80/20 Sales and Marketing with Perry Marshall [PreneurCast Ep151]

 80/20 Sales and Marketing with Perry Marshall [PreneurCast Ep151]

“Marketing is not convincing everybody to do business with you. Marketing is eliminating all the people that shouldn’t do business with you before you even try.” —Perry Marshall

Perry Marshall, AdWords expert and author of 80/20 Sales and Marketing, talks to Pete about the 80/20 principle, how it can be applied to every part of a business, and why people often stop applying it too soon and miss out on the biggest wins.

In the latest episode of PreneurCast, I talk to AdWords expert and author of my favourite book this year, 80/20 Sales and Marketing, Perry Marshall, about the 80/20 principle, how it can be applied to every part of a business, and why people often stop applying it too soon and miss out on the biggest wins.

A lot of people might know Perry as an AdWords guy. He was the prominent AdWords advisor and author of the definitive guide to AdWords when AdWords was in its initial peak/wave.

This year he wrote a book called 80/20 Sales and Marketing. I got an advance copy 12 months ago before its release, and just put it aside. I can’t remember exactly what prompted me to pick it up and read it when I got the physical book this year. And I have to say, this book is my Book of the Year.

It really surprised me, which might be the reason why it is so far off my list of must-reads for this year. It takes Richard Koch’s principles from the book The 80/20 Principle, and talks about them in the context of sales and marketing. It’s a definitive guide to working less and marketing more. There’s some absolutely gold nuggets in this book, so it was really great to be able to get Perry on and talk about those things.

In our conversation, Perry mentions what’s called the Principle of the Hyper-Responsive Customer, which is that your very best customers have an ability to consume that exceeds your ability to supply. So how do you find them? Listen to this episode of PreneurCast with Perry and find out.

“80/20 is about doing more with less. You don’t need a bunch of new customers. You need to do a better job of selling to the ones you’ve got.” —Perry Marshall

Prefer To Watch The Video Version:

Links From This Episode:

Books Mentioned in This Episode:

You can try out a lot of the books we recommend in audio format with Audible:
http://audibletrial.com/preneurcast – Free trial with a free audiobook download for PreneurCast listeners

Download This Episode:
 Download Audio MP3

Never Miss an Episode: Subscribe to the show on iTunes, Stitcher or RSS.
Love the Show? Please take a minute to show some love via a comment or review on either iTunes or Stitcher.

  • https://twitter.com/lunamartinmi LunaNYC

    I am embarking on a rebrand as a professional home organizer from home cleaner (more money and less physically enduring work as I’ve come to realize and enjoy so much more!). I also have a little bit of a background in grassroots digital marketing and found that to be my second love as I developed my 1st business the hard way (ugh), but still ended up being a multi-5 star Yelp rated service (A Clean Dream Home and Lifestyle Services in Michigan/the US).

    As I am developing my new venture (will go live here soon in early 2015), I am immersing myself in all aspects of sales and marketing strategies, this includes lots of reading and listening to different internet marketing podcasts to make sure I am not missing anything. I just wanted to let you know that I have found the Preneur Marketing podcasts (found on TuneIn) to be THE most enjoyable to listen to and the ones I gain the most useful value from. You ask great questions of your guests that allow them to bring more of what they have to offer to the table and your non-guest podcasts are just as interesting and fruitful. I have already made lot of notes of new books I have to read and things I have to do to be the success I want to be.

    I am super excited to see where I end up at the end of the year as a result of all the new and reinforced information I am absorbing. I am a mom to a preschooler and ended up cleaning houses while he was a baby to earn money on a flexible schedule as daycare was (IS!) so expensive. I basically did administrative, account support, call center, and retail work before that, so cleaning peoples’ toilets++ was a real apprehensive switch-up. It was the only thing that sensibly fit at the time and you do what you gotta do, right? 😉 Seeing as I can make close to double an hourly rate as I did as a home cleaner, making this change as a home organizer will allow me to work less hours, do more fulfilling work (I really do love transforming insanely challenging messes back to functional normalcy), and spend more quality time with my dear boy WHILE making more money. Win-Win-Win-Win! I have a more longterm end-game/business idea that ties into that, but my focus is this getting this endeavor off the ground first. I grew up really poor in the South Bronx and I want to be a positive and real-life example to my son as to what can be achieved with a little ingenuity, LOTS of hard work, and drive. My ‘hood’ history is NOT my destiny.

    I have very much taken a ‘fake it till you make it’ approach along the way while trying to absorb as many helpful things as I could learn from the start. That certainly won’t be stopping anytine soon. As such, one of my goals is to get through all of your 150+ podcasts before the summer and employ the 7 Levers effectively throughout my 1st year under my bootstrapping rebrand.

    Well, my apologies for the longwinded post, but I just wanted to drop you a line from the Metro Detroit area to express MUCH appreciation and thanks for all you offer to solopreneurs like myself! All the best to you and yours and I bid much (more) success to your business interests in 2015!

Pete Williams is an entrepreneur, author, and marketer from Melbourne, Australia.

Before being honored “Australia’s Richard Branson” in media publications all over the continent, Pete was just 21 years old when he sold Australia’s version of Yankee Stadium, The Melbourne Cricket Ground For Under $500! Don’t believe it? You will! Check out the story in the FAQ section (it really is our most asked question).

Since then, he’s done some cool stuff like write the international smash hit ‘How to Turn Your Million-Dollar Idea Into a Reality’ (+ the upcoming ‘It’s Not About the Product‘) and he’s created a bunch of companies including Infiniti Telecommunications, On Hold Advertising, Simply Headsets and Preneur Group.

Lots of other people think he’s pretty good too! He’s been announced as the Global Runner-Up in the JCI Creative Young Entrepreneur Awards for 2009, the Southern Region Finalist in the Ernst & Young 2010 Entrepreneur of the Year, and a member of SmartCompany’s Top 30 Under 30.

Download Pete’s First Book For FREE!

“Now that I've got the rights back from the publishers, if you enter your email address below, you can instantly download a free audiobook version of my first book, How to Turn Your Million-Dollar Idea Into a Reality.” - Pete
100% Secure ... We will NEVER sell or rent your details to anyone.