What's In It For Me? Maketing for the Louisiana Notary Association

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    Notes on slide 1

    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’t believe it, we won’t hear it. (Or see it)
    Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say “bad clerk” = feel bad
    Therefore, we have to change our beliefs. How

    < Activity Inspiration> < Execution Creation >
    If we don’t believe it, we won’t hear it. (Or see it)
    Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say “bad clerk” = feel bad
    Therefore, we have to change our beliefs. How

    < Activity Inspiration> < Execution Creation >
    If we don’t believe it, we won’t hear it. (Or see it)
    Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say “bad clerk” = feel bad
    Therefore, we have to change our beliefs. How

    < Activity Inspiration> < Execution Creation >
    If we don’t believe it, we won’t hear it. (Or see it)
    Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say “bad clerk” = feel bad
    Therefore, we have to change our beliefs. How

    < Activity Inspiration> < Execution Creation >
    If we don’t believe it, we won’t hear it. (Or see it)
    Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say “bad clerk” = feel bad
    Therefore, we have to change our beliefs. How

    < Activity Inspiration> < Execution Creation >
    If we don’t believe it, we won’t hear it. (Or see it)
    Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say “bad clerk” = feel bad
    Therefore, we have to change our beliefs. How

    < Activity Inspiration> < Execution Creation >
    If we don’t believe it, we won’t hear it. (Or see it)
    Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say “bad clerk” = feel bad
    Therefore, we have to change our beliefs. How

    < Activity Inspiration> < Execution Creation >
    If we don’t believe it, we won’t hear it. (Or see it)
    Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say “bad clerk” = feel bad
    Therefore, we have to change our beliefs. How

    Benefits:
    - remove fear
    - remove pain
    - make life better (money)
    - increase self esteem
    - increase attractiveness 
    - improve security/safety
    - improve health
    - pleasure
    - entertainment/reduce boredom  
    - enhance spirituality

    Benefits:
    - remove fear
    - remove pain
    - make life better (money)
    - increase self esteem
    - increase attractiveness 
    - improve security/safety
    - improve health
    - pleasure
    - entertainment/reduce boredom  
    - enhance spirituality

    Benefits:
    - remove fear
    - remove pain
    - make life better (money)
    - increase self esteem
    - increase attractiveness 
    - improve security/safety
    - improve health
    - pleasure
    - entertainment/reduce boredom  
    - enhance spirituality

    Benefits:
    - remove fear
    - remove pain
    - make life better (money)
    - increase self esteem
    - increase attractiveness 
    - improve security/safety
    - improve health
    - pleasure
    - entertainment/reduce boredom  
    - enhance spirituality

    the “Is” have it. Get people to talk about themselves: Tell me more, one to 10

    the “Is” have it. Get people to talk about themselves: Tell me more, one to 10

    the “Is” have it. Get people to talk about themselves: Tell me more, one to 10

    the “Is” have it. Get people to talk about themselves: Tell me more, one to 10

    the “Is” have it. Get people to talk about themselves: Tell me more, one to 10

    the “Is” have it. Get people to talk about themselves: Tell me more, one to 10

    the “Is” have it. Get people to talk about themselves: Tell me more, one to 10

    the “Is” have it. Get people to talk about themselves: Tell me more, one to 10

    the “Is” have it. Get people to talk about themselves: Tell me more, one to 10

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    What's In It For Me? Maketing for the Louisiana Notary Association - Presentation Transcript

    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
    98. Getting Attention 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
    110. confidence 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
    140. Questions
    141. Questions Open Inquiry
    142. Questions Open Inquiry Closed Confirmation
    143. Conflict!
    144. L A S T Conflict!
    145. L isten A S T Conflict!
    146. L isten A pologize (acknowledge) S T Conflict!
    147. L isten A pologize (acknowledge) S olve T Conflict!
    148. L isten A pologize (acknowledge) S olve T hank Conflict!
    149. 39
    150. Know & love your customer Understand their beliefs & feelings Speak their language Stay on target Ask for an action Modify as necessary 39 The End
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