I wanted to share an often ignored or unstated requirement to making big sales… the customer has to trust you. Now I know it sounds obvious, but you really need to take a look at all your contact points with a prospect and make sure they all contribute to building trust.
You have probably heard that people buy from people that they “know, like, and trust.”
One of the marketing formulas that has been a key to our success is the ACE formula.
A = authority
C = celebrity
E = expertise
When you have those 3 things, selling becomes easy. There are of course shortcuts to building these three areas and also red flags that can destroy them.
I am considering doing a free webinar on this topic. Shoot me an email or a facebook message at www.facebook.com/profit911 if you may be interested . If nobody responds, then of course I won’t waste my time.
Profit 911 Consulting
One of the biggest lies I hear business owners say all the time is that their business is built all by referral. Even worse is “if I do a good job, people will refer me.”
There is some sort of entitlement that if you do well then you deserve to get referrals and that people will automatically step up to the plate and send their friends, family, and acquaintances to your business. SOME will but that number is insignificant. You don’t DESERVE referrals. You create referrals.
Last week during our Profit 911 Inner Circle training we spent an hour talking about customer retention and referrals. People don’t refer on their own. They have to be trained to refer. You need to have a system in place to cause them to refer and take a deep dive into the psychology of why people refer. It’s not always for the reasons you think. In fact sometimes your best clients won’t refer because they are afraid you will become too busy to continue to serve them well. How’s that for backwards thinking?
Take off your entitlement hat and plot out why people will want to refer, how you will encourage and train them to do so, and what happens after they do so.
P.S. If you think it is time to step up to the plate and join our inner circle, let’s talk. Schedule a call with me here: http://www.scheduleyou.in/YVB6uYpQTN [if you are accepted for enrollment in the program, I will make sure you get the complete recording of our referral training].
P.S.#2 If you don’t already own our “13 Best Growth Hacks” training DVD (normally $97), you can get it now www.profit911.biz/freebie for free (just pay shipping).
I wanted to send an invite (I know it is last minute) to view a live presentation I am giving on how to “level up” your business. This is meant for DJs but quite honestly everything I am sharing applies to ALL types of business. If you are free, please join us,,, https://www.youtube.com/watch?v=KDFTYn4N-ws
Profit 911 Consulting
Here’s the replay:
The crazy I refer to is a person. Despite some very rigid hiring requirements and processes, every once in awhile crazy finds his way into our company. Over 100 employees have been part of this company since I started it and this somewhat comes with the territory but can still surprise you every once in awhile.
We had someone no-call, no-show last weekend and therefore get fired. We did cover it with another staff member but have a strict policy that there are no second chances for this type of offense. This person fell completely off the grid for several days until he sent this flaming torch via text to his manager…
I’m assuming you all fired me. Good choice. I didn’t believe in your company to begin with but honestly I want to speak a bit on that point; you have no direction whatsoever and It’s terrible. You spread yourselves so thin and are always in a context of constant “hire hire hire” to trap idiots into Justin’s bullshit. I don’t care about his company and his growth. I don’t agree with his policy as a business owner. He is bad at business and you need to deal with that. I don’t care if I burn a bridge with saying what I say but honestly training should be paid for the whole way not me working an entire day with no pay. I won’t sit here and defend my actions because I feel like you shit on me and my skills by adhering to “company policy.” Obviously the policy doesn’t work if your overturn rate is so high. Just realize that this company is crap, if you were really legit like you made is sound you wouldn’t have had any problems. It would move like an efficient machine.Oh and by the way the whole non reference thing is bullshit.You people act as if you’re an established corporate entity…. You aren’t.I’ve handed my card out to plenty of people spanning the entire sales demographic and none of them have heard of you.
Bottom line, develop a thick skin. Eliminate the negative and keep on your mission. We also had a good employee put in two weeks notice as he moves on with his life and career in another direction. We wish him the best and there is not much story there. That happens to and you should be of service to that type of employee and encourage their personal growth.
Profit 911 Consulting
Sitting in the airport waiting for a plane and thought I would share a quick tip…
First off, my apologies for the length of time since my last tip was setnt out. As many of you know, I will in Las Vegas for most of last week speaking and presenting a workshop. The week before that was almost 100% dedicated to preparing the workshop materials.
It now has been just under a week since me and some staff have returned to the office. While at the expo, we got all fired up and re-energized to kick some butt. New ideas and new ambitions were formed. Everybody always has the best of intents when they learn new ideas and get around other business owners. The problem is what happens when we get back home.
Most people very quickly get back into their same old routines and habits they had before the left. Within a week they are conducting business the same as usual. Everything they just spent time and money to learn is already out the window. They have good intentions of implementing what they learned but never actually find the time to do anything about it. It’s normal and it yields normal results.
If you want extraordinary results, you have to take extraordinary action. Action is how you get ahead. Action is what I help people with. Action is what you need. Back away from your usual routine and spend an hour intentionally creating a new routine and plan of action. Take a look at everything you are going and see if it all is part of achieving your stated goal. If it isn’t, then don’t do it.
Yes, this will be hard. Great success is not easy. Good things come to those that are intentional about making them happen.
Profit 911 Consulting
P.S. If you are interested in getting your hands on the recordings of our Six Figure Sales and Marketing Bootcamp from April 10th, then reply let me know. They are available at a nominal cost. Also, we have announces another Sales and Marketing Training Day in Las Vegas on March 19, 2017. The lowest price is available now. Info upon request.