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Getting Everything You Can
Getting Everything You Can
Getting Everything You Can
Getting Everything You Can
Getting Everything You Can
Getting Everything You Can
Getting Everything You Can
Getting Everything You Can
Getting Everything You Can
Getting Everything You Can
Getting Everything You Can
Getting Everything You Can
Getting Everything You Can
Getting Everything You Can
Getting Everything You Can
Getting Everything You Can
Getting Everything You Can
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Getting Everything You Can

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  • 1.  
  • 2. Getting Everything You Can Out of all You’ve Got AUTHOR: Jay Abraham PUBLISHER: Saint Martin's Press DATE OF PUBLICATION: 2000 NUMBER OF PAGES: 301 pages
  • 3. <ul><li>Believe it or not, it is easy to create new opportunities for building wealth. In fact, unseen opportunities are passing you by everyday. The only thing you need to do is to look at these overlooked opportunities with fresh eyes and capitalize on them. </li></ul><ul><li>Marketing genius Jay Abraham shares with you a program that will help you reach the pinnacle of success. Using the strategies he has utilized as a top advisor to some of America’s top corporations, Jay teaches you how to spot hidden assets and how to use untapped resources to maximize your career and increase your income. </li></ul>THE BIG IDEA
  • 4. Part 1: How to Maximize What You Have <ul><li>1. Your Flight Plan </li></ul><ul><li>Today, you are surrounded by the same hidden opportunities that can change your income for the better and boost your career. However, you must learn how to look for them. </li></ul><ul><li>2. Great Expectations </li></ul><ul><li>You must create your own breakthroughs. Breakthroughs are defined as unconventionally fresh, superior and more exciting ways of doing something. </li></ul><ul><li>Here are some of the fundamental objectives you must focus on when coming up with your breakthrough: </li></ul><ul><ul><li>Always discover what the hidden opportunity is in every situation. </li></ul></ul><ul><ul><li>Try to uncover at least one cash windfall for your business every three months. </li></ul></ul><ul><ul><li>Remember that the more value or wealth you can create for your client, the greater the power of that breakthrough. </li></ul></ul><ul><ul><li>Build business breakthroughs based on multiple streams of idea generation. </li></ul></ul><ul><ul><li>The best breakthroughs take away risk or resistance. </li></ul></ul>
  • 5. <ul><li>3. How Can You Go Forward If You Don’t Know Which Way You’re Facing? </li></ul><ul><li>All businesses must go through strategic analysis. Before you can begin improving a business, you must first know exactly its strengths and weaknesses. </li></ul><ul><li>One of the best ways to gain insight into the current state of your business is to answer a set number of questions. These questions will help you evaluate your current standing. </li></ul><ul><li>Here are some sample questions: </li></ul><ul><ul><li>What first got me started in my business or career? </li></ul></ul><ul><ul><li>Why did clients buy from me then? </li></ul></ul><ul><ul><li>Why do clients buy from me at the present </li></ul></ul><ul><ul><li>What was my primary method for generating clients? </li></ul></ul><ul><ul><li>Which of my marketing efforts brought in the most sales or clients? </li></ul></ul><ul><li>4. Your Business Soul - The Strategy of Preeminence </li></ul><ul><li>The strategy of preeminence is the ability to put your clients’ needs above your own. If you follow this philosophy, success will be sure to follow. Remember that you must start to serve clients rather than sell to them. </li></ul><ul><li>You must give your clients a reason to choose your company for the rest of their lives. To do this, you must take them under your protection. It is not enough that you are able to sell them your product. You must understand and see to their needs. </li></ul><ul><li>This also applies to any situation in business. You must be able to solve problems and add value to every task you undertake. Act like a trusted friend to your associates. Focus on providing valuable service. Fall in love with your clients and not your product or services. </li></ul>Part 1: How to Maximize What You Have
  • 6. Part 1: How to Maximize What You Have <ul><li>4. Your Business Soul - The Strategy of Preeminence </li></ul><ul><li>The strategy of preeminence is the ability to put your clients’ needs above your own. If you follow this philosophy, success will be sure to follow. Remember that you must start to serve clients rather than sell to them. </li></ul><ul><li>You must give your clients a reason to choose your company for the rest of their lives. To do this, you must take them under your protection. It is not enough that you are able to sell them your product. You must understand and see to their needs. </li></ul><ul><li>This also applies to any situation in business. You must be able to solve problems and add value to every task you undertake. Act like a trusted friend to your associates. Focus on providing valuable service. Fall in love with your clients and not your product or services. </li></ul>
  • 7. <ul><li>5. Break Even Today, Break the Bank Tomorrow </li></ul><ul><li>One of the best methods to increase client and revenue growth is to acquire clients at a breakeven (or even a slight loss) and making substantial profits on back-end repurchasing. </li></ul><ul><li>Here are some examples of companies or individuals who are utilizing this strategy: </li></ul><ul><ul><li>The Book-of-the-Month Club that sends 6-12 books for a dollar initially. </li></ul></ul><ul><ul><li>Credit card companies that offer lower interest rates for the first six months. </li></ul></ul><ul><ul><li>Server companies that offer 30 days free service upon sign up. </li></ul></ul><ul><ul><li>An employee who agrees to take on a higher position without an initial raise knowing that in the long term, the employer will pay him or her 30%-100% more. </li></ul></ul>Part 1: How to Maximize What You Have
  • 8. <ul><li>6. Vive Le Difference </li></ul><ul><li>You must be able to stand out among your competitors. Your clients must be able to see why it would be more favorable and advantageous to choose your company. </li></ul><ul><li>To make this happen, you must be able to discover your company’s Unique Selling Proposition (USP). Your USP is that distinct, appealing idea that sets your business apart from your competitors. Once you have identified your USP, you must be able to integrate this into all your marketing materials. </li></ul><ul><li>Here are some strategies you can use to help you develop a USP: </li></ul><ul><ul><li>Identify needs that are unfulfilled in your industry (e.g. big discounts, speedy service, a wide selection, etc.) </li></ul></ul><ul><ul><li>Preemptive marketing. </li></ul></ul><ul><ul><li>You must come up with something clear and straight-to-the point. </li></ul></ul>Part 1: How to Maximize What You Have
  • 9. <ul><li>7. Make ‘Em an Offer They Can’t Refuse </li></ul><ul><li>The biggest secret to success in both business and career is the ability to maintain the edge in everything you do. You must be ready to take on the risks yourself. </li></ul><ul><li>8. Would You Like the Left Shoe, Too? </li></ul><ul><li>Every time you close a sale, another opportunity arises - the opportunity to make an additional sale. All you need to do is to provide your client a reason to make an additional purchase. </li></ul><ul><li>Here are three techniques that you can use and examples of each: </li></ul><ul><ul><li>Add products and services . Auto dealers give buyers the option to purchase their cards with sunroofs, car phones, stereo systems, etc. </li></ul></ul><ul><ul><li>Add volume or time options. Magazines who offer 3-year subscriptions for a discounted price. </li></ul></ul><ul><ul><li>Add combinations. McDonald’s complete meals - hamburger, fries and sodas. </li></ul></ul>Part 1: How to Maximize What You Have
  • 10. <ul><li>9. How to Never Fall off a Cliff </li></ul><ul><li>According to the author, anyone can be a marketing genius by doing one simple thing - testing. You must never leave anything to chance. Everything that can produce measurable results can be tested. Therefore, you must start by testing all the major elements in your current business activities. </li></ul><ul><li>Here are a few examples of activities that you can subject to testing: </li></ul><ul><ul><li>Sales presentations </li></ul></ul><ul><ul><li>Sales letters </li></ul></ul><ul><ul><li>Advertising </li></ul></ul><ul><ul><li>Web copy </li></ul></ul><ul><ul><li>Conduct and attitude of employees </li></ul></ul>Part 1: How to Maximize What You Have
  • 11. <ul><li>10. With a Little Help from My Friends </li></ul><ul><li>Acquiring a new client or a prospect is not only difficult - it is also very expensive. Consider getting other people and companies to help you get new clients. </li></ul><ul><li>11. Someone You Should Meet </li></ul><ul><li>Put together a formal and aggressive referral system. The only way to do this is by showing your current clients how much you care about them. </li></ul><ul><li>You must be able to make your clients see and understand how your product or service has made a significant improvement in their business. If you do, they will refer clients to you. </li></ul>Part 2: How to Multiply Your Maximum
  • 12. <ul><li>12. The Prodigal Client </li></ul><ul><li>The easiest way to instantly increase your current client base is to regain your inactive clients. You must identify how many of your old clients are no longer actively purchasing from your company and why they do. </li></ul><ul><li>13. Your Ten-Thousand-Person Sales Department </li></ul><ul><li>Would you like to have a sales force of over ten thousand people who will work for you around the clock without you having to pay them to do so? Believe it or not, direct mail simulates just that. </li></ul><ul><li>14. Fish Where the Big Fish Are </li></ul><ul><li>Do not waste your time trying to bring in clients who are just not interested. Instead, you must learn to target higher-quality prospects. Remember, choose quality over quantity. Go where the money is. </li></ul>Part 2: How to Multiply Your Maximum
  • 13. <ul><li>15. Watson, Come Here, I Need You </li></ul><ul><li>When used correctly, telemarketing brings a wealth of opportunity. It can also bring adverse consequences when mismanaged. Here are a few telemarketing rules you should adhere to: </li></ul><ul><ul><li>Start the process by mail. Prepare your prospect by sending a letter or advertisement. </li></ul></ul><ul><ul><li>Test before you start telemarketing. </li></ul></ul><ul><ul><li>Price your offer right. </li></ul></ul><ul><ul><li>Stair-step the telemarketing presentation. </li></ul></ul><ul><ul><ul><li>Begin conversations by putting the prospect at ease. </li></ul></ul></ul><ul><ul><ul><li>Present your offer naturally and in a conversational manner. </li></ul></ul></ul><ul><ul><ul><li>Do not be argumentative or pushy. </li></ul></ul></ul><ul><ul><ul><li>Be completely honest. </li></ul></ul></ul>Part 2: How to Multiply Your Maximum
  • 14. Part 2: How to Multiply Your Maximum <ul><li>16. Big Profits.Com </li></ul><ul><li>The Internet is a powerful and yet different communication and marketing tool. Any company can profit on the Internet. You can sell anything online from gourmet food to consulting services. </li></ul><ul><li>To successful sell products online, you must: </li></ul><ul><ul><li>Offer very high-quality products or services that your visitors want. </li></ul></ul><ul><ul><li>Create a great website that sells effectively </li></ul></ul><ul><ul><li>Generate high-quality, qualified traffic to your site cost-effectively. </li></ul></ul><ul><li>17. Manhattan for $29 Worth of Beads </li></ul><ul><li>Business barter is when you trade your products or services for things your business needs. Believe it or not, proper bartering can increase your company’s purchasing power tremendously. </li></ul><ul><li>Bartering creates almost unlimited purchasing power. The good news is, any business has the capacity to barter. A plastic surgeon can barter out facelifts. </li></ul>
  • 15. <ul><li>18. Leave a Message After the Beep </li></ul><ul><li>Communication is the key to a stronger and richer relationship. You must be able to keep continual and meaningful communication with everyone important to our business. </li></ul><ul><li>You must find ways to retain and sustain your client transactions and one way to do so is to keep them thinking about you and your company. </li></ul><ul><li>19. Somewhere over the Rainbow </li></ul><ul><li>You must have a specific and reachable goal to reach success and financial prosperity. Remember that you must choose a goal that is both attainable and yet worthy of your true ability and potential. </li></ul><ul><li>Do not be afraid of setting the bar high. The important thing is that the goal must be clear and decisive. </li></ul>Part 2: How to Multiply Your Maximum
  • 16. <ul><li>20. Your Never-Ending Success </li></ul><ul><li>Don’t stop at one success alone. If upon using the strategies mentioned above, you are able to make a fantastic windfall for your company, don’t stop there. </li></ul><ul><li>Focus on bigger successes. Take on greater responsibilities. Remember that to succeed in business, you must undergo a never-ending cycle of improvement and retirement. </li></ul><ul><li>21. You Are Richer than You Think </li></ul><ul><li>You can succeed in both life and career just by applying the strategies in this book. You must play life to the fullest based on your sense of value. Reflect and find who you are and exactly what you want in life. Then reach towards your goal. </li></ul><ul><li>Always remember that you are capable of reaching your goals. You can not reach your goal, however, if you have not yet defined what your goal is. Find out what you want and make sure that you take the path that will lead you straight to what you desire. </li></ul>Part 2: How to Multiply Your Maximum
  • 17. BusinessSummaries.com is a business book Summaries service. Every week, it sends out to subscribers a 9- to 12-page summary of a best-selling business book chosen from among the hundreds of books printed out in the United States. For more information, please go to http://www.bizsum.com. ABOUT BUSINESSSUMMARIES

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