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

Transcription

1 Marketing Master Class: How to Get More Signings Without a Dean Calvert Steve Allison

2 Don t Be A Commodity

3 Identify Your Audience Who is your ideal prospect (customer)? Most profitable signings Types of signings you like the most Your area of specialization

4 Gather Your Audience (Build Your List) Google Yellow pages Associations Referrals Trade Publications Business Directories Social Media

5 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

6 Discover Their Problem What is important to them? Have a conversation Send a survey ( Make observations You may discover multiple problems

7 Develop a Solution Unique Selling Proposition (USP) A way of explaining your position against your competition.

8 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

9 Unique Selling Proposition (USP) Combine USP with irresistible offer Be in right place/right time with right USP Values-based USP

10 Unique Selling Proposition (USP) Building USP around what clients don t like Mission-based USP Crafting your USP around a unique angle

11 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.

12 Create Your Message The most powerful weapon you have over other Notaries is Your Personality

13 Create Your Message Write Attention Grabbing Headlines

14 Create Your Message Tell Your Story

15 Create Your Message Make Your Story Their Story

16 Create Your Message Identify Their Problem

17 Create Your Message Agitate Their Problem

18 Create Your Message Solve Their Problem

19 Get Your Message In the Right Hands Getting Through the Gatekeeper Know who the decision maker is Send it directly to the decision maker

20 Get Your Message In the Right Hands Getting Through the Gatekeeper Cloak the message Force the gatekeeper to share it

21 Get Your Message Read Grab their attention Headlines Images Unique presentation

22 Deliver Your Message Be Everywhere Your Prospects/Clients Are Website Business Cards Brochures

23 Deliver Your Message Be Everywhere Your Prospects/Clients Are Social Media * Twitter * SnapChat * Facebook * LinkedIn * Instagram * Periscope

24 Deliver Your Message Be Everywhere Your Prospects/Clients Are Direct Mail * Post Cards * Flyers * Letters * Greeting Cards * Bulk Mail * Shock and Awe Box

25 Deliver Your Message Be Everywhere Your Prospects/Clients Are Google AdWords Facebook Ads Search Engine Optimization (SEO)

26 Deliver Your Message Be Everywhere Your Prospects/Clients Are Billboards Restaurant Menus Local Newspapers

27 Deliver Your Message Be Everywhere Your Prospects/Clients Are Associations * Ads in their publications * Sponsor Events * Be a vendor

28 Follow Up It takes an average of 7 contacts to get a yes On Social Media Letter Bulky Mail (Fork letter, etc.) Phone In Person

29 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

30 Thank You! Steve Allison & Dean Calvert us: 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