HOW TO BUILD · 2020. 3. 21. · business owners to attract and retain their ideal customers and transform their busi - nesses with sustainable proits and unprecedented success. If

HOW TO BUILD A T H R I V I N G

I N T E R N A T I O N A L

BUSINESSSecrets to My Multi-Million Euro Success

Renée Moore – Think BIG Business www.reneemoore.com

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About Renée Moore

Dr. Renée Moore is Europe’s business- and life-building expert. Born in Texas, she holds a doctorate degree in neuroscience and created her own

multi-million euro companies in Europe, Asia and Latin America, by the age of 40.

The Huffington Post named her as a New Global Leader, and she has served on the executive team of 100+ growing international businesses. As her most recent busi-ness venture, Renée launched Business Beyond Borders, a company dedicated to inspiring European and international entrepreneurs to transform their businesses

and to create a more fulfilled life through their business success.

She has been a professional speaker for more than 12 years and has delivered key-

notes in Australia, Taiwan, Japan, China, India, throughout many countries in Europe,

the USA and Latin America.

Utilizing her own successful business experience, she inspires audiences around the world with the most cutting-edge business- and life- building strategies, authentic and effective sales approaches, and successful employer branding through her keynotes, live events, and daily seminars. Most importantly, she inspires European audiences to take a “no excuses” approach to creating their lives.

Renée offers programs for new and established entrepreneurs where she shares all of her business success secrets. Entitled the Quick Start to Profit and Profit Accelerator Academies, her business mentoring programs provide unique business start-up sys-

tems, strategic marketing techniques, and wealth mindset training. They empower business owners to attract and retain their ideal customers and transform their busi-

nesses with sustainable profits and unprecedented success.

If you like this e-book, you will love the transformations you experience in Renée’s Business Academies that show you how to make more money and find more joy in your life than you thought possible. For your complimentary business assessment

call, contact Renee today at [email protected].

Renée Moore – Think BIG Business www.reneemoore.com3

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T HOW TO BUILD A THRIVING INTERNATIONAL BUSINESS

5 Secrets to My Multi-Million Euro Success

BUSINESS BEYOND BORDERSGo further than you ever thought possible

Contents

About Renée Moore – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – 2

A letter from Renée – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – 4

Secret #1— Mindset. Give Yourself Permission to Stop Playing Small – – – – – – – –13

Secret #2— Clarity About What Makes You Unique and Your Ideal Customer – – – –17

Secret #3—Positioning – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – –20

Secret #4—Practices – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – –25

Secret #5—Leverage – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – –28

Renée’s Business Academies– – – – – – – – – – – – – – – – – – – – – – – – – – – – – – – –31


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A letter from Renée

Dear Excited and Successful Business Owner,

I heard you are feeling frustrated with the challenges of growing your business to

the level of success you are wanting, so I decided to sit down and write this e-book to show you how I did it in record-breaking time, with my own resources, growing it

completely from my own balance sheet so that you can, too.

And to kick things off, I am writing you this note from my office at 6:30 am on a Monday, to let you in on the truth about owning a small business.

When I started my first business in 2005 as an American woman living in Germany, I had no idea what I was doing.

I thought I did. But I really didn’t.

I knew about business plans, cultivating a customer base and having a great product or service. I also knew how important positioning and marketing were to success. But no one ever mentioned the sheer terror that comes with risking everything: your finances, your reputation, your relationships, AND your sanity.

In the beginning, I didn’t sleep much because of a combination of the fear of failure and surging endorphins from the excitement of starting my own business. I constant-

ly thought about what would happen next…

What if I failed?

Failing meant I couldn’t stay in the country I had grown to love, (because I am American), unless I married a German citizen or got another job with another company


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(J-O-B). Both of which were out of the question.

What if someone discovered that little ol’ me was pretending to run a business? I am a scientist by training. I have a PhD, not an MBA. Or whatever letters supposedly qual-ify you to risk every last one of your assets on an “idea” to start your own business.

On the flip side, what if I succeeded? Would my success be sustainable? Could I keep doing it over and over again?

When I started my business in 2005, I didn’t know much about running a business in Germany. I just knew I had a great idea for a business… and it turned out to be exactly what the world was waiting for.

In the beginning there was a lot that I didn’t know. I made it through those first few years because I got used to “doing it scared”, which for me means taking action. Taking a step forward. I simply took the next step forward, then the next and the next.

Even when I didn’t know if it was the right thing to do… I did it anyway. And if that step wasn’t correct, I would make an adjustment and take the next step. See a pattern?

A year later, I won a big project that required me to set up my second office, this time in India. At that time, I didn’t know much about doing business in India either, but I DID KNOW that my perfect customers needed to do business there, and trusted me to run the important project, so I expanded my business and opened an office in Ahmedabad, India.

Then in 2007, my customers loved what I was doing for them in India and awarded me an €8 million project that required me to set up operations in Argentina. So I did. The next office came in Chile, then in Panama, then in Switzerland, Mexico, Hong Kong, and finally the USA.

Within a period of 4 years, I had 10 companies in 9 different countries with 52 happy employees.

Along the way I “did it scared”. I just kept growing and growing, even when I was ter-

rified of the risk and the potential failures. I didn’t fail. I actually created a thriving international pharmaceutical development company. And along the way to my suc-

cess, I developed a reproducible system for growing successful companies.


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And I went from being SCARED to being AMAZINGLY SUCCESSFUL. As I stepped into entrepreneurship in a bolder way, I also stepped into the bigger version of ME.

Now with my 11th international company, Business Beyond Borders, I’m sharing my success strategies with entrepreneurs all over the world, so that you can go out and create success in your business and in your life.

I love what I do every day to support and mentor international entrepreneurs and small-business owners, just like you, to step into business ownership and grow amaz-

ingly successful companies.

The most exciting part for me is that I get to help them reach their mission in life — to become a powerful small-business owner, a business warrior, so they can serve their perfect customer, and make a lot of money while they are doing it.

And through the journey on these pages, if you implement the strategies in your busi-ness and your life, you will also become a winning business warrior.

You know what else?

Most business owners in start-up are like just like I was back then.

Many of us take the big leap into business ownership without knowing exactly what to do, or where to go to get help when we need it. And the fear that comes with the

risk of owning your own company is a common denominator for almost all new busi-

ness owners.

When we are faced with our biggest challenges in life, those who succeed are those who Never. Ever. Give up.

Business warriors who are victorious are those who invest in themselves, their growth and the process. They know what they don’t know…and take action to overcome it.

Even as a successful business owner, I still push myself every day to be a bigger, better version of me. I am committed to living fearlessly… and I know I have to take action to get what I want.

I still have to take imperfect action, over and over again, to get where I’m going. We


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all do. Because when you are taking a “no excuses approach to life,” you must keep putting yourself out there every day.

You keep reaching, growing and evolving into a bigger, better, bolder version of your-

self. And soon you learn to live fearlessly. So… grab on, and let’s go. The world is waiting for you to start going for it in a big way in your business.

One amazingly imperfect step at a time.

Big Hug,

Renée


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An Unbelievable Story

My hospital room was bustling with doctors and nurses who were running in and out to get lab results from my recent tonsillectomy operation and determine if I could

have my first meal after my operation. At age three, I was already headstrong and knew what I wanted to have from them and how to ask for it.

“Renée, would you like some ice cream?” one of the nurses asked me.

“What is ice cream?” I replied. I was hungry, but not sure how good this ice cream

thing sounded at the moment.

“Well, it is cold, and sweet. I think you will like it, and it will make your throat feel better,” my mother replied.

“No, I will have bean juice and bread, please,” I replied.

My mother blushed from embarrassment, because it was now clear to the hospital staff that I didn’t know what ice cream was because we could not afford it. And that my favorite thing to eat was one of the only things a poor family in Texas could afford: beans and bread.

In fact, our family was one of the lucky poor families, because we lived on a farm. We could grow our own food, and when times were tough, we could harvest fish, squir-

rels, rabbits, deer and other food directly from the land.

Growing up poor, with a single mother and three older sisters, was a difficult way to start my life. It was challenging and often embarrassing. It meant that we did not get to do many of the things that other children from more financially stable families could do. Like vacations, and shopping for new clothes. Or going to restaurants. It meant that the hope for a brighter future for me was very limited.

Here is a photo of me at age three on our family ranch

in Texas, and I was a real cowgirl. Except I wanted to

be a cowboy because I thought that the cowboys were

the winners in the old western programs. The cowboys

were out making things happen, saving the world, while the women were back home waiting for them.

So I wanted to be a cowboy.


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From the time I was born, I have always been a fighter. A warrior. I always had to fight to survive through my entire life.

I had to fight to survive as a baby due to frequent severe infections and high fever that resulted in febrile seizures.

I fought to survive the rising floodwaters that came into our house in 1978 that nearly ended the lives of my entire family. But we all survived.

I survived tornadoes in 1979 that circled our house and picked up our horse and car-

ried him down the road and left him with only a few scratches.

I fought my way through high school to become the valedictorian of my graduating class (the top-ranked person in the class). This was not an easy job because my good friend, Teresa, was smarter than me. But I would get up at 4am to study each morning

to keep myself in the top-ranked position in the class. It was only this top position

that would guarantee me the top academic scholarships to pay for the expenses of

university studies.

And I fought all the way through my university studies to stay on top and keep getting academic scholarships that allowed me to get my Doctorate in Neuroscience. Ten years of academic training in the USA cost around €200,000 at the time, but since I

made it my full-time endeavor to be top of the class, I received full scholarships and it only cost me €1,000 out of my own pocket.

Over time, the poor farm girl became Dr. Renée Moore and got a job in corporate America. I soon worked my way up to a very top position by age 32. I became “The Deal Closer” working on new business acquisition in the pharmaceutical industry. I worked with a team, and we were responsible for closing €100 million in business each year.

My position was very visible to the competitor companies, because my wins in new business meant they lost the new project. So one of them made me a tempting offer in 2003 to move to Germany and start up their business efforts there.

Within a period of 6 weeks, I had quit my six-figure corporate job, sold my house, left my family and was on an airplane on the way to Germany. At the time, I didn’t speak a word of German.


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And when I landed in Germany and started the new job, I noticed that something started to change inside of me. I was working in exactly the same type of job as before, for a similar company, with the same targets, working in my zone of excellence, and all of a sudden many new business ideas started to surface – things that I could do

better, innovative business ideas.

But what should I do about them, because I am an American woman living in a for-

eign country? I had no idea how to turn those ideas into my own business at the time.

I suppressed the ideas, which takes a lot of strength and energy. Think of it like being

in a swimming pool with beach balls all around you, and you are trying to hold them

under the surface of the water. It requires an enormous amount of your energy to keep the balls under the water. And they are constantly pushing to come up to the surface.

Using all this energy to fight against what would soon become my greatest destiny, I started to become ill. I noticed my health was suffering from the stress of corporate life, fear was keeping me awake most nights, and I was again restless and disappoint-

ed being in another company working for someone else.

I didn’t sleep well most nights, I was in constant pain in my neck and left arm, and on a Tuesday afternoon in June 2004, sitting at my desk, I noticed that my heart rate was elevated, so I put on my Garmin pulse monitor system and measured my heart rate. I was shocked at the result. At 2pm, on a Tuesday afternoon, sitting at my desk, my heart rate was 105 beats per minute. My normal resting heart rate is around 62 bpm.

What was happening is that this desire, this passion to create something, and me sup-

pressing it and ignoring it was starting to make me sick. The next day, I quit my job.

All of a sudden, I quit a six-figure income job. I was unemployed, living in a foreign country, with no unemployment benefits, and no income. I thought “Now you did it, Renée.”

But I knew there was something bigger than working in that job that I need to do, something bigger I need to create. But I was in a total state of panic, a total state of

fear... I knew I had a good business idea, but I didn’t know what I was going to do next.

Without an idea of WHAT I was going to do next, or HOW I was going to do it, I knew WHY I needed to do it, and I quit my job.


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Now everyone thought I was crazy (especially my mother), but I knew that I could not find the clarity of my next right step within the confines of my corporate job.

I was right... being free from the corporate world, I could finally find the next right step. Just six short months after making this big leap, I created an idea that I would turn step-by-step into a multi-million euro company in four short years.

In 2005, I started my first company in Germany, a pharmaceutical development con-

sultancy called Progenitor International Research.

There were just 3 people in my company: me, myself and I. That counts as 3 people, right? That is what I told everyone. I even counted the cat sometimes... so there were 4 people – and a really good email-marketing brochure.

At the end of the first business year, I had brought on my first partner and had as a result a €2,000 loss to the company, which was pretty good. I was keeping myself

afloat.

Then in 2006 I figured something out. I expanded the company to India and had a €20,000 profit.

By 2007, I opened a company in India, Argentina, Switzerland, and was generating about €2 million in revenue and had a €225,000 profit.

Then in 2008, I opened more offices in Chile, Mexico, Panama, and had almost €800,000 profit. In 2009 the results were similar.

This is a look at the inside of the books of my first set of 10 companies.

[email protected]


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In 2007, big companies were already wanting to acquire my company because I had set up a thriving international business in the top emerging markets. I knew the goal was to eventually sell the companies. I reached that goal in 2010, when I sold the companies and they were valued at €3 million.

Why am I sharing with you the profit statements from my first set of companies? I told you the story... I overcame the story of my life as a poor farm girl, I moved to a foreign country as the next challenge, and I did all of this, sitting in my office in Deidesheim, Germany.

I stopped reacting to my life. I quit my job, and within a period of 5 years I got the right idea, I implemented the right strategies... and I am no different than you are. I just took action and went from fear to fortune. And I did it all as a business warrior in Germany, who, like you, is fighting to win.

Growing a successful company takes dedication, focus, and an unstoppable will to win on the business success battlefield. It requires an amazing product or service, and an understanding of how to position them to create an irresistible brand that drives your customers to you. Fully understanding these facets results in happy customers,

a thriving company with inspired and loyal colleagues (employees) and, ultimately, the LIFE that you are longing for.

I understand how scary it can be. I have personally experienced the sleepless nights, the fear of failure, and the isolation you are feeling. I overcame fear to be a bigger success than I ever thought possible, and you can too. Through our journey together with this book, you will become an amazingly successful business warrior who fights to win and achieve the top success in your own business.

If you are serious about playing a bigger game and taking the steps to change your

business and your life, then I encourage you to implement the strategies in this

e-book today.

And let me hear how things are working for you, OK?

Let’s get started…


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Secret #1 – MindsetGive Yourself Permission to Stop Playing Small

A Success and Wealth Mindset determines everything in your business.

It does not matter how talented you are or how amazing your product or service is, if your mindset is not in line with your intention, you will NEVER reach your highest level of success.

In business and every area of your life, the way you think about yourself and your life determines how much success you let into your life, how much money you let into

your life, and even how much love you let into your life.

Your mindset determines everything.

It is the single most important thing you can take control of and do something about

to get immediate results in your life.

What is a mindset? A mindset is a set of assumptions about the world around you that you set up in your subconscious mind in early childhood. You still hold these assumptions so deeply in your mind that you continue to act and make choices

according to these assumptions, even though they no longer serve the adult you and your life today.

They still drive your decision-making today, even though they no longer serve you.

Mindsets come from this very impressionable time in your life between the ages of 7 and 12 years old. During this time we are really powerful. We are fearless and we have big dreams. We know our purpose in life.

We go out into the world and say I want to be a doctor or an attorney, or I want to do this in my life, and someone hurts us and tells us we can’t. You can’t because you are a woman, or you are poor, or you are a minority.

And that is when we start playing small. We shrink away from what it is we are sup-

posed to be doing in our life and we start playing small. Part of our dream dies, part of our passion dies, and we start protecting ourselves by installing these limiting mindsets.


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We decide we are not going to draw attention to ourselves; we are not going to go for it in a big way anymore. Just play a bit smaller and safer to protect us and to not

get hurt anymore.

So limiting mindsets enter our mind at an early age, and they still govern our behavior today. These limiting mindsets can come from social situations, from culture, from

environmental and economic situations.

And I see this all the time with entrepreneurs and business owners I work with, who

say: “I don’t want to draw too much attention to myself by going too big with my business too fast. Because then people will judge me.”

I want you to think about your own mindsets and how they might be holding you

back from getting all that you really want. I am going to give you an example of my biggest limiting mindset and how I overcame it.

As I mentioned previously, I was raised in a poor family, and we didn’t have enough to eat. I had a money mindset.

We did not have enough money, but the neighbors did. And the adults in my family were always talking about the rich neighbors and how they were greedy or conceit-

ed or snobby. I also learned that money is the root of all evil.

Many of us who have grown up without enough money have heard similar things. So I grew up thinking that having money meant you were a bad person in some way. As an adult, I had a successful career with a six-figure-income job. But I never really had a lot of money. I had a nice middle-class life. And I was not confronted with my

money mindset issue until I became a business owner.

The first set of companies I started was in the pharmaceutical development arena. And my money mindset created a problem right from the very beginning. The aver-

age contract value in my industry was in the range of € 300,000 to € 1 million. That is how much it costs to run a clinical trial in India, for example, where I had one of my

companies.

My mindset came up in a big way because I felt uncomfortable with that type of mon-

ey, even if it was for the business and fully needed for the projects. I was sending a lot of proposals out and only winning the very small projects in the range of €20,000.


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It was at this moment I realized, I had a money mindset issue. I was afraid to sign a € 1 million contract, because I was afraid it would somehow make me a bad person. Money is the root of all evil, right?

I wasn’t thinking about the fact that the purpose of my business is to make money, and that this is how much money it takes to develop a new vaccine in India. It wasn’t money for me, it was money to run the project.

So I came up with the idea that I needed to get comfortable with having € 1 million in my business. I had just returned from India and I had a 100 Indian Rupee note in my pocket. I took it out and added zeros to the 100 until it was 1,000,000 and wrote € 1 million all over it.

I told myself that this money was representative of having actually won one of the bigger projects, and that I would get comfortable having that amount of money and that size project in my business.

So I put it in my pocket, and every day I became comfortable with having € 1 million in my business. Every day, I touched it, caressed it, and felt what it was like to have one of those € 1 million contracts.

My confidence grew. I was not a bad person for winning the big projects; I was a more confident, more successful business woman.

And you know what? Within 30 days of creating my € 1 million from an Indian Rupee note, I signed my first € 1 million contract with a top 5 pharmaceutical company. I changed my mindset. I identified what it was that was keeping me playing small and I overcame it.

The business was growing great between 2006 and 2007.

I was signing a lot of bigger projects. But then in 2007, I had the opportunity to bid for an almost € 10 million project. And guess what? Those same mindsets came up. I was scared. I was just now comfortable with winning the € 1 million projects, and a € 10 million project was the next level of challenge for me.


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Here is a photo of my first € 10 million in my company. It is in my purse today.

I told myself, “OK, this worked last time, let’s see if I can overcome this next level of mindset.” I created a € 10 million note. I put it in my pocket, and flew to Argentina, and beat 15 top companies, with 5,000 employees and more, and I won the project. I had to overcone that next level of mindset.

If I can do it, you can, too. You can identify your own beliefs that are keeping you stuck in reactor mode. My money mindset was keeping me stuck in reactor mode and playing small. You can reach your highest level of success in your business if you can identify those mindsets that are holding you back.

Quick Start Action Step What is it that is holding you back from what you want to do in this life? What is it that keeps you playing safe, keeping you playing small – in your life, or in your business? Is it something that you learned culturally? Is it something that your environment taught you when you were growing up?

Just think for a minute. Everyone has it. Take a moment to go deep and uncover what mindsets are holding you back. Write them out on a piece of paper.

That is the first step to bring it from the mental world of your subconscious mind to the physical word by writing it down. After you do that, then physically get rid of the mindset by tearing up the paper or burning it.

Let it go. Completely. Now we can move on to growing a successful business…

€


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Secret #2 – Clarity Clarity About What Makes You Unique and Your Ideal Customer

The foundation for creating a perfect positioning for your company is getting completely clear what makes you unique and what your ideal customer really wants, and subsequently serving that ideal customer.

Customer clarity: Means getting completely clear on your perfect customer.

Your customers are the reason your business exists. You have to know their desires, needs, challenges, hesitations, objections, and doubts, even better than they know them themselves.

You need to know what a day in their life looks like. What do they wish a day in their life looked like?

What is keeping them awake at night?

You have to enter the conversation that is already going on in their mind, with your marketing language.

And unless you have a huge unlimited marketing budget, and a huge sales team, you need to limit your marketing to speak to your perfect customer.

This is much, much more powerful than marketing to EVERYONE. When you market to everyone, you have a general message. When you market to your perfect custom-

er, you have a much more effective and powerful message.

Remember, the goal is not to do business with everyone, but to do business with people who believe what you believe.

When your marketing speaks directly to your customers’ needs, desires, challenges, then your perfect customers will know that you understand them, and that you can

provide the solution that they are looking for, which makes the sales process from your side much, much easier.

In fact, we call it PULL marketing. You will pull your perfect customer to you, because they identify with YOU and your company and will want to work together with you.


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No more pushy sales. Pull marketing is the opposite: your customer will be empow-

ered and can self-select to work with you.

This is the exact opposite way to how most of us market: we make brochures about us, and our great services, and expect someone to buy, but it is all about us, us, us! And we enter into pushy sales to get people to buy our products and services and work with us.

But your business is really all about your customer: what you can do for your cus-

tomer, what results you bring to your customer.

Your marketing is about your customer. It is not about you.

Once you are clear about your perfect customer, you can create a website, marketing brochures, business cards and other tools for your business that GET you CUSTOMERS.

OK, now some of you are saying: if I target one customer or type of customer I will loose business from the other customers that I could catch in my net.

Here is why that is wrong: First: Customers are more discerning these days, and work with people who believe what they believe, and provide the exact solution that they need right now. A generalist cannot do that.

Second: You are not the answer to everyone’s needs, so quit trying to look like you are. Be authentic, do what you do best, and do that for the right customer. Doing things half way is a risk because it is not what you do best and maybe for the wrong customer.

Third: As I mentioned before, your marketing needs to be focused and not generic. Generic marketing brings generic results. You need to focus on what you do best, and stake a claim in the world about being the expert…

When we do this, we can be specific with our language, reach the right people, and sign more business based on our marketing efforts.

So your Why and your customer clarity are the foundation for perfectly positioning yourself and your company and are the basis for all the marketing strategies that

follow.


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Your customers are the reason your business exists. In order to create an irresistible brand, you have to completely know your customers.

Quick Start Action Step Here are some steps you can take NOW to build the foundation for your company’s positioning on your ideal customer:

» Create a complete profile of your perfect customer. You know the one you love to work with, the one who is a perfect match for your services. Write completely about her (or him):

» How old is she? » Is she married or single? » Children? » Income level? » What does she want and need the most? » What is she most afraid of? » What does a day in her life look like? » What keeps her awake at night? » What are her objections to working together with you?

» Once you know the answers to these questions you can position your company and your marketing materials to serve your perfect customer.

Start by making your marketing brochure, website, and presentations speak direct-

ly to the needs of this perfect customer. Don’t speak about what you do, or how you are doing it, but speak about the fact that your company exists in order to meet the

specific needs of this customer.

Remember, money comes THROUGH people into your business, so you have to create your services FOR the people you serve.


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Once you are completely clear on your perfect customer, the next step to creating unstoppable business is the perfect positioning of your products and services.

Your positioning establishes how the world perceives you and your business, so that your customer can be empowered to self-select to work together with you.

Your positioning establishes your credibility, professionalism, the nature of your cus-

tomer relationships, your status and, ultimately, the pricing of your services.

The top 6 ingredients for perfect positioning of your company include:

1. Your Credibility 4. Your Superpower2. Your Results 5. Your Tools3. Your Why 6. Your Exclusivity

In my Business Academies, we spend 2 months creating your perfect positioning,

which will result in a DRAMATIC increase in the volume of your business. In this e-book, we will cover the first two of these positioning strategies.

Your credibility is what gives your customers peace of mind about investing in your product or service. It is the part of your positioning that proclaims your genius to the world. It is your statement as an expert.

You are the expert for SOMETHING, which is why you started your company in the first place. So you now need to position yourself in the world with your expertise so that your customers will know what it is.

Going out in the world and claiming your expertise is critical to building your credibility. But for some reason in Europe, many people have a hard time doing this. In Germany, they even call it “self marketing” or “ego marketing”. Those are two descriptions that to me have a negative connotation.

In order to establish your credibility on the market you have to tell people about the good things that you do in your business. That means you have to overcome any


mindsets that tell you not to draw too much attention to yourself or to play small in

your business.

A key element to establishing credibility is to share the results your customers expe-

rience when working together with you.

People buy RESULTS, and your customers get amazing results working together with you, so you need to market this.

Let me define “customer” in this context. A customer can be a paying or non-paying customer. It can be a friend, a colleague, your sister, etc. who you provided your ser-

vice for before you started your business – anyone who you helped to get a result by using something similar to your product or service in your current business.

One of the best ways to build your credibility based on your customers’ results is to get testimonials or “success stories” from your happy customers and to use them everywhere: on your website, in your brochures, in all marketing materials.

Quick Start Action Step Here are some steps you can take NOW to build your credibility as the expert in your field.

1. Find an opportunity to speak or write about your expertise. One of the fastest ways to establish credibility is to let your potential customer expe-

rience you as the expert through a webinar, through your blog, e-zine or another method. Pick a topic where there is an information gap in your industry, and show your brilliance. And, importantly, give it away for free.

2. Get success stories from your happy customers. Go after 10 success stories.The most powerful success stories include the following points: » Where were your customers when they met you (in their life, in their business, in their weight-loss program)? » What made them decide to change what they were doing and work together with YOU? » What results did they achieve working together with you? » Where are they now in their life, goals, and business? » And why would they recommend working together with you?

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Get permission to include the success story along with the name, location and a pho-

to of your happy customer on your website and in all marketing materials.

If you work in an industry where your customers are hesitant to do this because of the

relationship being confidential, then you can still get great success stories, but blind their name if needed. But it is always best if you can use their name, and a photo.

You are the expert, and your business brings results. Once your perfect customer can experience this, then they can self-select to work together with you...

Part 2

One of the key ways to dramatically increase the amount of money coming into your business is to perfectly position your company as the Go-to Provider for your custom-ers through your marketing materials.

Key marketing materials to perfectly position your company include: » Your business card » Your website » Your company brochures » Your blog or e-zine » Your facebook page

Let’s focus on something you can do in 15 minutes to attract more customers: rework your business card.

You can have a business card that says your name, the name of your company and how to contact you, or one that gets you lots of business. It is your choice.

Your business card is a sales tool that tells your customer not only what you do, but also what RESULTS they can expect to get working together with you. This is your one chance to make a lasting impression with your customers in a limited space, so

make it really work for you.

Give them a compelling reason to call you and to talk about working together, or sign up for your e-zine. You can get your customers to take action with just your card.

Keep it memorable and results-oriented.

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Quick Start Action Step Here is your 15-minute revision to your business card that will get you more clients NOW.

On the front of your card you should have the usual information such as your phone number(s), every way to reach you, and a memorable tag line that will tell people what you do, what results you get for your clients, in one sentence or a few words.

Mine is “More Business. More Freedom. Now.”

Add a second side to your business card that attracts clients. On the second side, it should have a set of PULL marketing questions that invite the reader of the card to consider working with you.

Here’s the text of mine that you can use as a model to create your new card:

Front:(Tag line)More Business. More Freedom. Now.Name, title contact information, website.

Back:(Pull marketing questions and a call to action)

Not enough paying customers for your business?

Do you love what you do, but haven’t yet mastered the marketing?

Do you need strategies for growing your business NOW?

You CAN double your client base, without investing a fortune.Call me to talk about solutions, free of charge.

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whether or not he or she is an ideal client for you. It also acts as a small brochure

that can be passed on from one person to another for referrals.


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Secret #4 – Practices

The practices or habits in your business are those things you do on a consistent basis that bring more money, more clients, and more free time to your business.

There are many habits and practices that are key to a successful company, but here

we are going to focus on one of the most important for building your business quickly.

The practice of marketing

OK, most people want to hide under the table, or do ANYTHING other than market their business, but it is so critical to your success that you need to do it consistently.

It is not so scary, and yes you can do it, too, once you know how to do it in an authen-

tic way that does not feel pushy to you.

The simplest way to think of marketing is that marketing is creating energy for your

business. Marketing is everything you do that leads up to the point of sale, but it is not selling. It is about adding value and teaching your perfect customer what it is that they need, in line with what you are offering.

Key elements to marketing: » Let them see you

(live presentations, videos, YouTube) » Let them hear you

(webcast, radio interview) » Let them read you

(blog, e-zine, newspaper interview) » Let them experience you

(live seminars, networking)

There are many ways to accomplish these activities, but for this short book, I am going to focus on a great way to create energy through keep-in-touch marketing: creating an e-zine or blog.

An e-zine is an electronically delivered magazine or newsletter that is full of valu-

able content created to solve a challenge for your customer, that you send to your customer list.


People buy from people that they know, like and trust. And an e-zine, which brings value to your customer, accelerates the Know-Like-Trust process because you are sending it on a consistent basis to your customers, and it has valuable content that they can use. And it is actually easy to get started with your own published e-zine.

Quick Start Action StepHere are some steps you can take NOW to create your e-zine:

» Look at how many people are on your list, and expect it to grow quickly with a good e-zine.

» Decide on how frequently you send it out. I recommend no less than twice a month. Anything less frequent is not considered keep-in-touch marketing.

» Have a professional and interesting layout of the e-zine. A professional template includes your photo and interesting sections where you can share your feature arti-

cle, success stories, recommendations from you, and your upcoming events, sales, products, or seminars.

» Choose a system for sending it out such as Mail Chimp, Constant Contact, 1 Shopping Cart, etc. (and consider hiring a virtual assistant to do the sending, which is very cost-effective).

» Write an article that is written for your customer. It should solve a challenge that they are having that your product or service will solve. I get great ideas for my e-zine from clients. I simply examine the challenges that they are having in their businesses, and I realize that many other businesses who are growing on the international level or who are in start-up are having the same challenges. I write the article addressing the challenge and provide a solution to the challenge.

» Write a title that gets your e-zine opened. It has been proven that the title deter-

mines readership. If your title is boring, it is assumed that so is the rest of the con-

tent. No one will open your e-zine with a boring title.

» Share photos and success stories of your happy customers. This is critical when

you are building your credibility in a new business. The readers want to know what

results people get when working together with you, and a photo of your happy cus-

tomer and their success story is the perfect addition to your e-zine.

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» Always have a call to action in your e-zine. It can be as simple as an invitation to come over to your Facebook page and join the group there. It can be as straightfor-

ward as a sales call to action for your next seminar or workshop or book. The key is,

you should only be selling to your e-zine readers part of the time. The majority of the time you should be creating value. If you want to see my “Be Unstoppable” e-zine in action, hop on over to www.reneemoore.com and register for your copy today.


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“I have a GREAT business idea, but I don’t act on it because I don’t know how to make it profitable.”

“I would LOVE to start my own company, but I have a great salary, and I am afraid I can’t make money like this in my own company.”

“I am exhausted from working with too many (nonideal) customers and trying to con-stantly sell the next block of my time to keep the money coming in the door.”

Sounds familiar?

I hear it all the time: excuses that keep people trapped from making GREAT money doing what they love.

The truth is, there are MANY great entrepreneurs who are still in their DAY JOB only because they cannot see the way to make a great living following their dream. No doubt about it, hard work is involved when you are in start-up or growing your business.

The trick to being UNSTOPPABLE is developing a step-by-step plan for consistent cash flow based on irresistible positioning of your company, creating client-attrac-

tive marketing strategies, and creating packages that serve your perfect customer.

The exciting part is that it can be done so that you see the results within the first year of business with the right steps.

In this chapter, I am going to show you how to get it done, and that it is COMPLETELY DOABLE.

First, you have to get completely clear on yourself and your perfect customer, as mentioned in the previous chapters.

You have to be a niche player and NOT try to serve everyone. If you are like most entrepreneurs in start-up, your marketing budget can be limited, so you HAVE to get

clear on your perfect customers and market only to THEM.


Then, create mouth-watering packages that are exactly what your perfect customer

wants and needs.

It is so incredibly simple and fun to do that you will wonder why you had not thought

of it before.

People buy results. They buy to be thinner, more beautiful, more successful. They buy to be happier. When you create packages that focus on the results that your cus-

tomers want, you can stop working in an hourly arrangement and book your clients

long enough to get real, meaningful results for them.

That means you work longer with your clients. It means you are focused on serving them in a bigger way. And it means you only have to sell a few times, because you are selling an exclusive package with you based on an extended period of time.

Here is an example of how to make €100,000 or more in one year, by creating pack-

ages for your clients:

How to make €100,000 in one year as a business coach, personal coach, in-house contract expert, or other business where you are providing a SERVICE rather than a product.

Note: You don’t work in an hourly relationship because you ONLY work with custom-

ers who are committed to getting RESULTS in their business, and you know that will take at least 3 months to see meaningful results, and 6 months to see transforma-

tional results.

Your packages might look like this: » Create a 3-month package (Profit NOW, New Life Quick Start, etc.) and sell it for €2,750. Sell 6 per quarter (€66,000). » Create a 6-month package (Sustained Profit, New Life Transformation, etc.) and sell it for €4,750. Sell 7 per year (€33,250). » Create a 3-week (3 meetings) online course to teach your top secret, or whatever you are BEST at doing. Give the training 1 x per quarter and have 8 people attend each time for €297 (€9,504).

Total: €108,754 and COMPLETELY doable, right?

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E You can also create packages for your clients if you are selling a product rather than a service. The trick is to group your products together, add a value-added service, and give your clients some level of exclusivity.

How much money would you like to make in you business per year? €60,000? €100,000? €250,000?

Give every package an attractive name, and be sure you clearly market the results of the package even more than you market the features and benefits of each package.

Selling packages is the quickest way to stop working hours for euros, and to enjoy more FUN time in your life.

Quick Start Action Step Create a Strategic Pricing Model with Packages for 1:1 Clients

Here are some steps you can take NOW to build packages for your clients that will get results for them, and keep your business full with happy clients.

Develop a program that brings RESULTS over a certain period of time – for example: “5 Weeks to a Pain-Free Life”, or the “Three-Month Weight Loss Transformation”, or mine, the “6-Month Quick Start to Profit Program”.

To do so, answer these questions: » What are you doing right now that you could bundle into a package for bigger results with 1:1 clients? » What is the duration of the package (weeks, months, etc.)? » What are the features and benefits of the package (how many face-to-face meet-

ings, how many calls, etc.)? » What kind of access does the customer have to you (unlimited e-mail, telephone, or structured access)? » What are the top three results that your customer will get from this package?» What will you name the package? How much does it cost?

And no, you don’t have to have it all written out in perfect detail before your start date. Take imperfect action and develop the later sessions according to the specific needs of the group you are working with.

The key is to just do it. Create packages and pricing that will leverage your efforts and bring more money into your business, and bigger results to your customers.


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IES Want to Create More Success in Your Business?

Contact Me Today About My Business Academies

If you are like so many business owners today, you know you have a great product or service, and you believe your mission in life is to bring your talent to as many people as possible, to make a great living, and to enjoy your life.

You wake up every day, ready to make a difference in your life, in your business, and in the lives of your customers. Yet, when it comes to profiting from your business, you can’t figure out why the wealth and success don’t seem to follow all of your efforts.

Trust me, I was once in your shoes.

Then, I decided to change the rules of the game.

Unlike business coaches, who might not have experience actually building a success-

ful business, I am a business mentor.

I have walked the walk and have created my own multi-million euro companies in Europe, India and Latin America. I understand EXACTLY what you are going through and I have created business-transforming programs that will change the way you look at your business and your life, forever.

The Quick Start to Profit Academy is designed to help entrepreneurs in start-up, those who are planning to launch a new company and want to do it successfully, or those

who are making less than €150,000 annually in their companies. This program will teach you the strategies to perfectly position your company, create packages and

pricing that will make you profitable, market your business using the latest online and offline marketing strategies, attract the right customers, and generate income quickly.

The ideal candidate for the Quick Start to Profit AcademyYou are brilliant and have the passion it takes to create a company based on your vision. The possibility of success in your business excites you. Yet, you are exhausted from working too many hours without seeing BIG results. You feel overwhelmed when you imagine taking steps to create the life you want because you are too busy run-

ning your company. The day-to-day demands consume you. In fact, you don’t have any energy left at the end of the day to find extra time to focus on your big dream.


You spend very little time marketing your business because it feels “too pushy” and inauthentic. And if you are honest, you aren’t sure how to position your company so that your ideal customers find YOU. In this phase of your business, making money matters most.

Profit Accelerator AcademyThis program is perfect for you if you are ready to accelerate and redefine your busi-ness efforts and achieve the next level of success. At this phase in your business you are passionate about your work, and are in many ways considered a successful entre-

preneur, with a good stream of revenue. You have mastered the WHY you do what you do, and you have a good customer base of happy customers.

You now need to focus on HOW you can do it better, with less effort, more satisfaction, and more free time.

Typically, you are still doing too much of the daily work, and not spending enough

time on your Genius work. Your business would not exist if you were not a daily part of most of the operations, and you have difficulty delegating to other people, as you are afraid that your success is dependent upon YOU doing just about EVERYTHING. You are encountering some limiting beliefs that you present to yourself that really hold you back from being your greatest self. You are burned out from trying to DO too much and need to get clear on your goals, and your systems to make it happen. You need new ways to leverage your products and services and to find passive sources of income, which will allow you to enjoy more free time.

The Profit Accelerator Program will help you to build momentum in your company so that you can reach your fullest level of success.

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1:1 Business Transformationsand Professional Speaker Business Transformations

This program is perfect for you if you a looking for intense private 1-to-1 training that is completely focused on your specific ever-changing business environment and challenges. At this phase in your business you are already a highly successful entre-

preneur, with a six-figure revenue stream, and are now ready to launch your life and your company’s success to THE TOP LEVEL.

Your business appears to be thriving, but you are still having challenges that are holding you back from reaching a greater level.

If you are a Speaker, you need to know how to sell from the stage, and use the stage

as an entry to your sales funnel for seminars, workshops, packages, and more speak-

ing engagements.

You need to perfect your positioning, products, packages and pricing to reach the next big level of success in your business. And you need new ways to leverage your products and services to find passive sources of income.

The 1-to-1 Business Transformation program is a six- or twelve-month relationship with me that allows you to become an Elite Member of Business Beyond Borders with on going private access to me. The spaces are limited to six clients per year, who are the perfect fit for this program. If you are ready to make this next step, contact me today to discuss your needs and the current available openings in the program.

Live Business Transformation SeminarsWatch the Announcements on the Business Beyond Borders website for upcoming live seminars in Europe and Asia:www.reneemoore.com

If you liked this e-book, you will love the transformations you will experience work-

ing with me. More than 100 entrepreneurs in Europe have worked with me to create real, lasting results. Go here to see success stories from recent clients who have built much more success in their businesses through our time together:www.reneemoore.com/success-stories

I will even make the first step to work with me an easy one for you. Contact me today at [email protected] for your complimentary 20-minute business assessment

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IES call with me for some free coaching for your business, and to find out how I can help

you make it really happen in your business.

And I personally wish you much success and happiness on your business journey.

Big Hug,

Renée

Documents

HOW TO BUILD · 2020. 3. 21. · business owners to attract and retain their ideal customers and transform their busi - nesses with sustainable proits and unprecedented success. If