What's In It For Me? Maketing for the Louisiana Notary Association
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A presentation done in Vidalia, LA for the Louisiana Notary Association on the basics of marketing.
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What's In It For Me? Maketing for the Louisiana Notary Association
- 1. Scott “Q” Marcus 707.442.6243 • scottq@scottqmarcus.com @scottqmarcus • facebook.com/scottqmarcus 1
- 2. 2
- 3. Direction 2
- 4. Direction Think Like Your Client Bene ts, Emotions, Attitude Make your brain hurt One Step Have Fun 2
- 5. 3
- 6. Fascinating Times 3
- 7. Fascinating Times Great! 6% 3
- 8. Fascinating Times Great! 6% Improved 12% 3
- 9. Fascinating Times Great! 6% Improved 12% Steady 40% 3
- 10. Fascinating Times Worse 25% Great! 6% Improved 12% Steady 40% 3
- 11. Fascinating Scared 17% Times Worse 25% Great! 6% Improved 12% Steady 40% 3
- 12. Fascinating Scared 17% Times Worse 25% Great! 6% Improved 12% 42% Steady 40% 3
- 13. 4
- 14. Numbers 50 1 80 5 4 17 13
- 15. 5
- 16. Example #1 Coffee Shop 5 Is a Small Customer Worth the Hassle?
- 17. 1 Cup $1.82 Days per Week 3 Income per week $5.46 Income per year $284 Five Year $1,420 Happy Index $7,098 Unhappy Index ($18,455) Example #1 Coffee Shop 5 Is a Small Customer Worth the Hassle?
- 18. 1 Cup $1.82 Days per Week 3 Income per week $5.46 Income per year $284 Five Year $1,420 Happy Index $7,098 Unhappy Index ($18,455) Example #1 Coffee Shop 5 Is a Small Customer Worth the Hassle?
- 19. 1 Cup $1.82 Days per Week 3 Income per week $5.46 Income per year $284 Five Year $1,420 Happy Index $7,098 Unhappy Index ($18,455) Example #1 Coffee Shop 5 Is a Small Customer Worth the Hassle?
- 20. 1 Cup $1.82 Days per Week 3 Income per week $5.46 Income per year $284 Five Year $1,420 Happy Index $7,098 Unhappy Index ($18,455) Example #1 Coffee Shop 5 Is a Small Customer Worth the Hassle?
- 21. 1 Cup $1.82 Days per Week 3 Income per week $5.46 Income per year $284 Five Year $1,420 Happy Index $7,098 Unhappy Index ($18,455) Example #1 Coffee Shop 5 Is a Small Customer Worth the Hassle?
- 22. 6 Is a Small Customer Worth the Hassle?
- 23. Example #2 Video Store 6 Is a Small Customer Worth the Hassle?
- 24. 1 Rental $2.99 Rental per Week 2 Income per week $5.98 Income per year $311 Five Year $1,555 Happy Index $7,774 Unhappy Index ($20,212) Example #2 Video Store 6 Is a Small Customer Worth the Hassle?
- 25. 1 Rental $2.99 Rental per Week 2 Income per week $5.98 Income per year $311 Five Year $1,555 Happy Index $7,774 Unhappy Index ($20,212) Example #2 Video Store 6 Is a Small Customer Worth the Hassle?
- 26. 1 Rental $2.99 Rental per Week 2 Income per week $5.98 Income per year $311 Five Year $1,555 Happy Index $7,774 Unhappy Index ($20,212) Example #2 Video Store 6 Is a Small Customer Worth the Hassle?
- 27. 1 Rental $2.99 Rental per Week 2 Income per week $5.98 Income per year $311 Five Year $1,555 Happy Index $7,774 Unhappy Index ($20,212) Example #2 Video Store 6 Is a Small Customer Worth the Hassle?
- 28. 1 Rental $2.99 Rental per Week 2 Income per week $5.98 Income per year $311 Five Year $1,555 Happy Index $7,774 Unhappy Index ($20,212) Example #2 Video Store 6 Is a Small Customer Worth the Hassle?
- 29. 7
- 30. Example #3 Restaurant 7
- 31. 1 Meal $34.92 Meals per week 1 Income per week $34.92 Income per year $1,816 Five Year $9,079 Happy Index $45,396 Unhappy Index ($118,030) Example #3 Restaurant 7
- 32. 1 Meal $34.92 Meals per week 1 Income per week $34.92 Income per year $1,816 Five Year $9,079 Happy Index $45,396 Unhappy Index ($118,030) Example #3 Restaurant 7
- 33. 1 Meal $34.92 Meals per week 1 Income per week $34.92 Income per year $1,816 Five Year $9,079 Happy Index $45,396 Unhappy Index ($118,030) Example #3 Restaurant 7
- 34. 1 Meal $34.92 Meals per week 1 Income per week $34.92 Income per year $1,816 Five Year $9,079 Happy Index $45,396 Unhappy Index ($118,030) Example #3 Restaurant 7
- 35. 1 Meal $34.92 Meals per week 1 Income per week $34.92 Income per year $1,816 Five Year $9,079 Happy Index $45,396 Unhappy Index ($118,030) Example #3 Restaurant 7 Is a Small Customer Worth the Hassle?
- 36. 8
- 37. Notary Client 8
- 38. Will $92 Mandate $54 Living Will $30 Real Estate Contract $150 Lease w/Opt-In to Purchase $75 Promissory Note $50 Incorporation $229 Move Personal Assets (car title) $23 SUBTOTAL ONE CLIENT $703 Notary Client 8
- 39. Will $92 Mandate $54 Living Will $30 Real Estate Contract $150 Lease w/Opt-In to Purchase $75 Promissory Note $50 Incorporation $229 Move Personal Assets (car title) $23 SUBTOTAL ONE CLIENT $703 Notary Client 8
- 40. Will $92 Mandate $54 Living Will $30 Real Estate Contract $150 Lease w/Opt-In to Purchase $75 Promissory Note $50 Incorporation $229 Move Personal Assets (car title) $23 SUBTOTAL ONE CLIENT $703 Notary Client 8
- 41. SUBTOTAL ONE CLIENT $703 Happy Index $3,515 Unhappy Index ($9,139) Notary Client 8
- 42. SUBTOTAL ONE CLIENT $703 Happy Index $3,515 Unhappy Index ($9,139) Notary Client 8
- 43. 9
- 44. A funnel to drive sales Breaking through the wall Defined 9
- 45. 10
- 46. Branding 10
- 47. Branding 10
- 48. Branding 10
- 49. 11 From Businesspundit.com
- 50. Rough Times 11 From Businesspundit.com
- 51. Rough Times 11 From Businesspundit.com
- 52. Rough Times 11 From Businesspundit.com
- 53. Rough Times 11 From Businesspundit.com
- 54. Rough Times 11 From Businesspundit.com
- 55. Rough Times 11 From Businesspundit.com
- 56. Rough Times 11 From Businesspundit.com
- 57. Rough Times 11 From Businesspundit.com
- 58. Know Thyself 12
- 59. Know Thyself 12
- 60. LNA is... 12
- 61. LNA is... 12 Courtesy of wordle.net
- 62. “Lessons from the Field” by Howard Feiertag and John Hogan 13
- 63. Gone! “Lessons from the Field” by Howard Feiertag and John Hogan 13
- 64. Gone! death 1% move 3% friend 5% “Lessons from the Field” by Howard Feiertag and John Hogan 13
- 65. Gone! death 1% move 3% friend 5% competitor 9% “Lessons from the Field” by Howard Feiertag and John Hogan 13
- 66. Gone! death 1% move 3% friend 5% competitor 9% product 14% “Lessons from the Field” by Howard Feiertag and John Hogan 13
- 67. Gone! death 1% Attitude move 3% 68% friend 5% competitor 9% product 14% “Lessons from the Field” by Howard Feiertag and John Hogan 13
- 68. 14
- 69. 14 Attitude Prayer
- 70. So far today, God, my attitude has been just great! I haven’t grumbled, lost my temper, gotten grumpy, nasty, sel sh, over- indulgent, or told anyone to mind his own business!” I really am glad about that! 14 Attitude Prayer
- 71. But, in a few minutes, God, I’m going to get out of bed, from then on I'm probably going to need a lot more help. 14 Attitude Prayer
- 72. Making Change 15
- 73. If I Always Do What I’ve Always Done… I’ll Always Be Where I’ve Always Been. Making Change 15
- 74. If I Always Do What I’ve Always Done… I’ll Always Be Where I’ve Always Been. Making Change 15
- 75. 16
- 76. 17
- 77. I bet living in a nudist colony takes all the fun out of Halloween. -Age 13 I bet living in a nudist colony takes all the fun out of Halloween. -Age 13 17
- 78. Attitude Talks Verbal 7% Use of Voice 38% Non Verbal 93% 55% Albert Mehrabian [Nonverbal Communication (Chicago: Aldine-Atherton, 1972)]
- 79. Attitude Talks
- 80. Attitude Talks
- 81. Attitude Talks
- 82. Attitude Talks
- 83. Attitude Talks
- 84. Attitude Talks
- 85. Attitude Talks
- 86. Attitude Talks
- 87. Attitude Talks
- 88. Attitude Talks
- 89. Attitude Talks
- 90. Attitude Talks
- 91. Attitude Talks
- 92. Attitude Talks
- 93. Attitude Talks
- 94. Attitude Talks
- 95. Attitude Talks
- 96. Attitude Talks
- 97. 28
- 99. Getting Attention Getting your customer’s attention is the rst step Doing it correctly can prevent future problems 28
- 100. 29
- 101. Rules 29
- 102. Rules 29
- 103. Rules People don’t buy what they need 29
- 104. Rules People don’t buy what they need A confused mind never buys 29
- 105. Rules People don’t buy what they need A confused mind never buys Perception is Reality 29
- 106. Rules People don’t buy what they need A confused mind never buys Perception is Reality Repetition builds Reputation 29
- 107. Rules People don’t buy what they need A confused mind never buys Perception is Reality Repetition builds Reputation WIIFM > “So What” 29
- 108. 30
- 109. Stepping Forward 30
- 111. confidence Know Me Stepping Forward 30
- 112. confidence Like Me Know Me Stepping Forward 30
- 113. confidence Trust Me Like Me Know Me Stepping Forward 30
- 114. Buy Me confidence Trust Me Like Me Know Me Stepping Forward 30
- 115. Change 31
- 116. Move... Change 31
- 117. Logical Emotional Physical Spiritual Move... Change 31
- 118. Logical Emotional Physical Spiritual Move... Change 31
- 119. Logical Emotional Physical Spiritual Change 31
- 120. 32
- 121. Emotions 32
- 122. Emotions 2,343 34,099 10,302,007 3.58 89 3,343,085 32
- 123. Emotions 33
- 124. Emotions 33
- 125. 34
- 126. Who Matters 34
- 127. Who Matters Nothing matters more than your client. They know it when you show it. Speaking their language shows it. 34
- 128. Who Matters Nothing matters more than your client. They know it when you show it. Speaking their language shows it. 34
- 129. Scott “Q” Marcus • 707.442.6243 • scottq@scottqmarcus.com
- 130. The Formula: Scott “Q” Marcus • 707.442.6243 • scottq@scottqmarcus.com
- 131. The Formula: Target Who We Serve Customer What We What They Get Provide Benefit Why It Helps Scott “Q” Marcus • 707.442.6243 • scottq@scottqmarcus.com
- 132. The Formula: Target Who We Serve Customer What We What They Get Provide Benefit Why It Helps Scott “Q” Marcus • 707.442.6243 • scottq@scottqmarcus.com
- 133. The Formula: Target Who We Serve Customer What We What They Get Provide Benefit Why It Helps Scott “Q” Marcus • 707.442.6243 • scottq@scottqmarcus.com
- 134. The Formula: Target Who We Serve Customer What We What They Get Provide Benefit Why It Helps Scott “Q” Marcus • 707.442.6243 • scottq@scottqmarcus.com
- 135. The Formula: I help individuals and Target Who We Serve organizations overcome Customer perfectionism & What We procrastination soThey Get What they will Providemore productive, be happier, and healthier. Benefit Why It Helps Scott “Q” Marcus • 707.442.6243 • scottq@scottqmarcus.com
- 136. The Formula: I help individuals and Target YOU! Who We Serve organizations overcome Customer perfectionism & What We procrastination soThey Get What they will Providemore productive, be happier, and healthier. Benefit Why It Helps Scott “Q” Marcus • 707.442.6243 • scottq@scottqmarcus.com
- 137. 36
- 138. Elevator Speech 36
- 139. “Tell me more” Sell the bene ts! Elevator Speech 36
- 141. Questions
- 142. Questions Open Inquiry
- 143. Questions Open Inquiry Closed Confirmation
- 145. Conflict!
- 146. L A S T Conflict!
- 147. L isten A S T Conflict!
- 148. L isten A pologize (acknowledge) S T Conflict!
- 149. L isten A pologize (acknowledge) S olve T Conflict!
- 150. L isten A pologize (acknowledge) S olve T hank Conflict!
- 151. 39
- 152. Know & love your customer Understand their beliefs & feelings Speak their language Stay on target Ask for an action Modify as necessary 39 The End
Editor's Notes
- How can they know you? (where you are) How can they like you? (what you do) What can you do to let them trust you? (who you are) Why would they buy you? (what you'll give them) 
- How can they know you? (where you are) How can they like you? (what you do) What can you do to let them trust you? (who you are) Why would they buy you? (what you'll give them) 
- How can they know you? (where you are) How can they like you? (what you do) What can you do to let them trust you? (who you are) Why would they buy you? (what you'll give them) 
- How can they know you? (where you are) How can they like you? (what you do) What can you do to let them trust you? (who you are) Why would they buy you? (what you'll give them) 
- How can they know you? (where you are) How can they like you? (what you do) What can you do to let them trust you? (who you are) Why would they buy you? (what you'll give them) 
- How can they know you? (where you are) How can they like you? (what you do) What can you do to let them trust you? (who you are) Why would they buy you? (what you'll give them) 
- How can they know you? (where you are) How can they like you? (what you do) What can you do to let them trust you? (who you are) Why would they buy you? (what you'll give them) 
- How can they know you? (where you are) How can they like you? (what you do) What can you do to let them trust you? (who you are) Why would they buy you? (what you'll give them) 
- < Activity Inspiration> < Execution Creation > If we don&#x2019;t believe it, we won&#x2019;t hear it. (Or see it) Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say &#x201C;bad clerk&#x201D; = feel bad Therefore, we have to change our beliefs. How
- < Activity Inspiration> < Execution Creation > If we don&#x2019;t believe it, we won&#x2019;t hear it. (Or see it) Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say &#x201C;bad clerk&#x201D; = feel bad Therefore, we have to change our beliefs. How
- < Activity Inspiration> < Execution Creation > If we don&#x2019;t believe it, we won&#x2019;t hear it. (Or see it) Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say &#x201C;bad clerk&#x201D; = feel bad Therefore, we have to change our beliefs. How
- < Activity Inspiration> < Execution Creation > If we don&#x2019;t believe it, we won&#x2019;t hear it. (Or see it) Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say &#x201C;bad clerk&#x201D; = feel bad Therefore, we have to change our beliefs. How
- < Activity Inspiration> < Execution Creation > If we don&#x2019;t believe it, we won&#x2019;t hear it. (Or see it) Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say &#x201C;bad clerk&#x201D; = feel bad Therefore, we have to change our beliefs. How
- < Activity Inspiration> < Execution Creation > If we don&#x2019;t believe it, we won&#x2019;t hear it. (Or see it) Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say &#x201C;bad clerk&#x201D; = feel bad Therefore, we have to change our beliefs. How
- < Activity Inspiration> < Execution Creation > If we don&#x2019;t believe it, we won&#x2019;t hear it. (Or see it) Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say &#x201C;bad clerk&#x201D; = feel bad Therefore, we have to change our beliefs. How
- < Activity Inspiration> < Execution Creation > If we don&#x2019;t believe it, we won&#x2019;t hear it. (Or see it) Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say &#x201C;bad clerk&#x201D; = feel bad Therefore, we have to change our beliefs. How
- Benefits: - remove fear - remove pain - make life better (money) - increase self esteem - increase attractiveness&#xA0; - improve security/safety - improve health - pleasure - entertainment/reduce boredom &#xA0; - enhance spirituality
- Benefits: - remove fear - remove pain - make life better (money) - increase self esteem - increase attractiveness&#xA0; - improve security/safety - improve health - pleasure - entertainment/reduce boredom &#xA0; - enhance spirituality
- Benefits: - remove fear - remove pain - make life better (money) - increase self esteem - increase attractiveness&#xA0; - improve security/safety - improve health - pleasure - entertainment/reduce boredom &#xA0; - enhance spirituality
- Benefits: - remove fear - remove pain - make life better (money) - increase self esteem - increase attractiveness&#xA0; - improve security/safety - improve health - pleasure - entertainment/reduce boredom &#xA0; - enhance spirituality
- the &#x201C;Is&#x201D; have it. Get people to talk about themselves: Tell me more, one to 10
- the &#x201C;Is&#x201D; have it. Get people to talk about themselves: Tell me more, one to 10
- the &#x201C;Is&#x201D; have it. Get people to talk about themselves: Tell me more, one to 10
- the &#x201C;Is&#x201D; have it. Get people to talk about themselves: Tell me more, one to 10
- the &#x201C;Is&#x201D; have it. Get people to talk about themselves: Tell me more, one to 10
- the &#x201C;Is&#x201D; have it. Get people to talk about themselves: Tell me more, one to 10
- the &#x201C;Is&#x201D; have it. Get people to talk about themselves: Tell me more, one to 10
- the &#x201C;Is&#x201D; have it. Get people to talk about themselves: Tell me more, one to 10
- the &#x201C;Is&#x201D; have it. Get people to talk about themselves: Tell me more, one to 10