St Charles Business Marketing Evolution

Welcome to the Marketing Profits 4.0 White Board Marketing Profits 4.0 – Your New Formula for Maximum Profits Marketing Instruction For Business Owners That Want to Stop Wasting Money on Crappy Marketing and Finally Get the Results They Deserve! Hosted By: Scott Metcalfe “ Everything You Have Ever Learned About Marketing is Wrong, Ineffectual and Outdated. Period.” Inside Today: The Evolution of Marketing www.MarketingProfits40.com

The Evolution of Marketing How technology has continually forced the evolution of marketing and... What You Must Do Differently to Thrive in the Web 4.0 Economy St. Charles Business Marketing Today’s Lesson:

In the Beginning... 1850 1950 2050
Golden Age of Direct Response Marketing
Late 1800’s to 1950’s
Headlines identify pain points
Ads educates the buyer and builds business case
Ads often offer a low-risk next step
Ads are tireless little salespeople
Print media is the dominant force
Radio Spots are long and educational
2000 1988 2010 1920

1926 Morton Salt Ad Does This Ad Follow the MarketingProfits4.0 Equation? 1. Interrupt their trance with a pain-point, emotional hot-button-Yes! 2. Promise to provide education & assistance–Yes! 3. Low risk value exchange-Yes! 4. Nurture the prospect through the buying continuum – Maybe...

The Age of Simple Selling When Salespeople Ruled the World 1850 - 1990 1850 1950 2050 2000 1988 2010 Age of Simple Selling... Salespeople Ruled the World 1920
Late 1800’s to 1950’s

1850 1950 2050 2000
Golden Age of Big Brands
Late 1948’s to 1989’s
TV... Changes advertising
Ads quickly become expensive, short and all about creative slogans
Only the big can complete
C-n-I Marketing becomes the new marketing standard
1948 1999 1988 2010 Age of Simple Selling... Salespeople Ruled the World 1920
Late 1800’s to 1950’s
http://adage.com/century/campaigns.html You’ll recognize almost all of these C-n-I ads 100 “Greatest” Ads of All Time

1850 1950 2050 2000
Late 1948’s to 1989’s
1948 1999 1988
Age of Voice Mail Late 1980’s
Cold-calling begins to die
Dawn of the age of the customer
2010 Age of Simple Selling... Salespeople Ruled the World 1920
Late 1800’s to 1950’s

The Ancient & Old Prospecting Equations
Ancient prospecting math (pre voicemail)
100  20  10  1 to 2 dials meetings proposals sales 150  20  5  2.5  1/4 to 1/2 dials DM on phone proposals sales Old prospecting math (post voicemail) meetings Coming soon: the new prospecting math....

1850 1950 2050 2000
Late 1948’s to 1989’s
1948 1999 1988
2010 Age of Simple Selling... Salespeople Ruled the World Age of the Customer 1920
Late 1800’s to 1950’s

1850 1950 2050 2000
Late 1948’s to 1989’s
1948 1999
Google Reigns Supreme 2000 - ??
67% of all search Traffic
“ AdSense” becomes largest advertising medium in the world
65% of all B2B transactions start with web research
Print media on life-support
1988
2010 Age of Simple Selling... Salespeople Ruled the World Age of the Customer 1920
Late 1800’s to 1950’s

The New Post-Google Prospecting Equation
New Prospecting math (post-Google)
1.76M searches a minute
67.5% go through Google (comscore report)
76B searches in September, 2009
65% of B2Bs report their first step in finding a new supplier or vendor is an internet search (Enquiro B2B survey 2007)
On average a user searches 5 times before finding what he/she wants

1850 1950 2050 2000
Late 1948’s to 1989’s
1948 1999
Google Reigns Supreme 2000 - ??
67% of all search Traffic
“ AdSense” becomes largest advertising medium in the world
65% of all B2B transactions start with web research
Print media on life-support
1988
2010
Age of e-Mail & Internet
2003-
email replaces phone as primary business communication medium
Age of the customer in full force as information “friction” is removed
Web 2.0 Begins
Age of Simple Selling... Salespeople Ruled the World Age of the Customer Web 2.0-> 4.0 1920
Late 1800’s to 1950’s

In the Post-Google, Email, Text and Mobile Internet World Your Prospect is NOT Waiting for Your Call!
That’s OK though...
Because with an evolved marketing process you can turn Google, Yahoo and Bing into your very own tireless 24 X 7 X 365 sales force.

Evolve or Become Irrelevant
A Lesson from Mike Mulligan and his Steam Shovel Mary Anne
Mike and Mary Anne make men and shovels irrelevant
“ ...Mary Anne can dig as much in a day as a hundred men can dig in a week”
Then came the gasoline, diesel and electric shovels
Mary Anne became irrelevant...
It’s Time to Evolve Your Marketing...

Evolved Marketing The MarketingProfits4.0 Equation
Step 1: I nterrupt the Prospect’s Trance and Sustain Interest
Step 2: P romise to Immediately Provide Valuable Decision Making Assistance
Step 3: C reate a Low Risk Value Exchange
Step 4: N urture the Prospect Along the Buying Continuum by Delivering Ongoing Value
I P C N + + = + More Profits and Measurable Results

Next Step: Take Action! Learn to apply all Four Steps in the MarketingProfits4.0 Equation
at www.MarketingProfits40.com
While You’re There Request Our Free Report
How to Never Waste Another Dime on Crappy Marketing
Applying the MarketingProfits4.0 process to eliminate cold-calling, position yourself as an authority and finally get your prospects to SEEK YOU OUT!
MarketingProfits40.com Marketing Profits 4.0 – Your New Formula for Maximum Profits Put Your Shovel Away and Evolve!

St Charles Business Marketing Evolution

by Scott Metcalfe on Mar 22, 2010

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St Charles Business Marketing Evolution — Webinar Transcript