Trizle

• "I worked 986598 hours on my product today!"
• "But people aren't buying!"
• "WHY?"

You know what's crazy? Cows.

You know what's even more crazy?

People dismissing sales and marketing as low-rung tasks that only inferior people do, without realizing that multi-national winning billion-dollar companies invest freakish dollars into sales & marketing.

• Bob spends 95% of his time building his product.
• Bob spends 5% of his time marketing.

Bob thinks: "Why is my competitor getting more customers than ME? I have a better product!"

• "I have a better product!"
• "I have a better product!"
• "I have a better product!"

So, Bob starts crying.

And, he goes to momma.

BUT MOMMA CANT HELP YOU NOW BOB

• Investing more into selling and marketing your stuff can help! Woohoooooo!

How Google Invests in Sales & Marketing

• "Google doesn't need sales and marketing!"
• "They get customers through word-of-mouth!"
• "If you build a great product, people will come!"

LOLOLOLOLOLOL @ that suck advice.

For every dollar Google spends on engineering, Google -- which owns the most visited site in the world and the most recognized Internet brand -- spends 70 cents on sales and marketing.

BADAM!

If the most well-known internet company spends $0.70 on sales & marketing for every $1 in engineering (the "doing"), what does that mean for your business?

Invest a good chunk of your resources (time + money) into marketing and selling your products/services.

Sweeeet rule of thumb to target:

• Spend as much time marketing as you spend time doing.

WIN

Some marketing stuff to get you on your way:

• Pitches.
• Advertise.
• PR.
• Facebook, Twitter
• SEO (Post online articles your target customers seek)
• Publicity stunts.
• Reach out to bloggers.
• Help peeps for free to prove yourself, and get in doors.
• Sponsorships.
• The yaddas.

Market as much as you do.

HIGH FIVE

Market & Sell Like You Do

(Link to video.)

1. Push yourself to failure.
2. You get better.

BAM. 

Pushing yourself beyond your capacity grows your capacity to perform; for instance, you grow big ^%^ muscles by lifting heavier weights.

• By seeking failure in X, you make yourself stronger in X.

Failure grows your boundaries.

BAM!

FAIL.

So Johnny The Kid, after a tough victory playing basketball like a $&@^%* hawk in his fly Airwalks, drives his Sweeet Ride to McDonald's, feeling hungry, wanting some affordable 99 cent McD's burgers that he saw on the commercials.

Johnny drives up to the drive-through window, when BAM, the McD's sales representative starts taking his order:

• M: Hi. May I take your order?
• J: Yo! Let me get three 99 cent cheeseburgers.
• M: Would you like something to drink?
• J: Alright. Let me get a large Coke.
• M: Would you like to add some fries to your order?
• J: Alright. Fries sound good.

And more:

• M: There's also a special on our McSalads today. Would you like to add that too?
• J: Okay.
• M: You can also get some fresh apples for your salad as well. Would you like that too?
• J: Okay. That sounds good.

And one more:

• M: And what about our special caramel sauce for your apples?
• J: Nah. I'm good!
• M: Okay, your order is $783614747252884.99. Please drive up to the first window. Thank you.
• J: Dangggggggg son. Okay.

What just happened?

Golden rule in fast food restaurants:

• Keep selling something until they say No.

You can't build a sustainable business off .99 cent burgers; but you can use those loss leaders to bring in customers and upsell them with more profitable items.

Senior management knows the percentage of getting a sales WIN every time a representative pitches X; and they pile up their leading batters (i.e., pitches with the highest chances of selling) toward the top to keep the chain of customer yes's going as long as possible.

• Your chances of selling X is 0 if you don't pitch it.
• Your chances of selling X is >>>>> 0 if you do pitch it.

Pitching a $5 item, for example, that has a 20% chance of selling means you make $1 every time you pitch it.

• Not pitching it? $0 = lost opportunities forever, and ever.

The fast food winning approach from the biggies:

1. Attract customers with loss leaders ($.99 meals)
2. Upsell on profitable items.
3. Keep selling more items until they say No.

Then serve them with great food,  and maybe a pitch of another tasty new item in the bag (using the premise of you can't sell anything if you don't pitch it), to keep them coming back.

The string of pitches.

Parksinon's Law: the more time you give yourself to complete a task, the longer you'll take to complete that task.

BAMFREEEEAAK:

1. You give yourself 10 minutes to complete a short essay.
2. You complete it in 10 minutes.

Now, let's say you suck and you give yourself 3 weeks to complete that same essay; what in the fro happens?

1. You take 3 weeks to complete the same task.
2. You either (1) wait to complete on the last day, or (2) make the task more complex than necessary to fill in the time with unnecessary bells and whistles.

What happens with the long deadline?

You produce an overly-complex-SUCK thing that you could've done in 10 minutes, save 20.999999 days, and drink your apple juice in the hood while being a menace.

Remember in school how you took the last minutes to complete your essays?

• You weren't lazy.
• You were human.

We humans complete things in the allotted time we give ourselves (or society gives us).

Say NO! To No Deadlines

Giving yourself no deadlines is telling yourself:

"Use as much time as necessary to complete the task."

So what in the frofro do you do?

1. You go on forever and ever and ever on the task.
2. 'Did I complete the task? OH NO I DIDNT SINCE I HAVE MORE TIME TO IMPROVE IT

And the cycle continues until some comsquence happens, like younrun out of money or fall off a cliff.

Don't fall off a cliff.

Create short, concrete dealines with end dates.

• You'll start stripping your project down to its most vital core, working on tasks that are $&@"@& essential to the project.

WIN WIN YAY 4 U

The shorter and clearer you make your deadlines, the quicker and more efficient you'll see yourself completing your tasks.

Quick deadlines.

Advice from Jim Collins: The moment you feel someone needs to be managed, that's the moment you know the person is not fit for the role.

Yes, superstars need guidance, but if they can't take initiative, commit 100%, and need your constant management to do their work, you probably have the wrong person for the role.

Over time, superstars:

1. Save you time
2. Headaches
3. Crazy good investments

Top organizations spend $$ on top people to save more $$.

Long-term WIN.

Get superstars.

The time it takes you to tack something to a todo list could take the same time to complete the mofro.

1. Bob needs to send a quick email to his clients.
2. Bob takes 3 minutes to post that to his todo list.

Peep the fast scenario:

1. 1. Bob needs to send a quick email to his clients.
2. 2. Bob takes 3 minutes to send the email to his clients.

BOB WINS

If you can complete a task immediately, avoid the unnecessary, time-consuming, extra step of putting it on your todo list -- and complete the mofro.

YOU WIN

Finish immediates.

Chuck's favorite sports team wins 1 point:

• "Everything is so GOOD!"
• "WE played so well!"
• "I LOVE our team!"

Chuck's team loses by 1 point:

• "EVERYBODY SUCKS"
• "THEY played like FAILURES!"
• "TRADE THOSE LOSERS"

YO CHUCK!

• Your winning/losing teams = SAME TEAM SON.
• The $&@^%*+ difference = made/missed field goal.

Chuck-the-suck judges his team on insignificant results (a missing/winning field goal) -- not their proccesses in getting suck/good results.

• Your can win by a few points and still suck (You win on a fluke play! Yay!).
• Your can lose by a few points and still be good (You lost on a fluke play! OH NOES).

Yes, results = important; but, how you got those results = ^%*+^%* more much oh much oh many times more important.

The How

If your processes suck (e.g., little calls made, little prospects contacted, no deadlines met, no customers satisfied, etc), and the results (e.g., $$$) are good, YOU = STILL SUK (i.e., you could've boosted $$ by making happier customers).

DANGGGGGGGG

Judge yourself/your-team on the HOW.

Focus on how you got there.

1. You aimlessly browse the internet.
2. You feel unproductive.
3. You = sad.

The study says browsing the internet for non-professional work evokes feelings of sadness.

It's like you're always trying to seek your next high, but being disappointed every time as those happy-goodness feelings never come.

E.g.,;

1. I browse website.
2. I browse next website to seek happier feeeeeelings.
3. I repeat ^2 above until I exhaust myself.

SUCK

Don't feel suck; before touching your computer, know what you want to do:

1. I have purpose.
2. I accomplish purpose.
3. I set next purpose.

HAPPY + PRODUCTIVE

Surf with purpose.

Say X has an 80% chance of failing.

• So, X has a 20% chance of succeeding.

That means, you succeed 1 time for 5 tries (on average); or even better:

1. You succeed 2 times for 10 tries.
2. You suceed 5 times for 25 tries.
3. You succeed 20 times for 100 tries.
4. You succeed 100 times for 500 tries.
5. Etc., etc., etc.

That is, the more times you try/experiment/test, the
more successes you'll find.

SCHWIN2THETOP.

Why 9866996798664489 Business Owners Fail

• Bob: 'I give myself one shot to succeed.'

Therefore, Bob has an 80% chance of failing. Because Bob gives himself 1 try, the odds are overwhelmingly against him that he'll succeed once.

BOB FAIL.

Don't Fail!  Hooray!

The true path to succeeding as an entrepreneur (or at anything else)?

• Keep trying.
• Keep experimenting.
• Keep persisting.

The more you try, the more successes you'll find.

The statistics game favors you with the more number of tries/experiments/tests that you do.

How TV Networks Succeed

Networks know, based on past data, that a certain percentage of their new shows will succeed with audiences.

Therefore, they test X shows every season to give themselves the best shot at getting a target number of successes.

Why do you see a freakish string of low budget, new shows on ABC, NBC, FOX, etc. every season -- and why will you continue to see them every year?

They know the numbers rule:

• The more ^ of tries = the more ^ of successes.

Keep trying.

You hear the platitudes:

1. Breathe more!
2. Breathe IN! Breathe OUT!
3. Imagine YOU on a tropical island!

But, then your anxiety-filled butt still continues sucking, as you can't seem to release the tension that's crippling you.

So, you start sucking at your:

• Sales meetings.
• Presentations.
• PR interviews.
• Etc., etc., etc.

"I can't seem to relax," you cry. "Is there hope for me?" you wonder.

BUT THERE IS HOPE HIGH 5!

How do you relax instantly?

Try this:

1. YAWN
2. Repeat until relaxed.

WIN.

Yawning releases the tension that keeps your anxiety-filled self sucking.

Yawning acts like your fitness dude who gets you back on track after you've scourged on unhealthy food:

• "HEY! You've been breathing horribly. Let's gt you back on track and help you breathe right! YAY FOR YOU!"

According to UPenn Neuroscientist Andrew Newburg, yawning = the fastest way to relax.

• Can't sleep because you're feeling anxious? YAWN
• Nervous about cold calling a potential buyer? YAWN
• Can't work because you fear X? YAWN

Relax instantly.

Yawn.