The Realities of Marketing In This Century
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Our money-making formula: We do 5 things: Generate Traffic (a lot of eye balls), Capture Leads (build a database so you can market to them long-term), Qualify prospects (eliminate tire kickers so people you talk to are ready, willing and able to buy), Convert Sales (money for you in your bank!) and Nurture (create long-term customers who give you raving review and generate a massive amount of referrals)
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The Realities of Marketing In This Century
- 2. Why do people reject good ideas?
- 3. Beliefs
- 4. “ The problem is never how to get new, innovative thoughts into your mind, but how to get old ones out.” Dee Hock never get old ones out
- 21. 200
- 22. Indonesia & Brazil 5th
- 30. 31
- 34. consumer mindset
- 36. Marketing Rules are Changing It was It’s now Pushing message to client Pulling client to the message One way message Interactive conversation Business generated content User generated content Direct client to immediate action Engage, build relationship Hard to measure results Real time metrics Consistent media preferences GenY/X different media preferences Coveting information Sharing information Charging for entry – block entry Giving free ebooks, product
- 37. the new model marketing PULL
- 38. the new model longevity authority credibility visibility attraction distinction longevity authority credibility visibility attraction distinction
- 39. the new model 1
- 40. selling is like kissing
- 41. un known 80% 20% you known
- 43. I’m not qu alified! I’m not a w riter! No idea w here to sta rt! No time! Don’t know what to write?
- 46. 15 50 100 200 300 400 500 500 500 500 500 500 500 500 500
- 47. the new model 2
- 48. We naturally tend to gravitate to things that are unique.
- 49. Your marketing does this to you!
- 51. bb
- 52. Compare that to…
- 53. Perceived value £ $20
- 54. the new model 3
- 57. the new model 4
- 60. Will always refer you Will refer you if you make it easy to do Will never refer you
- 61. the new model 5
- 63. Authority is no longer assumed but it can be garnered instantly with the right tools.
- 64. the new model 6
- 65. buys you shelf life
- 66. books? who throws out
Editor's Notes
- Are profits going up or down? Fees, Profits, Commissions, Results Better Mouse Trap
- This is fundamental to our whole Business Multiplier system. If you are using the same methods to attract, sell and build your business that you were using 5, 10, 15 years ago using without accounting for how the consumer has changed, you will NEVER be as effective as you could be. Most business owners, sales people etc, were trained with techniques that were developed 10, 15 even 20 years ago and they just don’t work the same anymore. That’s why they struggle so much.
- And what was much, much worse for the trendy men smoking cigars, was that we didn’t like their advertising any more.
- This is fundamental to our whole Business Multiplier system. If you are using the same methods to attract, sell and build your business that you were using 5, 10, 15 years ago using without accounting for how the consumer has changed, you will NEVER be as effective as you could be. Most business owners, sales people etc, were trained with techniques that were developed 10, 15 even 20 years ago and they just don’t work the same anymore. That’s why they struggle so much.
- Here’s a simple model that we developed and we’ve taught it the world over to help companies in over 38 industries improve their sales performances. It worked for them and it’ll work for you. The blue triangle represents the population as a whole. The top of the triangle, the pink part represents the small number of people who’ll give you the vast majority of your income. It changes from city to city and industry to industry but most of you would agree with Perato who said that only a small % of the people (20 in this case) will give us almost all of our sales. The problem is that most of you spend forever trying to find hot prospects down here in the bottom of the triangle. The reality is that there just aren’t many “hot prospects” down here. You spend forever trying to sell to the UNKNOWN marketplace. What’s UNKNOWN is people’s predisposition to buy what you are selling. Stop that and your results will change. Instead, spend all of your time with the KNOWN marketplace. Only attempt to sell people who have identified themselves as SOMEWHAT predisposed to buy what you are selling. If they aren’t leaning towards you, don’t waste your time on them.
- You may not be but that’s what consumers think. A chiropractor is a chiropractor. Are you more knowledgeable, better, more experienced etc, yes… do they see you that way? NO.
- Describe Milgram story: Once you are the trusted advisor you are invited in, you overcome the gatekeepers, your advice is sought and your expertise is carried out. Thereby doing your business a lot faster. If you can get “it” done in 2 appointment instead of 4 or 5. As an authority figure, you gain compliance much easier.
- Are profits going up or down? Fees, Profits, Commissions, Results Better Mouse Trap