Archive for the ‘Blog’ Category


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How to be great at Sales


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Sales

Most entrepreneurs hate doing Sales work.

But have you ever asked yourself why you don’t like it?

I think there is one main reason that entrepreneurs dislike Sales so much:

They don’t think they are good at it.

Think about it. If you were absolutely amazing at Sales,and you had lines of people wanting to buy from you, do you think you’d hate it then?

No way. You’d love doing Sales!

So the solution is simple.

You need to get really, really good at Sales.

Then two things will happen:

1.You’ll enjoy it.

2 You’ll be rich.

And how do you get good at Sales?

Well firstly, you have to make the choice to get good at Sales.

Surprisingly, almost no entrepreneurs even seek to be excellent at getting Sales. Even though they know it is absolutely key to their company’s future success.

Next, you have to learn an organized, systematic and effective way to consistently bring in leads and convert them into clients.

Most entrepreneurs do not have such a Sales system – they wing it.

Thirdly, you have to devote significant amounts of time each week to doing your Sales system.

Once again, the majority of entrepreneurs do not do this. They only do occasional Sales activity.

So in a nutshell, those are the three things you must do to be great at Sales and start loving Sales.

Commit to be excellent at it. Learn an organized Sales system that works. And make it one of your primary work activities each week.

Be honest with yourself. Which of these three do you do well?

Your answer will determine not only how much you enjoy doing Sales.

But also how big your company will grow.


The missing ingredient you need to win more clients


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Missing Ingredients

To win customers you need 3 things:

  1. A valuable product or service.
  2. A reliable system for frequently getting in front of potential clients.
  3. An ‘Organisational Personality’ that makes people like you and your team – and want to work with you.

Lots of business owners think about 1 and 2. Virtually nobody thinks about the 3rd area.

What is Organisational Personality?

It’s what you and your staff do and say to make buyers feel good about you … and be attracted to you.

Another way to put it is, what’s the Emotional Tone of your company?

If you want to create a powerful Organisational Personality or Emotional Tone, the first step is to choose one single personality to focus on.

Here are several examples of Organisational Personalities you can choose from:

  • Efficient
  • Friendly
  • Careful
  • Trustworthy
  • Fun
  • Caring
  • Hard core
  • Professional
  • Detail oriented
  • Proactive
  • Service-oriented
  • Quick

Once you’ve chosen your OP, the second step is to evaluate every point that a potential customer interacts with your company.

And then make sure every one of them reflects your new Organisational Personality.

Examples of customer points of contact include:

  • On the phone.
  • In meetings.
  • In your reception area.
  • On YouTube videos.
  • At conferences.
  • During your sales presentation.

The third step is to constantly be reminding your team to maintain, exude and focus on the Organisational Personality. So that it becomes totally ingrained in the company’s culture and modus operandi.

If you do these three steps you’ll have something really precious:

A powerful, attractive and consistent personality or way of being throughout the entire company. One that attracts new customers and helps keep current clients feeling good about working with you.

And that is money in the bank.


The co-founder of Microsoft just died. Here’s what we can learn from him


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Paul Allen Microsoft

Paul Allen the co-founder of Microsoft, died today.

He’d fought Lymphoma for many years, and only in the last few weeks did it return to take him.

As ours blog is for entrepreneurs and business people, I wanted to briefly write down some of the things Paul exemplified to me.

He may be dead, but how he lived his life is a lesson to all of us in business.

1. He aimed big.

As a 22 year old, he didn’t just aim to build a tech company, he and Bill wanted to put “A computer on every desk and in every home”.

2. He lived a life of adventure.

Paul wasn’t all work. He not only was passionately involved in two sports teams, the Seattle Seahawks and the Portland Trail Blazers, he also was hugely involved in music and the arts. ( Both as a participant and a financial supporter).

3. He cared deeply about helping society.

His donations to charities and scientists dedicated to improving the human condition were massive.

In my view he did what every great entrepreneur should do- use the wealth and influence gained from business to help make the world a better one for all of us.

These 3 things most stand out for me when I think of Paul Allen.

And they are three things that we can all focus on and increase in our own lives.

Aiming big.

Living a life of adventure.

Caring deeply about society.

Vale Paul.


How To Get Potential Clients To Like You


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Surely one of the greatest marketing psychologists of all time is Dr Robert Cialdini.
He and his team have been responsible for more great research on Persuasion than anyone else in history.
But deep in his research is a strategy that few entrepreneurs have acted upon:
How to get potential clients to like you.
It’s very important. Cialdini has shown that one of the primary reasons someone chooses a company over others is that they like the people at the company.

Now think about that.

Right up there with having an amazing product, a great price, a perfect fit to their needs, etc, customers are moved to hire you based upon likeability.
Now what Cialdini found is that there is something you can do to greatly increase the chance that somebody will like you enough to buy from you.
 And what is that?

Frequency of contact.

Yep, how often you communicate with someone- in person, by phone, email or direct mail, has a major influence on whether they feel good about you. Trust you. Respect you. Like you.
(Obviously, that contact has to be a non-offensive one for this to work).

The bottom line is this:

If you are not happy with how many clients you are getting, you must increase your frequency of contact with your leads.
That, friends, is priceless information.

YOUR CHECKLIST FOR A HIGH PROFIT COMPANY


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I’ve created 5 million dollar + companies in a row.

And one of them was so big it had 6000 staff.

It’s not luck.

There’s a specific procedure that I follow, and that we teach to all the company owners we mentor at The Fortune Institute.

Keep this checklist on how to create a high profit, scalable company. It can make you a fortune:

1.PUT PROFIT FIRST.

I know this is uncomfortable, but unless you put money making number one, it will always be problem for you. You get what you urgently focus on.

2. RUN A DISCIPLINED BIZ DEV SYSTEM.

Stop waiting for new clients to contact you. And stop doing new business efforts sporadically.

You must develop and follow a system where you spend a specific amount of time on growing your company every single work day.

3. GET SERIOUS ABOUT YOUR POINTS OF DIFFERENCE.

Your industry is probably massively saturated with competitors. It’s really hard to stand out.

But the good news is almost every one of your competitors is usually saying the same thing.

You need to brainstorm your unique points of difference to have a hope of winning a lot of clients.

4. MAP OUT THE ENTIRE PITCH PROCESS.

Don’t wing it when you’re trying to pitch for clients. Have every step of the process carefully mapped out and followed. It makes a huge difference to how many clients you win.

5. BECOME A MASTER OF FOLLOW UP.

Almost no company owners do this well.

You need to endlessly stay in touch with at least a hundred potential clients, in a time effective way.

People buy from people they get to know over time.

6. MAXIMIZE YOUR CURRENT CLIENT PROFITABILITY.

Don’t spend all your time thinking about new clients.

Spend major blocks of time designing ways to get your current clients to spend more with you.

It’s an easier and quicker path to increase your income.

Okay, so that’s my checklist for entrepreneurial greatness.

Keep it. And regularly monitor yourself on how many of these 6 steps you are doing really well.

And if you’d like to work with Andrew one of our top coaches, on growing your company using this exact system, You can book a free business strategy call with him here.

He’ll listen to you carefully and give you my advice on what you need to do to rapidly grow your company.

Book a call with me here.

It’s time to grow your company fast. It’s time you made some serious money.

Follow the checklist above and it will help you enormously.


Why Should Someone Should Choose Your Company Over Others?


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Why Should Someone Should Choose Your Company Over Others?

At The Fortune Institute, we focus on one thing and one thing only.

Helping entrepreneurs make more money.

It’s not luck. There are actually numerous highly predictable ways we make it happen.

Today I’d like to focus on one simple method that can make a real difference to how much income your company makes:

1. Get super clear about why a customer should choose you over your competition.
2. Most entrepreneurs don’t really know.
3. Oh sure, they can give you a bit of a sales pitch for their company, but they’ don’t usually have a powerful, highly persuasive, carefully articulated list of reasons why their company is
better than most of their direct competitors.

Do you?

To formulate a compelling point of difference for your company you must do 5 things:

1. Get to know your competitor’s sales pitch

Most entrepreneurs never bother to do this. And because they don’t know what their competition does to sell themselves, they can’t adequately defend themselves from it.

2. Get clear on what makes your company different. Or what could make you different.

( If you discover that you are just like every other company, how could you change or improve your selling proposition?)

3. Build all of your marketing around these points of difference

(Hammer it home at every opportunity)

4. Build your sales presentation around that

( Too many companies just give you a quick and basic list of their advantages, rather than carefully crafting their sell).

5. Train every one of your staff to be able to explain exactly why someone should choose your company

( Every one of your employees can be potent sales enablers if trained well).
Most companies do not do all five of these things.
Most don’t even do three.
If you do, you’ll dramatically increase how many customers you win.
You must make it absolutely clear why you are better than your competition.
Do it well and you won’t have much competition.


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.



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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