Sales Principles for Entrepreneurs

Anyone had Hawaiian BBQ before? Yummy! Today I went to a local Hawaiian BBQ joint for lunch. I enjoy the food. The atmosphere leaves a lot to be desired. But this caused an unexpected sales lesson today. What I’m about to share will apply to any entrepreneur.

This is a fast food style restaurant. Meaning, you order your food, sit down while they make it, and then they’ll call you to the counter when it’s ready. I was sitting close to the order counter, so I could hear the interactions between the cashier & customers. One in particular stood out. It went like this:

• Customer was looking at the menu.
• Cashier asked, Can I help you?
• Customer said, yeah, in a minute.
• Cashier asked, you been here before, right?
• Customer said yes.
• Cashier said nothing, just smiled
• Customer then ordered.
• Cashier said, what no drink?
• Customer then ordered, but did not order a drink.
• Money changed hands, customer sat down waiting for her order to be cooked.

Now, it’s obvious to me that the cashier really had no sales training, and probably didn’t care. I’m not saying that this was her fault. I’ve been in this place a number of times before and the same cashier is always there. She’s kind and friendly, but certainly doesn’t go out of her way to ensure you have a good experience. Personally, I come back for the food. But, based on the amount of people in the restaurant, not a lot of people do.

There are a few things that the cashier could have done to make this a better experience for her customer. These are ideas you could do as well to help your customers have a better experience when dealing with your business.

• Suggested something to order when customer was looking at menu
• After the customer ordered, suggest that they order a secondary item; fries, rice, desert, etc.
• Ask the customer if they would like a drink when they place their order

Upselling is the easiest way to generate more revenue, yet it’s the least applied sales principle. It really works! If you don’t believe me, go to McDonalds and try to order a Big Mac. 99% of the time, you’ll be asked if you want fries with that. Are you kindly upselling your customers?

Here’s another thing, when you’re leaving and half way out the door the lady behind the counter yells: “Mahalo, Thank You!” That’s nice and all, but I don’t think it’s necessary to yell something to your customer’s backs when they are leaving. That doesn’t feel very warm or friendly.
A simple Mahalo (Thank you in Hawaiian) after ordering would be pleasant enough.

Also, give the customer something to take with them to keep in their card reminding them to come back again. A menu, frequent buyer card, magnet, business card; anything with the restaurant name, phone number location and web site on it, ANYTHING!

These tips will work in any business setting. So try them. Right now, make a list of 3 new things you will do when a customer is buying from you. Then implement them right away.

Entrepreneur Marketing Tips

Below is a collection of some excellent articles & posts I've found specifically for entrepreneurs. There are tons of ideas on for both internet & local marketing for you in this post. Enjoy!

Get the Most for your written testimonials
by: Ivan Misner (from entrepreneur.com)
Make it standard practice to ask clients and contacts for testimonials and you'll build your credibility and your business.

15 Sites for Promoting Your Local Business
by: Kristin Edelhauser (from entrepreneur.com)

Want to get your name out to locals and visitors alike? Take advantage of these online marketing sites and watch your business grow.

10 Powerful Marketing Tips for Small Business
by: Ann Marie Rubertone (from About.com)
Inexpensive, yet effective ways for small businesses to market. Mostly tips designed to spread your message within your local geographic area.

How to Get a Top Listing in Google, Yahoo and Bing
by: Joe Manna (from Infusionsoft.com)
You probably are aware of all the ways that you should perform SEO, maybe even dabble in a bit of paid search engine marketing and even getting yourself noticed in social media. Getting the top listings in search engines such as Google, MSN/Live/Bing and Yahoo are the difference between getting Web leads and no leads.

7 Small Business Marketing Tips
by: Bob Leduc (from businessknowhow.com)
Here are 7 low-cost but highly effective marketing tips to help any small business find customers and generate sales quickly

Infusionsoft News

*For a free Infusionsoft trial, visit www.tryinfusionsoft.com

Infusionsoft is a revolutionary software package designed specifically for Small Business & Entrepreneurs. It combines Contact Relationship Management (CRM), email marketing & e-commerence in one easy to use software package. But, the real magic is in the automatic follow up engine, because it makes it easy for entrepreneurs to fix their follow-up failure.

The company promises to Double Your Sales if you use Infusionsoft. That's a Bold claim. But it works and here's the proof that it works!

If you're interested in learning more about Infusionsoft, please click here.

Recently, I've found a ton of excellent information on the web about Infusionsoft. So below is information on what's new with Infusionsoft and why every entrepreneur should try Infusionsoft.

____________________________________________________________________

Straight talk about email marketing, shopping carts and CRM software
Double your sales guarantee: "If you use Infusionsoft for 1 year and don't double your sales, Infusionsoft will give you $1000 back when you cancel." * Used by Dan Kennedy, Frank Kern, Rich Shefren, Michael Gerber… and me ...

Big Business (Tries to) Go Small
by Tyler Garns
A couple weeks ago, Dave and I were invited to attend the Warrillow Summit in Las Vegas, which focused on connecting big business companies around small.

My Visit to Zappos: Great Company Culture | Infusionsoft Blog
by Clate Mask
I had a great visit last week to Zappos where I took a tour of their facility and had lunch with CEO, Tony Hseih. We took a trip out there to see how Tony keeps.

Looking for Answers In an Infusionsoft Review
By: dpthailand.com
There are a number of the that have the features that I am looking for, but I am very impressed by the guarantee that Infusionsoft provides. I am seriously considering purchasing this program, but would like to find an honest review ...

Marketing automatic software with Infusionsoft | Sharing Information
Sharing information about how to make money online with affiliate marketing, internet marketing, get paid to blog, pay per click, SEO, and more.

The Face of the American Entrepreneur

by Dean

“It turned out that our idea for the project was perfectly in line with Infusionsoft's message - that this is the age of the entrepreneur and that small business growth will be the key to bringing the country out of our current economic ...

Do's & Dont's of Marketing Hype

Saw a Tweet the other day that said, “How to be a successful entrepreneur in 10 minutes.” 10 minutes, really? I suppose you could reach some sort of level of success in 10 minutes. But I don’t think many entrepreneurs would be happy there.

Real success takes time & effort. I don’t know of a single company or solo entrepreneur who became successful in 10 minutes. For many, they may have had a 10 minute period that launched them into a new level of success. But, that is generally preceded by an extended period of effort.

Point is, I get sick of the hype. It gives entrepreneurs & internet marketing a bad rap. For example, while writing this I pulled off of Twitter a few 'hype' tweets. Have you seen any of them before?

• Get RICH in just 3 easy steps
• So easy, even my blind Grandmother could do it
• Home Business Tips: How To Make Money
• Guaranteed $125 within 24 hrs signup now
• Win a FREE iPod Touch
• Sign up Free and earn $125 cash
• The SEXIEST term to a network marketer's ear

I'm not even sure how a term can be sexy.

Each was accompanied with a hyper link that I’m sure led to some magical place that will immediately make me a successful entrepreneur. Yeah right!

As an entrepreneur, do you over hype yourself and your products? If so, why? I’ve found that most people really relate to down to earth people who are selling a product or service of real value. Few fall in love with the over-hype guys. Presenting your product as effective, exciting and beneficial is certainly vital. But over-hyping it shows to me that your too desperate to sell something.

So my challenge to you is this; keep the hype to a minimum. Be yourself and accurately present who you are are and what your trying to accomplish.


That being said, my next post will give you 7 easy steps on how to make your mother in law happy, make you rich beyond your wildest dreams and cure cancer in only 3 minutes! ;-)

Zig Ziglar Goal Setting

The other day I listened to Zig Ziglar’s Audio book called; How To Be A Winner. Zig truly is the sales & motivation master. His insights are inspiring and if followed and executed, they will truly help you lead a successful life.

On this particular CD, he gave a few outstanding tips on goals which I’d like to share. Entrepreneurs by nature are generally goal oriented. Not all entrepreneurs will formally write out their goals, but they generally have them. Often those goals are financially based. Nearly always they are performance based. For example, this month I'll sell x amount of new units. Or, this week I will introduce my service to 10 new prospects.

Ultimately, creating the goal properly is essential. Zig outlined 6 steps for creating a goal, as well as 4 characteristics of goals. They are:

6 steps of creating goals

1. Identify your goal. What do you want to accomplish?
2. Set a deadline for reaching your goal
3. Make a list of obstacles that must be overcome to reach your goal.
4. Identify people who can help you overcome those obstacles.
5. Makes a list of all skills you have and those you need to obtain in order to achieve your goals
6. Develop a plan to achieve this goal.

Also, there are specific characteristics that each goal must possess. This will help you set the correct type of goal.

Characteristics of a Goal

1. To be effective, the goal must effect change
2. You must have big goals as well as long term goals
3. If you don’t have daily objectives you qualify as a dreamer and not as a doer. Daily action toward goal achievement is essential! Zig added, The difference between great and near great is the awareness that making it big means working every day to your long term objectives.
4. Goals must be specific, not vague or general. If you want to reach your goal you must be able to see touch & smell it.

Goals don't have to be complicated or overly lofty. I've found the most effective goals are simple, achievable, yet will stretch you slightly outside of your comfort zone.

I encourage you to follow these goal setting tips. Try it right now. Create a goal for something you'd like to achieve in the next week. Then, leave a comment to this blog post and tell us how you did.

Always remember, Whether you think you can or think you can’t you are generally right!

An Unplanned Infusionsoft Roadtrip

I spent the past few days on an amazing road trip with my family. We visited tons of little towns and tourist spots in Utah. Little did I know that it would turn into an entrepreneurial voyage which taught me more about the small businesses in America.

Many of the people we visited were entrepreneurs. We visited a house painter, a small business marketing expert, a nutrition product reseller, an artist and the marketing director for a small chemical business. Some of these were long time friends while others are new faces.

It’s always fun and refreshing for me to meet with entrepreneurs. I love their can-do attitude. They always seem to be working through challenges & obstacles, rather than letting life run them. They lead great lives. This doesn’t mean that they are all rich, but rather they are all fulfilled with what life has to offer.

I made a point with each visit to ask each what their biggest challenges in business were. Each had the same answer; they are good at what they do, but they have no idea how to market themselves or their businesses. Their follow up ranged from non-existent to minimal. They needed help, but as with most entrepreneurs they had little extra finances to hire the necessary assistance.

This lead to many good conversations about Infusionsoft. Infusionsoft combines CRM, email marketing and ecommerce into one system. But, the real magic is in the automatic follow-up engine. It makes it easy for entrepreneurs to fix their follow up failure. I was able to coach these friends on how to properly follow-up with each prospect & customer, without taking time away from their core business functions.

All were very interested in what Infusionsoft had to offer. I was excited to help my friends grow their businesses through Infusionsoft!

This wasn't intended to be a work trip, but I’m sure glad it turned into one. I guess that's what happens when you love and live your work.

Entrepreneurship is not only the back bone, but also the heart & soul of American business.

Rich Schefren & Stephen Pierce Seminar

Some exciting news.....There is a marketing and business building seminar being held June 26 -27 in Los Angeles, featuring world-renowned author and speaker Michael Gerber, business genius and marketing phenomenon Rich Schefren, “World’s #1 Wealth Advocate”, Stephen Pierce, and sales and marketing automation experts from Infusionsoft that will rock your world and make you look at your business in an entirely new way.

Are you a slave to your business, working 80 plus hours a week and not having the results that you want? This is the place to be to get off that treadmill and learn the secrets many businesses are using to automate many of your most time consuming tasks and ending the riddle of follow up with customers and prospects.

You will see how implementing just a couple of these strategies will give you more time in the day, and picking up new customers quickly and easily with the magic of automation!

The seminar is not free, but admission is set at an embarrassingly low $199 per person. With an admission fee, you weed out tire kickers, seminar junkies and the like, and the attendees are people you would actually WANT to meet and network with.

There are only a very finite number of seats available so register NOW.

Register Here

The exact location will only be given to people who register. It will be in LA at one of the larger hotels near LAX, that’s the only hint we can give!

You are going to see, hear, and learn:

• How ‘set it and forget it’ automation strategies will deliver more new customers in a month than you now get all year.
• How to ‘re-activate’ you dead list and find value where you thought there was none.
• The single most important ‘number’ you MUST know and use in your business – there is a 98% probability that you are NOT using it now.
• 4 break through strategies to make your business immune to the recession and current market conditions in your business area.
• And so much more!

Many entrepreneurs can fall into the ‘blaming the economy’ for all your problems, and become a self-fulfilling prophesy where you can begin accepting poor sales and profitability. I guarantee after attending this seminar, you will never feel that way again.

So while this is fresh in your mind, register now!

Register Here

This is a rare opportunity to learn from the masters themselves….people who run businesses NOW and not in their dimmest memories…..who can provide you with easy-to-use tools to completely re-invent your business plan and results!

P.S. A FREE lunch will be provided for both days of the seminar!

Register Here

Tips to manage Business & Life

If you're like most entrepreneurs, you have more to do than time to do it. Let’s face it, that’s part of the thrill of entrepreneurship, but it’s also a major downfall.

I've found that too many entrepreneurs get so wrapped up in their businesses, and forget to take care of the other aspects of their lives. (Stop & think, how many overweight entrepreneurs do you know? ) When you focus too much on your business a lot of negative effects result. Families are neglected, friends are lost, and the physical and mental health of the small business owner declines. (Just to name a few.)

So here are some tips for being able to successfully manage your business & your life:

• Automate your business- I love business automation! It's the best kept secret in the business world. Too many entrepreneurs I work with aren't automating. They are doing everything manually. You've got to stop this! When you put your business on auto-pilot you have more time for other things.

Here are three easy to use automation tools to try:

1. For your Business
2. For Twitter
3. Website Design

• Put systems into place. If you repeatedly do something the same way, you'll make few mistakes. In other words, it becomes a habit. Write a list of everything that you do. Figure out a process for everything you do. Then follow it religiously.
• Be More educated. Working smarter could mean working less. Spend time taking classes & reading books about your industry. You will learn tips on how to be more effective. Click here to view useful educational products.
  
• Take time for you. Believe it or not, taking a day off can add to your productivity. Your health improve, your personal life will be happier and you'll be more focused when working.
  
• Go home- set a time schedule for yourself. Schedule the number of hours you will work and stick to that plan.
• Set your priorities- Every day, create a task list & prioritize the list. Do your most important products first. One word of advice, be sure sure to add time with friends and family as a top priority.
  

Follow these tips you'll be more product and will have more of your precious time back.

One final thought, remember; nobody ever lay on their deathbed wishing they had spent more time at the office!

$5 Twitter Trick

Have you heard of the $5 Twitter Trick yet? If you've spent any time on Twitter, you probably have seen it. I've run across the ad about a million times so tonight I broke down and bought it.

In fairness to the author, I won't give away what they consider their actual 'trick.' I will say this, most of the 'trick' is common sense and many Twitter followers probably already follow their tactics. But, there are some great tips. I've seen a few of new Tweeters who claimed to gain a thousand or so followers in just a few days following these tactics.

The guide was filled with tons of other good social media info. Some topics included:

• How to tie your Blog to Twitter
• Why Twitter can't replace your blog
• Getting to know your Tweeps
• Why Twitter is an easy way to gain clients
• Best business practices for Twitter
• Branding your Twitter Profile
• Best Following / un-following practices

I was pleased to see that their ideas weren't full of way so simply SPAM. Instead, there is good content on how to effectively use Twitter as a marketing tool.

In addition to purchasing the guide, you also receive a few other Twitter guides on automation & driving traffic to your blog. You can also purchase different levels of reseller rights. I didn't do that, but it seemed like a good value.

If you're interested, pick up a copy by clicking here. I think it's worth the $5!

Twitter Guides & Resources

There are a ton of resources & guides available on how to use Twitter. I've put together a list of some of my favorites:

Professional Twitter Marketing - Hummingbird

This is the best program I've seem. Here are a few Tweeters who claim to be using Hummingbird:
Sarah Turner - @Sarah_Turner 35,000+ followers
Travis Campbell - @mpdotcom - 20,000+ followers
Josh - @therealJosh - 16,000+ followers
Gary Vaynerchuk - @GaryVee - 430,000+ followers

It works!

Tweeter Getter Get 19,530 followers in 30 days. All you have to do is enter your Twitter name.

RevTwt
It's simple: Post tweets and get paid every time someone click on that link. Yes, it's really that easy!

Below are a few Twitter Guides

Twitter Traffic Machine - The Automated Growth & Money Making System. This system Explains How To Grow A Twitter Account Rapidly W/total Automation Via 5 Videos. In Video 6, We Then Show How Create A Viral Affiliate Business. The System Is Automated For Affiliates Using Your Twitter Account. Turn It On, Forget, & Make Money!

Turbo Cash Generator - Generate Cash At Will Using Twitter! - Using The Turbo Cash Generator You Can Generate Cash At Will Using Twitter. It's All Done Automatically. Just Sign Up, Enter Your Twitter Details And Start Earning.

Twitter Trick - The $5 Twitter Trick - This is a simple guide with excellent tips.

Twitter Traffic Exposed - Discover How To Tap Into A Massive Flow Of Traffic From Twitter Today & Make More Money In Your Online Business Guaranteed.