Leave no money on the table

Whatever happened to Joyce who used to do business with us? No, she didn’t die. She just quit doing business with us.

Why? Did we do something wrong?

No. Joyce decided she could afford to advertise on TV based on the business our advertising had brought her.

We need to reactivate Joyce and other of our lost or inactive customers.

Go through your customer list. Highlight the people who have not bought in the past 3 years. Send them a postcard. Text them. Email them. Send them your weekly blog. Call them. Find out how they are doing.

Our friend Ruth King recommends you write or call with a message that says:

“Thank you for your past business. I was concerned because we haven’t taken care of your _____ in the past few years. What can we do to help you in you again?”

Be prepared to find out that they thought you went out of business because they haven’t heard from you. And they will tell you what it will take to help them again.

One of Ruth King’s clients sent 100 “we want you back” postcards. Cost: $50. Got back 3 clients and a $10,000 job. The postcard paid for itself many times over.

The cheapest way to grow your business is to reactivate your lost customers. Set aside a single hour a week to call them.

We share such field-tested strategies in our “Killer Secrets of Successful Entrepreneurs.” For a $20 personally autographed copy, email JerryBellune@yahoo.com.

Next: Your vision for your business

Copyright 2020, The Bellune Co., Inc.

How to get high email open rates

Have you heard marketers or bloggers brag about the high number of addresses on their email lists? A blogger said he had more than 5 million. Wonder how many actually open his emails? What does it cost to mail to thousands of addresses that don’t open his messages?

A good open rate for your emails is only 15%. In other words, 85% of the people you email don’t bother opening them.

This should be a concern. The more email addresses on your list, the more Constant Contact, Mail Chimp or whatever service you use will cost. You’re paying to mail to people who don’t want your email.

To keep our open rates high, our tech whiz Katie Ritchie segments and prunes our lists to keep our costs down and avoid emailing to those who don’t open them.

The more dead weight Katie deletes, the higher open rate we get because we reach those who want our information.

Our weekly Writing Tips have a super high 45% open rate because those specifically asked to get those emails.

Now some hurried readers may skip your email this time but open it at least half the time. Hang on to them. Just delete those totally non-opening addresses.

We share such field-tested strategies in our free CD “Why Advertising Fails & What You Can Do About It.”  For details, email JerryBellune@yahoo.com.

Next: Is your cash managing you?

Copyright 2020, The Bellune Co., Inc.

Become a Master of Gratitude

Can you attract more business without it costing you a dime? Absurd, you say.

No, it’s simple, says our friend Ruth King. Show gratitude. Say thank you. Appreciate your customers and your employees.

When customers complain, you can disarm them by thanking them sincerely for letting you know. It will shift the conversation from problem to solution. 

Lori Saitz is a master of gratitude. It has changed her business and her life. She now does gratitude meditations for people and companies (customizedmeditation.com).

Lori says it takes little time to say thank you, send an email and show you appreciate your customers and their business.

Scientific research shows gratitude changes your biochemistry. Feeling grateful helps your brain produce more serotonin and dopamine, the feel-good chemicals. 

What happens to us and how we react makes it good or bad in our minds. It is our reaction that makes us emotional. 

We can’t think rationally or make good decisions when we are emotional.

Ruth King’s new book, Profit or Wealth? – is $14.95 on Amazon. Email her at rking@ontheribbon.com for her free newsletter.

We share other field-tested strategies in our free CD “Why Advertising Fails & What You Can Do About It.” For details, email JerryBellune@yahoo.com.

Next: Raise your email open rates.

Copyright 2020, The Bellune Co., Inc.

How to get high email open rates

Have you heard marketers or bloggers brag about the high number of addresses on their email lists? I heard a blogger claim more than 5 million. It makes me wonder how many actually open his emails and what it costs him to mail to thousands of addresses that don’t open his messages.

A good open rate for your emails is only 15%. In other words, 85% of the people you email don’t bother opening them.

This should be a concern. The more email addresses on your list, the more Constant Contact, Mail Chimp or whatever service you use will cost. You’re paying to mail to people who don’t want your email.

To keep our open rates high, our tech whiz Katie Ritchie segments and prunes our lists to keep our costs down and avoid emailing to those who don’t open them.

The more dead weight Katie deletes, the higher open rate we get because we reach those who want our information.

Our news web site has almost 20,000 visits a day. Our Writing Tips have a super high 45% open rate because readers specifically asked to receive those emails.

That’s the special sauce for open rates. Delete the non-opening addresses.

We share such field-tested strategies in our 60-minute CD “Why Advertising Fails & What You Can Do About It.” For details, email JerryBellune@yahoo.com.

Copyright 2020, The Bellune Co., Inc.

Harness the power of word-of-mouth

A couple of our friends were discussing a German restaurant 45 minutes from our town. My wife and I miss German food since the only place in town that served it closed. Of course, I was interested.

I mentioned it to my doctor, a fellow schnitzel lover. Her story was different. 

On her only visit, the wait staff was not only inattentive but rude. And it took 3 hours for their meals to arrive.

Now if you were me, who would you believe, the good reviews or the bad? For a 90-minute round-trip drive, would you take such a chance? Not me. I mentally crossed the place off my must-do list. 

A woman I do business with occasionally advertises with us – when she has something special she wants to sell. I asked her once why she did not benefit from a more consistent advertising campaign.

“I rely on word-of-mouth advertising,” she told me. I didn’t argue with or try to enlighten her. She is a strong-willed person who will not listen to reason.

But she could enhance her advertising with testimonials from customers who love and appreciate what she does for them.

You do use testimonials, don’t you?

We share such field-tested strategies in our 3-CD “Make Yourself a STAR (Someone They Always Remember)” self-study course. 

Details at JerryBellune@yahoo.com

Next: 3 ways to connect with prospects

Get your prospects to open their wallets

Does your advertising really work?

It may but the $5,000 question is, does it gain the results that you want?

Our friend Ruth King had a client who hated his advertising. He was spending money on something that he despised …even though it was producing results.

Ruth told him: You are NOT the audience for the advertising. Ask your girlfriend whether she likes it. She is the type of person we are trying to attract.

“But I hate it,” he said again.

Ruth asked, “Is it producing results?”

“Yes,” he conceded.

“Then your opinion doesn’t count. Your customers’ opinions count.”

Tough lesson for him to swallow. The ads were working. He just didn’t like them.

Customers vote with their wallets. If they respond to your advertising, it is immaterial whether you like the ads or not.

The next time you plan an advertising message, give it to a few friends who are like your target audience. Ask them whether they would do what the ad requests – go to a website, call a phone number, etc.

If they like it, then do it. The rest of your target audience is likely to respond, too. If they like it, then do it. The rest of your target audience is likely to respond too.

Remember: It doesn’t matter what you think about your marketing and advertising – it matters what your customers think. They will vote with their phone calls, emails, and pocketbooks.

For more brilliance like this, sign up for Ruth’s complimentary newsletter at rking@profitabilityrevolution.com

We share such ideas in “Maverick Entrepreneurs’ Million Dollar Strategies.” 

For a $20 personally autographed copy, contact us at 803-359-7633.

Next: Think small for bigger profits

Copyright 2020, The Bellune Co., Inc.

Your advantage is always in jeopardy

You don’t have to be a football fan to appreciate 3 lessons from the Super Bowl.
You may recall the year the Atlanta Falcons ran all over the New England Patriots but let the Patriots come back and win.
That happened again this year. The San Francisco 49ers had a 2-score lead and let Patrick Mahomes and Kansas City score 3 touchdowns in the 4th quarter to win.
Here are 3 business lessons from these and other Super Bowl games:

  1. Never relax. You may have a big sales volume, a fat bank account and strong profit margins. But bet a competitor is plotting to take your clients and do you in.
  2. Work hard for your clients and remind them you are their go-to guy. With Kansas City down 10 points, they worked even harder. You must never assume clients are so loyal no one else can lure them away. Look at how Walmart took other retailers’ customers and how Amazon has continued to do it to Walmart and others.
  3. Be willing to adapt. Kansas City changed its game plan. When the market, technology or your competition changes the rules of the game, your game plan just went out the window. You must adapt.
    These 3 lessons can help you survive.
    We share such strategies in our 3-CD “Make Yourself a STAR (Someone They Always Remember)” self-study course. For details, email JerryBellune@yahoo.com.
    Copyright 2020, The Bellune Co., Inc.

Want to be the low price leader?

No, you don’t. Leave that to Walmart.
Our friend Ruth King tells the story about Chuck the auto mechanic and Charles the Master Jaguar Craftsman.
Chuck’s customers bring him their Honda Civics, want to know what repairing it will cost them, argue with him over prices and try to nickel and dime him to death.
Charles’ clients bring him their Jaguars, never question his prices and want to know only when it will be ready for them.
Do you want to be Chuck or Charles?
One of Ruth’s clients dressed like a slob. Yet he wanted his franchisees to dress well.
The first thing he had to do, she told him, was to set the example and dress for success. It shocked his people but he showed up looking like a new man.
While we’re at it, take a look in the mirror yourself. How are you dressed for success? Or do you look like Grumpy Gus who just got off the 3rd shift?
“If you want your company to be perceived as Charles, then everyone must act like Charles,” Ruth says. “You as the leader build that company culture.
For more brilliance like this, sign up for Ruth’s complimentary newsletter at rking@profitabilityrevolution.com
We share such ideas in “Maverick Entrepreneurs’ Million Dollar Strategies.”
For a $20 personally autographed copy, contact us at 803-359-7633.
Copyright 2019, The Bellune Co., Inc.

Save time and get more done

Many business owners boast that they have an open door policy. That’s great – if they have nothing else to do. But for many, it is a mistake. They should encourage their people to seize the initiative and solve problems they encounter themselves.
Multiple studies have found that interruptions cause tasks to take 30% longer or more. Many of those tasks are ones that only you as the boss can and should do.
One solution to keep them from coming to you with every 5-cent problem is to teach them to be self-reliant and take responsibility for their work. When they come to you, ask them what they consider the best solution. If you agree, congratulate them and ask them to take care of it. Let them know your confidence in them is growing.
An easy way to improve your productivity 30% is to close your door. You can even post a sign: “Please call back at 3 pm.”
Your employees will get the message and learn that they can talk with you later.
Most of us do NOT have to be on the premises all day every day. We can work part-time at home with few interruptions.
You will get more done and make more time for your family and personal projects.
We discuss this in a new book, “Maverick Entrepreneurs’ Million Dollar Strategies.”
For a $20 personally autographed copy, contact us at 803-359-7633 or email JerryBellune@yahoo.com.
Copyright 2019, The Bellune Co., Inc.

How successful people use time

To succeed in sales, map out your schedule for the day, your goals and to-dos.
The morning is a good time as it is one of the only quiet times you will have, says advertising sales manager Linda Sauls.
Plan each week in advance. You will use your time more effectively and efficiently.
To plan your week, Linda advises:
• Consult your Daily Sales Plan and Call Record. This should include prospects, their organization, phone/email, the purpose of your call, the result and your next action.
• Refer to your monthly objectives to determine which marketing and sales activities have highest priority.
• Review your Master Plan. See how well you are meeting your overall goals and what to do to improve performance.
• Write sales-producing emails and snail mail letters, depending on the prospect.
Write using a few basic rules:
• Keep them short and simple. Shorter letters are more likely to be read completely. A 1-page letter is best.
• Write the way you speak. Pay attention to your grammar and spelling. Write in a friendly, sincere and warm writing style.
• Use bullets for specific points.
Linda explains these steps and more in a new book “Maverick Entrepreneurs’ Million Dollar Strategies.” Autographed copies are available for $20 by calling Katie or Jewel at 803-359-7633.
Copyright 2018, The Bellune Co., Inc.