Martin Stellar - Coach & Consultant for ethical sales and business growth

Martin Stellar - Coach & Consultant for ethical sales and business growth

How to Get There From Here: Focus on the Path

Must of us want too much, too fast, and we sabotage ourselves with that.

We set ourselves a goal, and off we go trying to reach it.

Problem is, you can’t get there from here.

There’s a whole road in between where you’re at now, and where you want to go.

You can sit and plan for the journey, but life is ever-changing, and so are you so.

There’s no telling what will happen.

You can plan a course, but it’ll change the moment you take the first step.

And when life happens while you’re busy making other plans, it’s real easy to get lost.

You lose focus.

You change priorities and often mistakenly.

You lose drive and motivation.

Your getting ‘there’ becomes a struggle.

And that goal o’er yon in the distance begins to look ever more unreachable.

Here’s what I do: I just don’t think about it.

Once I’ve set my goal (like that massively audacious goal I wrote about last month), I put it up there in the distance, like a mountain peak I somehow think I can scale.

Like a muse, a dream, a distant goal.

And then I just look at my feet.

Meaning: getting there, anywhere, means you’ll go through step after step after step.

It’s the only way.

But here’s the thing: if you keep looking at the goal, you’re not paying attention to the path you’re on – and it’s that path that’ll get you there in the end.

Noah Kagan, who worked at Facebook in the startup days, wrote that Mark Zuckerberg once explained how he makes his decisions.

He wrote on a whiteboard one word: “Growth”.

Anything that did not contribute the growing the platform was decided against and forgotten.

Smart.

It’s the same thing that made me decide to give up trying to find a girlfriend: I have a goal, steps to take, and spending time with a girl doesn’t bring me closer to that goal.

And I really, REALLY want to get there, so out the window with amorous affairs.

It makes life a lot easier, once you test every option you have against “Will this help me get there?”

If it doesn’t, you just drop it and do something else that does get you closer.

Progress is what gets you there. Not results.

Progress.

And guess what?

Every step in the right direction, every choice made with the knowledge it’ll get you closer, is progress.

It’s one step closer.

Focus on the path.

Focus on progress, and forget the goal.

Forget results, because they come as a consequence of progress.

If you focus on results, you’re actually sabotaging yourself, because you can’t get the right results without first taking the steps.

So, focus on the path, the steps, the progress. Bit by bit. It adds up massively.

Just do the things you do because you know that each thing is another bit of progress, another small movement away from ‘here’, over to ‘there’.

Buddhists have this down nicely: They’re told to forget about enlightenment, to just be in the here and now, to focus on their mind and attitude and actions, to focus on the steps they’re taking on their path.

I can tell you from experience: It’s liberating, it makes you happier, and it gets you closer to where you want to go.

If ‘where you want to go’ is called ‘Moresalesville’, then I have a map for you. Getting it means not just a step, but a leap, to where you want to go –> http://martinstellar.com/leap-to-more-sales/

Cheers,

Martin

P.s. I’ll be back later with a freebie I dug up on ye olde webz yesterday. Stay tuned, it’s a very complete noob’s guide for business and I think you’ll learn a lot from it.

P.p.s. Sometimes when I write stuff like this, I think: ‘This isn’t a bad piece, maybe I should make it a guest post for someone’. But then I think: ‘No. This is actually quite good, I’m sending this to my readers’. Because that’s how much I appreciate you.

One possible step on your path, a big one and rife with growth and progress –> http://martinstellar.com/leap-to-more-sales/

Can I Sleep on Your Sofa?

Oh do I have a trick up my sleeve…

Want to tell you about a client of mine, one who’s been making massive progress in his thinking and writing.

When we started working together, I recognised that he’s got a number of things in place (notably, the willingness to write daily) and he very early showed me that he was more than ready to learn what’s missing.

The result is that one of these days, this guy is going to make one hell of a leap, selling his paintings.

Which is ironic, because he’s not even signed up for the LEAP Newsletter yet. But hey.

The point is that he’s the most typical, just unbendably anti-sale artist you could imagine.

Or rather, he used to be, when he first came to me.

Since then, he’s gotten his head on straight, he’s put in the hours, he’s taken the lashings I dealt him, and he’s come to be ready to step out of his closet.

Not that he’ll have a choice, because in 5 weeks I’ll be flying to out to his town, in order to physically drag him out of said closet.

We’re going to spend a week together, doing some tough, in the field, make-some-waves guerrilla marketing.

It’s going to be a ton of fun.

It should also bring him sales, and lots, with a bit of luck.

Not necessarily because I’ll be there with him – that’s just to speed things up because at his own pace, he’ll be world-famous and sold out after he leaves behind his mortal coil. I can’t wait for that, and neither can he.

It’s not a typical thing for me to do – so far, I’ve only ever done this work online, with the exception of a few small local gigs.

I’ve never flown out to a client before, but because the guy worked so hard, he was able to make a big change, he really transformed from attic-painter into a professional.

Beautiful to witness, I’ll tell you that.

He’s great client material, too: He learns as much as he can – from me and from others.

He implements all the instructions – and he never protests, but instead asks ‘how does that work’ or ‘tell me more’.

He diligently, consistently, hones his writing chops.

He sheds dysfunctional attitudes and opinions, and replaces them with ones which are both profitable and in rhyme with his character and ethics.

In short, he got himself ready to leap.

But I’m just gonna throw him in off the deep end.

He won’t know what hit him, and neither will his local art scene, if I get to have a say. Which I do.

Ok, now that just sounds entirely too arrogant.

After all, we’re just two guys.

But two guys together, one with art and one with marketing smarts – and a mad drive to make some waves?

That’s going to amount to something, I’m pretty sure.

I just hope we don’t mix things up, and sell my art by using his marketing smarts. It wouldn’t be pretty.

Anyway, like I always say: Do the work, put in the hours.

Learn.

Grow.

Inspire yourself, allow yourself to be inspired.

Shine.

You’re worth it.

You never know what will happen (no don’t worry, I won’t suddenly show up on your doorstep), but you will, without fail, in the end, always benefit from your efforts.

Where the dude got his smarts?

Interesting you should ask…

See, I’ve secretly been using him as a test subject for developing my LEAP approach. Over the last few months, I’ve been feeding him bits and pieces of info and strategy, and it’s those things that these days I stick into the LEAP Newsletter.

LEAP is a system, a method that builds up your attitude, your writing prowess, your people-skills and your sales.

It integrates your own skills with tried and tested methods to build relationships that turn into sales.

It works.

But, it’s only useful for people who understand that without investing (time, money or both) you won’t see many changes in your bottom line.

As investments go, it’s good value for money. I mean, it costs you less than a cup of coffee per day.

Though if you prefer to just read these free emails while drinking that coffee, that’s fine by me too.

But you’ll be missing out on stuff that’s taken me over a decade to learn, and that works rather well, if I may say so myself.

Anyway, if you want to grow your business, here’s where you get the manual to help you do it –> http:/martinstellar.com/leapfrog-your-business/

Cheers,

Martin

Gross Violation of Trust: Mormons Getting Their Marketing Wrong

Not that I’m here to judge anyone, mind you.

What those guys do is their business and I don’t want to opine.

But HOW they do it – that’s something I have an opinion about.

In terms of strategy and effectiveness of their efforts… they made a big mistake.

Not very ethical either.

 

Here’s what happened:

A friend told me yesterday that she was approached at the airport by a few mormons, wanting to talk to her.

She’s friendly, but definitely not the type to take an interest.

So she thanked them for their efforts, and went on to catch her flight.

They took no offence and went about their business.

A normal day at the airport, no harm done, nobody upset.

Or so it seemed.

 

Because when she got home and unpacked, she found that one of the two proselytisers had slipped a business card into her pocket.

You know, just so that in case she’d change her mind, she’d have a way to get in touch.

Now, I think that’s pretty outrageous.

A person’s pocket is his or her own domain, and nobody has the right to put anything into it without permission.

I know why they did it: they consider it their mission to ‘save as many souls’ as possible.

Whatever that means.

 

So if a person says ‘no’ today, they just might wake up tomorrow and say ‘yes’ or ‘maybe’.

From their point of view, it makes sense, and the ‘holiness’ of their mission justifies their actions, in their mind.

And if it had been without talking first – say in a crowded lobby, you surreptitiously slip a card into someone’s pocket, it might have been different. Still not something I consider correct, but hey.

But after she said ‘no’, and indicated she’s just not interested?

No. Permission revoked. Leave her alone.

 

Now, aside from the ethical considerations, it’s also incredibly bad practice!

Those guys think that they might yet ‘save’ the wandering soul, but in fact they achieve exactly the opposite:

Instead of leaving her with the notion that she had talked to someone who truly cared for her well-being, she’s left with the memory of a person who seemed nice enough, but who didn’t respect her opinion or message.

I don’t know, Josef. If that’s how you market your wares, you ain’t gonna sell much of that stuff.

Permission marketing. Respecting people since the beginning of times.

Seriously though: Why on earth would you insist on selling something to people who don’t want it?

All it does is create adversity – which means that they’re not liking you much, and how is anyone going to buy from someone they on’t like?

Feelings, emotions. That’s what makes people make decisions.

Negative emotions don’t lead to a sale. Or a conversion, for that matter – religious or business-wise.

Not that I’ve ever tried – I loathe preaching (except for these daily sermons on psychology and people-based marketing), and the only converting I’ve ever done was after the monastery, on landing pages.

Offering a person something that you think might help them is good.

Ignoring their individuality and ramming your message down their throat is… whatever. Dumb people. Not interesting.

You and I, we don’t work like that.

We say: “Here, this helps. Consider getting it, if you like. Thank you for your time.”

Like so:

I got this newsletter thingamabob which substantially helps you grow your business so as to get you more sales. I think it’ll help you. If you want it, you can get it here –> http://martinstellar.com/leapfrog-your-business/

If not? Then that’s fine – your choice.

No hard feelings, no sly tactics, no manipulation and no business cards slipped into your pocket. No matter how much I believe you need this – all I can do is present my case and leave you to decide for yourself what’s best.

 

Cheers,

 

Martin

"Are You Sure This Stuff Works? And That it Will Continue to?"

I don’t mind tough questions.

My friend – not an entrepreneur, and fairly skeptical of marketing – wanted to know about my newsletter.

Yeah, I do believe it works. And yep – it’s going to continue working.

How do I know?

Because what I teach goes down to the fundamentals, the core of what it means to be human.

We are inherently social beings, always have been. Even when the first caveman dragged the first cavewoman back to his cave so as to make cave-babies, human beings have had relationships.

That’s never, ever, going to go away.

So that’s the first premise of the LEAP approach: it’s about them, the other, and how you learn to relate to them.

Building relationships is what it’s about.

Secondly, my system is based on the very, very ancient principle that society is based on trade and exchange.

If you hunted, say, a buffalo, and you’d finally schlepped the carcass back to your cave – you’d share the meat with others provided they let you use their fire to roast it.

That was then. These days we exchange intangibles such as favours and kindness, or we exchange inventions such as money.

But the very same principles that have fostered human evolution and growth are still at play. It’s human nature.

So yes: the principles I teach: they work.

Ho’ bunch of researchers and smart marketers saying the same thing, in fact.

When you learn people, and understand them fully, and build relationships based on that understanding and kindness, you will eventually build an audience and that’ll turn into sales.

And yep: it will continue working, as long as there are humans.

I’m pretty sure of it.

Learn the methods, attitudes and strategies here –> http://martinstellar.com/leapfrog-your-business/

Cheers,

Martin

Why Sometimes I'm Sad When People Unsubscribe

As a good marketer should, I don’t mind when people unsubscribe.

It means my list gets more targeted and it means my emails no longer bother people for whom they’re not right.

Good for everybody involved.

But at the same time, it saddens me.

When someone leaves, I kinda feel as if it’s my personal failure.

It tells me I wasn’t able to reach that person, that I failed to connect with them and mean something to them.

And because I’m 100% convinced that the stuff I write about works and is valuable, seeing someone say ‘no more of that, thanks’ tells me I should try harder to make sense.

Ok, I’m well aware that those feelings are debatable, and spring forth from my own hangups such as they may be.

People may have all kinds of reasons for subscribing or unsubscribing, and it may have nought to do with me – who knows?

Besides, I’m simply not for everyone, just like not everyone is for me.

And yet, and yet…

Given that I love motivating people, and inspiring them, and showing different ways of looking at things – I honestly believe that as many people as possible deserve to learn these viewpoints o’ mine.

They’ve helped me, and still do. They can help others. They could help you.

I wish that same effect on others. Obviously.

Sometimes when a person leaves, I feel like I should follow up, see if they’re really sure.

But they revoked my permission to talk to them, so all I can do is quietly wish them luck, and go about my business.

Which, increasingly these days, is about helping people get their head around business, entrepreneurship, marketing, social relationships and the psychology of sales.

I’ve discovered that many people have a great need to better understand how to be an entrepreneur, so they can better choose what to focus their attention on.

That’s why you’ve seen me talk more about topics that are to do with mindset, attitude, activity and entrepreneurial prowess.

The result?

Those people who don’t leave really get what I’m trying to say.

And that’s what makes it all worth it – even the occasional pang of sadness when someone didn’t get it, didn’t agree, or ended up not liking me.

Because when one person takes their leave, another person says ‘Damn, that’s a good idea – thank you’.

And it’s those people whom I write for.

So that sometimes, a lightbulb goes on and that individual is able to leap forward.

One of the things I sincerely hope will make sense to you: that ‘you-time’ I mentioned the other day – spending the first 30 or 60 minutes of your day on yourself.

They say ‘pay yourself first’. And there’s a lot of sense in that.

It’s worth a try – even if you do it for only a week. You’ll likely see a massive shift in your feelings, your thoughts, your productivity and your creativity.

Maybe a walk, a book, a podcast or a webinar – learn something new, build something for the future, even if it’s only a small effort daily. It adds up.

Just so long as that time is truly yours.

Try it?

You not only deserve it: as an entrepreneur, you need it.

It makes you grow, it fosters your creativity, and it makes you a stronger, more effective freelancer or business owner.

Plenty of reasons, I’d say.

Just like there are quite a few good reasons to join the LEAP Newsletter – for example, the fact that you not only get the newsletter itself, but you also get to ask me questions by email. That amounts to a lot of help, yours for free with a monthly subscription.

Dig it here –> http://martinstellar.com/leapfrog-your-business/

Cheers,

Martin

Your Business? Let's Take It to The Stage

That subject header?

Oh yeah, I’m boogying out to some deft 1970’s Funk as I write this.

Funkadelic, good stuff.

 

Anyway, let me ‘splain something about your business

Had another great call yesterday.

I gotta tell you – this listening stuff rocks.

A photographer in the U.S., who used to do lots of wedding photography.

Which is a rat-race if ever I saw one: Working evenings, watching wedding guests get drunker and less photogenic by the hour, demanding brides, insane mother-in-laws – I guess it’s a fun gig, but it sure is hard work.

No wonder she moved into commercial photography: more normal working hours, less stress, a different type of clientele and so on.

 

But for a truly creative person, having a client dictate what and how to shoot isn’t exactly the top level of artistic expression

So she’s been trying to start selling her own work – artful photos, the stuff she herself likes to make.

Obviously, that puts her into a tricky position: who is going to buy that stuff?

Not her wedding guests.

Not the commercial clients she has.

No, she’s got to figure out who those people are, where they congregate, what interests them – she needs to learn her people.

So when the question came “How do I sell that stuff?”, I basically told her: “You don’t”.

Like I explained in LEAP issue #1, most people get things in the wrong order: They ask, first-off “how to sell this?”.

But that ain’t gonna work, Slim.

 

It’s not ‘HOW’: It’s about WHO

Who’s going to buy that stuff. That’s what you gotta figure out first.

Only once you know that can you answer the question of how to sell it.

She’s incredibly lucky, in that she’s not under the tremendous strain most entrepreneurs have to deal with. In her situation, she can afford to spend time doing nothing but LISTENING.

Which as you know, is the first stage of my LEAP method.

Yesterday someone asked me if I implement the same system that I teach, and with that characteristically toothy smile of mine, I wholeheartedly replied: “Yes, sure do”.

In fact, I’ve done several free consulting calls with people this week – just so I could listen, and learn.

And I listened. And then listened some more. And then some.

The result? No sale, because I wasn’t going for sales.

But it did give me a far better understanding of what people actually need. I learned a lot (in addition to meeting some wonderful people – you guys truly rock).

 

If I don’t know what keeps you up at night – how could I possibly help?

I couldn’t, is how. That’s why I listen.

Simon Sinek says that business starts with ‘why’.

And I agree, but I also figure that people like you and I are beyond that point.

We know why we do what we do.

We just need to figure out who we do it for.

The more specific you get about your ‘who’, the easier and more profitably your business will become.

This is one of the reasons I’m always going on about writing daily emails: it forces you, every day, to ask yourself “who am I writing this for?”

Does wonders for the mind. Your mind.

And, your business.

Asking yourself, over and over and over again: “What can I write that will help, inform, inspire, engage – and persuade?”

It’s transformative, and I’ll even call it therapeutic. Because it is.

It’s also audience-building and sales-getting.

 

So if you want to build that audience, and get those sales?

Then you go here, sign up, and ship me your first draft ASAP –> http://www.martinstellar.com/starship-mentorprise-writing-coach/

Within a few weeks, you’ll start to see a curiously satisfying shift happening in your thinking and in how people relate to you, just like what’s happening to the people I’ve been working with for the last few months.

But, you can get that with or without me. Sure I want clients, and I love the process of guiding people, and yes it’ll speed things up – but if you’re not in the position to invest money in your business, you can still find the time to invest.

And even if it’s only 30 minutes a day, that’ll pay off.

Take it from an ex-monk: consistent, repeated action builds into massive results, and faster than you expect.

Write. Do it. Really :)

The link again, in case you’re ready to invest in your business and take that sucker to the stage: http://www.martinstellar.com/starship-mentorprise-writing-coach/

Cheers,

 

Martin

 

 

You-time, Toddlers, and the Future of Your Business

Been having a ball with these free consulting calls this week.

So wonderful to actually meet people, and learn what struggles and doubts and questions live in the worlds of others.

Like Ashley, yesterday.

She’s a very skilled writer, but hasn’t yet found the trick to landing great clients.

Some of her work comes by referral, and some is through job boards – which is a method infamous for bringing jobs that require little creativity at very low pay.

“But I have a toddler, I have to take care of him. I’m responsible. I can not screw this up.”

And so she takes another gig, underpaid – but it’ll pay another bill.

But, she’ll spend time working at sub-par rates – while being unable to prospect for better clients because she’s busy finishing off the crappy job just so she can pay the next bill.

It’s a rat race, this kinda thing.  And like I told her yesterday: It’s going to never end, not until she herself ends it.
Think about it: If you’re raising a child, what’s the number one thing you look out for?

Their safety.

After that?

Their happiness, followed by?

Their future.

You teach them the skills they know so that later in life, they’ll be happy, healthy, resilient, careful, creative, set for success…

You do the things you do to ensure a happy healthy future for your kid.

Right?

Of course.

Same with your business, but most people don’t realise that.

See, if you keep grabbing whatever little cash someone is willing to give you, just so you can pay the bills, you’re not building a future for your business.

It’s akin to stuffing a hamburger into your kid and saying ‘Yep, but he was fed, today.’

Nobody would think like that.

No sane person would do it.

Beautiful to see the lights go on in her eyes, too, when I explained it to her.

So I leapt right at her and said: “So the best thing I could possibly recommend is for you to reserve the very first 30 minutes of your day to work on the future of your business. Not paying bills, doing gigs, or prospecting for another low-end client – No, sit there and make that YOU-time. Spend 30 minutes every day on activities that will pay off not today, or this week, but in the long run.

“Keep that up for half a year or so, and you’ll see a massive shift in your work and in your mind as well.”

She smiled and said yes. I smiled and rejoiced.

There’s nothing like seeing a veil fall from someone’s eyes.

So with that I’m sending you into the weekend.

When you start your day, do your future self a favour. It’ll thank you and reward you profusely, later on.

Tricky stuff though, right? What do you do, that first 30 minutes? Write a daily email?

Never a bad idea.

But, before daily emails will work for you, you need certain things: a list, the ability to convert a prospect into a customer, a deep and thorough understanding of your customer’s needs, wants and fears, and so on.

So in your case, the trick might be to do list building every day, or traffic generation, or tweaking your salespage copy.

What you do is up to you – but do it. For your future.

And if you want to learn how to choose, what to do, and how to be sure that the activity you choose will actually contribute to a better business and more sales over time?

Then you sign up for the LEAP Newsletter, and you learn exactly that.

Get it here –> http://martinstellar.com/leapfrog-your-business

Cheers,

Martin

Take it From an Ex-monk or From an Expert – But Take This Stuff Into Account

Been listening to a ton of podcasts lately.

I love how it makes the brain swell up with information.

Daniel Pink, Malcolm Gladwell, Seth Godin, John Jantsch, Chris Ducker, Derek Halpern… smart people interviewing smart people.

In many of the talks I’ve been hearing, there are two key notions that keep coming back – at one moment from an author, later from a researcher, then it’s an entrepreneur – whatever direction people come from, those who broke through and reached success, they all keep reverting to two things:

 

1: People choose (or purchase) based on emotions

2: You’re not going anywhere without grit, tenacity, and character

 

Pertinent to the first point: You could explain how your stuff works till you’re blue in the face, but if you don’t also emotionally engage the reader, you’re only talking to half of your customer.

And as much as they’ll understand what it is, what it does, how it works, why it’s worth the money and why it would really help them to buy from you – they won’t if you don’t manage to trigger emotional responses.

 

The second point – well that’s one of my favourite topics, innit?

I mean, you’re never going to finish things if you don’t finish them.

If you want to make a tortilla for 100 people, you’re going to break and beat 200 eggs. If you give up halfway through, there won’t be enough to go round.

Which is so painfully obvious – and yet when it comes to being in business, or building an audience or list, or a social media following of real and active people – folks just give up way too soon.

You’ll be busy trying to drive traffic – you’ll spend some money on ads, a ho’ bunch of time following and interacting – and after a few months, you decide it’s not working?

I don’t know, Bub. It ain’t gonna work if you don’t MAKE it work.

And yes, that means soldiering on, even when it sucks, when you’re depressed, when you’re broke, or when you want to set things on fire.

Can’t give up, not if this stuff is ever going to work.

You can take it from a severe expert like Paul Tough (Google that guy), or you can take it from an old ex-monk.

Doesn’t matter who you go with, just so long as you stick with your plan and push on through.

It’s the only way to get anything done, and giving up is a perfect guarantee that it won’t.

Push on through with what, though?

Oh I dunno – whatever floats your boat.

Me, I’m happy to simply listen, explain, ask and profit.

Here’s how that works and how you can learn the same methods I use –> http://martinstellar.com/leapfrog-your-business/

Cheerio

Martin

How Daily Emails Get You Sales From People That Aren't Even On Your List

Bit of a long one today, 1400- words. Iron clad case for sending daily emails though, plus some tips and instructions. Methinks you want to read this one.

Whenever another entrepreneur looks at my business, the first thing I always hear about are the things I do wrong. There are, apparently, quite a few of them.

It’s no news to me: there’s a lot to be desired here.

My site for example is a bloody mess, and it’s as unstable as a house after an earthquake. That’s what you get when you’re a-technical and start setting up websites.

Touch anything, slam the door too hard, and the entire thing will collapse on itself. I’ve seen it happen. I’ve made it happen myself, more than once.

But just the prospect of starting from scratch, going through the entire process of rebuilding, and adjusting the design and setting up all the plugins – it’s something I just can’t bring myself to do.

I want a Guy or Gal Who Can to take the project and send me an email when it’s ready.

The formatting and design aren’t ideal either, I’m sure you’ll have seen. What can I say? I’m as inept at that stuff as a dyslectic person is at reading a book. That’s not offensive – that’s exactly how it is.

I think I’ll call it dystechia.

Another example that you should probably not follow: how I launch products.

I mean, this year I created two new services – first the mentorship program, and then recently, my premium, print-only newsletter.

And did I do a launch sequence for either of these, like a good marketer should?

Nooo…

In both cases, I did no launch to speak of. I didn’t go onto social media, didn’t generate buzz, didn’t accompany it with guest posts nor ads, no list building – nothing.

I just announced the new services to my list, and that was it.

Arrogant, perhaps, to think I wouldn’t need a proper launch. Or maybe lazy, I don’t know.

I do know it’s not how it should be done.

Another thing: I rarely do any list building. A guest post a few times a year, that’s about it.
SEO? Please, you’re giving me a migraine. Just the thought of doing keyword research… brrr.

Ads? Social media campaigns?

Sorry, no time – I need to write and say something to my list. I believe they’re waiting for a daily update.

Evidently, none of this is an example to follow in any way whatsoever.

Then again, I’m known for saying that a bad example is also an example, so I imagine there are some conclusions waiting for you to draw. (Damn, does English really work that way? Wow.)

Now for the one thing I would seem to be doing right: people. (Yes, I know how wrong that sounds. Just let me, I’m trying to make a point).

Yesterday an email came in that unequivocably proves that email is every bit as effective as I always say, and even more so than I myself had expected.

I mean, how likely is it that sending daily emails works for getting sales even with people who are not on your list?

Seriously: part of my method (the one that I teach in the LEAP Marketing approach), is that you are 100% yourself, to the point that people leave if you’re not right for them, and then you cheer because with every unsubscribe your list gets more qualified.

And then one day, a reader who got fed up and left suddenly needs sales copy, and who’s the first guy he thinks of? “Martin, of course”.

Months later. Months after he left.

I think that’s testimony to email being pretty much something you should make priority #1 in your promotion and marketing and sales.

But that’s just me saying so.

Not that I take client jobs any more, but don’t you think it’s telling, that someone who decided to leave my circle, had become so engaged with my writing that even months later, I was the top-of-mind-copywriter for him?

I laugh quietly when I hear people say that daily emails are a bad idea, that they turn people away.

Those critics have no idea.

Me, I do have an idea. That’s why I send daily updates.

You’re reading this, so you’re at least hip to the idea.

Now it’s just a matter of developing a writing habit.

20 minutes a day should do the trick for the first two months. Just riff away, don’t overthink it. Drop me a line if you have questions.

Question one?

EVERYTHING that’s not directly about your product or service is a topic if you can somehow link it back in a casual or logical way.

You’re welcome. Now please, just… get to writing, you’ll thank me later.

But I’m tired of trying to convince people who won’t even hear me out, who immediately spew their objections.

I want everyone to email their lists daily, but it’ll only work if they understand – not swamp in objections – the benefits.

Benefits such as:

– People looking forward to your updates, every single day

– Readers getting in touch – to ask questions, to offer suggestions, to ask for more information – and yes: to tell you “I don’t have the cash just now but I’ve got your number and I’m saving up to buy”

– People saying: You’re hot, I want to work with you, where do I send money?

– And let’s not forget the massive transformation in your own mind and your business: it’s frigging therapeutic, to sit every day with that task: What can I say today that will help them, how can I write something that’s both fun and useful?

That act, the daily, repeated “There are individuals out there who joined my list to follow what I have to say – I want to say something that helps them, out of sheer gratitude if nothing else” – you gotta experience that for yourself, there’s no describing what it does to the mind

– People getting back to you months after unsubscribing from your list and wanting to work with you (how often does that happen? Not often, I guess)

These effects are real, tangible, not mythical or hyped – this is what happens when you train your brain and your whole system to every day be, no expectations, at the service of people who told you “Interesting, tell me more.”

But, you can also continue to try pulling sales off of Facebook, I don’t mind.

If you get better results Pinteresting your way around the web, then go for it.

Me I prefer the easy, fun, service-based, people-first approach of showing up every day and saying: “Hey there, it’s a new day – I’ve got something to say that might help”.
It works.

I think you should give it a try.

For all I can tell, it’s at least something I’m doing right. If you want to follow an example, daily emails are terribly worth your time.

Stick with it though: you shouldn’t expect to draw conclusions, or give up, before three months are over.

This stuff works, but only for those who are able to put in consistent effort over extended periods of time.
Which is in fact what a business requires, so you basically have no excuse.

Damn I’m persuasive.

Ok – let’s be fair: there may be reasons why you can’t write daily – but if ever you get me on the phone you’ll have a hard time convincing me you can’t find 20 minutes a day to develop a writing habit. But, I don’t know your situation so I won’t meddle.

Seriously though – 20 minutes?

Another reason might be you don’t really know fully how you should go about writing those emails.

In that case, I have a 3-month email training program for you where you and I go one on one and turn you into an email marketer to reckon with.

It’s called Starship Mentorprise, it’s no joke, it turns you into a very prolific and sales-getting writer, and you can get it here –> http://www.martinstellar.com/starship-mentorprise-writing-coach/

Now if you’ll excuse me, I think I should go do some SEO or something.

Cheers,

Martin

How to Deal With Hagglers Once and for All: Raise Your Prices

Talked to my friend the other day, who runs a cleaning business.

Things are going well for him: better clients, closer to home, more fun, more money, better equipment, more free time…

And then he tells me what he does when people ask for a discount.

“Martin I never lower my price any more these days. You know what I do when people ask for a discount?

I raise the price.”

I was dumbfounded hearing that. What was he on about?

“When I quote 45 pounds and they ask if I’ll also do it for 35, I smile at them, and tell them this:

“Well actually, 45 is a special deal, because if I’d be charging for my hours it would be at least 50, and probably 60. And I may have to buy special cleaning chemicals to treat the oven in the kitchen because it’s not had any cleaning in a long time.

“So you see a discount is…”

Fantastic, truly brilliant. They grow up so fast *sniff*

Seriously though: With that he’s doing everything right:

First he smiles, because he’s not upset or offended – he just needs to explain something.

Then he first explains the value he offered: a largish job, but with a discount included in the price.

He follows by explaining what the job really entails – the features of what’s being sold.

Then he shows the benefits: By accepting this price, I’m happy to do more than what you’re paying for.

Finally, he protects his business by setting boundaries: at less than 45, I can not do this job for you.

And because he’s a truly affable guy and his smile is genuine, it works.

“Martin, they never let me finish my sentence – when I say that they laugh and say: ”Ok then Adam”.

The result?

Adam gets to pick the clients he wants to work with.

Good for him because he gets the pay he deserves, and good for the client because by giving the guy what he asks for, he’s 100% motivated to do his best work and then some. Sparkles, I tell you.

And obviously, they then become his regular client.

If you’re going to give a discount, do it for a good reason.

But if you want clients that value your work, it’s a good idea to avoid it, as a rule of thumb.

When you lower the value you’ll accept, you’ll also lower the value of what you produce. You might think not, but I believe it always works through, one way or another.

Someone who haggled you down to a discount once – well you might not be as attentive next time they contact you, for example.

That’s value lost.

Of course if Adam had been sending emails to get his clients, he’d never be asked for a discount, because people would already know the ins and outs of working with him.

In fact, it would be the emails, and liking the way he runs his business as shown in those emails, that would cause people to get in touch with him.

But like so many people, he thinks that sitting his ass down daily for half an hour is time badly spent. That he’s too busy for it.

It’s not: it’s an investment in your business, and if you do it consistently it adds up to rather a large asset in terms of content, audience, engagement, sales…

And if you can’t find 30 minutes a day to invest in promoting – really strategically and effectively – not just dicking around on Facebook – on your business? Hm.

The benefits are huge. I say you want this. And it’s only going to cost you 30 minutes a day.

But, no pressure (said Pinocchio).

If, while you’re sharpening your writing skills, you want to learn a system of building an engaged audience, that also teaches you every month how to use the psychological and common sense like the one Adam uses?

Then consider yourself courteously invited to here and
slam yes on that friendly blue button.

There –> http://martinstellar.com/leapfrog-your-business/

Cheerio,

Martin

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