Perfectly Executed Crowdfunding Campaign


 

In my Crowdfunding Formula program, I teach the 14 steps you must follow to successfully raise money from Crowdfunding.

It turns out that Jeremy Smith from Provo, Utah, not only followed these 14 steps to a "t", but really perfected them.

The result: while he set out to only raise $12,000 for his new night light product (the SnapRays Guidelight), he ended up raising over $430,000 (he raised the $12,000 he needed in just 2 hours).

You can see the Crowdfunding raise for yourself at Kickstarter here.

Here are the key reasons Jeremy and the SnapRays Guidelight were successful in their Crowdfunding raise. Make sure you keep these points in mind if/when you use this great new funding source.

Great Video

The video explaining the product and the Crowdfunding raise was excellent. It starts by explaining the problem (i.e., existing nightlights have lots of issues such as bulkiness, etc.). It goes on to explain the benefits of his solution (e.g., ease of install, energy efficient, etc.). It even does a side-by-side comparison versus an existing solution showing how much better it is.

Then, about 2 minutes into the 2:45 minute video, co-founder Sean appears and says “thanks for watching” and explains how he and his team has “poured their lives” into the project or years. This personalizes the video, makes you like him, and thus makes you want to fund the project more.

Finally, the video has inspiring music in the background. While it’s just “stock” music footage, it gets the viewer excited.

Solid Description

Beneath the video, there are tons of pictures of the product, a great description, and answers to all the frequently asked questions people have about it. Where did they uncover what frequently asked questions to answer? Well, from previously presenting to potential investors and partners they developed a list of all the key questions people have.

Variety of Reward Options

When doing a Crowdfunding raise, you offer rewards to those who back you. This company wisely created 11 different types of rewards based on contributions of just $12 to $120. By having this variety, they were essentially able to price discriminate. People who were only able to offer $12, spent that amount, while those with deeper pockets provided more support.

Quality Social Media Marketing

Everything I’ve mentioned so far about this Crowdfunding raise would have been a waste had the founders been unable to drive people to their page. And that’s just what they did. Via a very effective and concerted effort, they took to Facebook and Twitter and generated a big buzz for their raise. As a result, they drove a lot of people to their Crowdfunding page, and those people often funded the company and/or told even more people about it.

Like everything else, it’s all about execution. Having a great idea is one thing. But the magic is when you perfectly execute on it, and raise over $430,000 in under 30 days!

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The Story That Launched A Billion Dollar Business


 

The right story can grow your business into an amazing success. That being said, consider this great story:

    On a beautiful late spring afternoon, twenty-five years ago, two young men graduated from the same college. They were very much alike, these two young men. Both had been better than average students, both were personable and both - as young college graduates are - were filled with ambitious dreams for the future.

    Recently, these men returned to their college for their 25th reunion.

    They were still very much alike. Both were happily married. Both had three children. And both, it turned out, had gone to work for the same Midwestern manufacturing company after graduation, and were still there.

    But there was a difference. One of the men was manager of a small department of that company. The other was its president.

    Have you ever wondered, as I have, what makes this kind of difference in people’s lives? It isn’t a native intelligence or talent or dedication. It isn’t that one person wants success and the other doesn’t.

    The difference lies in what each person knows and how he or she makes use of that knowledge.

    And that is why I am writing to you and to people like you about The Wall Street Journal. For that is the whole purpose of The Journal: to give its readers knowledge - knowledge that they can use in business.


The above story/sales letter, written by Martin Conroy, was used by the Wall Street Journal for 25 years starting in 1974. Doing the math regarding how many people this letter was sent to, the percentage of orders that came from it, and the subscription prices, it is estimated that this story resulted in $1 billion in sales for the paper.

So, what’s the point?

The point is that stories are an extremely effective, but often overlooked, sales tool that can allow emerging ventures to compete with large established companies. Stories allow companies to get their prospects involved in their message. It gets them excited. And then they want to learn more.

Here's an example of another startup who crafted a great story...

    I’m about to tell you a true story. If you believe me, you will be well rewarded. If you don’t believe me, I will make it worth your while to change your mind. Let me explain.

    Lynn is a friend of mine who knows good products. One day he called excited about a pair of sunglasses he owns. “It’s so incredible!” he said. “When you first look through a pair you won’t believe it.” What will I see? I asked. What could be so incredible?

    Lynn continued. “When you put on these glasses your vision improves, objects appear sharper, more defined. Everything takes on an enhanced 3D effect and it’s not my imagination. I just want you to see for yourself.”


The story goes on to discuss all the benefits of Joe Sugarman’s BluBocker sunglasses… over 20 million pairs of which have now been sold!

Does your company have a great story? If you do, great. If not, create one.

And once you have a story, where should it go? To start, it should go in your business plan. Use your story to excite investors, and others like potential partners and employees. And use your story in your marketing like the Wall Street Journal and BluBocker sunglasses did.

Success can be a simple as crafting a great story (and then delivering on the story’s promise of course). So start crafting today!

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Kickstarter Surpasses $1 Billion in Funding


 

On March 3rd, Crowdfunding platform Kickstarter announced that is surpassed $1 BILLION in funding pledges. That’s $1,000,000,000 in funding for entrepreneurs.

Very interestingly, Kickstarter included lots of interesting statistics on these crowdfundings as follows:

  • 5.7 million people funded these projects (versus less than 1,000 active venture capital firms worldwide)
  •  
  • More than half of the $1 billion was pledged in the last 12 months alone
  •  
  • The 5,708,578 people who have backed a Kickstarter project represent 224 countries and territories, and all seven continents
  •  
  • These are the top Countries & Territories by dollars raised: 
    •  United States: $663,316,496
    • United Kingdom: $54,427,475
    • Canada: $44,913,678
    • Australia: $31,776,566
    • Germany: $21,607,047
    • France: $10,131,159
    • Sweden: $7,150,257
    • Japan: $7,139,419
    • Netherlands: $7,033,026
    • Singapore: $6,710,981
  • 1,689,979 people have backed/funded MORE than one project
  •  
  • 15,932 people have backed/funded more than 50 projects
  •  
  • $619 million has been pledged by returning backers


Those are some very impressive numbers. And they ONLY represent one Crowdfunding platform. If we start adding other platforms, like IndieGogo, RocketHub, etc., the amount of Crowdfunding dollars raised and the number of backers skyrockets further.

And, perhaps most importantly, the trend for entrepreneurs is extremely positive as Crowdfunding is growing rapidly. Recall what I wrote above -- “more than half of the $1 billion was pledged in the last 12 months alone.” Now consider that Kickstarter launched on April 28, 2009.

That means that from April 28, 2009 to March 2, 2013, a nearly 4 year period, a half-billion dollars was raised on Kickstarter. They then raised the same amount in just the last year.

The fact remains that Crowdfunding is here, is here to stay, and is only growing. This is truly a blessing for entrepreneurs and is probably making right now the best time in history to raise money for any company. So, if you need funding, what are you waiting for?

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How To Raise Money Like a Billionaire


 

Even billionaires need to raise money. Take Donald Trump. Each time he launches a new real estate project, he raises outside money for it. Why? Because why should he only invest his own money? Rather, Trump and other billionaires understand the importance of leveraging other people’s money.

So, what do billionaires like Donald Trump do to raise money? Below are five key tactics billionaires use, and perhaps more importantly, that you can too.

1. Leverage Relationships


Billionaires have lots of relationships that they leverage when seeking capital. They access their networks by telling them about their latest project and their funding needs.

You too have relationships. You have current and/or former bosses, co-workers, counsel (e.g., accountants, lawyers, etc.), family friends and so on. Leverage these relationships when seeking funding. Even if none of your current relationships can invest directly, some certainly know and can introduce you to others who can.

2. Get Creative on Deal Terms


A great investment makes sense for both the investor/lender and the entrepreneur. Oftentimes, in ensuring the investment works, you need to get creative on the deal terms.

For example, maybe you give the investor a small equity percentage in your business, monthly repayment of some of their investment, AND a small percentage of your venture’s future sales. While most investments only include one of these funding options (e.g., debt/loan, equity, or royalty payments), there’s no rule that you can’t get creative and combine deal terms. And when you do, you often make your deal/company more appealing to investors.

3. Sell Investors on the Opportunity


Regardless of how good your company or investment opportunity is, you need to “sell” it to investors and lenders. Billionaires like Donald Trump must also do this. For instance, Trump constantly convinces investors why his newest venture will be a huge success.

Marketing yourself and your company to investors is a crucial part of raising capital. You must prove to investors why your company will be successful and that they will get a solid return on their investment. Importantly, when “selling” investors, get specific. For example, don’t just say you will succeed because you have the best management team. Rather, explain the precise credentials of your team that make you the best.

4. Don’t Take Rejection Personally


Billionaires like Donald Trump have been rejected hundreds of times in their money-raising careers. The fact is that your investment is never right for everyone.

You must accept that you will get more “no’s” than “yes's” when raising money. Importantly, don’t let the “no’s” get to you. Remember that you only need one “yes.” So, even after 10 “no’s” or 25 “no’s” or even 50 or 100 “no’s” you need to keep going and persevere.

If you truly believe you have a great company or opportunity, and that it can provide a solid return to your investors/lenders, then never back down.

5. Strategically Incorporate Investor Feedback


When investors say “no,” use the opportunity to gain feedback. Specifically, ask them why they didn’t want to invest. Sometimes it has to do with your deal terms. Other times it has to do with concerns about your business or business model.

It is important for you to strategically assess this feedback. Don’t blindly follow the feedback or advice, as it may or may not be correct. But particularly if you hear the same feedback from multiple investors, you must strongly consider what they are saying. If multiple investors, for example, say your management team isn’t strong enough, then it’s generally time to agree with them and immediately start to bolster your team.

Similarly, when billionaires like Donald Trump have trouble raising funding, they modify their project and/or deal terms to better adhere to the needs of investors and/or lenders.

Summary


In summary, raising capital is essentially a partnership between you the entrepreneur and the sources of funding you seek.

The larger your network, the more potential funders or referrals to funders you have. After that, it’s about creating and selling an opportunity that funders can’t resist. Never give up, but also, don’t be stubborn -- realize that feedback from those who say “no” can often be invaluable to your ultimate success!

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The Rapid Rise of Crowdfunding


 

Every year I make predictions. I predict who will win the Super Bowl. I predict who will win this election or that. And so on. Like most people, sometimes I’m right. And often I’m wrong.
 
However, I rarely if ever make predictions publicly. Unless, that is, I am extremely confident my prediction will come true. Maybe this is a psychological flaw; that I don’t want to feel publicly humiliated by making a wrong prediction. If it is, so be it; the fact is that I only make public predictions when I’m close to certain they’re right.
 
In fact, my last public predictions came nearly 4 years ago today. On that day, in an email to over 80,000 entrepreneurs, I predicted that Crowdfunding (which had just begun) was going to be huge. It turns out, I was right.
 
1) The Growth of Crowdfunding


 
When I predicted the success of Crowdfunding in 2010, it wasn’t even an industry yet, so there are no formal statistics on it. But as you can see in the chart above, $1.5 Billion was raised with Crowdfunding in 2011. This amount increased by 80% in 2012 to $2.7 billion. And then from 2012 to 2013, Crowdfunding increased by 89% to $5.1 billion.
 
2) Why Crowdfunding Has Taken Off

There are several reasons why Crowdfunding has succeeded.
 
One reason might be that we are becoming more and more of a consumer society; which is defined as a society in which the buying and selling of goods and services is the most important social and economic activity. People simply like to buy things, and investing in a company is a type of buying.
 
Another reason is probably that people want to belong and be part of something. By investing in a nascent company, you essentially become part of it. If it succeeds, you were there from the beginning. That’s exciting!
 
Another reason is that we more and more live in an entrepreneurial culture. Entrepreneur success stories, like Mark Zuckerberg and Facebook, are now mainstream media. Top entrepreneurs have gained the public status formerly only occupied by actors, musicians and athletes. Likewise, television shows like Shark Tank have positively shined light on entrepreneurship.
 
3. Will the Growth of Crowdfunding Continue?

 
Yes, I am 100% confident that Crowdfunding will continue to rapidly grow. Here’s why. While the JOBS was signed in April 2012, it did not allow for equity-based Crowdfunding until the SEC approved certain regulations. Some of those regulations have since been approved. For example, "accredited investors" can now make equity-based Crowdfunding investments. But non-accredited investors still cannot. When this changes (which is expected later this year), and the general public can invest, the Crowdfunding market should grow like wildfire.
 
4) How Can You Take Advantage of the Rapid Rise of Crowdfunding?

 
To raise Crowdfunding, do the following:

1. Follow the 14 Step Formula

Below are the 14 steps I teach in my Crowdfunding Formula course that are critical to successfully raising donation or rewards-based Crowdfunding.

1. Choose your Crowdfunding platform
2. Create an account
3. Create your funding project
4. Categorize your project
5. Create your project tagline
6. Create your project teaser text
7. Create your full text project summary
8. Determine the right fundraising amount
9. Determine the right donation time
10. Develop your list of rewards
11. Create your project visuals
12. Create your project video
13. Promote your project to your network
14. Maintain and update your project

2) Become a Great Marketer

No matter how good your idea is, you will need to market it to others to get them to invest in it. A good analogy is this: every day thousands of people release videos hoping and thinking they will go viral, but they don’t. Even if their video is great, they need to get it in front of a bunch of people who watch it, like it, then spread the word.
 
In 2010 I called Crowdfunding the most exciting thing that’s happened in the entrepreneurial space since the first venture capital investment was made in the 1950s. Crowdfunding is helping entrepreneurs raise money and gain customers, and more and more Crowdfunding success stories will be featured in the media in the coming days. Hopefully it’s you they’ll feature!

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5 Questions You Must Answer to Profit from Public Speaking


 

If you want to generate new leads and sales, consider public speaking. Assuming you’re not deathly afraid of speaking in public, below are answers to the five most common questions about using public speaking to grow your business.


1. Where should I speak?


In determining where to speak, the goal is to speak in whatever venues will get you in front of the most target customers.

This could range from local organizations such as your local Chamber of Commerce to national trade associations. Simply brainstorm events in which your target customers attend.

Then, contact the event organizers and ask them to consider you as a speaker. For annual events, there is often a place on their website where you can apply to speak.


2. What should I talk about?


Figuring out what to talk about is fairly easy. Figure out the questions and problems your customers are having, and speak directly to that.

For example, let's assume your company provides outsourced customer service. To begin, you'd want an audience primarily comprised of business owners. Since you know they probably have questions about how to provide better customer service, a great topic would be “5 tips to improve customer service.” For each tip, you would include good and bad examples.

Importantly, in giving such a presentation, you will naturally promote your company's service (as the "good" examples will be ones that your organization has done) without directly pitching the audience.

As you can imagine, such a presentation would generate new leads and sales without you having to be "salesy."


3. Where do I get material for my presentation?


This part is easier than you think. Once you determine your topic, brainstorm everything you can think of that it entails. With the customer service example, you can discuss costs, delivery & fulfillment, billing, refunds, returns & exchanges, technical support, customer phone support, etc.

Since you are already an expert in your business, the information is probably already in your head.


4. How do I overcome my fears of public speaking?


Don’t create your presentation all at once. Rather, keep a journal for a couple of weeks in which you collect ideas and tips you’ll want to share. Then, assemble this information into an outline for your presentation. You don't have to write it out word for word. Rather, develop a slide presentation that guides you through your talk.

Of critical importance is to never add more than 30 or so words per slide. You want attendees focusing on you, not reading your text.

Practice giving your presentation by yourself so you can pause and think about how it sounded along the way. Then have someone else listen to you in order to give feedback.

When the day comes, relax and remember to talk as if you're on the phone with a friend. You don't have to hold eye contact with anyone in the audience, and they'll forgive you for any blunders as long as you're sincere and interesting. Remember that your audience is there to learn from you, not to critique you as a public speaker.


5. How do I get the most value from public speaking?


To get the most value from public speaking, do the following:

a) Get contact information from your prospects. The easiest way to do this is to tell the audience to email you if they want a copy of your slide presentation. This will result in a large email list of qualified prospects.

b) Invite prospective customers to hear you speak. Having them attend will give you great credibility (you actually gain great credibility even if they don’t attend) which will help close more sales.

c)  Have someone record a video of you speaking at the event. As appropriate post all or part of the video on your website and/or on social media sites. The video will give you more credibility and position you as an industry expert.

d) Make sure you bring lots of business cards to hand out and budget time after your presentation to speak with attendees. Typically, after you present, several attendees will come up to you with questions and you want to be prepared.

Public speaking is an excellent way to find and secure new customers, employees, partners, investors and so on. Follow the advice in the five answers above so you can reap these key benefits for your business.


Suggested Resource: Public speaking is a great way to increase your company's credibility and get new clients. For even more "publicity" methods to grow your business, check out Growthink's Publicity Playbook.

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How to Protect Yourself from Bad Press


 

Publicity is an extremely powerful form of marketing. If customers say positive things about you, particularly online, many new customers will learn about you and possibly buy your product or service.

Likewise, if the media covers your company, not only will more customers hear about you and possibly purchase your offerings, but it gives your company an implied endorsement and additional credibility.

However, the opposite can be true. That is, having customers and/or the media say negative things about you and your company could lead to its downfall. Below are 3 strategies to protect yourself from such negative publicity.

1. Take care of your customers

This first strategy is pretty obvious, but often overlooked. The challenge is that sometimes entrepreneurs get too focused on maximizing profits that they forget about the needs of their customers.

Customers are the lifeblood of any business, so take care of them. The more satisfied your customers are, the more likely they will be to spread positive messages about your company.

2. Respond to customer complaints


No matter how customer-centric you are and no matter how great your product or service, some customers won’t love it. Sometimes these customers are negative by nature or maybe they simply had a bad experience. For example, I’ve often looked at reviews for restaurants I love and have seen at least some negative reviews.

As an entrepreneur or business owner, you need to respond to customer complaints wherever they appear, from in your inbox to social media sites, etc. Doing so allows you to solve the issue and satisfy the customer, and/or at least let other customers know that you stand by your offering and support your customers.

In many cases, for example, I’ve seen customers complain online with regards to products they wrongfully bought (they purchased the wrong item to suit their needs). By posting that information, in a nice way of course, online, your company explains the negative remark and gains credibility with prospective customers.

3. Create your own media


A final way to protect yourself from bad press, and in fact ensure positive press, is to write articles yourself.

Clearly, if you are the author of articles appearing in the media, they’re not going to say negative things about you. On the contrary, any articles you write give you and your company great credibility.

I’ve been using this strategy for years. Many years ago I started publishing articles on article submission sites like Ezine Articles. As I gained more expertise and a track record, I started contacting editors at bigger news sources requesting they publish my articles. Today, I regularly contribute to Forbes, Entrepreneur and AllBusiness. I also frequently contribute articles to smaller magazines and blogs.

Don’t like to write? Well, these days, that’s not really important. You can simply come up with a topic that customers want to know about, and dictate your expertise on the topic into a microphone or your mobile phone. You can then email your recording to a dictating service or to a freelancer who will transcribe and edit it into a great article.

Once you have the article (and/or beforehand), contact websites, blogs, newspapers, magazines, trade journals, etc. who might be interested in your article to convince them to publish it.

You might have heard the expression that there’s no such thing as bad press. This is true to the extent that it’s always great to have media spread the word about your company so new potential customers hear about you. But clearly, positive press is far superior to negative press, so start using these 3 strategies today to get positive press that yields new customers, more sales and improved profits. For further strategies and step-by-step guidance to getting tons of great publicity for your business, check out my Publicity Playbook course.

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Who’s Your Daddy? 5 Lessons from GoDaddy


 

The technology age has brought with it a long list of business related success stories.  There are plenty of cases where a small startup has managed to grow into a billion-dollar company.
 
While most people will think of companies such as Facebook and Amazon, GoDaddy.com is actually one of the greatest successes in recent history.  What started as a small company has since grown into an easily recognizable brand which owns a significant portion of its own market.
 
GoDaddy was created in 1997 as Jomax Technologies by Bob Parsons who had recently sold his other company, Parsons Technology Inc., to Intuit.
 
At the time, a company called Network Solutions was essentially the only place from which people could register domain names.  That changed in 2001, however, and GoDaddy.com quickly grew.
 
In 2005, GoDaddy.com became the world’s largest ICANN-accredited registrar on the internet.  In addition to being one of the most popular domain registrars in the world, it also offers website hosting and a whole range of business related technology solutions.
 
In 2011, 65% of the company was sold to a group of private equity firms for approximately $2.25 billion.  GoDaddy’s rapid rise to prominence and continued success are due to a few key factors.  Studying what they did right can help business owners of any type discover new ways to grow their own companies.
 
Lesson #1: User Friendly Innovation

 
Innovation has been at the heart of everything GoDaddy has done since its creation.  What it has managed to do is take something which is ordinarily very technical, in this case domain registrations, and make it appeal to a wide range of customers.
 
It was not very long ago that most people were unfamiliar with the Internet.  The idea of marketing domain registration and web hosting to everyday people was unheard of at the time.  This is part of what has made them so successful.  Their effort to bring these services to the average person effectively opened up a vast new market.
 
Lesson #2: Cutting Edge Branding

 
Part of what has made GoDaddy so successful is its ability to create a readily identifiable brand.  Nearly every person on the Internet has heard of GoDaddy and a majority of sites are registered with the company.
 
The power of this brand has come from its extensive advertising.  Buying up expensive advertising space during events like The Super Bowl, GoDaddy made a name for itself with racy and often controversial marketing efforts.  Its commercials, utilizing seductive women and star athletes, brought a sexy and exciting feeling to what could otherwise be a dry and technical company.
 
Lesson #3: Soups-to-Nuts Offering
 

GoDaddy is far from just a domain registrar.  It offers a number of services including website hosting and ecommerce solutions.  This has helped make it successful because it essentially offers everything someone might need when starting a website.
 
The domain can be registered, the site hosted, the platform installed, and upgrades can be added as needed.  When a customer comes to GoDaddy for domain registration they immediately have access to everything else.  This allows the company to offer upsells and products with recurring payment options that are relevant to what customers have already purchased.
 
Lesson #4: Customer Service in Layman’s Terms

 
GoDaddy’s customers may not always be experts at information technology.  There are a number of different problems that a customer might run into.  GoDaddy has made a point of offering outstanding customer service that explains complex technology solutions in layman’s terms.
 
Due to its high level of customer service, in a way customers understand, GoDaddy.com has become one of the most trusted hosts and registrars around.
 
Lesson #5: Upfront, Competitive Pricing

 
Unlike make technology service providers who bury prices in obscure parts of their website or require a call for a quote, GoDaddy publishes its prices very visibly.
 
Furthermore, its pricing is competitive, and it has prepared numerous product bundles to make it easy for customers to find what they need.
 
Rather than demanding money for a number of different services, almost everything is optional and customers can spend as little or as much as they want.  This competitive pricing, coupled with constant discounts and coupons, has made it difficult for other companies to compete.
 
What to Take from This

 
Owners of businesses of any type can learn a lot from the GoDaddy.  Its rapid rise to the top is something which is enviable in any industry and implementing a few of its key strategies can help any business.  While not every company will have a budget as large as GoDaddy, there are still several concepts, discussed below, which can be useful.
 
A. Challenge Accepted Notions
 

At a time when many people were still unfamiliar with the Internet, GoDaddy targeted their advertising towards regular, every day people.  This was a risky move, at the time, but actually showed incredible foresight.
 
Look at your business model – where have you been playing safe?  Are there bolder strategies you can test?
 
B. Invest in Marketing

 
Many of GoDaddy’s biggest critics claim they bought their market dominance through expensive advertising.  While this is not entirely true, marketing has been a major source of success for it.  GoDaddy advertised mainly through inexpensive online banners for years before it was big enough to implement sexy and eye-catching ads during The Super Bowl.
 
Dust off your branding and marketing plan and review it.  Is it relevant in today’s market?  Are you getting the results you want? If not, it may time to go back to the drawing board and perhaps invest in expert guidance.
 
C. Offer Everything You Can Do Well

 
Specialization can often be a good thing in business, but the possibility of branching out into related products and services should never be ignored.  GoDaddy started as a domain registrar but soon included a variety of other services as well.
 
Offering related services can boost profits and avoid losing customers to competitors with a full-service solution.  For example, a car repair shop that doesn’t replace tires can lose their regular oil change customers when those customers need new tires and find a full-service provider.  
 
The caution is to only branch out if you can provide excellent service in all categories.  Adding more services, but doing it poorly, will hurt rather than help you grow.
 
Father Knows Best

 
GoDaddy is a familiar name on the Internet and with good reason.  Growing from a small start up to a multi-billion dollar company, it has proven it is expert at predicting future trends, understanding its intended audience, and delivering on what it promises.
 
Your job is to learn from GoDaddy.  Take the time to review your business model using the concepts in this article.  Outline steps you can take to promote your own growth, then take actions.  Carefully track your results to learn what works best in your market.
 
Over time, you will have a proven recipe for strategies that generate growth for your business.  How long before I write an article about you and your stellar success?

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How Increased Teen Drug Use Can Help Your Business


 

“Social proof” is a critical psychological principle that savvy business owners can use to dramatically increase sales and grow their businesses. The principle simply states that people are more likely to do something when they see others doing it. For example, after entering a new restaurant, customers are more prone to sit down and eat if they see others in the restaurant versus if it was completely empty.
 
Interestingly, there’s one famous example when the power of social proof caused unintended and negative results. The example was Nancy Reagan’s ‘Say No to Drugs’ campaign in the 1980s. While the campaign hoped to decrease drug use, the opposite actually happened. Yes, teen drug use actually increased in the 1980s as the campaign implied that many teens were using drugs. This social proof made other teens think it was ok if they tried drugs too.
 
On the other hand, there are countless examples of using social proof for benefit, such as the following:
 
1.  Social Proof from Other Users/Customers
 

Showing other users and customers is the most common form of social proof. Here are some examples:

  • Showing the number of Facebook Likes you have
  • A bartender placing a few bills in their tip jar at the start of their shift
  • A bouncer at a bar not letting everyone inside (even when there’s room) so a line forms outside
  • Taping pictures of customers on your store’s walls

 Even more powerful is when you get your customers to invite their friends to become customers. Hotmail did this extremely effectively by putting “join Hotmail” advertisements in the footer of all email messages. This prompted Hotmail to grow from 500,000 users at the start of 2007 to over 12 million users by year’s end. Likewise, allowing friends to invite friends to play through Facebook helped Zynga grow over 10 times, from 3 million to 41 million average daily users, in just one year.
 

2. Social Proof from Experts

This form of social proof is when you show approval of your product or service from credible experts.
 
I used this form of social proof when marketing my book, Start at the End. Specifically, I received, and subsequently promoted, reviews from several experts such as: Marshall Goldsmith, Kevin Harrington, John Jantsch and Brad Feld among others.
 
A similar example is Sensodyne toothpaste promoting that “9 out of 10 Dentists Recommend Sensodyne” for sensitive teeth.
 

3.  Social Proof from Celebrities
 

An estimated 25% of television commercials in the US now use celebrities. For example, you’ve probably seen Catherine Zeta-Jones promote T-Mobile over the years. You may have also seen Beyonce promoting milk and William Shatner promoting PriceLine.com.
 
Even if you don’t have the funds to afford to big celebrity, you can use this form of social proof to your advantage. For example, when luxury pillow manufacturer Pillo1 received positive publicity from Oprah on Oprah.com, Pillo1 effectively showed this on their website.
 

4. Social Proof from Research and Past Results

Showing research and past results gives positive social proof to spur new customers to buy your offerings. Here are some examples:

  • Showing customer reviews and testimonials (in print and/or preferably video format)
  • Offering star ratings on your product or service (ideally your ratings are good)
  • Before and after photos from past clients (we see this all the time in weight loss advertisements)
  • Internal research: the following message in a hotel, “Almost 75% of other guests help by using their towels more than once,” had 25% better results than any other message tested.
  • Industry research: for example, promoting “a study by the American Institutes for Cancer Research that eating whole grains can reduce your risk of cancer,” gives positive social proof to customers.

 
5. Social Proof from “Borrowed Trust”

 
A final form of social proof is when you “borrow” trust from other brands. Examples of this include:

  • Using a “buy button” that looks similar to Amazon.com’s famous buy button
  • Being a member of a popular association (e.g., a gun manufacturer promoting that they’re a member of the NRA)
  • Having a seal such as the Good Housekeeping Seal of Approval or Cheerios cereal stating “Certified by the American Heart Association” on its boxes

 As you can see, there are numerous ways to use social proof to influence others to take the actions you want. Use these examples as a starting point in brainstorming ideas to leverage social proof in your business. And then use the other proven marketing tactics to take your business to the next level.

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3 Surprising Facts You Didn’t Know About FedEx


 

It was not very long ago that the United States Postal Service was the only means by which to ship physical packages in the US. While this service had been invaluable, its quality had progressively declined over the years. Letters were lost, packages were damaged and customer service was nearly non-existent. This opened the door for private corporations to pick up the slack.
 
FedEx was hardly the first private parcel delivery service but it quickly became the market leader. With regional, national and international services, FedEx has been filling the need for a reliable way to send packages. Over the years it has expanded its reach through acquisition of similar companies as well as adding retail locations.
 
FedEx’s success has been due to the satisfaction of both its customers and employees. When a customer hires FedEx, they know their package will be delivered on time. And the company’s competitive employee benefits and professional work environment have created an army of loyal employees that are fully dedicated to the company’s mission.
 
Combined with an intense focus on the quality of their work and a close relationship with customers, FedEx has become synonymous with quality and dependability.
 
The Big Screen

 
FedEx’s commitment to quality and excellence is typified by the movie Cast Away, starring Tom Hanks. This movie, released in 2000, tells the story of Chuck Nolan, a systems analyst for FedEx. His job of resolving problems and improving service sends him on a trip to Malaysia. During the flight, a storm hits and the plane goes down. Chuck finds himself washed up on the shore of a deserted island with nothing but a few damaged packages.
 
After four years on the island, Chuck resolves to make an escape. Building a raft from material he scavenged from the area, he is rescued by a passing cargo vessel. The only possession he manages to save is an unopened and, as yet, undelivered FedEx package. The final scene of the movie shows Chuck delivering that package, late but still intact.
 
The most surprising aspect of this movie is that FedEx paid absolutely nothing for the product placement. In fact, upon hearing of the plot of the movie, FedEx was reluctant to give its approval. After reading the script, however, the company realized what a great marketing opportunity this movie really was. FedEx had become so well known for its dedication to service and reliability that an entire movie was built around it.
 
Lesson #1: A Culture of Excellence

 
FedEx gained its reputation through a culture of excellence, from top to bottom. While there are multiple aspects to this company, they are all overseen by a main office that focuses on keeping the machine running smoothly.
 
Even the character portrayed by Tom Hanks had the responsibility of analyzing the entire system and improving its functionality. This dedication to excellence is part of why FedEx is as powerful as it is today.
 
FedEx strives to offer the best possible experience to all its constituents. From corporate employees to delivery personnel and even retail location customers, FedEx has become known as a corporation which never settles for mediocrity. This commitment to quality is so pervasive that it has become a part of the entire brand itself.
 
When a customer sees the FedEx logo, they know they are dealing with a company that will do what it promises, no matter what challenges it faces.
 
Lesson #2: Driven to Improvement

 
Here is another little known fact about FedEx: when the fax machine became a standard, FedEx’s business declined by 50%. FedEx had a choice: fold or evolve. It studied the market and made a simple realization – not everything can be faxed.
 
FedEx redesigned its model to focus on documents that required a live signature and packages. Then it catapulted itself to the top of the food chain by making deliveries fast and reliable.
 
FedEx has never stopped trying to improve what it does. Every step of the process is constantly analyzed and there are employees who exist only to refine and improve the way in which people send and receive packages.
 
One reason why FedEx has been so effective in accomplishing this is because it really listens to it customers. The company understands how important customer satisfaction is and strives to give customers exactly what they want. From its inception, FedEx saw a need and filled it, and then it kept working hard to fill that need in a better way.
 
Lesson 3: Checks and Balances
 
All of FedEx’s improvements, however, would do little good if they were not constantly monitored. Before it was rebranded as FedEx, the logistics of the company was overseen by FDX. Over time, it acquired a few more logistics companies and formed FedEx Global Logistics.
 
This portion of the company was created to oversee the vast operations of all the subsidiary organizations. Creating this allowed the company to consolidate the entire command infrastructure to better ensure that constant improvements were implemented correctly.
 
There are redundant processes in place to track even the smallest package. If a package is at risk of being misdirected, alarms go off. Think of your own business. If you were about to miss an appointment, what systems are in place to let you know and allow you to correct the problem?
 
The FedEx Test
 
Every business can learn a lot from FedEx. Nearly every business can be improved in many ways and there are a few simple questions that can help get a smart business owner on the path to FedEx’s level of success.
 
1.  Is work delivered on time? Delivering packages on time is one of the most important elements in the success FedEx has enjoyed. When work is promised on a given deadline, customers and clients are relying on that promise.
 
No matter what it may be, all deadlines need to be followed as strictly as possible. This will help build a reputation for dependability and will create a group of loyal customers.
 
2.  Is the quality consistent? Customers need to know that a company will always produce the same quality of work. It is imperative that quality be a main focus of any business.
 
Fluctuations in quality are the surest way to lose any loyal customers. If clients and customers cannot rely on consistent quality they will turn to a competitor who is more reliable.
 
3.  Is improvement ongoing?
Every business can be improved. Redundancies can be consolidated, procedures can be simplified and processes can be refined.
 
Constantly improving a business is an important aspect of long-term success. Markets will always change and customers will always want more. Improvement is something that should be a part of your daily operations and every employee needs to be engaged.
 
4.  What do the customers think? The best barometer of success and satisfaction is your customers. If a business is not listening to its customers then all improvements are simply theoretical.
 
Offering incentives to encourage customers and clients to fill out surveys and questionnaires is one of the easiest ways to find out how they feel about your business and what they would like to see in the future.
 
Not up to writing a survey? Then pick up the phone and call your last 5 customers. Be friendly and ask them what they thought of your service. Avoid interrupting them. Listen, take notes, and do not argue. If you get a poor review, apologize and make it right.
 
Putting your business to the FedEx test is a great way to find out how to turn a good business into a great one. These simple questions will often reveal weaknesses in your company while offering suggestions for improvement.
 
By following the lessons of FedEx, smart business owners can set themselves up for long-term success based on a reputation for excellence and a solid base of loyal customers.

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