Magic Words that Build Trust: Webinar Tues, Apr. 22 5PM Eastern

Why You're Not Closing More Phone, Face-to-Face, and Even Online Sales Free Webinar Series, Starts April 22, 5PM Eastern REGISTER HERE   Mel,   Back in my Amway "pink Kool-Aid" days, I remember meeting a prospect at Perkin's or Denny's or one of those coffee-and-pancakes places that are just one step above McDonald's.    This guy, I honestly don't even remember his name, was one of hundreds of "coffee meetings" I plowed through. I barely remember what he looked like. But I do remember 2 things.  One, he wasn't interested in Amway.  And two, he told me about a business idea he was thinking of firing up.  He had big plans for starting his own recording studio. And he had some really good ideas. Ideas that you wouldn't want to tell just anybody. Ideas that an unscrupulous character could steal and run with and make his own. About 15 minutes into his spiel, I stopped him. "Why are you telling ME this?  How do you know you can trust me?" I don't even remember what his answer was. Something vague like "Oh, you just seem like a guy who wouldn't steal". But looking back, I think I know the real reason he revealed all his business secrets and dreams to me: because I had listened to him talk for an hour. Period. He trusted me because I was a good listener. And I was. But I was NOT a savvy sales person. Because although I tried to show him how my business opportunity fit with his dreams and desires and hopes and fears for the future...I was still trying to jam a square peg into a round hole. It was still a pitch. It still felt like me vs. him. And that old flop sweat still flowed when it came time to go for the close. So, of course, he exited my life never to return. And I probably chalked it up to "Oh well, he's just one more NO that gets me closer to the next YES". Many of us internet marketers got into online businesses to reduce the messiness and unpredictability of direct sales (face-to-face or on the phone). Oh, how we celebrated when we realized "Wow, we can set up these little online mazes...PPC ad, landing page, autoresponder emails...and the customer will chase US!" How much easier it will be to close a lead who calls me! Rather than one I'm chasing and pitching and annoying and hammering and pestering! THE MYTH OF THE INBOUND LEAD What most of us discovered, however, is that the "smoking hot inbound lead" was not all it was cracked up to be. And as customers become more and more internet savvy, those leads are becoming less and less "closeable".   Sure, you know they are interested, they're "warm", but simple pitching and proving competence isn't enough.  Conversion numbers don't seem much higher than those old "coffee meetings". The siren song of "Oh well, it's just a numbers game, gotta take the NOs to get to the YESes" has made a strong comeback. Why is that? Because all we've done is taken that same tired sales game and cobbled an automated sequence onto the front of it. The phone or face-to-face pitch is the same as it ever was.  Still high-pressure, still antagonistic, still rote, still cookie-cutter. The customer is still a "number". So they don't open up. They don't tell you their secret desires like the guy in Perkins' so many years ago. Zero trust. On Tuesday, April 22nd, Ari Galper, the World's #1 Authority On Trust-Based Selling and Founder & CEO of Unlock The Game®, will be joining us to debunk the "Myth of the Inbound Lead" and show you the principles behind how he completely re-engineers his clients' face-to-face or on-the-phone sales calls to... Establish trust and get prospects to reveal their real desires and fears Quickly disqualify the ones who need to be disqualified, FAST Discern their real objections so you or your sales people don't go chasing rabbits Why the sale is lost or won at the beginning of the call, not the end. How to drop the false, antagonistic, and robotic sales mindset and sell naturally, as the real you Ari's principles are counter-intuitive, they may take you a while to wrap your head around.  But when you do, your entire sales MINDSET will shift. You'll never see sales the same way again. If you or your team rely on phone sales or face-to-face sales, this is for you. REGISTER HERE.     ***NOTE: Please do not reply directly to this email, instead go to http://support.perrymarshall.com     Free Video We manage our emails with Infusion. This Guide and Video explain my secret marketing sauce. If you no longer wish to receive our emails, click the link below:  Update subscriber options   Perry S. Marshall & Assoc 159 N. Marion Street #295 Oak Park, Illinois 60301 United States (312) 386-7459   Having trouble viewing this email? Click here

Names & details changed. But story is 100% true:

Mel, It will be obvious in about 10 seconds why I had to change the names and places. But everything else in this story is the truth: http://www.perrymarshall.com/22393/true-story/ Perry ***NOTE: Please do not reply directly to this email, instead go to http://support.perrymarshall.com

 

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Perry S. Marshall & Assoc
159 N. Marion Street #295
Oak Park, Illinois 60301
United States
(312) 386-7459

Have You Ever Thought "This Just Isn't Me"?

Mel,   My friend, John, used to sell photocopiers back in the 90s. Downtown Chicago. A good introduction to sales, but kinda brutal, occasionally stupid, and almost always a waste of time... John: One morning, like just about every morning, me and about 5 or 6 other copier reps who worked the same zip code, were riding the elevators in our big-shouldered, double-breasted, dark suits. Going from floor to floor in the Nuveen Building on Wacker, dropping off and picking up business cards from office managers...all in an attempt to hit our daily "prospecting" quotas. And this day's morning prospecting ended like several others as well. 'Hey Copier Boy! Hold it right there!' I smiled and stopped. Not turning around. Just shuffling the glossy white cards through my fingers and slumping my shoulders in defeat.  I knew what was next. 'How many times have I told you this is a no-soliciting building? This is your last warning! Next time I'm calling the police'.        Story continues on my blog...     ***NOTE: Please do not reply directly to this email, instead go to http://support.perrymarshall.com     Free Video We manage our emails with Infusion. This Guide and Video explain my secret marketing sauce. If you no longer wish to receive our emails, click the link below:  Update subscriber options   Perry S. Marshall & Assoc 159 N. Marion Street #295 Oak Park, Illinois 60301 United States (312) 386-7459   Having trouble viewing this email? Click here

Your Most Reliable Instrument

Mel, Recently, I consulted with a student who had invested heavily in a business which was now making money but involved dealing with seedy individuals.      He was very conflicted about this. He'd put quite a bit into this venture. It was profitable, thus doubly hard to walk away from. But he didn't feel good about what he was selling or who his customers were. His head and his gut were duking it out. I don't like just coming out and telling people what to do in situations like this. Here's what I did say to him... One of the most valuable skills I've honed is the ability to listen to my gut. I learned this the hard way. There was an investor in the company I worked for who I personally liked but every time he'd call I'd feel a subtle, almost imperceptible wave of fear. Only much later did I realize his mission was to slice my fingers off one bloody joint at a time. My head didn't know it, but my gut did. Ignoring my gut was a costly mistake. Your gut can signal good people to you, too. At my Chicago seminar, David Bullock stole the show. I got waves of raves about his presentation about Taguchi and online testing and tracking. He was totally tuned in with great information. He was entertaining, fun, even arresting. You know what? He'd never had any speaker training. He'd never spoken to a seminar audience before. He'd never even been to that kind of seminar before. But I made him my keynote speaker and he totally rocked. My gut told me to feature him. He's now got speaking invitations from major seminar promoters all over the biz. It's not easy at first to discern the conflicting voices inside. But little by little you begin to see through the haze and hear that inner voice more clearly. I told my student that if he ignored his gut today it would be harder to detect its voice at all tomorrow. Never disconnect your most reliable instruments. I think he'll do the right thing. And in the process he will teach his Inner CFO a lesson: We're in charge of the money here, boys. The money is not in charge of us. Small seeds grow and multiply. Little hinges swing big doors. Seemingly insignificant choices have far-reaching consequences. A decision to heed your best instrumentation and become even more reliant on it instead of less, benefits you in unforeseeable ways. Listen to your gut. Perry Marshall **NOTE: Please do not reply directly to this email. Instead, visit http://perrymarshall.com/support with any questions or concerns.  Update subscriber options

Perry S. Marshall & Assoc
159 N. Marion Street #295
Oak Park, Illinois 60301
United States
(312) 386-7459

The Genius of Low-Cost, "Slap-Proof" Traffic that Converts

Jonathon Mizel's Traffic Evolution 2014 "Try Before You Buy"     Mel,   From Day 1, I've warned my students not to put all their traffic eggs in one basket. And to this day, if you sign up for my Google Adwords 5 Day Email course, you'll still get a message that lists 10-15 different sources of paid (and free) traffic, urging you to explore non-Adwords avenues of traffic.   And now that Facebook has gotten their *&$% together and there are now TWO Big Traffic Kahunas, the same advice applies. Don't bet the farm on one source of traffic...or even two.    There are hundreds of other ways to buy tons of low-cost, high-converting traffic that have nothing to do with those two 800-pound gorillas.   Traffic that -if you know where to find it and how to buy it strategically- could be 2x, 5x and even 10x more profitable for your business than Adwords or Facebook.  (And maybe even save your backside when the inevitable "slaps" come down). But there's the rub...finding it and knowing how to buy it wisely. When it comes to these off-the-beaten-path veins of traffic gold, there's nobody I recommend more than Jonathan Mizel.   His Traffic Evolution training set the standard, and he's probably taught more people the paid traffic game than anyone else online.   But a while back, Jonathan got tired of his students making more than him, so he got off the "guru" merry-go-round of seminar speaking and coaching and product launches...and decided to hole up in his cave and focus on his own business.   And about once a year ... sometimes less...Jonathon emerges and delivers his latest traffic bombshells.  And now is that time.   And because Jonathan and I are such good friends, he agreed to let my customers and subscribers check out his full training course for no charge.   It's truly a "try before you buy" deal.   OK, you do pay a penny, but that's just to verify your card info.   I warned my students about not putting all their traffic eggs in AdWords...and then the Google slaps came.  I'm warning people now not to put them all in Facebook...and Facebook has already cheesed off some folks by changing THEIR algorithms.   If you want to slap-proof your traffic, it's wise to explore as many alternate traffic sources as you can.  There's nobody savvier than Jonathon. And he's letting you try it for no charge. And I don't know how long he'll stay "out of his cave".    So, check it our here.   Carpe Diem, Perry Marshall       ***NOTE: Please do not reply directly to this email, instead go to http://support.perrymarshall.com     Free Video We manage our emails with Infusion. This Guide and Video explain my secret marketing sauce. If you no longer wish to receive our emails, click the link below:  Update subscriber options   Perry S. Marshall & Assoc 159 N. Marion Street #295 Oak Park, Illinois 60301 United States (312) 386-7459   Having trouble viewing this email? Click here

The 80/20 of Staring Down Death?

80/20 All Star Interview Martin Howey Wednesday, April 9, 2:30pm Eastern REGISTER HERE  $7   Mel,   We sometimes use war metaphors and life-or-death language when we talk about business. Athletes do it when they speak of their sporting contests. Politicians do it on the campaign trail. Colorful language and hyperbole to add drama to events that, in reality, have little to no resemblance to warfare or actual life-and-death situations. Well, on Wednesday we're going to drop the metaphors and get real. Because, while consultant Martin Howey has stared down thousands of business problems over his decades-long career as a highly paid consultant... He established Top Line Business Solutions with over 1,350 independent offices all over the world Wrote 28 books including How to Start, Run, and Profit from Your Own 7-Figure Consulting Practice And advised over 10,000 clients including Allstate, Coca-Cola and Nabisco. ...he's also stared down cancer. And that's what we're going to get real about on our 80/20 All Star Interview on Wednesday, April 9, at 2:30 PM Eastern. What paradigm-shifting business insights and life lessons does a hard-nosed consultant pull from the toughest of all battles?       And if this disease plans on whipping me,     it had better bring a lunch.     'Cause it's going to have a long day doing it"                    -Martin Howey Are you ready to get real? Register Here. Carpe Diem,   Perry Marshall       ***NOTE: Please do not reply directly to this email, instead go to http://support.perrymarshall.com     Free Video We manage our emails with Infusion. This Guide and Video explain my secret marketing sauce. If you no longer wish to receive our emails, click the link below:  Update subscriber options   Perry S. Marshall & Assoc 159 N. Marion Street #295 Oak Park, Illinois 60301 United States (312) 386-7459   Having trouble viewing this email? Click here

Thursday: From Remote Control to Master Connector

Creating Connection Currency with Larry Benet Thursday, April 3 Noon Eastern Register Here   Mel,   I like to hide in my cave and run my world via remote control as much as I can. After many years of drinking the Amway Kool-Aid, riding the non-stop rejection bus, doing face to face sales pitches with people I KNEW were silently thinking, "I wish this guy would just leave me alone", I was ready to build a business where I could escape into my own tightly-controlled kingdom. Sound familiar? Chances are you dream of living in such a fiefdom or have already constructed your own. It's one of the differences between marketers and sales people.  Marketers want the remote control.  Sales people like to get out there among 'em.   But recently I got invited to a party.  Some of you may have heard my interview with Leigh Steinberg, the sports agent. It was his Super Bowl party. And before the party I decided, "OK, I'm gonna be a flaming extrovert for four hours and NOT wait for the world to come to me." It was like Amway all over again, except I wasn't trying to recruit anybody. Just shaking hands and saying, "Hi, I'm Perry from Chicago, what's your name?" It's amazing how many people you can meet in four hours if you just do that. And one of the first guys I met was a high flying venture capitalist who turned me on to some very important business changes which I discuss in my latest newsletter.  Never would have met him if  I had stayed on "remote control". What's my point?  Well, the first quarter of 2014 is over. How are you doing? Time to review your annual goals and see if you're on track.   And no matter what those goals are...hitting your sales targets, raising money for your business, hiring key employees, getting your kids into the right school, raising money for your favorite cause...there's one way to boost your results better than anything I know.  And not just for THIS year, but for the long term, year after year: Creating "Connection Currency" by building high trust relationships. You can't achieve any goal without people. And just one or two key connections could be the little hinges that swing massive doors for you in 2014 and beyond. I know it sounds cliche, but it's true: It's not what you know, but who you know. But the good news is, you don't have to pump hands all night at a party full of people you don't know.  There is an 80/20 to developing key connections that can transform your business. My friend Larry Benet is one of the best I have ever seen at building high trust relationships and getting results for him and his clients as a result. Larry founded SANG-The Speaker and Authors Networking Group which has some of the top thought leaders in the world like myself, Tony Robbins, Jack Canfield, Tony Hsieh of Zappos,  Lisa Sasevich, Sandra Yancey, David Bach, Brian Tracy, Mari Smith and many others. And in our webinar on Thursday, Larry will be discussing and DEMONSTRATING what he calls his “rules of engagement" with a lucky caller. You'll see how to use these rules of engagement to open doors to meet people who you previously thought were "unreachable", do joint venture deals, and use 80/20 to determine who to focus on. To register and/or submit a "hot seat" application, just click here. The remote control is OK for tweaks and adjustments, but only PEOPLE can truly transform your life. Carpe Diem, Perry Marshall   ***NOTE: Please do not reply directly to this email, instead go to http://support.perrymarshall.com     Free Video We manage our emails with Infusion. This Guide and Video explain my secret marketing sauce. If you no longer wish to receive our emails, click the link below:  Update subscriber options   Perry S. Marshall & Assoc 159 N. Marion Street #295 Oak Park, Illinois 60301 United States (312) 386-7459   Having trouble viewing this email? Click here