Success Tips Newsletter
In this Issue: A simple fix for revenue shortfalls
by Eric Albertson
Word Count: 987
Time to Read: 2-3 minutes
An innovative and quick boost to revenue
This newsletter suggests a tactic that is a good fit for any kind of professional service sales situation. Having said that, almost anyone can use this tactic to boost margin and revenue, while getting a number of additional benefits in the process.
The core message
Most of us communicate with our world through just one medium, or use just one tactic. I am suggesting here, that you use a second tactic that uses the human voice. Read on for a simple plan to put this powerful tactic to use in your life now, and check-out the example. Lets call it Fast & Simple.
Why is the human voice so important a part of the mix?
First, the human voice; yours and some of your satisfied client voices, are dramatically richer in persuasive information than just the written word.
Second, the human voice is often better than the written word at cutting through the noise and getting into the Magic 7 (Magic 7 refers to the average number of things that most human beings can focus their attention on at any given time. If you don't get someone's attention, you wont get them to do what you want them to do).
More bills than income on the horizon: the story
You probably have done great work for clients, but have gotten so busy that you let the pipeline dry up. You are now faced with a scramble to generate more revenue fast, to pay the overhead, make payroll, and keep your profits in the black.
The fix needs to be fast and simple
You are seeking something that you can do relatively fast and simply, that will get revenue and profits back in gear.
Bills first experience with fast & simple
Bill is an old friend. I love Bill. He is no sales & marketing wiz, but his service is simply amazing in the way it produces results for his clients.
Bill doesn't see the true worth of what he does as clearly as his clients
Over the last few years Bill has lost sight of just how powerful the solution he offers really is. Like most of us, we don't see our own value clearly, and, to our own detriment, deeply discount it. Bill would be the poster child for this version of marketing and sales death.
Side Note: If you are serious about increasing your net margins 5 percent to 25 percent +, please consider the Margin Boost Class, starting November 1st. Only 20 seats are available. Marketing Fast Track graduates get 25 percent off. Contact me for details.
Too busy doing, to market
Bills sales funnel started drying up to the point that he could no longer ignore the pain and finally had to get into action.
The plan
I gave Bill a plan. He took action. The call participants reported things that they liked about Bills service that he had never known. He was blown away. He was pleased. He was delighted.
Here is the simple plan:
1. Invite four past clients to spend an hour in talking about what using your service has meant to them. Do it via a tele-seminar.* (Don't let the term, tele-seminar, put you off. I will give you a link that will make that the least of your worries.)
2. Build a list of questions that you intend to ask and get it to your four past clients well in advance, so that they can be thinking about their answers well before they have to speak.
3. Remind them of the day, hour, and details of getting on the call a couple of times prior to the call.
4. Ask a well-spoken friend to be a moderator and to pose your questions to the group. You can be on the call, but you shouldnt ask the questions. If you do, the answers wont be the same, in my experience.
5. Use the tele-seminar service or your own digital recording device to record the call. Limit the call to 30 minutes at the most.
6. Transcribe the call. It costs very little and will give you a report that you can email or send via the good old US Mail.
7. Then, when someone says, Tell me more, you can share the recording or the transcript and let your happy customers tell them more. Here is a transcription service I have used and like: http://www.virtualassistantbbss.com
Post-call reaction
After the call, Bill reported that both he and his clients, loved the experience.
Insights he never would have gotten otherwise
The clients gave Bill new insights into the problems he solved and the value they received. He can use these insights in his marketing right now. Fast & simple.
New marketing tools for next to nothing
Now, with the recording and transcript, Bill has a marketing tool that will last as long as he keeps offering the service. It comes from credible sources, who can, and do, say things about Bill and his offering that he could neither say himself, nor would he have thought to say.
Can you take action on this simple plan too?
Do you have a wonderful product or service that is not getting the attention it deserves? Consider following the plan above. You may be amazed at what people are thinking about the value you deliver. If you have repeat customers, the likelihood that this will work for you is high.
To your success,
Eric
eric@succeedinginbusiness.com
(503) 635-2319
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PS: Thanks for your gracious tolerance of multiple emails and other slop as we stumble our way onto a new platform for sending our newsletter. Your patience is deeply appreciated.
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