Free Report: How to Get People to Stand In Line and Pay You the Highest Prices!
January 4, 2010
THE FUNCTION OF MARKETING
What comes to your mind when you think of marketing? For some, the first thing that comes to mind is advertising. Others think of face to face sales or networking. Still others think of “getting your name out there” or branding. The function of marketing, whether it is advertising, or promoting your business at the local chamber of commerce, has one function and one function only, and that is to increase sales. Period. Of course there is a huge difference between sales and marketing. Marketing is everything you do to generate prospects. Sales is what you do once you are face to face or phone to phone with that prospect.
At the end of the day, your marketing must increase sales. It obviously must bring qualified prospects that you can convert into clients. If it fails to do that, it is not working. Too many business owners spend lots of time and money “getting their name out there” but their efforts don’t produce sales. There are many ways to market your business. Some marketing creates pre-qualified, ready to buy clients that don’t have to be sold. Other techniques generate “leads”. Those leads then must go through an effective sales process to turn them into clients. Even the intangible things such as “branding” and “positioning” that don’t produce immediate sales should clearly help to increase sales by creating demand and raising the perceived value of your product or service. The bottom line is that your marketing must produce a top line or it is not working. We must be brutally honest about that and get totally unemotional about our marketing and take a more scientific approach. Track your marketing efforts. How many leads did you generate? How many did you close? Track everything!
The ONLY 3 Ways to Increase Sales
Regardless of the type of business you are in, there are only 3 ways to increase sales under the sun. The 3 ways are…
1. Increase Price
2. Get More Clients
3. More Frequency or Services from Existing Clients
Increase Price. If you are able to increase my price without losing too much in volume, your top line would increase. If you raise your price 20% and lose 20% of your sales volume, you are still making more money. If you raise your price 50% and lose 50% of your sales volume, you are still making more profit. This program reveals proven techniques for getting the highest prices for your product or service. By positioning yourself and your company differently – by creating a different message – you will be able to continually raise your price. The beauty is that you probably won’t lose any sales volume! If you do lose clients, you will quickly replace them with clients that are willing to pay a higher price because you will have developed a compelling case for doing business with your company.
Get more clients. The second way to increase sales is to get more clients. This is the one that people usually think of first. There are many, many ways to get more clients. This program will focus on how to get the best clients and to get as many as you want whenever you want.
Existing Clients. The third way to increase sales is to get your existing clients to use more of your services, or to use your services more often. This can have a dramatic effect on your income. If you are not marketing to your existing client base, you could literally double your business with this strategy alone. This is assuming that you have something to offer your existing clients. Keep in mind that properly marketing to your existing clients is one of the chief ways to position yourself at a higher level. By educating your clients and “training” them to think of you and your company in a certain way, you “brand” yourself among them. Don’t forget about referrals!! One of the most profitable benefits of marketing to your existing clients is their referrals!! If you are not in constant contact with your clients, they will forget about you. You must be top of the mind at all times. When anyone mentions your industry, your name should immediately come to mind.
Statistics have proven that it costs an average of 500% more to gain a new client than to keep an existing one. They already know you. You already know them. They have already paid your price. They are the most likely to do business with you assuming that you have a repeatable service, other products, and/or you want referrals from them. For most businesses not marketing to your existing clients is the biggest marketing mistake of all. This program reveals some of the strategies you can use to keep your current clients coming back for more and to keep them actively referring you.
EXPERIENTIAL MARKETING
I came across a term some years ago that explained what I was already doing in my marketing, and explained how I was able to get the highest prices. The term “Experiential Marketing” is sort of an unusual, obscure term, but is key to getting the highest prices for your service. There is a book called Experiential Marketing by Bernd H. Schmitt, published by The Free Press. Let me share a quote from this book…
“Today, customers take functional features and benefits, product quality, and a positive brand image as a given. What they want is products, communications, and marketing campaigns that dazzle their senses, touch their hearts and stimulate their minds. They want products communications and campaigns that they can relate to and that they can incorporate into their lifestyles. The want products, communications, and marketing campaigns to deliver an experience…”
Notice that it says to deliver an experience in the marketing campaign. Hopefully all of us know that we must create the most unique and powerful experience when we actually serve our clients. But what this is saying is that it is created in the marketing campaign. Interesting.
The quote goes on to say…“The degree to which a company is able to deliver a desirable customer experience (in the marketing) and to use information technology, brands, and integrated communications and entertainment to do so, will largely determine it’s success in the global marketplace of the new millennium.”
You may not be concerned about the “global marketplace” in your industry, but the degree to which we understand and implement this concept will determine the degree of success we will have in getting the highest prices.
What is the main marketing message of most business owners? How does the average, every day business advertise their service. If your industry is like most, you will find that the message is either about “price” or by the “method” of doing the work that they do.
Let’s deal with the price advertising first. Price advertising comes in many different ways. The most common type of price advertising is placing an ad that offers a low price. But that is not the only type of price advertising. The way that you carry yourself is a reflection of the value of your service. How you dress, what your company vehicles look like, what your office looks like, how you answer your telephone, what your marketing materials look like. You see, you will take up a position in the marketplace, just by existing. The question is whether you will take up the position that you want or not. You have to design what your position will be rather than letting it happen by accident.
The most common type of price advertiser is the one that advertises a ridiculously low price never intending to honor that price. Or, they have one in stock at that price, or whatever. In the worst cases, you could categorize these price advertisers in the “bait n’ switch” category. They bait the prospect with a low price to “get in the door”. Once the prospect is generated, they “switch” them to what they really want to sell. In the worst cases, the company would even refuse to offer the low price service. Do you have “bait n’ switch” operators in your industry?
The bait n’ switch advertiser is only one of 3 types of price advertisers. The second is what I call the “price merchandiser”. The price merchandiser, unlike the bait n’ switch is a legitimate business model, but has intentionally positioned itself as the lower price alternative. Think of Southwest Airlines. They have intentionally positioned themselves as the low price alternative and they are very focused about running their business model accordingly. Not offering meals on their flights, their point to point routes, open seating, the revolutionary “10 minute turn around” have all kept their costs low so that they can offer the low price. Just because you offer a low price doesn’t mean that it has to be negative or unprofitable. Southwest Airlines is the most profitable airline in the industry. They have built a brand of “fun and friendly”.
This model only works if you have the right business model. If you are a professional that works alone, this would not be the right approach for you. However, if you built a system that could duplicate what you do over and over and you could expand your units at a profit, you could use this business model.
This brings me to the third type of price advertiser. The third type of price advertiser is the small, independent, uninformed operator that does not have the management infrastructure, the reach, and cannot handle the volume that a larger price merchandising company could. Let’s think about a plumber or a carpet cleaner, or a service company like that. If the plumber or carpet cleaner is a solo operator, why would he want to “match” the price of the bigger operators? He can’t compete with their margins. He doesn’t have the management infrastructure, the capital, the brand image, the television commercials, and more that the larger company has. His revenue is generated by his sweat. Therefore, even thought the “overhead” is lower, this person should charge more rather than less.
Let’s look at an example. Let’s say that this is an income statement of a price merchandising firm:
$5M Income
- $2.5M Cost of Sale
=$2.5 M Gross Profit
- $2.0M Fixed Expense (40%)
=$500k Net Income
If a smaller operator that billed 200k has the same cost structure that produces a 10% margin, he would end up with $20k in profit. Not cool! Obviously there are lots of variables in this scenario, but to compete with the price merchandiser, you are going to spend lots of money in advertising, your costs are going to be at a high percentage because your prices are low.
Instead, the smaller operator should charge higher prices and leverage the benefits of being a smaller operator. The smaller operator can experience lower marketing costs by generating referrals, marketing to existing clients and creating a demand for services so that he can command his fee.
So, the saddest case of all the price advertisers is the small independent contractor or professional that has not figured out the value in their service and how to communicate that to the right people. This program is written especially for you.
Regardless of what type of price advertising you do, price advertising always does one thing: It attracts price shoppers! Hello? If you are attracting a multitude of price shoppers, you may want to take a look at how you are marketing your company.
The Effects of lowering or raising price.
This is a hypothetical pricing situation. In this hypothetical situation, Job 1 is priced at $200.00 and the cost of doing Job 1 is $100.00. This would give you $100.00 in gross profit. If you are discounting your price by 20% that would give you scenario #2. Job 2 charges $160.00. Guess what doesn’t change? The cost! It still cost $100.00 to do that job! So, that means your profit went down to $60.00…a 40% drop!! What if you could position your company is a way that you could charge 20% more instead of 20% less? What do you think would happen? Let’s take a look…Job 3 is priced at $240.00 instead of $200.00. What stays the same? The cost! $240.00 minus $100.00, gives us $140.00 profit. And by the way, the difference in profit from Job 2 and Job 3 is 2.33 times the amount. That means you could do half the work and make more money! Or, do the same volume and make more than twice the money. This is a very important concept for small, independent companies to understand. It’s not in the volume (with any company), it’s in the profit. It is terribly important as independent business owners to understand this because we don’t have a national brand to generate leads for us. We have an entirely different set of benefits to offer, which are worth far more.
The second way that most small business owners advertise their company “how they do their work”.
There is another common way that business owners communicate their service. They communicate how they do their work. What could possibly be wrong with this? Let’s look and see. Let’s say that you run into a potential prospect in the marketplace. The prospect says “Bob, don’t you (whatever it is that you do)?” You respond, ‘Oh, yes…” and you begin to talk about how you do your work, or the features and benefits of your product. The problem is that everyone else says the “same thing”. So if you do the “same thing”, why should someone choose you over another company? Why should they pay you a higher price? They shouldn’t.
You can see how this mistake is repeated over and over by small business owners. An ad for a carpet cleaner says “ABC Carpet Cleaning” followed by “Professional Carpet Cleaning, Upholstery Cleaning, Spot Removal…” Wow! I never knew that a carpet cleaning company cleaned carpet!! Let’s look at another ridiculous misuse of time… you’re at a Chamber of Commerce meeting and a CPA stands up to introduce herself. She says “I’m Sue Smith, I’m a CPA, and I do taxes” Well no duh! I never met a CPA that does taxes!! See how small business owners waste the 60 seconds of time they have to tell someone why they should do business with them over anyone else?
In today’s competitive marketplace, it is not enough to just tell what you do, or to tell the features and benefits. Today, you must answer the question “Why should I do business with you over the other 400 people in town?” and “Why should I pay you a higher price?”
This program reveals my proven 5 Point Marketing Message that can and is used in many companies to get the highest price or to create demand. Large corporations typically try to be the low price choice. Small business owners must differentiate themselves to get a higher price and protect their margins.
The Experience Economy
Before we get into the marketing message, I would like to share another concept with you that reveals more about marketing the “experience”. To prove this point, we will talk about coffee. When coffee first hits the market, it is a commodity. As a commodity, coffee cost about $1.00 a pound. Not much differentiation at this point other than the type of bean. Once it is packaged, it becomes a good. Now there is some differentiation. Now the price is anywhere from $3.00 to $8.00 a pound depending on the brand. A nice jump.
The next level is the service level. If you go to Denny’s and buy a cup of coffee, you are now paying for a service rather than a good. Even though you went there for coffee, you are really paying for the service. How much does a cup of coffee cost at Denny’s? About $1.00 per cup. How much of that weak coffee can you make from a pound of coffee? A lot! So the price per pound goes way up when you charge for a service. Are you in the service business? Yes you are! Are you marketing a product or a service? The secret to getting a higher price is identifying the service you provide that is wanted by your target prospect, rather than how you do your work which sounds like everyone else, or the functional features and benefits. You need to sell what it does rather than what it is. What does your product or service do that’s different. This will get you a higher price, but not the highest price.
How to get the highest price…
Have you ever heard of a little company called Starbucks? Starbucks started out as small coffee company in Seattle, Washington that few knew about. In a few short years, it has become a multi-national, publicly traded, billion dollar corporation. In the first quarter of 2003 they broke 1 billion dollars!
People stand in line in the cold, in the rain, in the heat, when they are late for work, to pay the highest price for a commodity that has been around for thousands of years. What is up with that?? Why?? Because they have so effectively marketed…. are you ready…. an experience around coffee that the people stand in line to pay the highest price for it. They not only created the highest priced brand, but they also created demand.
An interesting fact about Starbuck’s is they grew from unknown to worldwide without massive advertising. They created such a unique experience that people couldn’t stop talking about it. This is an important notation you should make. The Howard Partridge Referral Marketing System outlines a referral marketing system so effective you may never have to advertise again. You will find that high end clients buy mainly through referrals. Starbuck’s built a massive company through word of mouth!
Another interesting fact is how the Starbuck’s experience came about. Howard Shultz, CEO of Starbuck’s came to work for Starbuck’s as their national marketing director. He worked for a company that supplied Starbuck’s with coffee makers and accessories. At that time, Starbuck’s did not offer specialty Espresso drinks. They sold coffee beans, coffee makers, grinders, and accessories.
Howard Shultz was in Milan on a business trip. As he was ducking in and out of the Italian Espresso Bars, he had an epiphany of sorts. He realized that he could create the same “community experience” in America. He rushed back to Seattle and presented his idea to the principles of Starbuck’s. They said it would never work. They wouldn’t even give him the back of a store to test it. Shultz left the company, opened 5 stores called Il Giornale (Italian for the Daily News), was wildly successful and generated enough seed money to buy Starbuck’s for their bean distribution system. The rest is history! This story is recounted in a wonderfully entrepreneurial book called “Pour Your Heart Into It – The Starbuck’s Story” by Howard Shultz.
We will use Starbuck’s as the ultimate “Experiential Marketing” company and unravel the secrets that we can implement in our own businesses to get the highest price and have people stand in line to get it.
The illustration of Commodity, Good, Service, and Experience was taken from a book called the Experience Economy. The authors used having a cappuccino on St. Mark’s Square in Venice as the “experience”.
A quote from this book tells what is wrong with so many industries in America today…
“Commoditized. No company wants that word applied to it’s goods or services. Just to mention commoditization sends shivers down the spines of executives and entrepreneurs alike. Margins fall through the floor and customers buy solely on price, price, price.”
Isn’t that what has happened to most industries today? It is a travesty for this to happen to the service trades. But we have done it to ourselves through low pricing, and poor marketing. It is up to us to change it.
Notice that the sub-title of this book says “Work is Theatre and Every Business Is A Stage”. Our company has adopted this powerful mantra in our business. Every time we pick up the telephone, we are on stage. When we drive up to a client’s home or business, we are on stage. When a prospect picks up a brochure, we are on stage. Anytime anything about our company comes into contact with a prospect or client, we are on stage.
The Experience Economy is outlines how a theatre production is created. You should think of your business as a theatre production. When you think about theatre, and what happens behind the scenes, there is a great deal of work. Blood, sweat and tears earned that show the position that it has.
So, here are two more lessons…
One. No matter whether you or your staff members are hot, cold, sick, tired, bankrupt, have family problems, equipment problems, or whatever, don’t ever let your customers see what happens behind the curtain. When the curtain comes up (the telephone rings, you walk into the grocery store, one of your employees is driving a company van when they are off work), the only thing the community sees is a well thought out theatre production. You have choreographed every move, every image, the costumes, the props…everything has been designed to make your prospects and clients feel a certain way. You have provided them with an emotional experience. This is why scripts are so important. Have you ever thought about the fact that scripts in a theatre production are designed to make you laugh, cry, or provoke you to deep thought and imagination? One of the important concepts to realize about experiential marketing is that just as much of the marketing happens during and after the process of delivering the product or service. Think about Starbucks. You begin the learning experience after you have ordered the cup of coffee.
Two. After you have successfully created the ultimate experience, you then show the “behind-the-scenes” process of how it was all put together. You see this more and more with movies being published on dvds. The behind-the-scenes adds to the total experience. How does this apply to your small business? Instead of offering commodity service for a certain price, you share how the ultimate service experience is created…everything from training and education to the guarantee. More on this later.
Ironically, as so many products and services are “commoditized”, we are no longer in a “service” economy. Almost everything you buy comes with a unique experience. At all levels, especially the high end market, consumers are expecting more than functional features and benefits. They want to be part of something that means more than just buying a product. We see this in environmentally friendly products. There is an entire movement behind this marketing message.
The first word on Starbuck’s main brochure is “EXPERIENCE”, followed by “the Perfect Cup”. Inside, it shows the reader how many shots of espresso and how much milk or froth is used in each type of drink.
Experiential Marketing gets you the highest prices. People are willing to pay for an experience.
The Drycleaner Example. Here’s an example of how people will pay more for a product without really even knowing the difference in the product itself. A dry cleaner in my area offers “free home pick up and delivery”. It’s not really free because they charge the highest price for dry cleaning clothes. But the fact that I can simply put my clothes in a supplied nylon laundry bag and toss it out on the porch on Tuesday and my clothes will be hanging on the supplied hook on Thursday is a real convenience factor. Toss them out on Thursday, and they will be back on the following Tuesday. I travel a lot, and take the risk of not making it to the cleaners during their hours of operation, so I pay the highest price for dry cleaning, because of the home delivery program. I have no idea how they clean my clothes! I don’t know anything about their method of cleaning or “how they do their work”. So, what am I paying for? Peace of mind. To know that my clothes will be hanging there when I need to rush out of town to teach a seminar. Here’s the catch: Since they provide a premium level of service, I assume they use the best system of cleaning. Since they automatically fix a button or a seam without me having to point it out, I assume they do the best job. My clothes feel and smell clean, but they have never told me how they “do” their work. This company is not the ultimate in experiential marketing, but it simply demonstrates one premium service that people will pay a higher price for. They pay a higher price so they don’t have to worry about it. Hassle free. Lower the hassle factor in your service. Make it easy for the client. This drycleaning company could take their business to the next level by attaching “news clips” along with the receipt that is attached to the hanging clothes. They could insert information in with the bill they send each month. They could upgrade the van and driver that delivers the clothing. There are so many things they could do to create a greater experience and therefore solidify and expand their position if they wanted to.
The next question that comes up when talking about charging more, is whether there are enough people to go around to afford a high end service. As of December of 1999, there were 3.5 million millionaires in the U.S.
Not that all of them will pay the highest price for your service, but we live in a very affluent society that pays big money for intangibles. Don’t let the profile of “your area” fool you. There are business owners, professors, doctors, lawyers, and many other professionals in every area. You may have to diversify a little in a smaller community, but don’t let the visible landscape scare you off. Mercedes Clients are sometimes hidden. They don’t respond to traditional advertising means, and therefore are not as visible as other types of customers. The way to make your business immune to swings in the economy is to create such a unique experience that people will choose you over someone else. They will pay a higher price for you, and they will wait for you. Creating demand and higher prices as well as solidifying your position for the future. That’s what it is all about.
Experiential Marketing goes far beyond features and benefits
Features are specifications of a product or service. In other words, what it is.
A Benefit is what the product actually does. One of the first things you will learn when you begin studying marketing is to focus on benefits rather than features. In marketing, we must ALWAYS speak in terms of what’s in it for them. Speak in their language. Speak in terms of benefits. Instead of “we have”, use “you get”. Experiential Marketing is the ultimate level that includes everything you do.
Here are some examples of general benefits that have to do with working with one company over another.
• Peace of mind
• Security
• Good feelings
• Status
• Better health
• Convenience
• Get on with their lives!!
Be sure to make a LONG list of benefits of your product or service. After you finish making your list, then think of the benefit of the benefit. In other words, one benefit your client may get is that they get the owner on the job rather than an employee. What is the benefit of that benefit? Knowledge and experience will be on hand. What is the benefit of that benefit? Whatever you are offering the client will ultimately be better because of that knowledge and experience that is applied. Now list the exact, specific ways that it will be better. Get the picture?
Even though benefits can get you a higher price, it is only a part of experiential marketing.
The 4 Essential Components of Experiential Marketing
There are actually 4 essential components of experiential marketing. However, 3 of the four actually have to do with customer service, so we will save the details on those for a customer service discussion. However, I will touch on 2, 3, and 4 to make sure you understand the importance of them.
The four components are…
1. Powerful Presentation. We will spend a great deal of time on the presentation. In particular, the experiential marketing message.
2. Positive Reception. Positive reception is a term I use to describe what kind of experience your prospects and clients have when they actually come into contact with your company. Whether they call on the telephone or come by your office, the way that your prospects and clients are received is extremely important. If you begin to update your message and get an effective high end experiential message out to the marketplace, and get them to call your office, you don’t want to sound like a Saturn dealership. I have been blessed to be able to buy many products and services in the high end market. When I call a company, and I can tell that they really don’t understand. They are talking about “deals” and I am still evaluating whether I can trust them or not, is a big barrier. So, you need to make sure that you sound like a Mercedes dealership.
Make sure you have a professionally recorded voice mail message. If you have a hold button on your telephone, have a professionally recorded on-hold message. Create positive scripts for how the telephone is answered. The sales scripts that you deliver, and the pricing structures you decide on will determine whether the client perceives you as a bona fide high end service company can be trusted. By the same token, if you decide to become an effective “value” (Saturn) company, then everything you do will speak value in a positive way. Remember that “work is theatre and every business is a stage”. The more work you do on scripting the right words, and delivering the right experience will be the determining factor of your success.
3. Effective Delivery. In other words, how the product or service is delivered. I am constantly amazed to see how small business owners do not create any significant difference in the way that they deliver their product or service. The entire experience is just like the last guy. No difference. Commodity service. Commodity product. WOW your clients by having the shiniest, sparkling service vehicles around. Beautiful clean uniforms, outstanding on-site presentation materials, scripts that are used starting from the introduction. A multi-step service system that can be communicated to the client so that she knows you are doing more steps than anyone else.
4. Unusual Follow Up. Examples: Quality Check Call after the job. Thank You Letter with Comment Card. Referral Reward Program. Informative Newsletter that shares how to get the best use out of your product or service. All of this sets you apart, creates demand, and gets a higher price. In fact, it is impossible to create the “Most Outstanding Service Experience Ever™ without having “after the service” interaction. The Howard Partridge Client Base Marketing System outlines how to accomplish this.
Free LIVE Relationship Marketing Webinar with Howard Partridge Reveals Proven Strategies for Getting More High Quality Clients! Monday November 30th 7:00pm Central
November 17, 2009
On this webinar you will discover my proven strategies on how to get higher prices for
your service (if your price is fixed, you will find out how to get higher quality
clients), how to generate so many referrals you may never advertise again, and how to
double your business with one simple strategy. Not only is this presentation free, you
will get access to a free business building package online that is worth at least
$600.00. If you are tired of dealing with price shoppers, and you don’t have as many
high quality clients as you want, then join me on this free webinar.
During this live presentation, you can ask me any question you like. Depending on the
number of questions we have, I may not get to all of them, but I will answer as many
as I can. I have practiced “Relationship Marketing” for over 25 years and I have been
teaching other small business owners my concepts for over a decade now.
Most importantly, you will leave this webinar with strategies you will be able to
implement immediately after the call to take your business to the next level.
Simply register here and you will get your own unique link to the webinar. You can
listen and watch right on your computer. You don’t even have to make a long distance
call!
You will get a reminder e-mail from GoToMeeting.com (and possibly a voice mail from me
if you are in the U.S.).
Mark your calendar now so that you make sure you are on this call. It will NOT be
repeated or replayed! As you may know, I don’t do that many seminars and the only way
to get my information is to buy one of my packages or join my membership programs. You
can join this webinar and learn for a solid 2 hours without having to travel and
without spending a dime.
Of course my materials and memberships are worth every penny I charge because of what
they can help you do in your business or practice, but you won’t pay a penny for this
webinar. Simply log in, sit back, relax (even eat dinner while you’re watching), and
learn! It’s that easy and that simple.
Click Here to Register
Terrible accidents… debt… sickness… disease…
November 14, 2009
If you or anyone you know is going through any kind of struggle…
Join the Zig Ziglar Family Live Tuesday Night to Discover How to “Embrace the Struggle”
Click here to read my newsletter and to find out how you can get my video “Why most small business owners and professionals don’t reach their goals (and what to do about it):
My Weekly Newsletter
Powerful Movie About Zig Ziglar’s Accident
October 28, 2009
Some of you may know that Zig Ziglar had an accident some years ago that could have ended his career (and his life). Not only has he overcome the trials of a concussion and brain surgery, he has written a book about it that some say is his best work yet.
Best-Selling Author Jim Cathcart
September 26, 2009
Jim Cathcart wrote a best-selling book called “Relationship Selling”. In that book he says to “become an asset to others before they become an asset to you..”
I have been talking about his book for years and I finally got to meet him the other day when I went to meet with Bob Burg.
A local guy who is big in BNI had both Jim and Bob live. It was pretty cool.
I highly recommend both of their books. The Go-Giver by Bob Burg is one of the best books ever written on the subject of Relationship Marketing.
Great Example of a Website/Blog
September 24, 2009
Having a blog as your main website gives you the flexibility to manage your site yourself rather than having to wait for a graphics person to do it for you. Here’s a great example of a carpet cleaning site of one of my members that was created by Tre Allen with Truckmount Forums. Having a blog is a great way to market your cleaning business.
http://www.pcssouthernct.com/news/
The Art of “Selling” and Getting Endless Referrals
August 20, 2009
Most people have the wrong idea about sales, networking, and building referrals.
Here’s a short video that is really fantastic. I got this video from Bob Burg who is the author of “The Go-Giver” which is one of the best “business” books I have ever read. He is also the author of “Endless Referrals”. We are looking forward to having Bob at my upcoming Round Table event.
http://www.theartofsellingmovie.com
Best-Selling Author of “The Starbucks Experience” Speaking at My Next Round Table
August 4, 2009
Dr. Michelli has been on the inside of some of the most successful "experiential" companies in the world. His latest book The New Gold Standard is an insider's look at The Ritz Carlton.
We are very blessed to have him live and in person. We will have a video invitation from Dr. Michelli on the blog soon, so come back ya hear.
How are you doing on your GOALS?
August 4, 2009
John Braun interviewed me on goal setting last year. The concepts that I shared still ring true today. This interview was over an hour and a half!
So, if you want to learn more about reaching your goals, listen to this!
http://www.hitmanadvertising.com/interview/HowardInterview/ImpactWebAudio.mp3
Free “Double Your Business” Webinar Thursday
July 25, 2009
On Thursday July 30th I will be holding a free webinar that will show you 4 proven strategies to double your business in the next 12 months or less. These are strategies that I have used, and many of my students have used to double our businesses.
http://www.howardpartridge.com/phenomenalmarketingsystemwebinar.html