5 Habits of aSuccessful Sales Pro                             1
Session Framework                       Darcy Juarez    Executive Director of Marketing                        Lora Ulleri...
Session Framework                       Session Framework•The ONE marketing revelation 99% fail to grasp.•Step-by-step sys...
Background•Cole Directory published in 1947.•Crisscross directory of addresses & phone numbers.•Invaluable information for...
Features:  • Webinars  • Playbook    download  • Articles  • Buddy’s Blog  • Resources
How To Attract a Flood of                     Your Ideal Clients In 60 Days                        or Less….Guaranteed!  D...
Who Are We?
Magnetic Marketing
The Most Powerful Man     in the World
Dan Kennedy
3 Keys to Success
Message•   WHO•   USP•   The Proposition•   The CTA
Market• Geographic Targeting• Demographic Targeting• Psychographic Targeting
Wasting Bullets?
Media• Social Media• Email• Yellow pages• ValPak• SEO• Newspapers• TV• Radio• Direct Mail
Birds-Eye View• Lead-Generation “Ad”• Drives to website• Gift/Information• Collect full contact info• Follow up campaign v...
Lead Generation• Ads, letters, postcards• Banners Ads, Ad-words,  Email• Ad offers a gift• Drives to website• Toll free ho...
www.dankennedy.com/cole
8
Magnetic Marketing Secrets Revealed
Magnetic Marketing Secrets Revealed
Magnetic Marketing Secrets Revealed
Magnetic Marketing Secrets Revealed
Magnetic Marketing Secrets Revealed
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Magnetic Marketing Secrets Revealed

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Are you looking for the secrets to attract ideal customers, secure appointments and ultimately close the sale? If you're tired of cold-calling without results and want to transform your business, this Small Business Marketing 101 webinar is for you. Glazer-Kennedy Insider's Circle (GKIC) Director of Marketing will join us on the webinar to give you step-by-step instructions on the critical system you need in place to become a magnetic marketer and grow your business. If you implement the strategies you learn from this webinar, you will see results in 21 days or less!

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  • Good afternoon. Thanks for joining us for Cole Information’s Small Business Marketing 101 Webinar Today we’re talking about 5 habits of a successful sales pro.
  • Today we’re happy to have Darcy Juarez from GKIC joining us. Prior to joining GKIC as the Executive Director of Marketing in 2011, Darcy spent 7 years creating and developing direct response marketing systems – achieving results like revenue increase in one company from $1million to $29million and decreasing lead generation costs while increasing volume, producing a 30% improvement to bottom-line profits.  Since joining GKIC, they have seen a 600% increase in new member value.  Darcy has re-engineered the inner workings of businesses and units within businesses to accomplish everything from eliminating redundant phone calls to dramatic improvements in marketing and sales.  She has been an integral part of numerous multi-million dollar product launches and is here today to share with us 1 of the secrets she uses – called Magnetic Marketing Small Business Marketing 101 webinar series Thanks for joining us My name is Lora, I’m the digital media specialist for Cole Information.
  • Discuss today's session. Today we’re going to go over: This is the ONE vital revelation about “marketing” that 99% of entrepreneurs fail to grasp that can prove fatal to their business. We’ll also reveal the complete step-by-step system that you can implement in your business including the three keys to success so that you will see results in your bank account in 21 days or less And the best way to farm your area. If you do have a question, feel free to type in your question in the dashboard to the right of your screen. We will get to those questions by at the end of the presentation. Also, we are recording this session, so we will be able to forward you the video & slides within a day after the session. And one lucky attendee will be $50 richer as we’re giving away an Amazon gift card at the conclusion of today’s presentation.
  • Before we get started, just a little background on Cole Information. In 1947, Jack Cole created Cole Directory, a directory of people by their address and phone number. Jack’s considered the father of direct mail. While companies had dabbled in this type of directory in the past, what made Cole Directory revolutionary was that he used IBM punch cards to streamline the process and thus created a searchable database. This type of crisscross directory was groundbreaking & invaluable to a number of industries including telemarketing, debt collection and law enforcement. Today, through a number of our products, including Cole X-Dates & Cole Lists, we have continued to provide small business owners this searchable database of addresses and phone numbers that allows them to target consumers and businesses in their own neighborhood. We also want to provide small businesses with the necessary tools and information they need to grow their business. We do that through Cole community.com and also these small business 101 webinars.
  • We also have a an online community called Cole Community, where with articles, a blog & other content including past webinars we think is interesting & is beneficial to small business owners like yourself. We invite you to take a look around, check out the site & use it as a resource for your needs.
  • Cole Community features articles, a blog & other content including past webinars we think is interesting & is beneficial to small business owners like yourself. Best of all, it’s FREE! We invite you to take a look around, check out the site & use it as a resource for your needs.
  • The Principles of Magnetic Marketing In this presentation I am going to share some of the strategies that will put more money in your pocket – whatever business you are in I want to introduce you to a complete step-by-step system that you can implement in your business and see results in your bank account in 21 days or less And I can bet that 99% of your competitors don’t know about and are not using this system In short – I want to make you money – if that sounds good to you, let’s jump right Two things you should never outsource in your business…your check book and your marketing. WRITE THIS DOWN…the first giant quantum leap you’ll take to radically transforming your business is when you go from a DOER of your thing to a MARKETER of your thing. You don’t sell houses…..you are a marketer of homes You don’t sell insurance …. You are a marketer of insurance services You are not a dentist… you are a marketer of Dental Services You are not widget maker … you are a marketer of widgets This is the ONE key revelation about “marketing” that 99% of entrepreneurs fail to grasp that can prove fatal to their business --- if you leave here with just this, I will have done my job Most people are so focused on WHAT they do, they don’t focus on HOW TO SELL What they do.
  • Position of Power Often said that the president of the United States is the most powerful man in the world Who got the president to fly to Chicago, helicopter across the city, and drive into her studio to tape an interview? You tell me who is the most powerful The who comes to who tells us a lot and why we want to engineer our businesses so that people are coming to us and we aren’t going to them
  • The Fundamentals The fundamentals you need to know to implement Magnetic Marketing in your business These principles have been proven to work in literally every business category imaginable
  • Welcome Guest vs. Annoying Pest Story Truth is…. In most cases you are perceived as the annoying pest vs. the welcome guest in your marketing
  • Before we get too far, let me introduce you to the creator of Magnetic Marketing Dan Kennedy is a serial, multi-millionaire entrepreneur…he is a highly paid and highly sought after marketing and business strategies, advisor to countless from scratch millionaires, 7 figure income entrepreneurs and professionals and is currently one of the highest paid direct response copywriters in America He has published books like…. He is the founder of GKIC the Place for amazing advertising, marketing, and sales systems guaranteed to boost your profits, and the only place where you can get your hands on the #1 Best-Selling Newsletter for Small businesses “The No BS Marketing Letter”
  • 3 Keys to Magnetic Marketing Success Message Market Media
  • Message 1. Who is it for, Who are you, and what is your product about 2. USP: Dan says that your USP will answer the following question “Why should I choose to do business with you versus any and every other option available to me” I’m not talking answers like “we offer quality” or “Great satisfaction” I will show you a model to follow Let’s see if you recognize any of these “ Fresh hot pizza delivered in 30 minutes or less guaranteed” – Dominoes built their business on their USP “ Where it absolutely, positively has to be there overnight” – FedEx Your USP is more than just a tag line – it needs to be benefit oriented, WIIFM #1: It needs to be narrowly defined positioning – you can’t be everything for everybody – when you attempt to do that you end up being nothing to everyone. When we have a heart condition, we aren’t seeking out a general practitioner they are looking for someone who specializes in their condition… the same holds true in everything that we do Are you the high end real estate agent (like you see on Million Dollar Listings) – they won’t look at listing a property that is less than 1 million dollars or do you specialize in suburban or city, investment properties or 2 nd homes Are you selling a yoga DVD that is for everyone….or have you tailored it to be specific to; teenagers, working moms, stay at home moms, pregnant women, male professionals, female professionals, senior citizens, etc…. #2: It must have meaningful specifics and meaningful to your customers, clients, patients, etc. #3: It needs a guarantee. If you can’t guarantee your product or services you shouldn’t be selling them  This can be the outcome, your service, or the actual product Story of the plumber guaranteeing no “plumbers crack” --- Going against industry stereotypes Story of Comcast we pay you $25 if we are late – I know Dentist who use this as well Guarantee that if you don’t think this is the best service, you don’t have to pay If you don’t think our event was worth ever penny not only will we give you your money back we will pay you $500 towards your travel
  • Market – a great message sent to the wrong people will always fall upon deaf ears …if it hits the wrong people they are not going to be interested in what you have Good news/bad news regarding privacy Good news = privacy is dead which means it easier than ever to get the names, addresses, even email addresses for just about any target you are looking for Facebook Geographic Targeting: like getting in a plane and dropping our flyers hoping you hit the right person Demographic targeting: gives us a surface level Psychographics: carpet cleaning business story……starts to delve into what people are thinking, how they act Examples; Story of Hyundai trying to offer me lower financing on a 0% financed loan Selling baby items to a single male Selling beer to highly affluent client who only drinks fine wines Advertising your school to households that don’t have children Now, what if you targeted your message to highlight the advantages of buying a home when you currently rent – and you only sent these flyers to apartment dwellers whose credit scores qualified them? Offering home owners insurance to people who own a home
  • Do you remember when you used to have to “farm” your area….going door to door to meet everyone in your area? It has now morphed into calling everyone in the phone book – but there is a better way! And it’s called Direct mail Now I know…. Everyone here was probably looking for the newest and greatest do-hickey to use online….but the cold hard fact is major on-line companies like Google and Amazon use direct mail….and the best part – you have no competition The key to this is never do just 1-shot mailings … everyone who says direct mail doesn’t work isn’t doing it right. People are not waiting by the mailboxes, sitting by their email waiting for your message to come through – people are not always ready for your message right now – which is why you have to use repetition and follow up! The big mistake marketers make is thinking that 21 st century marketing just means online. Offline is old school and old hat. Wrong. Tonight I’m going to give you a concrete, step by step walkthrough of an integrated 21 st century campaign that totally rocked. 21st Century is not online only, it's combo online/offline -- follow up letter -- follow up email campaign
  • The free report / gift that you send them -- it could be fancy or simple --> could be downloadable --> could be a CD, a Manual, a printed book --> could be a fancy shock and awe package
  • How do you learn more about Magnetic Marketing? I’m sure you have gone to lots of seminars, heard lot’s of speaker, you’ve probably bought many books and CDs and watched numerous online videos. However, I guarantee that you never had your hands on anything as powerful as Magnetic Marketing --- and while I wish that I had more time to show you more of the secrets of Magnetic Marketing we are just flat out of time… So, if you think this is something that would work for you (because I know it’s something that will work for you) I have a FREE report that will go into details and has the examples of the Giorgio letters for you that I want to give to you (it’s absolutely free, no strings attached, my gift for hanging in there with me this afternoon) Just go to www.dankennedy.com/cole to grab your copy today
  • Magnetic Marketing Secrets Revealed

    1. 1. 5 Habits of aSuccessful Sales Pro 1
    2. 2. Session Framework Darcy Juarez Executive Director of Marketing Lora Ullerich Digital Media SpecialistLora.Ullerich@coleinformation.com
    3. 3. Session Framework Session Framework•The ONE marketing revelation 99% fail to grasp.•Step-by-step system for results in 21 days.•The best way to farm your area.
    4. 4. Background•Cole Directory published in 1947.•Crisscross directory of addresses & phone numbers.•Invaluable information for a number of industries: •Telemarketing Jack Cole •Debt collection •Law enforcement•Today, web-based lead generation forbusinesses.
    5. 5. Features: • Webinars • Playbook download • Articles • Buddy’s Blog • Resources
    6. 6. How To Attract a Flood of Your Ideal Clients In 60 Days or Less….Guaranteed! Darcy Juarez,Executive Director of Marketing
    7. 7. Who Are We?
    8. 8. Magnetic Marketing
    9. 9. The Most Powerful Man in the World
    10. 10. Dan Kennedy
    11. 11. 3 Keys to Success
    12. 12. Message• WHO• USP• The Proposition• The CTA
    13. 13. Market• Geographic Targeting• Demographic Targeting• Psychographic Targeting
    14. 14. Wasting Bullets?
    15. 15. Media• Social Media• Email• Yellow pages• ValPak• SEO• Newspapers• TV• Radio• Direct Mail
    16. 16. Birds-Eye View• Lead-Generation “Ad”• Drives to website• Gift/Information• Collect full contact info• Follow up campaign via email and direct mail
    17. 17. Lead Generation• Ads, letters, postcards• Banners Ads, Ad-words, Email• Ad offers a gift• Drives to website• Toll free hotline• Requires FULL mailing address
    18. 18. www.dankennedy.com/cole
    19. 19. 8

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