This interview is with Dr. Glenn Livingston, market research extraordinaire, and my mentor.

Market Research is, perhaps, the MOST IMPORTANT thing you can do when starting a new business. In my humble opinion, this is the most important interview I have ever conducted and published.

The simple fact of the matter is, most entrepreneurs make their biggest mistake before they ever start their business.

They choose the wrong market.

That is, they choose a market with no people in it. Or, the people don't want to spend money. Or, it's already saturated. Or, they have no difference from the main competitors.

Really, there are a LOT OF WAYS TO SABOTAGE YOUR BUSINESS BEFORE YOU EVER START YOUR BUSINESS!

In this 1 hour, 7 minute MP3 interview, you'll learn:

• THREE (3) things you must know about your market (and how to find the answers):
  • Is there enough people who want what you're planning to sell?
  • Is there enough money changing hands already in this market?
  • What are the frustrations, language, and concerns, of the people who are actively searching for answers to their problems?
• Find out the ONE (1) solitary thing that is more important than doing market research and understanding the market
• The #1 distinction between people who make things happen, and those who don't
• Market Research can be a methodical, systematic process: Human behavior can be coded and predicted by a computer
• Lust, greed, paranoia: Some purchasing decisions are based on unattractive emotions...
• How to attract the most hyper-responsive prospects within your market
• Did you know: there is so much free market research information... for just a little time well-spent?
• Marketing narcissism: The only REAL marketing mistake you can make?
• What many entrepreneurs are guilty of: "I just want the market to want what I want them to want!"
• How to find out IF there is a MARKET, WHAT the MARKET wants, WHAT they will BUY, and HOW MUCh will it cost you?!!
• Specific ways you can gain market intelligence BEFORE you build your products, services, and infrastructure. Get the answers BEFORE you invest! (and avoid dramatic pitfalls down the road)
• Market research methodology, even for pursuits that have nothing to do with the Internet...
• How to discover where the real financial opportunities are in your market...
• How to find the people who are actively searching for your products/services, when they are "in heat", motivated, and looking for a solution to their problem.
• Convert prospects so well that your competitors... can't compete!

This interview has been disabled for public download. It is now accessible only to Startup Victory members. Click here to learn more about Startup Victory.

To learn more about Dr. Glenn Livingston's market research methods:

http://www.ResearchVictory.com

Dr. Livingston helped launch my business with his market research methodology. It was invaluable in my business, and it will be in yours as well. Go to http://www.ResearchVictory.com to learn more.

If your business involves selling to people (what business doesn't?) then you'd be smart to employ the trust-building tactic of social proof.

Robert Cialdini coined the phrase in his MUST-READ book "Influence: The Psychology of Persuasion".

The concept is simple: it is easier to sell something to somebody who knows that other people (especially similar other people) have already bought and enjoyed the product. This principle is especially helpful in deciding proper behavior in an unfamiliar situation.

I.e., if we see other people enjoying a product or service, we are more sure that we could enjoy it also.

Proof Point #1
The influence of social proof is SO STRONG, that the FTC is considering regulating the use of testimonials online! They are of the opinion that testimonials are such a powerful persuasion force that marketers may soon be REQUIRED BY LAW to provide the bad feedback along with their positive stuff.

Proof Point #2
Have you ever seen the cheesy commercials where somebody is obviously a hired actor, raving about the product as if he/she actually used it? Yes, it is obviously fake - but it works to persuade people that the product is good anyway. You watch the commercial, think about how cheesy it is, and then go out and buy the product.

Social Proof overcomes uncertainty. "When people are uncertain, they look to the actions of others to guide their own actions."

So my question to you is: Have you ever considered using this knowledge to improve your business and blow out your sales?

The concept is that you want your prospects to have an automatic impression that your stuff is SO GOOD, that they will never regret buying it. (Not exactly part of this conversation, but almost as important as 'how much' somebody wants something is 'fear of embarassment' or 'being taken', things that prevent them from getting something that they actually want...)

Here are some ways to generate valuable social proof for your business.

* Ask for a testimonial! If you ask your best customers to give you a testimonial, they often will.

Here are a few examples of testimonials that I've received from customers in the past. (Scroll to the bottom of the page.) I use these testimonials to make somebody who doesn't know me, never heard my name, to trust me and feel a little more comfortable giving me their name and email address.

* Write them yourself. Write an endorsement from your best customers to yourself. Put details about what you did for the customer. Then send this paper to the customer and ask if they'll sign it. Most people who are really jazzed about your stuff will gladly give you a testimonial, but they are impossible to motivate off their ass and get it done.

Here are a few examples of how I've done this for myself. Makes you think I'm a stud, right?

* Give other people testimonials. Another powerful human motivator is reciprication. If you give a few unsolicited endorsements/testimonials, you'll likely get a few back (out of pure guilt, but hey... it works!) This works especially well on Linked In...

So go get some Social Proof.

Use it - it works!

Travis

PS. If you want to continue getting the best of my business building tips, along with monthly expert interviews, delivered right to your doorstep every month, get on the notification list for my upcoming Business Victory Club here:

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You'll get a sweet discount, only be available to those who sign up for the notification list. Plus, just for giving it a try, I'm going to give away some really cool bonuses (like, hours worth of expert interviews in physical audio CD format and a free copy of my updated book "The Definitive Guide to Incorporation and LLC").

Get on the list here:

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It was 11 years ago when I published my first Article on the Internet. It was a niche topic for a website catering to hard-core programmers.

It was the turning point of my professional career. It was the moment that others started taking me seriously. Whenever anyone looked my name up on the search engines, all of a sudden hundreds of results would come back from different outlets that had syndicated the article.

I landed a couple of jobs just because of that one article. I mean, I worked hard to become a good programmer, but around the turn of the century, there were many good programmers out of work… (And they had prestigious degrees, my only degree is from the school of hard knocks) that article was the competitive difference I needed to push me ahead of the others…

To this day, 11 years later, that article still comes up in the search results when you Google my name. It’s amazing for me to think that something I did so long ago would have continued to have such an impact on my life…. So many years later.

Then, in 2003, I paid $800 dollars to syndicate a Press Release when I started a company called RideOnTime. At the time, I remember thinking… “This is a hell of a lot of money just to tell a few folks on the Internet that I’m starting a new company with a few friends…” But the effects of that Press Release still benefit me today. I’ve had the craziest things happen since that Press Release went out…

Prior to syndicating the Release, I was “a decent programmer”. That Press Release was published on news, transportation and technology press sites all over the Internet. All of a sudden, I was “a businessman” – a Chief Technology Officer – a respected and senior ranking person, in the press for what I accomplished.

Weird things started to happen to me. One day a man called me out of the blue and remarked that I “was all over the Internet”, and asked if he could invest in any of my companies … I didn’t know what to say… so I said “no”. (I often wonder what would have happened had I said “yes” instead). Then, my daughter’s mother took me back to court for more child support because, now that I was a “Chief Technology Offer”, I must be making more money! Lol. I was still the same, broke dude that I was before!

That press release is also still in the search results for my name. If you Google ‘travis giggy rideontime’ you can see lots of stuff hanging around. That was 5 years ago…

I could relate more stories about publishing on the Internet, because I’ve found it to be one of the more important activities that I can do. But I think you get the point!

The bottom line is, that, my career has benefited by the small amount of writing that I have done. The simple fact that you are here, reading this letter, is proof enough of the power of writing. The benefits are many…

The Benefits of Being a Writer

Authority

The number one benefit of being a published writer is that, simply… once you publish a work of your own writing; now you are an author. What is the first thing that comes to your mind when you hear the word author?

For many people, the first thing is a single word thought – authority. A published author gains respect and authority for their subject matter. And what advantages does authority give you? How about this for a start:

• Your reputation will precede you. The first impression a person has determines the lifetime of how you interact. When you walk into the room as a known authority, you have the upper hand, the power, the attention of your audience. You make a first impression within 3 seconds of your first meeting - if you walk in the door as a “known authority”, and then there is a much better chance that first impression will be a good one.
• Increased competitiveness. If a potential client must opt between someone who is a published author, a well-known authority in the field, and somebody without those credentials… who do you think they are going to choose? It’s a no-brainer!
• Increased credibility. Authority = credibility. Few people will differ on your viewpoint if you are an authority on the subject. Another person must respect your viewpoints, even if they don't agree.
• Higher fees. If you provide a service (like a consultant, coach, graphic artist, doctor, therapist, financial advisor, accountant, or other service professional), a history of published materials gives you license to charge higher rates. It all comes because of credibility. Many people want to work with “the best of the best”, and are more than willing (it even makes them feel better) to pay top dollar for the peace-of-mind that an expert brings. If you are a published professional, your rates should be higher than everyone else.

That’s just a start. I’ll go over the benefits of being a published author in more detail in a future post, but I think you are starting to get my point!

Business Collateral

A large part of being in business for yourself is the interface with clients. Every business has clients. Every business must communicate with those clients in one form or another. If you’re like most businesses, you have to have a LOT of material to put in front of your clients. Here is a brief list of things you might need to write down before you can get your business started:

• Web site
• Ads
• Flyers / brochures
• Proposals and Quotes
• Presentations
• Position papers
• Customer support emails
• Autoresponder emails
• Newsletter
• Client follow-up
• Repeat business
• Referral requests
• Internal communication, manuals, project planning, etc...

Once again, this is a brief list of items. By no means is it comprehensive.

The bottom line is – to be in business, you must be a writer. And if you are smart, you’ll become a published writer – an author. And Internet publishing means you get the SEO benefits…

Search Engines Optimization (SEO)

Publishing yourself on the Internet is a great idea. Just imagine the impression it makes when somebody Google's your name or business and sees thousands of websites have published your Articles and Press Releases…

Plus, every time you publish an article or press release on the Internet, it should include links back to your web site. Each link that points to your web site, in Google’s eyes, counts as a “vote” for your site. The more “votes” you have, compared to your online competitors, the more likely you are to appear at the top of the search results.

Being at the top of the search results means free traffic, more customers, and more money. It can get complicated, but the basics are easy– it’s not Rocket Science… and I will teach you more soon… (If you follow a few simple best practices, you’ll be ahead of 95% of the sites on the Net.)

I’ll go over the specifics of Search Engine Optimization in much more detail soon.

(Off topic: Next week, I will interview one of the foremost experts on the Internet when it comes to SEO. That recording will be available shortly thereafter…)

In Summary…

Becoming a writer is not for everyone. Some people find it tedious and boring. Some people never took the time to learn grammar (not really needed to become a writer, but it helps with confidence and readability). But, and I stress this BUT – if you’re an entrepreneur, and you want to be successful in business… you must be able to communicate in writing. And if you publish yourself, it’s like a catapult to the top ranks of respect, authority, credibility, and puts you on the fast track to success.

Writing opens doors that would never have presented themselves otherwise. I can attest to this fact personally. My next several posts are going to be on this topic, because it is very very important, and I want to drive it home.

I’ll be giving you some hints and tips on becoming a better writer – and then I’ll show you the most powerful method in the world to get published all over the Internet, just like I have had the luck and luxury of being.

I am interested in hearing your thoughts about the subject. Also, if I could show you a way to get published on thousands of websites, all over the Internet, month after month, and reap the rewards of all that comes with it… would you be interested in learning? If you have thoughts on this topic, just leave a comment below.

Looking forward to next time,

Travis