Lexington native shows how to sell more

How do you put out fires in your life?
Specifically, how do you prioritize in making important decisions?
Professional speaker and insurance agency manager Michael Aun has developed a system that could help you set priorities.
Michael uses a daytimer to set his schedule, take notes and be accountable if Uncle Sam wants a close look at his deductions.
He uses a 2-page system, keeping longer-term goals and projects on one and the current day’s schedule on the other.
These are the appointments already scheduled. They have “A” priority.
He prepares thoroughly for these appointments so that there are no guessing games about the purpose of his visit or what he wants to accomplish. These take priority over the rest of his day.
He spaces appointments 2 hours apart, starting at 8 am and running to 8 pm. This gives him 7 time slots that he can use for “green” activity – making money. He says he can’t sell people unless he sees them.
Michael can show you how he does this and other strategies to sell more to more people more often for more money in “Maverick Entrepreneurs’ Million Dollar Strategies.” This new book will help you organize and run your business more profitably.
To place your order for a $20 autographed copy, call 803-359-7633.

Copyright 2018, The Bellune Co., Inc.

The iceberg approach to marketing

Much of effective marketing is like the submerged part of an iceberg — invisible but powerful and important. For example:
Business strategist Ann Elliott took a successful business leader’s advice to write a newsletter for her clients and prospects. He said it would provide value for them and establish her as an authority and someone worth listening to.
Ann dragged her feet for months.
At an association conference presentation, she stepped out on a limb and offered to send her new electronic newsletter to the audience. To become a subscriber, all they had to do was give her their name and email address.
As the clipboards moved through the audience, she promised to send them the inaugural issue. In 2006, she published the first issue of “The Leadership Strategist.” It was a concise commentary on leadership with strategies, insights and tips for running a business on purpose.
A subscription is available at www.berkanacompany.com with a complimentary diagnostic tool, “Find 10 Surprising Reasons Your Business Has Profit Leaks.”
Ann shows other strategies in a new book, “Maverick Entrepreneurs’ Million Dollar Strategies” coming next month.
For advance orders, call 803-359-7633

Does your advertising make money?

The secrets of advertising that works

Brand marketing is pushed on business owners and professionals by many marketing and advertising companies.
This kind of advertising emphasizes the owner or the professional, their credentials and services they provide. Little of it is about the prospects’ problems, writes successful dentist Greg Wych in “Maverick Entrepreneurs’ Million Dollar Strategies.”
This advertising is usually “pretty” and plays to the ego of the professional, not the needs of or benefits to the prospect.
Although the transaction size can be large, especially in sedation or cosmetic dentistry, this type of advertising has a poor return on investment.
Wych began to study and use direct response and lead generation advertising through the ideas of Dan Kennedy.
This type of advertising may look “ugly.”
No white space. No pictures of the doctor.  No mundane lists of services.
Dan Kennedy preaches the use of the right media to deliver a message that cannot be ignored.  Most importantly, the results must be measurable, Kennedy says.
If you don’t know which ads bring you business, you may be wasting your money.
Wych and 10 other entrepreneurs reveal their secrets in “Maverick Entrepreneurs’ Million Dollar Strategies” which will be published next month.
To reserve your copy, call 803-359-7633.

Do you dare do this kind of advertising?

Outrageous ads gain outrageous results

Some time ago we offered a 10-year newspaper subscription. We were delighted when a 93-year-old optimist took it.

This week we are casting caution to the winds and offering a “lifetime” subscription. It is expensive and we really don’t expect many will take us up on it. You never know, though, until you try it.

A friend of ours thought we had lost our minds with this offer. He may be right. The full page color ad will attract attention that we want. In a PS at the bottom of the ad, we offer a somewhat more modest and less expensive 20-year subscription. That’s what we’re really selling.

One of the major problems we see in advertising today is that it is boring. It does not address the target audience. They need and want what you have to offer.

Boring ads tell no intriguing stories. Make no outrageous offers. Neglect to tell you what’s in it for you. Make no irresistible calls for action. Do not give you multiple ways to respond and place your order.

Our outrageous message is going to more than 30,000 people who can afford what we’re offering. We aren’t courting the universe – just a few affluent readers.

Think about your own advertising. Is it outrageous enough to attract attention?

To place an advance order for our new “Maverick Entrepreneur’s Million Dollar Strategies” email JerryBellune@yahoo.com. Bulk orders are available, too.

Can you possibly advertise too much?

Department store king R.H. Macy said half his advertising brought in most of his business – he just didn’t know which half.
That’s a common complaint from business owners who don’t track their sales.
In the Internet Age’s Google Analytics, Instagram Insights and other technology, anyone who does not track results is either lazy or a dope. Don’t you be either.
 Some business owners have asked us how often they should advertise, online and in print. The right answer is “every day” -–and more than once a day if you can.
It’s why you receive so many unsolicited offers in your email inbox. It’s why you see so much print advertising in newspapers and magazines. If you let your competition beat you, he’s going to gain an advantage and cut into your market share.
It’s why Sears and Montgomery Ward sent catalog after catalog to rural families who lived far from their stores. It’s why L.L. Bean and Eddie Bauer continue to do it.
They know they must constantly keep themselves in your mind. They know you will page through catalogs, newspapers and magazines and see something you like, then go to their store or website to buy it.
We have a novel feature we offer our advertisers. They buy an ad in the Chronicle and get the same ad in the Lake Murray Fish Wrapper and on our site. Their ads have links in them that carry customers to their sites to place orders. Can you imagine what that could do for your sales?
For a complimentary digital copy of “Uncover Your Inner Sales Genius,” email JerryBellune@yahoo.com

The 1st Rule of Entrepreneurship

John Carlton says sell them what they crave

Have you ever had an idea so brilliant you knew it would work? That your clients would fall all over themselves to buy it?
And then it failed miserably?
Yeah. Me, too. Because I forgot or ignored the 1st Rule of Entrepreneurship.
I’ll remind you what that is in a minute.
Copywriter John Carlton says our first inclination, after making an initial idea successful is to complicate it. Failure follows.
Catastrophy kicks in when we abandon the simplicity that made us successful. We just need to get back to the simple stuff that worked so well to begin with.
That’s so basic I almost hesitant to say it.
The 1st Rule is: Find a hungry crowd and sell them what they crave. The secret, of course, is knowing what they lust after.
We should already know that. Tey are our clients and it’s our market.
Here’s how one entrepreneur did it.
His name is Rick Warren, the bestselling author of “The Purpose-Driven Life” and pastor of Saddleback Church in California.
When Rick and his team started the church they drew a picture of the families they wanted to attract: Unchurched young coupled with children, a mortage and a love of their community. It was simple.
Can you picture the clients you want to attract and what they crave?
For a complimentary digital copy of “Uncover Your Inner Sales Genius,” email JerryBellune@yahoo.com
Copyright 2018, The Bellune Co., Inc.

You must believe in what you sell

Call me old fashioned.
I’ve been sold on the power of newspapers and advertising most of my life.
And it has served me well.
Prospects could tell I was talking with them about something I believed in. Without that belief and the passion it gave me, I may not have sold the first ad campaign.
It takes passion to motivate yourself to get out there and show others how what you offer can improve their lives.
Sales legend Zig Ziglar said that we must have passion and belief in what we offer.
One of Zig’s favorite stories was about his colleague who wasn’t selling much.
Zig asked him if he owned the product.
No, the man said, but he “planned to” after he made a few sales.
Zig sold him a set of cookware that day.
Zig made a commission on it that his colleague could have used as a discount had he taken the initiative to buy it on his own.
We must believe in our product or service so strongly that we own it ourselves.’
If you won’t invest your own money in your offer, how can you expect others to?
Your prospect will feel your lack of belief and passion. Your prospects will perceive that you don’t truly believe in what you are offering and your sales will plummet.
Try this for yourself and see if I’m right.
For a complimentary digital copy of “30 Days to Incredible Sales” email JerryBellune@yahoo.com
Copyright 2018, The Bellune Co., Inc.