“The hunter in pursuit of an elephant does not stop to throw stones at birds.” ~ Ugandan proverb
The words rocked me when I read them for the first time. The weight of that truth. The multiple layers of application, personal and professional. The visual texture of the metaphor.
It’s amazing how much wisdom can be found on boxes of tea these days…
The ideas of purpose, focus and the proper use of time become increasingly important to me. There are so many demands on my time, energy and resources, it’s critical to figure out which are elephants and which are birds.
The cool (and simultaneously challenging) thing is, by and large, it’s up to you to decide which is which.
What are YOU pursuing?
One of the major components of the business growth model Michael Zipursky shared during last week’s training was defining who your ideal clients are. (FYI, you can see the replay of the 1-hour training here.)
Again, you get to pick who they are. You also get to decide, to a degree that would astonish many people, HOW you will work with them.
I don’t necessarily mean big-money clients when I say “elephants,” although there’s nothing wrong with that. I mean whatever is meaningful to you. Here’s the catch: most of us never define what’s important to us. We kind of just drift through life. Maybe we pat ourselves on the back when we avail ourselves of opportunities as they pass. But how many of those opportunities are “birds” that happen to land in our paths?
What’s important in your life? In your business? Pursue it like a hungry cheetah chases it’s next meal. Ignore as many insignificant things as possible. They’re wasting huge chunks of your time (aka your life)!
That means you have to figure out what your purpose is and focus on it.
A Stimulating Conversation with a From-Scratch Millionaire
Quick story.
On Monday, I had the chance to sit down and chat with one of my clients. His life is one of those true rags-to-riches tales. He showed me a YouTube video of his oldest son, who has also become a millionaire, giving a presentation at a major event.
I (strategically) asked what he attributed his son’s success to. He boiled it down to 3 main factors:
Intelligence
Insane work ethic
Fearlessness
Both my client and his son have earned millions of dollars by choosing their elephants, expending massive amounts of energy pursuing them (working smart AND hard) and ignoring the insidious feeling of fear that would tell them to chase something smaller, less dangerous and easier to catch.
Forgive the alliteration. It might get a little crazy in here.
Connection. Conversation. Content.
Eleven months ago to the day, I did a Google Hangout with Roger Courville. Roger’s question to me was “How do you connect with people?” It’s a topic I feel like pretty well-equipped to answer.
Roger, on the other hand, is the KING of connectorship (which is a term he coined). He’s a genius in every sense of the word.
During this 50-minute conversation, we talked about my dark past in retail management, how that led me to explore the copywriting and how even in that stifling environment, people can connect with each other through content, and giving.
We also discussed the forces that make copywriting and content marketing connectors, from person to person, business to customer and business to business.
This hangout will benefit you because you’ll learn
what makes deep connections happen
how to be more customer-centric, even when time are hard
why giving is so important, and how to be more intentional about your giving
the various forms content can take, in real life as well as online
the best advice on the planet for copywriting that really connects
and plenty of other stuff.
It was a fun conversation with a good friend I don’t spend enough time with (and one of my all-time favorite clients). Have a look:
We recorded this conversation the day after my then 7 year-old son broke his arm. In all the hustle and bustle, I forgot to share this with you sooner.
I recommend you also check out Roger’s website and look him up on social media. He’s one of the smartest guys I know, and also one of the coolest and most generous. You’ll like him. More importantly, you’ll learn from him.
(FYI, Brother Roger wrote THE book on how to create webinars that rock — in 2009. His thinking is always cutting edge, yet practical. As I said, he’s the king of connectorship.)
I hope you enjoyed the webinar I did with Michael Zipursky (CEO of Consulting Success) yesterday as much as I did. If you missed it, or just want to watch again, check out the replay here.
Michael explained step-by-step how consultants and coaches can set up a marketing system to consistently attract more clients.
At the end, he offered a way for you to get help with your marketingfor free. You see, Michael runs a coaching program where he teaches and guides you to create your own marketing system. And if you were paying attention to the case studies, his students often get massive results — almost immediately.
If you’re interested in talking with a top expert about your marketing and getting help to attract more clients, take action on Michael’s generous offer. This complimentary call is available on a “first come, first served” basis, and his schedule tends to fill up pretty quickly.
You may have noticed on the image above that Authority is the LAST step in the process. That’s almost the opposite of what you hear other experts say. The standard advice is to establish your authority right away, then you can start charging premium prices, etc.
Mr. Zipursky looks at it differently. He teaches his clients to take the long-view on authority. Yes, you should always be working on it, but a perceived lack of authority should never stop you going after what you want, making the biggest, boldest promises you can make (as long as you can deliver) and setting fees commensurate with the value you provide.
It reminded me of Robert Ringer’s book, Winning Through Intimidation. You don’t necessarily have to be the #1 expert to do great work. Always look for opportunities to provide the highest level of value you’re capable of delivering — to the clients who will benefit most and pay you accordingly. If you’re good enough to play in the “big leagues,” step on the field. Don’t worry about “paying your dues.”
2) There is a price for staying where you are.
We probably don’t think about business (or life) this way. We think of progress as moving upwards, mistakes and failures as going downward, and moving forward in a straight line when things aren’t changing.
During the webinar, Michael demonstrated how much we sacrifice when we don’t work with our ideal clients, on our ideal projects, on our terms. When we’re not charging as much as we’re worth, we’re throwing time and money away with every deal we sign.
If you’re not going up, you’re slipping down.
There’s also a price associated with progress. But isn’t success worth paying the cost?
If not, have you ever wondered how you go about finding the right copywriter to partner with your business and make your competition tremble with fear?
Listen up.
I recently had the privilege of being interviewed by former Olympic athlete, current podcasting machine, the one and only Fabienne Raphael, on her Marketing to Crush Your Competition podcast.
the right way for any copywriter or marketer to approach a project
the must-have ingredients of persuasive copy
when you should and when you SHOULDN’T hire an outside copywriter and
what success really means.
It’s just 31 minutes, but I think there’s some valuable content in there.
(If you’re at all interested in getting more familiar with me and what makes me tick, there are some personal details about me and my “backstory,” as well as a few insights into my worldview.)
Have you ever nodded off to sleep for just a few seconds – and somehow had an entire dream play out in that short span of time?
I think it’s happened to most of us at one time or another.
I don’t know the science behind it, but I don’t think it’s simply the result of an inaccurate perception of time that occurs when you’re sleeping (like the “dream in a dream” scenes from the movie Inception). Could it be that the mind is packed with energy, excitement and curiosity that is released the moment unconsciousness opens the door? The story doesn’t need to until in a logical, linear way; you brain looks at and plays with that curious energy from multiple angles. And it all happens in an instant.
Words are very much the same. When you read or hear a word, you immediately feel the feelings and remember the memories you associate with that word. You don’t think about the multiple ways Webster defines it. For me, “love” paints a picture of the Dina, the joy of my life.
We’re all like that.
There’s something similar at play in your business – or there can be. A well-articulated Unique Selling Proposition is packed with intrinsic meaning for the kinds of customers you serve. It resonates deeply with them.
You USP isn’t something you come up with so you can sound special, nor is it just something you think your target market wants to hear. It’s your story, stripped to its essence, at the point where it intersects with your customer’s story.
It’s not an issue of being unique for the sake of being unique. It’s about being uniquely-suited to produce the happy results your customers are searching for.
As John Carlton puts it, “This is the key to everything good that will happen in your business for the rest of your life.” It’s THAT important.
An incalculable number of forces conspire to prevent your should-be customers from buying from you.
The purpose of marketing is to neutralize all those obstacles preventing a potential customer from acting in his own best interest (that is, doing business with you).
But before it can do that, there has to be some compelling reason why anyone should buy from you. That is not a marketing function, per se. It’s a matter of creating an outstanding product or service.
“Advertising doesn’t create a product advantage. It can only convey it…No matter how skillful you are, you can’t invent a product advantage that doesn’t exist.” ~ Bill Bernbach
Compelling copy is extremely important. But most copywriters will admit…if they’re knowledgeable and honest… that presenting a great product to the right audience is MOST of the work.
– Great messaging for a worthless product won’t accomplish much in the long run.
– Strong marketing aimed at the wrong crowd will miss the mark.
On the other hand, if you offer a product that scratches a specific itch in that hard-to-reach spot on the back of a specific audience, any marketing message you create has inherent persuasive power. The Unique Selling Proposition itself grabs the attention and interest of the potential customer.
“This is EXACTLY what I need!” he might think to himself. That’s when he starts selling himself on the idea of buying from you.
That’s why it’s so critical for entrepreneurs, salespeople and marketers to discover their own USP and articulate it with clarity.
The point of marketing is not simply to sell whatever you’ve got. Marketing starts with making sure you’re selling something people want and need. Then you find ways to help your target audience experience the advantages of buying your product or service.
P.S. “A gifted product is mightier than a gifted pen.” ~ Gary Bencivenga
As people become increasingly savvy when it comes to weeding out ads, we have to get increasingly adept at communicating valuable messages about things that matter to people. That starts with having a gifted product, not being a wordsmith who uses flowery words to describe his crap.
By now you may have seen the Tesla “insane mode” video. It shows the reactions of unsuspecting passengers when the driver of the electric car takes the car from 0 to 60 miles per hour (96.6 kph) in just over 3 seconds — with no engine noise.
Your business has an insane mode, too. If and when you press the button, your sales can leap forward without warning. Profits can skyrocket. Marketing materials and sales pitches that used to fall flat start to perform like crazy.
I’m not the kind of guy who would present a “one size fits all” solution for success in business…but the one thing that can most consistently, most radically transform a business’ results is the discovery, articulation and integration of its unique selling proposition (USP).
“Yeah, I’ve heard this all before”
Fair enough. If you’ve been in business any length of time, you undoubtedly have heard about how important a USP is. You’ve probably even spent some time thinking about what your USP might be.
When you found out that the kind of thinking you have to do is hard work, did you press forward or quit?
When it seemed like there was nothing truly unique about your business, did you decide the only competitive advantage you have is quality and customer service? Did you really think that was a good enough answer?
You’ve heard it before, but how far did you go to enable your insane mode USP?
The right USP can change an entire industry. (Just ask FedEx or Domino’s Pizza.)
It can reverberate around the world for decades. (Everyone knows which candy melts in your mouth, not in your hand.)
Jack Welch famously said, “If you don’t have a competitive advantage, don’t compete.”What gives you the right to step onto the field to play with the big boys?
If you haven’t figured that out yet, you have some work to do.
The early bird catches the worm, as the old proverb says.
Sometimes I think that’s a rather destructive piece of advice.
Earlier this month, I shared a few of my most useful productivity tips with Carey Green. We were talking about my contribution to his new book Entrepreneur Mind Hacks Part 1. The dual volume series is a compilation of tips from some of the brightest entrepreneurial thinkers in the game today (like Seth Godin and Cal Newport), as well as powerful insights from thinkers of the past (like Winston Churchill).
Somehow I sneaked into the roster.
During this interview, Carey and I talk about:
why “early to bed and early to rise” isn’t always best
one of the many business lessons I extracted from sermons of an itinerant 18th century preacher
generosity versus greed in business
why humans need to stop treating their brains and bodies like machines during the workweek
how two different Schwartzes (Gene and Tony) forever altered the way I set up my schedule — their advice will revolutionize your productivity if you listen and apply
step-by-step instructions to discover your unique rhythms
how God made you different — and what you need to do to make the most of that fact.
We also got into copywriting and marketing a little bit. I talked about how important persuasive copy is, but there are two things that have far more impact on the punching power of your sales messages. Most decent copywriters are aware of this. That doesn’t mean they’ll talk about it in public.
Carey was a great host. He’s also a top-notch businessman and MAN. The world could use more like him.
Selling is a transfer of enthusiasm from one person to another.
This is one of the common definitions of selling — and it’s a good one. It’s the job of the salesperson to connect the inherent benefits of a product or services with the needs and desires of the potential customer. For the buyer, getting what they want is something they can get excited about. The person doing the selling oftentimes has to find the enthusiasm-inducing elements and bring them to the top. And the more impassioned he is about those benefits, the more persuasive his presentation will be.
We’re all selling something. We might as well get good at it.
Last month, Ash Patel over at ClearSales interviewed me about big lessons I’ve learned selling products and services face-to-face and through the written word. I answer sales-related questions for people who find themselves in selling situations but don’t always think of themselves as salespeople.
The interview lasts 40 minutes:
You can take a look at the raw transcripts in the ClearSales blog.
Ash delineated 11 separate takeaway lessons:
Personalize sales message (generic is BAD; any sales conversation should feel one-to-one)
Focus on the customer, not on yourself, your company, or even primarily on the product itself
Keep following up
Sell the outcome, not the tool itself. This sounds obvious, but I’m constantly surprised by how many entrepreneurs, marketers and salespeople revert to selling their “thing” rather than the transformational results it produces for the buyer
Avoid jargon and corporate talk, unless that’s the language your customers speak. A conversational tone usually works best
Educate your prospects. It’s a great way to share value and position yourself as an expert at the same time
Be strategic
Spend at least as much energy converting and retaining clients as you spend on chasing new ones. The best new customer is a satisfied old customer
Recognize your own value. Confidence is a huge factor in successfully transferring enthusiasm
Communicate that value. It’s not bragging if it’s true, right? Plus, you’re not bragging — you’re helping potential customers see all the ways you can make their lives better. Don’t be shy about making the world a better place in your own unique way.
Email marketing results are measured in a few different ways: open rate, clickthroughs, revenue, etc. Open rate is one of the most widely-used and probably the one we have the most control over as marketers.
Emails that don’t get opened don’t accomplish much else, so it’s a good place to start.
I wanted to share the best email subject lines I used in 2014, as measured by open rate. These results are from my own email newsletter. Subject lines from my client work went as high as 81%, which is more of a testament to the quality of the client’s relationship with his audience than my copywriting abilities, all the way down into single-digit percentages. I don’t like to talk about that part.
Here are my top five from last year, and why I think they worked so well. There is also a quick summary at the end with key takeaways you can use right away.
#1: Kindle Book Giveaway from Two of My Favorite Marketers – 47.3%
No matter how overused it seems, “free” still works. But in a time when there’s so much information available for no charge, even free stuff needs to be sold.
Because I’ve earned the trust of my subscribers, and they know I won’t put anything in front of them unless it’s valuable (or fun), they listen to my recommendations most of the time. Pointing to a helpful free resource sounded like a good idea to them.
Note: the 3rd highest open rate I achieved in 2013 also pointed to a giveaway, also a Kindle Book. “One of the World’s Most Trusted Email Marketers Wants You to Have This” got a 48.6% open rate.
#2: Why You Should Stop Thinking Big – 45.7%
Taking a position opposite what is popular also gets attention and generates curiosity. Common advice is almost always to think big. Saying that someone thinks too small is an insult.
Bigger isn’t always better, as the classic Volkswagen ads have proven.
Subtly, this subject line also implies that the reader is doing something wrong, something they never even thought to question. Curiosity and self-interest practically force him to open the email to find out if he’s making the mistake of thinking too big, and how he can fix it.
#3: <First Name>, This Is Probably the Main Thing Holding You Back – 44.2%
This subject line also speaks to the reader’s self-interest. If you’ve felt held back at all…if you you haven’t made as much progress as you had hoped…you want to know why. And how to fix it. This wording implies that there’s “insider information” as to what’s preventing you from being as successful as you want to be and offershope that there’s a solution close at hand.
I believe the body of the email offered some darn good insights that helped my readers move forward.
Adding the recipient’ first name to the subject line may have also had an impact. I rarely do that, so this subject stood out as extra personal.
Taken in isolation, this is the most profitable single email I wrote all year.
A lack of assertiveness is a major pain point for me. A good portion of my list share some of my personality traits, so quite a few of them have the same problem.
On the other hand, many entrepreneurs, leaders and people in sales positions (who make up the majority of my audience) have no problem with being assertive, but they may worry about coming on too strong. I wasn’t aiming this email at that crowd, but I’m sure some were drawn in anyway.
In fact, I wrote this email because of how much havoc my passive disposition was causing in the way I managed my time. Because a lot of my readers are a lot like me, I researched and wrote for myself, knowing it would help them as well.
A lot of your readers are a lot like you, too. Or, they’re a lot like the persona you’ve created for your business, brand or spokesperson. That perception of interpersonal similarity and shared values goes a long way. Make the most of that resonance.
#5: Writing Copy to Sell Your “Crazy” Offer – 44.1%
My newsletter supposed to be about copywriting. Most of my readers connect with me for that reason. So it makes sense that subscribers would open an email that explicitly states it’s about writing copy.
Also, everyone on my list would like to get more sales. I’ve made a promise in the subject line to help them out in this area.
This subject also connects this email to the previous one. Anyone who had read the previous newsletter (which was the 7th most-opened email of the year) would see a connection and probably want to follow the “continuing saga.” The tie back to the last email opens a loop that can only be closed by reading the current email.
Speaking of crazy offers, have you heard about this one from Art Van Furniture?
Who wouldn’t like free furniture?
This store is driving action (sales) by making a crazy offer: if it snows more than 3 inches on Super-Sunday, anyone who buys furniture during the promotional period will get a full reimbursement.
Key Takeaways for Writing Subject Lines that Get Emails Opened
— Freebies still work. But just because they’re free, doesn’t mean you don’t have to work hard to sell them.
Speaking of free, Creating Business Growth, a book I’ve co-authored, is available on Amazon Kindle for no cost until January 5th. It has already reached bestseller status in several countries. Get your copy here.
— “Curiosity is the strongest human incentive.” Claude Hopkins
— Appeal to the self-interest rather than the coolness of the thing you want to talk about. (E.g., this email is about email subject lines that have worked well for me, but I’m writing it because I know you’re looking for ways to continually improve your email marketing results.)
— Solve problems. Offer hope.
— Remember the values you share in common with your subscribers. More than we tend to realize, people are looking to connect with people who are like them. When they see themselves and their values reflected in others, it’s naturally attractive. As C.S. Lewis said, “Friendship is born at that moment when one man says to another: ‘What! You too? I thought that no one but myself…'”
— Email series work well. Leaving open loops from one message to the next increases readership. Talking about your chosen topic more than once also helps drive the point home.
— Make big offers. You can’t bore people into opening your emails.
For exclusive training to help you write better emails, faster than you may think possible, check out Inbox X-Factor.
