Posted by Rich Harshaw on March 27, 2017.
I have a terrible poker face. I tend to be more of an “all cards on the table” kind of guy.
So when people ask me, “Are you going to try to sell me something at the seminar? Is it just a giant sales pitch for your services?”… I don’t try to hide my intentions at all.
After all, it’s a fair question, especially when you’re paying $3,000 to show up.
The answer is: No, I’m not going to try to sell anyone anything, but there is a good chance some attendees will be interested in doing business with my company.
I mean, think about it…
At the seminar, you’re going to discover marketing principles that can realistically help you add 15% to 30% growth per year. You’ll understand exactly how to grow your business to $10MM (or more).
I would HOPE that you’d want to implement it into your business.
You already know that before even showing up. That’s WHY you’re showing up.
So then you’ll have 3 choices:
- Implement it yourself,
- Get somebody else to implement it for you, or
- Have us do it.
Honestly, implementing it yourself is going to be extremely difficult. We’ve spent two full decades honing these skills. While it is easy to understand the principles after a couple of days, it’s very difficult to actually implement them successfully. But if you do go this route, you’ll certainly be better equipped (by a long shot) to succeed than you were before attending.
And you’ll also quickly realize that nobody else actually does what we do, so hiring somebody else to do it isn’t really a viable option. This will be crystal clear about an hour into the seminar.
And then there’s hiring us.
If you are interested, we’d be happy to talk to you about it and see if it’s a good fit. Hand us your business card, and we’ll set up a time to talk to you. We have a limited capacity to accept new clients, so we scrutinize each one very carefully.
But here’s a promise:
There will be no “sales pitch” at the seminar. None.
The point of the seminar is to educate and enlighten. To show you the guiding principles to get you where you’re trying to go.
The seminar is a great value. You’ll definitely get your money’s worth. If you don’t think so, just let me know and I’ll gladly refund what you paid to attend.
To get all the details about the seminar, and to see if we have any spots left available (we limit attendance to just 10 companies to ensure maximum interaction), click here.
I look forward to meeting you soon!
Posted by Rich Harshaw on March 24, 2017.
How much is the information worth that you’ll get at my upcoming “Make The Jump to $10MM” 2-day seminar?
Would you believe $40,000?
Would you believe $90,000,000? (yes, MILLION!)
I was on spring break with my family in 2011 when I got a call from my assistant. She said some guy had called in urgently requesting to speak to me, who wanted to attend my 4-day, $8,000 marketing training bootcamp.
“So, why are you calling me? Just give him the information and sign him up,” I asked her.
“He said he really wants to speak to you personally first,” was the reply.
So I jotted down his number and called him from a gas station in Galveston, TX.
With all the background noise, it was hard to hear him. Here’s what was said:
Him: Hey, how much will you charge me if I want to bring 4 people to this event?
Me: Well, it’s $8,000 for the first 2, then $1,000 each for the other two as long as they’re from your company.
Him: How much would you charge me to come do the seminar here?
Me: Huh? Where is here?
Him: I’m in (city); how much would you charge me to just come here and do the seminar?
Me: Uhhhh… well, we normally gross between $50,000 and $70,000 in registration fees for one of these events.
Him: How about $40,000? Would you come here and do it for $40,000? We’ll pay your flights and hotel, too.
Me: Uh, well. I’ve never really done that before. But I guess I would.
Him: How soon could you get here and do it?
Me: Who is this?
We discussed who he was and what his company was for a moment, and agreed that I’d make the trip to do the training.
The $40,000 check arrived at my office before I got home from my vacation.
I stayed in a luxury suite at the downtown Sheraton hotel for 4 days while I conducted the training for him and his staff. He actually ended up bringing a few other friends of his—other business owners—so there were about 10 or 12 people in attendance.
On the last day, he asked me how much I would charge him to do “THAT” for his company. We worked out a price, and we’ve been working together for the last 5-plus years now.
During that time, his sales have skyrocketed from about $40MM to over $130MM.
That’s up over $90MM a year.
I engineered a media buying plan that started at $1MM the first year, and has grown to over $4MM this year (that’s just the radio and TV part of the budget).
I’ve written over 100 radio commercials and 40 TV commercials for this company.
You’ll get to see all of it at the “Make the Jump to $10MM” event.
We limit this event to 10 companies to make sure that it’s personal, hands-on, and intimate. You should consider attending if you:
- Are already doing AT LEAST $2.5 million in sales. If less, we may have other events that are a better fit for you. Contact us to find out.
- Are serious about 15% to 25% annual growth.
- Feel like your internet marketing strategies are impotent or stagnant.
- Want expert advice and instruction on using broadcast media to blow up your sales.
The 2-day seminar is being held April 26 & 27 in Dallas; to learn more, just click this link. Registration is extremely limited… to just 10 companies.
P.S. Here’s a question I get a lot: Hey, I’m going to pay you to come to a seminar… are you just going to use the seminar to sell me something else? Read my next post for the honest answer.
Posted by Rich Harshaw on March 20, 2017.
I’ve been talking about using TV (and radio) advertising to grow your business to $10MM and beyond.
In this blog post I’m going to give you a quick overview of how and why it works. I’ll cover all this in more detail in my upcoming (April 26& 27) 2-day seminar in Dallas, “Make The Jump To $10MM.”
But for now, the thumbnail sketch:
To grow at a rapid pace, you’ve got to get more customers. A LOT more customers. And to get more customers, more people have to find out about you somehow.
The key is getting in front of a lot of people—without spending a ton of money.
It’s kind of funny that I would use the phrase “without spending a ton of money” about something I routinely have my clients spending over a million dollars a year on.
But you can’t focus on the raw dollars spent. Instead, you have to consider how much it costs to reach each person. Or more specifically, how much it costs to reach a thousand people.
In advertising, we’re concerned with COST PER THOUSAND (aka CPM; M being the Roman numeral for 1,000).
Take direct mail as an example. Let’s say it costs $0.50 per piece of mail you send out. That means it will cost you $500 for every 1,000 people you reach… or a CPM of $500. Even if your mail is cheaper–$0.35 per piece—that’s still a $350 CPM.
By contrast, TV and radio can be bought for between $2 and $10 per thousand.
That doesn’t mean you should never use direct mail. Direct mail has the benefit of being highly targeted. There are lots of situations where it makes perfect sense.
But when reaching out to the masses, TV can be up to 250 times less expensive.
That’s what you call SIMPLE MATH.
Which leads us to the next advantage TV has—its inexpensive enough that you can afford to hit people with the message again and again and again and again. And again.
Let’s say you’re paying $8 CPM on TV. For the same $350 to $500 it would take you to reach 1,000 people via direct mail, you can reach a person on the TV about 40 to 60 times.
FORTY TO SIXTY TIMES.
FORTY TO SIXTY TIMES!!!!!!!!
This is how you gain traction in a market—and fast.
In my upcoming seminar, “Make The Jump To $10MM,” I’ll show you scientific proof that massive repetition is the key to marketing success.
But you don’t need a rocket scientist to tell you that more is better when it comes to advertising. That’s also SIMPLE MATH.
Think about it—if you are on 2 or 3 TV stations and a couple of radio stations… and your competitors ARE NOT, you’re going to win.
Your lead flow will go up—and not just with any old leads. TV leads are the best kind—these people already KNOW you and TRUST you.
And it’s not just direct leads. Your web traffic will jump. Your referrals will jump. Your PPC and SEO will work better. When you are on TV, EVERYTHING gets better. Everything.
And the good news: you can start small.
You don’t have to spend a million dollars and be on 2 or 3 TV stations to start.
We can start with one radio station. Or one TV station. I’ll discuss the pros and cons of each media in my course. But for now, who cares—just know that you can start small.
I just put a $4MM in Milwaukee on one TV station for $2,600 a week. They’ll be on that station about 35 weeks out of the year—that’s all the budget they have available right now.
You have to start somewhere!
The key is to dominate that station. Own it. And if you can’t afford to own the entire station, own one day of the week on that station. And if you can’t afford to own one day, own part of one day.
Whatever budget you have is enough to start.
But your ultimate goal should be a million dollars. ONE MILLION DOLLARS spent on radio and TV. Because that’s going to be the catalyst to getting your company to $10MM, and what is going to give you all the financial freedom you hope for and dream of.
Now, a few FAQs:
Q: I don’t even watch TV anymore. Does anyone watch TV?
A: More than enough to get you to $10MM.
Q: What about DVRs? Don’t people just zip past the commercials?
A: Some do, but we have strategies to minimize it… and as long as it’s working, who cares?
Q: We tried TV and it didn’t work. Why would it work now?
A: You almost certainly were doing something wrong. Call me and let’s talk about it. I can probably identify the problem in about 60 seconds.
Q: Isn’t it expensive to make TV commercials?
A: It doesn’t have to be. And if it is, who cares? As long as it’s making you money, that’s all that counts.
Q: How long does it take to achieve success on TV?
A: You need to commit to the long term. 12 months at least.
If you have other questions, or want to discuss your situation, just email me here.
The course will only be open to the first 10 companies who register—I want to be able to handle individual dialogue during the course. If you haven’t registered yet, you can do so by following this link.
Let’s get you to $10MM.
P.S. The ads you run make a huge difference. In my next post I’ll give you some ideas on how to write killer ads that really work.
Posted by Rich Harshaw on March 17, 2017.
A couple of years ago I had breakfast with Brian Elias, the owner of Hanson’s Windows, at a hole-in-the-wall diner near his office in Detroit.
When we walked in, I was shocked at peoples’ reaction to this guy. You would have thought I walked in with David Lee Roth in 1984.
The entire diner was craning their necks, pointing fingers, and whispering “it’s that guy from TV” in hushed tones.
The waitress was especially star-struck. After asking for his autograph (yes, his autograph), she requested a picture with him so she could text it to her daughter.
Brian just soaked it all in. This must be just like living in paradise.
By way of reminder: I’m talking about a guy who sells windows, siding, and roofing for a living. In Detroit.
To be fair, Brian has been—and will continue to be—a fixture on the top 10 of Qualified Remodeler’s annual Top 500 list for a variety of reasons. He’s harnessed technology like nobody’s business. He has a commanding presence and is good at getting things done. He has built systems into his business to ensure a perpetual smooth flow of business, and he hovers over the minute details like a pageant mom.
He also earned this award—that’s Brian on the cover:
But the real secret to his success: TV advertising.
I’ve sent you something like 10 emails in the last couple of weeks. Everything up until now has been bread, appetizers, and salad.
To learn more about the Make The Jump Event click here.
Now it’s time for the main course—TV and radio advertising.
It’s the master key to getting you to $10MM or more in sales.
Jericho Home Improvements started in 2008 in the middle of the recession. They started radio advertising in 2009, and TV in 2010.
They hit $10MM in 2012.
Horizon Services was doing $45MM in 2011 when I met them. Over the next 5 years, I took their TV & radio budget from $63,400 a year (one country radio station) to over $4MM.
This year they’ll do almost $150MM.
Hanson’s has been on TV in Detroit since the late 1980’s.
Last year they did over $70MM. In Detroit.
IN DETROIT, PEOPLE!!!
Debating whether or not TV advertising is effective is about like debating if the sky is blue or the sun is hot. Do bears crap in the woods?
Nevertheless, I always run into contractors who give me some version of “We tried TV advertising and it didn’t work. It just doesn’t work for us.”
All I can say is if that’s the case, then you were doing something very, very wrong.
And in fairness—it’s easy to do it wrong.
- It’s easy to be on the wrong stations.
- It’s easy to be on the wrong days.
- It’s easy to pay too much. WAY too much.
- It’s easy to get talked into creating and running crappy ads.
- It’s easy to quit way too early.
- It’s easy to track your results wrong.
- It’s easy to underestimate how well it’s working
If you do it wrong, TV and radio advertising will chew you up and spit you out.
But if you do it right—right stations, right days, right price, right ads, right tracking—it’s about the surest bet you could ever make on your company.
Which is why TV and radio advertising is a big part of what we’re going to cover in my upcoming 2-day seminar, Make The Jump To $10MM.
I don’t teach this stuff in my regular seminars. The average $2MM remodeling company just doesn’t get it. It’s like trying to teach calculus to a 2nd grader.
But you’re not going to reach $10MM without this master key.
In my next email I’ll show you exactly WHY TV and radio are your best bet—and how they beat other media, hands down.
You’ll become a believer.
And if you take action, you’ll own a $10MM company.
P.S. We limit the seminar to 10 companies so we can focus on YOU. No competitors allowed. For more info, please click here.