Charlie: Hi everyone, welcome back! This is Charles Gaudet with Predictable Profits and with me is Zach Burkes.
Zach: Hi everyone!
Charlie: In today’s “10-to-Thrive” mini-seminar series, we’re talking about the fastest way to double your business this year. Several of you know I was a Platinum Partner with Tony Robbins and traveled the world with him – and, during our time together, he often reminded me that: “success leaves clues.”
So – I’ll ask you, where are you getting your clues from?
Zach: Many times, as entrepreneurs, we turn to our competitors to see what they’re doing – many of them are only doing 6 or 7 figures a year and, somehow, we’re expecting them to have all the answers. And – yet – no matter how hard we try – we still end up telling ourselves: “It shouldn’t be this darn hard to grow my business.” That’s what we’re talking about today.
Charlie: To find out what’s working – and what’s truly growing the fastest growing companies on the planet – just look at Amazon, Google, Apple, Facebook… and businesses like NetFlix, Starbucks and the answers are right in front of you.
And even if you’re asking yourself right now: “Does this apply to me?” I’ll tell you this (and please pay attention because this is very important) – breakthroughs happen outside of your industry.
Even though you might say: “What does Starbucks have to do with my company?” … the right question is not: “Does this apply to my business?” but rather:
“How does this apply to my business?”
Zach: And it’s this model that you’ll be learning in the next few minutes that’s literally allowed our clients to find their next million faster than any other strategy we’re aware of… (in fact, our record for helping a small business earn an extra million dollars was 10-days).
Charlie: So to tell you what we’re talking about here today, let me illustrate the point with a little story.
How many of you have ever been camping or know someone who’s been camping? Let’s say you had to start a fire the good old fashion way by rubbing two sticks together.
You begin to rub those two sticks together as fast as you can. After a few minutes, your muscles start burning and just when you’ve thought you couldn’t work any harder at this – you start to see smoke and, as you look closer, you’ll see a small red ember at the bottom of the stick.
Now it might not seem like much to the untrained eye… but, to the expert outdoorsman, this is success because, they know, all it takes is a tiny little red ember to create a blazing inferno.
All it takes is a few little breaths on the ember… and as you slowly put dry leaves around the ember and get the leaves to catch on fire… you’ll add little twigs, then as the twigs catch fire, you use small branches, then bigger branches, then logs and, oila! You’ve got a powerful fire.
The most amount of energy you’ll ever spend is in getting that little red ember. And it’s that little red ember that gives you the power to create a massive campfire.
Zach: You see, we find the number one thing that kills the potential for so many businesses out there – is that – most business owners are constantly overlooking these ‘red embers’ and get in this pattern of jumping from one strategy to the next without realizing they have the potential to create a blazing inferno right under their noses.
So they’ll start with one lead generation strategy (get a little momentum with that strategy) and then go to the next strategy, and the next strategy and the next strategy.
Yet, you see, every little red ember is a source of energy.
It’s a source of momentum.
Charlie: If there’s one thing you take away from today’s presentation, it’s this, if you’re stuck or wondering why you’re not growing fast enough…
You do not have a strategy problem.
You have a momentum problem.
Zach: The biggest reason why startups fail is not because they don’t have a good idea or they ran out of funding… the biggest reason why startups fail is because they lack momentum.
Look, if you have a business generating clients and sales – you’re already doing a lot of things right. And I know there’s people here who only have a handful a clients and there are people here who have thousands of clients. Both have momentum – and potential – the only difference is that one has more momentum than the other.
That’s how you create buying frenzies and sales surges – it’s not magic, it’s not luck – you simply do more of what’s working. This is the reason why it’s easier to go from $100,000 to $1,000,000 or $1,000,000 to $2,000,000 and $2,000,000 – $5,000,000 than it is to go from $0 to your first $100,000.
The more momentum you have – the easier and faster the sales.
Whether you have 5 clients or 5,000 clients – you have a red ember, you have momentum – all it takes is just 1 idea to improve what you’re doing already that will make a massive impact in your bottom-line.
Working with momentum is easiest, fastest and most efficient way to exceptional growth is to just add fuel to the fire.
Charlie: This is why Richard Branson when you know how to leverage momentum, it will “leave your competitors trailing in your wake.”
Because according to JC Larreche, a professor at INSEAD (In-say-ahd):
“Momentum offers an easier, more efficient and exceptional form of growth.”
“Momentum leaders are not lucky – they are smart. They have discovered the source of momentum and, with it, the beginnings of a smarter way to exceptional growth… ”
First identify your red hot embers – then stoke the fire.
Zach: So, again, if you’re stuck or not growing fast enough, you don’t have a strategy problem – you have a Momentum Problem.
Amazon, company that does billions dollars a year in one of the most competitive industries in the world.
Do you think they chase the latest strategies for SnapChat, Instagram, Periscope and any number of the thousands of other strategies people are pushing on you?
They continue to maximize their momentum with a handful of core marketing strategies.
Remember, you’re only one little red ember away from reaching your goals – little embers, create big fires.
That’s how one of our clients earned $675,000 within 16 days during the slowest month of the year (and it was more money than they made in the prior 4 months combined)… and he did this with just 3 emails.
Or another client in the B2C space made $250,000 within 24 hours, more money than they made the previous 6 months combined… with 4 emails.
So, folks, stop thinking you have a strategy problem – if you’re stuck, you have a Momentum problem – and, just like the campfire example earlier – you need to find the red hot embers in your existing business and put more fuel on all the small embers in your business so you can earn more money quicker, faster and with less effort than anything else you’ve tried in the past.
Momentum is the ingredient for achieving maximum profit for the least amount of time and money.
Zach: Where do you find this momentum in your business?
You’re looking for what’s working right now in your business.
Identify all the ways you’re already generating traffic (whether that’s website traffic, people calling your office or foot traffic into your store). Write down all the ways people are hearing about your business and sending traffic back to your business. Maybe perhaps it’s SEO (know what keywords are working best), maybe you’re already doing some paid traffic (be specific, write down what’s working), perhaps you’re getting traffic from the media or from guest posting, etc. Whatever they are – write of all these down.
Charlie:Next, write down all the ways in which you’re currently getting leads. Are you getting them from referrals? Are you going to tradeshows? Maybe you’re converting leads from specific squeeze pages? Perhaps you’re buying lists and doing some cold email marketing? Maybe you’re doing lead ads on Facebook or getting people to request information from a direct mail campaign? Write all of these down.
Zach: And finally – what are all the ways you’re converting sales. Look at your sales pages… maybe you have a sales team. Perhaps you’re generating sales from speaking events or trade shows. You could get sales from referrals. Maybe you’re generating sales from webinars, teleseminars, etc.
And, look, if you don’t think you have many red hot embers right now – that’s okay, most entrepreneurs – when they’re just getting started creating predictable profits in their business have less than a handful of red hot embers in their business. That’s totally normal.
Then once you identify your sources of momentum, you’ve found the red embers and all you have to do is ask yourself: “How can I get more out of what I already have?”
We know from Newton’s law that an object in motion stays in motion, while an object at rest stays at rest.
You see, anytime you’re building a new strategy from scratch to get new customers – because you have no prior success with that strategy – you have no momentum. Momentum, as we define it here, has to do with any method you’re currently and successfully using to generate traffic, leads, or conversions.
You don’t want to start at left field doing something new – you want to find more ways to support what you’re already doing…
Charlie: So a couple quick examples:
Let’s just take a poll here – how many of you have an email list? (yes or no)?
According to MailChimp, the average open rate of an email is around 21.5%. What does that tell you?
For every 1,000 people on your list, 785 people are NOT seeing your email. So if you’re trying to sell people a product or a service – 78.5% of your prospects aren’t even seeing your email.
But it’s even worse than that because, according to the same study, around 2.7% of people are clicking on your email to actually see your offer. That means out of every 1,000 people on your list – only 27 people are even getting to your sales page.
You see, that’s a momentum problem that most people overlook.
They think they need more leads – but what if we asked a different question, what if we asked: “How can we get more out of everything we’ve already got?” (write that down).
Now there’s a bunch of ways you can fix this, but let me give you one right now that we shared with our clients.
You can take your existing email database, go to Facebook and upload your email list as a CSV file to Facebook. Here you are creating a “custom audience” and you’re telling Facebook to serve your advertisement to the people on your email list.
So now – you’re a) increasing the momentum (because more people – who might have missed your advertisement) are now able to see it and b)even the people who got your email are seeing your ad more often, which increases the awareness and boosts conversions.
And Facebook is just one of many sources in which you can do this…
And to give you an idea of what this simple little strategy can do for you – one of my clients increased his sales by exactly 30.24% … and all it took him only 1 hour to set this campaign up.
1 hour and, if he keeps this up, this little strategy has the potential to bring him over $300,000 this year because he found the area of Momentum and simply stoked the fire.
Zach: How many of you do any sort of phone sales or have sales people?
You can increase the number of follow up attempts. Chet Holmes, one of the greatest sales people to have ever lived, credits pigheaded discipline and determination as the single greatest secret to success. Yet – most salespeople drop the ball too early and don’t follow up.
In fact, according to the National Sales Executive Association: 48% of salespeople never follow up with a prospect and, of those who do, 25% of salespeople make a second contact and stop. If your salesperson is persistent he or she might go for a 3rd attempt and give up. Those with pigheaded discipline – you know those people who just never give up – here’s the point that get most CEOs to stop in their tracks – only 10% of salespeople make more than 3 contacts and, yet, 80% of all sales are made on the 5th – 12th contact. 80%!
Charlie: If you already have clients and customers, one of the easiest ways is to upsell, downsell, cross sell, use point of sale promotions… the reality is that as much as 20-65% of people will buy more from you if you give them the option to do so. They’ll take you up on this offer for greater service, faster support, more luxury, a better experience, more protection, a greater result and so forth if you package it correctly.
Look, just giving people a couple more inches of legroom, JetBlue added $190million in additional revenue in 2014 with their even more space options… using a very simple upgrade strategy.
In the image here – that little box above the order button – showed one of our clients how just added this box can increase sales and he has 44% of all his buyers taking an advantage of the order bump – which added an extra 10% to his overall monthly sales.
Zach: According to a Future of Commerce, Amazon attributes 35% of their total revenue from cross-selling their customers and just by using their existing momentum.
Charlie: That’s right – as W. Clement Stone was said: “Little hinges swing big doors.”
All you need is just one red hot ember. All you need is just one source of momentum, one source of traffic, one source of leads and once source of sales to generate enough potential to help you reach (and even exceed) your financial goals this year.
Because, remember, it only takes one red hot ember to create a blazing fire.
This is the type of growth and strategy that puts a serious distance between you and your competitors.
That wraps up today’s mini-seminar – please go to PredictableProfits.com and click on “Business Training” – and you’ll find a list of all the up-and-coming free business trainings. If you have any questions about where you can find momentum in your business, feel free to sign up for a strategy session. It’s been truly my pleasure having you all here today. As we say in my company all the time “Together we’re better.” Again, thank you.
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