Carlos Redlich and Daryl Urbanski shared their experiences in entrepreneurship, emphasizing the importance of perseverance, adaptability, and building meaningful connections. Daryl discussed his journey from running a successful martial arts school to discovering the power of copywriting and marketing, while Carlos shared his experiences as a direct response copywriter and marketing consultant.
Both speakers emphasized the importance of creativity, resourcefulness, and networking in building a successful business. They also discussed effective sales strategies, techniques, and closing methods, highlighting the need to understand the customer's needs and provide tailored solutions. Finally, they emphasized the significance of consistency in building trust and credibility with clients, and the importance of persistence in online businesses.
Here are the reasons why you should listen to the full interview
Learn how to turn one-time sales into an ongoing subscription program, a key to business sustainability and growth.
Discover how Carlos overcame his struggles and made it to the top, shared in raw detail to inspire and offer insights.
Understand what to do if you're experiencing difficulties in selling and converting leads, by learning from Carlos's experience.
Resources
- Know more about Carlos Redlich
- Connect with Carlos on Instagram | Facebook | YouTube
- Books by Carlos Redlich
- Connect with Carlos on LinkedIn
- For more Informative Interviews Click Here
Interview Highlights
Marketing strategies and success stories with a focus on internet marketing and direct response copywriting
- Carlos Redlich joins Daryl Urbanski to share marketing and copywriting expertise.
- Daryl Urbanski and Carlos reminisce about their past encounter at a seminar.
- Carlos recounts how Daryl Urbanski influenced him with his passion and energy.
- Daryl Urbanski and Carlos met at Ken McCarthy's last marketing summit, reflecting on their shared experience.
Learning copywriting and sales through martial arts training
- Carlos grew up shy and struggled with communication, but learned sales and copywriting through martial arts training.
- Carlos found inspiration in introverted copywriting legends like John Carlton, Dan Kennedy, and Gary Bencivenga.
- Carlos started a martial arts school with a friend, but struggled with marketing and made more money online.
- Carlos copywriting skills improved after studying books and tapes, and they eventually wrote for some of the best people in the industry.
Sales strategies, including the importance of understanding customers' needs and preferences
- Daryl Urbanski emphasizes the importance of face-to-face sales experience before transitioning to print sales.
- Carlos shares how they successfully sold a $69 program by calling leads and understanding their interests.
- Carlos initially thought their target market was 20-year-olds, but it turned out to be 40-50-year-olds seeking self-defense skills.
- Carlos found success by asking genuine questions and being better than local competition, not necessarily the best in the world.
Importance of consistency in business, particularly in copywriting
- Daryl Urbanski highlights the importance of persistence in business, citing his experience in the client writing copywriting game (160-170 people).
- Successful individuals in this field stuck with it for a handful of years, beating others who gave up after the first few failures.
- Newbies in Brazilian Jujitsu start at white belt, then progress to blue, purple, brown, and black.
- Consistency in meeting deadlines is a key differentiator for copywriters, separating them from late colleagues.
Marketing strategies for business success, including the importance of sticking with it and selling premium products first
- Carlos identifies key habits of successful entrepreneurs, including sticking with their business and being consistent.
- Carlos highlights the importance of understanding the market and tailoring marketing campaigns to the audience.
- Carlos discusses using premium products to sell monthly continuity programs.
- Carlos advises building monthly continuity to make money despite product scalability issues.
Memberships, subscriptions, and reducing refunds
- Carlos mentions that selling a yearly membership can be more profitable than monthly subscriptions, as long as the customer retention rate is high.
- Daryl Urbanski highlights the importance of avoiding chargebacks and managing customer expectations when offering memberships.
- Carlos suggests sending a personalized thank-you letter with a gift to customers who have long delivery times, which can reduce refunds.
- The letter should include a genuine apology, a small gift, and a discount on future orders to show appreciation and keep customers informed.
Sales strategies, lead generation, and closing deals
- Daryl Urbanski emphasizes the importance of staying power and ongoing effort in building a successful business.
- He highlights the value of in-person interactions and building relationships with potential customers.
- Urbanski suggests finding a monthly back-end income stream to help cover costs and provide a steady base of income.
- Daryl Urbanski emphasizes the importance of having a subscription-based membership model for businesses.
- Carlos Redlich recommends learning how to sell through interviews and making two-step calls for cold audiences.
- Carlos advises to interrogate potential clients by asking questions to gather information and customize deals.
- Carlos demonstrates the power of this approach by closing a $5,000 deal with a 50% upfront payment.
Using SPIN selling technique to uncover buyer needs
- Daryl Urbanski explains the SPIN selling method, which includes situation, problem, implication, and need questions to uncover buying motives.
- Carlos Redlich agrees and plans to get the book on SPIN selling, finding it scientific and realistic.
Sales techniques, including pre-framing prices and providing proposals
- Carlos suggests pre-framing the price before calls to increase chances of closing deals.
- Carlos emphasizes the importance of giving a clear and direct price on calls to close deals quickly.
- Carlos clarifies plan details, addresses objections, and offers revisions.
- Carlos shares proposed plan with the listener, who agrees it's a good fit.
Sales techniques and the future of online marketing
- Daryl Urbanski and Carlos Redlich discuss the importance of asking questions to understand the customer's problem and regurgitating their answers to show empathy and provide a solution.
- Carlos emphasizes the importance of having a conversation rather than using a sales pitch, and notes that people love buying but may associate sales with unethical practices.
- Carlos emphasizes the importance of understanding the customer's needs and providing value.
- Carlos predicts the future of online marketing will involve a combination of digital and physical strategies.
Marketing strategies for businesses, including direct mail and internet marketing
- Carlos suggests using direct mail to complement online marketing efforts, citing Gore as an example of a successful company that has shifted its focus from direct mail to online marketing.
- Both Carlos and Daryl Urbanski agree that having a salesperson or coach is crucial for selling products or services, regardless of whether marketing is done online or offline.
- Carlos Redlich criticizes the lack of infrastructure in some online businesses, leading to inconsistent scaling.
- Carlos Redlich emphasizes the importance of sticking with a business for the long-term, rather than expecting quick results.
Entrepreneurship, marketing, and personal growth
- Daryl Urbanski and a partner built a martial arts school by giving flyers to people on the beach, using a pitch that included a free training session.
- The partner would grab the flyer back if the person said no, and Daryl would schedule them for a free class at a later time.
- Daryl Urbanski discusses his mindset as a copywriter, feeling both scrappy and aggressive in his pursuit of success.
- He wants to be a legendary copywriter like John Carlton, Clayton Makepeace, and Gary Halbert, and is willing to put in the work to get there.
- Urbanski believes most copywriters are not as aggressive or driven as he is, and he wants to help them succeed while also pushing himself to the limit.
Entrepreneurship, marketing, and personal growth with Carlos Redlich
- Daryl Urbanski asks Carlos Redlich questions about his bracelet business, including how to get one for free.
- Carlos Redlich shares his thoughts on the importance of asking the right questions in business.
- Carlos Redlich praises interviewer's podcast and growth.
- Carlos Redlich shares 3 lessons learned and asks for help overcoming challenges.