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Jason K

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Jason K last won the day on June 16 2016

Jason K had the most liked content!

About Jason K

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    High Ticket Closing-as-a-Service

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    My idea of fun is the Cuban Missile Crisis. That should tell you what you need to know.
    Personal video blog at http://www.jasonkanigan.org

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  1. Listing services is a useful way to think about making $100/day. But have a look at what I have to say here and see how it resonates with you. You need two things to make money: Traffic and Conversion. The services can help you decide what speed you want to run at because of the price you feel comfortable charging for them; $100 for a custom-written article or $5 for an ebook or $27 for a PLR package or whatever. Traffic and Conversion are what you need to know to get to your money target consistently, though. See, I can offer article writing all day long, but if I have zero traffic for it that offer is useless to me. I might do better with the PLR pack (just as an example). If I have 10 people a day asking me for PLR, then I can do something with that. If I know where to go where I can generate those 10 leads a day I can turn that traffic into revenue. If I'm starting completely from scratch, then I have to decide which offer I want to concentrate on for awhile. At least a month. You have to put in some consistent effort to work things out in a funnel...then once that one is ticking along on autopilot you're free to move on to the next one. So let's say I like the idea of selling some kind of marketing report. This means I do the work ONCE and get paid for it repeatedly (me like). I find a problem or problems people admit to having, and tell me are serious enough they're willing to part with cash to solve them. I research and write my report. Now comes the Conversion part. I write my sales letter and put it on a web page. I could do a video sales letter instead, or even drive calls to close them live if I wanted. That's all Conversion. But again, I want EASY--once and done, not rework, rework, rework. I go to somewhere I know can get me clicks. Those are leads. Leads are how we count Traffic. A forum is a place you can get leads. So are Facebook groups. You can think of others. After awhile it will be clear, if I'm tracking--and I am--how many leads I'll get every day based on the posting effort I put in. I could get these leads by phone prospecting, solo ads (if I was willing to pay), other kinds of advertising, a YouTube video or ten; I'm sure you can think of more. Some cost money and some do not. I'm always thinking about Traffic and Conversion. I get 5 leads a day in my first week, while I'm figuring out what works. That is likely not enough to hit my money target: let's assume a $15 price tag so to get to $100 a day I need 7 sales. I keep working. Which takes us to this quick aside: most newbies try to combine Traffic and Conversion into a single step. Big mistake. You must learn to do one, then the other. They're separate skill sets. First learn to drive qualified traffic...then learn to convert some of that traffic into sales. My 5 leads a day may yield one sale if I'm very lucky and my Conversion tool is effective (that's a 20% conversion ratio.) I look at my numbers again now that I have some reality. I realize the amount of traffic I'm going to need is more like 7 sales at a 5% conversion ratio = 140 leads. Where am I going to get those 140 leads? Which takes us to my second aside: Most sellers are beaten before they start. In the many years I've been doing funnel consulting calls, people consistently underestimate or simply have no idea how much traffic they really need. They almost always have way too little, don't know it, and will never hit their money target (however vaguely they've stated that target.) The 140 makes me gulp. It's a big number. I have to engineer this: where am I going to get those 140 leads a day to ensure I have my $100 at the end? Some from YouTube...some from my website which gets a little traffic...some from forum posting...some from FB posting...all free sources which is all I can afford right now as I'm just getting started. Later on I can reinvest into some paid advertising, but that has its own learning curve too, and changes the equation because that advertising costs...meaning I have to make sure my $100 profit at the end of the day is covered by raising my total revenue needed. The paid ads cost $50, say, so now I have to earn $150 in revenue...which means more sales, which means more leads. I have set that 5% as a conservative conversion figure. Pretty sure that most of the people clicking over will have a need for what I'm offering based on where I am marketing. After awhile I will have real data accumulated that I can compare against this number. Then I can make some decisions. Is it much higher than 5%? Then I adjust my T+C numbers. I don't need as many leads...or maybe I can raise my money target. Is it a lot lower than 5%? Then I need to make changes to my conversion tool, assuming I'm getting those 140 leads a day over there. This is how to think like a marketer. Not "let me offer something and see what happens." You have to engineer this stuff. This is funnel development. Traffic and Conversion. How many sales do you want, to hit that money target? What conversion ratio do you expect? And what number of leads does that come out to you requiring? Where will you get those leads? What activity level does that require of you? This is what you need to know and do. Estimate to begin with, gather real data, then measure planned vs actual performance to see where you need to make changes. Yes, there's a little math. Marketers need to count. You may do the exercise and discover the $15 price tag makes it too slow to hit your money target. This is why people move up to the $100 article order as their offer choice. Now I only need to make one sale (actually I would price it at $110 or $120.) Now I need far fewer leads but I am doing more custom work, aren't I. That's the tradeoff in this situation. How does this change your thinking about what to offer, your marketing, and your activity level?
  2. Leading to this discussion...
  3. "Taking control is all about creating constructive tension." ~Matthew Dixon and Brent Adamson in The Challenger Sale How does this statement make you feel? Are you comfortable letting your prospect be uncomfortable for their own good?
  4. Wow no new posts in five months? This section needs a bump! So I have a confession to make: This is the book I wanted to write. A few years back, after putting out a few shorter volumes on sales, I was ready to write a big book on the topic. And then I ran into Unselling: Sell Less ... To Win More by Peter Bourke."The more you [push to] sell, the less the client trusts you to tell them the truth. The more you sell, the less inclined the client is to listen. The more you sell, the more you tend to look (and act) like a hammer looking for a nail – where any nail will do. In reality, the more you sell, the less you win."Everything Bourke had to say I was nodding in agreement with. It was the book I had wanted to write...and there was no reason for me to duplicate the effort.We recommend all of our sales reps read and adopt as much of it as they can. Get it here: (Non-affiliate link, of course, and you'll find the price is right): https://www.amazon.com/UnSelling-Sell-Less-Win-More-ebook/dp/B0051WJCAQ/ref=sr_1_1?ie=UTF8&qid=1504611450&sr=8-1&keywords=unselling
  5. Jason K


    I'll help you with some content if you like. Didn't we do something before?
  6. Jason K

    Hurricane Matthew

    I don't know why, but people like to come up and confide in me in parking lots. They seemed excited something was happening...or about to happen...maybe anything at all. Buying the bread on Monday was kinda dumb though, as it would be gone by Friday and they'd just have to try again.
  7. Jason K

    Hurricane Matthew

    I asked Jill how she was doing and she's fine. Said she's never felt so safe during a storm. Other comments I'm seeing on FB are similar, that they expected far worse. Frankly, CNN was overhyping the hell out of the thing. Here in my town it has been stupidity for the entire week: people buying out all the bread since Monday, and even closing offices yesterday though rain had not started to fall. Seems that people here like to be a little panicky. I'm figuring a weekend of rain here and that's it.
  8. This? http://money.cnn.com/2016/10/04/technology/google-pixel-event-chromecast-october/
  9. Well that was a quick diversion from the main interview, and you heard my response: I also thought it was too little time to accomplish much. I think the idea was to have a defined objective, and a plan for when something like that happens.
  10. Many, many months have passed since I was last a podcast interview guest. I was burned out on the "sales training" talk. But now the break is over, and I'm back with fresh insights on Cultivating a Success Mindset. This was just released today, and if you've been stuck believing the gurus are hiding secrets from you, then you need to listen to this. Check out the interview on Inner Success Radio. The fact is success comes from within FIRST. If you don't believe in yourself, if you don't know that success comes from you as the source before anything else, you will always lack commitment and give up--as I see people commonly doing--on your latest shiny object within THREE DAYS. The secret is not some technical thing. It's you, first and only. I had a lot of fun talking with Demetrius and Chuck, and Demetrius just posted on my FB wall: " I'm literally listening to the interview as I am typing this message Jason Kanigan. They should've never told you that you couldn't be in management under the age of 30 years old. Heading over to the gym now and love the fact that you've studied and monetized on the jewels Napoleon Hill laid out for us in Think and Grow Rich!! You truly are someone I will add as a point of contact to my network of entrepreneurs. Thank you Jason """ " Chuck said: "Jason Kanigan it was an amazing interview...thanks for sharing your knowledge."
  11. Heh you can't Remove Thanks anymore there. My finger slipped (darn greasy chicken nuggets!) as I was in that thread getting the url for Dave, and I can't remove it. Caveat Impulerit Puga Pyga! (though some linguist will come along and correct my Latin grammar, I'm sure, it amused me.) http://www.warriorforum.com/main-internet-marketing-discussion-forum/1219721-exclusive-my-experience-hanging-out-ceo-warrior-forum.html
  12. They didn't teach this in business school I didn't learn it in 15 years of corporate experience. It took me 2-1/2 years running my own business to figure it out, and it made a huge difference in my life: If it's "so obvious"...why do sellers behave in the exact opposite way? (I know why, and maybe I'll cover it in a future post.)
  13. This weekend I attended the Warrior Event in Raleigh. It was my third time attending and standouts were meeting Jill Carpenter and a few other folks. Although I've worked with Brad Gosse of Vector Toons & JVZoo for a year or so, we'd never met in person until Saturday. So I took the opportunity to interview him for a few minutes (he took action--I asked, and ten minutes later we were rolling; the sign of a true entrepreneur). We discuss the basics of licensing cartoon characters to businesses as a money-making model. If you know an artist, or are an artist, this is definitely an avenue you can pursue. It's inexpensive to get into, and you can protect your content quite easily. We've gotten into the dental niche and one of the interesting discoveries was--as usual--the pain points we thought were important coming in were not so key to the owners: "I want more new customers" was far less critical to them than "I want to reduce patient anxiety so they'll book again and come back for another appointment." The characters you license can help them address these pain points in a way the owners could not on their own. It's a quick interview, clocking in at under seven minutes, and we are "live" in the hallway Brad picked out, so no whining about the background noise, please.
  14. Many people--almost everybody, from what I can see--hope, dream, wish... ...but don't take deliberate action to get the result they want. Take profit, for instance. Did you know most people who start a business don't build in a spot for profit to collect? Should it then be a shock when they don't make any profit?! Here are my thoughts on the topic of collecting more of anything you want: Again, you need to be deliberate. Hoping something will happen just isn't good enough. Make the space for what you desire. You want a new wardrobe? Get rid of all those old clothes you never wear that are cluttering up your closet. Make the space for the new outfits.
  15. That's what I'm saying--if they had been honest and collaborative, you both would have had a much better chance of arriving at a happy conclusion. From what you've shared these are NOT people to work for, and you were right in qualifying them Out.
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