I know what you're thinking. I bet you would say you bust your ass with your business, right? I am sure you do work hard, but not likely where the most work should be put.

Last week one of my Accelerated Business Program clients who owns a carpet cleaning business, needed some help getting huge commercial jobs.

I developed a direct mail letter to send out to targeted prospects to generate leads (my specialty). Anyway I like to use 'outside the box' approaches to get the potential client's attention (hard to do).

I wrote a good sales letter and gave him direction on how to send it. This basically consisted of adding a hand written signature (in blue ink) and changes to the envelope.

He contacted me and says "I don't think a signature is needed and why use these types of envelopes? I have a case of envelopes, I'm just going to use them"

My response? How much does this type of worth to you annually?

Him- "$10,000-$25,000

Me- How many letters have you sent out prior to working with me?

Him- "400"

Me- What was the response?

Him- "0"

Me- How many do you think ever got opened?

Him- "All, I would think"

Me- There is no such thing as a 100% open rate and putting your business name on the envelope could reduce open rates by as much as 50%

Him- "Yeah but I don't think going through the trouble creating these letters will be worth it"

Me- not worth a potential $10,000-$25,000 client you mean?

For most small businesses the people running it are hard workers at the physical aspect, and lazy as hell with the rest. You are not entitled to do whatever you want and expect to have success. I'm sorry, but you will fail unless you work for it.

I have yet to meet a successful business owner who does not get this. I can show you thousands of lazy ones struggling through life because they get uncomfortable with marketing.

They are not really lazy, they are procrastinating. They are avoiding the unknown for the comfort of the known. We all know failure so it becomes a comfort. No expectations are made if one does nothing to achieve.

No matter how good you are at cleaning carpets, cleaning windows, houses or whatever- that does not grow a business. Do not be afraid to try the unknown! I too used to be close minded (lazy procrastinator), now look at me!

Now I care about driving business more than the actual labor (the cleaning itself). I can show you lots of mediocre business that are very successful and way more who do excellent work, that are broke.

I do this blog to help you get an idea that may shock you into action. I want to impregnate your mind with ambitious goals and give you the tools to succeed.

Do something right now that will help bring more profits to you. What can you email, mail, pass out, or who can you contact to partner up with? Stop looking for magic in a bottle and roll up your sleeves.

Get off of forums and Facebook, sit down and write out anything you can do tomorrow that can generate cash-flow. No matter if you think it will work or not (your fear of failure will make sure you fail).

Before I knew marketing really well I sat down and did this. I created a packet (nothing fancy) and targeted large car dealerships. (There is HUGE competition for these types of customers).

I did something I would normally have scoffed at… I sent the packets to them via FedEx. The result of 6 sent packets? One response- the largest car dealer chain around. Was it worth my time, effort and a little extra money? Damn straight

Go get some

Paul McQuillan