Archive for the ‘Blog’ Category


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The incredible power of staying in touch


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The incredible power of staying in touch

Too often in business, we think the answer has to be complicated.

This is particularly the case when it comes to getting more clients.

There are all sorts of advanced systems for finding and converting clients, and you could spend 20 years studying the field and still not know half of them.

Many of these sales systems are brilliant, and can genuinely make you a fortune.

(In fact I teach highly advanced sales systems myself, and have made literally millions of dollars using them in my own companies).

But all this sales knowledge and complexity can be a danger too.

Because the complex methods are so seductive, they can cause us to ignore the simple ones .

The reality is, there are some super simple ways you can greatly increase how much money you make in your business.

One of these is so basic, so elementary, that most entrepreneurs ignore it:

Endlessly stay in touch with potential customers.

A call every couple of months. An email newsletter every few weeks. An occasional gift. A regular reach out to offer something new, or to tell the person news in your company that may be relevant to them.

It’s really simple stuff. And it works enormously well.

But hardly any entrepreneurs do it. Even fewer do it well.

So before you invest in some ultra slick CRM system or begin studying the latest cutting edge Jedi sales persuasion tricks, take a moment to ask yourself this:

Am I staying in touch with at least a hundred potential clients?

Because that one, exceedingly simple sales strategy alone can make you rich.

PS: Want to develop a Million Dollar Business Plan to really grow your business?
We’ll help you design one. Details are here www.millionplan.com.au


Stop wanting to be problem free


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Stop wanting to be problem free

If you want to be happy in business, you need to make one important change to how you think.

You have to stop wanting to be problem free.

If you dislike problems, then most days of the week you will be frustrated, angry or unhappy.

Every business is full of problems – constantly.

Even the so-called ‘successful’ businesses.

In fact the faster growing a business is, the more problems it experiences.

Therefore, you must train yourself to love problems, to seek problems, to see solving problems as the only way you can ever grow a great business and achieve your dreams.

To think this way is not easy, but it’s doable. And it’s compulsory if you want to excel.

One of the best mental models you can take on is to see yourself as a ‘Master Problem Solver.’

To see yourself as an unstoppable problem solving machine.

That way when the inevitable problems arise they don’t disconcert or worry you. They actually excite you.

You become a business person that attacks problems.

Aggressively, proactively and with genuine ‘Bring it on’ enthusiasm.

This type of business person is not just 10 times more effective and successful than the average ones.

They are also much, much happier.


Keeping Your Belief Strong


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3 Quick Ways to Grow Your Company


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3 Quick Ways to Grow Your Company

Here’s the reality.

Growing your company should be a very predictable process.

If you’re having trouble getting clients, you need to fix 3 areas:

1. How many potential clients you’re speaking to per month.

It’s truly amazing how many business owners I meet that are working 12 hours a day but are spending none of that time reaching out to prospects.

I don’t care how smart you are, if you aren’t systematically organizing quality conversations with potential clients you will not be super successful in business.

2. A step by step sales system.

When it comes to the sales process, most business owners wing it.

They are happy to have a chat with a lead but just cant be bothered designing a carefully thought through sales conversion process.

Make no mistake, if you don’t have a clear, excellent sales process, you will miss out on lots of clients.

3. A method to get clients to buy multiple services from you.

Offering clients only one thing is crazy. You must regularly ask them to buy more stuff from you. If you do this well, 20% or more will buy a second service from you.

Many will buy 3 or even 4 different services from you, if asked.

Look, it probably took you months to get the client- make sure you maximize how much they spend with you.

So, how many of these critical strategies are you doing? If you are not doing all three, you’re leaving hundreds of thousands of dollars on the table.

If you are doing all three, you’ll soon be rich.


The Importance of a No Victim Mentality


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The Importance of a No Victim Mentality

No matter what industry you are in, there will always be times when things get hard.

Clients will leave. Staff will disappoint. Sales will drop.

Believe me, it happens to all of us. Even the greats.

When it comes to business adversity, the question is not If, but When.

The real trouble occurs not when you experience hardship, it comes when you let it take over your mind, so that it brings you down.

You must do everything you can to avoid feeling like the victim. You must be resolute in maintaining a No Victim Mentality.

No matter how tough it gets. No matter how bad someone has been to you.

Remember this crucial point: You are ALWAYS in charge of your own mental state. Nobody can make you feel down without your consent.

You have the choice – you can stay positive. You can keep persisting. You can go the extra mile. You can think of a better way.

There is always, always, always a way to improve a situation.

This way of thinking is the No Victim Mentality. And it’s imperative that you adopt it fully in your life.

Those who have mastered the No Victim Mentality, share several characteristics.

1. THEY ARE SOLUTION ORIENTED

They don’t dwell endlessly on the problem. They discipline their mind to look for something, anything, they can do to move things forward and make things better.

They are constantly looking for actions to take, no matter how small, to improve the situation.

And because they are looking for them, they often end up finding them.

2. THEY REMAIN UPBEAT WHEN ALL AROUND THEM HAVE BECOME DEPRESSED

You are never much use if you are feeling down. People with the No Victim Mentality stay extremely positive, because they know that only that mental state is conducive to finding solutions.

Being upbeat also inspires and lifts those around you who may have become despondent.

3. THEY INTELLIGENTLY PERSIST

Leaders with a No Victim Mentality keep on going when others have given up long ago. But they don’t mindlessly repeat activities that have clearly borne no fruit.

They adapt. They alter. They refine.

Until eventually they breakthrough.

Please take note of these 3 characteristics of the truly strong entrepreneur, one with a true No Victim Mentality.

Focusing on them in times of hardship takes some work, but in the long run, it is 100 times easier than giving in to failure.


Make This One Change and You’ll Transform Your Wealth


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Make This One Change and You’ll Transform Your Wealth

There are three elements that affect how much success you achieve in business and life.

1. Your strategy
2. Your mental state
3. Luck

(Element 3 is greatly affected by elements 1 and 2).

Today I want to talk about optimising your mental state – and teach you a super simple but astoundingly effective method of improving how you think, so that you are far more successful.

Make this one change and so many parts of your life will improve – the quality of your work, the amount of money you make and your self esteem, just for starters.

The technique is that powerful.

And here it is:

Make the decision that from now on you are going to aim to be the best in the world at your work.

Not just good at what you do, or even great, but literally the best in the world.

If you dare to do this, and follow through with conviction, many great things will happen:

1. Your own personal standards will immediately rise.

Holding yourself to a higher standard is crucial to succeeding at a top level. The best in any field simply demand more from themselves.

What’s quite remarkable is that as soon as you commit to becoming the best in the world you will notice the standard of what you do quickly rise… usually within 3 minutes.

2. Your motivation will skyrocket.

When you decide to play at a truly world-class level, suddenly work seems much more exciting. Being ‘quite good’ at what you do is nothing to get pumped up about, but being the best in the world is a whole different ball game. It’s vastly more inspiring.

3. You will demand more from those around you.

Your staff. Your suppliers. Even your clients.

The moment you decide that you are aiming to become the best in the world, you will instantly see that in order to achieve that you’ll need to get the team around you to also lift their game. Pronto.

You’ll demand more from them, as well as design different ways you can work together that enables a superior result.

Their results will get better. Really quickly.

4. You’ll start aggressively looking for ways to improve.

Suddenly it will be apparent to you that there are numerous areas of your performance that you’ll need to learn to improve. You’ll start hunting for experts, for mentors, for courses that can take you up level after level, until you reach true elite performance.

All 4 of these things happen when you dare to make the decision to become the best in the world.

Will you get there? Will you become literally the best in the world at what you do?

I have no idea. But I’ll tell you two things:

Firstly, you won’t get there unless you aim for it.

There’s an old Persian saying, “Not everyone who ran after a Gazelle caught it. But he who caught it ran after it.”

And secondly, even if you don’t make it to best on the planet, your results will improve so greatly that in 3 years time you will swear that going for it was one of the best moves you ever made.


The Two-Word Solution to Growing Your Business Faster


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The Two-Word Solution to Growing Your Business Faster

At The Fortune Institute, we coach a lot of entrepreneurs on how to grow their revenue quickly.

We mentor business owners from a huge variety of industries.

But strangely, the ones that aren’t doing well almost always have the same problem.

I’ve come to believe that there is one reason, above all others, that is responsible for slow growth in business.

It takes bravery to fix it, but once you’ve made the decision you can see an extremely rapid increase in your company’s revenue.

This business building strategy can be summed up in just two words.

Ask more.

Make asking people for money the central activity you do each week, and you will soon be making a lot more revenue.

Ask all your old clients to buy from you again.

Ask all your old leads to re-consider working with you.

Ask all your current clients to buy something else from you – even if you have to brainstorm what that could be.

And if you are sitting around your office angry at how slow your company is growing, get on the phone, call up potential clients, and ask them for a meeting.

Consistently asking for business changes everything. Fast.

But so many entrepreneurs are too scared to do it.

They want to sit back and wait for the clients to come to them.

If you do that, your company’s growth will always be capped – it will be a fraction of what it could be.

You have to get out there and ask, ask, ask.

Consistently. Creatively. Compellingly.

The simple fact is, two words will solve almost all entrepreneurs’ growth problems.

Ask more.


The Mindset of a Top Entrepreneur


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The Mindset of a Top Entrepreneur

Great entrepreneurs don’t just show up to work.

They take the time to get their mind right first.

It’s vital to realise that your state of mind each day plays a huge part on how well you perform, how much you get done, and how big your company grows.

In my experience coaching literally hundreds of entrepreneurs, the very best ones have these 3 mindsets.

THEY HAVE HIGHER STANDARDS

Intelligence is not enough to succeed in business. Nor is effort. You need to set much higher standards for yourself than others do.

The single fastest way you can change your life is to take a few minutes to conceive a different and higher set of standards for how you will behave from now on.

What will you no longer accept? From you, your partners, your team and your suppliers?

Get clear on those higher standards and insist that others in your orbit stick to them.

I guarantee you, your results will change within 24 hours when you do this.

THEY FOCUS ON THE PRECIOUS FEW

It’s fascinating to watch mediocre performers work. They are often very hard workers, but they focus large amounts of time on things that don’t really matter that much.

One of the greatest myths about highly successful people is that they get super human amounts of work done.

The reality is that often they do not, but they get more of the precious few tasks that actually matter done – they phone the right person, make the right decision, move the right goal forward.

They may not work longer hours (indeed they regularly work shorter hours) but they are very careful to spend their time doing the things that will really move their business (and their life) forward.

THEY REMAIN OPTIMISTIC UNDER PRESSURE

Anyone can be an optimist when work is going well. The best performers are able to maintain their enthusiasm and hope even when everyone around them has given up, or is expecting failure.

They do this by:

  1. Looking relentlessly for solutions and new steps forward.
  2. Disciplining themselves to focus their mind on their desired vision, rather than their immediate circumstances.

There is a lot of wisdom in those last two points. I urge you to take a moment to really think about them, and whether you are using them enough in your own life.

If you can establish and stick to very high standards, focus on the precious few activities that really matter and train yourself to remain optimistic even when under pressure, I can unreservedly tell you this:

You will live a life of extraordinary success.


[Case Study] How To Increase Sales By 1,470% (And Four More Ways to Double Sales)


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[Case Study] How To Increase Sales By 1,470% (And Four More Ways to Double Sales)


Every company wants to increase its sales volume. Happily, you can take inspiration from those that managed it. Companies like Valve and Innocent Smoothies have developed strategies to boost sales. Here’s what you can learn from them.

Wouldn’t it be nice to double your sales?

More sales means more revenue, which opens the door for growing your company.

The problem comes when developing the strategies to boost sales. There are so many ideas floating around that it’s difficult to pick the strategies that work. If you make the wrong decisions, you won’t double your sales. You could even end up losing sales if you’re not focusing your sales efforts in the right areas.

Happily, there are plenty of companies that offer great examples. Valve, Innocent Drinks, and several others have created strategies to boost sales that actually work. This article examines some of the best of them and discusses how these strategies can apply to your business.

Valve – Clever Use of Discounts

Valve has evolved into one of the largest companies in the video game landscape. The developer of seminal titles like Half-Life 2 and Portal, the developer is perhaps best known for its Steam platform. This online platform allows players to buy, gift, and access games digitally. It doesn’t just host Valve’s games either. Today, practically every video game developer uploads its games onto Steam. It’s seen as the ideal way to get a game out in front of more people.

Of course, Valve aims to drive sales of all of these games because it gets a cut of the profits. But how can it do that? With so many games available on the platform, how can the company improve the flagging sales of a game that has potential?

The company uses discounts to great effect. They recognise that many gamers make their purchases during the holiday seasons. To ensure it stands out from similar platforms, Valve creates strategic discounts for games that the public wants. These can range from 10% discounts to a whopping 75% discount.

This is one of its key strategies to boost sales. During these periods, the games that it discounts by 10% see a 35% increase in sales. But the games it discounts by 75% see a whopping 1470% increase. All told, Valve’s holiday sales often increase its revenue by as much as 500%.

Some in sales see discount as a dirty word. Sure, a discount leads to more sales, but discounts can also mean low margin. Valve’s example shows you how you can use discounts to double your sales. It’s all about the right timing, coupled with an understanding of what your audience wants.
Use discounts sparingly and they become more effective. Valve’s holiday discounts have now become an event unto themselves. Gamers flock to the platform during the holiday season because they know they’re going to grab a bargain. Valve’s discounts have become one of its key marketing strategies to increase sales and revenue. Moreover, the strategy helps them to stand out from similar providers during the periods when gamers have the most money to spend.

Innocent Drinks – Hit the Right Notes with Your Content

Founded in 1998, Innocent Drinks started life as a three-person operation. Their goal? To penetrate the hyper-competitive drinks market.

It’s a big ask for any company, never mind one that had so little financial muscle at its disposal. Yet the company has evolved since those early days to become one of the largest beverage companies in the world. Furthermore, it’s branched out its product offering to include a range of health foods.

Its content strategy plays a huge role in the strategies to boost sales that it uses. Innocent Drinks separates itself from its competitors because it has a unique voice that its audience connects with.

The company’s “Skip to the Beet” drink exemplifies this strategy. The name alone highlights the humour-filled and conversational tone that the company takes. But so too does the product description:

“Red velvet. A decadent cupcake recipe, but also a great way to describe the colour of this new cold pressed juice, which we make from tasty beetroot juice, blended with apple juice, carrot juice, lemon juice and a touch of ginger. It’s beautiful, it’s beetrooty and it’s blooming brilliant. We say cancel the cupcake and have a cold glass of this instead.”

There are so many great things that Innocent Drinks does with this description. They keep the tone upbeat and informal. The use of words like “beetrooty” and “blooming” means that this description stands out from the dry marketing copy that other companies use. But beyond that, it also stays on track with the company’s mission. Innocent wants to make you healthier. This description both engages you and tells you how the drink will do that.

Finding your voice in your content is one of the key marketing strategies to increase sales. Innocent used this tactic to separate themselves from their competition. It stays consistent with this type of message. Furthermore, the company always relays its off-beat descriptions back to the health benefits of its products. As a result, customers feel a connection to the company.

Do the same and you’ll double your sales because you stand out and connect with customers on a different level.

Body Ecology – Revamp Your Website

Body Ecology is a diet product store that offers all sorts of products online. From supplements to educational materials, the company cover the gamut of the diet industry.

But their website had a problem. It wasn’t achieving the levels of sales that the company needed.

The company identified its navigational structure as a potential problem. Previously, it had used a drop-down menu that people could use to navigate to different product categories. It was functional, but it was also very dry. It did nothing to engage users.

Body Ecology decided to change things up and create a new products page. This page made heavy use of images, as well as the old text descriptions. In doing this, the company creates a more engaging website that draws the user’s attention and makes them want to find out more.

The end result proved the effectiveness of this tactic. Body Ecology discovered this revamp was one of the best ways to double sales. In fact, they experienced a 56.43% boost in revenue with the new navigational structure.

Here’s why this is one of the best strategies to boost sales. Web technology evolves on an almost constant basis. As it evolves, so too do the needs of your consumers. They come to expect a certain level of quality from the websites they visit. Those that stick to old design tactics, such as the use of text-heavy navigation, get left in the dust.

A website revamp that takes modern design tropes into account engages visitors. They see a site that looks the part, which makes them more willing to explore its content. Body Ecology used this to great effect as one of its strategies to boost sales.

Boutique London Lets – Careful International Expansion


On the surface, Boutique London Lets’ business looks like a niche endeavour. It manages serviced luxury apartments in London, England. There hardly seems to be any scope for expanding sales beyond a certain point.

But the company found a strategy that too few organisations use. It leveraged the internet to expand internationally. Better yet, it did it without spending a ton of money.

Operating on a small budget, the company took to the web to hire competent people who would aid in its international expansion. The aim was to provide quality accommodation for travellers in as many different places as possible. They used freelancing websites to secure the talent they needed. This meant they found talented individuals that cost less than hiring third-party consultants. Today, the company operates in the UK, USA, and Australia, among others.

More importantly, they showed that this clever expansion technique is one of the best ways to double sales. In fact, the company tripled revenue for three consecutive years using this technique. Today, its overseas operation accounts for about 90% of its revenue.

Here’s the key takeaway. Expansion into new territories often leads to increased sales. But it’s how you manage this expansion that determines how much extra revenue you earn. Boutique London Lets could have splashed the cash on its international expansion. They’d have achieved similar results at a much greater cost. In this situation, you may double your sales without achieving the desired margin.

Instead, the company identified ways to expand that wouldn’t break the bank. Firstly, they figured out what they wanted to achieve with the expansion. Then, they worked within their means while using innovative ideas to broaden their scope.

JetBlue – Define Your Email Strategy

Most companies just shoot out plain sales emails in an attempt to attract customers. These usually get consigned to the spam folder, which means you spend money on ineffective marketing.

JetBlue took a different approach. The company is the United States’ sixth largest airlines because of its unique sales strategies.

Its email campaigns play a huge role in this. Before sending out a sales email, the team at JetBlue asks the following questions:

  • Will this have a negative impact on our brand?
  • What are the goals of this email?
  • What customer actions will trigger this email? An example of this could be a customer who drops out after adding a flight to their shopping cart. JetBlue may then send a targeted email to try to bring that customer back on board.
  • How will the design engage the reader?
  • If you can answer these questions satisfactorily, you can create a more effective email strategy. In JetBlue’s case, this strategy saw them enjoy a more than 1600% revenue increase in comparison to plain sales emails.

    Here’s what you can learn from this. It’s not enough to communicate with potential customers in the same way as everybody else. Any communication that you send, be it an email or marketing pamphlet, needs to have a purpose. It must stay on brand, engage the recipient, and offer some degree of personalisation.

    The Final Word

    There’s no single strategy for doubling your sales. Some of these techniques may work for you, whereas others may not. But a combination of them allows you to develop a stronger and more successful sales strategy.

    Here are the key takeaways from this article:

  • Use discounts sparingly and time them for key sales periods.
  • Ensure your website meets your visitors’ expectations.
  • Mind your budget whenever you expand your business.
  • Use marketing content to separate yourself from your competition.
  • Ensure everything that you send out has a purpose and will engage recipients.

    With the right strategy, you can boost your sales enormously. Don’t stick with stale methods that don’t get results. Try something new and you will see a spike in your organisation’s sales.

    The Ridiculously Simple 5-Step System to Grow Your Company


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    The Ridiculously Simple 5-Step System to Grow Your Company

    Are you finding growing your business difficult?

    Here’s a crazy simple formula for making it happen:

    1. Reach out to people who might be interested in your company, and tell them you exist.

    2. Build an email list of the people who showed interest in what your company does.

    3. Email them weekly helpful tips centered around what you do.

    4. Reach out to them every month or two with ways they can do business with you.

    5. Repeat.

    Does that sound too simple?

    Well here’s the reality.

    90% of business owners don’t do Number One – reach out often to potential buyers.

    90% don’t consistently grow their email list.

    90% don’t email that list useful tips and strategies weekly – to build rapport and trust and awareness.

    90% don’t regularly reach out and ask them to buy stuff.

    And 90% of the people who start doing this, don’t do it repeatedly.

    And THAT is primarily why most businesses fail.

    So try this method for 6 months. And watch what happens.



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    • The 9 Laws of Attracting Profit
      • THE FORTUNE INSTITUTE HAS HELPED AUSTRALIAN BUSINESSES EARN $51.3 MILLION OVER THE LAST 5 YEARS