My #4 Money Making Secret – The Paid Consultation

by admin on August 30, 2010

Let’s keep Glenn’s Money Making Secret count going:

  1. Research
  2. Contrarian Advice
  3. Let the Market Change You as a Person

What’s #4? “The Paid Consultation as Your First Business Contact”

This one’s a tough one to embrace because it goes entirely against the norm and makes a lot of potential customers mad.

But it accomplishes three things:

  • First and foremost it protects your time (and/or your sales people’s time) from ambivalent or unqualified prospects.
  • Second, it dramatically increases closing ratios, because you’re only speaking with people proven willing to give you money to start with.  (I’m talking about 500% to 1,000% increase in my personal experience)
  • Third, it protects the customer from purchasing things they’re not really ready to purchase, and/or things they’re not qualified to purchase.
  • Fourth, it protects your business from unhappy customers (particularly important for service businesses)

Take my coaching salesletter for example.   (Click here to open in a new window so you can read along with the commentary)

With some frequency I get people who request FREE time to discuss their situation and see if it’s a good fit.   They usually say they’ve read my letter, but object to paying before speaking with me (or Ryan).   The vast majority of coaches, they say, would consider it very BAD business to require payment before the first consultation.  In fact, they don’t know ANY other coach who would insist upon this.

While I respect their decision, I stick to my guns.

You see, the vast majority of coaches HAVE TO spend their time developing business with free consultations whenever they can get them because they don’t really know how to market themselves.

But when you DO have the deal flow in volume, I’ve simply found it ineffective to offer time for free to a customer in ANY circumstance (other than the research phase of a business).   If  you read the coaching salesletter,  you’ll see I’ve actually set it up to try and dissuade all but the most well fit people from the program.

Because I’ve found if people don’t really already know that this is the right system for them, and we’re the right coaches, it’s an uphill battle to get them to actually embrace the work and take our direction.

There are literally dozens of turns and events within my system where the student needs to go against typical practices and engage in what their friends, family, and colleagues would perceive as a crazy way to do business.

And there’s no guarantee of success, even then.

So everyone winds up unhappy.

I worked really hard to develop the deal-flow to allow me to take this contrarian position because I believe it’s the only one which works for everyone concerned.  Otherwise you wind up with a kind of ”revolving door” practice with a lot of ambivalent and unhappy people who just pay for a few months at a high rate and then drop out.

Long story short, I thoroughly understand when a customer wishes to find another coach or work with another system given our philosophies and business practices.

Because if they’re not confident enough in what we’ve presented to commit to a refundable first month, then the odds are they’re not quite ready to work with us anyway, and we’d get a bad result for them.

There’s nothing at all wrong with people for choosing not to proceed under these circumstances.   I respect that as a perfectly reasonable position and  wish them the best.

(NOTE: I’m also not trying to maximize profitability in the coaching program, I’m trying to surround myself with people who embrace my systems successfully. They’re much more valuable to me both business wise and personally than the extra income from not-so-well-fit additional students.  This makes the “Paid Consult as Your First Contact” even more important)

I used a similar process when building Rocket Clicks.   All sorts of people wanted to get some free time to see if it was right for them.  And were incredibly annoyed at having to pay for the (refundable) consult.

But I diligently I did the work to build an effective salesletter and follow up system to drive people to a paid consultation.  And while most PPC salespeople would report a closing ratio of 10% or so, we had our pick of the litter (about 80% of those we wanted to take on as a client after the consultation could be sold)

So…

How can YOU free your time, increase your closing ratio, and grow your business with the Paid Consultation as the First Business Contact?

Love to hear your examples below,

Dr. G :-)

Hyperresponsive Marketing Secrets |   Coaching


{ 11 comments }

My #3 Money Making Secret – Let the Market Change You

by admin on August 24, 2010

(NOTE: The real title of this post should be “How a scuzzy little rodent made Glenn a better person”)

My #1 money making secret is Research.

#2 money making secret  is contrarian advice

Know what #3 is?

“Let the market change you as a person”

Here’s why this is so important.

Everyone TALKS a good game when it comes to equating marketing with empathy for your prospects and customers.  But truly empathizing with another human being means:

  • making yourself vulnerable…
  • being open minded and willing to change cherished thoughts and long held opinions…
  • letting yourself FEEL the other person’s pain, joy, heartbreak, and despair…
  • truly, deeply, and wholeheartedly absorbing their stories and desires into your soul…

It means changing as a person.  (Really)

It means that in at least some small but significant way you’ve yielded your ego to the other person, let your values disintegrate, and then put yourself together again better and stronger.  (A psychological term for this is “regression in the service of the ego”)

In fact, I only really know that I’m ready to go INTO a new market when I feel that I’ve been changed as a person.

I’ll give you a few examples to drive the point home, and I’ll show you how this translates into money making marketing insight.

HOW A SCUZZY LITTLE RODENT MADE ME A BETTER PERSON:

I have to admit I originally got into the guinea pig market as a purely mercenary marketing experiment (my first successful internet project).  I didn’t have any long standing love for the furry little creatures.

In fact, I basically thought of them like my mother did… “scuzzy little rodents with hair”  (I brought one home from summer camp when I was nine without telling her… that’s when I first heard them characterized in this charming way)

But I knew I could never ethically and honestly market guinea pig care books if I held onto those feelings and beliefs.

So I got myself a guinea pig (actually Sharon bought it for me for Valentine’s day in 2004) and started cuddling and playing with it every day.

But that didn’t really do it for me.

Still seemed a little scuzzy.  Still seemed like a rodent, even though it  occasionally made me laugh.

But then I started INTERVIEWING guinea pig owners (as in, you know, actually talking to people… like we OLD people used to do way back in the dinosaur era before computers), asking them WHY they wanted a guinea pig in the first place?

A surprising number of them said something like this “Because I got my little 7 year old Suzie a hamster last year and it died after just a few months.  She was devastated, and it rocked the whole household.  I heard Guinea Pigs live longer and I want our family to have a better experience.  I want my little one to learn how to nurture and care for another living creature, and to  successfully reap the rewards!”

This hit me in the heart.

I’ve got a little nephew who means the world to me.  At that time he was only three.  I remember how upset he was when his pet fish died.

Suddenly a guinea pig was no longer a “scuzzy little rodent with hair”, and I wasn’t an uncaring adult with no use for them.   Now the little monsters were a vehicle of love, and a means to help create children who would responsibly pass love on.

What could be more important?

This immediately crystallized the USP for me: “Guinea Pig Secrets Which Can DOUBLE Your Guinea Pigs Life”

Then I just had to seek proof to support it.

Turns out there are about a half dozen little known guinea pig care FACTS which can double the average lifespan of a piggie. (AS A SIDE NOTE: You’ll be amazed just how ignorant the average market is, and how much blatantly wrong conventional wisdom gets passed around without scientific backing.  You can almost always find facts to support a better outcome in any market!)

What you feed your guinea pig, the litter you use, how you insulate them from stress, etc. CAN actually double their life expectancy.

The real killer, it turns out, was that most veterinarians didn’t realize that guinea pigs had a different type of bacteria in their gut than cats and dogs.  As a result, giving a guinea pig the same antibiotics as you’d give a cat or a dog can easily kill him.  So veterinarians were frequently killing these little pets by accident, can you imagine?

Let me TEMPLATE this process so YOU can repeat it in YOUR MARKET:

1) Dig deep into the market with surveys, research, and other online intelligence (like I teach in the Hyper Responsive Club)

2) TALK to people.  Go out and meet them.  LIVE the same problems your market is living

3) Know yourself.  Let yourself feel how the market is changing you.

4) When you get “hit in the heart”… when a deep feeling of change comes over you, know that you’re onto something which is probably the core of what your USP needs to be

5) Formulate your USP

6) Find proof to support it. (Intriguingly, there’s almost always proof available.  The thing is, hardly anyone really digs this deeply in most markets, so there’s LOTS of gold available for the taking)

I hope this is getting you to start thinking.

Have you let YOUR market change you?

How, specifically?

You should be able to articulate it in as much detail as I did above.  If you can’t, it means you need to spend more time IN your market, talking to them, smelling them, living their pain.

Food for thought.

For SERIOUS thought,

Dr. G :-)

PS – The weight loss (emotional eating) market definitely changed Sharon.  She realized that these people were out of control and hysterical because nothing they could do THEMSELVES seemed to work for them.  They really needed someone to do at least part of the work FOR them.  That was a real problem, because overeating is usually something people really need to make a conscious decision to change.

But then she realized that HYPNOSIS could give people the head start they were looking for… that’s what would truly relieve their feelings of panic about their eating and bond them to her in a stronger way than ever before.

So she did nothing less than spend the whole summer getting certified as a hypnotist.  (My wife does NOT mess around once she makes up her mind)

Here’s a very fascinating little MP3 we recorded for the weight loss market about hypnosis for weight loss.   She’s already using it effectively with her clients.   (SIDE NOTE: If you happen to be interested, take her up on it in the next few weeks before she gets too busy… she’s offering lower rates to jump start that part of her practice.  Contact info at the end of the audio)

My Best Stuff |   Beginners A to Z |  SEO Blueprint You Can Trust
(Note: price of the SEO blueprint will be $30 less when you get to the checkout page for the next week or so.  Special discount for my list)

Podcast: Play in new window | Download

{ 10 comments }

My #2 Money Making Secret

by admin on August 10, 2010

I think by now everyone knows that my #1 money making secret is research.  Nothings more powerful than asking a market what it wants and then just giving it to them, especially when you break that market up into groups of like-minded people with similar desires.

That’s #1.

Want to know what my #2 secret is?

Digging deep for something I passionately believe is right in a market DESPITE what everyone else is doing and saying, then being the voice of contrarian reason… standing up and shouting it from the roof tops.

It’s a habit I developed as a psychologist working with clinical patients.  You see, when you’re in the room with a patient, it’s just you and them.  And most psychological problems originate when people’s inner sense of what’s right was beaten out of them in one way, shape, or form.

So your patient would count on you to have the courage to point it out.  To take a stand against the crowd.  To be the only one truly on their side until they have the strength to believe in their own convictions.

What I discovered when working with suicidal people was that you had to get them to feel that at least one person in the world thoroughly understood what they were going through.  Because that’s frequently all it took to give people the  hope and courage to go on.   As a side effect, it also happens to bond people to you for life.   (Seriously, I haven’t formally practiced clinical psychology in 10 years but I still get people calling in every year, some driving 350 miles to come for a catch up session)

We all live on hope and courage, don’t we?

Now, of course, this isn’t a lesson on treating suicidal patients it’s a marketing blog (and if you happen to treat, coach, or love someone who is suicidal, please get direct, professional supervision and assistance)

But as I developed my marketing career I discovered this actually has EVERYTHING to do with marketing.

Here’s why.

We live in an insane world.  People are cruel to one another wherever you look.  Not purposefully cruel, but because (in the absence of a seriously self reflective and educated orientation) human nature is greedy, lustful, self centered, lazy, and aggressive, things just drift in that direction.

People’s natural inclination is to exploit one another, and nowhere is this more true than in business.

In every market businesses will take whatever they can from their consumers.  And “marketing incest” coupled with a general lack of research usually ensures companies will copy from one another, leaving the consumer feeling like “this is normal”.

But it’s not.

In every market you’ll take the time to thoroughly research you’ll find there are always at least a few excruciatingly painful, unmet needs…

A consumer looking for a champion…

For someone to stand up against the crowd and say “the emperor has no clothes”, “this is wrong and I’m not going to take it anymore”, “why is no one talking about this”, etc.

Being the voice of contrarian reason looks like this in some of my markets:

  • MARKETING:  ”You can’t market based on FAQs alone.  Frequently Asked Questions are also Frequently Answered Questions… they only represent “price of entry” benefits (what every vendor needs to even be considered in the running)… you’ve got to sell “point of difference” benefits to get people to open up their wallets, answering the problems and questions the competition isn’t!   Why isn’t anyone talking about this?
  • GUINEA PIGS:   The standard pet food and bedding materials recommended for your guinea pigs are cutting his little life in half!  Why am I the only one saying anything?
  • RABBITS:   You absolutely CAN litter train your rabbit and get it to live 8 years+.  Rabbits are better pets than cats, and it’s about time someone said so!
  • RADON:   You CAN  still get lung cancer from Radon UNDER your state’s reporting threshold.   It’s an outrage!  (Note: radon is an invisible, odorless, but radioactive and carcinogenic gas found in many locations)
  • EMOTIONAL EATING:  Stop dieting and start losing weight.  Learn to enjoy eating the same delicious foods you love now without stress and without guilt.
  • SUDOKU: You can solve EVERY sudoku puzzle, not just some, but every last one!

See what I mean?

Now, how do you get to this in your market?

Intriguingly, you first have to find the courage in yourself.  What is it that YOU personally believe despite everything that everyone seems to say all around you?

Get out a journal and write until you figure that out.

Because it’s amazing how your eyes open up to your market once you’ve had the personal experience.

Personally I believe everyone struggles with anxiety and depression to one degree or another.  While there certainly does exist a more severe set of  diagnostic categories (for which medication, psychotherapy, etc. can help), the truth is  we all like to categorize it as “mental illness” to protect ourselves from the truth.

And the truth is that in the world we live in, how could anyone really open their eyes and not feel at least a little anxious and depressed?

It’s normal and healthy to recognize this.

And in my estimation if you want to be a strong marketer, it’s essential.

Because staying out of touch with reality takes a lot of mental energy, and prevents you from seeing other people’s true pain, their true motivations, and their true needs.

And that’s what marketing is all about.

So… what do you think?

All my best,

Dr. G :-)

All My Best Practices |   Coaching

{ 15 comments }

There are NO AdWords Geniuses

by admin on August 4, 2010

This might seem like a strange thing for the owner of a PPC agency to say, but there really are NO AdWords geniuses!

I frequently hear people talking about so and so as an “AdWords Genius.”

But when someone says that, I immediately know that they don’t thoroughly  understand AdWords.   Because saying someone is an “AdWords Genius” is very much akin to pointing out a good French speaker and saying “Look at him, he’s a French Genius!”

There aren’t any French Geniuses.  ”Genius” implies an innate ability unattainable by the average person.

In French, there’s  a basic level of fluency which becomes progressively more natural and embedded in a speaker’s brain the more time they spend in France interacting with native speakers in the culture.

Pretty much ANYONE could attain this level of fluency if they decided to spend enough time in France.  (Or Montreal!)

It might APPEAR to an outsider, struggling in their first few hundred hours of studying the language that this other person was a French Genius, but the truth is, it’s just a reflection of the time and energy they spent in France.

Moreover, an argument could be made that the person who chose to spend just a few hundred hours studying French to achieve basic fluency has a more balanced life, and will achieve more in their business dealings in France than the one who dedicated all their time and energy to appearing like a French Genius.

You wouldn’t spend a lifetime studying French if your goal was only to be  comfortable enough in the culture to do business profitably with the locals. There’s definitely a point of diminishing returns… there might be 80,000+ words in the French Dictionary (I’m guessing), but the masses rarely use more than 5,000 or so.

It’s the difference between efficiency and effectiveness!

Similarly, there are NO AdWords Geniuses.

Rather, there’s a basic level of fluency which most people reach by spending a few  months immersed in the machine.  From there, there’s only an incremental ease with which they work in AdWords depending upon how much time and energy they put into practicing.

There certainly ARE hundreds of nuances to AdWords, but many of them can’t be leveraged by anyone who properly considers AdWords only PART of their business and doesn’t intend to be a full time PPC manager.  There are only about a dozen AdWords things you really need to master to achieve a basic fluency. (Campaign Settings, Keyword Groupings, Match Types, Spit Testing, Basic Content Network Logic, Placement Targeting, Conversion Tracking, etc)

Anyone can do it. (Well, any detail oriented person… a lot of purely creative, right-brain types have trouble, in my experience)

The REAL leverage point in AdWords isn’t in AdWords at all.

To maximize your AdWords profits you really need to understand what’s on the customer’s mind BEFORE AND AFTER the click.

Knowing what’s on their mind BEFORE they click helps you get the customer at the most efficient rate (high CTR, OPT IN, and SALES RATES), but more importantly shows you how to TAKE THE PROSPECT OUT OF THE COMPETITIVE ENVIRONMENT.

(AdWords is brutal… you want the customer to feel that you’ve almost psychically read their mind so they stop their search and start studying what you’ve got to offer in the context of a “go to relationship” with you, and hopefully you alone!)

Knowing what’s on their mind AFTER the click is critical so you can maximize the value of every customer.

And THIS is perhaps the most important part.  Because Adwords is such a competitive auction environment, no matter how good you get at efficiency, it’s effectiveness, or maximum visitor value, which wins the game in the long run.

In other words, if you’re running Adwords at only a small profit and plan to just let it ride, you’re probably planning a losing game.  To truly dominate your market in Adwords, you’ve got to engineer your whole business such that you’re the one who can afford to pay the MOST for clicks.

Yes, you read that right.

Sure you want to buy them efficiently, but you want to be making so much from every visitor that no matter what happens in the auction you can afford to outbid the next guy.

And here’s the thing…

YOU control what happens after you’ve got the opt in or the customer, NOT GOOGLE!

So why get sucked into spending all your time inside a machine someone else controls?   Get it running profitably and then turn it over to an agency to achieve maximum efficiency and volume (e.g. Rocket Clicks), then spend the majority of your resources maximizing the VALUE of each visitor by researching what they want, building back end products and services, segmenting and servicing your list, doing joint ventures, etc.

That’s where your leverage point really is, and that’s how you build a solid and secure business.

Ask yourself this question… no matter what the price of the highest end product you’re currently selling in your business, how can you add a zero?  What would you need to find out from your market?  What would you have to deliver to  be worth 10x what people are currently paying?

And if that’s TOO outrageous for you, how about, what would it take to achieve  DOUBLE OR TRIPLE the price?

Because that’ll change the whole economics of your business, and you’ll find yourself thinking quite differently about the Google PPC auction.  (You’ll probably also find other advertising vehicles open to you which you previously thought were not cost effective)

Worth thinking about, right?

Your humble (OK, not so humble) AdWords servant,

Dr. G :-)

{ 11 comments }

Escape Velocity, Gravity, and Focus

by admin on July 20, 2010


Ever notice, as an internet entrepreneur, the temptation to diversify your focus into a multitude of markets, partnerships, joint ventures, sources of traffic, conversion methods, and marketing techniques  is seemingly irresistible?

I think there are MANY factors driving this rather neurotic tendency we all seem to struggle with (including, and perhaps especially, yours truly!)…

  • Traffic sources are inherently unstable.   Google’s always changing the rules for both Adwords and SEO.  Social Media is a wild new animal hardly anyone really understands yet.   The email landscape is  subject to various laws, filters, and conventions (people have been crying “email marketing is dead” since I first started studying internet marketing back in 1998),  there are constant mergers and acquisitions, talk about taxes and online restrictions, FTC regulations, etc.
  • A Tremendous Number of Skills Are Required to Succeed:   Research, copywriting, pay per click, blogging, systems development, market evaluation, human resources, management, legal, communications, emotional marketing and imagery, time management, accounting, html, javascript, blogging (you can outsource these last three  - oh yeah, you gotta know how to outsource well too)… I could go on and on.     The point is, NOBODY really is strong at all of these, so we’re all constantly searching for partners, JVs, and vendors to fill in the gaps
  • Dreaming is a LOT More Fun Than Doing:   Setting up a marketing system (and the business to support it) is a lot of WORK.  It’s a lot more fun to consume the latest marketing package than to EXECUTE the latest marketing package.     (I still remember when this hit me.  In the midst of near bankruptcy back in 2003, I LOVED nothing better than to fill up my MP3 player with PPC and Copywriting gurus and just go walk in the mountains all day long.   It’s GREAT that I did this… I wouldn’t know what I know at this time if I hadn’t.  But the point is, we all need to ensure we’re “dreaming to live” and NOT “living to dream”)
  • We Live With Constant Disappointment:  Because it’s rare that people thoroughly do their research and cash flow projections for a project… and then put in the necessary time, effort, and resources against a very realistically estimated growth curve, what happens to most entrepreneurs can only be described as episodic mania followed by severe disappointment (and depression).   It’s only human nature to run to the NEXT project dream when this happens.

Now, I’ve been fond of telling people “it takes 85% of a rocket’s fuel to achieve ‘escape velocity’ and get into outer space… the rest of the ride to the moon is mostly coasting and steering.”  I say that in order to assuage people’s anxiety, and to help motivate them through the “hump” required to get their projects off the ground.

But suddenly it hit me…

If it takes 85% of your fuel to get off the ground, then trying to launch four rockets at the same time is a losing game.  You simply can’t put 25% of your fuel into each rocket and expect it to do anything but fall back under the weight of the Earth’s gravity.

So, DESPITE the fears, insecurities, and constantly changing landscape of the internet, or perhaps BECAUSE of them, the spoils really go to those with persistence, fortitude, and FOCUS!

If you’re a member of Glenn Club, you know how psychotically I focus on choosing the right keyword conversation for your market, so YOU can narrow down your focus to exactly the right competitors, do exactly the right survey and interview research, and really dominate that keyword space.

But I’m talking about something way beyond your keyword space, I’m talking about your whole business.

What’s the single most important project in your business?  Are you focusing 85% of your resources on it?

Something worth thinking about, don’t you think?

Dr. G :-)

Getten U Eeena Ze Club |   Coaching |   Beginners |   Outsourcing Webinar Replay


{ 7 comments }

Marketing Technique-itus

by admin on July 18, 2010

There’s something driving me nucking futz today, and I hope you’ll excuse my ranting to my list because my wife is tired of hearing about it, and my dogs just look at me like I’m an idiot.

(“No Dad, PLEASE… not the ‘Technique-itus’
talk again, anything but that!”)

What’s irritating me is something called “Technique-itus”,  which is the technical term we psychologists use for a psychotic obsession with new marketing techniques.

Can I ask you a question?  How many people do you know… and I mean REAL people, not someone on stage at an internet seminar, who’ve built sustainable businesses based on the latest shiny object bouncing across the IM product launch world?

Do you even know ONE?

Now, let me ask you another question … how many broken hearted people do you know who spent money they couldn’t afford on an ill-fated dream they thought this technique or that would finally put together for them?

(I bet that’s a much bigger number)

Here’s what I keep coming back to, and it’s actually something Perry Marshall taught me…

You need ONE way of generating traffic, and ONE way of converting those people into buyers.

When you get good at that, you can let everyone else worry about all the other methods and just pay a really, really good affiliate commission.  You can even do this for the other parts of business you’re not good at.

For example, I’m so good at PPC for traffic, and Market Research for conversion, that I not only let affiliates handle all my web 2.0 stuff and SEO, I was also able to attract a partner to run a whole company for me  (Rocket Clicks).

I’m really not saying this to brag. (Except sometimes I AM an idiot and I do brag … but que sera’ sera’)

I’m saying it to FOCUS you on the real question at hand which is …

Do YOU know what your MAGIC TWO are?

More importantly, what’s it going to take to cure your Technique-itus and get you to focus on THOSE?

Damn … I’d probably better stop getting so much gratification from writing these posts and get back to selling stuff by presenting benefit after benefit, etc.

But it’s really cool to have 30,000+ people who really pay attention to what you’ve got to say… I guess sometimes I abuse that priveledge.   But please don’t complain to me… you can just write my wife supportive letters.

And honestly, this IS an important message given where we all are in the world now, don’t you think?  Who among us can afford to be chasing shiny bouncing balls TODAY?

Hope I made you think. (That’s my job)

Dr. G :-)

{ 4 comments }

Outsourcing Disasters and Duplicating Failure

by admin on July 8, 2010

I’d like to make a brief, but obvious point today, because there’s something I see over and over again across dozens of students and hundreds of customers…

“Outsourcing Disasters and Duplicating Failure”

The desire to duplicate oneself and offload work is only human nature. In fact, it’s one of the strongest elements I’ve observed in the entrepreneurial mindset.

So it’s only natural that people want to COPY other sales systems, and OUTSOURCE all the work involved in building their own.

The problem comes when people don’t take the time to ensure they’re copying SUCCESS, and when they try to OUTSOURCE something they don’t really fully understand or know how to supervise.

Because here’s the secret…

The success of a sales system doesn’t lie entirely in the words on the sales page, or even necessarily in the system as a whole.    It relies much more on the understanding the writer has of the market. And since copycats can’t legally plagiarize the whole system, absent this understanding, they wind up copying an empty shell.

Moreover, it’s rare that a WHOLE system is successful. Lacking an exhaustive understanding of the market in which the system operates, people are prone to copy the failing elements just as easily as the successful ones.

In other words, many competitors are succeeding in spite of bad marketing, because just a few elements are right on target.  Without thorough research and market intelligence, how do you know you’re not duplicating their failure?

There’s also a lot of talk these days of just outsourcing your marketing, or your market research, Glenn-Style.

Now, I’m totally in favor of getting help to scale up your operations. In fact, I’ve been working through John Jonas’ materials, and they’ve helped me to hire no less than 8 people in the Phillipines now.    (You can watch the Outsourcing Webinar Replay through my affiliate link here.  John has a lot of very useful advice for hiring full timers at $300/mo, and provides some training to get them started.  I have a LOT of good experience with his hiring advice and resources, but can’t really say one way or the other about the training he provides for the outsourcers — I’d prefer you used them to do things you already do very well and just want to offload from your plate)

There’s a LOT you CAN outsource. You CAN outsource all the grunt work of setting up your automatic intelligence machine, doing some of the initial scanning of social media conversations, installing and managing your websites, installing wordpress blogs and plug ins, doing routine backups, setting up your surveys, programming scripts and databases, running through the first set of codes for your survey analysis, transcription, audio editing, video editing, article distribution, social bookmarking, data entry, a very, very rough first draft of your copywriting, and so on)

But in my opinion, you can’t outsource the STRATEGIC THINKING AND MARKET IMMERSION necessary to succeed in a project, especially in today’s competitive adwords auctions.

Somewhere along the way, if you want to build a REAL business, you’re going to have to spend a few hundred hours immersed in the market yourself.

Because no one’s really going to care about it like you do.

And because without doing this, you’re NOT going to pick up the subtleties which allow you to connect with the market above and beyond  your competitors.

You simply won’t know what your customers “smell like”, and they’ll sense your templated, outsourced approach.

Because prospects in any market can “smell” honesty, integrity, and passion when it’s poured into a project.

In my experience, the people who try to outsource strategic thinking and market immersion wind up with MORE work, not less, in the long run, because their systems simply don’t perform.   (You CAN partner with someone to champion a market for you, but only if they’re tested and proven in their entrepreneurial and strategic thinking abilities… and if they’ve got enough upside potential and skin in the game to make it worth their while)

A long time ago, I heard Brian Tracy say “if you want to make a mark in your market, make 100 phone calls to prospects and I promise you you’ll never look back”

At the time, I was starting a psychology practice in the midst of the collapse of  indemnity insurance (doctors could no longer get so easily reimbursed for their high session fees as the big companies cut off the gravy train).   My colleagues were all terrified, complaining, and going broke.

What did I do?

I made a few hundred phone calls to every psychologist, psychiatrist, counseling center, etc. I could find on Long Island.  I asked them if they had any patients they were having trouble working with.  I asked how I could help them.  I asked if I could volunteer to see clients for free at their clinic for a day.   I asked if I could work for them in any capacity whatsoever.

I also set up focus groups and individual interviews with people considering seeing a psychologist or counselor.

18 months later I had a private practice with 65 patients. (By the way, for any psychologists considering advertising, one of the critical insights was that no one looked for psychologists, only for counselors, ’cause “you’ve gotta be sick in the head” to see a shrink, “but everyone needs a little counseling sometimes” )

Why?    I knew what the market wanted cold.  I had more connections than any of my peers.   I WENT THROUGH THE IMMERSION EXPERIENCE.

I’ve got several coaching students now who are really getting the value of this.

One of them spent the bulk of this year doing low-end consulting with literally hundreds of people looking for help with a particular software program.   He’s now set up a lucrative PPC lead funnel in this VERY competitive space, and I’ll be utterly shocked if he doesn’t have a million dollar business in 18 months or less.

Another one got so psyched about immersion, he decided to make 1,000 phone calls to prospects in his market.  ONE THOUSAND.   Then he developed a training system based on his experience.  (I can’t imagine anyone else’s training system in that very, very competitive market could possibly be any better.  I can’t imagine any prospect not instantly sensing this after just a little exposure to his materials)

Moreover, both of these gentlemen are NOW in the ultimate position to leverage themselves and outsource their work.   NOW they can replace themselves, and begin building multi-million dollar enterprises.

I guess what I’m saying is,  we’re all in such a hurry to get away from the market, most of us never get into it deep enough to truly succeed.

And so we look for the short cuts…

And wind up copying failure, or outsourcing things we don’t really understand.

I’m not invulnerable to this…  I’m human too, and always fighting a tendency to get lazy.  (Plus, when you get a little money and can easily afford the help, it’s easy to think “I’m above this now”)

But when I look back at my successes, the #1 thing they all had in common were a passionate immersion period in the market, right there in the trenches with the customers and competitors.

Have YOU really immersed yourself in your market?

Something to think about,

G :-)

Get in the Club Already, Huh? |  Get Step by Step Hand Holding and Motivation to Do It |  Blueprint for Beginners

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My Favorite Blog Comment Ever

by admin on July 7, 2010

I’ve had thousands of comments on my blog. But my favorite one is  from Alan Kirke who, upon seeing a picture of Sharon in a post said something like “the biggest learning is that if dude like you can get a babe like that, there’s hope for me yet”.

Which inspired me to make the little caricature above.

Of course, you’re seeing the best picture of her, and the WORST picture of me. And of course, I didn’t look like that when she married me (but she did!)

Still, it’s a very interesting point.

Joe Jackson noted in a fabulous tune from my youth  (“Is She Really Going Out With Him?”):

Pretty women out walking with gorillas down my street
From my window I’m staring while my coffee grows cold
Look over there! (Where?)
There’s a lady that I used to know
She’s married now, or engaged, or something, so I am told

Is she really going out with him?
Is she really gonna take him home tonight?
Is she really going out with him?
‘Cause if my eyes don’t deceive me,
There’s something going wrong around here

But–and for all you suave marketers out there, the point is coming  soon–this song got very popular for a VERY good reason.

Because if ONLY alpha males could find such an attractive, smart, supportive mate, then only the absolutely most fit evolutionary specimens would have any reason to hope.

But it’s simply not true.

Dudes like Alan and I take heart when they see “pretty women walking with gorillas” down our streets.  It reminds us wit, intelligence, love, and just plain hard work can catch a mate almost as well as a stunning set of biceps and abdominal muscles.

Now, go have a look around the Google Adwords Auction… pretty much any one.

Sure, you’ll find some “alpha males” in the top spots, but in almost every market you’ll also find at least one gorilla holding his or her own.  (Try monitoring the auction for a month to see who’s really winning the game)

You’ll scratch your head wondering what they’re doing there, in the midst of all the big players, how on earth did they ever scratch out that territory?

But still, there they are, plain as day, buying clicks every day for months on end.

Because “pretty women” (e.g. the most attractive customers) in the adwords auction are attracted to wit, intelligence, love, and just plain hard work (e.g. research)  too.

Which means, you’d don’t have to be a superhero to build your business.  Just willing to work a little harder and study a little more, like the big hairy dude in the picture above.

For what it’s worth,

Dr. G :-)

Get in the Club Already, Huh? |  Get Step by Step Hand Holding and Motivation to Do It |  Blueprint for Beginners


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Siberian Marketing Advice – Pay Per Click

by admin on July 6, 2010


I’ve got a good friend from Siberia. (I’m going somewhere with this, stay with me please)

Seriously… he was my full time programmer 10 years ago, then he came to visit, then I helped him immigrate to the USA.  Now he lives a few minutes away from me.

When he and his wife (then his fiance’) first came to visit us here in New Hampshire in November, they were constantly shivering and complaining about how cold it was.   (It was about 35 degrees that week, which is relatively warm for New Hampshire in the fall)

Very surprised, I said to him “Alex, you’re from fricking Siberia, where it’s maybe minus 10 on a warm day, what gives?”

He looked at me with a funny Russian smile and said, in the thickest of Russian accents:


“Glenn, man from Siberia NOT warm man, man from Siberia man with lots of clothes!”

In other words, I had assumed the Siberian weather had toughened him up, and that he could go anywhere on the planet without batting an eye.  I had visions of him taking showers outside in the snow in his bathing trunks, like the Ant Arctic expedition workers I had read about  in the Guiness Book of World Records as a child.

I figured he lived in an igloo or something, chewed on ice all day long for water, and spat out icicles with glee.

But I was wrong.

I made assumptions about the man, when what I should have been looking at was his adaptive tools and materials (his warm clothing).

He was wrong too.  He came to New Hampshire without these tools.

It’s a funny story without too serious a consequence, but if you transfer it to the marketing arena it can be deadly.

Because here’s a story I hear all too often…

Guy does his research, goes into a competitive market, builds up a series of products and services, writes a g’zillion follow ups, and tests and tweaks his way into strong profitability.

THEN, he starts to feel like a SuperMan.   He forgets how he got where he was.

He goes into a new market without doing the research, without plans for a full product line, without the expectation of a long period of testing and tweaking his conversion, without the same zeal for writing follow ups, without the same break even cash flow planning, without the willingness to thoroughly and passionately immerse himself in the market by talking to the customers and finding out what they smell like.

He just trots off to a totally foreign country, attributing his success to his personal marketing genius, rather than all the tools, methods, resources, and techniques which put him where he was.

He forgets to bring his warm clothes.

If he’s lucky, he only shivers a little until a kind stranger or friend gives him shelter.

More often, he almost freezes to death and catches the next plane back home.

You see, we can be ruined by our own success.

We’re constantly tempted to attribute it too much to our own abilities, and our sheer marketing genius, which, naturally, means we can go into any market or take on any competitor without the exhaustive, and sometimes quite tedious research and planning required to get there.

Which is why I strive to be one dumb-ass marketer, with lots of checklists, cheat sheets, and methodical plans for everything I do.

Not that I’m always perfect… just like everyone else I’ve made my mistakes by thinking too much of myself too.

But a simple checklist goes a long way towards knocking my ego back down where it needs to be. (Read “The Checklist Manifesto” at your leisure by the way, it’s surprisingly insightful and will change the way you run your business in a weekend)

“PPC Marketer from Siberia Not AdWords Genius, Marketer from Siberia Man with Lots of Checklists!”

For what it’s worth,

Dr. G :-)

Get in the Club Already, Huh? |  Get Step by Step Hand Holding and Motivation to Do It |  Blueprint for Beginners

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EMOTIONAL MARKETING CONTEST: Using Emotion to Stimulate Consumer Behavior

by admin on July 1, 2010

EMOTIONAL MARKETING CONTEST:  Winner gets one 20 minute consult with me, and one 20 minute consult with Sharon. Two runners up will each get five minutes. We’ll announce the winner next Friday here on the blog.

This VERY SHORT video is an excellent example of stimulating emotion and human needs to motivate consumer behavior. (It’s also very appropriate for the upcoming July 4th Holiday travel weekend)

As an exercise, please watch the  video and see if you can answer the following questions (by the way, wholeheartedly embracing this exercise will definitely benefit your business in immeasurable ways)…

- What product FEATURE was the video promoting?

- What is the RATIONAL benefit of this feature?

- What is the EMOTIONAL benefit of this feature?

- MORE DIFFICULT:  What is the BRAND IMAGERY of the organization doing the promoting?  (Sussex  Safer Road Partnership)

And now, for the hardest, yet most important one…

What was the EMOTIONAL MARKETING INSIGHT which made this commercial so effective?

=======

Here’s a refresher from Sharon’s FREE materials on emotional marketing, for those of you who might be a little confused by the terms…

“AN EMOTIONAL MARKETING INSIGHT is an in-depth understanding of your category as a whole. It simultaneously describes what consumers want, why they want it, and how to push their emotional hot buttons with features & benefits that are logically consistent with the emotional punch. It entails an intimate knowledge of …

  • The most desired FEATURES and RATIONAL BENEFITS that drive purchase in your market. (What people say they want).
  • The EMOTIONAL BENEFITS or human needs which are satisfied by providing the above. (Why they want it!)
  • How FEATURES and RATIONAL benefits are connected to EMOTIONAL BENEFITS (Which features push which emotional hot buttons!). (This is important to know because you can’t blurt out the emotional benefit to the consumer … rather we have to imply it with a focus on the right features in the context of a creative mood and tone consistent with the emotional need served.)
  • What BRAND & USER IMAGERY is most consistent with all of the above (So you can set the right creative mood and tone for all of your marketing communications, choose the best actors and actresses, and develop the right characters and dialogue for your ads.)

For example, here’s how I might describe the EMOTIONAL MARKETING INSIGHT for a fictitious brand of “Eagle’s Nest Hiking Boots”:

Hikers want boots that make them feel safe enough to enjoy all the adventure and splendor that the mountains have to offer (I’ve got hiking on the brain since I climbed one of the biggies in NH yesterday).

Practically, this means a super-grip rubber sole embedded with micro-fiber beads so they won’t slip on the ledges, high rise boots to protect them from twisting their ankles, complete water proofing to allow them to cross any stream, and winterizing with royal baby alpaca fiber so even the toughest winter won’t stop them!

Hiking boots are much more than the leather and rubber they are made of … they are a kind of spiritual fuel that makes it possible for the user to transcend the mundane world and reach a higher, more inspired level of being with a peaceful perspective on life.

=========

OK, now, can you take a stab at the questions above, including what the sponsoring company may have concluded as their Emotional Marketing Insight?

AND, for extra credit, most useful to YOU, how would you then describe the Emotional Marketing Insight in YOUR market?

Post your answers below.  And remember, the winner gets one 20 minute consult with me, and one 20 minute consult with Sharon.  (We’ll announce next Friday)

Glenn :-)

PS – Emotional Marketing is covered in depth in both the bonus area AND in Month #11 of the Hyper-Responsive Marketing Club.    And of course, you can always get direct coaching here.

PPS – No purchase necessary, void where prohibited, don’t pour hot coffee on your sensitive areas, avoid telling Dan Kennedy you use a cell phone, etc.

PPPS – Winners selected at our sole judgement and our sole option.

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