Sales & Marketing Archives

Salespeople Have A Thermostat

If a salesperson has been getting a commission of approximately $50,000, then he/she won't make much more than that next year. The good thing for entrepreneurs is that the salesperson is unlikely to sell less the next year. Earning Temperature Think about the thermostat that controls the temperature in your home. If you set the thermostat for 70℉/21℃ in the winter, then anytime the temperature goes a degree below 70 degrees, the furnace will turn on and warm up your home. It doesn't heat to 70 degrees and then stop. It heats your home to a degree or two above…

Content Marketing Is Full Funnel

An Eye-Opening Lesson One of my favorite lessons learned at MicroConf in Las Vegas last week was from Russ Henneberry of Digital Marketer. There are 4 parts to successful content marketing: 1) AWARE 2) EVALUATE 3) CONVERT 4) COMMIT My Content Funnel Wasn't Full It was interesting to see where my content was falling short in each of these 4 parts. The main reason my content isn't a powerful marketing machine is that I haven't been treating it as a Full Funnel. My content has been almost exclusively in the AWARE category and almost zero in CONVERT. It made…

Authority: The Big Door In Your Business (Ultimate Guide, Part 3)

This is Part 3 of the Ultimate Guide to Increasing Your Income. If you haven't read Part 1 yet you can do that here, and Part 2 is here. The most critical part of marketing a service-based business is to create huge authority around your brand. You must be positioned as the most trustworthy, experienced and desirable player in your industry. Without that positioning, you’re going to have to scrape together clients with every bit of strength you have. You’ll have to justify your prices and provide lots of samples or case studies before you get started. In short, you’ll have…

3 Little Hinges That Swing Big Doors (Ultimate Guide, Part 2)

This is Part 2 of the Ultimate Guide to Increasing Your Income. If you haven't read Part 1 yet you can do that here. In any entrepreneurial business, it's wise (and profitable) to have multiple streams of revenue. Markets change, audiences change, and you need to be prepared if you want your business to thrive over the long term. If you're running a service-based business, this is even more important. Not only is there a limit on how much you and your team can achieve each week, but doing all the work yourself is inefficient. You should not be a…

The Ultimate Guide to Making More Money with Fewer Clients (Part 1)

Over the years, I've developed a very good way to make an excellent living delivering high-end B2B services. My goal when I started nearly 18 years ago was to make at least $100,000 with as few clients as possible. I wanted to take at least 12 weeks off and to travel as much as I wanted each year. While my number is significantly more than that these days, the system continues to work. I work when I want, where I want, as often as I want. When you're providing services, it's almost unheard of to have this level of autonomy.…

Popup Or Die!

Bringing you another taste of The Forge Entrepreneurship Community. The Forge is where I share ideas that are, well, a bit more on the edge than what I post here. Also, there are nearly 150 other entrepreneurs in the group sharing their strategies, tactics and mindset for success. If you're ready to mold yourself and your business, enter The Forge. *** POPUP OR DIE *** In defense of one of the most hated marketing mechanisms on the Internet. I've actually seen several morons claim popups were unethical. They also happened to be bloggers who blogged about blogging and those…

How I Lost A Million Dollars Ignoring Donald Trump

Confessions Of A Social Media Denier It wasn’t until Donald Trump came crashing onto the political scene in 2015 that I really saw the value of a social media platform. To be honest, I thought he was having a laugh that summer… and to some extent I still do. But having become a serious contender for the most powerful position in the world, it’s clear that the man knows something about creating a persona, a rhetoric, and most importantly, a loyal following. Had I been aware of his strategies a few years ago, I would be up at least a…

An Expert Approach to Growth Marketing

In this post you’re going to get an exclusive insight into growth marketing - a dynamic, data-driven, customer-centric system of marketing. It’s one of the most powerful ways to grow your business, and you’re getting it straight from one of the sharpest experts in the industry. Note: this is not about growth hacking. That’s a cheap-seats version of what we’re going to be talking about here - a pale, tactical imitation of a powerful, strategic approach. Sam Woods and I have worked together on a number of projects in the last few years, and his by-the-numbers methods have never steered…

How to Rapidly Increase Your Income

Dissatisfied with your small-time clients? Don't know how to go after bigger fish? I sat down with John Logar, business coach extraordinaire and owner of Consulting Unleashed, to dig into his system on how to position yourself to take on only highly targeted, highly motivated clients. He calls it the "Rapid Path to High Income". When you first start out as a consultant, small businesses are the easiest clients to pick up. They're the most common kind of business and easy to get to… but they also tend to be the most needy and demanding. Small businesses also tend to overestimate…

Maximize Your Growth Opportunities With Table Selection

Jon Myers is an international man of mystery, the Keyser Söze of remote entrepreneurship. He calls himself a “wandering designer,” and is an internationally sought-after product developer and UI authority. After our last interview (in which Jon disclosed the nitty-gritty of his personal design model), I wanted to find out how he got to his position in the first place. Was it a slow and calculated rise to power, or a snatching up of successive opportunities? Through an extensive undercover investigation, I was able to track him down once again. In this interview, we delve into the truth behind his…