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Dear business owner,
Before I jump into the deep end and tell you who I am and why you
should listen to me, let just make something very clear.
There are only THREE WAYS to grow any business. It doesn’t matter if
the highly paid consultant told you otherwise. Ask Kevin O’Leary from
Shark Tank and he’ll tell you.
The only 3 ways to grow your business are:
1. Increase the number of customers – this report contains 28
strategies you can use to do that.
2. Increase the number of times a customer buys from you – this
report contains 8 strategies to achieve that.
3. Increase the transaction size of each customer – this report
contains 4 different ways you can do that too.
That brings us to a total of 40 strategies you can implement right now in
order to grow your business. In fact, the businesses on the hit TV show
Shark Tank all use these strategies. If you implement them correctly,
you’ll be able to grow your business 8 fold in a very short space of time.
And here’s how.
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**How To Grow Your Business** 8 Fold In 12-‐18 Months Using These
Strategies I know that sounds kind of crazy, but I have witnessed it happen dozens
of times. Three of those times I did it in my own business. Once in the
90s when I built up a Financial Planning Practice to have 142 sales
people under me. And once in 2004 when I started generating 5,000-‐
10,000 leads PER day for my marketing business. And now I am in the
process of doing it again.
And here’s how you can do it too.
The trick is to double each one of the only 3 ways to grow your business.
Double the number of customers, double the number of times they buy
from you, double the amount each customer spends with you.
2 x 2 x 2 = 8
Let’s say you have yearly revenue of $250,000. If you double your
number of customers with just 2-‐3 of the strategies in this report, you
will be pulling in $500,000.
Then, lets say you double the number of times those customers buy
from you, your $500,000 become $1 million. Then you double the
amount each customer spends with you, and you are sitting on a cool $2
million in revenue. A crispy 8 fold increase. And trust me, it can happen
very, VERY quickly.
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Before you read on I have to attach a warning to this. There are dozens of
ways to use every single one of the strategies mentioned below. I am going
to give a brief description of how each one of the strategies have been
implemented before. Hopefully it will give you TONS of great ideas.
#1. Groupon strategy – you don’t really know Groupon
A lot people think they know how to use Groupon. But they REALLY
don’t. Here’s how most people use it. Sell 500 spots for some service you
provide and it sells out.
That sounds great, but it really isn’t. You have to discount your service
by 50%, and then give 50% of the remaining revenue to Groupon. That’s
a huge 75% discount! You can’t possible double your business doing
that. Your staff will be overworked and your service will be crappy.
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The right way to use Groupon: hire more staff on the day, pick a date
when you are not normally busy, and give your staff an extra Groupon
bonus.
This causes 3 things to happen:
• Customers will get a fantastic service when they come to your
business.
• Your staff can’t wait to serve Groupon customers.
• You take a loss.
But here’s the kicker. Get their email address and tell them you will let
them know the next time you have a big discount like this. Email them,
and offer them something for free. There is SO MUCH to this strategy, so
email me at [email protected] if you want to know more.
#2. Reputation marketing strategy – its all about
online referrals
This is actually one of my favorite strategies out there. It is simple, costs
next to nothing, and wildly effective.
Did you know that 88% of consumers trust online reviews as much as a
personal recommendation?
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Incredible isn’t it? Eighty eight percent of people look at online reviews,
and trust them as much as they trust their friend, brother, sister,
mother, father, or colleague’s opinion.
But here’s the real kicker: you can have hundreds of online reviews and
only a handful of real life referrals.
That means that each online review you get will work for you, like a tiny
little salesperson, selling your products and services 24 hours a day,
365 days per year. So I would recommend you collect a small army of
them.
#3. Search Engine Optimization
SEO is incredibly complicated, but we’ve found a very simple SEO
strategy you can implement yourself. And the reason is simple: Google is
still the King (and Queen).
Just think about the commitment a ‘Googler’ has to buying your product.
1. The consumer takes time out of their day.
2. They physically ‘look’ for your product or service.
3. They click on a link to view what you have to offer.
Compare that to ANY other form of marketing. Nothing else compares to
the quality of visitor Google and Bing can bring to your business. The
only problem is the “How”. There are too many SEO firms out there and
they do a horrible job of getting you new customers.
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Luckily, reputation marketing has a big effect on your rankings these
days. But the most important thing to do is ADD CONTENT to your
website, and then distribute it via Facebook.
It really is that simple. Google loves content. Every page on your website
is one connection to Google. The more connections you have, the more
traffic you will get.
Google loves ‘social’ signals. So by distributing your content via
Facebook you will be picking up a lot of those.
Don’t get me wrong. You can get A LOT more sophisticated with SEO,
but this is the simplest, easiest, and most affordable option out there.
#4. Virtual Tours – the forgotten Google secret
There isn’t much to say here except: do it! Google virtual tours gives
people a way to look at your premises online. This adds to the
‘transparency’ of your business. The more transparent you are, the
more trust you create. Trust = $$$.
#5. Blogging – my secret weapon
Blogging is the most valuable marketing tool you have in your tool belt.
Unfortunately, businesses hardly EVER blog. And when they do, they do
it wrong.
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There are three main reasons why you want to have a business blog:
1. Websites with an active blog receive 6.9 times the amount of
traffic than websites without one.
2. It builds a very loyal following who you can repeatedly sell to.
3. Dozens of other marketing strategies will be useless without a
blog.
Point #3 is probably the most important. You can use your content to
market on Facebook, LinkedIn, Twitter, YouTube, Viral Marketing,
Influencer Outreach, and about a dozen more. Without blogging you will
be restricted to expensive forms of marketing.
My business makes at least $80,000 per year from my blog in new
business. Notice I said NEW business. That doesn’t include repeat
business, or upsells. Just new business. And I pay NOTHING for that
traffic. Now I can spend an extra $7,000 per month paying for traffic
that otherwise wouldn’t have known about me and my business.
Trust me, it is worth it.
Like I mentioned before, each blog post you write is a connection to
Google, and the more connections you have, the more traffic Google will
send you.
Well, each blog post is also a connection to a potential customer. The
more connections you have, the more potential customers. By educating
people and proving value, they will become much easier to do business
with. People hate being sold to, but they love buying things. But to buy
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something they have to trust you. You can easily build trust and
authority via blogging.
I would recommend you write about 17 blog posts per month. I know
that sounds like a lot, but you can hire someone to take care of that for
you. It doesn’t cost as much as you might think.
#6. Facebook – my personal goldmine
From 2004 – 2010, Google was my goldmine, but that quickly shifted to
Facebook once they got their house in order. There are thousands of
markets you can target, and there are about 200 ways to market to
them. So no matter what you do, you can find your audience on
Facebook and you can get them through your door.
Even though there are hundreds of ways to reach out to your audience, I
will share two methods I have used in the past with tremendous
success.
No 1 – From Facebook to Squeeze page
This is very basic. You run a Facebook ad to your target market and give
them something in exchange for their contact details. We usually only
ask for an email address. We then build rapport with a very specific
email sequence (more on that in a minute).
The trick here is to find the right audience and match it to the offer. We
got a $2.41 cost per acquisition in a recent campaign for a client.
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Compare that to people doing $5 per CLICK on Google. Whilst our
competition is paying $13-‐$15 CPA, we’re cutting down 5 fold.
It is very tricky to achieve that kind of CPA though. You need to overlay
two specific audiences and combine the offer to match them both.
e.g. to give away this report, we’re running a campaign to ‘Business
Owners’ who have showed an interest in the T.V. series Shark Tank.
Granted, this topic needs its own 50 page report, so I cannot go into
every detail here. But if you want to implement something like this for
your business, we would be happy to give you some guidance. Simply
email me at [email protected] or give us a call. Our contact
details are at the end of the report.
No. 2 – build your Facebook audience via blogging
This is a very effective strategy, because it works better than the simple
‘Facebook to squeeze page’ in the long run. You build an audience over
time. And with that continuous exposure comes trust.
So how does it work?
Again, find a target market on Facebook. Write tons of helpful and
lighthearted articles that are packed full of personality. The web is a
social place these days and there is no room for robotic personalities
online.
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Then, boost those articles to your target market. They will see you and
your content week in and week out. Not only that, your organic web
traffic will grow over time as well.
If you want to get really fancy, you should do a “Force Multiplier” which
will cultivate your audience on steroids. Doing it is rather simple. Drop a
‘custom audience’ pixel on your website. Facebook will record every
single visitor who comes to your website and build a custom audience.
You can then market to those people. Run ads to them in the form on
content, and ‘like’ campaigns.
So you will basically be retargeting a more specific and active group of
your market.
#7. Twitter marketing
Twitter is a little more difficult than Facebook. The only reason for that
is because the traffic is much lower quality (in my experience).
However, things have gotten a lot better over the last few years.
If you don’t have a Twitter account, then make sure you get one, start
Tweeting, and then, start running ads.
It all comes back to content again. So much of the internet is about
sparking conversations and giving away useful information. The days of
beating people into your ad are pretty much over. So the best way to get
good content is to have a blog. Run ads to your content, and you will see
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a flood of traffic coming to your site. One of the major advantages of
Twitter is that traffic is cheap and they LOVE to share content.
Are you starting to realize how valuable a blog is?
#8. LinkedIn
LinkedIn is pretty much the same as Twitter and Facebook when it
comes to getting more customers. You add content, run traffic to that
content, and build an audience. The only obvious difference is that it is
B2B. A lot of people like screaming at the top of their lungs that there
are hundreds of differences. But essentially, at a very basic level, it is the
same.
#9. Reddit
Reddit is a unique beast. Most business owners don’t know anything
about Reddit, but here is a quick screen shot of how many visitors they
got in one month:
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Yep, that’s 2 billion page views. In just ONE MONTH. And once again,
this strategy comes down to content. Submit content before 5PM EAST,
and make sure you understands Reddit’s algorithm.
The more up votes you get in the first few hours of the post, the more
exposure you will get. Here is a quick chart to explain it:
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Also, the first 10 upvotes have the same impact as the next 100, which
have the same impact as the next 1,000. Controversial stories don’t
work very well, because they will have the same number of up votes as
down votes, and will be buried amongst all the popular stories.
But of course, you can always just buy traffic from Reddit which is the
easiest option. Choose ‘subreddits’ and make it as targeted as possible.
#10. StumbleUpon
This couldn’t be simpler. Use the articles on your blog and add them to
StumbleUpon’s paid discovery. The targeting options aren’t as good as
Facebook, but the traffic is super cheap. You can even use this traffic in
order to build a more relevant custom audience on Facebook pretty
quickly.
#11. Double Click
This is the oldest form of driving traffic on the web. Basic banner
advertising. This can work incredibly well and can send you all the
traffic in the world. You can easily spend $50,000 per day and drive
millions of visitors to your offers. It is exactly what all the big companies
out there do. However, you can be a little smarter about it. Go to
http://www.google.com/doubleclick/ to find out more about this kind
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of traffic. You could also join Advertising.com if you want to set up really
big campaigns.
#12. Native Content Marketing – it is all about the
content
Everything I have talked about in this report that involves your blog is
called Native Advertising. Advertising an article on Facebook is Native.
The same with Twitter, Reddit, and StumbleUpon. However, I thought I
would give this its own little section since there is so much more you
can do.
You can drive a steady stream of interested readers to your blog for $10
per day using Outbrain.com. It is a content discovery platform that
targets people based on the websites they visit.
Have you ever noticed on large news websites it says “Content from
around the web”. Well, that is native advertising via Outbrain. Basically,
they distribute your articles to relevant premium websites, like news
websites, and authority sites in your niche.
You may also want to checkout content.ad or revcontent.com. All of
them can give you really cheap traffic, and you can build a nice custom
audience with Facebook.
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#13. Email marketing – you are doing this all wrong… I
guarantee it
Most small business owners don’t really use email in order to reach
customers. And it isn’t a coincidence that big companies do. The reason
why they are so big is because they use all of these 40 strategies.
I am going to talk about using email to get more business from existing
customers later. That’s easy. What isn’t easy is getting NEW customers
using email marketing.
It basically boils down to this: you have to find someone else’s email list
and mail a promotion to their customers.
That’s just the first step and it is where most people come undone.
However, it is extremely easy if you know what to look for. Most of you
will go to Google and type in “email list” or “targeted email list” into
Google. Companies will pop up and try to sell you email addresses.
This is useless. You cannot email people without permission, and the
results are usually horrid when you do. You have to find a permission
based list. Whoever owns that list will charge you on an impression
basis, or CPM. So $50 CPM would mean you pay $50 for every 1,000
people on that list.
In this example, to send one email to a list of 100,000 will cost you
$5,000. Sending just one email for $5,000 might sound like a lot. But it is
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worth it. These huge lists are incredibly targeted, and if your offer is
right, it will pay for itself immediately.
Most good lists will get a click through rate (CTR) of 3-‐8%. Imagine that!
You pay $5,000 and you immediately get an average of 5,000 clicks to
your offer.
If you have a decent conversion rate of 3% on a $100 product, you
would make $15,000 from that offer. What if each customer is worth
$10,000? Well, you need to sell just one in order to gain a 100% ROI.
So whether you sell homes, solar, or you are a hairdresser, there is room
for email marketing.
So how do you get the list?
Well, for B2B it is easy. Simply look for trade publications or
associations. E.g. if you are marketing something to dentists, the ADA
has a nice list of 90,000 of them you can email.
If you are trying to reach consumers (B2C) then you have to look for
magazines or authority sites in your niche.
For example: if you are selling camping equipment, I would go to
SurvivalLife.com (an authority site) and send an email to their 500,000
subscribers. I would sell them something for $1.99 and then upsell them
something more expensive.
There are some ninja tricks you can do with this in order to maximize
sales, but there isn’t enough room in this report to explore all of them.
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#14. YouTube – A YouTube Hack that gets you free
traffic
YouTube is a great way to get new customers. We only have about 4
videos out there, but we still get calls from prospects every month who
said they watched our YouTube videos.
However, there is another way to use YouTube to get a massive amount
of free traffic. You need to follow very specific instructions, and
although they might sound weird at first, they are essential.
YouTube has a little loophole in their ad system. If someone clicks on an
ad in the first 30 seconds, then they don’t charged you for it. This is an
excerpt from Google themselves:
When someone clicks your video ad, the video stops and a new tab
opens. So that basically means, if someone clicks your ad before it ends,
and before 30 seconds are up, you pay nothing.
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So here’s what you do.
Create a video which lasts for 31 seconds. Fill the first 15-‐20 seconds
with your product or service pitch. Usually giving something away for
free works well.
This next bit is very important.
Freeze the video frame and keep it lingering after the 15 seconds. Make
the audience believe the ad is over. YouTubers are impatient, and they
will either click “Skip this ad” or they will click your video. Very few
people sit there for 15 seconds looking at a frozen frame. That means
the majority of your ad clicks will be free.
Count up the ones that are free, and the ones that you paid for, and often
enough you can get 0.5 cent clicks! You are also able to do some
incredible targeting.
You can actually pick which videos you want your ads to be displayed
on. Since YouTube has millions of videos, you can find at least 10,000
videos about your particular product or service.
Another cool trick you can do with Google is look for videos without a
link in the description. Contact the owner of that video and pay them to
put your link in there. Not only is this good for traffic, but it is very good
for SEO.
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It is very time consuming though, but it brings you free traffic forever.
We’re putting together a systemized approach to it which will help us
speed up the process 5 fold.
#15. Video Marketing – Its way more than YouTube
When people think online video they always think “YouTube”. And so
they should. It is the 3rd most visited site on the web. But there are also
50 other high traffic video sites out there that allow you to upload
videos.
In order to get the most out of organic video marketing you should
upload your videos to each one of those websites. A service like Traffic
Geyser makes that pretty easy.
However, organic free traffic isn’t as scalable as paid traffic. Video
marketing can become very effective if you know where to buy your
traffic.
In the past we’ve gone to Virool.com and they can send you TONS of
traffic to your videos. They spread your video via pay per view
networks and high traffic websites/blogs. They’ve also made some great
improvements in their targeting options and can help with video SEO. It
is incredibly cheap since you can technically get views for 5 cents each.
#16. Viral Marketing – How to get exponential exposure
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We’ve done a few viral marketing campaigns and they have been wildly
successful. Everything from getting 1 million YouTube views to getting
an article viewed by 300,000 people per week. The formula is simple,
but the execution is kind of tricky.
Let’s take a YouTube video for example. How do we make it go viral?
Well first of all, it needs to be funny. Not stupid, but funny. If it isn’t, then
you will have to go with shocking or controversial. If you go for the
latter it’ll still work well, but some people will hate you. You can’t win
them all.
I am not sure if you have ever tried this before, but just putting a great
video up there doesn’t mean anything. It only goes viral after a certain
threshold. No matter how good your video is, it won’t go viral without a
push. Some of the most famous viral videos out there all had
promotional aspects to them that pushed them over the edge.
And here’s how you do it: http://bigmouthmarketing.co/how-‐to-‐get-‐
100000-‐views-‐to-‐your-‐youtube-‐video/
Obviously, some of those things only work for videos. Other forms of
content are different. There is one way to make something go viral that
works for ALL pieces of content and it is called ‘Influencer Outreach’.
We’ve pretty much perfected this. By reaching out to
influencers/celebrities/famous people with a huge following online, you
can get the viral ball moving. We usually offer them a monetary
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incentive to share our content. We’ve done this dozens of times and it
works like gangbusters.
I talk a little more about this later in the report.
#17. Guest Blogging – Simple, and still works
A little while back Google said they weren’t going to recognize guest
blogging in link building efforts. However, if you write articles on high
authority blogs, you will see an increase in traffic to your website. We
often write on other people’s sites to build a network of content out
there.
To find authority blogs in your space, simply go to
http://technorati.com/. They have a huge collection of excellent blogs.
Write a piece of content, and then reach out to those popular blogs and
ask if you can guest post it.
#18. Content Marketing – Content is king, or is it?
Like I’ve mentioned before in this report – content is the key to driving
massive amounts of free and organic traffic to your website. By
educating people and giving them valuable nuggets of information you
will gain their trust. And trust = money.
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A lot of the strategies that I have mentioned involve some form of
content marketing. It is such a huge topic though that it needs its own
section. Content includes everything from PDFs, articles, videos, press
releases, infographics, Tweets, Facebook page updates, and even
pictures on Pinterest.
So where should you start?
Well, the best content is the kind of content that builds trust AND gets
you contact information. Almost like this report here. I am giving you
value in exchange for your email address. However, I’m not going to
spam you with useless junk. I am going to be sending you actionable
articles, tricks, and hacks you can actually use in your business. That’s
the kind of content marketing you should do. Give away incredible
content, and then keep giving. Your prospect/subscriber needs to know
that you care, and they need to know that you are the real deal.
Here is a quick strategy you can use:
• Run a Facebook campaign giving something a piece of content
away for free. Make sure it is high value, and make sure they can
download it.
• Once they download the content, send them a series of incredibly
helpful articles, and build a following on your blog.
Once you’ve done that, then you can market to your prospects. Don’t
bombard people with sales material thought. Consumers are really well
informed these days. All you have to do is show them that you are the
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king of the castle by giving them useful information they can actually
use.
There are about 1,000 other content marketing strategies out there, but
this is the one I love the most.
#19. Smart Wi-‐Fi – Get paid with a ‘like’?
This magic service has only been around for a little while and it is
affordable and incredibly effective. Instead of giving away ‘free’ Wi-‐Fi on
your premises, you can get people to ‘like’ your Facebook page in
exchange for using the Internet.
If you have an office or a waiting room, then this is ideal. You can then
market to all of your customers AND their friends and family.
If you would like to know more about implementing this for your
business then give me a call, or send me an email.
#20. Business Directories – Do only this, and you will
be ahead…
There are more than 10,000 websites out there which a ‘business
directories’. However, only about 100 of them matter. If your business is
on every single on of those 100 directories, you will be one of a very
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few. Nobody sits on the computer all day and fills out profiles for
business directories, and this presents you with a fantastic opportunity.
There are services out there that do this for you. Places like Yext.com
makes sure that all of your business profiles are synced up.
Why is this important?
Well, a lot of people visit these websites, and the more tentacles you
have out there, the more likely people are to stumble across you. Also,
Google loves it! Imagine Google sees 50+ profiles for your business and
just 3 for your competition. Who do you think they are going to serve up
in the search rankings?
#21. Press Releases – How to push out value
Press Releases are an easy way to get something to go viral – if you know
how to do it right. In order to do a press release correctly you have to
have a story which is newsworthy.
Announcing a new product is a surefire way to waste money.
Announcing an unlikely success story from an unknown underdog, and
you have yourself a winner.
Here’s an example: “Local Business Bamboozled By YouTube Success”.
Here are the steps to make that go crazy in the press:
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• Create an awesome infographic video:
http://bigmouthmarketing.co/how-‐i-‐created-‐an-‐awesome-‐video-‐
infographic/
• Then get 100,000 YouTube views:
http://bigmouthmarketing.co/how-‐to-‐get-‐100000-‐views-‐to-‐your-‐
youtube-‐video/
• Then, run a press release on how shocked you were with the
results of your campaign.
We’ve done this before, and it worked incredibly well.
#22. Online Sponsorships – Tweet, Like, & Share
This concept is fairly simple. Simply go to an influencer and ask them to
sponsor your content. A great way to find influencers is to go to
Technorati.com again, and find authority blogs.
The authors of these blogs are likely to have large social media
followings. Send them a message on Twitter, and ask them how much
they would charge to sponsor your product/service/content.
#23. Kindle Book Publishing – The hidden gem
Believe it or not, but there is a strategy out there which enables you to
write a book in just one weekend. Simply follow these instructions:
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• Find 20-‐50 common questions customers have about your
business or your industry. If you don’t know those questions, then
simply ask your customers.
• Sit in front of a microphone and have a friend or an employee read
out those questions to you. Make sure that it sounds like a proper
interview.
• Answer the questions, then simply go to Freelancer.com and get
the entire audio transcribed.
It won’t cost you much, and before you know it you have a book full of
all of the answers your potential customers are looking for. Publish that
book on Amazon’s self-‐publishing service and start promoting it.
You will find yourself becoming an authority in this space in no time.
You might also want to get the book professionally printed by a
fulfillment company. Order 100 copies and start giving them away to
customers.
#24. Twitter Influencer Outreach – Incredibly easy
We’ve touched upon this is a previous strategy, but let me dive into a
little more detail. In order to reach out to influencers you should
massage their egos.
The whole idea behind this is so that they can Tweet your content or
your business. When someone has more than 50,000 Twitter followers
you can find yourself with a lot of free traffic coming to your website.
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• Find the influencer by going to Technorati and looking at the
authors of high authority blogs.
• Buy their product/service.
• Write an article with the following headline “10 Ways [influencer]
Changed My Life”.
• Send them a message on Twitter thanking them for making such a
huge difference in your life.
• Ask them if you could interview them. And if they say yes, write
another article.
Once this happens they are very likely to Tweet about you and your
content. Not only will it give you a flood of traffic, but it doesn’t really
cost anything.
#25. Facebook Influencer Outreach – Incredibly easy
(again)
Follow the same instructions outlined for the Twitter Outreach above.
You may find that you kill two birds with one stone by getting Twitter
and Facebook. If you want to get super fancy, massage the influencer’s
ego AND offer them money for sharing your content.
#26. Facebook Community Growth – Build a Facebook
following
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It is pretty well documented that by having a large Facebook community
you will have a ton of traffic. Here’s how you do it:
• Find your target market.
• Run a simple ‘like’ campaign.
• Push out content by boosting it to your new ‘likes’.
It really is as simple as that. The only bit that is complicated is actually
finding a good value proposition that gets people to like your Facebook
page. However, by pushing out great content to one specific market, you
will see a gradual growth rate, which accelerates over time.
#27. ViURL.com – Super traffic
ViURL.com is the simplest strategy in this report. Simply go to the
website and start paying people pennies to share your content. The
traffic quality isn’t great, but it is VERY cheap!
If you want to get fancy, put a Facebook custom audience pixel on your
website, and once you have 1,000 people on your audience, check the
‘Audience Insights’ to find out everything about them.
This will help you to find other target markets to go after.
#28. Google Adwords – The highest quality traffic ever.
Period.
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Google still has the upper hand, and that is why they can charge $10 per
click for some keywords. And the reason is simple. There are people out
there right now looking for a business like yours. Actively looking! When
someone types a string of keywords into Google, they are ready to buy.
No other traffic source can do that.
So run a Google campaign, but have a separate landing page for each
keyword you are going after. This is tedious, but it works. Here is an
example:
If I type the following sentence into Google: gardening services
And I come across an ad which says ‘Free Gardening Service”.
And that ad takes me to a landing page asking for my information to give
me a ‘Free Gardening Service’.
I AM GOING TO FILL OUT THAT FORM.
The only caveat is that you have to offer them something they can’t
refuse. This is called ‘Cost per Acquisition’. What do you have to give up
in order to acquire that new customer? You might have to give away a
service or product for free. And that’s okay! In fact, the businesses that
do this successfully will grow into behemoths.
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When you really think about it, there is only two ways to get more cash
per sale, but I am going to share 4 strategies we’ve successfully used in
the past. The fantastic thing about being able to execute these strategies
is that it generally doesn’t add any cost. It’s all pure 100% revenue with
no acquisition expenditure associated with it. It is also the one thing
that small businesses hardly ever do. The big boys do it, but the little
guys don’t.
#29. The Tripwire – You can double sales with this one
I was debating putting this strategy under the ‘get more customers’
section, but decided against it. It has the benefit of getting more
customers through your doors, but its main aim is to get those
customers to spend more.
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Basically, find a high value product and cut the sales price by 90%
(roughly). If you are selling candle supplies, and it usually costs $20 per
1,000 candlewicks. Cut the price down to $2.
If you sell Motorcycles and you charge $30 for a wheel rotation, cut the
price down to $5, or even $3.
Basically, a tripwire is an insane offer that just cannot be passed up. It
has to be something that NOBODY is doing. And I know what you are
thinking, “But I will be losing money on that service/product?”
Yes, you will. And that’s the point.
If you are losing money, then you damn sure know your competition
won’t be doing it.
The reason is simple: A customer at any value is 10-‐20 times more likely
to buy from you in the future.
Most business owners are ignorant to what that really means. They
usually look at cost in vs revenue out.
The cost of labor and materials is irrelevant if you don’t know your cost
per acquisition.
Let’s assume there are 10,000 potential customers per month in your
city. You get about 100 customers per month.
Right now, if you are selling a product for $150 and your cost is $50.
That leaves you with a profit of $100. What happens if it costs you $150
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to get that customer through your door? You are losing $50 on every
sale. That’s $5,000 lost every single month.
That’s okay if you make more money on them in the backend. So it costs
you $50 to sell that product if you include CPA, but then customers
spend another $150, and you make a total of $100.
That’s a total profit of $10,000 per month.
Try this instead. Sell the front end product for $3.
That’s a discount from $150 down to $3. Can you imagine how word of
mouth will spread? All of your competitors are selling that product at
$150. You are offering it at $3!
Your cost per acquisition will drop by 95%, and everyone is going to be
buying that product from you.
So instead of paying $150 to get a customer through the doors, it now
costs you $7.50.
Now lets look at the costs:
CPA: -‐$7.50
Product cost: -‐$50
Revenue: +$3
So instead of losing $50 per front end sale, you will be losing $54.50. Not
a massive change right?
Your per customer profit goes from $100, to $95.50.
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However, you will all of sudden see a HUGE influx of customers who buy
your front end product. Instead of selling just 100 per month, you now
sell 300 (we’ve seen as much as 8 fold increases).
All of the sudden, you monthly profit goes from $10,000 per month to
$28,650 with the SAME marketing budget.
Even if those bargain hunting customers end up spending half of what
your old customer’s spent, you would still be $6,000 per month better
off. And if you employ the next 3 strategies as well, you will be killing it.
#30. The ‘Zero Down’ Upsell – Comes right after the
tripwire
Have you ever been to McDonalds and ordered a burger? “You want fries
with that?” is a common question that follows that purchase.
They spend about $1.80 on marketing to get someone into a McDonalds.
The average burger is $1.99 (or used to be). So they make $0.19 on the
burger.
Fries and a coke bring them $1.20. In other words, they make 6 times
the amount of money from the upsell than they do the initial sale.
If you are selling a product online, this is incredibly easy. Sell your
tripwire for a low dollar amount, then give them a 1-‐click-‐upsell on the
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very next page. 1-‐click-‐upsell means exactly what it says on the tin. With
one click, they’ve bought another product.
THE ZERO DOWN:
To make the upsell an absolute no brainer here’s what you do. Since you
already have their credit card stored, give them the upsell for free, and
let them know you will only charge them if they love it.
Not only is this ethical, but it completely removes the risk. Instead of
10% of people taking your upsell, you have 60-‐80% doing it. And that’s
fair enough. Someone should only pay for something they REALLY want.
Your sales will skyrocket. Instead of making that $100 on the upsells,
you will be making $400. Even though the uptake has gone up 6-‐fold,
there is a high refund rate which brings down the overall take. But that’s
okay, because overall cash spent per customer has skyrocketed.
#31. The Downsell – This one is priceless
If someone hasn’t taken your ‘zero down’ upsell, then there is very little
chance you’ll make another sale. That is, unless you offer them a
downsell.
A downsell is NOT another product, it is the same product, but offered
on better terms. So if someone says they don’t want to zero down deal,
give them the option to buy it in installments.
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This isn’t a financing option, there is no risk to their credit, and it is
super cheap.
We usually break it up into 3 payments, but try 6, 8, or even 12.
#32. Core Offer – Also known as the profit maximizer
This is where you go for the jugular. Offer them your main product, the
one that brings you in the most profit.
It might be expensive, but after the upsell, you have nothing to lose.
Remember, these buyers are 10-‐20 times more likely to buy from you
than a prospect. They are also in the buying mood since they have
bought a product from you in the last few minutes.
Most business owners stop after the initial upsell. But there are at least
10% of your buyers who will participate in your core offer. In the next
section we’ll talk about how you can couple this with a continuity offer.
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Getting customers to come back more often is one of my all time favorite
ways to grow a business. It is infinitely easier than the other two
methods we’ve covered. Keeping an existing customer costs 10 times
less than acquiring a new one. With that logic in mind, we should
technically work 10 times harder to make sure our existing client base
is happy. But we don’t, do we?
#33. Email Marketing – The most misunderstood
marketing tool in the history of mankind
Don’t you just love spam emails from companies who are sending you
promotion after promotion? Of course you don’t. Nobody does. But
unfortunately that is what most companies do. Don’t even get me
started on small businesses – they don’t even email their existing
customers at all!
So what do you do?
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Firstly, make sure you collect your customer’s email address and phone
number if you can. I’ll get into that a little later when I talk about using
Facebook custom audiences.
If you own a business that is not in the position to take people’s email,
then find a way. It is the easiest thing in the world. I am tired of
restaurant owners telling me that it is uncomfortable for their waiters
to ask for people’s email address.
Did you know that each email address you collect is worth between $12-‐
$25 per year?
So you should be willing to spend $11.99 for every email address you
get. Here are a couple of old school (10 years?) strategies you could
deploy, but I won’t recommend it.
• Give a coupon in exchange for the email address.
• Give them a Starbucks or Amazon voucher
• Offer them a free dessert, oil change, or whatever your product is.
They all seem reasonable, don’t they? Wrong!
DO NOT DO ANY OF THE THREE BULLETS ABOVE – and here’s why.
People are very suspicious of spam. And by offering people a non-‐
content related ‘bribe’, you won’t be gaining their trust. You will make
them suspicious. They will automatically assume you are going to send
them an endless stream of promotions.
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In order to build an email list of people who will ACTUALLY OPEN your
emails, you have to build trust.
And the first rule of building trust is that it HAS to make sense for you to
take their email address. People don’t mind handing over their
information if it makes sense.
I know this sounds weird, but stick with me. The following question
makes sense:
“Sir, could I please have your email address, because I’d like to send you
your receipt online. We’re trying to reduce our use of physical paper. I
know this is a little new to people, but it helps us to keep our costs down,
so we’re going to pass that saving onto you by giving you a 10% coupon in
the email as well. Is that okay?”
That makes sense, right? Not everyone will be happy with this, but a
large number of your customers will say yes.
Once you have the email address do the following:
• Create content based on what your customers are interested in –
this isn’t a guessing game though. I will show you how to know
EXACTLY what your customers are interested in.
• Send them an email once per week with that content.
• Send a promotion once per month or once every 3 weeks and
make some extra sales!
I will elaborate on the second bullet point in the next strategy.
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#34. Blogging – It brings in new customers AND brings
back existing ones
I bet you think you know what your customers are interested in. But in
reality, as business owners, we have literally no idea. We think we do.
But we really don’t.
Before you create content on your blog, make sure you read this report
to the end, because there is a section under ‘Facebook’ that will show
you how to find out what your customers are interested in. It is super
simple, but incredibly powerful.
The more articles you post on your blog, the more traffic you will get
from Google and social media, but you can’t just bombard your existing
traffic like you can those other mediums.
Send them 2-‐3 very entertaining content pieces per week. This will
achieve two things:
1. It will brand your business as a very ‘people friendly’ way – big
brands are terrible at this.
2. It will build a loyal following – you will see an increase in
referrals and repeat purchases.
So what content should you post?
This really depends on whether you are a consumer facing business or
a B2B company. B2B want tips, tricks, and hacks in order to cut costs
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and make more profit. They want to know how you can make their life
easier.
Consumers don’t really care about those things. They like smaller
articles with pictures, entertaining videos, and memes. However,
every now and then you can write a very insightful post about a
customer, a staff member, or something great you did.
And then once in a blue moon you can write an article which is purely
a sales pitch for one of your product/service. Don’t be shy to have ads
showing in your sidebar though. You can advertise your products all
over your blog.
In order to know exactly what you should be writing about, follow the
instructions on the next strategy very closely. It is an absolute
goldmine.
#35. Facebook – Find out more about your customers
than the IRS
Facebook knows everything. In terms of using Facebook to connect to
existing customers there is no other platform that can rival it. So first
things first. Find out everything you possibly can about your existing
customer base.
To do this, you have to create a custom audience. I touched upon this
before, but I am going to go into ‘ninja’ territory now.
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If you collected your customers email addresses like I told you to, this
becomes incredibly easy. Simply go into Facebook and create an
audience:
Select ‘Customer List’ and upload your customers phone number or
email addresses. Facebook will match this up with their profiles. Once
you have done that you can run ads targeted to your existing
customer base.
BUT that is not where the magic happens. No sir.
Let me demonstrate how you should do this by using Buffalo Wild
Wings as an example:
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Go to ‘Audience Insights’. Once you are there, pick an audience. In
your case you would pick the custom audience you created. In my
case I am going to pick Buffalo Wild Wings’ customer base.
And here’s what I found:
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Those are the actual interests of the customers of Buffalo Wild Wings.
Not really a surprise there, but it gives you insights you didn’t have
before. So what should they be blogging about? The newest Wing
recipe? Nope!
They should be writing articles, and reposting YouTube videos, of
popular sports events. You can also see here that ‘Miller Light’ and
‘Monster Energy’ are in the top 10. Do you think a short video of a
drunken accident from YouTube will go down well? Of course it
would.
But you can glean even more information from the insights.
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The previous section may have been obvious. But there are a couple of
unique hidden gems in here. The majority of fans like ‘New Era Cap’
clothing. They also consider themselves as ‘craftsmen’.
From that I can think of some blog post titles that will interest their
customer base:
• The 10 Best Touchdowns Of All Time
• I Was Shocked When This Video Got To 1:23: He’s Not The
Kind Of Craftsman I Would Hire
• This 70 Year Old Man Wears His Foot Locker Shoes Like A Boss
• This Stupid Guy Drank Too Much Beer. You Wouldn’t Believe
What His Wife Did Next.
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Do you notice how none of those articles or videos have anything to
do with wings?
Can you imagine that a large portion of their customer base will
continue to visit their website where they can be exposed to their
food?
Any business owner can do this.
Let’s have a look at another company – J.C. Penny.
In this case you would probably write more about style, losing weight,
home hacks etc.
Facebook is incredibly powerful when it comes to gaining some
insights into your audience. Don’t even get me started on all of the
options inside of ‘Audience Insights’. It is crazy!
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So here’s what you do:
• Find out what your customers interests are.
• Run Facebook ads to them. These ads need to point at content
which match their interests.
• Advertise your product/service on your blog. Putting ads in
your sidebar or in your footer is fine.
#36. Retargeting – Hit 98% of the internet
Retargeting or ‘remarketing’ is another fantastic tool. Every time
someone lands on your website, you can ‘tag’ their browser. When this
happens, your ad will follow around 98% of the internet. Your
customers will believe that you are much bigger than you actually are.
Your ad will follow them on high authority newspaper websites, small
blogs, YouTube, Facebook, and even Twitter. They don’t know that only
they can see your ad. So you drive traffic back to your website, and you
brand your business. Win, win, and win!
#37. Continuity – Make a guaranteed sale every month
Again, very few businesses use this strategy. The biggest companies in
the world have finally caught on.
What is continuity?
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Well, it is basically a recurring subscription to something. Obvious
examples would be your phone contract, gym membership, and
magazine subscriptions.
However, did you know you could do it as a car wash or a dentist as
well?
It is a way to ensure you get revenue every single month, or quarter,
without fail.
So how do you do it? Well, as a dentist, you could obviously sell dental
plans, but that’s playing it small. I would create a monthly basket of
products. Especially cosmetic products – like teeth whitening. Throw in
tons of free samples as well, like tooth paste, mouth wash, and
disposable tooth brushes.
Send the basket out every quarter and ask $47 for it. You can buy teeth
whitening kits from Alibaba.com straight from the manufacturers in
China at a fraction of the retail cost. I think it is actually about $1-‐$3 per
kit.
Anyways, you get the point.
A car wash can charge people $40 per month and they can get an
unlimited number of washes. Every single time they come in to get their
car wash, ask them if they want to use their 20% membership discount
to get an oil change, or tires, or anything! You have an opportunity for
very steady cash flow and you get in front of your customers in order to
cross sell to them.
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#38. Direct Mail – Old school never dies
When people think of Direct Mail they often associate it with junk mail.
Useless fast food menus and car insurance renewal requests seems to be
the order of the day. However, have you ever tried sending a genuine
letter to your customers?
How many letters have you received in the mail that actually came from
people?
Businesses always try and make their direct mail look ‘professional’.
The word ‘professional’ is usually code for ‘boring’. Try something
which looks authentic. Recently we sent out a letter which looked like it
was written in old typeface. It was 4 pages long and we got a fantastic
response from it.
You will have to test different messages, but it is pretty simple. Think
about what your audience loves on your blog. Then write a letter about
how much your audience loves your blog, and what stories they found
the most interesting. Then, plug a couple of your products in the letter.
Give them a call to action, some testimonials, and you will be laughing
all the way to the bank.
The whole idea of marketing these days is to connect with your
customers on a personal level. Just think, how much easier is it to do
business with someone you know and trust? The only problem with
that is you can’t scale it up. All of the strategies in this report have
been designed around building trust.
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#39. Twitter – Facebook’s ugly cousin
Twitter is a great way to keep in contact with your existing customer
base. It is just another channel which makes it super easy to remain top
of mind. Use your Twitter following to promote your blog posts, but also
use it to ask questions so that you can learn more from your customers.
The one big problem with Twitter is that not everybody uses it.
Facebook crushes Twitter when it comes to all ages. I know that recent
reports came out about how Facebook is falling out of favor with the
younger crowd, but it still is the giant in social media by a long shot.
Having said that, Twitter is very useful when it comes to customer
service.
Therefore, you can tell your customers that for the fastest responses to
customer service issues, to follow you on Twitter. I would even offer
them a coupon for doing so by using a social content lock. In other
words, send them to a web page to recover their coupon, but in order to
get access to it they have to follow you on Twitter first.
Once you have done that you will be able to stay in constant
communication with your customers. Not only does this cut down the
amount of time you spend on customer support, but it also allows you to
increase the number of times customers buy from you.
Once they start re-‐tweeting and favoriting your updates, you will get
additional exposure from their followers.
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#40. Smart Wi-‐Fi – Come again please!
We mentioned Smart Wi-‐Fi in this report a few dozen pages ago, but in
case you missed it here is a quick recap. When a customer tries to use
your Wi-‐Fi, they will be asked to ‘like’ your Facebook page. They will
also be promoted to post a message on their Facebook timeline
(optional). Not only does this help build your Facebook audience, it is
also a fantastic way to get customers to come back to your
establishment.
Then give someone a coupon for a free drink, or 10% off their next
purchase, or get a $25 voucher if you bring a friend next time. Run
some kind of promotion, which gets them back to your place of
business.
It is very simple, but it works like crazy.
Conclusion
So there you have it -‐ 40 Shark Strategies To Grow Your Business. I
know it might be overwhelming, but if you need any help whatsoever,
give me a call or send me an email. My contact details are on the next
page.
I have closely examined how they help businesses to grow on the hit TV
show and it is remarkable. I have been using a lot of those strategies in
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my businesses over the past 27 years. The principles of business will
always remain the same:
Build trust, treat people with respect, and sell effectively. No there are
hundreds of automated tools to help you scale those principles.
Never before have we been able to build such an intimidate relationship
with our customers on such a large scale. People don’t have to meet you
face-‐to-‐face to trust you anymore. You don’t have to ‘guess’ at what your
ideal customers are interested anymore.
I recommend that you pick your favorite strategy out of the 40 and
tackle it. Once you have mastered it, take on the next strategy. If there
was one thing I would do above all else, it is to start a blog.
A lot of today’s strategies cannot work with a blog. I am happy to help
you out with that. Either through advice, or my team can take of it for
you. The choice is yours.
Whatever you do PLEASE email me and let me know what you thought
of this report. Do you wish you saw something else in here? Was it
fantastic, or did it suck? My contact details are on the next page.
Talk soon,
Gary Musler
CEO of Big Mouth Marketing
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This report was written by Gary Musler © Big Mouth Marketing.
You can get in touch with Gary on 203-494-8422 or [email protected]
http://bigmouthmarketing.co Tel: (480) 525-‐7361
