This post has been a long time coming…
To be honest, I’m surprised how many “business gurus” ignore this. Since you’re someone I care about, I feel obligated to share this with you.
Anyway, here’s the scoop:
Let’s say a client named Rick comes to me…
Rick is 35 years old, a recent father and feels a lot of pressure to provide for his growing family. He works hard and runs a solid business, but he’s trapped in a rut.
His revenue and profits have flatlined over the past 3 years.
He’s frustrated and stuck and knows he’s capable of more.
Now, I could teach Rick the absolute best growth strategies…
Increase sales quickly through multiple customer attraction methods.
Plug in multiple new profit centers to radically increase revenue.
Systematically re-engineer his business for scalability and greater personal freedom.
But if Rick is missing this ONE element, none of it will mean anything…
What is it?
If Rick doesn’t truly belief he’s worthy of a better situation, he will continue to unknowingly self-sabotage himself.
The sad thing?
The struggles of people like Rick are all too common, and almost all of us have head trash of some kind.
After some coaxing, these negative beliefs reveal themselves:
“I’m too old” …
“I’m not qualified for this” …
“I don’t have enough experience” …
One profound realization I had years ago was that the hidden psychological aspects of running a business are most critical of all.
if you don’t believe in yourself deep down in your heart, all the tactics in the world won’t help you.
My methods are very different from other business coaches you might encounter.
The truth is, I know that strategies and tactics alone won’t cut it.
That’s why I focus so heavily on helping my clients master the psychological aspects of running a successful business.
Because when you combine a bulletproof mental game with top-flight business growth strategies, it’s almost impossible to fail.
If you’d like to work with me one-on-one, you can learn more here:
Since I invest so much time and energy into each client, I only work with a handful of clients at a time and am very selective about the people I work with.
If you’re like most of my clients, there’s a decent chance that belief in yourself is the one of the major things holding you back from getting to the next level in your life and business.
Whether you ever work with me personally or not, just know this:
I believe in you.
You are capable of great things. It’s time to play bigger and let the world see you for how truly awesome you are.
Reach for the stars and don’t settle.
You got this.
To Your Success,
P.S. If you’re interested in learning more about how to master the mental game, I highly recommend checking out the book “Psycho-Cybernetics” by Maxwell Maltz. It’s one of the most impactful books I’ve ever read.
Lately I’ve been studying a true musical genius:
There’s so much we can learn from him. Here are 3 lessons we can all bring to our businesses…
Elvis encountered hardships and adversity throughout his life. As a boy, he grew up within a poor family and was bullied throughout his childhood. He was a loner who didn’t have a dime to his name but made a commitment to improve his life situation.
Later, when he first sung at the Grand Ole Opry he was given advice to quit, go back to Memphis and continue driving his truck. Even though it would have been the easy thing to do, he never let other professional singers persuade him to quit. Elvis kept moving forward despite the negativity and hate.
To be successful in our own lives, we need to overcome obstacles and not allow ourselves to be crippled by them. Instead of feeling sorry for ourselves after a failure, we need to commit to pick ourselves back up and keep going. Success is ALWAYS on the other side of failure, no matter what the endeavor.
Elvis never tried to be anyone besides himself. When he first got started in the music biz, a reporter asked him who he wanted to be like. His response? “No one! I’m just trying to be myself.”
Elvis was different. He was not trying to imitate or be anyone else. He was striving to be the best version of himself. Elvis brought together his own musical tastes and backgrounds – gospel, the blues, country and more. He created an entirely new category of music by being himself.
If you want people to be attracted to you and your ideas, be willing to be yourself. People are attracted to those who are real, genuine and authentic. None of us need to be perfect – just real. In my opinion, there is nothing more depressing than someone trying to be something they’re not. It’s often blatantly obvious as well. You’re best off being yourself, whatever the setting.
To achieve anything of significance, you need to be willing to step out of your tiny comfort zone and be willing to encounter your deepest fears and insecurities.
That’s exactly what Elvis did…
Being a shy boy growing up, he was terrified of performing in front of others. He had to overcome his fear to reach his dreams. He faced his fear and ultimately performed in front of millions of people. He became the “king of rock and roll” by overcoming what he was most scared of.
Elvis once said:
“I haven’t forgotten what stage fright is, I still feel it before every performance. I’ve just learned to not let it become a barrier for my dreams.”
We will constantly run into fear throughout our careers and personal lives, but we need to face it head on.
If we want to achieve anything great, we must be willing to step into the unknown and pursue our dreams.
I have to admit something…
I’m a big-time Elon Musk fan.
Love him or hate him, the guy is changing the world as we speak. It’s even more mind blowing that he’s doing it in multiple domains…space exploration, travel, AND solar energy.
Not to mention cofounding PayPal in the early 2000s.
Who knows what he’ll dream up next…
Anyway, last year I devoured his biography. It was filled with nuggets of wisdom and an inside view into a brilliant mind.
There were a TON of profound takeaways that apply not only to business, but life in general (check it out, you won’t be disappointed).
Today I want to chat about one lesson that can make you and your business indispensable in any economic environment…
And earn you as much money and freedom as you can dream of.
Solve problems instead of chasing success. Sounds simple, but it’s far from easy.
Let’s unpack this…
The free market rewards those who solve problems. Solve them better than anyone else and you win.
The most successful people focus on solving big hairy problems rather than simply chasing after shortsighted vanity success metrics.
For Musk, the success of Tesla occurred because electric cars solve the problem of limited fossil fuel. Musk uncovered an untapped business opportunity and took advantage of the desire to have more sustainable, environmentally friendly transportation.
Instead of taking shortcuts, he paid attention to what the market wanted. And delivered.
You could say the same thing about PayPal (a quicker and more convenient way to transfer money) and SpaceX (a way to make space exploration economically viable).
What’s this mean for you?
It means uncovering the big hairy problems that your current (or future) customers have, and rolling your sleeves up to figure out a solution.
Here’s the thing:
It’s not as easy as punching the clock and sleepwalking through the week like 80% of your competition does.
It takes deep, critical thinking, and a willingness to step into discomfort.
But it’s well-worth it.
The recognition will come. The success and money will come.
If you do this right, you will receive LOADS of both.
By solving a problem first, you are guaranteed financial rewards as a close second.
And you’ll never go hungry again.
Remember: we are all compensated to SOLVE problems.
Bring your specialty out into the marketplace and you’ll reap the rewards.
To Your Success,
P.S. My next goal in life is to convince my wife to let me buy a Tesla Model S.
Any ideas on how to convince her I “need” a $75K car? I’d be indebted to you forever 🙂
Here’s an interesting fact: there are no clocks in Las Vegas casinos.
It’s because casinos are a psychological minefield…
Methodically designed to keep you inside to fork over your hard-earned buckaroos.
Whether it’s at a slot machine or table game, it’s easy to slip into a trance-like state chasing your dreams.
Before you know it, the hours blur together. Day melds into night and you completely lose track of time…
Until you check your wallet.
And realize you’re down $500 bucks in what felt like an instant.
The simple fact is this: the odds are rigged against you. The same thing is true with your business in today’s cutthroat competitive environment.
To be successful, you need to have someone in your corner who you can rely on. Someone who can plug in proven growth strategies and prevent you from making slip-ups.
While practically everyone else is playing checkers trying to grow their business…
The best play Monopoly…always build a hotel on Boardwalk, and always win.
If you’d like to no longer gamble on your future, I’d suggest applying for my 1×1 coaching program:
We’ll schedule a free, no obligation Profit Growth Consultation to discuss your business, goals, and evaluate if we’re a solid fit for each other.
You have nothing to lose and everything to gain.
Investing in coaching with me is the closest thing to a “sure thing” you’ll ever get. And you’re completely protected…
If you work with me and follow through on our action items, I guarantee your profits will increase (far more than what you pay me). If they don’t, you don’t pay a dime.
You won’t find this type of unbeatable guarantee with any other coach or consultant.
P.S. There’s no better bet than investing in yourself. It’s the only bet with a guaranteed return.
(I like those odds a little better than helping to make the casinos rich.)
My coaching program is like playing with a ‘stacked deck’…
Here’s how to get started:
Due to human nature, there are few things in this world that are more effective than FREE. If you have a strong back-end and customer follow-up sequence, a free offer is virtually always going to be the most effective way to bring in new customers.
The natural next question is, what is it that you should offer? Typically it’s a free sample of your product or service – the exact same concept as free samples at a grocery store. Here are a few examples to get your mind going:
Another way to get new customers is to put together an info product such as a free report which you can giveaway. What makes this work is it positions you as an expert which makes it much more likely for your prospects to take the next step with you.
The amount you invest in this free item (or service) will pay you back in spades with long term customers that stick.
Why’s this work so well? Once customers experience the great service you offer, they are much more likely to come back. Every business is built on repeat sales and referrals, and this is a no-brainer way to build a customer base that will keep coming back.
2. Personally Follow Up After Each Sale With Customers
It always surprises me that so few people do this, as its astonishingly easy and can be used by businesses of any size. One way to get people to know, like and trust you is to expend a bit of effort after each sale.
Here’s what I mean: after each sale, have someone in your business call your customer and check in on how they are liking the product or service. Are they happy? Do they have any questions? Anything you can help them with?
Next, send a brief thank you letter to them a week later (real mail works better than email). Give this a shot and see how your customers respond. I think you’ll be pleasantly surprised with how many customers will rave about your service, refer their friends, and ultimately buy more from you. All from just a bit of extra effort…
3. Implement Upsells With Every Sale
Ever been at McDonald’s and been asked, “would you like fries with that?”
If you’re not doing something similar in your business, you are missing out on massive revenue potential. Many companies get upwards of 50% through upsells after the initial sale. The key is offering something congruent with the original sale that adds to the customer experience. It’s often as simple as a quick sentence right after the initial transaction, so there’s no excuse not to use this.
A few examples of how this is applied:
Why do upsells work so well? It’s been proven psychologically as the best time to buy, since customers are in buying mood and have just “voted with their wallets.” If the offer is even halfway decent, at least 15-20% of customers will take you up on it.
4. Constantly Test and Measure Different Marketing Strategies
Unless you closely monitor the results of your ads and sales strategies, you will be flying blind and putting yourself at a significant disadvantage. As the great management thinking Peter Drucker said, “you can’t manage what you can’t measure.” This goes for every promotion, email, even the way you greet customers. Don’t get talked into spending any advertising money on anything you can’t explicitly measure, since “exposure” and brand advertising often don’t translate to anything other than waste.
You can test everything from marketing ideas to headlines to prices. Often times you’ll see one variable be 20 times (or more) as effective as the other options. Often times a simple change in the headline alone will make a dramatic difference in your bottom line.
The 3 most important elements of any marketing campaign are:
5. Keep the momentum going with continuous customer communication
The first step here is to make sure you are gathering customer contact info, such as name, telephone numbers, and emails. It’s been proven that it’s five times easier to sell to existing customers than new customers. Best part is, it requires no additional advertising dollars as you already have a list of hungry buyers who believe in what you offer.
There are a million ways to do this – calling your customers, sending an email, or even sending them a letter. The only constant is that you are adding value to their lives and giving them additional opportunities to buy. I recommend spending at LEAST half of your advertising dollars on re-selling existing customers, as this is low hanging fruit.
When it comes to customer service, small hinges open big doors. I frequently share the below strategies with my clients…please don’t underestimate how effective these can be for your business.
I hope you put these into action to deliver a top-notch experience for your customers. It can make all the difference in today’s business environment.
Personally Follow Up After Each Sale With Customers
It always surprises me that so few businesses do this, as its surprisingly easy and can be used by businesses of any size. One way to have people know, like and trust you is to expend an extra bit of effort after each sale.
Here’s an example: after each sale, have someone in your business call each customer and check in regarding how they are liking the product or service.
Are they happy?
Do they have any questions?
Is there anything you can help them their experience?
Next, send a brief thank you letter to them a week later (real mail works better than email). This sort of communication creates raving customers who refer their friends and ultimately purchase more from you. Just from a bit of extra effort.
To have customers buy from you over time, you have to acknowledge their humanity and individuality. Your customers don’t want to be just another number or invoice. They want to know that that they matter to you as much as you matter to them. The more we can speak to them as individuals, the more they know that we care about them and will want to do business with us
Give Away Appreciation Bonuses to Customers
Consider offering an “appreciation bonus” to special customers that other people can’t access. You give them exclusive access or perks that others can’t get a hold of – it could be a special event, surprise product, financial incentives etc. This sort of technique does not require much in terms of investment but does wonders for customer satisfaction.
Informal “I Care Calls”
These are simply personal phone calls to your customers to check in and see how they are doing. You can ask about how your product/service is working for them, ask if they have any concerns, or just ask them how they are doing.
I think these calls work better being unscripted (since they come off more genuine) and I’d recommend using these with your top clients. The key is not to sell AT ALL on these calls, it’s simply to show them you care about them as a customer.
Increase Frequency of Communication
One of the top secrets to extending the life of a customer (and how often they purchase) is increasing the level of communication you have with them. To succeed in today’s business environment, it’s critical to create value and stay top of mind with your customers. Ideally, you’d offer a mix of value as well as special offers to keep them as a customer.
There are a wide variety of ways this can be done. The medium isn’t as important as the strategy but here are a handful of examples:
Here’s a brilliant example of customer service I recently saw in action from Chewy, the online pet store.
A man received a heartwarming note from a customer service rep after his dog passed away. This email probably only took 2 minutes but had an incredible impact….
Within 2 days, his post on LinkedIn received 22,501 likes and 1,030 comments. In a world where things can go viral within minutes, its even more reason for us to ensure our customers are treated with the utmost respect and care.