Direct Response Marketing for Small Businesses
•Download as PPTX, PDF•
1 like•2,027 views
http://www.AutomatedPowerSalesMachine.com Attention Small Business Owners, Restaurant Owners, Trade Show Vendors and Professional Salespeople: Build your brand, automatically predispose high-value clients to you before even meeting them, build credibility and a relationship with prospects over time- AUTOMATICALLY AND INSTANTLY.
Recommended
More Related Content
Recently uploaded
Recently uploaded (20)
Featured
Featured (20)
Direct Response Marketing for Small Businesses
- 1. How to Get All the High-Quality Clients & Customers To Your Small Business or Practice You’ll Ever Need- An Exact System that Brings You Reliable, Predictable Results Month after Month- Amber Chisholm- Small Business Marketing Expert
- 2. “ Businesses with fewer than 20 employees have only a 37% chance of surviving four years (of business) and only a 9% chance of surviving 10 years”- Dunn & Bradstreet
- 3. What You’re Going to Learn Today • How to attract & retain your IDEAL clients • Give you a simple formula to stand head and shoulders over your competition. • Increase the # of clients you see, increase the value of sales, and the frequency of sales. • Bonus- “Lead Gen Cheat-Sheet”
- 4. Why Me? • Run several successful online businesses including several adsense sites & affiliate sites, and online membership sites. • Graduate of Michael Masterson’s 6-Figure Copyrighting Course • Serial Intraprenuer for several businesses both large and small- increasing sales by 50% or more. • Small Business Marketing Strategist & Coach • Creator/Presenter: Social Media Workshops for Small Business Owners: Facebook, Pinterest, & Linked In Strategies • Creator & Founder of 2 online training and mentoring membership sites: Small Biz Marketing Bootcamp & The Dental Practice Academy- helping
- 5. My Blessings
- 6. Attracting Your IDEAL High-Quality Client Define who you want to attract that will bring you the most joy to work with, and give you the income you desire, in the shortest time frame possible, without having to do a lot of work.
- 7. 2nd Key Question to Riches – Who do you want to attract? • Gender • Income • Profession • Philosophy (views about your product/service) • Qualities that are a MUST • Instant Disqualifiers
- 8. What’s Their Problem? • How can you solve their pain? • How are they talking about it? What keywords are they using when they are searching to solve their problem either online or offline? • Define demographics: age, sex, head of household, do they have kids, weight, etc • Define psychographics: magazines they subscribe to, books they buy, products they buy, what they’ve spent money on, how much they’ve spent, how frequently they spend their money. (great resource: SRDS for responsive lists) This is your Must-buy-now buyer.
- 9. Not Everyone Is Your Ideal Client Suspect vs Prospect: suspect= anyone who maybe, possibly, somehow could or might someday have the capacity to buy your service prospect=someone who is qualified today
- 10. SUPER NINJA TIP!! Combine must-buy-now buyer with affluent-can- buy-now –buyer= $$$$ Any divorcee aged 35-55 is a good target for weight loss, cosmetic dentistry, beauty, fitness, and cosmetic surgery. But such a divorcee with a certain level of affluence is a better target.
- 11. Outdoing Your Competition-EASILY Most businesses do ___________________. But what we do is ________________________________.
- 12. How to Get Your Ideal Prospect’s Attention – Why should your prospect do business with you instead of all of their other options? • Describe your target audience • Explain the problem you solve • List the biggest distinctive benefits (3-5) they get from working with you and not your competitor • Define your promise • Put all of this into a flowable paragraph. • Crunch it down into a sentence. This is your USP/message to your market.
- 13. A Direct Response Marketing System
- 14. Your Marketing Stinks! How to Fix It For Good! • Direct Respsonse vs Advertising: • Direct Response marketing generates an immediate response from your prospects and is measurable. It is deliverable via all kinds of media including print, radio, tv, and internet. Results in less than 60 days. • Advertising: Traditional advertising seeks to create positive awareness of a product or service in enough minds so that your target market will eventually reach for your brand- can take years. Not measurable so you never really know what part of your advertising is working/generating a positive response. Want to solve all of your advertising problems for good? DIRECT RESPONSE MARKETING IS THE ANSWER
- 15. Creating Your Lead Magnet • Match bait to catch the fish. • Bait=Your Message & whatever “thing” to generate direct response- something of interest to your target market. • NO BORING BAIT!! = Boring free report, wrong “thing” for market, something uninteresting or unappealing. – Interviews, Video, Revealing Secrets, Catchy Report: There’s Another Woman Waiting for Every Man And She’s Too Smart to Have “Morning Mouth” • Bait should speak directly to your target customer so they say, Ooh! That’s for me! • Should be outrageous! Highly recommend Bill Glazer’s book “Outrageous Advertising that’s Outrageously Successful” • Key points:
- 16. How Will Your High-Quality Prospect Find Your Bait? (Message+Offer) • Print Advertising- in newspapers, magazines, newsletters, etc. • Banner advertising on other’s websites • Buying traffic with Google Adwords or Social Media Ads • Using publicity to get articles about you placed in different publications and places • Direct mail to rented or compiled mailing lists • Email to opt-in lists • Radio or Television advertising • Mobile Marketing • Social Media Marketing & Networking
- 17. Delivering Your Offer to Your Target Customer • Social Media: FB, Linked In, Twitter, Pinterest – FB: great at building Exposure & WOM Referrals – Linked In: Great at building a network of professionals- average salary is $100k so this is a great place to start if you’re selling big ticket items and/or services. – Pinterest: Great at building traffic to your site- avg. age user is 25-44 Female. Over 10million+ users and growing. Great at displaying visual products/services. • Text Messaging – Open rates at 95%. Great at building traffic or quick $$$. • Webinars – Great for grabbing attention & keeping it for coaching services, insurance, financial services, training, & elective surgery & treatment, info products.
- 18. You can’t be a follower and expect to ever really become a leader in your field. Jay Abraham
- 19. Delivering Your Offer to Your Target Customer - More Ways • Online Lead Capture – Everyone should be doing this. This is how you build your list and a relationship with your list. This is how you cut down on advertising costs and build referrals. » Includes FB Ads, Linked In ads, Google Adwords, etc. Ways to drive traffic to your lead capture magnet. • Video – Did you know that adding video to your website makes your site SIX times more likely to convert a “browser” into a paying customer? This was the result of a recent study by Forrester Research. – The same study showed that only TWENTY percent of web visitors will sit and read the majority of the text on a website, but EIGHTY percent will sit and watch the same content when presented in the form of a video. • Direct Mail – It still works when done right! Point is to make package unique and speak to /deliver to your target market. Offer incentive for them to pick up the phone, scan qr code, to get them on your “list”…so that they invite you to do business with them.
- 20. So Now What? • The moving parts of our marketing system so far: – Identified our high-quality prospect – Created our Unique Message+Offer that speaks to our high-quality prospect – Chose a minimum of 3 types of Media to deliver our message/offer to our high-quality prospect ….Now—an automated Follow Up System
- 21. The Fortune’s in the Follow-Up! • Shocking Stats: • 48% never follow up with prospects • 25% of sales people make a second contact and stop 12% of sales people make more than three contacts • 2% of sales are made on the first contact 3% of sales are made on the second contact 5% of sales are made on the third contact 10% of sales are made on the fourth contact 80% of sales are made on the fifth to twelfth contact
- 22. How Are We Going to Follow Up? • Multi-step/short-term follow-up. The information should carry with it a 2nd irresistible offer—tied to whatever next step you want the prospect to take, such as calling to schedule an appointment or coming into your store. Then use a series of follow up “touches” by mail, e-mail, video, text messaging, phone are tied to the expiring deadline of that offer. • Maintenance follow-up of unconverted leads. People who do not respond immediately –within your first few weeks of intense follow up- may have many reasons for “maturing” into buyers more slowly. There IS value in this bank of slow-to-mature prospects. They should continue hearing from you once to several times a month.
- 23. Where the GIANT Opportunity Is In Your Business or Practice • Your response usually doubles from your 1st attempt on your 2nd & 3rd. And then again on 4th through whatever steps. • Example: 1% response from a 1000 mailing=10 leads, another 1% from 2nd & 3rd, and yet another 1% on subsequent follow- ups=30 prospects total with this sort of follow-up. If you’re selling a $1000 item, you’re choosing obtaining 10k or 30k from the same group of prospects. • Marketing to the Affluent: typically a tiered instead of a flat response..Ex: 1st contact=.25%, 2nd or 3rd contact=2%, 4th contact=5%. This is most likely because their value is greater, it takes more communication & more time to directly create trust with affluent customers. Thus the added investment of more steps in follow up is easily justified & bigger win.
- 24. The Big Picture- What You Need to Do for a Better Understanding • You need a direct marketing system: a bait & lure that directly reaches out to your prospect & captures name/email address at very least. • All Wealth derived from business is based on systems. • You need a system for generating & managing leads. • To be successful attracting & marketing to the affluent, you will need to spend more per prospective client. (reasonable given their enormous value) • Your direct marketing system should contain: • A means to find & attract your target prospect. This can include direct mail, social media, video, webinars, and print advertising depending on your target prospect. • Lead Generation Magnet to entice your prospect to raise his hand to receive your information. • A way to capture your propect’s name & email address at very least.
- 25. Done For You Client Marketing System Accelerate Your Results • A REAL SYSTEM for generating quality leads on a consistent basis so new customers are coming through your doors or buying your products day in and day out - without you having to worry about it. • Strategize & create every single part of the system for you so it was plug and play. • Work less, earn more. • Free Private Profit Analysis ($495) Value for your business when you respond today for the first 10 business owners.
- 26. My DFY Client-Getting System Pays for Itself • It’s a no-brainer. If a cosmetic case in dentistry is around $30k and this marketing system brings you just 1 of those cases- it pays for itself many times over. • A single chiropractic patient spends around $1500 annually- what if this system brought you an additional 10 clients per month? Example: 120 per year x $1500=$180000. wow. • Any small business owner will see a positive ROI on their investment in this system when you stick to it and follow it. It’s really that easy.
- 27. What You Get- Your GUARANTEED • Client-Getting System A private one-on-one blueprinting session with me to discuss your overall lead magnet marketing strategy and success plan for the next year. Together we’ll define: – Your Ideal Client – Create a compelling message for your ideal market • Creation of your lead magnet..the “thingy” that gets your ideal prospect to stand up & say: I’m interested in your service/product. • Creation of select advertising mediums to capture leads into your sales funnel: – Social Media (Linked In, Facebook, or Pinterest) – I’ll execute a PROFITABLE campaign – Video Marketing Campaign – Articles and/or Press Releases – Lead Capture Pages with email opt-in to your marketing system- This is a MUST! – Thank you page with video – Video Blog – About Me Page with “Buy My Stuff” Video – Podcast Feeds – Monthly Maintenance Pkg. with additional videos, follow up messages, articles, & podcasts • Creation of your 30 day follow-up sales series using different media that speaks best to your target prospect. These can include email, text messaging, video, and/or webinars, DVD’s, postcards, direct mail, etc. All customized to your business. • I’ll put your follow-up system on complete auto-pilot for you using proprietary software that automates the entire process with email, text messaging, and video. • I’ll drive traffic to your system, capture leads, and track results. • Overall you’re getting a complete marketing & sales SYSTEM laid out – an actual custom blueprint for your business that provides you with reliable, predictable, consistent results that will affordably provide you with quality prospects, customers, and clients
- 28. Guarantee • I'm extremely confident my team and I can help you reach your goals. • You will see a positive ROI on your investment within 90 days or I’ll work for free until you do. • I will be extremely responsive to you. • I will make sure everything is done right. • Everything will be delivered to you on time. • Working with me and having me do this for you gives you your very best chance at success.
- 29. Available Packages • Bronze, Silver, Gold, and Platinum Packages based on overall marketing goals. Packages start at $2500 set up. • Monthly maintenance pkgs available: start at $600/month • These packages will get you more leads, customers, and sales. • Direct Mail Services and Copywriting also available.
- 30. How much would it be worth to your business if you could bring in an extra 10, or 110 or 1010 clients this month and every month? If your business or practice is one that has a high probability of clients coming back, again & again, to repurchase from you the same or different products/services, you owe it you {your business} to do everything you can to get clients into your buying stream as quickly and easily as you can- J.Abraham.
- 31. Bonus First 10 Clients Receive $200 Off
- 32. What You Get- Your Client-Getting System Done for You • A Custom Direct Marketing System for your business: – Together we’ll define your USP & Craft a Compelling Offer – I’ll Target your ideal clients – I’ll design your Irresistible Offer • Report, Book, Audio, Webinar, Hot Sheet, or Video • (continued on next page)
- 33. What You Get- Your Custom Marketing System Done for You • I’ll create & implement advertising mediums to to get your message out: -Social Media Campaigns -Lead Capture Page -Press Releases/Articles -Video Campaigns • I’ll create your follow-up sequence plan to nurture your leads and get them to see you as their only choice
- 34. Your Business-Builder Cheat Sheet Visit this link to download your FREE Gift: http://www.rockstarlocal.com/bonus Call us today: 512-419-8291
Editor's Notes
- Can you hear me? Can you see my screen? Everybody that is on this webinar I have bad news for you, unfortunately we know becauseAccording to Dun & Bradstreet reports, "Businesses with fewer than 20 employees have only a 37% chance of surviving four years (of business) and only a 9% chance of surviving 10 years.“ Your business is history. You’re going to have to close up shop and go be a greeter at Wal-Mart or something..this is a serious statistic. But it gets worse. We’re in the “attention age” now…that’s right..we’ve moved beyond the information age into an era with so many people fighting for our attention that we’ve grown neutral to almost every marketing message out there. Traditional advertising is dead. And if you want to succceed in 2012 and beyond you have to become a celebrity in your market. When you do this you’ll be able to attract all the high-value clients you want systematically & consistently, and who will pay you for your best products or services, and by you solving their pain with your best products or services, they in return will help you have more time with your family, take more vacations, enjoy the finer things in life. It’s that simple. Great that you’ve shown up for this class I’m teaching today, because what I normally would charge $10000 or more to teach this stuff, I’m going to show you how to become the rockstar in your industry for free. I know being a small business owner myself that runnning a business isn’t easy, and we all have the same big challenge: generating a consistent flow of customers who want what we’re selling. Well today I’m going to solve all of your marketing problems & help you start living the life you were meant to live. I know it may sound hokey—but it’s true. Before we get started though I want to clearly define who this class if for so I don’t waste anyone’s time—it’s for serious entreprenuers only---for those of you who are tired of worrying when your next “big sale’” will happen, who see the value in building a list of hungry clients, & who want to achieve the financial & time freedom you started a business for. It’s NOT for anyone who is looking for a “quick fix” because this will take some work, and this is NOT for anyone who doesn’t want to spend money or time on aquiring high-value customers to their business or practice. Okay..now let’s get started.
- Okay, so Here’s what we’re going to be covering today. In a nutshell I’m going to show you How to restructure your service business so that you work less, net more profit per customer, and get significantly better results than you’ve ever experienced before.Listen- I know many of you are not going to stay on this successinar just to get facts, but I want you to know when you stay with me today, at the end of this I’ll be giving you my “business builder CHEAT SHEET" that takes you by the hand and gives you the exact blueprint to attract all the ideal, high quality clients you need for your business. The steps are universal & work for any type of business. Do you realize that you really want a business that you don’t have to work in every single day? Working at something every single day is called a job. A business is something you don’t need tow ork at every single day. It runs on auto-pilot. Do you realize that you want to build a business that lasts as long as possible, that is secured? Well what I’m going to share with you today is going to be incredibly valuable- these ideas are easily worth $10k alone and this system that I’m going to show you is going to give you not only financial rewards, but also more time with your family, and doing the things you love to do. I will tell you this. yes, I will making a special offer at the end of this webinar but regardless of whether or not you get this special offer I suspect you will get tremendous value from the webinar and I will be giving you the exact blueprint of this system today that you can print out and use to do this for your own business. And since you’ll most likely be one of the few competitors—probably the only competitor—in your industry using the techniques I’ll be teaching you today—your results should multiply immediately.
- Ran successful businesses online, have a “masters” in internet marketing, graduate of Michael Masterson’s 6-figure Copyrighting Course, and am coached monthly by Dan Kennedy & Bill Glazer. Have studied under the best including Frank Kern,Mike Dillard, and Jay Abraham.I’ve also been a serial intraprenuer- leading several retail establishments as well as dental practice from 6 to 7 figures in just under a couple of years each.I never knew how successful I would be from learning these markting strategies and implementing them. As a matter of fact I dropped out of college (I was studying fashion design) and I dropped out after 2 years so that I could be a store manager of one of the largest fashion retailers for teens in the Houston Galleria. I think I was getting paid like $40k per year to work crazy long hours –in 3 inch heels- no joke. I did this successfully and went on to turn several stores around in that company- nearly doubling the annual revenue of each store---you should see what my feet look like 10 years later!Introduction to my family: I live here in Austin- Lakeway rather- with my wonderful husband, Logan my twin girls Madalynn & Marabella, my lil M&M’s. I’ve got 2 boxers and a cat named Danger. We’ve got a beautiful panoramic view of the hills of Austin and the most amazing outdoor deck that we like to spend our evenings on together with a nice glass of wine. It’s really lovely and I feel incredibly blessed to have experienced so much success in my life already.
- Introduction to my family: I live here in Austin- Lakeway rather- with my wonderful husband, Logan my twin girls Madalynn & Marabella, my lil M&M’s. I’ve got 2 boxers and a cat named Danger. We’ve got a beautiful panoramic view of the hills of Austin and the most amazing outdoor deck that we like to spend our evenings on together with a nice glass of wine. It’s really lovely and I feel incredibly blessed to have experienced so much success in my life already. Much of my success however has been based on the simple principles and strategies I’ll outline for you today. Let me share with you, this powerful strategy.. This strategy will absolutely change the way you market your business. Now let me share this with you step by step. Let me give you the 4 step process you can increase the number of sales in your, increase the value of those sales, and increase the frequency of those high-value sales.
- The very first thing we’re going to start with is understanding just WHO IS your target client. Now as simple as this may sound- well, it really is that simple. Here are some questions to ask:How much income do you want to generate daily?How many customers do you need to get you there? Work smarter, not harder. Let’s say for example you’re a dentist and your goal is to be a million-dollar practice. Which means you need to generate about $84k per month. I believe a good estimate of a full mouth cosmetic case is about $30k or so. So would you agree that finding these clients to spend this kind of money with you every month would accelerate your results in attaining that 1 million dollar goal? Okay, I’m getting some yes’s, of course it would…show me how! Lol..okay..we’re gonna get to that. My point here is that we really need to define this market even more. What do they look like? What do they wear? You really need to visualize this perfect client. This is the person that is going to buy you that new house, or car, or take your family on many vacations…this is the “mysterious stranger” that’s going to give you all the time freedom that you started your own business for. So let’s do them a favor and really visualize them-spell all the details out. Their age? Are they married? Divorced? Retired? Kids out of the house? Where do they live? How much money do they make each year? What do they spend their money on? Once you really visualize and write these things out- you have then determined who your ideal client is and then we can go to work on finding them.
- My point here is that we really need to define this market even more. What do they look like? What do they wear? You really need to visualize this perfect client. This is the person that is going to buy you that new house, or car, or take your family on many vacations…this is the “mysterious stranger” that’s going to give you all the time freedom that you started your own business for. So let’s do them a favor and really visualize them-spell all the details out. Their age? Are they married? Divorced? Retired? Kids out of the house? Where do they live? How much money do they make each year? What do they spend their money on? Once you really visualize and write these things out- you have then determined who your ideal client is and then we can go to work on finding them. Once you determine who will benefit the most from your services now you’re going to get very specific and define who you want to attract as you’re customer. Not just who can buy from you..but who you really want to attract- because in order to be happy you need to work with those that make you happy too.For example: You’re a cosmetic surgeon and you may want to attract grandma’s who know they’re going to live a lot longer and are ready to look and feel great again and have an annual household income $200k and a home value of $500k+ of You see what I mean?
- Next we need to determine what their pain is and how you can solve it. In a cosmetic case for example, once you determine who your target prospect is..you can determine for example with the grandmas wanting to improve their smile for a new outlook on life…ultimately they want to improve their smile because it’s going to make them feel better, increase their self-esteem and confidence, and how they feel about themselves. Their pain is that they feel unconfident, insecure even, and embarassed and feel old…your solution is making them feel and look young, confident, and happy again. Next you want to understand how they’re talking about it online or offline….how are they searching for ways to solve their problem?How old are they, male or female, how much do they weigh? You really want to get a clear picture and visualize exactly who they are. You want to empathize with them. So that your marketing speaks directly to them. Then you want to dig even deeper…what magazines do they subscribe to? Books they read, products they buy? What do they spend their money on? Etc…you really need to write all of this down—even if it takes you a couple of hours to do..it’ll be worth it. Great resource by the way is the SRDS for lists of respsonsive buyers…if you’re looking to rent a list..it’s a great start & I highly recommend you do.
- Don’t be wasteful with your marketing. When you really target your market- than your marketing will be more focused & have a stronger ROI. Then your ideal clients will refer other people like them to you of course when you provide real value to them. It’s a win-win situation really. Here’s a quick idea/story: Let’s say you’re a chiropractor who decides to target the 50 primary personal injury attnys in your marketing area. each + every month, for the next year, you send a letter to every one of those attnys telling them about yourself and services+ his areas of specialization + reporting on cases you’re working on. Do you understand how many of these prospects will become your high-quality clients? Can you see the value in this? Can you see how this can really grow your practice? So that’s the first step. I want you to do this as soon as you get off this successinar today. This is vital if you want to move forward in your business..so make sure you do this asap. It’s that important.
- When you drill down even further and find your perfect prospect that’s also affluent---this is where you’re riches are! Don’t be a big fish swimming in the ocean—you want to be splashing in a puddle! This type of marketing is like luring the fish with the right bait and then “hooking” them..it’s a winning solution when done right that will get you more control of your business and allow you to earn the income you really want. Okay, we’ve got some questions coming in now…Dr. Ramsey: I’m a dentist- so anyone with teeth is my ideal client, right? Well, Dr. Ramsey, if you to earn a lot more money and run a higher-profit practice..then no..not everyone would be your ideal client. Not everyone values their teeth the way you feel they should. Not everyone wants to have a new smile. Instead of getting “lucky” with those big cosmetic or implant cases coming through your practice..imagine having a targeted marketing campaign that brought you one of these cases a month? Dave says- good stuff, Joe R. says- why didn’t I think of this before…2. Samantha: will this work for a restaurant owner? Yes! Incredibly well actually. $10 off a meal isn’t going to attract high income middle aged married couples, but a complimentary bottle of wine with any food ticket over $50 might.james- I’m a chiropractor- how would I target clients in my industry? Well- here’s a good example: what if you targeted the personal injury lawyers in your area? Do you see where I’m going with this? Keep the questions coming and I’ll answer more of them shortly. (next slide)
- Okay, so now we’ve defined our target market, our ideal client that is going to help us achieve our goals when we help them achieve their goals. So what’s next?It’s as easy as taking a sheet of paper and writing these 2 sentences down and then filling in the blanks. Now almost NO ONE does this! Let me tell you though, this is how you really stand out from your competition. I would suggest you going through your competitions ads, website, yellow page listings, wherever their message is—even calling them as a customer—to see where they are unique.. What you’re going to find, I tell ya, is that most businesses are “ME TOO” businesses & right now you’re all probably doing the same thing.. Here’s a good example—do any research on a dentist in your area and you’re going to see the same “ME TOO” message- it goes something like, “Quality, Comfortable Dentistry- Close to Home”. And what I say is, so what??!! That’s what they all say! Let me give you another example in my own business—true story….when I first started an SEO company a few years ago, I didn’t complete the exercise above. Instead, I thought I could just go out there and sell my services to anyone with a website and make some money. Wow. Was I wrong. No one cared about my “services” because everyone was offering them the same thing. So my services were commoditized. There was nothing unique about my business that set me apart from my competition. Fast forward a few years later and I now outdo my competitors because I offer something unique: I don’t just offer SEO, social media, and website design- I instead offer my clients a complete marketing system that delivers a positive ROI.” Do you see the difference here? You should figure out what problem do you solve for your target prospect. Not just the “surface” problems..but dig deeper. What are the real reasons they would need your services/products? What is unique about your services/products that speaks to your target market? How can you solve their pain? When you can answer that question you’re already half-way to attracting your ideal clients.
- This needs to answer: Why should I, your target prospect, choose to do business with you above all my other options? You don’t want a one-size fits all marketing message, instead you want to talk about THEIR interests, desires, fears and frustrations. Example: Fresh, hot pizza delivered to your door in 30minutes or less or it’s free. Dominoe’s.. You want to know:What separates your business from the rest of your competitors? - Why should a customer purchase from you instead of your competitors? - What does your business offer that your competitors don't? TIP: GET YOUR HANDS ON A STANDARDRATE + DATA SERVICE DIRECTORY($350 PER YEAR) 1-800-851-SRDS and rent some high-quality lists. Social proof: Great ways to grab your prospect’s attention:Testimonials!Before & After PhotosUsing local celebrities as proofUse Drama in your storiesDramatic first person strategy- person behind productDramatic stories of satisfied customersShocking statistics & revelations Dramatic slogans, headlines, statements
- Okay, so we’ve learned how to attract & retain your IDEAL clients, I’ve given you a simple formula to stand head and shoulders over your competition, and now I’m going to show you how to increase the # of clients you see, increase the value of sales, and the frequency of sales.It’s as simple as this imagery here. You may or may not have heard of direct response marketing before, but let me tell you- it’s the only way to market your business..it’s Measurable, Trackable, and gets targeted client to take action NOW. Now the reason this is so important, whether you like it or not, most of your prospects, customers, and clients see you as a pest—not the most welcome guest of the day, week ,or year. I’m going to show you today how to change that- and make yourself a guest marketer to your ideal prospects, your current & future clients. So how do we do this? Well to explain it in a very simplified manner and following the images above:You’ve defined your target market, you’ve crafted a compelling message- a reason they should do business with you instead of all of your competitors, now you’ll create what is called a “lead magnet”– some sort of “thingy” you give away for free to your target clients that they will find very valuable- in order to receive this free “thingy” though, they must first take some sort of action that you dictate---it could be opting in on a website with their name & email address– or it could be calling a hotline with that same information—there are a lot of different ways to do this—but for sake of time—that “thingy” that you give them..could be a book or report on “10 Secrets For Parents Who Want Confident, Well-Behaved, Successful Kids” a series of videos or audio helping them overcome some sort of problem, something of VALUE that solves some sort of problem for them in exchange for their name and email address. Easy way to respond & capture. High-probability prospects need easy, non-threatening ways to respond—you may use your regular phone #, a free recorded message, a text message or scanning a QR code, a video, etc. But the point is to capture their name/email address at very least so that you can follow up with them. This is called LEAD GENERATION and is not designed to sell your products or services. So make your lead magnet something that solves some sort of problem that is relevant to your products or services. This puts them into your DIRECT MARKETING SYSTEM. Some will buy quickly, or make an appointment, or just a phone call…but all prospects are now a part of your marketing system that is automated from here on out and when done right-will deliver your follow up messages and offers to these high-quality prospects so they eventually become your CLIENTS.
- I didn’t put this here to call anyone out. But I can’t count how many times I find advertisements in my mailbox that go straight to the trash..I bet you do the same. This is 99% of mail that I get—it’s junk and I just throw it away. If you’re just sending an “ad” out hoping that your ideal clients are going to receive it and then call you—well you can’t run a business based on hope and crossed fingers. Direct response marketing when done right solves all your marketing problems for good.
- Just some more notes on creating your “lead magnet”.
- Okay so we’ve determined who our target client is, what our compelling message/offer is to them, we’ve determined what we’ll give away for free to provide value for our high-quality target prospect in order to lure them in to our direct marketing system. But wait! How do they find our Bait?? Aka our Lead magnet??? Well there are many tools to use. You should figure out, based on your ideal prospect, what types of advertising mediums would be most influential to him or her? It could be (READ ABOVE)Unless you’re selling the latest generation iPhone or iPad though, your prospects probably need more than one exposure to your product or service before they buy. There are millions of promotions competing for their attention. A multi-step (“multi-touch”) campaign helps you cut through the noise, familiarizes prospects with the benefits of your products and builds trust in your brand.Here’s a helpful stat on why you should use more than 1 type of advertising medium: PointClear, a market development company found that the second and subsequent touch cycles in a multi-step campaign typically generate 120% to 210% of the leads generated by the first touch in a multi-step campaign.
- So if you are going to give your business dramatic increases in results that put you far beyond any of your competitors– you can’t do it by doing the same things you’ve been doing. Think about it- most everyone is saying the same thing in their marketing messages! Dentists- you’re all saying the same thing: comfortable dentistry, modern and comfortable office, we make you smile. So what?! So does the 10 other dentists down the road. Chiropractors: I see most everyone just describing their services…but what’s in it for your guests? How are you speaking to their pain? This is the same for plastic surgeons, plumbers, roofers, and home remodelers, and on and on. If you want to stand out from your competitors..you have to know and be able to communicate why or how it’s advantageous for your prospects to do business with you above all of your competitors.
- Do you understand the value of what we’ve just covered?
- Read slide. Well now it’s time to develop a relationship with these future clients. Remember, these are the clients that you want to do business with because they are going to make your life easier, give you more time freedom- more financial freedom. So we really want to treat them the best. This next part really rounds out our DIRECT MARKETING SYSTEM. First, some shocking stats.
- Read slide.Let me repeat that. 80% of sales are made on the fifth to twelfth contact.Can you see how valuable this is?
- Read slide. Follow Up messages can & should be delivered by direct mail, text messaging, email, phone & even video. The point here is to do it using several types of media so that you capture your prospect’s attention. So how are we going to do this? Well, I can tell you there are 2 rules for a follow up system:It has to be easy.It has to be automated. I personally use a system that does just this..and you had the chance to experience it when you first registered for this successinar. Everything is done on auto-pilot. Sure, I had to take the initial time to set it up and all…but after that it’s all automated for me. Being able to automate your follow-up messages is absolutely required in order to make this system work. You wouldn’t have the time or be as effective doing it on your own or having one of your employees do it. Let me give you an example: I used to work for a cosmetic dentist and every month in order to follow-up with outstanding treatment plans, I had to print out a report of patients who hadn’t completed treatment yet, then sift through the treatment plans to see if they had an email address..if they did, great, I could send them all a one-off message to remind them to come back..or mail them a post card. It was very time-consuming dealing with close to a thousand patients every month..all done manually and by the time I actually got to finishing up all my follow-ups it was already half-way through the month. This could’ve been much more efficient and had a much stronger ROI if we had some sort of automated follow=up system in place that delivered compelling messages month after month on auto-pilot until that patient came back.
- Follow Up Marketing is no joke. Your response usually doubles from your 1st attempt on your 2nd & 3rd. And then again on 4th through whatever steps. So don’t stop following up. Example: 1% response from a 1000 mailing=10 leads, another 1% from 2nd & 3rd, and yet another 1% on subsequent follow-ups=30 prospects total with this sort of follow-up. If you’re selling a $1000 item, you’re choosing obtaining 10k or 30k from the same group of prospects. Marketing to the Affluent: typically a tiered instead of a flat response..Ex: 1st contact=.25%, 2nd or 3rd contact=2%, 4th contact=5%. This is most likely because their value is greater, it takes more communication & more time to directly create trust with affluent customers. Thus the added investment of more steps in follow up is easily justified & bigger win. Coming up I’m going to show you how you can get your very own-done for you-follow up marketing sequence that you can literally just plug in the details and use it in your own follow up system.
- Okay, so I’ve delivered on all of my promises. I’ve shown you how to define your ideal high-quality client, how to craft your compelling message to your target market, how to create a lead magnet so that your ideal clients raise their hands to have you market to them, how to deliver your lead magnet to your target prospects, and how to follow up with them so that they see you as the only choice. This my friends is a TRUE marketing system that delivers reliable, predictable results, efficiently & affordably month after month after month. Implementing this success strategy and tactical superiority in your business will go a long way to helping you put your business on auto-pilot where your business works so well that you don't have to.Look almost none of your competitors are doing this right now. If you just follow these steps I’ve outlined here today, You WILL increase the number of customers, increase the value of your sales, and increase the frequency of sales. It doesn’t matter WHAT business you’re in. I told you in the beginning of this training session that you would walk away today with actionable information that you can use TODAY. And that’s what has been provided for you today. Folks this is a complete marketing system that will totally transform your business so you work less, net more profit per customer. And this kind of validates my belief that if you to the EXACT POLAR OPPOSITE as everyone else, you'll be better off lol. Now I told you at the beginning there would be an offer- and there is- but only for those serious entreprenuers who may not have the time or the patience to put something like this together for your own business or just want to accelerate their results. Okay, let’s take a few more questions:Kristen- this seems too complicated- you’re right- it can seem that way when you’re first exposed to something like this. But the stakes are high- doing this and not doing this is the difference in reaching your income goals and not. I highly recommend that if you can’t seem to implement all of this yourself- you hire someone to do it for you. It’s that important. Susan- What if this doesn’t work for me- I’m a real estate agent. Susan- you’re in sales. This is what this is all about. This is the same system that one of the top 10 remax sales agents is using not to mention highly successsful mortgage brokers and sales agents across the world. Point is it works like gangbusters and when you implement this into your marketing strategy you’re going to wonder what the heck you ever did before this. It’s that tranformational. Doug- we have too much going on right now to implement something like this..well doug, if you don’t think you have the time to do implement this immediately in your business- I can’t promise your competition won’t find the time…and be reaping the rewards of this while you’re still wondering how to get your next high-value client. And if you liked what you learned today and see the value in it- I’ll be offering something really exciting in a moment. James- we’re too small for something like this- just opened a small auto-repair shop recently…James- if you want to grow..which I’m hoping you do because that’s pretty necessary in business..than being small is EXACTLY the reason you should implement this as soon as you get off this webinar. Okay..for the sake of time—anymore questions please email them to me and I will get back to you by the end of the day today. Now, Let’s talk about something that I know is going to be too much for many of you. Let’s talk about something that is too much for many you, I know, I know it is. That’s okay. I am just talking to those people who it’s appropriate for, who are at the right place in life. Who are at the right place in your business. Who know what they want. Alright? Great..i’m getting a lot of yes’s,, a please!, can’t wait…Ready to see something even more amazing then what I just showed you? I just gave you three keys to increase the # of sales, increase the value of sales, & increase the frequency of sales in your business-but are you ready to see something even more crazy, more amazing, let me show you this.a. As I promised I’ve got something special for you. Now we all can agree, right that to be successful in business customers are required, prospects are out there, business changes…that’s why I’m about to introduce something I think you’re really going to be excited about.
- I’m offering a complete Done for You Marketing System to accelerate your results. Look I know you’re a busy business owner and most of you don’t have the time to implement something like this in your business or practice. However I also know that you want to stand head and shoulders over your competition, you want to attract those higher-value clients because they will allow you to work less and have those extra vacations, or the best schooling for your kids, a great lifestyle and enjoy more time freedom. That’s essentially what this system delivers. It brings that to you. And yes, creating all of this can time-consuming and frustrating process. You need how to build web pages, create autoresponder messages, create something of value that you clients want, write compelling copy, create an irresistable lead magnet and on and on. And that fact is that although most business owners KNOW they need this, they never seem to get around to doing it or if they do, they don't do it right. If you’re looking to accelerate your results and if you feel this would be beneficial to your business but don’t have the time put your marketing system together & learn all the technical stuff that’s a part of it..then I am accepting 10 clients to work with to create their own custom marketing system. So you need to take action now since there are nearly 100 business owners on the webinar today and I’ll take on the first 10 who respond. Why only 10? Well, there are 2 reasons:This is very powerful & frankly I don’t want to compete against myself. So I offer exclusivity to one client per industry per locality to eliminate this problem. This makes this even more powerful for the business owner.Because of the time-commitment of implementing something like this in a business- I don’t want to overwhelm myself and I want to make sure I can commit fully to my clients. So 10 clients is about what I can manage comfortably.
- And in my opinion it pays for itself given the amount of leads, customers, and sales you will make from implementing this marketing system in your business. We’ve already determined that your highest ticket service is cosmetic case at around an average of $30k. If this marketing system just brought you 1 more of these cases in an entire year- it would pay for my services many times over. Question from Dr. Richards- what’s my time commitment and cost for something like this?Great question- Dr. …. Your time commitment for a complete system set up like this would be minimal..initially about 2 hours or so meeting with me via Skype or at your office if you prefer so that I can understand more about your business or practice. The cost would be determined based on your marketing goals, what marketing mediums we are going to use to attract your prospects, and your overall marketing budget. I will say that if you hired an in-house marketing rep to take care of all of your marketing needs they would cost you $75-$120k per year and they wouldn’t know a THING about direct response marketing. My services are only a fraction of that price.
- This means you never worry about where your next customer is coming from..but KNOW every day what tomorrow will bring. Overall you’re getting a complete marketing & sales SYSTEM laid out – an actual custom blueprint for your business that provides you with reliable, predictable, consistent results that will affordably provide you with quality prospects, customers, and clients. Think about how much money you’re spending now on PPC ads that aren’t producing as well as you like, on things like ZocDoc that charges you $3000 per YEAR, year after year..just for the ability for potential clients to find you & appoint with you…just the POSSIBILITY! Look, no other marketing firms out there guarantee of a profitable ROI. NO ONE! But I do.
- I want to ensure that the money you spend with me will return a positive ROI within 90 days. When’s the last time you hired an employee and they offered a guarantee???? Do you see the value in this? Can you see the positive rewards coming to you when you use this system?
- So how much should you spend? WellHopefully everyone has a marketing budget written into their business plan. If not you need to go ahead and figure that out before you invest in my services or any other marketing services. Now, There are a couple ways to do this… one is Customer Lifetime Value: The idea is simple. You identify how much profit (on average) you make during the lifetime of that customer relationship and determine how much you are willing to invest per customer acquisition. If you choose this method be very careful that your numbers are accurate. For example: For a Dental practice, the lifetime value of a patient is $22,000. That is according to Derek Naylor, a consultant on Dental Practice profitability.And for a chiropractor he lifetime value of a Chiropractic patient is $7,500 according to Billing Precision, LLC. The figure is derived from an annual patient value of $1,500 and the current average of 5 years that a patient remains with the practice. So if you know 1 patient will bring you $22k or $1500 or even $4-$5k for granite counter top contractors…how much would you be willing to pay to get that customer? To get a referral from them? A good rule of thumb would be between 7-8% of gross revenue for small businesses (less than $5million gross revenue).
- Most businesses generate a substantial amount of profit from clients who keep repurchasing over the months, years, and decades. And all of those repurchases can add a big amount into your bank account. As a matter of fact very little of that profit would be there if you didn’t bring those clients into your business or practice in the first place.
- How much are you already already spending on marketing that isn’t bringing you the results you want? This one time set up and that’s it. And this isn’t “cross your fingers, hope that it works kinda marketing system—it’s a GUARANTEED POSITIVE ROI ON YOUR INVESTMENT marketing system that will literally transform your business. So you have nothing to lose. No risk at all. I’m sure you could come up with lots of reasons to wait. Everybody’s instinct is to stop short of pulling out their credit card to spend money—especially now. You’re probably no exception. And that is the best reason I can say why you should invest in this system right now. Because it’s tougher and tougher to get people to pay attention to you, to respond to you and invite you in, and get out their credit card or checkbook & buy from you. You urgently need to do things differently and have creative strategies to stand out from your competition and grab your ideal prospect’s attention.
- Just to reiterate- you’re getting:READ SLIDE
- Read slide. How quickly can you get started? Okay….again, thanks everyone for joining me today..i hope the information you learned was incredibly valuable and you actually do something with it. Like I said when you implement this correctly—there’s no way you can fail. To get started today & accelerate your results go ahead & click the Get It Now button below. This is a first come first serve opportunity and once you click the Get It Now button below you will be directed to a payment page as well as be able to enter your contact details. You will get a phone call from me today to set up your private marketing strategy session so I can start working on your custom marketing blueprint quickly.
- Visit this link here to download my “business builder CHEAT SHEET" that takes you by the hand and gives you the exact blueprint to attract all the ideal, high quality clients you need for your business. The steps are universal & work for any type of business and you can use it to help you implement what you’ve learned here today. Hey, for some of you, you guys are in good shape. Run-off, use this, apply this in your business. You know if where you are at right now you shouldn’t be buying anything else, don’t buy anything else. In fact, I will encourage in the strongest manner possible. Do not buy it if it’s not the right time for you. But if it is- go ahead and call my office today, leave me your name, and your number and I’ll have my assistant set up an appointment between the 2 of us. Remember I’m only taking on 10 clients- so give me a call before your competitor does. And thanks again for being on the call today and I look forward to meeting you soon.