How to Get 100’s More Clients Simply From Every Marketing You Do
If you can’t answer “How many responses, and clients, I should get from every piece of marketing I send?” then you aren’t in control of your marketing.
Imagine for a minute that if you KNEW that you could get at least 10% response every time you sent marketing, whether that would be website, direct mail, email, direct calls, webinars, etc. And that would work out to 100’s of times more than where you are now.
And do you know of a way to quickly raise that number by many, many times more?
I am surprised when I start working with a new client that they don’t know the answers to those questions. But once they do have those answers, we can start working toward increasing those responses by 100’s more.
Frequently when I do get their answers the answers are really down around 1 out of 1,000, or 0.1% or less.
The goal I have for my customers is to teach them how to reach 10% or more of the people they reach out to with their marketing. Let’s see, that is 100 times more than where most start when they finally define the response rate they started at.
Let’s take a look at the Marketing Formula below. It shows that you have two opportunities to get 100’s of times more. One is the response rate of your marketing message that I mentioned above, and the other is how many people get to see your marketing message (which is also how many you send it to, or get to see it).
It really is easy to increase the number of people who call you begging you to help them every time you do your marketing. Imagine if you only increased the size of your marketing by 3 times, and increased your marketing response by 3 times, that is 10 times more people asking you about your services or product.
So what is the difference?
The average marketing, which is poor, essentially talks about themselves, their services or products, their experience (time doing what they do), naming what they do., their credentials/degrees, etc. But this isn’t what your customers really want to know, and that is why you don’t get a BIG response.
What your prospects REALLY WANT TO KNOW is the RESULT they will get from working with you, or buying your products or services, AND especially the value (how big, how fast, how exciting).
Let’s take a look at two different ways we might lay out a marketing attempt for a doctor. We’ll start with a doctor who just happens to be at a networking event and is standing right next to his ideal client, but, as of yet, neither of them know that they need the other.
The conversation starts by asking, “What do you do?”
The typical answer is “I am a doctor”. As I said above, that is about the doctor rather than what your prospect might really want to know.
This person standing next to him just happens to be his IDEAL patient, and also has been told that he has less than 3 months to live. He has pancreatic cancer and has already been to just about every doctor he could get to, and every one of them have said that he has less than 3 months or less to live.
This doctor specializes in pancreatic cancer, and actually has the answer this person needs. But when he starts out with “I am a doctor”, that is more “about him” instead of THE RESULT he wants.. This ideal patient, who has already seen 100’s of “plain old doctors” almost runs to hide. He doesn’t need to see another just plain old doctor.
Imagine, how many times have you talked about yourself, what you do, what your products are, what your services are, what you do instead of the results you could deliver, and how much value, how big, how fast.
What would happen if the doctor answered the question, “What do you do?” by simply explaining the results first.
Let’s try a different approach ———————–
“What do you do?”
“I work with pancreatic cancer patients who have been told they have 3 months or less to live. About 80% of my patients walk our CURED in less than 3 months.”
If you were this prospective patient, wouldn’t you almost immediately be down on your hands and knees begging this doctor to help you?
In fact, can’t you imagine that the measurable response to this doctor’s marketing message is nearly 100%. And not only will they all want to talk further, they will almost BEG him to help them.
That’s the response rate, and the kind of response we want every time we send out our marketing. And the ONLY thing done differently here was that there was no mention that this is “a doctor”, or that he has 20 years of experience, or even has any type of degree. The ONLY thing he did say was telling what kind of result he gives, and how valuable.
Yet, I challenge you to look around you at every piece of marketing that comes through your door and it will be “about them”, and possibly “about their service” rather than results and value.
Now imagine, the example I used would just about have 100% response, and the customer BEGGING you to help them. But I’m talking about 10% or more. Just think!
How many people response to every one of your marketing pieces now? And if you could actually jump to 10%, how many times more clients and dollars would you be making?
And have you ever had any customers BEGGING you to help them?
If you’d like to discuss your business results, increase them many times, give me a call, 816916-6141. My goal for my clients is to MULTIPLY your current results, multiply by $100K steps, multiply your efficiency (more dollars for less time). Give me a call, and let’s discuss what multipliers you could get.
Helping small business owners to reach another $100K to $1M within months
Author of Upcoming Book: “Secrets to $100K Additional Business Quickly and Easily”