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4 Tips for Generating More Quotes/Proposals

Does your business have a formal proposal or quote process, or require written confirmations, or other information before a prospect will purchase? If so, you have a “proposal” step in your sales process no matter what you call it.

You’ve invested a significant amount of time and money to generate leads, connect with and engage with prospects in some fashion. Your investment in these efforts is worthless if you don’t get the opportunity to submit a QUALITY PROPOSAL.

Like getting up to bat in baseball, the more opportunities you have to submit a quality proposal, the greater will be your success. Just a 3% increase in the number of prospects and opportunities you turn into proposals can yield increased profits with little time, money and effort. It’s the power of incremental improvement I’ve stressed in many of these newsletters.

Want More Proposals?

Here Are 4 Quick Tips

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The 7th Buying Fundamental Every Business Must Understand

As I shared in the last 2 posts, today’s buyers are more sophisticated than ever. Therefore, to win the game of attracting and converting clients, customers or patients you must provide them with an experience that includes 7 key fundamentals. Fail to do this and you will never build the business you deserve. I covered the first 6 so far …

Fundamental #1 – Everyone wants the “best deal.”

Fundamental #2 – Always market to the negative.

Fundamental #3 – Prospects buy based on emotion.

Fundamental #4 – Make your business “unique.”

Fundamental #5 – Prospects buy what they want… not what they need.

Fundamental #6 – Be able to communicate your uniqueness and extraordinary value.

The 7th critical fundamental to understand is…

Fundamental #7 – Create “extraordinary value.”

Have you ever shopped for something and found yourself looking for the lowest price? Ever wonder why? As we stated earlier, all human beings, no matter who we are or what we do, we all want the best deal. But what is the “best deal?” Is it really the lowest price?

There’s that old saying that you get what you pay for. Would I shock you if I told you that your prospects could care less about price? They shop price because they’re forced to. Let me explain. What prospects really want is the best “value” for the price they pay. They’re more than willing to pay double the price if they perceive that you’re giving them four times the value. Now they know they’re getting the “best deal.”

So then why does price seem to matter so often? (more…)

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The 7 Buying Fundamentals continued

As I shared last post, today’s buyers are more sophisticated than ever. Therefore, to win the game of attracting and converting clients, customers or patients you must provide them with an experience that includes 7 key fundamentals. Fail to do this and you will never build the business you deserve. I covered the first 3…

Fundamental #1 – Everyone wants the “best deal.”

Fundamental #2 – Always market to the negative.

Fundamental #3 – Prospects buy based on emotion.

Let’s continue…

Fundamental #4 – Make your business “unique.”

One of the biggest problems business owners face when trying to make that emotional connection is that different prospects have different hot buttons. That’s why it’s critical that you separate your business from your competition. You must find a way to stand out from the crowd. The best way to do this is to create a “niche” market for your business. That means your business has to stop trying to be everything to everyone.

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The 7 Buying Fundamentals That Every Business Must Understand

Today’s buyers are more sophisticated than ever. Therefore, to win the game of attracting and converting clients, customers or patients you must provide them with an experience that includes 7 key fundamentals. Fail to do this and you will never build the business you deserve.

They’re based on fundamental human nature… still applicable today as they were 1000 years ago.

Fundamental #1 – Everyone wants the “best deal.”

Your prospects, no matter who they are or what it is they’re buying, always want the best deal. That doesn’t mean the lowest price… it means the most value for the price they pay. They will gladly pay twice the price… as long as they perceive they’re receiving four times the value when they compare it to the price.

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How to Slash Your Marketing Spend and Increase Results Without Spending More Money [Part three]

3 Ways Profit Maximization Can Turbo-Charge Your Sales Growth

Marketing Spend Slasher #3 – Self Fund Your Marketing

What do I mean by Self Fund? By focusing your efforts on optimizing your profits, you can reinvest those "found" profits into advertising or other marketing efforts. Dr. D "saved" about $1,500 a month (see part two). So he could now reinvest "found money" into another form of marketing…PPC, SEO, direct mail, bigger advertisement, a tele sales effort etc. The new found profits literally pay for your "risky" marketing. It is like going to Vegas, winning big, putting your original money in your pocket and then gambling with the winnings…with no real downside whatsoever. (more…)

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Is Your Compelling Offer Actually Alienating Your Prospects?

When the government was offering its highly touted “cash for clunkers program,” I heard a commercial on the radio for an auto dealership that really brought home a major problem I see small business owners making every day. The car dealer was berating the governments program… saying that by the time the majority of people got qualified and completed the mountain of paperwork needed to complete the transaction, the money allocated for the program would be gone.

The dealer then went on to proclaim that any customer buying from them didn’t need to worry about this situation at their dealership. Instead, they would instantly discount all of their new cars by the same amount the government was offering, so come on in and buy from us today… no hassle, no problems, simple and easy.

Yeah right… if ONLY! Is there anyone remotely alive today that actually believes this garbage? Now granted, this dealer isn’t lying… they will indeed give you the same amount the government is promising… but the way they do it is to discount the car that amount from the “sticker price,” which we all know is already over-inflated by close to that exact same amount they’re offering.

Unfortunately, most people show up expecting this wonderful discount and then realize they are more or less being exposed to a “bait and switch” routine. Ahhh, the auto industry. Is it any wonder why most people would rather go to the dentist for a root canal than visit a dealer showroom?

Are You Making This Same Mistake?

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Laser Marketing – How to Create Compelling Content

It’s easy to write about certain topics like celebrities, technology or social media. Everybody wants to know about these topics. But what if your passion is botany, supply chain logistics or cognitive psychology? How can you make these topics compelling when your subject is… boring?

In the summer of 2006, an economics book was on the New York Time Bestseller list. The title was provocative and promised to be anything but a boring read. Since I’m not a big fan of economics (hated it ever since college), I skeptically handed over my $25 and took Freakonomics home with me.

From the very first page, I was treated to a wild ride through the most bizarre stories that I’d ever encountered. I learned about cheating schoolteachers, self-sacrificing sumo wrestlers… and why drug dealers still live with their moms.

Every story taught a boring economic principle in a way that made me want more. I realized that Freakonomics was an instruction manual for transforming boring content into sexy must-read masterpieces.

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Know the Difference Between “Response Rate” and “Return on Investment”

Throughout the ProfitNow system, I continuously emphasize the fact that little changes can produce big results overall. To be sure you find these small changes, it’s important that you know and understand the difference between your prospects response rate and your actual return on investment.

In other words, when you spend money on marketing, how many prospects does that marketing generate, and how much money do you put into your pocket because of that marketing. After all, it doesn’t do you any good to generate a thousand prospects if none of them buy from you.

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Attracting Leads & Clients

Should Your Content Aim for Traffic or Conversion

Which type of content attracts reader attention… bringing you more traffic and more eyeballs on the page? Which type of content converts… bringing you more customers and sales? And how do you roll out a strategy that maximizes the twin impact of attraction and conversion?

Easy answer… head to your local newsstand. The best attraction and conversion techniques are hidden between the pages of two very different magazines: Cosmopolitan and The New Yorker.

Cosmopolitan articles attract

Why does a Cosmo-type article attract more attention…

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Perception Versus Reality

A $1M+ Lesson

Do your customers really value you at the level they should? If not, you will fail to retain them as long as you should; fail to maximize the frequency of their purchases; fail to get them to buy more of your other products and services; and fail to get the referrals you deserve…and of course, miss out on tons of profit.

Several years ago, after investing several hundred thousand in our landscaping, we were on our third gardener and I was once again less than satisfied and wanted to replace this gardener. Said another way, I PERCEIVED that the gardener was not doing a great job and that I was paying for hours where little was getting done.

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