Marketing Master Class: How to Get More Signings Without a Marketing Degree or Spending a Fortune

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1 Marketing Master Class: How to Get More Signings Without a Marketing Degree or Spending a Fortune Dean Calvert Steve Allison Workshop Session # 122 Don t Be A Commodity Identify Your Audience Who is your ideal prospect (customer)? Most profitable signings Types of signings you like the most Your area of specialization 1

2 How to Get More Signings Without a Marketing Degree or Spending a Fortune Gather Your Audience (Build Your List) Google Yellow Pages Associations Referrals Trade Publications Business Directories Social Media Gather Your Audience (Build Your List) Create a Spreadsheet (Master Contact List) Company Name Company Address Company Phone Number Main Contact Name Main Contact Phone Number Main Contact Address Discover Their Problem What is important to them? Have a conversation Send a survey ( Make observations You may discover multiple problems 2

3 Develop a Solution Unique Selling Proposition (USP) A way of explaining your position against your competition. Unique Selling Proposition (USP) Summarize/foreshadow a chief benefit Can be built around anything Should answer the burning question in your prospect s/client s mind Unique Selling Proposition (USP) Combine USP with Irresistible offer Be in right place/right time with right USP Values-based USP 3

4 Unique Selling Proposition (USP) Building USP around what clients don t like Mission-based USP Crafting your USP around a unique angle Align Your USP with Your SMP Single Motivating Purpose I get up in the morning to do these actions in order to produce these valuable results for others. Create Your Message The most powerful weapon you have over other Notaries is Your Personality 4

5 Create Your Message Write Attention Grabbing Headlines Create Your Message Tell Your Story Create Your Message Make Your Story Their Story 5

6 Create Your Message Identify Their Problem Create Your Message Agitate Their Problem Create Your Message Solve Their Problem 6

7 Get Your Message In the Right Hands Getting Through the Gatekeeper Know who the decision maker is Send it directly to the decision maker Get Your Message In the Right Hands Getting Through the Gatekeeper Cloak the message Force the gatekeeper to share it Get Your Message Read Grab their attention Headlines Images Unique presentation 7

8 Deliver Your Message Website Business Cards Brochures Deliver Your Message Social Media Twitter Facebook Instagram SnapChat LinkedIn Periscope Deliver Your Message Direct Mail Post Cards Letters Bulky Mail Flyers Greeting Cards Shock and Awe Box 8

9 Deliver Your Message Google AdWords Facebook Ads Search Engine Optimization (SEO) Deliver Your Message Billboards Restaurant Menus Local Newspapers Deliver Your Message Associations Ads in their publications Sponsor Events Be a vendor 9

10 Follow Up It takes an average of 7 contacts to get a yes Letter Phone On Social Media Bulky Mail (fork letter, etc.) In Person Elevator Speech A short summary (30 sec. 2 min.) to quickly and simply define your value proposition Be ready Be prepared Be brief Focus on the problem you solve Thank You! Steve Allison & Dean Calvert us: questions@closerhub.com Like us on Facebook: CloserHUB Follow us on Connect on LinkedIn: Dean Calvert Interact with us: Take Action Get your FREE Marketing Master Course Read our FREE Blog Find helpful Notary tools/resources Launch Your Closing Command Center 10