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slides from September 07 Leela workshop
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9 Ways to Grow Your Business in the Next 90
Days...
about me...
. . .
. . .
. . .
Henry Ford - on ‘Thinking’…
“Thinking is the hardest work there is…
which is probably why so few people engage in it”
There are no ‘rules’ in marketing
So why do we conform to so many…?
List 3 unspoken rules you / your industry
conforms to
teach to learn
The 3 Dimensions of Business Growth
1) More Clients
2) More Spend
3) More Often
more Spend
more Often
more Clients
Where are YOU spending time/money?
more Spend
more Often
more Clients
% ? % ? % ?
100 £100 10 pa = £100,000
Today
+10%
110 £110 11 pa = £133,100
+25%
125 £125 12.5 pa = £195,312
x
x
xx
x
x
x xmore Spend
more Often
more Clients
LifeTime Value of your Client
Grease the Chute
TestingBack EndingReferrals
Risk ReversalHost Beneficiary
Communicate to Sell
Client not Product Driven
What would you do with an extra 95%?
Imagine
Client not Product Driven
1)
Are YOU selling Drills or Holes?
Clinicalexperience(the drill)
or ‘jolly’ (the hole)
A Client... or
Customer?
“under your protection”
“avails themselves of your product or service”
STARBUCKS
sells 20 minutes of peace
rather than coffee…
oldest profession...
“goodbye”
“if you do not revere your
product or service, your
clients certainly will not”
abraham.com
“LifeTime Value” of Your Client
2)
Life Time Value = £250 x 7 = £1,750
A client spends £50 per visit (average)
5 visits / yr (average)
(annual value: £250)
Clients stay 7 years (average)
£83,000
Some industries rely on LTV
- others ignore it?!
It’s what you do with LTV that counts…
$3.45Discovered average
repurchase was 8 x year - until death or cure!
Gave the first one away!
‘Icy Hot’
Icy Hot went from $20k pa to $13m in 18
months!
Case study: Industrial Hydraulics firm
Took them a week to it work out…
‘What’s the life time value of your customer?’
‘Huh’!?
On average a customer would stay 3 years.!
On average, a new customer order was worth $200 in profit.!
Case study: Industrial Hydraulics firm
On average, a new customer would buy5 times a year
So EVERY new customer they got in the door was worth $3,000
‘Just test it’
Case Study: Industrial Hydraulics Firm
Give the salesmen 100% of profit of first order(instead of 10% they were getting)
‘You’re crazy!’
800% growth in 12 months!
Result?
Life Time Value
how can you…Subsidise the first sale?Give more (100%) commission on first sale?Give the first one free?Create a customer service revolution?
Grease the Chute!
#3
.Grease Your Chutes!
.
Where are YOU asking for chassis numbers?
&
OVER Deliver
UNDER Promise
Internal Chutes!
You Lose on 4 Levels:
4 Their referral value
1 The cost of bringing her to you
2 The profit on the sale itself
3 Their ‘Life Time Value’
#4
Experiment!
Testing
The Motivaider
£59£79
£39+212%+530%
FORTUNE 500 co’s spend 4% of turnover
on R&D (testing)
ass meuassume
What to test?
DeliveryColours
SizesGuarantees
Music!Name
Price PresentationsOffers 3 + 1?
HoursScripts
Payment terms
Indicative
Definitive
Profitable Marketing is Simply a Function of
Testing!
“The Entrepreneurs
Guide to Success”
Why S.O.B’s succeed and Nice
Guys Fail in Business…
( = New York Times Best Seller!)
Back-ending
#5
Adding complimentary products & services
What single questions grew
McDonalds 23%?
“Do you want fries with that,
sir?”
Where are my chips?
Adding Volume or Time
Adding Volume Options
the ‘3 + 1’
§
Adding Time Options(membership?)
Vitamins...
Membership
Float Monthly - for just £25
Now you’ve discovered floatation, make it a regular part of
your life. A float session each month will help keep
you calm, creative and healthy.
~ ~ ~
Some benefits of membership...
1. Have as many extra floats as you like
every month for just £12.50 each.
2. You’ll receive FREE float gift vouchers,
when you pay via the annual or quarterly
option.
3. You save at 30 - 65% on the price of a
regular float!
4. Expect profound life change during this
amazing program.
~ ~ ~
Terms and conditions?
None really ! you can cancel your membership at any time, without penalty. One float should be
taken per calendar month but, should you miss one, we’ll be flexible in letting you “roll it over” for later use.
~ ~ ~
Act now… complete the following section and welcome in a new era of your life.
!~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Yes, I want to continue floating…
Name: ________________________________ Address: ________________________________
___________________________________________________ Tel: ________________________
Choose your preferred option…
! via monthly instalments of £25.
! via quarterly instalments of £75 (and receive a £35 float gift voucher as a bonus)
! via an annual payment of £300 (and receive 3 float gift voucher as a bonus, worth £89)
Payment via debit/credit card no. _______________________________
Exp. Date _________ Date ___________ Signature: ____________________________
The London Float Centre 7a, Clapham Common South Side, London SW4 7AA Tel: 0171 720 4952
What would you do with an extra 95%?
Imagine
60% of your clientswant to be back ended!
Soft v Hard Dollar
Referrals
#6
or... turning your clients into
your sales-force
‘Stored Value’
Not on your balance sheet
Who has a referral program?
Referrals
They are; Least expensive
Least riskMuch less likely to price shop
or have buyers remorse
Proactive!
Create tools...
Like Attracts
Like
sensitivity
timing
Your Duty
Just ask!
paddylund.com
Risk Reversal
#7
The biggest obstacle to a new sale is…
who bears the risk?
If you really are good…
Prove It!
You’re Probably Doing This Anyway!
Legally obliged!
Hot and Fresh in 30 minutes…
Do people abuse guarantees?
Yes!
a small %a small %
10 am next day - or it’s free!
Trial
The Puppy Dog Trial
Host Beneficiary
#8
Who’s already got my perfect client?
‘Crafting’ is Key
paint a picture
Win / Win
not Win / Lose
Communicate to SELL
#9
Direct Response Marketing
Sales letter Brochures
EmailsFlyersAds!
(anything unsolicited)
You’ve got 4 seconds to sell
… count ‘em
Simple formulathe 4 ‘W’s
Why are you bothering me?
1st ‘W’ is…
Answered in the headline
See 37 Greatest Headlines
compare them to yours
Why should I care?
2nd ‘W’ is…
(elaborate)
Why should I believe you?
3rd ‘W’ is…
(testimonials, graphs, guarantees, free trial,
charts, etc)
Why should I do it NOW?
4th ‘W’ is…
(give them a reason to act now)
An Up-to-the-Minute Course to Meet Today's Problems
Announcing a New Course for Men Seeking Independence in
the Next Three Years
The first headline trounced the second headline by about 370%.
Bridal
US immig
Wrtie for profit
Wrtie for profit
Wrtie for profit
Superlatives
Direct Mail
Secret weapon!
Mailing Lists
why are you bothering
me?why should I care?
please do it now!why sh
ould I care
Busy fonts & colours
Why are you bothering me?
Why should I care?
Why should I believe you?
Why should I do it now?
Why are you bothering me?
Why should I care?
Why should I believe you?
Why should I do it now?
The 5 Most Common Marketing Mistakes
• No Testing (of anything!)
• Selling drills - not holes
• No Back End!
• Miserable Chutes
• No risk reversal strategy
info @
MarketingWright.com
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