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The Art of Delivering Value

Written on February 25, 2009 by George Krueger & Mary-Lynn Foster in Business, Marketing

delivery_car Today on The Bigg Success Show, we were privileged to visit with Benjamin Klein. Benjamin is the CEO for The Art of Charm, a highly successful coaching service. He is an expert in the psychology of sales, management and success. He has used that knowledge to create an upcoming program called Success Principles.

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Hear Benjamin talk with George & Mary-Lynn on The Bigg Success Show! Click the purple player: Play Now | Play in Popup | Download

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marylynn
What is one of the most important success principles?

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benjamin_klein The most important success principle for me has always been to say what I mean and mean what I say. It’s very important to come from a position of honesty and integrity and to do things that not only create value for you, but also for those around you. You don’t go into it dependent on the outcome, whether it will be reciprocated or not. If the value is reciprocated, they are the type of person you want to work with. If the value is not reciprocated, you have saved yourself months of time dealing with someone you don’t want to work with. You give up a little bit upfront, but that just comes with honesty and integrity and knowing that you’re creating value for those around you.

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marylynn Do you have a value-offer model for some of our business owners who are listening today? Any suggestions for those people who have been offering something that isn’t working, that’s not getting them the leads they were hoping for?

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benjamin_klein There’s no specific “X plus Y equals Z” formula for this. For us, we have free intro seminars, which are a sales tool, but our clients get the value of three to four hours of class. They learn in our selling arena. There’s a lot that they can take out of that. We give them a preview of what we’re going to teach. In order for you to give the value upfront, you have to have a product or program that you really believe in. Then you can stand behind it 110 percent because, in order to be convincing, you have to be convinced. Once you’re convinced, you can sit there and be as high pressure as you want because you believe in it. If you’re making logical sense and it’s something that is genuinely going to help the person you’re standing in front of, then you’re on the right path. So for the business owners, I think you just have to tip that value scale so it’s a no-brainer. You want to give them $1,000 worth of value for only a dollar.

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george Sign me up! The interesting thing, and where we seem to be moving, is that you just can’t have that me-too product or service anymore. You have to offer something that you know is unique. You create something that you know stands out because you designed it to capitalize on your own strengths and the needs of the people you’re serving. So you are convinced it’s the best thing out there.

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marylynn Let’s go way back, before The Art of Charm was this huge, international service that it is. You guys were just starting out. You didn’t have all these products and freebies that you could offer. How did you offer value then?

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benjamin_klein We always had the advantage of our intellectual property, which was the curriculum that was created. Nowadays, what’s going to sell the best is a knowledge-based product. Something that you can give the knowledge away for free. That’s what blogs and all these web sites online are for. People are visiting them for the content – to be entertained or to learn. Lucky for us, we had something we could teach people. Even to this day, our web team worked on barter. Tens of thousands of dollars was traded as credit toward programming for stuff that we teach. Our programs are high price-point. We’ve probably bartered with 75 percent of the vendors that we work with. They all wanted to take our programs. If you have something that people genuinely want, you cannot fail. We go on our podcast or the forum and ask our people what products and programs they want. You have to build a community, a base of followers, who are in line and in tune with your message. If your message is something that is contagious and it’s something that they want, and they know their friends and family want, then you have no place to go but up.

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Thanks Benjamin for your words of wisdom!

In addition to The Art of Charm, you can listen to Benjamin on the PickUpPodcast.

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We can’t thank you enough for reading our post today, but we’ll do our best! Thank you! Thank you! Thank you!

There’s a group of people who actually believe their lives will get better this year. Can you believe it? Join us next time to find out who they are. Until then, here’s to your bigg success!

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Success in a Can

Written on February 4, 2009 by George Krueger & Mary-Lynn Foster in Inspiration, Success

can_of_success Today we want to talk about a miracle solution that we just discovered. You can use this magical elixir for any problem you may have.

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Hear George & Mary-Lynn tell you how to get success in can on The Bigg Success Show! Click the purple player: Play Now | Play in Popup | Download

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If we were to create an infomercial for this wonderful product, we’d want Billy Mays, the spokesperson of all spokespersons, to be our pitchman. We can hear him now …

Billy Mays here with a product that I’m excited to tell you about. Success in a Can. If
you have problems staring you in the face; it will make them disappear without a trace.

For a demonstration, he could offer real-life example after real-life example.

So are you interested in knowing where you can buy this incredible product?

Well, it’s not sold in stores as the saying goes. You won’t find it online either. You see, it’s very exclusive. We can hear you now … you really want this product, don’t you? But there’s something you should know …

No one can get it for you. No one can give it to you. You have to get it yourself. But people who have used this product say that it is priceless.

So, we can hear you asking again … only more impatiently now … where can you find Success in a Can and how much it will cost?

Here’s the secret – you have to mix this magical solution yourself. The good news is that you already have all the ingredients.

Ingredient #1 – Self-awareness

Do you believe in yourself? We mean really truly believe deep down. Listen carefully to your talk – both your conversations with others and those internal chats you have with yourself.

How often “can” you? How many times “can’t” you?

Can’t is a limiting word. If you think you can’t, you’re right. And that’s just wrong!

Now we don’t think you should eliminate the word “can’t”, but you should be aware of it. You should limit its use to situations that don’t limit you. Because it reinforces what you truly believe.

Ingredient #2 – Self-assessment

Think about your strengths and your weaknesses. You may think that’s odd – why would you think about your weaknesses if you’re trying to limit the use of the word “can’t”?

That’s a good question. Let’s see if we can come up with a good answer …

It’s important to be realistic. Because Success in a Can doesn’t mean playing to your weaknesses. It means knowing what you’re best at. It also means working with other people doing what they’re best at because you know they can! There, how did we do?

Ingredient #3 – Focus

Focus on what you can do, not what you can’t do. Whenever you hear yourself saying that you “can’t” do something, quickly start thinking about what you “can” do about the situation. By focusing your thoughts on what you can do, you’ll feel more energy to work on the issue at hand.

Ingredient #4 – Reinforcement

When you wake up in the morning, tell yourself you can do it. When you face a difficult challenge, tell yourself you can find a way. When you see an opportunity, remind yourself that you can make it happen.

If you don’t believe in yourself, nobody will. Success in a Can does come with a price … you have to change the way you think. But if you do, you’ll pop the top for bigg success.

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