8 Recent Digital Marketing Books for Your 2018 Reading List

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Every once in awhile, a book hits the shelves and shakes up the world in a way that changes our collective imagination.

In the digital marketing world, these usually include books that inspire, and teach, all us marketers out there who are just trying to make that positive ROI happen.

At Alphametic, we have a reading list of books we think are the most relevant to read at the moment that will help us reach our day-to-day goals. Our criteria are 1) Recency and 2) Relevance! The books below have either 4.5 or 5 stars on Amazon, are tied to digital marketing in some way, are RECENT and most importantly, interesting! As we embark on our reading journey, we wanted to share this list with you.

Without further ado, 8 recent digital marketing books you can’t miss!

 

1) Hit Makers: The Science of Popularity in an Age of Distraction by Derek Thompson

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4.5 Stars on Amazon

This “National Bestseller” from 2018 gets at the nitty-gritty of what makes something “viral” and why “going viral” is actually a myth! Since this book doesn’t just focus on advertising campaigns, but also other cultural phenomena, like the rise of Facebook and why so many blockbusters are sequels and reboots. It gives a holistic view of the cultural market that can (and will) influence your content marketing.

 

Here’s an excerpt taken from the Amazon summary:

In his groundbreaking investigation, Atlantic senior editor Derek Thompson uncovers the hidden psychology of why we like what we like and reveals the economics of cultural markets that invisibly shape our lives. Shattering the sentimental myths of hit-making that dominate pop culture and business, Thompson shows quality is insufficient for success, nobody has “good taste,” and some of the most popular products in history were one bad break away from utter failure. It may be a new world, but there are some enduring truths to what audiences and consumers want. People love a familiar surprise: a product that is bold, yet sneakily recognizable.”

 

2) Killing Marketing: How Innovative Businesses Are Turning Marketing Cost Into Profit by Joe Pulizzi and Robert Rose

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4.5 Stars on Amazon

Written by two top marketing experts, the founder of the Content Marketing Institute and the founder of The Content Advisory – this book claims to reshape the way you think about your marketing efforts. If you’re in a  slump about how to use content in your marketing plan, this book is DEFINITELY worth a go.

 

Here’s an excerpt taken from the Amazon summary:

Killing Marketing provides the insight, approaches, and examples you need to understand these disruptive forces in ways that turn your marketing from cost center to revenue creator. This book builds the case for, literally, transforming the purpose of marketing within your organization. Joe Pulizzi and Robert Rose of the Content Marketing Institute show how leading companies are able sell the very content that propels their marketing strategy. “

 

3) Top of Mind: Use Content to Unleash Your Influence and Engage Those Who Matter To You by John Hall

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5 Stars on Amazon

This one is all about branding and how to keep your business’ name “Top of Mind” in your particular industry. The founder of Influence & Co., John Hall, gives you a step-by-step guide on how to deliver the best content in front of the right people.

 

Here’s an excerpt taken from the Amazon summary:

“Whether you’re a marketing leader engaging an audience of potential customers, a business leader looking to humanize your company brand, or an industry up-and-comer seeking to build influence, maintaining a prominent spot in your audience’s minds will increase the likelihood that the moment they need to make a choice, you’ll be the first one they call. There’s no better way to drive opportunities that result in increased revenue and growth.”

 

4) Hug Your Haters: How to Embrace Complaints and Keep Your Customers by Jay Baer

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4.5 Stars on Amazon

Have you ever just…ignored a bad review? Said to yourself “you know what, I have so many other good reviews that this will be a drop in the bucket of my business’ awesomeness”. This book tells you why you SHOULDN’T do that and how to turn those haters into happy customers.

 

Here’s an excerpt taken from the Amazon summary:

Whether you work for a mom-and-pop store or a global brand, you will have haters—and you can’t afford to ignore them. Baer’s insights and tactics will teach you how to embrace complaints, put haters to work for you, and turn bad news into good outcomes.”

 

5) Crushing It!: How Great Entrepreneurs Build Their Business and Influence-and How You Can, Too by Gary Vaynerchuk

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4.5 Stars on Amazon

Usually, anything by Gary Vaynerchuk needs no introduction, but we’ll do it anyway. Gary Vaynerchuk is a well-known and well-respected social media marketing guru and this book seeks to help anyone with an idea in their mind “Crush” their goals through personal branding. If you want tips for utilizing different social platforms and other social media tips and tricks, this is the boom for you.

 

Here’s an excerpt taken from the Amazon summary:

In this lively, practical, and inspiring book, Gary dissects every current major social media platform so that anyone, from a plumber to a professional ice skater, will know exactly how to amplify his or her personal brand on each. He offers both theoretical and tactical advice on how to become the biggest thing on old standbys like Twitter, Facebook, YouTube, Instagram, Pinterest, and Snapchat; podcast platforms like Spotify, Soundcloud, iHeartRadio, and iTunes; and other emerging platforms such as Musical.ly. For those with more experience, Crushing It! illuminates some little-known nuances and provides innovative tips and clever tweaks proven to enhance more common tried-and-true strategies.”

 

6) Lost and Founder: A Painfully Honest Field Guide to the Startup World by Rand Fishkin

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5 Stars on Amazon

The title says it all – this leading expert on SEO gives an honest overview of what it was like to begin a tech startup and all the up’s and down’s along the way. If you are someone struggling with the “Hustle Blues”, or just an up and coming entrepreneur, this book can be the pick me up you need.

 

Here’s an excerpt taken from the Amazon summary:

“Fishkin’s hard-won lessons are applicable to any kind of business environment. Up or down the chain of command, at both early stage startups and mature companies, whether your trajectory is riding high or down in the dumps: this book can help solve your problems, and make you feel less alone for having them.”

 

7) Pre-Suasion: A Revolutionary Way to Influence and Persuade by Robert Cialdini

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4.5 Stars on Amazon

Robert Cialdini is the mind behind “Influence: The Psychology of Persuasion” which was wildly successful and explained the 6 principles of persuasion, determined by his years of research on the topic. In this sequel-of-sorts, he goes into how to prime individuals into being receptive to whatever message you’re trying to communicate. There are obvious implications to advertising in this book, but it also works on different levels of life. Whether you’re negotiating a raise, trying to impress a CEO or convincing your kids that you don’t need to get another puppy …this book is a must-read.

 

Here’s an excerpt taken from the Amazon summary:

What separates effective communicators from truly successful persuaders? With the same rigorous scientific research and accessibility that made his Influence an iconic bestseller, Robert Cialdini explains how to prepare people to be receptive to a message before they experience it. Optimal persuasion is achieved only through optimal pre-suasion. In other words, to change “minds” a pre-suader must also change “states of mind.”

 

8) They Ask You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today’s Digital Consumer by Marcus Sheridan

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5 Stars on Amazon

This book was written by a pool company founder who discovered the magic of internet marketing after the 2008 financial crisis and grew his business to be the leading Pool Installer company in the United States. How did he do it? By answering questions.

 

Here’s an excerpt taken from the Amazon summary:

They Ask You Answer is a straightforward guide to fixing your current marketing strategy. Regardless of your budget, you are almost certainly overspending on television, radio, and print ads, yet neglecting the number-one resource you have at your disposal: the Internet. Content marketing is no longer about keyword-stuffing and link-building; in fact, using those tactics today gets your page shuffled to the bottom of the heap. Quality content is the key to success, and you already have the ingredients in-house. This book shows you how to structure an effective content strategy using the same proven principles that have revolutionized marketing for all types of businesses, across industries.”

 

Matthew Capala is the Founder and Managing Director at Alphametic, a boutique search marketing agency. He is also the Founder of SearchDecoder SEO Training Institute, an industry-leading platform for actionable workshops, bootcamps and online education for businesses and entrepreneurs. At Alphametic, Matthew helps clients increase their online visibility through integrated SEO and SEM solutions that yield higher ROI. His clients include L’Oreal, Novartis, Hoval, Quest Diagnostics, ilani Resort, Shopkeep and Primoprint. His work and ideas have been featured on Inc Magazine, Chicago Tribune, eMarketer Huffington Post, Mashable, Entrepreneur, The Next Web, and Inc. He has delivered talks and keynotes all over the world, from Trinidad to the Swiss Alps. He is the author of bestselling “SEO Like I’m 5: The Ultimate Guide to Search Engine Optimization.” Formerly Adj. Professor at NYU (’12-’14) in the field of digital marketing, Matthew has three business degrees, including Marketing MBA.

12 Content Marketing Statistics (Based on Recent Studies) to Show Your Boss

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We all know the phrase, come on say it with me: “Content is -” (i won’t finish it for your sake, don’t worry).

We all know content marketing is one of the single best investments a brand can make in order to increase their ROI – but, maybe others still need some convincing – like your boss.

They want numbers, they want hard data, they want the dollar signs. They’re not interested in the fluff, just prove it. If you’ve been trying to pitch a new blog or persuade management to create a content team, you need compelling evidence. Thankfully, some companies out there have already conducted studies to figure out and measure the effect content marketing can have on a brand’s bottom line.

All the content marketing statistics below are between 2014-2018, with the majority being in the last two years, so you can say the numbers are still recent 😉

Without further ado, here are 12 content marketing statistics to make your boss give the green light:

 

1) 47% of buyers viewed 3-5 pieces of content before engaging with a sales rep. (Demand Gen Report, 2016)

 

This speaks to demand and trust building. This is for B2B customers, but think about the B2C process – as a shopper, you typically read the about page, read online reviews, maybe check out the Instagram before committing to purchasing from the brand. With so many options around them, why should they choose you? That’s where content marketing steps in.

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2) Almost 50% of internet users look for videos related to a product or service before visiting a store. (Think With Google, 2017)

 

A picture is worth a thousand words, and a video is worth a thousand more! In the age of Youtube and snackable content, short-form videos that showcase products make sense. Why waste the trip to the store if you’re not 100% sure of what it’s going to be? For more stats on video, check out this article.

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3) 43% of people want to see more video content from marketers. (Hubspot, 2016)

 

The consumers are TELLING us what they want. It’s not enough to sell them a story, they want a visual representation of what that product is going to do before they commit. Ours is an increasingly visual world, so providing video content will only boost the visibility of your products or services.

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4) 74% of companies indicate content marketing is increasing their marketing teams’ lead quality and quantity (Curata, 2014)

 

I think we can all agree that one good lead is better than 10 bad leads. Content marketing allows you to target your user’s intent in a highly specific way. By targeting this intent, you can target better leads since the content is aimed at that persona.

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5) In 2016, 75 percent of businesses increased their content marketing budget. (Curata, 2016)

 

Word’s out – content is in. More businesses are realizing that content marketing is worth the investment and making it part of their marketing budgets.

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6) Businesses that Blog Experience 126% Higher Lead Growth Than Non-Blogging Businesses (Hubspot, Updated 2018)

 

No, blogging isn’t dead! The blog acts as a lead generation tool. It’s a low-cost, potentially high-return strategy that can help the quality leads come to you, versus your business having to chase leads. A proper blog strategy targets the people you want and incentivizes them to give you their contact details or interact with the rest of your content.

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7) Website conversion rate is nearly six times higher for content marketing adopters than non-adopters (2.9% vs. 0.5%) (Aberdeen Group, 2014)

 

The proof is in the pudding. Not applying content marketing in your marketing toolbox is like letting an opportunity slip from your fingers right before your eyes. Adding it to your marketing mix in a way that makes sense for your brand can potentially increase your sales.

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8) Content marketing will be a 300 billion dollar industry by 2019 (MarketingProfs, 2017)

 

What this says is that the content marketing business is already established and thriving. Businesses and brands all over the world are utilizing content marketing and betting their marketing dollars on content. So, why isn’t your business already on the bandwagon?

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9) 45% of people watch more than an hour of Facebook or YouTube videos a week. (Hubspot, 2016)

 

Another form of content is social, and if you don’t have a strategy for social, you’re wasting your time. It’s a required tool for any content marketer and for content distribution. And when you think about the fact that most shared videos are under 2 minutes, an hour of video a week is a lot!

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10) 68% of consumers feel more positive about a brand after consuming content from it. (MarketingProfs, 2017)

 

This is where content truly shines. All content should be made with two main goals in mind – driving conversions and establishing TRUST. If you offer something useful to your consumers and something targeted to them, they’ll usually repay the favor in dollars.

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11) Engagement is the No. 1 reason marketers are using interactive content (CMI, 2017)

 

Doesn’t everyone want to increase brand engagement? What’s the point of having tons of content if no one is interacting with it? Interactive content is when the user is actively engaging with the content, whether it be a quiz, game or a content download, these kinds of content are becoming increasingly popular.

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12) Companies that had published 401+ blog posts in total got about twice as much traffic as companies that published 301 – 400 blog posts. (Hubspot, Updated 2018)

The moral here is that more content is usually better. And when it comes to blogs, the SEO component is important. More blog posts equal more indexable pages which means you can rank for more keywords! If you consistently put out useful and strategic content, over time the traffic will follow.  

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Hopefully, you’ve enjoyed this list and found it useful. Walk into that boardroom with a confident pitch with these up-to-date stats and remember – Content is…

Don’t worry, I won’t say it, it speaks for itself 😉

 

If you want to keep reading about content, check out Alphametic’s 5 Content Writing Apps to Improve Your Writing ASAP or What Content Writing Can Learn From Journalism: An Interview.

Matthew Capala is the Founder and Managing Director at Alphametic, a boutique search marketing agency. He is also the Founder of SearchDecoder SEO Training Institute, an industry-leading platform for actionable workshops, bootcamps and online education for businesses and entrepreneurs. At Alphametic, Matthew helps clients increase their online visibility through integrated SEO and SEM solutions that yield higher ROI. His clients include L’Oreal, Novartis, Hoval, Quest Diagnostics, ilani Resort, Shopkeep and Primoprint. His work and ideas have been featured on Inc Magazine, Chicago Tribune, eMarketer Huffington Post, Mashable, Entrepreneur, The Next Web, and Inc. He has delivered talks and keynotes all over the world, from Trinidad to the Swiss Alps. He is the author of bestselling “SEO Like I’m 5: The Ultimate Guide to Search Engine Optimization.” Formerly Adj. Professor at NYU (’12-’14) in the field of digital marketing, Matthew has three business degrees, including Marketing MBA.

7 Deadly Sins of Choosing the Wrong SEO Agency That can Cost You (A LOT)

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I have been in the search engine optimization game for over a decade now. Clients come to me with one chief objective: to win at Google and crush their online marketing goals. Sounds simple, right? Well, there is more to it.

It takes a very agile SEO Strategy to keep up with Google Trends. It took me years to develop a team of experts, tools, and processes at Alphametic to effectively optimize the SEO, SEM, content, and local campaigns to keep our clients on top of Google. When a new client comes to us, we often spend a good amount of time correcting careless SEO mistakes of the past and see a number of SEO sins from prior agencies that could have been easily avoided. We’ve worked with clients in the past that experienced an outright penalty from Google because they did not know that the previous agency was buying links on spammy blogs or that the services were outsourced by the agency they worked with to an overseas provider. I also witnessed many prior agencies providing many sound recommendations but they turned out to be “non-actionable” – and as a result, a “non-factor” on performance – because the agency never managed to execute on their ideas.

Choosing the wrong business partner can cost you a lot of wasted time and money. Before you choose your next search marketing agency (hint, hint), read our special report on the dos and don’ts of the selection process and criteria, and don’t let these sins affect your business or impact your bottom line.

Sin #1: Bandwidth: Not considering your ability to execute on the best SEO plan on the outset.

Many clients come to us with specific objectives: to set them on the right path in their SEO strategy, analyze their performance gaps, or perform an actionable audit and provide “quick wins” – the 20% of strategies that produce 80% of results. This is the first stage and if this is all your business requires, a consulting project is adequate. However, if you are looking to increase your rankings by creating new (and more) content and building relationships with bloggers, you need much more, and you need to be prepared to invest in content, tech, PR, and outreach at the outset of any SEO project.

Otherwise, make sure that the agency you choose has the capabilities to support you in implementation. At Alphametic, I started with the consulting services and quickly realized that our clients need support in creating content so we brought onboard a talented digital copywriter to help our clients write content on landing pages, creating blog posts and long-form guides.

Today’s SEO climate is dynamic, competitive, and highly specialized. Teams that think it is a few keywords to the top are sorely mistaken. If your team does not have the bandwidth to create extra content and strategize effectively and cohesively with your SEO provider, you will commit the first sin – not being able to execute an SEO plan.

 

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Sin #2: Vetting: Not thoroughly background checking your agency.

SEO Agencies and consultants all have capability statements, testimonials, white papers, and client lists to recommend their work and explain their strategies. Reading these materials is the bare minimum of research that should be part of your road to hiring an SEO agency or consultant. Check the references by reaching out to past and current clients to obtain full reviews of their SEO wins. Further, make sure that your agency or consultant knows your business, or has the bandwidth and staff to become experts in your business. Agency or consultants specializing in consumer products may not be the right fit if you are looking to gain placements with service-focused, B2B needs, and vice versa.

Check the references and client testimonials before you commit the second sin of choosing the agency partner that talks the talk… but no track record of walking the walk.

 

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Sin #3: Missing the Point Man: Not Having an Identifiable Team or Point Person

If you actively detach from the process of searching for an SEO agency and instead view the search as a simple sales funnel, you miss an opportunity to gain insight into how a reputable agency should acquire new business. Depending on how you find your SEO agency (referral, online, or direct) you will deal with a leadership team in sales, often the founder of the agency like we do it at Alphametic. You may be very happy with the sales pitch and the level of skills the SEO pros are pitching you… but will they actually work on your business or meet with you when the work begins?

Make sure that you understand who exactly will work on your business and who is just selling you. During the sales process, you should meet your “account team” and make sure that there is the right chemistry between your team and your daily agency contacts. Your needs may require just one person, or it may require a combination of skills. However, it is critical for streamlining work and keeping communication clear that you have a point of contact at your agency you can trust. Otherwise, you are missing the point, man!

 

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Sin #4: No Numbers: Not Setting Clear Goals

Quantifiable metrics are the key to success. If you have not set a goal in SEO metrics, you should not be in the market for an SEO agency. Whether they are percentage increase monthly or annual goals, engagement, or conversion, these benchmarks are motivation for an agency, in addition to being integral for your agency to assign team members to accomplish them. With goals and timelines, comes accountability. It is the fourth sin for the client and agency relationships to not assign goals because the chain of accountability starts at the goal set by the respective teams. Outline your goals and observe them at intervals.

 

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Sin #5: SEO is your Savior: SEO Cannot Solve all of Your Problems

Your SEO Agency is not going to solve all of your problems, make your product a success, make your sales team convert more phone calls, and sadly, we are not magicians either. Your agency should show up for you and provide the tools, customer service, creative content, winning ideas, and organized communication to supplement your team. However, the agency needs a point of contact on your team to grow your business. An SEO Agency should develop an intimate understanding of your business as your work progresses, with the development and implementation of keywords. However, they will need guidance on the personas and micro markets you are looking to target, among other strategies.

If you have a product or service that does not have a natural client base or does not service a need, then you should likely refine your business model before you hire an agency or a consultant.

 

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Sin #6: SEO What?: Not Gaining a Basic Channel Understanding

Lots of people think SEO is like a sausage they all love to eat, but they don’t want to know how it’s made. If you are hiring an SEO company blindly after seeing an online ad and without a working knowledge of what SEO is and what’s involved, you cannot expect to make an educated decision. Some SEO shops will promise you the la-la land, outsource all the work, and bank on the client’s lack of any technical knowledge to keep accountable.  Organic SEO driven unique content, strategic keywords, and real links takes time, but the realized gains are never penalized. Ask questions about the scope of work and specific monthly deliverables to get insights into the process and what is being done for the budget you commit.

Keeping it simple, try asking this the next time you interview an SEO agency or consultant: “this is what my company wants to achieve, how will you help us get there, and what are your methods?”

 

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Sin #7: Devil is in No Details: Vague scope of work

Once you have vetted an agency, have numerical goals, understanding of who is on your team, and set aside time and resources to execute on the strategy, you must be clear on the scope of work that your new agency is delivering. Whether you agree on billable hours or a detailed scope of work, it is up to you to diligently follow up on what exactly is accomplished during the hours and exactly what the work entails. At Alphametic, we use detailed project trackers and reports to keep our clients in the loop on what we are working on and expected timelines.

SEO Agencies typically will need one to two months to perform an audit on your existing site and digital footprint, then they will implement a new strategy when they have the digital lay of the land for your business, market, and competitors. The scope of work needs to be defined monthly or for the term of your contract, then the expectations on both sides are easily managed. Without a scope of work, it is unlikely work will be done as you intended.

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What’s your experience choosing the right search marketing agency for your business?

Matthew Capala is the Founder and Managing Director at Alphametic, a boutique search marketing agency. He is also the Founder of SearchDecoder SEO Training Institute, an industry-leading platform for actionable workshops, bootcamps and online education for businesses and entrepreneurs. At Alphametic, Matthew helps clients increase their online visibility through integrated SEO and SEM solutions that yield higher ROI. His clients include L’Oreal, Novartis, Hoval, Quest Diagnostics, ilani Resort, Shopkeep and Primoprint. His work and ideas have been featured on Inc Magazine, Chicago Tribune, eMarketer Huffington Post, Mashable, Entrepreneur, The Next Web, and Inc. He has delivered talks and keynotes all over the world, from Trinidad to the Swiss Alps. He is the author of bestselling “SEO Like I’m 5: The Ultimate Guide to Search Engine Optimization.” Formerly Adj. Professor at NYU (’12-’14) in the field of digital marketing, Matthew has three business degrees, including Marketing MBA.

19 Actionable Growth Strategies to 10X Your Business

The New York Times Bestselling author and self-made multimillionaire Grant Cardone came to the Hollywood Diplomat and led a seminar called 10X, bringing together some of the most notable minds in business growth of the 21st century. Renowned thought leaders assembled to listen to Fortune 500 CEO’s, internet legends, motivational speakers, and marketing moguls deliver the messages that changed their lives and will prove game changers for your business.

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The program focused on taking advantage of overlooked opportunities, no matter the economic climate, and putting yourself in front of the right audiences without fear. Many insights reminded me of moments in my own journey to success. As an immigrant, a solopreneur was my natural business state.  Upon entrance into SEO and marketing, without an extended family or business “family” or team to entrust duties to, I alone was accountable for every detail and deliverable.

I grew in business and as an individual in the United States, understanding two things. 1. Trust in yourself and then in your team, is the only way to grow your business. 2. Your team is only as strong as your weakest link. When you apply the personal growth and team-oriented insights provided below and taken from the 10X seminar, you will create success in all areas of your life, not just your online and SEO business. This event rejuvenated and inspired me to deliver 10X the value to myself, my team, and my clients.

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BUILD A TEAM THAT WILL PUSH YOU UP – TOM CUMMINS

Tom Cummins is the CEO and President of American Power and Gas , whose sales exceed $150 million per year and business experienced 400% growth in the past 3 years,  making his lecture regarding team building very compelling. The nexus of his speech was valued. In order to lead effectively and build a successful team, surround yourself with members who you feel have a value that you do not. Add value to your own. Unless you are in a business where you have a software that makes money when you sleep, you need a team that will pull double duty. An honest, authentic, and valuable team member will push you up by showing you value in situations and solutions to problems set forth.

CORE VALUES AND COMPANY CULTURE IS THE FOUNDATION – JACK JJ  JACKINTELLE

JJ Jackintelle is president and COO of Rick Case automotive group and has generated over $1.5 billion in sales in the last year alone. Rick Case has a large presence near the Search Decoder HQ and spoke on company culture and core values.

In my transition from digital nomad to team leader, I learned the value of a company culture and establishment of core values.  As a soloprenuer, the buck stopped at me, success was wholly dependent on my input, but I was stifled. In order to grow, I needed to trust others and empower them to be accountable for their actions within the team. You are your company culture and you have to lead by example. When the core values are adhered to and the company culture is intact, nothing can stop the revenues.

NON-REFUNDABLE MINUTES – VALUE YOUR TIME!!! – BOBBY CASTRO

Bobby Castro is a co-founder of Bankers Healthcare Group and an expert in commercial finance. Castro delivered advice on time management and I have followed his path to success closely. His message on minutes hit close to home. In the beginning of speaking career, I used to respond to every email and phone call. This created an imbalance in my business and ultimately it inspired the online schools and seminars.  I could not physically or mentally meet my audience need and had to put a price and value on my time.

Bobby Castro illustrated this point brilliantly. Your services or product should be manageable to the point of growth that you need another of you, rather than another business angle.  If you are still micromanaging and being accountable for all parts, you are not valuing your time. If you are not valuing your time, you are not valuing yourself and are not yet ready to make the transition to team leader yet. Your minutes, your time, and your life is non-refundable, value every minute and second of it. Guard your time and these minutes as fiercely as your bottom line.

 

HOW TO GET PEOPLE TO SELL FOR YOU, IS THROUGH WORD OF MOUTH – JAY ABRAHAM

The best way to get people to sell for you is not to sell to them; BUT to motivate them, inspire them, hire them. It is very easy in the preliminary stages of business development and hiring to sell your company to someone you are hiring. Expecting a new hire to be similarly inspired by your vision is the exception, not the rule. Motivation is found largely through solid reward systems or goals. Inspiration is like an aha moment in a sales pitch where both the seller and buyer find a common ground, realizing they need each other and the deal is made, then you will be able to leverage these sales into referrals.

WORD OF MOUTH IS 80% OF SALES AND ADS ARE 20% –  JAY ABRAHAM

Sell to people you know. This is the very easiest tenet of sales. Psychology wise, people know when they are being sold. Public relations campaigns are effective for this reason because your business is mentioned from a trusted source, the news. If you are just starting out, a multi-million dollar or even several thousand dollars a month retainer for a PR firm is out of the question. Word of mouth is the oldest sales technique and operates mostly on trust. Trust inspires confidence and a good reputation. Social Media is word of mouth in the pure sense, however, has become advertising. Authentically employed, with high-value content, social media is the digital word of mouth. Getting out in public, meeting people, volunteering, joining groups that work cooperatively with your business, these all are micro conversions in the word of mouth world. They lead up to macro conversion in business.

THE ONLY WAY TO MAKE MONEY IS TO EITHER SOLVE PROBLEMS OR HELP PEOPLE- RUSSELL BRUNSON

Russell Brunson is the founder of ClickFunnels. ClickFunnels have arguably changed the way small businesses have approached the online checkout system and their revenue streams.

What do you need? How can I help? You need to know why people need a product. If your product or service does not answer either of these questions, you need to refine your model or mission. In the digital arena, you may think, but people are not actually asking for help? Seeking and asking is slightly different and should be treated differently. Regardless of seeking or asking, the response is the same, a buy. An in-person sale is easier since nonverbal communication comes more naturally to sales personnel, however with the proper digital conversion strategy the micro to macro conversions can be simple with the proper tools. However, if you do not have a product that does not help or solve, you will need to go back to the drawing board. A good rule of thumb is if you cannot explain the need or solution your business solves in under two minutes, you might need to go back to the drawing board.

LIFE IS A SERIES OF MENTORS – GET A MENTOR. DELIVER VALUE TO MENTOR, ASK NOTHING IN RETURN, GET THE SECOND MEETING – DAYMOND JOHN

Daymond John is one of the most prolific investors, mentors, and businessmen, and appears on Shark Tank with enormous success and appeal. John is a key motivator in my own business. My mentors have always been physically and spiritually accomplished individuals, who are not afraid to challenge me at periods of my personal development.

Choose someone who is not afraid to tell you that you are wrong. Someone who will not use any of your fears against you. Someone who can challenge you against yourself. Keep in mind your mentor can change, mentors are people too, and can be lessons. Your relationship to your mentor is like a relationship to your first large client, you deliver excellent value to him or her, ask for nothing in return, and hope that you can provide service or see them again. Soliciting advice, especially from a source that you value and trust, is an honor and should be treated with integrity and honesty. A good mentor will be able to see and guide you to the best possible scenario for your own growth and the good of your business.

IT’S EASIER TO PLAY BIG THAN IT IS TO PLAY SMALL – GRANT CARDONE

Grant Cardone  is the nexus of the 10X. He is an entrepreneur with a television channel, series of webinars, and leader in leadership. Cardone delivered the message that the business you run should be as easy to run whether it is big or small. Running any size business, be it a website or a service, should not be too complicated to handle growth or you will lose efficacy. Effective systems handle big and small businesses by design. Investing in a team that builds corporate culture and trust is one of the keys, in addition to organization and a solid chain of responsibility. When the call for a large order comes, the whole team can handle it just as smoothly as a small order.

WHAT YOU DO EVERYDAY WILL DETERMINE YOUR WEALTH AND SUCCESS, HOW YOU TREAT PEOPLE IN PERSON AND ONLINE. BE KIND TO PEOPLE.- DANIELLE DELGADO

Danielle Delgado is an international mentor, strategist, and leader in the training of the mind. She advises the elite on how to build successful habits.  It only takes three weeks for something to become a habit. Three weeks of your life to make a change, that can change the trajectory of your entire business. The power of these edits is pretty remarkable. Every day try treating people in person and online like they are the success you want to achieve. Treat every micro conversion like it is a macro conversion, then watch success unfold.

UPSELL YOUR PRODUCT, BUNDLE, STACK THE VALUE – CLICK FUNNELS- RUSSELL BRUNSON

Russell Brunson revolutionized the digital marketplace with ClickFunnels.  The ClickFunnel operates top-down bringing your product next to complimentary products in an online checkout lane. The words bundle, stack, and upsell, are counterintuitive, since the way a click funnel works is you make a product or service very easy to find. If you are buying a vacuum, it stands to reason that you would want extra vacuum bags on the side. ClickFunnel the vacuum bags into your online cart. It is that simple, and brilliant.

DON’T TRY TO OUTTHINK SUCCESSFUL PEOPLE, MODEL THEM- RUSSELL BRUNSON

Russell Brunson expanded slightly on Grant Cardone’s message regarding playing big and playing small, regarding expansion. I would love to have thought of ClickFunnels, but I did not, I am an SEO Expert. Play to your own talents, but model yourself after a mentor or business success story. Identify their patterns of behavior and positive attributes. Do not try to outsmart the industry guru. Become a guru in your own industry, with your mentors discipline or other traits. If you replace one negative repetitive thought in addition to adding a positive model trait and practice that instead, you notice a change in your business.

WHAT IS YOUR WHY? YOUR ABILITY TO PRESENT AND TELL A STORY BREAKS ALL THE ODDS – LES BROWN

Les Brown is a legendary motivational speaker who has inspired thousands to achieve their potential including Fortune 500 Companies, non-profits, and celebrities. His message is about being transparent and staying true to yourself. Where there is a need for a service, there is going to be a service. There will always be competition, however, there is only one of you. Your story, your narrative is unique to you. How you came to your business model, who you admire, your mentors, your successes, your failures, your past, and your future are unique, and that is your competitive edge. Tell your narrative in a compelling way that connects to your customer and provides the service they need, and you will have a client for life.

 

SOCIAL SELLING – SOCIAL TRIGGERS / SPHERE OF INFLUENCE – FIND YOUR TOP HAPPY CLIENTS ON LINKEDIN AND SEE WHO THEY ARE CONNECTED TO ETC.- JAMIE SHANKS 

Jamie Shanks is the CEO of Sales for Life, the worlds largest selling training tool for mid-level training. He has trained companies such as Oracle, Thomson Reuters, Intel, Direct Energy and more and is an author and coach of leveraging your contacts. By having your LinkedIn contacts reach out to their contacts, with referrals, your chances at success are exponentially higher than advertising or digital marketing. You can gauge quickly what a client or business is be looking for as well, based on their linked in profile.

Social media selling evolved very quickly, since it is free and easy, however it has become saturated by “experts.” Businesses or freelance marketers will sell you services based on delivered impressions for Facebook and Twitter, however, in order to obtain measurable ROI, you need the conversion. Directly marketing to friends of friends offers you more analytics than any expert could provide.

 

I FOUND OUT ALL THE BUSINESS SECRETS WHEN I STARTED REALLY LISTENING- LEWIS HOWES

Lewis Howes is one of the most influential authors on leadership, has one of the most successful podcasts online, and is one of the most successful online webinar training programs on success in the world. He is a former professional football player and national handball player, and his success is predicated on very basic ideals.  Listen to clients. Listen to your employees. Listen to your mentors. Then ask questions. I find not only insights into what drives consumers to seek out products and services, but also trends in what keywords are on the top of their minds. In today’s world, where people are constantly on their devices, talking and listening is more important than ever. When is the last time you asked a question and really listened?

MANY PEOPLE KNOW HOW TO START ONLY- FEW KNOW HOW TO FINISH- TIM GROVER

Tim Grover is a legend in his work inspiring some of the most accomplished individuals overcoming fear in this century. His success stories include Hall of Famers  Michael Jordan, Kobe Bryant, and Dwyane Wade and he is an international speaker and author with authority in the science and art of physical and mental dominance.  With so many projects in the pipeline at the office, finishing a project to completion can sometimes be put on the backburner. In many primary and secondary school curriculums, this timeline and expectation is requisite and understood as the step to get to the next level of achievement. As you grow to hold more responsibilities, with family and a business, this step of completion can be lost. If we slow down and introduce it, we have a greater success at inspiring our team and increasing our production and revenue. Think about one goal, then perform action steps over a period of time, attaining that goal, celebrating that goal, and moving on. The digital mindset has so many moving parts, this linear framework may not come naturally, but it too can have a beginning, middle, and end.

THE ABILITY TO REPEAT GREATNESS OVER AND OVER IS A SKILL BETTER THEN NONE – TIM GROVER

Do not be a one-hit wonder. Develop models of behavior and creative ways of solving problems, and watch greatness unfold. When you have achieved greatness, recreate it. As your skill set evolves and you can handle larger clients or orders and challenges are a matter of growing demand. The secret to developing continued success in the first place is overcoming the fear of failure. The fear of failure is overcome by patterning your behavior doing those exact things you are scared of. You conquer the fear and pattern that behavior.

THERE IS NO JOY IN REMAINING, GROWING BIG WILL ALLOW YOU TO HAVE CHOICES- TIM GROVER

Develop one discipline, but many income flows. I became an expert in SEO and leveraging free online tools. I consistently mastered the latest algorithms and developed ways of communicating this information to entrepreneurs, as well as implement the information within a B2B agency environment. I enjoy multiple flows in income from my workshops, ebooks, speaking engagements, online courses, seminars, and agency clients, but in one discipline. Change is welcome in my organization and thrived upon. It is the only constant and it is the comfort in change that will help you find success, overcome fear, and allow you to grow. It is your choice  how to diversify, but remain true to your purpose and what you are best at.

 

NEVER RELY ON ONE THING, ALWAYS MULTIPLE FLOWS – GRANT CARDONE 

Detaching from the idea of one product or service has been a very valuable concept in marketing and SEO from the very beginning at Search Decoder and Alphametic.  The winds of internet change are constantly blowing and there will always be competition. If you are relying on one thing, one idea, etc, then you disallow creativity or other flows to come through with your focus. Multiple flows keep you moving, and business positively leveraged. Like winds or the seasons, businesses are predictably cyclical. My books, seminars, and internet schools serve unique purposes and drive revenue at certain times depending on the revenue flows. Additionally, with your goal setting, beginning middle and ends, you have several of these projects going and some will end quickly and you can move on without feeling like these are failures, they are just a flow that is a non start, you are devoting more resources in another direction.

MOST PEOPLE GIVING JUST ENOUGH, GIVE 10X VALUE – GRANT CARDONE

Do not just give people what they want, give it to them ten times. Infomercials have a wonderful way of delivering this message with the tagline, but wait, there is more, and then they add a bathrobe to your order of about 15 Ginzu knives, you could have a bathrobe for 5 easy payments of $15, but they just got you with the bathrobe. If you are offering so much value in terms of information and customer service, there is no reason for your client to want to go elsewhere for their services or product.

This article appeared originally on SearchDecoder

Matthew Capala is the Founder and Managing Director at Alphametic, a boutique search marketing agency. He is also the Founder of SearchDecoder SEO Training Institute, an industry-leading platform for actionable workshops, bootcamps and online education for businesses and entrepreneurs. At Alphametic, Matthew helps clients increase their online visibility through integrated SEO and SEM solutions that yield higher ROI. His clients include L’Oreal, Novartis, Hoval, Quest Diagnostics, ilani Resort, Shopkeep and Primoprint. His work and ideas have been featured on Inc Magazine, Chicago Tribune, eMarketer Huffington Post, Mashable, Entrepreneur, The Next Web, and Inc. He has delivered talks and keynotes all over the world, from Trinidad to the Swiss Alps. He is the author of bestselling “SEO Like I’m 5: The Ultimate Guide to Search Engine Optimization.” Formerly Adj. Professor at NYU (’12-’14) in the field of digital marketing, Matthew has three business degrees, including Marketing MBA.