CS 023: Book Prospects With Just One Phone Call

Three Ways To Clear Out Your Schedule By 80% Part Two. Hey, welcome back. Nice to have here. Cloud Secrets Podcast, Marcel Martens again, and today I'm going to talk about part two of how I free up my schedule for at least 80%, and the second option is by automating your tasks or things. Because when you automate it, you need to make sure that it happens on a consistent basis in the same way that you or one of your people would do. And to give you an example, we provide backup online as a service. And for that we charge the customer the quota that we reserve for them. We've got monitoring on it, and when it triggers that the customer's using 90% or more, the system will generate an email and send it to our support desk so they can increase the quota so that the customer can keep backing up all their data.

Afterwards, when they update the quota they need to adjust the contract so billing gets accordingly to increase the numbers of size that they use, or well, can use, and change the contract to the amount of size that they use so billings get done correctly. Afterwards they need to close the ticket and inform the customer that that quota has been increased and that they don't need to worry, and we will make sure they can keep backing up all their data. But normally these, this task takes like five to 10 minutes for a person to carry out. And it's a lot of folds.

Well, if somebody gets a call in between, they get disrupted and they forget to increase the contract. So we leave money on the table. By automating this task or this sequence of tasks, we not only can eliminate it from some person, I don't know, we've got like 40 to 60 times a week now that we need to increase quotas times a five minute average. Go count. It's going to free up a lot of time that we can spend on other projects, on other tasks, and instead of hiring more staff. So that's why I gave the order to automate that particular task for example, and that's what I do with every task that comes on my desk. And I asked my question, can I delegate it or can I automate it? And in part three I'm going to talk about another one. It's going to be a three part series. By automating a lot of those tasks, you can free up an enormous amount of time.

Also, it's done 24/7 because it's going automatically so you never are limited down to business hours or whatever. It's on a consistent basis every single moment of the day, which is a huge advantage because in this case, when the back up exceeds the 90% it's going to be updated with more space within, I don't know, a few minutes and we can make sure that the customer can perform their job instead of canceling it when he's out of quota or out of size or you know what I mean? So ask yourself the following question, how many tasks or things at my plate can I delegate in a correct way? And let's recap the delegation. You just don't want to delegate the task to somebody else, which you also want to make sure that they perform the task on a consistent basis with the same output that you would provide so within the same time, within the same amount of time spent and within the deadline or if you got a deadline. Right. You know what I mean?

So count the number of tasks that you can delegate that way. And the second question you need to ask yourselves is, how many tasks can I automate? Because when you've got a task, a repetitive task that at least, I don't know, maybe 10 times a week occurs and it takes you five minutes, you could free up almost an hour by automating it. So when you spend like $1,000 to automate it, it's going to earn itself back in no time because you can, you can have more time to help more customers, get more offers out of the door, sign up more contracts, or onboard new customers take the advantage where it is. So that's it for part two. Next week I'm going to record part three and I love to see you then. Thank you very much, bye bye. Marcel Martens.

Three ways to clear out your schedule by 80%. First, go through the theme song, and then I'm going to talk about how you can free up 80% of your appointments or schedule or whatever you want to call it.

Hey, welcome back. Marcel Martens of the Cloud Secrets podcast. And today, I want to share with you three ways that I use on a regular basis to keep my schedule as free as possible so I can attend to the things that matter most to me or move the needle the most as Dean Graziosi tells. What ways do you think works best to free out or to clear out your schedule?

That's an open question. You can think about it for a while, but as one, as an entrepreneur, as a business owner or a CEO, or whatever you want to call it, or whatever your function is, or your role in your organization, when you're growing, you start hiring staff that you can delegate certain tasks to your employees or your colleagues or your staff. You know what I mean right?

So by delegating tasks, you can free up your time. But when you start delegating your tasks, what is most important for you when you delegate a certain task? For me, it matters that it will be done in the same way that I do it, but there's more than just a simple system or routine or method. You know what I mean right?

If they follow the instructions, then they can be done properly, but will they do it in the same amount of time if you bill by the hour to your customer? Will they deliver within expected timeframes? Will they fill in the blank. And those are the questions that you really need to ask yourself before delegating the task to somebody else.

And besides delegating a task, who's going to be responsible that it gets done properly in time, in agreement with your customer or a colleague or whoever you the task is for.

So what I've started doing, I'm a big fan of Ken Blanchard. I'll put a link below on this blog, podcast, video, wherever you watch or listen to this. Ken Blanchard has written several books with several people, and the one that inspired me most is the One Minute Manager or the New One Minute Manager because it uses the three principles as the one minute goal or one minute target, the one minute compliment, the one minute punishment if you... I don't know the exact translation for that right now.

But those three principles, and then you combine it with the situational leadership method that he describes in the other book, you can assign or just discuss or agree upon with your colleague or employee or freelancer or whatever that you write this one minute goal so the person knows exactly what to be expected of them, and so knows what he needs to do, when it needs to be finished, how to do it properly.

And with that, you can also agree upon the development stage, the person is in. If it's in 01 or 02, phase one or two of the development, well, then you need a lot of guidance or even some help to help them accomplish the task in a proper way or in time. While they are in development stage four, you can fully delegate the task and that's where you want to grow to with the person that you delegate your tasks to.

So at first, you need to spend a lot of time and efforts in not only delegating it but teaching the person how to perform that particular task in the way that you would do for your customer or whomever you're doing it for. So you get to raise your standards and keep your standards while you're delegating the task to all the people, if you know what I mean.

I think I'm going to make this a three part series because otherwise it will be too long to finish it up on all in one. But since I've been using Ken Blanchard's methods with my personnel or with my employees, they are making steps I wouldn't be thought were possible for any human being to make, except if you listened it in my last podcast, the power of coaching, how many steps or how quick you can grow with proper coaching. And it's an ascension, it's the same I'm trying to do with my employees so I don't hit the buttons anymore. They got to do all the tasks.

I'm just their leader with big quotes rounded it, if you know what I mean. My job is to keep them busy, generate sales, so they've got work that needs to be done. And if you listen to other episodes, you know my sales almost comes automatically with the machine that we've built for generating new leads. We have a high closure rate. So we don't miss a lot of opportunities on people that we actually don't know because always we've always got hot leads from current customers, so it's just so easy if you do it properly.

Well, that's what I wanted to share for you today, part one of how to free up 80% of your schedule by delegating it. First, it's going to cost you more time than doing it yourself. But by doing so, you train your employees or staff, or you can even do it one on one, but with three people at the same time or 10 people, I don't know how many you've got for that particular workload. You can all train them at the same time.

So at first, it's going to cost you a little extra, but later on, you'll reap the rewards of it because it's going to free up that task out of your schedule. And you only need to check upon the things that they do. And if they do it properly, pat them on their backs. It's far too important, and most entrepreneurs or business owners don't compliment their staff enough.

And if you take a look at his book, Gung Ho also of Ken Blanchard, you've got the story of the squirrel, the beaver and the goose. I suggest you read it because it's an eye-opener. That's where they explain how important encouraging is. So encourage your staff or employees or freelancer or whatever on a regular basis when you see that they done something properly or extraordinary. Name it at that spot, don't delay it. Just pat them on their backs, tell them they did a good job or an awesome job, also why. You got to boost their confidence and they will perform even better by the tasks you delegate to them.

That's it for today. I'll see you guys next time. I'll try to do our best to record part two later on today so I can run in through two or three days. And I'll put it online so you can enjoy it and reap the benefits of it. That's it. See you guys next time. Thank you very much. Bye now. Marcel Martens.

The power of feedback. First we go to the intro song, and then I'm going to talk about recent discoveries I had on a ... first go through the intro song, and then I'm going to talk about the feedback that I get from my online trainings or webinars, and the change I've made afterwards to improve my conversion rates. So, see you guys in a bit.

Hey, good morning. Marcel Martens. Welcome back. It's good to be here, and how good that you are here. Last week I gave an online training, as I told in the earlier episode, using a webinar ... sorry, and I didn't do any conversions while I was having a lot more users who were attending the webinar. I believe that I had a show up rate of over 50%, which I read about is pretty high, but I didn't do any conversions. And I set up an automation that will send the people who opted in for the webinar an email if they didn't watch more than 80% of it. And then I'd just drop them an email the day after, I saw that you didn't make it or didn't finish watching the webinar. It's good that we have the recordings, so here's a link to the replay or the recordings where you can watch it. If you've got any feedback for me, please let me know because I like to improve things, and provide more value for you.

And there was this woman who dropped me an email, I don't know, within five minutes, telling me that she left half in the webinar. First, it was because I told her she didn't watch it in the email, because I set a trigger on 80% of watch time. And she said, Hey, yes I was there, but I left because of the following reason, and now it comes, to me ... and I'm quoting her, to me you were like laughing about how customers use particular systems. I was in the webinar, I'm telling something about the people that are using POP3 emails, IMAP, et cetera, that in order for them to see their sent items on all their devices, they put their own email address in the CC, so they receive it again at their mobile device or desktop device or whatever.

And for me, well since I'm, I don't know, a bit spoiled with the cloud solutions and the convenience of it, to me it's complete logic that I can access my sent emails on all my devices. But for a lot of entrepreneurs, and especially sole entrepreneurs, it's not, because they just get a mailbox with their website and they start using it and they don't know any better. Which is fine of course, because it's not their fault. I mean, nobody explained to them that they could separate those two things and set it up properly.

So, I was actually telling a story that I was standing behind an entrepreneur of which I saw that he was sending an email to one of his relations, and putting his own email address in the CC. So I was asking him, why do you put your own email address in the CC, because it's in your sent items. Why do you want it twice? He said, oh, it's just to make sure that I have it on my cell phone and my iPad and whatever. And I started laughing, and I was laughing in the webinar, while I was telling that story, and that's where she thought that I was ... well, didn't take my customer seriously, and was laughing at him. And that was something I did unconscious. So, it's never my intention to make fun of anyone, especially in the open because well, it's not like me.

And for her to take the efforts in providing feedback was of tremendous value for me, because now I'm conscious and I can decide not to laugh at certain points during the training or webinar. So I can keep it professional, and just keep explaining and sharing value with my prospects, because that's what they are in my webinar, I'm trying to sell one to many, instead of one to one.

So to me it was an eye opener, and last night I did another webinar, or online training, as I call them here. Well, even my opt in rates dropped a bit. I had a higher attendee list. More people attended the webinar. And even got some ... well, it's not conversion yet, because they opt in for an intake call. So I'm going to call them today and see if I can convert them. I sent them the legal documents to sign so he can start and go ahead. So it was really an eye opener for me, for somebody who took the time and effort to provide feedback, because it was of so much value, and now I understand why Russell Brunson, in his expert secrets books or in dotcom secrets books, he really focuses on ... no, it's not focusing ...

He's explaining why it's so important to keep doing the webinar live, and not just automated after a few trials because you keep getting feedback. And after a year, you perfected your webinar or your online sales pitch, and then you can automate it. So, I'm going to keep doing this for every week, until I get more conversions, until I get this tuned out, or fine tuned. And then I will start considering to automating it.

So, that's it for today. If you'd like to know more about my methods, go to cloud-secrets.com/cloudmind. I've created a cloud secrets course in which I'll train you every little step of the way of my MIT method. That will also have some bonus trainings that will give you ... well, let you know how I acquire new customers, how to acquire new customers fast, how to acquire customers off your current customer base, and lots and lots and lots and lots more. So take a look at cloud-secrets.com/cloudmind.

By the way, if you like this, please rate and subscribe on your favorite podcast app, YouTube, Spotify, iTunes, iHeartRadio, SoundCloud, wherever you are, and provide some feedback, because then I know what to talk about next time. Okay, thanks again, Marcel Martens, bye-bye. And have a great day.

To automate, delegate, or eliminate. First we'll go through the theme song, and then I'm going to talk all about it.

Hey guys. Welcome back, Marcel Martens with Cloud Secrets Podcast. And today I want to talk to you about how I automate things, delegate things, or eliminate things that don't contribute to my personal goals, or things that I... Well, as Dean Graziosi names them, his needle movers. So the thing that don't move the needle for me in my life, that's the things that I automate, delegate or eliminate.

And I hope you're doing fine. By the time you hear this, probably Tuesday or Thursday, for me it's Monday while I record this. I had a lovely weekend, had a lot of time with the kids, some parties, joined a soccer game, and well my son got his well diploma for swimming yesterday. So one step further down the road, one more to go, and then he's finished as well. So, well it was a nice weekend spent some time with family. Well then, that perfectly aligns with the things that I want to talk to you about today because, things that don't contribute to your goals or the things you set to do by this week, this month, this year. And as Tony Robbins calls them, calls it you... But most people overestimate what they can do in a year and they also underestimate what they can do in a decade.

So by having a plan and stick to it, by sticking to it I mean, well on a weekly basis or make it a habit of using a method where you... But my wife told me, no not told me, teach me, I don't know maybe 10 years back, that when I write down three things I need to finish today and I do it on a daily basis, I get massively get things done. But now I'm taking it a step further and I'm doing it on a weekly basis for my weekly goals, on a monthly basis for my monthly goals and the same for my yearly goals. So every week when I go over my journal, I'll see the things that I need to get done this week that really as Dean again names them... have moved the needle. So things that really changed in my life or make it better or, you know what I mean, right?

And same thing goes by daily goals, monthly goals and yearly goals. So for example, if you go hire experts and you go to these lance sites that I talked before in the early episode. And you got UPWork, you got Freelancer.com you got Fiverr, you got 99Designs. Yeah all these kinds of lance sites where you can just post a job description or a task and people apply for it. You can even mention your budget, so only people that can make it within that budget will respond. It's absolute gold because, let me give you an example, we got... We sell backup online and our customers pay by the quota that we reserve for their backups.

So for example, we reserved 100 gigabytes and we set a 90% threshold. So when that threshold is breached, we get an email or a trigger that we need to increase the quota, so this particular customer can keep backuping his data. But all those steps is like five to 15 minutes manual labor. They need to go... Well, the email that we get as trigger is sent to our ticket system. So a support ticket is created, the engineer needs to bind it or the customer service user needs to assign it to the customer. Then he needs to increase quota, he needs to change contract so, billing gets done. And then he needs to close down the ticket, communicate with the client that the quota has increased. And all of these steps is like five to 15 minutes. And maybe we got 20 to 40 times a week that we need to increase that quota.

And in this case, it isn't a needle mover for my own life, but when I can eliminate this and... Well, we can't eliminate it because it needs to get done. But when I can automate that task... At first, I delegated it because 10 years back I was doing it myself, then we hired some staff and I can delegate it to my staff. So that task is no longer on my desk and I can do a lot of things. And now my engineer is of too much value to, well basically do this kind of lame work. It's repeating work every single time, the same steps need to be taken. It's well flawed to human error. Well, if they missed a step because they received a phone call, billing is incorrectly or whatever. So all these risks that you'll... The risk we want to eliminate, but also to free up more time of the engineer so he can do more things that move the needle for the business.

So at this point we're automating the entire sequence so there's no manual labor involved anymore. And I encourage you to take a look at your own task or your own goals or your own things that you do on a daily or weekly basis that you can automate, delegate, or eliminate. Because lots of people just start browsing on social media and if it's Instagram or Facebook, I don't care. And then they realize, Oh my God, I've been swiping up for an hour or two hours. And that's lost time you never get it back. Time is our most valuest thing because you can't make any more of it. So I encourage you to take a look at automating, delegating and eliminating. And for me browsing on social media, I've completely eliminated it. Well I try to stop responding to messages that I get, because I get overwhelmed by so much messages then I can't keep up.

And again, I did an earlier podcast about it I believe, to stand out of the crowd you need to be polarized. And so, I stand for things that you know. If you follow me by now, I don't like OneDrive, I don't like SharePoint, we are very fond of Office 365 but we combine it with the Google G suite, especially the Google Drive and other things... Well, to make a successful Always Safe in Business Suite that really moves the needle for our customers. So IT is a tool, it's not a purpose on its own so, that they can just start their laptop, their desktop, their whatever and just start working without any problems. So again, I encourage you to look at all your tasks and all your things to do or your goals, see where you can automate things.

It's really cheap or really affordable these days when you go to these lance sites and you can hire people from all around the world and well, get more things done that really matter to you. So you got more time for your family, for the things you love to do. And well, that's it for now. To me, I've been doing this for the last two years and it's proven me so much value every single time. So I hope we can get anything out of it, out of this. And if so, please provide some feedback or comment down below because I'd love to hear what you well, really made happen. If you freed up X amount of hours in a week or got time to more to play with the kids or whatever, just let me know. I like to know, it encourages me to keep creating these kind of episodes and then I'll see you guys next time.

Thank you very much. Bye-bye, Marcel Martens.

Oh yeah, by the way, if you like this, please rate and subscribe on iTunes, SoundCloud, Spotify, YouTube, wherever you listen to keep up with new updates. And well share some feedback for the rest of you guys out there. So, thank you very much again. Bye-bye Marcel Martens.

Customize your offer or not. First, you go through the intro song and then I'm going to talk to why I don't customize any offers any longer.

Hi, guys. Welcome back. Marcel Martens Cloud Secrets podcast. Hope you're doing fine. We've got a great start of 2020. If you listen to earlier episodes, my webinars keep filling up more and more. Well, the ratio that shows up, I don't know, 10-folded last night. At first, I had, I don't know, maybe 1% or 2% of show ups, people that show up, watch the online training as they call it.

Yesterday, I had over 50% rate that showed up. Of that 50%, almost 50% state until the end, I didn't do any conversions directly like last time. Last time, I had a 50% conversion rate. I did the same training, same slides, basically the same story, maybe a little bit different left some sheets, but in essence, it was all the same. I sent out an email today with the replay and for people to think about my proposal and they get until the end of the week to decide if they want to use the proposal I sent them. Yes or no.

Then it comes, to customize or not. I got a lot of questions during the webinar of people who would like to customize or want to break up my Always Safe in Business suite. I tell him directly, no, it's not what we do. It's not what we stand for. By using my method, the MIT method of implementation and using the suite, I can guarantee success every single time. I can make sure people can use it everywhere on any device and have complete logic of where, what is stored and they know where they can find what data instead of with a OneDrive or SharePoint mixed together.

Customizing offers, if I could tell you a story of my first, almost 10 years as an entrepreneur. I've set up and developed several Cloud services of remote desktop, Citrix. We were selling VPS machines. We were hosting managed services. We were doing all these different types of hosting and not web hosting, but dedicated application or service hosting for our customers or for certain industry. The hard part was not only that every single solution was, well, we couldn't sell it more than once because it was specially built for that particular customer, so we couldn't scale. The second problem that we faced was due to the diversity of services, well, it comes very hard to make it reliable money-wise because you've got all of these different expertise.

While I love the diversity, usually IT professionals like to have as a specialism in some area and then all about that. That's fine. If we want to keep accommodating all those services and to level that we want to provide those services, we need so much experts that we actually start losing money. That's why we always, not always, almost got bankrupt during those times. That was the time that we decided this wasn't the best way to go. So we made, I don't know, 130 or 180 turn around and start focusing on only one thing. That's always safe for business suite. By doing so, our sales, well, are still exponentially growing because every new customer provides on average, again, three new customers and by that, the acquisition machine is fully running and fully operational. Like I told you last time, my only challenge for this year is to figure out a way to, instead of selling one-on-one, belly-to-belly, like they call it in personal meetings or on a phone call, I'm going to go for many-to-one so I can sell lots of people during, for example, a webinar or any other form.

I chose the webinar format for now. I'm using the Expert Secrets and DotCom Secrets books as a guide for how to set it all up and how to present myself as the experts and convince them. Well, basically, it comes down if you read Russell's books. You've got three beliefs that, you got one big domino and if you let the domino fall and recreate new beliefs, then there's no other possibility that your customer has to give you money and there's no alternative. You've got the internal, the external and the resource false belief that you need to reprogram in their minds. You need to break down internal struggles, "Oh, this isn't for me. This doesn't work for my company." All these excuses. You need to convince them, break down the current belief and build up a new one.

Then the external, "Oh, my colleagues won't work with this software. They don't like it." I don't know. All of these external factors that, well, make it so that you don't make the step that's absolutely necessary to start the transformation. Lastly, the resources part, it comes down to money, equipment or whatever. You need to make sure that in their head that they don't pay more than they already do. They actually start making more money, cut down on costs. When you do so, the only part left is, well, they're convinced and they need to give you money. That's where it comes in. Never, at least I never customize any offer again. It's a two-way agreement. That's not something, here it is, take it or leave it.

The other part is also committing to making this work, so it's really a two-way effort to make it a success. With my method, I can guarantee that success every single time for any type of customer, for any niche they're in. I don't care if they are laundry service or provide to do it for you services or they are a transport business. I don't care. I can make this work for every single company every single time.

If you're interested on how I all do it, go to cloud-secrets.com/cloudmind. Again, that's cloud-secrets.com/cloudmind. There can opt in for my Cloud Secrets course in which I will train you every single step of the way from the inventory to the aftersales part and all steps in between. That will guarantee success for you and your customer as well. If you want to transform 2020 and make it your most successful year ever, I strongly encourage you to take a look and take the first step towards your success. I love to see you again. If you like this, please rate and subscribe on iTunes, YouTube, Spotify, wherever you watch or listen this and I'll see you guys next time. Thanks for listening. Bye-bye. Marcel Martens.

Do you want success in business? Then you have to focus on what customers want, not what they need, because customers always buy what they want. After the theme song, I'll share with you how I apply this to my business.

What does the customer want? For us, we are IT suppliers, cloud service providers or whatever kind of doing-it-for-you services that we offer. We provide services or we do things for our customers so they don't have to do them themselves, even if they got the knowledge or not, it's really not important. They just want to spend their time on their most valuable things, they are ave the things that generate the most revenue or whatever it is they do. And by outsourcing IT, that's what most businesses do these days, with cloud services, well you can outsource it directly to Microsoft or Google or Amazon or whatever kind of supplier that's in the market, but who is going to set it all up? Who's going to migrate all your data into the new system and who's going to maintain and keep your customers updated on the way they can go, the way they use systems, the way they can integrate systems.

So, basically today what I want to talk about is sell your customer what they want. What does your customer want? Do you know it? Did you ever ask any customer or prospect that very direct question: what do you want? What outcome do you want when all things aside. Okay, pick an empty box and let the prospective customer think and explain to you what an ideal system for him or her would look like. And that will give you a ton of insights because they're going to share things on the way they like to see it and the way they can do business optimal in their situation, because every single business differs from another one.

So, there's no one shoe fits all solution here, there's no one size fits all. You have to always look at customer wants and needs, of course, I'll come back to that later. Because the customer will always buy what he wants, not what he needs, he buy what he wants to have. If you let them explain why they want it, it could be a total different thing, which doesn't have to do anything with IT. If they got moral issues against Google for harvesting personal data, then you don't want to be starting your sales conversation about your Google solution.

So, let them first explain what they want and when they do and then talk about, "Okay, I want to have the ease and comfort of working everywhere, anytime on any device and any place on and offline and whatever. And I've heard a few things about Office 365, which sounds amazing. I've got some friends who are using it for their business, some relatives of family members and I think that's the best way to go."

"Okay, why do you think that's the best way to go?"

"Yeah, because they'er telling me these stories that it's working for them, so I suppose it works for me as well."

I say, "Okay. And how do you see that with your files?" That will be a question from my side because that's why we combine Office 365 with the Google Drive instead of SharePoint and OneDrive.

And then they say, "No, well it's pretty easy. I can use so many devices I have."

"Yes, that's correct"

"And I can use it on and offline."

"That's partially right." And well, then you can break down their beliefs. And when you break down their beliefs and rebuild proper beliefs, so you have to come with a good enough set of arguments and why that particular solution on its own is not going to solve all his problems. And when you focus on solving his problems, he doesn't care, or he or she, I don't try to make any difference here, but it's just a natural habit of me.

So, that particular prospective customer doesn't care about what particular solution he's buying or needs to, actually wants. First we start off with a want and then we go to the need, because on the end you need to fulfill the need. Let's go back to the story. He or she doesn't care on what solution they're using, as long as is solves all their problems. So, if you can ask enough questions to get to the bottom of where it itches, where are their frustrations? What can't they do? If they can do it, well, it would make, I don't know, 80% difference in daily operations. And if you can get that point on the table and you can address it and then you can solve it for them, that's why you create raving fans because, well first you got to deliver of course, which I'm pretty convinced you're capable of.

But then you need to over-deliver. And by over-delivering, that's where you make the difference between a customer or a raving fan. And I always go for raving fans because that's the way you increase sales and that's the way that you, go back a few podcasts, I don't know, maybe 10, 15 episodes back, I did an episode about how every new customer generates, I don't know, 30 new customers within the next year if you do it properly. So, if you go back to the last episode for my webinar, the subscribers paid on average I believed was $4 or $5 to opt in for our webinar. Even when I count all expenses on ads, it came down to I believe $200 per conversion for a prospect who was joining the webinar for signing the contract afterwards for our Always Safe Business suite.

So, that one, what did I say? $200, $250. I don't know. That's what I paid, per conversion, sorry with all the confusion here. Let's say $250 I don't have it on my top of my head now. It's somewhere between $200 and $250 for per conversion. If I take that down to 30 customers, I'm not good at math in my head, but I believe it's less than $2. So, that's an average around, I don't know, $8 a new customer. So, if I can acquire a new customer for $8, that's really cheap and that's why I need to over-deliver so I can get the wheel spinning and get a lot of spinoff of that particular customer, or in this case X amount of customers times X amount of new leads, times X amount of new customers, times X amount of new leads. And that keeps on going and if you follow up properly, you don't have to do so much about sales. It comes naturally. It's just another recipe, another routine that if you follow it properly, customers will be coming to you and you don't have to do cold canvassing ever again.

If you like this, I would like to know more about how I performed the webinar. Go back to episode 41, listen to it, read it and read it again. There are some links to expert secrets and the DotCom Secrets book of Russell Brunson, he offers a free plus shipping offer. Just covered the shipping costs and you'll send you the books for absolutely no money and you get so much value out of them. I'm sharing my results here with you, but there the techniques are explained in the utmost detail on what to do in what order. And I love to see you benefit from that as well. It's congruent with my core values and that is that my intention is to leave everybody in a better state than when I first met them.

So, maybe this is our first encounter and you're listening for the first time. I want you to know that why I'm doing is this to help other IT professionals out there or startups who just want one thing, and that's to over-deliver every single time to their customer and offer them a secure and safe cloud solution. So that's it. Thank you for listening. See you guys next time. And good luck with your progress. Get to it. Bye-bye. Marcel Martens.

Boom. 50% conversion after my webinar. Absolutely fricking amazing. I'm so joyed and so filled with enthusiasm. After the theme song, I'm going to share my dirty little secret on how I converted that many people.

Hi, Marcel Martens. Welcome back to the Cloud Secrets podcast and I promised you to keep you updated on the progress of the webinar series that I'm going to do for one of my companies, M-IT Services, on selling the Always Safe business suite.

Just a few steps back. I've been trying to sell like cloud services since, I don't know, maybe 10 years online. Actually never made any online conversion or sales, so direct sales, that's what I mean.

And it's always been belly to belly, going to the customer, explaining what we do, how we do it and what we charge for it and I've been struggling and looking for a way to sell one to many.

In this case I use webinars. I can also do events and all other kinds of things, but I thought start an easy way and start using webinars in the shape of an online training. At least that's what I sell the people on the ad that they can opt in for an online training, on how to combine Office 365 and Google G Suite for optimal use and performance.

So yesterday, we finally did it. We made our first conversions using a webinar. Lots of people were very enthusiastic and opted in right away after, well when the webinar was finished. I made a special offer for them for that.

I followed the guidelines of Expert Secrets. In this case I can see myself as the expert who will train different entrepreneurs or other entrepreneurs and business owners on how to successfully use IT, how to use IT for their business to a company growth, save costs, save money, increase revenue and increase profits.

And that's the thing that I sold them in the webinar. I also gave a demo so people can see what I can do and how I use it. They know they are secure, that all their data has been backed up daily automatically without any human interaction, and all their systems are well fully secured or protected against ransomware, cyber crime and all that kinds of activities that you don't want to encounter on your systems or your data.

So I'll put down a link below where you can download the free book. It's a free book, people and I encourage you to download it or order it, it's free. The guy Russell Brunson, he only charges shipping fee, so the book is free and if you, it's also a recommendation. You can order a black box that's containing the Expert Secrets book, and the Dotcom Secrets book.

A huge advantage getting out of them, and I'll welcome you into his world because he's a phenomenal guy. He's the funnel man and basically the people that enter the webinar have been using in this case, a working funnel finally. So I figured it out. I know what to do. I know what comes next. This time I'm going to change my ad strategy to get even more opt-ins and convert more people.

So that's it for today. Once again, I'll put a link down below where you can get your free Expert Secrets book and please let me know what you, when you read it, when you're done, what you gain from it? I'm curious. I just want to know if I can help you in any other way.

So please, share some feedback and if you liked this, please rate and subscribe on iTunes, Spotify, iHeart Radio, wherever you are listening and using audio or video.

Okay, that's it guys. See you next time. Bye bye. Marcel Martens.

An 1100% increase of opt-in rates for my webinar. How do I do it? I'll explain after the theme song.

Hey, good morning, guys. What's up? Marcel Martens' Cloud Secrets podcast. Yesterday, or at least ... Well, go to episode 39. There I'll tell you about my action plan to acquire 1,000 new subscribers for our Always Safe in Business Suite. And as I explained, most of the time I kind of like no, I love it to take massive action because massive, massive, massive amounts of action is what gets things done and when you get why and when you get results. So two days ago, as I told, I was working until 1:30 in the middle of the night to get my automation and, and Facebook advertising done for the gathering opt-ins for my webinar to sell the always saving business suite. And when I look at the results last night, and I waited until 12 o'clock so I had a full day, even though the ads only started running at 10:45 I think in the morning.

So basically it's half a day. And when I compare them to earlier campaigns that I've run, I had an 1100% increase of opt in rates and that just blew my mind. So for just 50 bucks, that's what I spent yesterday on Facebook ads and Instagram ads gave me an increase of 1100% it blew my mind.

I love it. I'm going to prepare the webinar for next Monday and I'll let you know how many people or how many new customers we acquire during that webinar. I just love to share my success stories that work that don't work so you can save the time and trouble and just pick the right strategy that works. So you can copy my, no, not copy... Model my work, we don't copy things. We model it and make it work. So, if I'm not mistaken, I got an...

No, it's, I don't know if it's in English. I made a Facebook training earlier for one of my shows, but I can't recall if it's in English or in Dutch sow. I'll look it up. If it's in English post down, a link below so you can go to cloud-secrets.com look for episode 40 and there I will, if it's in English otherwise in Dutch for the people who can speak Dutch as well. Maybe I get it translated, I don't know. I'll put it in a link where I can explain you the Facebook advertising strategy that I've used that's working and blown me away. Just a quick share. Thank you very much. If you like this, please rate and subscribe and give feedback on the iTunes or iHeart radio or wherever you are listening or watching this. I thank you very much again and I'll see you guys next time.

Bye bye Marcel Martens.

Facebook Training (dutch)

What belief, what behavior, or what emotional habit do you have that's prevented you from doing what you need to do? First we go to the theme song, and then we're going to talk to you about how to make 2020 the best year ever.

Hey, what's up? Marcel Martens of the Cloud Secrets Podcast. Welcome back. And first of all, a Happy New Year. I wish you all the best. Make it a beautiful year. It's a new decade, people, and it's time for change, and change only can happen when you break through. Are you going to get out of your old habits? A lot of people fail in the first month of their new goals that they set, or new things that they, well... They promise themselves to start doing in the new year, but most people fell off in a few weeks or a few months.

So how can you make sure you stick up to it and make lasting change? Because when you go to the next level or make lasting change happen, you get to the new level, the next , a higher level, or be a better version of yourself, that's what I mean. And for me, I take action straightaway when I make a decision. And a decision can be, for example, stop smoking. I don't smoke a long time, in I don't know, six, seven years, but don't wait until the 1st of January or whatever. Just do it. Like Nike says, "Just do it," people.

When is the best time to plant a golden tree? It was 20 years ago. What's the second best time for planting that tree? That's right now. Don't wait another day, take action. Don't fool yourself. I've done it a long time and what it basically should come down to is turn your shoulds into musts. "I should do this, I should do that, I should start on this, I should stop X," fill in the blanks. "I should do________. I should start________." Or you make it a must: "I must do________. I must do X. I must do________" Fill in what you want to do and make it a must!

Make it congruent with your feelings and get enough leverage or a good enough reason why! Because motivation only lasts that long. And if you want lasting change, you need leverage, more leverage. Let me give you an example. I really quit smoking after our second child was born. When my wife was pregnant with the first child we were getting, I quit smoking, of course, because I couldn't sit next to her while she was pregnant, smoking in the house. And I'm not going outside to get a smoke.

So one day my daughter comes to me and I was, I don't know, reading some articles on my phone or reading some email and smoking a cigarette, and she would come to me and chat. "Daddy?" "Yes girl, what's up?" "I don't want you to die!" "What do you mean babe? I'm not going to die. Where's this coming from?" "Yes you are." I said, "No, I'm not. I'm eating my vegetables, I'm sporting, I'm working out three to five times a week. Why do you think I'm going to die?" "You need to quit smoking!" "Quit smoking? I've been smoking for 20 years girl, why do you think I need to stop right now? I know it's bad, but it's not going to kill me." "Yes, it does" Okay? "Daddy, I don't want you to die! I want you to be there when I get married."

And that's the leverage that, I mean. You know it, right? That's the moment the quarter falls down the slot machine and things start linking up and that's when you decide. Not just a conscious decision, but also you feel it with your entire body that, "Okay, I need to quit right now." I put down my last cigarette and never smoked again.

And that's the same with what belief or what behavior or what emotional habit do you currently have that's prevented you from doing________? Fill it in, whatever it is for you. For me it's breaking through $1 million in revenue. We've been several years in a row now, almost hit the $1 million target. It's this year I set my goal, I'm going to break through. My habit, my belief was that with a small company that we have in M-IT services, we're only six people large. We've got six employees. And I thought, "Okay, maybe this is it, they're doing around eight, $900,000 but why not? I bet if I get the right belief, we can 10x it and go to, I don't know, 10 million. Maybe we need a few more people.

We can easily 10x it, because we sell a recurring revenue. We sell cloud services, which generate revenue every single month. And every time we add a new customer, that monthly recurring revenue increases. So by just keeping the focus on growing and acquiring new customers you can break through that $1 million line. That's my goal for this year.

And I changed my behavior. So what I did yesterday, and I've been working until, I don't know, half past 1 AM to set up. I'm going to give webinars once a week and I'll hope somewhere between 100 and 200 attendees per webinar. And then I'm going to sell the always safe and business suite to business owners, or at least get a sales appointment, in which we can sell the always safe and business suite. So I took massive action to make sure that the sixth of January, that's when I first do the webinar, and today Facebook approved my ads. And within 30 minutes I already had two people sign up. So I know this is working. I've seen it before. If you want to know more, go get a copy of Russell Brunson's FREE "Expert Secrets" and "DotCom Secrets" books (on the second page you can add the Dotcomsecrets book). I even got another part yet, but I don't want to reveal it yet because we need to set up that stuff before I could share it with you.

And latest my emotional habit is that I'll feel more secure or more... What do you call it? More certain that I can do this as well. I've seen dozens, if not hundreds of people, business owners, acquiring massive amounts of new customers using webinars. The only limiting belief was that, "Well it's not for me, I can't do this." Even when I got the presentation ready and got the webinar software and you know, the subscription and everything.

So last year I decided, this year I'm going to break through that million dollar line and for that I need to at least acquire 1000 new subscribers in a year. So that means that we need to step up our game and get ready to run because that's going to be a whole lot of migrations if we want to successfully migrate all those users to our platform.

So what's holding you back? What's your limiting belief behavior or emotional habit? Fill it in, think about it, make a conscious decision. Make sure you feel it in your gut, in your entire system. And then finally take massive amount of action. And don't stop until you're there. If you don't try, you know for sure you're going to fail, so every time you take a step forward is a step towards that next level and towards your success.

So I'm going to leave it for that for today. I wish you all the best. Step up your game. Make a plan for 2020 and make it a best year ever. That's what I'm going to do and I hope you can do it with me. If so, and you've got success, please share it on our Facebook group or whatever. Just find me or react on posts on Instagram, LinkedIn, Twitter, wherever you use it, or on YouTube, make a review on iTunes. Send me some feedback that's a question. Thanks in advance and go for it, tiger!

I know you can do it bye bye Marcel Martens.

What do all successful people do or have? After the theme song, I'm going to talk all about it.

Hey, welcome back to the Cloud Secrets Podcast. Marcel Martens here. Hope you had a lovely Christmas. First, I would like to wish you a Happy New Year. I wish you all the best and I hope you well made some plans for 2020 because I'm convinced it's going to be a lovely, wonderful, and happy and joyful and successful year, as long as you model successful people. But let's talk about it.

What do all successful people do or have? They all know their "outcome" or results that they're after. They also know their "purpose" and why they want it. What makes all the difference? They all take "massive action". And if you listen to Tony Robbins' podcasts, I'm sure this sounds familiar. He calls it OPA or RPM. OPA for outcome, purpose and action or RPM for rapid planning method. R stands for results. The M stands for meaning and P for... RPM, sorry, and M stands for massive action and the P was for purpose. So can we... Let's go back.

When you know the first one, how your outcome is going to be here. It can be: I want to make $100,000, I want to meet the girl of my life. I want to, I don't know, do 100 projects successfully, I want to attract ten more employees. Now, all your outcome, so and the what. And then you're like 50% of all the people because most people, or at least half of them know what they want and they don't just... On average, people in America, people watch television for seven hours a day on average. I don't know how they do it, not even with internet & mobile phone these days. But on average they watch seven hours a day. Uh, what a bunch of lost time there. Maybe I'll watch half an hour a day, for an example.

So most of you know your outcome and what the results that you're after. But do you know your why? My why, just to share and inspire you guys, is: "my intention is to leave everybody in a better state than when I first met them". I love to help people and I even do it for free, you know? It's nice that I can make a beautiful living out of it and give me all the things that I want, but in essence, I would do it for free because it's congruent with my core value. And so if you know your why, you separate yourself, because only 15% knows their why. And if you do the last step, that's where all the magic happens. That when you know what you want and why you want it, and you take massive, massive, massive amounts of action and that's when it all comes together. And that's only for 5% of the people worldwide.

So can we become successful too? Yes. How can we become successful? By modeling successful people. Let me tell you a story of a great friend of mine who has received the best chefs award for cooking skills. He makes these great plates, which are not only looking beautiful, but the smell, mm. You get water in your mouth instantly. And not to mention the taste, and that's the three ingredients for outstanding results. That's his outcome. But when I take a look at my friend, he's the best cook and he spent 20 years perfecting his meals or dishes or whatever you want to call them. And can we get the same results? Yes. How? We model what he does and compress decades into days, as Tony says.

Can we model him? Yes. What do we call that? How can we model a cook? By looking at his recipe. The recipe is like the ingredients. Not only the ingredients, but the amounts, the order in which to prepare the meal. All these things that need to happen in a certain way to make that dish the award-winning dish. So how can we model this cook? We can look at his recipe and how he makes it. But he hasn't got one, he told me. I said, okay, I love this. I ate with him several times, as much as I can because it's just damn delicious. But I ask him, "Oh, can you share this recipe with me because I like to make it for my wife or friends," or whatever. He said, "Nope." I said, "Why not?" He said, "Because I don't have one."

"You don't have one?" What do we call that? He makes this award-winning meal and he doesn't even know how. We call that unconscious competent. And we want to be conscious competent so that we know what we're doing and why we do it. How can we get this cook from unconscious competent to conscious competent? So I go to him and I ask him, "Okay, can you tell me what you did before you start making your award-winning meal?" It's usually on those TV shows or whatever. So they are in this room with other cooks together, all competing for the same result, for the same outcome.

"So, what did you think about on the way over?" And he was telling me the things that he does before he starts cooking. And I say, "Okay, you arrived at the event. What did you do next?" He told me, "Well, I try or I really love it when I have a few minutes for myself. I go over it in my head what I'm going to make and how it's going to look and how it's going to taste and, and basically what I'm there to do." So, "Okay, so you visualize the results you're going to create." "Yes," he says. I said,"Lovely." Visualization is the most underestimated tool that you can use for getting the results that you want.

But that's not what I'm talking about today, but it's a pretty powerful tool. So, "Okay, and then you entered the contest and you've got, I don't know, maybe 45 minutes or an hour or so to do your thing and then afterwards there was this jury who decided that you won the award?" "Yes." Okay. "When you start cooking, did you have a notebook? Did you have anything?" He said, "No." I said, "Okay, that's strange. But how do you know what you need to prepare and what time and order?" And he said, "I've been making this, this is my specialty. I've been fine tuning this for over 20 years. I can do it with my eyes closed. I can do it in my sleep and every time it's even better than the last time."

I said, "Wow, that's powerful. But if you want to teach me, what should I do? Can you write me a recipe?" He said, "No, I don't have one. I just do it out of my head." Okay.

"Can I come to you next week or whatever. Then I'm going to sit next to you and we're going to document this lovely dish. Would you be willing to?" "Yes." Okay, great. So I went and I brought him back "in state", so I did the same thing. Said, "Okay, can you sit down here because we've got to make the same dish, the same meal, maybe even better than that time that you created the... or received the award."

Okay. I said, "Okay, do the same thing. Visualize that you're driving to the event." "Yeah, I will, give me a few minutes." So we're sitting there, his eyes closed, calming briefly. He was visualizing driving to the event. I said, "Okay, what were you, now you're in your car right now. What were you thinking? What were you visualizing when you were driving to the event?" He said, "Okay, I would cook the potatoes and vegetables and start prepping the oven for a meal, for the meat and..."

"Okay, and then when you arrived, what did you do?"

"Yeah, I asked to get a separate room or a quiet room where I can go over and prepare myself." I said, "Okay, well you're sitting right now. Take a deep breath and do the same thing that you did there."

Why is that so important? It's most important to get in the same state because if you feel down today or you feel less energized or whatever, your outcome's going to be different. So I got to pat him up and like, yeah, yeah, yeah, yeah, yeah. Get him in his lovely state. He prepares the award winning dish so that's what we did.

And he was visualizing. "Oh yes, and then we're going to do this and this and this and here's these ingredients and they're all fresh and like... And we went to the market before, so we only got fresh vegetables and fresh meat and well as fresh as you're going to get it." So. Okay. I said, "Now. Well, you're ready?

"Yes."

"Okay, think about the contest that you're going to do the same thing as you did there."

"Yes, I will."

"Are you ready?"

"Yes, I am."

"Okay, great. Every time you pick some things or put something in a bowl or in a pan or whatever, I'm going to stop you and I'm going to write it down."

"Okay, great."

So he starts, he's taking these potatoes and, well, prepare them to cook. And I said, "Oh, stop. How many potatoes are you getting? Weigh them."

"Okay. 200 grams."

I said, "Great. Go back a step, what were you doing?" He said, "Oh, I don't know what I need to do next." And I said, "Yes, go back."

"Yes, I go back. Oh yeah, I was doing potatoes and then I've go to this cabinet and I'll take my herbs or whatever."

"Okay, stop. Before you add the herbs, tell me how much of everything. You put them in a bowl and we weigh them."

"Yes, okay." I write them down. So we go over every single step he takes. And how much time he lets them cook or fry or burn or whatever. So you get the point right? Every single time I take him back into his state of the winning contest and by doing so, he taught me or we both created this recipe.

So now I have compressed his 20 years of perfection perfecting his meal or his, I don't know, dinner dish or whatever you call it into, I don't know, maybe two pages of steps and ingredients and order and times that we need to get this great and lovely award-winning dish so I can go home, make it for my wife or make it friends or family. And they can have the same experience as the jury had when he was winning the award.

And why is this so powerful? 'Cause now we got him from unconscious competent to conscious competent. And that's the same what I'm offering you. Everybody can sell Office 365, everybody can use Google drive. Everybody can, I don't know, get customers for cloud services that you provide, but the magic thing to get the same results every single time is by looking at my recipe, and my recipe I like to call it my secret formula that we've developed over the years, that's what I'm offering you in my cloud secrets course.

If you want the same experience as the cook, well be outstanding. You've got... What do you get when you deliver a poor performance? Do you get anything you think? No. You're kicked out of the place. If you in a contest, you lose. You don't get a medal, you don't get a reward, you don't get anything. What if you deliver good results? You get poor things in return because good is normal. That's what people expect, so they don't come at you and, "Oh you're doing so great, here's a medal for you." No. Good as good. It's just like, "Hmm, okay. See you next time." What can you do better? What's the name of the next level of good? Excellent.

Excellent sounds nice, right? Oh, I bet all you guys are entrepreneurs or want to be entrepreneurs see yourselves as excellent. Ah, yes. Good. What do you get if you deliver excellent services or whatever? You get good ratings. It's always one step down and what's the top of the line? The top of the line is outstanding and when you have out- you stand out of the rest, you're the best and you only need to jump one millimeter higher than all the rest to be the best.

I taught myself that I'm not competing with the rest the way I compete is "with the best possible version of me that I can be" and that's where I'll compete to get outstanding results every single time. I don't want happy customers. I don't want customers who think, "Yeah, that's what we expected. Thank you. Nice doing business with you. See you next time. Maybe, maybe not."

I want to be outstanding so I can create raving fans who can, I don't know, screaming on rooftops, "If you need IT or cloud service, you need to go to this guy because this guy will make everything work. This guy will over-deliver." This guy will, I don't know, fix all your problems that you have on IT so you can start focusing on your own business instead of IT troubles or whatever and employees and people nagging to you, "Oh, this doesn't work. Oh, we can't do this or we can't do that or my laptop is broken," or I don't know, I don't care what, we just want them to be able to focus on their own conscious competent thing they are doing so well in so they can increase their business, their sales, their... I don't know, have more time for the loved ones, whatever.

If you want that successful cloud service business as well, then it's time to step up to the next level because outstanding is only for the ones that are willing to go through, and well, stand out of the rest. So raise your standards, people, raise your standards. You're going to get resistance of your friends, your family, your relatives, your whatever, every people in your surroundings because you're going to break through and you're going to change and they are trying to keep you on the level that you're currently at because that's familiar and they don't want you to be better than them. So they tried to keep you down but break loose, go for it and be the best version of yourself you could ever be.

If you want, so go to cloud-secrets.com/cloudmind. I've created the cloud secrets course in which I will explain every single detail of my recipe, my secret formula to get you the results as the best chefs, as my friend who gets the best chefs award.

We've got multiple times of cloud servers rewards, I don't know, four years in a row I believe. We keep doing it because it just works people and then you never change a winning team. It's, we improve things, yes. Every single day, we keep improving, keep improving because we need to stay outstanding, and we don't let anybody else stand out over us, you know, we keep our game up we go next level every single day.

Okay? That's it. I wish you all the best for New Year's Eve. Enjoy your time. Spend your time with your friends, families, and your loved ones and to your success in 2020. See you then. Bye. Bye. Marcel Martens.