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Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition (Paperback)
by Jay Abraham
| Category:
Sales, Marketing, Business development, Selling skills |
| Market price: ¥ 178.00
MSL price:
¥ 158.00
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| Stock:
Pre-order item, lead time 3-7 weeks upon payment [ COD term does not apply to pre-order items ] |
MSL rating:
 Good for Gifts |
| MSL Pointer Review:
Loaded with useful tips, strategies and advice on how to "market" your business and how to set up and use alliances, this book is a brilliant resource of your marketing strategies. |
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Author: Jay Abraham
Publisher: St. Martin's Griffin
Pub. in: October, 2001
ISBN: 0312284543
Pages: 384
Measurements: 9.2 x 6.1 x 1.1 inches
Origin of product: USA
Order code: BA00557
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- MSL Picks -
Business owners with the itch to grow have been listening to the author for years and growing their businesses beyond the bounds of reason because of his genius. He's mainly a marketing expert and gives numerous suggestions about advertising, message positioning, forming strategic alliances, and merchandising. He understands a wide array of businesses, how they interact with each other, and how they develop relationships with customers.
The concept of Getting Everything You Can Out of All You've Got uses the following three marketing/business building strategies:
1. Optimization: Anything you are currently doing to grow or improve your business can yield at bare minimum 10% better results (or even 110%)at the same cost. Therefore, it's your responsibility as a marketer to always test, test, test, and determine the best way to yield the greatest return for the least cost and lowest risk.
2. Leverage: Everything can be leveraged to your advantage. Do you have a customer base? That can be leveraged. If the average customer buys from you 3 times a year, induce them to buy 4 or even 5 times a year. Does the average customer spend $100 per visit/transaction? Add on something of additional value and charge $120 or even $150. Do you currently get most of your business through referrals? Well, where do those referrals come from? 2 main sources? 3 maybe? Why not gain 10 or 20 new referral sources and watch the new leads and business come pouring in.
3. Synergy: The fact that there are ONLY 3 Ways To Grow a Business is a classic example of synergistic growth. As a marketing consultant myself, I've watched countless numbers of businesses attempt to grow only by adding more new customers (often by spending more on advertising/marketing and not even breaking even.)
Yet, when you simultaneously increase 1) number of customers, 2)the amount of the average sale, 3) the frequency in which customers buy ... you have tremendous results! For example, just a mere 10% improvement in each will yield a total growth of your business by not 10%, but rather 33%. Achieve a 25% improvement in each area and your business nearly DOUBLES!
Getting Everything You Can Out Of All You've Got is not only a tremendous resource of brilliant marketing strategies, but also a philosophy of how to operate your business and every area of your life.
(From quoting Chris Philippi, USA)
Target readers:
Sales & marketing professionals, Advertising professionals, Entrepreneurs, and MBAs.
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- Better with -
Better with
The 22 Immutable Laws of Marketing: Violate Them at Your Own Risk!
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Jay Abraham has helped grow more than four hundred companies, including IBM, Microsoft, Citibank, and Charles Schwab. He lives with his wife and children in Palos Verdes, California.
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From Dan Ring:
Marketing wiz Jay Abraham provides some powerful strategies for boosting your career or business in Getting Everything You Can Out of All You've Got. Abraham believes that anyone can advance in life by tapping into hidden assets and developing the right mindset. He writes, "You are surrounded by simple, obvious solutions that can dramatically increase your income, power, influence and success. The problem is, you just don't see them." Over the course of 21 chapters, he shows how to get ahead by treating bosses and clients as valued friends; find better and more exciting ways of doing things; develop "unique selling propositions"; persuade people to follow your lead; master the art of selling on the telephone; craft a formal referral system; sell on the Internet; and forge strong, established business relationships. Abraham's central theme is that everyone is in sales. In almost any profession, people must be skilled at selling themselves and their ideas, not just their company's product or service. Engagingly written, the book features more than 200 examples of people and companies who have successfully used these techniques, from Bill Gates and Dennis Rodman to Sharper Image and Federal Express.
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| View all 9 comments |
Robert Morris (MSL quote), USA
<2007-01-12 00:00>
Actually, this is a two-books-in-one volume: an insightful explanation of how to increase personal as well as professional development, and, an uncommonly useful book on marketing. Rating either, I would give it Four Stars. Ranking the combination, I rate it higher. Abraham promises to provide "21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition." He delivers on that promise. If fully understood and properly applied, the 21 "ways" (actually strategies) will help almost everyone to become a better person as well as to increase the value of what they produce; perhaps indirectly but significantly, their business associates as well as family members can also be among the beneficiaries.
Abraham organizes his material within 21 chapters. Correctly, he first addresses the need for a plan ("Where You're Headed - an Overview of Your Journey") and then the need for the proper attitude to ensure the success of that plan ("You Can Become Unbeatable"). By the final chapter, he has prepared his reader to understand what he calls a "unique definition of success." Specifically, "something I call optimum personal, business, and career strategy. What's this mean? It means that you must refuse to get less out of an effort, less out of an opportunity, less out of a day, less out of a dollar, less out of a relationship, than the maximum that activity or action has the capacity to give. It means that you don't do things just to be doing them. That you insist on playing life to the fullest. But playing it based on your sense of value."...You [first] have to figure out who you are and what it is you want."
Obviously, Abraham cannot figure out who you are but the 21 "ways" he shares can help you to make that determination. He cannot tell you what it is you want but the same 21 "ways" can help you to make that determination, also. Who will derive the greatest benefit from this book? One candidate would be the recent graduate for whom this would be an especially valuable holiday gift. Also, your less-experienced business associates who seem to lack a sense of purpose and/or direction in their lives, jobs, and careers. Finally, just about anyone else for whom most of what Abraham suggests seems "obvious" but would benefit from the human equivalent of a vehicle's 60,000-mile check-up. Abraham knows a lot. He has street smarts. Also passion, conviction, and a remarkable amount of empathy.
Years ago, Woody Allen once suggested that 80% of success is "showing up." For many people, Abraham suggests the other 20%: Knowing who you are and then being that person... knowing what you want and then pursuing it with energy and integrity. His use of the "journey" metaphor is apt. All successful journeys begin with the right "map" and resources, applied with precision and determination. If you are both willing and eager to begin your own "journey", I highly recommend Abraham as a companion. |
Damian Petrini (MSL quote), USA
<2007-01-12 00:00>
This is an amazing book that will revolutionize the way you think about business. Most people cannot afford Jay's consulting fees and seminars that range from $5,000 to $25,000, but for only $14.95, you cannot go worng with this book. The only way this book can fail you is if you read it and do not apply the principles within. Just reading the book will stimulate tons of new ideas that you can begin to apply immediately to your business. I plan on ordering several copies of this book to share with others. |
Donald Mitchell (MSL quote), USA
<2007-01-12 00:00>
This is a practioner's book. Jay Abraham is a hands-on consultant and this is the kind of advice you would get if he were consulting for you.
Let me briefly summarize. Your success relates to putting your client's interests ahead of your own. He uses the word client rather than customer to reflect that you should be looking out for the client's best interests, not just trying to make the sale.
His fundamental thinking builds around the formula that your annual revenues are a function of how many clients you have times the average sale you make to a client times the number of times clients buy from you in a year. The book goes on to look at ways to build each of those three elements, pointing out that increasing each of them creates geometrically higher growth rates than the increase in any one of them individually.
Here are the key elements:
(1) Spend your time working on breakthroughs (44 of 60 major ones studied came from ordinary people, not big companies)
(2) Build from your strengths (50 questions will help you identify them)
(3) Continuously convey your desire to put client's interests first compassionately, respectfully and loyally.
(4) Make it less risky and easier to buy from you (more than a money-back guarantee is suggested, if that is affordable) In fact, the book comes with a money-back guarantee from Martin Edelston.
(5) Develop and improve your Unique Selling Proposition (what can you uniquely deliver that people want and need?)
(6) Give them an offer that no one would ever refuse (this might mean a more than money-back guarantee and tremendous commissions for your sales people)
(7) Sell them what else they need after they buy the first item or service
(8) Use small, inexpensive tests to locate the fastest cheapest, ways to sell.
(9) Develop alliances with others who will lead business to you.
(10) Help your clients learn how to refer business to you.
(11) Use direct mail, e-mails, your Web site, and telemarketing to extend the awareness of what you do inexpensively.
(12) Focus on your highest potential prospects.
(13) Use barter.
(14) Set and surpass your goals, then reset and surpass them again.
(15) You have more knowledge, skill and resource advantages than you are using. In many cases, these are worth more than financial resources in making you more successful.
These simple concepts are displayed in 21 chapters along with some actions steps at the end to get you started, and some examples along the way (about 10 per chapter).
As you can see, many of these points require enormous elaboration in order to be well executed. No one ever learned to be great at direct mail or the Internet in 10 pages. So think of the book as an outline of what you need to learn, rather than the answers for how to get there.
Mr. Abraham's principles and concepts seem to be sound. They have been taught in marketing classes in business schools for decades. What is new here is creating a version of these principles and concepts in one book for those with no formal business training. This book is a lot cheaper than the tuition for a business school marketing course, and probably a little more practical for what you will have to do tomorrow in your business.
My main caution about the book is that the magic is in the relationships. The techniques will not work well unless you genuinely want to serve others ahead of your own interests. My experience has been that most people are the other way. They want customers rather than clients, because they don't want to be responsible for the customer's interests being served. Be sure you know how you feel about this point before starting to apply this advice.
Good luck in establishing richer relationships! |
Clint Greenleaf (MSL quote), USA
<2007-01-12 00:00>
I have been lucky enough, in the past few years, to review a number of books in my newsletter. While there are many helpful business books published every year, Getting Everything You Can Out of All You've Got is a fantastic one volume guide that should be the first acquisition of the new millennium for anyone interested in business or in making money. Jay has, in one easy-to-read book, synthesized his lessons and ideas that can turn ideas into wealth. In this new global, technology-driven world, the tips in this book will help the reader better understand and identify ways to profit. That's the beauty of Jay's philosophy - he not only teaches you new concepts, he also instructs you on how to identify opportunities before others. This skill has helped me succeed and will help anyone take this new economy by storm. The chapter on selling on the internet is especially chock-full of incredibly profitable tips that can help you "dot-com" your way to real wealth. |
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