Archive for April, 2008

Which is a more powerful motivator?

The fear of loss … or … the possibility of gain?

This is a really important question to ponder. It can impact all of your marketing materials.

Knowing which to include into your marketing materials (and when) is one of the keys to writing persuasive sales letters, motivating emails, and cash creating web sites.

Most people who do not understand the unconscious motivating triggers will usually not include either of these which is a mistake.

So which is the more powerful motivator?

According to persuasion expert, and author of the book ‘The Science Of Influence’ Kevin Hogan it is the fear of loss that is more motivating for people.

Kevin says …

‘Fear of loss is a much greater motivator to most than the possibility of gain’.

I think it is important to note though that the possibility of gain is also a powerful motivator to many people.

The key is to build both into your sales letters and websites.

With the fear of loss you want to create a sense of urgency. You can do this by limiting the supply of your product or service. Get creative with this and think about ways that you really can restrict the supply of what you are offereing.

This creates a fear of loss in the reader.

Careful though … it has to be genuine … you can’t create the impression that you are going to limit the supply of your product or service if you clearly are not going to do that.

Make sure you also use the possibility of gain in your sales letters.

This can be as simple as mentally taking your reader into the future and asking them to imagine how great life will be when they are using your product or service.

As an example …

Imagine how different your business will be when we work together to set up the right marketing system for your business and attract a steady stream of new clients to you.

This is a great example of the possibility of gain.

Challenge is … I can only work with 10 clients at any one time ( I have a couple of openings right now) … this is the fear of loss.

If you want the opportunity to take up one of these openings then click here.

You need a balance of both the fear of loss and the posibility of gain in all of your marketing materials. Learning how to use these powerful motivators in an elegant way takes time, trial and error and refinement.

Go back over all of your marketing materials and look for opportunities to build in the fear of loss and the possibility of gain.

You will see improved results when you do.

Popularity: 25% [?]

Have you ever wondered …

I am sure you have. Its an interesting thing to ponder.

What is it exactly that moves prospective clients to become paying clients for your service? If you could answer that question … if you knew specifically what it is that persuades your prospects to say yes to your service then you could double or triple your number of clients.

Its mostly unconscious …

If you were to ask most of your clients what was the trigger that motivated them to finally say yes to you … most of them would struggle to articulate it.

In this weeks Profit Minute Radio program we are going to talk about those unconscious triggers. You will want to listen in … it could help you to massively increase the number of clients you have.

Full details are here:

http://www.BlogTalkRadio.com/profitminute

Popularity: 27% [?]

Word is getting out …

I guess it is because my client attraction system for coaches is so powerful.

Life Coaches & Business Coaches have heard about my system.

It is a system that attracts new coaching clients to you … almost like magic (but not quite). It is however the system I used to fill my pipeline with loads of new clients eager for coaching.

Today … Marketing Consultant David Newton of Today Biz rang me from Brisbane, Australia and asked if he could get the scoop. Could he be the first to reveal my attraction marketing system by interviewing me for his clients.

At first I was reluctant … but I knew you would want to be one of the first to know.

So if you are a coach, life coach or business coach … then you will want to listen in to the 44m 45sec interview as David asks me everything you need to know. I reveal my complete system and the key concepts behind it for attracting new coaching clients.

Take a listen:

http://www.AttractNewCoachingClients.com

Oh … I almost forgot … you will want to tell other coaches that you know to go to this site as well. Shortly we will be making our client attraction system available to just 50 coaches worldwide … thats not many when you think about it …

Popularity: 40% [?]

You only have 30 seconds ….

From the moment they land on your web site you have literally 30 seconds.

Most of them do not even last that long before they click the back button!

That’s right … if you have been scratching your head wondering why the new website you just paid $5,000 for is not working to generate you leads its because the average visitor to any site stays less than 30 seconds.

If your web site fails to engage them, capture their attention and make them want to find out more then they are gone.

You have a 30 second window of opportunity.

And what is it that will get their attention and engage their interests? Great question and the answer will transform the results you get from your website marketing.

The first thing you need is an engaging headline. It needs to be the first thing they see. It needs to be obvious and intriguing … literally drawing them in. They must read this headline and feel drawn into the next stage of your website.

The websites of most coaches, consultants and other service based businesses fail to achieve this. Your eye is easily distracted with lots of images, links that take you away from the main message and typically a weak headline.

The first thing to work on is creating a persuasive engaging (almost hypnotic) headline. When you do you will gain the attention of more of the visitors to your website.

If I were you I would seriously take another look at your website marketing strategy (only if it is not working for you now). The right strategy will double or triple your business.

Read my story that transformed my website marketing into a $1,000,000 in business.

Popularity: 59% [?]

As a life coach chances are good to excellent that at some stage you have scratched your head and wondered …

‘How do I market my life coaching business?’

or

‘Where do I find new clients interested in using my life coaching services?’

No doubt you are keen to attract a steady flow of new life coaching clients to you, and I am sure you do not want to come across as the pushy sales type, right?

Most life coaches will invest anywhere from $3,000 to $20,000 becoming a certified coach through one of the many coaching schools that are available.

Then they invest from $2,500 to $10,000 on a flashy looking web site, new business cards and maybe a marketing flyer or two.

More than one life coach has paid good money for display ads that build your image and brand.

Then you wait … hoping the phone rings with a steady stream of eager new clients.

hhmmm …

Okay so you decide to become proactive and start attending networking events to meet people. Who knows, you may pick up some clients at a good networking event.

The real problem though is that life coaching requires a particular marketing strategy. It is a strategy of attraction … a system designed to lead people directly to you who want to become your client.

Those super successful life coach’s that you hear about have developed an attraction marketing system. They have either done it strategically or intuitively … either way the result is the same. They have created a pipeline full of people who have their credit card in hand ready to commence work with you.

The first key to this attraction marketing system is the lead generation component.

In the next few weeks we will be releasing an opportunity for only 50 life coach’s worldwide to have a customised client attraction system developed just for you. The system will help you to attract more potential life coaching clients than you may currently have dreamed of.

Keep your eye on this blog for more details (if you are a life coach then you will want to shoot me through an email and let me know you are interested to find out more)

For now though … I want to give you a gift. Listen into this audio recording of ‘How To Market Your Life Coaching Business’

Download ‘How To Market Life Coaching’

Popularity: 64% [?]

The written word is one of the most powerful mediums for achieving the one thing most small business owners are looking for … more sales! If you are looking for more sales, increased revenues and greater profits then you will want to consider hiring a professional copywriter.

A copywriter can help you turn your website into a lead generation machine, write sales letters that get results and make your advertising efforts actually produce results.

The challenge is … not all copywriters are equal!

To find out how to find a copywriter that will help you increase results visit:

http://www.HypnoticCopywriter.com

Popularity: 29% [?]

How do you attract clients to your small business?

If you are a service business then no doubt this is something you think about often … how to attract new clients. Attracting clients to you is of vital importance to your small business success. The key is to treat the client attraction process as an integral part of your business.

The challenge for most small business owners is that they simply do not understand how to market their services correctly.

We have written a special report which will explain to you some vital concepts about marketing your business, as well as explain to you the 7 keys to attracting new clients. The report and audio cd (Valued at $97) are available at:

http://www.HowToAttractClients.com

Popularity: 51% [?]

Do you know what your prospective clients really want?

If you knew specifically what it is that they Googled when seeking solutions to their problems then marketing your service based business would be a lot easier, right?

Well let me share with you some interesting information …

Last year in Australia there were 287,000 10 millimeter drill bits sold.

On its own that is not really that interesting, but consider this … not one of those 287,000 people actually wanted a 287,000 10 millimeter drill bit!

So what did they want?

Of course they all wanted a 10 millimeter hole!

We can take it another step further of course … they really do not want the hole either.

No what they really wanted was to use the hole to build a cubby house for their children to play in. Perhaps they wanted the hole to hang their wedding photos on the wall.

This is what people really want … the end benefit is what drives and motivates people to action. Its not the drill bit!

How is this relevant to you and your business?

Well most small business owners market their drill bits.

So if you are an Accountant for instance you typically market the fact that you provide taxation services (which is your drill bit).

If you are a Fitness Professional or Personal Trainer you advertise the fact that you have the relevant qualifications, and a new studio with shiny equipment. Again this is the drill bit.

If you are a life coach or business coach you tend to market your credentials and the process you go through when you work with clients. Drill bit!

Now this is an easy mistake to make … most small business owners don’t know any different. So we tend to go and market our drill bits and wonder why we get average at best results.

What if you started to market the hole?

Even better … what if you started to market the end benefit of having the hole?

How much more effective would your marketing efforts be?

Lets see …

Now the Accountant can market more along these lines …

‘Let me show you how to save thousands in tax and build financial security for you and your family … for life!’

Isn’t that more appealing than just marketing the fact that you do tax returns or compliance issues?

What about the Personal Trainer. Now her marketing might look like this …

‘Imagine jumping out of bed in the morning bursting with energy and looking totaly awesome when you look in the mirror!’

Do you think a few more people would respond to this than marketing the fact that you are certified in three different training styles?

I am sure you get the idea here. Take a look back at all of the marketing efforts you have tried in the past and evaluate them.

Are you marketing the drill bit or the hole?

In our complimentary Sales & Marketing Audit (Valued at $297) we assist small business owners like you to identify your drill bit and the hole. Your marketing effectivness will increase dramatically.

Popularity: 92% [?]

Seth Godin is a man who knows a lot about blogs.

In fact he is huge believer in the power of blogs to attract your target market … ie tommorrows customers.

Seth has just written a great article on how to write like a blogger.

Take a look:

http://sethgodin.typepad.com/seths_blog/2008/04/write-like-a-bl.html

Popularity: 27% [?]

On this weeks Profit Minute Radio we will be conducting a live marketing strategy case study with Joe Corrigan. Joe is in the process of launching Benchmark Education which provides extended education services to international students. I will be discussing with Joe his vision for the business, and together we will work through his business strategy and marketing strategy. This will be a fascinating insight for anyone just launching a business or who has a business but not getting the results they would like.

Popularity: 17% [?]