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Pillar 5 Lead Conversion And How To Increase The Number Of Orders You Receive

Pillar 5 Lead Conversion And How To Increase The Number Of Orders You Receive

This is a big category. Here are links to the other pages – page 23 – 4 – 5

Magnetic Marketing by Dan Kennedy – 5 Stars

The full title of this book by Dan Kennedy is

Magnetic Marketing: How To Attract A Flood Of New Customers That Pay, Stay, and Refer

In my review posted on Amazon.co.uk, I gave the book a Five Stars rating. This means it is Excellent and Very Highly Recommended.

Here is my book review.

Another tasty morsel from a master of direct marketing

Magnetic Marketing is the name of the author’s most famous premium priced course and it’s the one that has helped make his excellent reputation.

Kennedy didn’t invent direct response marketing – its origins go back at least as far as the late 19th century – but he’s done a great job of bringing it to the attention of business owners and entrepreneurs along with others including Jay Abraham. I’ve always felt Kennedy was stronger on the initial aspect of attracting new customers while Abraham was better at expanding the backend, that is the ongoing business with the customers. Books by both deserve a place on the bookshelf of a well read business owner. [continue reading…]

in 4 – Lead Generation, 5 – Lead Conversion, 6 – Revenue Regeneration, Best Business Books

The Propensity To Buy Matrix

The Propensity To Buy Matrix contrasts the uniqueness of your product with the customer’s knowledge of your business to create four sectors with different propensities to buy.

I read about it in the book, Marketing by Matrix by Malcolm McDonald and John Leppard and wanted to share it with you.

What Is The Propensity To Buy Matrix?

This is presented as a two by two matrix, effectively forcing High/Low choices but I don’t see why it can’t be used in a three by three matrix with High, Medium and Low options. [continue reading…]

in 4 – Lead Generation, 5 – Lead Conversion

I am a prolific reader and reviewer of business books on Amazon.co.uk and I get really irritated when the reviews get overwhelmed with fake stuff.

How can you tell?

Well there is the nature of the review for one but, it is even more reliable to go and have a look at what else the reviewer has reviewed.

You can find plenty of occasions where the reviewer has reviewed six books, all been given five stars and a rave review and they are all by the same author.

Unfortunately it takes time to click on everyone.

An easier way is to use Fakespot.com which will do the analysis for you. [continue reading…]

in 5 – Lead Conversion, Best Business Books, Other Business Books

The full title of this book by Susan Weinschenk is

How to Get People to Do Stuff: Master the art and science of persuasion and motivation.”

In my review at Amazon.co.uk, I gave it a FIVE star review rating, meaning that I consider this book to be excellent.

Here is what I posted.

Well put together

The book is based around seven drives or factors that determine behaviour and, if you know how to, you can use these factors to change the behaviour of others. [continue reading…]

in 5 – Lead Conversion, Best Business Books, Copywriting

I have a bit of a blind-spot about social media. I was an early adopter back in around 2008 as I did a course with the now defunct StomperNet, one of the most notorious Internet marketing companies.

Then I watched it become the “new big thing” in the mainstream and I watched plenty of social media experts suddenly burst into prominence. I thought it was very time consuming.

Here is a video produced by Sandler Training Worldwide. [continue reading…]

in 4 – Lead Generation, 5 – Lead Conversion

What Is Causing Your Sales Problem?

If your business is finding it tough to win enough sales volume to give you the profit level you want, you may be trying to solve it the wrong way.

To get the best improvement in results, you need to tackle the right problem in the most effective way. Sometimes, business owners can make faulty diagnoses of the underlying issue and this happens particularly when the business owner is under too much pressure.

If you don’t focus your time and attention on the key constraint or bottleneck, you’re likely to get disappointing results. (see The Theory Of Constraints For Small Businesses)

This diagnose the problem to prescribe the right solution is a similar process to your doctor uses to make sure that his prescribed treatment is tackling the most likely cause. For example, there are many different reasons for a patient having a headache – from eye strain to general tension to too much alcohol… all the way through in severity to a brain tumour or a fractured skull.

Sales being too low is a symptom but, without looking in detail, it’s not clear what the underlying problem is and therefore it’s not clear

What Causes A Business To Have A Sales Problem?

[continue reading…]

in 4 – Lead Generation, 5 – Lead Conversion, 6 – Revenue Regeneration, Business Problems And Mistakes

As marketers I think it’s vital that we understand the buying decisions of our prospective clients and customers. I’ve used the idea of the Buy / Don’t Buy Scales in my coaching to help understand what tips the balance towards or away from a purchase.

Imagine an old fashioned set of weighing scales where you weigh one item against the other, and the heavier side tips down.

That’s what I think goes on in the mind of a buyer and a recent book, Why People (Don’t) Buy: The Go and Stop Signals by A. Chakravarti and M. Thomas (available from Amazon.com or Amazon.co.uk) has helped to clarify and extend my own model.

The Buy / Don’t Buy Scales

Have you noticed how some buying decisions you make are so obvious that they need little thought, how other possible deals just scream out “No” and some leave you conflicted and unsure. You want but you’re nervous and the more you think about it, the less clarity you get in your mind.

This is the Buy / Don’t Buy Scales at work in your own mind as you consciously and unconsciously weigh the factors that are in favour of buying and the factors against buying.

The presence of that feeling of uncertainty sometimes shows that there’s some resistance in the scales. Buying is not a case of knowing which side is heavier but feeling that the buying side is significantly heavier. [continue reading…]

in 5 – Lead Conversion

The full title of this book by Lawrence Steinmetz and William Brooks is

How to Sell at Margins Higher Than Your Competitors: Winning Every Sale at Full Price, Rate, or Fee“.

In my review at Amazon.co.uk, I gave the book a rating of FIVE stars. This means I think it is excellent.

Here is my book review.

Packed with great tips and advice on how to withstand pricing pressure from buyers

The content in this book is fantastic for anyone in business who comes under pricing pressure, either directly from customers or from sales people who have limited selling skills beyond offering discounts.

I tell my coaching clients that price is where your strategy hits the road and is truly tested. To increase sales, you need to offer better value than competitors but it’s so much nicer when those customers believe your product or service is worth more. [continue reading…]

in 5 – Lead Conversion, Best Business Books

The full title of this book by Lindsay Spencer-Matthews is

Reading Customers Minds: Why Customers Don’t Buy From You And What To Do About It“.

In my review posted on Amazon.co.uk, I gave the book a rating of Five Stars. This means I think it is Excellent.

Here is my book review.

Very interesting and well worth reading if you have a colour screen

This interesting book is written by a psychologist with 20 years practical experience who has previously worked in sales and marketing.

The author contrasts what you know and what a customer knows using set theory diagrams. I’m a visual thinker so I like the clarity of this approach but unfortunately the diagrams don’t come out well on a standard Kindle reader with its black and shades of grey contrasts. [continue reading…]

in 5 – Lead Conversion, Best Business Books

Methods of Persuasion by Nick Kolenda – 5 Stars

The full title of this book by Nick Kolenda is

Methods of Persuasion: How to Use Psychology to Influence Human Behavior“.

In my review posted on Amazon.co.uk, I gave the book a rating of Five Stars. This means I think it is Excellent.

Here is my book review.

A very interesting read

You will have noticed that there are a lot of very positive reviews about this book. However you need to know that within it, the author blatantly uses the described methods to persuade readers to think highly of the book and to then write a positive review on Amazon. [continue reading…]

in 4 – Lead Generation, 5 – Lead Conversion, Best Business Books