Q: What Marketing Program Will Help Me Best Grow My Business In The Current Economic Climate?
A: Probably None, As They’re Only Focusing On 1/3 Of the Big Picture – And There On Only 1/2 Of What’s Important.

… Will Drive You to Take Action NOW…

The old saying goes something like, “When the student is ready, the right person appears to help you.” That’s how I felt when listening to Veit’s advice…..

His passion and energy brings alive for you the actions necessary to market, sell and grow your business to the next level.
Through his examples & stories, you see the “Why” behind his ideas, and it will drive you to take action NOW. When you take that action on his ideas, you will see the results in your business and in your life.

Mark Fritz, International Speaker & Author of “The Truth About Getting Things Done”
www.MarkFritzOnline.com

or:

How You Can Benefit From My Experience

Hello, my name is Dr Veit U.B. Schenk and for the past 15 years I’ve been studying the psychology of what makes people do the things they do…

Isn’t that just riveting stuff?

Heck, no, it isn’t!!!

Yet, that’s exactly what 95% of all business owners do, that’s how 99% of all presentations start: I have been in business for 123 years, I have 17 delivery vehicles, I have …. I, I, I, …

Most business owners talk about themselves, and not what the prospect or client cares about – namely a solution to their problem.

Just have a look at your average ad in your average newspaper: what do the majority of ads talk about? The business owner, their shop and what they’ve got in their store. And then you’re supposed to guess which one provides the best solution to your problem.

And then, even if you fixed your marketing (and aren’t there just enough marketing courses out there promising you can grow your business with just a teaspoon of sugar and no real skills or time required?), don’t even get me started on selling:

Do You Know How To Make Your Clients Feel Like a Hero?

The Statistics Show 90% of us Downright HATE Selling, And Doesn’t it Just Show?

So, what does your average business-owner do? Instead of creating a customer experience that makes our clients feel like a hero and turns them into lifelong raving fans, most just live off the few clients who don’t ask uncomfortable questions and the really progressive ones may even seek out training on handling objections – “if only I had a few more black-belt tricks to Jiu-Jitsu this guy into buying my stuff”.

Incidentally, “how can I handle objections more effectively” is THE most asked questions in any sales-training – and guess what!

If the solution to objections were a simple stock-reply, then someone would have found it by now.

Yes, figuring out what a client REALLY wants, even uncovering the desires and needs they’re not even aware of may look like a little more work, but trust me, it’s much more satisfying and profitable in the long run than continually looking for that elusive “here’s the answer to all objections” phrase that’s going to knock out all defenses.

Unfortunately, what most sales-people (and certainly a large proportion of business owners) lack is the fundamental attitude of treating a customer like a “client”, someone they serve instead of Jiu-Jitsuing them into buying something.

And That Plain Sucks – But Probably Doesn’t Suck As Bad As The Product Your Prospects Have All These Objections To

You know that you’ve got the world’s best mouse-trap and dammit, they should be beating the path to your door, and you are really passionate about what you do, so they better be too!

Yet they don’t. Why?

Because what you see if often vastly different from what ‘they’ see:

you see the great gadget you want to share with the world, but for them your product is the whole package – the entire experience from first contact (which incidentally includes those sucky ads: “oh, look, they’re just as boring as everybody else, I guess this is going to be a great experience”. Not)

So, you fix that by teaching your customer service reps a few new tricks, right?

Wrong again!

Here’s What’s Wrong With All These 3 Areas: The Focus On Tactics Alone!

Almost everybody is focusing on tactics, something they can implement quickly without really having to think about it.

Having a strategy in place before applying a single tactic is one of those ideas everybody ‘gets’ intellectually, but most people still skip right over it when it’s time to do the work.

(Ever really sat down to figure out WHY your business exists? Who your clients really are? What problems you can solve for them? What the real, underlying obstacles to growth are for YOUR business? (not just repeating what everybody else is saying). Ever read Covey’s “7 Habits” and then really identified your big rocks? …)

When you don’t start from a strategy and you don’t have a way to track results, you may as well be throwing money out of your window.

I want you to stop every marketing program you have unless you can prove that it is producing a substantial return on the money you are investing in it.

If you cannot answer the question “This activity X is a success IF ….”,

then you’re probably just following the herd – doing what you’ve always done or doing what everybody else in your industry is doing. Without knowing WHY and WHAT the return for your efforts is.

All to often, I run into small business owners who continue to spend money, particularly on advertising (and sometimes on sales-trainings), without having any idea how much revenue that money is generating.

Anyway, if I know one thing from personal experience and from having feedback from thousands of small business owners, then it is these two things:

Firstly, The Foundation of Every Business Success is the
Inner Game of the Business Owner and Their Business

That’s right, it’s not about how many marketing, sales or product-positioning tactics you learn, but whether you:

• know where you are and where you want to get to, so you can
• identify the real obstacles to rapid growth with laser-like precision, so you can
• match your strengths and those of your business to the tasks at hand and take the most effective actions (and tactics) – and delegate or outsource the weak parts instead of wasting tons of precious time trying to figure out what the heck is going on.
• are aware of what your beliefs are of what’s possible and what’s “true”, so you can break through all the common wisdoms in your market (which are typically based on untested beliefs, not facts) – and hence use the most appropriate way to get to YOUR goal!
• are clear on what strategies are most appropriate for each individual growth stage of your business.
• not just walk in your customers’ shoes, but run a Marathon in their moccasins so you can see your business the way see it – all the way from the very first contact, so you can create a world-class customer experience for them.
• and finally: doing all this habitually, i.e. really walking the talk and not just paying lipservice to slogans like “customer is king”, “I find out what people want and then give it to them” etc.

…Exceed Your Goals With Easy-to-Apply Action Steps …

Veit offers several simple, yet brilliant strategies to gain immediate results in your business. His advice is designed to help you exceed your goals with easy-to-apply action steps. Grow happens quickly once you implement new techniques to change your business habits.

Each of Veit’s dozens of business gems will make you think about how you see your business and realize what you need to change to achieve the success you want. After listening, you will be able to see what to do and how to do it.

Margo Berman, Creative catalyst, advertising professor and author of “Street-Smart Advertising” and “The Brains Behind Great Ad Campaigns”
www.unlocktheblock.com

Secondly, You Cannot ‘Learn’ New Skills (Especially Skills Of The Mind) In a Vacuum

Ever been to a time-management seminar? I’ve been to plenty, and let me tell you: they don’t work!

At least not for normal people!

First of all they’re of course designed (and often delivered) by people who are naturally good at managing their time, i.e. no good for the rest of us.

And secondly, every single course I’ve been to (including Covey’s 7 habits – ever tried putting that into practice?) shows you the ‘magic’ in isolation, totally removed from your real day-to-day situation.

What’s really holding me back? Why can’t I be more effective? Why are my customers not buying?

Now, go ahead, try tying these very real questions to ‘big rocks’ – try to figure out what the real, underlying reasons are.

These are the questions that are so difficult to answer, especially when you are super-busy and can’t take a whole 3 days to figure out why your offer bombed or where all that time went.

That’s why I’ve identified a range of tools and techniques that help you identify with a laser-like focus what the key constraints are that are really holding you back — and I share these with you in my programs.

Another reason is this:

The Gurus Are Holding Back A Key Ingredient From You

Whatever it is, a time-management course, a business courses – ever wondered “hey, they must be holding back something – it works for them (and a handful of others), but I sure don’t get the same results as they are”?

Of course they’re not holding back on purpose, BUT: the thing they’re not telling you is HOW they do it. And I’m not talking about the step-by-step HOW-to, but rather HOW do they think, believe and KNOW it’s possible.

Want a simple example?

Your favourite guru tells you the best way to get new clients is to hold a seminar where prospects see how brilliant you are and all you need to do is then upsell them to your main product or service.

Ah, big problem: if you are like most of us, public speaking is right up there with jumping out of an airplane without a parachute and eating roast rat for dinner. Ah yes, and the statistics show that only 10% of the population actually like or even love selling and being all salesy.

So, great tactic (and yes, it is true: holding seminars is an awesome way of getting new clients), but reality is that you will consciously or subconsciously do everything in your power NOT to have to stand in front of a large crowd and pitch your product or service.

Now, that’s a bit of an extreme example, but you get the idea – there are so many assumptions, beliefs that the successful have and if you don’t have those same beliefs or at least a very good understanding WHAT the underlying assumptions are, then you’ll keep wondering WHY you’ll keep getting mediocre results.

Finally,

The Reason Even “Taking Massive Action” (Assuming You Could Do It On A Consistent Basis) Doesn’t Get You The Results You Desire Is …

… quite simply this: the majority of all people when attempting to make a major change in their lives attempt it at the wrong moment.

Here’s why: There is a huge body of clinical psychological studies where they studied a wide range of people wanting to make a big change in their lives – from stopping smoking, losing weight, to stopping procrastination, being more effective or just the way they run their lives and businesses.

And the overwhelming evidence is that

To Make Lasting, Successful Change, People Need to go Through a Distinct Sequence of Distinct Stages!

Mix these up or miss one and it’s back to square one.

Great news for the dieting industry, the smoking cessation industry, the time-management industry or the business growth industry.

Bad news for most of us: if any of these really worked, then we wouldn’t have the infamous yo-yo effect, people would all be perfectly effective and we wouldn’t have about two-thirds of all businesses failing within 5 years of starting up, right?

All these factors combined is exactly WHY first of all we do all this introspection (awareness raising), so you know with 100% certainty you’re in the right spot when making major changes in your business and your life and WHY

Everything We Teach is Tied to The Day-to-Day Business of Running and Building a Business:

I don’t care about the most beautiful AHA-moments, if you can’t take the bull by the horns, translate it immediately into a tactic or strategy which you can then implement straight away in your business, then you haven’t gained anything (apart from a nice insight).

The significant problems we have cannot be solved at the same level of thinking with which we created them.

Albert Einstein

Not only that, but it is also one of our core-beliefs that you can almost never solve a problem at the level at which it was created: most of us are so in the ‘day-to-day’ of making sure our businesses keep ticking, that we find it extremely hard to take a few steps back and look at the situation from a different perspective.

How Does Donald Trump See The World Differently From You?

See, the Inner Game is all about

1. what you believe to be true,

2. what you believe to be possible and

3. how you see the world through your own (and somebody else’s) eyes.

If you were to walk down 5th Avenue together with Donald Trump and you’d take the time to look up, you would most likely see a sea of shiny tall buildings. Donald Trump on the other hand would most likely see endless business opportunities hiding in that sea of shiny tall buildings.

He simply has different views to you as to what’s possible, what is true and how he can add value as seen from somebody else’s perspective.

The secret to having a real competitive advantage is to stand out from the crowd — in the eyes of your potential clients of course. And you’ll have a hard time finding ways to stand out if all you ever do is look within your own industry, your own immediate ‘business-neighbourhood’ — what are my direct competitors doing (and then copy them).

Yet that’s exactly what we observe in practice all the time: copy what the other’s are doing, following the herd.

“The definition of insanity is doing the same thing over and over again and expecting different results”.- Albert Einstein

And then complaining when they’re getting the same results as everybody else.

So, start looking what works in other industries and start adapting it to your own circumstances.

And that’s where our experience can help:

40.743 Business Owners Vote With Their Feet

Ok, I admit, I haven’t counted them exactly, however here is why that’s probably on the lower end of the real number:

For nearly 20 years now our family business has been showing sales-people in the newspaper industry how to get better results for their clients. So rather than just being a classic ’sales-person’ and phoning you up just to ask you to put an ad in the local paper, they’re now acting as a consultant to you and your business.

And because sales-people are very busy people with plenty of deadlines, whatever we show them to give their clients has to work, and it has to work fast. Simply because if it doesn’t work for the business owner, they don’t make any money and most likely won’t put another ad in the paper.

As we’ve trained thousands of sales-reps over the years and each sales-rep has on average between 400 and 700 clients, we get feedback from literally tens, if not hundreds of thousands of business-owners in every industry imaginable. They either see results with our stuff or they don’t. And the sales-rep knows for sure which way it went.

The best thing is: this feedback enables us to show you WHAT works AND also WHY it works:

• what types of marketing works for what types of target groups,
• what their fundamental attitudes are,
• how they react to typical offers,
• what most of your competitors are doing and
• what you can do to stand out from the crowd.

By studying the fast-movers from literally hundreds of industries we have managed to distill the success principles into a comprehensive framework you can follow step-by-step and that’s flexible enough to adapt to your individual circumstances.

What’s my next step?

Quite simple, if this speaks to you, just go and check out my free stuff, sign up for our free seminars and reports (the front page of this site changes regularly) and we’ll send you information you can put into practice immediately in your business.

Then, once you’ve seen the value of what we’ve got, then you may want to check out what else we’ve got.

You can of course always contact us directly via the helpdesk.

Hope to speak to you soon

Dr. Veit U.B. Schenk

…Dr Schenk’s Advice is Practical, Results-Oriented, and Presented in a Lively, Can-Do Style…

Based on my interviews with both new and seasoned entrepreneurs, marketing is really the Achilles heel of small business owners — yet it’s absolutely vital to success and profitability. Dr. Schenk’s advice is practical, results-oriented, and presented in a lively, can-do style.

His easy-to-implement strategies will definitely save you time, energy, and cash. And avoiding the mistakes he identifies will put you on the fast-track to success.

Karin Abarbanel,
Co-author of “Birthing the Elephant: the woman’s go-for-it guide to overcoming the big challenges of launching a business”
www.birthingtheelephant.com