Book Review: Getting Everything You Can
Book Review: Getting Everything You Can
In this dense book (published in 2000), Jay focuses on using marketing to increase your business revenue. His book starts with a simple formula:
Number of clients * Average Client Sale * Sale Frequency = Total Income
His book then proceeds to show ways to increase the number of clients, increase the average client sale, and/or increase the sale frequency.
The book contains a very useful 50 question list to help you focus your marketing ("Where do my clients come from specifically (demographics)? When I create a new client for my business or profession, who else have I directly created a new client for? Who are my biggest competitors and what do they offer that I do not?").
While some of Jay's suggestions require larger budgets to achieve, some of his ideas are quite provocative:
Calculate the lifetime value of a client and spend appropriately to capture new ones.
Better than risk-free guarantees
Create better add-ons - what does your client need before using your product? After? Make it easier to purchase automatically.
Always test your marketing pieces (split-testing, telephone, email, sample, price, etc.) Measure your ROI. Consider split testing.
Creating host-beneficiary relationships
Creating a (detailed) referral system
Regaining inactive clients
Direct mail piece suggestions
Pre-qualifying leads
Telemarketing scripts
Bartering
Each of the chapters is full of case studies and examples that help to explain his principles. Any one of these ideas could produce a wealth of results for your business.
Book Review Getting Everything You Can - To learn more about this author, visit Jay Hamilton-Roth's Website.
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Jay Abraham calls himself "Americas Number One Marketing Wizard". His client list is impressive and in his 25 years he has amassed a lot of knowledge about what works - why - and when.
In this dense book (published in 2000), Jay focuses on using marketing to increase your business revenue. His book starts with a simple formula:
Number of clients * Average Client Sale * Sale Frequency = Total Income
His book then proceeds to show ways to increase the number of clients, increase the average client sale, and/or increase the sale frequency.
The book contains a very useful 50 question list to help you focus your marketing ("Where do my clients come from specifically (demographics)? When I create a new client for my business or profession, who else have I directly created a new client for? Who are my biggest competitors and what do they offer that I do not?").
While some of Jay's suggestions require larger budgets to achieve, some of his ideas are quite provocative:
Calculate the lifetime value of a client and spend appropriately to capture new ones.
Better than risk-free guarantees
Create better add-ons - what does your client need before using your product? After? Make it easier to purchase automatically.
Always test your marketing pieces (split-testing, telephone, email, sample, price, etc.) Measure your ROI. Consider split testing.
Creating host-beneficiary relationships
Creating a (detailed) referral system
Regaining inactive clients
Direct mail piece suggestions
Pre-qualifying leads
Telemarketing scripts
Bartering
Each of the chapters is full of case studies and examples that help to explain his principles. Any one of these ideas could produce a wealth of results for your business.
Book Review Getting Everything You Can - To learn more about this author, visit Jay Hamilton-Roth's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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