Chet Holmes – Mega Marketing and Sales

Chet Holmes – Mega Marketing and Sales

Mega Marketing and Sales
Working just one hour per semaine to help you build your ultimate company!!
This hour must be proactive, not reactive.
If you have not opened your business within the past 12 months, you may be highly reactive. This means you have to make sure that every day you are in touch with your customers. and React to the different activities of the business and There isn’t a lot spent on proactive improvements in various areas of the business, including time management and marketing. and sales. It is important to be proactive in order to create the ultimate business. and You can address the various nooks. and You can work in every nook and corner of your business until you achieve a perfect shine. We will quickly expertly and Define which areas need to be polished.

The biggest problem in owning a business today

A 1991 study that our company did for Pacific Bell showed that the average consumer was being bombarded with 2000 commercial messages every day. A new study that we conducted for Thomson Newspapers in 1994 revealed that commercial clutter now averaged 3000 messages per person each day. According to some sources, the commercial clutter in today’s world is now at 30,000 messages per daily!
What does all this mean for your dollar?
The cost of sales today has nearly tripled over ten year ago due to the increase in commercial clutter. It would be nice to think that if we tripled the cost of sales, our sales efforts would also be three times as effective. They’re not. Sales Effectiveness has declined by 50%. Today, we pay three times more to get the same result as we did ten years ago. The point, it’s very hard to get noticed in the new millennium.
Information age: Less mystery
Great selling can be as simple as great teaching. There was a time when no one knew what it took to be a great salesperson. It was a mystery. Some people believed that a person’s personality was all you needed to sell well. Others thought it was courage to ask for the order. Many studies today reveal what makes a great salesperson. Unbridled passion to serve the customer is the most important quality found in top-producing salespeople, even when they resist.
Top producers truly believe what they are selling is valuable and important. Top producers do many other things that can easily be modeled. and This will allow you to integrate your business. This will not only make your business more profitable, but it will also make everything run much better.
Don’t just work in the business; you must also work on it.
Michael Gerber, a former colleague, wrote an excellent book called “The Great American Book of Life.” “The E-Myth.” The “E” Stands for “Entrepreneur.” Michael stated that most professionals who are skilled in a specific area think that they can also be entrepreneurs. A great mechanic believes that he can own a successful garage. A great chiropractor believes he can manage a successful chiropractic practice. Or a great chef thinks they could be great restaurateurs.
You may be a skilled provider of the service you desire, but that does not necessarily mean you can run the business providing this service. Running a business is a different skill set than working in a company. Michael, my friend, said that you need to be a part of the business and not just the business.
Two characteristics of people who can go from zero to $100 million

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It’s fascinating to see what is different between someone who owns corner stores that stay corner stores and someone who owns corner shops that become Wal-Mart.-Mart. This is what our company has done extensively. Let us share at least two traits. First and Decisiveness is the most important quality. A person who wants to manage an empire, whether they are hired for the job or build it from scratch, must be very decisive.
These are the people who make major decisions without much proof. They trust their instincts. They choose to follow a path others are too scared to take. They are decisive and can change their direction, fire people, or hire new workers. They are decisive. and they are decisive quickly, they simply don’t hesitate.
We can help you more quickly with the second trait than decisiveness because decisiveness is an innate personality trait that is more difficult to teach (though it is possible). and you’ll see how). The second trait of empire builders, or at the very least, successful people who have a business that runs without them, is that they use the three P’s. These are essential for building a successful business.
Running a business requires the three P’s:
Policies, Planning and Procedures.
One hour per week, if you’re smart, you are going to sit down with your staff with the three P’s in front of you and Engage in the proactive improvement of every area of your company.
Wal-Wal would never be Mart.-Mart if they didn’t have a policy for every little thing that goes on in the store. Excellent policies and procedures are essential to growing an organization. and Constant planning sessions
If you don’t have the three P’s
If you don’t have the three P’s, it’s up to each individual employee to decide everything from customer treatment to sales procedures to even filing systems. Without a constant focus on the three P’s, everything in your organization will vary according to the individual talent, skill and Every employee’s mood. It is important to make it clear to all employees what the expected outcome is. This can be done in one-Each week, there are hour-long sessions. This is done in a large company by each department. There is a separate weekly meeting to manage the different departments. If you have fewer than 20 employees, it is done with all staff.
In the remaining hour, polish different areas of your company. and perfect. You can get the most out your hour by learning a very efficient technique. However, even without our help, you should be determined to solve at least one problem.-The-Company-Forward one hour per week (larger companies will have one per department).
12 Competencies, One Hour Per Week
After thousands upon thousands of consultations and extensive research on behalf of our clients, we’ve discovered that there are 12 areas of competency that make for an excellent organization. These areas can be focused on once per week, one hour per week. You’ll start to notice a significant improvement in your company.
Your effort should be proactive andMore importantly, be consistent. The lessons we’ve learned about consistency have taught us that it is the only way to really improve anything. You don’t need to learn 4000 moves to be a great karate instructor. There aren’t 4000 different moves in karate. There are twelve moves in karate. Becoming a master is not about doing 4000 different moves; it’s about doing 12 moves, 4000 times each. This is true in all areas of achievement. All areas of competence, including sales, golf, and customer service, require repetition.
Sales Here’s an example
Anyone who has managed salespeople knows that this is true. One salesperson may be good at following up, but it can be difficult to get in the door. Another salesperson has great success getting in the door but terrible follow-up. A salesperson who closes like a champ has poor interpersonal skills. However, another salesperson with excellent communication skills is extremely soft and closes well.
These are all skills areas. and We consider it the “basics” Selling. If there are guidelines for minimum acceptable behavior, a salesperson will become weak in follow-up. This applies to every area of the company.
The real secret to success in your business
Have you ever come back from a seminar with a great idea only to find it dead? It was explained to your staff. They thought it was a great idea. They were willing to give it a try. It worked! It even worked, and It was over in a matter of weeks. What happened?
You won’t be able to use the 12 areas listed below if you don’t regularly revisit them. You cannot achieve greatness by an event (an idea or inspiration that happens once in a while); you must have a consistent process. A diligent and consistent process.
It is recommended that you rotate each of the 12 areas for competency every 12 weeks. For an hour each week, you should go over one of the twelve areas. This represents three months of proactive, positive work ON the business.
However, the real secret lies at the end. Start over with the first area. and In the following 12 weeks, you will go through all 12 competencies once more. This will allow you to go through the 12 areas four times in a year. That’s how you make real progress. After you have gone through each of the 12 areas, pick one task/area/skill/issue to focus on. That area should be your focus. and apply the three P’s. You should think about how you can create plans and policies. and Procedures that improve and Each area should be enhanced.
You Can Transform Your Business With These 12 Focus Areas
1) Skill enhancement through training
Most people do not take the proactive time, on a regular basis, to engage in the three P’s. Your business will benefit on all fronts if you do. and so do your skills. This cannot be achieved if you work alone and try to fill in for your staff members occasionally. You must include your staff, no matter how many or few you have, in order for the team to be successful.
Your staff should know that you’re looking for more and Better policies and procedures and Plans for how to improve the business and It will make your business run better. You need policies to ensure that your business can function without you. and Manual of procedures. Most would think this is a daunting task, but we’ll show you how it can be done easily and Only one hour per week
Construction of a “three P’s” You can use manual to help grow your business. You can focus on one skill at a time to help you run your business. and Then, consider what kind of training you would like. and/or how the three P’s might make the area improve. There are many other ways that you can help people learn. You need to find the best way to help people learn. We can show you many ways to do anything. But, with or without our assistance, you need to be proactive in trying these things on your own.
2) Strategy Vs. 2) Strategy Vs.
This is the area where you could have the greatest impact. Most executives that we’ve worked with, in the biggest companies in the world, are so tactical that they don’t even understand strategy, even when it is painstakingly explained to them. It is possible to improve your marketing capabilities without spending even a dollar.

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“Strategy” The overall impact, or the position that you desire to hold in the market. “Tactics” These are the actions you take to reach that position. Every interaction with customers or with potential customers can be a strategic opportunity. Any tactic can be a major strategic opportunity, including an ad, direct mail piece, or sales call. Is there a definitive position you want as a company? and Second, which strategy is best?
Here are some suggestions. Here’s a great strategic position to which any company could hope to aspire: “To be the best known, most trusted and respected company in your target market.” This is your ultimate goal. If so, you need to find out what tactics are used to accomplish this goal. If the salesperson is only trying to sell, then they are not operating tactically.
If you think strategically, you should be asking yourself these questions “what’s the most I could hope to accomplish with each tactic?” If the answer is “Yes”, “To make a sale,” Then you’ll always be looking for the sale of that day. and NOT building anything sustainable. For example, let’s list other objectives you could achieve with the same tactic, given the right thoughts, plans, policies and procedures:
1) To establish brand loyalty, so that they will always want to buy from us when they need our product or services.
2) To get referrals from all past, current clients and New customer You must have high motivational policies and plans to do this. and Each aspect of your tactical deployment will be covered by procedures.
3) To be respected over all our competitors. Great goal. But how do you make this happen at the tactical level?
You could be given at least six additional strategic objectives for each tactic. But the important thing is to think and Strategic planning is key to maximizing your strategies.
If you want to attract new customers by placing an advertisement in a newspaper or magazine, will that ad appeal most to them? Let’s take a chiropractic ad as an example. Advertising for chiropractors is largely tactical. The ads read: “Smith Chiropractic, we’ll get you out of pain quickly.”
Only 16% of people use chiropractic care, while 85% of people complain of back or neck problems. (Back pain is the second most frequent reason to visit a doctor). Many people don’t want to pursue chiropractic care and are not interested. and Some people may not be supportive of chiropractic care. The moment you use the word, it will be taken down. “Chiropractor,” Or “Chiropractic” You are reducing the appeal of your ad by putting the heading in the title. What about something like this heading? “If you suffer from back or neck pain, there are three things you better know.”
This headline gives your ad a greater appeal. This headline appeals to 85%, while an ad that uses the word “” will not. “chiropractic” This immediately reduces the appeal of the ad by limiting its draw power to only those who, at the time they see it, are in the market for a chiropractic practitioner. Limited, versus broadest possible appeal. Another example of strategy versus tactic. Don’t worry if you haven’t fully grasped this concept, or if you would like to further explore it, we have tons of help if you want it. Meanwhile…
Every 12 weeks, spend an hour thinking about strategy and tactics. Look at your tactics. and Consider how many more you can achieve with each. Take a look at every aspect of your business from how customers are served to their phones to how they use your brochure to how they educate them. These are all “tactics.” Strategy is how you handle each of these tactical opportunities to ensure that every situation is maximized.
3) Find Customers
Consider new every 12 weeks. and There are many ways you can attract customers. But don’t just act randomly; see if you can add ideas to what’s working now. You can then add more ideas to draw customers. If you are able to sit down and talk about this, with the goal of coming up with more ways to attract customers, you’ll start to generate ideas. There are only a few ways for companies to attract customers. Can you imagine how many? Six? Ten?) Ten? “66 Ways To Get Customers.” This was achieved by focusing on it continuously over several years. Building is the best way to do it. “The 22 Ways (or whatever number) that Your Business Attracts customers.” Focus on it for at least one hour per week.
4) Effective Presentation
Keep your eyes on your presentation skills. and Presentation experience. What can you do to make your presentation experience even better? and More effective in communicating What can make communication more efficient? Research shows that optical stimulation is responsible for 85% of all motivation. Are you able to create visual aids that can help you communicate better? What are the best ways to present yourself well? How do you present your retail store? If you’re in business to business or business to consumer, have you looked at what really attracts people to your business and How do you present yourself to the world? Visuals are crucial. What would a formal presentation look like to sell customers? How often have you looked at it? What about spending at least an hour looking at this area every three months (12 week)?
5) Master The Telephone
Telephone is your best tool for gaining more business from existing customers. What policies are required and Are there any plans you can make that will allow this device to be used more efficiently? Take a look at all the ways that the telephone is used within your company. and List the current procedures and They are then implemented. You can then improve them. What can you do with the telephone in the area six below?
6) How to capture your best buyers
Reach as many people as you can “buyers” As much as possible of your service. How can you help? and Potentially more exposure and Are your current customers? We recommend that you design a special program (what we refer to as) for your current buyers. “best buyers,” and Then, you should continue to work on them. No matter what type of business you are in there will always be better buyers than any other buyers. Your best buyers are your priority and By focusing on what you love, your business will grow exponentially. “all” buyers. Why? Because there are less best buyers than all buyers and that means it’s even cheaper to focus on them than on all buyers.
This program works far better than you could imagine. This program has allowed many businesses to double their sales in as little as 12 to 15 months. It’s called “The Program”. “The Dream 100 Sell.” Who are your ideal clients? Are you able to create a customized program for them? It’s possible to build it and They will.

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7) Follow Up
It’s one thing to get a “best buyer,” What is your strategy for keeping them happy? Think about ways you can better follow-up with customers once every twelve weeks and Working with organisations to improve and Improved relationships. Strong relationships are key to the success of any business. and The community surrounding it.
Are you able to plan your follow-up or can each person do it themselves? A pound of planning is worth a pound in terms of results. This is an area that should be covered at least once a week. Although it may seem like too much time, how much time do you spend on it right now? You can start with just an hour. The reason most people don’t’ really change their organization for the better is because they try to do big things. In the end, the most difficult journey starts with one step. It’s the little steps that equal the big result. Start with just an hour per week.
Time Management
Your productivity and The productivity of your employees can double and Triple your earnings if you are more. and More organized. More effectively plan your day and It will amaze you at how much you can do. Our program, entitled “The Six Steps To Time Management.” This method was developed after a lot of research on time-wasting time management courses. Time management shouldn’t take a lot of time. For a further development session, have your staff meet once a month. and better procedures for time management. While you can seek our assistance, it is up to YOU to improve your time management skills.
9) Goal Setting
Set goals for yourself regularly and Your staff. Because goals direct us, they provide higher results because they are focused on results. Setting goals is proactive and not reactive. This is how most businesses operate. You should review each competency once every three weeks (12 weeks). and Each goal should be measurable. You should set goals to increase the number of customers you have each month. You can set goals for productivity and other things.
10) Traits Of Overachievers
Ideal behavior must be instilled and Motivate yourself and Ask your staff to test it and overachieve. What kind behavior would you exhibit? and Beyond the call of duty What makes your customers feel extra special? You might discover ten characteristics of an overachiever by working with your employees. and You can display these traits for any current and As you grow, you will need new employees and evolve. It is important to make it clear to all what behavior they are expected to exhibit. We’ve built a program like this and It’s possible to get it for pennies on the cost of development, or you can make your own. The point is, you can’t improve anything if you’re not focused on it.
11) Hiring and Motivating
You now have the basis for hiring once you have established these overachievers traits, as discussed above. and Motivate your employees. Hire people who are more likely to be overachievers in the future. Our newspaper ads for new staff end with “we don’t hire backgrounds, we hire superstars.”
This ad attracts a lot of people who are not normally in the spotlight, but it also attracts some brilliant superstar performers who might not have a perfect background, but adapt quickly to change. and You may even outperform people with the same traditional background. You can also reward certain behaviors with rewards if you are trying to motivate them. Run contests and Bonuses are given when certain behaviors are observed. A $200 bonus quarterly is very small. and Your entire staff can help you increase customer purchases for $50,000.
12) Understanding The Sales Process
Analyzing the process a customer takes to make a purchase decision is a great way to see. and Then, you can break them down. and Focus on your strengths and you’ll be a better person. and This is what makes you more efficient in your job. There are steps involved in every industry. What are the steps your customers take to decide to buy your services or products? What can you do to improve each of these steps and make them easier? It’s easy to break it down and You should do this once every 12 weeks. If you do this, your results will be positively impacted.
The magic key
Consistency is the key. You will see a positive change in your life if you approach each area consistently, at least once a week, for as long as you can.-Organization that is bulletproof against the huge changes and Onslaught of commercial clutter. Our particular company discovered 2400 areas of potential improvement in these 12 areas. All are centered around the 12 mentioned areas. Focusing on just a few areas of improvement per year will be more beneficial than focusing on 100.-day seminar events. Great seminars are like great comedy shows. You remember that they were funny, but you can’t recall any of the jokes. From a single one, very little happens.-day seminar event. Except that it may provide the vehicles to begin the change you’ve needed. A few proven areas can help you achieve great things once the motivation is there. In the future, when you do attend training programs for event organizers, be certain that you have a minimum of a few things you are committed to doing forever.

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