Customers just buy stuff whereas clients have a stronger relationship and produce referrals.

Who Should You Spend Time With?
Bruce’s strategy was to concentrate on building more word of mouth referrals from his existing referral partners and spending time to increase this referral network to include others.

Who Should You Spend Time With?
There are so many prospects to call on, Jane worried! I really don’t know where to start! If only I had a system that I could handle. Jane was tossing and turning in bed at 4 a.m.

Her husband, Harry, sat straight up in bed and said, "Enough – you’re driving me crazy. Tomorrow I will take you to Mr. Bob who knows about systems for crazy people like you. Now let’s get some sleep."

After breakfast Harry phoned Mr. Bob to find out if Mr. Bob could spend time with his sleep-deprived wife. At 10:30 am they had settled down in Mr. Bob’s office and were sipping on their coffee.

Jane started by explaining that in her financial services business she was spending too much time running around doing a lot of work yet still producing few results. She knew that she had to simplify her efforts to build and grow her business.

Mr. Bob thought for a moment, smiled and recounted a true story of someone with a similar problem whom he had helped. “I have a good friend named Bruce,” he said. “We both like systems that make our lives simple. With our collective knowledge we came up with Bruce’s Funnel system."

“In essence, we took all of Bruce’s market and put them at the top of an imaginary funnel. As members of this market became more and more interested in Bruce’s products, they became hotter and hotter prospects as they reached the spout at the bottom of the funnel."

“These prospects then became customers. That is the model of how we qualified his potential market. The reason for this model, was to put in place promotions that would move a prospect towards being a customer. Newsletters, seminars and articles accomplished this for Bruce. "
"Bruce was now free to spend more time on productive things. Of course, he spent time working with his customers but he recognized that he needed to build better relationships and turn customers into clients. Customers just buy stuff whereas clients have a stronger relationship."
"Bruce also recognized that there was a third category. These categories produced referrals and in some cases were not customers or clients. They could be friends, family and associates. He recognized that this resource was his most profitable."

"Bruce’s strategy was to concentrate on building more word of mouth referrals from his existing referral partners and spending time to increase this referral network to include others."
"The results of his efforts were quite interesting. He found that the promotional activities became a liability, and the real revenue producers were his word of mouth referral networks."
Jane just sat there stunned.

“You mean that Bruce spent most of his time working with people who gave him referrals, and converting clients and identifying other natural referral producers? How did he do it?” asked Jane.

Mr. Bob replied that, in Bruce’s case, he loved to play golf and he built relationships by playing golf with people who were likely to give him referrals. Others, he took to plays or sent them tickets, took to dinner and, to some, he just said “thank you” and mean it, the results are huge.
The point is people like to be recognized and appreciated for helping you. When you say thank you, and mean it, the results are huge. www.opinionnaire.ca

Homework:
Identify your referral producers
Set up a system to monitor referrals
Say thank you for referrals
Don’t waste time with non-referral-generating pass-times
Sit down with Mr. Bob and design your own customer funnel system designed for your business. He will teach you how to use this funnel consistently to create big results and "get you more business".

You should Spend your money on building Realtionships that builds Sales in your community.

You should not Advertising! You should Spend your money on building Realtionships that builds Sales.

Let's do a reality check. Look at your list of customers and work out how many sales came to you from relationships and how many from advertising?

Let's not count specials, discounts, sales? You don't get long times sales from these activities. Are they always looking for sales and not a real valued customer, so removet hem from this reality check. Note: when you spend money on adverting sales count the costs for creative and placement of these ads.
Now look what you are spending on building on realtionships - Getting SALES. This is difficult area to measure. In the past this number in larger business is around single digit %'s.

The marketing world seems to upside down. Spend 98% on promoting your business and spending only 2% on relationships - acquiring sales. I am a Relationship Marketing specialist on showing how to build relationships and how to get more sales.

Can you afford to spend your money on raising your interest and curiostyI have As a fellow entrepreneur, you are probably wrestling with the challenges of the current business climate. Your customers have postponed projects. Your hot leads are less plentiful. Your bank account is strained.
You are not alone. But what differentiates you from others is your ability to make smart choices, prudent decisions, and cost effective initiatives. Some of my colleagues and I have shared a few ideas on how to thrive during a recession. So I thought I would pass on some simple ideas on how to succeed.

STICK WITH YOUR CORE OFFERING When business wanes, it is tempting to try something else, to introduce a new service or offering that is markedly different from your core business. But consider this. Would it really be any easier to convince someone to purchase your new product or service than it is to convince them to buy what you already offer? Probably not. You have a strong reputation; you have a unique offering that is valuable to your customers. You have spentyears perfecting your business model. So stay on course. You provide great value – you just have to be patient while your prospects come around to realizing the same thing. Ifyour customers are planning to go bankrupt, then drop them. But most aren’t. Most plan to grow sometime soon. Then be there for them when they do.

TAKE TIME TO PLANTime study research we have done on entrepreneurs shows they spend nine hours per week on forward-thinking activities such as market research, new product development, marketing planning, and team coordination. Also included in this is time spent each day planning their schedule, updating appointments, and figuring out whom to call. Invest the time to look towards the future, and the future will arrive with success. Make a to-do list each day consisting of items you can actually complete, not just stuff you will “work on.”

INVEST IN YOUR BUSINESS At any time during the business cycle, growth-oriented companies should invest in three major areas; a) research and development, b) marketing, and c) human resources. As an entrepreneur, you should do the same, but without spending massive amounts of money. To get into R & D mode, conduct some customer research; or complete a survey of current practices so that you can write an article. Meanwhile, create a price list for new services that you have always wanted to offer and that are consistent with your mission. Then, invest in marketing. This starts with understanding what drives your marketing machine, whether trade shows, demonstrations, centers of influence, referrals

Know what works, and do more of it, not less. Spend on marketing. Update your web site. Send out a newsletter. Attend a trade show. Just don’t cut back.As for HR, how about upgrading your own skills? Or developing strategic partnerships?Become a virtual company – don’t hire staff, hire team members on contract. And bring on a virtual assistant to let you focus on the most important aspects of your business.

STAY IN TOUCH Find ways to stay in touch with your customers and prospects. Be empathetic, not pushy.They have enough people chasing them for their business.... www.opinionnaire.ca mrbob@mrbob.ca

It is time to look at what you stand for. Separate yourself from your competition by your actions.

It is time to look at what you stand for. Separate yourself from your competition by your actions.

I was meeting with Tom about what made his business succeed. Tom said “it drives me a little crazy when I hear business owners say - I am passionate about the idea of saving Lake Simcoe, how important it is to support that cause and talk about it. Then do not support or participate in the efforts like being part of the solution eg: buying a fundraising calendar from Ladies of the Lake or advertising in Lake Simcoe Living. Next issue closes eatly May. By participating you show everyone you are an active participant in a worthwhile cause.”

I agree. In marketing I get the same feedback. A business owner attendee at one of my free networking events said that they were not happy at the attendance. “I was expecting to see many more prospects: small business owners, entrepreneurs and prospects,” they said.
Tom jumped in and commented: “ You know, if each displaying business invited their clients and prospects to come to Mr Bob’s free event and support his or her business by inviting them, there would be no attendance questions.”

The complaining attendee looked a little shocked. "You mean to say that most businesses and Pro Members buy a membership and don't display, don't attend, or invite others."
Yes, it's like going to a buffet and waiting to be served. Networking is a contact support! You need to participate. Get up and take action. For example, advertising typically involves no action. Action is stepping out of the box and doing something that says you are involved like saying: I am at this event. Come as my guest and get some great contacts. I am supporting Lake Simcoe by buying a calendar because Lake Simcoe is important to me and my business.

Prospects looking for bu$ine$$ want to know who you are and what is important to you. There is so much competition. Your commitment to why they should buy from you comes from your actions and what you stand for in the community.

Tom said, “I have one of those eye opening moments, an aha! You mean, the more I support my cause by actively supporting it, the more bu$ine$$ I will get.”

Yes! Many are involved in saving the Lake and others are involved in helping entrepreneurs. Take Donna Douglas at Go Venture; she has dedicated herself to making business owners better - but she goes beyond and has committed herself to personally spend time and her expertise to the next step. She is recognized with many awards. The biggest to her is the success of her over 900 successful businesses.

Tom understands: “So a major benefit of getting up and taking action is that this will give people a reason to support you rather than those that just advertise.”"Tom! I think you have got it! Stand up and be an active supporter of what you believe in and those with that passion they will support you."A caution: don't do this because you expect rewards. As Donna says, "this needs to be a win,win,win situation."

Your Homework: Do your homework and be amazed by the results.
Identify your passions and who you want to support.
Identify how you can support that organization.
With your skills what can you do to add to their cause?

Moral: Tom! I think you have got it! Stand up and be an active supporter of what you believe in and those with that passion will support you. www.opinionnaire.ca

Look to the super stars in Barrie to get in that 10%

Those that want to be in that to 10% learn to "play the game".

Mary came to her mentoring appointment and said "I have come to a major realization. I am stuck with the majority of my colleagues. It feels (and is) like a sporting team that has average bu$ine$$ result$. We all seem to do the same things, expect different re$ult$ and look at the top 10% with envy."

"Mary," I said, "understanding this realization is great. You have made a significant change in your thinking. For example, some business say 'I have always spent money on marketing this way, it is the way I do bu$ine$$, it is in my budget.' "Now you will question all marketing expenditures that keep you where you are."

"Mary, here is an interesting thing I noticed when I was in the adverting business. I contacted large advertising and marketing consultants to find out from the best places where they advertise. At each appointment, they looked at me and were puzzled. Turns out - few advertise except in trade journals and did business by referrals. They promoted advertising and promotion campaigns for their clients but did not advertise or do what they suggested for their clients."

Mary, that was one of those eye opening moments, an aha! Most large advertising consultants typically don't do what they preach to get more bu$ine$$? Try this: Ask your consultants to see their marketing plans and for the results of those campaigns.

Mary, let's look at getting you into that top 10% producer. What is it that the these top people do that makes them so $ucce$$ful? "Well they seem to have an endless number of referrals. They don't seem to have to advertise. There is an effortlessness about them, they are prosperous and happ".

Whoa, too much slow down. Yes, you are right! They took years so let's start smartly with a destination in mind.

I have found from working with these 10%ers that they have a secret. They work backwards from a destination in mind. Let me explain. They decide firstly what they want or where they want to go. It's like going on a trip. They pick a destination then make a trip plan of how to get there.

Another example: A fellow coach Stephen was working with a client Valery. Her destination was to make money. Her daily task was to ask herself one question every time she was about to do something. Will this activity or event make me money? A reality check. Like "having my regular coffee with my group, will this activity make me money, Yes or No?

So, Mary what is your destination? Once you have a clear destination, we start to get you there.
Moral: Mr. Bob, this is my eye opening moment, my aha! You mean to start to play the game, decide what my destination is and we will work together to put me in the top 10% and others will look to me.

Example:Jim Rohn, a brilliant business coach in this field, teaches thousands of entrepreneurs how to build a destination marketing plan. Here is an example of how he set his plan. His destination was a new home on a hill over looking the Snake River. He made this dream home so real that he took his friends to this unbuilt home, gave tours and one friend bumped against the fireplace and hurt himself. (It was in reality no brick and mortar ... yet.)

Your Homework: Learn to play the game and be amazed by the results.
Look carefully at what the top 10% producers have and decide what they have that you want.
Choose with joy what your destination is.

To play the game you need to be in the ZONE. Where are you in the Zone in your business
Contact Mr, Bob to see how you can get to your destination and be one of the few.
mrbob@mrbob.ca or 705.721.0727 at www.mrbob.ca

Get the business community of Barrie talking about you

One of the secrets of having lots of refereals and be in the top 10%.

A month later Mary came to her mentoring appointment and said "I have been observing the top 10% and these folks don't seem to be doing out of the ordinary. What am I missing?"

Mary, the 10%ers pay attention, they are focued on who each customer and what they want. That is too simple? Really!

Let's look at a typical sales senario. I went tobuy a car on a Saturday morning. The dealership was like a circus. Their were prospects everywhere. My purcahse was a used vehicle, not a big sale.

I went to receptinn and asled for David . She phone him and he appeared, big smile and said do you mind waiting , I have a cliet with me. Can you waite for 15 minutes, how about I buy you acoffee? Sure, I said.

I sat, sipping my coffee and observed. Sales people were milling around and all looked very busy. It was lunch time and the staff were placing their luncheon orders. I noticed that there seemed to be un attended potential clients looking at cars with longing expressions on their faces.

Mary piped up and said "is this the right time to have lunch of delary lunch would leave a better impression with potential customer would be a better solution. My impression would have been that lunch is more important than meeting with potential customers.

Great point, Mary? David, arrived and went into his office. I had just finished 1/2 a sandwich and offerred it to him. He thanked me. It is a busy day and I have not eaten this morning, looks like I won't eat until tonight. Go ahead and eat while we do the paperwor, I noticed he took one bite and then his focus changed. His attention move to me. I knew he had another client waiting but that was not adistraction he was all about me.

David was in the moment. I felt special, it was like I was his most important client.
Mary shad another aha moment. Mr. Bob, you mean that the more you focued on the client needs the more you join in the 10% club? Yes!

Let's continue, during this process, David was actively listing to my idel chit chat.
assumed that they were looking to et's say I have come to a major realization. I am stuck with the majority of my colleagues. It feels (and is) like a sporting team that has average bu$ine$$ result$. We all seem to do the same things, expect different re$ult$ and look at the top 10% with envy."

"Mary," I said, "understanding this realization is great. You have made a significant change in your thinking. For example, some business say 'I have always spent money on marketing this way, it is the way I do bu$ine$$, it is in my budget.' "Now you will question all marketing expenditures that keep you where you are."

"Mary, here is an interesting thing I noticed when I was in the adverting business. I contacted large advertising and marketing consultants to find out from the best places where they advertise. At each appointment, they looked at me and were puzzled. Turns out - few advertise except in trade journals and did business by referrals. They promoted advertising and promotion campaigns for their clients but did not advertise or do what they suggested for their clients."

Mary, that was one of those eye opening moments, an aha! Most large advertising consultants typically don't do what they preach to get more bu$ine$$? Try this: Ask your consultants to see their marketing plans and for the results of those campaigns.

Mary, let's look at getting you into that top 10% producer. What is it that the these top people do that makes them so $ucce$$ful?

"Well they seem to have an endless number of referrals. They don't seem to have to advertise. There is an effortlessness about them, they are prosperous and happ"..
Whoa, too much slow down. Yes, you are right! They took years so let's start smartly with a destination in mind.

I have found from working with these 10%ers that they have a secret. They work backwards from a destination in mind. Let me explain. They decide firstly what they want or where they want to go. It's like going on a trip. They pick a destination then make a trip plan of how to get there.

Another example: A fellow coach Stephen was working with a client Valery. Her destination was to make money. Her daily task was to ask herself one question every time she was about to do something. Will this activity or event make me money? A reality check. Like "having my regular coffee with my group, will this activity make me money, Yes or No?

So, Mary what is your destination? Once you have a clear destination, we start to get you there.
Moral: Mr. Bob, this is my eye opening moment, my aha! You mean to start to play the game, decide what my destination is and we will work together to put me in the top 10% and others will look to me.

Example: Jim Rohn, a brilliant business coach in this field, teaches thousands of entrepreneurs how to build a destination marketing plan. Here is an example of how he set his plan. His destination was a new home on a hill over looking the Snake River. He made this dream home so real that he took his friends to this unbuilt home, gave tours and one friend bumped against the fireplace and hurt himself. (It was in reality no brick and mortar ... yet.)

Your Homework: Learn to play the game and be amazed by the results.
Look carefully at what the top 10% producers have and decide what they have that you want.
Choose with joy what your destination is.
To play the game you need to be in the ZONE. Where are you in the Zone in your business
Contact Mr, Bob to see how you can get to your destination and be one of the few.
mrbob@mrbob.ca or 705.721.0727 at www.mrbob.ca

Advertising raises Curiosity and Interest - Relationships builds Sales - true or false

Many entrepreneurs in Barrie ask me why I say, "You should not Advertise". My answer is that advertising only raises curiosity and interest. Large businesses can afford to advertise to raise brand awareness. Advertising has nothing to do with sales. Sales comes from building relationships.

Let's do a reality check. Look at your list of customers and work out how many sales came to you from relationships and how many came from advertising.

Caution: Do not measure specials, discounts, sales. These are events. Usually loss leaders. You don't get long times sales from these activities.
Are any of those on your list always looking for sales and not a real valued customer? Remove them from this reality check. Note: when you spend money on adverting your sales count the costs for creative and placement of these ads. We are looking for real customers.

Now look what you are spending on building relationships - Getting SALES. This is a difficult area to measure. Historically, for larger business this expense is around single digit % of revenue.

In times gone by advertising was used to do mass marketing. Now, our world is much smaller. Sales acquisition seems to be upside down. The big guys spend all their money on advertising and nothing on sales. They measure their success by market research and statistics. We don't have that luxury. We are looking for results - sales.

Spend 98% on raising interest does not make sense and spending only 2% on acquiring sales, is even more wasteful.

I am a Relationship Marketing specialist showing how to build relationships and how to get more sales.

We buy from those we know and have a relationship with.Cute and catchy slogans are not who we are. Each of us are so much more than these words that others have created. People buy from people because we trust them, know them and believe in them.
I am not talking about big box stores. I am talking about doing business with business owners that you are comfortable with.

Example of a relationship strategyTake Kris Hughston! She is in financial services. She is part of one of North America's top financial institutions. There are thousands and thousands of agents like her in Ontario. So why would you consider her services?

Let's look a little closer at Kris. She is offering to promote (for nothing) any business that gives women a fair shake on her Mr. Bob's Network page, click here. Kris is a champion for empowering women.

Now, let me ask you a question! How many women do you know that have had a bad experience when dealing with a purchase. I bet you know a lot. By connecting with women-friendly businesses she has formed a strong relationship with these women.

The Big QuestionWho would you do business with? A person who supports women's issues or just another supplier? Who would you tell others about? I believe you would tell every women you know about Kris.

Great stories about Kris's passion become popular and her business grows.
Many businesses have hidden talents. I am always amazed that businesses struggle over how to introduce themselves and typically talk about what everyone says.

Tell others about the relationships you have and how you helped others and you will be prosper. Call me and let me show you how to build a new sales strategy based on Relationship Marketing. www.opinionnaire.ca

Do you go to all lengths to be noticed in Barrie

We go to all lengths and expense to get noticed. Tap into simple ways to get others to notice you.
I am known as a walking billboard. I wear my brand on my clothes wherever I go. On my shirts, license plate and, up to recently, on my car (I had an accident).

My speciality is building relationships by marketing and by networking, a skill I teach. I am in touch with hundreds of people every week. I build an impression and relationships. These relationships usually lead to: me finding sales for my members, advice, increased sales and those folks referring my services to others.

I had a marketing meeting with Dianne Jamieson of Wear Your Brand, in Barrie, and asked her, do you think wearing my brand has impact. Well, Yes!

Dianne Jamieson commented that she was amazed at how many business owners and staff do not wear their brand when they are out in public. It is a fact that every business person comes in contact with hundreds of people every month through work and socially... and those people each know at minimum 250 others. Knowing that, how important is it to wear your brand over someone else's brand?

My experience is that close to 90% of businesses do not wear their brand. When I do see them wearing their brand, they wear it proudly. In fact, business owners spend more time and energy on creating an elevator speech that they say only once or twice a week. So what can we do?

How about:Wear Your Brand Reality Challenge!

Dianne now has a challenge - a reality check. Get two logos and record the reaction, measure sales increases and identify the responses. Here is the challenge for only $64.00+GST.

Dianne offers to embroider two of your garments (you supply the garments) with a two colour logo, on the left chest, for $64+GST. This offer would normally be $145 + GST. Click here to meet Dianne

Dianne said to me the other day, "You are in the same business as me."
"How so?" I asked.

"We are both in the business of making our clients more visible. Being part of Mr. Bob's Network is like wearing your brand. Most business owners and entrepreneurs go to http://www.mrbob.ca/ to find what they need. " Dianne replied

You know, Mr. Bob, you work so hard marketing your Mr. Bob's Members that you need to put in practice your advice for yourself.
Your web local directory network, centred in Barrie, gets your members high visibility. About 5,000 monthly visitors looking for local services and products on your local directory. Plus you promote your members on your weekly marketing updates and actively promote us wherever you are.

Having your network at the tip of your fingers is the way of the future. It is a local web based directory of: key word supplier information, resources, articles, events, promotion, and irresistible offers. I use your directory to find what I want. You should do a reality check too, so business owners can check out how to tap into local businesses.

Mr. Bob's Network Reality Challenge
Mr. Bob has a reality challenge, try out a paid membership for $147 includes GST View full features and get a one year membership to promote your business on http://www.mrbob.ca/.

Your Homework: Do your homework and be amazed by the results. www.opinionnaire.ca
Lay out all the business clothes you wear on your bed and ask yourself who you are promoting.
Ask yourself how many people you come in contact with.
How many new customers do you need to pay for your uniform?
How much business do you get locally and how many do you buy from advertising?

Your customers are your Gold Mine. All your answers and treasures are with them.

What is Mining your Customers?

Customers are making their stand, and many companies are not listening. It seems that many companies are stuck in the flat earth syndrome while most customers have moved forward in time to a new reality of a round earth. Customers are silently asking, “Why are companies focusing on obtaining new customers, and ignoring us?”

Customers are now fighting back in the one way that makes a difference. “On average, companies now lose half their customers in five years” (Frederick F. Reichheld, The Loyalty Effect). But still, companies are stuck in the belief that obtaining new customers is the best way to grow a business.

Sid Ridgley, Customer Satisfaction specialist with Simul Corporation states, “Our Customer Satisfaction and Loyalty Surveys tell us there is good news and bad news about customer loyalty. About 2/3 of every business’s customers are at risk; that is, they are prepared to listen to another company’s offer and frankly are not loyal. The good news is, about 2/3’s of your competitor’s customers are prepared to listen to your offer.

In Fabled Service by Betsy Sanders, there is an overpowering message that strikes home. In her book, she states the response to the question, “Why Do Companies Lose Customers?” as being: 1% died, 3% moved away, 5% were influenced by friends, 14% were dissatisfied with product, and 68% were turned away by an attitude of indifference on the part of a company.
So what is the bottom line? Instead of fighting the battle of exchanging customers, I recommend you spend a little less on new sales and retain more customers by spending more on the 68% you could potentially lose from indifference. At a fraction of the cost of obtaining new customers, you can show your existing ones that they are appreciated. Customers who feel appreciated spend more. www.opinionnaire.ca

Do you have a system that promotes customer retention and rejuvenation? If not, Call Mr. Bob at 721-0727, Visit www.mrbob.ca or e-mail mrbob@mrbob.ca.