How to lose a $10,528.93 sale

Have you ever witnessed an accident before? You get the sense that everything moves in slow motion in the seconds before the crash, yet there's nothing you can do to change the course.

Saturday, my wife went to a local appliance chain...on a mission to select appliances for the house we're building.

She was greeted by the salesman, helped through the process of selecting the refrigerator, oven, dishwasher and the rest.

Then the collision...

As she tried to leave the salesman changed. He said, "What will it take to get you into these appliances today?" (Not sure how one "gets into" appliances, but OK.)

When she explained that we're simply selecting what will go in our new home and we won't be ready to order for several months, he responds by summoning the sales manager who exerts more pressure to buy TODAY!

You can imagine how this ends...unhappy wife...unhappy sales people. Everyone lost.

But it's not necessarily the sales person's fault. Like a lot of businesses he had one shot. Because he'd not yet figured out what to do with leads that don't buy today.

So he watched as $10,528.93 walked out the door.

It's painful to watch this crash happen (and frankly, it happens in too many businesses, just not always to this level of drama).

It could have been a happy ending for everyone with a little patience and forethought on the part of this business.

Don't let it happen to you.

In the next Lead Generation Sprint™ we'll be building concrete plans to help you get a new client in the door, and, if they're not ready to buy today, keep them in orbit around you until they are.

Register now: http://stevegordonmarketing.com/leadsprint-april

 

"This workshop has really given me focus and incisive ideas so I now know what I want to do and how I want to do it. I feel confident about the approach I am taking.

I would strongly recommend this program to anyone who wants concrete, practical information that allows them to achieve clarity and focus for setting up a dynamic lead generation referral system."

--Anna Cook, Director, International Executives

The four phases of client attraction

On the story board in my office--where I do most of my planning visually--I've invested the last few days analyzing my own Clients On Autopilot system (yes...I eat the dog food, too). Laying it all out every few months where I can see it is the only way I know to understand how the whole system is operating.

And it's especially important now as I'm adding a number of new and important parts to the overall process I personally use to attract clients.

What's important for you isn't the specific parts I'm using, they may or may not apply to you. Instead, it's the structure of the thinking that matters...

I separate marketing systems into four units:

#1 - The Magnet and The Sifter - This is what I use to attract the right leads...the magnet attracts, the sifter ensures only the right prospects get through. You have to "tune" your magnet and calibrate your sifter to let the best prospects through.

#2 - The Orbit - Once they get through the sifter, they get put into orbit to grow our relationship.

#3 - The Client Experience - What happens after the sale...what systems exist to deliver an amazing experience to your clients.

#4 - Client Reactivation - Giving well served, happy, past clients new and valuable reasons to come back.

On April 23rd, I'm working with 5 businesses to help them get a solid plan for Phase 1 (The Magnet and The Sifter) and Phase 2 (The Orbit). Registration is open for the next Lead Generation Sprint™. Grab your seat at the "virtual" table...

http://stevegordonmarketing.com/leadsprint

 

The Paradox of Narrowing Your Market

Subscriber Kent, wrote in response to last week's message on narrowing your market to a tightly defined niche... Kent smartly noted that...

“If [prospects] don't see themselves in your description of your niche, they won't be attracted to the message, and you end up chasing instead.

If one sub-niche is, say, high-variety/low volume manufacturers, a prospect might fit, but just consider themselves a widget maker.

They may even screen potential prof services based on their understanding of widget-making machinery to the exclusion of other attributes which fit that they are oblivious to.”

All of this is true...IF...you narrow your market on demographics only. Things such as age, industry, company size, location...the "physical properties" of the prospect.

These properties are helpful, but only take you so far.

To really focus on your ideal clients you must also consider their thinking--psychographics.

Hard to see from the outside for sure. So don't try to see it from the outside.

Instead build disqualification filters...

You see, marketing is more about disqualifying prospects whose thinking isn't compatible with your business model than it is about qualifying the prospects who do fit.

The filter catches the prospects who simply don't value what you uniquely deliver...and lets pass those that highly value what they can only get from you.

The trick is in creating something that they can only get from you. Think you can't do it in your business? Ok...that's your mental model.

But there is a laboratory on nearly every street corner in the developed world where you can study how to sell an actual commodity at premium prices...and build an empire doing it one cup at a time.

It can be done. Your job is to figure out how.

In two days I'll be opening enrollment for the next Lead Generation Sprint™...a 5-person virtual workshop where we work together to create an action plan for attracting your ideal clients.

Stay tuned...

marketing consultant steve gordon

P.S. If you signed up for the early notification list, you can enroll beginning today. Watch your inbox for an email with the link.

Are you growing this "off book" asset?

Where is the value in your business? Many might answer...

In my people.

OR

My facilities.

OR

My intellectual property.

True they all do have some value in the operation of your business.

But none of them give your business its value. Value is external.

And it exists in just one place.

The bank accounts of the people who might become your clients.

The most valuable asset you have is outside your company. It's the only one with real future worth.

Yet, few consider it, cultivate it, focus on it...daily.

Instead, most worry about trivial people issues or fret about their I.P. being stolen.

I've never had an employee that couldn't be replaced with someone more talented. Harsh, but true.

There are far fewer businesses with true, unique and valuable I.P. worth protecting, than you'd think. (There's nothing new under the sun they say...)

But the one universal asset...the only one really necessary in every business is the one most often ignored...

The list of, and relationship with people who have or might at some future date, give you money.

What are you doing today to start relationships with a few more of them?

What will you do to grow your relationship with the ones you have?

In the end, those are the two most valuable questions to answer in business.

 

PS - If you need better answers to those two questions you may want to be one of the five businesses I help in the next Lead Generation Sprint™.

The Lead Generation Sprint™ is a 5-person virtual workshop, where you'll get personalized help to create a plan to start and grow more client relationships.

Click here to get on the early notification list. You'll get a 48-hour head start to grab one of the five seats at the table.

How to get referrals with media

Yesterday, I talked about media... Specifically, the kind of media you own.

So what does media have to do with referrals?

You don't advertise for referrals, after all.

But being a media mogul has a curious hidden benefit...

People want to be "in the media."

They want to be the feature story. In the the spotlight...the center of attention.

And when you're a media mogul, you've got hot real estate to offer the prospect's ego.

Let's say you want to reach all the customers of the biggest consultant in your fair city.

You could schmooze her at every chamber of commerce mixer for the next three years in hopes of creating a "mutually beneficial relationship."

Or you could just ask to interview her for your media platform.

Which one sounds easier? Which one will that successful consultant see as valuable (to her)?

And which way might just give her something to share with her clients to remind them all why they hired her? (And in sharing...she introduces you.)

Best of all, you can skip three years of chamber mixers and spend some time with your family!

The simple, step-by-step process for getting referrals with your own media platform is at:

Click Here

marketing consultant steve gordon
 

PS - Aside from referrals, there's one other HUGE benefit to using interviews in your own media...you don't have to create content!

This is the best media you can use

I'm often asked, "Where should I promote my business?" The real question being asked is, "What's the best media--Facebook, Google, email, billboards, networking, the newspaper..."

I usually answer by saying, "There is no 'best' media, it depends on who you want to reach." But that was a lie.

There is a BEST media and here it is...

IT'S THE MEDIA YOU OWN.

It's your (mostly) daily email...like this one. Your monthly printed and mailed newsletter. Your book. Your audio CD. Or, as I created for one client...your full color trade magazine, complete with advertisers, 3rd party articles and my client as editor-in-chief (and no, he's not in the magazine "business").

Sometimes your prospects know you own it, sometimes they don't. Either way, if done right, you get their attention.

You can get to hard to reach prospects when you own media. You fly right under the "advertising" alert system. It's like a stealth skin for your offer.

In April, I'm taking five more businesses through another Lead Generation Sprint™...and I'll be helping each one identify the best way to build their own media platform.

Your best shot at being one of the five that's chosen is to jump on the early notification list.

 

How to win the search engine lottery

Are you using SEO as a way to get leads? If so, you'll want to read this...

Last week I had the opportunity to be a fly-on-the-wall at Dan Kennedy's Titanium Mastermind group...

If you're not familiar, Kennedy has written 18 books on marketing, publishes 12 different marketing related newsletters each month and is known as the world's highest paid copywriter.

The 17 companies represented were each doing from $1 Million to $10s of Millions in business each year, each in a different industry--consulting, professional services, sports, brick & mortar retail...even a "chain" of churches.

Not one of them mentioned SEO as a marketing strategy.

Why?

'Cause you can't control Google.

All you CAN DO is chase the changing "algorithm" and hope they pick you to win the search engine lottery this week.

Sure you can influence how you rank, but there are no guarantees you'll get ranked or that your position will last. Why play that game?

The one constant among all of the companies I observed last week is this: they all use paid media as the primary way to get a lead.

And of the paid media used, all but one uses direct mail as the #1 client getting tool.

Here's why...

  1. The Post Office doesn't judge your mail piece, and only deliver it if it deems it appropriate. You pay, they deliver.
  2. Search only reaches the people who are actively looking for what you offer. Many more people will show interest, and buy, if given a compelling offer.
  3. Paid media, and direct mail in particular scales. You can start with a small investment to a small list...test...then mail more and more as you grow.
  4. In search, even if you do get 1st page ranking, you're listed next to competitors. Easy for your prospect to get distracted and find someone else. In the mail, it's rare to find a competitor in the same mailbox (unless you're selling pizza).
  5. There's a direct, measurable, and fast connection between action and result in paid media (if you use direct response).

Are you using tools you control to generate leads?

 

PS - Happy St. Patrick's Day!

Again he says... "Honey, I have to call the office."

It's Friday afternoon and the the Star of the Seas just docked in Nassau, Bahamas. Jeff, looked at his wife and kids with that guilty sort of look...he had to leave them at the pool and make a call. It happens every time they go on vacation...he's the CEO of his small company. And the only one that brings in the business.

When he's incommunicado on a cruise ship at sea, the business effectively stops...which always makes him nervous.

So he risks marital wrath to make a couple of calls to prospects to "keep things moving."

The rest of the vacation is tense...he regrets making the calls, but is afraid not to.

Meanwhile, on the private beach at the Atlantis resort, another passenger sits holding hands with his wife. Both, with eyes focused on the bottom of the giant water slide waiting for their children to emerge.

Jack, age 10, and Annabelle, age 8, have been obsessed with this slide since John announced the trip six months ago.

This, like every family vacation, starts with John turning off his cell phone and locking it in the safe in the cabin.

It won't come out again until they return to port in Miami.

So how can John step away from his growing company and be completely out of touch for 10-days without worry?

The answer is painfully simple.

John doesn't depend on making calls to get new clients. He built a system to attract, educate and convert the right prospects into clients.

His small staff can execute the system whether he's there or not.

Leaving John free to enjoy the benefits of owning a business.

Are you like John or Jeff?

marketing consultant steve gordon

How Winning Companies Do High End Sales Differently

I'm writing this on the plane after spending a day on-site with a client diving deep into their sales, marketing and business model strategy. These are exceptional business people and the way they approach high end sales is decidedly different than most...

They're already selling a mid-six-figure, top-of-the-market service.

So we spent the day developing ideas to expand their reach...

Not by creating lower offerings, but instead, figuring out how to make their offers more exclusive.

Exclusive is attractive.

We want what we can't have.

We aspire to what we can't afford today.

We will jump through hoops to get in "the club."

Many reading this will say, "Yep, I know that's true...but my business is different."

B.S.

Extreme exclusivity flips the sales process. The prospects fight to get in. The two things keeping most business owners from positioning themselves this way are:

  1. Fear that comes from not having a consistent flow of new prospects.
  2. Not delivering the goods...to be exclusive you've got to create real results for clients.

Both of those problems are fixable...if you're willing.

 

The 7 Habits of Highly Effective Lead Generators

I know you know the book "The 7 Habits of Highly Effective People" by the late Stephen Covey. The habits work well as a framework for building your lead generation plan.

In particular, Habit 4: Think Win-Win...

Very few businesses think win-win when trying to attract leads. They're selfish...even if they don't intend to be.

Yet, the best, most elegant, friction free lead attraction is win-win.

In fact, the principle is at the core of my Referrals on Autopilot™ philosophy.

In fact, it's win, win, win...a win for the prospect, a win for the referral partner and a win for you.

It's amazing how smooth and easy lead generation is when you apply this simple principle.

But the key is this...

The "win" for the prospect has to be a REAL win for them...not just one you imagine. And it works best when the win is more than: "They got the solution I provided...they have no more problem...it's a win!"

Sure it's a win, but everybody offers that win.

Be the one that offers a bigger win. A different win...an immediate win, just for raising a hand and showing interest.

When you figure it out, you'll cease to have a lead generation problem.

marketing consultant steve gordon
 

PS - If you'd like personalized help on identifying your "win-win", the next Lead Generation Sprint™ may be the perfect place. It'll be you, me and four other smart entrepreneurs together for a virtual workshop. The first Sprint sold out. If you'd like one of the 5 seats at the table, I recommend you add your name to the no obligation early notification list at http://stevegordonmarketing.com/leadsprint

The Simplest Method Known for Building a Marketing System

On Friday, I gave you the framework for selecting media. Today, let's look at how to build an experience, a system for taking the people who respond to your ads (print, direct mail, online, social media, radio, TV, networking...) and turning them into clients.

This is often the hardest part.

You got a lead...they're not ready to buy, yet. What are you going to do with them?

These days, most simply put them into an email autoresponder and think “Great! I'm done.”

Sure that can work, but how could you create a sales and marketing experience worth talking about? Worth remembering...worth becoming your client?

If you're thinking I've got the answer in this email, sorry to disappoint.

It's not easy.

Nor do great client conversion systems happen overnight. They develop over time. You try a few things, keep what works, build on them, rinse repeat.

But what if you're starting from nothing?

Where might you get ideas?

On Friday, I gave you two great examples--Stansburry Research and Rosetta Stone.

There are hundreds, maybe thousands, of good examples.

Want to see how they're turning leads into clients?

Respond to their ads. Call the 800 number. Go to the website. Spend a couple of bucks to get their entry offer.

Then see where they take you.

Are they driving you to a phone appointment next? To a higher priced or complimentary product or service?

Did they take you from an offline ad to a website? Or from a free offer on the web to a second offer that asks for your mailing address?

If they get your mailing address, do you get something in the mail?

As you go deeper in their process, how are you treated differently based on how much you're willing to spend?

Last fall, I did this with a company called MindValley and the number of different touches, messages and offers I got was a graduate level education in persistent, valuable marketing.

Now, before you say, "Steve, those are product companies and I'm different..." stop yourself. In every well crafted sales process there's something you can take and apply to your business.

Here's the point...if all you're doing is plain-jane follow up with everyone, you're going to get plain-jane results. Figure out how to surprise your best prospects with a little something unexpected and getting clients gets easier.

Want some specific advice on how to build this kind of follow-up into your process? Join me for the next Lead Generation Sprint. There are just 5 seats around the table for this hands-on virtual workshop. The early notification list is growing...get on the list so you'll know the moment we open it up for registration.

marketing consultant steve gordon
marketing consultant steve gordon

How to choose media

I am stunned by the number of businesses that blindly follow the herd into this media or that, with no analysis or regard for fit, presence of IDEAL clients or ROI. So today, I offer a framework for choosing the media you use to attract clients--print, PPC, social media, networking groups, email, JVs...doesn't matter, the framework is the same.

You need one question...

“Will my IDEAL prospects/clients see me if I show up in ___________?”

Simple question, but the answer isn't so easy...let's work through it with some examples.

Stansburry Research, a financial newsletter publisher, is advertising several of their products right now on the radio.

Their choice of station is instructive. They don't advertise on the pop music stations. Wonder why? 'Cause my kids don't have any money to spend and if they did, they'd buy Beats.

No, Stansburry is burning up the airwaves on talk radio. Mostly on the "conservative" channels, but I've also heard them on the sports talk stations.

Let's think about their ideal client...

  • An adult with some (maybe not millions) money to spend.
  • Probably male
  • Wants to get ahead and thinks differently than the mainstream (Important! In the US, conservative talk radio is geared to mostly adult men who don't see themselves as "mainstream").
  • Probably owns, has owned or wants to own a business...even a small one (business owners have a different view of risk than “normal” people..and the investments all involve some risk).
  • Believes there is a "magic bullet" or "secret" to success and wants to get it quick.

We could probably go on, but you get the idea. That's a strong IDEAL client profile. Without it, it's almost impossible to choose the right media.

Another example...

For years, Rosetta Stone has been selling their high-end language learning products in the airline magazines.

Who's their ideal client?

  • High income, frequent travelers
  • Business travelers who need language skills to advance
  • Busy people who probably skipped Spanish class in high school and now have a NEED to know a language, but no time between trips, work, and kids to take lessons.

Where can you find those people?

On airplanes and in airports (you'll see boxed copies sold in airport terminals).

We could go on...

Your weekend homework...

  1. Who is your ideal client?
  2. Where are they?

On Monday we'll look at how to dissect a marketing funnel that starts with an ad (an opening) like the ones used by Stansburry or Rosetta Stone.

If you're foggy on Questions 1 and 2 you'll be happy to know that the next Lead Generation Sprint™ is coming up in April. The last one sold out. To get on the early notification list for one of the 5 slots go to:

http://stevegordonmarketing.com/leadsprint

 

The Magic Cookie Recipe - How Education Based Marketing Works

In a client meeting yesterday we were working through the concepts of education based marketing and my very smart client deconstructed the strategy this way... He called it the "Magic Cookie Recipe."

He said "I've been watching what you do in your daily emails and I've figured it out..."

"In almost every email you say 'I've got this magic cookie, it's really delicious and magical...and here's the recipe.'"

Precisely.

The fancy marketing term for that is education based marketing.

Many business people fear education based marketing because they think..."If I tell 'em how to do what I do, why do they need me?"

That's bad thinking.

Knowing what to do and having the desire and ability to do it yourself at a master level are different.

I "know" how to play golf...but you won't see me on TV on Sunday afternoons.

I "know" how to fill out a tax form...but I won't be doing it myself this April.

I told my client this yesterday: "There's nothing new under the sun. You can learn anything for less than $100 at your local bookstore (and often for free at the library)."

Your IDEAL clients are not DIYers. They don't WANT to do it themselves. They WANT someone else--maybe you--to do it for them.

So why educate?

'Cause an educated prospect is a good prospect.

An educated prospect (if you educate them) understands why paying a premium for you is a steal vs. getting the low-ball guy down the street.

An educated prospect has few objections when they're ready to buy.

An educated prospect will (usually) get better results after they buy.

But the most important reason to do education based marketing is this...while you're educating them you have their attention.

And no one else can!

marketing consultant steve gordon

PS - If you're in a business that relies on referrals, education based marketing will make you stand apart like no other strategy. The truth is, almost no "referral businesses" do it well...big opportunity for you.

For my step-by-step system for using education based marketing to get loads more referrals...and turn them into clients check out:

http://referralsonautopilot.com

Six Types of Marketers - Which group are you in?

The Cave Man Marketer - The cave man's motto...whack 'em with a club and drag 'em home. It's effective in winning clients...if they survive. The Hunger Games Marketer - The Hunger Games marketer plays a zero-sum game. It's a contest for life...with only one winner. If you don't lose, I can't win.

The Hippie Marketer - It's Free Love Friday seven days a week for the Hippie Marketer. Just give it all away and the universe will take care of me!

The Doubting Thomas Marketer - The Doubting Thomas Marketer wonders why sales are flat, but doubts marketing will help. He's stuck, lacking the faith necessary to test, fail and test again (and again and again).

The 50 First Dates Marketer - The 50 First Dates Marketer wakes up every day forgetting she had a relationship with some prospects the day before. So she sets out to start new relationships straight away...makes some, but sadly, forgets them in the morning.

The Servant Marketer - The Servant Marketer understands that the best way to be successful is to serve a starving crowd. To serve their every need. He understands that the value is in the crowd and their unmet needs and molds his offering to match.

Which type of marketer are you?

marketing consultant steve gordon

How to win an audience like Reagan, Clinton and Obama

I had a great conversation with subscriber Mike Sumsky yesterday about email marketing. Mike was quite complimentary of The Marketing Letter™ (the ego appreciates you Mike). Mike noticed something important in these messages. Something I learned from politics.

You see, I find politics fascinating.

Not for the reasons most do...no, for me it's like a graduate education in how to win over an audience.

And if you watch the most successful (measured in elections won), they do one thing better than their opponents.

In fact, the best and biggest businesses follow this rule, too.

And this one thing is the key to your own marketing success.

But I'll bet you're not doing it.

The most-elected politicians do one thing well...they stay on message.

Over and over and over...and over again.

In any given election year I'll bet you could awaken the leading candidate from a dead sleep at 3:21 AM, throw a mic in their face and they'd hit all of their talking points before the first yawn.

They have to. They have a few hundred-million people to influence.

And they know (this is instructional) that, even with all the free and paid media exposure, they only get slices of attention from each individual.

The only way to get the message across is to persist...repeat.

Again, I'll bet you're not doing it.

Even though you don't get one-tenth of one-percent of the exposure to your prospects. You're not telling them why they have a problem, what the problem is, why it's important and how you'll fix it...no, not nearly enough to make an impact.

Why?

Because after hitting the same points a few dozen times, YOU get bored with the message.

You've heard yourself say it again and again. But for most of your prospects it's new.

Don't give up on a good message...you do a dis-service to YOUR audience.

marketing consultant steve gordon

Is this the death of the autoresponder?

Yesterday I shared my discovery that marketing funnels are broken. And that email autoresponders don't work for high-dollar, high-trust sales.

So does that mean the autoresponder is dead?

Hardly.

They have their place, but turning a brand new prospect into a client paying 5 figures or more might just require a bit more trust than can be created in a handful of automated messages.

Converting high-end clients is a long-play. Time is an essential ingredient to trust building.

And I've only seen a small handful of people successfully pre-build a 2, 3 or 4 year sequence of messages.

I've written them for clients...they work, but they can be very tough to create.

So here's what happens...

You stop your funnel after 30 or 60 or (if you're really good) 90 days.

And if the prospect doesn't convert in 90 days...they're dead to you! Just cruft on your list.

Ah, but if you have an endless orbit of easy to create, consistent, useful follow-up, you don't waste leads. You simply harvest them when THEY are ready.

marketing consultant steve gordon
marketing consultant steve gordon

How an Accidental Discovery Saved My Business

I used to stress over my sales funnel... I spend weeks studying how to construct "mazes" in my autoresponder.

I thought that if I only linked together the right combination of messages that in 30-days a new client could be created.

But the funnel never really worked.

So one day, about 18 months ago, I got frustrated and gave up on the "maze" I'd built.

And I started emailing every weekday..."live." No pre-written messages loaded to auto-deliver. No carefully crafted sequences.

Just you and me, 200 words at a time.

Within 3-weeks I had more new inquiries than I'd had in 6-months.

I'd stumbled onto something profoundly different...

I discovered that the funnel was broken. Funnels don't work for high-trust, high-ticket sales.

Funnels are built for the marketer, not the client.

You don't need a funnel...you need an orbit.

Or several.

An orbit is circular...it never ends.

It's attractive, pulling prospects ever closer to you.

And as your prospects fly the orbit...time passes...relationship grows and trust is built until...

They fall from orbit...and land, as clients.

Oh how life becomes simpler...you have but two jobs:

  • Put prospects into orbit and...

  • Keep 'em there until they're ready to land.

marketing consultant steve gordon

The 2% Solution

For the vast majority of businesses, big success is just a handful of clients away. If you're in the high-ticket, high-value game sometimes just one client a month, retained over time, can put you on the path to double in size.

Yet, when you talk about marketing, suddenly, the business owner who would be ecstatic to add 10 or 20 or 30 high-ticket clients forgets the game that's being played...

And thinks..."I need to cast my net far and wide."

"Wide enough, and maybe I'll catch what I need."

And that thinking turns a simple problem into a complicated, obscure, impossible challenge.

Why? Because you can't see your target.

It's one of the reasons social media and Internet marketing are often little more than a distraction in high-ticket businesses.

If you only need a few dozen big clients, you don't need the Internet...you need their names!

With 100, 200 or even 500 names of well chosen IDEAL prospects...that you know by name...you can fuel all the growth you need for several years.

Don't make the simple complex. You're looking for the 2%...you can ignore the 98%.

Steve

PS - In the next Lead Generation Sprint™ workshop I'll take 5 business owners and together we'll build a plan to go get their IDEAL clients. Click here to get on the early notification list.

Oh, and here's what one "Sprinter" said about our recently completed workshop...

"This workshop has really given me focus...I feel confident about the approach I am taking"

"When I registered for this webinar I was frustrated about how to proceed to target, contact and/or attract interest from the type of International Executives I am looking to work with, particularly as I need to get positive interest from professionals whose first language is not English.

What I found is the feedback from Steve and the other attendees was extremely energizing. I found it particularly helpful to get feedback on my own business as well as the 'brainstorming' effect that I felt from hearing other peoples goals and challenges.

This workshop has really given me focus and incisive ideas so I now know what I want to do and how I want to do it. I feel confident about the approach I am taking.

I would strongly recommend this program to anyone who wants concrete, practical information that allows them to achieve clarity and focus for setting up a dynamic lead generation referral system."

--Anna Cook, Director, International Executives

The Rising Cost of Free

Over the weekend I was listening to a friend's new podcast. He's certainly someone to follow to and he's built a huge audience and very successful business through the Internet. He's one of the one's who "made it" online.

And he'll be the first to tell you that most any intelligent person could do what he's done.

And that's the problem...

Most anyone COULD do it, so many believe they will do it online.

But there's no such thing as an "online" business.

There's just business.

Two humans exchanging things they value.

The humans aren't "online"...they're down the block, or in the office building at city center or across the pond...but they're not online.

Don't make the mistake of thinking that the Internet is your business...it's a medium...a means of communicating.

And it very well may be a great means for finding and communicating with your best prospects...

But in many cases it is not.

The lure of "free" access to new leads might just distract you from developing real, profitable, scaleable opportunities to attract clients.

Steve

The #1 Source Of Stress In Business

...and in life... Comes down to one thing.

Uncertainty about the future.

About a future outcome.

It's why you hesitate to invest in this marketing campaign or that one.

You're uncertain of the outcome. I can't tell you how many times I've had a business owner sit across the table from me and say: "If I knew it would work, I'd do it."

Well folks...if you knew what would work and what would fail every time...in advance this whole game of business (and life) would be easy.

Risk free.

You can't eliminate the risk or the uncertainty.

But you can eliminate the feeling of stress.

On Saturday, November 9th (six days) bestselling author and world renowned speaker Dr. Srikumar Rao will show you how.

His 1-hour webinar will have a profound impact on how you approach the uncertainty and risk that creates the feeling of stress.

If you are feeling or have ever felt the stress of an uncertain outcome that hangs over your head then I urge you to join me on this webinar with Dr. Rao.

Steve

PS - This isn't your typical passive...sit back and listen for an hour webinar. This webinar will actually be a mini-workshop...Dr. Rao will directly work with and help those who want to participate.

Unfortunately, that kind of interaction comes at a price. No, not a monitory price...a limit on the number of people we can have on the webinar.

After just one invitation we're nearing capacity on the webinar line (yes a lot of "goo roos" say that when it simply isn't true...but really we've got exactly 100 spots on this webinar and they're almost gone).

NOTE: The webinar is over. To learn more about Dr. Rao click here.