Posted by Brian Tracy on Oct 31, 2007
Want your ads or sales pitch to get people’s attention in 15 seconds or less?
"We just bought a full-page ad in our local newspaper promoting our computer sales and repair services, and as far as I can tell we didn’t get a single response. Why didn’t our newspaper ad bring in at least one sale?" Phil, from Chicago
Want your ads or sales pitch to get people’s attention in 15 seconds or less?
If you could consistently sell your services or products in 15 seconds or less, imagine how much more money you’d make and how much free time you’d have to enjoy your family and your life.
Is it realistic to expect your sales pitch or your ads to grab your prospect’s attention, capture their imagination, and prompt them to buy from you in 15 seconds or less? Of course not, but your ads can get the sales conversation started - if you know which words to include in them.
"Discover the Fastest Way to Increase Your Sales"
I recently reviewed Charlie Cook’s Insider Secrets to 15 Second Marketing and I’d recommend it to anyone in sales and marketing. It’s so powerful, I suggest you get it before you talk to your next prospect or run your next ad.
Want more sales?
Use this link >> http://www.mfsstore.com/brian
What’s the key to making your sales pitch and your ads work so they start the marketing and selling process in 3 to 30 seconds?
It’s the promise you make to your prospects and clients
If you make the right promise - you’ll have clients streaming in the door, if you don’t include one or make the wrong one, you’d be better off not running your ad - because you’re not going to get the response you want.
Using Promises
Promises are powerful. Think about it, when someone tells you how great they are or how wonderful their products are, how seriously do you take them but…when they make a promise you pay attention. I’m sure you’ve heard of one of the most often made promises that consists of just two words.
If you’ve ever been to a wedding, you know the one I’m talking about, it’s "I do."
Here are a couple more examples of marketing and sales promises:
"Transform Any Ad, Letter or Sales Conversation and See Your Sales Soar" - that’s the promise Charlie Cook provides with the Insider Secrets to 15 Second Marketing. Use this link to claim your copy >>
http://www.mfsstore.com/brian
"Helping You Increase Your Sales and Business Success" - that’s my promise to anyone who buys Brian Tracy products or services.
"30-minutes or free" - was Domino Pizza’s promise and it helped them build a huge business, even though many people thought their pizza tasted like cardboard.
"When it absolutely, positively has to be there overnight" - is FedEx’s promise to you when you need to make sure your documents or packages get their the next day.
Whether it’s your ads, your mailings, your sales pitch or your web site - it’s the promise that you make that is the key to getting your prospects’ attention and interest. Charlie Cook calls it your 15 Second Marketing Message.
When you make a promise, people expect you to keep it or they may want to see if you can, as in the case of Dominos.
Do you have a 15 Second Marketing Message that includes the number one promise you make to prospects? Want to discover how much more business you could be bringing in if your ads worked better?
"Charlie Has Written a Gem That’s a Must For Every Every Sales and Marketing Person"
What’s the key to instantly increasing your sales by 50 to 300 percent?
Start by crafting a compelling 15 Second Marketing Message using this simple selling strategy. Use it in your ads, on your web site and in your brochures and see your leads and sales triple.
Use this link to discover the fastest way to increase your leads and sales >>
http://www.mfsstore.com/brian
Magical Marketing
Tags: Sales Success
Posted by Brian Tracy on Oct 29, 2007
To increase your own personal income, you must be in a position to influence the company’s income, to somehow increase revenues or cut costs.
To increase your own personal income, you must be in a position to influence the company’s income, to somehow increase revenues or cut costs. So look at your company and look for a job where you can become more valuable.
Develop Good Work Habits
Perhaps the fastest way to bring yourself to the attention of your superiors is to develop good work habits. Most people are time wasters. They waste not only their own time but also that of others. They work at 50% or less of capacity. And because of this, they have a hard time getting ahead.
Move Fast When Necessary
But if you develop a reputation for speed, dependability and quality work, you will immediately stand out from the majority. In a survey of 104 chief executive officers, 84% of them agreed on two qualities that would most mark a person for rapid promotion. The first was the ability to set priorities, to separate the important from the unimportant.
Develop A Sense of Urgency
The second quality that they noted was the habit of getting the job done fast, a sense of urgency. Less than 2% of people have a sense of urgency and they are always the ones on the fast track.
For many reasons, people respect those who get the job done quickly. When you develop a reputation as being the person who your boss can rely on for fast, high quality work, your future is assured. And if your boss doesn’t appreciate you for these qualities, there are plenty of other bosses who will.
Action Exercises
Here are two things you can do to develop the key qualities for rapid promotion.
First, make a list of everything that you have to do, before you start. Set priorities on your list. Always work on the task that your boss considers to be the most important and stay with it until it is done.
Second, develop a sense of urgency. Do things quickly. When you have decided that a job is important, start on it immediately and work at it continuously until it is done.
Action Strategies For Personal Achievement
Tags: Leadership Success
Posted by Brian Tracy on Oct 26, 2007
More than eighty percent of self-made millionaires in America began with nothing or in many cases, less than nothing.
More than eighty percent of self-made millionaires in America began with nothing or in many cases, less than nothing. I can certainly relate to that because when I was growing up and right into my early 30s, I never had any extra money with which to start a fortune. It seemed to me that there was always enough, if not more than enough bills, to absorb every penny I earned. I was always in debt.
Be Ready for Your Opportunity
And even if a great business opportunity did come along, I wouldn’t have been able to do anything with it. As I began studying financial success and self-made millionaires, I noticed that almost everyone around me was in pretty much the same boat. The idea of becoming really wealthy was a distant dream with very little possibility of coming true. You may be in the same situation, with more bills than money or assets.
Look at the Numbers
The statistics are a little scary. Of 100 people who reach retirement age, according to insurance industry statistics, only one will be wealthy. Four out of the hundred will be financially independent; fifteen will have some savings put aside. And the other 80 will be dependent on pensions, still working or broke - this after a lifetime of well-paid work in the most affluent society in human history. Now why does this happen?
Why People Retire Poor
There are two main reasons why people retire poor. First, they never decide to retire rich. They wish and hope and pray, but they never make a firm, unequivocal decision that they’re going to do it. Second, even if they do decide to retire rich, they procrastinate until it’s too late. They always have some good reason for putting it off.
Start With Desire and Decision
If you sincerely want to beat the odds, to achieve financial independence and retire wealthy, there are four critical steps that you must take, all starting with the letter D. The first step is desire. You must want it badly enough to make an unshakable commitment and to be willing to make sacrifices. The second D is decision. You must make a decision right now to do whatever is necessary, to be willing to pay any price, go any distance, to achieve your goal.
Practice Determination and Discipline
The third D is determination, which is to keep at it until you succeed in spite of all the problems and obstacles you will experience. And the fourth D is discipline - the discipline to master yourself to develop the habits necessary for achieving financial independence. Those are the four Ds. Desire, Decision, Determination and Discipline. And you can measure how successful you’re going to be in the future by measuring how well you&’re doing in each of those on a scale of one to ten.
Action Exercises
Here are two things you can do immediately to put these ideas into action:
First, make a decision, right now, that you are going to be financially independent, no matter what obstacles you face in the short term. Then write it down, make a plan and start to work on it every single day.
Second, resolve in advance that you will persist in the face of every setback or obstacle you face. You will never give up. You will keep on moving forward until you finally achieve your goal.
Change Your Thinking Change Your Life
Tags: Financial Success
Posted by Brian Tracy on Oct 15, 2007
The starting point of career success is for you to select your boss carefully and refuse to work for a difficult or negative person.The starting point of career success is for you to select your boss carefully and refuse to work for a difficult or negative person. Much of your happiness and job satisfaction depends upon your relationship with your superior. If you don’t get along, make every effort to resolve it or get transferred but if you can’t, be prepared to walk away.
Make the Right Choices
Choosing the right work, the right place to do it and the right people to do it with is laying the foundation for career success.
Now you are ready to implement the "niche strategy." The niche strategy is based on the fact that some jobs in any organization are more critical to the health of the organization than are others.
Influence the Cash Flow
A strategic niche is a job or position that influences the cash flow of the company. In most companies, cash flow is determined by sales and marketing and if you want to get ahead rapidly in those companies, you must work your way into the sales and marketing function.
How to Make More Money
Many people ask me how they can make more money at their jobs. When they tell me their positions, the problem is usually clear. They are working in areas of the company that are felt to be of lesser importance than other areas. As a result, their services are not highly valued no matter how hard they work or how well they do their job. Their increases are set at the level that will keep them from quitting or that will enable the company to hire someone else fairly quickly.
Action Exercises
Here are two things you can do to use the niche strategy in your career.
First, identify the positions in your company that are the most important for cash flow and company success. Find out the key skills possessed by the most respected and highest paid people.
Second, make a plan today to work your way into a key position in your company. Ask for a transfer, develop a skill, offer to work overtime - but never quit until you succeed.
Tags: Leadership Success
Posted by Brian Tracy on Oct 3, 2007
Identify the Real Need of the Prospect
As a salesperson, you are in the business of gap analysis. You are a "problem detective." Your job, somewhat like a police inspector searching for suspects, is to find problems for which your product or service is the ideal solution. In a way, your product or service is a key. You make calls looking for locks that your key will open. In the prospecting phase, you insert the key and find that it fits. In the presenting phase, you twist the key and open the lock. In the closing phase, you turn the handle and push the door open.
Use Questions As Sales Tools
Like a verbal detective, the tools of your trade are questions. You use them to get appointments, uncover problems, and discover gaps between where the prospect is now and where the prospect could be by using your product or service. You then show the prospect how much better his situation could be by owning and enjoying what you are selling.
Clarify the Need
There is an old saying, "No need? No presentation!" Before you begin your presentation, it must be clear to the prospect that there is a distance between where he is and where he could be. The prospect must recognize that he has a need that is unsatisfied or a problem that is unsolved. The prospect must also feel that the gap between the real and the ideal is large enough to warrant taking action.
Build Buying Desire
Buying desire is in direct proportion to the intensity of the buyer’s need on the one hand, and to the clarity of the solution represented by your product or service on the other. This process of taking the prospect from cold to luke warm to hot is accomplished by the skillful use of questions that uncover the gap and then expand it to the point where the customer is ready to take buying action.
Putting these Ideas into Action
Now, here are two things you can do immediately to put these ideas into action.
First, ask good questions aimed at uncovering the real need or problem the customer has. Listen attentively to the answers. Never assume that you know already.
Second, the larger the gap the customer sees between where he is today and where he could be by using your product or service, the greater is his desire to buy. Show him continually the size of this gap.
Selling Higher-Priced Products Against Lower-Priced Competition
Increase your sales and income immediately. Learn how to sell more, faster, easier, and at higher prices and profits – in any market!
In this 60-minute CD, I show you the best strategies and skills for dealing with price used by the highest paid salespeople in every industry.
Tags: Financial Success
Posted by Brian Tracy on Oct 1, 2007
The 80/20 Rule is one of the most helpful of all concepts of time and life management.
It is also called the Pareto Principle after its founder, the Italian economist Vilfredo Pareto, who first wrote about it in 1895. Pareto noticed that people in his society seemed to divide naturally into what he called the "vital few," the top 20% in terms of money and influence, and the "trivial many," the bottom 80%.
The Great Discovery
He later discovered that virtually all economic activity was subject to this Pareto Principle as well.
For example, this rule says that 20% of your activities will account for 80% of your results. 20% of your customers will account for 80% of your sales. 20% of your products or services will account for 80% of your profits. 20% of your tasks will account for 80% of the value of what you do, and so on.
This means that if you have a list of ten items to do, two of those items will turn out to be worth as much or more than the other eight items put together.
The Greatest Payoff
Here is an interesting discovery. Each of these tasks may take the same amount of time to accomplish. But one or two of those tasks will contribute five or ten times the value as any of the others.
Often, one item on a list of ten things that you have to do can be worth more than all the other nine items put together. This task is invariably the one that you should do first.
The Most Valuable Tasks
The most valuable tasks you can do each day are often the hardest and most complex. But the payoff and rewards for completing these tasks efficiently can be tremendous. For this reason, you must adamantly refuse to work on tasks in the bottom 80% while you still have tasks in the top 20% left to be done.
Before you begin work, always ask yourself, "Is this task in the top 20% of my activities or in the bottom 80%?"
Getting Started
The hardest part of any important task is getting started on it in the first place. Once you actually begin work on a valuable task, you seem to be naturally motivated to continue. There is a part of your mind that loves to be busy working on significant tasks that can really make a difference. Your job is to feed this part of your mind continually.
Managing Your Life
Time management is really life management, personal management. It is really taking control over the sequence of events. Time management is control over what you do next. And you are always free to choose the task that you will do next. Your ability to choose between the important and the unimportant is the key determinant of your success in life and work.
Effective, productive people discipline themselves to start on the most important task that is before them. They force themselves to eat that frog, whatever it is. As a result, they accomplish vastly more than the average person and are much happier as a result. This should be your way of working as well.
Action Exercises
Make a list of all the key goals, activities, projects and responsibilities in your life today. Which of them are, or could be, in the top 10% or 20% of tasks that represent, or could represent, 80% or 90% of your results?
Resolve today that you are going to spend more and more of your time working in those few areas that can really make a difference in your life and career, and less and less time on lower value activities.
How to Master Your Time
Master your time and Master your life!
I have created a special 6-CD audio program that will give you everything you will ever need to know about mastering your time for your personal life and career. Your life will simply work better.
6-CD audio program
Tags: Leadership Success
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