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Nov
16

The action reaction formula for sales success

By | Entrepreneur, Entrepreneurial Spirits, Success

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You know as well as I do… success is ALL about momentum.

Sometimes it is forward momentum, sometimes it is backwards.

Anyone that claims to win them every time is full of bs.

The best of the best in the sales business, in the marketing business, heck, in ANY business…. fail far more times than they succeed in their journey.

That means making 300% more calls than you think you should make.

…Or testing 4 times as many advertising campaigns as you had originally budgeted for.

…Or investing 2 or 3 times as long in that book project you are launching (like one of my own that was due for release by mid-year…but is JUST NOW hitting the printers!)

Success in every industry is about failing yourself forward as FAST as possible.

= = = = = = = = = = = = = = = = = = = = = = = = =
Last week I failed on an email to you
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I admit it.

The email I sent did not go over well with some of you.

It wasn’t what you were used to from me…

…and I apologize.

If you didn’t see it, let me recap the gist of it (gasp! you aren’t reading EVERY email I send? curses. and kidding, by the way)

For over 5 years now I have been writing private articles for a wonderful marketer in Canada named Dave Dubeau. He has a private membership program called Canadian Profits.

Each month there is 8 or more different authors and experts that contribute their best material for growing your business.

I am fortunate to be one of his longest writers (not the longest – but close).

I have also contributed a chapter to his book Money Making Marketing for Canadians.

When I sent the email last week I should have been more clear on what this is – and what it is not.

…If you are an entrepreneur that invests in your education…
Dave’s program is for you.

…If you are an entrepreneur in Canada…
this is for you.

…If you are an entrepreneur in the US (or pretty well anywhere outside
of Canada)… the marketing principles in here will help you attract new
leads and expand your business.

= = = = = =
This is NOT:
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… a get rick quick pitch

… another thing you throw on your shelf without reading.

This is a very powerful monthly education that is delivered to your door.

And you get the book for FREE when you try out the Canadian Profits membership for a $4.95 trial (2 months delivered to your door for $4.95 – and $2 of that goes to charity!)

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Why should you give this a try?
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I think the best example of why you should be paying attention to Dave and his wonderful contributing writers (ahem…like me :) is this…

Dave approached Canada’s ‘Rich Dad’ with an idea quite a few years ago.

It was a simple idea.

But it had never been done in this person’a business.

Darren Weeks, Canada’s Rich Dad, agreed to give it a go.

3 short years later they QUADRUPLED the database

…and went to $100 million in sales!

They are now Canada’s 40th Fastest Growing Company.

Dave knows his stuff – and I highly recommend you give this a 2 month trial.

http://www.entrepreneurprofit.com

I hope this clears up any confusion I caused last week… it is well worth the whopping $4.95 investment (a super-duper-mochs-frapa-chino at Starbucks is more than that for goodness sakes!)

Have a look at what you get, try it out, and you tell me if this is not one of the best resources you have for building your business!

Try it and if it isn’t what I say I will personally give you back your $4.95…

…fair?

Here ya go http://www.entrepreneurprofit.com

To your success.

Troy

PS: There are also more steps in the action reaction formula which you should be studying. I put them up at
http://blog.smallbusinesscopywriter.com/the-action-reaction-success-formula/

Oct
18

Doesn’t this just make you want to scream?

By | Story Selling, Writing

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Before I vent my spleen in this email, don’t forget to sign up for the special webinar I’m holding later this week with Daniel Levis.

This incredible training will help you make more sales at higher profit. 

No charge.

–> http://www.daniellevis.com/EI_white 

Every niche has ‘em …

Trusted authority figures who are full of shit.

Bogus health advice… fatal financial advice… disastrous marketing advice… terrible relationship advice — you name it. The media is full of it.

And people who don’t know any better are lapping it up. 

Doesn’t it just make you want to scream watching the fake experts in your niche leading their followers down the garden path while you struggle to gain the attention, credibility, and influence you deserve? 

After all, moving your products and services just gets a whole lot easier when you’re recognized as a trusted and admired authority, doesn’t it?

Well I say it’s high time you put an end to this authority envy.

How? 

By registering for the free webinar training event I’m putting on with Daniel Levis, creator of the popular new course, Effortless Influence — How to Master the Art of The Sales Story.

Let Daniel show you the secrets for using simple stories to create iron-clad authority and trusted expert status in your niche. 

–> http://www.daniellevis.com/EI_white  

Here are a few highlights that will be covered at this all-new training:

>>> How to demonstrate the value and
authenticity of your expertise through 
story. This is the ultimate secret to 
selling at premium prices and with 
superior profit margins — ten times more 
profitable than mere functional 
advantage …

>>> How to disarm the defensive stockade 
people put up against persuasion by 
weaving the facts, features and 
benefits that prove the superiority 
of your offerings into the innocent 
fabric of story …

>>> Stealth Positioning — How to convey 
authority through accomplishment 
without a hint of braggadocio or 
boastfulness …

>>> How to craft a great origin story 
that cements your credibility as a 
seller and bonds you to your target 
audience like crazy glue …

>>> How to create a killer case study. 
Discover 12 interview questions for 
extracting amazing success stories
from your best customers… and the 
secret narrative structure that almost
guarantees explosive, competition-
crushing case studies …

>>> Plus more!

–> http://www.daniellevis.com/EI_white 

Last time I had Daniel do a story selling training the accolades were off the charts and this all-new session promises to be even more enlightening.

Do whatever you have to do to be there. Daniel will be giving away some awesome free gifts and doing live Q&A at the end of the call.

Even if you can’t make it, register anyway in case there’s a replay.

–> http://www.daniellevis.com/EI_white 

See you there!

Troy White

Oct
17

How to Get Away with Murder (Free Web Workshop)

By | Copywriting, Entrepreneur, Entrepreneurial Spirits, Story Selling, Writing

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The accused sat terrified in the prisoner’s box awaiting the magistrate’s verdict…

“Guilty as charged! Sentenced to hang by the neck until dead!”

The condemned was the town cobbler, who days earlier in a fit of blind rage had brutally bludgeoned one of his customers to death.

Normally a hanging was cause for celebration…

…But there was no cheering from the townspeople today.

One townsman, in fact, mustered some courage and stood up to address the court.

“If Your Honor pleases, you have sentenced to death the town cobbler!

“He’s the only one we’ve got. If you hang him, who will mend our shoes?”

Presently, the whole room came alive with chants for the cobbler’s release.

After restoring order in the court, the magistrate thought for a while, nodded in agreement, and overturned his own verdict.

“What you say is true”, he said.

“Since we have only one cobbler it would be a great wrong against the people to let him die. As there are two haberdashers in the town, let one of them be hanged instead!”

For entrepreneurs, the lesson is clear.

If you can position your business as desirably unique and indispensable to your clients, you can mess up a lot and still make out like a bandit.

And if you fail to create this all-
important perception, you’re going to
get killed.

That’s why I’m hosting a free training webinar later this week with Daniel Levis, creator of “Effortless Influence — How to Master the Art of The Sales Story”.

Daniel will be presenting a brand new module that teaches you how to use origin stories and killer case studies to separate your business from the competition — then eliminate them as an option.

Seating is limited. Register Now.
–> http://www.daniellevis.com/EI_white

Here’s just a small sampling of what we’ll be covering:

>>> How to demonstrate the value and
authenticity of your expertise through
story. This is the ultimate secret to
selling at premium prices and with
superior profit margins — ten times more
profitable than mere functional
advantage …

>>> Stealth Positioning — How to convey
iron-clad authority through accomplishment
without a hint of braggadocio or
boastfulness …

>>> How to craft a great origin story
that cements your credibility as a
seller and bonds you to your target
audience like crazy glue …

–> http://www.daniellevis.com/EI_white

>>> How to create a killer case study.
Discover 12 interview questions for
extracting amazing success stories
from your best customers… and the
secret narrative structure that almost
guarantees explosive, competition-
crushing case studies …

>>> How to disarm the defensive stockade
people put up against persuasion by
weaving the facts, features and
benefits that prove the superiority
of your offerings into the innocent
fabric of story …

>>> Plus more!

–> http://www.daniellevis.com/EI_white

This is going to be an amazing trainingsession and I’m not sure if it will be recorded. So make special arrangements to attend.

What Daniel is teaching here is transformational. You owe it to yourself to assume the catbird seat in your niche. Here is the secret.

–> http://www.daniellevis.com/EI_white

See you there!

Troy White

PS: I just returned from speaking at Darren Week’s Superconference in Edmonton.

Hundreds of passionate entrepreneurs there, soaking up every drop of information the speakers delivered.

2 of the Dragons Den Speakers were there as well (for those in the US, Dragons Den is the same as The Shark Tank).

Robert Herjavek and Arlene Dickinson both gave fantastic talks on their business success stories.

What stuck out to me was that both of them mentioned the incredible power that entrepreneurs have in their own personal story…

…yet rarely do they see the story being used in the pitches or in the marketing.

(btw – Robert is an EXCEPTIONAL story teller!)

The Dragons see hundreds of entrepreneurs pitch their products and services every year.

Few of the entrepreneurs use their story as their asset.

The Dragons see the story as one of the greatest assets available.

Which is exactly why I have put such an emphasis on the use of stories over the past few years…why I teach people how to use stories…and why I want you to listen in as Daniel shares his best strategies for creating YOUR signature story.

Don’t miss the call! http://www.daniellevis.com/EI_white

Apr
07

How duct tape saved my sanity as a parent (and marketer)

By | Entrepreneur, Entrepreneurial Spirits, Wacky marketing ideas

7 Comments

One of the main reasons I left a great paying sales job in the corporate world 9 years ago was my daughters. I wanted to be there as they grew up… and I didn’t want to be sitting in rush hour when they were learning to talk.

When they were one year old, I took the plunge and quit.

…Not having a clue on what I would do.

I knew it would be something to do with selling products or services, but how and what I was selling was still a mystery.

Fortunately for me, I was owed some decent commissions and had a cushion to work with.

I got what I wanted, time with my daughters…

….and a chance to go back after my entrepreneurial dreams.

I had put myself through University owning a College Pro Painters franchise with 8 painters, but followed the Corporate job after
University in dreams of big fat bi-weekly paydays.

Being a work at home dad had lots of challenges.

But the benefits were worth it.

Until they found a new ‘game’ with their diapers.

They used to rip the ‘full’ diapers off and use the goodies inside the diapers to ‘paint’ their walls.

Imagine two little one year old twins girls laughing themselves silly over this fun art project. To them it was just plain old fun. To my wife and I, it was…awful (an understatement).

But we found a solution

…Duct tape.

That silver sticky tape worked wonders to ensure they couldn’t get their diapers off.

We improvised, and won.

Until they started to scream – “daddy, NO MORE DUCT TAPE!”

People that didn’t know what that was about started to look quite concerned :o )

Ultimately they learned their lesson, we steam cleaned their walls, and it never happened again.

Sorry about the visual here – but we still laugh about it all 9 years later.

…What does this have to do with your business?

Much of the time in marketing and sales, things don’t go exactly as you expected.

The promotion bombs.

The hours and hours you spent on Facebook aren’t resulting in anything.

The economy or local business climate doesn’t cooperate with your plans.

…whatever it is, you have to suck it up and find a ‘plan b’.

Quickly.

Write a new promotion… add in a 10 step auto responder series… and add in direct mail to get people from offline to online.

Start calling 3 of your past clients a day to see what you can do for them.

Try SOMETHING… ANYTHING new to test.

And get it implemented right now.

Not next month. Even next week can be too long.

You need to get busy, set aside all the time sucks in your business, and worry about implementation ONLY.
http://www.blog.smallbusinesscopywriter.com/my-top-time-vampires/

Often times, it is those rapid implementation modes you get in where big breakthroughs happen and new marketing campaigns start
to shine through and make you a mint.

Duct tape is a wonderful thing for quick fixes.

Which area in your business needs a new solution right now?

Then STOP fretting about it and start doing something about it!!

No more mess on the walls :o )

Have a great day.

Troy

PS: If you are stuck in your business, or aren’t sure which business you want to get into right now, my good friend Steve Little can help.

Having built multiple $100 million dollar businesses in the past, he knows a thing or twenty that helps entrepreneurs get out of stuck mode and into the right business for them.

He has also arranged a very special trial for you here http://www.entrepreneurprofit.com.

Have a look and see for yourself… the best feeling in the world is knowing that you are passionate about what you do, and that you are in the right business, at the right time and right place.

Mar
21

Client appreciation parties

By | calgary, Entrepreneur, Wacky marketing ideas

1 Comment

Who doesn’t love a great party!

Your clients do – and it may be time to throw together a shindig for your clients and prospects alike.

Some important things to keep in mind while you plan your client appreciation party:

- invite all your existing clients (no matter how long it has been since they’ve heard from you)

- ask and encourage them to bring their friends and business associates

- create a list of media, potential jv partners and associates you would like to attend and

- invite your suppliers as well (the people you pay money to – the ones that should be throwing you a party! – chances are good they will talk you up big time to other potential customers in tohe upcoming weeks and months

- make them RSVP to get a ticket – no ticket – no entrance (this is your way to get the mailing addresses of those you have never met before). You can be lenient at the door, as long as you get the contact information for those who show up unannounced.

- No sales pitches or talks allowed – this is not a reason for a pitch-fest (doing so would cause you much more harm than good)

- Send thank you cards to everyone who attends – include a business card only

- Work on getting some sponsors to put together door prizes and a take-home package (samples of products could be included)

- Find something (or someone) you can make a big announcement around (charity donations, personal announcements, celebrity in attendance, etc) – this can create a highly memorable part of the evening that others will talk about for a long time [Note: at my Wild West Wealth Summit, I gave 10% of ticket proceeds o Ronald McDonald House. I brought my wife and kids up on stage to present the check to the Director of the Charity. The tears in the eyes of those in attendance was reward enough for what we did. I am also contributing 10% of home study DVDs and CDs to the charity as well

- You would be wise to bring on an event planner for a larger party – it can be very time consuming and easy to forget small but noticeable details

- You could also consider posting an advertisement in the appropriate trade magazines or newspapers that your ideal clients would be reading

- Prepare or post an agenda. People like to know what to expect in the event. You can also mail his out with their invite.

- If you are a low energy type of person, bring along some high energy staff or family members to energize the group.

If you don’t want to throw a large party – or are just looking for ideas for smaller group appreciation events, how about some of these ideas:

- Host a scuba diving event where you meet with clients and family members at a local dive shop/pool – book off the entire pool – and have an under the sea party where they get to try scuba diving for the first time in a supervised safe environment (even the die-hard dives would love to come to this!)

- Host a wilderness hike. Hire a tour guide or experienced outdoors hiker to show you the surroundings, point out the areas of interest. Have a lunch delivered and catered to the top of mountain. Provide everyone maps and transportation.

- Extreme sports can always be fun (but you may limit who attends). This could include 4x4ing, zip lining, mountain climbing, race card driving, sky diving, ATVs, bob-sledding, etc.

- Go boating (and invite me when you do!). Not everyone is a boat freak like I am, but people love to be pampered. Rent a nice boat and have a drive, and serving staff in place – treat them like royalty and show them the open water.

- Host a murder mystery night. Hire a company that does this for a living – you can even go to your local acting and drama schools. Everyone loves a good show and you can combine the show with a party and a great meal.

Last…

…don’t forget my invite!

Troy

Mar
07

What Seth Godin has to say about Story Telling in Marketing

By | Copywriting, Direct Marketing, Email Marketing, Story Selling

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Seth Godin is quite an amazing man with an incredible portfolio of success beneath his belt.

His blog is a must read.

Today though, I wanted to share with you just 2 of his references to the use of stories in your marketing.

Apple tried to use evidence to persuade IT execs and big companies to adopt the Mac during the 80s. They tried ads and studies that proved the Mac was easier and cheaper to support. They failed. It was only the gentle persistence of storytelling and the elevation of evangelists that turned the tide. ~~ Seth Godin

and second…

People are moved by stories and drama and hints and clues and discovery. Logic is a battering ram, one that might work if your case is overwhelming. Wal-Mart won by logic (cheap!), but you probably won’t. ~~ Seth Godin

Amen!

Which is why I love showing you how to build stories into your marketing… because they work and immediately position you different as all other competitors out there.

They are scared of sharing stories – to them it is ‘unprofessional’. To your customers though… it is good business and a personal one-on-one connection with you… which is where ALL marketing is going.

If you want help – get signed up on my next Story Selling Coaching program and I will get you started down the right path before the class even begins.

Troy

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