Master of the Moment

7/28/2019 Master of the Moment

1/60


2/60

SECTION II

SECTION III

SECTION I

Chapter 4: The Doctors Ofce 13


3/60

experiences his rst small businessSEC

TIO

N

I


4/60

4


5/60

5

was perhaps a little more rm than usual,

saved me from nancial ruin, but what did

of the ofce.

then... I became selsh. If my business was

just to keep the company aoat. My cell

impossible to fulll on. Expensive mistakes

ipped through radio channels, searching

Hard toSay Im Sorry


6/60

6


7/607


8/60

8

unlock

dotted the corners of the oor where a

nger on the menu, apparently trying to

The same old questions ooded my

the rst ve years. At the time, I hadnt

long since passed my ve-year mark. It


9/60

9

LESSON FrOm ThE rOadSIdE CaFE:

Whatever successful small businesseswere doing to grow, chanceswere pretty good they were using

computers and the Internet to do it.

come directly from a ve-and-dime store.

happy with that. Like me when I rst started

Een so, ee is te lesson I lene fote osie cf: tee sccessfl sllsinesses ee oin to o, cncesee pett oo te ee sin coptesn te Intenet to o it.


10/60

10


11/60

11

the public library had their doors ung

you nd the one you want?

nd new buyers.

out didnt sound like the best way to nish

the same road that left me near nancial


12/60

12

LESSON FrOm ThE hINgE-LESS

wOOdEN bOx:

Whether others considered mea failure or not, one thing about

me had not changed. I was anentrepreneur. And if I could justgure out the secret of small businesssuccess, Id start again. I had to. Itwas in my blood. But this time Idstart smarter.

wete otes consieee file o not, one tin ot e not cne. I s n entepene. anif I could just gure out the secret of smallsiness sccess, I stt in. I to.

It s in loo. bt tis tie I sttste.


13/60

The Doctors Ofce

13


14/60

14

week nally gave me a chance to start

So, Mr. Jenkins, the doctor said, nally

Business owner, huh? It gures. Why

Four or ve.

prescription lled. Come back and see mein a month or two and well gure out what

you said it gured. Why?

barely shut when a nurse itted in. Well


15/60

15

LESSON FrOm ThE dOCTOrS OFFICE:

To succeed I needed to discover

how to become the doctor not thereceptionist. I needed to spend myenergies working ON the business,

not IN it. Otherwise what was thepoint of owning my own company?

three piles of paperwork on the oor. You

ipped it in my direction.

I walked out of the doctors ofce

doctors ofce might have been making

to go golng, and closed his ofce when

spent at the ofce and deducted nancial

oneTo sccee I neee to iscoe o toecoe te octo not te eceptionist. Ineee to spen eneies okin ONte siness, not IN it. Oteise t ste point of onin on copn?


16/60

16


17/60

17

the doctors ofce, the receptionist

back into the ofce and demanded

grumble her way back into the ofce.

The man looked up briey and

nd a place to park.

Are all of these thermoses lled with

had to sacrice a pair of jeans to learn it,then I had to sacrice.


18/60

18

LESSON FrOm ThE NaChO ChEESE:

The old way of doing things nolonger works. Not if you want to growyour business. Success is going to

be found in adopting new ways ofmarketing and selling.

A brief moment of hope itted through

te ol of oin tins no

lone oke. Not if o nte to oo siness. Sccess s oin to efon in optin ne s of ketinn sellin. bt I not se I kne t tene s incle.


19/60

19


20/60

20

was

talk to one of our nancial ofcers.

attention rst. Then, when Mr. Anderson

But along with the typical ofce items, this

rolodex. This rolodex lled an entire corner.


21/60

21

LESSON FrOm ThE rOLOdEx:

Like the nacho cheese salesman,the bank was suffering from the oldways of doing things. I was startledby the lack of ingenuity from a bank

and instantly resolved never toperform unnecessary, manual tasksagain.

Like te nco ceese slesn, tenk s sffein fo te ol s ofoin tins.

I s sttle te lck of inenit fo nkn instntl esole nee to pefonnecess, nl tsks in.


22/60

22


23/60

23

Selling a light tan, everyday suedesectional couch. Its about four years old.$600.

I dont know why we bought it in the rst


24/60

24

LESSON FrOm ThE COuCh ON

CraIgSLIST:

With millions of people living inL.A. County, there was bound to

be someone who wanted a couchfor $600. We just needed to ndthat person. We needed to sort

through the semi-interested andmildly-interested and nd ourenthusiastic buyer.

wit illions of people liin in L.a.

Cont, tee s on to e soeoneo nte coc fo $600. we jstneeded to nd that person. We needed tosot to te sei-inteeste n ill-interested and nd our enthusiastic buyer.


25/60

25


26/60

26

morning from the Yosemite Valley oor.

dont you nish it?

The rst signs of daybreak had peaked

pulled a miniature water lter. I wandered

A water lter of course. The ofcial

more warnings to avoid drinking unltered

failed to pack a sufcient amount of water,

Id nearly nished relling my canteenwith clean, ice cold, puried water when a

ll my canteen?

the newly lled canteen to our rst


27/60

27

LESSON FrOm yOSEmITEShaLF dOmE:

Its one of the great marketing truths:people buy when they are readyto buy.

deciding not to nish the hike, had greedily

down

Why didnt anybody stop and ll up with

Itsone of te et ketin tts: people en te e e to .


28/60

28


29/60

29

I as we adjusted and tightened rst this

After the fth company, and the fth

gure out that my father had understated

how The Moorings made the rst positive

reminded me very much of our rst


30/60

30

LESSON FrOm SaILINg ThE brITISh

vIrgIN ISLaNdS:

Te tken te tie to il relationship with me rst. And myepeience s ette ecse of it.In n s I stte to eet notilin ette eltionsips it on pospects n cstoes.

te tken te tieto build a relationship with me rst. And my

epeience s ette ecse of it. In ns I stte to eet not ilin ette

eltionsips it on pospects ncstoes.


31/60

31


32/60

32

LESSON FrOm ThE ONE mONThaNNIvErSary:

For the only true value of a smallbusiness is in the value of itscustomers and prospects.

my company. Back to the ofce. Back to

Here you are Mr. Jenkins. A checkfor $50,000. The rest will be wired to youraccount within two weeks.

spent the last four weeks trying to nd. Sure,

Fo te onlte le of sll siness is in te leof its cstoes n pospects.

Indeed it was the rst emotion to well up

It came a month too late, but nallyall the keys


33/60


34/60

SEC

TIO

N

II

protably.


35/60

35


36/60

36

I sold nacho cheese, gave water

to dozens of thirsty hikers, sold my

couch, and took my wife sailing for

our anniversary.

entirely ctionalized, the basis of each story

Caf and Doctors Ofce were anecdotes

ofce, increased customer complaints,

other difculties. In most cases, managing

Te bttle wit Tiegrowing

time at the ofce. The desire to expand his

customers, nd leads, close sales, and pay

onnished working in

Te Lck of resoces

rungrow

grow quickly and protably, youll wind

resources are insufcient for sustaining the

at least mention

a POwErFuL marKETINg PLaN

ofce or the number of employees you

Unfortunately, many business owners nd

a FuLFILLmENT PLaN

halt if you have no way to fulll the needs


37/60

37

ne

eistin

marketing and fulllment plans, these other

The Know-How Decit

could

sh farm. Lots of shiny things to chase

o

growth is difcult to achieve doesnt mean

will nd yourself on the road to unlimited


38/60

38


39/60

39

Yesterdays entrepreneur is not

Todays entrepreneur. Although

they have many of the same

characteristics (passion, vision,

risk taking, determination) their

challenges are completely different.

signicant portion of small business owners

Ol ws of Sellin dont wok

in the parking lot, but ghting my wayinto the ofces of cafeteria and food

effort to nd a nacho cheese provider.

Ol ws of mnin Contcts

dont wok

benet.

And where is the efciency? When the


40/60

40

Ol Contct metos dont wok

(including les, pictures, and all kinds of


41/60

41


42/60

42

In fact, of all the marketing and sales

techniques that have been touted

in recent years, this one will have a

bigger impact on your business than

any other strategy you might use.

I oin to eel one of teost poefl secets fo sll sinessot.

Te mste of te moent

People b wen Te ae reto b

think

family. And nally, once your thoughts


43/60

43

or service today. The benet of letting ourminds wrap around an idea rst is that, as a

Ill show you how in a minute, but rst lets

People Like to b, bt Te dontLike to be Sol To

People b Fo Tose Te Like

n TstThere was one specic example in the

However they were not the rst people I

After a half dozen calls, I nally contacted

the benets of sailing, and called to see


44/60

44

difcult to include a generous tip or want

oating out of this place. At which point

says, See, Im about ready to take ight


45/60

45


46/60

46

When rst starting their companies, most

toconsistent, effectie, le e follo-p.

business for a while. In her rst few months,

ofcer.

the time the neighbor got around to nding

To compete in this age, to make

your business grow, you need a

new method for bringing in more

customers and prospects.


47/60

47

yo Cnt Peict te Fte

to ll their needs.

important role to ll in your business. YOUls

Te Ne w bils Lon Lstin(Protable) Relationships

someone else is ghting for the attention of

that theymight not know about.

always nd a way to keep in front of your

they nally make a purchase.


48/60

48

what your rst-time customer will feel like

for high priced radio ads, youll nd more


49/60

49


50/60

50

The key to small business growth

relies heavily (if not implicitly) on

computers and the Internet.

rst lesson Robert Jenkins ever learned... the

experience was the rst story included in

Te se of coptes n te Intenet scopletel eoltionize te sllsiness ones ie n ne teiot.

Te Intenet hs Cete NeConse

around town to nd what they needed.

Sll bsinesses he moePospects aNd moe Copetition

can easily drive to your ofce. Thanks to the

your advantage, this seeming benet could

Copte Sstes he Stelinedtses n Pocesses


51/60

51

rolodex or ling cabinet doesnt work.

individual emails or sort through les to nd

technologys nest achievements at yourngertips.


52/60

52


53/60

53

When I wrote this it was with one

purpose in mind... to share the

extraordinary power of automation

with every small business owner I

could. And if I achieve nothing else

with this book, I hope at least to

achieve that.

ltite

the small business gauntlet they nd

more than that... they nd the time, tools,

Te Poe of atote Follo-p

the benets of automation, rather thantracking their request, nding and sending

Once this visitor lls out the webform with


54/60

54

The prospect goes to their email and nds

Hey, I hope you enjoyed the freereport. Did you know that product x doesexactly what the report suggests?

peeteine,peitten, pesonlize

a postcard the rst week, an email the

communication owing, the better off

Te Poe of atote Pocesses

simplied. With the right system you can

and set up notications for failed credit

words, your billing becomes a simplied


55/60

55

Te Poe of atote Tsks

But that doesnt mean it has to be difcult

add signicantly to your sales (without

prospect data into specic lists?

communication, and more prot. And a

only a few of the benets an automated

business can be simplied, time-reduced,

will nd ways to make your business more


56/60

56


57/60

57

business owner who nds themselves in

help you to signicantly grow your business.

might nd some success running manual

grow quickly and protably.

rst hand. Join us for a FREE, online demo

yo cn esil ie eo of oketin totion softe t:.infsionsoft.co/eo

maSTEr OF ThE mOmENT


58/60

prots, and grow your company.

S

EC

TIO

N

III


59/60

59

Follo-p Sccess mnl

.infsionsoft.co/otons

genete moe Les

Sple 1:

Sple 2:

Sple 3:

Sple 4:

Sple 5: Dentist Prots Lead Gen WebsiteSple 6:

Sple 7:

Sple 8:

Sple 9:

Sple 10:

Sple 11:

Sple 12:

Conet Pospects to Cstoes

Sple 13:

Sple 14:

Sple 15:

Sple 16:

Sple 17:

Sple 18:

Sple 19:

Tips n Ies 1:

Sple 20:

Sple 21:

Sple 22:

Tips n Ies 2:

Sple 23:Sple 24:

Sple 25:

Sple 26:

Sple 27:

Tn Cstoes Into rin Fns

Sple 28:

Sple 29:

Sple 30:

Sple 31:

Sple 32:

Sple 33:

Sple 34:

Sple 35:

Sple 36:

Sple 37

Sple 38:

Sple 39:

Sple 40:

Sple 41:Sple 42:

Sple 43:

Sple 44:

Sple 45:

Tie It all Toete

To access the Success Manual (whereyou will nd proven marketing samples,templates, and ideas) go to:

www.infusionsoft.com/motmbonus

59


60/60

when he rst logged on with a Prodigy

primarily to the massive inefciencies

Date post:	03-Apr-2018
Category:	Documents
Upload:	chirikaua
View:	220 times
Download:	0 times

Master of the Moment

Documents