If your leads don't suck, then your
salesman probably do...
"I'm
Selling Clients!"
You heard right, I'm selling
something... in this economy... what a bitch, uh?
I'm selling money - and business
has never been better...
To: The small business
owner who craves a stampede of clients, customers and/or patients -
lining the streets, impatiently salivating at the mouth with fistfuls of
cash - demanding you to take their money...
This is what you're
missing.
Howdy,
I'm Sam Wicke (more on me later) and
I made this page to save time, for both me and you.
To save even more time, I'm going to
be really blunt and direct.
Among (many) other things we buy and
sell real estate - both residential and commercial. So when we
have an apartment building, a house or a condo for sale we spend tens of
thousands, even hundreds of thousands of dollars marketing them.
We buy and sell across America and abroad.
I've realized that the people
calling us also want - and buy - other goods and services as well.
This is where you come in.
I can arrange for the following
question to be asked to our clients:
"Do you want a (BLANK)?"
"Are you in the market for
(BLANK)."
"Do you want fee sample of
(BLANK)."
"Do you want to a gift
certificate to (BLANK)."
"Do you want to talk to (YOU)
about (BLANK)."
The (BLANK) is whatever
product/service you sell.
When they answer "YES", we send
them to our partners for a fee.
To clarify, these people aren't
"leads", I've bought plenty of "leads" and most groups and companies
that generate them are terrible at what they do and they have no idea
how increase the bottom line of a company. The folks I'm talking
about are clients waiting to happen. They are proactively
asking/waiting to buy.
Not only do they have a bulls-eye on
them, they themselves have painted it on there for you.
They've
painted bulls-eyes on
themselves - right on their foreheads.
How much easier can it get?
Some examples...
A seller of a home may want to get
in touch an appraiser, a vet for their pets and maid service.
A buyer of a home may want to apply
for a loan, test drive a new car or get their kids into a special
private school.
A renter may want a list of homes
for sale, to get in touch with an agent or apply for credit cards.
Those are obvious connections, I
know.
But we've found some very un-obvious
connections that are startling.
The End...
That's the short
version.
Right I'm looking for the best
professionals in (BLANK) industry to connect with out clients when they
ask to be connected with you.
If you think you can handle the
volume and take care of these folks, scroll to the bottom for
your application and we'll schedule an interview.
If you want more info and details...
Here's the longer
version
Alright...
Where was I?
Oh that's right, some examples and
more about these clients -
They've
painted bulls-eyes on
themselves - right on their foreheads.
How much easier can it get?
Some examples...
A seller of a home may want to get
in touch an appraiser, a vet for their pets and maid service.
A buyer of a home may want to apply
for a loan, test drive a new car or get their kids into a special
private school.
A renter may want a list of homes
for sale, to get in touch with an agent or apply for credit cards.
Those are obvious connections, I
know.
But we've found some very un-obvious
connections that are startling.
Plus, I work with the legendary
business genius Azam Meo, I started working with him years ago
and he is a close friend and trusted mentor - one of the consumer groups
he works with does research like this everyday.
Before I tell you more about Azam
and what he has to say, here's what others have to say about him:
These are all about the Team, Team
Azam, but we'll all tell you that he deserves more credit than we do,
there is more feedback and rave reviews from editors in chief, consumer
directors, college professors, Pulitzer Prize nominees - you name it -
from...
And I can send you more info on us
and the whole Team later, in fact we have a Press Kit at the bottom of
the page where you can read more, my point is that you should know how
serious people (including myself) take input from Azam.
He has agreed to work with clients
on this project.
What does that mean to you?
Well I haven't worked as closely
with the Consumer Research Groups as he has, but with his input and
direction all of clients get to benefit from the mountains of data and
profitable research that has been developed.
It is making the connections.
Like I said, our Consumer Research
Group does research like this everyday.
They work with thousands of
companies around the world, and thousands of consumers daily.
They help make these kinds of
"connections".
Here are some examples.
(Although
the data and research results are confidential, information has been
omitted to compensate while leaving all pertinent details.)
Make sense?
The ripple effects are monstrous.
Here
is a small list of other companies we've worked.
This
will give you an idea of well the Consumer Connect program has been
received:
Doctors
Lawyers
Dentists
Chiropractors
Veterinarians
Locksmiths
Online casinos
Hotel managers and owners
Grocery store owners
Computer repairmen
Churches
Fitness centers
Car dealers
Plumbers
Carpet cleaners
Real estate investors
Real estate agents
Wedding planners
Theatre owners
Museum managers
Furniture retailers
Restaurant owners
Electricians
General contractors
Private school faculty
Internet marketers
Bankers
Landlords
Pet store owners
General physicians |
Flower retailers
eBay business owners
Google advertisers
Yahoo advertisers
Mall kiosk operators
Delivery servicers
Yoga instructors
Nutritionists
Health food stores
Martial arts trainers
Women's self defense trainers
Home school parents
Video editors
Hollywood premiere managers
Boxing trainers
Radio station owners
Auto repair managers/owners
Parking garage/lot owners
Clothing retailers
Tuxedo rental retailers
Party supply retailers
Dance instructors
Fashion consultants
Health and fitness consultants
Neighborhood associations
Marriage counselors |
Funeral directors
Photographers
Health and gym centers
Massage therapists
Acupuncture specialists
Pain management specialists
Food caterers
Seminar promoters
Travel agents
Flight school instructors
Appraisers
Jewelry consultants
Nurse practitioners
Paper and office retailers
Property managers
Professional gamers
Manufacturing specialists
Personal chefs
Video gamer retailers
Professional hair stylists
Event coordinators
Email/Online marketers
Software consultants
IT professionals
Interior decorators
Painting specialists |
I know moronic business owners will
still ask stupid questions like...
"What about with my clients, will
it work 'on' them?
"Will that work for my business?"
"Will that work in my area?"
Even worse, is when the questions
(which are rarely challenged and become beliefs) turn into rock-solid
statements, these ignorantly limited statements sound like:
"What won't work for me, my
business, my area, etc."
My response is almost always the
same:
"No, it won't work for you."
And then I move on,
because these people are telegraphing the fact that they are going to
lay by the business waste side and end up becoming just another
statistic. After all, we all know that over NINE out of ten
companies will go belly up.
And of the survivors less
than one out of 1,000 will ever get to $1M.
Almost nobody
will "make it".
Like I said earlier, if you have a
business and you're smart enough to know how important marketing and
advertising is then this will be one the most important letters that you
ever read.
By the way, if you think "image"
marketing or "branding" is the answer to your problems, or if you think
"I don't pay for leads" - you're doomed - and this letter is even more
important to you.
Don't get me wrong, paying for
"leads" that an online company, or even most any company, provides is
too often a waste of time, BUT aside from that - if you're in
business you are paying for leads one way or another.
Whether you understand that or not,
doesn't change how important this letter is to you.
Why you ask?
Because what I'm sharing with you
(the Consumer Connect Program) you is one of the biggest "secrets" in
the business world, and - ironically - it solves the single biggest
problem that business owners like you face every year, every month
and every day...
How will you grow your
business.
The genius Henry Ford said that
there are basically three ways to grow a company...
"There are only three ways
a business makes more money; sell more, sell at higher prices or sell
more often."
- Henry Ford
To put that that simply, you either
get more clients/customers, you raise the profit per transaction
(usually done by raising the price) with existing clients or you
increase the frequency of the transactions that your current clients
make.
Yes you can raise your prices, yes
you can charge your clients more often...
But how long will that last before
you have a revolt?
Which brings us to the first (and
most important) issue:
Getting more clients.
Regardless of your current marketing
and advertising campaigns, if you don't somehow get more people "coming
in the door" so to speak (this applies to online companies as well) it
is only a matter of time before you're going to close doors.
The problem is that the way most
companies advertise, they are causing more harm than good.
Here's some proof.
According to the Bureau of Labor and
Statistics...
Fact:
For business owners like you... for every $10 you spend on marketing,
you are wasting over $8 (a whopping 80%!) by
targeting the wrong people.
Fact:
Nearly every cost of doing business - from production,
manufacturing, communication, staffing, supplies, etc. - has
decreased over the last 10 years... one of the only costs that
has risen is marketing; which now costs the average over NINE TIMES
what it did just a decade ago.
Fact:
In 1995 the average consumer saw about 2,000 commercial messages every
day (billboards, car names, logos, etc.) but by 2005 they are seeing
over 20,000 commercial messages every single day - this means
that every week your message has over 140,000
competitors for attention.
In other words...
(What this means to you)
Not only are you wasting (on
average) nearly every penny you spend on trying to get new business (the
definition of marketing/advertising) but your cost of marketing are
soaring every year/month/day - and on top of that getting and keeping
consumers' attention is harder and harder.
Ask yourself, do you feel like you
have more time or less time that you did ten years ago?
So it would be harder just to get
your attention, right?
Well, most entrepreneurs are
above-average-smart.
So imagine how much harder it is...
To get "their"
attention...
Incredibly, exponentially,
pulling-teeth harder.
That's why when I talk to a CEO or
business owner who doesn't even know what a lead is, I shake my head in
disbelief...
Well, I did the first 100 times, and
I still kind of do because in a short while these are the same people
who will be out of business sending their resumes across town looking
for a job, or (even worse) their company will plateau and fart along at
a fraction of where they could take it...
If they didn't "know" everything.
Anyway -
Just to clarify here are some
definitions from The American HeritageŽ Dictionary of the English
Language.
mar-ket-ing
[mahr-ki-ting]
The activity or practice of
attracting public attention to a product, service or
business, as by paid announcements in the print,
broadcast, electronic media, etc.: to get more customers by
marketing or advertising.
lead
[leed]
A suggestion or piece of
information that helps to direct or guide; tip;
clue: The phone list provided some great
sales leads.
cli-ent
[klahy-uh
nt]
1. a person or group that
uses the professional advice or services of a lawyer, accountant,
advertising agency, architect, etc.
2. a customer
3. anyone under the
patronage or care of another; a dependent
You'll notice the words "under the
patronage or care" as the definition of client, this is why we are
looking for only the best partners who understand this instead of
treating all their clients like "customers" - we only want the best
caretakers that will take care of our consumers.
Agreed?
Agreed.
Now this whole process (definitions
and all) is actually very simple...
You Market
for (and hopefully generate)...
Leads
that you try and convert into...
Clients
who pay you.
Simple enough, right?
Not really.
Here's the math that almost
nobody gets.
Once you understand this you are
ahead of over 90% of all business owners...
So you really want to pay attention,
take notes and do the numbers for your business...
Cost per lead: This is
how much it costs you to get a lead, or somebody who might want to buy
from you. This is calculated by taking the total cost of the
marketing campaign divided by the number of leads generated.
Example: You spend $100 on ads, you
get 10 leads, your cost per leads is $10/lead.
$100 (spent on advertising) / 10
(leads) = $10 per lead
Now you need to know your conversion
rate.
Conversion rate: This
is the number of leads that you successfully convert into paying clients
(remember NOT customers). This percentage is calculated by taking
your number of clients and dividing them by the the number
of leads.
Example: The 10 leads from above,
turned into just one client, giving you a conversion rate of leads into
clients of 10%.
1 (client) / 10 (leads) = 10%
conversion rate
This tells you that need 10
leads to generate one sale, this number (10) is our multiplier.
Cost per sale:
This is how much it costs you in sales and marketing (almost always the
largest costs) to gain a new client. This is calculated by taking
your cost per lead and multiplying it by the number of leads required to
make a sale.
Example: Your cost per leads is $10,
and your current process requires that you go through 10 leads before
one becomes a client. Your cost per sale is $100.
$10 (cost per lead) x 10 (leads
need to make sale) = $100 cost per sale.
This does not include delivery,
production, servicing, etc. because generally the sales and marketing
(generating the leads and converting them) will be the most expensive
part of your business.
Transaction Value (TV):
The monetary value of how much the sale/client will be worth to you,
immediately, over six months, 12 months, and a lifetime. By the
way...
Most business owners miss this -
they only factor the immediate profit - and because they don't have
their metrics and numbers they aren't properly using their resources and
budgets to get the most out of the marketing...
Example: Your initial sale is $200,
and your average client will make you roughly $100 in the first six
months and $150 more in the next 12 months through upgrades, referrals,
etc. You have calculated the lifetime value to be about $2,000,
meaning throughout the entire course they are with you (the "lifetime")
this is how much you expect to make. So here are the numbers:
Immediate value: $200
Six months: $100
12 months: $150
Lifetime: $2,000
Sales Process and Follow Up:
This is how well you convert leads. Almost every business screws
this up, what makes that worse is they are so loyal to their
incompetence that they won't change, and blame everybody/everything from
the President (whoever it is) to the economy and even the consumers...
you know, the real judges?
There are basically two parts here,
how well you convert, and well you follow up. Nearly every piece
of consumer research shows that you will make 3-4 times as much money in
the follow up, yet less than 10% of businesses have any follow up
processes or polices in place.
Example: For the 10 leads you get,
instead of just contacting them once and trying to "close the sale" with
mediocre dialog and positioning, you offer a free evaluation, consumer
guide, helpful tips, education, etc. that will empower them to make the
best decision. Furthermore, through emails, telephone and direct
mail follow up they hear from you regularly for updates, continuity, new
programs, Proximity Transactions, etc. you understand that if you don't
have a list, you don't have a business.
This has been scientifically proven
to grow your closing ratios and profits by over 300%.
But don't worry about doing it,
because "it doesn't work for you", right?
Alright, assuming that your head
isn't your rectum - we can move past that.
Now let's talk more specifically
about how we can help...
We Charge At LEAST
$25 Per Client...
As explained earlier, once somebody
says "Yes, I want (BLANK)" they are sent to our partners, along with all
the information like address, phone number, email address - everything
(this almost never happens with standard "leads" or marketing) and, most
importantly...
They are waiting to be "sold".
They are waiting, expecting and
actually looking forward to hearing from our partners.
So, obviously, we need to make sure
these consumers are taken care of - which means you need to apply, pass
your interview and be approved before we accept you as a partner.
But before we do that let's run
through the numbers of the above example...
Assume your business has the
following numbers:
Cost per lead: $10
per lead
Conversion rate: 10%
Cost per sale:
$100
Transaction Value (TV):
Immediate value: $200
Six months: $100
12 months: $150
Lifetime: $2,000
Sales Process and Follow Up:
Embarrassingly Non-Existent (typical)
Now our minimum is $25 to be
connected with a consumer, so that will more than double your cost per
lead, bad news, right?
Let's see...
How your numbers SHOULD look:
Cost per lead: $25
per lead
Conversion rate: 30%
Cost per sale:
$82.50 (25 x 3.3 leads need to convert - instead of 10)
Transaction Value (TV):
Immediate value: $200
Six months: $100
12 months: $150
Lifetime: $2,000
Sales Process and Follow Up:
Embarrassingly Non-Existent (typical)
There are three BIG numbers that
have changed -
Your cost per contact will be at
least $25.
However, your conversion rate with
these folks should be between 20-50% at the very least, I've used the
middle range of 30%, but honestly...
How "tough" of a sale is this when
they are literally asking to be sold? 30% is mediocre at best...
The last number changed is your cost
per sale, even though you pay more per lead you aren't dealing with
wrong numbers, people "just looking around" or other time wasters that
you are getting with your leads right now - this is the bare minimum
that your cost per sale should decrease.
Now let's look at the numbers side
by side:
Getting the picture?
I hope so.
Below are a few questions that I've
gotten about this program...
Frequently Asked
Questions
Q: "How will the consumer
info be sent to me?"
A: The information will
normally be sent via email, and you will get this usually within 24
hours of the client requesting to get in touch with you.
Q: "But right now I'm
buying leads off the Internet for $5 per lead."
A: This really isn't a
question, and you are buying names off the Internet, not even
"leads", just to clarify the Consumer Connect Program connect partners
with people who are proactively asking for goods/services, NOT
people who may or may not want to buy - they are qualified by the
highest standard - their request, desires and motivation - not data
sets.
Q: "How many of my
competitors will get the same consumers and clients, how many times will
they be sold?"
A: As many times as it takes
for us to find a solid, qualify professional who can take care of these
clients. Once we have that we will build a more solid relationship
with them. Most companies and businesses are too lazy/stupid to
follow up correctly, gain compliance or do anything useful to grow their
companies, so our serious partners rarely have issues with
"competition".
Q: "Where do you guys get
leads?"
A: As I said I work with Azam
(Team Azam) and we spend hundreds of thousands - and sometimes more -
every week/month on radio, T.V., online, print, etc. marketing for
various companies we work with. We also have an interest in the
international consumer research I mentioned above. I myself work
extensively in real estate, but the people we connect partners may come
from multiple sources.
Q: "How qualified are the
clients?"
A: More qualified, motivated
and ready to buy than any other group of people you will talk to - in
fact we guarantee it. Every single client you are connected with,
specifically asked (usually over the phone in a live conversation, or
live and in person through an in-home appointment or the like) to be
contacted and sold. They didn't fill out a form and forget why,
they are waiting to be sold. How much easier can it get?
Q: "Will this work in my
area/business/industry?"
A: Probably not, which has
less to do with your area than it does with you. But the fact is
that regardless of what kind of business you have, offering gift
certificates, trial offers, in-home consultations, etc. is something
adaptable to any kind of business. We may be able to work with you
on this and develop a better process, but ultimately you have to take
this seriously to convert.
Q: "I don't (think I) pay
for 'leads' or business, never have, and I don't think I ever will."
A: Good Luck...
If you have any more (non-stupid)
questions, please let me know.
What you should do next
By now you're on track and you're
ready to get going, so you want to have your application in and then we
can schedule your interview. In your interview we'll go over what
you'll offer (to us and the clients) and how we can position you with
them for maximum compliance.
We'll also know if you're a good fit
for this or not.
This DOES required a credit card be
on file, but it will NOT be charged until after your interview and
acceptance. This form will force you to be better at business
because we are going to track your numbers, so if nothing just applying
will help you grow your company because too few business owners track
these numbers.
Oh yeah, and check out this
guarantee from Azam:
Alright so let's get moving: