of tools that I use to help build my marketing automation framework.

Zapier

One of the most popular automation apps out their, if Zapier were a person I would buy it coffee every day just to thank it for saving me hours and hours of work.

What Zapier does is simple – it connects everything with everything.  It’s an automation framework that let’s you connect your favorite online apps to each other so that you can transfer data, create new things, or send off reminders.

For example, one of the zaps that I have automatically creates a WordPress post draft when I’ve finished a podcast with a link to the audio file location.  What turned into a 15 minute tasks is now a 1 minute task.

UBot

Ubot is not free, and it’s not easy to use at first, but man… it is awesome.  Imagine being able to make a robot that did anything you wanted on the web.  Ubot’s web automation framework can do everything from scrape data from websites, check your analytics and report back to you, or fill out tedious web forms.

The sky is virtually the limit with Ubot.  I currently have bots that I’ve created that create T-Shirts for me to sell on Zazzle, bots that help to increase my social media presence, and a bot that my customer had me made that checks the price of eBay products against Amazon products to find opportunities to sell.

Auphonic

Auphonic is a lifesaver.  If you’ve ever done any podcasting you know how tedious it is to process your own audio.  It can sometimes be a 30 minute tasks.

This awesome application let’s you upload a file and they will automatically process the audio for you and add all of the podcast meta data.  The best part is that you can automatically set presets to add an intro and an outro to the audio file you upload!  A 30 minute process for me is now a 1 minute process.  Link this with Amazon s# and Zapier and you have now saved a boat load of time.

If This Then That (IFTTT)

IFTTT is totally free at the moment and is very, very similar to Zapier.  You can connect a ton of apps to a ton of other apps.  If you use Zapier and IFTTT together to chain actions you can create a massive time-saving automation framework.

Work the System

This last one isn’t a technical tool, but it is a tool that can save you a ton of time.  Work the System is a book that I’ve used to see some massive results and transformations in my business.

It’s a free download and what you learn in it is how to create solid working procedures for your staff so that not only do things get done, your working procedures grow organically.  This is really the only way to build a true automation framework because you are connecting all of your technical tools to people.

Remember, automation is about connecting all of the systems that you have so that they are able to run completely without you.  If you don’t have people in the mix, your software can only go so far.

Your automation framework is key to your business success

The more you add and refine in your automation the more that you’ll start to have more time to focus on the things that you love and what you care about most.  Don’t just rely on tools, mix it up.  Your most powerful tool at your disposal are your brain and the people around you.  Use your noggin to connect your tools with people and you can build an unstoppable automation framework that helps build the business of your dreams.

What Can You Do with Infusionsoft? Just About Anything You Want!

Back when I was a wee little marketing automation baby, I was used to spending very little on any piece of email marketing software.  So when I saw Infusionsoft and it’s pretty steep price tag I thought to myself, “What can you do with Infusionsoft that would justify that huge cost?”

Well, the answer to that is… just about anything you’ve ever wanted to do and more!

You see, the thing with those that have never used Infusionsoft before is this… before the software everyone thought in a very linear way.  Lead comes in, lead gets sold to via email or phone cal, if they buy they go into a buyer list and if not they stay in a long-term funnel.

Now, what can you do with Infusionsoft that is so different? Oh, just you wait…

Engage your customers in a non-linear way

Let’s start off with the most powerful aspect software the software – and that is the ability to engage customers in a non-linear way (once you get this concept, your entire world will turn upside down).

As mentioned before, the standard email marketing strategy for years was to utilize the autoresponder that would send off a few emails depending on the number of days you set or what list the customer was on.  Now with Infusionsoft you can engage customers depending on how they came into your funnel, how hot they are as leads, what their demographics are, what their interests are, if they were referred, and the list goes on.

So you want an example of what can you do with Infusionsoft that engages leads in a non-linear way?  Here you go:

In one of my campaigns I have an entire setup solely for “gateways”.  My gateways could be any way that a lead could enter into my sales funnel.

There are webinar gateways, podcast gateways, SMS, free e-books, free videos, free courses, and the list goes on.  Every one of those gateways takes the lead on a completely separate experience.

It’s like someone coming into your retail store and you personally giving them a tour of exactly the products they want to see.  Oh, and then getting them on your newsletter, and then gathering data from them, and upselling, and cross-selling based on past buys and…  you get the picture (I love this stuff).

This is only one example of the thousands of possibilities.

What can you do with Infusionsoft in addition to engagement marketing?

The other thing that you can do with Infusionsoft on top of engagement marketing is develop easy and amazng customer retention programs.

Karleen, a customer of one of my other businesses, had been buying up a lot of “make money online” courses hoping to earn some extra income.  Unfortunately in that niche you come across a lot of really shady characters.  On top of that, even the good “gurus” don’t really have that great of a customer retention program so it’s no wonder she felt as though she went through the wringer once or twice.

Fast forward to when Karleen bought one of our programs… not only did she get great content that helped her to generate revenue – she left us this email (thanks to our customer retention program):

“just received a gift card from you for Starbucks and wanted to let you know how much that little gesture meant to me.  This week is my birthday so the timing was perfect!  But, as sappy as this sounds, it actually brought a tear to my eye.  You see, out of all the many courses I’ve taken and people I’ve followed online, you are the first to give such a personal touch to your business.  Most other online entrepreneurs are just out for the money and don’t really care if someone sticks with them or not.  They can always get more customers, make more money, launch new products, etc.  But you seem to care more about keeping your customers happy, bringing them into your “team” and helping them make money.  You offer little gestures of appreciation instead of trying to sell more products to us.”

So what can you do with Infusionsoft? You can bring happiness to someone that has been beaten down with sales pitch after sales pitch and feels like the only thing that any business owner ever wants is money.  you can bring a tear to someone’s eye and bring them hope.

What can you do with Infusionsoft?  Anything.

Why Most Small Business Marketing Automation Experts Get it Wrong

You, the small business marketing automation expert, are wrong.  There – I said it. Sorry, but it’s the truth and I’m not going to take it back.

You are wrong because you don’t understand that it’s not about automated sales. Do you know what it’s truly about?

Freedom.

Your goal should be to provide freedom for your client to enjoy their business and to stand at the front of the ship as its captain and lead.

Your client should be free to see their team enjoying every minute of their day and to not have to wonder each time a customer calls if they are going to be able to deliver amazing service.

Your client should have the peace of mind that when a new lead is brought into the fold of the business, they are taken care of, and will be given a “million-dollar customer” experience for months without any direct intervention from the business owner.

Yes… marketing automation expert… you don’t automate business processes… you deliver a dream business to your client.

How do you do this?  You do it, not by implementing the latest new-fangled software and slapping a few sequences together. No no…  You do it by delivering the EXACT experience that your client originally envisioned their customers would receive.

You see, small business marketing automation expert, you sound nice, but you don’t deliver on your promises.  Your prices say that you create a lifestyle for the business owner that hired you, but what you deliver is more of the same old patching of leaky holes that every other marketer does.

Next time, don’t focus on the software, focus on the organization.  Don’t think that creating an SMS campaign or direct mail marketing automation campaign is the answer.

Next time, focus on the entire business to include the people, the procedures, the vendors, customers, contractors, business partners, investors, and the owners.

Oh, did you forget there were more people that were involved in the business?  Yeah, I had a feeling.

Marketing Automation is Not About Automating Things

Your job is to deliver freedom and happiness to everyone in involved and to build the vision of the owner. Make sure you know how to do that.

Are You Shooting Yourself in the Foot with Process Consulting?

I wasn’t quite sure what to call this post, but I recently had a potential process consulting (I like to call it vision building) client do something that I see happen a lot with small businesses.  It’s one of the reasons that I think business owners that originally had a vision of building a company that made a difference and that ran smoothly without them ends up being a disjointed beast that not only bleeds money but sucks up the owner’s time.

So what did this process consulting client do that was so bad….?

He suggested a different product… (oh, the horror!).

Basically, he asked my opinion on software to use for a particular marketing function because he and his team weren’t sure which to pick because there were so many.

I recommended a product that I use and have had a ton of success with, and 24 hours later he suggests an alternative product based on a slightly cheaper cost.

Why do you want process consulting?

Yes, I know that it doesn’t seem like that big of a deal, but it is.

If you’ve known me for a while you’d know that one of the biggest messages that I preach is leverage.  You want to leverage the knowledge and expertise of other people so that you can take that entire function off of your plate.

Of course, you don’t want to fly completely blind…  But when a process consulting expert of 6 years recommends a $49 product for a process that your company is struggling with and that would add more to your bottom line – it’s probably not the best thing to spend more of your own time Finding a $20 alternative that you’ve never used.

The underlying problem

This is not meant to be a rant fest… far from it.  It’s meant to display a very serious problems that many small business owners face.  A problem that they bring on themselves more often than not.

When you don’t leverage the knowledge and expertise of others, you waste their time and yours.  It wastes your time because the hours you are spending finding an unproven alternative could have been spent on money-making tasks.  It wastes their time because when it comes to process consulting, a good consultant will have to adjust his overall strategy to fit this new alternative piece of software.

In other words, the consultant has to spend valuable time ensuring that 2 years down the road this software doesn’t mess up the overall vision of the client.

More than likely I will not end up working with this client (I’m doing a free trial with them for this very reason – to see how they work).  No hard feelings to them at all, but when my first suggestion that I present to solve a problem gets replaced with a cheaper substandard alternative – it’s just not a good fit.  It will be a bumpy, bumpy road ahead.

Learn to Leverage

This is just one example of not leveraging an existing system, expert, or process.  Unfortunately, most business owners sabotage many process improvements like this.

The consequence is that you’ll never be able to create a completely hands off business that you love and that generates income.

Are you willing to sacrifice $$$ thousands of dollars of new income from process consulting (vision building) for the sale of saving $20?  If the answer is no, great!  But… actions speak louder than words.  Take a look at your business right now and ask yourself if you’ve ever been guilty of stepping on your own toes by not leveraging an expert’s experience correctly?

How to Balance Between Business and Family

In one of my business groups that I am in, there was a new guy that’s just starting out in business that was having major problems on how to balance between business and family.  I know that I struggled with this for years, and it wasn’t until it became a major problem that I did anything about it.

Fast forward to now, I am making more in my business but I have far more time with my family than I’ve ever had before.

Why is that?  What was the magic pill that I took that made me able to magically juggle everything?

Well, if you are looking for a pill to solve your family balance issues – you’ll be looking for a long time.  The thing that helped me to find a balance between business and family was systems.

How to use systems to balance everything

You hear the S word a lot (systems) and everyone talks about how great it is to build one because it allows yout to do XYZ.

But what the heck is a system… really?

Let me give it to you plain and simple because I spent years trying to develop these elusive “systems” because every other guru was talking about them, but they had no practical importance in my life.  that is, until my lifestyle almost destroyed my family life.

Here’s what a system is in laymen’s speak… Anything you can use as leverage to either make a much easier, or to take you out of the entire situation.

So let me give you some examples.

  1. Making a task easier – In one of my joint ventures we offer products to people that they buy, and then we sell the physical products that they buy on consignment.  So every other week I was having to set up shopping carts to buy these products.  Well, since I didn’t have the time to do that because I am always trying to find a balance between business and family, I made a working procedure that had my assistant do 95% of the process and I only had to do 5%.  This saved a ton of time.
  2. Taking you out of the equation – A great example of this was when I started using Infusionsoft to send gifts to clients.  Rather than having to do this manually every time.  Now when they purchase something and they reach a certain threshold Infusionsoft will automatically send them a gift.

Conclusion on how to balance between business and family

The gist of this article is to show that, if you want to find a good balance you should focus on building systems.  That means you should use any means necessary to automatically reduce your workload whether it’s through delegating or automating.

Finding a business and family balance is very, very hard for an entrepreneur.  However, once you find the discipline to put systems in place, you’ll see that they become easier and easier to implement over time.

Other great posts on balancing family life with your business

6 Keys To Striking A Balance Between Business And Family …

There’s an ongoing battle that most entrepreneurs and high-flying business professionals wage within themselves…

Do you have any tips on how to balance your lifestyle?  Let is know in the comments!

 

5 Ways You Are Probably Losing Sales to Competitors Right Now

Business is a tricky sport.  At times, when you are working your butt off and it seems like you are spending day and night doing everything you can to drum up business, nothing happens. Other times finding new customers is a piece of cake.  No matter how things seem to be going with your business, this article is going to show you 5 ways you are probably losing sales to competitors and you probably have no idea why.

 

Finding New Leads

Is your business good at finding new leads? If you get wild swings (some weeks are dramatically better than others) then there;s probably something wrong.

Yup…  I said it…  There’s something wrong.

A good customer acquisition strategy and system is set up to forecast leads generation results by measuring a simple input (how many calls are made, how many site visitors, etc.).  If you are having wild swings without knowing why, then you are losing sales to competitors by not having a refined system.

Not Engaging Your Current Customers

Here’s where most businesses drop the ball.  Are you engaging your current customers?  If not, your business is bleeding sales big time!

New lead cost, versus the cost of selling to your existing customer base is 4 to 6 times more expensive!  Essentially you are spending 4 to 6 times more money trying to engage new customers, while at the same time you are losing sales to competitors.

NotAutomating Your Sales Lifecycle

In 2015, when new automation tools abound everywhere, there is no reason to not have a fully automated sales pipeline.  And when I say fully automated, I mean fully automated.

If you want to know why you are losing sales to competitors, this is one of the major reasons why.  While you are spending hours a week managing calls, and appointments, and emails, and so on – your competitors have developed systems that do everything for them.

Sheesh!

No Referral Program

I know that you want to keep 100% of your revenue, but without a decent referral program you aren’t incentivizing customers to share your stuff!

Listen, would you rather have half of 1 million dollars, or 100% of zero dollars?  The choice is yours.

You are losing sales to competitors by not having a systematized referral program

You Are the Constraint

The #1 reason why you are probably losing customers to your competition is that you are causing it to happen.

That’s right, you are the constraint somewhere in your business when you don’t have to be.

Are you personally doing the documentation for your clients, are you personally sending follow-up emails, are you manually texting them?  Whatever it may be you need to stop being the constraint in your business right now.

Systems, my friend… you need systems!  Scratch that… you need systems that WORK WITHOUT YOU!

The Real Reason You are Losing Sales to Competitors

Here’s the deal, and most people won’t tell you this, but the real reason you are losing sales to competitors is because you are being lazy.  Sure, you may be working hard… but what systems are you building?  How are you empowering your staff to do their job?  How are you making your original vision for your business a reality?

Build systems that work for you and you’ll never be sucked into wrk that you were never meant to be doing.

Making Things Happen Without you