Do You Know Your Ideal Client?

Your typical client NEEDS what you sell, and your ideal client WANTS what you sell. That difference is huge. Prospects may or may not buy what they need, but they always buy what they want. If you know how to find your ideal client, you can literally dominate your market.

What you need to know…

Prospects buy based on emotions, and wants are emotion-based. Needs are logic-based. When your product or service matches what your prospects specifically want, you will immediately begin to attract your ideal client.

Why you need to know this…

Your ideal client makes you the most money. In fact, for most business owners… 80% of your entire revenue is generated by only 20% of your clients. Those are your ideal clients. They love you and what you provide to them. They buy from you and you alone. They’re loyal and will never leave you. They sing your praises from the highest mountaintop. They send you tons of referrals and they give you unsolicited testimonials.

The cost to you if you fail to act…

Think about this for a moment. A mere 20% of your current clients are producing 80% of your total business revenue. What if you could replace that remaining 80% of unproductive clients with more of your 20% clients? Do you realize your income would explode by 16 times?

If your revenues right now total $50,000 annually, you have the potential to increase your revenue by an additional $750,000. No kidding!

  • What could you accomplish with that much additional revenue?
  • What would that revenue mean to you personally? To your business?
  • And especially to your family?
  • Can you afford to continue to watch this much additional revenue fall into the pocket of your competition?

It’s up to every small business owner to take the initiative to develop these critical skills. Once they do, they often find themselves dominating their market.

Ideal Lead Generation Webinar-  https://twfics.clickfunnels.com/Webinar-Registration

To your success,

Tim Wesley

P.S.

Please remember that at any time you feel ready and qualified to move forward and acquire the professional help that can enable you to build the business of your dreams, just click here. I help small business owners just like you get the answers and the help they need to build the business they have always wanted.

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Do You Know How Your Client’s Make Decisions To Buy What You Sell?

Do You Know How Your Client’s Make The Decision To Buy What You Sell?

Have you ever given any thought as to how your clients make that all important decision as to whether or not they will buy your product or service? What is it EXACTLY that triggers their buy / don’t buy button? Is it really price that controls their decision, or are other factors involved?

What you need to know…

Believe it or not, price is actually one of your prospects last considerations. Human nature says that no matter who buys what you sell, they will always want “the best deal.” That doesn’t mean the lowest price, but it does mean they want the most “VALUE” for the price they pay. The perception that your product or service offers extraordinary value controls their final decision.

Why you need to know this…

The key is to create “extraordinary value” as it relates to what you sell. In fact, if you do this, you can even charge a much higher price, providing the perception of value justifies that price. Unfortunately, most business owners don’t have a clue how to create “extraordinary value,” and therefore don’t offer it to their prospects, costing themselves massive market share and a boatload of lost revenue.

To create value, a business must “innovate.” You must understand the things your clients want from your product or service, and then use innovative ideas and solutions to either remove the pain and frustration they normally associate with what you sell, or enhance the benefits they receive from using it.

For example, the daycare mom who feels frustrated and worried when she drops off her child at daycare because she doesn’t know how the child is being cared for finds tremendous relief and peace of mind (extraordinary value) when the daycare installs Web Watch… a 24 camera surveillance system that allows parents to view their child online, anytime.

The cost to you if you fail to act…

If you fail to create “extraordinary value,” then you look like, feel like and smell like your competition. You will be forever doomed to compete with them on price, and when you’re forced to compete on price, you have just lost the battle. There will always be someone willing to undercut your price… ALWAYS!

By innovating your business, you begin to separate your business from your competition. You begin to eliminate your competition from the minds of your prospects… and you will have your prospects literally saying to themselves that “I would be an absolute fool if I bought this from anyone else.”

Innovation attracts your “ideal” clients to your business. These are the clients that will buy more from you at premium prices. They will spend more money and buy from you over longer periods of time. Your revenue and profits begin to skyrocket as you begin to add unprecedented market share.

Look for ways to “innovate” your business and do so in such a way that you create extraordinary value in the minds of your prospects

To your success,

Tim Wesley

P.S. Please remember that at any time you feel ready and qualified to move forward and acquire the professional help that can enable you to build the business of your dreams, click, https://twfics.clickfunnels.com/Webinar-Registration and check my lead generation webinar. It’s helping small business owners just like you get the answers and the help they need to build the business they have always wanted.

Three Things Every Business Owners Must Know to be Successful

When you build a home, you follow the specific steps outlined in the blueprint. And when you do, you build the home of your dreams. This applies to your business as well. In order to build a highly successful and profitable business, you need to develop a business blueprint.

As with most home blueprints, there are 3 major considerations that must be addressed to create that dream home. There’s the foundation upon which the home will be built… there’s the overall structure such as the walls and roof that creates and defines the interior living space… and finally there’s the basic components that complete the structure such as plumbing, wiring and so on.

What you need to know…

A business is no different. There are 3 structural components that every business must have to attain success. The business must be unique (foundation)… it must offer value (structure) to prospects and clients… and it must be able to communicate (components) that it’s unique and offers value.

The main reason prospects buys what you sell is that they “want” it. Prospects want to feel special, so they will buy a product or service that meets their “unique wants.” Then they will buy it from you, but only IF you offer them the most value. If you aren’t unique, and you don’t offer extraordinary value, then you’re forced to compete solely on price. A business simply won’t thrive unless it’s unique, offers exceptional value and communicates both to prospects and clients.

Why you need to know this…

Highly successful businesses find ways to separate their business from their competition. They find ways that enable them to literally dominate their market. They learn the process that can make them unique; help them create extraordinary value and be able to communicate both of those in every marketing message they create.

Building a highly successful business is simple. In fact, it’s nothing more than a step-by-step process. However, it does take some effort on the part of the business owner. Unfortunately, they don’t know what they don’t know, so they must find a way to gain the specific knowledge, skills and support they need to be successful. Our E-Learning Marketing System™ does just that.

The cost to you if you fail to act…

Do you want to spend the rest of your life competing on price?

Do you know specifically what your prospects “want” from your business?

Do you know how to properly innovate your business?

Do you have any idea how to tell if your proposed innovations will produce a positive Return On Investment (ROI)?

If you don’t innovate, and are forced to forever compete on price, what will be the future costs to your business if that happens?

How would you like to learn how you can develop these critical skills?

The process to learn these skills is actually quick and easy through the E-Learning Marketing System™ Business Coaching Program. In fact, we would be honored to share our expertise with you to demonstrate our capabilities in this area.

The problem that most small business owners have is they don’t understand how to make their business unique… create extraordinary value… or properly communicate their message to their prospects.

Let us give you that information by simply listening to the expert. Earl Hall is one of the leading authorities when it comes to helping business owners grow successful businesses.

In this brief webinar recording, he reveals the exact process we use to help business owners all over the world create a business that’s unique, offers extraordinary value and effectively communicates that message. In no time, you will be attracting more clients and making more money than ever before.

To take a Test Drive on our system visit http://shockmybusiness/guidedtour

To your success,

Tim Wesley

P.S. Please remember that at any time you feel ready and qualified to move forward and acquire the professional help that can enable you to build the business of your dreams, just click here and check out our E-Learning Marketing System™. It’s helping small business owners just like you get the answers and the help they need to build the business they have always wanted.

We created the E-Learning Marketing System™ with the perfect combination of online resources, tools and support to get you out of any financial distress you’re presently experiencing… help you get laser-focused on your highest income-producing activities… and help you develop and then apply the fundamentals that build multimillion dollar businesses. click here to see for yourself.

SHOCK Your Business to Create Growth!

I made a really bold claim right from the start that everything you have ever learned… everything you have ever been taught… and everything you have ever been told about marketing is WRONG!

I asked you to watch a 73 minute video (click here to watch) that I hoped would prove this to you beyond any reasonable doubt, and teach you the proper steps to take to make marketing work for your business.

I then pointed out some of the main points made in that video, such as the purpose of marketing is to help facilitate your prospects’ decision-making process. I said there were two additional ways to look at marketing’s purpose… to enter the conversation taking place in the head of your prospect… or to answer the number one question on your prospect’s mind at just the right time.

All of these do an excellent job of defining the real purpose when it comes to marketing your business.

Unfortunately, most marketing doesn’t do this at all, and explains why so many businesses struggle to generate leads and close sales.

We then began a lengthy discussion about the three fundamentals of marketing…

  • have something good to say
  • say it well
  • say it often

To have something good to say means that your business MUST be unique when compared to all the others who sell what you sell.

You must be different… there must be something that separates your business from all of your competition.

Then once you have something good to say about your business, now you have to say it well.

Unfortunately, most businesses DON’T!

They saturate their marketing with platitudes such as highest quality, lowest prices, family owned and operated… and these platitudes are absolutely meaningless to most prospective buyers.

I then gave you a “magic formula” that would bestow upon you the unprecedented ability to “say it well” for your remaining days as a business owner… the Conversion Equation.

Interrupt, Engage, Educate and Offer is the way to format every piece of marketing you create… from ads, letters and emails to brochures, flyers and especially your website.

The Interrupt refers to an attention-grabbing headline – it MUST be problem-based and focused on a major hot button for the prospects you’re targeting.

The Engage is a subheadline that promises a solution to the problem referenced in the headline.

The Educate part of your marketing provides the solution and backs it up with evidence and proof.

And the Offer must be compelling and provide VALUE to the prospects you target.

To help you write powerful and compelling headlines and subheadlines yourself, I passed on my “insider tip” to help you.

Prospects basically have just two things on their mind…

a problem they have and don’t want

a solution they want and don’t have

Your headline should highlight the MAJOR problem they have and don’t want, and your subheadline should promise them the solution they want but don’t have.

I also offered you my Marketing Message Starter Kit to help you with your future marketing (Click here to download).

I showed you before and after website examples where the “before” represented a typical business website… and then the “after” where we applied the Conversion Equation (Click here to review the two websites again).

In the psychologist’s “before” site, he attempts to target ALL of the prospects who may have a need for one or more of his services.

But in the “after” site, he addresses only the parents with kids suffering with emotional and behavioral problems, and therefore gains the ability to speak to them directly and target their hot button, problem-based issues.

But then I said that the real key to the success of the “after” site is the Informational Offer!

This has to do with the Buyer’s Journey… the single, most important visual you need as a business owner in order to dominate your market (Click here to review).

This is a visual representation of your prospect’s decision-making process, and it’s the way most prospects decide whether or not they will buy what you sell.

They typically start on the left side and slowly progress to the right side.

But look what 99% of prospects are really searching for – INFORMATION!

Information is actually referring to “evidence”… the prospect is looking for evidence or proof that you truly offer them the best deal (aka – the most value for the money they will pay you).

This is called “strategic marketing,” and if you will learn how to execute a strategic marketing campaign, you will see anywhere from a doubling to a ten to fifty fold increase in your leads and sales… and here’s why.

Most prospects DON’T buy the first time they see an ad (or the second, third, fourth or fifth).

It often takes multiple marketing messages before someone decides to buy what you sell.

But most businesses these days don’t have multimillion dollar ad budgets like the big companies do… and yet they keep trying to market the same way they do.

Small business owners have to get smart about their marketing.

They need to adopt what we call “direct response marketing,” where you offer something of tremendous interest or of a highly compelling nature that entices qualified and interested prospects to request your offer in exchange for their contact information such as their first name, email address, home address, phone number or whatever is appropriate for your type of business.

Now the business owner can start marketing to this smaller, select group of prospects more often and at a lower cost.

This process will dramatically increase leads and produce far more sales than standard marketing ever will.

Finally, after you “say it well,” fundamental #3 says you have to “say it often.”

This is simply referring to the power of “repetition.”

Fortunately, when you follow the Conversion Equation of Interrupt, Engage, Educate and Offer, you don’t have to use as much repetition to get your message across when compared to most advertising that relies strictly on branding.

But here’s the problem… how can a small business owner afford to do that?

The answer – implement what we refer to as a “drip campaign.”

A drip campaign involves staying in touch with your interested prospects… the ones that requested your informational offer.

That’s why you want to offer information to your prospects when it’s appropriate, so you can capture their contact information and then convert them into customers by staying in touch with them… reminding them of the benefits of your product or service… and helping them down their Buyer’s Journey until they finally arrive at the point where they’re ready to buy.

But what type of information do you send your prospects through a drip campaign?

Simple, you use the information in the informational offer you sent them originally.

You simply take individual components from that offer and remind and reinforce them to your prospects.

This is hard to explain, so I showed you an actual example of this.

Remember the Sunroom Guide…

Click here to review it again.

Look at the various sections again in this Guide.

Then click here to see a postcard drip campaign that highlights and reminds the prospect about the benefits in the Guide…continues to overcomes their objections… and even reinforces WHY the prospect should use this sunroom contractor over their competition.

Notice also how EACH postcard follows the Conversion Equation of Interrupt, Engage, Educate and Offer.

If I owned a sunroom company, I would invest in a Facebook pay-per-click campaign where I would place an ad on Facebook… send prospects that clicked on that ad to my website where I would offer them my FREE Sunroom Idea Guide.

They would have to enter their first name and email address to download the guide, and I would capture their information and immediately begin my drip campaign to them.

Sure, I truly hope my Idea Guide will convince them to buy one of my sunrooms, but the reality is that sunroom prospects often take months and possibly years before they’re ready to buy a sunroom.

Well, during that interim period, I plan to stay in touch with them… nurture them by reminding them of all the fabulous benefits my sunrooms offer… overcoming their objections along the way… and emphasizing to them why they should buy their sunroom from me and not my competition when the time does come for them to buy.

And by following this strategic marketing campaign, I will ABSOLUTELY dominate the entire sunroom industry… guaranteed!

Now do you agree with me that everything you have ever learned… everything you have ever been taught… and everything you have ever been told about marketing is WRONG!

But now you know the RIGHT way to market, and if you will follow my process outlined here, you too will position your business as the dominant force in your industry.

Previously, I offered to jump on the phone with you and perform a complete evaluation on your marketing and your website. It is still available!

It’s 100% free and I promise it doesn’t come with any type of sales pitch.

Using the Conversion Equation, I can show you exactly what to do with your website and marketing collateral that could double or triple the number of prospects who respond to your marketing.

Fill out the short evaluation request form at http://www.shockexpert.com/contact/

Best wishes,

Tim Wesley

How Did Starbucks Build A Multimillion Dollar Empire Using A Basic Commodity?

You can buy a cup of coffee at 7-11, Quik-Trip, Dunkin Donuts and even McDonalds… and buy it for $3.50 less than you can at Starbucks. So WHY are so many people Starbuck junkies?

Why is every airline bankrupt or nearing bankruptcy, and yet Southwest has made a profit every quarter but one since it started flying its planes in 1971? How did Apple come back from the dead and resurrect itself so it now sits at the top of the communications world?

What you need to know…

Starbuck’s didn’t just happen to get “lucky.” This was a very carefully planned and crafted assault that was years in the making. In most cases, when you sell a basic commodity such as coffee, you’re forcing yourself into a market that competes on nothing but price.

Well, that’s what everyone else was indeed doing. 7-11, Quik-Trip, Dunkin Donuts and McDonalds were locked in battle to see who could offer the cheapest cup of coffee. In fact, most of them were providing it at cost as a way to entice customers to come in more frequently. They figured they could make up the lost profit with additional sales.

Starbucks looked at this and said “these guys are all fighting over who can offer a 50 cent cup of coffee. I wonder how we can get these same people to buy our coffee… and pay us $4 a cup in the process?”

Why you need to know this…

Obviously, they were successful. So how did they do it? In a word… “INNOVATION!”

If you want your business to grow and flourish, then you must stop competing on price. You have to find out specifically what your customers “want” from your business, and then innovate your business to not only give them what they want, but do so in a way that can only be described as “extraordinary.”

Customers don’t go to Starbucks to pay $4 for a cup of coffee. They pay $4 for the “experience” they enjoy at Starbucks. Starbucks innovated their stores to give their customers what they “wanted.” Customers don’t want to buy their coffee from a clerk. They want to buy it from a “barista.” They don’t want to buy coffee from a convenience store or a fast food restaurant. They want to buy their coffee from a specialty coffee establishment where the barista knows them by name and knows what they want to drink without them having to ask for it.

In short… they want an “experience,” and they’re willing to pay $4 a cup to get it.

The cost to you if you fail to act…

  • Do you know exactly how to find that “sweet spot” that your competition knows nothing about?
  • Do you know how to use that “sweet spot” to instantly attract new clients whenever you want?
  • Would you like to finally understand how to separate your business from all of your competition?
  • Would you be interested in positioning your business for market dominance?

You can learn to do this for your business… IF you can discover specifically what your customers want… and create an experience that compliments what they want.

To take a Test Drive on our system visit http://TWfics.com/guidedtour

To your success,

Tim Wesley

P.S. Please remember that at any time you feel ready and qualified to move forward and acquire the professional help that can enable you to build the business of your dreams, just click here and check out our Brand New S.H.O.C.K. E-Learning Marketing System™. It’s helping small business owners just like you get the answers and the help they need to build the business they have always wanted.

I created the S.H.O.C.K. E-Learning Marketing System™ with the perfect combination of online resources, tools and support to get you out of any financial distress you’re presently experiencing… help you get laser-focused on your highest income-producing activities… and help you develop and then apply the fundamentals that build multimillion dollar businesses. click here to see for yourself.

Big Picture Summary

For the past few weeks I have been discussing the fundamentals of marketing in depth.

Let me pull all of the information together into a big picture summary for you so it all makes sense.

I made a really bold claim right from the start that everything you have ever learned… everything you have ever been taught… and everything you have ever been told about marketing is WRONG!

I asked you to watch a 73 minute video (click here to watch) that I hoped would prove this to you beyond any reasonable doubt, and teach you the proper steps to take to make marketing work for your business.

I then pointed out some of the main points made in that video, such as the purpose of marketing is to help facilitate your prospects’ decision-making process. I said there were two additional ways to look at marketing’s purpose… to enter the conversation taking place in the head of your prospect… or to answer the number one question on your prospect’s mind at just the right time.

All of these do an excellent job of defining the real purpose when it comes to marketing your business.

Unfortunately, most marketing doesn’t do this at all, and explains why so many businesses struggle to generate leads and close sales.

We then began a lengthy discussion about the three fundamentals of marketing…

  • have something good to say
  • say it well
  • say it often

To have something good to say means that your business MUST be unique when compared to all the others who sell what you sell.

You must be different… there must be something that separates your business from all of your competition.

Then once you have something good to say about your business, now you have to say it well.

Unfortunately, most businesses DON’T!

They saturate their marketing with platitudes such as highest quality, lowest prices, family owned and operated… and these platitudes are absolutely meaningless to most prospective buyers.

I then gave you a “magic formula” that would bestow upon you the unprecedented ability to “say it well” for your remaining days as a business owner… the Conversion Equation.

Interrupt, Engage, Educate and Offer is the way to format every piece of marketing you create… from ads, letters and emails to brochures, flyers and especially your website.

The Interrupt refers to an attention-grabbing headline – it MUST be problem-based and focused on a major hot button for the prospects you’re targeting.

The Engage is a subheadline that promises a solution to the problem referenced in the headline.

The Educate part of your marketing provides the solution and backs it up with evidence and proof.

And the Offer must be compelling and provide VALUE to the prospects you target.

To help you write powerful and compelling headlines and subheadlines yourself, I passed on my “insider tip” to help you.

Prospects basically have just two things on their mind…

a problem they have and don’t want

a solution they want and don’t have

Your headline should highlight the MAJOR problem they have and don’t want, and your subheadline should promise them the solution they want but don’t have.

I also offered you my Marketing Message Starter Kit to help you with your future marketing (Click here to download).

I showed you before and after website examples where the “before” represented a typical business website… and then the “after” where we applied the Conversion Equation (Click here to review the two websites again).

In the psychologist’s “before” site, he attempts to target ALL of the prospects who may have a need for one or more of his services.

But in the “after” site, he addresses only the parents with kids suffering with emotional and behavioral problems, and therefore gains the ability to speak to them directly and target their hot button, problem-based issues.

But then I said that the real key to the success of the “after” site is the Informational Offer!

This has to do with the Buyer’s Journey… the single, most important visual you need as a business owner in order to dominate your market (Click here to review).

This is a visual representation of your prospect’s decision-making process, and it’s the way most prospects decide whether or not they will buy what you sell.

They typically start on the left side and slowly progress to the right side.

But look what 99% of prospects are really searching for – INFORMATION!

Information is actually referring to “evidence”… the prospect is looking for evidence or proof that you truly offer them the best deal (aka – the most value for the money they will pay you).

This is called “strategic marketing,” and if you will learn how to execute a strategic marketing campaign, you will see anywhere from a doubling to a ten to fifty fold increase in your leads and sales… and here’s why.

Most prospects DON’T buy the first time they see an ad (or the second, third, fourth or fifth).

It often takes multiple marketing messages before someone decides to buy what you sell.

But most businesses these days don’t have multimillion dollar ad budgets like the big companies do… and yet they keep trying to market the same way they do.

Small business owners have to get smart about their marketing.

They need to adopt what we call “direct response marketing,” where you offer something of tremendous interest or of a highly compelling nature that entices qualified and interested prospects to request your offer in exchange for their contact information such as their first name, email address, home address, phone number or whatever is appropriate for your type of business.

Now the business owner can start marketing to this smaller, select group of prospects more often and at a lower cost.

This process will dramatically increase leads and produce far more sales than standard marketing ever will.

Finally, after you “say it well,” fundamental #3 says you have to “say it often.”

This is simply referring to the power of “repetition.”

Fortunately, when you follow the Conversion Equation of Interrupt, Engage, Educate and Offer, you don’t have to use as much repetition to get your message across when compared to most advertising that relies strictly on branding.

But here’s the problem… how can a small business owner afford to do that?

The answer – implement what we refer to as a “drip campaign.”

A drip campaign involves staying in touch with your interested prospects… the ones that requested your informational offer.

That’s why you want to offer information to your prospects when it’s appropriate, so you can capture their contact information and then convert them into customers by staying in touch with them… reminding them of the benefits of your product or service… and helping them down their Buyer’s Journey until they finally arrive at the point where they’re ready to buy.

But what type of information do you send your prospects through a drip campaign?

Simple, you use the information in the informational offer you sent them originally.

You simply take individual components from that offer and remind and reinforce them to your prospects.

This is hard to explain, so I showed you an actual example of this.

Remember the Sunroom Guide…

Click here to review it again.

Look at the various sections again in this Guide.

Then click here to see a postcard drip campaign that highlights and reminds the prospect about the benefits in the Guide…continues to overcomes their objections… and even reinforces WHY the prospect should use this sunroom contractor over their competition.

Notice also how EACH postcard follows the Conversion Equation of Interrupt, Engage, Educate and Offer.

If I owned a sunroom company, I would invest in a Facebook pay-per-click campaign where I would place an ad on Facebook… send prospects that clicked on that ad to my website where I would offer them my FREE Sunroom Idea Guide.

They would have to enter their first name and email address to download the guide, and I would capture their information and immediately begin my drip campaign to them.

Sure, I truly hope my Idea Guide will convince them to buy one of my sunrooms, but the reality is that sunroom prospects often take months and possibly years before they’re ready to buy a sunroom.

Well, during that interim period, I plan to stay in touch with them… nurture them by reminding them of all the fabulous benefits my sunrooms offer… overcoming their objections along the way… and emphasizing to them why they should buy their sunroom from me and not my competition when the time does come for them to buy.

And by following this strategic marketing campaign, I will ABSOLUTELY dominate the entire sunroom industry… guaranteed!

Now do you agree with me that everything you have ever learned… everything you have ever been taught… and everything you have ever been told about marketing is WRONG!

But now you know the RIGHT way to market, and if you will follow my process outlined here, you too will position your business as the dominant force in your industry.

And listen, my earlier offer to jump on the phone with you and perform a complete evaluation on your marketing and your website is still available.

It’s 100% free and I promise it doesn’t come with any type of sales pitch.

Using the Conversion Equation, I can show you exactly what to do with your website and marketing collateral that could double or triple the number of prospects who respond to your marketing.

Just click here and fill out the short evaluation request form.

Talk to you then.

Tim Wesley