Master Deal Maker Secrets

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Education-based marketing is the most effective way to create separation between you and your competitors in a world where everybody is promising inverted commerce, good service, and a great product that becomes null and void.

I became aware of education-based marketing through the late great Chet Holmes. He wrote a book called The Ultimate Sales Machine. In fact, I quoted him in my book, “High Stakes Selling,” as saying: “The one who gives the market the most and best information will always slaughter the one who just wants to sell products or services.”

I would qualify that by saying, if you just give the market lots of information about your product, then you're not even going to put a scratch on your competition. It is educating the market so that they can become better-informed consumers.

A beautiful example of this is a guy who I just met at the weekend. He has a business where he goes into retirement villages and he refurbishes the units.

There's a relatively higher turnover for units in retirement villages because when people pass away, their family doesn't need that particular unit anymore. They want to resell it to someone else.

This guy is doing these refurbishments, and he has a lot of competition. And what he said is that the competition going there and I under Kadeem on price and they have dodgy workmanship.

His question to me was, “How do I get in front of these facility managers?”

He said that the three things that they need to keep in mind and that they need to do is to 1) make sure their refurbishment projects are completed on time, 2) they're within budget, and 3) they're completed without any defects - so that they don't have tradespeople traipsing in and out of the place for six months after the unit has been supposedly refurbished.

I said to him, “How do you think you'll go with that?”

He said that'll work for sure.

It's about looking at the world through the lens of the person that you are targeting and putting together a piece of education that has nothing to do with your product, but positions you as an expert in the process.

This is a powerful exercise to do. My thinking for you is, what could you do to educate that particular target on how to avoid those things happening? And if you can work out how to do that, then you're going to get a much bigger percentage of the attention for that market for any product that we talked about.

You're definitely going to get the attention of the 3% that are buying now. You'll get the attention of the 7% that are in the market, but you also get a bigger percentage of that 30% that are open to it, and even the 30% that are not thinking about it.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you’ll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Recently, I chatted with my old friend, AJ Roberts, an exceptional growth consultant. He is an accomplished marketer in his own right. He is a serial entrepreneur, a podcaster, a speaker, and actually a two-time world-record weightlifter.

Listen to the podcast to hear about lessons learned from AJ's biggest deal ever.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Recently, I chatted with my old friend, AJ Roberts, an exceptional growth consultant. He is an accomplished marketer in his own right. He is a serial entrepreneur, a podcaster, a speaker, and actually a two-time world-record weightlifter.

AJ first discussed the company he runs called Barbell Business, which is one of the top fitness podcasts on iTunes at the time. They saw how the barbell business would be a great spinoff to work with the listeners of the podcast who owned gyms.

He noted that gym owners like to be coaches. And so, the last thing they ever want to do is sales and marketing. What they taught was: if the owners could pay a fee, they could essentially set them up with a website with the lead magnets, follow-up emails, and conversion mechanisms.

But AJ said that there was another company in the marketplace that’s already built that out on in logic; so, they connected with them. He told his partners at the time that they’re going to say that they want 60%, and they would give them the 40%; and that they own the rights to everything. They agreed and AJ’s team ended up with 150 gyms paying them roughly 100,000 bucks a month!

Some people don't have the cashflow to do heavy-paid advertising. Word of mouth was okay. But AJ said that with gym owners, it's a little different when it's business to business referrals. So what AJ’s team had is this captive audience. It’s a match made in heaven that they had the product and AJ’s team had the audience.

It’s such a valuable service to offer: if you can be the deal maker or the person that puts that together, there's always going to be a great relationship.

AJ pointed out another factor: you can set those initial deals, but the due diligence needs to be done at a lot deeper level.

I also asked AJ if there are any patterns that he is seeing in their day-to-day workings through their webinars. He noted that most people think that ‘sales and marketing’ when they thought of ‘revenue generation.’ Can we sell more to the same person? Can we upgrade the people we have? Can we increase the value of the customers?

It is a constant process and a pain, because nobody likes customer support. Very rarely would write and be like, “Hey, I just wanted to let you guys know you're awesome.”

Everybody's writing would be like, “This doesn't work well,” “I don't know how to do this.” And so, he said that being able to bring customer experience into the metrics would matter. Like, how long does a customer stay and what's the difference between a customer who stays for a year or longer, versus a customer who's only there for a couple of months?

What's the difference between a customer who takes the trial and someone who activates their account and pays? How do we get more of them? And for those that don't, what is it that would've made the difference?

AJ also discussed how most businesses nowadays enter into the subscription business. He noted that one doesn't have to be in the subscription business to have a relationship with the customers beyond the purchase.

You just need to look at the systems that you've got in place for retention, and how is it that you can create an experience where people simply don't want to leave.

With the episode today, we got some powerful take-aways from AJ Roberts. For anyone looking to grow your business, it’s important to have this quality: due diligence about retention and about customer experience.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you’ll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

There are a lot of coaches out there to choose from and many are awesome. I am absolutely stunned by some clever people out there that can help you with your business, but there are a number who are either starting out and often don't have the specific skills needed to help you, even though they have the best of intentions to get a great return on your investment in their service

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

There are a lot of coaches out there to choose from and many are awesome. I am absolutely stunned by some clever people out there that can help you with your business, but there are a number who are either starting out and often don't have the specific skills needed to help you, even though they have the best of intentions to get a great return on your investment in their services.

I often actually say my biggest blockage to do business with new clients comes from the bad experience that they had with a previous consultant or a coach or mentor that they then assumed would be their experience with anyone else that they decided they were going to work with after that. Some people have a lens that they look through and tells them that all coaches are going to be as bad as the bad experience that they had, which is obviously not accurate. So the situation can become toxic for everyone.

My idea in this episode was to give you some considerations that you can have in mind when you're talking to somebody about working with them. So the first one is make sure that they understand you, your business and what it is that you want or even better, they have a process to help you clarify what you want. Often times, you might want one or you might think that you need or want one thing, but you actually need something very different. That's the cool thing about hiring an expert. Make sure they can help you actually clarify what you want or point you in the right direction for what it is that you need.

Point number two is make sure that you know who specifically is going to be working with you. Try to get the actual guy who owns the business rather than an underling. If it's an underling, there's a good chance that that person will not have the same level of expertise as what the actual main guy will.

Point number three is make sure that you're clear on how you're going to measure your progress. What are the metrics that you're going to use to work out that you have succeeded? That's pretty easy. What do you want your conversion rate to be? What do you want your monthly sales to be? Do I feel confident that I can help you to actually achieve those outcomes? Sometimes the answer to that is no, and it's better to know that upfront.

Fourth one is make sure that the person has a track record in helping people to do what it is that you want to do. Does this person you’re looking to hire has a track record in helping people to do what it is that you want them to do?

Number five is make sure that you can get help when you need it. If you need to get something knotted out, you need to have access to that particular person.

I know that there's a lot of coaches out there. I know that the advice industry is growing but these are the ones that I think would be very worthwhile to keep in mind if you are looking to hire someone.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you’ll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

In this week’s podcast, Episode 30, we’re going to talk about psycho-phobic words. 

The words we use all have connotations. In sales, it's the same. There are all these words that we often use as salespeople and they have negative connotations. If you use enough of these, you end up with a situation where someone has got all these red flags being triggered in their brain.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

In this week’s podcast, Episode 30, we’re going to talk about psycho-phobic words. 

Words are powerful. The words we use all have connotations. In sales, it's the same. There are all these words that we often use as salespeople and they have negative connotations. If you use enough of these, you end up with a situation where someone has got all these red flags being triggered in their brain.

I'm going to share with you some words and the equivalent that you should replace them with. 

So, the first one is ‘cost’. Why would I suggest that you don't use the word cost? No one wants to pay the cost. Everyone wants to keep costs down. If you look at the neuro-association with the word ‘cost’, there are all of these different connotations that people had for it. So instead of saying cost, one of the best things you can say is: ‘valued at’

The next one is ‘price’. There are sorts of different ways that you can present price. One of the best things you can use is the number. So rather than saying ‘$4,599’, one of the best ways you can say that is ‘four, five, nine, nine’. It sounds like a low number. This is all happening on a subconscious level, but people make buying decisions for reasons that would blow your mind. And it can make the difference between someone buying from you or not buying from you. 

So another word is ‘cancel’. So rather than saying, “Oh, I just had someone cancel an appointment with me.” One of the best things that you can say there is, “I just had somebody to reschedule.” I've been in business now for over 30 years. I've never had anyone ‘cancel an appointment’ with me. I've had lots of people ‘reschedule’. But you can say the reasons. When you're talking to someone and you say, “Oh, I've had a client cancel.” They're going to be thinking, “Why did that person cancel?”

So instead of ‘cancel’, ‘reschedule a contract’. So again, ‘contract’ sounds like someone's being locked in. One of the best things that you can do is refer to that particular document as an ‘agreement’ because they are agreeing with you conceptually, and the paperwork simply confirms that agreement. 

Another one is ‘sign’. So rather than getting somebody to sign something, just get them to ‘okay’. If I could get you to ‘okay’ the agreement or if I could just get your ‘okay’, then there it is. 

To note: these are making people's buying experience with you smoother and less clunky. 

The next one is ‘sold’. Instead of saying, “Oh yeah, we sold him a house on Smith Street.” It should be like: “Oh yay! We help them to move from their previous address to Smith Street.”

If you're trying to catch up with someone, better not use the word ‘meeting’ because what's implied is that there's some kind of obligation and that they are going to be committed to something or obliged to do something. Rather than saying, “I want to organize a meeting,” say “It'd be great to organize a time to catch up.” It sounds a lot less confronting and less formal. 

The next one is ‘following up’. What type of people ‘follow up’? Stereotypical pushy-type salespeople. We would be better to not sound like those people. Instead, say “I'm coming back to you,” or, “I thought I'd give you a call.” 

Try and get rid of the word ‘proposal’. Why? Because, semantically, you know, the word means it’s not a done deal. It's something that hasn't happened yet. It hasn't been agreed to yet. If you are going to put together a document, you'd be better to call it a ‘fee outline’. You could also call it an ‘action plan’. 

The next word you should not use is ‘honestly’. What's implied is that everything else that you’ve said is dishonest. Replace it with ‘quite frankly’ instead. 

The other word to get rid of is the word ‘basically’. I would replace it with ‘essentially’, which lifts everything else that comes after it. 

There are certainly some more words that I could add to that; but if you were to start with eliminating those from your sales vocabulary, I think that you will do very well.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you’ll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Now, for the 29th episode, we talked with Justin Brooke, a marketing and lead generation wizard. In this episode, we discussed how to generate 10,000 leads a day on Google.

Justin is the founder of adskills.com - one of the most progressive platforms in terms of learning how to use any ad platform.

Listen to the episode to learn how he gets clients 10,000 or more leads a d

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have. Now, for the 29th episode, we talked with Justin Brooke, a marketing and lead generation wizard. In this episode, we discussed how to generate 10,000 leads a day on Google. 

I was first exposed to Justin back in 2005, and I've been following him. He's the founder of adskills.com - which is one of the most progressive platforms in terms of learning how to use any ad platform. Justin and his team are training the next generation of media buyers and they're connecting them with great clients or jobs. More importantly, all of his courses are backed by millions of dollars in real-life campaign testing and they update them all the time.

So, I asked Justin what it takes to generate 10,000 leads a day on Google. He told the story that before, he felt he already had hit a ceiling around two or three thousand leads a day. But then he saw a business partner of his who shared a screenshot on Facebook one day – with 7,000 leads a day. And that’s where he wondered what the real ceiling is. Justin’s current record is 17,233 a day. 

Justin’s success trick is polls. Quizzes are a lead generation type of thing. But the difference with using polls is the latter is usually just A or B, Yes or No, This or That; whereas a quiz has multiple choices. He said to choose an emotional topic for the poll. The reason this works is because human beings want to feel heard. They want to feel like they've given their opinion on an issue. 

Moreover, Justin noted that in creating a poll, the page has to be simple because if you're going to do any kind of volume, you have to have fast-loading pages. You don't need them reading a bunch of things. You want them to just be clicking yes or no.

Justin also noted that he likes to use no opt-in form on the page. People call it a pop-up, but the technical definition is it’s an HTML lightbox with an opt-in form. And that is a crucial part of it. He set an example that he blurred a graph or chart, and people would need to enter their email address to see the results of the poll and to “see what others have voted”. Humans cannot resist this thing. There are some free and cheap tools that one can use like typeform.com, which allows you to do what's called conditional logic.

One important thing mentioned is: this is all done with Google ads, specifically Google display ads. They have a smart display campaign, which allows you to put in your creative skill, and you need to just put in a bunch of images and headlines, and they’re going to do all the split testing for you. 

Justin also discussed that the question he loves to ask that really trips people up is “What’s your process when the ads are not profitable?” When he was running his agency, he only charged people 15% of ad spend. He said he wanted the bulk of the money going to the ads. Then he’s going to have a much easier time showing an ROI to this customer, which means they're going to put more money into the ads and it's going to be a cycle. That's how he was able to get his clients.

Justin noted that you need to go for high-profits stuff. Creating polls is great. He said that you have to have a strong follow-up sequence behind there - no good sales pages and stuff like that. It’s definitely a volume play. 

Justin mentioned lastly about their media buying masters course. He said it’s probably the best course to start with because it teaches you the bigger picture. It teaches you how to fix failing campaigns. It teaches you the difference between behavioral targeting and contextual targets. It gives you the mindset and allows you to think like a pro.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you’ll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

 

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Testimonials, like third-party proof, is massive. There’s a statistic that says people are six or seven times more likely to accept or believe something that someone else says about you, than something that you can say about yourself.

In today's episode, John shares one simple strategy that gets your happy clients doing the selling for you.