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| Providing You Tools To Make More Money! | January 2012 |
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Hi (Contact First Name),
I am of the belief that in our industry, there really are no earth shattering breakthroughs. There are no great ideas that no one has ever come up with or tried before. There may be some tweaks or little twists but nothing transformational. We all have had great ideas and tried things that worked great! They make us a lot of money. Then after a few years we stop doing it and say to ourselves "I used to do that. I don't know why I stopped." We used to sell 3-400 cans of Oreck No Return in one store. We sold so much that they sent someone in from New Orleans because they thought we were wholesaling to non Oreck Dealers. That is $6-8,000 a month in sales! What is wrong with me? I'm not stupid but sometimes I wonder. We may sell a case or two a month now. Look at all that money I lost by not doing one thing. What is your one or two or twenty things that you could do to make more profit in your business? If you identify with what I just said you are not alone. I am the same as you, so don't feel bad. We are all in the same boat. If only we did everything that we know work and stopped doing the things we know don't work, how much better off would we be? Silly suggestion? I don't think so. Make sure you read the "Tip of the Month" for more on this subject below. In looking through the agenda for the VDTA/SUTA Convention in New Orleans I noticed a lot of great classes. Not the ho-hum classes that are presented every year but very diverse and interesting classes. Many manufacturers are doing training at the show which helps get attendance. I feel it is a must for all in the industry to go. So many people are working extremely hard to make it a success. Don't let their time and effort be wasted.
They are keeping me busy this year. I will be teaching two classes and on the Internet Vacuum Panel at the convention in New Orleans. Make sure to attend because I will be sharing some real cool stuff!
"There's Gold in Those Old Customers!(and how to get it)" Monday, Feb. 27 10:15am to 11:15am "The One Thing You Need to Know for 2012" Tuesday, Feb. 28 11am to 12 pm Till the next time ..... Always Be Selling,
Howard J. Anderson
Long View Retail Consulting |
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Tip of the Month
Concentrate on What Makes You Money! If you look at your business 80% of your profit comes from 20% of your customers, 20% of your products, 20% of your employees and more importantly 20% of your actions. Here is a writer downer ... what if you concentrated on that 20% that makes you the money with laser focus? What if your mapped out your time and efforts so you concentrated on the people, products and actions that make you the most money. What would your business look like then? But it take more than just concentration. It take a system of follow-up that makes sure that what you are doing is being done FOREVER! I'll give you a great example. Long time ago I set up a system that set daily goals for our stores. Every morning and their meeting the managers would go over the previous day and discuss what was sold. Then they would discuss the goal for that day. It worked out very well. By themselves they set mini goals throughout the day. It really got them to focus on sales. About 7 months after the program was in place by accident I noticed that they weren't discussing their goals. The excuse was that the spread sheet ran out of formulas. I was pissed to say the least but it was really my fault. I didn't have any system in place to make sure it was being done. In a nutshell, that is one of the major goals of this year's Boot Camp. Showing you how to identify the things that make you money then showing you how to make it happen in your store. Finally, making sure you that you have a system in place to make sure that you implement what you know works and stop doing the same old thing that doesn't bring you closer to your goals. If you think you are implementing all the great ideas you have heard in the past and are happy with the money you make or the free time you have, skip this and read on to the next sections. However, it you want to be in the top of your industry, Click Here to sign up now for the Ultimate Profit Explosion Boot Camp for only 3 easy monthly payments of $397. You will never be able to go for less and this offer ends on February 15, 2012. Click here for other options. (See last page.) Sign up now and I will also send you a DVD "Get More Money From Each and Every Customer" for FREE. or click here for more information on the Ultimate Profit Explosion Boot Camp. What is the Ultimate Profit Explosion Boot Camp? Many have asked me this question and the answer is very simple. It is a fast moving, high energy three days of seeing different approaches to our business. It helps you break the cycle of doldrums and gets you motivated to go home and implement the things the you need to do to thrive in our business. It is not about any one manufacturer or product it is about you and your fellow dealers. It is working on your business for three days with others that have been there, done that and are still doing it. I get more great information from dealers at the bar than any meeting or seminar that I go to. The boot camp is like three days at the bar without a hangover. Vegas is a great place to visit. Extend your time for a couple of days and visit some of the great sites around town and the state, Last time we went we visited the Hoover Dam. It was amazing and just a short drive away! You control your own destiny. What are you doing to take control? Don't let the BBS or the Internet control you. Learn ways to win in your business!
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Tip for Your Customers
 Loose an earring or small screw?
Put a stocking or panty hose over the end of the wand and secure with a rubber band as shown.
Vola! you got it! And you wont have them ask you "Could you check my vacuum bag before you throw it out? I lost my diamond ring. "
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Exploring New Orleans in 2012 During the VDTA/SDTA Convention!
 There's never a dull moment in New Orleans! Here is what awaits you at the 2012 VDTA/SDTA Trade Show & Convention, Feb. 26-29.
The Entertainment -- It's a place the whole family will enjoy! You can ride a paddlewheeler on the Mighty Mississippi, take a swamp tour, board a streetcar or take a buggy ride through history. Visit the world-class Audubon Zoo, Aquarium of the Americas, IMAX Theater and new Insectarium, all under the auspices of the Audubon Nature Institute. Explore the Louisiana Children's Museum, relive history at the National World War II Museum, immerse yourself in the visual arts at The Ogden Museum of Southern Art. An urban adventure awaits you at City Park, featuring the New Orleans Museum of Art, the Besthoff Sculpture Garden, Storyland featuring an historic carousel, lagoons perfect for fishing, and opportunities for bicycling and picnics. Celebrate at a festival, dance to the music, climb an oak tree, sink your teeth into a beignet covered with powdered sugar, or treat yourself to a refreshing snowball. There's plenty to do in New Orleans for the entire family!
The Food - Whatever your tastes, New Orleans' dining scene will satisfy, dazzling your taste buds from early morning 'till late at night. Sample the city's eclectic menu with legendary dishes including red beans and rice, gumbo, jambalaya, pralines, beignets, king cakes and snowballs, po-boys, lucky dogs and muffelattas. Cajun, Creole, French, Italian, African, Caribbean, foods from every ethnicity served in popular neighborhood diners, tiny corner eateries and classic restaurants - it's all in New Orleans to please any palate.
The French Quarters - The French Quarter's atmosphere and old-world charm is legendary, yet hard to describe. It's block after block of classic hotels, fine dining, music venues, charming boutiques, antique shops and art galleries. Described by many as a living museum in itself, it's home to the St. Louis Cathedral, Jackson Square, the historic Pontalba Apartments, residences rich in architectural detail and hidden courtyards. It is where the Mississippi River meets the city's sidewalks, and where you can relax and observe mighty ships and charming paddlewheelers navigate the waterfront. It's the clanking of coffee cups, the aroma of delicious cuisine, the sounds of a banjo or the whistling of the calliope, the tinkling of wind chimes and balconies with overflowing greenery nourished by the city's lush climate.
New Orleans is like no other city. Plan today to attend the most important event for your business in 2012 - the VDTA SDTA Trade Show & Convention. It all starts Feb. 26 at the Morial Convention Center. This issue of the magazine features seminar previews, workshop information, keynote presentation details, stage demos, dealer training session plans, and show special listing, charity fun night plans and much more. This show is the one place where you can grow your business and plan for a more successful future in the floor care, sewing and quilting industries.
Visit www.vdta.com for details or call 800-367-5651 to pre-register.
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Methodology Behind Getting Video Testimonial Script - Part 1
Whenever you witness positive feedback from a client or patient in regard to your product or service you must be prepared to respond in such a way that leads to your client saying yes to give you a video testimonial. Last month I gave you the general script to use in response to testimonial triggers. This month I'll break down the beginning portion of the script to better understand how and why it works. The beginning of the script employs the "Rule of 3", which is applied to establish an agreement pattern. The first line after the testimonial trigger is: "Thank you. That means a lot to us. We hear that often and we really appreciate your comments. In fact, would you mind if I ask you a question?" Let's break it down; "Thank you" is general courtesy and something you should say any time someone gives you a compliment. When said in an appreciative tone it demonstrates manners and sincerity. "That means a lot to us", it exemplifies your thank you and adds credibility to your sincerity. Subconsciously it demonstrates that you're a nice, considerate person. "We hear that often and we really appreciate your comments"reassures the client in their decision to do business with you because the experience they've received is consistent with others and they're not alone in feeling the way they do regarding you; it also stacks on more credibility and appreciation. To this point you'll notice we've piled on 3 levels of gratitude, but in a way that isn't redundant or mushy. "In fact, would you mind if I ask you a question?" There are 2 parts to this sentence. "In fact" is important because it comfortably transitions you from gratitude to establishing an agreement pattern. It should be delivered as if a spontaneous thought popped into your mind. The next part of the question, "would you mind if I ask you a question?" is the first question agreement pattern questions. The entire agreement pattern is set up with 3 yes responses questions. You customer will always answer yes to this question for 2 reasons: You've established they are important to you through your 3 previous statements, establishing or reinforcing a valuable relationship with them. They're curious what your question might be. It's a safe question for them to answer affirmatively. There yes doesn't commit them to anything other than hearing your question, which they can decide to answer or not. In the first 4 lines of the scripting we establish: - You're appreciative of them and their comment(s)
- Reaffirms their relationship with you is valuable because it's congruent with those you have with others just like them
- Solicits the first step in the agreement pattern
In next month's article I'll finish up the agreement pattern. For questions pertaining to this month's subject or video marketing, submit them to me at www.AskRonSheetz.com. |
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The Renegade Millionaire Way
by Dan S. Kennedy The Narrow Path Government does not work because it is more about royalty remaining royalty than it is about results, so the only time it gets anything of real importance accomplished is in moments of severe crisis, when all the royals are equally threatened. Business works - when it works - because of an opposite operating system. Small business works better than big business, because its leaders have little fear of being deposed; they are the owners, a status actually higher than royals (which is why royals despise business owners), so they can act without political considerations. For that reason, they are often proactive instead of only reactive. Because they deal in real rather than fictitious numbers, have a limit on debt they can get their hands on, and eat profit, they often make intelligent and rational decisions. Many work at defusing problems at their tiniest, in their infancy, rather than postponing doing so as long as possible, until the monster has grown big enough to eat them. If you stand back and observe all this, you can see what works and what doesn't work quite clearly, and make your personal behavioral and business practices choices accordingly. If you will. Felix Dennis is a Renegade Millionaire - actually worth about $500-million, which he manufactured for himself, entirely on his own, from scratch. He is one of Britain's richest citizens. In his newest book, The Narrow Road, he tells more blunt truth about what works in the making of money, more succinctly than any other credible person I've ever read on the subject. I am more simpatico with his conclusions than I am with anyone else's. Like me but more so, Dennis is offensive to many and frightening to many more. Truth is rarely pleasing or reassuring, except to the very tiny number of people who prefer it to being pleased or reassured. I suggest getting and reading this little book, but in a well-lit room, not in gloom inhabited by scary shadows. Unlike most authors of most success genre content, he makes no attempt to deliver ideas that will be popular with a large audience. This mirrors my own approach as an author, spanning, now 32 years and more than 20 published books. (www.NoBSBooks.com), My scariest is No B.S. Ruthless Management of People and Profits. One very big difference between the path most are on versus The Renegade Millionaire Way is mixed agendas vs. laser-focused dedication to what works. The Renegade Millionaire Way is simple: find what works and use it. (That's what being part of a great mastermind group is all about. Why coaching is important.) Others' way is far more complicated. It is cluttered with: what will people think of me? am I permitted to do this? but we've never done it this way. we should do get more consensus. my peers are all rushing off to do the new thing and I don't want to be left behind. will this make me popular? liked? or gossiped about? what if it sparks criticism about me on Google? Ordinary business owners are trying to run fast through a dense forest of all these concerns, thus bumping into trees at every turn, spending a lot of time lost and confused. Renegade Millionaires have left that forest and are running on a clear, paved path. DAN S. KENNEDY is a serial, multi-millionaire entrepreneur; highly paid and sought after marketing and business strategist; advisor to countless first-generation, from-scratch multi-millionaire and 7-figure income entrepreneurs and professionals; and, in his personal practice, one of the very highest paid direct-response copywriters in America. As a speaker, he has delivered over 2,000 compensated presentations, appearing repeatedly on programs with the likes of Donald Trump, Gene Simmons (KISS), Debbi Fields (Mrs. Fields Cookies), and many other celebrity-entrepreneurs, for former U.S. Presidents and other world leaders, and other leading business speakers like Zig Ziglar, Brian Tracy and Tom Hopkins, often addressing audiences of 1,000 to 10,000 and up. His popular books have been favorably recognized by Forbes, Business Week, Inc. and Entrepreneur Magazine. His NO B.S. MARKETING LETTER, one of the business newsletters published for Members of Glazer-Kennedy Insider's Circle, is the largest paid subscription newsletter in its genre in the world.
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