session 1: “knowing who to sell to and what to sell them” · what we’ll over week by week…...
TRANSCRIPT
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Session 1: “Creating An Irresistible Offer That
Eliminates Your Competition”
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Welcome to “The Ultimate Marketing Machine”
• Why This Was a Great Decision
• Not MORE Info, MORE Action!
• Result: The TRANSFORMATION of Your Business
• Engineered Week-by-Week For Speed, Simplicity, & Execution
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What You Get Each Week
• Online Members-Only Site for Easy Access
• Webinars, Audios, Transcriptions
• Action Guide Laying Out Key Next Steps
• Templates and Tools Associated with Each Session
EXACTLY WHAT YOU NEED FOR MASSIVE ACTION & POWERFUL RESULTS!
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What We’ll Cover Week by Week…
• Session 1: Creating An Irresistible Offer That Eliminates Your Competition… you’ll know your PERFECT customer inside and out.
• Session 2: Your 24/7 Autopilot Lead Generation Machine… postcard, flyer, and much more besides.
• Session 3: Building Your Conversion Engine… key to turning prospects into paying customers.
• Session 4: Creating Your A.C.E. Triple Play… ramp up your Authority, Credibility, and Expertise quickly and easily.
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What We’ll Cover Week by Week…
• Session 5: How To Write A Book Without Ever Putting Pen To Paper… you WILL have your own book and it’s simpler than you ever imagined.
• Session 6: “Set It And Forget It” Profit Follow-Up System… KILLER ways to close the deal.
• Session 7: Making Them Choose You When They’re Ready To Say Yes… how to stay “top of mind” and “go to solution” on an ongoing basis.
• Session 8: Putting Your 24/7 Autopilot Lead Generation Machine On Overdrive… create tons of leads using Social Media.
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Let’s Start Building Your Machine!
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Today’s Session…
• Your BIG WHY?
• Who is Your Customer?
• What is the Transformation They’ll Experience?
• What is Your IRRESISTIBLE Offer?
IMPORTANT: You will need to think through what we cover today and provide YOUR answers to these critical questions – they will be key to the work you do later on!
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Your BIG WHY?
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RECAP: Pre-Session 1 Exercise
First: Write down and list the key qualities of your
PERFECT Customer.
Next: Describe the powerful, positive changes that
having more PERFECT Customers would make to
your business and your life.
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Who is Your Customer?
• Who exactly is the customer? Be as specific as possible.
• Identify Demographic Information – age, gender, location, income…
• Identify Psychographic Information – politics, religion, values, hobbies, interests…
• Identify Emotional Information – hopes, dreams, fears, and pain.
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What is their KEY Problem?
• “If I could just _____________ “
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… get out of debt once and for all.
… hit the golf ball 300 yards down the fairway.
… create a realistic plan to retire at 55.
… end this nagging back pain.
… lose the weight and keep it off.
… quit my job and do what I really love.
“If I Could Just…”
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Name 3-5 Associated Challenges
“If I could just get out of debt…”
• My income each month is too small.
• I can’t control my impulse buying.
• I have no idea how to track what I spend.
• Late fees and interest are killing me.
• Every time I get a little ahead I’m hit with another unexpected bill.
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Identify the Ultimate Transformation They Long to Achieve
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Ultimate Transformations…
• “Every credit card is cut up, my savings account is growing like wildfire, paying the bills is a breeze – finally, I can rest easy knowing my finances are totally under MY control.”
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Ultimate Transformations…
• “Every time I step up to the tee, I KNOW that I’ll split the fairway with the longest drive of the group… it’ll be a blast seeing every jaw drop after I cream that ball.”
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Ultimate Transformations…
• “My husband will look at me with the same excitement and passion he had back when we were first dating, because I look GREAT in every thing I wear!”
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Customer First, Offer Second
• Now that you know your customer and what they want, you can create the perfect offer for them.
• It’s “IRRESISTIBLE” because it provides the perfect solution to help your target customer achieve their desired Ultimate Transformation.
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Your Irresistible Offer
• Something SO perfectly matched to solve their problem and produce that ULTIMATE TRANSFORMATION that it’s practically IMPOSSIBLE to resist.
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Offer Examples
• For a Pizza joint: TWO PIZZAS + DOUBLE CHEESE + 60 MIN FREE DELIVERY + AT HALF PRICE + ORDER WITHIN 48 HOURS.
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Offer Examples
• For a Dentist: 7 POINT ORAL CONSULTATION + TEETH CLEANING + $49 FLAT FEE + NO PAIN GUARANTEED + SIGN UP BEFORE JUNE 1st.
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Offer Examples
• For a Hotel: 2-NIGHT/3 DAY ACCOMODATIONS + 2 ROUNDS GOLF + 4 DRINKS / 2 DINNERS + $197 TOTAL + RESERVE IN 10 DAYS.
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CRITICAL…
• As you describe your OFFER in your Sales Materials you need to focus 90% on the outcome your customers will experience.
• What matters most is the transformation they will experience.
• Your OFFER Fills In Every Gap Your Target Customers Need
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How To Create Your Offer
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Here’s What You Need
• What you’ll be promoting is a specific combination of features + benefits + scarcity+ guarantee that’s precisely matched to your target SLAM-DUNK customer.
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1- What Are Its Core Features?
• List them all.
• If it’s a five week coaching program, tell us the key points covered each week.
• If it’s a software application, tell us the core things that it does.
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2 - State the Benefits for Each Feature
• Basically, tell the prospect why this component matters to them.
• A useful phrase to consider when doing this is “… which means to you…” and then describe exactly what it means to them.
• These should correlate to overcoming the 3-5 Key Challenges you’ve already identified.
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3 - List Bonuses and Their Associated Benefits
• Bonuses should complement the core offer
• Don’t forget to include WHY they matter.
• Bonuses should also relate to the 3-5 Key Challenges.
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4 - Identify Final Pricing
• The total VALUE of your Offer by now should make the price you set seem like a no-brainer.
• Describe Payment Options like 2-Pay or 3-Pay or Discounts for Pay-in-Full.
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5 - What is Driving URGENCY?
• You must make prospects ACT NOW!
• Limited time window of availability?
• Limits on NUMBER available?
• Limits on the bonuses?
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6 - Define the Guarantee
• Make sure this is 100% clear and easy to understand.
• The best guarantees are those that seem to take away ALL risk on the part of the buyer.
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7 - Identify Your Call To Action (CTA)
• Don’t mess this up. Give precise and clear instructions on exactly what it is you want the prospect to do in order to ACCEPT THE OFFER.
• You want to be as clear, precise, and specific as you can be.
• IMPORTANT: Make SURE you test any and ALL actions (contact, order, etc.) you recommend yourself to make certain they work flawlessly.
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• You want a catchy, benefit-oriented name that stands out and screams “Pay Attention!”
• Use our 3-Step “Irresistible OFFER Generator”
• Brainstorm at least 7-10 different titles.
• Let them sit a couple days. Then come back and pick the one you like best.
8 – Give Your Offer a Cool Name
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Pick an adjective that describes how awesome your Offer is – for example:
Irresistible OFFER GeneratorStep 1
• Ultimate • Rapid-Fire • Step-By-Step • Easy as 1-2-3 • NEW • Advanced • Sure-Fire • Jumbo
• Forbidden • Irresistible • Proven • Real-Deal • Money-Saving / Money-Making • Unbelievable
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Identify the KEY PROBLEM your Offer solves OR simply put a name to the SOLUTION you’re offering. (You could also combine PROBLEM with SOLUTION.) Examples:
Irresistible OFFER GeneratorStep 2
• Back Pain• Hit It Long and Down the Fairway• Fiscal Cliff + Rescue• Thinning Hair + Restoration
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Pick the noun that suitably describes the OFFER. Here’s some to choose from:
Irresistible OFFER GeneratorStep 3
• ToolKit• Formula• Program• Machine• Generator• System• Process• Package
• Bundle• Offer• Deal• Gift• Resource• Surprise• Secret• Sale
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• Proven Back Pain Formula• Sure-Fire "Hit It Long and Straight" Toolkit• Ultimate Kitchen Remodel Package• Irresistible Romance Resuscitation Offer• Money-Saving “Fiscal Cliff” Rescue System• Fast Acting Job Loss Recovery Bundle• Advanced Retirement Acceleration Program• Forbidden Hair Recovery Formula• Unbelievable Work-Life-Balance Restoration
Weekend Deal
Cool Name Examples
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TAKE ACTION!
• Go through the ACTION GUIDE for Session 1 and complete everything discussed today!
• Check out Session 1 resources at:
www.gkic.com/umm/resources
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Next Time: “Your 24/7 Autopilot Lead Generation Machine”