One of our readers, Chris Cleveland had a great question -

“Chip, what is benefit of actually getting an URL in your personal name like yours …www.chipcummings.com ?”

Actually Chris, there are three major benefits (and several smaller ones!)  First, if someone is looking for you - you’re easier to find!

Think about it…. If you want to find information on a BMW car, where do you go?  www.bmw.com, right?  Well if you have a business built around you (that include anyone who is a business owner or individual sales people), you are spending a lot of time and money branding yourself!  Why waste it?  People will naturally start to search for you  by your name.

Which leads me to the second point - if they don’t know how to spell it, OR if you have an easily misspelled name, then ALSO reserve any common variations or misspellings.  If you go to www.ChipCummins.com (no G), you will still find me!

Another MAJOR benefit is search traffic!  When your customers or prospects look in the search engines, what do they find?  If your name is a URL, search engines LOVE that as a “searchable keyword”.  In other words, you are much more likely to be highly ranked for terms that are contained within a URL domain name.

A third benefit is portability.  If you leave the company you are with now, and haven’t taken the time to do any personal branding (such as a personal URL), where does that traffic go?  Your former employer!  With “domain forwarding”, you can redirect that traffic to another site (or web page) within minutes!

To research domain names, or to reserve your own - go to www.InstantCheapDomains.com.  It is my wholesale account, so it’s cheap, and provides FREE forwarding and masking!

Even if you don’t have a website to set up for it yet, just RESERVE it before someone else grabs it!  I’ve even reserved my KIDS names for when they get older

Thanks for the great question!

- Chip

That’s what a lot of people are asking me right now….  And the answer is maybe

With the “47 Marketing Secrets” profits training package release coming up in just under 48 hours, (watch the countdown at www.47Secrets.com) - I’m getting a lot of e-mails wondering if I’ve lost my marbles!   This is how they’ve been coming in….Question –  Did you really LOWER the price?
Yup.  But only for two weeks.  Last year I sold a smaller version for $997, and we went through 1,427 copies.  I don’t need the money   BUT, here’s the thing – I got a lot of feedback and phone calls for some specific support on some of the more advanced techniques.
We had LOTS of great success stories on people using the strategies contained within the package, but I realized that I could get a lot more accomplished if I included some “consulting time” with the packages.  So I included it.  With that, I had to limit the number of packages to 500 total (no, we won’t produce any more than that), and I want to sell the bulk of them right away so I can concentrate on helping those “students” achieve their profit goals.  So the price will be $797 for two weeks (unless they are sold out before that).  Then, you’ll have to come see me live to grab any of the remaining few.

Question – What all is included in the training package?
A lot.  Actually, I will be putting a list of everything in the package up on the site at noon on Thursday (EST), but I can give you an idea…
There are 10 DVD’s, 18 audio CD’s, 1 resource CD (that contains templates, scripts, worksheets, etc.), and 1 VIDEO CD (new concept, that shows me on-line actually DOING each of the strategies!).  Manuals, binders, and some bonus items that I’ll list on the site as well.  Quite heavy from what UPS is telling us

Question – Do I need to be a “techie” to implement your marketing strategies?
No!  It helps if you have some basic computer knowledge, but I give you the templates, software, and show you on the DVD’s exactly how to do it.  My 13-yr.-old daughter can follow along pretty easily, so you shouldn’t have any problem.  If you do – that’s why I included the consulting time in there.
Question – Are you really going to limit it to 500 packages?
Yes.  See the answer above

Question – Is there a money-back guarantee?
Definitely.  If you get the package, and don’t want it for whatever reason – send it back.  I’m only interested in working with people that are serious about automating their business.  That’s why the packages are limited.  If you don’t want it, then I can certainly find someone else who does!

Question – What are the “bonuses” in the package?
Can’t tell you yet   Actually I could, but then I’d have to kill you  (good movie )  No, really, I am still figuring out the details on the bonuses, so I’ll announce them soon.

Question – What if I can’t get on the site on Thursday at noon?
Then try at 12:01   Can’t help you with that one……  Type in www.47Secrets.com and go from there.

Well, that sums up most of the responses so far.  If I missed your question, e-mail me back by hitting “reply” up at the top.  I’ll try to get to all the inquiries as quickly as I can.  Don’t call the office – everybody is busy stuffing CD’s into little black boxes!!!

-Chip
 

What are you worth?  Easy question…. think again!

We are all worth only as much as someone is willing to pay us for the service or product we provide.  Period. 

You may THINK you are worth more, but the reality is that the market will determine your actual “net worth”.  If you charge too much, you risk losing or alienating customers.  If you charge too little, then you’re busy - but end up feeling used.

If you charge too much - and they KNOW it (or find out about it), then you lose that customer forever!  So how do you know how much to charge?

Simple - ASK!

The Pricing Equation

When calculating your fee for products or services, you need to follow the following formula:

AP + RC + APC = PV

The full formula looks like this:  Ask Prospects + Research Competition + Ask Previous Customers = Perceived Value!

Case in Point - 47 Marketing Secrets!

Many of you know that I have a new updated product release coming out on Thursday - the “47 Marketing Secrets” training package.  In 2006, I sold hundreds of these packages at a retail price of $997.  The package include a DVD and audio recording of my 2-day marketing bootcamp, manuals, scripts, software, checklists and everything needed for a business owner or sales professional to revolutionize their business.

The NEW updated package includes 30 DVD’s and CD’s of my recent revised 2-day marketing training, PLUS I added a VIDEO CD which shows how to implement the strategies and 2 hours of personal consulting.  That was added in response to “alumni” members who wanted access to me for follow-up questions and implementing advanced techniques.

Last week, I asked my subscribers for feedback on WHERE to price the new package - and was surprised when the majority of people told me to RAISE it!  They saw the value, and felt that an increase was justified.

Lesson:  Your customers DON’T MIND PAYING A FAIR PRICE!

I researched the competition (there really isn’t any for this type of all-inclusive package), and evaluated all the feedback received.  I decided to actually LOWER the price of this years package to $797!  But let me explain….

The Trade-off!

Based upon the feedback, I decided to do a couple of things different.  I decided to LIMIT the number of units available to just 500 packages, AND I wanted to give the “early bird” customers an incentive - for two weeks.  After two weeks, if the 500 units aren’t sold out, it comes off the market.  The remaining units will be available ONLY when I speak “live”, and at a price of $997.

Yes, I could have raised the price.  Yes, you can probably raise yours too.  But have you asked your customers what THEY think is fair?  I know that my customers will find more value than they expect.  That’s part of the plan.

Do your customers come away with the same feeling?  Do they feel “taken advantage of” down the road?  Or, do they come back for more - and appreciate you going beyond the expectations.

For me it was a no-brainer.  Yes, there were some that wanted me to price it at $97 - but those prospects will never appreciate the value I, you (or anyone) offers - they are always just looking for something for nothing (then only complain when they get it!)

No, taking the time to properly establish the “perceived value” will allow you to sleep better at night - and know you have customers that appreciate you in the morning

Have a great week!

- Chip

Marketing is tricky.  One little detail can have a dramatic effect on the overall outcome of a marketing campaign - for better or worse.

There is little doubt that one of the keys to successful marketing is creating a personal connection with the prospect.  The stronger the connection - the more likely you get the sale, or deal, or cash.  People like to know they are dealing with people - not companies, machines, forms or computers.

I received a great question from Debbie Braham up in Maryland last week that got me thinking.  Debbie was looking for my recommendations for fonts and/or software that could imitate personal handwriting.  But what about other ways to use handwriting?

Before I get to my answer to Debbie, think about this….  Don’t you PREFER to receive a handwritten card or note?  What about at least a personally signed letter?  Of course you do.

There is a technique that I have been using for many years, that has made me a small fortune.  It involves using your OWN handwritten signature in a computer format to personally sign letters - thousands of them.  By using your own signature, placed in a certain way on the letter, people believe that it’s an original, and I have documented proof that it increases sales.  On average, for a direct mail campaign, we see up to a 37% response rate!!!!  Compare that to a normal return of 1/2 - 1% for regular direct mail.

I have posted a video of EXACTLY how to implement the strategy in my CCU Affiliate Center, under the “Video” section.  Log in at www.CCUAffiliateCenter.com and check it out - 6 minutes that could have a dramatic impact on your marketing campaigns!

Don’t forget that March 1st is the *BIG* release date for the new updated “47 Marketing Secrets” DVD training package!  I have decided to only open it up for a limited number of pacakges, and only for a limited time.  Sign up for the pre-notification announcements at www.47MarketingSecrets.com.  There’s a cool video of some of the attendees there as well!

Now back to Debbie’s question.  There are many different “signature” script fonts available that yo can use to address envelopes, sign letters, etc. - but you will NOT find them in Microsoft Word.  You will have to go to sites like www,SignatureFactory.com; www.Fonts.com; www.1001FreeFonts.com; or www.ElfRing.com for some creative ones.  I have thousands of different fonts, but be careful of using them on-line!  People will not be able to SEE them the way you intended if they don;t have the font.  Better to create it in a PICTURE (jpg or gif file) for that purpose!

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I’m off the road this week, as it is pretty hectic here getting ready for the new packages.  The staff is working overtime to put them together, and I KNOW I’ll be buying some dinners before this release is through!

I will be at the Encompass Success Summit in San Francisco starting March 3rd, so I’ll see many of you there!  Have a great week!

- Chip

This time of year, its common for sales pros to all make the same mistake - they go searching for greener pastures.

CLICK TO WATCH VIDEO HERE!

Many of us are so busy trying to find new leads, that we forget about the best source - our past customers!  As part of your regular marketing routine, you should be contacting (by phone) 5 past clients per week.  No excuses, no delays - put it at the TOP of your list.

Write up a simple script, and ask them about their experience with your team, or the (more…)