Years ago, I learned something from my mentor that
has proven to be more valuable than most other things.
I’ve used this specific thought process to ‘fix’ many
businesses and get the cash flowing again rapidly.
Here’s this nugget of wisdom in it’s simplest form:
The amount of money you make is in direct proportion
to the number of offers you make.
That’s it, simple, yet profound.
In every instance, in every situation when I start working
with a client that isn’t hitting their revenue goals, all I
need to do is evaluate the number of ‘offers’ they are
making on a daily, weekly, monthly basis and right there
I find the problem.
So if you’re finding that you’re not hitting the revenue
numbers you’d like, ask yourself (and be brutally honest)
‘how many times a day am I making an offer to someone?’
Are you on the phone asking people for their business?
Are you running webinars to promote and sell your services?
Are you doing live presentations?
Are you emailing people asking for their business?
What are you doing to make an offer?
See, when you make an offer there’s only 2 things that can
happen, 2 and ONLY 2.
1. They can say YES, I’ll take it.
2. They can say No.
But even the ‘No’ will often times turn into a ‘yes’ later on
IF YOU’VE MADE THE OFFER IN THE FIRST PLACE!
Of course NONE of this can happen if you don’t make the
So today’s lesson: Make a SHITLOAD of offers, and you’ll
make a ton of money.
Being a man that practices what he preaches, I’ve got an
offer for you. Right now I’m offering to do no charge
strategy sessions for REAL business owners who are doing
more than 100k a year in sales and want to get to the 100k
a month level and beyond.
If you think you’re ready for some no nonsense, clear thinking
go ahead and sign up for a strategy session with me by clicking this link.
I look forward to talking with you.
Yours in profit,
P.S. Clear thinking is responsible for more business success than
everything else combined. If you’ve become clouded or ‘stuck’ in
your business, then a strategy session with me might be the
exact thing you need to get ‘unstuck’ and moving again. Click here to schedule yours now.
A few years ago I learned that the word FOCUS is an acronym meaning: Follow One Course Until Successful.
This may sound easy, but in reality I’ve found it to be very difficult, especially when it comes to building your business.
In any given business, on any given day, there are just too many things to focus on, too many things pulling you in all different directions. Things like accounts receivable (getting paid), accounts payable (paying bills), employee or contractor management, product development, fulfillment, customer relations, brand messaging, payroll, cash flow management and many, many more… And yet none of these activities, all demanding your attention, address what Michael Gerber identified as the most important. None are working ‘on’ your business. They are all working ‘in’ it.
This is where the power of FOCUS comes in. If you want to rapidly scale your business from 6 figures a year to 7, you must focus on the activities that build your business, not just manage it.
What are some of those things?
My favorite, and I believe the most important, is marketing. As I define it, marketing is everything that causes a potential customer to notice you and causes them to want to choose your business over anyone/everyone else.
I’d like to say that until a business has figured out how to attract a constant and predictable flow of high quality customers, ready to do business with you, you shouldn’t be focusing on anything else. Sure paying the bills has to get done, as do many of those other ‘in your business’ activities, but none really matter until you’ve got loads of people waiting to give you their money.
FOCUS on that first, and keep at it until you’ve achieved that goal and I guarantee you’ll have a 7 or even 8 figure business very soon.
If FOCUS is a challenge for you, and you’d like specific, and proven marketing methods, strategies and tactics that deliver top quality customers to your business 24/7, then you’ll want to get your hands on my Automated Entrepreneur program right away. You can learn more proven FOCUS techniques and killer marketing strategies on my webinar, that you can attend for free, just register here.
Yours in Profit,
Earlier this year, a bystander caught a Miami doctor behaving badly on video. The incident involved an Uber driver, and questionable choices made by the doctor. Although the doctor eventually walked away from the incident, she couldn’t walk away from the internet furor left behind.
Since then, the young doctor was placed on leave from employment with the Jackson Health System. She states she didn’t realize the incident would be such a big deal and has hired an attorney, and a public relations firm, to try and salvage her reputation—and her job.
This incident is just the latest in a long string of viral moments captured by not-so-hidden cameras. Cellphone cameras are everywhere, and both photos and video capture the foods people eat, as well as their foibles during the business day.
As a business growth authority, I work with small business clients to help them increase revenue, develop their brand—and take home more money. I talked recently about how to turn the tables on negative internet comments, but now I am going to talk about making sure some of those negative comments never happen.
Best time for reputation management? Before you have a problem
A couple of years ago, singer Dave Carroll sat on a United Airlines airplane as baggage was being loaded onto the plane. To his dismay, he saw his custom guitar being tossed through the air by baggage handlers. On landing, he discovered, as he suspected, that the guitar was broken, costing him about $1,200 in repairs. In the span of a year, United Airlines dodged his calls, and refused to make good.
For closure, or maybe for openers, Mr. Carroll created and posted a YouTube video describing his experience with United Airlines. Within two days of posting, the video had 24,000 hits. Today, over 15 million people have viewed the piece. United Airlines contacted Mr. Carroll and hopefully took care of the claim. And today, the video keeps right on describing the poor service received by Mr. Carroll.
The best advice for handling a claim like this? Don’t let it happen in the first place. Viral videos frequently make headlines. While you can respond to negative comments, you cannot scrub your internet reputation clean—ever.
Consider these points to help avoid brand damaging moments enshrined forever on the internet:
If you encourage employees to post about their workplace on social media, it requires training. Creating positive buzz about your job environment is a plus, if it is done right. Be sure your employees know what is appropriate—and inappropriate—to post. Aim for positive—and if your employees are not happy, find out why and try to remedy it.
Customers are sometimes unhappy, and post negative things on social media. You can handle that. But when you adopt an overall policy of excellent customer and client service—such issues are a lot less likely to happen.
When you need the marketing automation, and business plan, to break through the small business revenue ceiling, I can help. Call me at 585-633-7563 today.
Yours in profit,
In my many years of working with business owners & entrepreneurs, there’s
one thing that I’ve found destroys more dreams, crushes hopes and derails
success more than just about anything else.
What’s that one thing?
This problem is so pervasive and so insidious that the people who suffer from it
almost never fully realize the grasp it has over them.
And the opposite is true as well. The people who are most wildly successful
are the ones who don’t suffer from this alignment.
Let me share a story that I think illustrates this beautifully.
When I was first getting into marketing, I had a mentor and a coach. He was very
successful and had made millions. I was dead broke but ambitious. My mentor
told me I needed to develop a marketing piece that would consistently drive in new
business. He gave me some general guidelines but left the rest up to me to create
the offer, write & design it. Took me a couple of months of hard work but eventually
I had something I thought was pretty good. I sent it to him to critique and he gave
me a few suggestions and told me to let it rip. Excited, I spent money I didn’t have
and mailed out thousands of these pieces only to get virtually no response. I didn’t
realize it at the time but this was a pivotal moment for me. When I called my mentor
and told him of my failure, his response startled me and he said ‘that’s great’. Obviously
I didn’t feel great. I was deeply in debt and now a little deeper. When I asked why it was
‘great’ he said because ‘you found something that didn’t work so now you’re one step closer
to finding one that does.’ Mentally this was a reach for me but thankfully I embraced this
way of thinking and I decided to keep testing and failing until I figured out what worked.
I’d like to say it was the second time, third, fourth or even fifth- truth be told I think it was
about the fifteenth. I say about because I quit counting and I focused all my attention on
cracking the code and finding success. And when I found success it hit like tidal wave. I ended
up creating a marketing piece that to date has sold over 100 million in services- it’s a whopping
But here’s the most important part of this- it was very tempting to say to my mentor,
after my failures, ‘aren’t you a marketing expert- you should know what works and give me the solution!’
this is what people suffering from victim thinking think & say. They fail, then they quit. And on to
the next thing looking for the solution. They blame the failure on someone else. They never put in the
effort to seeing something all the way thru to success. They are only committed as long as it’s easy
As a coach and a mentor now myself I’m keenly aware when someone has adopted this attitude
and is heading toward failure. When you’re fully committed to an outcome, you’ll find it no matter what.
This is why I have clients who become rich following my advice and others that have failed and quit.
In the end, it comes down to their attitude. Successful people realize it’s a process- a journey,
and they will not be denied. Victims blame others and everything else.
Let this be a reminder to never be a victim and embrace the mantra: if it’s to be, it’s up to me.
And get to work. Do that you and you will not be denied.
Yours in Profit,
360 Packetts Landing Fairport, New York 14450 United States (585) 633-7563
I talked before about the importance of reputation management. For the small business owner, the word on the internet can make or break your business. You have to be on top of it. That means vigilance. While there are a number of tools to help you track comments made about your business or brand, Google Alerts is easy and free. If you are not using it—you should.
Let’s say you do all the right things. You are using CRM software, you have a great business plan, and a tight storefront with well-trained, engaged employees. Super. Things will never go wrong—right?
That is incorrect. No matter how well you run your business, there are going to be mistakes, a customer or client is going to get left out in the cold—and they are going to complain. Trust me. As an experienced small business owner, I know the pain of mistakes that just should not have been made.
Sometimes, though, there was no mistake. You just have an unhappy client, or someone trying to stir up trouble for your business. Does it happen? A lot.
Take advantage of a poor review
We already know that online reviews are important. People believe what they read, often without considering the credibility of the reviewer, or the circumstances behind a complaint. So let’s take a look at how to turn a profit on a bad situation:
You cannot please all of the people all of the time. But when you treat people who complain with respect, courtesy, and generosity, they usually respond in kind.
After you resolve the situation, take advantage of the feedback to take a hard look at what you could do to avoid a similar complaint or mistake. Complaints are just outside interests helping you troubleshoot your own business—take advantage of the information, and the opportunity.
As a small business owner, I know how to turn the tables on hard times to help you earn your first million. Get a super start on the New Year by attending one of my free webinars, or give me a call at 585-633-7563 today.
Yours in profit,
For more than five years, the job market has undergone change. Severe contraction during the Great Recession threw a lot of people out of work, and many small business owners had a tough time staying afloat. Entrepreneurs that did hire enjoyed a deep talent pool available at rock bottom prices.
Today? Not so much.
As the economic engine heats up, more jobs are created and labor markets are tighter. Early in 2015, small business owners stoked a five-month trend of job creation, snapping up talent, and struggling to hold on to key employees who drive their profits.
By November, that trend slowed, but a National Federation of Independent Business (NFIB) survey reports more than 55 percent of small business owners are still trying to hire for positions where there are few, or no, qualified applicants.
With the shoe on the other foot, small business owners have to find new ways to hold on to employees who could be at risk of being hired away.
I talked earlier about why it is important to keep your employees engaged. Now we’ll talk about ways to do it.
Seven tips to keep valuable small business employees on board
So how do you keep your best employees working for you—and not your competitor?
Engagement is a great but overused word. You put time, energy, and money into training the people you hire. Depending on your business, that could mean specialized training, an emphasis on service skills—or whatever combination keeps your business humming.
It used to be easier to hire and keep good talent. Switching jobs every two years, or even every year, looked bad on a resume. Today, steadily switching out one job for the next is a routine way to gain benefits, better working conditions, and higher income. For talented employees—it works.
Many small business owners operate on a tough edge—just balancing revenue and payroll. As I work with my clients to increase their revenue, we look at the whole equation. My goal is to create wealth for my clients—in the million dollar range. While most entrepreneurs believe exhaustion and slim profit margins eventually lead to success—I can tell you, working harder will not make you wealthy. Working smarter does.
Because your workforce is critical to your success—it pays to retain key personnel. Let’s take a look at some positive steps to safeguard your investment in your employees—and your business:
Hire the right people, and create a winning workplace. Inevitably, even highly engaged employees move on for their own reasons. Just don’t lose them for reasons you could address.
When you are ready to bring in more profit, I hope you will call me at 585-633-7563. Make 2016 the year that you break out and earn more by working smarter instead of harder. I can help.
Yours in profit,
People joke about the weather all the time. Wait a few minutes, it will change. This year, El Nino is giving more people reason to talk about the weather. Basically, El Nino, which means Little Boy, is the name that describes a warming of ocean currents in the equatorial Pacific Ocean. It lasts about a year, but can go on longer. But usually, it occurs every five or seven years.
In North America, El Nino causes warmer than average temperatures, making it drier in some places, and wetter in others. It affects the oceans, fisheries, and global weather patterns—it’s a big deal.
In November the weather service at the United Nations warned that the current El Nino event is contributing to extreme weather patterns, and it could get worse. So you don’t need a heavy coat, and you are watching the rain fall, instead of the snow. Does that affect your business? You bet it does.
Change in the weather means a change in sales and service
I talked earlier about how changes in weather systems could impact your business. That is what is happening this year.
If you think about it, the weather has a huge impact on small and big business. Temperatures, or extreme weather, affect a lot, including:
Planning for the weather is important. From anticipating weather trends, to altering your product line, weather instability is another factor to consider in your business plan. Let’s talk about some ways that you can weatherproof your revenue:
Down the road, predictions say rain from El Nino will increase the corn crop this year. While water has been lacking lately, it could mean lower corn prices. That is good news for those who use raw materials from corn. It is bad news for farmers and anyone who sells to them.
Weather is a business factor that matters. When you are ready to take a hard look at business planning in this unstable climate, I can help. Let’s put plans in place to make you the revenue you want and deserve. Contact me at 585-633-7563.
Yours in profit,
While a crystal ball is always handy, business success is really no mystery. In the current economy, it takes more than hard work to succeed. By succeed, I mean earning enough revenue to really thrive, not just survive.
To me, putting my clients on the road to becoming millionaires is my definition of success. It isn’t luck—it is having the smarts and experience to take advantage of opportunities, and efficiencies that could be right in front of you.
Here are my top six picks to boost your success in the 2016.
Depending on your product or service, sales could go up or down. The National Association for Business Economics (NABE) predicts mild economic improvement in the next few months, and into 2016. At present, employment rates are expected to continue to improve through the end of next year. Even without robust growth, this improving economic picture bodes well for small business owners.
Notes one analyst, “So what’s the differentiator at this point? It’s selection. It’s service. It’s convenience. It’s how easy it is to use their interface. And Amazon’s got all this stuff already. How do you compete with that?” Your differentiator drives your business—know what makes your product, or your service, worth buying. Plus, tech—like your ordering interface, marketing automation, and CRM—is going to improve and make your life easier if you know how to exploit the capabilities. Use marketing automation tech to target and personalize—a practice I think is going to get even bigger in 2016.
Resolve to earn the revenue you really want in 2016. When you have questions about how you can earn more for doing what you do best—call me at 585-633-7563.
Yours in profit,
Throughout my career as a small business owner, I had the same marketing and productivity questions that my clients ask me today. I have been there—and I know what you are going through. You work long hours, have a great product, but your revenue just isn’t enough.
To correct this situation, inbound marketing is a must—and it doesn’t end there.
Marketing process—what’s in a word?
What do I mean by inbound and outbound marketing? A lot of small business owners are confused about web lingo. Conversions, lead generation, inbound and outbound marketing are all terms used to discuss getting more customers for your business, and increasing your revenue:
The importance of positioning
For you to allocate resources to marketing strategies, it is important to know your position—in the market, in the business lifecycle, and in your industry. A big part of my work with clients is helping them see their position, as well as what direction they need to go to achieve their revenue goals.
Once you have the bigger picture, you can drill down into techniques to help your bottom line. A super report from Hubspot offers marketing strategy information from the last half of 2015. Some key points of the report include:
You have a lot of leads—and then what?
With the rush to generate leads, some entrepreneurs forget to close. I am a big fan of marketing automation and CRM software, to identify, nurture, and convert leads. When marketing and sales teams are coordinated, the same software helps me maintain those clients and fine-tune my services to better obtain and serve customers. Internal service level agreements (SLAs) define responsibilities and outcomes for both groups.
Whether your marketing and sales teams are sizeable, or small, cooperation is fundamental to business growth and success. I work every day with entrepreneurs that have misaligned marketing and sales priorities. We explore ROI on all marketing efforts, and create the right plans to make sure your inbound marketing ultimately brings in the revenue you want.
When you have a question about marketing automation, or you need someone to reboot your marketing strategy, call me at 585-633-7563.
Yours in profit,
My job is helping entrepreneurs create strong business plans, work smart, and use tech efficiencies to market in a way that makes them money. It is no secret that my goal is to make my clients millionaires.
So why talk about employee engagement? That’s just a human resources issue, right? On the contrary, as a small business owner, employee engagement should be near the top of your list of priorities.
An engaged, satisfied workforce creates profit for you, and reduces budget spend from employee churn. The hiring and training process takes time and money out of your pocket, while a valued employee is an asset.
An engaged workforce helps your bottom line
Engagement is the measure of commitment and satisfaction your employee feels for your small business. The smaller your business, and fewer your employees, the more essential it is that the people you hire want to grow your business with you.
We have all known co-workers, and maybe employees, who hate their jobs, scraping by with minimum effort to collect the paycheck. These types of characters bring others down, and can impact your revenue. Let’s look at four engagement profiles developed by Quantum Workplace:
Are your employees engaged?
You might employ only hourly or salaried workers, or a mix of both. Although compensation and time spent on the job may be different, the aim is the same—engagement.
Companies that make employee engagement a high priority build a stronger workforce, improve client and customer service, enjoy better communication, and see better productivity. All these measures are the result of top-down efforts by owners to maximize their profit by valuing their employees.
Whether yours is a large or small shop, consider these tips to create a workforce better aligned with the overall goals and success of your company:
While the last five years has seen many small businesses struggle to survive, more companies are now investing in growth. One of the best ways to assure growth is to ensure engagement of valuable personnel.
Profitable companies are no mistake. When you need a hand with improving your bottom line, call me at 585-633-7563.
Yours in profit,