It’s the Science of Memes

Posted by Rivers Corbett on February 14, 2017

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I’d like to discuss the science of the memes and how spreading ideas around and through society is ingrained in humans.
Memes
This refers to types of ideas that spread the fastest through society, why they spread fast and how that affects consumerism. You can use this same information to create a lasting positive impression about your company, products and services. People are more likely to try a new product or services when they feel protected and reassured by the masses.
It’s been determined that spreading ideas is essential to the survival of a society. There are 5 main situations where this occurs. They are:
Crisis
Mission
Problem
Danger
Opportunity
Think of evangelism. This is prime example of people not only spreading the word, but convincing people to jump on board and start to spread the word themselves. To do this effectively, you need to incorporate a few key things that always catch people’s eye:
Sex
News
Unique Results
The Unusual
Helping Others
Secrets
Next we are going to switch gears a little and talk about viral marketing. While, traditional marketing can be used to your advantage, the reality is viral and online marketing is the king of the castle. You can spread the word online like the plague, if you know what to do. Here are some simple steps to do this:
Find an interesting idea
Make it easy for people to experience or trial
Spread the idea while people who are in close contact with others
Take advantage of existing communication methods
Develop the way of trying your product in such a way that it automatically draws more try-ers
Some great places to use viral marketing are:
Geocities
Ebay
Roger Wilco
ICQ
AOL Instant Messenger
MSN Instant Messenger
Winamp
Hotmail
“Tell A Friend” Buttons
E-Greeting Cards
There are six things everyone should be doing to benefit from word of mouth on the Internet:
Put WOM components on your website.
Assign people to monitor your viral marketing.
Place testimonials in different places on your website to walk a customer through the purchasing cycle.
Set up an email marketing campaign.
Stay up to date on what products and services the experts in your industry are recommending.
Use your website to demonstrate the great ways people are using or finding success with your products and services.
Here are other non-viral Internet opportunities to explore:
iPhone’s
Handheld PC’s
Blackberrys
And other well connected electronic devices
This wraps up the lesson on traditional and viral marketing. If you need help putting together any of the plans or successes in this lesson, try our FREE test drive to get all the help you need to put these plans into action.

Meet Your Customer HeadON!

Posted by Rivers Corbett on February 8, 2017

Today we’ll cover the idea of shortening your customers’ decision making process with positive word of mouth. There are essentially 5 stages in the decision making process.
They are:
Give the product a chance and transitions from a “no” to a “maybe”.
Check out the options and investigate the different products available.
Observe the product to check for potential benefits, features and operations to see if there is a fit with their needs.
Become a customer and purchase their first item. They will be discriminate with their first product as they form their opinion of you.
Purchases again and starts spreading positive word of mouth as an advocate of your products.
So, let’s take a closer look at each one of these.
From “No” to “Maybe”
This stage is really important because if your potential customers don’t even take a second look at your products and services, then you have no chance of sealing a deal. This is why you need to offer credible information and well thought out pricing, guarantees and incentives.
Investigating Your Products
At this stage they are taking a closer look at your product line to see if there is actually anything that could benefit their life. This is where you need to make sure your hard information is right out there in front for the customers to see and compare.
Trial Period
Customers often feel more at ease and ready to purchase when there is some sort of a trial in place. They usually want to try vicariously through someone else, so they don’t feel any risk involved. A good way to offer this is through demo videos, product demonstrations or a tour of your facilities. This stage may invoke a reaction of “I tried it and liked it. You should check it out.”
Make a Purchase
At this stage, they have taken the risk of purchasing one of your products or services and are now evaluating how easy, convenient, cost effective and satisfying your product or service is. At this stage a common reaction would be, “It was really easy to use and learn from. It’s really great, you should get it!”
Advocates for Yours Products
At this last stage of decision making the customer is immensely pleased with your product and often keeps using it and/or comes back for more products and services. They are likely telling everyone they know how much they like it, that they use it every day and have already (or will be) back to your establishment for more.
We talked a minute ago about the different types of purchasers. Now we are going to take a closer look at their characteristics, so you can figure out which tactics are best to use at the right stage of the decision making process.
The Innovator
Wants to stand out from the crowd
Know what’s hot and trendy
Likes “strange” or “weird” new products
Wants to be the first to try and will talk about it animatedly

Early Adopter
Driven by excellence
More concerned with possibilities than realities
Always looking to be a leader
Always looking for a new vision

Middle Majority
Wants to be perceived as competent
Concerned about practicality and easy comparisons
Needs an easy way out if not satisfied
Wants products that meet the industry standard

Late Majority
Generally skeptical and wants to know the risks upfront
Needs to shop around for the best deal
Needs a support system
Wants what everyone else has

Laggard
Needs it to be completely safe and traditional
Needs reassurance that nothing will go wrong
Won’t try new things unless it’s the last resort
Will search for loopholes and problems
Wants to use it in the standard industry way

As you can see, each type of consumer wants something just a little different depending on their personality type. The key to successful word of mouth is to target and cater to each type of consumer. If you need help identifying the types of consumers you are currently helping and how to attract the types you are lacking, try our FREE test drive for the resources and tools you need to get the job done.

Your Big First Date

Posted by Rivers Corbett on January 25, 2017

There are a few things you need to do and consider to prepare for your first face to face date er meeting:

  1. Make a list of what you want to accomplish during the meeting.
  2. Anticipate potential concerns from the client.
  3. Check to make sure you are completely prepared.
  4. Listen more than you talk.
  5. Bring support staff with you.
  6. Use and respect the clients’ format.
  7. Always follow through.
  8. Ask for what you need and seal the deal.
  9. Simplify your prospects life.
  10. Find ways to boost your credibility.
  11. Build and nurture relationships.
  12. Learn from “no”. Find out what didn’t work so you know how to change it for the next time.

These are all important things to do both before and during your date er presentation. With confidence behind your company and product you will catch that big fish.

The next step of the process is negotiation. This can seem a little intimidating but with a few tips and tricks can become natural to you. Here are some tips to help you negotiated successfully:

  1. Build a pricing strategy and stick with it.
  2. Prioritize what you plan to offer. This should include what really matters to you and what you are willing to give in on.
  3. Don’t give in too quickly.
  4. Negotiated with a person, not a “company”. Don’t let their answer be that they would like to, but can’t.
  5. Don’t sell yourself short. Mitigate your pricing. If you go to low you won’t be able to raise it back up and you need to make a profit.
  6. Don’t sacrifice quality for the deal.
  7. Your services should always count as costs.
  8. Boost margins with add-ons.
  9. Handle request for proposals with the utmost care.

These are the ways you make sure that both parties are getting the best possible situation from the partnership. Once you start meeting or working together, it’s important to continue to build your relationship so that that representative becomes a big of an ally for you. They are more likely to vouch for you and build on the partnership you have with their company.

We like to call this person a champion. They are champion for your company and can bring a stronger, brighter future to your company. Here are the characteristics of a great champion:

  • They are respected by supervisors.
  • They are socially networked.
  • They think in the best interest of their company’s long run.
  • They are able to quickly navigate through the company to get things done.
  • They are willing to give credit to another person.
  • They share the same business philosophy, values and vision as you.

Now, that you know how to negotiate for what is best for both parties and build on relationships, we’re going to talk about how to use your fish’ power to the best of your benefit.

 

Baiting the BIG Fish

Posted by Rivers Corbett on January 17, 2017

Let’s go through the big approach of catching the BIG FISH and how to make that perfect first impression. Before you put together your approach plan, you need to choose with big fish you’re going after. Take a look at your notes and the research you’ve done about prospective fish. Then decide which one will be the easiest approach to start out with.

There are a series of things to go through in choosing which fish to start with. They are:

Position Your Business
Compile Your Hit List
Select the Best Target
Position Your Business

You need to position your business to make the first move by listing your revenue streams, id and list your operational procedures, where your fish is initially positioned, your big-customer research, and putting it all together.

Compile Your Hit List

Start with a list of all the companies you’ve been considering. Then narrow it down to the ones who know could use your products or services. Don’t overlook obvious choices, whether they are big or small. Even small companies could be big fish in the future.

Select the Best Target

Once you’ve got your list narrowed down, you need to decide which one is the best fish to start with. You need to consider a couple of things:

Which have the most purchasing resources to spend?
Does their company vision compliment yours?
What are their employee incentive programs as they relate to your products/services?
What’s the company’s real need for you?
Will the partnership lead you off-course?
Now you should have a target in mind to start with. It’s time to plan your approach and execute that plan.

Here’s the step-by-step plan to help you make a good first impression:

Build and analyze your database. Divide your leads into three different categories: hot leads, great fits and secondary leads.
Send out introductory mailings to your target to introduce yourself, your company, services, products, and vision. They need to be short, clean and concise.
Follow up with your first phone call 2-3 days after they would have received the mailings. During the phone call find out whom you need to be speaking with in the future and try to set up a meet with the right person.
Follow up your phone call with another mailing that thanks them for taking the time to speak with you and offer more details about your products/services. Use this letter and opportunity to set up a meeting to do a presentation.
Follow up the letter with another phone call a couple of days after they would have received the letter. This phone call is to help you further develop your relationship with the prospective client. You should also be able to set up a presentation meeting with them.
Call again a week later if they haven’t agreed to a meeting or presentation. Ask if they received your creative letter (the second one) and if they have a minute when you can stop by and introduce yourself in person.
Now, don’t be upset if you don’t seal the deal right away. Some people simply take a little longer to woo. This can all be a little intimidating at first, but when you know you are offering a quality product/service, you can’t go wrong.

Once you’ve gone through this process and make first contact (and hopefully a good first impression) it’s time to put your best face forward, which means sending the right salesperson to seal the deal.

If you need help putting together your approach and make a good first impression, try our FREE test drive to work with a coach and have access to a wealth of great resources and tools.

Are You on the Right Path to the BIG Fish?

Posted by Rivers Corbett on January 8, 2017

There are a number of factors to take into consideration when prepping yourself and your company to approach the largest clients you’ll ever work with. Let’s start with a brief look at the three paths every business faces and show you which one is the path to success. Then we’ll talk about the mindset it takes to attract the big fish.
There are three major paths a business can take:
Snail Speed
Shooting Star
Catch the Big Fish

  1. Snail Speed
    Most business owners ended up working themselves into the ground without much reward or success. This is what happens when you fool yourself into thinking you will find quick success. You may also find yourself following this path when you are afraid of change.
  2. Shooting Star                                                                                                                                                 This describes a business that shoots to the top so fast you are overwhelmed and don’t have the right resources in place to adapt. This can also happen from being overwhelmed by small clients and not taking the time to find large clients, which will sustain your business after the small client sales slow.
  3. Catch the Big Fish                                                                                                                                         This is the path that allows you to build at a steady pace that you can manage by not allowing your customers to outpace you. You can do this by putting these tips to work:

a. Attract, keep and lock in big clients.

b. Integrate “big business” culture into your company and employees.

c. Acquire the expertise you need to grow.

d. Have the courage to make changes as you grow.

 

Now we are going to transition a bit and talk about the “big fish” mindset. It may sound easy to just find and catch that big fish, but if you are stuck in the small business mindset, you may find it harder than you think.

 

Think of all the benefits of aiming at bigger clients:
Inexpensive
Highly Profitable
Longevity
Security

In order to catch the big fish, you need to believe your company can make a difference with theirs. It’s easy to get into the thought that a large company doesn’t need anything from a small business like yours, but this is entirely wrong!
Once you take a look at how big companies operate, it’s important to know which ones are the best fit with your company. One of the best ways to get in the door is by knowing someone on the inside who can put in a good word for you.
If you’re not sure where to start and feel a little intimidated about catching big fish, try our FREE test drive to get help from our amazing business coaches.

Be Consistent with your Customers

Posted by Rivers Corbett on January 2, 2017

Consistency is the key to any great customer service experience. If you want to take your satisfied customers to Raving Fan status, you have to go above and beyond the average customer service experience.
There are three ways to develop consistency:
1. Avoid offering too many customer service options.
We sometimes get so caught up in giving customers what they want we get away from our original vision. Instead, stay true to your vision and offer one or two solid customer service techniques that will set you apart from the competition.
2.  You need to fine tune the current systems you are using before you can add anything to the mix. There’s nothing worse than launching a new program when you haven’t even worked out the kinks of an old system.
3.  Put solid systems into place.
Once you know what you’re going to offer, you need to have a system in place to execute it flawlessly every time. This system needs to consistent of the right people in the right roles and responsibilities and technology that guarantees a positive experience every time. Emphasis needs to be placed on the results, which ultimately is the satisfaction of the customer.
Good training is the key.
Once you have your system in place you need to train people to use it properly and efficiently. This helps your people deliver the results your customers are looking for. While, train is essential for the system to work and for all your people to work together cohesively, appreciation will go a long way.

 

I hope this has given you a look into what you need to do in order to have a quality customer service system in place. If you need help, try our FREE test drive and gain access to a wealth of resources, tools and coaching.

 

Rivers.

SHHHH!

Posted by Rivers Corbett on December 29, 2016

Customer service is a pretty hot topic and can make or break your business. Consumers have little patience for lousy customer service and easily get tired of waiting in long lines, trying to get a live person on the line, going through an interrogation to return something or trying to communicate through a language barrier.
If you provide them with a simple, efficient, pleasant experience they will revisit your business over and over. More importantly, they will tell everyone they know!
There are three secrets to good customer service, the first one we’re going to conquer is knowing exactly what YOU want.
You are the captain of the ship and the visionary for the future of your business, so you need to have a clearly defined plan for your business and that includes customer service. There are three main goals you need to consider:
1. It needs to be easy for your customers to do business with you. You can do this with advertised discounts, kiosks, your website and other technology based programs to help them shop.
2. Doing business with you needs to be a warm and pleasant experience. Your staff has to be knowledgeable, approachable, warm and patient. Your customers need to feel like they are getting a good value for their time and money. Perceived value goes beyond the price of the products and extends to their shopping experience.
3. Change your mind set and ask yourself “How can I NOT afford to do these things?” This shouldn’t be a question of expenses, but making and keep happy customers.

Which these thoughts in mind you also need to take a few things into consideration when deciding on the actual programs and standards you’ll put into place.
A. Share your customer service vision with the rest of your staff.
B. Connect your incentive programs and bonuses directly to customer service.
C. Monitor the level of customer service your staff is putting out.
D. Know when you can ignore what your customers want.
E. Continuously focus on your goals.

 

Now, that you know what you want you can starting thinking about how to meet those wants and create a positive customer service experience.
If you’re having a hard time deciding on what you want, the tools, resources and coaches in our FREE test drive can help you define the wants and needs of your company in relation to customer service.

The E-Three Amigos

Posted by Rivers Corbett on December 21, 2016

Let’s chat about the different types of support staff you need and what makes them so important.
There are essentially three key roles that need to be filled to set your business up for success:
The Technician
The Manager
The Entrepreneur

All of these roles need to be played simultaneously by different people with the right talents. It’s all about balance.

 

  1. The Technician
    This person represents the present and all that needs to be done for the physical aspects of the business building process. They are the “doer”. This is usually the most visible person of the entire operation.
  2. The Manager
    This person represents the past and works to fix problems through learning from past mistakes. They are the practical side of the business and is in charge of putting together the business and overseeing the planning.
  3. The Entrepreneur
    This person represents the future and the vision for the business. They are responsible for the creative side of the business and are always considering ways to enhance products/service, business image, branding and more.

All three of these characters are essential in the success of any business and to build a solid foundation from the start, you need to work harder to find the right people to put in these roles. Obviously, you need to be one of these key people, but ensure you find the role that fits your skills and talents, not necessarily what you THINK you should be doing.
This may be a hard process for you as you will need to relinquish some control over the business and instill trust in people to allow them to do their jobs.
Remember, our business coaches can help you through this entire process and teach you how to avoid falling victim to e-myths when you try our FREE test drive.

To Your success

coaching by rockstars

Put Them in a Trance

Posted by Rivers Corbett on December 20, 2016

We’re going to go through the 5 essential keys to a successful and reusable marketing campaign launch. Once you have these basics down, you can use them over and over again.
The 5 essential keys are:
Define your Unique Selling Proposition (USP)
Put an effective sales offer to work
Avoid the marketing pitfalls
Use a world-class marketing perspective
Get results!

We’ll go through each one of these, so you can see exactly how to use them and how they all affect the overall outcome of your marketing campaign.
Define your Unique Selling Proposition (USP)
Take the time to ask yourself some questions from the prospective of the customers/clients. What would it take to get your attention? What needs do you have that need to be met? What are the promises you want fulfilled?
Once you know the answers to these questions you can start putting together a plan to meet these needs. Then take a look at what USP your competitors are using to help you develop your own USP. Your USP is what you are “promising” your customers/clients. This is what’s going to set you apart from your competition.

Put an effective sales offer to work
To develop an effective sales plan, you need to:
Put together a headline that gets immediate attention.
Share benefits of your products/services speaking from the customers’ perspective.
Identify the specific needs met by your products/services.
Make it easy to do business with you by offer guarantees.
Share your specific sales proposition.
Walk your customers/clients through how they should respond and act.
Motivate with a call to action.
What this all means is, you need to put together what makes your products/services special and compel customers to buy. If they don’t feel like they NEED your product, they won’t buy. You need to answer a question, solve a problem or feed an obsession.
You need to provide them with all the information they need to make an informed and confident decision. Buyer’s remorse is one of the worst things that can happen.

Avoid the marketing pitfalls
There are 5 major marketing pitfalls many businesses fall into and you should avoid:
Ignore market testing and push on with an inaccurate plan.
Offer an incomplete case, or reasons, throughout their marketing plan.
Fail to notice the needs of their prospective customers/clients.
Fail to diversify their marketing options.
Fail to get market opinions on their offers.
These are all areas to avoid. If you’ve been working through these lessons, avoiding these pitfalls should be easy and natural.

Use a world-class marketing perspective
World-Class marketing perspective is important, especially if you want to attract customers/clients from all over the world. You can do this a number of different techniques and activities:
Keep a marketing journal and scribble down anything innovate you see.
Keep encouraging your marketing department, or yourself, to try new things and dump the ones that aren’t working.
Order from your own company under a different name and analyze the process of ordering, shipping, online store, customer service and the product itself. This will show you where the areas for improvement in the customer experience.
Read every quality ad you can find and keep a file for future ideas to consider.
When out in public, watch how consumers behave in different situations and how they consider their purchases.
Step down a notch or two and work on the front lines with your sales and customer service staff.
Continuously acknowledge your staff, vendors and customers. Everyone works and shops better when they feel appreciated.
Always listen to feedback from employees and customers.
Continuously test markets, ads, and marketing techniques. This is the only way to stay successful and know what’s working and, more importantly, what’s not.
Offer more information in your marketing than anyone else. The more information you offer, the more products/services you’ll sell.
A great marketing plan can only get better. Continue to fine tune and refine your marketing plan based on testing results and feedback.
Be classy in your marketing. Make sure your marketing and advertising fits your company image, products/service and quality.
Improve your best marketing areas and drop those that aren’t working.
Focus on what you say, not how you say it. The best marketing ideas turn into the best marketing naturally.
Develop all your ads, campaigns and sales materials with an attention to compelling and factual information.
By using these techniques you can put your name out there to the world and become one of the top brands in your industry.

Get results!
The last area we are going to talk about is the best-satisfied customers. If your customers aren’t satisfied, you’ve wasted all your marketing resources and all chance of positive word-of-mouth advertising. You can satisfy your customers by:
Providing quality products/services
Providing high quality customer service
Providing a low-pressure, highly informative sales experience
Taking all the risk away with a great guarantee

To generate more business there are a couple of simple techniques that work every time:
Build your database with a contest.
Do regular mailings with sales, discounts, or other incentives.
Find other creative ways to keep your current customers coming back for more.

“As long as the reward is directly related to your product or service, you can’t lose. Why not get started today? It’s so simple, it’s so seldom done, and it’s so profitable. And that’s the bottom line.” Jay Abraham
It is so simple! So, why aren’t you starting today? We can help you put together a great marketing plan that will get you results. Try our FREE test drive and find the tools and resources you need built by some of the biggest names in the marketing world.

How Well Do You Know Your Vendors

Posted by Rivers Corbett on December 11, 2016

It’s extremely important to build relationships with your vendors and those around you can bring in new customers/clients and increase awareness of your company branding.
The people you work directly with on your products and services are really the ones with the most to gain when you find success. By taking the time to get to know them, you’ll find a whole host of opportunities you didn’t realize were there.
Look for great ways to offer your vendors rewards for helping grow your business and everyone wins. One of ways you can do this is by offering performance based incentives that are much larger than their normal charges.

Here’s the step-by-step process to putting together a partnership with a vendor:

Approach all the vendors you work with and offer an incentive based on performance.
1. Put the generous incentive plan together from their perspective, even take suggestions.
2. Develop a clear, concise and easy to track incentive plan, this will increase competition between vendors and therefore higher performance levels.
3. Encourage subsequent sales instead of focusing only on the initial sale. By doing this you can give away more of the profit from the initial sale to your vendors and make higher profits off the back end products.

Encourage:Future sales
4. Upsell better and more profitable products/services
5. Cross-sell to additional products

Create an incentive plan that’s irresistible to your vendors by offering generous, exclusive compensation.
Think of all the vendors you work with and the creative ways you can put together an incentive plan that entices them to be part of your business. Use their talents, capabilities and connections and you’ll both be winners.

Putting together an incentive plan doesn’t have to be a complicated process. Use our FREE test drive to come up with some great ideas and put your incentive plan together for maximum results.