It’s not about you, it’s about them.

Keep on sharing. It really DOES matter.

Who are you? What do you know that is of value to others?

You are you. You are unique and your experiences do really matter to other people. You create value when you share who you are, as well as what you know.

I know that the people marketing and sales would have you believe that all about what you know. It’s not that what you know is not of, or does not create value. It’s more that who you are is an important and integral part of the value created when you share what you know.

People buy people. People buy feelings.

Do you really think that purely what you know is enough to make people spend money? Or is it the outcome that they will achieve for themselves?

I believe it is, for the most part, the latter. By learning from you people hope to get a specific result for themselves. That result, in turn, delivers a specific feeling for that person. The greater that feeling is in importance to them, then the greater the value it has to them.

This is where commerce comes into play. The people that you create value for have access to resources that are of value to you. The resources they have maybe skills, knowledge, networks, attention, time or money. And as we know, one of the main resources that is traded for the value you have created and the value that you desire to receive, is money.

Granted, it’s not all about money (at least it isn’t for me). It’s also about the one email, tweet, Facebook or LinkedIn message where you hear from someone the you never met.  In that message they thank you for changing their lives for the better through what you’ve shared. [I’ll share the message I received in a later post]

You may, like me, have forgotten what you wrote. But you will know that it came from a place of compassion, and passion. At that moment you will get that feeling of knowing that what you do and who you are really does matter.

I say all that to say this….

i2i TMM Global reach 20121119I have been writing blogs fairly consistently now for over a year. I know that it is necessary for me to share what I know and who I am. Until recently, I did not take a look at the web statistics that shows the global reach of what I say about what I know and who I am. The image in this blog was taken from my website stats analysis.

With that said, I want to say a big “thank you” to you for taking the time to read, watch and listen to what I have to say. No matter where you are on this global map (shows the countries that people have viewed this blog from) there are people just like us all over the world that seek to grow, share and walk together on this journey called life.

In 2013, I’ll be focusing most of my thoughts, videos and writing around a few core subjects. This will help me to focus my time, energy and efforts in a way that I will be able to establish a clearer “message” that we can discuss and share together.

Puzzle me this, puzzle me that….

Do you have a message that you wish to share? Have you allowed fear, or the illusion that it does not matter to others to be the reason for not sharing that message? Or have you allowed “planning to prepare” and “getting ready to get ready” to be the reason for not starting or building a rhythm for sharing your message?

If so, please know that what I have done is a baby step. But even the baby step is still a step forward.

This is all that we need to do. It may not be perfect, it may not be as consistent as we desire (at first), but is, can be and will be SOMETHING.

This is not about you, this is about them. All the people in the orange and red countries of your global reach map waiting to hear what you have to say. It may start small, with only one blog or video. It will become more, in time.

And in time you will hear the stories of how your words have impacted and changed the lives of others. This is my story, this is my song. And I thank you for taking the time to sing along.

Money is NOT the root of all evil

The last step of ATM is a doozy.

So far you’ve learned the importance of getting the attention of the people you want to serve,

You’ve learned how essential it is to spend quality time with them to let them know how you can add value to their lives

Now you’re at the point where you can see if they really value what you have to offer, you’re at the last step where it’s time to put up the ultimate ‘applause for a job well done’ and ‘sign of commitment and interest’…. It’s the money step.

Money. Despite the misquotes and slander, money is NOT the root of all evil. The actual quote is “the love of money is the root of all evil” 1 Timothy 6:10

In fact, there can be a number of inhibitors and blocks for people taking the ‘money step’ can exist on both sides of the transaction. Yes, YOU can be the block through your own behaviour, attitude and perceptions about money.

It’s fair to say that YOUR perceptions about money can often be the greatest block. For that, I’d suggest a few sessions with your life or business coach.

I say all of that to say this….

When you can get and keep the attention of an audience. They are have invested in you on one level.  They have given you a small part of themselves to test the waters before they invest a larger portion by spending time with you.

During this important exchange it is your responsibility to make good on the promise you made when you gained their attention. You have to provide real and connected value that is of use to the people who  you share your message with.  You have to prove yourself, credible and worthy of further investment of time.  And when over the course of time you have proven yourself, they will exchange something that you value and can use….. money.

Money is a means to an end.  Money is a clear indication that they want to continue to invest in you and themselves. It’s for mutual benefit.  You will give them something that is of greater use value to them than the financial value that you have requested.

Attention, Time and Money. Straight forward yet far from simple. It’s sort of like a maze. And like a maze it is far easier to navigate if you have the benefit of a guide or a map.

Puzzle me this, puzzle me that….

What does your brand communicate? Has it been engineered to gain and keep their attention?

Are you making good on the promises you make after you get the attention of the people you wish to serve?

What is the clear pathway, product matrix or product staircase that you’ve created to continue to serve your customers as time goes on?

If you’d like to find out how to build your own product matrix and product staircase, you can visit your nearest branch of The Business Wealth Club in the UK or USA. Alternatively, you can get a 1:1 ‘i2insight Session’

This is a 40 min session discussion specifically about YOUR business and looking at quick wins to grow, have more impact and make more money.  The qualify for that session you have to complete the following three steps

Complete the questionnaire (takes 3 min) [ www.bit.ly/i2insight01 ]

Select and make a donation to one of our four charities (min £10 donation)

Book a meeting time with me [ www.bit.ly/i2ischedule  ]

During the session we are likely to discover ways for you to generate NEW business and more profitable customers. This will pave the way for increased cashflow and opportunities for you to invest in the business.

I look forward to connecting with you.

The second step to fill your personal ATM

Trust leads to revenue. Trust takes Time.

OK, so I think I’ve got your attention.  Well, in fact, if you’re reading this you’ve already proven the validity of the next step the principles of ATM.

How many times have you sat at your computer with the intention of doing one thing and found yourself doing something else? It happens to a lot of people, in fact, companies like Facebook, LinkedIn, Google and the like BANK on the fact that you will do just that.

It seems that we’ve moved into a new age of communication.  There was a time when we were in the information age, when we were hungry for access to information and the new ‘information superhighway’ (as the internet was called back then) was the place were everyone wanted to get a fast track to the fast lane.  As the old saying goes

“Be careful what you wish for, because you just might get it.”

Now, as my coach Scott Smith has noted, we’re in the age of ‘information overload’.  If you think about it, we’ve taken a very distinct change from getting information on everything to only wanting information on what we want, when we want it and in clear, distilled, limited to 140 characters, up to the second information.

I say all of that to say this….

Once you have the attention of your potential client, customer or partner you want to create a way for them to spend time with you.  This can be in the form of the written, spoken or presented word.  In my V3E strategy, I stress the importance of shaping your message so that it is aligned with your values and vision for yourself and your partners.  Regardless, the way to build trust and relationship is to create and master ways to spent time with the people you want to work with.   Ideally, you should have a product staircase or product matrix that you can clearly map out the pathway for your customers.  The product staircase is a way to let your customers take steady steps from product to product as they learn more about you, trust you, and decide if YOU are the one to solve their problem e.g.

Attention:  0 – 10 seconds

  • Your headlines
  • Your Logo
  • Your tagline

Time:  10 seconds – 30 minutes

(in order of typical duration)

  • Your tweets
  • Your audio blog (audioboo)
  • Your podcast
  • Your Facebook or LinkedIn messages
  • Your blog
  • Your videos
  • Your webinars

These are just a few examples and ideas that are progressively longer and longer and provide an opportunity for people to hear what you have to say, the value you have to offer and learn to trust you.  And what is a clear indication that they find value in what you have to offer? Well, that’s for the last step

Puzzle me this, puzzle me that….

Take a look at your favourite brand or product and consider the path that you took from first giving them your attention and then your time.  Consider the other pathways that they have created to allow you and other customers to spend time with them.

Do you have a product staircase or matrix? If you do, then what do you have in place to ensure that the steps are easy and comfortable transitions based upon the services that you offer.  If you don’t, then consider checking out the product staircase strategy at www.thebusinesswealthclub.co.uk to visit your nearest club (if you are in the UK).

The staircase is the structure, V3E shapes the content. The next step is the step that keeps you in business.

Three steps to increase revenue

How to make more money in three steps

Note that I didn’t say “three easy steps”.  That’s the headline that the internet marketers would suggest.  That would not, however, be the full story or really be the truth.

Heck, if it were easy then everybody would be doing it.

If it were easy then it would most likely be something that comes naturally to you (flow), you’d be doing it and you wouldn’t, necessarily, be reading this blog.

For the rest of the world that wants to make more money and realises that it will take effort, read on.

Recently, more and more of my clients have been sharing a common frustration.  How do I increase revenue?  (a sophisticated/business way of saying “I want to make more money”)

There are a number of ways that I’ve learned over the past 25 years working with businesses to help them grow.  I’ve even distilled it down into clear steps that have always yielded results (i.e. this is a strategy that has made countless people into millionaires)

There are lots of ‘answers’ out there but as I said in my last blog..

“the answer isn’t really the answer”

It’s more about the journey. Step by step, day by day, pennies to pounds.

OK, I hear you saying, “So what are the three steps?” Well, if you’re one of the many people out there that just want an answer, then here it is:

  1. Create value
  2. Leverage it
  3. Repeat

Those are the three steps of the strategy……… the answer.

Within the steps there’s more….. so If you stop reading now you’ll miss out on the part that will help you to take the next step. This is because there are questions that follow with answers that are all a part of the journey.

The challenge that many businesses face is that they believe they’ve created value but aren’t seeing the level of revenue that they desire.

The fact is, they’ve created value for somebody but it might be for a dwindling number of people.  Additionally, the people you may be connecting with don’t necessarily place a constant level of value on what you are delivering.

So, here’s the next question, “What are some of the easy indicators that you are delivering value?”

The answer: Attention, Time and Money (ATM)

  • Attention – If something is really of interest to you, then you’ll have no problem clicking a mouse, looking in a shop window or reading the headline on a leaflet or brochure.
  • Time – Once you’ve moved past the initial glance of the headline or clicked on an ad or banner, you’ll invest more and more time to investigate and learn more about the product or service
  • Money – Money is one of the most clear indicators of interest.  The indicator that, once given to you, can be exchanged for other goods and services.

I say all of that to say this….

The global economy is based upon the principle that people will invest into things that meet a need or a want.  You may pay (money) for something, but the money is usually the last step in a sequence of investments – the preceding investments being attention and time.

The attention and time investments that your customers make can be measured.  The level of investment will vary based upon how important the need/want may be to you (balanced with the attention and time that you have to invest)

These two key areas (attention and time), when measured, are important leading indicators of the potential for revenue.

If you make the effort to examine the buying habits of your customers and measure the

  • ‘attention’ that you are getting,
  • ‘time’ they are spending
  • money they are willing to exchange,

THEN you can see if you are really connecting with the right market and if you have created the level of value that makes them want to invest their ATM.

If your customers aren’t willing to give you their attention or their time, chances are that they won’t give you their money.

Puzzle me this, puzzle me that….

Do you have metrics within your organisation that measures attention and time invested by your customers?  If you do, bravo.  You are equipped with valuable information that, when used strategically, can help you say ‘no’ to products and services that are losing traction OR equip you to ask better questions about who you are trying to reach as a customer.

If you don’t then find a way to do so.

If you still have questions on specific measures, indicators or strategies, contact me or leave a comment and I will assist where possible.  It’s always better to have a specific and personal answer than to deal in the hypothetical.

This is another important step on your journey to go from an idea, through effective implementation and all the way to making the income you desire.