Alexi's Memo | Fubbi

July 14, 2020

What Real Salespeople Do

Real salespeople look at their calls in bigger batches - dozens, at least. When I was selling door to door, we look at batches of hundreds! That’s because great salespeople they know their average conversion rates and their average dollar sale. To them, a single sales call doesn’t matter.
July 14, 2020

Tinker Constantly

What I didn’t know at the time was that I was split testing different “headlines”. I’d test one against the other to see which worked best. Then I’d tinker with that line, test it again, and so on. That constant tinkering helped me to find a formula that crushed it. 
July 8, 2020

Fubbi Initiatives

Every one of us tends to try to bite off more than we can chew. The trick is to find a way to manage all of those projects so none of them slip through the cracks. Let me show you what I do.  I have a ridiculously simple spreadsheet for this called “Fubbi Initiatives”.
July 8, 2020

Hack the System

Success in an exam isn’t about getting the answer correct. It’s about giving the person who’s marking the exam what they want to hear. So I reached out to the head of the department and asked him a simple question: What do you need to see in this exam to give a perfect score?
July 8, 2020

Can a sales close rate be too high?

Yep, you can have a sales conversion rate that is too high. Sometimes it’s high because your pricing is too low... or your audience targeting is too tight. Truth is, there is no right answer.
July 8, 2020

When NEVER to discount

Give a “reason why” with your discounts. This is especially true if you sell any type of premium product. Make sure the reason is honest.  If you screwed up and ordered too many, admit that.  If you used the wrong adhesive and the label are peeling off, admit that.  If the expiry is coming up, yes, admit that!
June 29, 2020

Break free of your business

Pressure-test your business to see how it works without you.  Start taking a day or two off at a time. See how your team handle things… and then learn from the experience.  As you plug systems and your team feels the trust, take a bit more time off - perhaps 5 or 7 days.  Then repeat the process. Each time taking more and more time off. 
June 29, 2020

Why people don’t buy

He had a transformative message and product. He could really change people’s lives... if only his message could get through to them. Even as he was explaining, the problem became clear to me. What was the problem? He was selling the prevention to a problem. In this guy’s case, he had a way for people and companies to avoid getting hacked. 
June 29, 2020

The sales conversion “struggle”

John is one of the best in his industry - he has a great service. He’s also about as honest as a person can be. Yet he keeps seeing snake oil salesmen in his industry making a killing and a hell of a lot more money than him. Confused, he called me and asked if there’s something wrong with his marketing. I saw the issue as soon as I looked at his content.
June 23, 2020

Easy Way to Differentiate Yourself

One of our clients, who’s in the mortgage space, has a very similar thing. She uses a framework that ranks her prospects based on different factors. Of course, it’s all branded and unique to her company, which is what you should do as well. Create a scorecard or framework that fits your business and brand it, and there’s your differentiation.
June 23, 2020

If people don’t see a problem?

Introduce a problem that has escaped your audience’s attention. You can do it with a report or maybe a book. I think that the book might be a better solution in some cases. It’s going to help you build authority and your brand in general. Once people download and read the book, they’ll be aware of a whole new problem.Then once the outlines are approved, it’s time to write the content. 
June 23, 2020

Attention

As you know, there are a great number of ways to attract more views. For now, I’m going to talk about one that you probably haven’t thought of. This is actually something that might be costing you attention! A question... Ever heard of banner blindness?
June 23, 2020

558,248 Video Views in 28 Days

TikTok. Yep, TikTok. The platform for kids.  Yes, I don’t really care about the platform.  And yes, my audience isn’t there right now.  So why the heck did I post to it then? As an experiment. Because EVERY social platform in the early days looks silly for business people. 
June 18, 2020

Amazing Content for Technical Topics

Highly detailed outlines are an excellent way to decide what to focus on in the content... and what to avoid. It’s also the perfect time to list the references we’ll be using for the article.  Then once the outlines are approved, it’s time to write the content. 
June 18, 2020

Create Instant Credibility

So, there’s a website I like to show clients. When you go to this website they have a link on the nav bar called “references”. When you click on it, you’re not greeted with 5 testimonials. Or 10 testimonials. Not even 50. You’re greeted with hundreds and hundreds of testimonials!
June 18, 2020

67.53x Return on Facebook Ads and Content

So pause and consider segment by segment... or your message will suffer. If you want to make a BIG ROI on Facebook, it’s all about content. And it’s about matching that content to your market. Once you’ve done that, then it’s time to amplify it.
March 25, 2020

The 3 Down Rule

Today I am going to tell you about “The 3 Down Rule”.  We have a client who targets high-ranking executives - CEOs, Presidents and the like.   Right now, his outreach is entirely tailored towards them. And that’s all that he thinks he needs to do.  But he’s wrong. 
March 25, 2020

Hybrid Unique Selling Propositions

It may not be the best USP because we still aim for one per audience. And this spreads us a little thin because we aren’t focused on one focal point. However, his metrics can support this hybrid version. And having a hybrid USP is better than none at all.
March 25, 2020

Doing Your Own PR

It’s never been this easy to do your own PR. And If you’re wondering how to do it, check out this story. It can be this easy...
March 25, 2020

Growing Sales Fast Is Silly

It’s the dream… Build a high converting funnel and then drive lots of traffic to it with paid ads.  I’ve seen this many times. Made it happen heaps of times, too.  But should YOU do it?

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