Grow Your Business

7 Steps to Get More Clients and Grow Your Business
1

7 Steps to
Get More Clients
and
Grow Your Business
A business owner’s guide to making
$10,000 to $100,00 more from your
existing business – in the next 60 days!

by Charlie Cook
NOTICE: This Book is licensed to the individual reader only. Duplication or
distribution via e-mail, floppy disk, network, printout or other means to a
person other than the original purchaser is a violation of international
copyright law.
© Copyright 2008, Charlie Cook, In Mind Communications, LLC. All rights
reserved. No part of this book may be reproduced in any form, by any
means (including electronic, photocopying, recording or otherwise) without
the prior written permission of the publisher.
Published by:
Marketing For Success
In Mind Communications, LLC
Old Greenwich, CT 06870

© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
2

Contents
How To Add Profits

3

• The #1 Question You Should Ask Yourself
• 93% of Sales Are Lost Because of This Mistake
• Don’t Fight It – Use It To Increase Profits

3
4
6

Attract Clients

7

Step 1 Get More Attention Fast
Step 2 Build a Massive List of Interested Buyers

8
10

Close More Sales

14

Step 3 Eliminate Annoying Obstacles
Step 4 Motivate More People to Buy

14
17

Increase Profits
Step 5 Make More With Each Sale
Step 6 Get Clients to Buy More Often
Step 7 Multiply Your Sales and Income

20
22
26

How to Maximize Your Profits

31

• What’s Your Profit Potential?

31

• Where to Start

32

© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
3

How to Add Profits
The #1 Question You Should Ask Yourself
How can I attract more clients and maximize my profits
from existing ones?
If you own a business or are responsible for marketing one,
this should be one of the questions you ask yourself on a
regular basis. Answering it is critical to your success.
What You’re Missing
Most entrepreneurs and business owners, whether they’re just
starting out or have been in business for years, know the
fundamentals of marketing. You know that to attract buyers
and make more money you need to generate more leads,
convert more leads into sales and get more repeat sales.
So what’s the secret to making your business a real
success?
Over the last two decades I’ve personally helped companies
that do everything from providing accounting, to consulting to
printing services or that sell products ranging from hearing aids
to travel incentives to GPS tracking systems. I’ve worked with
people and companies making anywhere from $15,000 a
month to over $1,000,000 a month.
And the one thing I’ve found is - the problem is almost never a
lack of ambition or willingness to work hard. I’m sure you’re
motivated and are already working harder than you need to.
What most entrepreneurs, business owners and marketers are
missing is a simple set of proven tactics that will allow them to
make more from their existing efforts and business. That’s

© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
4

right, it is very possible to make more (a lot more) just by
applying a few key profit-making strategies to your business.
The purpose of this report is to help you leverage what you
know in order to market your business like an expert and
maximize your profits. Instead of taking shots in the dark, you
will develop clear, reliable systems for growing your business.

93% Sales Are Lost Because of This Mistake
Most entrepreneurs, business owners and even marketing
executives use a marketing model that is destined to fail. They
use the One-Step model, which assumes that the best way to
get the sale is to “go for the jugular,” so to speak, by trying to
transform prospects into clients instantly.
You know what I mean - ads, mailings or websites trying to sell
products or services. I’m sure you see this everyday in your
mail, newspaper, or inbox. Usually you’ll find the name of the
business at the top, followed by the product name and a few
features listed with contact information at the bottom.
This is known as One-Step marketing because the goal is to
convince the prospect to go directly from reading an ad to
making a purchase or a phone call for more information - in
just one step.
Sounds nice, but it doesn’t work! If you’re using this onestep marketing model you’re wasting your time and money and throwing away sales in the process.
When you get a call from a stranger trying to sell insurance,
stocks, etc. right off the bat, what’s your reaction? If you’re
anything like me, you probably end the call as quickly as you
can, and maybe even have them add you to their ‘do not call’
list, so they never contact you again, ever.

© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
5

Trying to sell your products or services to someone who
doesn’t know you, trust you, understand the value of your
services or why they should be interested is fighting an uphill
battle.
Here’s something I hear far too often:
“Charlie, I own a consulting business in Ohio and I’m going
nuts. No matter how often or how many people I mail to I
hardly get any responses. Just last month I sent a mailing to a
list I’d bought of over 10,000 people. The result? I got one
inquiry which doesn’t look promising.” – John
Why is this type of one-step marketing doomed to failure?
No one proposes on the first date. Partners need to nurture
their relationship, to get to know each other and trust each
other before they decide to make a commitment together.
Similarly, If you want someone to buy from you, you first need
to help them get to know you and trust you. That’s where a
smart marketing strategy comes in. Once you’ve developed a
prospect that wants to hear from you, you can get to work
converting them into a buyer.
You might be asking, “Hold on Charlie, don’t all the big
companies use one-step marketing? I see tons of ads from big
successful companies just trying to get me to buy.”
Actually, Fortune 500 companies invest millions of dollars
towards building a relationship with their target market. The
sales-oriented ads that you see just represent the final step in
their marketing sequence.
Marketing is a multi-step process. First, you get your
prospects’ attention, and then get them to contact you. You
build a relationship with them, and then, when they trust you
and see the value of your product, they’ll buy from you.

© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
6

There are no shortcuts to getting the sale. Period. Well, maybe
one, but I’ll cover that in Step 7. First, you’ll need to get Steps
1-6 down.

Don’t Fight It – Use It To Increase Profits
The three phases of marketing and sales are as vital as three
acts in a play or opera. As much as we’d all like to sometimes,
(sorry, opera fans) you can’t skip to the last act – it won’t
make any sense.
Growing your business is much the same. (Bear with me here)
First you need to attract more buyers, then you need to close
more sales, and finally, you need to learn to maximize your
profits. You can’t have the last one without the first two. It’s
the final act.
The good news is, you can’t fast-forward a play, but you can
control the marketing and sales cycle. You can influence your
prospects and generate a steady stream of profits from clients.
Attract More Clients, Close More Sales, Increase Profits Anticipate and influence this three-part cycle using the seven
steps outlined in this profit-building guide.
My Promise To You
In the following easy-to-read pages, I’m going to share seven
(7) proven profit-building strategies with you. I’ll make the
promise that if you already have a business, you’ll generate at
least $10,000 if you properly employ these strategies.
What’s the catch? If you put these simple ideas to use, I’m
confident that you’ll want more ideas and techniques to grow
your business, and that you’ll make use of the detailed Insider
Secrets you’ll find at http://www.mfsstore.com
- Charlie Cook

© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
7

Attracting Clients
Profit Growth Step 1 - Get More Attention
Fast - And increase sales by 21% - 500% or
more
If you’re reading this, I’m sure you’ve wished at one time or
another that more people were aware of your products or
services, and that more people were contacting you.
Anyone in business knows that you won’t sell much if your
potential buyers have never heard of you or your products. As
you know, the first step to bringing in sales is to get attention.
Get the phone ringing, and then you can get the orders pouring
in.
So, what can you do to stir up interest?
Most companies take out ads, send out mailings and put up
websites. Typically these tactics cost a fortune, and produce
only a small trickle of sales.
Why is it that so many marketing efforts fall flat and fail to
generate interest or sales?
It’s the words they’re using – specifically, the marketing
message. When prospects meet you, read your mailings or visit
your web site, the first few words they see will determine
whether they’ll keep reading, and whether they'll take the next
step and contact you.
The words you use in your marketing make the difference
between generating a lead and losing it.

© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
8

Your marketing message is like a key. If you've got the right
one, it will help you unlock doors to new business and start the
process of converting them to clients. However, if your
message is poorly crafted or the wrong size, you'll be locked
out in the cold, wondering why your business isn't growing
faster.
What’s the most important thing you can do to get better
results from your ads, mailings and website?
Perfect your marketing message in order to generate as much
interest as possible. So, lets get you started.

Profit Action Step 1
Get More Attention Faster With a
Compelling Marketing Message
•

Develop a compelling marketing message that describes the
unique value you provide for clients and prompts prospects
to contact you.

•

Use your brilliant marketing message as the foundation of
all your marketing efforts, including meetings, phone calls,
letters, newsletters, websites, etc.

Can I really make 21% or more with the right marketing
message?
On average, my clients see a minimum 21% increase in sales,
and in many cases much more, after simply improving their
marketing messages.
I had one client, Bob, who had always refused to change his
marketing message, despite my pleas. He’d been in business

© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
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for 10 years and, since things were going reasonably well, he
didn’t want to mess with success.
Then, in June 2007, I got an email from Bob saying he’d just
tripled the number of leads he was getting from his website.
How? He’d finally decided to test out the marketing message
we had been working on and placed it at the top of his
homepage. Needless to say, he saw the change immediately.
Depending on your business, you should be able to increase
your profits by 21% - 500% or more by creating a better
marketing message. For most businesses, using this one profitbuilding strategy will add more than $5,000 of additional
income.
I can hear you saying, “Hey, We’ve already got a great
marketing message. We’ve had it for years and no one has
ever complained.” Okay, maybe so. But be sure to ask
yourself:
• Is your message client - centered?
This is essential. If you don’t know what I mean, you may be
losing most of your prospects.
• Have you tested it against a problem-focused marketing
message?
Kris’s business was struggling for survival when we started
working on his new marketing message. Upon implementation,
he brought in 30 new clients in less than 6 weeks.
Resource
I wrote the Insider Secrets to 15 Second Marketing to
show you precisely how to create a brilliant marketing message
that will get you all the attention you want. With it you’ll be
able to open doors to more business opportunities and higher
profits.

"Immediately helped me make a $10,000 sale!"
Kathy Mason, President, Mason Works, LLC
© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
10

"In the last three weeks I’ve gotten as many
clients as I did in the last six months!"
Denise Annuciata, LeapLaw
Need a quick way to generate more interest in your
products and services? Start using this proven
technique >>

Profit Growth Step 2 – Build a Massive List of
Interested Buyers - And increase sales by 27%
- 500% or more
Wish you had more eager buyers? Okay, dumb question. The
real question is, do you know what to do to attract more
buyers? First, you need more qualified leads.
I worked with a sales consultant based in MA who had been in
business for over ten years and was still struggling to land new
clients. In our first conversation, I asked him how many
contacts he had that he reached out to regularly. His answer?
85.
I was flabbergasted. If he’d included all the clients he’d worked
with, people who had attended his talks, suppliers etc everyone he’d made contact with over the last ten years, the
number should have been at least a thousand.
In short, this client was sitting on a goldmine, but was ignoring
tons of potential leads. How about you? Are you sitting on a
goldmine of potential profits?
In marketing, the math is simple. The more qualified prospects
you have interested in your products and services, the more
you’ll sell.

© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
11

If you have a list of 100 people who hear from you regularly
and know how you can help them, you’ll make a few sales here
and there. With 1,000, you’ll make ten times as much. Again,
simple math.
Now imagine you kept in contact with 10,000 or 20,000
qualified prospects every month or even every couple of
weeks. You’d pull in huge profits regularly.
Any fisherman will tell you’re going to have better luck casting
your line where the fish are plentiful and hungry. Maintaining a
list of interested buyers to whom you can regularly market is
just like keeping a pond stocked full with hungry trout. Then,
when you throw in your hook, you’ll catch a lot more with a lot
less effort.
Ready to create your own pool of eager buyers, people who are
just waiting to hear from you? Take this profit action step 2
and watch your profits skyrocket.

Profit Action Step 2
Automate Lead Generation to Build Your List
of Interested Buyers
•

Give your prospects something for free in exchange for their
contact information. That way, you can stay in touch with
them. Need an example? An earlier version of the free
ebook you are now reading prompted tens of thousands of
people to add their names to my mailing list, as you did.

•

Use your lead generation system in conjunction with your
ads, mailings and website to maximize your list of qualified
prospects - people who like to hear from you.

© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
12

I know some of you are saying, “I already have a lead
generation system.” Okay, but again, is it optimized? How
much more could you be making if your list was fives times as
big? Exactly.
I myself recently tweaked my lead generation system and
increased the daily number of leads I was getting by 30%.
That’s 30% more profit.
How much more could you be making with an automated lead
generation system?
I once worked with a division of Wyndham Worldwide that was
getting tons of visitors to their web site but only a trickle of
inquiries. By adding a lead generation system to the site, they
ultimately increased the number of leads it was sending their
way by a factor of 17.
How much more would you be making with 17 times your
number of qualified leads? Remember the math? In marketing,
the bigger your list of qualified clients, the bigger your profits,
pure and simple.
What’s 17 times the amount you made this month?
Resource
I wrote the Insider Secrets to Highly Effective Marketing
to show you how to position your business for success by
creating a steady stream of leads. With my help, you’ll learn
how to set up your own automated lead generation system.

"Our referrals are rolling in!
I’ve tried a ton of ideas but this was the
best investment I have ever made. I would
recommend it in a heartbeat."
Craig Nash, President, ProgressiveRehab

© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
13

"My business has grown by 50% in two months.
I’ve had to add two more trucks to handle
all the new business we're bringing in since
I started using the ideas in your book.
Highly recommended."
Donald Monroe, Monroe’s Plumbing
Want more qualified prospects and more sales? The
sooner you start the sooner you’ll make more >>
“Charlie, these ideas seem pretty basic so far.”
You’re right. But when it comes to marketing, the
fundamentals are, well, fundamental. You’re wasting money on
fancy ads and mailers if you’re not taking these basic steps. If
you’re not using a killer marketing message in conjunction with
an automated lead generation system, you are leaving huge
profits on the table.
Don’t miss out on the opportunity to maximize the response
you’re getting from your marketing with these simple
strategies. Put them to use, and you could easily double your
business this year.
So far I’ve shown you how to increase your profits by a
minimum of 48%. Optimize these strategies, and you could
make a whole lot more. On the next page you’ll discover how
to close more sales.

© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
14

Close More Sales
Profit Growth Step 3 - Eliminate Annoying
Obstacles - And increase sales by 12% - 47% or
more
Have you ever lost a sale because a prospect had a silly
objection? Have you ever had someone say to you "I haven’t got the time right now."
"Send me a written proposal and I'll think about it."
"We already have a supplier."
"We prefer working with a larger company."
"Its too expensive."
"We really don't need your services."
"I need to get approval from my boss."
“I need to think about it.”
“I need to ask my wife.”
It’s always annoying to lose a sale because a prospect has
misgivings like this. What’s important to keep in mind is that
when a prospect objects in this way, what they are really
telling you is that they still have doubts about you. They don’t
have all the information they need to trust you, to understand
the value of your services and to justify the expense of the
purchase.
Every buyer has these concerns, whether they mention them
or not - and even just one can kill a sale.
Over 30% of the time that a prospect has an objection or
doesn’t contact you to make a purchase, it’s because they still
have an unanswered question. So what can you do to get your
prospects questions answered and avoid losing these sales
(and increase your profits)?

© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
15

While there are any number of ways to better manage the
sales conversation in order to eliminate objections, there is one
easier way.
The shocking fact is that 80% of sales are lost due to lack of
follow-up. Plain and simple, most businesses drop the ball
when it comes to this step. Qualified prospects contact them,
but there is no system in place to convert that prospect into a
client.
As a result, businesses lose countless sales simply because the
prospects eventually forget them. Ouch!
I’m sure many of you take steps to follow up on inquires, but is
that it? Do you address each of your prospects’ objections and
eliminate them as obstacles before you even talk to a
prospect?
I’m sure you do your best to deal with your prospects’
questions when they come up, but by then it’s often too late.
What’s more, many prospects just don’t bother to call if they
have a question or a doubt.
So what are you doing about all those lost sales? What’s the
simple solution?
In a word, set up a follow-up system that gives your prospects
all the information they need to get to know you, trust you,
and understand the value of your products and services.
Let’s say you had important visitors coming over to your
house. One of the most basic steps you’d probably take would
be to make sure your front path and front door were clear of
trash, dirty laundry, small children, and other clutter.
The same is true with marketing. If you want to get more
people in the door in order to increase your profits, you need to
eliminate the obstacles that get in the way of your sales.
© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
16

So what’s the easiest way to put this idea into practice and get
more people buying from you?

Profit Action Step 3
Use a follow-up system to eliminate
obstacles
•

Identify and eliminate every obstacle to buyers. Anticipate
potential questions and use an automated sequence of
emails or letters to systematically address each of your
prospects’ concerns - pre-sell them.

How much more could you make by improving your
follow-up?
At the top of this section I gave a conservative estimate – 12%
- of the bare minimum you could make by properly following
up. Again, this is a bare minimum
Do the math.
Remember, 80% of sales are lost due to lack of follow-up.
Thus, if you fixed this problem entirely you could increase your
sales and profits by a whopping… 400%!
Resource
With the Insider Secrets to Highly Eliminating Obstacles
to Sales you’ll discover how simple it is to convert a greater
proportion of prospects into clients. Even if you think you’ve
got it down, you can use these techniques to increase your
sales by at least 12% (or a minimum of a couple thousand
dollars per month).

© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
17

“Over $200,000 in additional sales! These
ideas were easy to apply, smoothed out our
sales process and as a result our closure
rate is up. It paid for itself many times
over and I'd recommend it to anyone in
marketing and sales."
Bill Orser, President, Safeplay Systems
Ready to close more sales? Use this strategy >>

Profit Growth Step 4 - Motivate More People
To Buy - And increase sales by 10% - 25% or
more
We’ve all heard the old adage – “Don’t put off until tomorrow
what you could do today.” Nonetheless, everyone
procrastinates a little every now and then. I’ve done it,
you’ve done it, and, guess what – your potential buyers do it.
We put off making a decision because it wasn’t at the top of
our list or didn’t seem important at the moment.
We all put off making decisions that we think can wait. The
real problem for your business arises when this applies to
your prospects’ purchasing decisions.
They may want and need your products and services but they
just don’t see the need to act today. No need to do anything
about it now when it can always be done tomorrow. But as
you know, tomorrow never comes.
One of the biggest obstacles to growing your business is
human nature, your prospects’ proclivity to procrastinate!
Getting prospects to make a decision and move forward can
sometimes seem like an impossible task. However, there are
© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
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7 Steps to Get More Clients and Grow Your Business
18

actually some simple levers you can use to move them along.
These are, again, based on human nature.
Using the Ebay Trick to Improve Your Profits
I’ll let you in on one of the reasons online auctioning site
eBay is so successful and, even better, how you can utilize
this simple idea to increase your profits (even if you don’t
auction anything).
Most items on eBay are sold in virtual auctions that close
within a few days or a week. When you find an item you
want, you know it’s only available for a limited amount of
time. If you don’t take action, someone else will likely snatch
it up. No one likes to miss out on an opportunity, and therein
lies the genius of this model.
The limited time frame, coupled with the limited availability of
the item, works to motivate you and others to take action.
The closer the deadline, the more your emotions start to take
over and the more likely you are to bid on the item.
Now, your business may have the world’s best product or
service, but if you’re only getting a trickle of orders, you need
to prompt your prospects to buy today! Introducing a sense
of urgency will help turn that trickle into a torrent.
Out of fifty prospects in a given month, only one of them is
likely to buy. It’s not that they don’t want your product or
service. Without any sense of urgency, though, your
prospects don’t take action and your sales stagnate. How
frustrating!
We all put off doing things we know we need to do. Most of
us don’t make purchases until there appears to be an urgent
need. When it comes to marketing, however, you can’t afford
to let your prospects procrastinate.

© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
19

Ready to put this profit-building strategy to work to prompt
more sales? It costs nothing and typically increases sales by
10% to 25%. That’s easily another $5,000 to $15,000 per
month for your business.

Profit Action Step 4
Use Urgency to Prompt Sales
•

Use marketing to motivate people to buy today. If you
want people to buy right away, you need to give them a
reason to act immediately. Time constraints, limited
availability and special bonuses are all effective.

Why? Why does this work so well? No one likes missing out
on a good deal, or on special opportunity to get what they
want.
What? You’re saying you already know this? Of course
you do – it’s human nature. But have you tested tactics to
determine which work best in terms of maximizing the number
of prospects who buy immediately? Do you track results to see
which call to action works best?
How much more could you make if everyone who has
considered your product or service actually made the
commitment and bought this week?
Earlier, I suggested that you would see a potential profit
increase of 10% to 25% after implementing this one profitbuilding strategy. Once again, this number is a low estimate. If
you use this technique properly, you could make at least twice
that, or an additional $30,000 to $60,000 a month.
Resource
Want to finally do away with those nasty obstacles that get in
the way of your sales? You’ll find the answers you need in the
Insider Secrets to Highly Eliminating Obstacles to Sales,
© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
20

including tips to end buyer procrastination. No matter how well
your business is doing now, you could always bring in better
profits by motivating your prospects to buy now.

"The best sales system I've ever used. It's
packed with the most powerful selling ideas
I've ever tried and they're working to grow
my business. A must for every business owner
or entrepreneur."
Betsy Craz, Copywriter
Ready to make more sales? Use this simple strategy >>

Profit Growth Step 5 - Make More With Each
Sale - And increase sales by 30%
Ever gone to a restaurant to grab dinner and ended up
getting an appetizer, salad, dessert, and coffee in addition?
Or have you ever planned to buy a digital camera for $150,
but ended up spending $200 after adding in the spare
battery, memory card, and case?
How about when your take your car in to get an oil change,
but end up getting your muffler replaced too?
In most cases, you probably had no intention of making these
additional purchases. But typically, people barely hesitate in
situations like this. They say to themselves, “Why not? Might
as well, I’m already here.”
Whether you run an online business or an auto repair shop,
you can – and should – make use of this simple principle to
make more from each client. Offer your prospects a related
product or service when they make a purchase, and about
30% of them will say yes. Why does this simple strategy
work so incredibly well?
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7 Steps to Get More Clients and Grow Your Business
21

Once a prospect has made the decision to make a purchase,
he or she is in the “buying mode,” so to speak. They’ve got
their wallet out and are looking to solve a problem or satisfy
a need. When you offer them a better solution, they’ll pay
more. At least 30% of them will!
It just makes good sense, for example, if you’re buying a
camera, to get the case and batteries, or if you want a flat
screen TV, to get the one with HD capability.
But here’s the stunner - Almost 90% of businesses don’t use
this simple strategy. If your business brings in $100,000 a
year that means you’re losing $30,000. Or if your business
brought in $1,500,000 last year, you could have made
$500,000 more.
The strategy is simple. You can Upsell your customer and get
them to buy more of what they want, or you can Cross-sell
them by helping them buy another related product or service.
Here’s how to start using this idea to start increasing your
sales and profits.

Profit Action Step 5
Cross-Sell and Upsell Your Clients and
Customers
•

Identify your best selling product or service (A), and the
product or service (B) that anyone who buys A may also
want. For example, anyone who buys a hammer at a
hardware store will probably need nails. Or someone
getting a haircut might need hair gel.

•

Then, systematically provide your clients and customers
with this offer and track the results.

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7 Steps to Get More Clients and Grow Your Business
22

It may take a few tries to find the right upsell or cross-sell
product. But when you do, you’ll quickly see 2-3 people out
of 10 going for it. Then, you’ll be motivated to systematically
apply this strategy to all of your sales.
The result? You’ll bring in 30% more with almost no
additional work or expense.
Resource
In my exclusive, one-on-one mentoring program, I’ll teach
you exactly how to use this profit-building strategy to
maximize your per sale profits. Apply here >>

"In the first month using Charlie's ideas we
increased sales by hundreds of thousands of
dollars. Over the last couple of years these
ideas helped us make 10-20 times that.
Highly recommended."
Mike Trowbridge, VP Marketing,
Wyndham Worldwide
This profit-building mentoring program has very limited
availability. Use this link to see if you qualify >>

Profit Growth Step 6 - Get Clients To Buy
More Often - And increase sales by 10% or
more
Here’s a question - Did you know it’s at least eight times
more costly and more difficult to attract a new client than to
sell an existing one again? You might have, but have you
looked at it from the other side? It’s 8 times easier to sell
your existing clients than a new client.

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7 Steps to Get More Clients and Grow Your Business
23

If you have a client base of any size you’re sitting on a
potential gold mine – one that you can easily tap into with
this single strategy.
Many business owners are so focused on trying to bring in
new business that they neglect the valuable resource right
under their noses: their existing clientele - the people who
already know them, trust them and are most likely to buy
from them. Doesn’t it make sense to start with the easy
repeat sales?
Can you really increase your sales by 32% with repeat
sales?
Sitting on my desk right now is a little postcard from my
dentist reminding me to schedule my next appointment for
my regular teeth-cleaning. I don’t know about you, but if left
to my own devices I’d probably get my teeth cleaned at most
once a year. I’ve known members of my family who’ve put off
going to the dentist for years.
Thus, if I had my way, my dentist would make $125 a year
from my teeth. But he’s no dumb bunny, which is why he
regularly sends out these postcards to remind me to get my
teeth cleaned three times a year. This would increase his
profits by 300%.
What my dentist is doing is trying to prompt me, his existing
client, to buy more often. He’s tapping into his client base to
look for more frequent business.
Problem is, it isn’t working too well. This postcard has been
sitting on my desk for 3 months and I still haven’t scheduled
the next appointment. That’s because he hasn’t optimized
this strategy. Well, that, and the fact that there is a long list
of things I would rather do than go to the dentist. I’m
assuming that your clients’ business experiences are less
painful.

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7 Steps to Get More Clients and Grow Your Business
24

If you employ this simple strategy, however, you could
instantly boost your profits by 7% to 22%, if you know how
to use it.
What types of repeat sales could you use to increase profits?
Repeat Sales of the Same Product or Service
Like my dentist, if you provide a product or service people
need regularly, you can sell it again and again. The more
often you sell, the more profit you’ll make. This might be
tough if you’re an accountant though - you can’t really
prepare someone’s taxes more than once a year.
Repeat Sales to the Same Customers
Once someone has bought one of your products or services,
it’s relatively easy to sell them another product - even if the
original purchase was years ago.
For example, my wife and I bought our dishwasher seven
years ago, but I still remember we got a deal on it, and I like
that it’s nice and quiet. So where did I go when my son
needed a window air conditioner for his first New York City
apartment? Back to the same appliance store I got the
dishwasher from.
It’s easier to sell to past customers because, if you did a good
job with the first sale, you’ve already established a degree of
loyalty. The key is to transform this existing loyalty into more
sales.
Pretty much a no-brainer, right?
But here’s the shocker! When I ask my clients what they are
doing to prompt their existing customers to buy from them
again, often their repeat sales strategy is basically nonexistent! Some may periodically send out a postcard, but
most are lacking a real follow-up system that regularly
reminds their best customers to buy more.

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7 Steps to Get More Clients and Grow Your Business
25

If you know your customers’ buying habits - what they need
and when they need it – you should easily find plenty of
opportunities to encourage them to come back and buy from
you time and time again.
This is one of the simplest strategies that most businesses
neglect – maintaining a productive relationship with past
clients. It’s important to stay in touch and share helpful
information in order to maintain shelf space in your clients’
minds.
Your clients are waiting to spend more with you. All
you need to do is help them see how you can give them
what they want.

Profit Action Step 6
Increase Repeat Sales
Send out a newsletter twice a month to let your existing
customers know about your other products and services. But,
remember don’t make the mistake of going for the one-step
sale.
Instead, use your newsletter to entertain them with a story
about someone who had a problem that you solved for them,
or a need that you filled. Then, educate your readers about
how your product benefited this client.
Track your results, and see if you can’t trigger both repeat
sales of a given product and new sales of a different product
from repeat customers.
How much more could you make by increasing repeat
sales?
Well, what are your current annual sales? Let’s say last year
your gross sales were $250,000. Using the conservative
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7 Steps to Get More Clients and Grow Your Business
26

estimate of 10%, you could have pulled in an additional
$25,000, simply by prompting your past customers to buy
more and more often.
Of course, if you really optimize this strategy, you could
make two to three times this number with repeat sales.
Resource
Do you have a website? Using email with your website is the
most cost-efficient way to increase repeat sales. The Insider
Secrets to Creating Web Sites That Sell shows you exactly
what to do increase your repeat sales and profits.

“I earned an additional $1,000 the first
week. The best way to increase sales! Easy
to apply and understand. Worth every penny!”
Suzanne Falter-Barns, GetKnownNow
Ready to bring in more repeat sales? Start here >>

Profit Growth Step 7 - Multiply Your Sales
and Income – And increase sales by 20% 300% or more
Okay, let’s talk bowling.
You don’t aim to hit the pins one at a time. The winning
strategy is to hit as many pins as you can with each turn. Of
course it’s harder to do, but bowlers who hit the most pins
with the fewest balls win every time.
Do you see where I’m going with this?

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7 Steps to Get More Clients and Grow Your Business
27

Wouldn’t it be easier to increase your profits if you could
attract dozens or hundreds of new clients at a go, rather than
one by one?
You’d bring in more sales while at the same time cutting your
advertising expenses. And you’d multiply your profits.
The truth is, one of the most powerful tools for growing your
business can be had for free! And it works whether you’re
netting $50,000 a year or $10,000,000 a year, whether
you’re just starting out or have been around for decades.
The Most Powerful Profit Multiplier
For many years my business grew steadily. Each year I
discovered a new way to improve my marketing and finetune my strategy. Then, I discovered a way to multiply my
profits.
A few years ago, I signed on a handful of super-affiliates partners who promote my products to the mega-lists they’ve
compiled of interested subscribers. As a result, my sales
increase by over 100% in three months, with no additional
advertising costs.
Yes, it was more work to develop a relationship with these big
sales partners than it is sign up one individual client. But the
return brought in 50 to 100 times as many sales.
The concept is simple: Instead of struggling to build your list
bit by bit, get someone else who already has a huge list of
people in your target market to promote your products.
Of course, you’ll need to make it worth their while.
It’s like a referral on steroids. You can get hundreds or even
thousands of qualified leads sent your way. And when your
sales partner promotes you, those leads come pre-sold. Your
partner has already established your credibility. You just need
to offer them the product or service they want.
© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
28

In any business, sales and referral partners are those
businesses that can send multiple clients, and do so at little
or no cost to themselves. In this arrangement, both you and
your sales partner stand to gain.
So, where can you find sales partners who can promote your
products and services? Let me give you a few simple
examples.
You’re an athletic trainer. You could partner with someone
who provides sports massage or nutrition counseling. These
business complement each other, but don’t overlap. Thus, if
you exchange referrals, both of you could double your
clientele at no cost.
Or if you’re an accountant, you could partner with a tax
lawyer to help your clients get the full range of services they
need.
Let’s say you own a web site that sells shoes. You could offer
a $25 discount coupon for a site that sells socks with each
sale over $75. Your partner with the sock site would do the
same for your site. Thus, you’ve doubled your marketing
reach with minimal effort. You both generate more sales and
make more money without actually spending a penny.
Each time you partner with a business that has a broad
customer base, you’ll dramatically increase your reach (and
your sales and profits). And you’ll do so at almost no cost.
Joint-venture partnerships, referral partnerships or sales
partnerships, it doesn’t matter. You stand to make enormous
profits by partnering.
Ready to get started using this simple, effective strategy to
power up your profits?

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whole or in part, without written perission is prohibited and a violation of International copyright law.

7 Steps to Get More Clients and Grow Your Business
29

Profit Action Step 7
Sign-Up Sales Partners
•

Sign up one referral partner - a business with large list of
prospects and customers. Have your partner send out a
mailing with an informative – but readable - article that
explains how your product met a clients needs, and the
partner’s endorsement of your product.

•

Track results. Fine-tune and repeat at least every month,
adding new sales partners as you scale up your business.

Yup, it’s that easy. But you might be asking, “Won’t I have to
pay these sales partners, cutting into my profits?”
In some cases, partners will expect a commission from your
sales. However, even if you fork over a whole 35% of your
profits, you’ll still be pulling in far more than you would be
without the referrals.
In some cases you can get leads for free. For example, I
connected with Michael Angier at an Internet conference a
while back. Michael had a similar list of editors and publishers
to the one I had been building. Both of our lists were around
500.
We simply combined our lists and deleted duplicates, and
with a few minutes of effort, we both nearly doubled the
number of publications to which we could send our articles.
Thus, by simply finding someone with an overlapping interest
and agreeing to share your leads, you can immediately
double your reach.
Or, you can simply exchange services. For example, give a
partner something for free in exchange for a promotional
mailing. One Internet guru I’ve worked with agreed to send
one of my mailings to his subscriber list of 40,000 in
exchange for one of my marketing systems.

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7 Steps to Get More Clients and Grow Your Business
30

What’s the potential for profit from taking on sales
partners?
Add one partner and you could easily increase your sales by
50% and your profits by 20%. Add two and you could
increase your profits by 40%. Add three and… You get the
idea. Using this simple idea your profit potential is infinite.
Resource
What’s the best method to attract, sign up and profit with
referral partners? I’ve been using this strategy successfully for
years in my business and teaching clients in my mentoring
program how to do the same. If you’re making over $100,000
and want to make more, see if you qualify >>

"I can honestly say that in 8 years, I’ve
NEVER had this kind of success in such a
short period of time. After laying off most
of my staff in 2007 I thought my business
was a victim of the slowing economy.
Using Charlie's ideas in the past two months
we've sold 30 projects - which for a video
production company is HUGE! More than we've
ever signed up in any two-month period since
we opened our doors eight years ago.
The only negative... if you can call it one,
is that Charlie has helped us get more work
than we ever imagined and I've had to reset
my goals and my staffing plans to keep up.”
Kris Simmons, CEO
FireEye Productions

Want to multiply your profits? Apply for one-on-one
help. Limited space available >>

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7 Steps to Get More Clients and Grow Your Business
31

How to Maximize Profits
What’s Your Profit Potential?
Ok, I’ve provided you with not one, not two, but a whopping
seven great strategies you can implement to increase your
profits. By now, you should have a clear idea that you could
easily add at least $10,000 to $50,000 in additional profits to
your business within the next few months. If you take action,
that is.
Why have I shared these basic ideas with you?
It’s good for business. I won’t beat around the bush. If you’re
just getting started building your business and are currently
making less than $100,000 a year, I want you to try my
marketing systems and grow your business by leaps and
bounds.
If you’re already on your way and are currently making more
than $100,000 a year, I want you to apply for my mentoring
program so that I can help take you to the next level of
success.
It’s good for your business. I know that these ideas work and
that if you take action and apply them you can easily increase
your profits by at least $5,000. Of course for most of you,
that $5,000 is just a start.
Let’s take one more look at how much more you could be
making – at a minimum - using all seven profit-building
ideas.
1. Replace Your Marketing Message = 21%
2. Automate Lead Generation = 27%
3. Use a follow-up system to eliminate obstacles = 12%
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7 Steps to Get More Clients and Grow Your Business
32

4.
5.
6.
7.

Use Urgency to Prompt Sales = 10%
Cross-Sell and Upsell = 30%
Increase Repeat Sales = 10%
Sign-Up Sales Partners = 20%

Your total is a minimum of 130% increase in sales!
Go ahead and multiply your total sales from last year with
that number and enter it below.
Total Expected Increase In Sales after Applying These
7 Ideas $ ___________

Where to Start
It’s your turn now! I’ve given you seven ways to dramatically
increase your sales and profits and make $10,000 or more in
the next few months. And these ideas work no matter what
the economy is doing.
During the last two years, while the economy has been in a
nosedive, I’ve helped many clients take their businesses to
new levels of profitability. I’d like to help you do the same.
I’ve given you seven great ways to increase your profits, but
there one key to success that I’ve left out. It’s
implementation.
All the ideas in the world are worthless unless you put them
to use. That’s why I want you to have the following
resources, which will give you the step-by-step details of how
to implement the fundamental strategies outlined in this
report.
1. Get More Attention Fast with The Insider Secrets to
15 Second Marketing >>

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7 Steps to Get More Clients and Grow Your Business
33

2. Generate Twice As Many Leads and Sales with The
Insider Secrets to Highly Effective Marketing >>
3. Eliminate Annoying Obstacles and Motivate People
to Buy with The Insider Secrets to Eliminating
Obstacles >>
4. Make Your Website Come Alive and Transform It
Into a Money-Making Machine with The Insider Secrets
to Creating Web Sites That Sell >>
5. Get Rock Solid Practical One-on-One Help Growing
Your Business With My Unique Profit Building Program
>>
Employ just one of these resources and you can improve your
sales by 20%-30%. Use them all and you can improve your
sales by over 200%. The best way to get started is with The
Ultimate Insider Marketing Secrets Special >>

Charlie Cook
P.S. My goal in providing you with this special report was to
give you ideas you could use right away to make thousands
more. However, this is just a small preview of what you’ll
learn from any of the Insider Secrets marketing systems
listed above or at www.mfsstore.com
P.P.S. The Insider Secrets Series shows you the step-bystep methods you need to maximize your profits.
Last Chance
Don’t miss out and get left behind by the competition!
Discover which Insider Secrets to success you’ve been
missing at: www.mfsstore.com

© Copyright 2008 Charlie Cook • InMind Communications, LLC. All rights reserved. Reproduction, in
whole or in part, without written perission is prohibited and a violation of International copyright law.