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Be The Ball? Nope, Be The Prize.

Henry Evans — Fri, 27 Apr 2012 10:17:09 +0000

Whether you like it or not, you are in the sales business.

Henry Evans with Oren Klaff, author of Pitch Anything

Even if its just selling yourself to your spouse or to your boss, or to someone you just met. We are all selling ourselves on a constant basis.

If you are anything like me, you love anything that helps give you an ‘edge’ when selling, especially when you discover a new technique that really, really works.

Had the opportunity to spend some time with Oren Klaff recently, author of the new, best-selling book, Pitch Anything and this book provided several outstanding techniques that really, really work well.

You should pick up a copy of the book right now from your favorite bookstore but let me explain my favorite part first. I think you’ll be able to use this immediately if you grasp this simple, yet powerful concept.

Oren calls this concept “Prizing”.

Let’s use the example that you are selling your product or service to a prospective customer. Usually what happens when you sell something is that you give a “dog and pony” show to your prospective customer. You talk about feature and benefits, and they ask you questions. Then, at the end of that process, they then decide whether or not to do business with you. The decision is theirs because they are setup as the “Prize” by default.

And while this is how things usually happen, it is actually completely WRONG if you’re the seller!

See this concept of prizing actually changes and reverses the roles.

When you change your mindset, the customer is NOT the prize.

YOU are the prize. And your product or service is the prize.

You have worked on your product or service and perfected your offering for years. You have a tremendous value proposition, you solve a problem that your prospective customer has, and you know you can improve your customer’s life when they buy from you.

So, you need to start at the very beginning, before you even meet with them or communicate with them that…

YOU are the prize. And they have to win YOU over.

And you need to get your inner self believing this 100%. And, when you do that, it will put you in the power position.

It makes people want your product or service. It makes these prospects want to work to even have the opportunity to win time with you, or buy your offering. Its the exact opposite of being needy. Its actually being completely nonchalant.

One of the ways you need to do this is to not communicate neediness and to really, really value your time. That means that you never just hang out during a prospect meeting, you are always moving on to bigger and better things. When you communicate that, it says that your time is valuable and it also says that your agenda is what’s valuable here, not your prospect’s agenda.

So, give this mindset shift some thought the next time you are talking to a prospect.

And remember, YOU are the prize so act that way and see what happens.

NOTE: This also works well with interpersonal relationships.

Darn That Procrastination

Henry Evans — Thu, 29 Mar 2012 04:45:55 +0000

Just saw this great quote from the late, great Napoleon Hill, author of the famous book:

“Think and Grow Rich”

You have read this one, haven’t you? Anyway, the quote goes like this:

“Procrastination is the bad habit of putting of until the day after tomorrow what should have been done the day before yesterday.” — Napoleon Hill

Those who succeed in this crazy world of ours always take ACTION.

It is the one common thread that brings together all of those who are successful in business. Not just talking about doing something… but actually doing it.

Nothing moves until YOU move.

I recently decided to create my own video studio from scratch. And I talked about it for a while and then I began to take action.

Lots of action.

Massive action.

See, I know that there is a lot of truth in the saying that money likes speed.

Money LIKES Speed.

Think about that one for a minute because it is profound when you absorb the message that working fast — taking action — can actually help lead you to more success in your life.

Interview with a World-Class Entrepreneur

Henry Evans — Tue, 29 Nov 2011 12:39:09 +0000

Just got done chatting with a 4-time best selling author who has been on Dr. Phil, CNN, CNBC, The Street, Fox, The View and more. She’s actually written 20 books and self-published most of them. The call was very insightful on how she’s reached a very high degree of success in a very short time. We recorded the call. Its short but very informative and worth listening to:

http://liveoutloud.s3.amazonaws.com/audio/downloads/registersdpromo.mp3

Her name is Loral Langemeier and she will be our guest speaker for our Christmas extravaganza meeting happening Thursday, December 8th.

This will be a powerful and fun evening guaranteed to help you make 2012 your best year ever. If you haven’t already, please register right now so we can have dinner and a seat waiting for you:

http://www.RegisterSD.com

Loral’s energy is contagious (in a good way) and you will be amazed at what she will share with you.

Do NOT miss this night – do whatever it takes because this evening will have a tremendous impact on your finances for 2012 and beyond…

I sincerely look forward to seeing you there!

Henry Evans

Crazy Face Girl Marketing

Henry Evans — Fri, 18 Nov 2011 13:55:39 +0000

I grabbed these screenshots today.

These pictures tell a really great story because it is someone using Outrageous Marketing in a very effective way. They’re being outrageous because it helps to cut through the clutter and get their message read.

The site is from my friend, Russell Brunson. Jon Barrett and I are actually partners with him and run the local San Diego DotComSecrets Chapter each month with our Monthly Marketing Summit. Russell is an amazing marketer and this is one of the promotions he is doing on a weekly basis. They hired two actors, Ashley and Gavin to do their sales pitches on video. When they first started, they put a small clip of out-takes at the end of the video.

See, Ashley is extremely funny and she does a lot of crazy things on video, but they took them all out. Then, I’m guessing just to have fun, they added in a couple of her outtakes at the end of one of their videos.

And, as time has gone by, they’ve put more and more outtakes at the end of the video. I even saw one video where there were MORE outtakes than the actual video! This particular video has about 1 full minute out of 3 minutes that is only outtakes.

Why are they doing this? Because its really entertaining. It really, really works because now people want to watch the video, not just to hear that deal of the day, but to see what crazy antics Ashley and Gavin (he’s gotten into it now too) are doing each time.

I know that this entire promotion is doing extremely well for them, mostly because of the great, funny and entertaining delivery of the message. You can check out their site at www.successetc.com.

Think about how you can use this for your own marketing. How can you have more fun and be entertaining to your customers and prospects? Anyone can be dry and spit back facts at you but making your message entertaining can often be the difference between actually getting your message read or having it pass by along with the 3000 other marketing messages that each person will see today.

Tell me what you’re going to do to make sure your message gets read.

Marketing Video3

Henry Evans — Thu, 27 Oct 2011 18:40:51 +0000

Below is a video giving a marketing lesson that is working in today’s economy for San Diego businesses.

Did you miss the first 2 videos?

OK, you can see video1 now if you click here

You can see video2 now if you click here

Marketing Video2

Henry Evans — Wed, 26 Oct 2011 18:36:55 +0000

Below is a video giving a marketing lesson that is working in today’s economy for San Diego businesses.

Don’t want to wait for video 3 tomorrow?

OK, you can see it now if you click here

Marketing Video1

Henry Evans — Tue, 25 Oct 2011 18:26:10 +0000

Below is a video giving a marketing lesson that is working in today’s economy for San Diego businesses.

Don’t want to wait for video 2 tomorrow?

OK, you can see it now if you click here

Torrey Pines Business Break-thru

Henry Evans — Thu, 13 Oct 2011 22:01:54 +0000

Just got back from a lunchtime hike and date with my wife. One of my favorite things to do living in San Diego is to walk by the beach. If you haven’t done a hike at Torrey Pines, then you are really missing out! Trust me, head over there (Torrey Pines State Park is where to go).

Alright, here was the breakthru…

I just had a chat with one of my private coaching clients who runs a very successful software company in Wisconsin. While on the hike I had an epiphany (is that spelled right) about something I needed to tell him.

See, this guy has put together a great Internet TV show, he has a great newsletter, and he has great marketing. And he is successful – everything he touches seems to turn to gold.

But something was missing. And this something is the secret I want to share with you.

See, while he content was always top notch. He always gave great information and never held anything back he was actually short-changing his customers and prospects.

Why?

Because he wasn’t putting enough of HIMSELF into his marketing.

We all get concerned about being nice and looking ‘professional’. Truth is that people just want to have a relationship with someone else. Someone they like. Someone they trust. Someone who they feel they know and that knows them.

Bottom line… you gotta let your personality shine through if you want to really connect with others.

You need to let people see who you really are. What are your fears? Your frustrations? Your successes? Your hobbies? What do you do that’s unique and interesting and different that everyone else?

The reason this is important is because it makes you more human. It bonds people to you in a way that giving the best information just won’t do.

Consider it the difference between a rice cake and a piece of decadent chocolate cake. You know one of them is better for you but which one will you eat? The fun one of course. (or else you have a TON of willpower and that was a poor example!)

You want to do the same thing in your marketing. The more fun you can have, the more personality you let shine through, the better people will bond to you, the more they’ll listen to you, and yep — the more they will buy from you.

That’s why I talk about my 2 girls, growing up in Buffalo, being a corporate schmuck, missing my daughter’s kindergarden play because I was on some corporate trip. They all make me more HUMAN to you.

So now back to my friend.

He was doing a great job but wasn’t letting himself shine through. He was being like a rice cake. And that is NOT how he really is. He shared with me all of the fun things that he does in his spare time.

He builds things – big things like houses – by himself. He owns heavy machinery and loves smashing things with his excavator. He has a gorgeous lake house and a fantastic family.

And he’s been told people like to live vicariously through him many times!

All of this leads you to think – he should be sharing more of himself with the world.

What more of YOURSELF can you share with the world?

How can you put more out there so that people bond more with you? When you do that, watch out because people relate to other people – not to corporations.

When my friend does that, watch out Lady Gaga, you may have some competition.

News, Economy and Mexican Food

Henry Evans — Thu, 06 Oct 2011 11:13:10 +0000

Made the mistake of watching the news this morning while having breakfast.

Had just walked in the house from the gym and wanted to see the weather today (nice as usual) and also see how much press Apple was getting on their new iPhone (they’re getting a lot).

Also, was not surprised to see that a very well known Mexican chain was declaring bankruptcy.

“The owner of Mexican restaurant chains Chevys Fresh Mex, El Torito and Acapulco filed for bankruptcy Tuesday, pressured by years of slipping sales and the country’s economic malaise, executives said.”

The article goes on to say that they are seeing fewer diners and blamed their tough times on the economy and national recession.

NOW… at the same time — in the same economy, you have other restaurants and businesses doing extremely well.

With a 2 minute search I found these types of articles:

“Papa John’s continues to enjoy record profits”
“Dine Equity is also reporting an increase in sales this quarter.”
And two of our San Diego members continue to expand their restaurant chain (Surf Brothers Teriyaki) in spite of the “country’s economic malaise”.

It all comes down to whether or not you want to take responsibility or try and pin it on someone else.

If your business failed, guess who’s fault it is?

Nope, not the economy’s fault.
Nope, not Obama’s fault.
Nope, not Congress’ fault.
Nope, not your vendor’s fault.

It is your fault. And that’s OK.

Why? There is nothing wrong with that but you need to take ownership of the problem and then work hard to make things better.

Complaining doesn’t work.

One of my favorite questions is if you hear someone complaining about their business – whatever it is – is to ask them:
“Is there anyone in your industry who is doing WELL right now?”

Guess what, there ALWAYS is. I know a contractor coming to our Monthly Marketing Summits who had his best year EVER in 2009.

A contractor.
In San Diego.
In the midst of the recession.

In his own words:
“I want to thank Henry and GKIC-San Diego for opening my eyes to the power of proper marketing.
I’m a contractor and things have been TOUGH in California for us. For sure my business would be extinct if it was not for getting started with this local group and the things I’ve learned from them about marketing.
Thanks for everything Henry.”

- Clinton Halley, CRH Enterprises, Inc., Temecula, CA

The reason this article really struck me is that I dined at one of these restaurants very recently while at the Joe Polish “I Love Marketing” event in Phoenix with about 10 others.

The report card was not good and I’m not just sharing my own experience here but the collective experience of everyone who was at our table:

The service was extremely slow and caused us to be late getting back to the event.
The food did not taste very good and nobody was very happy with their meal.
There was virtually nothing in the way of marketing to try and make things better or collect any of our contact information so they could compile a database. (Smart marketers know that you need to collect customer names to build up a database. This allows you to do promotions ‘on-demand’ for cash flow surges at will.)
There were no upsells (no dessert offer, no drink offer, no appetizer offer).
The bathroom wasn’t clean.

I could go on but you get the idea.

There are literally 100′s of things that they could have done to turn things around. Instead, they blame it on something or someone else instead of taking responsibility.

Now the good news is you have the power to fix any issue that you’ve gotten yourself in to.

Responsibility works both ways.

One of my favorite Dan Kennedy quotes says something like this:

“If you aren’t happy with what you’re making, then you need to take on more responsibility.”

Lot of truth in that statement.

Are you ready to take on more responsibility?

One way to do that is to join us for our Halloween Monthly Marketing Summit on Tuesday, October 18th.
Why not take the action right now to RSVP for yourself?
But go beyond that and take the responsibility for a friend that is ready to make their business even better.

http://timezonemarketing.com/gkic-san-diego/rsvp

I’ll do my part and have an incredible meeting lined up for you where you can walk out charged up, filled with good ideas and ready to take responsibility to see those ideas through to completion.

We’ll see you there.

Henry Evans
President, Timezone Marketing

John Assaraf Joining Us On August 16th

Henry Evans — Mon, 15 Aug 2011 17:46:28 +0000

Just got back from a fantastic trip to the Sequoia and Yosemite National Parks.
Amazing vistas, beautiful views, fun hikes and overall a great, great time.
Myself, my wife, my 2 girls (ages 7 and 8 ) and my 7 year old nephew all made the trek.
Only bummer is that we missed seeing a black bear 3 different times by a matter of minutes.

I’ll pull out some of the best pictures and share with you at our Monthly Marketing
Summit with our special guest John Assaraf, star of the hit movie, “The Secret” and the creator of multiple, multi-million dollar businesses.

If there’s one “secret” I can point to that has made the biggest difference in my life and that
allows me to now take time off Guilt-Free and Worry-Free is figuring out how to get my mind
working for me.I didn’t realize that when I first left my corporate job and went into the entrepreneurial world
I was actually REPELLING money and opportunity.

Why? Because I NEEDED to close the deal and make the money.
I HAD to make the deal work or I would be in trouble.
When you really NEED something is when it becomes harder to attain.
No I focus on what I WANT, and what I need always gets taken care of.

John Assaraf is a global MASTER at showing YOU this exact type of mind work -
how to go deep to get amazing results.
And, at our Marketing Summit, he’s going to show you exactly HOW to become attractive to money.
Our goal is for you to leave this meeting empowered to win the game of money.

Its going to be an incredible evening and is not-to-be-missed!

Yes, it’s the heart of summer but there’s never been a better time to get your
subconscious mind working on your behalf as there will be at this meeting.

Get all of the details below:

http://www.RegisterSD.com

I sincerely hope to see you there.

Henry Evans
President, Timezone Marketing
support@timezonemarketing.com

PS – I have been going thru John’s programs for months now and have seen an
amazing difference in my businesses and my personal life.

I can’t wait to have you experience what he’s going to present –
I guarantee you it will be INCREDIBLE!