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Archive for April, 2010
Presentation Notes from Lloyds Marketing Event – 22nd April
Here is a summary of the event presentation (please note; these summary notes will only be posted here for one week).
4 Key Marketing Elements -
1. Be totally clear about your Proposition – help potential customers make a quick and confident buying decision (and remember the two may be the same transactional process and outcome but the experiences can be very different).
Make sure that in whatever form of marketing message you apply – advert, email, sales material, direct mail, face-to-face, etc – that you have clear answers for the…
7 Buying Criteria:
1. What is it?
2. What does it do?
3. Why do I need it?
4. What will I get?
5. Why should I buy it from you?
6. What’s the price (value!)?
7. What’s the deal?
(See more on the 7 Buying Criteria elsewhere on this site)
2. Consider all methods and marketing channels; be prepared to be different. Learn from the best competitors out there and look at the various ways you can get your message in front of prospective buyers – above all, be BOLD!
Especially consider:
Online Marketing – just about every business can benefit from this and new ways to present yourself on the Internet are no longer expensive or time consuming; you can get a practical web-presence easily and quickly (If you want to know more, just ask me!) – remember it’s not all just about brochures and marketing either, you can also sell your products as services online too.
Variable or Relational Data Marketing – recent advances in digital print technology can allow you to combine customer data with print. This allows you to personalise every piece of mail, sales literature and brochure that you create. Remember; get to know your customers and your prospect profiles, use this wisely and you will see your response rates sky rocket – reduce waste!
Build your List – ‘the money is in the list’ – if you’re not already using simple ways to collect, store and manage data do this NOW. It’s a vital component of every business and has a tangible value; it could become the most valuable asset in your business!
3. Price and Value – every business should be looking at two key things:
Price Testing – when did you last test your prices? Do you win 100% of all your prospects? Perhaps your prices are too low! Your customers will tell you what your services are worth; it’s a simple rule of economics – Supply and Demand.
Premium Offering – always have a premium offering (mine is executive mentoring and coaching!). This helps you to shift your price profile and build higher value in your brand.
Above all remember that people generally DO NOT buy on price alone; they make buying decisions based on perceived value. It’s your job to help them understand and make a judgement based on this. Only ever disclose your price once you’ve stacked up the value.
4. Maximise all the potential sales channels in your business:
RULE No. 1. Every person in your business should know the basics of good selling. If they don’t, then get them trained quickly.
Ensure you and your staff know how to:
- Up Sell
- Cross Sell
- Repeat Sell
Simple changes to the way you and your people THINK about selling, followed by the ACTION of doing this on a regular basis, can increase average sales values very easily. This can have a significant impact on your bottom line.
FACT: Most businesses are walking away from easy profits because of sloppy sales cultures!
And… always ask for Referrals.
These are one of the best sources of business you can generate, often to most value for money way of marketing/selling what you have. Happy customers LIKE to offer referrals so always do it.
Also look for ways to collaborate with other complementary businesses and cross-refer.
Resources:
Read - ‘Influence’ by Robert Cialdini – this is an essential book for everyone serious about becoming more influential in their marketing and sales role.
Study what Seth Godin has to say about Permission Based Marketing; this has significantly changed the way people respond to marketing and will continue to grow.
(And if you think you don’t have time to read books… well cheat, you’ll find both these guys on YouTube!)
And finally:
If you do nothing with this information nothing will change, if you have KNOWLEDGE and FOCUS and ACT, you will see results.
Want to learn more and start Pushing your business? Attend my next seminar or call me to book a personal consultation.
PUSH Marketing Partners is all about working with the client to understand how to set a solid marketing plan; then we help to put this at the core of your business.
We work for our clients, we give independent advice and provide ongoing support. Talk to me to find out more – you’ll get me here 07795 144005 or here - mail@nialadams.com.
Get to Know: Nial Adams
Company: NialAdams.com & PUSH Online.com
Born: Norwich, 1969
- Where do you live? In early 2010 I moved back to my home county of Norfolk and living with my partner in Wymondham; a lovely market town just ten miles from Norwich.
- Where do you work from? Anywhere and everywhere. As a consultant the majority of my time is spent with my clients but I’ve learned to work with nothing more than a laptop and my trusty iPhone; it’s real freedom!
- When did you start your first business? When I was just 19. Despite bags of enthusiasm I knew nothing and was completely green so I had to learn fast. Over the following years I was very fortunate to work in different countries with some brilliant business people so I gain a very broad experience at an early age.
- What advice would you give others starting out in business? Understand the practical mechanics of business before getting excited about your ‘passion’ (read Gerber’s ‘E-myth’ if you want to understand this more). Very few people ever start a business with the required knowledge that certain elements will steer them towards success much more quickly and save years of heartache and wasted expense!
- How do you spend your downtime? I’ve got a growing passion for guitars. I’d certainly not say I’m an experienced musician but enjoy the peace and emotion of playing; it’s great for the soul and a perfect way to totally switch off. I listen to a lot of music and love cooking, being outdoors and spending time with my loved ones, just like everyone else I guess.
- Your favourite possession? That’s a hard one. I’ve learned over recent years that material things are much less important than relationships and experiences. I’d say my first guitar would be something I’d always want by my side – a wonderful acoustic by Crafter; it’s got its own soul!
- Best experience ever? I’d probably say taking part in the world-famous Bull Run in Pamplona in 2008; it was terrifying but the most exhilarating, adrenaline-filled experience of my life! I’d recommend it to the brave of heart… and the downright stupid!
- That special moment? Watching the birth of my first daughter Victoria, it was a miracle of life, she was so beautiful and I cried like a baby too!
- Your favourite food? I just love to eat (and cook) so it’s tough to choose just one. I’d probably go for Japanese for the experience but I still think you can’t beat a traditional Sunday Roast (rare ribs of beef please!)
- Your favourite drink? No competition; a pint of the freshest Wherry (Woodfordes) with the guys at The Fat Cat in Norwich on a Friday evening!
- Dream holiday destination? So many places I plan to visit. I think the mountain temples of Tibet would be my choice, to sit on the roof of the world must be an awesome experience.
- What car do you drive? Alfa Romeo GT V6, my second Alfa and I love it, despite all the jokes about the reliability of Italian cars, there’s nothing like it for driving soul. Plus I’m keeping the economy going through my fuel tax contributions!
- Sport, hobbies and keeping in shape? Well, I spent over 20 years studying traditional martial arts and achieved 4th Dan Master rank in Hapkido. I was also very lucky to be a private student for over 3 years with a Master of the Japanese Sword.
- Your favourite gadget? My iPhone, no question, it’s a world-class design and has moved mobile technology forward significantly. I couldn’t do my job without it. My iPad comes in a very close second… okay, I’ll admit it, I love Apple products
- Most inspirational person? I suppose I could go for the classic clichés of Nelson Mandela or Ghandi but I’ve got to say it would be my mum! She’s been a rock to me for so many years; fun, selfless, so utterly loving and always there for me.
- Most favourite film? Well, for storyline I’d go with ‘Fight Club’, for action ‘300’ and I loved Avatar in 3D, got totally lost in it. On a cold wet Sunday though it’s got to be ‘Some like it hot’… they don’t make em like that anymore!
- What are you most passionate about? I really have a struggle with prejudice and intolerance. I’m so saddened that emotionally immature people feel the only way they can feel better about themselves is to hate others.
- If you could live a double life and be someone completely different what would you do/who would you be? Well, a fast-jet pilot, F1 driver or rock star! OK, so I’m really just a big kid – no excuses!
- Biggest mistake in life? Thinking I could change others ‘for the better’ rather than trying to become a better person myself. I worked it out in the end though and life tastes very sweet again!
- Your favourite song or album? Well, I’ve got very wide music tastes; the best album would be Vicious Delicious by Infected Mushroom (no seriously, it’s genuine!) but my ‘signature tune’ has to be ‘Feeling Good’ sung by Michael Buble (did I really just admit that?!)
Nial Adams is Co-Foudner of PUSH Marketing Partners and works with companies and organisations of all sizes and types. He’s known for his experience as a copywriter, e-marketing and someone who ‘tells it how it is.
The Bull Runners Celebrate - it's Partagas Time!
“Make Your Marketing Work!”
Find out how to turn up the volume on your marketing and start getting the results you want!
You’re invited to our next Marketing Briefing…
21st June 2010
Holliday Inn – Norwich Airport
Registration 9am – Presentation 9:30-12:00pm
Limited Seats for this invitation-only event
Your Complimentary Ticket – [Worth £97]
At this morning event you will discover how effective marketing can be applied to your business or organisation to generate profitable and tangible results, fast – no matter what size of business, sector or level of experience.
Presented by acclaimed marketing and business growth specialist – Nial Adams – you’ll learn about the latest developments in strategies and tactics that make marketing sense and create a positive Return on Investment.
A shocking fact: The majority of businesses (of all types and sizes) have no marketing plan, no clear marketing strategy and no idea of what their return on investment is. For many marketing is a confusing subject and this lack of understanding means many businesses are losing out on profits.
You’ll learn about:
- Why Permission-based marketing is replacing the traditional ‘spray and pray’ approach
- How you can multiply your results from practical marketing actions and increase profits
- The difference between selling and getting new customers to buy from you
- The Number 1 golden rule in marketing that most ‘experts’ don’t want you to know
And..
- How the new ‘PUSH Marketing’ system can help you use the most appropriate methods for your business and start generating the results your business needs.
Your seat for this event has been kindly sponsored and tickets are available by invitation only.
Who Is This Seminar Event For?
- Owners of Small & Medium Size Businesses, Organisations and Charities
- Directors and Senior Managers responsible for marketing results
- Those thinking seriously about starting a new business
- Everyone who realises that marketing is essential to their business
Who is Nial Adams?
A seasoned business professional who had worked in Europe and the US, Nial has gained a reputation for clear, real-world, strategies, and proven his methods work, time and again.
“Nial’s gig on marketing taught me more in that presentation than I have learned for some time! I would have gladly paid £100 plus for that input. I followed his advice, picked up the phone the next day and secured £1000 worth of business from existing customers.”
Steve Gaskin
Right Angled CSI
www.csinorwich.com
“Nial is what I regard as the Marketer’s Marketer, a true expert in his field, Nial’s insight and easy-to-use strategies have enabled my business to make a quantum leap in results. Nial is the person for anyone looking for spectacular results. Do whatever it takes to get this guy!”
Hakan Volkan
Chairman – Volkan & Associates
If you are serious about your marketing, come and join us. To find out more and book tickets please call the booking hotline on 0843 289 4082 and leave your name and contact details today – we’ll contact you to confirm your reserved seats. Or email your details to events@makemarketingwork.co.uk and quote this event.
PLEASE NOTE: Our previous event was oversubscribed, so booking is essential!
The Details -
WHEN: Monday 21st June 2010
WHERE: The Holiday Inn, Norwich Airport
START: Registration & Coffee: 9.00-9.30am
PRESENTATION: Seminar: 9.30am – 12.00pm
COST: Your seat is complimentary (standard ticket £97)
We look forward to inviting you to attend this unique presentation!
Sponsors for this event:
PUSH Marketing Partners