Show Me The Money

Laura called me to talk about doing podcasting together.

Along the way, she said, if you know of any way to get affiliates to send out emails for me, let me know!

I asked her what the problem was.

Laura said she had a $1997 program she was launching but none of her affiliates were sending out emails.

And oh, yes, she had a dedicated podcasting audience of 5,000, but she wasn’t selling it to them.

Can you spot the problem here?

  1. Some affiliates know how to launch. Many don’t.  They shouldn’t be in your posse.
  2. Affiliates get launch fever. They get high from that first shazamm!! Email.  A good affiliate manager can whip up launch frenzy, but Laura didn’t have one.
  3. Good affiliates like incentives. Laura said she had a condo in Cozumel, would that do?  Well yes, it would.

COAX THE MARKET TO THE MONEY?

What about those 5,000 dedicated Listeners that were hanging on Laura’s every word each week? Was she marketing directly to them?

No.

What could Laura do to get into the money and out of affiliate begging?

Bring her dedicated market closer to her best-priced  program

For example:

  1. Cut her program to $797, with a $997 upsell.  That is still a high price for a first-time offer, so…
  2. Put a drip-marketing system in place with contests, seductive interviews and freebies for her dedicated audience.
  3. Laura’s audience had been trained that Laura was “Free.”  Bad idea.
  4. They have to be re-trained to believe that they could make money if they invested in her.
  5. Laura’s program was too pricey, and no one could “test-drive” her. So…
  6. Plan a $97 “Get It Done Day” for her audience, so that many of them can participate in her coaching and “test-drive her.”
  7. Plan a full-scale launch, to launch the new program, complete with early-bird bonuses, last-minute incentives, and disappearing offers (yes, I know, but they work.)
  8. Create a small dedicated mastermind group from the people who choose to buy her program, and tell stories to her audience ALL THE TIME about the success her classes are having.

OK, we could go on and plan a full year that would upgrade Laura from a freebie business model to a highly lucrative one,  but do you see how you have to coax the market to the money?

And isn’t it easier and more fun you do it this way?

3 Surprising Secrets to an Unforgettable You

How unforgettable are you?

What do you do to stand out in your crowd?

Here are three surprising secrets to an unforgettable You.

 

1.  WHAT’S YOUR PERSONA?

Madonna doesn’t identify with Madonna.  She works for her.

(Remember Madonna was studied at
Harvard Business School as a brilliant marketer.

Marilyn Monroe was walking down 42nd St.
huddled against the rain, when a friend
mentioned her latest movie.

“Oh,” she said, “you want to see Her?”
And without changing a thing, this
wet bedraggled woman turned It on.

Within minutes she was in a stampede.

THIS DOES NOT MEAN FAKING IT.

Just the opposite.

It means bringing out that huge, authentic,
possibly wild self inside, and turning up the heat to a “10.”

This huge, charismatic self is your persona.

This is not a facade.  It’s being YOU, on purpose.

It’s not the you that guzzles coffee in your pj’s.

It is the you that lights up a crowd
because you’re so definite, so real, and so powerful,
that you turn heads as you pass.

So who are you?

A leader, artist, rebel, teacher, thought leader,
guide, a safety net, a best friend, a cheerleader,
the Guy or Gal on speed-dial, the Golden Girl
or Guy?

If you think you can’t share your private story,
think again.

If you’re a coach, expert, or any kind of leader,
your real story – yes, that one – will draw
people to you in a way that nothing else can.

And it’s the rocket fuel that can push your
business through the roof.

 

2. BRAND QUESTIONS FOR YOU

What gives you an edge?
Push it.

What opinion do you wish you could share,
but it might scare people away?
Share it.

What about you bothers some people?
Bring it on.

Do not be afraid to turn some people off.
You will turn the right ones on.

Suzanne Evans is constantly offered diet plans.
“Fat is part of my brand!” she yells.
“When I want a diet I’ll get one!”

Are you trying to be all things to all people?
Stop it.  You’re a wallflower.

What clothes define the most powerful you?
Wear them.

Does something piss you off?
Let us know.

Are you afraid of your own power?
Test your limits.

Do know you know you have to work on
your brand?  It doesn’t just “happen.”

What’s the point of all this?

If you’re not leading, you’re chasing.
Stop chasing.  It’s a treadmill.

Apple chased Microsoft for 20 years.
Few people wanted Cool Computers in the 80s.

But when the market wanted cool phones and ipads?Apple’s core genius stuck gold.  And they exploded.

By the way, Steve Jobs was one of the
Brilliant few who made the message
as important as the product.

That’s Brand Genius.

 

3.  MAKE THEM FEEL

Really make them feel.
So they can’t get enough of You.

Give them that real, authentic story
you think no one wants to hear..

Your market is waiting for you to
pick up that torch.

It’s your turn in the spotlight.

Take it.

* * *

Six stand-out brands:

 

www.lewishowes.com

www.susanharrow.com

www.lizdialto.com

www.doubleyourdating.com

http://www.copyblogger.com

http://www.sethgodin.com

Are you hiding from your own success?

So.  Are you hiding from your own success?

Seems like a stupid question, doesn’t it.

It’s not.  If you are not enjoying the success you want, right now, you are actually keeping it away.

I’m sorry.  Don’t shoot the messenger.

Here are 5 ways people hide from being successful.

See if any of them ring a bell.

1.  “I really want to be in the spotlight… I think.” If you are ambivalent about being in the spotlight, you’ll never get there.

Many people are shy, or would feel too exposed out there in the limelight.  Or they want extreme success, but “only if it meets their conditions.”

Your success has conditions too.

Do they match up?  Think about it.

2. “I just need one more certification.” Women, especially, fall into this pit. You have everything you need, RIGHT NOW, to make a beyond 6-figure income. Don’t go back to school and put it off.

3.  “I’d love to be super-successful, but I don’t want to be like those other gurus.” Meaning, usually, you don’t want to market like crazy,  put yourself out there, up your game, change your business, and again, market like crazy.

4. “Can’t people just find me? My work stands for itself.”

Not today.  Not ever, in fact.

This means you don’t want to promote yourself, because it feels:

  • Sleazy
  • Cheesy
  • Info-mercially
  • “Just not you”

Borrow a trick from Oprah, Richard Branson, and all the super stars:

Find your professional image, and promote that, not the Inner You.

5.  “I don’t want to seem bossy and overbearing.”

This belief is downright dangerous.

Want to know why more people aren’t following you?

Because you’re not leading them.

You’re not out in front of your market, with a clear powerful message.

So they can’t follow you.

Because you’re not leading.

You’re too busy chasing clients.

And if you chase them, who’s more valuable?

They are.  And they know it.

Become a leader.

Give your peeps a good reason to follow you.

You don’t know this, but they’re waiting for you to pick up that torch.

Join me on Thursday for a powerful look at what you can do to break the “just OK” cycle and accelerate the success you really want.

It’s your turn.

Take it.

How to Get A Flood of Clients from Your Online Marketing

Mothering is eternally underrated, and it’s the hardest job in the world.

So Happy Mother’s Day to everyone of you who mothers…children, cats, dogs, plants, and exotica.

My friend Jeannie mothers stray boa constrictors, abandoned African tortoises, and homeless iguanas.

My mother, 91, just bought a pair of 5-inch black patent wedgies… (gotta love those genes!)

The article this week is about something my clients want more than anything else… and I’d like to show you that yes, it’s completely possible.

So…want more prospects who just email you, asking how they can work with you?

No, it’s not a fantasy.

Here are some real stories of real people who made that happen.

1. Jack called me up last October. practically yelling through the phone:

“Guess what?

“I went on Linked In and discovered my perfect referral partners – they’re the attorneys who get in front of my insurance prospects.

“I’ve tripled my business since April.

“Now I’ve got clients all over the country.

“And I’m through with breakfasts, lunches, coffees and networking all over this city! Nuts to that!”

Jack tripled his business in 6 months with savvy Linked In partnerships.

 

2. Gail Martin wrote an urban fantasy novel 4 years ago. (dreamspinnercommunications.com)

It was picked up by a small publisher in England.

“OMG,” thought Gail, “who will find this book?!”

So she went out on Facebook and found her tribe – people who loved urban fantasy.

She made friends with famous authors in the field and guested for them on their blogs.  (Very Important Strategy)

Gail has sold 400,000 books in the last 4 years.

Now Gail’s a famous author in the field.

She is also a social media master who spends 30 minutes a day, 7 days a week on social media.

It’s not hard.  Spend 10 minutes, 3 times a day on social media.  Use your Smart Phone.

That’s one of Gail’s secrets.

 

3. Robert had a 15-year-old marketing firm. He started writing articles 3 years ago.  He hired someone to put in the the tag words and place them on article sites.

When he reached 80 articles, he got his first client from the internet.

In two years, Robert had over 300 articles,  at 10 different sites around the net  – that’s 3,000 articles.

He received from 2 to 4 emails a week from prospects all over the world, asking to become clients.

 

4. Robert, again.

Article marketing may not be what it used to be as a lead generator.

So…Robert still writes articles for his blogs.

But now he generates leads to his blogs from Facebook and Twitter.

Robert’s associate targets appropriate audiences on Facebook and Twitter and sends them to the blogs.

He now gets 2-6 prospects a week.

Why?  Because he created 3 different blogs and sends targeted traffic from Facebook and Twitter to each of them.

(Don’t have a “associate” who can do this? Think overseas outsourcing.  It works.)

So…is it possible to get interested prospects “just” from the internet?

What do you think?

Wait til you hear my You Tube stories!

4 Thoughts That Keep You in Struggle

1. “The problem is..” 

This means you aren’t looking at possible solutions.

You’re focusing on the problem.

You may think:  “Of course I’m focusing on the problem!

How else can I solve it?!”

By focusing on solutions.

The problem seems impossible.  So side-step it.

What you focus on expands.

Think about it.

Successful people focus on solutions.

Start saying, “The best possible solution is…” instead.

(Full confession: This used to be one of my top phrases. I got rid of it.

The opportunities that have appeared in my life in the last 12 months are absolutely unbelievable.  Now I look only for solutions.)

2. “The reason why…”

Everyone has their own pet set of excuses.

What are yours?

Do you know your “reasons” define your life?

If Laura Hillenbrand could write “Seabiscuit” while she was so ill with chronic fatigue she could barely crawl to her desk…

If Steve Jobs could start a computer company out of his garage…

If Nelson Mandela could – you get the picture.

Find out what your pet reasons are for not having more of what you want.

Then watch how you stop yourself by believing in them.

3. “I know that.”

These are three of the most dangerous words in the English language.

Maggie was a highly gifted speaker and coach.

But she was miserable grinding out speech after speech with nothing to show for it – no clients, no fees.

She whined for years about how she “hated” speeches.

Not only did Maggie know exactly how to speak and sell from the stage, she actually taught it to others.  Successfully.

But in her mind, she “knew that” already, and it wouldn’t work. Besides, her meeting planners “didn’t allow her to sell.”

One day Maggie was hit upside the head by a tough-talking coach who dared her to follow her own formula at her next speech.

(Guess who that was?)

Just to prove the coach wrong, Maggie threw out her old speech, and followed every single speak to sell technique she knew.

She closed 40% of the room.

Whaddya know, it worked.

Maggie realized that she’d been spending years with her head up 6 her butt, so invested in knowing that it wouldn’t work that she never gave it a try.

What do you positively absolutely KNOW won’t work?

Bet you’re wrong.

4. “Impossible.”

Ellen wanted a business, but she had no idea how to start.

She was highly talented in a number of fields, but Ellen wanted the freedom of her own business.

“It’s impossible!  I don’t know how to sell,” she said. “I don’t know the first thing about how to begin.”

Ellen stewed in this bewildering swamp for a year. Then she bought a $29 program about how to sell.

She wrote an ad.

She was so swamped with calls – about 30 a week – that she hid from the phone.

So she took a course on selling, and found out how to sign up clients.  She had a full client load in a month.

But she still wanted the dream of free time.

So she invested in a coach.

Together they outlined a dream cash-flow business which would bring her $60K a year to start, while she worked for less than 15 hours a month.

When she wanted to double that income, she could hire another part-timer.

Today she is writing 3 hours a day and building a business that gives her the freedom she craves.

Nothing is impossible but the limits you set.

Do you have to see before you believe?

Or can you believe until you see it come true?

Want the Real Secrets of a Super Star? Ask Will Smith

Years ago, Will Smith was doing OK as a rising TV star and movie actor.

But he was dead clear about his goal: he wanted to be the biggest movie star in the world.

So he and his manager studied the 10 top-grossing movies of all time.

10 out of 10 had special effects. 9 out of 10 had special effects with creatures. 8 out of 10 had special effects with creatures and a love story.

They found the sweet spot in the market.

So they found a special effects script with creatures and a love story.

Matthew Perry dropped out of “Independence Day” at the last minute, and Smith was in.

It was the highest grossing movie of 1996.

“Men in Black” didn’t do too badly either.

By age 44, Will Smith had accrued $4.4 Billion in box office receipts.

What does this mean for you?

Will Smith’s success is no accident.  He studied the market and made it happen.

Will Smith, and it might surprise you, Elton John, Paul McCartney, and Mick Jagger plotted their rise to the top.

If you want to go from where you are to the top of your field, take this little test:

  • Have you actually studied your rise to the top?
  • Do you have a juicy, mouth-watering vision, in living color, of what life will be like when you get there?
  • Do you know what the sweet spot is in your market?
  • Do you know what your market craves and can’t get enough of?
  • Do you what draws people to you and makes them want you, you, you?
  • Do you know how to create that? Think Will Smith.  Bruce Willis.  Tom Cruise. Their star power is not an “accident of birth.” Smith studied every actor, like Don Cheadle,who came on “Fresh Prince” to learn the secrets of what made them good.
  • Do you study the stars in your market to see what makes them stand out?
  • Do you know how your market sees you now?
  • Do you know how to reposition yourself for amazing success?
  • Do you have a mentor who can take you there?

And by the way, you need that juicy, mouth-watering vision from the top right now.

Research proves that without a crystal clear picture of your success, you’ll never believe you can get there.

So you won’t have the motivation to get going.

So you stay where you are.

Success is not fairy dust.

It’s more than hard work.

It’s a series of deliberate, planned, calculated, shrewd moves.

If you answered “yes” to 8 out of 10 questions…

World – Stand back!

You’re on your way.

And..

There’s 1 spot left in the Private Profit Accelerator Program for entrepreneurs who are hell-bent on reaching the top.

And finally making the money and enjoying the freedom they’ve dreamed of.

If this is you, and you’ve got butterflies just thinking about it — Good sign.

Send a quick email to [email protected] with “Ann, I’m interested” in the subject line.

I’ll send you a one-page application so we can see if you’re a good fit for this high-octane ride.

What Does Your Enemy Teach You?

Wow!  I just read “The War of Art” by Steven Pressfield.

Actually, I read half of it.

Then I put it down and wrote a short play.

Then I created a special call called
Find The Diamond Hiding In Your Business: 6 Steps to Simpler Success 

Because there are no excuses not to have a business that takes good care of you.

So many of us “parent” our businesses.  I just think it should be the other way around.

Steven Pressfield has heard every excuse you can come up with. The guy is scary.  And smart.

Speaking of excuses, do you know the most famous single rule you should follow before you start a business?

It goes like this:

Before you jump in the pool…

Find out if there’s water in it.

Duh?

Not really.  Many of us start our business because we love what we do.

We don’t think to check Google or the magazines (yep) to see how big the market is.

We have a mission, and we’re going to take on the world!

What happens when you jump in a pool that has no water?

You end up with a hospital bill.

What happens when you jump into a business that has no market or a crowded market?

You can end up struggling, for years…

What’s the answer? Either become a very savvy marketer, or fold your cards and find a market that’s hungry for your skills.

Sometimes that market can be just a slight shift in another direction.

Apple was 5% of the market in computers for years.

Then they turned to phones, ipads, and gadget gizmos.

Now they rule the world.

I doubt Steve Jobs made many excuses.

Neither does Steven Pressfield, the “War of Art” guy.

Everything that prevents you from doing the important stuff, instead of the urgent stuff, is an excuse.

Resistance pops up whenever we begin a new venture, launch a product, write a book, or start something that is meaningful to us.

And according to Pressfield, it will use anything to stop us – love, procrastination, trouble, drama, fear, being a star… The list is endless.

The goal is to stop us from achievement.

In the beginning of the book, there is a quote from the Dalai Lama:

“The Enemy is a very good teacher.”

What is your Enemy that stops you from living your life or growing your business or following your dream?

What is it teaching you?

Til next time,

Ann

Are You Relying on Gut Instinct? Oh Dear!

There are Wild and Woolly Entrepreneurs out there who rely on their gut instinct.

It’s not a bad concept.

You should listen to your body if you’re getting a headache talking to a potential JV partner.

But let’s kick it up a notch.

You all know (maybe personally) six-figure sweatshops where sure, you’re making money, but daily life is a grind.

Want to know the No. 1 difference between 6-figure sweatshops and Cajillionaires?

Doubt.

What?!

Cajillionaires test everything.

They doubt everything until it’s been tested.

6-figure Sweatshops don’t… most of the time.

What does this mean?

It means that your gut instinct doesn’t always work when you’re selling on the internet.

And if you’re betting your income on your gut, try this first.

Go to whichtestwon.com.

Pit your gut against a double-blind test.

See how many times you’re right.

Want to join the Cajillionaires?

Good.

They test everything.

Emails, subject lines, headlines, landing pages, colors, pictures, fonts, phew!

And they never stop.

So… want to kick it up a notch?

Money loves security. (Just look at Wall Street)

Testing brings security.

Save your gut instinct for people, and start testing your site and everything connected to it.

If you commit to this…

You can start making more money so fast it will make your head spin.

Wow! Get “sticky” – you’ll get more fans and clients

Do you have a sticky website?

How about a sticky video?

It’s sticky when people just can’t get enough.  They hang around, wanting More!  More!  More!

They step on the gas, become fascinated fans and fanatically loyal clients.

In our Total Money Mastermind, we discovered a sticky trick that creates instant fans who beg for more.

It works because you give your market an identity that fascinates them.

And the identity you give them is the best reason for them to work with you.

Nice!

So what is it?

Believe it or not…

… it’s a quiz.

Josh, a millionaire mentor, created a quiz and was shocked at the ravenous response.

Mel, a financial expert, was amazed at the power a quiz gave her to attract new business.

Why are quizzes such a powerful tool for your market?

Because the identity you give them is the best reason for them to work with you.

WHY QUIZZES WORK

  1. You are giving a new identity to 3 or 4 tribes in your market.  Talk about power!
  2. A quiz is all about THEM, it raises feelings, and it’s street language.
  3. People are both tribal and hierarchical – so is the quiz.
  4. You are identifying their unique pain and offering (brief) solutions.
  5. If you hit a nerve, they will attribute serious intuitive powers to you.
  6. You get higher status and greater loyalty, as long as you keep the communication flowing.
  7. They will segment themselves into different groups so you can more easily market to them.

JUST LOOK AT THESE IDENTITIES:

Imagine you’ve just taken a marketing quiz.

If you answered 1-5 You are a Volvo.

You have formidable stamina.  You persevere.

You never give up.  You tend to work too much.

You don’t know there’s an easier way.  Your market doesn’t see you as clearly as they could.

The one thing you need right now is…

If you answered 5-10 You are a Mercedes.

You are building a smooth, powerful business.

You are a natural leader and focused on your goals.

You work hard and play hard.  You are open to new ideas and make rapid decisions to

make your life easier or bring you wealth.

What you don’t realize is…

If you answered 10-15 you are a Maserati.

You eat problems for breakfast.  If you haven’t hit 7 figures yet, you will soon.

You are focused, driven, and a visionary.

You constantly look to improve your game.

You are building an empire.

The one thing you’re overlooking is…

  1. Can you see how these identities are hard to resist?
  2. See why all three groups need you?
  3. Do you get that you have 3 distinct groups to market to?

Quizzes crush it.

So… how can you get farther, faster, than you ever dreamed?
Try a sticky quiz!

Til next time,

Ann

Who Me Quiz

I have to tell you – I love British men!

I spoke in the U.K. this July, and…

at least 10 of them grabbed my suitcase and  hoisted it onto luggage racks on different planes and trains.

That hasn’t happened in America in 20 years. OK American guys, I love you too but there is some serious dialing up to do!

I’ve also been leading the Total Money Mastermind.

You would not believe some of the results:

  • A five figure income (so far) in three months
  • A staggering 86% increase online conversion
  • New clients who sign immediately for full price
  • A $75K Mastermind launch

But there’s one technique I knew I had to share with you the minute we discovered it.

It’s so different that it shocked the class, and it will shock you.

Why? Because it’s so powerful in building trust, rapport, and turning prospects into immediate clients.

It’s great on Facebook, it’s terrific on your blog, it works on your site.

But most important, it reveals how when you give a surprising new identity to your market, in exactly the right way…

You simply can’t stop the attention. The fascination.

And the flow of mon^ey headed your way.

Here it is, and don’t underestimate it!

The WHO ME? Quiz.

A Who Me? Quiz could be about anything – romance, kids, sleep, sales, health, you name it.

Here’s a short quiz on Selling:

WHAT TYPE OF SALES PLANE DO YOU FLY?

When I talk to a prospect:

a. I never ask why they want to work with me, I hate nosy people.
b. I always ask why they want my service.
c. I keep asking “why?” until I know their personal reason for buying.

When my prospect immediately asks me the price:

a. I blurt it out, I’m too honest to fluff it.
b. I tell them I need to talk to them first to assess their needs.
c. I humorously ask what is the price of a new roof?

When a prospect gets anxious:

a. I get a knot in my stomach and start talking too much.
b. I bring the conversation back to where they want to be in 6 months.
c. I make soothing murmurs and take the sale away, for a while.

If you answered “a” to all three questions, you are MAVERICK JET.

You like to do things your way. You do not like to bother people and believe that if you offer a great service, all you need to do it tell people about it. Sometimes you’re afraid that if you pry, people won’t like you. You have trouble managing your own anxiety when asking for the sale. You are in good company – most people react the way you do. You’re honest,  compassionate, and caring. These are necessary for excellent selling, which is really about service.

If you answered “b” to all three questions, you are a LEAR JET 60.

You understand human nature and know what you need to do to help your prospects decide whether to sign with you. You always ask the right questions. You have the right attitude, you are assertive, and you handle anxiety well. You are well on your way to top selling skills. When you learn how to deflect the price, how to handle your prospect’s anxiety, and what to do with objections, your closing rate will soar.

If you answered “c” to all three questions, you are a GULFSTREAM V/550.

You understand how to find the Key Motivator and how crucial this is to signing your clients. You would never try and sell your service to someone whose needs were below your offer. You are adept at deflecting the price question, with humor and ease. You know how to handle the anxiety when it arises in your prospects, every time. You are savvy, compassionate, and have excellent boundaries.

So who were you?

Next time I’ll give you 7 reasons that’ll make your quiz bring you fascinated fans and loyal clients.