From the monthly archives:

October 2009

Making Money Beyond Your Wildest Dreams

by Mike Schultz on October 21, 2009

Imagine yourself on your best day. It seems like you’re productive before you wake up, because something happened while you were asleep to charge your batteries, clear your thoughts, and give you inspiration while you snoozed.

You wake up and nothing can stop you. The path is clear and the ideas are flowing. You settle in to work earlier than usual and start plugging away. And it all starts clicking. You accomplish one goal.

And another.

And another…

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10 Case Studies – Real Marketers with Real Results

by Mike Schultz on October 14, 2009

rsz_money_treeI’m always intrigued when I see what real companies are doing to build their brands, increase their revenue, and grow their firms. Here are five outcomes that stood out to me as I was reading RainToday’s latest ebook How 10 B2B Service Firms Grew Their Business in a Down Economy Using Affordable Marketing & Business Development Tactics:

  • An advertising agency closed $1.3 million dollars in new business with a $600 direct mail campaign and telephone follow up
  • An auditing firm’s monthly Pay Per Click ad campaign led to a new engagement that earned them 60 TIMES the cost of the monthly ad spend
  • After implementing a guerilla marketing campaign with a mix of direct mail, telephone selling, and newsletter ads, a data storage company experienced a 14.4% sales bump of revenue “in the six figures”
  • A consulting firm used a free ebook of repurposed content to generate 4,000 new leads and boost seminar attendance by 145%
  • A firm used Google AdWords to boost its web traffic by 1,000% and quadruple its sales pipeline

Here’s an excerpt from one of the cases about marketing with live seminars:

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Selling Ideas with Pictures

by Mike Schultz on October 9, 2009

Ask a professional service provider about the difference she makes for her clients and you might just hear something like this, “I help my clients first see, and then achieve, better futures.”

If a professional says this, they’re right that the concept of creating a vision of a new future is powerful. So powerful that we have included the concept as a core part of the RAIN Selling methodology. In RAIN Selling, the “N” stands for New Reality. It’s all of our jobs—in business development as well as in our daily work with clients—to help clients conceptualize situations, problems, and possible solutions.

In my recent podcast discussion with Dan Roam, author of Back of the Napkin, we talk about the power of helping people use pictures to solve problems and sell ideas. As you listen to the podcast, you should look at these graphics. They’re helpful in following along with what Dan and I are talking about, and will help you build your be-amazing-at-the-whiteboard skills.

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