How To Get New Customers | How To Get New Clients | Small Business Marketing Part 3/6

How To Get New Customers | How To Get New Clients |

Small Business Marketing Part 3/6

Enjoy this video.

Let me know what you think and please share with others so they can benefit as well.

Ray Stendall

Hi, this is Ray. Thanks so much for watching this video channel. What we're going to cover today is all about the ethical bribe. How do we get somebody who we don't know to give us their name, an email address, or maybe their phone number? Well, as I talked about in video one and two, we have to think about how we provide something of true value, something that's really going to help move your customer prospect forward and get to know you a little bit better.

Creating a bribe, or an ethical bribe as we call it in internet marketing, is all about trying to identify what you can give away that would be very valuable to your prospect. Now, let's think about value as it pertains to information. Let's think about that. You can read something, you can listen to something, or you can watch something, or you can experience something, right?

These are the basic things. And as you think about these three different modalities, what strikes you as the highest value? Something perhaps that is the most engaging, right?

So lets start with what I believe is the highest value. It's experiencing something. But trying to experience something over the web, and give them an experience can sometimes be challenging, so we fall back to the next level, and the next level is really about video. Video is interactive. Now video can be a multiple different types of video.

You can have direct live video, like me looking straight into the camera at you, or you can have a PowerPoint set of slides that are recorded with great content or you can have a hybrid between Powerpoint slides as well as direct video. You can combine the two. Now why would you want to combine PowerPoint or text with video?

Well, it's important to realize that if you don't switch up your modalities, people are likely to disengage. So, that's why it may take a little bit of more work in your videos but if you can use things that, reference points, or bullet points or text that they can read, now they're reading. They're not just sitting back and relaxing and listening to you talk like they're watching the evening news - they're engaged, they're listening, they're active, they're paying attention.

So, that is probably I think, more of the best type of training. It's where you integrate live video so they can see you, hear you. They get a sense of what you look like, how you sound, but also they have something that is eye-candy, that allows them to follow if they're not able to per se, let's say understand your accent if you have one.

That might be an issue. It might be easier if they are able to see text. Now if you're scared of being in front of the camera let me just tell you this. It just takes a little bit of practice. It's not a big deal. All you are basically doing is communicating. Communicating from the heart what is it that you know, because you want to help your customers.

And to create great video doesn't take a whole lot, and that's maybe another topic for another day. But I just wanted to highlight that video in one form or another can really be a great ethical bribe, particularly if it's content that's really going to help them move forward. Now, another type of ethical bribe could be access to a teleseminar, where you get on a phone call and you invite them to listen to something where you teach.

It could be a recorded teleseminar, it could be a recorded audio file, where you just talk into your computer, and you basically make available to them an audio recording. So, let's try and like have the rubber hit the road here and try and get an example of how this could work. Let's suppose you are mortgage broker.

Well, mortgage brokers deal with first time home buyers. Same with real estate agents, right? Well, that represents a target demographic of a group of people who need a fair amount of nurturing and, and an education, to get them to feel comfortable, to sign on the dotted line and realize that they are taking on some pretty significant payments relative to what they've paid before, right?

Well, that type of giveaway and training would be very different than if you were trying to attract an investor, somebody who's done this many, many times, right? Or let's take another industry. Let's suppose that you are an architect or let's suppose that you are a doctor. See we can identify all kinds of different professions, different types of businesses, who are looking for new customers.

And if you're like most people, you do a little bit of research before you decide who you're going to work with. And everything else being equal, if you find somebody who adds value to you, there is a law of reciprocity in place where you feel like, you know everything else being equal, I'm going to go with that person.

So I'm going to give you a little example here. It's not really online, but I want to show you the power of reciprocity. There was a time, a few years ago, when I bought a property in Silicon Valley. And I came into a real estate agent's open house.

And the real estate agent might actually be watching this video. Her name is Lora Perkins. If you're in Silicon Valley, Lora Perkins will take great care of you. Just ask me and I'll give you her contact info.

Anyway, I walked into this open house, and I was checking out this property, and I didn't have an agent. But Lora got my contact information and in a short period of time, like literally forty-eight hours, she wrote me this long email with information about the types of properties that I was interested in with her input.

You see, she invested in me, and then based on the law of reciprocity, I invested in her. So she not only helped me to buy a property but also sell a property. Do you see how this works? You can do the same type of thing using online technology. And it's all about providing something of value to your prospect. So now we've talked about video, we've talked about webinars, we've talked about teleseminars, we can talk about recording your voice into your computer and creating an MP3 downloadable.

As well as creating a special report, a text, an e-book or you could even give away a free information product, if you've created one. So you see, there's a whole bunch of different things that you can do to help make your prospect make a better decision when they go out and are looking for your product or service.

And then of course, all this goodwill will start to compile and then they will, actually not compile, that's the wrong word, will start to add up. And in the process of doing that, they will, you will also get referrals, OK? So there's a lot here. I hope you realize this. I know what you are probably thinking. You're probably thinking, "Boy that sounds like a lot of work." Well you know, you have to think about how you plan your marketing.

There is different types of marketing. What I am teaching you here is all about attraction based marketing. Its getting people to come to you, who are already qualified because they've already listened to your message, they already know who you are, they already know what you do, and by the time they talk to you they are practically already very familiar with you as opposed to do the other approach of marketing.

Now what's the other approach? Its old school. Old school is where you do things like place ads in yellow books and you can't tell if you're getting any business from him. It's doing other things, like putting a billboard up on the highway. Again, you can't tell if it's successful. The type of quality of lead that you get is going to be far less.

So this is Ray Stendall wishing you the very best. Come back to my website so I can share more value with you RayStendall.com. I'm going to give you a free thirty minute training that's going to help you as you go out and build, market, and sell amazing products.

So with that, have an amazing day, evening, wherever you are, and stay tuned for our next video when I start to fill in the remaining pieces of this puzzle. This is Ray Stendall wishing you the best.

How To Get New Customers | How To Get New Clients | Small Business Marketing Part 2/6

How To Get New Customers | How To Get New Clients |

Small Business Marketing Part 2/6

This video series explains how to get new customers using the Internet.Customers are searching on the internet right now for exactly what you are selling. Watch and learn how to get those customers to contact you.

This is Part 2 – Let me know what you think and please comment below.

Ray Stendall

Hi, this is Ray and I hope you've watched the previous video in this series. What we're gonna talk about in this video is all about how you create, and this is really fancy now. A LCM, a Lead Capture Mechanism. That's just fancy talk for a Lead Capture Page. And I'm gonna tell you all about that in this video. So you know exactly what you need to do, so that you can implement it in your own business. See there's a problem that most people face when they come to most people's websites. And that problem is, there's just too much stuff to click on. And have you ever gone to a website where there is just too many things you can click on?

Too many menu options, too many things flashing at you and you get confused, you may be bounced around, and then you bounce off? Well that's what happens to your customers and prospects as well if you have too much going on on your page. Now what I mean by too much. Anything more than one decision is too much for a lead capture page. So let me explain a little bit more. What you want to do, is you want to drive traffic, prospects to a lead capture page. And this lead capture page has only one decision they can make. One, they can either decide to learn more about you and what it is that you have to share that is going to help them or two, they can decide not to, and then go away.

So, you see you are taking all the decisions away except for one. And this is called the lead capture page. Now there's hybrid models of using lead capture pages in connection with a home page, which is what I do on my site, Ray Stendall.com. But I want to show you an example of a pure lead capture page. And this lead capture page is my businessthoughtoftheday.com. And what you'll notice is, its a lead capture page. Which is basically structured in the following way. You have a banner at the top, you have a headline, the headline is meant to provoke some level of curiosity to watch a video, videos do tend to work best and you don't have to use a video. But I like to use the video and off to the right you have a place for someone who put in their name and their e-mail address. Or whatever information you are trying to collect from your prospect. Now its also possible to use lead pages that have more text than benefits of what it is the person is gonna get to giving you their name and email address.

You see, people will not give you their name and email address unless they have some type of benefit. Right? Its a trade. You're providing content and knowledge, they're providing their name and email address. So its important you structure your page this way. And something else that I want you to consider, is that its important that you think about who your target audience is. You cannot drive each target segment to one lead capture page. Let me give you an example. Let's suppose that you're selling widgets, the fancy famous example, the imaginary product. As you're selling widgets you have two different potential buyers. You have the buyer that is the end consumer, who's gonna use the widget. And then you have the buyer which may be your channel. Your channel may be the retail store which is going to buy it from you to then sell to the end consumer.

So, when you create a lead capture page you have to realize that there's two different buyers and as a result of having two different buyers you need to make sure that you have the appropriate message in place to capture their attention so that they are willing to give you their name and e-mail address in return for something of value that's going to either help them personally or help their business.

So in this video, you learned about lead capture pages. In the previous video we talked about how we get people to our lead capture page which is through providing amazing content. And what am I going to do is share more with you about how you then follow up with people, once they fall into your lead funnel. If you want to see an example again, just go to businessthoughtoftheday.com. I encourage you to check it out, it will provide you awesome content. As well as RayStendall.com. And that gives rise to me telling you, about my offer, which is an example of what I'm talking about. So what i want to suggest is that you come back to my site so that I can offer you thirty free minutes of video training all about building, marketing and selling awesome products.

And you get an idea to watch how I do it so that you can do something similar. This is Ray Stendall wishing you the very best, go forward make a difference today through building marketing and selling, great products and services.

How To Get New Customers | How To Get New Clients | Small Business Marketing Part 1/6


How To Get New Customers | How To Get New Clients |

Small Business Marketing Part 1/6


This video series explains how to get new customers using the Internet.Customers are searching on the internet right now for exactly what you are selling. Watch and learn how to get these customers to contact you.

Let me know what you think. Please comment and share below.


Here is the transcript:

Hello.  This video series is going to teach you the quickest, the fastest, and easiest way to build a database of prospects who look forward hearing from you and learning about what it is you have to sell so that they can decide if they want to take advantage of the benefits.

This is Ray Stendall and I help entrepreneurs and business owners build, market, and sell amazing products and services that make a real difference.  This is a really exciting time to be in business and this video series is going to help you out a lot.  It’s constructed of a few videos that will teach you step-by-step, what you need to do to build a prospecting database.

And what I’m going to teach you in this video is important for you to implement.  Okay?  We don’t want you to simply to watch these videos.  We want you to implement them so that you can get the results that you need.

So first we’re going to have to think a little bit about how we get prospects to already know who you are, like you, and then want to do business with you.  So the first step is how do you connect to somebody who doesn’t know who you are?  Well, the way you do that is you first have to provide something of value to them that helps them go along their buyer trail.  See, every buyer has a trail.  They’re trying to get from Point A to Point B.  And your job based on the customer analysis that you have already done, hopefully based on watching some of my previous videos.  You’ll know exactly what that buyer trail is.  So your job is to identify what some of the key milestones are along the path so that you can help them get there.  And if you can identify certain critical information which you can create in the form of video or an audio or text, and give it to them over a period of time, you’ll start to build rapport and trust with them.  They’ll start to like you.  They’ll start to trust you.  You’ll be top of mind.  And then when it does come time to consider a solution in your area of expertise, they will think of you first.

So this is a technique that has been used for a long, long, long time.  But you know, now that we have the Internet available, there are an abundance of opportunities to take advantage of the Internet to be able to distribute content, and not only distribute content but distribute it in a way that’s interesting, exciting, engaging, using video as my preference.  And if you don’t like video, don’t worry.  You can always use audio.  If you don’t like audio, you can always share something in the written form.  What’s most important is that you share content that makes a difference.  Content that helps them get one step closer to where they want to do.  It’s really about getting the results for them in advance which is something that I learned from a pretty famous Internet marketer by the name of Frank Kern.  And I want to share this with you.

So, what we first need to think about is what kind of content are you going to create?  So this is where you actually have to put pen and paper together and start to brainstorm what is it that your customers would really, really want to know about, and therefore position you as an expert in your field that will then, they will then want to do further business with you.

So once you start to think about what that content is, you’re going to brainstorm it.  You’re going to need to think about what kind of medium.  How are you going to create the content?  You’re going to have to have it well-structured so that people can easily follow it.  There’s a beginning, a middle, and an end with key points that you want to share.

And then what you’re going to do is you’re going to place this content on sites.  It can be on YouTube.  It could be on ezine articles.  It could be through iTunes as a podcast, Facebook, social media sites, Twitter, LinkedIn.  Essentially it’s about putting your content in places that your customer or your prospect is like to come across it.  Of course you should also have a blog where you hold all of your content.  Think of it as a repository.

Okay.  So now that you have this content out there.  The content lives on these sites which we’ll call feeder sites.  There are feeder sites who are micro sites that are properties that you own.  Think of it like real estate.  You own a piece of property in Northern Canada, a piece of property in California, maybe one in the Bahamas, and these are different properties.  And as you build properties online, you build a community around those properties.

So what happens is that over time, they get to know who you are and they become open to persuasion.  They become open to learning more about you.  And that’s exactly what we’re going to teach you in this video series, all about how you can find somebody out in the open Internet world and bring them back to, get to know you and through this process, they become part of your database.  So that’s what we’re going to talk about in this video series.  I’m really excited about it.  I think you’re going to learn a lot.  I think you’re going to be able to apply it wherever you are in the world.  You’re going to be able to apply these ideas to more effectively market and sell your products and services.

Ray Stendall

Strategic Marketing Customer Analysis: Part 5 of 5

Strategic Marketing Customer Analysis: Part 5 of 5

Hi everybody,

This is the last video in this series. Now it is time for you to take action and implement what I have shared with you.

Please add your comments, questions and suggestions for more videos below.

Ray Stendall

Hi, this is Ray Stendall. I help entrepreneurs and business owners build, market and sell amazing products and services that make a difference. Have you seen the other videos that I've released on the special video training all about customer analysis? So that you can get more customers, make a higher income, and really be able to have the time, freedom that you want to spend it with your friends, family or to grow your business to that new level.

If you haven't, I really encourage you to watch the previous videos. We've talked about how to identify a marketplace and the criteria to select one. Demographics, psycho-graphics, as well as personas and the different types of personas. Now in this video, what I want to do is dive into and talk about some of the important questions that you really want to consider after having done all of this analysis, to really move forward and put into play what we've talked about.

So, the first question that I want you to consider is how can you get in front of more of you target customers tomorrow. So we've identified who your market is. Now the questions is, what are you gonna do, to get in front of your customers, your target customers tomorrow. Now remember, this is different from the regular customers that you already have in your database, or are already servicing. We're now moving, we're shifting you. We're shifting you towards your ideal customer. We're helping you cross the gap from where u are to where you want to be, who you want to serve. And do so more with more pleasure, less frustration, and make it more profitable for yourself. So how are you gonna get in front of the customers you've identified? Or that segment. I want you to take some time and to brainstorm this. And I want you to make this list, lets see if you can come up with fifteen ideas. And I want you to take the top 20% of these ideas. So pick like three ideas, and ask yourself how you can start to implement tomorrow.

Okay? So, that is your first action. The next question. Who is selling to your market right now successfully? Who is it? Take a look at who in the market place. Go online if you have the foggiest idea and search for your area and what it is that you do or search by based on different keywords and see who's coming up to the top of the search rankings.

Take a look at who is advertising on the right hand side of Google? Those are the pay per click ads. Take a look at the biggest yellow page ads for your category because they are spending the most money to have the biggest presence. Presumably they are making more money. Take a look at, in your industry, who everybody goes to and thinks of as a thought leader.

The one that is really leading the way with the best ideas, the best results, the best implementations. OK. Come up with a list who is successfully selling. Now that you have your list, I want you to ask yourself, what are they doing that you are not doing to attract these customers. You see everybody that you compete with has an audience.

That audience is your customers, its their customers, its your prospects, its their prospects. Now, if they're already reaching your prospects, you want to understand how they are reaching them. And the only way that you're gonna do that is by asking this question and then going and doing your homework.

Now here is the next question. What can you do that they cannot do? What's your secret weapon? What's your core competency? What are you able to do easier and faster than anybody else can do to reach your desired customer segment. That's a good question, and often, it's overlooked.

In this video I've shared with you 4 key questions that when combined with the work that we've done on targeting your market, on psycho graphics, demographics, personas. All of this comes together to allow you to put together a plan that you can bank on.

Everything that you create from this moving forward, once you have this information lined up, it's going to be more laser focused. And something that is laser focused, like a high end rifle as opposed to a shot gun, is likely to get the results that you are looking for. I hope you've enjoyed this video series.

I enjoyed making it for you and I would really appreciate it if you would subscribe to this channel and perhaps share this content with some of your friends, your family, business colleagues. Somebody you know that is really looking to make an impact with their business and needs a little bit of help.

Lets face it, we all need a little bit of help. This is a challenging market and we need to figure out how we can do things smarter, faster and better and be more effective in what we do. And what I want to suggest to you is that the tips I've given you in this video series can lead you to a much more effective way of operating.

And in this day and age, you need to be effective and efficient and be able to be focused in everything that you do and that's what this video series is all about.

If you like this type of content, come back to my website, http://www.raystendall.com and I'd be more than happy to share free video training with you. That's 30 minutes long. All about building, marketing and selling amazing products and services that make a real difference. So till we meet again, this is Ray Stendall wishing you the very best, go forward, make a difference today.

Strategic Marketing Customer Analysis: Part 4 of 5

Strategic Marketing Customer Analysis: Part 4 of 5

The topic of this video is on “Customer Personas“. In this video I reveal exactly what they are and why some of the leading companies like Apple and Google I am sure use this secret tool to deliver superior products and services that their customers are very excited about.

Watch this short video, take notes and let me know what you think below.

Ray Stendall

Hi there, this is Ray Stendall. I help entrepreneurs and business owners build, market, and sell amazing products and services that make a difference.

I hope you watched the previous videos in this series where we talked about identifying a market segment, the demographics of a market segment. And in this video, we're going to talk about the psychographics in a market segment.

Now, all business owners who are very successful have one thing in common. They clearly understand who exactly they're selling to. And they make sure that there is a market to message match so that the people who see their marketing are likely to become their customers, which leads to revenue and income.

So, in this video, I want to dive into and talk about psychographics, and give you an idea of what you need to be considering as you take a look at your own market. Now what exactly are psychographics? It seems to be a pretty big word. And what I want to do is just really dispel the complexity that you might be feeling right now.

Psychographics really involve the psychological make-up of a market place and of a target market and of an individual. It's the aspects that you can't see with your naked eye.

Psycho graphics are things like the attitudes and the values, and the beliefs, and the opinions, the lifestyle attributes that a customer in a target market considers important. Things like viewing family, money, careers important. What they hold to be important in their life.

In addition to this, some of the key things that I really suggest that you write down are phrases like this. They dream of, and then fill in the blank. When you ask your question what do they dream of. Dreams can be of course, nightmares or they can be pleasant. So, let's first take a look look at the pleasant version of a dream.

Dreams that are pleasant are pictures in our mind, are videos that we play in our mind when we're day dreaming, when we're asleep of what we really want in life, and what we want to accomplish.

And we're constantly thinking and we're emotionally involved in trying to figure out how to get there quicker, faster, easier, with less hassle, right?

Well, when you understand what that it is for your customer and are able to provide the it that they've been searching for, half of the sales process is already complete.

Now if we take a look at the other side of dreams which can be nightmares,
this might be what they fear. Which is another one of the items on my list. When you understand what their nightmare is, what their fear is, you're marketing and you're solution could help resolve or minimize that fear based on what it is that you do.

So, ask yourself. What do they fear? What do they need? Who do they follow? Who do they consider important and somebody worthy of listening to in a market place? What do they hate?

Who do they hate?

What do they despise, what are all the emotional triggers that can be applied to your target market to really get to know who they are and what drives them and what they feel when they look at what's going around them?

These are the factors that you want to be concerned about. What do they worry about and what are they willing to exchange hard earned money for and that's where you need to fill in the blank.

The reason I bring up all of these things for you to consider is that it's no surprise, we have a challenging global economic environment right now and we don't need more challenges.

Do you agree with me? Well this is the type of information that you need to get very clear on so that the money and the time that you do invest in marketing. Can lead to some results. That money and the time that you lead to product development leads to the results of creating something that somebody actually wants.

This is how you go through the process. In video 1 we talked about the criteria of evaluating a market. We talked about demographics in video 2. We've talked about psychographics. And when you start to pull all of this stuff together you really get an appreciation for who your target market is, what they're thinking, and ultimately all of this feeds into creating the ideal customer profile.

And that's what's absolutely critical for you to do. So, in this video, you've learned about psychographics. And in the next video, what I'm going to do is I'm going to share with you some tactics and some strategies to create a persona of your customer. Personas are very powerful, and we're going to get into that into the next video.

Now, if you like this video, I encourage you to sign up for my channel, or come back to my website and I'd be more than happy to share with you 30 minutes of video training that can help you as you build, market, and sell products and services that really make a difference.

This is Ray Stendall, wishing you the very best. Take action on these ideas and get really clear on the psychographics of your customer base.

Strategic Marketing Customer Analysis: Part 3 of 5

Strategic Marketing Customer Analysis: Part 3 of 5

Understanding the psycho graphics of your target customer and why they buy and do not buy is absolutely key to your success.

In this 5 minute video I share some of the most important psychographic factors you need to consider.

Enjoy, Share and Comment – let me know what you think

Ray Stendall

Hi there, this is Ray Stendall. I help entrepreneurs and business owners build, market, and sell amazing products and services that make a difference.

I hope you watched the previous videos in this series where we talked about identifying a market segment, the demographics of a market segment. And in this video, we're going to talk about the psychographics in a market segment.

Now, all business owners who are very successful have one thing in common. They clearly understand who exactly they're selling to. And they make sure that there is a market to message match so that the people who see their marketing are likely to become their customers, which leads to revenue and income.

So, in this video, I want to dive into and talk about psychographics, and give you an idea of what you need to be considering as you take a look at your own market. Now what exactly are psychographics? It seems to be a pretty big word. And what I want to do is just really dispel the complexity that you might be feeling right now.

Psychographics really involve the psychological make-up of a market place and of a target market and of an individual. It's the aspects that you can't see with your naked eye.

Psycho graphics are things like the attitudes and the values, and the beliefs, and the opinions, the lifestyle attributes that a customer in a target market considers important. Things like viewing family, money, careers important. What they hold to be important in their life.

In addition to this, some of the key things that I really suggest that you write down are phrases like this. They dream of, and then fill in the blank. When you ask your question what do they dream of. Dreams can be of course, nightmares or they can be pleasant. So, let's first take a look look at the pleasant version of a dream.

Dreams that are pleasant are pictures in our mind, are videos that we play in our mind when we're day dreaming, when we're asleep of what we really want in life, and what we want to accomplish.

And we're constantly thinking and we're emotionally involved in trying to figure out how to get there quicker, faster, easier, with less hassle, right?

Well, when you understand what that it is for your customer and are able to provide the it that they've been searching for, half of the sales process is already complete.

Now if we take a look at the other side of dreams which can be nightmares,
this might be what they fear. Which is another one of the items on my list. When you understand what their nightmare is, what their fear is, you're marketing and you're solution could help resolve or minimize that fear based on what it is that you do.

So, ask yourself. What do they fear? What do they need? Who do they follow? Who do they consider important and somebody worthy of listening to in a market place? What do they hate?

Who do they hate?

What do they despise, what are all the emotional triggers that can be applied to your target market to really get to know who they are and what drives them and what they feel when they look at what's going around them?

These are the factors that you want to be concerned about. What do they worry about and what are they willing to exchange hard earned money for and that's where you need to fill in the blank.

The reason I bring up all of these things for you to consider is that it's no surprise, we have a challenging global economic environment right now and we don't need more challenges.

Do you agree with me? Well this is the type of information that you need to get very clear on so that the money and the time that you do invest in marketing. Can lead to some results. That money and the time that you lead to product development leads to the results of creating something that somebody actually wants.

This is how you go through the process. In video 1 we talked about the criteria of evaluating a market. We talked about demographics in video 2. We've talked about psychographics. And when you start to pull all of this stuff together you really get an appreciation for who your target market is, what they're thinking, and ultimately all of this feeds into creating the ideal customer profile.

And that's what's absolutely critical for you to do. So, in this video, you've learned about psychographics. And in the next video, what I'm going to do is I'm going to share with you some tactics and some strategies to create a persona of your customer. Personas are very powerful, and we're going to get into that into the next video.

Now, if you like this video, I encourage you to sign up for my channel, or come back to my website and I'd be more than happy to share with you 30 minutes of video training that can help you as you build, market, and sell products and services that really make a difference.

This is Ray Stendall, wishing you the very best. Take action on these ideas and get really clear on the psychographics of your customer base.

Strategic Marketing Customer Analysis: Part 2 of 5

Strategic Marketing Customer Analysis: Part 2 of 5

This video is about Demographics and is the second one in this series.

Let me know what you think and please comment and share.

Ray

Hi! This is Rey Stendall. I help entrepreneurs and business owners build market and sell amazing products and services that make a difference.

If you saw my previous video, you heard me say that leading experts really, pretty much agree that business owners and entrepreneurs have a real problem on their hands because they don't clearly understand, for the most part, who exactly their customer market is. They do at a high level, but not at a level that's going to allow them to seriously grow their business.

This is a video system or series that I created for you to help you get very clear on who your market segment is. I did this because once you get very clear on who your market segment is, who you are ideally suited to provide a solution for, you can optimize your marketing message and by doing so you can get in more and I would say, better resonance with your target market.

When you do that, ultimately you are going to have better conversations which is going to lead to more customers, more revenue and more income for you so that you can do what it is that you wanna do with your time, with your family, with your friends. So, this is the second video in the series, let's jump in to what we're gonna talk about which is all about demographics.

Demographics. I know you heard the term before, but let's kind of drill into this. I want you to constantly be thinking as you go through this video and ask yourself how do these variables that I'm gonna rhyme off, relate to your customer market? And, if you don't have an answer for one of them, make sure you take a note and you really going to want to revisit this.

So, there's a lot here and you're probably going to want to watch this a couple of times.

So, first of all, what are demographics exactly? Demographics to me are really directly observable and trackable behaviors that can be used to forecast. And it's something that you can observe if you're standing by, you're a fly on the wall, and you're looking at somebody. They're certainly characteristics that you would be able to extract or is collected by the census in the government.

So, what are some of these key things?

Well, let's go over the basics and then we'll add in to a little bit more detail. Of course, we have things like sex and gender, key things to know about, age range. Support and determine what age range you are catering to. Is it, a 0 to 13 category or 25 to 44, or over 65?

Depending on who you are targeting, it's gonna impact how you connect with them. Their educational level. Are they high-school graduate, or high-school drop out, college, masters, doctorate? How about marital status. Are they single, divorced, happily married? Well, you wouldn't know if they're happily married, but at least you'll know perhaps if they are married.

Household size. How many kids do they have? How about finances, income level. You can have income level at a individual level, at a household level. Also what kind of investments do they people in your market make.

Are they a homeowner?

Are they a renter?

What kind of credit do they have?

You see, all of these factors are important to understand about your market. How about this.

How long can they live in their residence?

What are their spending habits and what's the value of their home, if they are a home owner?

How about health wise.

Are they a smoker?

Do they have a weight problem?

Job title, what kind of position do they have?

Are they a manager, are they an individual contributor?

What part of the country, or which country do they live in? Which city, which state, which province, which county?

How about commuting to work, how long do they take to get to work? 5 minutes, 15 minutes?

Yet this point I can sense you might be wondering, Ray, is this detail really important?

Well, you know it is.

It depends on what it is you are selling to this audience.

Lets take for example somebody who sells information based products, creates a lecture on a CD.

Well, it's useful to know what kind of person that they are selling to, are they a manager, are they somebody who needs this type of training so that they can train their staff? Are they somebody who is going to consume the content in their car, on their way to work because it takes 35 minutes to get to work?

You see, it depends on what you're selling is gonna impact which of these demographics are most important to you. Let me continue on. How about vehicles? Do they have more than one car? What kind of car do they have? Is it a foreign car, an import car - I mean a domestic car. How expensive is the car?

How about computers? Are they a Mac OS person or are they a Windows person? You know, you can tell a lot based on what kind of computer somebody has, what kind of car they have. How they keep their car. Lots of interesting information. How about family, travel? These are all factors that you can observe and you want to keep in mind when you think about your customer.

Now, I want you to avoid the biggest mistake that a lot of people make. And they basically say that, "You know what? I can help everybody." You can't help everybody, and you don't want to help everybody. You want to pick exactly a niche that you are best suited to support and help and that's the niche that's going to help you to get rich.

Please remember that, that, and I know you may not have heard this before, but you get rich in a niche. You don't focus on everybody. So, when you think about this, go through this list and ask yourself. What does you, the demographics of your customer base looks like? If you're a restaurant owner run through the demographics.

If you are a mortgage broker, run through the demographics. Who are you really trying to serve? And, the clearer you can get on this part of the puzzle, the easier the rest of this video training is going to go. So, in our next video, I am going to share with you the other side. See, demographics are things that are easily observable but, there's a whole body of analysis on more the psychological side of things.

And that's we're going to talk about next.

And it's directly going to impact whether a prospect decides to buy from you or not buy from you.

Something you're really going to want to know about.

So please comment and share on this video.

Share this channel with your friends, with your family, with your business colleagues.

And through doing so, you'll be able to subscribe to my channel and get content directly from me that's going to help you move forward quicker, faster and without as much hassle. I mean, we all know that in this economy today, we do not need more hassle and more frustration to grow our businesses.

And through my channel, I am here to serve you with great ideas that if you implement can make a real difference.

If you come back to my website and you like this type of content and you want more, just come back to my website. I want to share with you 30-minute free video training about building, marketing, and selling products.

And there's some really good stuff in there that I think you'll get out a lot of. And I really look forward to helping you move forward, and 'til we meet again, go and build, market and sell amazing products and services that make a difference today.

Customer Analysis: Do You Really Understand Your Customer Part 1 of 5

Customer Analysis: Do You Really Understand Your Customer Part 1 of 5

To build, market and sell products and services effectively you have to do customer analysis. Have you done any formal customer analysis before?

This 5 part video training will teach you some of the most important things you need to consider to ensure you have done your homework.

Through applying this training and optimizing your marketing you will increase your conversion rate and your income.

Please share your comments and ideas with me. Are there are other topics you would like me to cover that relate to building, marketing and selling products / services

I enjoyed making this video for you. Let me know what you think and please share it.

Ray Stendall

Leading experts agree that most business owners and entrepreneurs do not have a very clear idea of who exactly their customer segment is that they want to reach. And this creates a lot of trouble. It begins with not having enough leads, not having enough prospects, not having enough customers, which impacts revenue, which impacts income.

This is a video series that's going to help you increase your income by helping you understand who your market segment is, so that you could target them more effectively. My name is Ray Stendall, and I help entrepreneurs and business owners build, market, and sell amazing products and services that make a real difference.

I really want to thank you for coming to this channel. You've shared with me your most precious resource, your time. And I promise you're gonna get a lot out of these video series which is made up of five videos. So, let's jump right into it.

There are three types of customer groups. Okay, you're going to maybe want to get a pen and paper for what we are going to cover in this video series. The first group of customers are the customers you think you have, the second group are the customers that you actually have in reality and the third group are customers that you wish you had.

You see that, the customers that you think you have, the customers that you have and the customers that you wish you had.

That 's the first realization that you have to come to terms with. Because, first of all, there is a gap between the customers that you want and the customers that you have and there's often a gap between the customers that you think you have, in terms of the segment that you are going after, and the customers that you actually have.

Now, as we start to dig deeper here, the next question you might want to ask yourself are what is some criteria that I could use to select customers in a customer segment. I want to share with you my six pillar strategy for, or my criteria for selecting customers.

Are you ready?

The first one is; There has to be a large number of potential prospects in the market place. If you don't have a large number of potential prospects in the market place, you're starting out on the wrong foot. The second key point, there has to be a high level of enthusiasm in the market place and there needs to be a keen interest in solving the problem, that you are able to solve with your, with your products and services.

So, we said that there is a large number of people in the market and they're enthusiastic and keenly interested in solving the problem.

The third, they need to be easy to reach, they need to be able to easily identify them so that you can put them in your sales funnel.

If they're not easy to identify or reach, you are going to have a challenge.

They also need to be people you enjoy being around.

Do you really want to be around people you find annoying?

I don't think so.

You want to be around people that you enjoy being around, so that they're fun to be with, enjoyable to serve and to help and to grow with.

What else?

Well, they have to have the capacity to pay your fees. And, if you consider all of these factors which I'll repeat one more time. That there has to be large number of people in the marketplace. They have to have enthusiasm and be keenly interested in solving a problem that you can solve. They have to be easy to reach and easy to identify.

They must be people you enjoy working with, and they have to have the capacity to pay your fees. That's the first step that you need to think about. So why don't you pause the video and ask yourself, "Does my customer market meet this criteria? Now, as you do that, I want you to, and I want to assume you've taken a little bit of time to think about that.

You're gonna start to do a gap analysis. I want you to now run through the customers that you have versus the customers you wish you had. And try this exercise, ask yourself those questions for the customers that you have. And then ask yourself, what would the market be if we focus on the customers that you really wish you had?

There might be some small gaps within your market that you can close by modifying this strategy. Now, lets take a look at this. What have we learned here so far? We've learned that, there is three different types of customers, customers that you have, customers that you wish you had, customers that you think you have and we've learned some key questions that we need to ask in order to identify, if this is a segment worth pursuing.

In being able to understand this if the segment is worth pursuing and the gap is absolutely critical. This is the first step in the process. In our next video, you're going to learn an important and easy method to further analyze your customer. So, that you can ensure that the solution that you provide fits with your marketing and it's all in sync with each other.

Please comment and share with this video with your friends and really help them grow their business. Subscribe to this social media channel, so that you can get content directly from me as I release it and I help you move forward. If this is the type of video that you have enjoyed, come back to my website for our free 30 minute video training that will help you build, market, and sell amazing products and services that make a real difference.

Till we meet again, on video, this is Ray Stendall, wishing you the very best.

Part 7/7 The 7 Cs of Getting Amazing Results: Congruence

Congratulations you made it through all 6 videos and this is the last one in the series.

I have just one Powerful Question for you:

Are your actions congruent to the size and scope of your dreams?

Watch this video and learn some strategies that can help you get there faster.

Please comment, share and join my site to get more useful ideas you can use to impact your personal life and business.

Ray Stendall

"Your life changes the moment you make a new, congruent and committed decision." Anthony Robbins said this and I love this quote. Hi, this is Ray Stendall. Thanks so much for coming to this channel and tuning in. This video series is about the 7 Cs of getting amazing results in your life. Both in personal life and your business life. If you apply the ideas I'm sharing with you, you're going to get some pretty incredible results, and it's going to move you forward from where you are to where you want to be.

This is the seventh video in the series.
It's our last video on the 7 Cs of getting great results. If you haven't seen the other 6 videos, I encourage you to take a look at them. Alright let's get on to today's story. The process of getting a green card for me was a very interesting process. I'm originally from Canada and to get a green card actually took me 10 years. You would think it would be a lot quicker, simply come across the border get a job, apply, and get one.

Well, it's not really quite like that. I got a green card in the process of, the process of a market that really declined. I was working in the high tech sector and in working for the high tech sector, the market was like a roller coaster and as it was roller coasting up and roller coasting down, I can tell you it was disheartening to watch tens of thousands of people be laid off.

Week by week. As was getting a green card. You see, when you're getting a green card, and if you lose your job in the process of being sponsored to get a green card, really what happens is that you have to leave the country. Which really didn't quite appeal to me.

So, as you can imagine, I was very committed and did everything I could to excel in my role, add value and to be able to continue and move forward and get my green card.

Now this video is all about congruence. It's about being able to complete the task, it's about being able to be congruent with the actions you take in relation to that, that you want. In relation to your dream. If there's no congruency, what are you really doing? You're just basically telling lies to yourself.

You don't want to tell lies to yourself. If you claim to have a dream but take no actions, you're doing yourself a great disservice. Why? Because, by not taking any actions, not being congruent with your dream, you ultimately will not reach your dream. And what kind of message does that send to your subconscious mind. Where time after time after time you don't reach your dream. So, it's not because you tried and failed, it's because you didn't try, or you weren't congruent in your actions and those negative messages are not at all good for you.

In this video I want to share with you some ideas that can allied and move forward and make sure that your actions are congruent with the size and the scope of your dreams. So, the first thing that you have to separate feeling for doing something and actually doing what needs to be done. You see, that's a big difference between being committed and being invested, is that when you are in invested in something, as I talked about in the story of the pig and the chicken, you do things when you feel like doing it. When you are committed you do things because you have committed yourself to do it.

You are engaged in the process, and you're in control, and you have the self discipline to give yourself a command and to follow it. So, that's the first step; you've got to separate feeling to do something and doing it because you told yourself to do it You need to control your thoughts because your thoughts are going to impact your feelings and your feelings are going to impact what drives you to take an action. If you have a negative thought that you don't think you can do something and you feel kind of depressed on the topic, do you really think your going to spring into action like a spring chicken and go ahead and do something?

I don't think so. So, we have to monitor our thoughts. We have to also separate feeling to do something and doing something. Now you also need to control your activities so you don't waste time. We talked about time blocking in a previous video. And I want to emphasize this whole idea of being very cognizant and aware of how your using your time. Because there is opportunities that pass right in front of you to move your dream forward and sometimes you don't take advantage of all of those opportunities. Next, you have to control the environment. We talked about this before, and it also impacts your level of congruency.

If you're around people who are willing to tolerate your lack of congruency. And not stand up and say, hey, didn't you say you wanted X, why are you doing Y? There are people in our live which are relaxed. These are people who don't get results. These are people who are never going to shake you up and tell you that you aren't being congruent. That's one of the reasons why a coach is useful. A coach is somebody who is objective. can stand out in front of you and say, "you know what? Last week you said this. This week you did Y. What's up with that? Why are you not following through?" In your own environment, make sure you surround yourself with people who are willing to shake you up a little bit. Be willing to shake up other people. Sometimes you need to get into their face.

Sometimes it's gonna hurt, but in the big picture of things, it' s going to move people forward. And they'll thank you for it. So, you've got to control your environment, you've got to control the negative influences around you who are willing to permit your lack of congruency. Finally, you've got to ask yourself, did I complete the promises that I made to myself?

I want you to think about this in terms of promises because, we are conditioned from a young age to keep our promises. And if you make a promise to yourself, that implies a whole different level of emotional connection than simply calling it a goal. I learned that from Bill Bartmann. It's a great tip.

Okay, if you don't know who Bill Bartmann is by the way, he is a very successful entrepreneur and a billionaire. Great guy. I want to share with you a couple mistakes that you can avoid from falling into that's going to help you be more congruent. The way you go about doing this is you've got to really start to take a look at the impact of tasks. And what's the cost of not moving forward? We talked about this a little bit before in another video.

Not willing to pay the price for what you really want is one of the big reasons for lack of congruency and giving up prematurely. Its so interesting. If you take a look at an elephant giving birth to a baby elephant or human giving birth to a little child, an infant, there is a cycle. There is a process.

There is a gestation period. And quite often we don't appreciate the fact that it takes time for that seed, that idea to blossom into a new flower or a new tree or in this case, a new business or a new sale. There is a process to go through and sometimes we want immediate results. We live in a microwave culture.

Where we can TiVo and skip through the channels. We want it now. I want to suggest to you that there are things in your life that you need to make happen, that you want to make happen. What you need to do is realize that there is a cycle for it to happen. You have to put in the right causes in place, so that you can get the effects. So, one of things that I can share with you in terms of a best practice is you've got to make these promises for yourself.

You have to hold these promises in the highest regard, with the highest respect. Because they are to yourself. And there is no one that you should respect more than yourself. Cultivate the self- discipline. I mentioned the ability to give yourself a command and follow through. That's key, you could imagine. Sunday morning, it's nice and warm. You're in your bed. You don't want to wake early to go and do what you've told yourself to do, whether that is to go to the gym, whether that is to go and work on your project.

Yeah, Sunday morning, working on your project. That might be the priority that you've set for yourself and it's something your gonna want to follow through on. I hope you got a lot out of this video series. I really tried my best to share a lot of ideas and wisdoms and things that I have learned through my career and my life.

I want you to subscribe to this channel if you haven't already. Share the video, and please, please, please, comment on this video. Let me know what you're thinking. How is this working for you? Are there other strategies that you're using that you're getting better results with? Share them. If you are using these strategies, let me know how they're working for you.

Come visit my website. Come to my fan page on Facebook, interact. I want to really get to know you. If you come back to my web site which I certainly hope you will. RayStendall.com I'm sharing a free 30 minute video training on a business topic related to building, marketing and selling amazing products and services.

I'm sure you'd agree that the majority of successful, wealthy people on this planet did so through some type of a business. Whether they are an owner of a business their an entrepreneur in getting one off the ground, It's something that you need to learn about. I guarantee if you take the time to start going down this pathway you'll be very happy you did. Come back to my website, and I'll be more than happy to share with you a 30 minute video training.

I really hope you enjoyed this video series.

'Til we meet again, go ahead and build, market and sell amazing products that make a difference today. This is Ray Stendall.

Part 6/7 The 7 Cs of Getting Amazing Results: Cooperation

This is the 6th video training on Cooperation. This video series examines “The 7 Cs of Getting Amazing Results”.

Building Cooperation with companies and individuals can help you realize your dreams, purpose, strategies and goals faster than trying to do it all on your own.

In this Business Training, I will share important strategies and tactics that can help you get started and improve your ability to cooperate with others as part of the 7Cs framework.

I also cover what some of the most common mistakes are that you need to avoid.

Watch the video (6:48) and let me know what you think.

Please comment, share and subscribe to be notified of new ideas and content.

Ray Stendall

"If we do not hang together, we will all hang separately." Benjamin Franklin said this. Very serious statement. Hi, this is Ray Stendall. Thank you so much for tuning into this channel. This is a video series about the seven C's of getting great results. You can apply what I'm going to share with you to both your personal and your business life and get amazing results as long as you really implement the ideas that I share. I want to go and take a look at a story that has to do with how I involve others in building cooperation.

I was involved in a business that has to do with selling personal and professional development content online, through the Internet, from some of the best speakers, trainers, consultants in the world. And in the process of building a team, I learned a lot about the dynamics of different people in terms of their motives and what they wanted to accomplish. I also learned about their personality styles. Some of them were directors, and some of them were analyzers and relationship-oriented people, socializers, using the DISC as a means to gauge the different personality styles of people. And at the end of the day, I had to figure out who was motivated to accomplish what and by when, and show how working with me would be able to speed them along their pathway to get to what they wanted to do. So what I wanted to do in this video is share with you a couple of ideas that might help you in figuring out how you can build more cooperation with people. So the first thing comes down to, once you identify who you want on your team, the next question you have to ask yourself is what motivates them.

Everybody is motivated by different things and different combinations of motives. So, you have to ask yourself, "What are they motivated by?" I find that people are motivated based on a few of the key things such as money, respect and acknowledgement, prestige, achievement, power, and having a sense of contributing beyond themselves and leaving some type of a legacy. This usually is a motive for someone who is a little bit further down the pathway in achieving their goals and are really getting towards the end of their life and want to make sure that they are leaving something behind, so that they can really feel that they've contributed in some way. Now, as you think about what motivates people, this is really an interesting topic because there's primary motives and then there's secondary motives. You've got to figure out what the primary motive is for someone on your team, and then you need to ask yourself, "How can I help them get the results that they're looking to accomplish?" Before you proposition somebody to be part of your team, see if you can find a way to help them get what they want through your knowledge, experience, and contacts.

As you start to this, you're going to start to build some goodwill towards your objective and your project. And then once you are able to attract them to your team, you're going to want to reward them with financial incentives as well. This is particularly important, because over the long term, I find that all the other motives can certainly be useful and appreciated, but at the end of the day, we have a certain amount of time on this planet and this time can be used for different things. And based on being able to use our time to generate an income, that income can then be translated into almost anything else that we want and ultimately give us more freedom to do whatever we want with our time.

So, it's important to compensate people with financial incentives and show them how their contribution leads to a financial incentive. Very, very important.

Now what are some of the mistakes that I want you to be aware of? Well, first of all, first is a mindset mistake, thinking that you can do it all by yourself. Now, don't make a mistake about this. You can accomplish a tremendous amount by yourself. But if you really want to move to a whole new level of performance, you're going to need to figure out how you can relate well with others, and be able to add value to others, and be able to leverage their strengths, their ideas, their contacts, their capital to be able to move you forward in being able to reach your dreams quicker. That's what it's about.

It's about getting there quicker so that you can then use your extra time, resources, and capital to have a bigger impact. Does that make sense? Because if you can get to where you need to go in two years versus fifteen, now you have a whole lot of extra time to do even more good work. I think one of the biggest mistakes that people make is, aside from thinking that they don't need anybody else to be part of their plan, part of their drive to get to where they want to go in building their businesses, is not correctly identifying what motivates people. If you use the wrong motivators for individuals, simply, they're not going to use their best skills and experiences and put it forth towards your project.

And ultimately what's gonna happen? They're going to perform at a certain level, but you're not going to get the highest performance out of them. In order to get the highest performance out of them, they need to wake up in the morning thinking about how they can contribute in their way to your project and throughout the rest of the day and evening continue to think about this and meditate on it, so to speak, wake up in the morning energized and enthusiastic and bring forth their best version of themselves so that the project can move forward quicker, faster and easier.

So one of the best practices I want to share with you is you really need to prioritize who you want to work with. You need to understand what motivates them. You need to present yourself as a trusted professional who can help them get the results that they want in their own life and as you do that you will be able to present your opportunity and see if they are interested in being part of your mission, your vision, which you set as the entrepreneur.

If this sounds like good information, I'd really really appreciate if you could comment on this video, share your ideas on how you can apply these ideas to move your life and your business forward. Subscribe to the channel, share it, and if you'd like to have access to more content, more of a business nature, please come back to our website. It's raystendall.com. Come back, and I am going to share with you a 30 minute video training all about how to build, market, and sell amazing products and services that make a difference today.

This is Ray Stendall, and till we meet again, go forward and make a difference with all that great energy you have as an entrepreneur and a business owner.