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046 Coach Radio – Market Your Business with Referrals – John Jantsch

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John Jantsch is the author of Duct Tape Marketing, and the new book, The Referral Engine. John joins me to talk about teaching your business to market itself through referrals.

Can you share the premise of your book?

How do you get people talking about you?

What do you think about advertising?

How do you combine old fashioned referrals with social media?  Combining high-tech with high-touch.

Can you get referrals from people who haven’t worked with you?

What kind of people do you want talking about you?

How do you treat people who refer business to you?

How do you ask for referrals?  It can seem kind of sleazy.

John Jantsch Quotes

“#1 way to generate referrals is to be more referable.  Have a great customer experience.”

“You need to educate your referral base how to talk about you.”

“Put tools in the hands of your referrers to make it easy to refer you.”

“Your job is to improve the lives of your customers.”

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Nothing says humor for me like the show, “The Office.” Michael Scott has a funny and very relevant line about making copies versus making originals.

Are you making originals or copies (if you can’t see the video here)

What about you? Are you making originals or are you making copies?

A few months ago I started what I thought would be a mini-series here on Coach Radio.  I started highlighting a few people who were doing some of the same things our listeners aspired to.  By interviewing them it was my hope that you’d be inspired to carry out some of your own ideas.

Well, it’s exploded into much more than that as you can see here

I’m reminded that the next page in my story is blank and so is yours.  You have the opportunity right now to write that page.  What’s going to be on it?

The people in these interviews aren’t waiting, they’re writing that story right in front of you. Listen in to hear how they’re doing it.

A Recap of Your Story Episodes

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Alex and Luke – Not happy in life so they decided to let people on twitter tell them how to visit every state, province, and territory in North America, where to stay and what to do

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Adam Baker – Paid off debt, moved to Australia, traveled the world, built a brand and turned his website into full time income

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Layla Palmer – Almost lost everything, now makes full time income from her website

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Sutton Parks – Has lived out of his car to follow his dream and has one of the best outlooks on life I’ve ever seen

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Jared Miller – Passionate about helping people in third world countries run profitable businesses

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Gregg Pechmann – Paid off $2,500,000 in debt so he could do what he loves

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Andrew Krieman – Just starting out as a life and career coach for people who are climbing the corporate ladder

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Greg Ng – Building a brand by doing video reviews of frozen food

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Eric Sherer - An air traffic controller by day (and sometimes night) turned Financial Coach

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Dallon Christensen – Burned out on his full time gig, Dallon has been inspired to help small businesses

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Brent Green – Travels for his full time job and is quickly building a network of coaches to assist people in their careers

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Tony & Alisa DiLorenzo – A couple who are using the experiences they’ve learned in saving and improving their relationship to help others do the same

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Cliff Ravenscraft - Wasn’t able to help and inspire people as an insurance agent in the way he most wanted to so now he hosts 20+ podcast per week and is excited about going to work

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Kevin Metzger – Has an audacious goal of reaching dads around the world with a positive message

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Andy Traub – Loves helping businesses become competitive through their use of technology

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Susan Snyder – Has been self-employed for many years and shares he knowledge of raising kids at the same time

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David Siteman Garland – Has a non-boring approach to helping businesses succeed

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Patrick Garmoe – Quickly became known as a player in social media and PR

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Deb Ingino – Traveled the world building businesses for a major brand and is now focusing on helping people discover themselves

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Howard Sheppard – Can’t shake his ability to help sales professionals improve their skills

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Pierce Marrs - A love for helping the small business owner succeed keeps him going every day and is the inspiration for his coaching business

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Jay Peroni – An inspiring story of building business from scratch, only to walk away, refocus and do it better…time and time again

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Rob Clinton – Discovered that we don’t need to be cramming our lives around our careers but instead, planning our lives first

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Kent Julian – Made $4,000 his first year in business and $126,000 in his fourth

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West Connor – Tells me how anyone can get on TV

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Joel Boggess – Talks about writing a book (and follows it up with an incredibly successful book launch)

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Christopher Browning – An amazing story about overcoming failure

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Derek Sisterhen – From dreams of being an investment banker to becoming a Financial Coach

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Kevin Miller – Self-employment almost ruined his marriage, and then saved it

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Alan Jackson – Talks about using accountability to stay on track

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Jeff Kosola – Build a (big) brand while delivering pizza

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Jon Tollefson – Monetizing a love for wakeboarding and snowboarding

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Jonathan Pool – From Mechanical Engineer to Career Coach

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James Dibben – Turning his experience in construction into a business to help contractors price their services

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Jennifer DiDonato – A personal trainer not limited by geography

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Jon Dale – Six Figure Consulting

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John Bergquist – On his way to monetizing his work as a Connector

(Photo credit Freidwall)

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047 Coach Radio – Your Story: West Conner – Grow a Business to 6-Figures

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Kent Julian is a speaker, trainer and coach who lives near Atlanta, GA. Kent began a semi-traditional career as a youth pastor and then a national director of a ministry.

Kent has structured his life in such a way that he gets to do what he wants every day. He takes off a few months during the summer to coach a swim team in his community.

When he started his business, he initially did it on the side.  He first got into Life and Career Coaching and describes his early days as being filled with enthusiasm and fear.

For three years, Kent spend 15-20 hours per week.  He made a total of $4,000 his first year.  His second year he made $24,000.  His third year (still part time) he made $68,000.  During his fourth year, Live it Forward’s revenues were $126,000.

Rob was in the chat and asked what the tipping point was.  Kent responded with TOMA – Top Of Mind Awareness.

I interviewed Kent on the radio a few times in 2009.  On Past Due Radio we talked about the two things that lead to entrepreneurial success.

Here’s how Kent says he’s getting the word out:

1. Speak for “fee” and speak for “free”
2. Having an attitude of service

Kent leads a speaker’s Boot Camp every year and I’m one of the speakers.  Check out speakitforward.com.

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“The unluckiest man in the world.” That’s how my local newspaper refers to Rick Oliver.

Rick was struck by lightning in 2006 and survived.  That’s a feat in and of itself.

Earlier this month he went to investigate a noise and ended up getting run over by a bear.

Survival

The Cary News reports that “Between 2005 and 2009, only nine people were killed by bears in the United States.”  In contrast, 141 people were killed by dogs during the same period.

The odds of being stuck by lightning are 1:500,000.

Unlucky?

The main focus of this story is how unlucky Rick Oliver is.  Is that how you’re living your life?  Do you treat your business with perpetual pessimism?  How about your marriage?

I read this article, and the entire time I was thinking, “this is amazing…this guy is the luckiest man alive!“  He experienced two of the rarest circumstances and lived to tell about it.

I’m not saying you need to paint a rosy picture and pretend that things are great when they’re not.  The future is entirely our making however.  You can choose to be gloomy and pretend the world is out to get you, or you can “carry your sunshine with you”, as my friend Dan Miller is found of saying.

What do you think. Is Rick lucky or unlucky?

(Photo by Ted Richardson)

Hootsuite 5 (affiliate if you choose the premium version instead of the free one) just launched and the improvements are amazing. I take you through the updates and show you the improvements to speed your learning along.

Social media tutorials

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044 Coach Radio – Promote a Book, Host Your Own Online Show

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In today’s show I talk about promoting a book and hosting your own online show.

Brent Green called in to ask about how I promoted Become a Coach.

Book Promotion Ideas

• Create a URL specifically for your book
• Write about things that relate to your book on your blog
• Market through your newsletter
• Talk about where people can buy your book
• Answer questions in forums about topics relating to your book
• Talk to people online (twitter, facebook, linkedin) – they all lead back to your website
• Create a group or page on facebook around your book’s topic
• Solicit reviews for your website and Amazon
• Get it in the hands of sneezers – blog tour, podcasters, radio and TV people, etc.
• Send it to people who can be helped by the book’s content – blow them away by doing it free; they’ll talk
• Network in-person and talk about it
• Add a map of readers to your website

More tips on getting your book out there by Chris Brogan.

Ryan emailed to ask about starting his own podcast.  He wanted to know how to get started, where to host the files, and more.

How to start a podcast in wordpress

I use lisyn.com for hosting.

I wrote an article on the differences between Dreamhost vs. GoDaddy vs. 1and1 and which is best to use.

I mentioned community and that I’m a professor at faatrial.com.  Let me know what you think of the video I put together there.

I was interviewed last week by David Siteman Garland and spent some time addressing how to start your own online show.  Here’s the video.

Chapter covered from Become a Coach – Can an Introvert be a Great Coach?

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At the top of the list of things I never thought I’d see in the shower is this bottle of Bacon Pieces. Apparently it was there for nearly two weeks before I caught on.

Is my family so hungry that we need a mid-shower snack?  On the outside it may appear that way, but it’s actually a container for a homemade, natural face scrub that my wife, Christine, is trying.

Your Marketing is Out of Place

Does this picture describe your marketing?  Is it packaged and presented well, but still out of place?  Small businesses often make this mistake.  We wear suits to attract a certain kind of customer when it’s not really our personality.  We try to convert followers in social media for our products without building a relationship first.  Some of us even advertise in the phone book when our target market isn’t looking for us there.

Get Out of the Shower

Remember, everything you do is marketing.  When you answer the phone, you’re marketing.  When you reply to an email, you’re marketing.  When you cut someone off on the interstate and have your companies name in large print on the back of your car (this has actually happened multiple times to me), you’re marketing.

You can dry your marketing off with these steps.  The longer you’ve been screwing it up however, the longer it will take to fix.

1. Be Real

You have to be you.  We don’t do business with large, faceless organizations any more.  Be someone that your market wants to do business with. Don’t try to put on the facade of a large business if your market just wants to talk to you.  Social media is a great tool in this case.

2. Be Relevant

Be there when your prospects need you.  If you don’t have the right offer at the right time you can kiss the sale goodbye.  You also need to make sure you have the right product with the right features and benefits.

3. Be Consistent

You need to have a consistent message.  Your blog is considered marketing.  Then why, when I visit, does it say:

Welcome to the (Your Company Here) Blog

This is the first post of our Blog.

4. Don’t be a Generalist

“You cannot make it as a wandering generality. You must become a meaningful specific.” – Zig Ziglar

Be very specific in your message.  Can your business help everyone?  Probably.  Can you marketing to everyone.  Most likely, no.  Know who you’re speaking to and don’t change your message unless you change your market.

5. Be Remarkable

Bacon in the shower is remarkable.  People will talk about it.  This picture has been passed around a lot in our circle of friends.  If people aren’t talking about you, your business won’t survive.

These five steps will help improve your marketing, but when it comes down to it, a compass is more important than a roadmap.

What about you?  Is your marketing out of place?