Bill Gluth's Creative Business Strategy Blog

Wise Words by Jack Canfield

Usually I will post a condensed version of Creative Business Strategies on my blog. It's kind of the "Best of..." this weeks idea.

Since Jack Canfield was kind enough to let me share his ideas on The Law of Attraction with my readers, I decided not to post a condensed version today.

Instead I would like to encourage you to visit the web site where Creative Busienss Strategy lives and read the entire article.

I guarantee it will be the best 5 minutes or less you spend this week. Click here now and check it out. Then leave a comment to tell the world what you think of The Law of Attraction.

A Deal’s a Deal Until . . .

Last Friday I sent out an email that offered an interesting product called the Best Detox Footbath.

I was pretty amazed by it; considering that my wife, Michelle, was able to get an exclusive to sell a faster working, battery powered unit on her web site.

To make a long story short, one of my subscribers emailed me shortly after I sent the offer. She said that the same unit was on sale on EBay for half the price.

I investigated. Lo and behold, OUR manufacturer was selling the same unit, with a smaller soaking tub, for half the price.

We checked in with the manufacturer. He felt that since he changed the shape of the ion generator and reduced the tub size it was a different product.

We felt that he had misrepresented himself and his exclusive offer to us. Since trust had been violated Michelle eliminated his product.

So a deal is deal until someone wants to violate trust. When that occurs, the only deal I can accept is to say good-bye.

Honesty and integrity is all we have when dealing with others in small business. Maintaining it doesn’t take much more than being honest, truthful and keeping your word.

Ask Your Clients What They Want to Be Called

I just realized something very important I wanted to share.

My insurance agent calls me by my full name. There are very few people who do and almost all of them are people I don't really relate to in a friendly way, like the IRS for example.

I find that I don't really like communicating with my insurance agent a lot. No real need to unless there is an accident, right?

What about his back end sales potential to me? Pretty nil really.

Would I switch agents? Probably. Am I looking to? No. Why not? Too much trouble to do and I don't care to spend my time that way.

Here's the take away. Ask every client you have how they like to be addressed.

Robert's sometimes like to be called Bob. John's on occasion are Jack's to their best friends.

The payoff is increased comfort and a more meaningful relationship with every client on your list.

The Best Sales Lead Generation Tool

Consistent communication with existing clients and prospects who are just like your most successful clients is the best sales lead generation tool you have at your disposal.

When broken down there are only 3-Steps to Creating a Sale

In step one, you engage people who may have interest in the value you offer.

This is best accomplished through marketing (longer term strategy) or direct contact (immediate response). Simply ask the question “Is this value of interest to you.”

Everyone who says “yes” becomes a strong lead in your sales pipeline.

If you profile existing successful clients and find other people who are like them, you'll hear yes more often than no.

Next you convert that interest into revenue through identifying a want or desire your client/prospect has based on the value your business provides and filling it. 

Once a prospect converts to a client, making ongoing offers will create:

a.) Greater and long lasting value for your business and theirs.

b.) An ongoing relationship built on trust and mutual success.

If you are not gaining new business from existing clients you are losing money and creating a business that is stuck or going in reverse instead of moving forward.

This is a condensed version of the October 23rd edition of Creative Business Strategy. To see the full version and subscribe visit http://www.billgluth.com 

Is Bribery a Viable Marketing Tactic

I receive offers all day long from various companies. I study them carefully, analyze what makes them work and track the campaign to see how/if they follow up.

Sales Genie is a great company, offering a great service. In a recent HTML email campaign they made a startling offer:

Receive a FREE
13" Sharp LCD TV!

Purchase Salesgenie.com within 7 days
and receive a 13" Sharp LCD TV with your prepaid subscription!*

Then they added a phone number to call in your order.

HEY, if you're going to buy anyway, why not do it now and get the free gift.

• Would you buy because of this incentive?
• Would you buy without any incentive at all?
• Does this attract your attention and make you pick up the telephone today?

Comments are now open. Just click the "Comments" link below and share your thoughts with the world.

Proven strategies to achieve your dreams

Today my friend and colleague, author Darlene Braden, is announcing a tremendous opportunity to help you achieve your dreams when you act by midnight tonight.

She has written a wonderful book called What Stops You? Overcome Self-Sabotage Personal and Professional that is a great read and a wonderful resource for you.

In addition, Darlene has gathered over fifty world-class experts to encourage you to take another step towards your own success. Each is giving you a great gift when you buy her book at Amazon.com today.

What Stops You? Overcome Self-Sabotage Personal and Professional is a book filled with inspiration, examples and encouragement on how you can have the kind of life you've always wanted.

Take a look at http://www.whatstopsyou.com/bookspecial.html

Are you sneezer? Can you help us get the word out? Simply forward this URL to people you konw what want to achieve their dreams too.

http://www.whatstopsyou.com/bookspecial.html

A Few Tips on Expressing Thanks for Business Gained

1. After someone buys from you for the first time, call them a few days after the sale to ask how everything is going. At the end of that conversation, thank them for doing business with you.

2. Send a thank you card. Personal, unexpected and relevant = client appreciation. You can click here to learn about Human Touch Marketing. A no-cost e-course is offered on this page as well.

3. Develop a thank you/client appreciation follow up plan. Why think about what to do and when to do it every time. Develop a thank you process once, plug in the systems to automate, and let it run on auto-pilot.

. . . Explosive Business Coaching will show you how to develop the processes and run them on your own.

. . . Creating Words That Sell will do ALL of the heavy lifting and powerful thinking work for you.

4. Have a client appreciation month. Offer all of your clients an incentive to buy from you again during a special month of the year. If that’s not possible, offer an incentive to refer others to you for a special gift or next order discount.

5. Remember client birthdays, holidays, or any other special event you can. Even a note that says I was thinking about you, and offers interesting information can be a meaningful marketing touch. Easy to write mini-communications can make a big difference.

Appreciation is an easy to create, defining strategy in your business; but only if you use it 100% of the time.

Is Michelle a Genius?

My wife Michelle is an expert in the midlife womens issues space.

Recently, she uncovered a very cool product called Ionic Dynamo.

It is a foot bath product that easily and painlessly detoxifies the body for higher energy levels and improved health.

As her sales campaign was ramping up, the manufacture  began a price war with a competitor. The package was slashed down to bare bones and prices were cut; making the customers of the bare bones package the biggest losers.

Instead of panicking and slashing HER prices, Michelle found a better way. She requested that the manufacturer provide her with a "Deluxe Package" with all the bells and whistles included.

Rather than offering a second rate, stripped down product, Michelle created a deluxe package and sells it for a very attractive price. 

Is Michelle a Genius? You bet! Instead of joining the crowd and cutting price, she upped the package and sold a deluxe version, which is REALLY what people wanted all along.

The sting of a higher price heals MUCH quicker than the dissatisfaction felt when a lower price is paid for an inferior product, that's for sure.

Remember that the next time you want to cut YOUR price to match a competitor.

Nice Job Honey!

Self-Talk Destroys Communications

If self-talk is destroying your business communications, here’s what you can do today.

First, stop the sabotaging self-talk. The best way is to shine light on it. Hear the limiting self-talk. Think, STOP (I like to imagine a big red Stop Sign) and reframe the thought into something more positive.

Next write down 12 things you know about your business. What do you know that other people don’t? Write it down. Do it even if the little voice in your head is telling you can't.

Pick one of the 12-things and create sub points under the main heading. What are the details you could share? Realize that people want to hear from people who are knowledgeable in their field.

Finally, fill in the blanks. Tell me what you know just like I’m sitting across the table from you. Write just like you talk – bad grammar and all.

POOF, communication created. Now share it with ALL of your clients and ALL of your prospects and EVERYONE in your network.

You’ve broken the chains that bind your marketing success and created communications that matter to the people you can help the most.

NOTE: This is a condensed version of this weeks idea. To see the full Creative Business Strategy visit www.billgluth.com/cbs.htm

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What Am I All About and Who Cares Anyway

No one cares about you or your business. They care about the results they gain from engaging your services or using your products.

Yet almost everyone communicates using I and Me instead of You and Yours.

Use these ideas when developing your business communications.

First understand what the value is you provide other people? If you don’t know ask.

Then understand the Return on Investment (ROI) people typically gain from working with you?

Combine these two sentences into a short statement. When people ask you what you do stop telling them your job title or category of business and start telling them the value and ROI you provide.

Email your statement to me at bill@developyourvision.com with the subject line “My You and Yours Statement” and I’ll feature it on my blog. Fame and fortune is waiting.

This is a condensed version of this week's Creative Business Strategy. Become a subscriber by visiting www.developyourvision.com