Leads, Cash, and Clients; The Ultimate Guide to Increase Your Sales

Transcription

1 Leads, Cash, and Clients; The Ultimate Guide to Increase Your Sales Why This Book? Marketing and sales isn t about trying to persuade, coerce, or manipulate people into buying your services. It s about putting yourself out in front of, and offering your services to those whom you are meant to serve people who already need and are looking for your services. Michael Port The Sales and Marketing Academy Cape Town

2 If you re like most of the Business Owners and Managing Directors we speak to, you have a great business! Every client you acquire is happy with the service you offer and you always get great results. You got into your industry to help Business owners, CEO s and Managing Directors reach their full profit potential by using your service or product to aid them and you enjoy helping people. You have been taught how to communicate and how to get the best results for your clients. However, if you are like most Businesses, your number one challenge is generating leads and acquiring new clients. You have never been taught how to market and sell your services effectively. Added to this, you have limited time available to you and you spend your days trying to figure out the best, most cost effective strategies and techniques for acquiring new clients and really growing the business of your dreams. The fact is most business owners would rather be out there doing the service than doing the marketing. Yet as a business owner, you can appreciate without the marketing, sales and paying clients, there is no business and no profit. Having worked with and spoken to thousands of Business Owners, we can safely say there seems to be two types of business. There are those that are extremely busy with a torrent of warm leads coming their way every month. These guys are highly successful and are happy with the amount of clients they have. They earn in excess of R2Million per year that enables them to have the freedom they need, to feel secure, spend time with their family and do the things they love doing. And on the other hand, there are those businesses that are struggling. They are frustrated with the amount of clients they have, the amount of leads they generate and the amount of money they bring into the business. Before some of you guys start to feel uncomfortable and want to put this book down; mumbling something such as I am not in for the money or There is more to life than money. Can I suggest you just bear with me? I agree there is more to life than money. I also agree that if you have entered business purely for the money, then you will eventually burn out. Your potential clients will also see this from 100 miles off and you will only attract certain clients into your business. (No one wants to feel like you are only working with them for the Monday, November 18, 2013 P a g e 2

3 money.) I would also like to add that what you do as a Business has immense value to your clients and surely that must be rewarded? Know your worth, but don t let the money become the reason you do it. Unfortunately the majority of the businesses we meet are in the latter group, and are not earning what they really want to earn. These businesses attend most of their local networking events. These businesses will tell you that due to the economic climate it is difficult out there! These businesses will say something like I don t like the sales or I can t afford marketing the one I hear quite often is I haven t been going very long and that is why I don t have any clients The interesting thing is that both groups seem to be very good businesses and care passionately about the wellbeing and success of their clients. It just seems that the R2Million plus earners are not only business owners and service providers, but also master marketers. These top earners are able to generate leads and convert them into paying clients. In this ebook we will be sharing with you the essential rules that you need to implement into marketing in order to see the best results. We will be revealing the most cost effective and leveraged marketing strategies used by the world s most successful businesses that guarantee to generate highly qualified leads and help you acquire your ideal clients. So please hold onto your hats, leave your cynicism and negativity outside the office. Turn the phone off, shut down your computer and spend some time discovering what your successful colleagues are doing to increase their earnings and get the security and fulfillment they once strived for. The good news is, once you have read this book and implemented the strategies into your business; you will experience the same results. What is your goal? Yes I know you have heard this before, I am sure you have heard the story about the students from Yale University? Just in case you haven t The 3% of students who had a well defined written goal, were worth more than the other 97% of students who didn t - combined. So if you ve heard it all before, and you know how important it is to have a well defined written goal - Why haven t you written this all down and decided exactly how many leads you will generate each month, how many clients you want to convert over the next 12 months and how much you want to earn? And equally important why do you want to achieve this goal! Monday, November 18, 2013 P a g e 3

4 If you have already done this, Great! Who s holding you accountable? A couple of years ago, I took up training at the gym and really enjoyed the obvious benefits such as extra energy, managing weight and overall wellbeing. After a couple of months I decided to get a trainer to keep the motivation going. With that in mind I went to the Gym and found details of a number of fitness coaches in my local area. I then called them, asking them a series of questions to establish the one I wanted to work with the most. When it came to what they offered, the price was pretty much the same and the service was pretty similar. I eventually decided to work with a trainer named Joey. The main reason for this was that he entered competitions to keep himself in check with his goals. Am I preaching to the converted here? I am sure you appreciate the benefit of having a coach? Someone who can hold you accountable A business coach can be your secret weapon in expanding your business or making your career flourish, whether you need advice on resourcing, strategies and planning, creative marketing strategies or help in learning the skills to set effective goals. Consider hiring a coach as a positive step towards reaching your full business potential. As a behind-thescenes advisor, your business coach can help you earn more money, operate your business more smoothly, or help you become a more effective leader. But you already know all this don t you? Besides which, as you are going to be spending most of your time telling potential clients about the benefit of working with you as a service provider, it would certainly show that you walk the talk if you yourself use other service providers! themselves is Why should I buy from you? Before you implement any marketing into your business you need to be clear on exactly what it is you re offering. Any time you communicate with your prospects, the question they re asking One of the many questions I ask a business owner is What is your Unique Selling Proposition - USP? and What can you offer your client that will give them peace of mind? More often than not, they will always give a similar response. They will explain that because they are independent, or they work within a globally known organisation, or they have over 30 years experience, or they are more flexible, care about the client or the candidate.blah, blah, blah. It may be worth considering that although to you, these are the things that make you a good business owner; your prospects might see this in a different way. Why would it matter to your prospects that you are independent? There are plenty of other independent businesses out there. Why would your prospects care that you work within a globally known organisation? Before they spoke to you, they didn t even know what a business service provider was. Why would they care that you have 30 plus years of business experiences? Unless that experience was working in their business it could seem quite irrelevant. Monday, November 18, 2013 P a g e 4

5 Why would your prospects buy your service? How having a Unique Selling Proposition (USP) will increase your sales The Unique Selling Proposition (USP) is the number one thing that needs to be created before continuing with any other marketing endeavour. Your USP is a statement or message that explains to your customers, one at a time, why they should buy from you. The following is a list of reasons why you must have a USP in order to make your business prosper. One of our clients reported a 19% improvement in conversion once their USP was implemented and communicated to potential clients. 95% of Businesses do not understand what a USP is, or do not have an adequate USP. Therefore, if you DO have a successful USP, then you are ahead of 95% of all your competitors. Your competition may be reading this right now. If you do nothing about your USP, and your competitor does, guess who wins the most sales? The days of the all-inclusive business are gone. There is so much choice for consumers these days, you have to show them why they should buy from you before they walk across the street and buy from the business that does If there are 2 businesses (or worse 3-5) that offer the exact same thing in one geographical area and the customer cannot distinguish between the two, one of them is redundant and will eventually fold. Just look around you and see the businesses that come and go because they have failed to tell the customer why they should buy from them. You do not want to compete on price alone. Some businesses get into the price war model where they all offer a commodity and the only thing they have to compete with is price. Over time, you cannot sustain a business that competes on price alone. Someone will always come by and do it cheaper. If you craft your USP correctly, you can charge more than your competitors and still gain customers. I meet businesses that charge R5000 a month and that charge R30000 a month. More often than not the business that charges R30000 has more clients, generates more leads per month, works less hours and earns more money. The only difference in their business offering being a well defined USP. If you are happy with your sales growth and do not want to add a single client to your list, then continue doing what you are doing. If you are looking to outsmart the competition, triple your sales in a short amount of time and not have to add a penny to your marketing efforts, then the USP is the way to go. Monday, November 18, 2013 P a g e 5

6 Target Your Marketing and Boost Your Business Revenue Almost every marketing expert, every marketing guru and every marketing specialist will say to get the best results from your marketing you need to niche. The truth is, you don t have to niche to make your marketing effective, but it certainly makes things easier. In my experience the businesses that enjoy the most success are those that have a welldefined niche and position themselves as the expert in that field. You must differentiate yourself by making yourself stand out with a business that instantly grabs attention within that sector. There are just so many businesses out there and there is far too much noise going on in the market place. You see, once you have a well-defined niche it is also easier to market to that niche because your communication will be specific to their needs and not general, like when you are communicating to the whole business community. Even the big brands such as Coca Cola or Ford Motors have defined niches that they market to. (The marketing for diet cola is typically aimed at the female market and Ford market each model of the car to a different demographic e.g. large families, young adults, business professionals). When you re a Business owner that has a Niche, you literally eradicate the competition. Think about it, there are thousands of businesses that target SME s but only a handful that target restaurant owners for example. Become a big fish in a small pond rather than a small fish in a big pond. Some of the most attractive methods for acquiring clients When you ask the businesses who are earning less than R2 Million pa how they typically acquire new clients the response is word of mouth or telephone. There is nothing wrong with that, if you are generating 30 leads per month, every month. It has been found that the most successful businesses use between 8-10 routes to market and acquire fee paying clients. You may find time constraints only allow you to do a limited number of these routes to market, but the more you use the more leads you will generate and the more clients you will sign. In total we have outlined 13 routes to market that our research has found to be most successful for businesses when implemented correctly. Monday, November 18, 2013 P a g e 6

7 Let me share these routes with you, and then we will go into more detail for each one: Direct Mail E-Shots ( ) Social Media Website SEO ( Search Engine Optimisation) PPC (Pay Per Click) Re - marketing Webinars/Seminars/speaking Systemise referral system Networking Telemarketing Joint Ventures/ Strategic Alliances Public Relations If you were to use each of these methods and only generated 5 leads on average per method outlined, you would generate 65 leads per month. If your conversion rate was only 10% that would mean you would be acquiring 6 new clients a month every month. You can see how the top businesses soon get to R2Million plus per year every year. Don t let the fear of the new or the unknown put you off. I ve seen businesses using these techniques and strategies myself and can personally vouch for their effectiveness. So you know how many clients you want to work with, you have a well-defined market. You should by now know what your ideal client looks like and what Lifetime Value (LTV) of each client you acquire. Once you know that you can decide how much you want to earn. Yes I did say decide since success IS a choice. Whether you like it or not whatever you are earning right now, that is your choice. The good news is, as you make the choice - you decide what you want to earn. Marketing is about building relationships with your prospects, showing them what value you can offer to their lives and demonstrating the benefits they will receive when working with you Drew M Edwards Monday, November 18, 2013 P a g e 7

8 Getting High Quality Leads From Your Website There are over 180 billion websites worldwide, yes 180 billion. Here are the top tips you must do to generate leads via your website. Did you know the following? Only 4% of the visitors to your site are ready to buy Buyers have become more sophisticated and are likely to do some research prior to purchase of your service 97% of businesses don t follow up prospects more than 4 times But 81% of potential buyers of anything don t make a purchase until after the or even 9 th contact This means a lot of businesses are losing clients to the top performing businesses, who know how to nurture potential clients Here are some interesting facts about the typical business website. The average visitor only stays about 14 seconds before leaving In our experience 95% of businesses don t use any search engine optimisation (SEO) allows your potential clients to find you on Google search Once a potential client comes to your site, you then tell them about you. Using words such as me, us and we When in fact your potential client wants to know What s In It For Them The majority of businesses websites don t have a client lead magnet, to get the names of potential clients. The average website does not follow the basic fundamental rules of copy writing. Most Businesses DO NOT generate leads via their website. (If you fall into this category its costing you money) Monday, November 18, 2013 P a g e 8

9 What the top performing businesses are doing Establish how many visitors you are getting now, by installing Google analytics. This is free software that measures many things about your website including number of visitors, average time spend on your site, what pages visitors look at, how visitors found your site and so much more invaluable information. Get a basic understanding of keyword density to move your site up search engine rankings. Make your copy on your website benefit led. In other words explain what you will do for them. If you use the words we, our, your company name or any reference about you then you are driving traffic away! Follow the basic Marketing Equation IEEO: Interrupt, Engage, Educate and Offer. Create free report on site such as 7 questions you should ask a business coach before you engage them ask for their details in return for the free report (This is your client magnet or offer) constantly driving visitors to website (the shop window of your business). An example of this: One of my clients operates in the health world. Using a customer feedback form they have discovered that 75% of their clients are female and are members of around 3 or 4 charities in the area. By giving vouchers to the charities for consultations they have managed to increase their sales by 10% every month for the time they have been working with me. The Client Magnet being the voucher in this case. The typical conversion is 2 per month every month. The LTV (life time value) of their clients is R Again you do the maths!!!! When one of their prospects downloads their client magnet, this is then indicating to them that they are interested in what they have to offer and they are giving their permission to market their services to them. Directing Targeted Traffic to your Websites and Landing pages In my opinion, Social Media is one of the fastest growing and successful marketing strategies for business, with a return on investment that can t be rivalled. To implement a successful social media marketing strategy takes little financial investment, however it does require relentless time commitment not only to make it work, but to maximize its effectiveness. In order to be successful as a business owner, you need to keep up with and manage your effort over time, without neglecting other important areas of your business. In order to be a successful marketer, you need to engage your audience and communicate with them on several mediums. Social media allows you to do this, whilst building your network and directing targeted traffic to your websites and landing pages. Once you have successfully implemented this marketing strategy into your business, you can expect to generate an additional leads per month, every month just by using this route to market alone! Before you begin, you need to know that there are literally 100 s of social media platforms out there so it s important to Monday, November 18, 2013 P a g e 9

10 only invest your time in the ones that get you the best results. Our research has found that there are currently three social media sites that give business the best return in terms of time invested. LinkedIn Twitter Facebook Although Google + is a fast moving addition to this list. LinkedIn LinkedIn is The world s largest professional network with over 100 million members and growing rapidly. LinkedIn connects you to your trusted contacts and helps you exchange knowledge, ideas, and opportunities with a broader network of professionals. A question for you... Since there are 100 million members on LinkedIn, and over 1.5 Million in South Africa, do you think it is possible that some of your potential clients are on there waiting to hear from you? You see we work with a number of top performing businesses who use LinkedIn as their main method for attracting new clients. Here is an example. One of our colleagues clients targets business in the energy conservation sector. So he created a group on LinkedIn for professionals in that sector. In less than three months he was the owner of the largest group in that sector on LinkedIn AND it s still growing! He sends his group members high value content every month. He drives them to his website to get his material and guess what, every month an average of four potential clients ask if he can contact them regarding business. For every 4 enquiries 2 typically become clients every month! Twitter Some interesting facts about twitter according to There are over 106 million active twitter accounts The number of twitter users increase by approximately 300,000 per day And twitter users are sending over 55 million tweets per day So Imagine if just 0.01% of twitter users where in your target market. South Africa is the 10 th Country using Twitter! If one of your competitors implemented twitter into their marketing strategy and you didn t. Who do you think would generate the most leads, communicate to the most prospects and sign the most clients? Facebook Some interesting facts about Facebook There are more than 750 million active users. 50% of our active users log on to Facebook in any given day. People spend over 700 billion minutes per month on Facebook So what do these interesting facts and figures mean to you as a business? To put it quite simply there is a mass of potential clients waiting to hear from you on these social media platforms; with the added benefit that it is relatively easy to target your niche. If you re not currently using social media, in my opinion you are losing out on revenue for your business. You see, marketing is very much a numbers game, the more people you communicate to, the more leads you Monday, November 18, 2013 P a g e 10

11 will get and the more clients you will acquire. Social Media is a great cost effective way to communicate to your target market. Pay per click (PPC) Pay per click is an online marketing model used to direct traffic to websites, where you pay the hosting service (such as Google or Facebook) when the ad is clicked. The beauty of this is, you only pay when someone clicks on your advert. You can also set a weekly budget, and once that has been met, then the advertising stops, this means you are controlling your marketing spend. Pay per click is a great way to drive targeted prospects to your websites but in order for this to work you need to test and measure results to make sure you are getting a return on your investment. Remarketing Remarketing is a new online tool that is now available to you as a business. It allows you to show online ads to users that have previously visited your site. This gives you the power to target your prospects as they browse the web on a daily basis. When you combine this method with other routes to market you will see a higher opt-in conversion on all your campaigns - Meaning a bigger database, an increase in leads and more clients. One of our clients reported a 33% increase in opt in conversion when they implemented this into their marketing. Direct mail This is the marketing method of delivering printed adds or letters via post to your target audience and although in comparison to online methods it can sometimes been seen as dated in its approach. It is still considered one of the most effective routes to market for businesses and often has a higher response rate than online methods. As with all your marketing, your direct mail campaign needs to provide value to your target market otherwise it may be considered as spam or junk mail. Remember Junk Mail is only junk mail if it offers no value to the person reading it. Before you implement this strategy, you first need to consider your marketing budget. Next, think about the objective for your client contact. Is it simply to nurture, do you want to focus on a limited-time discount on a service or offer of report/e-book. One of my clients specialises in coaching accountants. She will send out post cards offering a free ebook such as Why accountancy business is failing. For every 1000 postcards she sends out she will get 20 requests for the EBook of those 20, at least two will sign up within 4 weeks and the others she nurtures over a 8 week period with the view of signing them up at a later date. As with all your marketing campaigns your results will vary. An important point to remember is marketing is about building relationships, whether or not the prospect takes action on your offer the first time, you have still entered their radar and have built on your relationship with them. Monday, November 18, 2013 P a g e 11

12 Direct Mail Marketing and Lead Generation Marketing to Nurture your Prospects Very similar technique as to the direct mailing mentioned above. The two main differences are first of all there little cost to get the e-shot out. marketing is one of the most leveraged ways to communicate with your target audience and with the technology available to you now as a business this process can all be automated. This means that once the initial has been set up you can automatically communicate to thousands with personalised messages that add value to your database and really nurture your relationship with prospects. One of our clients is able to generate an average of 10 appointments a month with potential clients by implementing this route to market. Using an automated sequence of s, he first nurtures his database with high value content and then calls them to take action and book directly into his calendar for an appointment. With a conversion rate of around 30% he is able to sign 3 clients per month using this as the main route to market. When you have this in place, and I mean properly in place, then you will get some remarkable results. To start with you can obtain hundreds, yes, hundreds of low cost or even no cost leads. Referrals tend to have a higher conversion rate than any other type of lead You need to have satisfied customers. People only provide referrals when they are satisfied with the products and services they are receiving You will have the opportunity to reduce your marketing spend. You will lock in the current clients who work with you You will have reduced acquisition cost per client. These are some of the great benefits from getting referrals and the only real way to do it. -Tto get all of these advantages, is to have a systematised process. Without a doubt, referrals can be the least expensive capture cost lead you will ever receive. Often, referrals can be obtained at no cost. However, should a cost be associated, it would be on a contingency basis. That is payment would only be necessary for converted business or new clients and not just for the leads. Earlier I mentioned that a lot of businesses often say they get the business via word of mouth/referral However when you dig deeper we often discover that they have not systemised the process and they get very few. Here is an example from a trainer who works only with blue chip organisations such as Proctor and Gamble and other FMCG organisations, providing sales training. Due to the nature of the training, she tends to work with the sales team. She has incorporated a very simple system that means once a course has been completed and the delegates are extremely satisfied, she asks them a series of very precise questions from the floor. Each time she does this she gets between leads!!!! Her conversion rate is 8% (that maybe needs working on) each client is worth R pa and over a lifetime about R330,000. Again this is her only method for getting business. She has a thriving Monday, November 18, 2013 P a g e 12

13 training business that turns over in excess of R7 500,000 per year by simply asking the right questions to the right people. The Systematized Referral Process for Business - Sell Through People Not To People This method is considered one of the most powerful ways to attract warm leads into your business. Why do Joint Ventures work so well? Have you ever called a cold prospect? It can be at times tedious and some of my clients find it nerve racking at the thought of rejection. Joint ventures allow you to leverage off the credibility of others. Did you know it is 500% easier to get an existing client to buy than it is to persuade a new client to purchase? You see, marketing and sales is about gaining the trust of your prospects, once the trust has been gained the most difficult part of the sale has been done. A joint venture allows you to use the trust and credibility of your strategic alliance to generate leads. It positions the host in a positive light because he/she is recommending a service that benefits his clients. And the clients appreciate that he/she is looking out for them. We shared with him the Don t sell to, sell through concept. One of my clients recently bought into a franchise and with the monthly investment he has to make to the franchisee it was imperative this franchise hit the ground running! Well, the first thing he did was get himself a coach to ensure that he did what he said he was going to do. He explained to his coach he had with no contacts and no list, and wanted the fastest and most effective method for growing his coaching business. Let me explain. They arranged meetings with 23 accountancy firms in his town and then made the following offer to them I will coach you completely free of charge for the next three months; on the understanding that once you see how this benefits you, you will then introduce my coaching firm to your B2B clients Of the 23 he spoke too, three took up the offer immediately. Look at it from the accountants point of view, they have nothing to lose. If the coaching works, his business grows and so does that of his clients, meaning that his future is also more secure. This coach went from zero income to R1.5Million pa in 12 months, using only that method. In fact in his second year he took on two other coaches, as he was unable to cope with the leads he was getting. The Death of Cold-Calling for Business Over the past 10 years, calling a cold list of suspects has arguably been one of the most preferred routes to market used by businesses all over the world, and it was considered the only route to market that allowed you to speak directly with the prospect, asking them some powerful questions that elicit the pain the client is having most in their business. Monday, November 18, 2013 P a g e 13

14 However there has been a HUGE shift in the effectiveness of telemarketing across all industries and it is now seen by some as a dying art that USED to work as an effective route to market for businesses! Is This The Death of Telemarketing? Just to clarify something with the businesses that does not already know me! In my opinion telemarketing and cold calling are two completely different things! One will get you good results and generate leads for your business! And the other will waste your time, your money and in some cases really destroy the confidence and self-esteem of even the most confident person. In the past cold calling has always been one of the most preferred routes to market for many Businesses. In fact many of the most successful businesses in the world today have built 7 figure Businesses by using cold calling as their main method for generating leads. However in recent times, research shows that prospects are becoming less responsive to cold calls. On top of this, new technology has been introduced that claims to block 99.4% of unwanted cold calls, this means it will be considerably more difficult to get through to key decision makers, making your investment of time and money a lot more expensive! The Answer: You wouldn t! IS this the DEATH of telemarketing for Business?? The short answer is no! BUT it could be the death of Cold Calling. A question for you How likely are you to invest your time or money with a complete stranger after one phone call that has interrupted your day, offering a product or service you have no previous knowledge about? In fact your answer may be Not interested I don t have time I don t need a business service I ve been in business (x) amount of years, there is no way you can show me anything new I m sure those responses sound familiar to you; in fact you ve probably heard a few more. The truth is, telemarketing is evolving! Meaning that to stay ahead of the game and to survive as a business, you need be a lot more on the ball than you did 10 or even 5 years ago or you ll be washed away by the businesses that are! How great would it be if you called someone who you would consider to be a complete stranger, and they already know who YOU ARE and what YOU DO? How would it be if you called a prospect and they greeted you like an old friend rather than giving the brush off that you get from 80% of prospects you speak to when cold calling? For the modern day Business, the most effective method for generating leads is implementing several routes to market simultaneously! Monday, November 18, 2013 P a g e 14

15 You should be touching /communicating to your database regularly; cultivating your list of prospects with content that will be considered of high value to them and alternating between both online and offline marketing campaigns. That way, when you call them to book an appointment, to invite them to a seminar, or to sell any product or service - Your conversion rate will improve dramatically! You will no longer be cold calling suspects. But you will be telemarketing to targeted prospects, which not only trust in you! But have an interest and knowledge in your business, what it stands for and most importantly what you sell! This is the future of telemarketing for Businesses! Become a Key Influencer In Your Market In every industry there are always Key People of Influence : Their names come up in conversation for all the right reasons They attract opportunities the right sort They earn more money and it isn t a struggle Clients go to them Key people enjoy a special status in their chosen field because they are well connected, well known, well regarded and highly valued. These Key People or Go to people tend to earn more and work less. An example of this: One of my clients is a Health Consultant. He actually incorporates 9 of the 13 routes to market we have shared in this book including telemarketing, which we have not mentioned in detail, but can be extremely effective when done properly. The consequence of which, he is able to generate 80 leads per month every month. He would expect to acquire 6-8 new clients a month every month and his business turnover just over R2.5Million per year and he works 4 days per week. Monday, November 18, 2013 P a g e 15

16 He is invited to sit on panels and speaks at most of the major events in the Health industry; he has more clients coming to him than any other business that we work with; all because he has positioned himself as a leader/key person of influence in his field. Test & Measure Being outstanding at marketing is fairly straight forward but so few businesses do it. There is one caveat that I must add to what I have shared with you. You must continually test these new marketing strategies on a small scale. It may be a new direct mail campaign, a new ad, a letter to your customers, an , a new headline on your website, a two week telephone campaign. You test small and then you measure the results. What did it cost? What revenue did it generate? If it was not profitable, you ve learnt an important lesson and move on. If it was profitable, you roll it out and make it an integral part of your marketing mix. I appreciate that we have shared a lot with you and you are now sitting there excited at the potential whilst at the same time maybe a little overwhelmed. Can I also share with you that none of the examples given were by businesses with a super intellect, or maybe a background in marketing, none of them would call themselves super sales people. In fact you probably noticed from the examples given, in most cases the clients went to them. That is the beauty of effective marketing when your target market raise their hands and say I could be interested in your services I want to assure you that you are not alone; we are here to serve you. If you want to have a no obligation chat or strategy discussion as to where you are now, and Where and Who you want to be and How to generate increased sales and revenue, simply call us now on or info@salesmarketingacademy.com Business Growth solutions, customized for Your Business Monday, November 18, 2013 P a g e 16