With Kim and Andrew Baird
• Why • Mindset • Who • Message • Medium • Copywriting • Follow Up
No Customers No Business
1. Partners 2. Referrals 3. Networking 4. Online Marketing 5. Offline Marketing 6. Commission Salesperson
You want ongoing revenue Make money long term Helping more people Creating the Lifestyle you want
People often fail at Marketing & Sales because... Most people do not like marketing and sales I want you to be okay about marketing So let me help you out
Marketing is...
• Do you like helping people? • So why is marketing wrong or bad? • It’s actually not And I’ll show you how in this webinar
If your product or service doesn’t help people It must do something for them It could be: • To entertain them • To belong to something • People buy to meet a need Make sure you know what your customer GETS
If you don’t have customers, you... This may sound harsh This is the deal for business owners Your Life Depends On It
1. You’re creating a Win -Win 2. How can this possibly be wrong? 3. It’s a great thing unless... Come and hang out with me instead
Target your message Get in front of them more easily And at the right time But First...
Demographic – married / kids / income Psychographic – values / beliefs Sound fluffy or woolly? Motivators – what drives them / how to connect
• Look for common threads • Ask questions • Look online
• What is the push? Children Retirement Over It • Are they moving towards / away from? • What are their emotional hot buttons?
• Refine or Redefine • Say you’re a Massage Therapist • Win – Win
• Driven by WHO is interested • 5 Ways to have a powerful message
1. A Direct Benefit to your customers 2. Make sure it works for you too 3. What makes you different?
• Loss Leader • Overpowering Offer • Taste Tester • Recommendation Offer • Free Offer
Describe what you do in 30 seconds Gets your target audience to ask... Have follow ons Can I send you regular emails?
Multiple message marketing Is it new customers? Upsell Keep customers buying Promoting a partner
May have different USP Or product / service groups Big Vision Sub-USPs to drill to specifics
• We’ll talk about choices shortly
• What do they read? • What other activities do they do? • What do they watch on TV? • What do they read online? • Who else has them as a customer?
• What are their hot buttons? • What keeps them up at night? • Pain – Agitate – Solve
• Is it an event that causes it? • Can you get a channel on it? • Can you get them as a prospect earlier? • What else do they need then?
• Be strategic • The End goal is to make money • Which medium is best for this message? • Will this give a good result?
• Getting people over the line • Leverage • Huge transferrable skill for you
Attention Interest Desire Action
1. Some ways to get benefits 2. Knowing WHO your customer is 3. Different USPs for the same product
Telling a story is powerful • Conditioned to finish them • We enjoy them Keeps people reading And can get them talking about you
People don’t want to hear WAAH WAAH Write like you speak Part of the reason sales videos work **POWER TIP** Use their language
• Must have follow up • Some people cross the line immediately • Doesn’t have to be high pressure Could be a video series
After the first contact Anywhere from 50 – 90% of sales If you’re not following up... Don’t skip this!
• Get them on a list • Automated follow up • Can lead to your website • Can include partner offers
• Have a follow up schedule • Reduce frequency over time • Pest or Persistence • Most people are busy and...
• Don’t skip the follow up • Follow up is massive in sales • And in profiting from your marketing
Improvement / change for the better Continuously improve and refine Individuals Processes and Practices
• Track what people are doing • What are they interested in? • What are they not interested in? • How do they arrive on your site? • Why do they leave? • Tweak the site, improve results
No-one really wants to do it What is one phone call worth to you? Flushing $200 / week = $10k / Year Track them and follow up If you can't measure it, you can't manage it
Look at your overall marketing and sales funnel • Prospects • Leads • Sales • Long term value
• Use the Quick Start Guide to market better • Measure your marketing • I want to hear about your wins, let me know!
Recommend
More recommend
