My ste tep p by ste tep p system stem th that t generates new client enquiries… …and without expensive advertising or having to sell or cold calling …
HOW TO ASK QUESTIONS
HOW TO ASK QUESTIONS
HOW TO ASK QUESTIONS
HOW TO ASK QUESTIONS
AGENDA 1. Three marketing strategies to attract more clients and make more sales than comparable competitors 2. My twenty favorite lead sources and which ones to start with 3. My twenty essential marketing components 4. Putting it all together in a marketing machine (& the million dollar slide) 5. Five part implementation acceleration formula 6. The 80-20 Marketing Mentoring Program
CORE MESSAGE To secure more lifestyle choice as a business owner you can and must create a new client marketing machine for your business
SITUATION NORMAL
GOAL
GOAL
GOAL
PART ONE Three marketing strategies that will ensure you attract more clients and make more sales than comparable competitors
STRATEGY
SELLING VS MARKETING Selling Marketing
MARKETING STRATEGY #1 Build a massive list
YOUR LIST
YOUR LIST
#1 MAGNETS
#1: USE MAGNETS TO ATTRACT & RETAIN Special Report Value add newsletter CD / DVD Seminar/workshop On line video Software Article Blog & Social Media Live on-line event Tele-seminar Sample Assessment & report “Test drive” Trial offer Ezine Tip of the week/month Interview Advertorial/editorial
#1: USE MAGNETS TO ATTRACT & RETAIN Keys 1. 100% free value first – FAV – (seduce) 2. Patience (romance) 3. Consistency (trust) 4. Then 80% free value 20% special offer (psychological reciprocity) 5. Special offer = “Easy Entry Level” = no brainer
#1: USE MAGNETS TO ATTRACT & RETAIN Low cost, High value 1: Free Added Value (FAV) 2: Easy Entry Product (EEP) 3: Core Offering Product (COP) 4: Spin-Off Products (SOP) High cost, High Value
MARKETING STRATEGY #2 Create a Black Jellybean
#2: BLACK JELLYBEA N
#2: BLACK JELLYBEA N Ideas 1. Product (features) 2. Promises (guarantees) 3. Pricing (premium or discounted) 4. Payments (spread, bundled) 5. Packaging 6. Promotions (special offers) 7. Proprietary (formula, patents, recipe)
MARKETING STRATEGY #3 Establish a Beachhead
#3: ESTABLISH A BEACH HEAD
#3: BEACH HEAD Niche options 1. By industry or segment 2. By product / service 3. By region Key principle • Dominate then expand
PART TWO My 20 all time favorite sources for new client leads and which ones I recommend you start with
20 TOP Why 20? Never a flood, rarely a river Enough trickles = flow Diversity = safety and security
20 TOP 1. Referrals 11. Magazines 2. Regular digital content 12. Online banner ads OPN – HB or SA 3. 13. Signs 4. SEO & Quiz /Squeeze 14. Other online adverts 5. Autoresponders 15. Blog & Social Media 6. Special Reports 16. Demonstrations 7. Press releases 17. Events 8. Online articles 18. Upsell and down-sell 9. Friend GF events 19. Free courses/templates 20. Ex-client reactivation 10. Pers. Observation
20 TOP 1. Referrals 11. Magazines 2. Regular digital content 12. Online banner ads OPN – HB or SA 3. 13. Signs 4. SEO & Quiz /Squeeze 14. Other online adverts 5. Autoresponders 15. Blog & Social Media 6. Special Reports / Quiz 16. Demonstrations 7. Press releases 17. Events 8. Online articles 18. Upsell and down-sell 9. Friend GF events 19. Free courses/templates 20. Ex-client reactivation 10. Pers. Observation
PART THREE My list of foundation marketing components. Essential parts of most effective marketing systems. Manual, automated or semi-automated.
MARKETING COMPONENTS 1. Website (duh!) 11. Online adverts 2. SEO to drive traffic 12. Testimonials “Squeeze” page 3. 13. Guarantees 4. Online database 14. Blog and SMM 5. Autoresponders 15. Special Report 6. Referral systems 16. Articles 7. OPN systems 17. Online video 8. Email updates 18. Upsell systems 9. Online magazine 19. Downsell systems 10. Off line adverts 20. Direct mail (postcard or lumpy)
PART FOUR Putting It All Together Creating the marketing machine (& the $million slide)
Creating The Machine 1. Ezine FREE ADDED VALUE 2. Killer Marketing Club (Ezine, webinars, best practice guides, 3. Free webinar training articles, interviews) 4. Joint Ventures 5. Host Beneficiaries KILLER MARKETING CLUB 6. Client referral (Above + Model Bus Int CD, Killer 7. Host to host referral Marketing Report, Open Line) 8. JV to JV referral 9. Public speaking GROUP AND 1:1 COACHING 10. Sponsorships (plan and implement marketing 11. Affiliates strategy) 12. Special Report 13. Client intro to association BACK END / UP SELLS 14. Email signature (Killer Copy Course, Price Stretch, 15. Articles Referrals etc) 16. Blog 17. PPC 18. Direct mail 19. SEO 20. Prospect referral 21. Outbound Interviews 22. Links from other sites
Creating The Machine 1. Ezine FREE ADDED VALUE 2. Killer Marketing Club (Ezine, webinars, best practice guides, 3. Free webinar training articles, interviews) 4. Joint Ventures 5. Host Beneficiaries KILLER MARKETING CLUB 6. Client referral (Above + Model Bus Int CD, Killer 7. Host to host referral Marketing Report, Open Line) 8. JV to JV referral 9. Public speaking GROUP AND 1:1 COACHING 10. Sponsorships (plan and implement marketing 11. Affiliates strategy) 12. Special Report 13. Client intro to association BACK END / UP SELLS 14. Email signature (Killer Copy Course, Price Stretch, 15. Articles Referrals etc) 16. Blog 17. PPC 18. Direct mail 19. SEO 20. Prospect referral 21. Outbound Interviews 22. Links from other sites
The Million $ Slide 1. Ezine FREE ADDED VALUE 2. Killer Marketing Club (Ezine, webinars, best practice guides, 3. Free webinar training articles, interviews) 4. Joint Ventures 5. Host Beneficiaries KILLER MARKETING CLUB 6. Client referral (Above + Model Bus Int CD, Killer DROP DOWN SALES 7. Host to host referral Marketing Report, Open Line) 8. JV to JV referral UP SELL 9. Public speaking GROUP AND 1:1 COACHING 10. Sponsorships (plan and implement marketing 11. Affiliates strategy) 12. Special Report 13. Client intro to association BACK END / UP SELLS 14. Email signature (Killer Copy Course, Price Stretch, 15. Articles Referrals etc) 16. Blog 17. PPC 18. Direct mail 19. SEO 20. Prospect referral 21. Outbound Interviews 22. Links from other sites
PART FIVE The Implementation Acceleration Formula
GOAL
IMPLEMENTATION
IMPLEMENTATION
IMPLEMENTATION
IMPLEMENTATION
Yes but … DOES ES IT T WORK? RK?
CLIENT RESULTS “As a result of following Tom's system my business rapidly increased in value and is now worth millions” Win Charlebois The Diamond Shop
CLIENT RESULTS “I was fortunate enough to sell one of my businesses for millions and Tom's program was an integral part of that Mark Rocket success.” Rocket Lab (and many others)
CLIENT RESULTS “Working with Tom’s program has added several million to my bottom line and to the value of my business!” Fred Soar Soar Printing
CLIENT RESULTS “The value of the business as a result of the process that we worked on and your methodology certainly increased the value of the business by many millions” Grant Faber Crossmark
CLIENT RESULTS Sold for undisclosed sum, retired (for how long?) Maureen Maxwell Bees online
HOW TO ASK QUESTIONS
QUESTIONS Thank nks for r atten tending! ding! S tay on line after the questions to discover how my affordable Marketing Mentoring Program works …
CORE MESSAGE To secure more lifestyle choice as a business owner you can and must create a new client marketing machine for your business
PROBLEMS 1. What do I need to do? 2. How do I learn how to do it? 3. How can I afford proven, quality, marketing advice? 4. How do I get myself to actually implement?
SOLUTION
Create your marketing plan (List, BJB, Beach Head) Build all required Marketing Components Develop twenty Lead Generation Sources (or more) What to do, How to do it, Actually doing it Affordable Step by step Go at your own pace Massive marketing training, templates, guides
FAQs Who • Me mentoring you • Including the experience of another 19 SME owners When • Commences Wednesday 4 th of July then 2x month • 9:30am AEST, 11:30 NZST • Twelve month commitment but no lock-in contract Where • Online – combination of live and pre-recorded What and How • All things marketing (see next slides)
WHAT “New Clients NOW!” quick start strategies Marketing Plan: Objectives, Strategy, Tactics Create and improve 20+ lead generations systems Create and improve all marketing components Website home page, landing pages, squeeze pages Auto-responders Copywriting – how to write words that sell Pricing
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