Archive for 'growth'

If you’re new to marketing automation or considering implementing it for your business, here are some tips to keep you on the right track.

These tips are based upon experience with multiple businesses. Some have failed miserably with automation while others have achieved incredible success. Which would you rather have?

Where to Begin with Marketing Automation

For starters, work on building out your follow up sequences with emails and steps before you begin stockpiling leads. This keeps the leads from your promotions from slipping through the cracks or going stale.

Build a sequence with no fewer than 10 steps because it takes an average of 11.1 exposures to a new prospect to get them to buy today. Your promotions obviously count for exposures although they won’t be included within your automation application.

Ideally, you’d offer a monthly newsletter that goes out to everybody (clients and prospects) with specific follow up based upon behavior and interests.  The newsletter gives you 12 exposure opportunities, and most won’t cry spam at the top of their lungs or opt-out immediately over a newsletter.

Don’t make the common mistake of generating leads first only to wonder what the hell to do with them to get them to buy when the first swipe doesn’t cut the cake. This is the most costly mistake when someone starts to leverage marketing automation … they put the buggy ahead of the horse then wonder why automation “doesn’t work.”

20 Questions to Answer to Help You Build a Solid Follow-up Campaign

Most business leaders and marketers jump into an automation program without giving much thought to what your prospects are going through as they consider their products and services. Rise above your uninformed competition by completing the quick questionnaire below.

The questionnaire is designed to help you flesh out solid follow-up content while building better relationships with your ideal target audience.

  1. Who is your ideal prospect?  Which 20% of your clients generate 80% of your profits? Focus on profits versus revenue … sales for sales sake doesn’t do you much good.
  2. Where are your ideal prospects located?
  3. How old are they?
  4. How much money do they make?
  5. Do they have kids? Do the kids live at home or not?
  6. What keeps them awake at night? (whether it relates to your products/services or not)
  7. Who are they mad at right now?
  8. Whom do they pay attention to/follow right now? Why?
  9. What interests or hobbies are they into? How can you relate that to your offers?
  10. What’s the typical buying process someone goes through when they buy stuff like yours? Who is involved in making the final decision?
  11. How long of a sales cycle is it?
  12. What 10 questions do they frequently ask?
  13. What 10 questions should they be asking?
  14. Why should they listen to you instead of your competitors?
  15. What 5 things should they look for in a product/service like yours that you excel where your competitors don’t/can’t?
  16. What myths or misinformation exists within the marketplace?
  17. What’s the reality your prospects should know about before buying?
  18. If your pricing is higher/lower than a competitor, why?
  19. Are there any data or trends that make your products/services more important today?
  20. Of your sales reps, who is the top performer? What does he/she do to close more business the others don’t? What can you do to replicate that more?

When you take the time to complete the exercise above, you’ll likely reach your growth goals faster. You’ll also end up building enough relevant follow-up content to outlast your competitors.

Easy Content Production

The answers to the exercise can also become sources for blog posts, slides, videos, Q&A sessions, info-graphics, articles, documents, white papers, reports, webinar topics, infomercials, print ads, advertorials, etc.

Take action now then share your results below.

What’s Your Business Growth Strategy?

Almost daily, I (Roger) get an email or call from a business owner lamenting how they have their “strategy” all mapped out.  What I typically find, after talking with them for 5-10 minutes, is that they have a group of disjointed tactics that they’re planning to test out.  They’re confusing being “busy” doing tactical stuff with having a strategy.

How Marketing is Like Sex

Yep, I said it … marketing is like sex because everybody thinks they’re good at it.  Rarely do employees tell a business owner they’re not good at marketing so the lie only gets reaffirmed in their mind more often than not.

Consider this … even when sex is bad, it’s still pretty good right? Marketing is the polar opposite because it can make you look like a complete buffoon when you screw it up yet you won’t take the hint. You’ll blame it on the market, economy, some consultant, or the timing.

Take some time to read this post right now because it could save you from making a buffoon out of yourself.

What a Strategy is NOT

Let’s be straight with one another … running a business isn’t easy. Being a strategist isn’t either so let’s understand what strategy is not before defining what it is, shall we?

If you go from chamber meeting to chamber meeting then BNI group to BNI group looking for a stockpile of leads while running a Yellow Pages ad and you just overhauled your website to look “prettier,” that’s not a strategy.

If you’re planning to implement SEO and PPC within the next 3-6 months, that’s not a strategy.

If you do a bunch of tradeshows every year, that’s not a strategy.

If you have an outside sales force that’s making 100 cold calls/day, that’s not a strategy. That’s a tactic!

Even if you do everything just outlined, you’re operating tactically.  In fact, that’s what I like to call “Silo Marketing” where you do a bunch of separate tasks in hopes that they somehow deliver a windfall at some point in the future.

What a Strategy IS

A strategy enables you to leverage a combination of marketing vehicles to build your business seamlessly and systematically. A strategy also has a defined timeframe associated so that results can be measured.

For example, a marketing strategy may involve the following:

1) You create a special report entitled “The 5 Things You Must Know Before Buying Your Next Widget That Can Save You Thousands” which you offer to new prospects free of charge. You also repackage that report as a video and a podcast to reinforce your message.

2) You then develop a lead capture form on every page of your website so that prospects can get your report in exchange for their contact information and permission to follow up.

3) Their registration to get the report feeds an auto-responder follow up sequence in the background that also triggers telemarketing efforts at pre-determined intervals to prevent leads from slipping through the cracks.

4) You then rent and mail to targeted lists (email and/or snail mail) to promote your special report on your website.

5) Next, you craft a press release announcing the availability of your lead magnet on your website which you distribute nationally.

6) Maybe you run radio, TV and trade journal ads promoting your lead magnet on your website.

7) You print up special business cards that promote your lead magnet and how to obtain it on the back of the card.

8) You team up with complementary businesses to promote your lead magnet with the ability to pay a commission or exchange services should someone buy from you.

9) You write and distribute articles, documents, white papers and produce short online videos promoting your lead magnet that you spread across the web.

The nine steps outlined form the baseline of a marketing strategy because everything builds upon one another versus just doing a few separate tasks that merely serve to make you look busy.

The timeframe to implement such a strategy can be anywhere from a couple of days to 6 months depending upon where you are today. Ditto in terms of when you’ll likely begin to see tangible results.

Strategic Questions to Ask Yourself

Here are some questions to answer that will help you formulate a strategy versus a tactical silo effort.

What are your lead generating offers? Who are the best targets for those offers? How are you reaching them now?

How many leads are generated via the following, and how much does each cost per month (whether it’s time, money, or barter)?

  1. Internet (website, SEO, PPC, banner ads, etc.)
  2. One-on-one interactions (BNI groups, referrals, cold calls, social networking, mobile, etc.)
  3. Education (white papers, case studies, buyer’s guides, etc.)
  4. Public / Media relations (press releases, articles, features in the news)
  5. Events (trade shows, lunch-n-learns, seminars, etc.)
  6. Advertising (sponsorships, radio, TV, crusty Yellow Pages, ValPak, etc.)
  7. Sales literature (brochures, business cards, slicks, etc.)
  8. Partnerships (JVs, endorsements, affiliates, etc.)

How many leads does it take to close a deal? Is that number increasing or decreasing?

How long do you have to follow up until they buy? Is that time period increasing or decreasing?

How much of your initial follow up is automated?

What’s a typical first deal worth? What’s the upsell process? How many people take the upsell?

Need Help?

Should you need help piecing everything together, please give me (Roger) a call at (502) 394-0460.

Amway Business- Marketing Amway Business Growth Strategies

Before I get into marketing strategies for growing your amway business, I’d like to focus more on what the true definition of marketing really is. Marketing is a profession, just like any other profession which takes education and training. Unfortunately it’s not a profession taught in school. It’s something that you must learn on your own due to trial and error alone with persistence. The advantage or marketing compared to other professions is that it can be applied to any profession in the world. For example, If a dentist doesn’t know how to market his profession, he’s going to fail and his business will not succeed.

I have chosen to write this article about marketing and using the amway business as an example because amway is one of the most successful network marketing companies in the word and have been around longer than almost everyone else. They have a wide variety of high quality products to choose from and they even use television commercials now to get their brand known. The strategies and techniques that I’ll be referring to for growing your amway business can actually be applied to any MLM or home based business. In fact, what I’ll be discussing is the secret to what makes so many people successful.

The first thing that you’re going to need is a system. The reason a system is unavoidable when growing your amway business is because amway is a network marketing company which means in order for you to make lots of money, everyone else under you must be successful as well. Using a tried and tested system is replicable and simple. The second key ingredient you must have when growing your business is leads. If you don’t have leads and prospects to talk to, everything else you do won’t matter. In order for your system to work you must understand the full benefit as well as the pros and cons of using a script. Once you understand the advantages and disadvantages you’ll clearly see that the success of your amway business will depend on using scripts.

Your marketing system can be broken down in 4 simple steps.

A Prospecting scrpt
A Recorded Presentation Call
A Closing Script
A system for training others.

You will memorize and read your script to every prospect (lead) that you call. Next, for the ones that show interest, you will send them to a recorded presentation call that promotes your amway business opportunity that you created using a script. For the ones that are still interested after the presentation call is done, you will finalize the enrollment process by reading your closing script.
In order to get a fully detailed understand about how to and the free resources for create your system for your amway business, simply read my free report which is located at Thanks for reading my article.

Jawaune Saad is a home based business consultant livint and Tampa, Fl and has helped thousands of people achieve their business dreams. To learn more about his training visit you can contact Jawaune saad at or by phone at 813-315-6575

2011 Business Growth Strategies #1: Think Different

This week is the first week of a brand-new year.  We all have resolutions and revelations about our personal selves and our businesses. 

My question is, “Are those resolutions based on our past, and gravity, or on our future and a path to growth?”

This week I’m sharing some easy, straightforward things you can do to check your gravity and shift 100% into growth mode – right now, in time for a big impact in 2011.

Today – I want to talk about thinking differently.

Thinking differently is a big deal in today’s “new economy” and a key factor in powering 2011 success.

Why? Because the negative news, the down economy, the fear that permeates our world create limitations in our thinking.  It’s time to let those limitations go.

2010 was a tough year with lots of negative news.  But 2010 also had significant successes.  For many businesses.  We just don’t hear about those because success doesn’t sell newspapers or media.

Success is all around us.  Just look here, at the Zero Gravity businesses I’ve profiled in 2010.  I have at least 100 more small businesses to profile and more appear on my radar every day. 

Zero Gravity business leaders all share one key behavior.

They know how to think differently.  They question the limitations of the past, they seek new opportunities in the present and they constantly shift their perspectives to stay in sync with their dynamic markets.  They constantly ask “Why?” or “Why not?” depending on their circumstances.  They push the envelope of the status quo, forget the past and break out into the ways of thinking and doing.

My question for you is, are you focused on the excitement of a new opportunity that comes with the new year? Or are you focused on the negative – defending and protecting against the tough times in your business (and personal) past?

2010 is behind you – it’s behind all of us.  So let it go.  While you’re at it, let go of 2009 and 2008 too.  Focusing on what’s behind you will not help your business succeed in 2011, anymore than a pilot focusing on what happened 300 miles back will help him fly the plane right now. 

What matters today is today – and the future.  Yes, we can bring forward the lessons learned that are VALUABLE.  But we can also let the rest go.  Dragging along woe is me, negative vibes doesn’t help anything.  It does prevent you from seeing your future clearly.

2011 is a new year.  We can think about it, and live it, as we choose.

We can choose to see it as a continuation of the same challenges and problems from 2010.  Or we can choose to see 2011 as a year filled with new opportunity.
We can choose to continue to do things the way we’ve always done them, and wonder why it’s not working.  Or we can shift our perspectives, see our business through fresh eyes – and find new ways of thinking and doing.
We can choose to hang on to what’s comfortable – even if it is negative.  Or we can step up to challenge our comfort zone with new ideas, critical perspectives and brave new approaches.

What do you choose for 2011?

Rebel Brown consistently challenges the status quo to deliver optimum solutions and high velocity growth for her clients. She combines the strategic expertise and tactical savvy of a global Corporate Strategy, Launch and Turnaround Expert, along with the leadership and motivational skills needed to get the job done.


Check out Rebel’s new business book, Defy Gravity, where she shares proven strategies and tactics for growing your business even in a down economy.

2011 Business Growth Strategies #2: Be Distinct & Compelling

We all nod our heads when someone talks about the need to deliver distinct, compelling value to our markets.  We just assume that our value is as distinct and compelling as it was last year, or the year before or….

But is our value really distinct? And if it is distinct – is it compelling to our markets?

All too often our distinction becomes stale.  We get comfortable, resting in the laurels of our past.  That’s human nature.  We also tend to get stuck in the followers mode – watching what our competition offers, matching them.  Assuming that being equal makes us competitive.  We follow our favorite customers advice and drink our own Koolaid. 

We forget to be compelling and distinct.

But we don’t know we’ve forgotten.  We still believe our “value” is distinct – that our markets are crying for our stuff.  We don’t see the gravity as we set ourselves up for discounting and price wars, for shrinking margins and reduced revenues.  We get stuck in the G’s and wonder why we’re not flying.

Distinct and compelling value is the key to business success.

Sit back, ditch your status quo and start with a clean brain.  Take some time and think about your value.  Be harsh, be realistic and above all, be honest.  Right now – ask yourself the following.

1.  How is your value distinct? Don’t just rattle off your knowns.  Stop and really THINK about it.  Take a hard look at what you believe to be your value.  Is it something that resonates with customers TODAY, or is it yesterday’s news repeated.  Dig deep and ask yourself:

Do I know that’s true? How? When did I last check it with the market at larges – not just my top best favorite customers?
Could I deliver even more distinct value? How?
Who else claims this value? How is my value distinct – and compelling to buyers? If it’s not, how do I create distinct value?

2.  Look around you. The world is filled with useless noise, some call it marketing.  Business after business is making the same claims, promising the same results.  Customers can’t tell one from another.  As the noise increases, customers are tired of listening.

That means you have to be truly distinct.  It’s the way to rise above the noise.  You have to be able to hit a prospect right between the eyes with a problem you solve that they really need solved.  Can you do that today? In 20 words or less? 10 words? 5 words?

If not – ask yourself:

How is my value distinct compared to alternative solutions? Where’s the proof?
Is that true distinction or “just a little different” kinda value?
How can I deliver better value?
How can I communicate my value to my customers?

3.  What’s compelling? Let’s say your value is distinct.  That’s not the only criteria for success.  You can have the most distinct value in the world – but if no one cares about that value you won’t be successful.  Just because you think something is cool doesn’t mean your customer does.  If value doesn’t compel buyers to part with dollars, your value doesn’t matter.  Ditch it and think again.

Rebel Brown consistently challenges the status quo to deliver optimum solutions and high velocity growth for her clients. She combines the strategic expertise and tactical savvy of a global Corporate Strategy, Launch and Turnaround Expert, along with the leadership and motivational skills needed to get the job done.


Check out Rebel’s new business book, Defy Gravity, where she shares proven strategies and tactics for growing your business even in a down economy.

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