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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.
“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
When PUSH comes to shove – business propulsion with a Trusted Partner
Businesses everywhere are missing the opportunity to expand, grow and most of all become profitable and stable, especially in these more turbulent times. There are several reasons for this, including their approach to systems, marketing, sales and people, to name a few.
For many it’s more about knowing who to listen to and who to trust for sound and practical advice. Selecting an appropriate Marketing Partner can be daunting. For many the experience of choosing one agency over another can be little more than a roll of the dice. Likewise, expensive consultancy can leave you with more questions than answers.
PUSH is a very different concept in marketing support. Through a network of specialist and experienced business growth consultants we work side-by-side with the owners and managers of businesses who are serious about growth and stability.
“Business growth is a choice, not luck; some people understand how to move their business forward, others need help, guidance and the resource of knowledge proven to deliver results…” Nial Adams – Consultant & Marketing Partner for PUSH
PUSH Marketing Partners; someone to share the journey and show you the way… Building a business can be a rewarding, exhilarating and exciting experience! For many people an in-depth knowledge of their subject, product or chosen field is a good place to start but may still show up gaps in business knowledge.
Marketing, for example, is where we often find business owners and managers struggling. Knowing how to apply appropriate and effective marketing methods that generate bottom-line revenue is essential for every business. And yet surprisingly so many businesses and organisations burn hard-earned profits month after month simply because they lack essential knowledge and the support of an experienced partner.
PUSH Marketing Partners take a refreshing and unique approach to helping you get fast, tangible and profitable results from changes to your marketing. We work with clients, remaining focused on their key objectives and match these to a strategy and tactics that are designed do deliver tangible results.