Page 52 - merged.pdf

CHAPTER 2 THE SUCCESS FACTORS OF MILLIONAIRE ENTREPRENEURS

found that there were three main reasons that stopped them
from buying. There was 1) a lack of urgency to upgrade
themselves, 2) the fear that the program may not work
and 3) they were not clear about how the strategies would
benefit them.

So, I revamped my slides and my presentation, ran another
series of ads and held another free talk. This time, I demonstrated
how learning NLP strategies could help them to create greater
value in their career, become a persuasive communicator and
increase their income. I removed the fear factor by giving a
100% money back guarantee and created a sense of urgency
by throwing in a free bonus worth $500 if they signed up
immediately. Guess what? This time, 13 people signed up; a
conversion rate of 13%, out of 100 prospects who came. As
I continued improving my sales pitch, my sign ups kept
increasing until I ran my first program profitably with 50
participants. Since then, over 2,000 participants have attended
this life transformational program.

Life Throws the First Curve Ball:
Dealing With Business Challenge #2

Then, in 2005, economic growth took off and the stock and
property market started to boom. From a depressed period
when unemployment, pay cuts and retrenchment were high,
the labour market had become very tight and people were in
hot demand, being paid high salaries. Guess what happened?
The enrolment for the POE program started to decline.

People were now so busy with their careers that they could
not afford the time to attend the four-day program. Another
common reason given was that people felt that there was no
longer an urgent need to upgrade their skills since they were
doing well and their incomes were increasing. As people did

SECRETS OF BUILDING MULTI-MILLION DOLLAR BUSINESSES 43