Dan Kennedy

Attraction Marketing Associates today announced that it has released a new training video for those in the life coaching or business coaching industry. The video titled ‘Six Figure Coaching Success Blueprint’explains how to build a successful coaching business with multiple six figure incomes for life coaches and business coaches.

Recorded by leading Attraction Marketing Specialist Rod Moore of Attraction Marketing Associates, the video explains a step-by-step process for building a highly succesful coaching business for both life coaches & business coaches. The training for those in the coaching industry goes through the evolution of a coaching business, and explains the 3 step process to creating multiple six figure income businesses as a coach.

Rod Moore is a world leading Attraction Marketing Specialist and has built one of the most successful coaching businesses in Australia. Over the last five years he has worked with thousands of small business owners, including hundreds of life coaches & business coaches, helping them with their number one problem … how to attract more clients.

Moore said “The growth in the coaching industry in recent years has seen thousands of new life coaches and business coaches globally. The reality is the vast majority of them fail to build successful coaching businesses. Why? Simply because while they are good at coaching they have no idea how to actually build a successful coaching business and start to attract clients to them.”

The life coaching and business coaching industrys are filled with coaching schools offering various training courses and certification programs. The problem with these Moore says is that while they provide the skills to coach they do little to help new coaches to build a coaching business. There is a huge difference between being an effective coach and building an effective coaching business.

Moore said “We have released this 66 minute training video and made it available to all coaches free because we are concerned with the high failure rate of coaches. This video was originally recorded for one of our clients and was an invitation only event. The feedback from coaches attending however was so good that we wanted to make sure that more life coaches and business coaches were able to access the information.

The video ‘Six Figure Coaching Success Blueprint’ is free. All that we ask is that you make a couple of recommendations to others and pass the word about this training video to other coaches.

Watch the coaching industry training video here

Popularity: 6% [?]

How do you achieve success as a Business Coach? In this webinar I share with you the 7 keys to success I have found from five years of experience. When I started out as a Business Coach I made many mistakes which costs me years and tens of thousands of dollars. In this video I will explain to you the 7 key areas to focus on to ensure you fast track your success as a Business Coach. I also go through some of the key reasons why you will want to find out more about joining us as an Attraction Marketing Coach.

Find out more about becoming an Attraction Marketing Associate

Popularity: 9% [?]

The Attraction Marketing Associates web site has now been launched. The Attraction Marketing Associates is a global network of like minded independent business coached and marketing coaches. For those looking to build a successful business as a buiness coach or marketing coach will find lots of valuable information on how they can build a successful six figure plus business.

Visit the Attraction Marketing Associates website

Popularity: 18% [?]

So what are all the changes at Profit Minute? What is the next stage of our business growth? Well over the last six months I have been progressively pulling back from working one-on-one coaching small business owners to free up my time. Friday was the last event I will be doing for some time.

For the last three years I have had great success working with small business owners helping them grow their business. I have loved every minute of coaching small business owners to improve their marketing systems. Due to the success of our approach and The Attraction Marketing System, the demands on my time have grown and I have been turning away many who have asked me to work with you direclty.

Our MISSION now is building a global network of Attraction Marketing Associates. Together we will be taking The Attraction Marketing System to small business owners around the world. We have a proven system and coaching methodology that can make a huge impact on small business owners. So the focus from here in is to empower others to become an Attraction Marketing Coach and help them leverage of all of the work we have done in the last few years.

You can find out more about becoming an Attraction Marketing Associate and join our TEAM by reading the information at the Six Figure Marketing Business website.

Popularity: 13% [?]

Small Business Marketing expert Dan Kennedy discusses Price Elasticity and selling to the affluent.

FREE CD & Report ’119% Business Growth In 90 Days’ Available at Profit Minute

Popularity: 17% [?]

5 Keys To Direct Mail Success

I am going back to some good old fashioned marketing … namely Direct Mail and I suggest you should to. In recent years with the rise of the Internet, email, and Social Media many Small Business owners have turned their back on Direct Mail which has been a proven marketing methodology for a hundred plus years.

So while all of your competitors are busy sending their tenth Twitter update for the day letting all their friends know they are about to walk the dog, or they are busy inviting all of their Facebook friends to their Fan Page, there is a huge opportunity to BE DIFFERENT!

One of the most challenging things in marketing your business today is gaining and holding the ATTENTION of your target market. The key is to differentiate yourself from the rest. In order to do this it makes sense to gain visibility amongst your target market through different channels than your competitors.

That’s the reason I am making a major shift back to Direct Mail and I am recommending it to my coaching and consulting clients. (Note: I do believe there is some value in online marketing such as Facebook etc … however it is very easy to get lost amongst the many).

Direct Mail has a proven track record of success. Unlike email marketing it has close to 95% open rate. Email open rates continue to plumit as more and more people suffer from Inbox overwhelm.

Now here is the exciting news of the day … where once there was a lot of Small Business owners using Direct Mail … today there are hardly any! Large corporates still use Direct Mail but at the Small to Micro end of the business spectrum there are very few people effectively using Direct Mail.

This spells OPPORTUNITY to me. An opportunity to reach your target market in a way that your competitors are not even attempting to do.

Lets look at 5 keys to making Direct Mail work for you:

1/ Quality List – This is where a lot of Direct Mail campaigns fall down. You must have a quality list of your target market. My preference is to build my own list. Now I do this online with the FREE CD giveaway that we offer. This helps capture their postal address so we can then use this for Direct Mail campaigns. So focus first on developing the right strategies to build your own quality mailing list of your target market.

2/ Attention Grabber – You have about 30 seconds to grab their ATTENTION when they open your direct mail letter. So the key here is to use powerful compelling headlines focused on them. There are also other devices you can use to attach to the letter to get their attention such as attaching a $2 coin in the top right hand side with the headline … ‘Why Am I Sending You $2?’. This is a curiosity builder which draws them into the letter.

You want to give careful consideration to the headline and opening paragraph of your letter. Is it focused totally on the reader and their particular desires, wants and needs? If it is not the letter goes straight in the bin.

3/ Irresistible Offer – Your sales letter then must have some sort of offer that is Irresistible combined with a call to action. What I mean by this is you should offer them what is known as a FRONT END low dollar value product. This reduces the risk of responding and lowers the barrier to entry for them becoming a client. Make it a totally irresistible offer and tell them specifically how to take up your offer. You want to build into your offer scarcity and urgency to prompt them to act.

4/ Sequenced Mailing – One of the little known keys to improving the overall success of your Direct Mail campaign is to use a sequenced campaign. This means you send to the same list a sequence of three letters spaced appx 3 weeks apart. The first letter outlines your offer, the second letter is sent as a reminder that the deadline for the offer is coming and we haven’t heard from you. The third letter is a final notice letter. Note that letters two and three must reference the previous lettes. Using a sequenced mailing campaign like this can dramatically improve the effectiveness of your campaign as opposed to a one off try it and hope for the best approach.

5/ Tracking & Measuring – Finally you need to track and measure the results of your Direct Mail campaigns. How well have they worked? What was the response rate? What happens when you send the same letter with a different headline.

In all marketing it is the tracking & measuring of results and then fine tuning your apprach that makes the greatest leaps forward toward success.

One of the reasons that I think Direct Mail is so important to put into your marketing mix is that if you combine it with your online marketing what happens over time is your target market start to hear your name all over the place. They may not remember exactly where they keep hearing about you but they know that you keep popping up in lots of different locations. This familiarity makes you highly attractive to your target market.

In a world where most small business owners have lost the art of effective Direct Mail campaigns I highly recommend it to reach your target market in a way that your competitors will probably not even think of.

Popularity: 16% [?]

Why Your Prospects Are Saying No

Are you frustrated with hearing NO all the time from your prospective clients? Usually it is because instead of us leading them to a place of experiencing positive yes decision emotions we have let them remain in a state of fear or uncertainty.

Often the words the prospect uses to explain why they are not going ahead can be confusing as they attempt to articulate their unconscious feelings of fear or uncertainty. Almost invariably though the reasons they say no fall into one of the following categories:

Lets look at these four NO reasons a bit more closely so we understand exactly what is motivating them. The four reasons for a no are:

1. No Need – There are two possible scenarios here.

One is that you have spent time asking the right questions and analysing their situation only to discover that they genuinely do not have a need that your products or service can satisfy. If that is the case then your only option is to thank them for their time and walk away.

The second and more likely scenario is that you have not asked the right questions in the right way in the presence of strong rapport to unearth the prospects true and genuine needs.

If you are consistently struggling to have prospects recognise that your product or service will help them then it is likely you are not helping them to identify their true needs. If so focus on using the questioning model and developing your skills in this area more.

2. No Trust – If there is a lack of trust then the underlying emotion is fear. Usually fear that you or your company will rip them off, the product won’t do what you said it would, you won’t deliver it on time etc. It stems from a lack of certainty about you and your company and the products / service you represent.

The key to overcoming the no trust barrier is to focus on developing your rapport and communication skills. Developing an unconscious rapport is highly effective to removing a lack of trust in your prospect.

Another area to focus on is how you establish credibility in your presentation including providing background information on your company, providing your personal credentials, providing customer testimonials and offering them a money back guarantee of your service.

No trust is rarely an issue if you are referred into the opportunity.

3. No Urgency – A lack of urgency in your prospect is an extremely frustrating place to have them. Often this is where you will hear them say that they will think it over.

On the one hand a lack of urgency is good because you have gotten past the no need and no trust barriers. So you have skilfully moved them past the fear of dealing with you to at least having enough interest in you product or service to think it over.

The challenge of course is that they rarely think it over because there just isn’t enough urgency or drive to implement your solution.

To resolve lack of urgency you need to focus on identifying the pain of their current situation and of not acting. Once you know specifically what this is then keep pressing it as it will motivate them further.

Simultaneously you need to learn to mentally lead them to thinking about how great it will be once they have your product or service as the solution. So in effect you are using the pain of not acting to motivate them and then lead them mentally to experiencing the pleasure of having gone ahead.

4. No Money – From time to time you will come across those prospects who have a genuine need that is causing them pain, they like you and your company and have a sense of urgency about your solution … they just are not able to finance the solution.

There is no easy way around this challenge other than to provide flexibility in how you deal with customers. This is easier to do if you are a business owner of an SME and make all of the decisions. You need to assess every opportunity on the basis of its commercial merits.

Often no money actually means your product or service is more than they expected. Without the careful use of questioning you may never find this out.

Recently I was coaching a client who sold kitchen renovations. They were top of the range and nearly always more expensive than competitors. She was often faced with the ‘it’s too much we cant afford it’ objection and as a result was missing some sales.

We taught her to question this objection by asking how much to much is it. So if the kitchen was quoted at $15,000 the prospect might come back and say they only budgeted for $12,000.

The common mistake most sales people make at this point is that they think they have to make a $15,000 sale which is why they are losing sales. The reality is that the prospect has already spent the $12,000 in their mind to get what they want.

In this case the only sale that needs to be made is a $3,000 sale. This is easily dealt with by breaking the difference down and highlighting the added advantages of your solution compared to competitions.

So a question for you … if you are hearing NO regularly then which of these four categories is it usually falling in? I find that a lot of the time for most Small Business owners they get the same NO reasons over and over. When you identify them you are then in a position to be able to take action and make some changes.

Have You Read The Controversial Report …

‘Why Small Business Owners
Suck At Sales’

Popularity: 22% [?]

Here are the links to all of the 2009 issues of the Attraction Marketing Newsletter:

• Setting Your 2009 Business Goals
• Growing Your Business In 3 Easy Steps
• Increase Your Revenue By 107% Through Incremental Improvements
• Moving The Free Line …
• The Secret To Using Direct Mail In Small Business …
• The Power Of Saying Thanks …
• Are You Networking For Sales or Raving Fans?
• Is Your Sales Presentation Costing You Money?
• Is Your Target Market Tweeting?
• The Two Economies And How To Take Advantage
• Five Tips For More Effective Networking
• Empowering Your Customers To Sell For You
• The Power Of Press Releases
• Search Engine Optimisation
• Niche Marketing Fears
• Overcome Your Prospects Scepticism
• Mastering The Marketing Of Your Business
• Four Key Areas To Differentiate Yourself
• Developing An Effective Marketing Plan
• How To Handle Objections Without Being Pushy
• Reaching Agreement When Selling

Popularity: 25% [?]

Looking to improve your marketing?

In 2009 let me show you how to ATTRACT more clients to your business than you can handle. For a limited time only we are giving away a FREE Marketing CD titled ‘The Ultimate Secret To Marketing Success’ (Valued at $77).

Learn about the biggest marketing mistakes most small business owners make and what to do to fix them. You will also learn the 7 keys to ATTRACTING more clients.

Grab a copy at:

http://www.AttractionMarketingRevealed.com

Popularity: 31% [?]

Well there were so many lessons learnt at the recent InfoMarketing Summit put on by Dan Kennedy and Bill Glazer. So many in fact it will take me a week to go through all of my notes and compile the results …

For now though let me share with you three key lessons that really resonated with me:

1/ Stop Selling and Start Giving – This is a lesson that I learnt from many of the speakers at the event. The first key speaker to bring this up was the legendary underground Internet marketer Eben Pagan. Eben is a young guy doing $20 million a year in sales on the Internet with all of his staff being 100% virtual. In other words … he has no office full of staff!

Eben attributed much of his success to the the philosophy of giving first. His belief is that the more you are prepared to give away of information the more you will attract potential clients to you. Now here was the real kicker … Eben says give away your best and most valuable information (or expertise, advice, coaching or consulting) if you want to grow a massive business. Why? When people see how much you are prepared to give away the more they want to find out what else is there.

Its worked for Eban … hes doing $20 million a year in online sales.

The second person to really bring this message home to me was Fabienne Fredrickson. Fabienne took her business from around $200,000 a year to over a million in one year by applying effective marketing strategies.

What was the key for her?

Giving away great valuable information. Instead of giving away digital downloadable information she switched to giving away a FREE Audio CD posted in the mail. This one simple shift of giving more grew her database from 5,000 to 12,000. There is definite truth that the size of the database that you have a relationship with is directly proportional to your income.

Now many people will resist this idea. Giving away a free CD is going to cost you at least $2 or $3 per CD. So there are some keys to how you monetise this strategy which I will be sharing with our Inner Circle members.

Interestingly … one of the speakers at the even just tried the old sell sell sell model. She gave very little content and what she did give was gimmicky at best … and guess what? Her back of room sales were terrible. On the other hand Eben Pagan gave huge amounts of value in his talk and created a flood of sales after.

2/ Frequency & Consistency Of Contact – In marketing the InfoMarketing Summit Dan Kennedy made mention of the fact that they had built in 101 marketing touches about the event. They started the campaign more than 6 months out and frequently and consistently touched their database in a variety of ways about the event.

He also revealed that there are more than 700 email messages preloaded into his autoresponder system. So if you get onto one of their databases you will hear from them virtually every day until you buy and become a customer or you die, or unsubscribe.

The contact from Dan Kennedy’s company is defintiely frequent and consistent. As a result they are always at the front of your mind. As a Gold + member of Dan’s coaching group I am constantly reminded of the value he brings to the relationship. He is frequent in contact and prolific in his marketing … hhhmmm I wonder if that is why he gets about in his private company jet.

Now many people who are busy building a database fail to consistently and frequently keep in touch and market to them. This is a mistake … when you do get around to contacting them they will have either forgotten you, forgotten your message, or simply lost interest. You should never let this happen.

Ok … so you are probably thinking that you don’t want to market to your database to much in case you offend them and they leave, or unsubscribe or even worse … complain, right? Well if you are thinking that then you are correct. Some will leave, unsubscribe and call you bad names. Its a small percentage and truth is these people will probably never become clients anyway. So focus on the other 98%.

The other 98% will start to feel more closely bonded to you and will start to percieve you as the answer to their problems.

So increase the frequency and consistency of contact with your database.

3/ 100 leads or 100 ways – Again I was reminded of the importance of having multiple lead generation sources. Most people rely on just one or two ways to generate leads. This is okay BUT you are probably missing out on many more leads you could have got.

Dan often explains that most people he comes across are looking for one way to generate 100 new customers. He explains to them that he doesn’t know one way to generate 100 customers but he probably knows 100 ways to generate one new customer.

The point is … you need to implement many more lead generation sources into your business. You need to have multiple ways to attract clients. Do not rely on the one or two you currently have. Exand them and keep adding new approaches to lead generation.

Well this is just a small sample of what we will be covering in our Inner Circle members webinar on the 17th October. If you want to learn more then please take up your last real chance to get a $1 30 day trial.

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Get your copy of The Attraction Marketing System for just $497 by going here www.TheAttractionMarketingSystem.com

Popularity: 10% [?]