Welcome Warwick Merry 'Energise Yourself & Get More Clients'

This Forum invites a number of experts to be a guest for one week and control discussions on specific topics. The public can gain a great deal of free information from reading the posts, but only members may write posts, add to discussions and ask and answer questions. I hope that everyone enjoys the forums and topics that will be featured.
Barbara Gabogrecan
President

Welcome Warwick Merry 'Energise Yourself & Get More Clients'

Postby Barbara Gabogrecan » Thu Sep 13, 2012 8:25 am

ImageI am delighted to be able to introduce Warwick Merry to you, also known as the 'Get More Guy'

Warwick describes himself as being part Robin Williams and part Tony Robbins. He says he is a high energy, results focused, action oriented, no holds barred tour de force keynote speaker, Expo Guru and MC.

WOW - now that is a lot of adjectives to describe one guy!

But he must have it right as his audiences rave about him and the positive impact he has made on their workplace and their lives. They love his down to earth approach and how engaging he is. He specialises in engaging with people and turning Prospects into Clients.

Not only should we have an exciting week reading what Warwick has to say - but I am hoping that readers will also want to take part in the 'mix' and show Warrwick what they are made of!

Cheers
Barb
Barbara Gabogrecan assists HBB's to market their business online
http://www.HomeBasedBusinessAustralia.org

Barbara is an artist specialising in silk painting; her video is on page one of You Tube http://youtu.be/1ZA9HObN_Go
http://www.SilkPaintingByGabogrecan.com/

Having survived a stroke and a brain tumour, Barbara wrote a book titled 'Thank God I Had a Stroke' to motivate and inspire others suffering from similar afflictions.
http://GabogrecanStrokeRecovery.com/
Barbara Gabogrecan
 
Posts: 341
Joined: Sun May 03, 2009 12:57 pm

Re: Welcome Warwick Merry ' Energise Yourself & Get More Clients

Postby Warwick Merry » Thu Sep 13, 2012 1:56 pm

Woo Hoo! Are you ready? :mrgreen:

I would love for next week to hold some amazing discoveries for you. To make that happen, I would love to get from you what you need in your business.

I mean I could bang on about my stuff and let you know my ideas on what you need to do to stay energised and achieving your goals (and let's face it, I will still do that). But these "conversations" will be far more relevant if I can specifically address certain issues that you may have or stumbling blocks you have hit. So jump on in the deep end and share a bit about your situation so I can better target the conversation.

To get you started, here is a short (under 2 minutes) video on making sure that you have the right gear for what you do.
http://youtu.be/TbszJitvVTY

Also, just so you know who I am, this is me
Image

See you on the message board!!

Warwick
________________________________________________________________
Warwick Merry is The Get More Guy. An expert in how to Get More results.
He is also the Co-Founder of The Exhibiting and Sponsorship Institute.

For further information visit www.warwickmerry.com or www.EASInstitute.com
or contact him on 0408 592 158

Image
Warwick Merry
 
Posts: 16
Joined: Thu Jul 19, 2012 3:12 pm
Location: Earth

Re: Welcome Warwick Merry ' Energise Yourself & Get More Clients

Postby Kathie Thomas » Fri Sep 14, 2012 6:12 pm

Hey awesome that you're here Warwick. We are in for a lot of fun! I just know it. But then I'm probably one of your biggest fans - along with many others of the VA Community. :D
Kathie M. Thomas, AFAIOP, MVA, ASO, Author, Speaker, VA Coach
"A Clayton's Secretary"®, Award-winning Virtual Assistant Services and Network, Est. 1994
Web: http://www.vadirectory.net
VA blog : http://www.vadirectory.net/acsblog/
VA Training: http://www.vatrainer.com
Kathie Thomas
 
Posts: 39
Joined: Sun May 03, 2009 2:20 pm
Location: Selby, Victoria

Re: Welcome Warwick Merry ' Energise Yourself & Get More Clients

Postby Geoff Haw » Fri Sep 14, 2012 6:53 pm

Gidday Warwick, Nice to see you on screen, in your cold weather gear! I lived in cold Canada for a year - down to minus 40 - so understand what feeling cold is like without the right gear.

I'm looking forward to an interesting week with you. One of the things I do is work with people - usually seniors - on writing their life stories into book form. Many of them have hand-written their stories so of course need to be uploaded onto computer for formatting, editing, etc. I've found excellent value in the Nuance Dragon Naturally Speaking Premium program - and it is truly the right gear for that job. (I'm a Home based biz, with two of us involved in it.)

However, I'm interested in your views on how far we should go with having our own equipment. Several years ago I reached the conclusion (it wasn't hard) that rather than risk using someone else's dodgy equipment and be let down, I'd rather have my own. Sure, it's tax deductible, but what do you think of my philosophy, and how far should we go before we over-capitalise? I'm not prepared to keep replacing stuff every year or two, so it's a matter of judging what to buy. Then again, what's you view on leasing equipment?

My second query is to define the most cost-effective ways of marketing our businesses? I think I know some answers, but would appreciate your experience on this.

Thanks, Warwick. Geoff
Dr Geoff Haw, Sagacity Services
PO BOX 4007 NARRE WARREN SOUTH VIC 3805
T: +61 3 5998 4932 M: 0418 580 081 E: geoff@sagacityservices.com.au
• Civil Celebrant / MC: http://www.celebratetoremember.com
• Job Applications
• Writer / Editor: http://www.writeyourlifestory.com.au
• Trainer: Public Speaking / Leadership
W: http://www.sagacityservices.com.au
Geoff Haw
 
Posts: 40
Joined: Sun May 03, 2009 1:52 pm

Re: Welcome Warwick Merry ' Energise Yourself & Get More Clients

Postby Warwick Merry » Mon Sep 17, 2012 9:57 am

Good Morning everyone! Welcome to Get More Clients and Get More Energy!

I am looking forward to what will come out of this week of interaction. I am also grateful for the opportunity to share some of my ideas and thoughts.
Having said that, it is important to note that anything I write is "MY" understanding. I want to be the first to say that there is more that one way to do anything. I may not always have it right but I am sharing the experience I have had with all of my clients and my own businesses over the last 15 years and working corporate for 10 years before that.
So while you may disagree with what I say, can I ask that you "try it on". You may be surprised at how it fits.

So thanks to Kathy and Geoff for dropping by with some comments and questions. Today's writing will be about Geoff's question, "What is the most cost-effective way of marketing our business?"

The short answer is to go back to your existing clients and say, "Hi, you loved the xxxx you bought. Just letting you know we also have yyyy and as and existing client here is the bundle deal we will do for you." The commonly spouted figure is that it is 5 times cheaper to sell to an existing client than it is to get a new one. Most of us will have heard that before and still not act on it. So in terms of sales, I would start with existing clients.

I am sensing that the question was focussed on getting NEW clients, so let me address that. There are so many ways to choose and so many others to get sidetracked with. I also love how you said "cost-effective" and not cheapest. There are too many people who look for "cheap" without measuring the results and cost effectiveness. Social media streams (free outlets) are clogged with people saying, "buy my stuff, buy my stuff, BUY MY STUUUUFFFF!" All they are doing is screaming desperation, annoying their fans and not getting the sales they want.

So to answer the questions, marketing is not about a "Way" but about a "Campaign" so you actually need to shift how you look at it.

Start with the very basics. Who is my target market? What do they do, where do they live, what do they eat, where do the shop, what do they drive, what do they wear, how big is their family? Get incredibly specific. Too many home based businesses think, "I can sell my stuff to EVERYONE!" No you can't. Even if they need it, EVERYONE won't buy it. So get specific. Who is your ideal target market client?

Now you know who they are you will know where they hang out the most and where they will be open to marketing most. You can then build a campaign around that.
The campaign is made up of different touch points or steps to take action. The goal of the campaign is to get additional sales. Everything you do in the campaign is focussed around how do you get the prospect to buy from you. It may not be a direct sale, it may be get them to take action into your sales funnel that will ultimately end in a sale. It is important to maintain the focus that the intent of your campaign is ultimately to increase sales.

Here is an example. Let's say your business is Freddy's Family Photos. You take family photos of younger families. Typically mum, dad and kids under the age of 10. So your target market is families, not singles, not seniors, not couples, not weddings but families. If the other work comes to you then you do it, but it is not the work you seek out. You like to do work in your local area, so you really are marketing to young families with kids under the age of 10 that live within 10km of your home based business.

As part of Freddy's marketing campaign, they do the following:
1) Sponsor the local Little Athletics by taking action shot photos of the finals. Families can then get free copies of some of the shots by entering their details.
2) The email address sends the photos (with Freddy's water mark on it) as well as subscribing the family to the newsletter.
3) A week later they receive a letter with a small poster on regular paper. The poster is an image in the local park with the image of parents and kids blanked out so it can be coloured in (it alsy has Freddy's logo and contact details on the bottom) - There is an accompanying message saying "Hope you enjoyed the Little Aths photo. Here is an image for your kids to draw in your family. We would love to see the finished results on our Facebook Page"
4) 2 Weeks later send an email with a message saying "We love kids art but sometimes it doesn't catch the situation like a photo does. Here are some recent photos we have done and what the families have said about working with us. (insert 2 testimonials and some photos). If you would like to know more about having some family photos done, simply hit replay and one of our team will be in touch."
5) 2 weeks later send another email - As one of our Little Aths family, we would like to give you this special offer xxxxx. Simply hit reply and one of our team will be in touch to make an appointment

This is a simple example of a targeted marketing campaign. As well as the marketing campaign, Freddy also sends out a monthly newsletter with stories of families getting their photo's take, Photography tips and testimonials. This newsletter is a constant reminder to the recipients of what is available without saying "Buy my stuff!" It also adds value in terms of some tips, stories of the families (including when photo shoots go bad) so there is some entertainment. Every now and again it may contain a special offer.

The campaign works on building trust with prospect by slowly introducing yourself and what you do. It builds awareness by providing desired images with branding on it. It also showcases the quality of Freddy's work.
The cost? One day every couple of months taking photos at Little Aths. Some postage and printing for each prospect (no more than $5 per prospect) and some time managing the emails and database. Not a great deal in comparison to the value of a photo shoot.

By the way, there are other business where this approach WOULD NOT WORK!! It is centred around the target market. You need to appeal to them in a way that inspires them into action.

So your action is to define the following:
    Who is my target market?
    Where do they hang out and what do they like to do?
    How can I get them on my database?
    What 5 to 7 step process can I put in place to know me, like me and trust me?
    What is the irresistible offer I can make to them?

Love to hear any thoughts?

Enjoy the day

Warwick
8-)
________________________________________________________________
Warwick Merry is The Get More Guy. An expert in how to Get More results.
He is also the Co-Founder of The Exhibiting and Sponsorship Institute.

For further information visit www.warwickmerry.com or www.EASInstitute.com
or contact him on 0408 592 158

Image
Warwick Merry
 
Posts: 16
Joined: Thu Jul 19, 2012 3:12 pm
Location: Earth

Re: Welcome Warwick Merry ' Energise Yourself & Get More Clients

Postby Kathie Thomas » Mon Sep 17, 2012 10:38 am

Great tips Warwick. I do similar with my own business and one portion of my target market is Virtual Assistants. So I hang out at their forums having experience to share and knowledge to sell :) But it's always good to read how someone else puts it across and then reassess what I'm doing.
Kathie M. Thomas, AFAIOP, MVA, ASO, Author, Speaker, VA Coach
"A Clayton's Secretary"®, Award-winning Virtual Assistant Services and Network, Est. 1994
Web: http://www.vadirectory.net
VA blog : http://www.vadirectory.net/acsblog/
VA Training: http://www.vatrainer.com
Kathie Thomas
 
Posts: 39
Joined: Sun May 03, 2009 2:20 pm
Location: Selby, Victoria

Re: Welcome Warwick Merry ' Energise Yourself & Get More Clients

Postby Warwick Merry » Tue Sep 18, 2012 9:48 am

Image

This is THE MOST IMPORTANT PIECE OF BUSINESS ADVICE EVER!!!

Whatever your business is, you have to have fun.

The Minister of Fun once told me the secret. If it's not fun, don't do it. If you have to do it, make it fun.

Too many business owners lose track of this. I constantly come across WAHMs (work at home mums/work at home men) who decide that now the kids have grown a bit, they want to start a business.
The business starts and is low key for awhile. Then it starts to grow. All of a sudden they don't have time for the stuff they used to do. Coffee with friends falls by the wayside. They start working late into the night. Weekends become a distant memory. The business is doing ok but still needs a lot of hands on work to keep it going. It is becoming a real burden and the fun left months ago!!

Familiar?

It MUST be fun!

When I am working with my Exhibiting clients, they seem to think that when exhibiting it is all about business and you have to be serious because I am spending serious money, doing serious marketing and seriously wanting this to work. The best thing to do when exhibiting? Smile!! It is so attractive. Have fun with the visitors, have a bit of a joke and they will relax a bit and be open to your offering.

How can you make your office, your business, your life have more fun? We all know what it's like. Sometimes we are hit by such challenges that if we didn't laugh we would burst into tears. Most of these challenges, when reflected back on 6, 12 or 18 months later were not as important as we thought. So have a chuckle and look for the fun side. We are only human after all.

Too many business owners don't give themselves permission to relax, enjoy and have fun. It is like they are waiting for some authority to majestically grant them permission. Well if that is you, then here it is:

I, Warwick Merry - The Get More Guy, by the power granted to me by the Minister of Fun do solemnly, seriously and sillily give you the everlasting permission to have fun, laugh and play in all that you do. Should anyone question your permission, simply state that the Minister for Fun and the Get More Guy said you had to Get More Fun.

Whew!! Now it is safe to have fun. I am yet to find a situation where it is not ok to have a little fun. Think about a funeral. As you are at the wake chatting to others and reflecting on your friend, what is better for you? The time you are all serious, considering how sad it is or when you are laughing as you recollect the silly things that they said, did or enjoyed? It doesn't mean it is not sad or tragic but you can shift your perspective to the blessings they brought into your life.

Ooops, that's a little dark, but you get the point.

So how can you make your work fun? One of my business partners sends frog lollies with all of her invoices (her customers now fight over who gets to open the invoice). Others put one liner jokes in their news letters. Some share their stunning photos with their business network. Others simply smile as much as they can. When I am chatting to people and they ask "How are you?" I reply, "Delightful!" These are only little things but they make a huge difference.

I am committed to having fun in all that I do and I tell you, it makes things so much more bearable and enjoyable. What will you do?

Enjoy the day


Warwick


PS Did you know that smiling releases endorphins into the body? Did you know that endorphins are essentially human made morphine? Did you know that the body cannot tell the difference between a fake smile and a real one? So basically, if you start smiling (real or fake) your body will start to feel happy and your mind can only follow it.
Here are a few smiles if you need them :D 8-) :lol:
________________________________________________________________
Warwick Merry is The Get More Guy. An expert in how to Get More results.
He is also the Co-Founder of The Exhibiting and Sponsorship Institute.

For further information visit www.warwickmerry.com or www.EASInstitute.com
or contact him on 0408 592 158

Image
Warwick Merry
 
Posts: 16
Joined: Thu Jul 19, 2012 3:12 pm
Location: Earth

Re: Welcome Warwick Merry ' Energise Yourself & Get More Clients

Postby Warwick Merry » Wed Sep 19, 2012 9:22 am

Image

Arrrrr me hearties, its International Talk Like A Pirate Day http://www.talklikeapirate.com/
To get in to the spirits me buccaneers, Oi have put on me pirates gear so's I have.

Aaaaany way, to prevent further pain I will stop typing like a pirate!!

Today's method to Get More Clients is to Make It Easy.

I am stunned by the way so many stores make it hard to be a client.
Myer seems to have fewer and fewer service assistants. It is not uncommon to have to walk a big chunk of the floor to find someone to help you, let alone a person at a register to help you buy the item.
Coles and Woolworths have put in new self serve checkouts all over the place. It saves them a lot of staffing costs. While some of us techno friendly people love it, I have seen non-techno people tormented by them and the assistant not be able to tolerate the customer not getting it.

What about for us as home based businesses, how do we make it hard for people to be our customers?

I love to buy resources off the internet but if it is a multi-stage process, it just gets too hard. If I have to re-enter the same information over and over again, I have cancelled sales. I find it very annoying to enter all my details and then be sent to PayPal or some other payment gateway and have to enter them again. It is a lost sale if I like what you have and then have to ring between the hours of 10am and 2pm to order it over the phone. At Trade Shows, if we make people fill out forms to enter a prize rather than just put their business card in a bowl, we can miss a prospect.

Are you getting the idea?

Too many sales are lost or prospects missed because we are considering what makes things easy for me and not for you.

The cracker in my mind at the moment is ordering movie tickets on-line from Village. They spend a lot of effort telling everyone how easy it is to order on-line or on your phone. No waiting in line, pick your own seat, all nice and easy. Yet when you go to do it, there is an additional fee of around $2 for each ticket you buy on-line. Why would you do that? To my mind, having people order on line or on the phone will save staff costs, paper cost (no issue of tickets) and increase customer satisfaction. I would make it $1 cheaper and people will flock to it. Plus you then get all of their ordering details as they have to sign in to order. You can then do direct marketing to them. Surely that is worth something?

So how can you make it easy for your customers to deal with you? Here are some thoughts:
  • Accept credit cards
  • Give a rock solid guarantee (mine is a 200%, money back guarantee)
  • Have a single step check out
  • Smile when dealing with customers
  • Have accurate signage (don't laugh, some business signage is ridiculous)
  • Under promise and Over deliver
  • You pay the postage (increase the price to cover it if you need)

What will you do?

Arrrr.... enjoy talk like a pirate day ye land lubbers and Oi will see you on the ocean of business

Warwick One Eye Merry
Arrr
________________________________________________________________
Warwick Merry is The Get More Guy. An expert in how to Get More results.
He is also the Co-Founder of The Exhibiting and Sponsorship Institute.

For further information visit www.warwickmerry.com or www.EASInstitute.com
or contact him on 0408 592 158

Image
Warwick Merry
 
Posts: 16
Joined: Thu Jul 19, 2012 3:12 pm
Location: Earth

Re: Welcome Warwick Merry ' Energise Yourself & Get More Clients

Postby Kathie Thomas » Wed Sep 19, 2012 9:48 am

This is the second time I've heard this message in the past week and it's making me rethink how I have things set up on my own website. Am I making things too hard for people? Should I let them pay first and then fill out a form for any additional information not captured by PayPal or my merchant account service?

As for the 200% - does that mean you give them back double their money if they're not happy? :D

Although I can't imagine them not being happy, I know from experience of my own events that you give double what any other MC ever gives. You spoil it for them all!

Thanks for sharing Warwick and the new look suits you! :lol:
Kathie M. Thomas, AFAIOP, MVA, ASO, Author, Speaker, VA Coach
"A Clayton's Secretary"®, Award-winning Virtual Assistant Services and Network, Est. 1994
Web: http://www.vadirectory.net
VA blog : http://www.vadirectory.net/acsblog/
VA Training: http://www.vatrainer.com
Kathie Thomas
 
Posts: 39
Joined: Sun May 03, 2009 2:20 pm
Location: Selby, Victoria

Re: Welcome Warwick Merry ' Energise Yourself & Get More Clients

Postby Warwick Merry » Wed Sep 19, 2012 9:59 am

Hey Kathie

For my services it is 100% of their service fee, for my products it is 200% - I give their money back (that's 100%) and they can keep the product (thats the other 100%). Totally risk free.
But thanks again for your lovely words :D

I got frustrated with PayPal so I don't use it. My shopping cart only gets the information once and then passes what I want to me. Nice and easy. When the want something they click on it and go straight to the check out. No additional clicks along the way.

Enjoy

ImageImage
________________________________________________________________
Warwick Merry is The Get More Guy. An expert in how to Get More results.
He is also the Co-Founder of The Exhibiting and Sponsorship Institute.

For further information visit www.warwickmerry.com or www.EASInstitute.com
or contact him on 0408 592 158

Image
Warwick Merry
 
Posts: 16
Joined: Thu Jul 19, 2012 3:12 pm
Location: Earth

Next

Return to Guest Experts

Who is online

Users browsing this forum: No registered users and 1 guest

cron