Do you ever find yourself distracted or wishing you could achieve more than you do?
If so, you may need to strengthen your concentration muscle.
According to psychology today the less distracted you are the more successful you can become.
Napoleon Hill, the author of think and grow rich says the principle of concentration is the medium by which procrastination is overcome and is the foundation of self-confidence and self control.
Merriam-Webster dictionary defines concentration as: the ability to give your attention or thought to a single object or activity
And Psychology today says: Attention is sometimes described as a spotlight that focuses your awareness on a subset of what's going on in your head or in your environment. Some people naturally have more control over the spotlight than others. Control over the spotlight can also vary in certain situations (for instance, when one is free of distractions)
Two of the biggest killers of concentration are environmental distractions and the lack of a definite purpose to focus your mind on
It seems our minds are always trying to seduce us into thinking about something other than the task at hand - according the psychology today our minds are in a wandering, distracted state over 30% of the time and for some people it's as high as 70%
All is not lost.
According to psychologists there's a strip of neurons in your prefrontal cortex, just behind your forehead—your brain’s executive center -- that can be strengthened by practicing concentration each day, even if only for a few minutes.
In research at Emory University by Wendy Hasenkamp she imaged the brain of volunteers while they paid attention to their breath. They didn’t try to control their breathing in any way, but just concentrated on its natural flow.
She found there are four basic moves in the mind’s workout for focused attention:
1) Bring your focus to your breath.
2) Notice that your mind has wandered off.
3) Disengage from that train of thought.
4) Bring your focus back to your breath and hold it there.
And the next time your mind wanders off and you notice that you’re thinking about, say, your lunch rather than your in breath, repeat that basic mental rep again. And again.
Hope this helps
In sales and marketing there is no substitute for work. You can know "what" to do. But unless you do it nothing will happen or change.
For example, yesterday I got to the office early. Completed a bunch of unfinished tasks that had piled up on my desk. Then picked up the phone and went to work.
I responded to 5 inquiries.
Wrote three proposals.
And made an $11,170 sale.
It was a good day. But NEVER would have happened if I didn't take action.
I have a reasonable level of skill in selling. But only when I use that skill do the results come.
What does this have to do with you?
I bet you're not getting the results you want in some area of your life right now.
If that's the case, the only reason for this "failure" is the fact that you're not using all the knowledge or skills you have available to you.
Use more of your skills today. Trust that action will lead to the results and results will start showing up.
If there's a gap in your knowledge find out where to get the information you need and take action on it.
Getting more leads from google adwords can be tricky. But the pay off can be HUGE. Which is why, in my experience, it's worth the effort.
But there's a problem ...
Some google adwords advertisers get hundreds (or thousands) of clicks but very few leads. Others get very few clicks but a high percentage of their clicks turn into leads.
What makes the difference?
It's probably NOT what you think.
And if you've hired a google adwords agency it's probably NOT what they suggested.
Your first thought might be to increase your daily budget.
Or select more keywords for your campaigns or ad groups.
Or target more geographical locations.
And you CAN do these things.
But there's another approach you should try first to get more leads from google adwords.
Here's the scoop:
The first key to getting more leads from google adwords is to understand that you NEVER directly get leads from google adwords.
I know. Shocking, right?
Google adwords is simply a filter (or a door) that your prospects must pass through before reading, watching or listening to your message. It's your message on your landing page that ultimately causes your prospect to decide to respond to your proposition or not.
For this reason, it's unwise to increase your daily budget, add more keywords, or target additional locations UNTIL you've done everything to maximise your existing lead funnel from the keywords and ads you're already running.
You do this in two ways:
1. Test as many theme based google ads as possible, split testing them to find the appeals that connect with your prospect's desires, problems or expectations.
To see how to set up your campaign to test and dominate google adwords you should read my article titled "how to dominate google adwords".
2. The second way is something almost NOBODY does, especially in smaller niche markets and service industries, mainly because it takes effort. But if you put in the effort I can literally guarantee more leads from google adwords. What is it?
Create unique, themed based landing pages for every theme based google ad you test and run.
There are a lot of reasons why this approach will beat any other approach you take. But the main reason is because google users are looking for relevant, targeted information. This method described here is the most targeted way of writing google ads and landing pages that will connect with your target audience and almost guarantees that if you get the click you'll also get the lead.
Which means you can get more leads from google adwords on any budget and with minimum clicks.
I know it works because I've done it. And if you really understand what I've written here you'll agree it's the only approach that really makes sense.
Of course it will take some effort to set this up. But that's where your competitive advantage lies -- because most competitors in your industry either don't know or understand this ... or won't put in the effort to make it happen.
Want help with this? Want me to talk this through with you in more detail? Contact me here and we can discuss your exact needs:
The number 1 reason you're getting poor results with Google Adwords is because you don't know what you're doing.
It's like when I was a kid. I used to watch some of the other kids in the school yard playing and swinging on the monkey bars. I envied them because I couldn't do what they were doing. Truth is, I was scared to try. And my fear kept me frozen in place.
Just watching. Wishing.
But wishing get's you nowhere.
The thing is, I wasn't scared of everything. For example, I used to love jumping off things. High things. Like sheds, house gutters, trees. And so on.
But the monkey bars frightened me. So I just watched and envied those who could swing upside down etc.
Anyway, believe it or not, Google Adwords is the same.
While you sit there frozen in indecision, stuck, not knowing how to dominate your sector in Google, missing out on all the traffic (and ultimately all the additional sales and revenue) simply because you don't know something ... other players in your market are raking in the cash as easily as scooping sand into a bucket.
Like me and the monkey bars, those other advertisers know something you don't. And so they're picking up the lion's share of the business and leaving you with the scraps.
But Google Adwords is not hard.
Read that sentence again.
It's easier than hanging upside down on monkey bars.
The truth is, it's as easy as slapping a 20 pound fish stuck in a beach bucket with a spade ... when you know how to do it right.
And the reality is, it only takes 30 to 45 minutes to put your Adwords account on the right track. The track to dominating your space.
2 changes make all the difference!
It may surprise you like it did me, but most Adwords accounts I've seen need about 2 tweaks.
One relates to the way you set up your account.
The other tweak relates to the way you think about the content of the ads you write.
Get it wrong and you'll think Google Adwords doesn't work.
But get these two things right and the sky is the limit.
Want to know what the tweaks are?
Good, you're in the right place.
From Google newbie to hero in 2 hours or less!
Let me tell you how I discovered the secret that so many miss.
Actually, it happened purely by accident.
You see, when I first set up a Google Adwords account I had no background experience with Google.
I came from the old school world of writing classified ads in newspapers.
So when I first looked at Google I didn't see it the way most people look at it.
I saw it as traditional classified advertising with a unique twist.
Unlike traditional classified advertising in the daily rag .... with Google you have two incredible advantages ...
1. Not only can you target the type or prospect you want, but you can target them by the exact keyword or phrase your potential buyer is looking for. And ...
2. You can get real time data on the most successful advertising appeals and themes.
Most of the babble you read about Google adwords focuses on point 1 -- targeting keywords and phrases.
Almost no one talks coherently about point 2: advertising appeals, or in other words, what you say in your ads, which is infinitely more important than ad position, whether or not you use lower case or upper case first letter, whether you use a different display URL to the actual destination URL and so on.
The message is key.
And with Google Adwords you can target your message to your prospective buyers in ways you NEVER could with traditional classified advertising.
But try telling this to Adwords agencies!
I've hired agencies who can't tell the difference between a "high probability of success" keyword and one with no chance of converting to a sale.
They seem to value all keywords as the same.
And when you start talking about advertising themes you'd think you were from another planet. Their eyes glaze over and once you've lost them there's no getting them back.
So the ads they write suck. They lack selling power. They don't gain favorable attention. They have no real connection to what works in your market.
And it's a crying shame. Because they are totally diluting the very same advantage Google Adwords can give you over every other advertising medium.
But that's their problem. And the problem of the clients who hire them.
Don't make the same mistake.
The Secret Source for Dominating Google Adwords!
I'm going to give it to you straight here.
Some people will argue with this. But I don't care. Facts are facts.
The two things you need to do to dominate Google Adwords are:
1. Set up your adwords account with just one keyword per ad group. And ...
2. Write and test a minimum of two unique theme based ads per ad group.
Don't argue with me on this.
Just do it.
Do it right now.
I know you've got other questions like:
* Should I set the keywords to "Broad" "Exact" or "Phrase" match?
* Should I target desktop and mobile devices or just desktop or just mobile?
* How many negative key words should I load into my account?
* Should I buy a top 3 position or test position 4-10?
* What should I write in my ads?
* Should I give my phone number or use any of the other Google extensions and services?
* And so on.
But answers to these questions can come later.
First you need to set up your account exactly the way I just told you.
Once you've done that we can talk about other issues. Including the third key to Google Adwords success which is even MORE powerful than the first two steps I just walked you through.
Don't believe me?
Because like I said, when I first set up a Google Adwords account I didn't do it the way most people do it.
I just thought about the advantages Adwords has over traditional classified advertising and I set up my account in a way that made the most of those advantages.
The results were astonishing!
The company I consulted to went from 1 or 2 leads a month to 1 or 2 EVERY DAY.
And the ads are still working today - 7 years later.
So if you want to dominate Google Adwords go set up your account the way I just described.
There are only two steps you need to take:
Step 1: Set up your account so you have one keyword or phrase per ad group.
Step 2: Write and test a minimum of two ads per ad group.
Do that and you're ready for the next lesson which will show you the final piece of the puzzle to dominate Google Adwords.
Even if you don't believe me right now, do it anyway.
You can Dominate Google Adwords too!
When I eventually did climb onto a set of monkey bars as an adult I found it was much easier to swing upside down than I imagined as a kid.
The terrifying feeling I experienced way back then was replaced with a feeling of fun and excitement.
It turns out swinging on monkey bars is much easier and more fun than I thought.
But I never would have known if I didn't take the first step and give it a try.
Do it now.
22/1/2014 0 Comments
A good sales message is the key to writing the kind of ads, sales letters and emails that convert at higher levels. And higher levels of conversion always result in higher profit margins (assuming you're charging enough for your product or service).
Ask any face to face salesperson and they'll tell you: "When you are sold on your product or service ... and ... you promote it from a place of passion and conviction ... the sales close ratios ALWAYS increase".
The same is true for your ads and sales letters.
But how do you infuse the needed level of passion, enthusiasm and conviction into your ads, sales letters and email messages?
First up, you can't fake it. It drains you of too much energy.
Second, I don't believe you should be selling a product unless you truly believe with all your heart that it genuinely solves a problem for people.
If you believe your product or service brings a true and valued solution to someone, then you should be passionate enough about it to at least get in writing a decent explanation of what your product or service can do for the end user when they pull the trigger, hit the buy button, and punch in their credit card number.
If you can figure that out, you'll have the basis of a great sales letter or ad on the internet.
Put that basic message in the hands of a good copywriter -- someone like me -- and you can bet, no ... GUARANTEE ... higher conversions from every ad, email campaign or sales letter you run.
And you can use the additional profit to fund future projects, expand your marketing reach, build a dramatically bigger list or whatever else you want money for.
I did this for a consulting company recently.
They were struggling to find clients.
I tweaked their already decent message ...
Made a few changes to the way they were attracting clients ...
And BANG! Everything changed.
Sales and profits skyrocketed by more than 140%.
Lifestyles were improved.
Smiles were on everyone's faces. And still are.
Do the maths on your own business.
How much would a 140% increase in sales be worth to you?
If it's worth more than $10,000 you could easily hire me and break even on my service without breaking a sweat.
Worth a look?
Then check this out:
One of the biggest pay offs for taking a break over the Christmas and new year period is getting a fresh perspective on how you are managing your life.
If you're in business, hopefully you've had at least a day or two to yourself to ponder the direction you want to go in 2014.
If you're anything like me you need new fuel from time to time to help you stay motivated to push forward when aspects of your work become monotonous.
I'm guessing you're the same -- (else why read a blog about marketing and business growth) -- most people who are fired up about their business don't bother reading blogs like this. They too busy living their passion.
Anyway, staying motivated is a key to achieving the success you want this year.
Without motivation this year will be like every other.
So if your dissatisfied and want 2014 to be the best year ever you need to make a few small changes to the way you set up each day, week and month this year.
It's not difficult.
But it's not exactly the same for everyone either.
Motivation is an individual sport. No two people do it exactly the same way.
But there are patterns and secrets to finding your motivation "sweet spot".
And, as luck would have it, I'll be launching a program shortly to show you how to find yours.
And the cool thing is, once you get it, there's no excuse for not getting and staying motivated EVER again.
So stay tuned.
PS: I've never seen this written about before. It's one of the main reason there are so many books on motivation -- none of them work for everyone or for all seasons of your life. But what I share in the coming months will. So it's the only program on staying motivated you'll ever need. And once you get it ... your life will change ... and stay changed.
If you're in business (or want to be) you must be interested in persuasion -- in all its forms.
You can't be content, for example, to know how to sell in person or via email only. You need to know how to persuade face-to-face, in print, with video, via the web, from the stage, in a board room etc.
Why? Because when you understand how persuasion works across all these mediums your ability to persuade in any single medium improves.
Also because we're living in a fast changing world. New technologies and media are emerging all the time. But if you know how to persuade, you won't be concerned. Because the rules of the psychology of persuasion are above mediums or channels. They are universal and apply to all media.
In fact, when you really understand persuasion at a gut level then moving from one technology medium to another isn't about relearning to persuade ... but about learning how to utilize the technology.
If you're busy (and smart) you'll get someone to show you how to use the technology -- or even manage the technology for you -- while you focus on the message.
In persuasion, message not technology is king. But you do need to use the latest technology. For example, how are you going to handle the emergence or Siri and other voice activated search tools? If you open up an iPhone or iPad and use Siri to search for your business type or category does your business show up in the results?
You need to be there.
You need to know how to get there.
You need to know how to STAY there.
This is a technology issue.
And you might be better off getting someone experienced in search marketing to help you out with this.
But persuasion is something you don't want to outsource. In other words, when someone finds you on Siri it's your ability to persuade that determines whether or not you convert that contact into a sale.
And that's your responsibility.
Technology is forever changing. Persuasion is not. Persuasion is not something new. But you need to keep improving your skills of persuasion until you master it across all mediums.
So learn to persuade today. And never stop learning.
Technology is available to everyone. Persuasion belongs to the people who make the commitment to master it. Will you?
Want more sales?
Schoolies week on the Gold Coast holds many secrets for increasing your sales.
Here's 6 you can start using right now:
There are other secrets too. I'm sure you can think of many (good and bad). So why not pick one and start using it today.
Top of the list should be free media.
If you need help with free media contact the Publicity Princess, Kate Engler here: http://www.thepublicityprincess.com/
This is my first of many rants on this subject.
And it explains (partially) why your sales are down.
---- START RANT ----
A day and a half ago I visited 4 furniture stores with a couple friends.
I don’t usually like furniture stores. Mainly because I'm pretty hard to please when it comes to selecting furniture.
But when I visited these furniture stores a day and a half ago I wasn't weighed down by any of my "hard-to-pleasiness".
Because I wasn't there to BUY furniture. I was there to LOOK at furniture.
Anyway, there is a point (and a business lesson) to all this.
But first I need to tell you about my experience in each store.
The first store was run by the owners and one of the owners is an interior designer. This fact was obvious because the layout of the store and the presentation of home furnishings were gorgeous. Yes, gorgeous. Even for me, with no fashion or design sense whatsoever, this store looked good. And inviting. And ... I almost bought something ... and I would have bought something IF the sales girl or my wife (who was with me) asked me to buy. But no one asked.
The second store (I call it “the dungeon”) was owned by a couple of entrepreneurs -- furniture salespeople. I say this because the store was basically a warehouse, piled deep and high with imported furniture they buy dirt cheap and sell for a premium. The owners approach you like you walked onto a used car lot and assume the first piece of furniture you look at (or stand near) must be the piece of furniture you came into the store for. But it's not. When they find out you have NO interest in the piece of furniture you're standing next to they’re lost for words. Dumfounded. And respond with “Well, let me know if you see something you like”.
Those last two paragraphs were long. So here's a short one:
The next store, in my humble opinion, won’t be there 12 months from now. It was reasonably well laid out. The store manager had some design skills. But made no attempt to find out about my furniture needs. The store design didn’t make me want to buy either. So I left.
The final store was beautifully laid out. It's part of a successful 15 store chain with new stores opening in the coming months. But the people who work there are sales clerks with no intention of offering any service unless you practically BEG them. I did like one of their furniture settings though. It was affordable. But I don't have room in my place at the moment so I left without making a purchase. Could they have persuaded me to buy? Perhaps. Could I have been persuaded to give over my name and email address so they could stay in touch and sell me the furniture setting when I move in the coming months and have need for a new setting? Yes. Did they? No.
What you have just read is my attempt to paint a picture of my experience.
What would I do different if I owned any or all of these stores?
Lots of things.
In fact, my experience with the 4 furniture stores taught me there's a lot of opportunity out there for people who know what they are doing or who are willing to learn ... starting with basic sales and marketing 101, which clearly none of these people knew anything about.
Are you losing sales (and market share) because you or your people are incorrectly trained?
I bet you are. In fact, I bet you could conservatively add $2,000 - $10,000 a month to your business if you really wanted to. Conservatively. Depending on your price point and industry I would say adding $20,000 a month is still a fair estimation
Furthermore, I know how.
Contact me if you're interested to know more. Just hit the "get in touch" tab at the top of the page.
You must own a business operating in Australia to qualify.
A lot has been said and written about this important topic of overcoming price objections.
I don't expect to top any of them. Or for that matter, I don't expect the following secret will overcome every price objection you encounter from now on. But ...
This secret will help you overcome many of the price objections you face. Especially when you can make a case for why your product or service costs less in the long run.
If you can't make a case for why it costs less in the long run you can ignore the rest of this article and simply respond with: "A lot of people say that. Do you want to pay with cash or credit?"
Believe it or not, this will often overcome the objection all by itself, especially in retail where the customer loves the product.
But when you can justify a lower long term cost or lower total cost of ownership: Here's the secret:
For the past few years I've sold a service that costs more upfront than many of my competitors. But people still buy it for one reason: I am able to DEMONSTRATE that it costs less in the long run. And I show how it actually gets them what they want in a way my competitors offering does NOT.
So what do I say when hit with the "It costs too much" objection?
"Do you mean it costs too much to buy the service or too much to own and maintain the solution?"
When I ask this question I am usually met with a glazed look followed by the question: "What do you mean?"
To which I respond with a demonstration of how my competitors offering doesn't do the full job they want and actually costs (emotionally and financially) more to implement and maintain than my solution.
I then ask: "Can you see how my solution costs less in the long run?
If they say "yes", the sale is closed.
If they say "No", I ask, "Which part didn't I explain clearly"?
They will then tell me what they misunderstood. I will clarify. And they will say "I get it now".
And if they can afford to move ahead with my service they do. If they can't afford it they usually tell me they don't have the money right now. At which point I move to payment terms and so on.
Do I close everyone with this method?
Do I get more sales than I would if I simply bought into the objection and lost my confidence to continue asking for the sale?
And that's the point of this message.
Hope it helps.