As I continue to review the book Ready, Fire, Aim by Michael Masterson (I listened to it on from Audible), today I’m talking about Key 4 of the 4 Keys to the OSS (Optimum Selling Strategy).

Key 4 is ‘How do I convince people to buy my stuff?’

What it really comes down to is Marketing and testing.  It’s really easy to have a product, a great new idea, and never act on it because you have no plan of implementation.  Keys 1 through 3 were really about research.  What product, where are the customers, and how much should I charge…Great questions, vital information, but really, these 3 steps are research…

It would be super easy to go through steps 1 – 3, do all the research, convince yourself that your working because you are doing all this “work”, which is important for the foundation of the business…but never make a penny.

Just think about how many awesome ideas you’ve had that you forgot about an hour, a day, a week later that may (or may not) have been an awesome idea for a business.  I know I’ve had amazing ideas at times when I couldn’t write it down (unprepared…), and forgotten it 5 minutes later.

So, you went through all the groundwork, all the number crunching, all the product ideas and concepts – maybe you even created a product or a prototype for the product…but none of it matters if you stop there.  None of it.  All you’ve done up to this point is spent…time, money, energy, resources…you have not done anything in these steps that brings a return, which is why Key 4 is ESSENTIAL!

Key 4 is marketing your product/service.  It is launching your product into the world, into the marketplace, into the hands of people who are, potentially, going to exchange money with you in return for YOUR product or service.  This is the reason you went through steps 1-3 in the first place!  Without the launch, you’ve got no ROI.

So, 3 things to consider in Key 4:

  1. How will you position your product in the marketplace – will you discount the pricing, give away free the “first-step” product, market pricing but add additional value (bonuses) if purchased from you?
  2. Copy (Copywriting) – Without good copy, maybe even great copy, your sales pages and marketing materials will fall flat.  You have 2 choices:  Do it yourself – either because you already have copywriting experience or you are willing to immerse yourself in it to learn; Or hire a copywriter.  You can go on, iWriter or Upwork (formerly oDesk) and maybe find someone who can write decent to good copy for a reasonable price, but the problem is your taking a chance if you don’t know their work.  Or you can ask others in your marketplace for recommendations.  If you want to learn, here are some great resources to get started: – a website offering a really good free training course; The Copywriters Handbook by Robert Bly – an awesome book that will teach you the basics and beyond, or AWAI Online – The company co-founded by Mark Ford (Michael Masterson) that offers a bootcamp to teach you copywriting in 6 weeks.  All 3 are good options, and offer a varied timeframe to learn copywriting at your own pace.  Whichever way you choose, don’t skimp on the copy!
  3. Which media method to choose for your advertising?  You can ask 20 different people with varied backgrounds and experience and you will likely get 20 different answers as to which media method you choose.  If the people you ask are actually in media marketing, they will give you 20 different reasons that their method is the best.  So how do you choose?  Well, part of it is budget.  Email marketing, for example, is much more cost-effective than TV Ads.  So, you have to determine your budget first.  From there you can look at the most effective way to reach YOUR target market.  Going back to the research you did in Step (Key) 1, (Where do I find customers), you should choose the media that will best reach them there.  For example, if you have a golf store, you aren’t going to target customers in a Mexican Restaurant…not because golfers don’t eat tacos, but because that isn’t targeted to that group.  You would be better off maybe running an ad in a Golf magazine or the sports section of the paper or online news feed.

I hope this helps give you a good idea how to target a campaign to reach your potential customers.  I’d love to read your comments below, so please comment, and share using the share buttons if you found this valuable.  Also, connect with me on Facebook, Twitter, LinkedIn using the buttons below also.

Until next time,


So, how much can you spend to acquire a new customer? How much can you spend on advertising, loss leader products, promotions, etc and still be profitable?

Whether you are brand new in business, or a long time business person, this can be tricky if you don’t know the formula.

In this video, I go over the simple 3-Step formula with you, so you can stay in the black while providing the best possible value for your customers.

Also, my friend Norbert Orlewicz put together this awesome training and worksheet on this subject, and I’m including the link in case you want to check that out. He takes the basics to the next level, and gets more detailed and shows some additional variables.

If you want to check out the free training and worksheet, you can do that at:
Also, connect with me on Facebook, Twitter, LinkedIn and Instagram through the icons below.

Until tomorrow,

I just want to take a moment, in this video, and introduce myself…

I have been in the Sales and Marketing Industry for over 20 years. I have a background in retail sales, as well as business to business and business to consumer consultative sales.

I learned early on, with my first “Sales Job” (at the age of 19), that I was not cut out for the “Hard Sell” philosophy.

My first job was as a salesperson for a replacement window company in a small county in Eastern Pennsylvania. My boss came from the car industry, and he taught the hard sell, and I just couldn’t/wouldn’t go there. As a result, my time as a salesperson with that company was short-lived, although I did transition within the company to a lead generator – canvassing the area where we were installing windows and going door-to-door to get leads.

I am not going to go into my entire employment history now, I just wanted to explain that I was no stranger to hard sales tactics and I never used or approved of them. Once I discovered Consultative Sales, with needs analysis and problem resolution, I was hooked. This way felt like more of a partnership with the client/customer, rather than warfare.

Building on this philosophy, it is what brought me to where I am today with Attraction Marketing, attracting new prospects, customers and clients, rather than cold calling and chasing after people who have no interest.

I will expand on all of this as we go along from here, this is just the introduction, but I hope you’ll join me on this adventure…

Also, please connect with me, I want to get to know you and your story also. You can find me on Facebook, Twitter and LinkedIn, just click the icons below here.

I look forward to meeting you!