Too many info-marketers assume the sales process is complete when they get a new customer. They immediately flip to fulfillment and training mode. However, after he sale is when you need to ramp-up the sale. Michael Rozbruch recorded a sales video to get his clients excited after purchasing his program. It resells his new member on the program, reminds them … Continued
Go for the kill!
The mother lion slowly creeps closer to the edge of the prairie where a family of gazelles grazes nearby. The gazelles are always skittish. Ever watchful to protect the herd. Yet as they graze, the lioness creeps closer. The lioness has a pack of cubs in her den. She’s been hunting for hours, ranging from one prairie to the next, … Continued
Turning Your Customers’ Unrealistic Expectations into Long-term Tribal Members
“Your program didn’t work for me.” What?!? You have the gall to tell me that my program doesn’t work? Wouldn’t it be more accurate to say you didn’t work? One of the top frustrations I hear from tribal leaders is new members who join and quit without trying. In the beginning they have all the hopes and dreams of accomplishing … Continued
How to act to attract customers
“Don’t I know you from somewhere?” he asked me. “No, I don’t think so.” I was shopping for clothes at the mall. I’d recently gotten a new job, I was 22 years old and I knew few people in town. “Where do you work?” He asked. I answered and asked him where he worked. He told me he owned his … Continued
Tending to your relationships
It was so frustrating. It was like everyone else was from a different planet. There wasn’t a single person who “got it.” My first info-marketing business targeted the association industry. I promoted a product teaching associations how they could recruit and retain more members. For 10 years I attended events where association executives got together. I spoke at many events, … Continued
Unpredictable every time
McDonald’s is the leading franchise in the world because of its consistency and predictability. You can be on the other side of the country or around the world and when you see the Golden Arches, you know exactly what the food will taste like. There might be an independent restaurant with better food next door, but most people will never … Continued
You look better from farther away
During a Jump Start Coaching Call coaching call, a relatively new info-marketer wanted to know why he wasn’t generating any sales from his website. He asked me to review his site for him. While the opt-in page looked ordinary enough, he had five different training videos on his sales page. He wanted to prove he would over deliver, so he … Continued
Retention by becoming indispensable
I first noticed it in my dad’s tire store. I worked there during summer vacations from high school, changing tires and doing oil changes. There were some guys in the shop who worked hard and got a lot done, and then there were others who smoked cigarettes more than they worked on cars. Because the hard workers were almost always … Continued
It’s all about future gain
As selfish people, we are always thinking about what we want. We want our customers to complete surveys, to confirm their opt-ins and to upgrade their memberships. Our customers are selfish people, too. While they may like us and may be willing to do us a favor, they are much more interested in doing themselves a favor. Every time you … Continued
Reduce the frustration of your team
Tammy was at her wit’s end. Not only was she trying to keep up with two jobs, but she also had to take care of two Labrador Retrievers. In 2006, shortly after starting the Information Marketing Association, Bill Glazer and I had an idea: Let’s provide training for info-marketers’ staff. Because info-marketers are preoccupied with marketing, maybe if we trained … Continued