Welcome to …

• “You Can not change the direction and forces of the wind, but you can change the setting of your own Sail” - Jim Rohn

“Where you’ll be in 3 years time will depend on the Books You Read, the People You Associate With AND the Strategies You Implement!”

Your Top 3 Wins Since First Meeting...?

What Were Your Top Learning's & Ideas?

Profit Margins Up Sell/

Cross SellEnquiries Conversion

RateLife Time

Value

Your Business Engine – Revving Up Results

Score the pistons from 1 – 10 (1 being lowest and 10 being highest)

Your 4 Types of Customer Fuel...

D Grade

Low Profit

High Maintenance

C Grade

Low Profit

Low Maintenance

B Grade

High Profit

High Maintenance

A Grade

High Profit

Low Maintenance

To Accelerate Your Business in 2010

“A Business has but two Purposes...

Marketing & Innovation.”

Peter Drucker

What is marketing

Top 7 Reasons for Marketing Failure

• No clear business strategy, plan or budget• Viewed as Event not a Campaign• No clear USP, CTA or Guarantee• No metrics for performance• Not Investing enough to get

a new customer• Poor Target Market• No Compelling Offer

The advertising formula ...

Attention

Interest

Desire

Action

Magnetic Marketing …

Who is your target market?

Local Geographical Area

10%

Where to Invest Your Marketing Money?

Existing Customers

60%

New ‘A’ Prospects

30%

The 6 Keys to ethical influence in marketing ...

1. The Law of Reciprocity

2. The Law of Scarcity

Dr Stanly Milgrams obedience study 1961

3. The Law of Authority – People respond to perceived power ...

4. Law of Consistency and Commitment

Start small and work up to the big sell!

©©©PA Enterprises Ltd 2009

5. Law of Liking – Power of Social Networks

Member Spotlight …Your time to Shine!

Building Your Business with …

The 4C Marketing System of the Social Media World

Free contentConnection content

Conversion content

Relationship content

Winning topics for headlines

Self Interest

Speed

• DON’T use your own Name ...• Put the word YOU in it ...• Open a LOOP ...• QUALIFY the right readers ...Sell the BENEFITS ...• 20 to 25% of the space of the Ad ...

• Times New Roman Upper and Lower Case ...

• NO italics, CAPITALS, or underlining ...

Headline rules to follow

34

Headline

Testimonial

Free Offer

Accreditation

Call to action Logo

Coupon

2ndOffer

Pictures

Offers

Time to Trade up & Trade In…

Marc Smith – MD

“I was mucking around on my calculator at the weekend (in between working and sleeping!) and worked out that the return I got on my marketing investment in the XX magazine of £1800 was 24,556% or £442,008.”

“Is this good coach???”

Real Life Client Case Study ...

Turnover £250,000 to £850,000 in 18 months

Build Perceived Value Vs Discounting

CopySells!

William Bernbach’s formula for successful copy

• The most powerful element in copy and advertising is the truth

• The truth is not the truth until people believe you• They can’t believe you if they don’t understand• They can’t understand if they don’t listen• They won’t listen if you’re not interesting• You won’t be interesting if you don’t day things

imaginatively, originally, freshly• Your job is to bring the dead facts to life

USPGuarantee

Why Have a Strong USP and Guarantee?

1.Justifies higher prices

2.It will increase conversion rates

3.It will scare your competition

4.It will generate more enquires

5.It will create word of mouth “buzz”

6.Lowers the barrier to ownership

Well known Guarantee Examples ..

Fresh hot pizza delivered to your door in 30 minutes or it’s free!

If the movie you want is out of stock it’s free next time!

We offer a money-back guarantee if we miss our published delivery time

by even 60 seconds!

Guarantee Myths ... Why people resist

Between 1 – 2% of people will claim ... Between 1 – 2% of people will claim ...

Two types of Guarantee ...

Test Your Offers on a SMALL Scale first!!!

What Action do you wantpeople to take physically?

Why should people respond Now, what is your Compelling Call To Action?

Who is your Specific Target Marketfor this campaign?

What 5 marketing tools will you use to contact them?

What GUARANTEE are you offering to reduce their risk?

What is your “Outrageous” Offer orBig Bold Claim?

What is your marketing Breakeven and target ROI?

The 7 Power Question Marketing Plan …

Thank you