Beruflich Dokumente
Kultur Dokumente
VOLUME II
This 1500+ page report contains the
confidential results of a survey of over 3000
business owners and entrepreneurs on
marketing strategy and the implications on
their business.
I guarantee it will change the way you think
about your marketing strategy.
Table of Contents
Question 31. Whose business strategy do you most admire and why?...................................................... 527
Question 32. Is customer lifetime value (marginal net worth) reshaping your marketing strategy?
If so how? ............................................................................................................................................ 547
Question 33. Whats the most advanced marketing concepts or tools you use to sell more products
to more people? Describe briefly below.............................................................................................. 565
Question 34. Who is the most masterful business or marketing strategist youve ever known?
How did he/she best apply their strategic genius? Describe their biggest strategic coup. ............... 585
Question 35. Do you have a profitable business/marketing strategy for the internet? If yes
describe briefly below. ........................................................................................................................ 604
Question 36. How do you explain your marketing strategy to someone outside your industry (i.e.,
at a party), keeping it as simple as possible? ....................................................................................... 614
Question 37. Now describe your marketing game plan in one sentence. ................................................. 638
Question 38. Describe the different marketing tactics you successfully use. ............................................ 656
Question 39. What do you think are the Strategic benefits of each tactic?................................................ 676
Question 40. What are the Advantages people choose your company/product or service by (i.e.
your USP)? Define briefly................................................................................................................... 695
Question 41. What sequential marketing (if any) does a prospective client get when initial contact
is made vs. when they buy your product/service? ............................................................................... 720
Question 42. What marketing efforts/activities do you want to be doing right now that you are
not? Why? ........................................................................................................................................... 739
Question 43. Describe your competition and any effective marketing strategy or tactic they use
that you dont. ..................................................................................................................................... 763
Question 44. Do you have a long-term written marketing game plan----if so, include a written
copy as an attachment with this questionnaire? How do you accomplish your marketing
goals?................................................................................................................................................... 786
Question 45. Briefly describe the complete strategic marketing cycle from generating the lead
through to closing the sale on to requesting repurchase and all follow-up referral generating
that you do........................................................................................................................................... 791
Question 46. How do you currently prospect and generate for new first time buyers? ............................. 831
Question 47. What frequency of communication do you have with your prospects, active or
inactive clients/buyers? What forms do they take (call, visit, letter, etc.)? ......................................... 852
Question 48. What tactics do you use to overcome frequently posed objections? .................................... 874
Question 49. What is your strategy for reclaiming windfall profits from prospects you dont sell
or close? .............................................................................................................................................. 897
Question 50. Describe five of your most formidable competitors and their marketing approaches. ......... 906
Question 51. What are the top two reasons that you lose business to the competition? ............................ 933
Question 52. How much follow-up do you do with a client---AFTER they buy? With a prospect if
they dont purchase? And with a client AFTER they buy................................................................... 954
Question 53. Do you ask for referrals, how and how often? ..................................................................... 974
Question 54. List three things you could do to strengthen your marketing effectiveness now.................. 987
Question 55. List the materials, products, programs of mine youve been exposed to---plus how
often, how well youve studied and honestly applied each one..........................................................1011
? (13)
2.
555 Soul and Diesel theyre very unique stray from the norm and create clothes
with both character and style. They tied I-D in with their product effectively and
seem to make the wearer feel more confident and expressive.
3.
A big publishing companys strategy. They sell just business ideas instead of real
businesses. So they have an endless market of people who just want information
but dont really want to get dirty doing real business.
4.
5.
6.
7.
8.
Abrahams, it works
9.
Absolute vodka
10.
11.
After Jay's, it would be Tony Robbins, because he is able to create great demand
for his products and his service so that people have to work at getting what he has
to offer, whether that be coming up with large sums of money or gong long
distances to hear him.
12.
Agora Publishing- because they are extremely effective at back-end and cross-over
marketing.
13.
Agora Publishing. They publish several excellent, daily, free e-mail newsletters and
then advertise in the email newsletters all their fee-based newsletters and
conferences.
14.
Alan Weiss maximum leverage and long term value from each of his clients
15.
Alan Weiss marketing gravity. Leads to warm leads and respect for him before he
even meets the client
16.
17.
All those people/companies who give their employees some share in equity or
profits of their venture. They thoroughly deserve all the commitment that they
inevitably receive from their staff.
18.
19.
Allen Says/Jay Abraham. Because they both get me to start thinking creatively, to
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21.
22.
23.
Amazon.com. Great site. Keep adding great ideas that make shopping an easy
and fun experience.
24.
25.
Amazons, because Bezos is not consumed by the day to day movement of his
share price, but on building a great company and a great brand.
26.
27.
Andy Andrews he rose from being a storeman to Dean of the business school at
the University of the Witwatersrand to running practical, down to earth courses for
managers on how to manage Return on Assets Managed, basic, really needed
skills.
28.
Anglo American they minimize every outlay and maximize every return locally and
globally and always go for the residuals.
29.
Anita Broderick of the Body Shop ie she really tapped into the animal friendly
products, being part of the community and giving back to the community and
having a consistent product and image.
30.
Anthony Robbins and Jim Rohn. They have long lasting and varied empires with
multiple streams of income while helping and inspiring others
31.
32.
33.
Anthony Robbins, he is always looking for better ways to do what he does and he
is so strongly admired for what he does because he is so sincere.
34.
35.
Any company that creates a great product, tells their customers about it and
enables them to make the right choice for themselves. I like it because it seems
to create a loyal customer who ends up being far more valueable than the run of
the mill customer.
36.
37.
Anybody's story of carving out a market niche and dominating it such as Jack
Welch of GE with financing and Michael Dell and building customized orders
without appreciable inventory.
38.
Anyone who gives a high quality product or service for a reasonable price.
39.
Anyone who has a real niche market, who has surveyed that market and then
delivers exactly what that market needs and wants.
40.
41.
42.
43.
44.
45.
As above, Tony is the only one that springs to mind right now, because he is so
closely related to our own business. Admire Jays (obviously) but doubt we could
do anything that major in the short term. We dont have the manpower.
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47.
48.
Barry Farber. He promotes the needs of the customer as the basis for sales. Also,
honesty, so I dont have to remember lies.
49.
Besides Jay Abraham? Corey Rudl. Because he's the best on the Internet
50.
Big ticket seminar and highly paid copy writers Because of the leverage /more
money in a time a time slot -because they duplicate themselves better
51.
Bill Gates
52.
53.
Bill Gates he found his niche, negotiated with a heavy hand / out thought the
competition.
54.
Bill Gates he seems to be able to capture the PC market through his software.
55.
Bill Gates his success can be traced back to his childhood he bought and sold
McGovern-Eagleton campaign buttons when he was 16 and made $20,000,
Warren Buffet brilliant investor relies on competent honest managers, Disney
tremendous brand recognition and entertain visitors.
56.
Bill Gates market growth, integration and domination Glen Taylor same reasons
57.
58.
Bill Gates because he gets results and gives back a huge portion to charity.
59.
60.
61.
Bill Gates. He sells something that every needs and charges what he wants for it.
62.
BMW the ultimate driving machine. The company repositioned themselves in the
late 60s as the super premium German car company. They are still regarded this
way despite selling record numbers of cars whereby in the UK they are not as rare
a site as they were many years ago. Virgin successfully positioned themselves
as the company that takes on big business and wins by being smarter, better value
for money and more caring for their customers than rival companies in whatever
sector they go into. The whole company is built on the image of Richard Branson
yet his direct contact with consumers must be minimal.
63.
Cant really answer this one very well. We like the McDonalds concept of prototype
development and subsequent franchise roll-out. Wed like to take that approach,
but requires the perfection of our current single depot down to a fully systemized
entity and we have a ways to go before thats achieved.
64.
65.
Carnival cruises. They provide good service to the customers that are trapped on
the boat.
66.
CDW. They have an amazing service model and always deliver what they promise.
67.
Changes week by week, but I really appreciated hearing from Alex Mondossian
(marketingwithpostcards.com) and his approach. He had a lot of good ideas, and
implements them all quite effectively to my mind.
68.
Charles Lewis. Starting from nothing, he has grown to be one of the most
respected and well paid photographers in the country.
69.
70.
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Chrysler.
72.
73.
74.
75.
Companies that create the impression that they offer the very best products in their
field, and that they are truly customer driven
76.
77.
Cory Rudl because he developed the software I needed to start, grow and maintain
an internet publishing company, and I get his newsletter for ongoing help at a price
I can really afford. Plus Cory provides FREE support for his software. And he
made it much more affordable than you, Jay. Ive paid out far higher amounts for
help from Jay Abraham, but got little tangible success back.
78.
Cory Rudls Simple effective honest generous. Jay Abraham: Intelligent, effective,
perceptive immediately successful.. Scott Hallman: KISS. Chet: PPP
79.
Craig Proctor has a system that appears to grab market share without sacrificing
margins.
80.
81.
Crispy Cream donuts- for their unique approach when they open stores.
82.
Dale Carnegie because he did it on his own and without hurting anyone.
83.
84.
85.
Dan Kennedys because its proven to work over and over again in any business
and is time tested.
86.
Dan Sullivan teaches entrepreneurs how to continually double both income and
free time. He lives what he teaches.
87.
Dee hock, management methods are light years a head of command and control,
which stifle creativity and productivity.
88.
89.
90.
Dell for learning and applying from larger organizations and Tesco who now have
Wal Mart to beat in the UK market.
91.
DELL has done an outstanding job in manufacturing low-cost, high-quality PCs and
making it work via mail order (as opposed to opening up retail stores).
92.
93.
94.
Dell, and Microsoft, They know their customers and seem to do well even in down
markets
95.
96.
97.
Dennis Tubbergen claims to work less days every year and continuously increase
his revenues with bigger clients and more sales to those clients.
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99.
Dick Smith. He started with nothing but up a large business and sold it. He works
on ideas that he is passionate about and makes them work is his own unique way.
100.
101.
102.
Direct sales people (Kennedy, Abraham, North, etc.) because they constantly send
stuff and they can monitor their results.
103.
Ditto.
104.
105.
106.
107.
108.
109.
110.
111.
Dont think I know enough about others to tell. I certainly admire the spare,
simplicity of Paddy Lunds. I think reducing it to just three of four words is
wonderfully clarifying.
112.
Earnst & young (Israel). They growth in 10 years from a medium firm to the biggest
firm in Israel.
113.
Earthlink they offer free time online with a CD like AOL but lack the AOL online
sense of community.
114.
E-Baytheir overall niche fits the New Economy beautifully, they will grow in good
times and bad, and they deploy a lot of killer tactics
115.
E-Baytheir overall niche fits the New Economy beautifully, they will grow in good
times and bad, and they deploy a lot of killer tactics
116.
Edgar Schein
117.
118.
119.
120.
Ethical partnerships
121.
Excel - results
122.
123.
FED EX because the company continues to grow and deliver in a way which best
serves their clients.
124.
125.
126.
Federal Express
127.
Federal Express They seem to have the personnel, technology, and the systems all
integrated In a very cohesive way.
128.
129.
FedEx constantly stretching the envelope, anticipating clients needs and wants
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Fedex fast and guaranteed performance Richer Sounds customer focus and
staff development
131.
132.
133.
Finished materials
134.
Fords worldwide acquisition of brands cover the market form Kia to Aston Martin
135.
Four Seasons because they are at the pinnacle of the hotel and resort industry.
136.
Franklin Covey
137.
Gates, i.e., in spite of Mac users, how many pc users use or have used windows?
138.
General Electric. They can be in so many different unrelated fields and yet maintain
superiority in the marketplace.
139.
140.
Geraint Lewis
141.
142.
143.
144.
Harvey Mackay, Wendy Evans, Michael Gerber and Brian Tracy, we have
integrated their vision and methods into our previous success
145.
146.
147.
148.
149.
150.
Hmmm Googles
151.
152.
153.
HPs. Growth through great products and now gaining strength through the nearest
competitor-now-family.
154.
155.
I admire companies that are selected to be the most employees and customers
friendly and on such base create their business strategy.
156.
I admire how Jay Abraham consistently markets. Since day one of us opening our
doors.
157.
158.
I admire Joe Vitale because he writes well (if a bit long-winded) and his approach is
non-competitive.
159.
I admire many different business strategy, because they are successful and are
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161.
I admire the business strategy of the Mayo Clinic, which is doctor driven and
administered by the principles of the catholic church.
162.
I admire what Mark Victor Hansen and Robert Allen are doing with The One Minute
Millionaire and Robert Kiyosaki with Rich Dad Poor Dad, i.e., create a multi-pillar
business by starting with one book.
163.
164.
165.
166.
167.
I do admire Jim Rohn and Robert Kiyosaki. Both utilize symbiotic (Host/Parasite)
relationships.
168.
169.
170.
171.
I enjoy Jays, because its written intelligently, while never over or under-assuming.
Readers become their own police when they need assistance.
172.
I feel I would admire anyone who can stand back and let the business run via
delegated functions.
173.
I guess it is Jays strategy of turning small grossing businesses into profit goliaths.
174.
I have one client who follows the strategy with discipline. They produce the plan
every year for the last 5 years ion terms of outcome. I admire them because they
do what it takes to achieve the plan.
175.
I havent looked at many but I do admire Henry Ford and Andrew Carnegie
because they seem to have had workable strategies that didnt just happen by
accident.
176.
I just got introduced to Jay Abrahams concepts. I also admire Y2s concepts and
applications.
177.
I like Jays the best in terms of marketing because he likes to employ as many
marketing methodologies as possible. He explains them well. I like Chets
descriptions regarding how one should make an impact on ones prospects.
178.
179.
180.
I read about and admire all successful entrepreneurs. The risk takers
181.
I really admire the strategy of a company named Internet Services Corp. They
market the products and services of the Old Amway Corporation and now the
Quixtar.com business. They are more in the people building business, who then
can build a bigger business. They provide the training and the environment for
people to grow. This growth includes people skills, business skills, and financial
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183.
I really like what I have learned from reading Michael Gerber and what little I have
started to learn from Chet.
184.
I really would like to be able to see, with excitement again, the future of my
business. Maybe Im just in the wrong business. I can much more easily see
myself teaching others how to connect with God/Sourcethan I can selling water
purification products. I am rapidly losing my motivation here. Trouble is, right now,
I dont yet see how I can earn a living teaching others.
185.
186.
I very much admire Walmart. I know and am personally connected to their history.
187.
188.
Ive admired books by J. Peterman as well as the book on the Republic of Tea.
Taking a true personal reason for building a company, focusing on extreme
customer service and building it.
189.
190.
191.
IBM. They are defining problems of their prospects and positioning themselves as
the solution to these problems.
192.
IBMs because (a) they completely understand the businesses they are in and (b)
they understand what their unique strengths are. They are not price and product
dominant in each of the individual business and technology niches that they serve.
But they are the only entity that can credibly fulfill all of the customers individual
requirements for business and technology services today. And they are the only
entity that can credibly assure the customer they will meet their future needs as
well, no matter how diverse or large these needs are. In addition, IBM offers
single-source responsibility for the totality of the customers technology and, to
some extent, business operations. This means that IBM will take the initiative to
solve problems that result in finger-pointing in the typical multi-vendor
environment. The Marsteller Advertising Agency once ran a killer campaign for
IBM with the theme The way we put it all together is what sets us apart.
193.
194.
195.
196.
Information guru, gives the client ability to make informed choices that usually
benefits their business and lives.
197.
Intel. They built their intel inside brand from the very start and are reaping a lot
from that early strategy.
198.
Iron Mountain, as they have grown exponentially and dominate their market
199.
200.
I've not identified any other business' strategy! It all appears to be hit and miss.
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202.
203.
Jack Welch GE
204.
--Jack Welch at GE. I think he was a master of strategy and getting it implemented
successfully, not to mention creating pillars for a business.
205.
206.
Jack Welchs
207.
208.
209.
Jay Abraham & Nightingale/Conant, because they are so effective. They offer
exciting potential value in a way that keeps me as the customer engaged.
210.
211.
212.
213.
Jay Abraham because of the way he has positioned himself and an expert
214.
Jay Abraham for two reasons.. 1. The magnitude of his success (model success)
and 2. because I believe that Jay has integrity which is number one on my values
hierarchy.
215.
Jay Abraham- It blows me away and our whole company is committed to the
process.
216.
Jay Abraham since he is new marketing strategy (or at least those I did not know
yet)
217.
218.
Jay Abraham, because he never gives up and is constantly coming up with more
possible ways to make you think about letting him help you.
219.
Jay Abraham, excellent track record, continues to learn, test, and analyze.
220.
221.
222.
Jay Abraham. Aside from brown-nosing (just kidding), he is able to show others
how to build their businesses and improve their lives, and, by doing so, does the
same for himself.
223.
224.
Jay Abraham. He is able to educate his clients through a sequential process that
brings them to a pre-though out conclusion.
225.
226.
Jay Abraham. He Thinks Outside Box, he drives results, he picks himself up and
starts over when things dont go right & he has fun on the journey. And he doesnt
forget to be human along the way.
227.
Jay Abraham. His email strategy. It is so cheap and effective yet is asking for big $
to attend the courses. His cost per client must be incredibly good. He does eat his
own dog food.
228.
Jay Abraham. His strategies and methods for packaging and marketing information
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Jay Abraham. I admire it because it works on me. Also, Mark Victor Hansen,
because both are based as much on giving as receiving.
230.
Jay Abraham/Chet Holmes. Your success is clear and it is all clearly designed to
serve the client. The financial results all come from improving the client situation.
No limits thinking.
231.
Jay Abraham; because of the blend of practical advice, free bonus information,
client friendly purchase options and dedication to deliver
232.
Jay Abrahams, by giving great education prior to the sale he has an extensive list
of people who are totally loyal and completely predisposed and ready to receive
and consider anything he wants to offer. Richard Branson because he cuts through
red tape and ads value to the customer and everyone seems to have fun.
233.
Jay Abrahams. He gets paid a LOT of money to help other people make more
money that he is making. I like the concept and the model, I wish I was better at
sharing his concepts, although I have been successful at helping a few people
substantially grow their businesses.
234.
Jay Abrahams. Im impressed with the bottom line results he has achieved for
himself and his clients.
235.
236.
237.
Jay Abraham-able to produce huge result with minimal capital and administration.
238.
239.
240.
241.
242.
243.
Jay Levinson
244.
245.
Jay, I like the way you adapt marketing concepts from other industries.
246.
247.
248.
249.
Jays
250.
251.
Jays because hes making so much money working from his home. Also
organizations that have a mission focused on society (e.g. Ashoka.org or Grameen
Bank)
252.
Jays because I believe that he is helping a lot of people to reshape their thinking
about what business we are really in.
253.
254.
Jays, Dan Kennedys, etc Perceived as High priced, and are, sacristy
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256.
257.
258.
Jays. Always coming up with something new, even communicates to the little guy
like me who cant afford your services.
259.
260.
Jayshe always gives so much, even to those that cant afford his more
expensive products.
261.
Jaysit obviously works. And I am not just saying that for some pay-off.unless
he wants to.
262.
Jaysadmire the ethics, the focus on bringing extraordinary value to clients, the
teaching of success, the spirit of cooperation and community that it engenders.
263.
Jay's
264.
265.
266.
267.
268.
Lands End they use technology to anticipate customer needs and market to their
customers one at a time
269.
Larger competitors in our industry, But they too have the resources and funds
available
270.
Leadership
271.
272.
Lexus - combination of quality with service and follow-through to the end result,
using the manufacturing back-up of a large corporation repackaged as an exclusive
small company
273.
274.
Macquarie Bank is pretty good go into a niche market, build it up with quality and
deliver and get out when the masses get in. Why? Smart and effective.
275.
276.
Marlon Sanders. He is organized, consistent, has a good look and feel, and
provides support at multiple levels to clients, prospects, affiliates
277.
Marty Rodriguez because she has been the number 1 agent for Century 21 for
many years now.
278.
279.
McDonald fastfood that is able to entice small children to want their burger
280.
McDonalds
281.
McDonalds create great systems & promote effectively even with an ordinary
product
282.
283.
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285.
286.
McDonalds they're everywhere and we wish we could make our customers come
back as often
287.
288.
McDonalds, they can replicate anywhere in the world with teenagers. A true
system!
289.
McDonalds. Because Ray Kroc built a successful system for running his stores.
290.
McDonalds. I like the way they innovate, continue to grow and are very consistent
291.
Metagenics Health World They went from a mere beginner in the market to the
market leader within 4 years
292.
Michael Dell. Because he bypassed the traditional sales distribution channel for
getting computers to market and successfully grew his company business by
selling direct to end customers.
293.
Michael Dell. Because Dell Computers offer a great product with the ability to
customize for a reasonable price in a short time frame and they always seem to be
in the public eye with literature.
294.
295.
Microsoft (2)
296.
297.
298.
299.
300.
Microsoft they dont give up. Once they set their minds on a market, no matter
how far they are behind, the persist, making refinements on way as necessary.
301.
Microsoft they get people to buy their products even though they are inferior to
other products
302.
303.
304.
Microsoft and Bill Gates its hard to argue with such market dominance!
305.
306.
Microsoft and Infosys Microsoft has a very effective partner program and Infosys
is the King of Quaility in our business.
307.
308.
Microsoft, because they identified and then developed a new industry based on
potential they saw in the application of technology. They were able to identify
themselves as the brand leader.
309.
Microsoft, it blows my mind that a clearly inferior product such as many of the
programs Microsoft has sold over the years are used by the vast majority of
computer users, whether we like it or not. That is domination by association with
the hardware industry.
310.
311.
Microsoft, they managed to dominate an up and coming niche and rule it longer
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Microsoft, where they strive to maintain a new product stream to remain at par with
or ahead of competition, premium prices, partnering, trying to keep up with
market/technology trends all with a broad coverage model and lots of promotion.
They maintain an image and branding approach that suggests up-to-date, good
value for money and industry leader reputation.
313.
314.
315.
Microsoft. Because they create something that that they can reproduce cheaply
and sell expensively
316.
317.
Microsoft. They leverage wherever possible. The business model itself is highly
scalable and the companys management has made very effective use of leverage
throughout the life of the enterprise.
318.
Microsoft. They still grow and make more profit every day.
319.
Microsoft. This company is a master marketing machine. They hold events that
demo the product and teach new techniques to people who use computers. They
also recruit users of the product to be the main sales people for Microsoft products.
320.
321.
322.
323.
Microsofts, because they call the shots in their area, and can quash any
competition by sheer force of market power.
324.
Microsofts, because they call the shots in their area, and can quash any
competition by sheer force of market power.
325.
Microsoft-We make software to help you achieve your dreams. We do the same
thing with our services.
326.
Mircosoft Build dominat products, people want, they keep reinventing their product.
Try working if you dont have Word or Eexcel products etc.
327.
328.
329.
Mother Theresa. Giving is the best strategy of all. It works more than anything else.
330.
Muscle Media/EAS They publish clear information and help make educated
decisions in the sports world. I think they actually provide a valuable service to
society.
331.
My Dad had a great strategy of telling the truth and educating his prospect base
through free seminars in order to cull the few people who both wanted his service
of real estate investment management and were willing to come forward with the
necessary dollars. He didnt know how to sell, only to educate his prospects until
they had the same mindset as him.
332.
My dentist is the only one I see really doing any kind of follow up and semicontinuous contact.
333.
334.
335.
N/A (4)
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Neal Shearing. He keeps his writings simple and not compex to understand.
337.
Nil
338.
No comment
339.
No idea
340.
No specific, but the guys who do stuff no one has done before is impressive when
the ideas are so simple.
341.
Nobodys---no one business has it perfect. It is people who run businesses, and
people always interprete the rules differently.
342.
None (11)
343.
None. However, I admire Jay Abraham, Tom Peters, Rob Frankel & few others.
344.
Nordstrom - SERVICE
345.
346.
Norstrom and DELL for superior customer treatment and service and great direct
marketing of DELL.
347.
348.
Not sure who I most admire, so Im just going to pick one off the top of my head:
Blues Clues. They ask their market what they want and give it to them. (9-10
months to make show, because they preview it 2-3 times with a sample of their
target audience.) They also challenged and proved wrong a key belief about their
target audience. (That the mind of a preschooler has an attention span much longer
than believedthey will stay tuned throughout a half-hour show.)
349.
350.
351.
One that works in todays economy a lot of the old concepts dont work the same
way they used to. The challenge is they still work but find the circumstances
and tactics to optimize their impact.
352.
One where all employees become a committed team or family with aligned goals.
This is how a company gets and keeps ahead. And its also the most enjoyable and
rewarding to work for.
353.
354.
Our franchisor also runs a real estate office with an incredibly high level of
production.
355.
356.
357.
358.
359.
Paddy Lunds because his clients have to do business with him on his terms
360.
Paddy Lund's and Southwest and Abraham's strategies because they are
mavericks to such an extent from the onset of their journey most people would
have to wonder if what they were doing was such a good idea!!! And they turn out
to be the best of the best.
361.
Past client, due to rewards given to clients and ability to sustain & manage massive
growth
362.
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364.
365.
366.
367.
Raytheon Corp. focus on hundreds of high-tech niche markets and the provision
of leading products such as the Patriot missile. They aim to dominate their
identified niche markets, shutting out prospective competitors with high technology.
368.
369.
Referrals and different marketing streties and one that predicts income!
Continuity marketing!
370.
Republican scammers who steal from the public and retire to the cayman islands
371.
372.
Richard Branson phenomenal branding which has the ability to move swiftly
between products.
373.
374.
Richard Branson.
375.
376.
Richard Branson. It appears that he has got his business on personality and let the
workers deal with the detail. He surrounds himself with people who can do the
job.
377.
Richard Pratt, Visy Board, they just have a brilliant customer focus. They put on 2
major functions (banquets with entertainment and with accommodation incl for
country clients, with an emphasis on family) for their clients per year. They retain
their customer base purely on this one strategy.
378.
Robert Allen & Mark Victor Hansen, and Jay Abraham, because they really seem to
go out of their way to provide their clients enormous value, and they are
phenomenally successful in the process (i.e., they are living examples of the
principle, The most self-serving thing you can do is to learn to be selfless.)
379.
380.
Robert Allen always seems to be at the forefront of any new money making ideas.
He is articulate and presents his ideas in an attractive understandable manner.
381.
382.
383.
Salvation Army because they get the most out of the least
384.
385.
Sam Walton. With Wall Mart and $150 billion in sales/year, he created an empire
by involving and supporting communities.
386.
Sap and Oracle. But they are far from being perfect
387.
Schlumberger company. Built around being the expert with high quality well trained
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Scott Davis, as you need to lead in your brand business, and Mikel Harry on Six
Sigma.
389.
Servant
390.
Seth Godin
391.
Seth Godin, because the word of mouth his marketing generates has a self
perpetuating nature.
392.
393.
394.
Sizzler
395.
396.
397.
Southwest Airlines, the courage to be different, the spirit and pride to encourage
employees, the smarts to craft a true low-cost strategy.
398.
Southwest Airlines. In an established industry with big name players, they have
redefined customer expectations
399.
Starbucks they have inexpensive workers selling water for high prices all over the
world
400.
401.
402.
403.
404.
405.
406.
Successful ones
407.
Successful television and radio informercial producers because a little goes a long
way.
408.
409.
Thats hard to say. Most strategies that come to mind are big bucks operations,
which I do not admire, because of the tremendous overheads involved. Sony and
Honda have always impressed me. One can purchase any of their products with
high confidence that it will perform excellently, and any problems will be quickly and
professionally handled. Probably the strategy that impresses me the most is Gary
Norths. There is a great deal of useful intellectual and analytical content offered to
his ezine subscribers, so when he recommends something such as your
December 03 course it should be taken seriously.
410.
The ability to offer try before you buy and better than what you paid guarantee because it takes great confidence and an excellent product or service for it to work.
411.
The Apollo Group, who runs the University of Phoenix. They are taking on the
education industry and winning.
412.
413.
414.
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416.
The ones that work because they work ( as long as they are truthful)..i like
companies that have a worthwhile mission and one of service
417.
418.
The PVC pipe guy Jay talked about who gave the salesperson the entire amount of
the first sale with each new client!
419.
420.
The same answer as 22 the reason I admire it, is because his company has grown
to be dominant player in the market and Microsoft have invented the rules in that
market through product innovation and offering value for money being ruthless with
competition i.e. (giving the Internet Explorer away for free to stop Netscape
Navigator gaining market share in the Internet) and great IT solutions, they have
transformed world communication and made a fortune.
421.
There are many pieces of various companies strategies which work well. But for
China, in our business market, one overall strategy which has worked very well for
Siemens is to generate a recognition of the overall corporate brand-name and its
association with ultimate quality and reliability. Thus, no matter how disparate the
product or market into which it is sold, the customer in China always seems to
associate the Siemens brand with highest quality perception.
422.
There are several strategies which I admire. One of the most important examples
is the rollout strategy used by Blockbuster movies.
423.
There is a mining company (shale, I think) that inspired us to implement the Line
Item Veto in our company.
424.
425.
426.
427.
428.
Those shared by Chet Holmes because they preemptively position you as the only
real choice.
429.
Those that identify cutting edge technologies, exploit it as long as they have a
technical and commercial advantage (patent), then move to new or related areas
when margins shrink.
430.
Those whose deep drive is to truly serve and support all of their clients I get that
sense from Jay, as one example
431.
To be honest yours. Your ethic bribing and delivering far more value motivate me to
emulate this
432.
Tony Palermo high profit, low stress, low overhead, 100% cash, 100% referral
practice
433.
434.
Tony Robbins the ability to create a dynamic business that helps others and is
wildly profitable.
435.
Tony Robbins and you, Jay. Youre the master of caring for your clients. I LOVE
your ethics and how you demonstrate these throughout your strategy. I love your
risk reversal and you high-price positioning (although I dont prefer having to pay so
much :) but you are the BEST!!!). Tony because he so relentless and he out framed
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437.
Tony Robbins, His success level and he always does things at the cutting edge
more than most. He now seems to be walking his talk as he says.
438.
439.
Uncertain
440.
UNKNOWN
441.
UPS
442.
443.
Virgin Atlantic - for surviving and prospering in a very tough business. Have stood
up to the (once) mighty British Airways, Admire them for starting up a low cost
carrier in the US market and in Australia in a very testing time for the aviation
business. Talk about doing the opposite of what your competitors are doing!
444.
Virgin. It works
445.
Virgin. It works
446.
W. Buffet because he looks long-term, he knows what he wants and what he wants
to stay away from, he doesnt go after fads or trendy stuff
447.
Wal-Mart
448.
Walmart
449.
Wal-mart -- convenience and low price -- easier than going to the mall and cheaper,
too
450.
451.
Walmart and McDonalds because of the cookie cuter approach. We plan to build a
multi outlet operation based on these concepts. Systemization, duplicable,
profitable,
452.
453.
454.
Walmart- for having the top computer system over the government in terms of
tracking inventory in what sells and what doesnt
455.
Wal-Mart, because they stick to their basic premise We Sell For Less better than
any other company out there. Their culture starts at the topno flash, just
simplicity. Every time they discover another way to make their operations more
efficient, it creates another win-win situation driving customer prices lower and
company profits higher.
456.
Walmart, find out what everybody wants, bring the price down where they can
afford it and they will buy it. In their field they are # one.
457.
458.
WalMart. They know what they want to do, they know how to do it, and they do it.
459.
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Walmart Sell to the rich and live with the masses, Sell to the masses and live
with the rich.
461.
462.
Warren Buffet, Sam Walton; Mars Candy, stick to what you know, dont get too big
for your britches, stay in touch with your customers, manage by walking around
463.
464.
Well, I like the way Jay Abraham operates. Uses his own principles well when
marketing his services. Is honest, personable and has integrity.
465.
Wendys
466.
467.
468.
469.
Yanik Silver. He makes compelling offers and seems to know how to find out what
people want.
470.
You probably hate it Jay, but to me this is the future. Have a look at Mandragone
http://mondragon.mcc.es/ingles/menu_ing.html. Please understand that I view the
world through the understanding that if we continue the expansion and rape of
mother nature at the current rate we are going now the planet will no longer support
the population in 2 generations. Less than 100 years from now. I believe there is
something fundamentally wrong with this thinking that a company had to grow
100% a year to be successful. Yes, just about everybody follows that road, but that
does not prove anything as far as I am concerned. I am willing to take a small
wager that 10 years from now 50% of the fastest growing companies (over the last
5 years) will no longer exist.
471.
You; it works
472.
Your strategy, Jay (without base flattery). Because your strategy helped you, to
become an outstanding Marketing-Consultant in the USA.
473.
Yours you see every interaction as part of the long term ability of leading that
person into a closer more trusted and dependent relationship while constantly
providing value and staying in touch.
474.
Yours (3)
475.
Yours (Jay Abraham) I admire the scale at which you operate - the high profile
clients and the results that you achieve.
476.
Yours is certainly among the best; I also like Steve Schiffmans approach to sales
very much
477.
Yours is one and there a lot of others that I have only just learned about in the last
few months and all of them are into internet marketing.
478.
Yours Jay. You ethically bribe us with all of these goodies, and top it off with
bonuses. Then slam us in the face with how awesome these programs are, all to
say you only have 2 live seminar positions available. All to set us up for the coup
degas, you only have 1,000 of the home study course. Wow, that's powerful!
Especially to us who have bought your products before.
479.
480.
481.
Yours, consistency in quality, execution, well thought out and planned. Always
informative and compelling.
482.
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Yours, Jay Abrahams. It seems so far away for me to do what youre doing.
484.
485.
486.
Yours.
487.
488.
489.
490.
Yours. Ive been an avid follower for a number of years. Your message and
information has always been the same (give or take), but the packaging is so good,
you just have to buy it again!
491.
492.
493.
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80% of your sales will come from 20% of your customers. You *must* treat a
customer as you would your best friend - or your mother. Keep them smiling and
keep in touch.
2.
85% referral
3.
A client is potentially worth between $500.00 to $100,00+. I learnt about life time
value of a client many years ago, and know that even if I have to spend thousands
to get a company as a client, it is money well spent. I also know that I must keep
clients, and we are about to devise a customer retention program. I am also looking
at refining a strategic referral program.
4.
A new client is worth $5,000 minimum, worst case, and I havent defined best case
yet.
5.
6.
Actually, not reshaping; we have been following long term sustainable goals &
strategies for many years
7.
After reading through Jay Abrahams Money-Making Secrets book, we have looked
at our customers differently, trying to think about selling to our customers, both with
respect to their lifetime value to us, and our lifetime value to them. The problem is
that our overall corporate focus has been too incredibly short-term to allow us to
win over customers with focus on long-term value, not just on short-term wins.
8.
All most all the profits are in the backend. Products and services are being
developed to ensure on going monthly sales
9.
Allowing me to know how much I can spend to acquire a client. I must temper this
with cashflow needs.
10.
Almost 100 % of the sales cost is given to sales staff who brings in new customer
to the company
11.
12.
Although, were still getting our business off the ground, I understand the
significance of a customers marginal net worth.
13.
Always use the calculation to determine if the acquisition will be worth it down the
road, as well as how much to spend to acquire the customer.
14.
An average life time of 10 years is as much as I can expect from a delighted client.
15.
16.
17.
18.
19.
At this point its mostly helping how I help others in their mindset about fundraising
and selling product to keep in mind the whole picture and what a client is worth
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Because I know if I do a good job for them they will send me referrals their friends
relatives and they will come back to me.
21.
Because in many cases we are almost breaking even with some accounts and in
the future we get more business or they become more efficient and we make
money.
22.
Because of our high retention rate, particularly in some segments we are able to
spend more in gaining those customers, and we are focusing more on the market
segments that we retain the most.
23.
Because of the fact I provide a high quality piece of equipment that will last a
lifetime and a proposition any consumer is more than happy with I can go back to
them again and again with a plethora of other kindred offerings so I am shaping my
processes to allow me to access this and shaping the original offering to keep me
in position to take advantage of this.
24.
Because referrals and repeat business are a large part of real estate sales.
25.
26.
Before, only did one program; now designing backend seminars, and coaching
27.
Beginning to realize the importance of the lifetime value for the customer. Hence
we are changing our marking strategy
28.
29.
30.
Business Vision
31.
32.
But it should do
33.
34.
By building a relationship to get them to keep coming back again and again
35.
By continually improving the technical capabilities and the value of the products /
services create.
36.
By making and adjusting future income calculations against present costs and
market trends.
37.
38.
39.
40.
41.
42.
43.
Communication is important from the cradle to the grave and their needs never
end. I therefore market to the individual and not the organization. It is individuals
who make the difference. Take George Bush and Saddam Hussein for instance.
44.
Concept is of limited use, as client companies tend to shop around a lot and many
are deliberate one-time buyers
45.
Considering accepting low investments based on lifetime value to us. Also, as the
low investment compounds over time, value to us will also increase.
46.
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48.
49.
Customers who have business service with us are signing up for personal use as
well.
50.
51.
52.
Developing further products and backend services to add on sell every 3 months at
recontact.
53.
54.
55.
Differentiate between high margin/long term prospects and all the rest.
56.
Dont be afraid to spend money on a new patient exam before they start treatment.
57.
Dont know exactly, but we are focusing on being able to develop products with our
customers and guarantee certain supplies.
58.
59.
60.
Due to the nature of our business which includes monthly support fees, we have
always considered the lifetime value of our clients.
61.
62.
Each customer has a very large lifetime value for us. We do not require a lot of
customers, just a few very strategic ones.
63.
Early projects may be less profitable, but then we mine the seam
64.
Easier to work with an existing, positive relationship than to form a new one from
scratch. However, the value needs to be reevaluated regularly. (I just "fired" a
long-time client because I realized he was using up a disproportionate amount of
my current resources without adequate compensation.) I am now looking for
clients where I can help over a longer period of time -- and adequate return on
investment.
65.
66.
67.
Focus on fewer clients with greater needs and appreciation for what we do.
68.
Follow up, follow up, follow up. Spending a lot of time educating and keeping in
touch with our existing customer base.
69.
70.
71.
72.
Frequently I give away our intellectual property toward the end of developing a long
term supplement customer.
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74.
Giving a lot before the sale to attract and making it easy for people to try our
service. Putting a lot of effort into creating valuable reports and being willing to
spend maybe 5 ties as much per lead as our competitors.
75.
76.
Hasnt been a consideration in the past, but needs to be taken into account in
future planning.
77.
78.
Having lost so many companies lately, it has been necessary to refocus on lifetime
values to build future customer relationships
79.
80.
Here again you build that rapport with your customer and become their friend and
they will keep coming back to buy product from you.
81.
Hey, most of our revenue is annual licensing, so we are driven to think Lifetime
82.
I actually state in my patient information leaflet that healing is not an event, its a
relationship
83.
84.
I am beginning to assess what each customer is worth long term and in turn how
much I am willing to spend to get them long term.
85.
I am considering giving away my first report (or two) to build my customer list
quickly.
86.
87.
88.
I am more willing to give commissions and to invest more to attract a client than I
would be had I not been exposed to this insight.
89.
I am no longer looking to milk the customer to the max when we first meet. I am
using the premise of underselling, and over promising. I know that every prospect I
close is worth $1200 to me per year. So I am not worrying about the extra $5000 I
can get from up selling them over the course of our relationship. I know if I relax,
and give them a superior service, most will buy the up sell in design. Adding $5,000
to their lifetime worth.
90.
91.
92.
93.
I am still trying to figure out how I can create a backend for my sales. Most sales
are one-time sales.
94.
95.
I am thinking... What else do they need and are willing to pay if I give it to them?
96.
97.
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I am working on figuring out the marginal net worth (we are a startup so need some
time to find back end products, how much, how many etc). Now that I understand
that model though it changes entirely the way I look at obtaining clients not a one
time sale a 10, 100 time sale from one client.
99.
100.
101.
I can offer them "appreciation" gifts for choosing us, which have a higher perceived
value than actual value.
102.
I changed the commission schedule higher, based on the fact that we retain so
many. I basically give away all the profit from the first years sale to salesperson,
like Jay said!
103.
104.
105.
I DO realize how important the ongoing income stream is from my present clients,
so I am diligent at reaching themin some wayalmost every month.
106.
107.
108.
109.
I get Client in by offering a simple product at breakeven, but they usually purchase
more the more they learn about better opportunities.
110.
111.
112.
I have been thinking about it & have applied it to service contract pricing.
113.
I have clients for long periods of time with one over 15 years and most going at
least 5 years. Life time value has me thinking of not only consulting services but
other services that this client could be buying. I am referring other companies to
them and have one strategic alliance and looking at others.
114.
I have clients who have used my services for more than 10 years and regularly
refer others. I focus on getting those referrals, so existing clients pay off that way
for me. The more clients I get, the more referrals it results in.
115.
I have taken on some new work that I probably wouldnt have based on the initial
pricing and profitability
116.
I have to little sales and marketing because I realize that quality outcome will have
the client calling you and referring you on-goingly.
117.
118.
I just learned about MNW and spent some money to make some money and it
worked. Got a new customer.
119.
120.
I know recognize just what a large investment of time (and money) is practical to
get a new customer.
121.
I know that I can offer free services and still make a profit.
122.
I know that I may not treat every little thing the patients first visit but if I treat them
properly and they trust me then they will take further recommendations the longer
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I look at all the various products and services my client would enjoy and benefit
from as well as using it as a tool to keep in touch with them
124.
I look at the long-term value of clients and as a result Im willing to put more
importance on acquiring, nurturing, reselling and maintaining clients than my
competitors.
125.
I must admit, I have given it some thought as to what else I could do for my
customers to help them and I have a new product in development.
126.
127.
I never looked at the annuity concept of client value till your books. Now I try to not
only sell a seminar, but also tie other services that last past the seminar
128.
I now know how much I can afford to spend in reactivating old patients or if I begin
to advertise how much I can afford to spend.
129.
I now subscribe to a marketing program called Service For Life. Its a newsletter
that is extremely informative and utilizes direct response marketing and curiosity to
compel a high level of loyalty and referrals from my clients. I have been using it
only for three months now.
130.
131.
I often give advice, assistance, and even materials free, to assure people enjoy
success, and they become loyal supporters.
132.
I realize how much I know about this, and how hard it is to convince someone else
to track them and use them to optimize your results.
133.
I realize now how much it takes in time and energy to create new business, when I
would prefer to have business by repeat and referral of my current and past clients.
134.
135.
136.
137.
I spend a lot more time taking care of my core now than I used to. I get them to be
my primary advertising and it is very successful for me.
138.
I tend to invest a bit more to get new customers and retain existing because I know
how much are they worth to me.
139.
I think about it, and I market to my customer base each time I come out with a new
book or product
140.
I understand that if I can do even a small amount of work up front for a businessif
Page 552
142.
143.
144.
145.
146.
I will soon be able to sell other financial products-before it was a one time sale w/
maybe some referrals
147.
I worry less about attracting new customers and more with satisfying those I
currently have.
148.
Im offering very generous rates for my expensive product. I definitely will develop a
back end. Upsell/Downsell/Cross-sell has become realer to me. I have to think
more about these aspects.
149.
150.
151.
Im just starting to think in terms of how I can provide value in the future to my
clients after the initial sale.
152.
Im more aware of who might do more down the line and how I can build on that at
the front end. This information is gathered by Listening to the client, observing their
work environment and accessing the needs.
153.
Im nice to those I deal with and look at deals and requests as part of a long term
relationship
154.
Im not so fused about making any money one the first or second sale.
155.
Im trying to cultivate more revenue from our existing clients rather be in the client
gathering business. We are doing this by expanding our services in many areas.
156.
Im working harder than ever to keep clients, and to get 100% of their business. I
want to eliminate all others who compete for $$$
157.
Ive been looking at our business from this perspective from the outset. My real
problem is that I sometimes tradeoff too much near term and essential current cash
flow for the long term residuals.
158.
Ive never used customer lifetime value to see how I could increase sales. Now, I
offer 25 50% commissions for referrals. Offering higher reward for referral
business
159.
Ive only begun to understand marginal net worth since your book(s) and tapes.
160.
161.
If I can earn so much per customer, then I can afford to cut special deals to
increase their fundraising efforts.
162.
If I can get the customer to sign a maintenance contract, the price is lower since I
will make more money over the lifetime of the transaction
163.
If our customers are trading successfully they have an enormous lifetime value: 1.
Commissions and referral fees2. Upselling new products (new books, new seminar,
maybe new advisory services). Most customers buy more than 1 book, and
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If we can keep a client for an average of 10 years or more (and we do) on our
effectively till forbid billing basis, the present value could be 10 or more times the
first years fee. Thus we can afford to pay quite a bit for the acquisition of a client,
and even have a negative cash flow (theoretically) in year one.
165.
If you help people to better themselves, they will spread the word
166.
II need to keep the product at high quality so they keep coming back and I will offer
them new products as well.
167.
Im changing our compensation program to make sure we keep the customers and
creating measure to identify how we are doing with them.
168.
I'm now reconnecting with my prior customers, and developing a newsletter to send
out on a regular basis. One that includes some useful information and also ends
with a way for people to contact me.
169.
I'm paying much more attention to the people I come in contact with through my
business.
170.
171.
In every way; we have the most unique products and services that I am planning to
structure a full strategy from our first contact with each client to the end of their life!
172.
173.
Increased focus on the back-end, both our own back-end and the back-end
opportunities for our clients.
174.
175.
It can make it appear I am doing something for free with the offers I create - when
in actual fact over time the client invests more
176.
It cant reshape my strategy because it has always been a part of that strategy.
177.
It certainly was thought of in shaping, but it is too young a method at this point
178.
179.
It forces us to constantly look for ways to improve customer service and the number
of ways we can serve the customer
180.
It has always been a focus of ours to concentrate on the long term value of a
customer. Unfortunately, our competitors are so short focused that they are
continually damaging the whole market by fierce price wars.
181.
182.
It has always shaped my entire business. Happy customers are the lifeblood of my
business.
183.
It has influenced the level of service and the level of complimentary services and
products that I give new and existing clients to create a greater perceived value in
dealing with me.
184.
It has taught us to always think long term with a client. Also to think about who we
want for clients. And who we target 20/80 rule and dream 100.
185.
186.
187.
It is being used to a limited degree in initial bidding for consulting contracts. But
you have to be careful here so it really influences us to provide a limited initial
service to the client for a fixed price. If this initial contract is all the business the
Page 554
It is but I have a hard time putting a value on it because our business is not a big
repeat business.
189.
It is certainly something that I try to bear in mind. I periodically get requests for
certain information lookups from our media contacts, and I try to fulfill them
posthaste, figuring that helping them out will help me out long-term. These people
may be low-rung (reporters, writers) right now, but in term they will become higherlevel editors, publishers, etc the higher they rise, the better for us.
190.
It is cheaper to retain an existing customer than source and service a new account.
191.
It is easier to sell to your existing clients than to new ones as the trust has been
established. Information Technology changes so quick that there is always new
products to sell.
192.
It is the one most important value to protect to improve your businesss bottom line.
193.
194.
It isnt really reshaping since I used Jays ideas for huge successes in past
businesses. But one average realtor is worth at least $20,000 per year, so cost
isnt the issue. Its more what to do to get through to them
195.
It make it much clearer what you can spend/give away to bring in a new customer
196.
It makes me take great care with my current clients and I make that known to
prospects.
197.
It means, we have to also focus on back-end sales, as well as focusing on frontend sales.
198.
199.
It relates to client retention stats (no one beats us on this front) which helps attract
more clients.
200.
201.
202.
203.
204.
It takes a lot of energy to find new clients, so it helps to keep in contact with the
current clients. If not, they will drift to other companies.
205.
It taught us the value of nurturing our client through constant and systematic
contact.
206.
It wasn't something that I was aware of until your books/tapes arrived. This is
something that I've been working through my active customer list and am seeing
what you mean by the lifetime value. Now I'm attempting to bring it into my
business some way.
207.
208.
Its easier to get them to buy again than to find new clients. They are greatest
source for referrals.
Page 555
Its easier to market to some one who has already purchased one of your products
210.
Its easier, less stressful, and more profitable to keep a customer. Also sets up
potential for backend sales and profits.
211.
212.
213.
Its not re-shaping my strategy; its a part of my appreciation of how a customer can
be profitable even if the initial sale becomes a loss.
214.
Its too soon to know and the business is still too small
215.
It's a concept that I'm still thinking about. For most conventional products it would
have a massive impact. There are only so many homes a person is going to buy in
their lifetime, but there are also friends and family members to consider. For our
business. The customer's lifetime value should also include getting credit for
referrals.
216.
It's changed my whole marketing approach! I now realize that I can practically bribe
someone to refer their friends to me, then bribe the friends to try out a massage
from me, and I still come out way ahead.
217.
Just beginning to understand what that is. I need a lot of education on how this
strategies work in my field of business.
218.
Just starting to understand how this can be applied to our various departments.
Have not taken any serious action to date.
219.
Keep looking for ways to fully exploit the hidden value but first keep them loyal!
220.
Knowing how much a patient is worth to me long term makes me willing to spend
far more to obtain them (especially in my new venture of coaching)
221.
222.
Lifetime value is implicit in the strategy Ive adopted: First, help clients succeed,
Then, obtain their employee benefits business.
223.
224.
Made me aware that I can give up some income to land the customer but make
even more over the life of our relationship
225.
Makes me aware+
226.
Making little money at the front end and more later on.
227.
Making sure that all we do, say is congruent to the aim of retaining clients, absolute
integrity in all we do
228.
229.
More direct mail to specific customers spending less on mass market shot gun
approach
230.
231.
232.
More focused on client value and getting more lifetime value from each client.
233.
Most definitely. This is the lifeblood, the backbone of our business because we
expect our customers to use our products for many years and introduce others to
our products. The cost to get a new customer is many time the cost to maintain an
existing customer. On average we expect a customer to buy up to12 times a year
and stay with us for at least 5-10 years.
234.
Page 556
236.
237.
238.
239.
My clients will become my partners, their clients mine, and my clients theirs, the
goal is long term mutual satisfaction while creating and sharing useful unique
products
240.
241.
242.
243.
Never thought about it this way before and I am now building in metric points in
the work we are doing so that we can determine what it is like once our business
grows more and more. We are also building in check-in points in our calendar to
see how things are growing and changing.
244.
245.
246.
No, because our product lasts more than 10 years ... however, we treat the
customer right and help him to the best of our abilities in all scenarios and have had
great customer feedback.
247.
No, we have always been keenly aware of the long term value of our practice
members. This is probably why we have been able to keep our doors open in spite
of a very low new patient volume. Once we get them, we keep them so we dont
think twice about giving away the Big Bang services on the first visit.
248.
Not as much as it should - but it does affect how we price the deal
249.
250.
251.
252.
Not in that context exactly although we do focus on high value clients and
retention strategies
253.
Not only do we want to increase the time that a person will stay under care but we
also want to be the source where they purchase their vitamins from and come to for
general health advice.
254.
255.
Not really. We retain virtually 100% of engineering clients and we are not likely to
retain a large percentage of surveying clients under any circumstances (these
clients are mostly individuals who may have a survey completed upon purchasing a
piece of property and will probably not have another survey unless they purchase
another piece of property - perhaps years later, perhaps not0.
Page 557
257.
Not reshaping as much as shaping (Ive taken it into account from the beginning).
Im offering some services with low or no entry cost just to begin to build a
relationship with the customer.
258.
Not re-shaping, because we have been using this concept for quite some time.
Couponing/complimentary haircuts for new stores, bounce-back coupons and free
services for new Clients.
259.
Not reshaping, but we must consider it, because as competition grows we must
think of ways of keeping our customers
260.
261.
Not yet, but Im fully aware of the concept and how it can be applied.
262.
263.
Offering more services to ex-clients, building and linking each consecutive contract
with a client for add-on value
264.
On average a client will pay off a loan in 7 years. That is repeat business every 7
years and if sooner an investment loan prospect. The marketing strategy is based
on referrals from this one source and their referrals thus enhancing lifetime value of
each client
265.
On the lending side we will now do smaller deals to get the relationship so we can
get referrals and also get more business in the years to come from the client.
266.
Once I gain a customer, I want to hold on to them and keep them coming back for
more of what I offer.
267.
268.
269.
Our annual upgrade contracts are very lucrative to us, so we spend a lot of effort
trying to keep customers.
270.
271.
272.
Our guarantee is not really focused on the one time sale but to ensure that our
customers will come back to us. Our philosophy is not that we will not make
mistakes, unfortunately we will. Rather we focus on what we can do when a
mistake may be made.
273.
274.
Over the course of 20 years, each and every one of our largest annual customers
have gone out of business or been bought by a competitor.
275.
Over the past few years we have changed our entire focus from providing
engineering consulting services to technology transfer and software licensing. All
software licenses have a mandatory annual maintenance fee.
276.
277.
278.
Planners are trying to create the family office where clients are kept from one
generation to another.
Page 558
Pretty much. The existing clients love us and are loyal to us. Even though we go
in to look after their network, they ask us to
280.
281.
Really important in this business, as a student may return many times each year
and for a number of years. I know that keeping in the eyes of your customer base is
vital and cost effective
282.
Recent recognition of this vale and switch from immediate sales potential to LR
value of a relationship
283.
284.
285.
Reducing up front pricing when we can determine there is a long term potential with
a client.
286.
Referrals and repeat purchases have immense value to the growth of my business.
287.
Relying on two existing customers for all our work; scary, especially since the
percentage-based one has been underbidding jobs
288.
Repeat business
289.
Repeat business is gold in my work - and the advocacy by others is the best sales
tactic since sex. I work on building authentic relationships and added value with
every customer and every person I encounter at that customer.
290.
291.
292.
Right now I am only working with my clients for a year. I have not proven my self
yet. I do plan in the future to have my clients pay a higher monthly fee plus a royalty
for the 2nd year for using my techniques.
293.
294.
295.
Should
296.
297.
Since 60% of our business is from repeat customers or direct referrals, we have
always considered the long-term value of our customers to be very important. The
problem that we are faced with is that many of our customers are now at the age
where they have children in college or are about to retire and either dont want
more artwork because their money and their kid go to __XYZ__ college or they are
downsizing and want to sell the prints that they have.
298.
Slowly. Weve done the events so sporadically and with poor record keeping. Were
just starting to track how much money we spent and how much was received. But
in the next cycle of events this should help a great deal.
299.
So far, all my clients have been one-time purchasers. I dont think Ive been in
business long enough to know the customer lifetime value to my business at this
time.
300.
Starting to. Can invest more in marketing when have clients who stay for year(s)
301.
Strategies can not just be for the short term. We have to constantly be looking long
term (definition of success.)
302.
Sure, it tells me how much I can spend to get and keep a customer. I also try to
figure out how I can increase this average.
Page 559
304.
The big money is in retaining customers, so we make the effort necessary to keep
them
305.
306.
307.
The more money that they have, the more opportunities we have to invest for them.
308.
The more services they buy from us, the more dependent they are on us, which
keeps them here longer with a bigger spend
309.
The need for residual income to maintain and increase Cash Flow.
310.
The product is lifetime and the client captured via a data base for future product
offerings
311.
The value of a supplier who you have developed a long term relationship with is
immense. You no longer have to fight every season for their product and I am
working with those partners to build their business by virtue of our previous
success, and so build mine. Referral and credibility.
312.
There are two ways this is becoming more relevant. Firstly that it is the reason for
our continued contact process for the database. Sooner or later they buy
something else or start to do business with us. It is also why we have just begun a
small in-house publishing division since this gives us another raft of information
products to offer the database. Lastly we are looking at the cost of converting a
customer and the average customer LTV now that we have been in business for a
couple of years. This may then change our initial offer but not sure until we have
the numbers in.
313.
This allows you focus on the client not on just more clients. How much dose it cost
to get and keep. The profits in the back end. What other service can I back end to
my client benefit
314.
This concept I learned from Jay has changed how I look at a client rather than
trying to see them as a one-off and not worth the effort in some cases, I will try
harder as I can see over a period of time they are worth far more.
315.
This has a huge impact on what we are now doing; giving away dinners, focusing
on referral programs from our top patients, etc.
316.
317.
This is one area where I feel the company falls way short. When I was in another
company (cell tech.blue green algae) I had about 18,000 people who bought almost
one million dollars of month of product...with trivita I know have 17,0000 and they
buy just over 100,000....this is why I encourage my people to go after their own
customers as well...the company has just now fully endorsed people getting their
own people by giving them a huge percentage of the first sale...I would like to see
them offer more GREAT reasons for going on ARO but they have not done it
yet...however, they say they are working towards that..right now my customer value
I estimate at around $7, meaning for every 1000 customers I will have a monthly
volume of $7000....I believe this can be much higher...as I have 17,000 people now
and am growing over 1000 new customers a month, this would increase everyone's
paycheck and make everyone happier, because as of now the biggest drawback
with trivita is that it has been slow to grow a check...when I had 18,000 customers
with cell tech, my check was over $50,000 a month...with trivita it is only
$6000...and the little guys on my teams, after a year are making less than 1000..the
Page 560
This might shape it in the future, but maybe not. Once we have a customer, they
typically make the largest purchase initially. We sell software maintenance
agreements, which only equals 15% of the original price, so it would take us 6
years to double the original sale. Lifetime value may make sense for the company,
but not for an individual sales rep who often doesnt spend 6 years with one
software company.
319.
320.
321.
322.
To keep a customer for lifetime would guarantee your business, as well as a means
for referral marketing.
323.
To some degree, but not much. We have dedicated staff to work on one with our
profitable used equipment area. We dont really know the lifetime value of a
subscriber or advertiser.
324.
325.
Trying to find ways to have more products to offer and joint marketing.
326.
Understand the return spent on gaining a customer whom we keep is repaid over
and over
327.
Understanding how much a customer is worth does two main things: first it makes
you realizes that you may be able to spend more to get them, and second it makes
you realize just how valuable they are and therefore increases the willingness to
expend energy to keep them.
328.
329.
Using email to follow up our repeat sales as most customers do not live in our
country as they were tourists
330.
Very much so, thank you Jay this really hit home!
331.
332.
333.
We are focused on selling and developing products that have greater backends.
334.
We are going to focus much more on customer retention then in the past
335.
336.
We are more willing to invest in a customer on the front end to solidify the likelihood
of returns on the backend.
337.
We are offering some bonuses to our prospects for signing up which we hadnt
done before, as well as putting in place some generous referral systems to our
employees which will not only help us gain more clients and employees, but also
improve their loyalty, performance, and pocketbooks.
338.
We are providing more personalized service and better pricing to those patrons
who appear to be longterm customers.
339.
340.
We are starting to figure out how we can add other services and products after the
Page 561
342.
We assess what each customer is worth and analyze what we will pay to acquire
them
343.
344.
We bank heavily on repeat customer business and backend market. We also use it
as a base to establish referrals.
345.
346.
347.
348.
We do look at the quantity they mail, how often to determine how much effort to try
to win a customer.
349.
We do understand the concept but very difficult in a large capital intensive project
business where each new project is bid and there is little assurance that many
customers have any value beyond the current project.
350.
351.
352.
We expect to retain clients for life. Therefore they may require more time in terms
of relationship building in the earlier stages.
353.
354.
We give away our first years profits to develop long term relationships.
355.
We have always aimed for "dedicated" customers, and now are not only thinking of
the cost angle, but also the how to reach angle
356.
We have placed a high value on customer retention and would like to implement a
good follow-up program.
357.
We have started calculating this and allowing this to shape the kind of incentive
deals we offer to new clients.
358.
We have systems to help a business owner in all areas of business. Our trouble is
getting them as a client in the first place.
359.
We have to make the most of what they can spend here for care.
360.
We historically keep our clients on the books for long periods of time, and we strive
to motivate them to place more and more of their business with us.
361.
We identify and offer perfect service to our most profitable customers, by margin %
362.
363.
We know that each of our customers are worth well over $25,000 over the lifetime.
Were patient and we work on them systematically.
364.
We know that we must win new customers and can easily justify making it easy for
them to come to us by what jay calls superior access vehicles.
Page 562
We know the value of our customers and so we are happy to make no profit on the
front end
366.
367.
We look at customer value in the long view. What are they worth to us for the
lifetime of the relationship?
368.
We market, for the most part, consumable products which must be reordered and
we have a method in place for that to be automatic
369.
370.
371.
We recognize the value of lifetime value, but do not buy jobs because of people
limitations. However, we have proposed, but never sold, performance based jobs
with remuneration tied to measurable results.
372.
373.
We tend to have fewer customers rather than more and have always valued their
value.
374.
We thought about cost of acquisition and retention differentlyand are making sure
all the employees appreciate---strategies to retain customers have generated
thousands of found dollars
375.
We track how much business we get from individual Case Managers and make
every effort to build on the relationship we have with them.
376.
We try to keep our customers as satisfied as possible and to try to get them to
increase attendance or services. Every person who attends our center has to sign
up for continuing attendance, so it is very real here.
377.
We try to make the customer's 1st buying experience a pleasant one...so we can
expect to see them at least 3 more times
378.
We try to negotiate the set up fee in order to get our foot inside the door. As we
charge a monthly fee for our services
379.
We understand how much we are willing to pay for each new contract.
380.
381.
We will be willing to spend more to get a customer and also we are working on the
backend.
382.
We will concentrate more on prospects who are heavy users and will price initial
projects with them at a low rate to establish a business relationship.
383.
384.
385.
386.
387.
388.
Were more open to reducing fees the 1st year to get the client
389.
Were new in business, so as we continually discover that the lifetime value is, we
can provide more non-live touch both at the beginning of the relationship and
ongoing. Were also putting in place a commission strategy that pays our
Page 563
391.
Weve not implemented this concept yet, but will. We will rearrange our sales
commissions to reflect this strategy.
392.
Well, I understand that by doing a good job for them theyll probably want more
393.
Well, in the process of figuring this out its different for training than consulting so
it takes a bit of work. But it is shaping the new marketing strategy I am working on
now.
394.
395.
396.
When we figure our initial costs in bidding, we often take a lower gross margin
based on how long we know we keep that kind of client and how many items we
can upsell them on over the life of the contract. Also we figure a referral value.
397.
While we understand the concept, and referral would constitute 30% of our new
business enquiry (the largest after Yellow Pages at 50%) we cant say weve truly
harnessed the power of lifetime value. Weve never been proactively in touch with
our customer base (apart from sending invoices to our hire customers monthly) and
were currently working on our database (just over 5,000 records) to classify it into
workable segments. Its our intention to develop some sort of dialogue with them,
though were not clear yet how we can do that.
398.
With few exceptions, people purchase Luggage less often than they buy houses.
We value the few repeat customers we have, but most are for smaller purchases.
399.
400.
Working on it.
401.
Yes and no, at this time (i.e. start-up) you have to balance initial outlay with longterm value of a customer because 1. Its not yet known. 2. Its wise to test
strategies before rolling anything out that isnt proven. But yes, the long-term value
of customer definitely makes sense when deciding how much to invest in acquiring
clients.
402.
Yes I no longer look for clients who are going to give one-off pieces of work
403.
Yes, dissatisfied customers will sometime destroy the confidence of others wanting
business coaching
404.
Yes, we are just starting this exercise and looking at how we can use this
information in our marketing strategy. Can we give away or greatly discount our
software knowing that the lifetime value of support contracts will support us.
405.
406.
You know what you can afford to spend for future income.
407.
You never deal with the one time sales aspect. Every person that I have ever talked
with in my business deals with this. The only way to overcome this is to get a long
term contract with a restaurant chain or such (which I just have done). It is basically
al=ways advertising for new business.
Page 564
2.
(a) Customer lifetime value as described in (32) above, (b) risk-reversal on an initial
small-scope contract that the customer doesnt have to pay for if he doesnt receive
value and (c) referrals.
3.
4.
? (7)
5.
Advanced? Whats that mean? Its all basic communication, whether its via
letter, phone, face-to-face or web site.
6.
7.
1) Host beneficiary relationship where we use the USPS sales force to distribute
sample products and let that give the implied endorsement. 2) Allow scale
manufactures to give out a $29 product for free (they only pay me the CD
duplication cost of $.095 each). We get the renewal 3) we give out at least a $50
referral fee to anyone that sends us a client that buys something from us. 4) Use an
annual subscription model so we can keep our initial price low and make the money
over years. 5) Joint venturing with other players in the postal field.
8.
9.
1Barter as high as 40k - I usually get double value 2Have one paying client set it up
so they get (seems like) a free give away to 5 to 10 others people or companies
based on a ratio of how much they spend -when actually they save me thousands
in advertising to fill a presentation room- It's usually disguised as a think tank or
problem solving seminar or new opportunities event they host- I have only my time
cost-
10.
A flyer about a different book (or maybe two) enclosed with one thats sold.
11.
12.
13.
14.
A servants attitude.
15.
16.
17.
18.
Accent the service areas first. Have application assistance ready, spare parts lists,
and field service available
19.
20.
21.
Advertise
22.
23.
Affiliate program for our web site and web site rewrites to increase conversion ratio.
24.
Align our selves with a large national retailer who sells our products.
Page 565
All the ones mentioned, and I would say they are not particularly advanced
26.
27.
Among other things, my sales letter was designed to have the employees of the
targeted company, as well as their families into clients of us.
28.
29.
Appeal to their emotions and try and sell additional products when they agree to
buy.
30.
31.
32.
Askevery time a customer comes in, get to know them and their needs and seek
to fill them and make them aware of other ways we can help
33.
At this time the direct mail approach followed with a seminar and face to face
discussion.
34.
At this time, for what will be put in place, I would say email marketing and joint
ventures.
35.
Back end --- Tell them that we can make video duplicates in tape, CD, DVD
formats, etc.
36.
Backend
37.
Backend because we dont just transport the fish, we store and process all in one
building
38.
Back-end sales
39.
Backend sell.
40.
Basic stuffours is a simple business. Stylists are trained to stress benefits, not
features, and communicate that _______ is a unique experience/product that
makes you feel good as well as look good.
41.
42.
43.
44.
Being able to discuss the referrers business and interests with them.
Understanding what makes them tick.
45.
46.
Brochures and sales materials left with the customer regarding home warranties.
47.
Brochures.
48.
Bundling, provide package with more value to increase sale from just one book
Page 566
50.
Buying History
51.
52.
By referral only
53.
By using a diagnostic tool I am able to show them that they may need more than
just what they thought they needed
54.
55.
Cant think of any, except using our website to sell software. Its automated and
doesnt require human intervention.
56.
Can't tell.
57.
58.
59.
60.
61.
62.
63.
Constantly promote all the services we offer. We find that a client will only use a
couple of the services we offer, so we constantly work towards them using more
services.
64.
65.
Consulting with clients on how to grow their business applying the Abraham
techniques to assist our clients.
66.
67.
68.
Create independent informational web sites about gardening topics that are
interesting to my target market, and then get those visitors to click through to my
site and buy.
69.
70.
Cross selling
71.
cross selling
72.
73.
Currently we are developing the client for life strategy. We are in the process of
setting up the tactics that will help make this strategy successful.
74.
75.
76.
Define final consumer price, after subtracting discount and something like that
77.
Demo CD
78.
79.
Page 567
Direct and personal contact with each and every client we will have.
81.
Direct Calls.
82.
Direct mail
83.
84.
85.
Direct Mail and offering additional products that is not our core business.
86.
87.
88.
Direct mail endorsements and host beneficiary to run seminars for hosts clients
89.
90.
Direct mailing
91.
92.
93.
Direct sales=promotion; more to the same people and explore new markets;
94.
95.
Dont
96.
97.
98.
99.
Dont know
100.
Dont know
101.
102.
103.
104.
During the test phase, well sell our products via a retail establishment and radio.
105.
E- newsletter
106.
107.
108.
109.
110.
111.
eMail, Infomercials and its cheaper to buy customers than to acquire them one by
one.
112.
113.
E-mailing my resume
114.
115.
Page 568
Every time we close out a project we ask them what else we can do for them.
There may be existing things we know about, which we will propose for a follow-on
project.
117.
118.
Find people who are looking for something and offer it to them
119.
120.
Flash commercials.
121.
122.
Focus on narrow (niche) markets and able to provide more customer benefits.
123.
124.
125.
126.
127.
For people who are better qualified financially they can buy two or three properties
rather than just one.
128.
129.
130.
Free promoting and networking of customers schools, events, etc. Also, we started
putting on advanced cross-training workshops where we are losing money, but
hope to make it up in reputation and extended word-of-mouth.
131.
Fundraisers
132.
Generous affiliate program where other web sites get 25% of subscription sale if
customers subscribe from their site.
133.
134.
Gillette blades
135.
Gillette blades
136.
137.
Give customer a software demo. Because its a corporate purchase, they wont buy
until they make sure it serves their needs.
138.
Give first. Create some value for customer at no cost to him/her. Then offer
products that provide solutions.
139.
140.
Giving away! See 22. Also: publish appropriate specifications and interfaces so that
innovation can happen elsewhere. Clients and partners can innovate and create
wealth using our open technology and products and knowledge. This fuels market
growth and adoption, and our stuff gets ingrained in all everyone does.
141.
142.
143.
144.
Guarantees
145.
Have none.
Page 569
Having a monthly quality issues forum with sales staff and vault operations
personnel to exchange views and collaborate
147.
Having our referral sources sell our product to blend with theirs.
148.
Having product parties. Finding someone willing to host either a health products or
skin care products get together and building off of contact developed there.
149.
High perceived value Low cost/High margins Risk reversal Brand differentiation
Unconventional channels Clientele Databases management USP
150.
151.
Honesty. Finding out what is needed and wanted and offering it on a one on one
basis.
152.
Host Beneficiary
153.
Host/benefit
154.
155.
Huh?
156.
I am not sure what exactly you mean by advanced, but were not extremely
sophisticated. We use radio and print and direct mail to generate leads by offering
something to get us in the door. Then we use a drip method of follow-up with
educational pieces and testimonial pieces.
157.
I have none right now but plan to start next week using authenticated email lists in
the near future.
158.
159.
I use risk reversal, USP, packaging, and am working on setting up alliances. Ive
learned all of these from several programs, Jays being some of them. I own
several of Jays products.
160.
161.
I am working on the following idea: After I have built up my email distribution list to
several hundred, I am going to send out a Special Offer of free gifts to be provided
by other businesses for having exposure to the people on my list to motivate 100
people to request and complete a Confidential Questionnaire by a certain date.
Those who are part of this group of 100, will then be invited to an evening of
entertainment and networking opportunities at the end of which a drawing of prizes
will be held. Those who provide me with at least 6 more email addresses of people
who agree to receive my weekly Must-Know InfoTM Bulletin will then be eligible to
also win one of three vacations to be provided by travel agencies who want
exposure. The details of this plan must still be worked out.
162.
I cant say we really are. We have some things we use in our sales scripts for
opening order specials to bring a new dealer on board to buy product.
163.
164.
165.
166.
167.
Page 570
I dont
169.
170.
171.
I dont think it is advanced but my customers seem to think it is and respond very
well to it: a simple reward card that has rewards on the front and my market
locations and contact details on the back.
172.
I dont yet have a backend, but developing a backend is part of my strategy and I
expect to get to it towards the end of 2003, and beginning of 2004.I do anticipate
the a backend of the RT will be that some RT Members will opt for one one
executive coaching.
173.
174.
I doubt that I use advanced concepts, but I would have to say just asking people to
send someone in just like themselves
175.
I enclose a letter when I mail out a free trial CD. The letter mentions custom
programming is available.
176.
I give away free product to allow prospects to familiarize with my service offering.
177.
178.
179.
I have increased sales by referring people I cannot help to someone else and he
returns the favor by sending me people he cannot help. Looking into adding more
services to my existing clientele.
180.
I have not used any successfully yet, I did try a couple of barter transactions but
they have not panned out as planned. I believe that my referral process will work
well once I start selling. I believe you need to have a profile of your proposed
customer so that you can write the appropriate sales copy.
181.
I have written a referral system in Coldfusion, and use it to immediately ask for
referrals from all of the people who have just bought from me.
182.
183.
I haven't really developed any "back-end" strategy. I try to set up contracts for
multiple appearances, i.e. I quote pricing based upon discounts for future
opportunities.
184.
I just talk to people at my clients, try to figure out whats on their mind and what
their problems are, then I create products that I think will help them.
185.
I just try to show the client that I am only there to help them.
186.
187.
I Media Pro CD
188.
189.
I sell exclusivity in the products that I promote to defined sectors of the marketplace
190.
I step them up from 25 cents to two jars for $10.00 or they can get the quart for only
$19.95 a $56.00 value.
191.
I think I use risk reversal the most. Also, I program my clients to use my services
on an ongoing basis.
192.
I use Adobe Acrobat to make pdf files which are cross-platform (allowing me to
reach a wider audience) and add to them a viral spin by making them customizable
with the buyers own affiliate links, so he can distribute it and profit from it, while I
Page 571
I use my email database to inform and sell products/services which I think would be
of use to them
194.
I use the internet with a secure module behind the website to tap into the corporate
genius of everyone. By everyone creating better products and services and
learning better techniques to communicate or sell them, you can fast forward the
essence of their sales.
195.
I used up selling after Ive gotten the contract the first show. Also, I train the
exhibitors from show to show and this increases profits.
196.
I utilize a Market Map (aka Perceptual Map) to create a visual depiction of their
competitive landscape. We then map, with customer input, where they currently
are (brand Position) where they hope to get to (Brand Positioning Statement) what
boundaries that control them (Brand Permissions and Constraints) and the ideal. I
have used this concept without fail for 20 years, with some major successes, in
both Fortune 500 and small cos.
197.
I will be using a e book or some kind of ezine but the most will be on the back end
like videos or tapes, coaching and teleseminars.
198.
199.
200.
201.
202.
Im not sure?
203.
204.
Im working on Chet Holmes dream 100 methods as part of my future action plan.
205.
Ive started offering no-questions asked guarantees and risk reversal to get the
prospect to go ahead and place the order entirely at my risk, after reading your
information on the topic. To my delight, the refund rate has been miniscule, proving
it works beautifully. Also, point of sale up-sells have increased the proportion of
impulse sales at the last moment.
206.
Ive started offering no-questions asked guarantees and risk reversal to get the
prospect to go ahead and place the order entirely at my risk, after reading your
information on the topic. To my delight, the refund rate has been miniscule, proving
it works beautifully. Also, point of sale up-sells have increased the proportion of
impulse sales at the last moment.
a. I'm at the becoming aware of the relevance of using such tools and am at
the looking and learning stage.
207.
208.
209.
In real estate its location location location in my business its outcome outcome
outcome. They dont even have to like you as long as they get quantifiable value.
210.
Information about my product s and service and why it will benefit that patient.
211.
212.
213.
Integrated Multi-media marketing. Direct mail, fax, telemarketing, web and email all
Page 572
Interactive, hands-on workshops (showing is better than telling, but DOING is even
BETTER!)
215.
Internet automations. We have developed a way for our customer and sales staff
to set up and build a testing web site via a web enable PDA. Once this is set up it
runs automatically.
216.
Internet
217.
Internet
218.
219.
220.
221.
222.
Internet marketing and selling. To find out who is interested in our service, get their
details, and build up the relationship by a serious of sales letter.
223.
224.
225.
Internet site with on line booking and opt in email newsletter and extensive listing of
Inn on as many sites as I can find.
226.
227.
It is hard to sell more that one product in Mortgage banking. What else do I sell?
228.
Its is not advanced but just giving such good service and really looking out for their
best interest so the client end up giving us referrals on their own.
229.
Its no more sophisticated than targeted email campaigns, sponsored seminars &
conferences, investor relationship management program for our investor customers
+ dedicated Origination program for our issuer customers.
230.
Jay's concept of helping people get full reward/benefit from their purchases. We try
to show packing accessories that organize and simplify packing with each suitcase,
but find many people resist - they either like the way they pack now, or feel we're
just trying to pad the sale.
231.
232.
233.
234.
235.
236.
Letting customer experiences using the product and the real "stories" about that
and testimonials from the use of the product would be as advanced as I have
gotten so far.
237.
238.
239.
Page 573
Listen to identify other needs, show them what hidden assets they have, and then
match my services to what they need.
241.
Local advertising
242.
243.
Looking from the Polish market, being absolutely honest can turn to be the most
advanced marketing concept. People are starved for honest companies and when
they do realize through our needs questionnaire, proposal, and as promised
_installation that we are totally honest with them, this concept can become the
best-selling tactics and can develop into a top quality referral system.
244.
245.
246.
247.
248.
Microsoft has prepared some excellent tool which are based on the Solution Selling
system
249.
250.
Most advanced is the 3 step letter campaign. Need to get internet marketing going.
251.
252.
Mouth water emotionally copy. Creating fierce desire. Risk reversal. Pay nothing
if your no satisfied after the 5 day seminarFree seminar, or movie (on CD) of it.
Constant contact (explicitly being in the extreme self interest of the client. Having
a 3 letter introduction follow up plan.
253.
254.
255.
My business is by referral only. I have never done a mailing or made cold calls.
256.
257.
258.
259.
N/A (10)
260.
261.
Needs analysis. If we can meet the need; great. If not, tell client so. If possible,
recommend someone else by specific criteria.
262.
263.
Network Marketing
264.
New venture.
265.
Newsletters
266.
Newsletters from the company plus follow up calls and contacts with downline and
customers about new advances and products
267.
Nil (3)
268.
Page 574
270.
271.
272.
No idea
273.
No products are sold. I sell service. Tactics are not what I would consider
advanced they are what I would call good business.
274.
None (16)
275.
None, as those practiced are basic. The only advanced system would be Dr.
Paddy Lunds referral-only systems. However though I have acquired his works-inprogress, I have not implemented them fully.
276.
None, no backend.
277.
Not applicable at this time but will apply later on. Once we build a list, we will mine
it.
278.
279.
280.
Not established
281.
282.
Not making any money give it away for free and let the back end take care of
me.
283.
284.
Not sure
285.
286.
Not sure what is meant by advanced concepts. The most successful concept to
do this for us so far has been through alliances. They effectively act as new
distribution channels and reach many more people than we could on our own
unless we had more financial resources. Making good win/win deals with the allies
works well for all.
287.
288.
289.
290.
Nothing so far has worked even though EVERYONE SAYS their product works.
291.
292.
Nothing too advanced, although anniversary cards have had that holy crap dazzle
factor, that has garnered much repeat biz.
293.
Nothing too advanced see more of the right people decision makers and
impress them to the point where they want their salespeople to be able to do what
our MD does.
294.
Nothing very advanced. Alliance with trade groups for market contact. Direct mail.
Exploring email. Training sales and operations people so they are very
knowledgeable.
295.
296.
297.
Page 575
299.
300.
One on one
301.
One thing that has stuck in my head after LA is the repackaging of information or
one event ie reformatting the one lot of knowledge eg written words, tapes etc.
302.
303.
304.
305.
Our business is database driven as the target market is fairly easy to broadly
identify in the B2B market.
306.
307.
Our most successful marketing efforts have been through a referral program,
marketing our service to companies that serve our target clients, and are in a great
position to determine whom and when to refer to us.
308.
Our web based e tool box system. Give customers everything they need to build
their own business.
309.
Our website
310.
311.
312.
Pareto Principle
313.
Partnering
314.
315.
316.
317.
Personal contact.
318.
Personal contacts
319.
Personalised service
320.
321.
322.
323.
324.
325.
326.
327.
328.
329.
330.
Premium pricing
331.
332.
333.
Page 576
Previously described
335.
336.
Print advertising
337.
338.
Probably it has been through referrals. After the December Training Program I have
been working at building a monthly mailing with follow-ups. Some education
provided and some calls to action with offers on selected services or products.
339.
Probably selling through the back-end. This is a very simple technique, so I hesitate
slightly to call it advanced, but the great thing about it is that it not only allows us to
sell more (urns for ashes, engraving of ashes, solid bases for coffins etc) but also
increases our standing in the eyes of the funeral directors because we offer such a
complete package.
340.
Probably the reverse close concept whereby at the end of an outside lecture to an
audience you tell them that you don't want them to come in unless they are really
serious about keeping the appointment, because there are a limited number of
them available and it wouldn't be fair to those that needed it if they scheduled an
appointment but did not come in.
341.
Probably selling up to my clients. For example, selling up from plain clear glass to
the UV coated glass to better protect their artwork/collectibles.
342.
343.
344.
345.
346.
Publish articles
347.
348.
Radio
349.
350.
Re-certification requirements
351.
352.
Reference selling
353.
Referral (6)
354.
355.
356.
Referral System, for each referral we get we pay % off their mortgage, of offer
investing material. Sending PDF Newsletter with our Guarantee and different
investing strategies,+ case studies. . Our new database that has over 200
automotive process for creating touch points ie emails, fax out, letters, scheduling
phone calls and appointments. And this just happen every morning, while having
coffee.
357.
358.
Page 577
360.
Relationships (2)
361.
362.
Repeat contact
363.
Rewarding them for participating and plugging them into the "back-end".
364.
Right now, I rely upon word of mouth. I have created a web site and am
investigating internet marketing strategies
365.
Right now, we dont have enough products to upsell or cross-sell to our client or
prospect base. Eventually, we will be able to recommend complementary reports of
ours, and perhaps even introduce products and services from outside firms.
366.
367.
Risk reversal offer full money back if not satisfied. Describe services in ways
which show people what problems they might solve
368.
369.
Risk reversal and total guarantee. If our client is not 100% happy with our work, the
client can choose any of our competitors to translate the text and we pay for it, no
questions asked.
370.
371.
372.
373.
374.
Risk reversal, give some info, but not enough that they will come back for more
375.
Risk Reversal. Try to make all services totally performance driven, and then
reverse the risk so that nothing is payable unless demonstrable benefit has been
created.
376.
Risk Reversal: Clients can cancel the contract any time. If they do cancel, we pay
them penalty. Value: We give additional value (and tell them) which is anywhere
between 20% to 50% (we give items like free training, free replacement parts, free
consulting etc. which cost us very little but for the client it is in thousands of dollars)
377.
Risk Reversaland private labeltaking the trust and credibility and leveraging
that with a 100% turnkey back office for the assn, non profit, for profit, group,
professional sports, Nascar, ---any group or groups looking for another revenue
stream
378.
Risk reversalif they dont see the value they dont pay. Also, I have offered to be
compensated based on the benefits derived from the system I create for a client.
379.
380.
381.
382.
Sales People
383.
Say what?
384.
Second contractor was impressed with our quality and professionalism, which has
led to a lot more work and very lucrative relationship
385.
386.
Page 578
388.
389.
390.
391.
392.
Seminars.
393.
394.
Shipping free sample to prospective clients that would cost them $20, or more!
Reciprocity kicks in. I have some salespeople who refuse to send them out
because it makes their numbers look bad on profitability!
395.
Show them that in a low economy there are still opportunities and sell the new
concept to them and the benefit of reaping Plus the cost of not doing it.
396.
Simple low tech. cost effective classified ads, flyers, and doorhangers.
397.
SKIP
398.
So far, with the clients I have (Financial professionals), it has been websites,
seminars and direct mail.
399.
Sophisticated automated CRM using Maximiser and a 5 contact (phone, fax, email,
card, phone) to warm and educate suspects and prospects
400.
South West Airlines, they create an image which is highly desirable to employees
and investors alike. Since the employees feel deep ownership of the service, all of
them go the extra mile to make sure that the South West experience is a
contagious idea that generates long term customer loyalty.
401.
402.
Stay in touch, remember important dates (birthdates) Send out news letter.
403.
404.
Still searching.
405.
406.
407.
Strategy of Preeminence
408.
Synergistic alliances
409.
410.
411.
412.
Technology Roadshows.
413.
Telemarketing. If that works too slowly, I would like to use postcards later.
414.
415.
416.
Tele-seminars pushed via web to sell into expensive events & then drive backend.
417.
Tell people how their health is and give them all options to achieve optimum health
418.
419.
Page 579
The first most advanced concept we use would be our Assurances. The second
would be the development of our internal Code Of Practice currently being
developed between the partners of the business. This code is to be like our
Assurances but working at an internal level at the highest stratum of our
organization. We see this as being the glue which will hold the business together
into the next phase of its development, because it will stop the leaks by leaks we
mean it will stop the partners letting themselves and each other off the hook
regarding their behaviour, their promises, their work practices, etc. And while on the
surface this does not appear to be a marketing strategy, its a codification of whats
at the very heart of our organization. This document, once completed will then have
another stage which will be extending it into the workplace proper. (The current
Code is purely applicable to the partners interaction amongst themselves.) We can
be 100% confident our competitors would never be able to do what were doing,
they are too corporate. But this document sets the foundation for tightening
everything up at ACN. [Sample extract from the code at the end of this report.] This
document (again) is a tactic first which means that its been developed for
application amongst the four partners only. When completed (the workshops which
are creating it are still in progress) will then be expanded to a strategic level where
work will commence on developing a staff-wide equivalent. This Partner Code will
be the published model, and against which the staff may hold the partners
accountable. Thus it is our intention to develop a culture at ACN of guaranteed
behaviour and full accountability which will mean integrity will permeate every
aspect of life here. This culture will then set us apart even further from our
competitors, and will be one of the most radical market differentiation factors we
can create.
421.
422.
423.
The internet and specifically the ability to download pdf files No muss, no fuss no
paper and no postage
424.
The Internet, we own several content sites that reinforce our position as the leader
in our industry.
425.
426.
The more real estate listings we have the more business we attract.
427.
The most advanced system we have to sell more to people is by follow up calling
and trying to keep in touch with our customers and having them refer us to their
counterparts in other companies.
428.
The principle product (car VIN etching) allows the secondary (other assets) offered
after the first sale
429.
430.
431.
There is always something new on the Internet. But advanced? I believe people are
pretty much the same as they were 1000, 2000 even 3000 years ago or more.
Technology has changed, our knowledge has changed but the basic wants needs
and desires of the human race are the same. The same characteristics that drove a
consumer to buy from one street vendor as opposed to another back in the time of
Page 580
433.
Three ways: 1) Sell more incremental units per sale, 2) Sell to more customers, 3)
Sell auxiliary products/services to exciting customers
434.
435.
436.
437.
To persuade individual clients over the phone who are looking to sell their house,
we offer to recertify their appraisal to a potential buyer, thereby saving the buyer
closing costs and making the appraisal a dual edged tool, to value and help market.
438.
439.
440.
Training and information sharing. More your people know about your products and
system, more incline they are of being knowledgeable on how to sell it.
441.
Try to give them something useful I think they may benefit from in their practice
442.
443.
Typically we can upsell a client to a more expensive solution by showing them how,
long term, it will save them money, time and heartache.
444.
UNKNOWN
445.
Up sell additional damage and minor mechanical work needed. Considering selling
accessories as well.
446.
Up selling. Training the sales team to ask questions rather than just take orders,
therefore understanding the customers needs.
447.
448.
449.
Upsells before (or even right after) the event of a 39.95 report90 day risk reversal
for performance and impact of the programs. Better than risk free (offering lots of
bonuses) At end of every event I ask participants to take 10 minutes and answer
these three questions: 1) how did this day compare to other events youve been to?
2) what did you HONESTLY think this event was going to be like before you came
and what do you HONESTLY think now? 3) What is this day LIKE (give us a
metaphor e.g. its like a breath of fresh air). Then I collect them, read them once
to feel good and then a second time to select key testimonials to put on the website
and materials.
450.
451.
452.
Use promotions such as trips or contests to get more face to face time with end
users to bring them over to the products I sell and my customers that carry what I
sell
453.
Using host parasite relationships where we have a special offer to prospective end-
Page 581
455.
Value-added service
456.
457.
458.
459.
We are able to increase most orders when we are able to understand what the
client wants to achieve. In our industry the motto is publish or perish so it is
important that clients get all they can when their work is submitted. In most cases
money is not an issue.
460.
461.
462.
We are primitive
463.
464.
465.
We are still testing this. Some prospects balk at our consulting fee, saying their
budget (in this economy) wont cover it. We offer to divide our fee between two
fiscal years. Well conduct their security assessment now, bill them for half, then the
other half in their new fiscal year (depending on when it begins). So far, prospects
have been appreciative, but it has not resulted in a conversion. However, the follow
up continues.
466.
467.
468.
We continually look for client problems we can solve and offer the solutions to them
469.
470.
We do promote heavily among real estate offices and individual agents and receive
much of our survey and some of our engineering business through their referrals.
471.
We dont
472.
We dont have a lot more products/services to sell. Normally we simply just inform
them and ask them if theyd like to have them.
473.
We dont have a specific product line as of yet the product is the performance
artist.
474.
We dont have anything very advanced, it is really very simple. We provide a great
relationship with the customer and take better care of them then the competition.
475.
476.
We don't have any advanced marketing concepts or tools. We just sell one at a
time when they are available.
477.
We focus on showing people how to get out of debt within 7 years (including paying
off their mortgage), usually without increasing their income. We focus on ministry
(we are a Christian organization) over business, and therefore sales come only as
a result of ministry, i.e. only when it is clearly in the clients best interest. This
Page 582
We follow-up with each one of our clients to determine their level of satisfaction and
identify future needs. As well, we ask for referrals. Our clients hesitate to give us
the names of their colleagues who could benefit from our training. Would a contest
or prize work? It may be something we should try.
479.
We follow-up with people who purchase things, describing the additional benefits to
be gained from other materials.
480.
481.
We have a strong focus on web marketing, search engine optimization and Pay per
click. We are starting a new service called UltimateROI that will be door opener as
well a profit center. It should also deliver unprecedented Leads at much lower cost
than most organizations have received thru traditional methods.
482.
We have each sales persons top 10 large target accounts enlarged on poster board
in our company hallway and every Monday AM each sales person reports on what
their plan for the week is as it relates to those 10 accounts and what support they
will need from the organization to be successful.
483.
We package services
484.
We really dont have a back end that I can think of other than more referrals
485.
486.
We send an educational letter to people at-need that tells them how to purchase a
memorial. This is setting their buying criteria.
487.
488.
489.
490.
491.
492.
We upsell the customer right from the phone contact through the time he walks
through the shop. We always match prices and stress convenience of us getting
the product. We normally can double and triple every customers spending, we just
need more customers
493.
We use a 4 day report to bring people through the stages necessary to make an
informed and emotion based decision to prepay for about 1 years worth of care
which dramatically increases their commitment and willingness to follow through on
your recommendations. It works awesome.
494.
495.
We use Risk Reversal in our marketing to reduce the first visit barrier that many
people feel in going to a new doctor. Our goal is to enroll a new patient into our
long term wellness care program which is worth 20X or more what the initial visit
would bring if they were to pay full fee for it. We frequently offer reduced fee initial
Page 583
Were still working on this: but I hope to use email, telemarketing, cold calling and
direct marketing to generate leads and sales.
497.
Weve tried upselling remails, but it was unsuccessful at the time of sale. Were
trying to educate our customers and prospects to its value in most of our sales
letters.
498.
499.
500.
501.
502.
503.
504.
505.
Wellness home tours - showing people how to have a truly health living
environment
506.
When I get a customer, it is for life except if he retired or sale his business
507.
When we send out coupons, we have loose-leaders that will bring us minimum
sales order
508.
Wholesale distributorships
509.
Will have to plan and work on these to ensure maximum effectiveness for our
business.
510.
511.
Word of Mouth.
512.
513.
514.
Page 584
? (22)
2.
1. WHO: Why you Great One! 2.HOW: You created yourself as a Brand
3.BIGGEST COUP: $25,000 seminars
3.
1-800-flowers
4.
A clothing salesman I know provides a parting comment You made a great choice
to day It will look great on you.
5.
A ladies hairdresser who understood marginal net worth and gave great value to
only 100 weekly clients to make an exceptional living.
6.
A lot of companies come to mind but I am unable to single one out. Pappa Johans
pizza. Wal-mart, Yahoo, Microsoft, Illinois power tools, etc.
7.
A real estate trainer, Floyd Wickman showed me how to operate in real estate,
simply list a lot of homes at the right price. Very low overhead yet high priced /
commission item.
8.
A.C.N. American Communications Network They market themselves through multilevel marketing, selling alternative utilities in Electric, Gas, Long distance, and
internet access. They entice representatives to join their organization to build
organizations themselves through referral marketing, making a profit every time
someone pays their utility billforever! So I joined!
9.
Abraham
10.
11.
12.
Actually my father he realized that in his business the most important thing for his
business was cash flow. In the 17+ years his 2.5 million dollar a year business has
developed a 9 Day AR turnaround for most of his clients. I am going to be begin
to work with him to incorporate some of the Jay concepts into his business which I
am sure will help his business to grow dramatically.
13.
14.
After Jay, Bill Gates to be sure. His licensing deal created the coup of the
millennium and snatched it right from several of the big boys too dull to catch on.
15.
After reflecting on this question, I think I can say this is probably me at least in
terms of marketing strategy for specific major customers. Let me explain. In my
early career in industrial sales, I set records for sales volumes and these volumes
were largely obtained from accounts that were considered trouble accounts. They
were trouble accounts because either (a) they had crippling internal or financial
problems, (b) they had demonstrated a strong bias toward inaction or (c) sales from
these accounts went mostly to competitors. After my early career in industrial
sales, I developed and implemented a strategy that enable a computer services
company to successfully enter a medical processing market that had long been
dominated by a single company. This market entry was repeated two additional
times during the first three months. I have also been quite successful in the market
entry, product planning, marketing and pricing strategies developed for clients of
my consulting services. Most of my clients also tell me that my instincts or
intuition about marketing issues is almost always right on. I guess the conclusion
here is that there is a need to apply some of this attention to furthering the market
position of my own company. This is something like the shoemakers children
Page 585
Again Bill Gates. He supplied us with a not so perfect product over the years yet
still nearly everyone feels they have to have some of his products. Even if they
think they are inferior.
17.
Again, Microsoft. I think they created something that most people need that they
can reproduce over and over again for peanuts but sell for elephants, if you know
what I mean
18.
Alan Weiss, Million $ Consultant, who made hundreds of thousands of dollars not
only being a keynote speaker for a corporation but also telling that corporation how
they needed to change.
19.
Allen Samuels (car dealership in my town) His strategies are so diverse, creative,
broadbased, appealing, and outward focused That the overall long term constant
growth is his coup. You can hardly tell you Are being marketed because he is so
relational, service promoting.
20.
Allen Says of the Internet marketing warriors. He started with a hosting provider
and built a whole marketing community around it and is still now building the
community through the best known online marketing forum, the Warrior forum (to
know more http://www.howtosell.info/warriors.htm )
21.
Allen Says. The strategy was to create a powerful product, find affiliates to help
promote it, and build a customer base quickly!
22.
Andy Andrews (see 31) has been commissioned by Sasol Ltd to teach his
approach to managing assets to every manager at Sasol will take him 2 years!
23.
Anita Brattina, Direct Response, a telemarketing co. She contacted Inc. & told them
she had a journal about her getting into business. They liked the idea and asked
her to embellish. She had it printed then self-marketed her having been in Inc
endlessly. Then she self-published a book and was a published author and
began speaking for fees.
24.
25.
AOL president Steve Cases successful coup to keep Bill Gates from acquiring
AOL.
26.
Apart from Jay and other gurus such as Gary Halbert, I don't know any real masters
27.
Artists of America -- they made the artist, customer & product all become special
for real -- not pretend or temporary
28.
As far as I know Jay is, although I havent read up as widely on anyone else. I
think Jay operates a strategy of pre-eminence through educating his market.
Hence I have not really looked at anybody else for information/training in marketing
because I have had everything I needed from jay.
29.
30.
As regards experts, undoubtedly they are Jay Abraham, Tom Peters, Rob Frankel.
Al & Laura Ries, Michael Porter, Jack Trout, Doug Hall, a few others
Page 586
32.
Barney Zic told me once that people buy from friends. When you are cold calling
dont make appointments, arrange to drop in (because thats what friends do) It
lifted my close rate on the phones 10% to 97% of all contacts.
33.
Basically some of the current authors that Im reading now. Jay, Rick Crandall, Dan
Kennedy
34.
35.
Bic gave away free disposable shavers till they changed the shaving habits of the
civilized world
36.
37.
Bill Dickerson, went from a dentist treating regular people to a dentist treating other
dentists through his institute
38.
39.
40.
41.
Bill Gates When he sees a new competitive product on the horizon, he mentions
to the press that they are working on a similar product. This seems to shut down
the competition because the vendors no longer want to work with an unknown and
will wait for Microsoft to deliver this new product / technology.
42.
43.
Bill Gates selling Access many years ago said that you could buy it for $300 and in
6 months it was going up to $1100. Some people purchased 10 copies. It never
went up
44.
45.
Bill Gates. Leveraging the companys position in operating software to almost all
key components of the desktop productivity applications.
46.
47.
Bill Gates--constantly being one step ahead of the market. Anticipating the
applications of developing technologies and what they could do to solve business
problems. A mindset of being the best in the world.
48.
49.
Brad Sugars. He positioned his businesses to deal with the small and medium
sized market, coaching the business owners to break free of their self sabotage
and learn of new ways of marketing their business. He came up with the vision of:
World Abundance through Business ReEducation. This vision helped to recruit
some of the best in consulting and other industries to join him in building his
business. By franchising his business, he managed to grow his business very
quickly and in a short span of 8 years created a worldwide organization dedicated
to changing business owners lives forever.
50.
51.
52.
Brian Tracy. Be in touch with all your customers big or small. Regular staff
Page 587
Cant pin point one at the moment however the approach of people such as
Michael Gerber, Bill Gates, Jay Abraham are inspiring.
54.
Cant specify anyone as the most masterful. Have great respect for Victor
Connant and Tony Robbins.
55.
56.
Certainly Jay Abraham would be one, but also Bill Gates. Microsoft has buried the
competition and it did it when it didnt even have the best product.
57.
Chet Holmes: Core Story, strategy vs. tactics, implementing systems and
procedures
58.
Chet is definitely right up there. The legal market domination strategy was a gem.
59.
60.
Claude Hopkins, great copywriter, his work for the brewery (Pabst, I believe)
61.
62.
63.
Come on now, Jays going to get a big head with all this. Recognized as a great
authority.by accident? I think notsome self-promotion?, yes.
64.
Cory Rudls AssocTrac. Live online referral system. He went from 0 to millions in
months
65.
66.
67.
Dan Kennedy by building a huge list of business people that cant wait to give him
money and by surrounding himself with the best marketers and consultants in the
business.
68.
69.
Dan Kennedy, the low cost and profit from info marketing, Jay
70.
David Oliver (Marketing Consultant) Helps clients to understand their reason for
being in business and specialism and then market themselves from that stance.
71.
72.
Dennis Rodman comes to mind quicklyhe created an image that the public loved
to follow even though he was a bad boy. He parlayed the image on the court, into
books, into pay-per-view events and created a great little financial empire for
himself.
73.
74.
Dont know any other than yourself and what you have accomplished. I must say I
was very impressed with your book and so are my partners.
75.
76.
77.
78.
Dont really know, but I do have a lot of admiration for Jay Abraham.
79.
80.
Donald trump he borrowed more than he could pay back, in amounts that could
break the banks so they had to cooperate.
81.
Dr. Singer. He parlays all his relationships into more and more business. For
example, he invites doctors to attend his seminars at a fee, then sells tem on his
Page 588
83.
84.
For now I must say Jay and his team along with many of the other participants in
Decembers Mastermind Program.
85.
From a personal point of view I dont wish to disclose names, the person in
question sold along with another shareholder sold a furniture manufacturing
business to a Bank. The business employed 800 people and was highly profitable.
The Bank appointed poor management and got the business in trouble, my friend
and the other original shareholder asked the Bank if they could buy the company
back because they did not want to see the company they had built up being ruined,
the bank declined the offer and it went into liquidation. The original owners set up
from scratch a rival company they now employ 500 people have major contracts
with their old customers. The strategic coup was built around good relations with
past employees and clients and the drive to start again (they were both in their
fifties and didnt need the money.
86.
87.
From what I've been reading, the most masterful business or marketing strategist
would have to be Jay Abraham.
88.
89.
Geraint Lewis he services banks, they told him they were reducing suppliers, and
since he only serviced 5 branches he was vulnerable. He then won 135 branches
from them. A year later he won another 100!
90.
Gerber and the entire idea of systemic methods to create a franchise prototype.
91.
Getting you to believe that you could totally change your life through 17 days in one
year.
92.
93.
94.
Have not known any real masterful marketing strategists. Those that I admire
would be Ray Kroc who had the vision to systematize the entire restaurant
business. He realized that his business was not in making French fries but rather
to create the system to create the French fry. I admire Bill Gates who had the
vision to create what is Microsoft. His goal of a PC in every household was a bold
strategy that he held onto even when things looked bleak.
95.
96.
97.
Henry Ford. Got ahead of the market by making cars cheap and wages high. $5/
day wages and $600 cars
98.
Henry Ford. Paid employees enough so they would buy his cars. This in turn
created huge public awareness of and faith in his cars.
99.
100.
Henry Kaye Getting people to pay him money to actively refer people to his
Page 589
Henry Kaye. Utilises highly priced education seminars to lure clients. Once in the
net, always has something else to sell them
102.
103.
I am still quite impressed with Jays ICY HOT and Shaver examples.
104.
105.
I dont know Jay, and Ive only been receiving his e-mail list for two months, but I
already know I will learn the most from him in the future.
106.
I dont know of any business per say. As mentioned above, I have followed
seminars by Pierre Morency on strategic marketing.
107.
I dont know of anyone that good a marketing besides reading about Jay
108.
109.
I enjoy your work. The best thing I have done with your info has been to leverage
an internal project I did as an employee in to recurring revenue. Havent applied
anything yet from a marketing side.
110.
I have been impressed by how Jay pulls together a great range of experts and how
they leverage off each other
111.
I have followed only two marketing strategist, Jay Abraham and Jay Levinson.
While Jay Levinson is good and makes a lot of sense, I found Jay Abraham easy to
follow as he provides case studies and examples to clarify the concept or tactic.
112.
I have never met anyone that I could say the above about.
113.
114.
I have read them all from Jay to Iaccoca, Trump, Ray Kroc, Carnegie, Ziglar,
Robbins. Gates, Allen, etc. I am now working on my own.
115.
116.
117.
I havent known any well enough to feel qualified to answer this question.
118.
119.
120.
121.
I just started to study different approaches and cannot clearly state whose strategy
influenced me the most. At this point I am following the materials received at
Master Mind Seminar last Dec.
122.
I know of examples that Jay Abraham has given, but I cant think of people I know
personally. A good example though is the founder of Gold Bond stamps, now a
recently deceased billionaire from Minnesotas Carlson Companies.
123.
I like Chet Holmes description of the carpet cleaning business and establishing the
need for frequent cleaning
124.
I like Peter Drucker in this area, but hes an observer not a doer. Probably the
biggest coup I can think of is Bill Gates selling IBM the license for MS-DOS when
he didnt even own it (he bought it from someone else after he knew IBM wanted it).
125.
I like the early internet Entrepreneurs the good ones like Michael Dell and Ted
Waitley from Gateway saw a market, and went after it.
126.
I love to hear and read of Jays stories of risk reversal, referrals, cross sell up sell,
adding pillars of tactics, I love the mineral Ice (Ben gay) Story of sending out the
jars of for free.
Page 590
I must say Jay Abraham is the master marketing Strategist. Selling coins was an
extraordinary idea.
128.
129.
130.
I think Jay himself is the best. However, of those I know personally I think that W.
Clement Stone, founder of Combined Insurance Co. of America, stands out as a
masterful strategist. He offered a low cost, repeat insurance policy, directly to the
public through a network of salespeople working on commission. His strategy was
to offer the policy in a brief description (about 5 minutes) and ask the prospect to
buy. If the answer was no, the salesperson would ask why, offer an answer and ask
for the sale again. If the answer was still no the salesman would thank the
prospect, and move on. The strategy including calling at every business and asking
everyone there to buy, but not waste time on rejections. His strategy included 20 a
day is the presidents way. He built up what I believe was the largest casualty
insurance company in the world.
131.
I think the most brilliant marketing strategist is Jay, but business strategy it is
something more.
132.
I would have to give the nod to Seth Godin and his permission marketing concepts,
vis-a-vis the Internet.
133.
I would have to say Jay Abraham. I had not studies many strategic marketers in
the past until now. I have a new found respect for how powerful strategy is and
what it can do to transform a company and an industry. What I admire most about
Jays ideas is the ability to mold them to any industry, grow them rapidly and
generate huge windfalls almost overnight. I was very impressed with the MMT
training and how much money was generated in a quick time due to a strong
strategy and philosophy making peoples lives better through the mastering f
marketing.
134.
135.
I would have to say the Japanese Auto maker that took a lousy product image and
continually improved upon it and lowering its price and increase its value to the
point where they are now the leaders and the US Car Manufactures are setting
their targets towards reaching the Japanese performance levels.
136.
137.
Id have to say you and Chet Holmes. Ive really been empowered from what Ive
learned from both of you so far. Each time I re-listen to the CDs, I come away with
new thought and ideas.
138.
139.
140.
141.
142.
143.
In good to great there are some really great stories that I have a lot of respect for
the same holds true of the stories in built to last...I think jay is masterful at
promoting himself but do not honestly know factually what his strategies have
helped others to do. There are MLM people, such as randy gage, who promotes
themselves and make a lot of money, but I personally don't believe he could build a
networking group in todays world with what he puts forth
144.
In my industry I believe that Di Tech. com was a masterful marketing genius for
Page 591
Its you, Jay, thats why I admire your stuff so much, and why Im doing this. I
especially like your daily time management schedule I cant even remember
which product it was from but Ive based my own around it for the last 2 years
146.
147.
Jack Welch, GTE Surround yourself with people smarter than you, and create a
positive work environment
148.
149.
150.
151.
Jay & Chet would be up there I dont know many others who have delivered the
sorts of results they seem to have
152.
153.
154.
Jay Abraham continues to sell newer and better solutions to all his old customers.
155.
Jay Abraham He helped me transform my self, at a time that I most needed it. I
became a consultant, able to work as much or little as I wanted and still make a
living.
156.
Jay Abraham hes persuaded me to spend money I didnt have on courses and
tapes!
157.
Jay Abraham his progressive email deluge/siege for the 2002 MMT. Pulled
almost a 10% RESPONSE! With EMAIL.
158.
Jay Abraham In a short time, I have seen Jay apply his strategic wisdom
successfully in marketing multiple seminars, maximizing the value of his mailing
list/client relationships, structuring opportunities for different classes of clients, and
creating enormous loyalty and goodwill via tremendous generosity and executing
his strategy of preeminence. Biggest strategic coup? Not sure.
159.
160.
161.
Jay Abraham this questionnaire to get tons of extremely valuable information, and
to propel people to think about and utilize his tools.
162.
163.
Jay Abraham, How he got to done Masterminding Home program for the
mastermind in Dec 2002 the power of sequential marketing
164.
165.
166.
Jay Abraham certainly ranks overall strategic coup applying knowledge from
one industry to another in a professional risk-reversal environment. Also, Celever
Software in China with the sales of The Learning Revolution book written by
Gordon Dryden / Jeanette Vos 10m copies in 6 months biggest selling book in
1999
167.
Jay Abraham is at the top of my list. I must like something he is doing as I keep
sending him money instead of others.
Page 592
169.
170.
Jay Abraham there are so many and so many more to come I don't have time to list
them.
171.
Jay Abraham with the Drip Method. His biggest strategic coup was having me
purchase the most recent Mastermind Marketing Training course.
172.
Jay Abraham, I like the one where he gave away the Icy Hot only to get the
customers repeat business
173.
Jay Abraham, by providing enough free literature and information for an average
joe to produce and implement their ideas. The biggest problem with Jay is, is that
he cannot personally consult on each and every one of these ideas.
174.
Jay Abraham, he taught me to give away my first years income to amass a fortune.
In three years my income has risen from $200,000 to over $1,000.000 net.
175.
176.
Jay Abraham, I think the one where you got the billboard companies to put up the
billboards and used the coop money, then sold the razors to the stores was great.
177.
178.
Jay Abraham, without a doubt. The best use of his strategic genius was probably
three fold use of strategic alliances, host beneficiary relationships and back ending
with the concept of lifetime value of customers in mind. The biggest strategic coup
was probably taking out multi page advertising space in national magazines and
selling like crazy which was counter to the old marketing thinking of KISS and do
not write too much or nobody will read it.
179.
Jay Abraham. I was particularly impressed with the email drip marketing campaign
used to entice me to sign up for the December 2002 Mastermind Marketing Summit
in LA. The lesson I learned is that if you make an offer irresistible, i.e., too good to
refuse, you will succeed. I also learned the power of strategic alliances with other
entrepreneurs by using their lists.
180.
181.
Jay Abraham. As I read on you smash all my resistance to buy. The risk reversal
he uses. I did not know much in the marketing world. So far Jay is my hero
182.
183.
184.
185.
Jay Abraham. He tested everything he had learnt. Their biggest strategic coup is
endorsed referrals to an existing customer list.
186.
Jay Abraham. His biggest strategic coup is getting list of potential customers from
our own competitors.
187.
Jay Abraham. I have read many biographies of business leaders but I think Jay
provides an entrepreneur with strategies that are out of the world.
188.
189.
Jay Abraham. Ive seen many examples. Joint venturing is got to be the #1 Tony
Seruga discover what people are searching for and sell that stop trying to make
something that people arent already interested in.
190.
Jay Abraham. Icy Hot. Getting the media to run ads without having to pay for them.
Page 593
192.
Jay Abraham. One of the most effective executions of the hostbeneficiary/endorsement concept was recently executed by Mark Victor Hansen
and Robert Allen in launching their book The One Minute Millionaire. (Im sure they
learned this from you). They made deals with hundreds of hosts that allowed them
to offer a number of high perceived value gifts in return for purchasing their new
book on a certain date. The response was so high that it blew out Amazon.coms
system for several hours. This strategy was brilliant! Like host-beneficiary on
steroids. The result was their new book dbuted near the top of the NY Times and
Amazon lists; they got the names and email addresses of hundreds of thousands of
new prospects when they down loaded the free gifts plus the y created a huge
instant database to develop into long-term customers. (I am going to use this
strategy to launch a new product I am creating.)
193.
Jay Abraham. Teaching others to do what he does and teach them out to think so
they can make better decisions.
194.
Jay Abraham. When Jay finds another individual that has proven marketing
expertise, he will study their methodology and work to present this to his clients.
The fact that Jay has a database of contacts to communicate and resell to is quite
impressive. Jay is continually searching out ideas that will help his client base. He
sustains his relationships.
195.
196.
197.
Jay Abraham biggest coup commanding $40,000 a day with ease, and being
considered the god-father of direct marketing by many in the industry.
198.
199.
Jay AbrahamI really liked the coin dealership example, the Icy Hot strategy, and
the irrigation pipe salespeople compensation plan .I also Like Robert Allen and his
way to approach real estate transactions in a winning way.
200.
Jay AbrahamI was impressed with how one of his clients went from a few
hundred thousand in sales to $500 million.
201.
Jay Abraham-by using what clients already have to maximize their results
202.
Jay Abraham---money you made the coin dealers by changing some words and
viewpoint of the consumer
203.
Jay Abrams, he is the only person that I have ever met in my life that can cause me
to part with $6000 and still feel good about it.
204.
Jay bar none. His Ex-Factor strategies really work and are brilliant in their
simplicity and the way the pieces of the puzzle come together and work together
after a while.
205.
Jay by selling, reselling, cross selling, upselling & partnering the same marketing
stuff different ways and I keep buying.
206.
JAY comes to mind. But his WINS are getting old news. How many times have I
heard If gold is selling
207.
208.
209.
210.
Jay is the best, I believe. I loved the story of how IcyHot was marketed, by giving
away all the money to the station who ran the ad. Icy Hot got all the subsequent
orders!
Page 594
212.
213.
Jay Levinson
214.
215.
216.
217.
218.
219.
Jay you are really the only legitimate one I know of right now.
220.
Jay- you do a pretty good job! Drip drip drip, no-one can every escape the constant
educational nurturing that you do.
221.
Jay you. Using your email to develop your own on going business-excellent.
222.
223.
Jay, by investing so much time to test, study various industries, and cross over the
concepts.
224.
Jay. The detailed exhaustive mailers I get for his programs really make it hard to
resist signing up for every single thing he does!
225.
Jay. Although Corey Rudl is also pretty effective. His automation of e-sales runs
beautifully easily
226.
Jay. Just love his communications. Always comes from a place of serving me first.
227.
228.
229.
230.
231.
Jesus. He sought the help of twelve disciples to learn his ways and replicate
himself. Not all were successful at it, but they got their mission out by word of
mouth and used the teachings of Jesus as their foundation to spread the faith.
232.
Jim Carlson put inventory control systems in 1000s of independent book stores
and captured 80% of their orders thru his company.
233.
Joe Wilson, former chairman of Xerox where he leased products rather than selling,
charged per copy click, convinced customers they were only paying for what they
used, instituted a direct salesforce to drive business and partnered with foreign
companies to open international markets, when Xerox didnt have funds to go
international alone.
234.
John Frieda- a hairstylist who took a single product, build up distribution and sold
his business for $400,000,000+
235.
Page 595
237.
Just Abraham
238.
Ken Evoy. He offered a book at a very low price to penetrate the market.
239.
240.
Knight CEO of NIKE because his company continues to grow and outperform the
competition in various categories of the Sporting industry.
241.
Known personally? None that I can think of. Jay and Carl would be my first
thought here. They were able to get 640 people to pay $5,000US for the latest
MMT by using a very aggressive email / phone sequential marketing campaign.
242.
Known personally? My father he has sold much real estate by getting the client to
picture themselves in the house, going as far as to put their name on a fictitious
mailbox and welcome mat.
243.
244.
L. Ron Hubbard. Wrote a best seller in 1950 that is still a best seller, 53 years
later dianetics, modern science of mental health. today there are millions of
his book readers around, members of the organizations he joined, and tons of
incredibly valuable follow-up, back end services to sell which people find valuable
and are willing to pay for.
245.
246.
247.
248.
Marcio Liberbaum for foreseeing the need of Internet security in Brazil before most
people were aware of it.
249.
Mark Victor Hansen and Jack Canfield: selling millions of copies of books of stories
to all different niches under the Chicken Soup Brand
250.
Martha Stewart. She optimizes the amount of application for any kind of intellectual
property.
251.
252.
Michael Dell of Dell Computers his three main tools use premium quality to vault
past competitors use customer-direct sales and support to shut out middlemen use
Just-In-Time supply chains to enable factory-floor fulfillment of customer orders
253.
Michael Dell- strategy of delivering build to suit computers over the phone (now
internet)
Page 596
255.
256.
Microsoft
257.
Microsoft taking the lions share of the market. Having the software, establishing
key alliances with vendors, developing standards combined with a huge backend
market, using vendors as a basis to develop improved products and services by
providing them with deals and premiums on software, establish certification
standards and credentialing, on and on.
258.
Microsoft obviously. Their coup was to oust IBM by appearing friendly when they
were far bigger wolves themselves
259.
Mike Ferry he told agents to pick just one mentor and he built a successful
business on convincing people to just follow what he says to do.
260.
Most masterful business strategy redefined the market (buying criteria) so that it
matched their product proposition the best Lipitor in the statin market
261.
262.
263.
264.
265.
My boss when working for an office-supplier when just coming out of school,
although it was not part of our business, he personally, or let us deliver to the office
for some of his best customers.
266.
267.
My dads friend Noel. Noel is a CPA with 1 employee and Noel averages about $5
million a year in income, and that is just what I know about, it may be much more.
How? Noel developed relationships with security DEALERS and developed
relationships with independent oil drillers. Long story short; the oil men need
money for development and the security dealers need deals to sell to their clients.
Syndication is never a problem because that is what dealers do. Noel buys the
prospect for enough for the driller/operator to be happy, he DOUBLES his money
and lays it off to any one of several dealers he has cultivated, who repackage it and
DOUBLE their money on the retail level. Bottom line, Noel wont do a deal he cant
pocket at least one million dollars on, it takes him 2 or 3 days MAX to close the deal
with the dealers and everyone is happy, even the guys who pay retail because
about half the prospects make a little money and 100% of them provide REAL tax
advantages, regardless of the drilling outcome. Noel NEVER deals with an investor
and makes to much money that he literally has no idea what to do with it all, so of
course, he goes to Las Vegas where he nearly always walks away winner, probably
because he couldnt care less if he won or lost at the tables, its just something to
do.
268.
269.
My study of this subject has been limited so far because of my daytime, bread and
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N/A (9)
271.
Napoleon Hill. Wrote a book after interviewing the greatest business minds the
capitalist system has ever produced. Was not paid a retainer, but was given
introductions that allowed him access to a very select group. Leveraged the
knowledge into a very successful career. Most of todays popular gurus use the
same strategy and many recycle concepts and ideas he pioneered long ago.
272.
Never even though about this until MMT. Has to be Thomas Edison. Bill Gates has
to be right up there in the modern era, if money is how you keep score.
273.
274.
Newsletters!
275.
276.
No brown-nosing intended, but its you, Jay. (Even though I have not actually met
you; Ive only spoken to you on a hot seat conference call)
277.
No one comes to mind that I have known. Jay would be the one I have read about
most. His greatest asset is being able to pick out what is the most advantageous
strategy for a company to pursue.
278.
279.
No one single best strategist, and we certainly have not ever met a strategic genius
280.
No opinion. Im impressed by Jay so far. Come to think of it, Stephen Covey, with
his 7 habits, is also a good marketer, selling millions of is best-seller books about
principles, values, etc.
281.
None (7)
282.
None personally known; Ive read about a lot of success stories in this area:
McDonalds, Starbucks, etc.
283.
284.
285.
286.
287.
288.
Not sure but I am impressed by Lou Gestner of IBM who used the open and
services to turn around IBM
289.
Not sure. There are so many that I admire. I really admire Michael Gerber, but
Corey Rudl has helped to shape my online marketing focuses.
290.
Once again Jay, giving away his Stealth Marketing program for FREE to promote a
seminar (I think)
291.
One of my clients, how consistently creates new business models and ideas. They
single handedly have landed large clients on a regular basis
292.
Only just now learning the game and only know of Jay Abraham.
293.
Only one to offer guarantees offered a completely better than money back
guarantee and charged a fortuneAND DELIVERED
294.
Only really heard of Jay Abraham dont know much about him yet or his biggest
coup.
295.
296.
Other than Jay, not sure. There are many good marketers, but none stands out
Page 598
Patricia Fripp (many described in her book "Make it so you don't have to Fake it")
298.
Paul Myers of talkbiz.com. He was the first to teach me about the value of building
an opt-in list without offering free gifts, so that the ones remaining on my list would
be willing to pay for value. He used offline marketing in a big way to build his online
email lists, and his biggest coup was to place an article in a large business
publication (print) and add over 3000 subscribers to one of his opt-in lists, showing
how powerful breaking into a new market is in building business.
299.
300.
Peter Drucker
301.
Probably have to answer Jay Abraham. How best apply genius - probably when
retained one on one by a specific company - where he can tailor advice/strategy to
specific set of circumstances and implement changes in policies, procedures,
methods to put it in force.
302.
Probably Jay Abraham! Had it not been for his somewhat overwhelming mailings
and e-mails, I would not have woken up to the depth of my ignorance and need to
get proactive.
303.
304.
305.
Probably you (Jay Abraham). And I say that not to flatter you but because I really
don't know too many (popped your balloon, didn't I). Everybody knows Jack Welch
is a genius. What he did for GE during his reign is almost unbelievable. But that
was one (diversified) company. You (Jay) do so much for so many different
companies that the far reaching effect is yet to be known. I like the way you
transformed the Icy Hot (is that right?) product. By giving away all those tubes of
the pain relief gel you created a large and dedicated base of satisfied customers.
306.
RAT (remote access technology) filled a void niche that was formally only serviced
by foreign business, gutsy, provided a cheaper, faster effective means to get a job
done.
307.
308.
Ray Kroc. Systemising McDonalds set the scene for many to follow
309.
Reagan. Fall of USSR, Tax Cuts, Crushed the Democrats. Kept it simple, focused
and delegated.
310.
311.
312.
Right now, its probably a toss up between Bezos at Amazon and Whitman at eBay.
313.
Rita Walsh (director of mortgage company I work with). Strategy of using client
base of professionals to get referrals for mortgage advise. Share of commission
paid to them
314.
Robert Kiyosaki on the concept of Sales Dogs. Every Salesman has a specified
style of selling akin to the different breed of dog.
315.
Robert Allen & Mark Victor Hansen -- The One Minute Millionaire #1 Best Seller
316.
Robert Allen, the one hour or one minute sell a million book gambit.
317.
318.
Ron Jensen National Assoc. for Self Employed 400 million per year! Identifying
Page 599
320.
Sam Walton
321.
Scott Davis, whose masterful marketing strategy lead ahead of the pack of
competitors in his brand business.
322.
323.
See #31.
324.
325.
Seth Godin
326.
Seth Godin realising that customers have choice & need respect, leading to
Permission marketing
327.
Sir John Harvey Jones Continually manipulated ICI pricing structure so that
competitors could not predict his next move.
328.
So far it has been Jay Abraham and the concepts of USP and the Lifetime Value of
a client..
329.
330.
331.
Steve Jobs who revolutionized the computer industry with his innovative idea of a
personal computer.
332.
Still havent met one face to face. I read of a lot of them but I dont know them.
333.
334.
That would be Jay Abraham. Investment Rarities seems like the biggest coup. It
was accomplished through a combined and ongoing approach to the market that
ultimately redefined their buying criteria to favor IR.
335.
336.
The best I have seen is a company that was able to advertise in the best, most
appropriate places, get requests for information and then have an education
strategy that included several messages that arrived every two or three days. They
pointed the potential clients to an excellent web site that gave them further
information. It was like a funnel and when a contact was made at the end they
were ready to ask questions that has real substance.
337.
338.
The Freedom 55 concept form London Life, while a bit of smoke and mirrors, was
very successful to the point they have renamed their resource centers.
339.
The only person is Jay and I am not sure how he built the strategies that brought
amazing results for everyone involved.
340.
The person made some steps, he collect properties by using other people and
lawyers.
341.
The person who invented the pet rock concept supposedly saw a Mexican beach
full off smooth, similarly shaped rocks and asked How can I sell these? The
marketing was all in the packaging and directions that basically surrounded the
product, a rock.
342.
Page 600
This may sound like bull, but Jay Abraham in my estimation has been more
successful on a wider range of companies than I have seen or read about in the
last 20 years. (And I do a ton of reading) That is why I keep buying his materials
and trying to implement. I have watched Jay implement his concepts with Robbins,
Nightengale and many others, creating money and value where it had not formerly
existed.
344.
Thomas Leonard. Created Coachville.com which now has 30,000 members and
developed coach training
345.
Three people come to mind. This isnt sucking up. Jay Abrahams advice to
cultivate host/parasite relationships (he upgraded the term to something less ickysounding) is brilliant. Who else is already successfully doing business with your
target audience, yet is not a competitor? Find out what you can offer them so they
will introduce you to qualified customers who fit your prospect profile. Mario Puzos
Make them an offer they cant refuse strikes at the heart of thinking in terms of the
customers cry Whats in it for me? instead of the marketers cry How can I make
them buy what I have to sell? Harvey Mackay marketed four of his five books so
successfully that they landed on The New York Times best seller list. He
methodically analyzed the archaic book publishing industry, maximized
opportunities, took advantage of weaknesses, and leveraged his vast network to
turn ordinary books into run away bestsellers.
346.
Tom Hopkins. By sharing sales strategies, showing us how to ask questions to help
people get what they want.
347.
Tom M. developed a business with little capital using a discarded piece of software
that he developed and was compensated for by a client, purchased the rights and
an on-going revenue stream for almost nothing and sold to another competitor in 2
years.
348.
Tom Mower, Sr. To Neways corp. By aligning his company with cancer-free
ingredients. Having a background as a chemist with a big company to boost his
credibility.
349.
Tom Watson Sr. he created IBM. He had a very humble background. His
marketing and people approach built an extraordinary company
350.
Tony Robbins markets amazingly and Dr. David Singer teaches some of the most
brilliant marketing tips for chiropractors. Both of them get you excited about what
you are doing and then drop the bomb on you at the height of your excitement as to
the cost of the product or service. At that point only an insane person (which there
are a lot of) would not purchase the product at the significant savings that you
receive to close that day.
351.
352.
Tony Robbins-getting me to pay for a 3 day power seminar and offering me to sign
up for the university course (after I did the fire-walking stunt)
353.
Tony Seruga, not going after all the big fish but instead building dozens of 5-6
figure/mo income streams.
354.
355.
356.
Unfortunately, its probably the guy who created the whole Girls Gone Wild
empire. Find a product that will sell like hotcakes, and market the hell out of it.
357.
Unknown (4)
358.
Various.
359.
Page 601
Warren Buffett
361.
We have a friend in our community who build an apple pie business from making
pies in his wifes kitchen to making over 100,000 pies/day in a modern plant, sold
the plant to the top grocery wholesaler /retailer fro millions and has now started
another business.
362.
We have had a number of influences amongst the leadership here at ACN. But if
we were to nominate, the first would be Stephen Covey and his 7 habits Of Highly
Effective People, the second would be Michael Gerber and the third would be Dr.
Paddy Lund. Coveys major contribution to our thinking has been to open our eyes
to the principle of making the implicit explicit, and be deliberate in the creation of a
business culture; Gerbers contribution has been the idea of working on the
business rather than in it; and Paddy Lunds has been that customers do not know
how to judge you on your professional competence, so you must give them
something else to use as an allegorical substitute by which to draw a conclusion by
extension (If their premises looks as good as this, and they serve tea and coffee
as excellently as this, Im sure theyre also going to be excellent in the attention
they give my teeth.)
363.
Well, although I have an extreme dislike for him, I would have to say Bill Gates is
probably the most masterful business strategist I know about. Even though it was
done (and is still being done) illegally, Gate and his gang have pretty much
cornered the market on desktop computer operating systems, and leveraged that
into other software and information technology products and services. They are
constantly doing business such that they maintain their market dominance. I don't
think it is an honorable way of doing business, but it certainly has been effective if
you are just counting dollars earned. As far as strictly marketing goes, I am pretty
impressed with Cory Rudl. He got in on the ground floor of the Internet boom,
applied proven marketing principles, and hasn't looked back.
364.
Well, it appears that you probably take the prize, as a bright, street-smart marketing
person who is able to perceive the opportunities, values and implementation
strategies more quickly than most. Getting 100s of people to pay $5-25k for a 3-5
day seminar, on a predictable basis, is very impressive indeed.
365.
Well, Jay, really practices what he preaches. Almost to the point of being
annoying, however. But Ive not found the success from his direct strategies that I
had hoped to get and his seminars have been far too general and the personalized
help promised did not materialize. I did not find the last one gave me the one-onone help that I had been promised, and I even did all of the homework that he sent
out for 2 businesses, and the homework was never mentioned at the seminar.
366.
367.
When builders, driven by first cost, and apartment owners who cared nothing for
the utility bills paid by their tenants refused to consider a new solar-assisted,
energy conserving gas hot water and space heating system for their multi-family
projects, I developed the Freehold concept whereby we installed the system free
to the builder as an onsite mini-utility and sold the metered water at a price based
on a discount from the local electrical rate. We owned and serviced the system
during its lifetime, derived a nice profit, sold clean, even space heating and instant
hot water at a discount and lowered the builders first cost.
368.
When Hill learned from Carnagie and Ford etc to produce You Where Born Rich.
369.
Wouldn't know.
370.
Yanik Silver. He began simply by collecting a series of sales letters and put them
together as templates for people. It was simple but brilliant.
371.
Page 602
373.
374.
375.
You Jay, and there is too many to pick from, but probably Icy Hot
376.
You Jay. I dont know what I would consider your biggest coup. Each one I hear
about is pretty outrageous.
377.
You Jay. You are awesome! Your biggest strategic coup is in your ability to see the
obvious, and recognize you don't need to go fancy. You need to only get the
results. I like that!
378.
You, because of your ability to implement, have the courage and being systematic
379.
You, Jay
380.
You, Jay!!!
381.
You. Jay Abraham. Tony Robbins. And Osho. They use military strategy followed
by sensorial strategy.
382.
383.
Yours
384.
Yours,
Page 603
3 websites
2.
3.
Actually, that's all I do right now with my business - Internet. It is pretty throughly
described above so I won't bore you further by repeating myself.
4.
5.
Affiliate marketing, giving them 50-100% on the front end product, then profit on
the back-end business coaching services.
6.
Affiliate program for our web site and web site rewrites to increase conversion
ratio.
7.
After clients are conveted to buyers, they can buy thru the Internet or telephone.
8.
After clients are conveted to buyers, they can buy thru the Internet or telephone.
9.
After four years of trying I have reached the point where monthly income exceeds
monthly expenditure by a small margin. BREAKEVEN. The use of the two
websites and an improving position at the search engines do make a difference.
The improvement is mainly by exploiting the articles published by a colleague
Affiliate.
10.
Allow customers to go online and view the progress of their repairs instead of
being called or calling on status checks.
11.
12.
13.
14.
15.
Barely profitable
16.
Be the first in your market space, tie up all of the appropriate domain names, offer
low pricing in the beginning to attract clients, and raise prices after you have
proven that you are providing a valuable product or service.
17.
Because of Jay Abraham, I own an Internet company and have positioned myself
as a leader in every search engine.
18.
biggest need!!!!
19.
20.
21.
22.
Page 604
24.
25.
Described above
26.
Described above
27.
28.
29.
Drive traffic to my site, collect the names and email addresses of the 95% +
people that dont buy my product and then drip educational and sales letters to
them until they unsubscribe.
30.
Email marketing with newsletter and contest clients can enter and redeem at our
site
31.
Establish high order placement on key search engines, presenting high quality
material that establishes believability, offering additional information, integrating
direct sale material with internet work, using email to promote and educate
customers.
32.
Establish presence, invoke trust, generate leads by e-mail or phone and then
closing the sale. Net is ours only at this moment point of advertising.
33.
34.
35.
36.
For now, the our web site is established to provide customers information about
the company and the services it provides.
37.
38.
39.
40.
41.
42.
I am presently working on one. I am writing a e book that will sell through affiliates
with information at a web site. This will create cash flow that can be used to build
the foundational business which creates a permanent residual cash flow that can
be willed to the family.
43.
44.
I could possibly setup a email collection and informational site consisting of real
Page 605
I do have a strategy for this one, but our website is still under construction.
Basically to promote the website on everything we do, in order to interest people
enough to visit, where they will find information of interest, subscribe to enewsletters, purchase product and in time, book into trainings or request a
speaker.
46.
I do it tactically
47.
48.
49.
I have a new product im bringing in from China and I am going to sell it on my web
sight at below what the competition is selling it for and im going to drive people
there through direct mail and email and opt in email.
50.
I have a Site Build It web site, but it has not been profitable yet. I think I have to
rethink what I put up on this site. I think I am giving away too much.
51.
I have access to fellow Ezine owners who have a collective subscriber base of
over one million people. I plan on joint venturing with them, and following up with
my autoresponder, and phone calls.
52.
I have identified a niche, premium cut cubic zirconium and I sell a lot of it mounted
in gold and platinum.
53.
54.
55.
56.
57.
58.
I send post cards to my target market driving them to get a special report from a
hotline or a special web page.
59.
60.
I use the net for doing client research. I dont currently get any business as result
of proactive online marketing efforts.
61.
62.
63.
Im not allowed to market my companys product on line. Ive been doing some
research on e-commerce reading ezines like Corey Rudls, DEMC, and others. Ill
have one later on.
64.
Im really not sure yet. Weve only been up and viable on-line for a couple of
months so we havent really worked it yet.
65.
Ive marketing through my newsletter and also offered an email course but not
consistently.
66.
I'm reading.
67.
in our industry we are rare in the functionality we provide to ours users the site is
designed around them
68.
in our industry we are rare in the functionality we provide to ours users the site is
designed around them
69.
Page 606
71.
Internet used for lead generation and to educate prospects and to add credibility to
marketing/sales messages
72.
73.
74.
75.
76.
It has brought us to where we are, but I know it is only a minimal effort. I simply
employed a firm to move our site ranking up in search engines.
77.
78.
79.
It is unlikely that we can sell our products through the Internet. Customers need to
physically sign the mobile service contracts before it can be counted as a sale.
80.
Its not profitable now, because the business itself is a long way from profitability.
But it will be, once the strategic relationships Im forging are in place. Essentially,
the strategy is to 1) use a variety of tactics to get people to the website (trade
publication articles, search engines, press releases, e-mail invitations, etc.), 2) get
website visitors to sign up as Registered Users (to receive our free e-newsletter
and occasional promotions by e-mail, among many other benefits), in the process
of which they give me contact information and other valuable information, and 3)
gradually convert Registered Users to paying clients.
81.
82.
83.
Just commencing have done some trialling by offering free on-line tuition to
those who have attended our courses 2 out of 200 offered have responded!!!
84.
Just educational.
85.
86.
Just simply my web site and being listed on the Concrete Network
www.concretedesigns.biz
87.
Ken Evoy
88.
Leveraging the many different freedoms which Open Source brings, including
powerful combinations of standard packages (developed & tested by many) plus
immense opportunities for customisation. Permission marketing
89.
90.
91.
92.
93.
Page 607
95.
My product is a downloadable one. Everything is done on the Internet. But it's not
as profitable as I'd like it to be.
96.
My product is electronic only and so there are minimal production costs. Every
sale will be about 95% profit.
97.
98.
99.
100.
101.
Not profitable yet. The stage is set, we are communicating, educating and
building relationships with our clients. Need the right products to sell through this
channel with the correct marketing strategy.
102.
Not really, currently use the internet to correspond to prospects and customers,
Our Web site is more brochure ware.
103.
104.
Not yet
105.
106.
Not yet profitable: volunteering to be the webmaster for a well known business
directory homepage.
107.
Not yet,
108.
Not yet, but it will be in my plans next year when I get my web site up.
109.
110.
Nothing we are doing right now is profitable. We do have a website and we create
website for each different Buying Group to assist in marketing to that BG. We also
offer Internet payment options such as credit cards a,d even checks over the
Interenet.
111.
112.
Once I work with a particular industry I plan to investigate offering the tuned
techniques for others in that industry via the Internet. The promotion is the key
and deciding what type of web site you want to have, that is one with changing
content that keeps people coming back, or one that makes it easy to sell an item
to the target market.
113.
Online catalog.
114.
On-line health appraisal questionnaires and full color health graph (bar graph)
results. Detailed and simply written information systems with associated on-line
product sales. Practitioner referral systems.
115.
Page 608
Opt-in list, pay per click search engines, newsletters and ezines
117.
Our efforts on the net are increasingly generating a larger share of our sales. See
33 above.
118.
Our partners use their web sites and email to promote our services.
119.
Our web business has grown our company to over 75% of its sales. Online
catalog, Online store, e-mails of specials, weekly contests for a free product has
increased our e-mail lists substantially for minimum cost, web rating software has
driven traffic, linking exchange and affiliate marketing offers.
120.
121.
122.
Our website is educational but we have and audio tour business that we intend to
make the internet base marketing a HUGE part of its success. Look for us in a
few years on the fortune five hundred list as Hot Spots Audio Tours.
123.
Pay for Placement Search engine bids for words related to our product. We get a
250% ROI within 3-5 weeks through Overture and Yahoo!
124.
125.
126.
127.
128.
Profitable only in that it only costs us the $19.95 per month access/hosting fee.
We have a website that is more educational than anything else. Tries to explain
electrical outlets and voltages in foreign countries and how to use appliance made
for use in N America in other countries. We do NOT allow orders through the net
as we've found 99.9% of people need to address a number of questions before we
can determine just what they will need. We ask them to call us on toll free number,
and help them one to one. Often results in a sale, though relatively small in $$$
($2.50 to 30.00)
129.
130.
131.
Recruit JV partners to refer to me. I give them 50% of every sale, even my
backend.
132.
133.
134.
135.
Somewhat profitable with email and internet marketing along with sales-letter type
website.
136.
Strategic alliance.
137.
138.
139.
Page 609
141.
Tactically we have hired a Search Engine Optimization firm to help us acquire and
maintain a top ranking.
142.
143.
144.
The internet has been my largest source of new business. Maximizing my search
engine strategies to spend my advertising dollars at certain times of the day and
week has increased my ROI five times in the last six months and continues to
increase each month.
145.
146.
The internet will reward the informed and penalize the uninformed. We use it as
the primary vehicle for timely communication across all time zones and languages.
147.
The web marketing is not proactive. our average customer spends thousand per
year, sometimes on each purchase.
148.
There is an internet service that I dont pay for, because I dont think it worth it.
149.
150.
This has been my focus and passion for the last few months, although not yet
realeased we have 100s of clients ready go to with our 4 part internet marketing
plan.
151.
through an eBay-like website to sell goods first, then draw them back to my
website.
152.
through an eBay-like website to sell goods first, then draw them back to my
website.
153.
To date, the secret of our clients successes has been our ability to get their sites
ranked in the top twenty on the major search engines. Weve also had great
success because we write copy that is informational and helpful to site visitors. As
Jay has often advised, we write copy that is geared towards our target audience.
Its specific, not cookie cutter stuff that most sites have.
154.
155.
156.
157.
158.
159.
160.
Usability.
161.
162.
163.
164.
165.
Page 610
We are currently test marketing a tactic that hopefully will increase our exposure
on the internet through the use of being linked to more search engines and our
company name showing up more towards the top of the list when certain key
phrases are typed .
167.
We are in the order-made kitchen business, which requires actual visit and check
up of the location. I want to develop a strategy for the Internet, even for DM, but
cannot decide what approach is the best in such case.
168.
169.
We are setting up a new web site to sell shade products over the internet.
170.
We create and sell software. Internet is our natural medium. And again, see 22.
Give a restricted version away for free. And provide a smooth economic path to
use more of its power (subscription, pay-for-use).
171.
172.
173.
174.
175.
176.
177.
178.
We have a web site and all of our marketing emails direct people to it.
179.
180.
We have a website but as of yet it does not generate any substantial sales as of
yet.
181.
182.
We have an internet presence, but it doesnt do much for us in the way of sales.
183.
We have just started this. We need to get out in front of our prospects and
customers. So we are always attempting to use mailers (USPO or Email) to
provoke a response to get an appointment.
184.
Page 611
186.
187.
188.
189.
190.
We promote our website to our store visitors of which 80% are international
visitors so that they can revisit us. We aloign ourselves with the licencees so that
we can fulfil their orders as well as those generated by our our search engine
efforts
191.
We submit our loans by the internet saves time and money. Our website collects
names from people searching the web for mortgage, they become part of
autoreponse program continually feeding information on all types of finace. When
these people want finance, they come to us as we are their experts they trust, as
we provided invaluable info How to protect your assets from being sued.
192.
We use a strategy of capturing e-mail addresses of those who visit our site. We
do so by offering White Papers through popup windows on certain pages of our
site. Visitors also need to provide their name and e-mail address if they wish to
test drive one of our online demos. The names and e-mail addresses are added
to an autoresponder that then systematically e-mails them 7 times.
193.
194.
We use our website to add credibility and for realtor resource and we have our
email campaigns mentioned above. But these just feed into our offline business
195.
196.
We will be putting all of our manuals in pdf format to sell world wide.
197.
Were on the Internet and were profitable, but we havent started to scratch the
surface of possibility.
198.
Weve just rolled out our new web site which describes the benefits to working with
us. It includes a get the ball rolling three-step action guide that sits on the right
hand side of every page that makes it easy to hit the three crucial sections of our
site how we can help, why its in your best interest to use us over the
competition, and how to contact us.
199.
Website used for people to get more information, filter that saves my time.
200.
Website where we discuss what we offer and also try to get people to subscribe to
our newsletter
201.
202.
Page 612
Working on this. We will offer this to our clients as a service. We think we can use
it to make money indirectly for clinics.
204.
205.
www.befinanicalfreedom.com.
206.
207.
Page 613
? (3)
2.
1. Drive people to the website 2. Catch their e-mail address 3. Try to encourage
an initial purchase through the website and direct e-mailing 4. Contact existing
customers again and try to sell more products
3.
4.
95% of our marketing is done over the net. We have 20-30 website that educate
out customers on the cost of bad hires.
5.
A blank stare.
6.
7.
A three level marketing plan. 1st tier is national media marketing, 2nd tier is
regional media marketing and personal marketing combined, 3rd tier is part media
but mostly one to onemarketing at the personal level
8.
9.
Again we do not have a real tightly defined strategy? We try to help people to see
the pain of their current situation in light of the solutions and answers that are
available to them.
10.
Aim to be the largest procurer /marketer of top quality product from all regions in
which we work. This gives our marketing team the opportunity to be the price
setters of the particular product.
11.
All businesses need skill in the financial aspects of the business. Big companies
hire full-time people to fill the role of the Chief Financial Officer. Smaller
companies can get the same benefit but scaled to their need by my services.
12.
13.
Always see your market and focus on your strength. Cut the non-performers in
job, distributionship and focus of those that give you the most returns
14.
15.
16.
Ask question? Do you know anyone that could use help in making better
decisions??
17.
Asking "Would you like to be able to build up a relationship with a supplier, rather
than for example, receive unsolicited mail?"
18.
19.
Attract new business through networking, contacts, satisfied clients, direct mail
20.
21.
22.
Be different
23.
24.
Be the best overall solution for your customer at a reasonable price (great value).
We establish a great relationship with high hand holding personal care for setup
and if there are troubles so that the customer can grow sales and profits.
25.
Page 614
27.
28.
Biblical based fundraising so individuals can build a closer relationship with God,
raise cash for the church group, and we use the profits to support third world
orphanages.
29.
30.
Build a relationship with prospects by taking away all the risk... then deliver bigger
than I promised. Being there for them.
31.
32.
By askingthem questions to find out what they already know the industry
33.
34.
By repeat business and keep looking for new clients with calls and faxing.
35.
36.
Call prospects (or leave voice mail messages) inviting them to request a free
booklet comprehensively explaining the benefits of telemarketing. Then if they
realize the profit potential of a telemarketing operation, they can have an analysis
done which will determine for them, specifically, if a joint venture with me would be
profitable._
37.
38.
39.
40.
41.
Contact prior customers to see how my suggestions are working for them.
42.
Create a greater perceivable value, from the clients perspective, for our services
at a market level price that moves them to a buying action.
43.
Create a product that a company can use to track the productivity of driver and
give a daily p&L
44.
Create awareness in a market niche and offer customers more than they
bargained for.
45.
Create opportunities to contact new people, communicate with them so that they
understand they have a problem that needs help, and close them on our being the
solution.
46.
47.
48.
49.
50.
51.
52.
Developing deep relationships with a small number of key retailers whilst ensuring
market coverage by having product available across all geographies (80/20 rule)
53.
Direct mail
Page 615
55.
Direct mail with lots of P.R. and with phone support -- inbound and outbound.
56.
57.
58.
Direct mailings with great offers, up sell, build relationships with customer
59.
60.
Direct sales to customers at art & craft shows with follow-on sales via mail order
61.
62.
63.
Do stuff that is fun and that you are passionate about everything else comes
from there and always work on the WIIFM factor people do things for their
reasons not yours.
64.
Dont
65.
Dont do it
66.
67.
68.
Dont have a strategy but do talk up the practice at events and organizations and
let others know we are accepting new patients
69.
70.
71.
Dont have one. We rely on people walking in the door or callihg on the phone.
72.
Dont really have one o I couldnt explain it. I always thought of Marketing
Strategy as a tactic. Something below a Strategy.
73.
dont
74.
75.
76.
77.
78.
every business owner has problems, but someone somewhere has had these
problems too what we do is we find these people with experience of solving
these problems and organise solution-oriented seminar during which they divulge
their knowledge and experience
79.
80.
Expert Positioning
81.
82.
83.
Explaining how people make every buying decision based on emotion and not
logic and how to tap into their emotions by finding their major pain and/or fears
and then following up on a consistent basis.
84.
85.
Figure out who has the authority to write a check and then get the guy actually
Page 616
87.
88.
89.
First I describe my USP and then go on talking about referralsI send out flyers
every month detailing body treatment specials to entice the shopping center
tenants to try for themselves or give away to their clients. Every person that
comes in for a treatment I ask to give them a few business cards to take with them
and give to their friends as referrals. For every referral I get, the person referring
is entitled to either 15 minutes (that may accumulate) of any body treatment of
their choice or $15.00 off of any body treatment of their choice.
90.
Focus is on total comfort and quality care for our patients all the tactics support
this.
91.
92.
Follow the tried and true techniques of others who are successful
93.
94.
Generally I say boot leather on the pavement works best, and go to work every
day.
95.
96.
Get in front of the clients continuously. Educate them and let them know you can
be called for information as well as buying your product or service. Try to work
with other businesses to leverage your time and add to your range of services and
products. This builds income streams too. Keep following up. Do things differently
than everyone else. This way you will be remembered.
97.
98.
99.
100.
101.
102.
Giving my promoters, & affiliates more than any other program on the front end
product or service, then making money on the back-end.
103.
Giving the stuff away as added value gift tool to organizations with a lot of
members/customers.
104.
Global trade
105.
106.
107.
108.
Have our website available on the internet, so search engines can find us.
109.
110.
Have you ever slipped on a wet floor? My company fixes those problems for
restaurants, hotels, schools, health clubs, office buildings, and bathtubs.
111.
Havent yet
Page 617
113.
114.
115.
116.
Helping other business grow their bottom line by allowing us to provide our
services to their prospects, and letting them keep 100% of the profits.
117.
Helping others create marketing leverage in their business. We are rewarded out
of their victories.
118.
119.
Honestly, I never been asked by anyone in a party about our marketing strategy. If
someone ask, I do not have much to say as there is none.
120.
How much active money making knowledge do you want for free.I can get it for
you? Add a customized benefit to them and keep stacking until they say we should
talk sometime.
121.
I advertise into the same areas with 3 different business names and 3 different
sales staff
122.
123.
124.
125.
126.
127.
128.
129.
130.
I cant
131.
132.
133.
I convey to them my USP and let them know up front I can in a brief conversation
by phone or in person, identify potential marketing methods that can be converted
in to new income for their business.
134.
I describe the workshops and training program I offer, giving them some examples
of athletes I have worked with.
135.
I do a book review campaign each time I come out with a new or revised edition
(Dan Poynter style); I send announcements to everyone who has purchased
books from me in the past; I am calling my mailing list about a new customized
nutrition program I am marketing.
136.
Page 618
I do explain the marketing associated with building a LIST or using some other
peoples LIST. I must say the methods of symbiotic existince do look very
promising. That is something I learned from Jay Abraham and recognized it as a
method used by Jim Rohn (Herbalife) and Jim Dornin (Network21) and Amway.
Robert Kiyosaki do take the same route in association with Nightingale-Conant.
138.
139.
I dont (8)
140.
I dont explain it to anybody. It bores them to tears! Only my wife and one of my
principles understand.
141.
142.
143.
144.
145.
I educate clients on benefits and pitfalls in the mortgage process instead of just
selling a mortgage
146.
147.
I engage guest conductors in conversation and offer interesting scores that might
fit into their programing. I keep knocking on record producers doors, making offers
until one finally accepts.
148.
149.
150.
I explain our usp (getting families out of debt in 7 years), and tell people that the
way we continue to meet with more families is by other families referring us.
151.
I explain that this technology is the only FDA CT Scanner that is fast enough to
take clear images of the bodies moving parts, like the heart and lungs. It can also
perform diagnostic imaging in ways that could only be done invasively in the past.
As a result it is a safer, faster and less expensive way to receive these services.
152.
I find money businesses have overpaid for utilities and shipping and get it back for
them.
153.
154.
I find target markets that have business growth problems I can solve and I make
arrangements with associations and business vendors that have a favorable
relationship with these markets to endorse my products and services to members
of these groups.
155.
156.
I focus on the target, go out and establish a relationship, then make frequent
contact to create awareness and mindshare. Then I offer a risk free, low budget
initial offering in order to build trust and a deeper relationship all the while I am
educating them on my year long service option.
157.
Page 619
I give you the product that gives you the most satisfaction
159.
I have a couple of documents that I use to explain the business concept to other
people. I generally sit down with them for a hour to review it.
160.
I have a twenty-five minute presentation that I give at Rotary and other service
clubs describing some of the tactics that work for me and I encourage the
audience to take one or two ideas home to think about and modify to fit their
needs. (I tell them that this is my wish for them) I tell them that as business men
it is our duty to help each other to be successful and to lead Boise out of the
economic doldrums rather than following the national economy by four years like
we did the last time we were in a down cycle. In it I touch briefly on branding,
competing with the internet and with the large cement warehouse type stores,
taking care of our core clientele, strategic alliances, and finding a nitch.
161.
I have highly credible people refer others to me, and am sought out after my
speaking engagements occur
162.
I have just spoken to people who have had a problem and let them know what I
could do to help them.
163.
164.
165.
166.
I help medium to large business to develop more sales through better marketing
strategies
167.
168.
I help people remain at home when they need long-term health care
169.
170.
I help people to sell more of their services by helping them to tell their story to
people who might want to buy off them in a much better way
171.
172.
I identify who I want as clients and ask centers of influence or clients to refer me. I
ask satisfied clients to refer met to people like them.
173.
I just say my company teaches people how to make and save money.
174.
175.
176.
I leverage other peoples assets to access my target market, I help them solve a
tough marketing challenge and then let them know I am available to work on a
contingency basis.
177.
I leverage the power of highly satisfied customers to use their word of mouth to
inform others.
178.
I look to meet people who already have the trust and respect of my target client.
Then, I work to help them see that by introducing me to their clients, they are
making their clients businesses stronger and healthier which benefits everyone
involved.
179.
I make it easy for people to refer, and make them aware that referrals are
encouraged and rewarded
180.
I make money by helping other people and businesses make more money. I sell
my advice and products that enhance the sales of their business.
Page 620
182.
183.
I market and sell very technical electrical and electronic products to my industrial
customers and I do so as an "independent sales agent" who represents a multiple
number of product lines and manufacturers that do not compete.
184.
185.
186.
I offer a free photo session and then my customers are able to order or not order
as they choose.
187.
188.
189.
190.
191.
I publish exclusive decorating electronic books over the internet that will teach
anyone how to decorate just like the professionals and even start a home based
business.
192.
193.
I reach people who are attracted to how I can help them through multiple
channels.
194.
I rely on word-of-mouth
195.
I review books by other writers and donate that column to my local paper. I give
away free ebooks on my websites. I put the beginning of each of my books on my
websites and put a link at the end so readers who are interested can buy the rest.
I put lots of useful information on my websites for free. I answer queries, run
contests, and create teaching aids.
196.
197.
I say that people who buy my report get to profit it two ways, one from the
information it contains and secondly by referring others to me.
198.
I say that we strive to set the buying criteria and can get sales doing that.
199.
I see everyone as unique and I seek to build relationships with my clients which
empower them.
200.
I sell goods and services that make your life easier or more enjoyable.
201.
202.
I sell weight-loss supplements to people via direct mail, space ads, radio or on the
internet.
203.
I send out a weekly bulletin, called The Must-Know InfoTM Bulletin, via email
each week, pointing out the benefit to people of requesting and completing a
Confidential Questionnaire. I follow up with those who have an expressed an
Page 621
205.
I show people how investment property works from a short booklet. I then explain
in person how it works and we organize something for a client if they would like to
use our services.
206.
I speak to people and groups, I write for publications, and then people call me.
207.
208.
I start by asking if they believe in two principles firstly, do you think you should
take personal responsibility for your overall well-being? Secondly, do you think
that prevention of disease is infinitely better than curs?
209.
210.
211.
I tell them I have a real estate co, theFirst Big City Discount Real Estate Company
in Pittsburgh. Its for sellers with some savvy but who need a R E broker w/20 yrs
experience, wholl help them sell it themselves and save thousands.
212.
213.
I tell them the pain people feel by not using my products and then tell how I pull
them out of the pain.
214.
215.
I try to find out about their business or interests and what they are doing, and let
my marketing philosophies become part of the conversation.
216.
217.
I use targeted direct mailings to specific contacts within the top 100 prospects in
the Metro area.
218.
219.
220.
221.
I will tell them that I produce results for my clients with their marketing
communication efforts. If they ask what kind of results I tell them that it depends
on the client because each one is looking for something else. For instance, some
are trying to reduce their budgets while others are trying to get more responses
from their efforts.
222.
I work with retirees and those nearing retirement to protect the value of their
investments and maximize long term income
223.
224.
225.
Im JACK the JAR MAN, We discover plastic container packaging secrets in club
stores and manufacturer them for food clients.
226.
227.
Ive built a community of partners who marketing on Internet7. Now describe your
Page 622
229.
Identify a target of 100 intended clients then contact them through phone and
direct mail, maintain continual contact and work on backend sales and referrals.
230.
If I help you multiply your revenues and profits, will you favor me with your
employee benefits business?
231.
If we keep in touch with a potential customer, 90% will buy within 12 months. That
is our present marketing strategy.
232.
If you dont think my services are worth my fee, you wont owe me anything.
233.
234.
I'm really not sure that I have a marketing strategy at this point. It's been more of
going through all the types of things that I've done over the last 4 years and
realizing that most of them didn't work that well other than my direct mail. That has
been my best marketing to date, quarterly newsletters.
235.
In addition to the usual listings (i.e. Yellow Pages) I seek referrals from satisfied
clients and use a company to supply me with appointments with people who meet
set criteria.
236.
In our industry service has taken a back seat. This is what we sell and stand on.
The service that the customer of the show producer will recieive.
237.
In traditional real estate, each AGENT does PERSONAL marketing. For Help-USell, each BROKER does OFFICE marketing, which is more efficient, and creates
a better team atmosphere. Even though my commission cut is lower, as a brand
new buyers agent I benefit because I dont have to spend any of my own personal
money generating leads.
238.
Informing our clients how our services save them money and time to give an event
to remember
239.
Intense face to face selling and relationships. Design in sole source technical
solutions. Develop new products based on real customer needs and projects
240.
241.
Internet is used for lead generation, use telephone and personal visits to follow up
and close the sale
242.
243.
244.
245.
Its who you know or what you know that counts, but rather who knows what you
know so we reach out the community in order to gain more clients through sales
people, alliances with referring brokers and professionals
246.
247.
248.
Latly Ive been using I help Businesses cure there marketing IllsIt works
249.
Lead generation and client referals through specific superior service catered to my
clients. I hope by treating my clients as valued friends and offering a high degree
of personal care, they will recommend me to others.
Page 623
251.
252.
253.
254.
255.
256.
257.
Look for businesses that dont have a web presence then show them the benefits
to having a website
258.
Love the client to death, and remember the things they do not.
259.
260.
261.
262.
Make money for people by getting them to stand out of the way.
263.
Make people say Wow, this is a Bodyshop. I've never seen or heard of a shop
that looks or does that.
264.
265.
266.
267.
Marketing is an effective way of communicating how your product will help another
individual.
268.
Marketing strategy is a key idea or concept that will help your company gain
considerable market share over time.
269.
270.
271.
Merely, that I provide the highest and best materials and design ideas in my field
and the artwork I chose to sell is highly collectable, rare and valuating due to the
artists exclusive nature and international notoriaty.
272.
273.
274.
275.
276.
277.
My marketing strategy is like Alladdins Lamp. I ask people to make three wishes
about their communications and then help them fulfill these.
278.
279.
My strategy: I'm trying to get a better clients and to get bigger volume. to find an
office I can buy or merge with.
280.
281.
N/A (4)
282.
Natural growth.
Page 624
284.
285.
never do
286.
Never done
287.
Never had the opportunity but if I did: Our goal is to identify several different but
complementary markets that fit our skills, and introduce our company to them as
time and money and energy allow.
288.
289.
No idea
290.
291.
292.
293.
No strategy (2)
294.
295.
None (5)
296.
Not relevant
297.
298.
299.
Offer a low-cost, quality sample to establish a loyal customer base. Then offer
quality ready to eat meals for a profit.
300.
one customer or physician tells another about our services because our
recommendations are effective.
301.
optimization
302.
303.
304.
305.
306.
Our elevator speech: We provide security services that help companies prevent
law suits, productivity collapse and negative publicity while protecting their people,
property and assets.
307.
Our focus is on keeping our customers concerns and requirements first, while
meeting industry standards. We keep our customers requirements in the first
position
308.
Our goal is to have our perfect clients come searching for us instead of us trying
to chase them down.. hmm . . . lord I need work on this.
309.
Page 625
311.
312.
313.
Our strategy is to focus on the areas that we think we gain the most assets under
management.
314.
315.
Partner with companies that have more to gain by my success then if I do. In my
case it is the USPS.
316.
People always want to know if chiropractic can help whatever ails them. We use
the pebble in the shoe analogy. If you have pebble in your shoe and it hurts, the
only way to get rid of the pain is to remove the pebble not to take a drug or have a
surgery. In our office we help to get rid of the pebbles irritating the nervous
system-SUBLUXATION.
317.
318.
319.
320.
Phone calls
321.
322.
323.
Plan for immediacy, for tomorrow, next year, five years ahead, 25 years ahead
and beyond simultaneously
324.
poorly
325.
Practice your scripts call people that might want to sell or buy a home and really
be there for them and try to help them.
326.
327.
328.
Profiling our clients and prospects and directing emails to them based on that
profile and those of our clients.
329.
Promotion on internet.
330.
Provide cost effective solutions that provide the most cost effective solution, and
often save lots of time and/or money long after the project is completed.
331.
Provide excellent service and then use that to get referalls and references for
selling to new customers. Also, keep selling more and more services to existing
customers based on doing such a good job with what they have already.
332.
333.
334.
335.
336.
Page 626
338.
Putting the customer in what we called in the Marine Corps the dilemma of the
Horns of the Bull i.e., No matter which way you turn you find us.
339.
340.
Really don't
341.
342.
Referrals (8)
343.
344.
345.
346.
Repitition.
347.
348.
349.
Same as our USP. For over 50 years we have been providing quality promotion
and recognition products on time, everytimeguaranteed.
350.
351.
352.
We offer Large corporations Total Building Solutions to take care of all their
facilities needs with one stop and save them $s and increase the productivity of
their people at the same time.
353.
354.
355.
356.
Send out press releases, wait for the leads to come in, call the leads.
357.
358.
Simle well desined short but thorough project with systemic look and high level of
creativity
359.
360.
Simply respecting the customer, making it easy and rewarding to do business with
me and deliver quality product and service.
361.
Stay focused on our core strengths: Haircuts for men and boys in a sportsthemed environment that create an experience vs. a commodity item.
362.
Stick to the companys mission statement and how we are applying it to our
particular part of the overall business in Europe. A brief description of some of the
broad tactics we are using, Nothing too detailed though!
363.
364.
Stop by for coffee, learn about each other first, then talk about the business of
Alpacas
365.
strategic alliance
366.
Page 627
Suggest to people that we can help them in many ways they had not thought of
368.
Talk about business consulting and helping our clients grow their businesses
profitably.
369.
Target in person and with direct mail current clients a nd prospective clients.
370.
Tell them Ive gotten involved in property developments and through this, have
come across some really lucrative investment opportunities. If interested, I start to
expand further.
371.
Tell them the basics: we sell software to a specific market using traditional
marketing programs
372.
373.
Tell them what we do, why we are so good in this business, and offer him a
spotting fee to find prospect.
374.
375.
376.
377.
That we try to be aware of whats important to our clients, and communicate the
quality and uniqueness of what we do and how we do it (as clich as that might
sound??)
378.
379.
380.
381.
382.
Through study and referrals, we identify and match our capabilities with
companies who are eager to strengthen and grow their position in their market or
industry
383.
To achieve the objective culture and master strategy by applying all the viable
marketing tactics to all the vialble markets available using the client's stories and
testimonials as the theme at the heart of most of the communication.
384.
385.
386.
387.
388.
389.
390.
To do what we can to ensure that the tide towards green funerals (and ones which
use our coffins) becomes as large as the tide towards cremation became at the
beginning of the last century.
391.
Page 628
To enrich your life and your community with beauty by filling the gap once
occupied by the old-world Renassiance Masters Studio.
393.
To get customers and keep them, while providing good customer service and
enjoyment.
394.
To make sure that our customers needs are met, providing them with backend
services
395.
396.
to sell to a specific group of art collectors, i.e., those who like western realism art
397.
To stay in contact with our prospect base so that when they are looking for Supply
Chain Software they think of us first
398.
To try and let the world know there are answers to the many drug side effects.
Solution selling
399.
400.
401.
402.
403.
unknown
404.
Use conventional advertising and promotions to drive store traffic using pricing
and financing as major attraction
405.
406.
407.
408.
Using the terms in question 33. Make a Power Point presentation if needed.
409.
Utilize simple but effective techniques that massively benefit the end user.
410.
411.
We absolutely love our members and we want them to be the most successful
people in the industry.
412.
We aim to be the most responsive and exceed agreed expectations, delight the
client.
413.
We aim to develop a network & community with our clients based on providing
amazing value and benefits to each other. Our approach to all prospective clients
is driven by that desire which they usually feel and respond to.
414.
415.
Page 629
417.
418.
419.
420.
We are a honest manufacturer making high quality Italian and Japanese style
order made kitchen according to your needs and budget at a normal prices
421.
We are a publisher of the best sports newspaper in our city, we help our clients
gain exposure, market to their desired demograhic audience.
422.
We are a small family run cyder making company that strives to carry on eight
generations of cyder making heritage. Our forefathers primary concern was to
make a drink that they liked fortunately the public likes it to.Through a number of
activities that are designed to encourage consumers to try our cyder we plan to
raise the profile of the brand by delivering on our heritage cyder that the family
would be proud of.Brand discoverers are key to our brand building. The sort of
people who discover a new wine or new type of food such as sun dried tomatoes
in the UK who when they discover our cyder they do our selling for us when they
encourage their friends to try our cyder too.
423.
We are in the business of building the most comfortable hot tub product within the
industry. We are the Volvo of the hot tub industry
424.
We are making it easy for the customer so that we are the only contact regarding
any service/complaint/inquiry in our company.
425.
We are position ourselves as the company to buy certified procut from, having the
most inventory, most variety and most comprehensive certification process.
426.
427.
We are the only awards dealer that remind s you to be successful, by reminding
you to reward your best employees. Thereby making you more successful.. Our
sample program is the best in the industry, I believe. Dr. Moine was impressed
when I sent him one.
428.
We are the only source of fully guaranteed banquet furniture in the world and we
let new clients experience our furniture at low cost in order to create a longterm
relationship.
429.
430.
We are trying to reach people one at the time (which I find an inefficient way of
doing it by I do not know any better)
431.
432.
We are working to attract people who are interested in more than symptom care.
We are looking for people who are looking for a better way to keep their bodies
healthy long-term; people who are interested in including a natural approach to
Page 630
434.
435.
We call people and ask them a few questions and make them a promise we know
we can keep.
436.
437.
We communicate to realtors using various sources to let them know how much of
a difference we can really make to the realtors business
438.
439.
We create better lifestyles for our clients, by ensuring their success when
purchasing our products or programs
440.
We deliver solutions to the chains buyers by selling them products that does not
make the bulk of their business and buying all for one vendor gets them better
results in every way.
441.
442.
We develop and provide owner operated healthclubs with strategic marketing and
sales tools that allow them to grow their membership consistently and cost
effectively while increasing retention.
443.
we direct market to small businesses hoping to catch them at a time when their
cash flow ispresenting problems so that we can then offer a solution
444.
WE Dont
445.
We dont work for just anybody who enters the door (like our competitors do). We
select our clients very carefully. For example, this year, we have room for only 10
new clients. However, for those who get selected we structure our processes in a
way that allows us to guarantee them 100% satisfaction, 100% of the time, without
exceptions.
446.
447.
We educate
448.
We focus on being different from other architects providing a service for our
clients by first listening to their needs, THEN designing a project.
449.
450.
451.
452.
We give families the hope and peace of mind in knowing that theyll be able to
survive paying for their childrens education.
Page 631
454.
We guarantee our clients success and reach them through referrals, host
beneficiary and direct communication techniques
455.
We have a $500 warranty for the car security product giving the sale added value
for the client
456.
We have a very marketable product which we over time will bring to everyones
attention through direct-mail , the internet and the fax. We will have a sales force
to follow up with phone calls.
457.
We have no marketing strategy. The only strategy we had is to utilize our existing
customer base.
458.
We have the largest fleet of food vans in Australia and we advertise heavily on
radio during the football season.
459.
460.
461.
462.
463.
We help employers better manage their benefits through our specialization and
through systematic and continuous education and communication.
464.
465.
466.
467.
We help our clients increase productivity and reduce costs. We do this by offering
services and IT solutions that best fit their needs.
468.
We help people attain their real estate plans through under standing and
experience.
469.
We help people find and correct the real causes of their health problems when
others have given up or are unable to, and we do it safely and efficiently and at
extremely low cost.
470.
We help people find out what there house is worth without having to have a real
estate agent come to their home.
471.
We help people have the best vacation experience, from planning to recovering,
possible anywhere.
472.
We help people who are in foreclosure to get out of it, save their house and credit
and let them still own and live in their house and even get cash out of it.
473.
We help sales people to increase their sales and they pay on results
474.
We help SMBs perform like large corporations online with having to spend
$1,000s to do it
475.
We help the customer first to make sure that they get exactly what they need and
a few pleasant surprises on top of that . it works for us.
476.
We help you make more sales or profit. We have different tools to do so: books,
seminars, newsletter, we consult, we offer call center services.
477.
We in business to help educate our very selective clients on how to increase their
Page 632
479.
We like to try different and innovative marketing ideas that mostly revolve around
direct mail campaigns
480.
We look for strategic industry leaders with whom we can form partnerships that
are mutually beneficial.
481.
We make an absolute guarantee that well help you select the right container, that
it will be clean, watertight, and perform exactly as youd expect a container should.
Well send you photo of the exact container we recommend for you, and if, for
whatever reason, the box is not to your satisfaction, we will take it back no
questions asked. What sort of application for a container did you have in mind?
482.
We make more money for clients by targeting their market and then marketing
their target!
483.
We make the phone ring throughr yellow pages, Direct mail, phones sales &
TONERMAN.
484.
485.
486.
We meet with each client on at least a monthly basis to review the status of their
injured worker case. We deliver a detailed report on the progress to date. We
also use that meeting to glean additional information on the needs of the client,
information about our marketplace, what competitors are doing and additional
things we could do. We also provide a separate written report to each case
manager client
487.
488.
We offer a business health check to find out where the busines needs help. Then
we tackle what ever area needs to be worked on.
489.
We offer extended free trials so people can experience for themselves the ease of
learning a second language with our system of thousands of images.
490.
491.
492.
We offer the best way to transform and make you become the Master of your life.
493.
We offer the widest selection of luggage and travel accessories at prices that meet
or beat the discounters and department stores.
494.
We partner with marketing consultants who already have a trust relationship with
the end-user clients who will benefit most from our product.
495.
We pick the ways to get to the largest groups of our target audience in the most
cost effective ways.
496.
We plan to capitalize on our good name with people who knew us with our old
business and then get our name out to new, potential clients. Unfortunately, our
lawsuit is holding us back.
497.
498.
Page 633
We provide a 100%turnkey private label long distance and dial internet solution for
any company, association that is looking to leverage their credibility and good will
into a new revenue stream that will help them meet their objectives
500.
501.
We provide a warehousing alternative that helps customers save money and time
and increases their profits.
502.
We provide custom imprinted products that are used for marketing an organization
to internal and external customers.
503.
504.
505.
506.
We provide expert cash flow solutions to small to medium size companies in our
marketplace.
507.
We provide fr the 30,000 people watching the game not the 30 playing the game
508.
We provide mailing lists and marketing services to clients in the health care and
mental health fields who market their programs/services to professionals.
509.
We provide the best possible service to encourage clients to come back and refer
us to others
510.
We provide the only solution for motorcycle theft recovery and GPS tracking.
511.
512.
We really don't have a marketing strategy in place. .. the only thing close comes to
ask our customers to tell others about their experience with The Stick.
513.
514.
515.
We sell affordable fine art to retail stores so that more people can have access to
it.
516.
517.
518.
We set goals, and then work out how to achieve them. Deadline rolls along and
weve achieved it/
519.
We show clients how to be more efficient and effective. Intro new products and
procedured , educate clients to the help we can bring.
520.
521.
Page 634
We study parts of groups of people who use computers or are ready to benefit
from regular computer usage. Once we identify those sub-groups which would
benefit from using our products and services, we conduct tests to determine if we
should focus on them. We aim to serve by providing highly attractive, even
compelling, products and services to these sub-groups of users and prospective
users. We strive to become the leading providers to these sub-groups. Not
everyone will benefit from using our products and services, so we ensure our
system of new-customer recruitment captures only those who fit our idealcustomer profiles. But once they become our customers, we provide the best
services, top-quality goods to them. We do not believe in forcing them to accept
our goods and services, so we readily accept returns from them. In all, we provide
the best customer experience we know how to.
523.
We talk about our ability to understand and evaluate technology and, given our
broad business experience, how to implement things effectively in a business
setting.
524.
525.
526.
527.
528.
529.
530.
We use alliances and client education to establish and grow market segments
531.
532.
We use direct marketing to generate leads and qualify those leads by providing
information to them through recorded messages, emails, free reports and live
CSRs until they agree to buy our product
533.
534.
535.
We use the power and cost-effectiveness of the Internet to bring customers to our
online store where we provide low prices, fast shipping and all the information you
need to find the batteries and flashlights you need. We treat every customer like a
valuable human being and show respect to them. In turn they tell all their friends
and business associates about us, thus extending our marketing.
536.
537.
We want to entertain the masses performing in large venues and make people
laugh
538.
We work hard to train the resources so that they can implement the projects with
supreme quality. We also make a lot off personel marketing stating our quality.
When the ball starts rolling everyone speaks about us and our quality.
Page 635
Were everywhere
540.
Weve been waiting for people to come to us rather than going after them
541.
542.
Well, I would say the my marketing strategy would be to find a niche, marketing
through partnering with associations or perhaps through networking.
543.
544.
We're very much focussed on the initial sale as once the first order has been
placed we are usually very good at keeping our customers happy.
545.
546.
547.
548.
When my client leaves, they walk out the door having received whatever was
perfect for them So, once I get someone on my massage table, I have a client for
life! Because of that, the benefit of getting a client there for the first time is way
worth my marketing costs.
549.
When people have a chance to try the product they buy it.
550.
Whilst I don't really have one, my current answer to that would be:"I intend to
position myself as the only recovery auditor you'd bother using because I look to
solve your problem long term, not simply to try to squeeze as much money out of
you as possible by not fixing your problem, just mopping up afterwards."
551.
Who are targets are and what value, vision we are marketing PRI Protect assset,
reduce hassles,increase profits
552.
Will have to work on building an effective strategy and work it into an elevator
speech for describing our marketing strategy. Will need assistance and ideas on
this.
553.
554.
555.
556.
557.
558.
559.
Write an article and include your resource box at the end of the article but never
send them to your website. Instead, use an email address for more information on
the topic. That email address triggers an autoresponder series that continues to
market to them on that topic. They identify themselves as hot prospects and you
already know what they want to know.
560.
www.thebiznetwrk.com
561.
562.
You know haw people are wanting to live longer & be healthier & wanting to be
more in control of their finaces, that's what I do.
563.
You know how some children struggle to learn well because they are just so full of
feeling they cant take it in. We train adults to help remove the emotional blocks to
learning and reignite potential.
Page 636
You must have more than one way to win new clients
565.
Youve probably been hearing a lot of negative things in the news about big public
companies like Worldcom, Enron and even Martha Stewart. Right? What I do is
work with smaller public companies that want to get big someday. We help them
grow ethically so that when they become large companies their senior
management teams dont end up in jail. Specifically, we set up best practices
from an investor relations and financial communications standpoint.
566.
Your house is your engine for your financial growth and I can show you how to
make it produce more rpms for as little gas mileage as possible. Let me show
you how
Page 637
? (6)
2.
3.
4.
5.
6.
7.
Adding that personal touch of beauty to your home, business and community.
8.
9.
10.
11.
12.
Aim, fire and then do what people choose out of 10-15 products we have
advertised.
13.
All pillars are designed to have people come to me because they know my abilies
can help them
14.
Already did.
15.
16.
Always searching for getting business, from everyone I meet or talk to.
17.
18.
19.
Appeal to peoples emotions. Get them to call for information and then try to sell
them products to sole their health problems.
20.
21.
Attract high volume originators who cant get those credits I described above
approved conventionally
22.
23.
24.
25.
26.
Be the best, tell everyone, continue to create innovative products and alliances
that provide value to our customer and revenue to us.
27.
Be the first (with the solution, quote, sample) with the most.Under commit and
over deliver
28.
Be the first company everyone thinks of when they think municipal software
29.
30.
Because our members are our best advertising, they are building their association.
31.
32.
Page 638
34.
35.
36.
37.
Build 3 businesses selling the same product to gain 3 lots of market share
38.
Build a list of willing investors waiting for the right projects. Find suitable
development projects and put together syndicates on a deal by deal basis.
39.
Build a relationship, Build mindshare, close a small, risk free piece of business,
educate and upsell.
40.
41.
42.
43.
Build relationships
44.
45.
46.
47.
48.
49.
50.
51.
Call on buyers to buy the product. Have a website so if people search they can
find us.
52.
53.
Cant
54.
Cant other than above and add: and then share the wins of our clients with
others.
55.
56.
57.
58.
clients are everything, we need your referrals, so we devote more time & research
to getting your loan
59.
60.
61.
62.
63.
Connect personally with referrals, show we are good, smart, practical, guys who
care about clients, let oppty develop.
64.
65.
Contact a high volume of new people, find out what their main health problem is,
close them on the chance to find out whether or not we can help them.
Page 639
67.
Contact my target market using direct mail expressing how to get trouble free,
problem solving and practical construction services that will simplify and de-stress
your life.
68.
Create a family of inter-working products that solve the needs of companies that
want to use the US Postal Service more profitably and license them for use on an
annual payment schedule and then piggyback on the Postal Service and Industry
associations to find these people and use them for their implied endorsement.
69.
Create a strong brand recognition and product awareness via magazine ads,
industry specific commercials, trade shows, and direct sales and marketing.
70.
71.
Create success with clients so that word of mouth becomes the biggest form of
clients
72.
73.
74.
75.
76.
77.
78.
79.
80.
81.
Develop deep relationships with large clients and maximize the business
82.
develop relationships
83.
84.
Direct mail
85.
86.
Do low cost seminars in-house among local companies (oil and gas)
87.
88.
89.
Do whatever it takes to get a customer and then try to keep them for life.
90.
91.
92.
93.
94.
95.
Page 640
Drive consistant traffic to the web site and befriend the visitor for life.
97.
98.
99.
100.
101.
102.
103.
Evolving.
104.
105.
Face to face, we describe the product offering the warranty at the right time
106.
Find all the people on the foreclosure Public Trustee Lists whose property have
from 25% to 30%+ equity in their properties.
107.
Find and qualify those prospects from our data base of small to medium seized
business that best fit the solutions we have to offer, share with them the way our
products make their pains go away , and let them buy from us..
108.
Find medical clinics with revenue problems and solve them for a generous fee
while significantly improving the clinics net revenue.
109.
110.
Find potential partners whose businesses will benefit by the addition of our
technology and get the into a technology transfer agreement.
111.
Find the best suited tactics (through trial and error) to make maximum profits in
minimum time
112.
Find the pain, provide a vision and value and control the outcome.
113.
Find them, teach them, show them how to make the most of our services, show
them how to find us.
114.
115.
116.
Finding prospects who need software that runs on Macintosh, Windows, and the
Internet.
117.
118.
119.
120.
Fully exploit existing customers and develop good new ones working on it
121.
122.
123.
124.
125.
Generate leads
126.
Page 641
Get amongst the scene and make my name and services known.
128.
Get as many people as possible to realize that it pays to take personal action for
ones well-being, and that prevention clearly better than cure and that its not
difficult to do so.
129.
130.
131.
Get emails, get trust, sell with trust and copywriting skills.
132.
133.
134.
135.
136.
137.
138.
Get new dealers and have more people go to them to buy sculpture.
139.
Get qualified people to respond to free offers of relevant information and then give
me an appointment to see them.
140.
141.
Get referrals.
142.
143.
Get the people in your direct control: (fair or showroom) and show them your
wonderfull products
144.
Get their attention, create interest, stimulate desire, and get them to take action.
145.
Get them to understand the way the MYM system works and how it could make
them more money
146.
Get to college students and college educated workers in the most cost efficient
ways possible.
147.
148.
Give customer great value for their money, customize software to their
specifications, provide fast customer service.
149.
150.
151.
Giving the best service possible is noticed by the patient and their family
physician, which results in increased referrals.
152.
Giving the stuff away as added value gift tool to organizations with a lot of
members/customers
153.
154.
Grow modestly. tenaciously sell every prospect who crosses our doors. Stay on
top of the competition. Use online and offline marketing approaches. integrate
them.
155.
156.
Have none
157.
158.
159.
Page 642
Helping as many people as possible feel that I have helped them positively.
161.
162.
163.
Home Buying strategies Guaranteed to get you more home for you money.
164.
Honest concern about clients needs, honest solution proposal answering the
needs followed by honest execution and follow up.
165.
166.
167.
168.
169.
I am looking for an opportunity to use the symbiotic business model with the intent
to access some large LIST.
170.
171.
I cant
172.
I cant go into detail, but I will be providing an irresistible service that will double
film production in this country.
173.
I can't
174.
175.
176.
177.
178.
179.
180.
181.
182.
183.
I get refererals from my past and current patients and handful of professionals
184.
I give away lots of help and products for free, hoping to build loyalty.
185.
186.
187.
I keep in touch with presents clients, train the Independent Business Owners that I
have recruited and contact as many individuals as possible about my opportunity,
both in using the products and in building a business..
188.
189.
i make an advertise !
190.
I market a special report to Realtors with the intentions of getting them to my web
site.
191.
Page 643
I offer greater value than doing the job yourself, and if I dont produce that value
you dont pay.
193.
I practice my scripts then I make some cold calls and set appointments I follow up
on people to set appointments with them and go on the appointments.
194.
I produce informational products that I sell to small biz through direct marketing
and the internet.
195.
196.
197.
I retail, to create the cash flow necessary, to create residual income that I can
invest.
198.
I send out news releases and review copies to the media and sales letters to my
customer base.
199.
200.
I set up initial meetings using referrals or direct mail, I run seminars to help
entrepreneurs feel the fever brought on by missed opportunities and common
mistakes and the use risk reversal to close the sale.
201.
I suspect most businesses have overpaid their utility and overnight shipping bills
and I will get the overpayments back.
202.
I target my marketing to have qualified ideal clients identify themselves and ask for
my help.
203.
I telephone companies that maintain open accounts, asking them if they would like
to improve their cash flow.
204.
I try to mature a past customer and eventually turn the table to make them work
for me.
205.
206.
I try to educate a prospect so they can see that the product that I am selling is of
much higher quality.
207.
208.
209.
I want to attract and retain affluent families who are seeking financial advice that
will give them peace of mind.
210.
I want to find as many qualified people as possible who will listen to the
presentation .
211.
I will be design my marketing material so that they appeal to the right side of the
brain, and appease the left side
212.
213.
I will solve your problem utilizing your peoples mind in enhanced manner
214.
215.
ID qualified prospects, give them an irresistible offer based on their needs &
continue to surprise and delight them with exceptional service and results that
exceed their expectations.
216.
Ideally, its almost all done through automated systems websites etc. they only
call us if its a question or issue that cant easily be handled by the website.
217.
Identify and establish relationships with key leaders who both need our
Page 644
219.
Identify several different but complementary markets that exploit our skills, and
introduce our company to them.
220.
221.
If you can help enough people get what they want you will be able to get what you
want.
222.
223.
In a monthly meeting with each client, we review the status of their injured worker
case, delivering a detailed report on the progress to date and gleaning additional
information on the needs of the client, information about our marketplace, what
competitors are doing and additional things we could do.
224.
225.
Increase traffic and get other sites advertising my site through my affiliate
program.
226.
Introduce problems or pains in the minds of prospects then convince them that
our firm is the logical choice to eliminate them.
227.
Invite visitors to be subscribers, then customers and affiliates and let them help
me get more visitors to plug into this virtuous loop.
228.
229.
Its being totally revised, but up till now its been something like : The best service
that produces the greatest perceivable results in the shortest time & with the least
pain.
230.
Its non-existent.
231.
Joint venture
232.
Keep the customer updated about our products and services through emails,
letters and regular visits.
233.
234.
235.
Lead generation thru direct mail for free seminars where prospects are targeted
for sale
236.
237.
238.
239.
Let people know the new book is out, and that I am available to talk about the
subject.
240.
Lets throw a lot of shit at the wall and see what sticks.
241.
242.
243.
244.
Page 645
246.
Look for potential clients and give them an offer they cannot refuse
247.
248.
249.
250.
251.
Major tune-up with sharp edge marketing tools to gain major clients.lMaximize
profits by giving the best service available, and continually looking for new
markets.
252.
Make a friend, make a sale, offer a one year money back guarantee
253.
Make calls, get appointments, interview the prospective client, offer solutions to
their marketing needs.
254.
Make contact with the person, educate, and show that we can help them, and its
worth giving it a try to do so.
255.
256.
257.
Make money with imagination, information and love for the customer.
258.
259.
Make the prospects aware that I exist and that I could help them if needed
260.
261.
262.
263.
264.
265.
Meet lots of people, ask if they are happy with their public accountant.
266.
267.
268.
My game plan is to achieve visibility and credibility among the athletic community,
which will draw athletes to want to learn from me.
269.
My last plan fell flat on its face I distributed 100 sample CDs at a conference
workshop and had 0 follow-up.
270.
My marketing game plan is have people know and understand that Clarity
improves their Health spiritually, emotionally, physically and intellectually.
271.
272.
My marketing plan is to develop a customer for life strategy through the use of
cross selling financial service products that are real estate related, mortgage
related, or financial service related.
273.
N/A (4)
274.
275.
Network with sales people that need my services to sell their products/services
Page 646
Niche
277.
278.
279.
No direction
280.
None (5)
281.
Non-existent
282.
283.
nothing original
284.
Now describe your marketing game plan in one sentence .Reach large
corporations as soon as they know they are moving/relocating/ Outgrowing their
facilities and position our company as the only logical solution to their building
interiors needs.
285.
Now describe your marketing game plan in one sentenceI try to mature a past
customer and eventually turn the table to make them work for me.
286.
O plan and implement a sustained marketing attack that will increase clientelle by
10% monthly
287.
Obtain top of mind presence and follow through with what you promise.
288.
Offer low commission upfront in expectation of future sales and word of mouth
referrals of neighborhood and SOI of clients. I will show them the superior service
and trustworthiness I offer and it will be obvious who they will choose in the future.
Me.
289.
290.
291.
Once the customers are in, never let them out by serving them the best you
possibly can
292.
293.
294.
295.
Optimization
296.
Our designs come from a problem-solving approach to meeting the needs of our
clients, done by immersing ourselves in their culture and community.
297.
298.
299.
Partner with successful companies and leverage off their customer bases.
300.
percise
301.
302.
303.
304.
305.
306.
307.
308.
Page 647
310.
Produce well when direct mail goes out-make sure everyone knows about the
schedule
311.
312.
313.
314.
Provide heirloom quality jewelry for a fraction of what you would pay a traditional
jeweler.
315.
Provide leadership in the pursuit of innovative solutions that provide the highest
possible flexibility for our clients
316.
Provide outstanding client service and create loyalty and trust with clients, which
translates to referrals and word of mouth promotion.
317.
Provide superior service and advice to my clients showing them that I truly care
about the decision and value they receive.
318.
Provide the highest value cruise clients with the information, service, and overall
experience that the behemoth competitors wont.
319.
320.
321.
322.
323.
324.
325.
reaching the most people with the simplest, best designed mailer possible -- that
will get a positive response
326.
Referrals (2)
327.
328.
Remind the customer that we will be in their area on a specific date and invite
them to join us there to view/purchase the new prints.
329.
Research, develop the products and services, test, modify if necessary, test and
roll out.
330.
331.
332.
Retain your existing customers and attract new ones by providing services that
excel other competitors.
333.
334.
335.
Im JACK the JAR MAN, We discover plastic container packaging secrets in club
stores and manufacturer them for food clients.
336.
337.
Satisfied customers
Page 648
Satisfy the customer so much that they refer us to another potential customer.
339.
Saturation marketing.
340.
Save our clients a little bit of money on all their fluid purchases, save them time
and make inventory and replenishing much easier for them so that they can
concentrate on what they do best.
341.
Seek the least risk, most profitable, marketing medium, and milk it to the max.
342.
343.
Sell Long distance and ISP thru associations,groups,for profit and non profit.
344.
345.
Sell the first three, get the other 4 companies. Together, Seven companies
dominate the market
346.
Sell the first three, get the other 4 companies. Together, Seven companies
dominate the market
347.
348.
Send target group free sample with letter< followup with phone call>
349.
Sent the sales letter to 3 different companies every week and meanwhile do the
sales pitch to individuals in a daily basis.
350.
351.
Set up a residual play where we control the toll gate to move the data
352.
353.
Share the wealth so that people will get excited about participating.
354.
355.
Shoot for the moon even if you miss youll be among the stars
356.
Show people how I can help them to be in control of their own health and their
own development
357.
Show the customer by means of real examples applicable to his business how our
service can grow this business.
358.
359.
Simply give great service to get my clients to refer me to their friends and relatives
and adding products/services that my clients need and are willing to pay for.
360.
361.
362.
363.
364.
365.
Stay in touch with customers at least 6 times per year so that when they think
about real estate they think about me.
366.
367.
368.
Strategy of preeminence
369.
Stumped
370.
Survival
Page 649
Take care of your clients and they will take care of you.
372.
373.
374.
375.
Target ideal clients by always adding value and measuring how I am doing anf
adjusting where necessary.
376.
377.
Target new clients that fit our profile and utilize existing client references to get an
opportunity to delight them wioth our service while maintaining the existing client
relationships with the provision of the same service.
378.
379.
380.
Targeted direct mail with the most current and desirable/timely products
381.
Teach people to market thru home parties & to sponser people & teach thtm to do
the same.
382.
Tease via results, tell how to do it to qualify and clear out pain in the ass clients.
Work with the paying ones that are salivating!
383.
384.
The Domino Effect: Get one of something, use peer pressure to sell (knock
dowen) other locations!
385.
386.
The more people I can serve with the highest quality products will bring the
highest rewards for them and my company causing them to bring more people to
us.
387.
The product pretty much sells itself. We don't do a whole lot of work with that.
388.
389.
To achieve the best possible results in the least amount of time using the the least
effort to achieve those results.
390.
391.
392.
393.
To attract highly leverageable prospects with internet and then convert these leads
to long term clients.
394.
To attract leads with FREE offers and then convert them to lifetime exclusive
customers who believe because of first hand experience in our visual learning
system.
395.
396.
397.
To become a one stop shop for health care professionals for all of their patient and
practice needs.
398.
Page 650
400.
To call people that I think have potential or/and have extraordinary use of the
products.
401.
To canvass new territories for our food vans with support awareness driven by
radio ads
402.
To capture the implicit support of those influential people who can lend credibility
to our area of interest.
403.
To completely blow a prospects mind with service so that he/she wouldnt even
think of going to see anyone else after talking to us.
404.
405.
406.
To demonstrate to my customers that I have the best health information for them
and to make them lifelong customers,
407.
408.
409.
410.
411.
To educate, support and encourage all adults living and working with children to
successfully use an emotionally literate approach.
412.
To effectively communicate our services and solutions to the public, solving their
problems along the way.
413.
414.
415.
To get as many high quality new customers as I can all around the world, with a
zero risk lead product. Then repeat sell them over and over, including using JVs
416.
To get customers and keep them, while providing good customer service and
enjoyment.
417.
418.
To get target clients to experience my service once, twice or three times until
they see how valuable it can be for them and are willing to pay for it.
419.
To get the message out there that the bereaved have a choice.
420.
TO get the movers and shakers to use the product and then other will want it.
421.
422.
423.
424.
To let merchants know that I am the most innovative payment processing provider.
Page 651
426.
To make dates with business people and try to get them as clients.
427.
To make it easier for my clients and new customers to obtain Elvas Jewel Joy.
428.
To make my services and products and bureau known to a wide variety of people
so that business comes to my company.
429.
To market directly to the people that we know will benefit from our product.
430.
To maximize public exposure with minimum cash input by either referral or help
journalist to get free story published.
431.
432.
433.
434.
To provide a certain package of profit increasing tools that nobody with a little
common sense can not refuse.
435.
436.
437.
To provide the best product in the niche with best company culture and
proposition by far for the consumer to take advantage of.
438.
To Provide the tools, systems, training, teachers, mentors and principles required
to build home based income producing assets
439.
440.
To redefine the role of mortgage as the keystone to our clients achieving their
financial goals.
441.
To set myself apart from the competition through the use of educating clients
442.
443.
To show Everyone that they should and can successfully grow their own healthy
food
444.
445.
446.
447.
448.
To use community outreach to build a customer base for all market sectors.
449.
450.
451.
452.
Try to find out what my clients do for fun (such as golf) and do that activity with
them.
453.
try to give my course as much publicity as possible through writing articles and
making live presentations
454.
Try us you will like it. Once they try it we do everything we can to keep them for a
lifetime and grow them as a customer.
Page 652
456.
Use Internet and PR to make the phone ring and produce online business.
457.
458.
459.
Use of emotional direct response marketing through different media and continued
follow-up with prospects.
460.
461.
Use the most cost-effective route to market, add a sprinkling of other methods to
add diversity and re-inforcement
462.
Use the products by buying from your own store and share the concept.
463.
464.
Using the Internet to improve delivery of public relations services and information.
465.
466.
467.
468.
We actively seek out personal contact with our target market by actively listening
to our current best customers and best potential prospects.
469.
We aim to provide such great service that our clients cant help but tell others
about us
470.
471.
472.
We are going to build our client base as fast as we can while building up a back
end of excellent products to offer it.
473.
474.
475.
We are the most customer obsessed company you have ever dealt with.
476.
477.
We contact our old customers, shoot the breeze with them, find out if there is any
drilling activity going on in their area, ask if they need any shelters or if they know
someone at one of their competitors field office who he might refer us to and give
a verbal testimonial.
478.
We develop niches of customers and maintain them through the information and
benefits and value delivered by our products and services which in turn generates
word of mouth referrals
479.
480.
we help business owners solve their problems faster and at lower cost by showing
them what will work and what will not
481.
482.
We keep in touch with all area developers to keep abreast of projects and we
Page 653
We make sure everyone we can take care of in our backyard is taken care of and
then reach out from there
484.
485.
486.
487.
488.
489.
490.
We really dont have a formal plan in place other than cultivating our existing
relationships and forming new ones.
491.
We review a list of up and coming businesses in the community and contact them.
492.
493.
494.
We strive to present ourselves as experts, full time professionals who are in the
industry for the long haul and understand service and education for our
customers and referral sources.
495.
496.
We use a series of direct mail, special events , seminars and personal visits to
obtain and upgrade donors.
497.
We use alliances and client education to establish and grow market segments
498.
499.
We use multiple channels to communicate our core message to our target Clients
with consistency across all channels and markets.
500.
501.
We use partner to sell our services, by using our operations in India we can deliver
high quality products and a price point unmatched by US companies.
502.
503.
504.
505.
We will continue to innovate; form more h/b relationships; mine our clients for
more referrals; continue to sign up commission salespeople with expertise in the
industries where our functional capabilities best apply; and develop an ezine
which will allow us to place our message and qualifications in front of thousands
more prospective clients at a reasonable cost with a economically satisfying
capture rate.
506.
We will show marketing consultants how our product in the hands of their clients,
will increase not only their clients revenues and profitability significantly, but also
that of the marketing consultant himself.
507.
We work together with our prospects to develop a new plan for cleaning their
facility just the way they want it, and then we follow through with what we offer.
Page 654
509.
510.
word of mouth
511.
512.
Word of mouth referrals.. I entice new and repeat clients to come in by letting them
know of monthly specials that are available and then ask them for referrals when
they come in.
513.
Word of mouth.
514.
Work our existing network and plumb it for all the value its worth, then slowly
extend that network through the concept of six degrees working the networks
of our networks, etc.
515.
Working on it now
516.
Write articles, but never send them to your website. (if what youre asking is a
shortened version of aboce). Provide the tools business owners need to
successfully manage their online business (if youre referring to my general
marketing plan)
517.
You should give examples for questions like these: Not sure what you
mean.Communication is the response you get. Im not sure what response youd
get from questions like these without explanation or examples.
518.
Page 655
(1) On-site demonstrations (2) Sample tile demonstrations (3) Trade shows (4)
Referrals
2.
? (3)
3.
1) Happy clients give referrals, 2) Contractors like working with Architects they can
communicate with, who understand their needs, and regard them with the
professional respect they deserve as an equal member of the project team, 3)
Realtors have increased worth to their clients if they can confidently had their
clients over to a professional who can guide them through the next phase of the
project.
4.
5.
1. calling back old clients. 2. strategic alliance 3. compelling direct personal lettrs
6.
1. Cold calls to selective people. 2. Call them back every 3-4 months
7.
24/7 availability, Quick response, Offer alternatives, Keep client informed, Offer
something extra eg flowers, honest answers, after sale service.
8.
60 day Guarantee
9.
90 day contact cycle for clients and prospects keeps our name in their
minds.Regular meetings with active clients and most promising of prospective
ones builds and or maintains relationships, gathers information to provide us
with opportunities to suggest value adding benefits of our services.Advertising and
sponsorship raises our public and industry profile and keeps us in clients and
potential clients minds.
10.
a. Newsletter : distributed free. Its entertaining and educational that many clients
look forward to reading it every month.b. Cancellable contract: Customers are
never tied down by the contract. If they cancel we pay them penalty.c. Extra value
11.
12.
13.
14.
15.
16.
17.
18.
19.
20.
21.
22.
All the tactics, as applied to the list in question #2, have been pretty mundand and
average at this point
23.
Allow the customer to pay the price they think the painting is worth
24.
already mentioned
25.
Page 656
27.
An ugly brochure, being exactly where the investors are and telling them about it
28.
29.
30.
As above: we advertise
31.
As its a new company and revolutionary products all tactics are as yet untested
32.
33.
34.
35.
Ask for referrals from friends and clients, mail brochures, attend networking
events.
36.
Ask for referrals from satisfied past customersRegular communication with over
company sales people
37.
38.
Asking for repeat business, asking for referrals, letting my clients know they will
receive benefits either price reductions or design elements at no extra fee.
39.
Association meetings meet prospects and then follow-up with letters and
information pamphlets. Speaking engagements associations, schools. Articles
in trade magazines.
40.
41.
Attending trade shows so people know who we are. And once sold we provide
support and powerful industry specific software that our clients cant get
elsewhere.
42.
43.
Bi-Monthly black & white Brag Cards, where we brag to the neighborhood what
has sold, and how much money the sellers saved compared to traditional 6%
commission.
44.
Booths at mall where I gave out prizes and free cleaning at a draw. Newspaper ad
with benefit statement, risk reversal and call to action.
45.
46.
47.
48.
49.
Build my reputation with articles, emailcourses, reports, etc, Build my opt-in list of
subscribers, Build my profits through affiliate and viral marketing
50.
Page 657
Building customer loyalty by being the most educational, providing options for
clients so that they choose the best choice for themselves by showing advantages
of these options, providing a daily commentary on the state of the mortgage
market that brings visitors back to my website 5 times a week
52.
53.
54.
Call up customers and offer lists of their competitors employees that they can
recruit and hire.
55.
Calling friends & meeting with them. Making new friends. Weekly Wellness
Previews in hotels to educate people. Wellness Home tours & open houses.
56.
57.
58.
59.
60.
Cold Calling
61.
Cold calling
62.
Cold Calling seems to be the most effective, although its really hit and miss. It
needs to be supported by other elements, such as direct mail, lead-generating
from the web, and email.
63.
64.
65.
Cold calls, call friends, ads in paper, hand out informational tapes to qualified
people.
66.
67.
68.
69.
70.
Contact all area real estate agents for surveying referrals; contact nearby
government agencies for assistance with their upcoming GIS and drafting projects;
keep in close tyouch with area developers for help with their upcoming
development projects.
71.
72.
Conversations with people in person and over the phone; and email marketing.
73.
74.
75.
76.
77.
Page 658
Describe the different marketing tactics you successfully use Net working through
our marketing Director. Acquire as many referrals as possible.
79.
80.
Direct calls and follow through (hand holding the clients until their business setup
is fully functional).
81.
82.
83.
84.
Direct mail and telemarketing, as well as being listed on a search engine has
generated some success but much more needs to be developed and
implemented.
85.
86.
87.
88.
89.
90.
91.
Direct mail, cold calls, referrals, lists.We are just now advertising, dont see any
results yet, havent worked the whole plan.
92.
93.
94.
Direct mail, email marketing, media marketing, display advertising (yellow pages,
newspaper, and magazine)
95.
96.
Direct mail, email offers, specials at seminars, Christmas quantity discounts for
gifts.
97.
98.
99.
100.
101.
Direct mail, local store marketing with other businesses, community involvement
(Little League sponsorships, Chamber of Commerce, charities, etc.), web site,
radio, TV, print, PR releases.
102.
103.
104.
105.
106.
107.
Direct mail, phone followup. Email, online classifieds (so far worthless), print ads,
online ads (SRDS)
Page 659
109.
110.
111.
Direct mail, telephone follow up; moving now towards telephoning first, then
aiming for appointments
112.
113.
Direct mail, trade show participation, telemarketing. None are very successful.
114.
115.
116.
117.
118.
119.
Direct sales and referrals with (a) face-to-face interviews with buying decision
makers and (b) various contacts with those who influence the decision to use
consulting services.
120.
121.
122.
123.
124.
125.
Dont have many. Handbill, and sale men going door to door.
126.
Dont use any yet. Probably ads magazines / papers / billboards. Flyers. Sales
agents. Corporate entertainment. Clubs and associations.
127.
128.
129.
130.
131.
Either I create more value or money back; no long term contract of one year or
more but maximum of six months and then sit down and if either party wants to
end it then O.K.
132.
133.
134.
Email marketing, direct mail, sales calls, search engine optimization, paid
inclusion, link exchanging.
135.
136.
Page 660
Email newsletter, Self developed referral system. Goal sheets. Client success
stories, business development employee.
138.
139.
140.
141.
142.
143.
144.
145.
146.
147.
148.
149.
150.
151.
152.
e-newsletter, thank you notes, phone calls, Internet, journal and newspaper
articles
153.
154.
155.
E-zines, website
156.
157.
158.
Fax ads.
159.
Faxing: I send a series of one page faxes to all the Student Council advisors in the
province in a 6 week cycle before the events with a call to action to either email or
call me for more information on the events,Follow Up Calls: I have intern level
employees simply calling the schools and leaving a message for the teacher to
make sure they got the fax and to call us asap if they want more info. Gets a pretty
good response (about 10% of total prospects)
160.
Financing,
161.
162.
Follow up call to a referral. Actually showing up when I tell the client I will be there.
Thank you card after the service or sale. Now added monthly follow up calls from
previous months clients. New client letter after their first time with us with an
additional offer to have them come back again.
163.
164.
165.
Free seminars with our books available for sale; free interviews and comments to
the media on topical issues; follow up with doctors who refer to us.
Page 661
167.
168.
169.
Give 25% more time for sessions than competitors. Go the extra mile to be
available. Provide community services, workshops etc.
170.
Give away 2-CD audio book to those who express interestE-mail (or fax) weekly
newsletter to those who show interestFree 45-minute consultationLow cost halfday seminarExtensive networkingAdvertising free CD offerDirect mailTrade show
participationFree talks to business groupsFree ad evaluation
171.
Give the best attention to our clients. Provide the best services in the field. Make
them feel as we are family. Love them first of all.
172.
173.
174.
Guarantee
175.
176.
Havent seen results yet, but it seems to be working the uncompromising quality
of our products (personal care and aromatherapy range) and the convenient and
comprehensive health supplements.
177.
Hold out a carrot, work for the businesses that take the carrot.
178.
179.
180.
181.
182.
Host Benificiary using the usps and others to distribute product. referral getting
clients to refer us to colleagues for a fee. Advertise in trade journals Trade Shows
Direct Mail Telemarketing Direct Sales going to the client site PR getting
industry news sources to write about us.
183.
Host/benfit
184.
185.
I ask them if they have people that dont pay according to their terms and if they
do would they like to see a totally unique and cost-effective system that motivates
customers to pay on-time without getting them angry.
186.
187.
188.
189.
190.
I give away ROI Calculator which is useless if you don't know how to use it... I
teach howI give away 9 question special report that will be my gate to sell e-
Page 662
192.
193.
I listen to learn peoples needs and wantsi train others to do the same thing
194.
195.
I offer a 30day money back guarantee and personal support and coaching
196.
I read articles in the newspapers about people and then I call them
197.
I tell everyone I know what I do.I ask everyone I meet to think of someone who
might benefits from my services.I keep an eye on a highly focus marketing niche.(I
am trying to develop further)
198.
I use agents
199.
200.
I use pain and pleasure to get people involved in my process. I also ask questions
about htier wants and desires.
201.
I work warmly cold based on appointments I make using myy phone pitch.
202.
I write and speak passionately about personal development and how it can
change your life. I am just getting in to the internet marketing tactics.
203.
Im not sure Id say that any of the tactics weve used are very successful,
although I may be too hard on myself. If anything, Id say our monthly e-mail
newsletter is the most successful.
204.
205.
206.
In the startup of phase now I am testing using word of mouth directly and by
phone .
207.
208.
209.
210.
Initially offer public free product to get them into our database, thereafter offer
another product at hugh discount for them to try and finally introduce member
referral program where they can enjoy to receive money for referring people to our
program
211.
212.
Internal marketing only so far. Provide more than what my patients expect with
great service
213.
214.
Page 663
216.
joint ventures and referrals,yellow pages,cold calling from new businesslicense list
and knocking on doors.
217.
218.
219.
Just beginning
220.
221.
222.
223.
Lead generation by mail, fax and email to targeted lists. Lead qualification with
unmanned channels, sales with outsourced, but company trained personnel
224.
Letter box drops, street signage (ie on houses), networking, office window display,
open homes, home advertising.
225.
Letters, referrals
226.
227.
Local contacts
228.
Local contacts
229.
230.
Lunch meetings
231.
Mail,calls,seminars,strategis alliances.
232.
233.
234.
235.
236.
237.
238.
239.
Merchandise Mart, ads, guest appearances at our best dealers by the artist.
240.
241.
242.
243.
Mostly I use whats lately called an elevator answer. When somebody asks me
what I do, I answer that I am a self-published author, and my most recent book is
or one of my books is and I always carry at least a few copies of one or more
with me. People like to touch them.
244.
My referral program is the most successful. I offer a FREE 1/2 hour massage each
to both my client and the person they refer, with an upgrade of one full hour for an
additional $20 each. This is a savings to them of $30 each, and I just got paid for
my advertising. Not Bad!
245.
My Talking Ads system is a great way to generate quality leads. I also offer free
consumer reports relating to seller and buyer needs for their specific life situations.
Three, Service For Life is really an elaborate follow up system/newsletter where I
Page 664
My web siteSearch engine optimization Joint ventures Copywriting skillsPay-PerClick Internet adsHigh visibilty Internet ads
247.
N/A (10)
248.
Network; hand out biz cards; talk to everyone about what I do AFTER I learn what
they do; ask for referrals from everyone; get testimonials from current clients;
follow up regularly.
249.
Networking (3)
250.
Networking and Referrals, Database Research Direct Mail, and follow up Sales
Presentations, Keeping in Contact through In House Newsletters and Annual
Financial Reviews.
251.
252.
253.
254.
Networking, referrals
255.
256.
New venture.
257.
Newsletter Articles, free ebooks and reports, ezine promotions, ads, opt in lists,
search engine optimization, website sales, community marketing and co-venturing
258.
259.
260.
Newspaper lead generation ads, free trials, seminars,. Referrals (by accident not
management)
261.
Nil (2)
262.
No other
263.
264.
None (17)
265.
266.
267.
268.
269.
270.
271.
272.
Not sure, other than delivering great service and overcoming all kinds of so-called
incurable conditions. yet the people are not beating a path to our door.
answered above.
273.
Nothing Developed
274.
Nothing I do works.
275.
Page 665
Of the 5Ps, the factor that contributes most to our success is place. That we have
established marketing and sales presence in the major markets.
277.
278.
279.
280.
one on one meeting with prospect and let him taste, experience and get hookd
281.
282.
283.
284.
285.
286.
287.
288.
289.
Organizational meetings, speaking, and will begin to send the emails directedly to
selected and authenticated industry organizations that need factoring.
290.
Other than the current standard, we are way behind the power curve. The sad
thing is we are still very successful in spite of ourselves.
291.
292.
Out bound tele-marketing; Partnering with CDCs , Financial planners, & CPAs.
293.
Outside sales
294.
Outside sales,inside sales,sales and service vans, driver sales, email, fax, web
page, referrals, risk free, supplier referrals, promotions,
295.
296.
Over 60
297.
298.
PACKING DEMOS - described aboveWARRANTY REPAIR CENTER dittoSMALL NEWSPAPER ADS bordered with suitcase outline4 PAGE
'CATALOG/SALE' Newspaper inserts in busier seasons featuring about half
merchandise on Sale, other half unique items, packing and travel accessories
(kind of expensive, but brings people in)HOLIDAY GIFT CATALOG newspaper
insert full color -produced by E & B Giftware, whom we purchase the gift items
from as wellDIRECT MAIL to our customer list - about 3 to 4 times a year, usually
using postcard format
299.
300.
301.
302.
Pay per click website search engines like Overture and Google
Page 666
304.
Periodic mailings describing our process coupled with a reprint from a recent
award sent to potential clients in a particular industry (ie: independent schools).
305.
Personal contact
306.
307.
308.
309.
Personal contact.
310.
311.
312.
Phone calls
313.
Phone consultation
314.
315.
316.
Postcard followup
317.
Postcards for show announcement, direct mailings to promote new pieces, preholiday mailer showing all new work and sales booth at arts & crafts shows.
318.
319.
320.
321.
PR/Advert/Referrals
322.
Presentations, seminars
323.
Press Releases, faxes, direct mail, telesales, direct sales, group presentations
324.
325.
Primarily co-op ads, referrals from the Internet site, and ads driving people to the
Cruise Consumers Guide.
326.
327.
328.
329.
Promote our customers and their schoolsEducate customers about products and
servicesProvide on-stop shopping for most of their martial arts needsDo Special
Ordering for no additional costFree referral service to martial artists, actors,
stuntmen, prop-masters, perfomers, etc.Advertising
330.
331.
332.
Prospect mail campaigns, face-to-face time, regular contact via e-mail and phone,
Page 667
Provide services that excel other competitors and submit challenging reports that
would retain your existing customers. However, we were not yet successful in
integrating it effectively into our web-site. The third is exposing our staff at
international conferences as our ambassadors as well as extending individual
contacts.
334.
335.
336.
337.
Quarterly newsletter, thank you notecards, special ordering for clients and now a
workshop.
338.
339.
Radio TV print
340.
341.
342.
343.
344.
Referral program. Provide excellent product and tell people how good it is.
Provide excellence in 7 areas, EightStar diamonds, Hearts and Arrows diamonds,
custom cut colored stones, Custom cut cubic zirconium, appraisals, repairs and
custom design.
345.
Referral programs, thank you letters, dream 100, gifts, incentives, direct mailers,
and your strategy of preminence.
346.
347.
348.
349.
350.
Referral (8)
351.
352.
353.
Referrals are most productiveWe have some amazingly successful scripts for cold
marketingOur clubs strategy (new to us) will be the biggest winner
354.
355.
Referrals from existing clients are sent a letter (which might be re-written to be
more powerful. Im looking at that) and, then, are followed up with a phone call to
set an appointment. Then, start the process over again.
356.
357.
358.
Page 668
360.
361.
362.
363.
Referrals, rebates
364.
365.
366.
367.
368.
369.
Regular client contact golf days with clients referrals( but not systematized)
370.
371.
Relationship building, free speeches, online book club that I lead, alliances with
other professionals, networking, building and nurturing an advocate system.
372.
373.
374.
375.
Reward card (see above)Explain where the components of the jewellery comes
from, how they are made, a little of the history of the regionDiscuss the effect of
the colours and how the light works with the glass etcAsk return customers how
they have gone with getting compliments and reinforce the messageExplain where
I can be found and when and how they can use the reward card to find me, even
calling to confirmPresent the jewellery in little organza gift bags and tell how my
mum makes themTalk about how Ive made the sea change from the corporate
world and how I got into jewellery design having been in IT, banking and finance
and communicationsTalk about visions for the business in the long term and how I
see it structuredNever bad- mouth a competitor, actually mention their strong
points and then show off mine complaining or insulting others is such a big turn
off and looks desperate.Send something extra for mail orders and wholesale
orders.Always give a gift of the jewellery to wholesale customers for them to wear
when retailingProvide new wholesale customers with a folder with dividers inside
with info about my business, contact details, jewellery info to make selling easier
and order forms with prepaid return envelopes and sections free for their use.
376.
377.
Risk free 60 day money back guarantee. Testimonials. Trade customer leads with
a site that sells similar products and services. Create informational web pages to
draw in my target market and educate them about my products.
378.
Risk reversal growing more and moreReferrals all of one line of our business
is 100% referral we are going to focus on growing that soon too!!
379.
Risk reversal, bonuses, and attempts at showing value have all been marginally
successful, but I am still looking for the magic that makes the customer take action
Page 669
381.
382.
Risk Reversal: This is not promoted well. Our company always offers a 100% 90day satisfaction guarantee. For large clients, our services are sold with their
satisfaction or their money back.Host Beneficiary: Our company has many
partners with other software manufacturers who develop complementary software
to ours. We have a combination of referral and reseller agreements with
them.Advertising: We do some targeted institutional advertising in industry trades
and over the web.PR: Have PR agency that produces press releases
quarterly.Direct Email: Just launched an email newsletter. When we have software
specials, our marketing team blankets their internal lists with 1 if not 2 emails.
They do not do sequential marketing.Qualify leads up front: attempt to do this, but
difficultChange profile of products and service for up market: Our product is the
highest priced tool in our software segment. Since the first release, all our
competitors have priced their versions below ours. We own the patent on our
specific technology that enables what we do but we dont have the funding to
enforce our patent. Because of our price and patent position, we have tried to
profile ourselves as being the Cadillac of technology and service in our category.
Unfortunately, it doesnt always work because our competition is gaining
quickly.Larger units of purchase with discounts: Offer discounts on volume
purchasesFree Evaluation versions for download on our website. We give away
free test versions of our software that gives limited functionality or limited
timeframe for use.
383.
Risk-reversal
384.
Sales flyers
385.
Sales letters, free seminar ( to prove my tall claims), Risk reversal pay only if
happy at end of project. Constant contact, follow up, gifts.
386.
387.
388.
Sales people
389.
Sales promotion
390.
391.
392.
393.
Same as answer 5 - copied below:I've used direct mail combined with trying to
educate the customer, by offering a free report into the issue of duplicate
payments.I've used direct mail and risk reversal to get a large local firm as an
audit client (by offering to work for nothing if I recover less than 10,000 in
duplicate payments).I've been greatly helped by Mary Schaeffer of IOMA, who put
a free advert in her publication (Managing Accounts Payable) asking for people to
test my new duplicate payment detection and prevention software. (? Host - Ben,
though her gain is not immediately obvious - maybe longer term of course).I've
used pay per click search engines to find people looking for duplicate payment
software. This has resulted in a potential joint venture with a small US-based A/P
auditor.I haven't managed to use referral, even though I have an extremely
grateful long-term client who use my duplicate payment prevention software (UK
subsidiary bank of Household International, Inc).Risk reversal for my software -
Page 670
Search engine optimization- Website promotion in newsgroups and forumsOffering free information - Direct e-mailing - Discount on initial purchase- generous
performance based money back guarantee
395.
Search engine placement, and good customer service are the 2 that I currently
use.
396.
Search engines,
397.
398.
seminar offers
399.
Seminar sellingTelemarketingMailings
400.
401.
Seminars and events, consultative proposal preparation, involving the client in the
expectation and engagement costing processes
402.
403.
Seminars, email blasts, newspaper ads, direct mail, unique selling proposition,
and host beneficiary.
404.
405.
406.
407.
Sequential marketing: Letter, scripted call, letter, online product demo, scripted
call, letter these sign up the consultant.Sequential marketing to end-user:
Powerpoint presentation, online product demo, letter, email, scripted call, etc.
408.
409.
410.
size & design of mailer, personal calls to artists and customers both
411.
Some E-mail campaigns seem to work pretty well, direct marketing and some
telemarketing
412.
Some referral
413.
414.
415.
Special reports for lead generation. Fax marketing. A good face to face
presentation. The odd referral.
416.
Start up still
417.
startup UNDETERMINED
418.
419.
Sunday tour of homes, 120 day guarantee or we buy your home, team system, 24
hour talking ads, talking house, free reports
420.
Target marketing, PR, Direct mail, constant personal contact, coy literature.
421.
Telecanvassing, referalls
422.
423.
Page 671
Telemarketing to the Public Trustee List and from getting referrals from happy
clients.
425.
426.
427.
428.
429.
430.
431.
432.
433.
434.
435.
436.
437.
The physicians that are also our customers give us credibility as well as referrals.
We now want to reach corporations.
438.
The tactics are wide and varied, they are sometimes bold and other times simple.
439.
The thing that works best is to present 3 different levels (cost) of advertising
programs, then emphasize that they can create their own program. Using existing
customers for testimonials
440.
441.
442.
443.
To break the ice, I tell people to come over and use my computer and do one
theory test and see how they do without any obligation for them to do business
with me.
444.
445.
Page 672
Training people who work for us to be knowledgeable about our products and
doing upsale.
447.
448.
Underpromise, overdeliver
449.
Undetermined
450.
451.
Use the hook - Stand up, tighten your belt, and go for it
452.
453.
USP, referrals
454.
455.
456.
457.
458.
459.
We discourage interested, but lazy prospects from buying. Internet PPC direct
ads. Regular contact with prospects via Newsletter Easy ordering systems. Nice
Packaging. Plenty of low cost bonus reports
460.
461.
462.
463.
464.
465.
We have had special sales with special discounts. We have ran ad in a publication
to de-rail our competitions sales program.
466.
467.
We have such an extensive history with our clients (weve built many of their
systems and business processes) that we market our ability to understand their
Page 673
469.
470.
471.
472.
473.
474.
We use email, faxes, and phone calls, but I would not say at this time that any
were successful.
475.
476.
We use referral generation during the first three visits. From this, we get 75% of
our referrals which make up 60% of our new patients. We send a quarterly
newsletter with a recall coupon on it to our inactive patient list. This generates 3
or 4 recalls each time. We participate in local Expos, business fairs, and health
fairs where we conduct screenings and offer a complete initial visit in exchange for
a donation to a local childrens charity (Scouting has been most successful). Print
advertising with newspaper inserts have created sporadic results. In these we use
testimonials and offer a reduced fee examination with a No Risk Satisfaction
Guarantee.
477.
478.
We will send out Print Reports attached to samples of attractive projects we have
produced. In sales conversations, I personally will use a lot of negative reverses
to get the prospect to move towards a decision in my favor. I will also use IOUs
to obligate them. I will email testimonials from happy clients to them every 2 or 3
days. Finally, we will spend time trying to determine exactly what they want.
479.
Weve sold our services to some companies just for a promise to brag about us
to others.
480.
481.
482.
483.
weekly ezine; announce ezines in multiple lists, publish articles in various ezines;
offer free articles; offer free tips to editors for print or electronic publishing; provide
a free newspaper column; exchange links with strategic partners; cross link my 35
sites; use long-copy sales sites to sell invidicual products; sell affiliate products
through email, not from a site; provide a variety of free email courses; offer audio
clips on sites that sell my services; offer free teleseminars as previews to paid
seminars; give free ebooks, as long as theyre viral; make every product viral;
track key indicators of activity; offer preferred rates to strong joint venture partners;
speak at marketing seminars promoted by other people; use pay-per-click
advertising only to drive traffic to new sites or for those sites that make a profit;
establish micro sites for high-traffic topics
484.
We'll send a limo to pick you up at the scene of the accident and take you to your
Page 674
When I can get the interviews booked, people respond WELL to me on the radio
and in person. I have been a guest on local television several times with excellent
results. Over 5k in sales and I was interviewed only 12 minutes, did not even
mention my product and no phone number was displayed on the screen. People
saw me and called the station to get my number, it was great.
486.
487.
488.
With a customer who cannot decide after our presentation, we use actual orders
and small size of our company to inform the client about our production ability
shortage. We ask the client to give us an order by the certain date or wait half a
year until our production will be able to accept new orders.
489.
490.
Word of mouth
491.
492.
493.
Word of mouth referrals have been the best that we have had.
494.
495.
496.
497.
Word of Mouth, past relationships, cold calling, Yellow Pages and directory
advertising.
498.
499.
500.
Word of mouth.
501.
Word of mouth.
502.
503.
Working on it
504.
Writing articles
505.
506.
507.
Yellow pages provide the most leads, and we close 60% of all calls.
508.
509.
Page 675
(1) Creates credibility creates in-house advocates of the service (2) Creates
credibility (3) Begins rapport building gathers specific information on interested
clients (4) Testimonials/
2.
? (17)
3.
4.
5.
6.
7.
A long term sustainable relationship with the customer to have him/her buy more
in the future and let him/her tell about your business
8.
9.
A regular presence for the mailing followed by personal contact with customers
with the telemarketing.From the diagnostic phase, I have the opportunity to show
what I can bring to customer and how valued my Consultance could be for them
10.
ach catches some prospects that the others miss. Each adds to the whole
11.
12.
Affiliate marketing expands my reach to lists of people that I would otherwise not
have contact with. Email marketing is limited to people that I have either
personally met or who have contacted me for information, so they can be a fairly
warm market. Internet marketing is a total cold-call there are benefits in
keyword marketing where the competitor has advertised in a similar manner,
forcing a comparison of the products. Postcard marketing has only been done on
a limited basis so far, with acceptable results. It is costly and not very predictable.
13.
14.
All are designed to a) educate prospect about the MYM system and its benefits
and/or b) identify prospects and capture his/her contact information in exchange
for free offer
15.
All are elements of building the brand. One-on-one is most effective but most
time-consuming therefore the most expensive on a cost per thousand basis and
on the basis of cost per Client.
16.
17.
18.
19.
20.
21.
All of these tactics will bond together to establish me as an expert in small biz
marketing
22.
Alliances that are also in the communication business help establish credibility
Page 676
24.
25.
Approaches I have tested got different responses, with both methods I have got a
feel for acceptance in the market and what type of people are good prospects.
Also reading all the grounding and other materials I have concluded that it is very
easy for me to contact interested qualified prospects using the above methods and
once more information is known through research, setting the buying criteria,
testing I get the impression things will go well. This reenforces my assumptions
about the master strategy and actually has had a little force in shaping it.
26.
27.
Articles do provide for visibility at the search engines. To write good articles is very
time consuming. It does provide an excellent medium to test response to ideas.A
review of products do lead to sales. (This is a suggestion as made by Allen Says).
This method is bringing me most of my sales.
28.
29.
Awareness
30.
31.
32.
Besides converting suspects to prospects and prospects to clients, the enewsletters main benefit strategically is to maintain a presence in the minds of our
readers that gives us credibility, and helps them appreciate us for giving them
valuable information at no charge. It also keeps them informed of our current and
future research projects, so theyre more likely to end up buying the eventual
report.
33.
34.
Both are putting us in contact with people so we can help them to realize they can
improve their condition.
35.
36.
37.
Both of these tactics deepens our network. Not only do we please our customer
but we please the referrer or partner who introduced us.
38.
Both tactics bring me credibility that is often the major question in my prospects
mind.
39.
40.
41.
42.
Build reputation.
43.
Page 677
45.
Building up database
46.
47.
48.
49.
50.
Cannot answer
51.
Can't say.
52.
53.
54.
Client loyalty
55.
56.
Client Trust
57.
58.
Cold Calling: benefit a personal, direct approach, which gets to the heart of the
purpose of the call in a very short time.Direct Mail: benefit: cost effective way to
generate specific leads for a specific area of the market were shooting for.
59.
Connects us to the person, they dont worry about having to see know. By
meeting three, THEY are trying to figure out ways to use us.
60.
Constant in contact with customer after they have try our product and introduce
them another product when they have already have some confidence in our
company and its product.
61.
62.
Co-ordinated approach
63.
64.
65.
Creates direct contact with leads, allows us to better understand the market place
and its needs, establishes our credibility
66.
Credibility!
67.
68.
69.
70.
71.
72.
Direct mail bestreferrals, word-of mouth = effective but not very commonfinders
fees = works also but difficult to get going
73.
Direct mail is controllable in what we say and to who. The telephone reinforces
the direct mail message. Industry reps are another party who are promoting our
services and therefore help to give credibility to our company.
Page 678
Direct mail- more people exposed to our message. Personal more intimate.
Referals more sure of sales. Newspaper less cost, large possible exposure.
75.
76.
Direct sales allows for bonding at the deepest possible level while building more
credibility. Salesletters help build credibility with testimonials and/or brief case
studies.
77.
78.
Dont know but important to have long term goals (ie list of pre-pared investors)
that all tactics help to develop.
79.
Dont know if there are strategic benefits. Im not sure they tie in.
80.
81.
Each adds another opportunity to communicate our message to our clients which
supports our overall strategy.
82.
Each helps to surround the client with my Unique Points of Difference constantly.
83.
Each income stream increases geometrically, which brings the company closer to
our ultimate business goal becoming the undisputed mortgage authority in SW
Orlando
84.
Each is slightly different from the other, and one may better suit a particular source
of referrals than others. So they all act synergistically, while simultaneously
working towards a common end of bringing in new customers with specific
interests.
85.
Each is slightly different from the other, and one may better suit a particular source
of referrals than others. So they all act synergistically, while simultaneously
working towards a common end of bringing in new customers with specific
interests.
86.
Each makes it easy to try and each reinforces the position of visual clues for
langauge learning.
87.
88.
Each one enhances the idea that we are the place to go to for all your martial arts
needs.
89.
Each one works differently at different times and cannot be overused as otherwise
one is wasting effective ad dollars. Sometimes a marketing campaign is the way to
go to address a particular selling season, Christmas etc.
90.
91.
92.
Each tactic is a key tool and method in support of the strategy, and as such each
is beneficial in achieving the strategy. No one tactic stands alone in and of itself.
93.
Each tactic is used to attract clients from the multitude of seekers paths
94.
Each tactic should lead the customer to know that we are the most customer
obsessed company that they have ever dealt with.
95.
Each tactic, in the precise order it is used, builds an overwhelming case that
having and using our product is a necessity to increase profitability.
96.
97.
Ease of use
98.
99.
Easy to do business with me, no risk. Can see social proof from other customers.
Page 679
101.
102.
Education for buyer, Client becomes hero to their customers, I get great exposure
and new clients, Direct mail mimimal demand on my time., Effective, results now,
simple to do.
103.
104.
Effective means to market without large sales staff. Being close to customers
through multiple production facilities.
105.
Effectiveness
106.
Effectiveness
107.
Elevates the education level of the employer and takes them above only looking at
the rate.
108.
109.
Email is a non=threatening approach to get some infoMini seminars are a lowcost way for a business owner to get acquainted with meand in person allows
me to capture and add them to my database after giving them a live pitch.
110.
E-Mail is cheap and potentially highly effective. Mail order appeals to a market that
may not be computer savvy, or have the time to surf the net.
111.
Emails and postcards generate customer awareness that you have something to
offer of possible value to them.Sales Seminar allows me to give them personal
exposure to my products and benefits..I give demonstrations and they can even
"test drive" some of my products.
112.
113.
114.
115.
116.
Exposure-awarness.
117.
Ezine advertising is basically free. I paid $790 for the program to send out the
emails, and can have over 100,000 subscribers per list, and unlimited
lists!Autoresponder advertising is the same as above. I purchased the
autoresponder with the email server. So everything send out with my
autoresponder is a bonus.Phone call close the deals, and help put a voice to the
service for the client. This eases their mind, and allows us to develop a personal
report with each other. After the close I ask the client who they know like
themselves that would be interested in my services.
Special events
Community
Page 680
Feedback
119.
120.
For 38 a. They have more knowledge about IT and will understand when we tell
them why things went wrong.For 38b. They know that we are confident about our
service; They start with us with the trusting mindset.For 38c. Value for money.
121.
122.
123.
General reputation
124.
125.
126.
127.
128.
Gives an opportunity to show the business owner that we are experts at what we
do and to experience our level of service.
129.
Gives the clients what they want and keep the client comeback.
130.
Go for long term and once the buyer buy the concept the product is easily sold
131.
Good question. Because they have to try then I have the sale.
132.
133.
Good will; set us up as the authoritative source; keeps us front and center in
peoples minds.
134.
Good.
135.
136.
137.
Having a network of professionals all committed to the same end objective makes
for a powerful marketing edge in a particular market and delivers and outstanding
experience to the client.
138.
139.
140.
Helps me be an authority
141.
142.
High traffic
143.
144.
145.
Hopefully to acquire more dealers that will buy from us and sell to consumers.
146.
Page 681
148.
149.
150.
I believe the reciprocity factor weighs heavy on the clients decision to use us or
not!
151.
152.
153.
154.
I dont think I have much strategic benefit coupled into my current tactics which
just increase my sales.
155.
I don't know.
156.
157.
I get in front of people, can talk to them, and dont appear to be pushy
158.
159.
I get new clients and they generallr return year after year
160.
I have no tactics
161.
I have real problem with tactic and strategic when it is not an engineering problem
162.
163.
I need more info about the use of the term, strategy, as it applies to marketing.
164.
I need to talk to as many qualified people as possible and each tactic helps
accomplish that.
165.
166.
167.
I show that there is sth like scientific marketing, that you can predict ROI of your
Page 682
169.
I will recruit more Independent Business Owners and more preferred customers.
The independent Business Owners will become more successful and they will
recruit more customers, etc.
170.
171.
If you want to use the military experience. Mon colonel would say: If you make a
tactical error some mothers will cry , if you make a strategic miscalculation a lot of
mother will cry
172.
173.
image and service and the whole process was designed to go from start to finish
and start over again
174.
In order. Meeting people in the top positions within companies to assess their
need and the potentials for referrals. Speaking offers a leverage point by
appealing to large groups of business minded people. Email offers the ability of
easily getting in the face and appealing to people directly.
175.
In todays market people are too busy, too skeptical, too willing to put off a
decision. By making them aware immediately of whats in it for them you at least
get their attention (USP).
176.
177.
178.
179.
180.
Increases our exposure and credibility, demonstrates our capacity and availability,
and gives people a desire for and hope of success in their own gardening efforts.
181.
182.
Informational e-mail mixed yield initially with large build-up of sales and
confidence laterDirect main pieces yield consistent with most pieces and up to 5
times greater than averageInternet informational materials trust builder, vehicle
to establish internet sales with establish customers around the world. It also has
established our reputation as a world authority and thereby increased interest of
others in developing alliances.Word of mouth works great, its cheap and builds on
the foundation created by all of the other activities that people use to check us out
without taking any risks.Preferred customer events and sales. they generate big
sales and back-end purchases overnight.Special club they push forward the
development of alliances, generate cash, and promote long-term loyalty which
drives word of mouth, etc.
183.
184.
Interseted party.
185.
186.
187.
188.
It is all pretty well one-off, seat of the pants stuff at the moment
Page 683
It is more impactful and powerful. It will allow use to incorporate our message in
everything we do.
190.
191.
192.
193.
It reduces the risk of them trying out the products and their resistance to the first
sale. Support and coaching reduces attrition and encourages reordering
194.
195.
196.
197.
198.
199.
200.
201.
202.
203.
Lets people know that I do want new patients so I continue to build my practice.
204.
Little effort with big payout, self replicating mechanism that once they get started
dont need any more of my assistance or active participation to advertise my name
online.
205.
206.
207.
208.
Low cost.
209.
Mailers are working for me when im not working, referrals bring in new clients, on
site corporate marketing gives us quick clients face to face.
210.
Maintaining preeminence
211.
Make them confident related to us and trust in our advices and services having
entire confidency in the best quality of what we give and offer to them.
212.
Makes customers more aware: ease of reordering (order prompts) informs them
ofnew book titles and related materials.
213.
214.
215.
Meetings: Opportunity to explain in detail how client can benefit from what we do,
how his or her specific needs can be metDirect Mail: Detailed descriptions of our
programs
216.
217.
More contact, client education of our services, better sevice to exact client needs,
218.
More contacts mean greater exposure and a chance to sell. People buy people
not companies so relationship building in critical to creating long term
relationships. The longer we invoice the more we make in both margins on the
original sale and higher margins on the upsells.
Page 684
More patients, helps to close, iupsell & cross sell to my best clients
220.
221.
222.
Most of the tactics build the relationship with the customers, every tactic means
additional contact with the customer, tactics build the brand.
223.
224.
225.
My plan sucked
226.
227.
N/A (19)
228.
229.
Networking as an approach helps the sales process, because it aides the process
of relationship building.
230.
231.
232.
Niche becoming intimately aware of your customers needs. Door to door face
to face interaction.
233.
Nil (2)
234.
235.
236.
No costs.
237.
No idea
238.
Nobody else is offering the home owner the specific benefit I offer.
239.
None (3)
240.
None aside from gauging the difference in needs from 3 years ago.
241.
242.
243.
Not specifically considered such benefits because I have not thought in terms of
strategic operations.
244.
245.
246.
Page 685
248.
Not sure what you mean. They help us gain customers, and quantity, esp from
target audience and those likely to return or reorder.
249.
Not sure what youre asking for. Thats a new term for me
250.
251.
252.
253.
Obviously none.
254.
One page fax: cheap. Simple call to action teachers are so busy. Allows me to
also capture their name and email when they call or email me.Follow Up Call:
amazing how many teachers never get the fax and I need to resend it. This
emphasizes that the fax was important. Also gives us a chance to hit key timely
hot buttons again (e.g. tell the teacher theres only 20 spots left and over 100
possible schools interested if he wants in he needs to call soon!)
255.
256.
Online newsletter is cost effective and soft sell. Networking works well for me
becausewhat I have to offer is in demand and unusual. Rererral generation and
cold-calling are less effective but get my name out there. Writing articles (and
books) generates revenue and gets me better known. Same for leading seminars.
257.
Only the partnering qualifies as strategic. This approach pre positions us in the
role of experts to assist in a manner not available through typical mortgage
channels.
258.
259.
260.
Our loyal clients believe that we are very interested in their success.
261.
Our support is unequaled in our industry. This keeps our clients very satisfied
even at times when they are most needing solutions (read: frustrated). Having a
product that needs regular support also build a dependence on us which makes
switching to other vendors very unlikely. Hence we have 600 sites and have in
our 15 year history only lost about 5 clients.
262.
263.
264.
Page 686
266.
People do business with people they know, like, and trust. By developing great
relationships with our clients they are more readily willing to refer us and to
continue to do business with us.
267.
People knowing that this is an order made product, if not pressured for fast
decision, tend to delay the decision and we need to create a sense of urgency in
them.
268.
269.
People remember books they have touched, and they remember my name after
seeing a book, holding it in their hands, so they hang onto the cards and many of
them tell other people.
270.
271.
272.
People will already know how I do business and how good my service is
273.
Personal contact
274.
Phone followup allows you to overcome objections. Print and online ads are
where qualified prospects would see them.
275.
276.
277.
278.
279.
PR gives us credibility and is trust-inducing. The articles that are written about
us give information and educate to some extent. We often put out case studies.
Alliances get messages and info to greater numbers and enable us to tap into a
wider range of markets. For example, not only teachers and school based
personnel but also parents. Referrals trust inducing and networks the
information about us and about emotional literacy into both education and parent
markets. Most people come to any event with two hats on one as a private
individual who may have children and also as a professional.
280.
281.
Primarily they are low-costs functions they we can afford to do. Our only
advantage is the relationshiop with their Buying Group.
282.
Product differentiation for the first usp, big margins are fun for high/margin/small
dollar, and propreitary products area always good tactics for the last in item 38
283.
Provides the opportunity to appear to the client as the best alternative for his
needs and enables the cultivation of a personal relationship so essential to
success in consulting.
284.
Publicity: free, more credible. Advertising: Product awareness. Trade shows: Get
good leads.
285.
Push Ads/Low cost. Highly targeted. Promote word of mouth.Pull Ads/ Low cost.
Highly targeted. Promote word of mouth.P.R. Valuable testimonials and
endorsements are widespread published.Unconventional Channels avoid the old
boys network conditionsOmnipresent guarantees for the customers.
286.
Puts us in the customers mind as THE SOURCE for the information they want. We
are branding our style and approach to the arts we represent.
287.
Raises the client level of comfort and trust in bonding with us.
Page 687
289.
Referral gives us our most strategic benefit because we are able to tap into the
patients emotional pattern which got them to buy from us in the first place. When
they refer, they send in people who already know something about what we do
and what we recommend so the surprise factor is reduced or eliminated. These
are usually our most successful prospective contacts. Newsletters allow us to
reconnect with people who already know about us and who stopped using us for
some reason. They give us the opportunity to remind inactive patients about who
we are and how we have improved or updated our services since they last saw us.
It also gives us the opportunity to invite them back with an offer that sets us up for
an upselling opportunity. Screenings and talks put us in front of a large audience
of prospective new patients and gives us a chance to begin the re-education
process that we will continue when they come to our office.
290.
Referrals free and produce high quality leads. Brochure mailing inexpensive,
allows me to reach those outside my circle of acquaintances. Networking
inexpensive, allows me to develop relationships that can foster future business.
291.
292.
Referrals are always easier to work with and buy more and never give us a hard
time.
293.
Referrals are compound oriented efforts. Each referral will spin off their own
referrals, so it is an exponential effect.Affiliate Internet marketing allows you to
leverage off the existing success and traffic of an already successful company.
294.
Referrals do not cost me much more than the time I invest to get them, which is
usually not much.
295.
Referrals mean they are warmOur cold scripts get us to people in 1 hit not 20the
clubs make us appear stunningly professional, authoritative and approachable
296.
297.
298.
299.
Relationship building.
300.
301.
Repeat business
302.
Repeat business builds your lifetime client value, Referral business builds your
client base up and letting your client know that I value their business enough to
give them more for their money.
303.
304.
Rererals building a reputation as someone who does what they say and
compensates people for their help, direct response spreading the name
throughout the industry, advertising and copywriting-educating people in the
minimum of time to the benefits of your company, follow up building trusted
relationships
305.
Risk Reversal: in sales, helps reduce the risk of the customer to make a
commitment.Host Beneficiary: aligns our company and products with
complementary solutions, bringing both our customers better over-all
solutions.Advertising: for lead generation, help increase awareness of our product
line. Unfortunately, the ads are not direct response.PR: for lead generation,
Page 688
Satisfied customers
307.
308.
309.
Seen to be very approachable and to become the source of choice for help and
supplies.Seen to be a GURU in the field of alternative medicine.Achieved a large
volume of sales at very little cost.
310.
311.
312.
Seminars allow me to see many prospects at the same time and direct mail gets
them to the seminars.
313.
314.
Service.
315.
316.
317.
318.
Strategic Partner Program builds a client base with minimal costs. Web based
marketing- more tactical.
319.
Strategy wise, referrals will help my business grow faster. And barter gives my
customers an extra value for being associated with me.
320.
321.
322.
Talking Ads: This is a unique service that no one else in my market currently uses
and therefore is really a good USP. FREE consumer reports give people what
they need when they are looking for it and seems to be another good way to find
new clients when they are most ready. Again there is only one or two others
offering this type of service in my market. Three, Service For Life is a system that
is based on relationship marketing.
323.
324.
Targed exposure
325.
326.
327.
328.
Telephone skills will open relationship and qualify prospectsSales skills will
advance the sale and close businessDirect mail will establish market presence
Page 689
330.
331.
The benefits are all the same, that is I get lots of face time in a stress-free
environment. This usually pays off down the road.
332.
The ads reach a large audience, the letters target present customers , word of
mouth/conversations reach contacts for other properties.
333.
334.
The benefit is to nurture a relationship, and build credibility and trust, by providing
a fresh original bulletin to them each week to show there is a person out there
(me) who is thinking and in action each week and who cares about them.
335.
The client become involved in his/her own planning, before, during and after the
event takes place. Kind of an IRA for entertainment services
336.
The client only has to agree to try our service....no risk, no obligation
337.
338.
339.
The first (marketing by referral) and second (by using electronic means) marketing
tactics are self-explanatory. The third one would combine and also promote the
first tactic by developing the staffs individual contacts.
340.
The mailing is targeted to potential clients and addresses their needs and
concerns, rather than our services through which we set ourselves apart.
341.
The more referral names I have the more I people I can approach to help build my
team and move me up the organization.
342.
The most successful tactic is to do free / almost free / or trade body treatments
with the receptionists, manicurists and hair dressers in the day spa. They have a
captive audience when they are doing hair or nails and they talk about the great
treatment they got from me and suggest these treatments to their
customers.Strategy: I gain a reputation for integrity, exceptional knowledge and
experience; excellent work and offer great benefit to the client. The clients have
faith that they can come to me and I can make them feel better and that they can
refer me to their friends and relatives and I will also take excellent care of them.
Build trust.The next most successful tactic is to demonstrate a new or different
technique on a client for no charge, to educate them as to the other body
treatments that are available to them and how each treatment can be of benefit to
them personally. They eventually come back and give it a try. The strategy here is
to show the client that I am well versed in technique and to show how each body
treatment can personally benefit each clients needs. Make the client feel special
that I am catering to their individual needs.The monthly flyer specials to the
shopping center tenants bring in a few clients. They try the monthly special at a
reduced price and experience the body treatment. This letter has also been very
helpful in getting to know my neighbors and they to know me. I am thinking about
expanding this monthly letter to include some helpful hints, educational articles
Page 690
The newsletter keeps my name in front of them as a reminder along with it being
educational. The thank you cards show them that they aren't just another body
that walked into my gallery one day. Special orders shows that I'm willing to go the
extra step for them. The workshop helps to educate in a non-selling format.
344.
The only thing I can say is I do get in touch with a lot of people
345.
The phone book gets the phone to ring. The sales letter gets the sale sometimes.
346.
The presentations become strategic, for they can be recycled for more generic
use. Leasing as an alternative to buying is a strategic alternative. Going to the
Board is a strategic move.
347.
The referral program through relocation consulting firms, along with networking
within the relocation industry has the benefit of rapidly establishing a position of
market dominance in our niche (with very little marketing expense). Similarly, our
viral marketing efforts create awareness of many of the types of announcements
we send, and provide an implicit testimonial from our client companies that have
sent notices that include our logo and tagline. The websites primary strategic
benefit is allowing us to educate the market about our services (a new service
introduced into the marketplace) and supporting our consultative selling.
348.
The seminar tactic makes us out to be some of the foremost specialists in this field
and therefore accomplishes the idea of being sought highly sought after for
medical advice and it also allows us to discuss a variety of topics showing a great
deal of knowledge in several areas opening doors for more treatment options. I
am not sure the strategic benefit of the free restart except that it continues our
long-term relationship with our patients and can lead to new treatment options for
them. The strategic benefit of rewarding referrers and referees is to build trust in
helping their friends and loved ones. The hand-outs are to educate our patients
so that they become highly educated about their health and therefore make better
health decisions in the future, like using us.
349.
The strategic benefit is that they all it around our central message of "unsurpassed
service quality"
350.
The strategic benefits of each tactic is helping us to realize the overall goal of the
company which is customer retention.
351.
The strategic benefits of these marketing tactics are to drive in a high volume of
new people that are interested in at least our introductory services, whom we can
then educate on the value of what we provide, thus generating clients who in turn
can refer others.
352.
The tactics provide a multilayered strategy, which gradually draws the customer in,
build trust and offers minimal downside
353.
The ugly brochure gives me a chance to apologize for the look but stress the
every-words-important friendly relationship-building.
354.
There have been no benefits since we only sold one deal to an existing customer
355.
Theres nothing to draw any conclusions from yet. Give us three months and well
Page 691
They all (I believe) reinforce the brand and the general notion of what our
operation pursues.
357.
they all tactically support the strategy, i.e. the master plan, if you like
358.
359.
360.
They all pull from a different area and support each other.
361.
They all serve to keep us in front of those we need to send us business and to
reinforce the professional and competent impression we need to make.
362.
They are a good start but I need to build momentum and do much more
363.
They are all focused on fulfilling the strategy of bring quality people who want to
build a home based business
364.
365.
366.
367.
368.
They create a strong visible image of me and what I can do for them.
369.
370.
371.
They generate good word of mouth in a niche industry fraught with B.S.
372.
They help build a customer base and establish me as a recognized expert via
social proof.
373.
They identify likely prospects and the referal program gives us our best clients
374.
375.
They must enhance our reputation or increase our sales, or preferably both.
376.
They pused my Google page rank up to 5 because of all the links so everyone
thinks the web site is successful.
377.
378.
379.
This strategically places me above the competition since many of them will not
take the time to educate or take the time to provide options to their clients.
380.
381.
382.
To constantly position our organization as the best value at the lowest price and
the place to go for membership benefits.
383.
384.
385.
To me -They save money They save time To the client - It forces them to learn the
skill they are being taught-
386.
387.
388.
389.
Page 692
391.
TONERMAN is different & stands out. Newsletter The rest are old boring stuff.
392.
393.
394.
395.
396.
Trying is believing
397.
398.
Undetermined
399.
Unknown.
400.
unlimited success
401.
using all 60 at the same time, not relying on any one tactic
402.
403.
404.
Very few companies in our industry allocate any resources towards marketing.
Frankly, we benefit by taking ANY action.
405.
406.
407.
We approach each project from the standpoint that its common sense that we can
save the client money and deliver faster than a competitor.
408.
We are able to quickly adapt in this down market to changes in consumer demand
409.
410.
We are getting hot and qualified leads right from the get go. No guessing or
wasting time in making deals happen.
411.
We are proactively creating our industry, rather than always reacting to the news
of the day.
412.
We ask people to vote with their money if there are tons of people asking for
their money back or take advantage of the risk reversal it is a clear indication of
our ability to dramatically improve what we are doing. No votes are actually yes
votes to us.Referrals- extremely low cost to bring them in as customers and it
makes it easy for us to convert them and now that we are creating back-ends we
will be able to leverage that
413.
We focus on the higher potential business first in each tactic. . . advocacy and
companies who may already know us
414.
415.
416.
417.
418.
We get to know the client, build trust and rapport, avoid surprises with fees, and
help them understand the intangible aspects
Page 693
We get willing customers who (usually) are happy with our service
420.
We have to spend a lot of time educating the public and physicians about the
capabilities of this technology. There are only about 100 of these scanners in the
US, and one of our challenges is that we may be ahead of our time.
421.
422.
We were able to secure sales, which would have been lost to our company. We
were able to hold onto our market share and we suffered no ill effects from our
competitions sales program.
423.
Were everywhere
424.
425.
When one person leaves the customers plant it doesnt leave us starting all over
426.
When we have an overall strategy (we are still developing) our tactics will be the
integrated force to achieve and carry out our strategic objective.
427.
428.
Word of mouth this is the best because our satisfied customers are the best form
of advertising we have although it is often difficult to track this type of advertising.
Past relationships existing cutomers come back for more products (repeat
business). Yellow Pages and Directory Advertising targeted group of potential
customers look for what they want and contact us with specific needs. Cold calling
gets our name out there a little bit but is the least effective form of marketing.
429.
Word of mouth & Jvs sets up instant credibilty and reinforcee my position by
giving me instant credibility. DM reaches the most targeted group of people. The
web gives me global reach and allows me to offer free content for no extra cost to
me.
430.
Word of mouth allows people to do the convincing for you. Phone calls and Direct
mail allow you to communicate with potential customers faster than face-face.
431.
Wow prospects with conveniences they didn't know were available. Were not an
uncaring company only wanting to do only the minimum.
432.
433.
Yes
434.
You know, a few weeks ago when I first started reading your stuff you talked about
strategic and tactical marketing. I looked up both words in the dictionary and found
that they mean the same thing. So Im confused on this.
Page 694
(a) Value for money; (b) Good quality service; (c) Top quality facilities
2.
? (3)
3.
1- Deliver Results. Products deliver what the customer bought the product for. 2Customer focus and satisfaction.
4.
5.
6.
7.
8.
9.
40% of our business is assessments. The worlds only assessments that measure
skills, behaviors, attitudes and values inside each step of the system we teach and
then provide targeted learning solutions on an individual basis with over 70 different
prescriptive solutions.
10.
11.
12.
A personal service from someone who cares about their objectives in doing
business with me.
13.
A Very Useful Design Service creates and designs advertising and marketing
materials that inform, persuade and remind our clients target markets of their
services and products, enabling them to increase their competitive edge in the
market place.
14.
15.
Able to combine multiple skills sets such as sales, marketing, strategic planning,
stress management
16.
17.
Accredited certification
18.
19.
20.
Advantages, such as: Improve response time to customer requests for information
Delivery product that meets customer expectations and requirements Immediate
access to product information and order status Greater breadth of solution options
that better meet needs
21.
advertise
Page 695
Affordable financing for worthy individuals who may not be able to get traditional
financing at the present time due to unexpected events or less than perfect credit
records.
23.
Affordable help
24.
After people see their personal financial information on their own financial
chessboard, they see clearly the steps they can take to improve their personal
financial position, in the same way as people going from playing chess without a
chessboard to playing it with a chessboard.
25.
Again, this is something Ive just learned about and am in the process of developing.
26.
27.
All competitors sell Alpacas. I sell friendship first that last a lifetime.
28.
All natural
29.
All services and 'products' we deliver can be evaluated and guarantee excellent
results, we integrate for that education, events and media so the client can
distinguish it's business severely from competition with excellent, profitable results..
30.
Already said the USP. We have quality products, we deliver on time, the
personalization will be accurate.
31.
32.
33.
34.
At this time, the main points of differentiation for the consumer market is in the form
of the mobile phone hardware we offer. If someone wants a particular phone that
we have, only we have it. We are moving towards offering unique content on our
phones. In the business segment, our USP is our nationwide GSM/GPRS network
coverage.
35.
36.
Because I help them attract and retain more profitable customers and more
productive employees.
37.
Because of our patented design, our lockable mailbox is the most affordable on the
market by a lot. It holds weeks of mail and is theft and vandal resistant.
38.
Best seminar on the market Customers can keep in touch through investment clubs
we run
39.
40.
41.
42.
43.
Buyers & Sellers who choose us get honest, ethical service with agents who have
23 years of experience.
44.
By having our service they can have the system keep track of important share price
movements without having to constantly be in front to the computer
45.
Page 696
Catering specifically to a niche market that is not fully developed at this point in time.
47.
48.
49.
50.
51.
Come to your home, develop comprehensive individualized health plan, can call or
e-mail me anytime, provide education for improved independence.
52.
Competitively priced, easy to use, software solutions, that help you increase
productivity, create neat organized records and provide the answers you need with
the click of a button.
53.
54.
55.
Confidence through hiring the most professional, expert realtor in the district.
56.
57.
Consistently high service quality; personal customer service; low error rate
58.
Constantly offer a range of products and in constant contact with customers to find
their want and marketing advertisement to create more customers want when we
launch any new product.
59.
Consulting for practice. The clients receive marketing impact and realization and
earn additional money.
60.
61.
Convenience, Im right there in front of them and bring the issue to their attention at
a very personal level.
62.
Cost advantage
63.
64.
65.
66.
67.
68.
Customers typically tell us that they thought our solution was easy to use, had lots of
confidence that we could put it, make it work teach them how to use so they could
get the benefit of their investment, and that we would be around to support them
and help them in others ways
69.
Customized solution
70.
Dedicated to our products and industry. Private company with long term thinking.
Great technical solutions, at a fair price delivered fast. Will make customer parts
(even small qty)No min order size
71.
Dentistry the way a dentist would buy it for his family mercury free dentistry
sedation dentistry
72.
Design is everything
73.
74.
Page 697
76.
77.
78.
Don't know
79.
80.
81.
Easy to understand, reliable, expert information about email newsletter creation and
marketing that is tested and proven to increase profits
82.
Easy to understand, reliable, expert information about email newsletter creation and
marketing that is tested and proven to increase profits
83.
84.
85.
86.
87.
88.
Education, length of time in business, taking the time to listen and provide choices
89.
Effective weight management product Cost effective Easy to use Totally natural
therefore no side effects
90.
effective, and cost-effective. Far better than guessing what to buy at the healthfood
store, the recommendation service is free, the products professional grade, and
when available at a healthfood store, our prices are usually lower.
91.
92.
93.
Established many years, easy access, heard nice things from others
94.
95.
Excellent customer service; great solutions, lots of technology for a relatively small
company with small dollar entry requirements for Telemarketing projects
96.
97.
Excellent service vast knowledge that helps keep their deals together and helps
make them deals and our contacts
98.
Experience
99.
100.
101.
Experience, Testimonials
102.
Experience, ability to deliver superior results, fees that carry risk reversal.
103.
104.
105.
Page 698
107.
Expertness
108.
109.
Fast funding decisions, ability to draw on and be charged for only the funding
needed at any given time, flexibility, ability to accurately and completely relate to
clients needs, obstacles, objections
110.
111.
Faster service.
112.
113.
114.
115.
Find what you mean. Show what you know or have. Turn dumb searching into smart
finding. Dramatically increase upselling and cross-selling. Save an hour per day
searching for stuff you know you have but cannot find.
116.
117.
Flexibility in the course structure. Programme can be modified to suit the needs of
the customer. Prompt service.
118.
119.
120.
121.
122.
Gain more productivity and fun out of their Pocket PC by subscribing to print pub
(and more profits by advertising).
123.
Geoff and Paul, my principals, present as ordinary blokes making a fortune with
simple replicable strategies. This sits well with a population who have saturated on
egotistical Gurus telling them how rich they are.
124.
Get results or get all your money back plus $100 cash!
125.
Gets people to have incredibly impressive job interviews and gets them to do career
planning.
126.
127.
128.
129.
130.
131.
Grow your business with little risk and little investment and with No Risk.
132.
Guaranteed performance.
133.
Page 699
Healthy products delivered to your door, without the hassle of searching for them.
135.
Helping realtors build a solid reputation by solving their buyers loan headaches
136.
High quality
137.
High quality entertainment, most fun they have had, convenience of set up
138.
139.
140.
141.
142.
High returns(24% plus),safe reliable consistent returns, we only profit when you
profit.
143.
144.
145.
146.
Honest good results that usually give them $ value or personal enhancement.
147.
148.
149.
150.
151.
I am sensitive to their emotional state, friendly with them, systematic and creative.
The service is simplified
152.
I am the ONLY supplier of a range of important health care products and software
153.
I am told everyday that I seem more knowledgable about my industry than any of my
competitors. I also take great care to manage each transaction from application to
close.
154.
I am working on that now and more this week end at Joel Christophers work shop.
155.
I believe its the customer education and integritywe really care about them.
156.
157.
I can offer strategies used by people such as Jay to increase sales. Plus, I offer my
own mathematically based solutions to increasing productivity. Most Telemarketing
Directors dont know how to use math to determine how well a strategy could be
used.
158.
I can share how focussing on personal development has affected my life and can
evolve or create the life they desire
159.
I can turn your website into gold. Business owners like the sound of that, since most
of them think of their website as a drain on resources. Technology Tamer we help
people make friends with their online technology provides a safe environment for
asking questions
160.
I care about their business, am responsive and want to learn about them. I will come
to their office, they dont have to come to mine.
161.
162.
163.
Page 700
165.
I genuinely care for people and therefore over deliver and equip them to solve their
problems in -1/3 the time of other counselors; gifted with wisdom and very credible
with a easy, yet powerful communication presentation.
166.
167.
I have moved from a non-financial position to a financial one can relate to the
problems faced by non-financial managers
168.
169.
I haven't really developed the USP yet. Given that my UK competition is apathy (not
actual competitors), this hasn't seemed vital. No doubt that's a bad mistake.
170.
I help business owners realize how much money their not only losing with marketing
that barely works, but how to easily create new and repeat business and
dramatically increase their bottom line by taking the money that theyre leaving on
the table.
171.
I help people get out of pain quickly and show them how to stay pain free.
172.
I help them solve their problems rather than solving problems for them
173.
I hold the clients hand and make sure their entities are completely set up and
functioning before I leave. By functioning, I do not mean the business aspect but the
legal aspects of the entities.
174.
175.
176.
177.
I make the home owner a specific offer they can relate to vs. the normal offers.
178.
I offer a complete marketing system that has been tested, proven and documented
to work in their specific niche. And I offer it with a money back guarantee.
179.
180.
I offer step-by-step instruction for them to develop their Internet business dream,
and I provide a community for the mutual benefit of all members
181.
I only make money if they make moneyI dont spend their money unless I can
measure the returnEvery program has to pay for itself or we discontinue itI teach
while I execute, so they do not become dependant on me.
182.
I only sell environmentally friendly lawn and garden products, and I have a 60 day
money back guarantee, and I offer free ground shipping for everything.
183.
I provide a specialized therapy and I do everything I can to see that my clients are
well taken care of.
184.
185.
I provide information reports that will give a rational expectation of profit rather than
an informed or lucky gamble like many stock pickers do.
186.
187.
188.
Page 701
I specialize in low cost, maximum impact marketing strategies, so you get maximum
leverage out of every dollar you spend. And as opposed to most marketing
consultants whom charge thousands of dollars a day; I am so confident in my ability
and skill, that I prefer to get paid when YOU make money.
190.
191.
I teach the worlds #1 marketing tactic (word of mouth with JV/host ben and I offer
my course for a free 30 day trial period. If people dont think its worth 100 times
what Im asking they dont pay (I return their uncashed check). Plus they keep $207
worth of free bonuses just for trying (they are good bonuses too). Then they get an
extra year to see if I deliver on my promised... or they dont pay a cent. Plus, my
sales letter spells out the benefits way more than anyone else who markets to my
target. Then I teach word of mouth principles and tools in a way that is plug and
play even a novice could do this. No one else Ive seen does this.
192.
I understand how systems work and how to improve them for the highest good of all
http://virtuousSpirals.com
193.
194.
I will stay in constent communication with them I will be honest with them I will
service them better then anyone in my market place I will negotiate more money for
them then anyone in my market place.
195.
I wish I knew.
196.
197.
Im approachable, customize my work to the clients needs and usually priced lower
than my competition.
198.
Im not certain.
199.
Im the only one with that magic combination.me backed up by Jays tools earlier
presented. Plus I lock them up.
200.
Ive won a case in front of USSc and Ive taken many seminars in the dui/crim arena.
Dso Im up on cutting edge techniques
201.
If a company buys my list and have their recruiters call and hire the pepol;e on it
then its cheaper than a search firm or employment agency
202.
If youre stopping yourself from success, we give you the tools to get your foot off
the brake for good.
203.
204.
205.
206.
207.
Innovative thinking
208.
Instead of renting they can lease to own so they dont have to qualify for a bank
loan.
209.
210.
International Telecom Company first Local Phone Product that includes Free Long
Distance to Anywhere I The US, Canada and Five US territories for Free!!
211.
Internet based. Price accuracy, interview questions. We need to work on our USP.
212.
Page 702
it costs them less money to listen to somebody who experienced the problem they
are having now and has solved it than to try to do it themselves
214.
It gives them what they need, creative answer, ownership, high implementation in a
way no one else does.
215.
216.
It is because our outstanding services that other similar companies would have
difficulties to compete, or no other company could provide in this field of business.
217.
218.
It works. It is safe and easy to use on all jewelry. It gets the desired results, which is
making your jewelry look like new again.
219.
Its a product with great benefits and no one else in this industry has something
remotely close to offer you.
220.
Its exclusive and I give them a whole lot more for a whole lot less.
221.
222.
223.
224.
225.
226.
Leading scientific formulation. Makes customers feel good and have great energy as
apposed to dieting. Rapid weight loss of 5-15kgper month. Able to eat normal food
no counting calories or special diets
227.
228.
229.
230.
231.
232.
233.
234.
235.
236.
Lower costs, and feeling that I really want them to be satisfied, not only doing
something because I want to.
237.
238.
Page 703
Make their skin softer and fresher immediately after using it.
240.
making artists and customers both feel they are part of a special elite group
241.
242.
243.
244.
245.
246.
Measurable resultsGuaranteeContinuity
247.
248.
Merchants choose us because we can either save them time, as in the ECR service,
or money as with the Credit card acceptance.
249.
250.
251.
252.
253.
254.
255.
My broad range and depth of business experience combined with common sense &
professionalism is unique.
256.
My clients buy me and the reputation. They want outcome and most dont care how
they get it.
257.
258.
259.
260.
261.
My site is the only and one place where you can get practical, ready-to-use
knowledge about marketing that is doable in Poland by Polish small businesses
262.
My stories are very personal, with an attitude that people appreciate. I am working
on sorting out my USP into something marketable but have not yet gotten there.
263.
264.
Page 704
My USP is this: I will help you take control over your business and build it into the
asset youve always wanted it to be or your money back.I also say: Well be an
Asset On Your Balance Sheet, or Your Money Back but that is not as explicit.
266.
267.
268.
269.
270.
271.
272.
273.
None yet.
274.
275.
Not just provide the typical audit or tax services but consult on business matters so
that our clients only want to use us for any of the business or personal needs.
276.
277.
Oferring the BEST QUALITY of services and products, instead of only quantity of
services.
278.
ONE DAY: most conferences are 3-4 day requires so many overnight forms,
waivers, legalities and paperwork for the teacher. One day is manageable.
INTERACTIVE: most conferences are just Sit there and listen to these speakers
then stand up and cheer. Ours is hands on. PAST IMPACT: many students have
said its the best day of their life or the best events theyve ever been to.
GUARANTEE: we guarantee certain performance and impact levels for up to 90
days. FACILITATOR: I really let them know why its a benefit to them thast I am
facilitating this event.
279.
One stop concept for remodeling kitchen and baths, with guaranteed quality and
timelines in terms of job completions.
280.
One stop shopping, High Quality Interiors, Proven track record with comparable
clients.
281.
282.
283.
One-on-one coaching designed to hold the client accountable to their results in their
business and develop the human potential within.
284.
Only that we live in the Caribbean and know what we are selling.
285.
ON-STREET LOCATION - no mall traffic to fight (but also no mall customer traffic
for exposure)SELECTION - price/quality selection that competes with both mass
marketers and botique shopsPRICE/PROMOTION always at 'discount prices' frequent Sales, Special Purchases, events like Trade In Sale, One Day Sale,
Parking Lot Sales - yet there is a sizeable portion of market who have never been in
the shop, assuming we'll be "High Priced" because we're a 'Specialty
Shop'EXPERTS IN MARKET - Packing Demos, Packed cases, accessories, Repair
Service
286.
Oooh, why do they choose me, now? I know why I want them to choose me in the
Page 705
Other Clients being household names (i.e. Shell and Siemens) and ability to work in
different industries.
288.
Others offer their opinions , we empower your to discover the best answer for
yourself.
289.
Our crazy creativity, extremely intimate knowledge of our industry, skilled designers
and fabricators, and ability to get what our clients really want and create it for
them in the time available.
290.
Our ability to efficiently combine data from multiple contact lists within their
company, the promise of removing the pain and labor-intensiveness of managing
the notifications themselves, our personalized service, and our expertise in a variety
of areas, including relocations, graphic email, and printing & mailing.
291.
292.
Our clients are so amazed with the quality of our names, the comprehensiveness of
our lists and the quality of our service, that they quite often forget that nobody beats
our prices, or our guarantee.
293.
Our company helps educate people to become financially independent and offers
them the opportunity to help others become financially independent as well.
294.
295.
Our company is the only research firm serving the cable/satellite industry that
guarantees measurable and quantifiable results from our reports (essentially we
protect our clients investment with a full MBG).
296.
297.
298.
299.
Our niche areas ensure quality in their minds along with the high price. Our USP:
Training which makes an immediate impact on your performance.
300.
301.
Our products are formulated to the highest standards by Doctors who use them for
health solutions in their practices. We have very effective products targeted to some
of the major health callenges of the day. We have great testimonies and the Doctor
Calls have been very successful. Our pay plan will stand up with the best in the
Industry and the Company Family Spirit is quite extraordinary.
302.
303.
304.
Our USP Well turn your NOTWORK into a NETWORK. We get the job done and
keep it done quickly, professionally, cost effectively and with a focus on minimizing
total cost of ownership.
305.
Our USP is not defined and our product line is as yet top secret. We can only say
that we are unique in the marketplace and we will combine personal health with
proactive eco-care.
Page 706
Our USP is that we provide our customers with a well built shelter which will
consistently protect their assets over many years with little or no maintenance.
307.
308.
309.
310.
311.
Over 75 years in business so we have a reputation for quality workmanship and fair
dealing. We have built 4+ million square feet for our own use and have trained our
people to treat each of our clients dollars as if they were ours.
312.
313.
314.
315.
People choose us because were cheap and fast well not exactly cheap, but
cheaper than the competition.
316.
317.
People recognize I am a real expert and they want the benefits I discuss.
318.
People that care how to take Years of their face and ad Years to their Life, and more
LIFE to the Years.
319.
People who want an exciting way to transport themselves and get exercise at the
same time.
320.
321.
322.
323.
Personal service
324.
325.
326.
327.
328.
329.
Personalized service.
330.
331.
price
332.
Page 707
334.
335.
price,quality
336.
Pricing, timeliness.
337.
Pricing.
338.
339.
340.
Produces the most success stories than any other coaching service.
341.
Product applications
342.
Product follows industry specs yet give better performance w.r.t. specs grey areas.
343.
344.
Products with exclusive brand names, which are not available from mail order
Telephone_
345.
Profession from the top quality. Reliability. Personal attitude. Good reputation.
346.
347.
348.
349.
350.
351.
352.
Proven credibility of the product word of mouth marketing90 guarantee the only
product of its kind in the world, bar none.
353.
354.
Provide leadership in the pursuit of innovative solutions that provide the highest
possible flexibility for our clients
355.
356.
Providing customers with the accress to an ethnic minnority but affluents market
niche.
357.
358.
359.
Quality health products that improve their life plus a home based business to give
them multiple streams of income
360.
Quality in both our services and products with most competitive prices.
361.
362.
Quality Pricing
363.
Page 708
365.
366.
Quality, fast-loading, optimized for the search engines, websites and hosting.
367.
Qualty
368.
Quick and easy<can be used to market their church Followup phone call, series of
three letters
369.
370.
371.
372.
373.
Rather than build the brand of AT+T, MCI, or Sprint, we are building the assns
brandbetter pricing and no contracts for the end user
374.
375.
376.
377.
378.
Relationship
379.
Relationships.
380.
381.
382.
Reliability, reputation, brand name, track record, want to have the best.
383.
384.
Reminder service is number one. Quality and price are great as well!
385.
Reputation
386.
Reputation, availability of product, price, quality. our usp is different for each
product bubble but on average it is price and availability, service and quality
387.
388.
389.
390.
Results. We get results even after people have tried numerous other remedies and
doctors.
391.
392.
393.
Risk reversal
394.
395.
Page 709
397.
Safety,very caring staff, we try to retain and improve function rather than just
babysit
398.
Same
399.
satisfaction
400.
401.
Savings on sales commission expenses; and successfully selling their home quickly.
402.
Self-expression, we provide clothing that portrays a life style and that strays from the
main stream.
403.
sell your home in 120 days puts a guarantee with our promise
404.
405.
406.
407.
408.
Service with a smile, meeting needs and pricing advantage. This has doubled our
business each of the past 4 years.
409.
410.
simple, clear performance reporting; lower risk ways to achieve financial goals;
investment programs tailored to their needs and objectives to relieve their pains
411.
412.
413.
414.
415.
416.
417.
418.
419.
420.
421.
422.
423.
424.
425.
426.
427.
Talking Ads are a measurable market system that eliminate the guesswork from
marketing their homes. Everything is completely trackable.
Page 710
429.
That I listen to my clients wants/needs and ideas instead of just telling them what
they want or should have. I sell and present designs in a very non-threatening
climate.
430.
That we use quality meat and products to produce and excellent hinese meal
431.
The ability to use the same tactics/strategy as the big players do without losing the
farm.
432.
The advantages our USP bring to our customers are: (1) They get stronger homes.
(2) They get homes, which was easier to build. (3) They get homes, which was built
faster. And (4) They get homes, which was cheaper to purchase.
433.
The complete package everything they need - top-quality service and low price.
434.
435.
436.
437.
The most reliable managed modem service with the largest footprint within the state
of Oregon for the best overall solution for the ISP.
438.
The only reason people have to select our company over any other major player out
there is that we ensure that they get the best vacation possible for where they are in
life.
439.
The results they get are just as good as anywhere else at a lower cost, thus saving
them money.
440.
The simple and fast way to create gourment food that healthy in 15 minutes or less.
441.
442.
The two biggest USPs we have are powerful industry specific solutions (our software
was designed for this small segment of accounting need, while many of our
competitors have adapted products made for other markets. Secondly, we are large
enough to provide dedicated support people to handle clients problems in a timely
fashion (1 hour compared with most competitors 24 hour (or more) support times)
443.
The Ultimate source of new designs that sell.( this is the most valuable thing I got
out of Jays coaching asscotiates
444.
445.
The web site offers the "Best of the Best" products that I have personally tested and
or used.
446.
They are guaranteed that their office will be brighter, giving their clients a better
perception of their company and their people will be healthier and happier with their
workplace.
447.
They are taught how to make their website successful and a value to their business
instead of a money pit
448.
449.
450.
They choose my company because of the training and follow up service I provide.
My
Page 711
They choose my service because it takes the owner/manage off the hook to
discover a profitable - executable business solution they usually need yesterday.
452.
453.
They get knowledgeable designers helping them to design a high quality, high value
memorial.
454.
They get the best of both worlds: Saved from foreclosure and get a second chance
and may be able to get cash from their property that they normally would not be able
to do.
455.
They have a strategy to sell you a house Shouldnt you have a strategic plan to
buy a home
456.
They have peace of mind that they are buying durable furniture that will last and is
going to be easy to use and handle, all of which saves them money
457.
They like having the work done for them as they pursue the joyous ADVENTURE of
home education.
458.
459.
They will make back every single cent on my consulting service in the first 12
months or I will provide my service for free until they recoup their investment
460.
This definitely needs some refining .We are trying to increase perceived value to
our customer through the better use of computer technology ie interactive instant
messaging when the customer comes to our website. Emailing of our mortgage
documents for speed and convenience as well as on line status of the mortgage
loan and process.
461.
This Doctor Makes House Calls. We come to you and take it from there. Then we
keep the client informed on the process of what we are doing and any time lines that
need to be met.
462.
This is also not clearly delineated. There are reasons, but not totally verified by the
customers
463.
This would be a very personal product to people, offering a voice somewhere where
they had little before. Very informative.
464.
Thousands of illustrations take away all the frustration of language learning because
English becomes easy to understand 6614 illustrations make classes conducted
95% in English instantly comprehensible so learning English is fast, fun and success
is assured.
465.
466.
Time, low risk. Our USP: In only six-nine months we can double the productivity of
your knowledge workers.
467.
Tischuk risk products are simple, easy to use and understand and can be used by
local people without expensive consultants.
468.
469.
To early to tell.
470.
471.
To get answerrs and results that are simply not attainable elsewhere.
Page 712
473.
474.
475.
476.
477.
478.
Trust
479.
480.
Trust.
481.
482.
483.
484.
485.
Under development
486.
Under development what killed the company before was not being able to
guarantee supply. we want to position ourselves as environmentally, being part of
the solution, rather than part of the problem
487.
Page 713
489.
490.
491.
492.
Unique Sales Position: Im a friend, over time Ive developed a HEARTY and LOUD
laugh that I constantly deploy throughout the telemarketing day that lubricates all
conversations, and deflects awkward moments.
493.
494.
uniqueness
495.
496.
Unmatched insight and reliable execution and specialized technical knowledge with
superior people facilitation.
497.
Use expertise working at a Fortune 500 Company and apply it to their small
business.
498.
499.
USP Pay by Results Payment terms. Client pays when coaching makes a
difference to their baseline.
500.
501.
502.
USPs are 1) we target men and boys ONLY, 2) our sports-themed environment, 3)
our Stylists are trained to cut mens hair ONLY, therefore they are more competent
in our chosen area of concentration than the competition, 4) we UNDERSTAND men
and boys since they are our market, therefore we have created an ENVIORNMENT
and operating systems to create an EXPERIENCE vs. just getting a hair cut.
503.
504.
505.
vative products that are supported by a company that places high value on
partnering with its customers.
506.
507.
Very skilled, very flexible, high energy, intense focus on results and client needs,
create and produce work that works
508.
509.
510.
511.
512.
513.
514.
We are able to implement solutions that pay for themselves in 12-18 months
Page 714
516.
We are easy to do business with and we care about them more than anyone else.
517.
We are fun to work with, guarantee our work and are very helpful to our clients.
518.
519.
520.
We are not as hard sell as the dominating school in the area and we are more
about the benefits of fitness than the ability to kick butt.
521.
We are one of the few companies in our industry that Guarantee Results and we
guarantee them longer than we think any sane competitive company would
522.
523.
524.
We are the only accountants in our field who specailise totally in Profit Improvement,
and who guarantee our work. (NB surveys in the UK show that 70% of businesses
wil buy from accountants, but only 15% from consultants)
525.
526.
527.
We believe our customers get a fair and honest deal and service.
528.
We can help produce results within a defined period of time and if we dont hit those
targets we give money back.
529.
530.
we can provide all forms over the internet and get them funded almost immediately
at a fair rate.
531.
532.
We coach to find out what you really need. If we are wrong, all your money back
without question asked.
533.
We create the perfect environment, with the hot tub as the centerpiece, for allowing
people to return to their natural state in water
534.
We deliver because after 20 years in the film industry we know the industry back to
front.
535.
We desire to improve the total quality of life of our patients by using the safest most
effective treatments that are the least traumatic and invasive to the patient. We will
not cause more harm trying to take care of something than what was already the
original problem.
536.
537.
We double their sales, in half the time.Thats what I would say. They just say they
wish theyd done it sooner.
538.
539.
We find the hidden forces that keep you from succeedingand help you change
them.
Page 715
541.
542.
We get the job done for a fixed cost. If we go over budget, we eat the difference.
543.
We get them parts of their already spent money back, we get them free money
544.
545.
We guarantee results. Between myself and my Joint venture partner we have over
50 years experience in marketing and sales- very successfull years of experience.
546.
547.
548.
We have a large fleet, radio controlled and good value for money
549.
We have a wide variety of payment processing products and services for both small
and larger companies
550.
551.
We have frankly had a hard time articulating our USP even though we understand
it.. for example:Springvale Star performers: A proven success system for Garden
Centers providing our very freshest, in bloom product on a weekly basis on a
guaranteed sale basis. Seems kinda clunky doesnt it!
552.
553.
554.
555.
556.
We have the only theft recovery and GPS tracking product in the motorcycle
industry.
557.
558.
We help businesses get new customers,make more sales to existing customers and
increase profits from every customer.
559.
We help companies deal with the issues they face when attempting to use the USPS
by advising them and going to bat for them when they have issues with the USPS.
We have created a whole line of integrated postal software, hardware, consulting,
training, professional services and supplies that make our clients experience of
using the Postal service better.
560.
561.
562.
We help the client get trouble free, problem solving, and practical, construction
services that will simplify and de-stress your life
563.
Page 716
we keep folks home when they need care. We help the caregiving spouse to
maintain their lifestyle and sanity
565.
566.
We know taxes and we guarantee accuracy and were open year around and we
answer tax questions
567.
We know the market best; we know what works and what doesnt;
568.
569.
We Make Life Better by helping people look better, feel better and live better
570.
571.
We normally show that we really try our best. If an IT solution has problems we
sometimes try to solve them by sending our people to work around the clock.
572.
573.
We offer quality childacare at affordable prices. You supply the child, we'll supply the
learning and fun!
574.
We offer specialist knowledge and turnkey systems & solutions in Print & Marking
business
575.
We offer the highest quality available and are the only company that will guarantee
delivery before 10am every morning.
576.
We operate a tax control programme and show business owners how to reduce their
tax costs and improve profitability building up wealth outside the company.
577.
We package and present your story creating equity to fulfil your dreams
578.
We produce supplements that are uniquely scientifically designed and work better
than any other product in the world at an excellent price.
579.
We promise a highly successful gardening experience the first time and every time,
in any soil and in any climate, with the least time, cost, and effort per unit of
production.
580.
581.
582.
We provide out clients with all of the tools they need to make serious money from
the internet. From ad tracking software, to link management, to inventory control,
and newsletter advertising. We also help our clients market their business online
and off using your marketing techniques.
583.
We provide payment processing solutions that are aggressive, creative, and easy to
use.
584.
585.
We provide the next step people need to take to provide excellence in their service.
586.
587.
We provide very good quality products which dont give them headaches in their
business
588.
Page 717
We service the client better than any of our competitors. Our clients tell us this all
the time
590.
We show that we care immensely about our clientsits more than just a sale.
591.
592.
We stay with them we do not leavr them in the wilderness to find ther way home
593.
594.
We take your manufacturing problems off your hands so you can concentrate on the
things that are important to you.
595.
We treat each client as we would treat ourselves. We put ourselves in their shoes;
then, knowing what we know about water treatment, we do, or recommend, for them
exactly what we would if we lived in their home. (I am quite good at this22 yrs
less than 100 people in the world have my certificationstechnically Im a whizmy
marketing is dreadful!)
596.
597.
598.
599.
We will get their home sold at a fair price in a reasonable time. (Im currently trying
to develop a USP).
600.
We work collaboratively with clients, involving them in the solution process so that
they buy in to the recommended solution. We have a good level of expertise and
conduct ourselves professionally and with integrity, without charging an
unreasonable amount of money.
601.
Were not selling cameras, access systems or other stuff. We provide objective
assessments. We bring in local emergency services knowledge so our
recommendations are specific to each locale (no pressing F7 for a stock, written
report). We understand corporate cultures. No matter how spiffy our security
solutions are, if employees dont have buy-in, managements money and efforts are
squandered.
602.
Were people/relationship focused via technology focused. We put the people first.
Were also focused on how will the solutions we provide increase their productivity,
reduce their stress, and grow their business?
603.
604.
605.
Well defined and broad coverage of personal needs as well as business needs.
606.
When You Want It Right! As proven by the longest and best written warranty in the
industry, the most certified technicians, the best kept and most environmentally
sound facility, and the highest rating in the AAA approved system.
Page 718
608.
609.
Who knows? I have been trying to answer that since I first heard of the concept
years ago.
610.
Wide Choice of highly focused ebooks, interviews and reports to learn how to sell
info-products online all backed up by a 100% satisfaction guarantee (or your money
back, no question asked) with a fast and effective customer care support.
611.
612.
Willingness to work long hours and go the extra mile to meet their objectives
613.
614.
With the training the main USP is location in that we cover 12 venues around the
country (most other trainers provide just 3 or 4)
615.
616.
617.
Working on it
618.
619.
620.
621.
You dont have to go to someone else to get cold storage facility or your fish
processed, we have all of these and transportation all under one roof
622.
You not only get a programmer that can create the application needed, but a
business consultant that can provide additional benefits throughout the process
623.
Youre not left alone to implement what we show you. We work with you to
implement strategies and ensure they are working optimally. We become part of
your team working for your sustainable success.
624.
Page 719
(1) Initial response by phone, letter, followup with 12 touches (2) e-mail
2.
? (10)
3.
4.
1, 2, 3.
5.
3 calls 2 letters
6.
7.
A brochure and follow up call to see if they looked at it and have future projects
planned.
8.
9.
A follow up call and a personal visit to go over their needs. Now I am starting to
follow up with a letter after the initial visit recapping our meeting and if applicable
making an offer of some additional benefit.
10.
A follow up mailing to thank them and get them train to receive future mail from me.
11.
12.
13.
A letter, audio tape and newspaper talking about our lead product is mailed to very
focused mailing lists. The audio tape is a Doctor talking about our lead product
probably the most nutrient dense supplement in the world. Those getting the tape
often call the 800 number to order the product or get more information. The
potential buyer can become a preferred client of the company and receive free
shipping
14.
15.
A nice man meets them inside the store and attempts to sell them on our products
and service.
16.
A personal visit to discuss their needs in depth and, if the project warrants it, a
written proposal including suggestions to improve/enhance the project.
17.
A personal visit to discuss their needs in depth and, if the project warrants it, a
written proposal including suggestions to improve/enhance the project.
18.
19.
A preview is normally conducted for the client and his/her customers to get to know
the company and product better
20.
21.
A prospective client is likely to have received at least one and more likely several
issues of my weekly Must-Know InfoTM Bulletin. Sometimes I will print out and
send the Bulletin to a new prospect in the mail, particulary if I dont yet have the
persons email address. After they buy my product or service, they continue to
receive the Bulletin. Some are also given an exclusive password to the articles in
the Must-Know InfoTM section of my Web site, where copyrighted articles written
by me are contained. As of yet, I do not send out a separate bulletin for already
existing clients. The weekly Must-Know InfoTM Bulletin, I believe, serves to
reinforce the benefits of dealing with me and reassures clients that I am in action
Page 720
A prospective client who does not purchase on the first call will receive follow up
marketing over a three month period via mail and telephone
23.
a second in person call with a proposed investment strategy with perhaps details of
the investments
24.
25.
26.
27.
28.
A) To sell companies, a1: I get all the data from the yellow book and a call with a
clerk. a2) I call the CEO with a short explanation and tell him that a written letter is
on its way. a3) About a week and a half later, I call again to get a date, a4) Ill be
there to answer questions and to present 10 closing options. B) To sell it ti people, I
get dates from calls I make out of the phone book, go there and try to close on the
first date, after all, if they do give a date, they already have a pretty good idea about
my product and already have some sort of interest.
29.
30.
31.
Advertising email and phone followup Circulation email and mail followup
32.
After a prospect comes to our workshop, they are invited to take advantage of a free
consultation. If they choose to take advantage of one, my assistant will than
schedule that with them. Obviously, at the meeting well be discussing how theyll
benefit from working with us. After the meeting, we send an email summarizing the
topics discussed at their meeting. Well than send another follow up email 3-5 days
later asking them if they had any thought or questions. Well later follow up with that
later and let them know weve chosen only to take on a certain number of clients this
year. Ther eare now only (?) spaces left..
33.
After client has purchased our product, follow-up is done to see if they are having
any problems with our product and at the same time they are asked for referrals.
34.
35.
After purchase they get catalogs and sales material. Phone calls to see if they are
happy with purchase.
36.
37.
Almost none
38.
39.
An offer to come in and tour. A thank you card for inquiring. We offer childcare until
10:30 pm one friday a month, and even if we don't have room for a child on full or
part time basis, we offer to let the children come that night if we are not full with our
Page 721
41.
Are you talking about follow-up marketing? If so, I havent employed that yet.
42.
As appropriate
43.
as both are extremely important to us, they both get the same amount of attention,
unless a special situation would require otherwise
44.
As in Q 38
45.
As many follow-up emails as it takes to get them to a seminar. We also direct them
to the premier industry magazine, where we write a regular column.
46.
47.
At the moment, I have only two steps in place:After initial contact, I put them in my
new-prospect database, and then send a hand-written note on a postcard with one
of my art images on it. In the note, I remind them of our conversation and ask them
to visit my website, or to mention my work to their friends.I *plan* to send thinking of
you cards and/or educational newsletters once every 2-3 months.
48.
49.
50.
Auto responders
51.
autoresponder
52.
53.
54.
55.
56.
57.
BUY: I thank them, I teach them about what they bought, I give them gift when the
guarantee ends and they are still with me, and I sell other productsORDER: I send
them as many letters with different approaches as it is needed to sell
58.
Call backs
59.
60.
61.
62.
calls to make the sale and follow ups to check on them and referrals
63.
64.
65.
Catalogue -.> Regular Sales Fliers -> Weekly Fax List -> Telephone followup ->
Order processing -> Telephone contact -> Delivery -> Telephone follow up, etc.
66.
Page 722
Constant follow up without pressure to address any concerns they may have. Being
in a unique market and due to our great merchandise product mix the products sell
themselves. We will also work one on one with our talented designers to craft out
and model an individual scheme for homes and offices.
68.
69.
70.
Contact, showing property, analysis, structure offer, negotiate deal, follow-up details,
closing, post-closing contact
71.
Continuous contact for 2 years, some way mostly direct email once per week
72.
73.
Depending on what they get follow on hardware (like a UPS, supplies, networking
services, cabling, etc.), professional services which can lead to more jobs or
additional software add-ons, maintenance and support contracts
74.
Depends on internet, theyll get 5-6 emails over several weeks. If by phone call,
theyll get a follow-up email and phone call (possibly several)
75.
Depends on how they come to me and where they are in the moving cycle.
76.
77.
78.
Direct mail, sometimes email to build relationship with special intro offers
79.
80.
Direct response campaign will initially be made up of 3 letters, with additional teaser
postcards inviting them to go to the website.
81.
Doesnt happen
82.
Dont know
83.
Dont know what you mean. Given information, Details are taken, Pitch made,
reminded before occasions, holidays, birthdays.
84.
Dont understand
85.
dont understand
86.
87.
Each new client is sent letter saying who they were refered by, we also send thhe
referrer a letter thanking them for the referral and letting how they doing in our
referral program. They are sent another letter (Hot 1) a phone meeting is set up to
determine their wants and neds, fact finding, appointment set up Next letter is sent
Hot 2 , email then sent newsletter. All this is done automatically. When we first meet
they arre giving a copy of Rich Dad Poor DaD, to get them thinking about passive
income. They are sent a follow up letter summarizing what we dicussed. & what
wthey require to get their loan. Then we process the loan, with continueous follow up
letters & email and Phone calls , locking them and strenghthening our case for them
to give us referrals. So we start the process again
88.
Email follow up. Could be much stronger with this plus they continue to receive the
general promo faxes until they enroll or say Stop calling us
89.
Page 723
91.
92.
93.
94.
Emails mostly, but we step them through the hoops till they become
members.Always the focus is on getting to purchase more, as that increases loyalty.
95.
Every month trivita mails something, either a catalog or our 24 page journal (every
other month) ...so they follow up with all my buying customers, at no expense to me,
every month...they do not mail every month to my customers who don't buy
96.
97.
Ezine, DM
98.
Faye calls them and talks to them. That is all the followup we have.
99.
100.
First contact to qualify opportunity, demo software over the internet, give references,
quote and close
101.
102.
First they get something from me at least 2 times in the first month. From that point
forward at least once per month. After they become a customer, theyll receive
something at least once per month.
103.
104.
FOLLOW UP
105.
106.
Follow up calls and letters reminding them of products/services offered for initial
contacts as opposed to very little promotional material once they are a client. After
they are a client the only correspondence is usually business related or client
queries.
107.
108.
Follow up calls.
109.
Follow up calls.
110.
Follow up email and phone call. We provide free coaching to our customer after
buying from us.
111.
112.
113.
114.
115.
116.
117.
118.
119.
Page 724
121.
Follow up phone calls, emails, letters with appropriate information, questions, new
service offerings.
122.
123.
124.
125.
126.
127.
128.
129.
130.
131.
132.
Follow-ups via phone / e-mail / personal visits until the production goes/does not go,
periodic feedback on additional required features all delievered after deep
consultation with core clients.
133.
For each prospective client there is an initial meeting, which covers what we can do,
what they need, setting expectations, some qualification and a where to from here.
After this session, if we decide we want to work with them, we send a mutual
commitments letter, followed by a fee proposal for work done. Once weve secured
the first engagement, we are always looking to provide additional services, and we
proactively review their situation internally to see if there are opportunities to add
value to them, e.g. saving tax, growing their business, etc.
134.
Free report, followed by letter and phone follow-ups offering more advice.
135.
136.
137.
138.
Handouts , flyers
139.
140.
Have you been here before? No, show them around the lavish setting and explain
the other products and services available to them.Yes. Ask what have they
experienced here? Who with and compliment that person.Ask what they are
looking for today and offer any explanations to their questions and ask if they will set
an appointment.
141.
142.
Huh?
143.
I always seek to have them schedule an appointment. I contact them regularly until
they schedule. I educate them each time I call them back. I follow up with a
newsletter. Once they come, I offer them a discount packages based on their needs,
time, and financial circumstances. I continue to offer specials to them as regular
clients. I give them bonuses for referrals (see Question 38). I follow up if they miss
their appointment. I always get them to reschedule their next appointment before
Page 725
145.
146.
147.
I am working with so few new contacts, that I can give very personalized follow up
based on the situation.
148.
I dont do any
149.
150.
I dont know
151.
152.
153.
154.
155.
I follow up with a thank you card and a e-mail with a training piece that I invite them
to use any way that they choose. And a reminder piece of the 20 plus programs that
I offer and an offer for a free consultation.
156.
I have multiple free email courses that visitors can subscribe to, and when they
request them they start both an autoresponder course and a subscription to my
newsletter. Customers who have bought from my website are automatically
subscribed to an autoresponder sequence to access other programs that mean
monthly residual income for me and/or to become affiliates of my website.
157.
158.
159.
160.
I stay in frequent contact with them until a decision is made. I have them contact
previous clients and allied professionals and visit past projects.
161.
I tell the client the steps needed to be successful online, and what they will need to
do to become successful.
162.
163.
164.
I usually know if I have worked with the client before, if not, I begin by asking were
they referred or how did they hear about me. Then I speak about the services I
provide, my credentials in my business and who would be a prospective client. (I
do not take on all projects in my field). It is usually at this time that I let the client
decide on their own if we are a good match.
165.
166.
167.
168.
If they are looking to sell, the sequential marketing is telephone followup at intervals
Page 726
If they call, I try to get more information about them so that I can best determine
what they might need and also demonstrate that I know the prospects field. If I am
unable to book an appointment (rare), I then get contact information from the
prospect and send them my brochure, biz card, article, and a personal note.
170.
If they choose to sign up for the newsletter, they get the newsletter via email.
171.
172.
In progress
173.
In progress.
174.
Info sent, follow up call leading to quotation, mail/fax quotation, follow up quotation,
follow up further if possible/necessary, add to database mailing list
175.
Information
176.
Initial Contact Direct mailer, Sales call, web demo, fax, mail marketing material,
follow up call, close, or continue to follow up until sale is closed.Buy Product ship
product out with Dealer Welcome kit, includes marketing and POS collateral. Follow
up calls for service, and sales training for the dealership.
177.
178.
Initial contact and overview of services, answers to Request for Proposal, vault tour,
sign up, ongoing training of deposit prep staff.
179.
180.
Initial contact is usually seminar email, then seminar fax, then telephone invitation,
seminar, then call, letter, call, etc.
181.
182.
183.
184.
Initial contact: postcards a letter or a follow up call 2 days after.When they buy: A
thank you card, a gift, or a members package.
185.
Initial referral from referrer, Contact made with Client, Appointment made with client,
Application processed and client kept informed throughout process. If it does not go
through, followup with client to make it happen in the next 3-6 months. Referrer kept
informed same as client. Followup newsletters with referrers in between to stay in
front of them. Phone calls made to referral agents if any other business can be
referred back to them.
Page 727
187.
Initial visit, follow up letter, follow up fax, email, personal call (not quite the 7 step
process but almost)
188.
Initially, getting to know each other. When buy, we make more detailed proposals of
extra work and its benefits
189.
190.
191.
192.
It's all handeled the same actually. Different roads to the same address. If an initial
contact is made for the newsletter they will receive the newsletter on a weekly basis
with usually one special enticement per month. If interest is shown in the Internet
mentoring course (but not purchased yet) a series of autoresponder messages are
sent in a carefully timed way. If a product is purchased there will be a series of follow
ups until the customer says, "Stop!". We hope to provide enough valuable
information in each of our autoresponder follow-ups to keep them interested and
coming back for more.
193.
194.
Just phone in query and get their orders and deliver if available
195.
Keeping them informed of the promotions, next trainings, seminars and the quality of
products we are offering them.
196.
197.
letter, phone
198.
Little to none.
199.
Lots of phone and in-person contact during sale and some phone contact and a
quarterly newsletter after the sale.
200.
201.
202.
203.
204.
Page 728
206.
Most new patients come to us with their first visit being a purchase. When we meet
them at a screening and they dont schedule to come in, we place them on a
promotional list where they are sent newletters and other information and offers to
generate an action step.
207.
208.
Multiple channels = layered impressions. Plus, we locate in high traffic areas where
our stores are visible.hear about us on the radio, see a coupon or ad in a
newspaper, see the store.come in and try us.
209.
My direct customers get training to show features and benefits and promotions for
their sales efforts on that particular manufacturer
210.
My office managerwill make initial contact and follow up letter, information booklet
and intial contact at their 1st appt.
211.
N/A (15)
212.
Nada!
213.
214.
Nil (5)
215.
No
216.
217.
No difference
218.
219.
No sequential marketing
220.
None (122)
221.
None at the moment but I am planning on sending multiple follow emails automation
both before and after the sale. I also plan capturing telephone numbers and
following up via telephone before the sale.
222.
None at this point since the dollars currently do not allow for this.
223.
224.
225.
226.
227.
228.
229.
None right now but something we will be working on in the not so distant future.
230.
None unless there is a fit to offer more/different services. In the latter case we
discuss what else we can do for them.
231.
232.
233.
None, usually our initial sale includes our complete software package. Unfortunately
for those who do not buy everything initially, we dont usually attempt to sell upsell
Page 729
None. I have never figured out to economically generate leads to follow up with. so
we concentrate on our referrals from existing clients who, when they call, are
already sold.
235.
236.
None. When he signs on, he gets unlimited phone calls to me for support & advice. I
talk to him while Im sitting elsewhere doing something else concurrently.
237.
238.
Not a great deal as we are primarily sales driven rather than marketing driven
239.
240.
241.
Not much up to now but soon will get up to 8 different offers within 12 months.
Really whatever it takes to get them to respond.
242.
243.
Nothing programmed
244.
245.
Obtain referral Send out a letter of introduction Call up in 4 days to ask for an
appointment If given appointment, meet to give introductory core story orientation
Set up appointment for Needs Analysis Conduct needs Analysis Prepare proposal
Present proposal focusing If someone does not get through the whole process the
are put into database for follow up through email and direct mail system.
246.
Offer of a second machine if location suited for. offer of a snack machine if they
dont have one.
247.
Offer to include in mailing list for receipt of notes/articles that are aimed at providing
value to the prospect and building relationship Regular notes of Informal messages
that include relevant useful information pertaining to the prospects situation.
248.
249.
On initial contact we promptly send literature/details, if/when they buy they are put
on our mailing list for all subsequent direct mail.
250.
251.
Once we have details of a prospective client we will continue to mail to them unless
they ask us not to. We also to introductory offers. For example, last course we sold
for 67 for the half day, but by segmenting the database we offered it to those who
had never bought any thing from us for just 25.
252.
253.
One-on-one consultation
254.
Online newsletter.
255.
256.
257.
Page 730
259.
Our business is very much a long-term, lifetime selling and support business, that
doesnt quit when we sign a contract nor sell a product. Thus, all of our marketing
activities continue throughout the life of our relationship with all of our customers.
260.
Persistent phone calls if they are a warm lead. If theyre already a customer, theyll
get regular communication a few times a year (the exhibit world has a long sales
cycle)..
261.
Personal contact and follow up with a reminder to use the products and reorder
262.
263.
Phone call after one week and then e-mail every two weeks thereafter
264.
Phone call meeting from me -Reference phone call or letter (from a referrer
expressing their benefits received not benefits the prospect might get)- a face to
face call from me.Or a blind research assessment expressing benefits I have
discovered for them. I then repeat the process above
265.
Phone call or direct mail, follow by a second phone call and finally an e-mail to serve
as a post-closing.
266.
Phone call, can view website, brochure, proposal, followup calls, letters, emails.
267.
268.
Phone call, referral, mail, phone follow up, educational piece of mail, referral,
269.
Phone calls
270.
271.
272.
Planned, integrated,ongoing
273.
274.
275.
Postcard invitations mailed prior to each event inviting them to attend followed by
special promotion pieces (either sale flyer announcement or new print
announcement flyer.
276.
277.
Presently none
278.
279.
Product demonstrations
280.
Product samples with technical data vs certificate of analysis with product ordered.
281.
282.
Prospects are put on a mail campaign by the company and sales people are
encouraged to supplement that by phone or visit. After closing, we maintain every
six week contact for five years via newsletter/postcard, etc.
283.
Page 731
285.
Prospects get a series of emails, and their questions get answered quickly.
Customers get periodic updates about upcoming auctions and changes to
state/county rules.
286.
Purely phone based follow up at varying intervals according to when they are likely
to sell their property.
287.
288.
Rarely anything
289.
290.
291.
Receive targeted messages and personal calls. Also maintain contact with relevant
information.
292.
293.
Regular communication
294.
295.
regular e-newsletter, regular info material, regular phone calls all containing highly
targeted (hence highly relevant) info on clients needs, which hopefully one day
leads to a project being awarded to us
296.
Regular visits from our Salesmen daily calls from telesales teams and monthly
circulars.
297.
Regular weekly follow up with alternating phone calls and letters until contract is
either awarded or lost.
298.
299.
Reward card for my retail customers Free jewelry for my wholesale customers
Perceived generous hostess gift for jewelry parties
300.
301.
Sadly, minimal
302.
303.
304.
305.
306.
307.
Sequential marketing is (a) initial personal contact through a meeting, (b) follow-up
meetings as needed and (c) written proposal as needed in the circumstance.
308.
Sequential marketing: Letter, scripted call, letter, online product demo, scripted call,
letter these sign up the consultant.Sequential marketing to end-user: Powerpoint
presentation, online product demo, letter, email, scripted call, etc.
309.
Page 732
311.
Show them benefits and then get into features as we near sale.
312.
313.
314.
Situational.
315.
316.
Start up still
317.
Start with network setup contract, then move to month to month maintenance
contracts, and hardware sales.
318.
Strong personal follow up, letters packed with relevant information and success
stories
319.
320.
321.
322.
Telephone, mailings
323.
Thank you letter and then weekly phone calls with updates.
324.
325.
326.
Thank you notes, cross-sell opportunities for banking products. Yearly review of
their financing picture.
327.
328.
329.
There are three add on training courses we offer, and a couple of additional
products. Each has its own process.
330.
331.
There is no formalized marketing done at initial contact other than an offer is made
to join my mailing list. After the sale, a thank you letter is generated along with a
follow up are you satisfied letter (asking for referrals) and those names are added
to my list.
332.
333.
There isnt really any sort of sequential marketing performed when a customer calls
as they have a need for a specific number of a specific item and they are only going
to buy those items. Sometimes we are able to up-sell certain additional features on
the shelters but we are somewhat limited in what we can do.
334.
They are given a chance to answer the question, sign up to receive free, limited
newsletter, then subscribe to get full benefits.
335.
They are introduced by another member and fed information on a consistent basis.
336.
They are offered the opportunity to learn more about the business by attending a
Page 733
They can choose from a host of internet capabilities from domaine name
registration, website, securenet, e commerce etc to more personal one on one
coaching or retreats to connect with their more authentic genu;ine self.
338.
They generally contact us or we are referred to them. Contact is made and follow up
performed, although we are not fully actualized with our data base and long term
follow up.
339.
340.
341.
They get extra surprise bonuses after theyve bought (eg: a members web site etc).
Plus I introduce them to new amazing markets (JV).
342.
They receive a quote from us, usually with a photo attached, and we follow up after
the quote to see if they were happy with what we sent and whether theyre in a
position to proceed to place an order. Thats about it.
343.
They receive information about myself and the gallery. Brochure, business card
along with a hand out entitled, "10 things to know before framing your picture."
344.
345.
346.
347.
Three e-mails in the first week to help them consume my system and then 1 email
per week.
348.
Thru different mktg means for them to notice us. They actually buy when they see
the products
349.
350.
351.
Up to now, none.
352.
Up to now, nothing
353.
354.
355.
Usually contacted by email then phone then a visit followed by a proposal for some
specific element of work.
356.
357.
Usually, they fill out a form on my site, then I email or phone and answer their
questions or concerns. I like it when they invite me to call because I am quite
knowledgeable, and have had about 3 years telemarketing experience.
358.
Value prop. Business case. Show me you data: give us a dump of your database,
and well make it explorable in less than five workdays. Free of charge. Youll
receive an exploration space on YOUR data, a domain model and a business
proposition for yourenterprise. Free of charge. No obligation. Then use our products
Page 734
various
360.
Very little
361.
Very little sequential marketing done. Our resellers call to follow-up and receive
emails to follow-up. After a few attempts with no response, the leads are basically
dead.
362.
Virtually none.
363.
We are always willing to send out any info the client asks for. If they are a funeral
director we also offer to send them a free sample or two for their showroom. We will
then give them a courtesy call three months later to see what the response has been
and check that they wish to retain the sample(s). If they are a private buyer we will
send all info requested, but always tell them that we will not contact them again. The
choice of coffin must be theirs alone.
364.
365.
366.
We are developing this system and plans are to: start with the needs questionnaire,
visit for actual measuring of the space for kitchen, etc., then proposal, if necessary
update of a proposal, if no order a production capacity restraint information
letter/phone call, then information about possibility to accept new orders. if order
received regular information about the production process, installation and monthly
follow up for three months, then contact once every 6 months.
367.
368.
We are trying to develop something for follow-up services, but were just starting.
369.
370.
We currently subcontract, followed up with them to see if they have additional work
that needs to be done
371.
372.
We dont do a very good job in this regard. Sales staff does follow up, but not in a
structured manner.
373.
374.
We follow up with a phone call and try to bring them through the realizations that I
have spoke about. Does this answer your question?
375.
We have a system that offers our dealers with a prospect sheet to do proper follow-
Page 735
377.
378.
We have sadly lacked in this area, up until now. We have only taken care of people
once they have become customers, and left them to wither if they didnt move
forward at the time. This will change too many missed opportunities and gaps
where we are not offering them something else.
379.
380.
381.
We keep them in database, contact them regularly, sometimes send them some
gifts free invitations, newsletter, etc.
382.
We let them know of our rates for trucking, let them know that we have a cold
storage facility and a fish processing plant
383.
384.
We maintain contact with our clients via phone calls, further meetings and email.
385.
386.
We offer nothing sequential that is formal but have evolved into a patern by osmosis,
over time
387.
We provide them with an outline of the follow-up actions after questioning them on
their objectives of the required assistance they need.
388.
We sell master class (advanced seminar), then home study course, then other
peoples seminars or services
389.
We send them a personal letter from and a free gift with our name, address and
phone number.
390.
391.
392.
We strive to stay in contact, with calls to say hello on a quarterly basis in addition
to monthly email newsletters.
393.
We tell the client what they should look for in our competitors and what we offer.
394.
395.
Were rolling out a drip marketing plan. In addition, most of the sequential marketing
is purely phone calls. I would like to make this more varied by mixing
phone/email/phone/email or different variations and see what works.
396.
Were weak in this area. We are installing a monthly faxed brochure to go out to out
prospects, and clients. It will be two pages: one for information, and the other for
Page 736
398.
399.
400.
welcome letter, quickly seen on first visit. Extensive connection to goals, strong
diagnostics, education of problem and solution, follow up phone call, best out of care
letter, educational seminar
401.
Well defined bullet sheet of services offered. Keep it simple. Dont confuse
customer with inidating material. Get to the bottom line.
402.
403.
What is sequential marketing? If you mean how do we keep them active, we move
from job to job to retainers by on selling at points of success
404.
405.
When only an inquiry is made, there is no follow-up; I insert flyers about other books
and products when I ship their order; I make follow-up calls and do 3-way calls when
marketing the customized nutrition
406.
When the initial contact is made, we will provide detail products that we believe will
accomplish the goals of the client. We will sit with the client and try to uncover their
pain. IF there is no pain, there in no reason to continue the conversation. To the
best of our ability, we will keep their names in our database and continue mailing,
hoping to uncover future pain. When they become a customer, we have several
points of contact throughout the transaction to ensure that the personalization that is
requested is completed accurately. After the sale, we follow up with a thank you
note, a brief questionnaire about their experience and then add them to the
database.
407.
When they call into our office, we schedule a listing appointment and go get the
listing. If we dont schedule the appointment or we dont get the listing, we do not
have sufficient sequential marketing.
408.
409.
Will receive a follow up call the same day and then a letter with the second part of a
two step promotion in the days after.
410.
411.
Working on that.
412.
413.
Wow, it depends how they respond - weve got MULTIPLE paths, we keep coming
at them, WE ENGAGE THEM CONSTANTLY, MAINLY WITH QUESTIONS
RATHER THAN information
414.
You can start defining your goals and develop a strategy TODAY!!!
Page 737
Page 738
? (2)
2.
1) Produce high quality promotional material required to approach the next level
up 2) Developing a strategic plan lack of a strategy has hindered our growth3)
Invest some money into marketing unfortunately the funds are lacking at this time
3.
4.
5.
A Marketing Plan
6.
A monthly email program. This is not being done as I just never seem to get around
to starting it.
7.
8.
9.
A strategic approach that brings along the client with education of who I am and how
we are different from other offices with the goal of long term retention
10.
A strategic plan that has worked in the past. Recent past. I dont know what to do
first, then second, etc.
11.
12.
A) Arrange free dinner seminars for hand-picked prospective clients (especially longterm) to introduce them to our concept and services; b) a video presentation to use
at these and other gatherings. Financial constraints.
13.
A) Arrange free dinner seminars for hand-picked prospective clients (especially longterm) to introduce them to our concept and services; b) a video presentation to use
at these and other gatherings. Financial constraints.
14.
A. Develop a "Small Business and the Internet" free email, newsletter to use as a
marketing tool. B. Develop a telemarketing program. C. Develop an existing client
referral program. D. Develop an automated procedure that allows any small
business to quickly create a 2 page website that we host for free. These "freebie"
clients will create another pool of prospects to market to. Am planning on
implementing. Time is the limiting factor.
15.
Actively recruiting new clients. Time and workload prohibits from doing so.
16.
Actually doing somethingthe reason for the lack is shown above. To reduce the
big picture to simple steps and successes based upon that. Grow as I go.
17.
Adding extra value into the package. Currently they get the email alert service and
an expert interview CD with the seminar provider, but we need more blistering cant
refuse value in the offer.
18.
Additional advertising, the ability to offer our services risk free. We are not doing it
due to lack of time & money.
19.
20.
21.
22.
Page 739
24.
Advertising in periodicals
25.
Advertising in the newspapers. Its a little expensive, but, more people will see it.
26.
Advertising in trade journal for my most successful type of client not sure how to
handle clients outside geographic area as my process relies a lot on coaching and
mentoring.
27.
Advertising in trade pubs b/c it will get my name out, but dont have the budget
28.
29.
30.
31.
32.
33.
34.
35.
All of them. Creating the master strategy has been the priority am still in the start up
phase.
36.
All that you have thought us but I need a coach that will listen to and guide me
systematically
37.
38.
39.
40.
41.
42.
43.
44.
45.
46.
47.
Page 740
Attracting new clients. Not doing currently due to time constraints and lack of clear
direction.
49.
Automate systems for sending and receivingnot enough time and budget
50.
51.
Basically want a strategic game plan that works, can be measured and quantified,
and that blows competition away.
52.
53.
54.
Being in control, at least to a much higher degree, than ever of production I am now
excited to experiment with new ideas to find out what happens.
55.
56.
57.
58.
59.
Better methods to get through to new realtors, to get them to really listen and
understand we are for real not just another loan broker that can deliver on promises
60.
Better telemarketing, but I cant afford a bureau to do it for me, and trial and error is
a slow way to improve over time
61.
Better testing and tracking of results. We cant improve anything right now because
we dont have a system thats measured for current effectiveness.
62.
Better use of direct mail to open doors. More developed referral systems
63.
64.
Better web traffic to our site with overture/goggle. Better conversion of web traffic
with easier to use landing pages. Better sales training with Sales Scripts creation.
Better sequential e-mail campaigns with Winton style preplanned sequence of
events and using Aweber.com to automate it. Better integrated marketing where we
do the call, mail, call sequence (and then use the e-mail follow up for those that
dont buy at first. Much better PR efforts to get our story told by the press. Better
and more joint ventures. Hire a high end direct sales person to sell to premier
accounts by traveling around the country.
65.
66.
67.
Bringing our products before the right people and retaining them.
68.
Broader advertising through trade journals - systems not yet ready to accept large
increase in client base
69.
Build my affiliate force so it can help me build the business the quickest.
70.
Build up on the subscription email next stageTake the website to the next stage
Page 741
Building a list.
72.
73.
Building and setting in place the new web site to generate global enquiry. Have been
to busy to finish it.
74.
Building more host beneficiary relationships and a higher quality referral system. To
attract a better quality market.
75.
76.
77.
78.
79.
80.
Cold calling
81.
Complete marketing process that leads clients from initial inquiry through multiple
purchases. Havent spent time on it.
82.
Conduct more e-classes, seminars, but DO NOT have time and money for that.
83.
84.
85.
86.
Contacting more groups and making speaking dates; contacting alliance partners.
Not because have too much to do to keep up
87.
88.
89.
90.
Corporate selling. Because it generate much more sales with the same expenditure
of time (but not effort, corporate customers are much more picky) as individual
sales.
91.
92.
93.
Creating a master plan of what Id like the business to look like, redefine further what
I stand for and what I want to sellfind people who I can bring in when things pick
up, and then market it.
94.
95.
96.
Database mining Sequential marketing Strategic alliances Web and email marketing
Retail marketing / displays
97.
98.
99.
Page 742
101.
102.
Develop products for a back end and eventual web sales. Im struggling to find the
time
103.
104.
Development of a strategy to begin with, analyzing existing clients and their markets,
concentrating sales/marketing on industries most served at this time
105.
Direct and e-mail mailings, ads, trade shows. Development of balanced marketing
program.
106.
Direct mail
107.
Direct mail and sales call follow up. Not enough manpower to do that.
108.
Direct mail expert referral, promote in church bulletins, and word of mouth. Are not
doing because I do not have the html experience yet to get it going.
109.
Direct mail or more persistent targeting through trade publications. Were not
because of lack of $$ and manpower.
110.
Direct mail regularly---do not spend the time to come up with the end mailer
111.
Direct mail with telephone follow up.I dont do this because even if I had the human
resources and capital to pull it off, I dont have the ability to handle all the clients I
think it would generate!
112.
113.
Direct mail, email, telephone calling time, cost and on going interruptions get in the
way, plus have not yet developed a thorough plan
114.
Direct mail.
115.
116.
Direct mail/sales letters. Im in the midst of putting together a letter for an existing
report we have, and I expect to mail it in the coming few weeks.
117.
Direct mail: too expensive Website: dont have one Consultative sales: lack of time
Referalls: teachers just dont know one another so referrals are almost a mute point
Speaking at other Youth conferences: just havent gotten it together Host/Ben with
motivational speakers and DJs: just havent made it a priority.
118.
119.
120.
121.
122.
Distributors, Beauty shops, Airports, affiliate. I need to set priorities. I think that the
most important is to get my database up to date and contact my old customers and
let them know that I love them.
123.
do more 1 on 1. time/price
124.
Page 743
126.
127.
128.
Dont know. Describe your competition and any effective marketing strategy or
tactic they use that you dont. I dont monitor my competition.
129.
Dream 100 for HR, builders realtors dont feel confident on how to implement
130.
131.
Education (not enough time lately to write pieces) newsletter ( havent had the
energy), Ads in paper (awaiting results of asking for referrals so we dont get
overloaded)
132.
Effective direct mail - we don't do it because a straight phone call seems much more
effective for specifically targeted prospects
133.
Effective mailings that would re-activate past clients and get them coming in and
referring others. possibly work out a campaign that would get new unreferred
people reaching for us that could be done cost effectively as well as time effectively.
134.
Effective referral and introduction of our services. Staff do not see potental in the
efforts to do this.
135.
E-mail & e-zine marketing are areas I would like to be doing right now but in order to
be effective I must plan it and spend a fair amount of time making interesting copy
on topics that are of interest to our target groups. Forming strategic alliances are
also important and we are starting to do this with a full service sign company. We
have identified that our two companies together can produce new product lines in
the areas of office arcitecture (dividers, front lobby designs, and etc.) and custom
lighting.
136.
137.
Email campaigns, more meetings with people within the industry who may be able to
supply further leads.
138.
Email marketing I dont have enough email addresses. PR campaign Only have
home office. TV & Radio _ not enough money. Client appreciation dinners not
enough money. COI dont have any. Referrals no system in place. And Internet
marketing have no know how.
139.
140.
141.
142.
Email marketing. Current Euro legislation forbids any other than opt-in marketing
143.
Email marketing; targeted fax marketing; direct mail; telephone sales. Lack of time
144.
Email news letter, brochure, seminars, advertising, alliances with professional firms
145.
146.
E-Mail, Internet
147.
148.
149.
150.
E-mail-havent had the time to develop, post cards-again time, a consistent direct
Page 744
152.
Email-newspaper-radio-yellow pages.
153.
154.
Establishing direct relationship with end-user not sure of best method to do this
given that we are a distributor.
155.
156.
Everything
157.
Everything takes time and developing our new tactics are more important then to
hurry and do right now for us
158.
159.
160.
161.
Ezine advertising. Not doing it because I want to use my website profits to fuel ezine
advertising, not external sources of cash.
162.
Ezine, write & publish ebook, Chamber of Commerce networking, brochure, more
frequent seminars, developing media relationships, barter listings, search engine
listings. I think these activities will all produce results.
163.
Fax broadcasting to generate leads - unclear as to who to target and what list to get,
but I know this works for getting prospects to call Website to pre-sell seminars and
info products
164.
165.
166.
167.
Focusing on pre-selling clients for our products that are currently in development.
Creating demand before it is even ready so I have a very successful new product
launch.
168.
169.
170.
171.
172.
Funding.
173.
174.
Generating free publicity. Writing articles and submitting them to the media.
175.
Get tonerman out there as a supper hero trustworthy guy/company. Its different . Email. Seems to be an inexpense place to hit many people.
176.
177.
178.
179.
180.
Getting published in an upscale periodical would carry some weight in the credibility
Page 745
Give aways of valuable freebies such as recorded Cdroms, Taped radio talk shows
Ive been on etc.
182.
Gosh, all of those I talked about so far are what Ive planned, and since everything is
new, implementation is still to come!
183.
Have a better overall strategy and systems in place to run these marketing programs
to grow the business and affordable
184.
185.
Have a great cost effective system for prospecting and converting clients. Dont
have the cash resources.
186.
Have a sales and marketing department so that our company can get the larger long
term customers
187.
188.
189.
Have someone visit trucking companies so that they learn about us.
190.
Having a detailed, complete & accurate data base of our customers. No time. Too
much work.
191.
Having a well though out effective strategy for the whole company and implementing
specific tactics to achieve our targeted goals and objectives
192.
193.
194.
195.
196.
How do I get clients without having to cold call and get more referallss
197.
Huh? Okay, Id like to have a major publisher take over my titles and put them into
stores and do a major campaign for them. And in addition to that, Id like to do
whatever the Harry Potter folks did. But I think having treebooks available might
help. Although right now, I dont know how to get the word out, so that would be a
waste of trees.
198.
I am doing what I have the capacity to do, both concerning time and money
199.
I am not sure
200.
I am not sure.
201.
I am planning the marketing strategy in great detail, the marketing tactics are not as
strong. Furthermore, I am having problems with the execution of the tactics
selected.
202.
203.
204.
205.
Page 746
207.
I have not got the time to think of them, not to say implement them.
208.
209.
210.
211.
212.
213.
214.
I need to change some pages on the web site to see if I can make them sell better.
Because I am doing these questions.
215.
216.
I need to do more research re. the actual costs of, and specific details involved in
doing the initial marketing campaign.
217.
I need to get started on the creation of our ezine; then perhaps start doing some
speaking at half and one-day seminars on what people can really expect from their
internet connectivity.. These have not happened yet due to a lack of focused time
on my part.
218.
219.
I think Id like to do seminars because it seems like a great way to generate tons of
business and money. I havent had the time to develop this yet.
220.
221.
222.
I want the affiliate program up and running, but script not done yet
223.
224.
225.
I want to be doing mailings to people who know us, but I am not doing that due to
our on-going lawsuit.
226.
I want to be placing my mortgage website in front of more realtors to tap into more of
the purchase market
227.
I want to be selling other products and services using the Jay Abraham approach
Have not been successful yet of identifying the right product. Have had several
products or relationships that I thought was going to go but have fallen by the
wayside. Presently have 3 internet products put the developer does not have them
complete. This has taken a lot longer than was expected. The good thing for us is
we are not having any development cost. The author is taking care of this. We get
Page 747
I want to be totally proactive in all our activities. Right now we are just getting
started.
229.
I want to bulk mail from postcards to smaller versions ot the letter to individuals out
of the phone book. And get and answering service/autoresponder to data from those
who are inerest. Im not doing that because that would have to be authorized in
advance and I have to get a bigger advertizing budget first.My company do have a
sales letter, its a 7 page text with no appendix and I really dont like it. My sales
letter, my discounts lists, the 10 closing options, etc. are not authorized material
either, but Im not trying not to get caught. Actually, I gave my companys top
executives a copy of them and I did wrote that I was going to use my own material
and strategies. Sine they have not told not to do it, its a go for me.
230.
231.
I want to expand the above to send a postcard or letter to a selected list offering a
free tape if they call an 800 number and leave their name and address. It is one
extra step but will probably reach more potential buyers for the same amount of
money. I want to try newspaper advertising and ask people to listen to an
"opportunity call" or calls that focus on two of our leading products. They then call
and 800 number to ask for more information. We are just now starting to do this with
a skin care product and a weight loss product.
232.
I want to get on a regular marketing plan with my sphere of influence, which I will do
once the database is in.
233.
I want to go through the various course materials I have from Jay and others. I just
can not seem to make the time to do this over the last few weeks. I have about 2
hours per night and most of this is taken up with reviewing my daily email.
234.
I want to implement a system with practitioners where they recommend that their
clients buy from me, rather than searching around from health food shop to health
food shop. Then in turn the practitioner would receive a commission. Im have not
implemented this as I have a supply problem, one of those revolving doors, Im
afraid. If I could get the orders going, I could keep the supply coming in.
235.
236.
I want to know some more something different from the run of the mill approaches.
237.
238.
I want to put together the strategy first before i put together marketing.
239.
240.
241.
I want to set up a sales force since I am a one man operation now. Im looking for
someone to do some of the hands on service and sales so I call work even more on
the marketing side. Also by having another person or persons in the field they will be
helping expand this network that I want to create.
242.
I want to use my good reputation, and to meet with many kee people and to get
more good clients.
Page 748
I want to write an additional column, write a book, and have a regular opportunity to
teach mental skills to athletes.
244.
I would like to advertise a bit more and I would like to market every product more
aggressively than we do today. I know that we are understaffed and are not doing
max for every product and service we sell.
245.
I would like to be acquiring more Buying Groups, but I have to be pursuing members
og the existing Buying Groups. This is because I need money right now.
246.
247.
248.
I would like to be implementing our marketing plan, but we can NOT, because we
have to wait for the patents to be filled.
249.
I would like to be seen as the expert in our market and hold learning sessions for the
customers that I have. I dont believe that I have the contact, the information nor the
position to accomplish this.
250.
I would like to do some print advertising and develop a website, but have not found
someone I like working with. Time constraints.
251.
252.
I would like to increase market share in the FHA and VA loans. We are not currently
doing this because we need to have our financials audited and have a certain net
worth to qualify for these programs.
253.
I would like to make more aggressive advertising. but the consulting rules in my
country describes such consultants as dubious.
254.
I would like to market to foundations and individuals who know that what I am
providing is of immense value to society and for issues that anyone of them would
deem as significant. This is a matter of being able to access these foundations with
a presentation.
255.
I would like to operate a sales control system such as Goldmine so that we can
measure the effectiveness of the different aspects of how we prospect present close
etc, I would like to extend the professional connections lead generation with host
beneficiary deals to extend further our client base and recruit more advisors which is
the real barrier to growth.
256.
Id like to be doing much more, but I am limited by time, money, and my wifes
cancer.
257.
Id like to be doing the follow-up closing of more deals. Because then the marketing
side of things is done & I can go back to the nitty gritty of get clients money back to
them
258.
259.
I'd like to make hugely more use of referrals, getting people to contact me for
advice/help. I'd like to use PR which focuses on senior finance execs to position
myself as an expert guide. I'd like to have a lot of publications to either for sale or
free to educate prospects and position me as the expert.
Page 749
If I had time, Id set up a referral program, give seminars, write a opt-in e-mail
newsletter, develop a guarantee, send direct mail, work out a special offer of the
month, cultivate strategic alliances with complimentary vendors, alliances with
competitors, and develop special deals for current customers.
261.
262.
263.
Improve our web strategy, copy, graphics; develop sequential email campaign
264.
In search
265.
266.
Increasing Web promotion on selected sites. Cost and lack of cash flow.
267.
Internet
268.
269.
270.
Internet lack of time to set-up the site and learn how to use the medium effectively.
271.
272.
273.
Internet marketing
274.
Internet marketing through the creation of an opt-in list to receive a free news letter
and eventually get clients from the list
275.
276.
277.
278.
279.
280.
281.
282.
283.
284.
285.
286.
Internet Referral
287.
Joint marketing efforts with larger companies from outside the state that we can
partner to allow us to sell to national accounts like AOL, MSN and Earthlink.
288.
289.
290.
291.
292.
Page 750
294.
295.
Knowledgebase and ezine on a web site. To build a successful first point of contact
and build a potential client database
296.
297.
298.
299.
Mail, Ads (billboard, news print, radio, tv,) Seminars, Joint ventures, Internet. I want
to create multiple pillars of revenue for my business.
300.
Mailing more. Most of my clients do not use email. (retailers and restaurants) My
realtor clients do, but I have far fewer of them.
301.
302.
303.
304.
305.
Making phone calls to people on name lists provided by colleagues. This will
provide depth and profitability to my business.
306.
Mall screenings and things that do not involve the Drs directly. We have had a
difficult time in the past of finding the right staff that that could take it upon
themselves to do it on their own. I think we do now.
307.
308.
Many things are in the works. As stated, this is in the startup phase. We want to
launch the newsletter, publish the book, upgrade the web site, run key-word-search
ads on Google, be more aggressive with publicity.
309.
310.
Marketing our next book to American publishers. We need a celebrity to align with.
311.
Marketing some other products. Limited now by the number people I have on staff
that I can afford to manage
312.
313.
Marketing via internet, because that will allow me to intensify our contacts.
314.
315.
316.
317.
318.
319.
320.
More advertising, public and physician seminarswe need more money to support
those efforts
321.
322.
323.
More article writing, better SEO, direct mail, Affiliate program. Why? More traffic,
Page 751
325.
More brand-name promotion for our overall corporate capability, and tying that
overall capability to our brand name, vs. only promotion of our Building Systems
brand. Especially true in the China and Asia markets, as our customers are
seeking long-term, total solutions provider capability, is recognition that we will both:
a) be around for the long-term, and b) that our customers internal promoters can go
to their management and not have to re-sell on our behalf that our brand name
speaks for itself. Its bad for those inside our customers camp that want to use us
and work with us, when they go to their management and mention our company
brand name, and their management says who? who are they? Why dont you use
a more well-known company whom we all know and trust?
326.
More cold calling, prospecting. Developing more lead sources, developing additional
sources of revenues. Time constraints
327.
328.
329.
330.
331.
More direct mail advertising for weight loss. Many more referral programs. A lot of
strategic alliances. Database mailings. Newsletter.
332.
333.
More direct mail as the initial contact. I am having trouble coming up with
compelling content. Networking at Chamber of Commerce meetings. I am working
on getting child transportation worked out so that this may be possible
334.
335.
336.
337.
338.
More effective and consistent direct mail via letters: improve referrals for future
customers.
339.
340.
More email marketing and contacts; better web-site placement. I dont use email
much because I get so much spam myself that I dont even bother to look at, that I
feel anything I send out will be treated the same way.
341.
342.
More event based marketing. Lack of people resources and top down
understanding.-Monthly column in news medias. Lack of people resources and top
down understanding.-Monthly email communications with prospect base non
promotional / educational. Lack of content.
343.
More exposure via articles for press etc. building up press contacts at the moment
344.
Page 752
More ezines. More articles. I believe that email marketing is an effective tool and
that articles get valuable publicity and credibility for my company
346.
More follow up of after 1st sale offers, time and software changes that need to be
made.
347.
348.
More frequent and consistent e-mail activities and referral building.These activities
are inexpensive and build a base to assess niches and then build markets. They
also help maintain, solidify and develop existing customer bases.
349.
More host beneficiary too hung up on making the copy better, more powerful,
better conversionsMore joint ventures time, people to help me on commission
basis
350.
More host beneficiary relationships cant seem to get hosts to buy into the
concept.
351.
more in direct marketing for specific conditions. problem of knowing how to do it and
time
352.
353.
354.
More interactive tactics, more systematic approaches in all contact points Have
been fighting fires, not able to muster enough consistent resource to make happen
consistently
355.
356.
357.
358.
More local ads ie: newspaper, cable TV ads, billboards, targeted direct mail.
Limited budget.
359.
360.
More mailings to generate more leads from the end user or specifier.
361.
362.
363.
364.
More planning. Would like to see a plan towards how market intelligence is handled,
coupled with timing. Same with follow-up calls, etc. And then we should track
progress against the plan. More consistently complete follow-up calls. It is common
to get specific leads for future work. Develop marketing pieces for DP and electrical
expansion. Develop drilling survey methods that are innovative and assist us in
delivering a measurably superior product.
365.
366.
367.
368.
More radio and television and more activity on the Internet. I am not because it has
become increasingly difficult to get booked for interviews and because I have not yet
figured out how to consistently make sales on the Internet, but I keep working on it.
369.
More referrals and setting up host-ben because they are very cost-effective
370.
Page 753
More speaking and providing people an experience of the services we offer. I think
the reason why is that I have been feeling like we have to create stuff first and then
we can go out and connect with them. We have recently discovered a way to
decrease the amount of creation time as we will now be creating some of it just
in time
372.
373.
374.
More telemarketing
375.
376.
More visits to potential referral sources. The reasons are , 1) fear of failure, 2) time
to block out for a series of visits and to multiple sites 3) avoiding coming across as
just another slick business trying to make a buck off the elderly ( appear more
professional) 4) unsure of my ability to get through gatekeepers
377.
378.
379.
Moving into niche markets where I can have more impact and fewer competitors.
380.
MUCH MORE Talking Ads. Press coverage. Effective Internet marketing. Local
business coalitions (host/beneficiary).
381.
382.
383.
N/A (2)
384.
NASCAR sponsorships, more tie-ins with minor league teams and college teams.
Cost is the restraining factor.
385.
386.
387.
388.
389.
Networking. No time.
390.
News letter, but it is hard to generalize my unique services to fit a general audience.
391.
392.
Newsletters I know from experience that the top of mind agent is most likely to
get the business. Email updates economical and professional.
393.
394.
395.
No ideia
396.
No product yet. Want to have more internet presence, more shows, more
demonstrations. More media coverage through press etc. .
397.
None (7)
398.
None because we are just getting started with referring brokers and our two new
sales people and my book
Page 754
None planned
400.
None right now. I want to see how well the telemarketing of potential joint venture
partners does first.
401.
None so far that I know of. I am still testing my advertising, and need more time to
determine what advertising is best for my business
402.
None yet because I must have the product on-hand for clients to see. I must
purchase the animals first.
403.
404.
None. If I wanted to do they I would. But I am doing a lot more this week than last
(after reading about strategy from you Jay).
405.
406.
407.
408.
409.
410.
411.
412.
Offer some whatever youd like to pay seminars in-house. Because, it allows them
to taste and seemost havent ever experience what we really offer.
413.
Offer training Video/CD, ebooks of our services, benefits and product knowledge.
414.
415.
Offline ads. It's all related to how much time I have to spend right now on the
business.
416.
Ongoing and continuous direct sales campaign using direct mail letters, phone calls,
cold calls and referral requests. Not doing it because the time is not allocated
specifically for it and it doesnt get done in the heat of carrying out normal business.
417.
418.
Organising seminars
419.
420.
Our own full color catalog (as opposed to a co-op version), web site. Both are on
hold for budgetary constraints.
421.
422.
P.R.
423.
424.
Personal contact with media. I think that this would make a difference to the number
and quality of the coverage we get. As it is I havent got time to do anything other
than send out regular press releases (twice/month).Effective advertising might also
be an activity we are ready to begin now. It has been seen as too expensive for us
to fund, even if it brought in revenue since we couldnt finance the gap between
putting it out and getting it in. This is now changing. Telesales would boost our
conversion rate. Again we have seen this as too expensive to finance and there is
quite an investment of training to do because of the specialized nature of what we
do. Any sales person would have to be quite knowledgeable.
Page 755
426.
Phone calls to new clients dont take the timeradio interviews havent bothered to
create good headlines and the appropriate backend package for each radio sales
427.
Postcard marketing, full page ads, press releases and interviews, classifieds in
weekly papers. Primarily due to cost and low response rates..
428.
Prefer not to say not doing because product is not set up to my satisfaction - yet
429.
430.
431.
432.
433.
434.
Probably direct mailcost factor. Its a lame excuse. I know I should be doing
some at least to some degree.
435.
Proper follow-up with customer database. Resources and proper IT system are the
primary reasons why.
436.
437.
Pursuing joint ventures and building my affiliate network. Not done primarily due
time constraints and budget limitations.
438.
Pursuing joint ventures and building my affiliate network. Not done primarily due
time constraints and budget limitations.
439.
Put together a club of happy consumers in every city and use their testimonials
440.
441.
Putting together a full scale marketing battle plan. Tactical day to day needs dilute
my efforts.
442.
443.
444.
445.
Reach all the Insurance Agents and Insurance call centers in town with our
message. Because they influence who the customer will pick.
446.
Reach out to libertarians who havent heard of us. Dont know haw to economically.
447.
448.
Real estate: reach more prospects, not sure what method is cost effective.
Consulting by e-business, need more planning.
449.
Really develop our hidden assets and back-end sales. We need to get the staff
behind this and we are focusing our efforts against this at all the staff meetings. We
also want to turn the hygiene department around into a profit centerand it is
beginning to work!!!
450.
451.
referra program. Put in place an automated e-mail touch program to education oour
Page 756
453.
454.
Referralsdont know how to get people to provide them, even though they say they
will and are happy with me and my service
455.
Regular newsletters and updates to current and prospective clients highlighting what
we are doing.
456.
Regularly published e-zine rather than occasional. I am not doing this regularly
because I dont have time.
457.
458.
459.
Riding my motorcycle to events that promote our association. It is too cold and there
are no events close by.
460.
461.
462.
Risk Reversal. We have to put extra efforts without knowing that they will pay off.
463.
464.
465.
Running a much larger scale ad campaign. lack of money and fear that it wont
work.
466.
sales letter to architecs ,interior designers and builders that would give them new
ways to use aquarium displays in there building designs. money
467.
468.
Seeing the results of initial contacts with referral base. To get this business going
469.
Selling
470.
Selling in over a 100 store across the USA and Europe, need to keep working at and
what is non-effective.
471.
472.
473.
474.
475.
476.
477.
478.
Sequential marketing. Try to use the internal audit group to do more than find
accounting problems, but to help grow the business.
479.
Sequential marketing: not doing it the way Id like. We have a long sales cycle and
we need to educate our way to sales. Price, Headline, Product testing: Never been
done that Ive seen. New product creation from our existing product line: there are
new products and price points we can create very easily. Direct email: not done
Page 757
481.
Service how to serve for customer retention (research-based service) Lead how
to communicate Premium brands ability to hang on to distributorships. Niches
which segments to target? Markets effective demand, purchasing power, not just
expressed interest
482.
Softly promoting service. Awaiting all documentation in place but also unsure where
best to start.
483.
484.
Something that is going to product results; I dont have a tial and error budget. Id
like to be sending out an e-zine from my web site, but no one has signed up for it yet
and I dont know how to set it up yet so that if I offer a freebie to sign up that I know
when to send it out.
485.
486.
Spend more on web site design and rewrite. Hire a sales person. Lack of money.
487.
488.
Spending more time to develop corporate clients especially prestigious ones. Have
to stay focused on the 80% (or 95%)!
489.
Sponsoring some trade association meetings cant afford it until revenues are
higher.
490.
491.
492.
493.
494.
Strategic alliances.
495.
496.
497.
498.
Systematic communication with existing clients about all the services that Ican
provide. Probably most cost-effective way of building business
499.
Systematic contact that does not require manual intervention, email, weblogs, etc.
500.
501.
502.
503.
Talking to more potential clients to increase my commissions and recruit new sales
reps for my team.
504.
505.
506.
507.
Page 758
509.
510.
511.
512.
Tell every property owner, manager, engineer and architect about us. To much
money for advertising.
513.
Test marketing more direct mailers, fax blasting, email campaigns. Test pricing,
create a guarantee and test it. More direct marketing to motorcycle dealers and to
motorcycle owners. Commercials, radio spots, PR, manufacture sponsored coop
marketing campaigns, etc.
514.
Testing Direct Mail pieces, Testing different headlines for internet ads and Pay Per
Click Search Engine advertising. Lack of budget.
515.
Testing emails. Useful analysis of existing efforts. Have started doing this year.
Have lacked in house expertise and commitment.
516.
Testing my website, Host-beneficary, Referrals, web postioning. Time lack of. Also
Im recruiting and training people to do this:PPP- thanks Jay and Co!
517.
Testing, surveying and tracking: What do our customer REALLY want? Follow-up
strategy for existing customers Customer database "Leading" a customer to his
initial purchase
518.
519.
The internet, have on-line forms to fill out etc. I have not managed to get the time to
do it yet, since it have not been a priority in this transitional state of my business.
520.
521.
This very minute I am writing a new book, but when its ready to go, Id like to have a
sense of how to market it in the context of my other books present and future. This
is something I have never done. Each one has been separate.
522.
523.
524.
To have agents selling our products on commission basis only, we think it would be
great, because word of mouth like in MLM works well.
525.
To meet more people. Time, I am not focused, have to many irons in the owen.
526.
527.
528.
Too many to list As mentioned several times, I am doing a substantial revision and
re-development of our marketing strategy, and have been waiting until Im further
along before implementing some of the new marketing efforts.
529.
530.
True marketing management. A lot of tactics are happening in a vacuum not tied in
to strategy
531.
TV for top of mind and spread. Were to small at the moment and costs to are high
532.
unknown
533.
Unknown want a way to have clients show up without my direct effort so I can
concentrate on helping clients.
Page 759
Unknown.
535.
536.
Upselling, referrals, new productsall these letters take time and some creativity. I
never seem to devote my time to this. When I do, I struggle so much for so long that
it seems useless.
537.
538.
539.
Using well known actor/ actress that are admire by large sector of the community.
This will help to elevate our branding as we build the company and product brand.
Cost is one of the constrain at the moment.
540.
Video, streaming media on internal website, CD-ROMs to sales force and clients.
Lack of access to internal resources.
541.
542.
543.
Want to be doing more upsell seminars. Need to develop a better upsell speech
and get into more events.
544.
want to be out going to banks to talk to lending officers about referring biz. to us.
also want to figure out how to do massive direct mail cheaply and effectively.
545.
Want to set up a database to contact past patients, start monthly newsletter and
offer new services of life coaching. Want to help people advance further and not
simply solve initial sets of problems. Also tired of insurance billing headaches.
546.
547.
548.
We have several ideas (one base on Icy Hot) but time is the limit. We are busy
doing, to keep going and have little time for development.
549.
550.
551.
552.
We need to establish a better system for gaining our personal introductions. This
have been a very effective approach for us, we need to develop it into a system.
553.
554.
We want to do two thing right now. Get our Email program going and it is only a few
days away from roll our. The Second is to engage a sales rep for our market
expansion area and we currently do not have the cashflow to do it. We hope to
iimplement later in the spring. As a side bar, cashflow is a problem for us due to the
seasonality of our industry (85% of our sales in ten weeks), Second problem is a
structural weakness, we cant finance our inventory through the banks and it is our
largest asset.
555.
We want to get out into the community and business community doing talks and
presentations to put a face on our practice and begin to brand our services. We are
not doing as much as we want to because we have not figured out how to
successfully reach those who set the schedules.
Page 760
We want to learn everything that is the best in terms of marketing in order to grow
and offer the best quality of services to our clients and to the new ones. Because we
now are preparing ourselves to buy our new retreat and expand our company. And
we want the best as Tony Robbins does.
557.
558.
We want to re-activate and improve upon our marketing activities, as the momentum
of the market is likely to dry up in the near future.
559.
We want to start pulling a bigger spec of client (higher business turnover say $3$10m+, but havent figured out how to find them, get in front of them etc.
560.
We would like to be endorsed by one or more Auto Dealer Associations. The reason
we are not doing is that most of the associations are managed by another agency
which often has no interest in endorsing us. Have wasted a lot of time with no result
so far.
561.
562.
563.
Web page and fax set up. Just do not have the time nor the expertise.
564.
Web site. Telephone follow-up. Both would benefit current customers, improve
retention, increase interest in other products we carry, and help us reach new
customers.
565.
566.
567.
Weekly contact with clients and potential clients via fax ads, direct mail, newsletters,
and telephone. The more we are in their face the more likely they will think of us
first when a need arises.
568.
What I want to do is the joint venturing, but Im not quite sure how to set it up and
create a good contract
569.
570.
571.
572.
Within Master Strategy #1, the 2nd layer of business building which involves layering
a master marketing consultant in-between myself and the marketing consultants
which each dealing with only 20 consultants at a time.Within Master Strategy #1, the
add-on / cross-sell products & services which are planned.And Master Strategies #2
+ 3.None have been implemented to date as we are a start-up business, and
following our strategy game plan, we must successful execute the Start-Up Phase of
Master Strategy #1 first which produces cash-flow in order to proceed to the next
level.
573.
Working on it
574.
575.
Would like to find cost effective cable tv ads, and also telemarketing. So as to reach
Page 761
Would like to offer training and consultation at their location. it is not being done and
there are only 2 schools in the nation.
577.
Would love to do radio advertising (in particular "live reads") but we just don't have
the budget for it right now.
578.
579.
Writing articles for newspapers and promoting classes. I didnt think I can do this.
Now, I know, I can.
580.
Writing articles to build my reputation. Get blocked doing the writing, can speak it but
once I start to write I stop.
581.
Writing the copy for our website, space ads, and follow up e-mail and direct mail
letters. Right now, Im calling on wholesale vendors to see where I can get the best
quality, prices and fulfillment.
582.
Yellow pages. It is very effective and most of my competitors ads are not very good.
Page 762
2.
? (2)
3.
4.
1-800-dentist works for some, but it does not fit into my high end quality practice.
5.
6.
7.
8.
Actually, our competition concentrates on repetitious marketing, due to the fact that
they have deep pockets.
9.
advertising
10.
Advertising - expensive
11.
12.
Advertising in newspapers.
13.
14.
15.
16.
17.
Advertising,(big ads in yellow pages, TV)Cut rate prices Sign up with insurance
companies as network provider
18.
again seminars
19.
20.
21.
again, most if financing and price point focused, it appears the innovation comes
from manufacturers not at the dealership level
22.
All above in 42
23.
All competitors seem to have the same strategy. They are very quiet and you dont
hear anything about them. They have their old boys network, which I dont have.
24.
25.
All of our competitors are much smaller and weaker. But all are spoilers and all act
irrationally.
26.
27.
All other local real estate agents - don't know their strategy.
28.
29.
All over the map heavily commoditized and as such a hindrance to my efforts
Page 763
31.
All use only the internet and hope for hits to their sites.
32.
Almost all of the other chiropractors in our area focus on pain treatment and quasimedical model practices. Many use print advertising that sells pain care. One,
whose marketing appeared to be most successful for a while was a multi-discipline
practice (DC/MD) was using drop boxes offering a free dinner and health talk. From
my point of view he was successful at bringing people to it because he did not make
mention that it was a chiropractic office I the promotion and they talked mainly about
the medical part of the practice at the dinners. We dont market pain based care
because we dont offer pain treatment services, which is what most people have
been taught to associate with chiropractic care. We are working on filling a different
niche and having difficulty in getting the consumer to recognize that niche even
though market trends show that they want what we have.
33.
Although this area is crawling with massage therapists (there is a major state college
of massage therapy right here in town), I have never really viewed them as
competition, because I offer a very different service than they do, and they attract a
very different clientelle than I do. (I put my focus on attracting my perfect
customers, and there seem to be plenty around.) As for what the other massage
therapists are doing and what I might learn from them regarding marketing, I notice
that they advertise a lot - and almost all of it to the mass market even! - which
seems to me to be pouring a lot of their resources into marketing to the "cold
contact" (and competing with everyone else doing the same thing!) - something
which I find both ineffective and unnecessary.
34.
Amazon.com sells a few of my products, and they have all kinds of great strategies.
I also regularly check out the sites of my smaller direct competitors to see if they
have added something that I need to imitate, but most arent innovators.
35.
36.
37.
38.
As I've said, in the UK apathy is my competition.In the US, where my goal has been
to sell my software, I'm aware of one company which sells software, but their
website reveals very little, and they don't make it easy for visitors to initiate contact no free stuff, educational stuff to read/download.
39.
As mentioned we still are in the introductory stage, and probably we will innovate in
the business. Within my competition I admire the leader in the industry which is
omnipresent and we are just too small for that, but our strategies and possibilities
will make us a present company in many places with a small, really tiny budget.
That s what I have gotten from Jays insights. A truly guerrilla marketer. Smart and
Inovative.
40.
As of now, my market is very fragmented market. There are quite a few solo
coaches and a couple of small firms. Unfortunately, I dont even know much about
my competition at this time. I am doing business in Israel, and my Hebrew is still not
up to par. Over the next two years, I expect to develop a comprehensive
understanding of all the aspects of the market here.As for the peer-group aspect of
my business, I am not aware of anyone doing what I am doing, although it is
something that someone else can start easily and even surpass me rather quickly if
they are well connected.This is an area that deserves more study! Thanks for
helping me realize it.
41.
As of right now, I dont really have competition directly aside from all the clamor of
Page 764
-Banks they lunch and learn seminars, they have internet websites with lots of
information and they can form alliances with other companies to offer more products
and services. They can offer customer more choice and more information and they
make easy to do business with them. They also have brand recognition behind
them and loyal customers.
43.
44.
better advertising
45.
Better lead follow-up. They call leads up rather than waiting for them to contact me
46.
Better website services, special services for high net worth clients
47.
48.
49.
50.
51.
52.
53.
Closest competition bills per project vs monthly ongoing retainer. We feel monthly
retainer makes much better sense for the client plus it is much easier to build a
business around.
54.
55.
56.
Competitors are advertising agencies and PR companies, using mainly ads. Many of
them suffer from the recession right now, while my small overheads give me an
advantage
57.
58.
59.
Competition has faded away because people are now afraid to gather in large
groups because of 9-11.
60.
Competition is generally larger law firms unsure how they market. General
reputation seems to get their clients in the door, but often they then screw it up by
transferring the files to junior lawyers, overcharging, taking too long.
61.
Competition is larger, have more technical backup and have been in the market for
20 to 30 years.
62.
Competition is not effective according to their comments, and the comments of the
customers that switch to me.
63.
64.
65.
Competition is rather chaotic as the market itself is very chaotic and disorganized.
Finding a competition that is constantly successful in Polish market will be a topic for
Page 765
Competition range from large multinational telcos to small resellers - some seem to
be quite effective with direct mail and seminars
67.
Competition sells junk dirt cheap by hype and burns clients by the dozen.
68.
69.
Competition uses an abundance of direct mail marketing, infomercials, and largescale upsell events to market. I do not use much direct mail marketing, do not have
current plans for an infomercial, and have not quite broken into the large upsell
event status. However, I do have a contact who is going to work on brokering me
into smaller upsell events.
70.
Competitors manufacture or sell some similar products to ours and lower prices.
Have a better network of distributors.
71.
Competitors, especially the larger ones, use more printed materials such as
brochures, case histories, and written testimonials.
72.
73.
74.
75.
76.
77.
78.
79.
DEPARTMENT STORES - large newspaper ads, TV ads MALL LUGGAGE SHOP mall customer traffic past their doors OUTLET STORES - image of discounts, even
when we beat 'em on price
80.
Describe your competition and any effective marketing strategy or tactic they use
that you dont So far I havent paid much attention to the competition.
81.
82.
83.
Direct mail/sales letters. Although I fully expect my letters to be much more effective
than theirs, since most of them write brief features-oriented letters or simply mail a
product brochure.
84.
85.
86.
87.
Distributors on commission
88.
diversified artists
89.
90.
91.
Page 766
Dr Fred Grosse Real Training Howard Brinton Winston Marsh Julie Ryan Have
years of experience in coaching and training to refer to.
93.
94.
95.
Email list.
96.
97.
98.
99.
100.
Family owned construction firms that mostly chase the bid market which is who
ever makes the biggest mistake gets the work or cost plus zero and all you can
steal. Some dont do bid work but their strategy and tactics are not apparent.
101.
Fancy seminars
102.
103.
104.
105.
106.
107.
108.
Full time sales people but I really dont think they are that effective. Ads in the local
business journal, again I dont really think they are all that effective.
109.
110.
111.
Ginos mass mails every year! Millions of invoices probably, with a very small
conversion rate.
112.
113.
114.
115.
Have seen classified ads, websites and email ads for similar services
effectiveness unknown.
116.
117.
Here in Poland I have one direct competitor... who copies most of marketing from
me his site, his adverts, even his articles look as mine year or two ago. He is
growing he do as I did but I'am way ahead of him. Then i have some indirect
competitors like sites of print magazines about marketing. But none of them teach
practical marketing for small biz it's just publishing about marketing for managers
etc. news and trends as I call it. Their e-marketing is week, but they have much
bigger wallets and can put big campaigns in action. Still they don't do it in cost
effective way just institutional advertising.
118.
High end Direct Sales force that goes to the sites of premier clients around the
Page 767
Highly established companies with well developed market positions. They use a
variety of well established routes to market to create their volume, either direct or
through distribution channels.
120.
Historically, they have made better use of face to face meetings. We have
increased our use of this tactic with the hiring of an individual with many years
experience who prefers this method of sales, as well as increasing the technical
knowledge of other marketing staff, allowing them to do sales. Having our base of
operations in Houston provides us with a huge advantage here.
121.
Hmmm one of our competitors already has a impressive list of references, are
recognized by Forrester/Gartner as important runner up and were not even on the
radar screen. Must act swiftly and effectively in 2003.
122.
Holland And Barrett, a major retail chain, continually discounts 50% off
123.
124.
125.
I am in a business whose main services are copy cats of each other. That is the
services provided by each of the cash flow brokering houses does not differentiate
from one another.
126.
I am the only one doing asset protection specifically in about a 50 mile radius,
besides a few attorneys dabbling in it.
127.
128.
I can name one they use that I do NOT want, namely, price low-ballers
129.
I can think of lots of competitors. I cant think of any particularly effective marketing
strategy they are using that we arent.
130.
131.
132.
133.
134.
I dont know how effective it is, but the big producers mail out and advertise in the
large Homes Magazines and in the Newspaper. It does get their name out.
135.
136.
137.
I dont truly know of anyone that does what I am doing because I am not a collection
agency nor a lawyer. As far as I know, my concept is so new and different, I dont
have any competition.
138.
139.
I have no competition. There is no limit to the number of books people can enjoy.
140.
I have none
141.
I havent studied them muchWhat I do know is that no one really markets at all in
this field. They seem to wait for developers or landowners come to them.
142.
143.
I see our real competition as the big boys Microsoft, Oracle, and those wellfunded marketing programs that they support, selling to executives who often are
more risk aversion-driven than by performance differentials. Their strategy is to
Page 768
I think most of the competition is doing the same things we are, maybe less. I also
think we need more definition of our target markets so we have a clearer idea of who
the competition is.
145.
I think my competition have a better visibility due to their extensive use of large
LISTS.
146.
I think that there are people out there who are better at bringing in people over the
internet...the Concorde group, innetek, etc
147.
I think the market about the more limitedway we used to before adding #42
148.
I think they all do basically the same thing. Some do a better job of utilizing
telemarketing, other do a better job of regular mailings and other simply present to
key users more often.
149.
I.T. Equipment:- Showrooms in central locations frequently by equipment buyersFree punctual delivery- Easy credit terms- Ability to sell to fellow businesses (B2B)
in central locationsSoftware:- Customization (re-programming)- Deep discounts, to
buy markets, for first-time buyers- Third-party special-interest software developer
support.
150.
151.
152.
153.
In a market where no-one does any marketing very well, there is no real competition
154.
155.
156.
157.
158.
Indirect competition from other sleep systems, other water systems. Other nutritions,
other MLM companies
159.
individual artists participate in outdoor art fairs; sell work at starving artist prices;
portrait commissions for doctors & lawyers; writing articles for national/international
art-related magazines; hanging out with high-end gallery owners (geographic
proximity issue)
160.
161.
162.
Inside our art we have now have 70% of the market share. Outside our art there are
much larger competitors that take out more ads in
more magazine, do more
direct marketing, fancier catalogs.
163.
Insurance companies product does not have advantages over mine, but they do
advertize in high exposure media, like TV, magazines, etc.
164.
internet
165.
It sounds trite, but no one else is doing what we offer. They either sell equipment,
Page 769
Joint ventures
167.
Ken Roberts and Larry Williams: Both do massive mailing and e-mailing campaigns
to attract customers.
168.
169.
170.
171.
172.
173.
174.
Larger consulting firms rely on their proven track record in large numbers of
customers.
175.
176.
177.
LoJack is not a competitor in our industry sector, but they have a less superior
product for cars. They marketed very heavily to police forces across the country to
get buy in and recognition. The product doesnt even work that well but yet they are
in only 18 states and are $130 million company. They also market a lot on the radio.
178.
179.
Lots of marketing competition on the Internet right now. People think it's easy to just
start selling eBooks on marketing I guess. My *real* competition has just been at it
longer than I have. They have better "branding" out there. It's going to take time but
I'm looking for ways to speed up the process.
180.
Lots of one man bands, accounting companies, government advisory services, the
internet, books, and they use lots of different methods, seminars, websites, books,
programmes, strategic allicances, advertising, for example
181.
182.
Lower prices
183.
184.
185.
lying
186.
M&A for the biggest firms. They have connections with many business people and
they get big clients. (I work mostly with small clients).
187.
Mail shots, reports, using research to be first to produce the product, proactive
analysis of what is needed on the market, Relationship building with customer
outside work time, networking, catchy adverts etc.
188.
Mainly mortgage brokers. Dont think they do too much. For the most part they are
focused on a single transaction and disappear.
189.
Major publishing houses, bigger ads, bigger direct mail campaigns to demographic
Page 770
191.
Market not that advanced. Only issue , one DC uses value pak
192.
193.
194.
massive mailing (to expensive for us) or direct recruitment of students in school (we
do not have that access)
195.
Massive radio and tv advertising. It must work for them, they keep doing it.
196.
massively funded; use mags, tv, control over the retail store in which they sell their
clothes, celebrities to endorse product, etc.
197.
Md and they have drug company to back them and their MIRACLE CURE but in
chiropractic we have to do it all alone
198.
Medicine has a big budget and they do a great job of brain washing people to think
health comes in a bottle and they now have their comsumer based tv ads that give a
false sense of help that they can provide.
199.
200.
Microsoft does a fantastic job of emailing prospects about all aspects of their
products and services and has presented them nicely in several forms (one can get
an in-house solution with Great Plains or buy only what they need with an ASP
called bCentral)
201.
Modern technology
202.
More advertisements that are done frequently by our competitors who are much
more well established
203.
More advertising
204.
205.
206.
More immediate (online) pricing is the only strategy that they use that we dont.
207.
208.
209.
210.
211.
Most are regional competitors whose main focus some times seems more towards
the obtainment of the actual volume versus profitability. Usually to keep their major
oil company suppliers happy so that they will continue receiving marketing support
dollars and special pricing rebates.
212.
Most employee benefits providers compete on the basis of the price of the insurance
products in a benefit plan. My approach is qualitatively different.
213.
214.
215.
216.
217.
Most of our competition are much larger businesses with substantial staffs and real
Page 771
Most of our competition compete on price and spend the overwhelming majority of
their marketing budgets in print advertising.
219.
Most of our competition have more salespeople in their offices, are able to throw
more $$ at marketing.
220.
Most of our competitors are active in more than one market and the foundry maqrket
for them is only a fraction of their business, while we concentrate 100% in the
foundry market - which appears to be a mistake.
221.
Most of the competition that I am competing against have web-sites and sales
forces. We are trying to develop a web-site and dont think we are ready to
effectively deal with a salesforce.
222.
223.
Most of the other competition do generic local advertising ( coupons, show exhibits).
I know that a few use their client base to market to well, via postcards, e-mail etc.
224.
Most people operate pretty much as I HAVE, which is why Im soon going to have a
very strategic advantage.
225.
Most PR companies have a full time business development person who usually has
target lists of prospects and arranges meetings or does direct mail. Some do
roundtable discussions with a Washington official. Some do limited advertising,
such as on NPR. Some position their leaders as experts. Many hire high-visibility
people with specific issue experience and then tout that experience to businesses in
that area.
226.
Mostly, other Realtors that have found success here do so with consistent follow up
systems and by bombarding their market with fliens, phone calls, fliers, scratch
pads, magnets and their larger Real Estate Newspaper advertising. Many also use
bus benches for branding purposes.
227.
228.
229.
My competition are large companies such as Air Miles and Gold Points. Air Miles
does a lot of ads. Gold Points is word of mouth.
230.
My competition are the gurus and all the seminars they promote.
231.
My competition comes from another designer who published a real world book on
rearrangement design, from about 20 people who offer expensive seminars on doing
it as a business. I have only one book competing with the one I am currently writing
on the art consulting business. Free tips that designers put on their web sites are
somewhat of a competition, because some of them give away information I have in
my books.
232.
My competition competes with price only. They are fighting each other with price
(being the cheapest). I do not play that game.
233.
My competition has name brand recognition that I do not. It makes it difficult to get
the first appointment, and even tougher to make the sale. I need better tactics or a
marketing strategy to overcome the lack of brand recognition.
234.
Page 772
236.
My competition is doing the same thing they are sub-optimizing thats where I want
to take advantage.
237.
My competition is every New Age author who writes about a personal issue, and the
ones who are most effective at marketing are the ones who get out there and
promote the books. I have not been able to do that in the past, and will be able to do
it in the future.
238.
My competition is in my head.
239.
240.
241.
242.
my competition seems to be hired out of habit, not results. In other words, none of
their clients ever have any glowing reports about their results, but they continue to
use them.
243.
244.
245.
My key competitors are big companies with big budgets and can afford expensive,
glossy sales literature and multiple costly mailings and follow-ups, where I cant.
246.
N/A (9)
247.
248.
249.
nationwide presence especially for shipping purposes. Many time use loss leaders
to secure an account.. willing to lose money the first year. They may have more that
they can risk than me.
250.
Neighboring local authorities manage their brand better and promote their services
more effectively.
251.
252.
253.
254.
Newsletters, exhibitions
255.
256.
257.
nil
Page 773
No competition
259.
No competition.
260.
261.
262.
263.
No idea
264.
no known direct competition. Secondary competition is other media and online and
email newsletter competing for audience time.
265.
No one else I know of approaches marketing strategies that Ive learned over the
years. At least not locally.
266.
No one in my market segment is doing any more than I am now. Some have been
doing it longer. Very few are doing anything.
267.
268.
No real business competition. There is plenty of room. Biggest hold back is dealing
with people too scared to take a chance or too lazy to sieze and opportunity.
269.
270.
None (13)
271.
272.
None of consequences or piecemeal and without the training I have gained. I could
own my market if doing something.
273.
274.
275.
276.
not sure
277.
278.
Not sure there arent that many successful folks as I see them - - I figure this is a
great opportunity for us to grow before the other guys do
279.
Not sure of their strategies; however, larger competitors utilize sales forces
280.
281.
282.
Nutrition web sites appear to be effective. Our web site is nearly done, but will need
refinement.
283.
Offering game consoles with every handset connections; matching the offer of any
other distributors.
284.
One competitor has a close lobby marketing strategy with high-level government
officials, whereas the government is one of the potential customers or a link to
potential projects of international financing bodies.
Page 774
One competitor is able to turn projects around in a day. I dont offer this service.
286.
One large competitors sends out over 1M pieces by mail every year. This seems to
keep them in their clients and prospects faces constantly. As we are a local
company, and they an international one, we cant afford to send out mail. Email has
proven effective and cheaper.
287.
One major player changed the face of banking. They are competing with television
advertising. Seen as a household name.
288.
One of my competitors flies out to visit their customers far more than I do.
289.
One uses fax display advertising. A few use discount coupons. Pretty weak, huh?
290.
291.
Other business consultant dealing with China. Probably ads, join the China council.
292.
Other chiropractors are marketing to Attorneys via lunch and learn mini talks,
thereby generating referral relationships.
293.
294.
295.
296.
297.
298.
Other doctors and educators but nobody actually combines these two things the
way I do
299.
300.
Our biggest competitor would be Ernst Young (big 5 firm). Their biggest single
marketing tactic is an annual Entrepreneur of the Year award. They advertise for
applicants, so they can get in front of successful business owners to sell their
services. Smaller firms are very reactive, and rely on referrals or personal contacts.
301.
Our competition are only the largest in the industry. The have the resources that we
dont. Still trying to sort thru what they are doing. That have huge staffs and budgets
that we dont.
302.
Our competition does not advertise. They are simply available in retail outlets. If we
were, we would sell a ton
303.
Our competition doesnt use anything else that we are not using as far as we know
304.
Our competition is generally better at maintaining more regular contact with clients.
They also seem to be better at expanding their relationship with their clients with
new products/services.
305.
306.
Our competition is the other performing comedy hypnotists in the USA. The niche
we want to reach is the high end contracts colleges, large venues, large fairs. I am
not sure how they reach these contacts most likely through their agents/managers.
307.
Page 775
Our competition seems to have taken good advantage of being the first one in the
market to offer an Internet website solution of car dealers. We cannot do anything
about it so we are trying to get endorsed by an Auto Dealer Association.
309.
Our competition, to our estimation has no strategy and their tactics are mainly yellow
pages.
310.
311.
Our industry (ATM industry) is very amateur and I dont see anything that takes my
breath away.
312.
Our main competition supplies the oil industry with inexpensive shelters that only
last for a few years. They do it quick and cheap and the doors end up falling off the
shelters in a couple of years or the insulation starts to separate, peel and fall off
then the wellheads are unprotected from the cold, freeze and cause massive
damage as well as down expensive time (several hundred barrels per day at $ 30.00
- $ 40.00 per barrel) Usually the field personnel who bought those cheap shelters
have been promoted up and out of the field and their successor does not really know
how long the shelter has been around and thinks that they have been in service for a
long time and ends up buying the same thing from our competitors in a couple of
years. Nobody really realizes how expensive this process really is and that there
really are not any savings.
313.
Our most formidable competitor make better use of their website. They also have
stronger host-beneficiary relationships, one of them is a relationship that our
company turned down. Our competitor also likes to play the price game and often
wins on beating our price.
314.
Our principle competition, only run ads in the same publications they have for the
last 20 years. They have no real effective marketing plan. When sales slow down,
their marketing plan is to add another salesman.
315.
316.
317.
318.
319.
320.
Price cutting
321.
Price is the only differentiator for everyone else. Its why we can grow at will.
322.
price orientated
323.
Pricing as the primary competitive strategy which for most of the public is effective
324.
Pricing is very low/ Or increasing the price and giving 2 for the price of 1
325.
aeroquip the
Page 776
327.
328.
Produce their own leads of high % of satisfied front end product customers.
329.
330.
radio ads
331.
Radio and Television informercials they have the bucks to bankroll things, I dont.
On the Internet: most of my direct competition for weight loss pays BIG BUCKS to
be at the top of all the big search engines. All that poop about optimizing your
listing is a load of bunk and the people promoting it are making a lot of money selling
hope in the form of a download e-course or software that doesnt have a snowballs
chance in hell of delivering the result. If you want to optimize your listing WRITE A
CHECK, youll be #1 in an hour, anything else is like believing in the tooth fairy, and
then when the fairy doesnt show up, just pulling another tooth and hoping for the
best.
332.
333.
Reciprocal links bringing in targeted traffic without added work or expense. Joint
venture partnerships involving mutual endorsements of each others products and
services.
334.
Reciprocal links bringing in targeted traffic without added work or expense. Joint
venture partnerships involving mutual endorsements of each others products and
services.
335.
Referralsthey have been in business longer, and are able to get more personal
referrals & can do mor direct mail marketing
336.
337.
338.
Risk reversal they dont charge so much for their software up front and instead
count on support revenues to make up for the initial revenue lost from this method.
They come to market faster with solutions that are not as functional and sell on the
idea that it will get better as time goes on., although it never does get to the same
functionality level that our software has.
339.
340.
Sales force
341.
Sales Reps
342.
343.
344.
Same old, same old! Letter box drops, signage, window displays, discounting, cold
calling
345.
346.
Page 777
Search engines
348.
We are the only of our major competitors that dont actively brand our overall
corporate brand name linked with our overall capabilities. We market our brand
name linked to each of our individual business units and product lines, not by overall
company. This must and will change.
349.
350.
Seminars.
351.
Seminars. I personally dont want to run seminars on marketing. There are plenty of
good people doing that already and I wouldnt enjoy it. Writing lead generating
books.
352.
353.
Several clinics are directed by PhDs and can take all types of insurance and some
offer sliding scale prices
354.
355.
Shell Global Solutions/DNV. Give away software to customers using large amounts
of consulting services.
356.
357.
Since Im still getting cranked up, I havent done anything but word of mouth. But
most of the folks in my category are using newspaper and direct mail. Their problem
is that theyre using mail services that send out template letters. I plan to write my
own copy, both in direct mail pieces and the website.
358.
Since they have more marketing dollars there seems to be greater use of all
medium use ie ads, radio, internet using more search engines etc.
359.
Single practitioners, accepting more insurances than I do. Group practices who
offer evening hours and weekend hours., single practioner who sees many patients
an hour,
360.
Slick egotistical ferrari-driving boasters, who spend a fortune on print advertising and
glossy brochures. (I am told, to diminishing returns ... The Australian public has
always supported the Little Aussie Battler.)
361.
362.
Small companies, price discounts and lower prices against our proposal to win
business.
363.
Small to mid size training groups or companies that do cheap large group seminars Its a fight for the wallet the concepts are not the same
364.
Small town Attorneys. I dont think they have any except for the typical yellow page
and TV advertising.
365.
Smaller to much larger marketing agencies in our backyard or on either coast. Not
sure specific competitor tactics.
366.
Snail mail promotion (too expensive), personal selling (not enough staff)
367.
368.
369.
370.
Some are hiking rates in large urban areas and giving services away in smaller,
remote areas to buy the business. Several have a much larger footprints (branches
in 35 states; were in four).
Page 778
Some are resorting to direct advertising. We think this hinders the process,
preferring a much more subtle approach (ie sharing a well kept secret!)
372.
Some are using email newsletters and I imagine they are generating some sales
along with providing info
373.
Some competition but they dont advertise much just word of mouth or they sit and
wait for customers
374.
Some have more sophisticated POP materials that we do not presently have. Most
of our serious competitors are 10 xs our size.
375.
376.
377.
Some list a host of the ancillary services in the Yellow Pages: Resume on-line,
Interview coaching, grooming tips (if necessary.)
378.
Some of my competition uses discount coupons ie. $25 off of a $200 or more
custom framing order. My other competition uses a marketing of award-winning
designs with the top personnel.
379.
380.
381.
Some of our toughest competition is getting customers because of their prices. They
have websites that are not professional looking, but they have good customer
service as well (from what the reviews say).
382.
383.
Some of the veteran manufacturers agents I compete against are able to take title to
their products and do a purchase - resale, thus enabling them to set their own prices
and profit margins.
384.
Some of them broadcasted on national radio, but they are broke already, and the
others operate on low marketing efforts, because they exist for 20 or 30 years and
are 'known'.
385.
Some of them have an effective search engine strategy. I'm clueless when it comes
to SE's.
386.
Some offer Live events Something we have planned, but not yet implemented.
387.
388.
389.
390.
Strong website presence that describes the value of the technologies and the
company.
391.
SuperCuts is the most direct competitor. Yes, they have a NASCAR sponsorship,
as does Great Clips. Not sure how effective it is or whether its an ego thing with
them. We get some benefit from their sports sponsorships since most people in our
markets associate haircuts and sports with Sport Clips.
Page 779
393.
telecheck and other ISOs. they usually from what I gather send out postcards to
new business, and have sales reps like myself . although Im and independent rep.
394.
TeleCheck, a national company, uses a direct sales force, who visits all new
businesses and the company mails to all of the new businesses.
395.
396.
Telemarketing
397.
398.
Television, newspaper
399.
The Big 4 accounting firms. They have name recognition whereas I do not.
400.
the big telcos but they do not promote their service at all.
401.
The bigger skin care companies that already have solid position in the market .They
use TV commercials on marketing tactics while we dont.
402.
The biggest gun in the industry has a team of reps that go out and do a lot of
corporate entertaining (seats at the Australian Open; boxes at the Grand Prix;
corporate seats at the football and cricket; etc.) We have gone a small way down
this track and purchased seasons tickets to the football and have invited suppliers
and customers to attend but we havent made a big deal of it. Nobody else does all
that much that were aware of.
403.
The competition does not use any strategy that I dont use. At least that I am aware
of
404.
The competition includes Childrens Hospital that benefits from the nationwide
Childrens Miricale Network Memorial Day telethon.
405.
The competition is from people looking for a job as a Telemarketing Director. I have
to change the mindset of my potential partners who may want to hire a paid
employee rather than have me as an independent partner.
406.
The competition is other suppliers of ready-to-eat meals and sauces and marinades.
However, none of them offer authentic Caribbean cuisine. This is a family business,
and the food is authentic. There are local facilities available for production and
freezing of signature food items.
407.
408.
The Internet Markeing big boys. They do what I do buth they do more especially
joint ventures and teleseminars and live seminars
409.
The larger full service brokers have a very strong relocation department that many
inbound buyers to the area find out about and utilize.
410.
The only people doing this in germany are for example chambers of commerce or
US Commercial Services amd they all work free of charge. I dont really believe they
have a strategy
411.
412.
The real estate business is ripe with competition at this time the internet business is
not.
413.
414.
The size of their company and the size and quality of their national references.
415.
Their advantage is that they have staff pathologists but not a superior product.
Page 780
417.
There are a number of publications in this area. A weekly paper, a daily paper, and
a number of monthly niche oriented publications. One of the publications offered
one of my clients a free editoral if she would write it.
418.
There are a only a handful of financial advisors that do what we do. At this time, no
one does it as well as we do though. My concern is that there are a few companies
that have major financial backing i.e. 123College.com, is now developing a strategic
alliance with Kaplan Test Centers. This could be a problem!
419.
There are one or two top producers in my field who rely on others with less
knowledge, expertise and experience to bring prospects to them.
420.
421.
422.
There is no direct competition. What I have created is, within the UK marketplace,
unique. Thats one of the problems. I have to convince people the service is
needed, as well as that Im the one to provide it.
423.
There is no other firm in this area approaching financial planning in the way we do.
My competition is the standard financial services firms such as Merrill Lynch and
Dean Witter.
424.
There isnt any real competition for the Foundation services, but books are marketed
aggressively
425.
426.
they all have husbands that support them one of a handful of FS consultant on
ownx
427.
428.
They are big and sluggish. I am small and fast. They are loosing money .
429.
They are big companies that arm-twist their clients into a sale. They use lobbyists
and any and every strong-arm tactic imaginable.
430.
they are established players with many more resources than us and use our size
against us.
431.
432.
they are the big five, and at the opposite, all old managers waiting their legal age to
get retired. The first sales a big company, while the second sales cheap price
433.
434.
They break the law and pay for the business that they receive.
435.
436.
They clean ring for free. Some are using the Internet.
437.
438.
439.
440.
441.
442.
Page 781
444.
445.
446.
447.
448.
449.
they go to banks and secure loyal referral sources- take bankers to lunch, golf, etc.
450.
451.
452.
453.
454.
455.
They have plenty of food on their vans and their food is very high quality
456.
They have written more books and have an online presence that allows athletes to
sign up for an online training course.
457.
They just advertise and focus on growth- not personal attention or education.
458.
459.
They lower their prices to try and take away our business. this sometimes works
effectively, but in the long run, we usually draw them back in after a less than
successful delivery which makes it even easier for us to sell
460.
461.
462.
463.
464.
465.
466.
467.
468.
They take more risk on the offense that our legal department prevent us from doing.
They low-road sell vs. our high-road principles.
469.
They use about the same approach except they try the low price game and i want
470.
They use commissioned sales people. They use fear- cardiologists and heart
surgeons.
471.
They use direct may high gloss materials that play to peoples concerns generated
by media or health concerns.
472.
473.
474.
They use more networking and direct mail letters to solicit business. We use more
varieties of strategies and various forms of each strategy
475.
They use Sales Reps to pound the pavement in order to sell work. While this
Page 782
477.
478.
479.
480.
481.
Theyre largely going out of business, so theyre not very successful marketers,
either.
482.
483.
Trade shows -- they have budgets and get quite a few leads
484.
485.
TV & radio. However, they only use these for the message of low cost or
damaged credit. I am unsure how to implement these mediums to facilitate our
position.
486.
TV advertising
487.
488.
489.
Unable to
490.
Unknown (5)
491.
Uses low price as means for the sale. Gets the sale, but doesn't translate into a
happy customer.
492.
Using their network of contacts to keep in forefront of minds and catch opportunities.
493.
Very few of our consultancy competitors have a strategy . The successful one
specialize in small niches. Our accountancy competitors have one big advantage.
They have lots of clients that they do basic tax and book-keeping work for. They
then try to upsell into services that most of them cant do well.
494.
Very good website with links to all mentions in the press for that particular product.
Online ordering of all products.
495.
Very little competition, although our fixed scanner in IL does have some competition
1-2 hours away. They try to undercut our prices and we offer a more
comprehensive list of services
496.
Very little recognised competition at this point in time as market is largely uncatered
for as mentioned elsewhere.
497.
Wait for business to come in the door and meet prospects on the golf course.
498.
We are better
499.
We are brand new and really do not have any competition in the area for the forex
market.
500.
we are small and our larger competition has a larger yellow page presence.
501.
We do not have any direct competition. Companys offering slightly similar relocation
announcement services in the residential market often use host-beneficiary and
OEM marketing on the Internet to market their services.
Page 783
We do not use infomercials as some do. We do not have the kind of materials that
are conducive to wide mailings. Our web site could be easier to navigate. We are
working on all three. We have started a radio talk show with our lead Doctor where
he talks about our products in a generic sense and we follow up with their inquiries.
503.
We do similar things
504.
We dont believe in competition. There is more than enough business for everyone
in this industry. We tend to develop partnerships with other businesses. Some of
the things we see them doing is actively prospecting for new clients. They tend to
do a lot of networking functions.
505.
506.
We dont even worry about the competition. We can create our own market as
much as we want and can have the ability to handle all the business we want.
507.
508.
We dont often lose a client, but when we do, its often because someone has
reduced the coverage provided and charged less for it
509.
We dont really have any direct competition. Chilmark and Legends who do pewter
and reproductions are our biggest competitors. They spend a lot more money on
advertising than we do, they also have reps that place their stuff. We had reps for a
while, but our stuff was so different that they werent really a help.
510.
We have a few competitors. They dont really do anything different from us.
511.
We have approximately 5 major competitors in our local market. All but one are
much larger than our firm. The larger ones use in-house seminars, local trade show
exhibits, direct mail programs and client entertainment.
512.
We have no direct competition because our products are not yet released but they
are totally unique.
513.
We have the only system which includes a physical portfolio. The competition has
books and a video. They focus on only one industry hospitality.
514.
We have two groups of who compete in some areas (direct competitor rather than
alternative spend competitors). All use direct mail for course advertising. One seems
to be pervasive in where he has set up host beneficiary relationships but the
quality of what he does is very poor (spread too thinly time wise).
515.
We honestly have never run into anyone that was a serious alternative. If they really
want what we do, there are few choices.
516.
We really dont have much competition due to our niche nature. There is not a lot of
money in our business, so competitors stay out or lose interest. They can provide a
cheaper service and occasionally they want someone who is local rather than a
company providing the tennis services.
517.
518.
519.
web demos
520.
521.
Websites like mine (a little less graphically pleasant) that have forums for people to
post messages and advertising. I dont have enough traffic to put up a decent forum.
522.
Well, there are lots of competitors. In the ecommerce website market, Yahoo Stores
has the Yahoo brand name that is fairly recognizable. They have a huge marketing
juggernaut.In website hosting, Interland is the biggest. They use direct mail and
Page 784
When our fellow accountants who only do compliance work try to retain their clients
by telling them they can do the work we do.and we know they cant.
524.
525.
526.
527.
Writing books
528.
Yellow pg ads, classified ads, mail paks, trucks with company name and number
529.
Page 785
2.
3.
Annually, I revise a year long plan go back and check it and laugh at how far off it
is
4.
5.
6.
Before I write up a plan I still have more material and information to piece together
but it looks like I'm about to start writing the plan.
7.
8.
But it is all hand written as Ive been working on it this last 8 weeks. All my business
goals were turned on their head last December when my sister died so I reexamined my business and have re-prioritised.
9.
But it is proprietary
10.
11.
12.
13.
Cant include it . Its confidential. We accomplish our marketing goals through hard
work!
14.
cant confidentiality issues, I have metrics in place to measure success. Taken from
the 15 best launches in the pharmaceutical industry
15.
16.
17.
18.
Focus on our niches of clients, & where they go; website to interest & encourage
participation
19.
Hard labour
20.
21.
Havent needed many. Ive always had a full practice while others struggled.
22.
23.
24.
25.
26.
Page 786
28.
29.
30.
I did have a marketing plan for my book that was created in 1999. When 911 shifted
the landscape, everything else shifted in the publishing industry. My book emerged
in Jan 2002, great things happened with the media. Very little happened regarding
my consulting or seminars. People were not willing to spend money on an
"expensive" seminar.
31.
I had a real detailed one which I wrote when I was to attend one of Jays weekend
seminars. It was over 100 pages long, and then he did nothing with it after I arrived.
I have not put one in writing on my newest venture.
32.
I have a lifecycleplan. It's a plan with a lot of pictures of things I want to have and
to achieve. (to big to copy)
33.
I have a business plan and the marketing plan is just but a section of my business
plan. I do not know if it will help your research. I could forward it if needed.
34.
I have a marketing game plan, but it doesnt work fine. So, its not meaningful to
translate it from German to English and attach it.
35.
36.
I have an idea file with lots of related and unrelated ideas, some strategic, most
tactical. I suppose organization and structure are two of my challenges in
implementing these ideas in an orderly and logical manner.
37.
I have not gone long term on my planning because things seem to change so
quickly.
38.
39.
I will map out a calander with specific time frames for implementing every element.
40.
Ill reveal this plan to you if I share the stage with Jay Abraham. Im sure hell be
impressed as well. A lot of his concepts are in this plan, but its so darned easy to
follow that you dont have to read through 50 pounds of material. This is a marketing
plan that leads to a strategic plan. We dont plan for more than 1 year at a time.
Then its broken up into months.
41.
Ive covered most of the significant points in answers to the survey questions, so I
wont attach any other document.
42.
In process
43.
44.
45.
46.
47.
Its in my head. We are just now selecting an advertising agency to help us develop
a long range strategy for the next five years since we are growing so fast.
48.
Page 787
50.
51.
52.
53.
My wife and I are just now putting one together following the reading of the first part
of your strategy vs tactics pdf file.
54.
55.
56.
NO. This questionnaire is as close as Ive ever come to writing any of this down
57.
Not at this time, even though in a previous business I had to develop and write the
business plan and the private investor offer
58.
59.
Not that I havent pushed for one. I suppose I could just do one in an attempt to
overcome the inertial forces at work here. Hmmmm.
60.
61.
Not yet, I am still writing this out. I will send it to you when finished
62.
Okay Jay, I am open to share my complete business plan with you. I wont be
attaching it on this email since Id be disclosing even more than I already am, and
Im not yet sure if this is a wise thing to do. However, I would like to share it, and an
important part of our revenue with you. Long-term. When, with your help, we can
grow from $300k to $300m in two years or less, we can discuss an interesting share
for you. Our software does have that potential. Just like the initial Netscape
Navigator in the early days of the world wide web, were working on the navigator
and server software for the semantic web. Do you want to be part of that?
63.
64.
65.
Ongoing
66.
67.
68.
Our basic plan has been to see who comes our way or who we bump intoalong
with talking with current relationship.
69.
Our marketing plan- short and long term is still being written
70.
Our marketing team may have one, but I have not seen it. I personally do not have
one written yet.
71.
Problem is I havent been able to stay focused long enough to accomplish the goals.
I am getting better however.
72.
73.
See attached marketing plan. We accomplish our marketing goals through planning
our strategy and implementing our plan.
74.
Sequentially
Page 788
Sequentially
76.
Shame shame on me it is not finished in the written form yet. I do have written goals
and plans for the year in general. I need to finish the specific of my marketing and
get them in my planner.
77.
Shotgun approach
78.
Since our program is so new, having started it 3 months ago, we are just now
beginning to re-write a whole new Business Plan as we see a few more deals being
closed.
79.
soon
80.
81.
Still in development.
82.
the game plan is the continuos and ongoing and integrated use of all marketing
strategies and supporting tactics
83.
84.
This may sound houky, but I usually dream this stuff when I need it. Not dreaming as
in sleep necessary, but having insights, hearing things. Very unscientific.
85.
86.
87.
88.
89.
90.
Under consideration
91.
Under development.
92.
We are building a small range of outstanding products for function rooms. And we
are creating customers as fast as our cash resources will allow. Then by regular
communication we are presenting these products to our customer base and other
lists, with the first 15% of an average customer's likely need for each product offered
at breakeven pricing.
93.
We are now in the process of developing both an overall corporate China marketing
game plan (which does not now exist), which will then tie back into each individual
business unit game plan (some of which now exist). This will include the business
unit which I manage Building Management Systems. Our current business unit
marketing game plan is more short-term focused, vs. being long-term. That is also
in the process of changing. The marketing game plan is attached as a powerpoint
document.
94.
We discuss what we want to do and put the numbers on paper, however, we have
not sufficiently put a detailed written plan together.
95.
We do have what we call an investor draft. If you would really like a copy I will email
it separately. 2 documents, about 32 pages each.
96.
We dont have a real plan other than our yearly sales goals.
97.
98.
Page 789
100.
We have completed everything below in the past 5 months with the exception of the
telephone and direct mail campaign.Marketing / Sales StrategyIn Q1 2003, RFID
Wizards will focus on establishing partner & vendor relationships, and building a
market presence using its World Wide Web site. Service Partners:RFID Wizards will
establish three partnerships with Information Technology consulting firms that do not
have skills in RFID technology, yet have complimentary service offerings. Training
partners to identify RFID opportunities and a fair commission per sale is offered.
This 'win-win' relationship allows partners to market to their existing customers in a
segment not previously possible and allows RFID Wizards inroads to new customers
quickly. Equipment Vendors:RFID Wizards will also become a value added reseller
(VAR) for three RFID equipment manufacturers. Initial discussions have yielded
positive results. VAR programs establish credibility and provide access to technical
resources. Some even supply qualified customer leads. Website strategy:RFID
Wizards will draw traffic to our website by being listed as a sponsor site on the
following search engines and directories: Google, America On-Line (AOL), Yahoo,
Earthlink, MSN, Lycos, AltaVista, InfoSpace, Excite, C-NetThese sites serve 90% of
the Internet users today. When a person searches for an RFID term or keywords,
RFID Wizards website will appear in the top of the results. There is an associated
cost per click paid when someone clicks on our link. The projected Income
statement budgets for this each month.RFID Wizards intends to launch a targeted
telephone and direct mail campaign to select government agencies and commercial
companies with the following profile: Sales Volume: $100,000,000 +Employee Size:
100+ employees Positions: President, Chief Executive Officer, Chief Operating
Officer, Chief Financial Officer, Finance, VP Finance The key messages to this
market is RFID Wizards:can improve your companys efficiency using asset
identification and trackingare experts in RFID technologyis offering day free
consultation to explain howPresence at technology seminars & trade shows is also
planned. This will allow perspective customers to experience RFID technology first
hand.
101.
We have our marketing person get in contact with as many groups or organizations
as possible to get us in to speak. But it is not long term. In a small town like ours
15000 people, I am a little concerned that this specific strategy may run dry in the
future so we are having to put our energy on other sources of marketing. Still trying
to find this specific vector.
102.
103.
104.
105.
106.
We set a marketing calendar for the year in advance at the beginning of each year
with our staff at our annual planning meeting. We plan on conducting several large
events for outside exposure and a number of internal events to generate referrals
and excitement about our practice.
107.
108.
When I have marketing goals, they have generally been something really simple,
such as Let x number of people know about the book this week.
109.
110.
Page 790
(1) Obtain lead through trade shows, referrals, or yellow pages get contact
information. (2) Determine if viable client (3) Set up on-site demonstration (4)
Meet with client and give him honest evaluation of his alternatives (5) Treat a
sample area for free (or leave samples for evaluation) (6) Determine motivation
behind client interest (7) Determine if cost is a factor (8) Give client a quotation
quickly (9) Follow up on quote (10) Offer discount or alternative forms of
compensation if appropriate (11) Get order (12) Schedule work (13) Complete work
(14) Leave folder with copy of quote, recommended maintenance practices, product
list (15) Follow up phone call to monitor satisfaction with results ask for referrals
2.
(1) Initial approach (2) If interested, arrange coffee and explanation (3) Send
brochure explaining in more detail (4) Follow up if interested send JV agreement
(5) Once JV agreement returned, arrange meeting with promoter (6) Follow up again
and get sign up (7)Arrange transfer of money into fund (8) Advise of upcoming high
yielding deals (9)Arrange cash placed in chosen deals (10) Receive commission as
interest is paid to client continue to advise of upcoming deals
3.
(1) Mail brochure, (2) Call, (3) Send evaluation, (4) Call
4.
(1)First of all our goal is to produce long term clients that fit our profile. They must be
aggressive business who want to succeed. We have an extensive mailing list so
everyone in our industry within our market area received our mailers which are sent
on a regular basis throughout the year. Everyone knows who we are in our
marketplace. (2) Second step is getting an appointment to get a better insight into
needs wants etc.(3) third step is customizing a proposal based on need and
opportunity.(4) We then follow up with further phone fax etc until we close. Our
offering usually consists of a Program involving regular repeat business. (5)
Further follow up in on a regular basis from then on. We rarely loose one of these
once we win them over. Two more points. WE havent figured our how to use
referrals because most of our clients are competitors of anyone they could refer to
so they arent interested. Next point, our main competition is from older and larger
companies who have been selling to these folks for a long time and the old boys
club prevails. We are better at what we do but sometimes have difficulty winning
them over.
5.
(a) Generate the lead typically through phone contact or referral, (b) schedule one or
more personal meeting with the decision maker or his staff to define their needs, (c)
schedule a meeting to present the recommended solution and scope, (d) schedule
one or more meetings during the engagement to check progress and possible
changes of direction, (e) schedule an end-of-engagement meeting to present written
findings and make an oral presentation, (f) follow-up calls to stay in the clients mind
and request referrals.
6.
? (3)
7.
1) Call on the referred lead to find out about the prospects needs. 2)Arrange a
meeting to understand the needs more fully. 3) At first meeting listen attentively to
prospects problems then answer questions they have about me especially
focusing on my USP. 4) Draft a written proposal to provide services (generally
provide three different options) 4. Call prospect to follow-up on proposal and
determine work they want done. 5. Prepare Job Arrangement Letter. 6. Perform the
Page 791
1) 7-8 weeks before the event: fax and email my current clients/hot schools one
page fax you have two weeks to respond and then over 900 other schools will be
faxed2) 6 weeks: fax all schools re: event and number of seats left early bird
special of 50% off for next two weeks.3) 6 weeks: follow up call4) 5 weeks: another
follow up call: heres how many seats are left5) 4 weeks: new fax re: 75% off for
next three weeks.6) 4 weeks: follow up call7) 2 weeks: another fax last chance!8)
1 week: FULL Price(note: constant stream of emails throughout this process to
anyone I have an email for)
9.
1) create relationship with referral source, 2) try to get potential customer in the door
to take a tour. 3) mai9l info package that provides information and has
quotes,pictures but that cant answer all questions 4) schedule tour for most fun part
of day and week 4) make sure they see the participants having fun 5) tell stories of
success with people in a similar situation 6) try to get them to decide on a potential
schedule of attendance 7) assist overcoming negative reactions from other family
members 8) make sure the first few days of attendance go really well (provide daily
reports if wanted) 9)
10.
1) find prospect, either they contact us or we contact them 2) perform on the first
item, and 3) (needs to be developed)
11.
1) Hard-copy contact, plus website contact through search engines.2) Capture their
email addresses3) Deliver credibility-building information through ezine and regular
magazine articles.4) Nurture them into booking for seminar.4a) This sometimes
needs a High-Touch phone call to personally answer final questions or reassure
them ... but many dont need this and book straight in after a time of familiarisation
with Geoff and Pauls written material and TV appearances.
12.
1) I submit articles for publication which gets traffic to my site. I offer a free
newsletter via my web site. Along with the newsletter is sent occasional
endorsements for my membership website. After one becomes a member, he/she
receives more occassional reports, ebooks, along with other endorsements.
13.
14.
15.
1. Arrange a meeting with suspect. 2. during meeting , bond, find pain, and decide if
they qualify to be a prospect. If so, get a contract with them that they will decide to
retain us at he next meeting if they like what we recommend or that they will say
no and it is oday to say no, if they dont.3. At next meeting we present
recommendations and sign them up or not.
16.
1. Arrange a site visit. 2. meeting to discuss client needs 3. agree terms of reference
Page 792
1. Call for permission 2. send info 3. follow up 4. get info & offer suggestions 5.
follow up until get business. Its weak. Currently only one woman doing it now. We
have 2 customer service / sales people who answer the phone all day long.
18.
1. Direct mail 2. Phone, via in-house reps, passed through, if appropriate to the
manager, 3. Personal sales call 4. Mailed quote 5. Follow up phone call.
19.
1. Driving the prospect to the website2. Capture his e-mail address3. Offer free
information4. Convert prospect to customer with a low priced initial purchase (e.g.
books)5. Follow-up customers in order to sell high priced products (e.g. seminars).
20.
1. Find the prospect. 2. Interview and process the information. 3. Do the normal
processing of setting up a normal real estate purchase for our Investor with a new
mortgage for them. 4. Set up a Land Trust for the Investor from which he then sells
back to the Client their own property. 5. I then monitor the client for the next two
years to insure that they have their credit improved. 6. We, then, will be processing
a re-fi mortgage for the Client to buy-out the Investor within 2 yrs. 7. I will then set
up a follow-up schedule for the Client to be informed and educated in real estate
investment plans, etc. The whole plan is to have a customer for life.
21.
1. lead 2. letter/email 3. phone followup 4. work with them on counts and other
problems they may have. 5. process order. 6. no consistent followup/referral
22.
1. The leads come to us, usually referred by a current client.2. I speak with them on
the phone when they call, I listen to what their problems are. Then if I feel we are a
fit, I explain to them how I can help them and what the results will be. If not, I refer
them out. 3. We dont do much follow up. They usually call us.
23.
24.
10 step process
25.
3mos
26.
9 media outlets, geared toward our website, order from website, or 800 number.
Offer FREE poster, newsletter, and Offer complete market line. Even offer a Home
Based Business Opportunity
27.
A call or contact is made to arrange a one hour presentation on our services. At this
meeting, the client is asked what there three most important communication needs
are and then we generate a proposal to satisfy those needs. Once these needs
have been met we know there will always be three more and that they will be
purchasing more of our product and service. It never never ends and never should.
28.
A letter, bringing our name in front of our client every two or three months.
29.
A person (consumer, physician, RN) calls, having been referred by another person. I
discuss their needs with them by phone and promise a return call. I prepare a
recommendation, call them back at the appointed time, and briefly explain what they
need and why and that instructions will accompany the products we will send them.
Credit card info is obtained or the total given for payment by check. Order is
shipped. The person calls back as needed, to reorder or ask questions as instructed
Page 793
A phone call, site visit, follow-up reference list, proposal, immersion into the
community, and future project development.
31.
A potential client is identified > contacted (by email, phone) to request a meeting >
educated about our solutions (materials sent in advance) > pitched to (in person-toperson meeting) > offered a test translation at cost
32.
A referral is made, I contact them by telephone, and when they are ready I visit their
business. Often the referral helps to pre-qualify them, so that once I visit they
generally buy. I try to keep in touch after the sale for on-going work.
33.
a) Phone customer and offer to send company brochuresb) Phone again to discuss
brochures and ask what services they requirec) Offer free database auditd) Put
them onto newsletter list
34.
35.
a. Ask currently known contacts for names of people who would appreciate our
serviceb. warm call these potential clients, offer service, invite in to see sitec.
demonstrate retail when client is signing up for businessd. send our letter after sale
36.
A. I find companies through the library that have estimated income of $500,000 or
more per year.B. I call them. C. if they're interested I set the appointmentD. I ask
them to answer a set of qualifying questions while still on the phone.E. If I think that
I can help them, I put together a mock system that I show them at the time of our
meeting.F. If they want to try my system, I ask them to sign the order form and set
an appointment for the following week to make the installation of their customized
program at which time I will collect a check for the agreed upon price.
37.
38.
39.
40.
Page 794
Advertise or Seminars, contact them back, send proposal, discuss, close. Do not
follow up effectively
42.
advertise with unique id in 800# - track calls, have call coordinator return all calls
forward free reports make appointments, show our value.
43.
Advertise, then qualify leads, then sell, follow up throughout and ask for referrals
only after producing a stellar result.
44.
Advertise, website, directories, dealers, etc. Get leads, send literature, sometimes
call them, if customer is interested calls us, follow up once. If they are interested,
they call or come to see us and we close the sale. We dispatch goods. They contact
us if they need any help, and call to purchase supplies as and when required.
45.
46.
ADVERTISING -newspaper, direct mail, Yellow Pages, GREET & HELP them when
the come in the shopTHANK YOU NOTES - sporadically
47.
48.
49.
All of the steps are accomplished through email. I do get additional leads from
teleseminars and seminars, but then they enter the same email cycle.
50.
All we do now is send and order once we get one. No follow up. If someone
inquires about our box we answer their questions and that is it. Most who ask, buy.
No follow up after purchase.
51.
Allo I need to do is get them in the door. We are very successful once they come
into our office.
52.
already did
53.
Analysis of lead, call/answers, proposal, negotiation, close deal, complete work, get
testimonial, submit follow-on proposals
54.
Approach people and determine their interest in improving their finances- follow-up
with them by going over their financial needs at a kitchen table presentation- ask for
their business and ask if they want to pursue the opportunity on as a part-time or
full-time business- ask for referrals- bring prospects to a Business Overview
Presentation to learn more about the company, if they have more interest in getting
involved- if they want to become involved, sign them up and a senior rep will take
them on field training sessions in their own warm market- either help the new trainee
get new clients or help them get a new recruit- the cycle then repeats itself with the
new recruit
55.
56.
As mentioned, our industry is on a long sales cycle of 2 5 years (or more). At this
point, we plant seeds, keep in contact with prospects, slowly introduce them to
various aspects of our services and products. When a sale is closed, we involve
designers, project managers, fabricators and more in all aspects of exhibit creation,
trade show planning and execution (as much as they want from us). Post tradeshow,
we de-brief them to find out what worked, what didnt, what we could do better, what
they expected but didnt get, etc. After all is said and done, we ask for any specific
Page 795
Thank you note for purchasing product Delivery of product Staff training Supplying
copy for retailer newsletter (if appropriate)Marketing co-operative campaigns
Monthly invoice with message Verbal request for testimonials
58.
Ask for referrals from existing clients, panic!! Have not actually called one yet
59.
Asking people for leadscalling the leads to set up a meetinggo and explain our
services and try to get them to buy our service
60.
At market:Greet with a comment about the colours of the jewellery so they answer
yes.Give a brief overview of the two different ranges and comment that I know
when Im looking (note not shopping) that I like to have an overview, I just presume
everyone else does. This gets a yes and a grin.Explain how the jewellery is made
and have any other sort of conversation about the business as it flows.Explain the
reward card features and benefitsComplete the sale and fill out the reward card
explaining what the benefits are of where they are on it and explain how the gift
bags are made by my mum.As for following up referral generating, havent got to the
stage of tracking marketing customers down outside of the markets! No , seriously,
the cards are a constant reminder, I give them to even visiting customers saying
just for reference and if there is time, explain how they work.
61.
At this time I have made a big 2 sales from the web site in the last 3 months. So I
guess I don't really have a good plan I can tell you about.
62.
63.
Basically just personal contact to market myself and determine interest, and then
semi-regular follow-up to find out if new projects are on the horizon.
64.
Basically the same as #41 above. We generally wait for referrals rather than go after
them.There is a certain amount of professional decorum which prevents us from
going after jobs that are currently filled, so we have to wait until someone leaves or a
general manager desires a change.
65.
Because there are essentially two closes with each transaction and no revenue is
realized until the second closing results in a sale completeion, the marketing
strategy also includes a level of cost containment. To be more specific, once I have
secured a listing agreement or a buyers agreement, if the house is not selling and
the seller is unwilling to reduce the price, or if the buyer is always changing the
buying criteria..I will fire those clients to be able to control costs and time expenses.
After a successful closing, it may be years for any repurchase to occur, but I do want
it when it happens and in the meantime I keep in subtle contact to entice referrals
and keep my name in the forefront.
66.
Briefly? It's all about staying in front of the customer, diagnosing the problem and
prescribing my solution while building a relationship of mutual benefit. After the sale,
lots of thanks, offers to follow p with "tune up" presentations or articles for the
company newsletter, and reminders of other topics/services that enhance ane
reinforce the learning.
67.
68.
69.
call client, make appoiontment for sales call,write order, once approved make
appointment for install,and get referrals.
Page 796
Call comes in , we respond, ,no follow up other than thank you card or gift
71.
Call comes in, schedule the appointment during the initial call (or we follow up a few
times with phone calls), go on appointment and get the listing. We market the
property and sell it. Unfortunately, we do not have a referral system in place. We find
ourselves always chasing new business.
72.
Call on prospective clients, ship sample or mail information if they are familiar with
us already, follow up phone calls (Avg 4-5 calls to close). Every year thereafter, call
them to see if they want same program as last year, or add new titles, year-end
awards etc.)
73.
Call Prospect, Send demo, Visit, Follow up, Do legal work, Close, Manage account.
74.
Calling a prospective seller, meeting to discuss selling their property, listing and
marketing property, handling details to closing, following up after sale asking for
referral business.
75.
CEO invited via Direct Mail, Referral, Cold Call to a Briefing, CEO attends 2 hour
program, End of program asked if they would like to Evaluate their Sales Team, Yes,
CEO are contacted via phone to schedule a meeting to map out the process and
fees, fees paid , team evaluated, 4 hour meeting to review the material, set
expectations and determine training, changes in management and sales people,
changes in recruiting behavior.
76.
Client calls on phone, we set up appointment. Meet, if they dont retain we send out
at least 1 letter hopefully 3
77.
Client calls the facility we ask them what their needs are on the phone (address
problems) give them a hint of how we can help them. we then schedule a
consultation with the client and specifically go over their goals, needs, and medical
history. identify the problems and provide answers to their questions to build repore.
we then get the client moving creating emotion we do a physical exam/test and
prescribe a fitness program that is specifically suited to their needs and goals.
78.
79.
80.
Cold call and send letters, meet and look at properety, provide a service tailored to
their needs. Call after sale to see if they are happy.
81.
Cold call potential client, try to sell them on seeing a demonstration, if they say no, I
put them onto a follow up program where I recontact on regular interval until they are
ready to see a product demonstration. Once they purchase I then go through the
cycle again.
82.
cold call to get client from outside rep. Then letters, flyers and inside rep followup.
On an ongoing basis.
83.
Cold calling a specific group of home owners with follow up calls until a yes or no is
achieved. Asking for referrals after sale is completed.
84.
Cold lead finds us on web. Warm lead contacts us. We qualify and close. Followup is sparatic needs to be better.
85.
Cold lead to warm lead (hopper system), to flash (quick) consulting, Interview,
Page 797
Conduct marketing tactics as described above, get targets to visit and answer
question, offer free email newsletter (which would invite them back for the next
question), and sell subscriptions to parent newspaper, offering the full email
newsletter in return.
87.
88.
89.
Contact either warm market or cold, presentation of products and services, sign up
as either customer or as an independent business owner with the company, setting
up their personal product order and making it and easy ship arrangement,
establishing an action plan for the business builders, working with them to help them
become successful by duplicating what you have done. With the customers, doing
follow-up calls frequently to provide them with information about new products and
services and to discern the need for reorders or to upsale additional products and
services
90.
91.
contact made through a direct mail piece, contact speaks with inside sales rep who
gives them details and provides docs. etc. and closes the deal.
92.
Contact the lead, and discover there needs, send relevant information through the
post, i.e. catalogues, quotations etc. follow up with phone call within 2 days, answer
questions and/or objections, write the order.
93.
Contact with possible client Qualify to see if they need or can get excited about
asset protection and possible tax savings of certain business entities. Meet with
client, further explain Set up entities Follow up on entities and make sure client is
doing the legalities correctly Send thank you and ask for referrals by phone or in
person.
94.
Contact, ask questions to determine needs, demo products, use 3 way calls & audio
& video support/educational materials, bring to a Wellness Preview at a hotel or
home, give a magnetic back massage, invite them to attend a company sponsored
Personal Growth seminar
95.
Contact, build relationship, quote, obtain order, ship product, invoice, collect a/r,
contact for more business.
96.
97.
conventional media advertising drives store traffic, sales reps close sale and each
sales rep manages his/her own referral system
98.
Page 798
100.
Create a list of slaes reps who work for coca cola, put it in excel, take off the names,
but leave the titels and job descriptions, find out the name of the head of sales at
pepsi, aks him if he wants to hire the best guys off this list. Get introduced to
someone in HR or staffing. At pepsi. Ask for a large amount of money for the info.
and give them a money back guarentee that the data is accurate. Ive done 682
projects since july 1997 and got paid over 2 million dollars. I didnt finish college and
I do prettey good. I get about 50% profit on what I do.
101.
Currently, for a prospective name they receive an oversized postcard sent first class,
hand-written by myself thanking them for there inquiry. The note tells them that I am
Houston's premier FramerSelect framer and there is a 20% off coupon at the
bottom. Approximately 1 month later I send them a letter, brochure and business
card desribing a bit more about what I can do for them as a picture framer and again
invite them to the gallery or give me a call, that I would be more than happy to make
house calls. If the prospect comes into the gallery they are shown around and if an
item has been brought in for framing suggestions then I work with them and their
budget. When the design process is as they would like, I then tell them it will be
ready in 1 week and how would they like to pay for it. About a week to week and a
half after they have picked the piece up I send them a thank you card saying it ws a
pleasure working with them and I look forward to framing more of their art in the
future. That if they ever have any type of questions please give me a call. Then
when the next newsletter goes out they start receiving them quarterly.
102.
103.
104.
105.
106.
Difficult to do briefly, but.. a) Prospect and identify client (see 46); b) introduce to
the company and our capabilities our current customer references, while at the
same time developing a set of internal relationships that we turn into sponsors
almost always a lengthy process, requiring a lot of face-to-face meetings, time and
cost; c) either bidding on a project opportunity, or ideally generating an opportunity
without the necessity of the bid; d) if successful on the project bid, then negotiating
and signing the contract; e) staffing and commencing the solution development
project; f) for our business in building management systems, our objective is to take
advantage of the relationships developed during project completion to transform the
relationship into one of a paid service and maintenance agreement, whereby this
results in an embedded presence within the customer base which then identifies
new and follow-on project opportunities. This is our typical building owner
relationship lifecycle.
107.
Page 799
Direct mail , fax or phone requested, free tickets to the followup seminar, meetings
with consultants after the seminar followed by phone and person to person meetings
to close.
109.
Direct mail piece seeking inquiries, follow up contact to offer benefits, contract
business, write and deliver resume, ask for referral, ask to be kept informed as to
the job search, offering further assistance, ask for a success letter when the client
lands a job (i.e., testimonial), follow up one year later, offering to update the clients
resume information
110.
111.
112.
Direct mail, leading to booking, Where permitted following mailing by fax or email. It
is generally a single shot mailing resulting in a sale. When sending certain products
we include relevant promotional material for other products. Most of our products
sales come from people attending courses, therefore courses are the tactic to sell
products.
113.
Direct mail, phone, In person meeting, phone, in person meeting, etc. Referrals are
asked for after every sale.
114.
Direct mailer with return card with request for additional information. Name, address
and phone number is provided to advisor after request is made. Advisor calls
person who only requested information in paper form. Advisor convinces person to
come in for initial consultation. First meeting is discussion of goals person wants to
achieve and whether to hire advisor or not. Second meeting is data gathering.
Third meeting is delivery of plan and implementation of plan. Annual service
meeting follows.
115.
116.
117.
118.
119.
120.
dont do any
121.
122.
Dont really have a strategic marketing cycle, need to get one set up.
123.
124.
125.
126.
127.
Each new client is sent letter saying who they were referred by, we also send the
referrer a letter thanking them for the referral and letting how they doing in our
referral program. They are sent another letter (Hot 1) a phone meeting is set up to
determine their wants and needs, fact finding, appointment set up Next letter is sent
Hot 2 , email then sent newsletter. All this is done automatically. When we first meet
they are giving a copy of Rich Dad Poor Dad, to get them thinking about passive
income. They are sent a follow up letter summarizing what we discussed. & what
Page 800
Each situation seems different. Our initial meetings help define the scope of the
work at hand and we go from there: writing and presenting a proposal, negotiating
scope and price, doing the work and then following up with further calls and email
regarding potential next steps.
129.
Email , fax, phone call, cold call.sales letter, seminar, existing clients . business
evaluation >business health check .> business planning session> implement our
business development program > continual business coaching / mentoring
130.
Email, direct mail, and with magazine pieces for both payup for free trial
subscriptions and for renewal. Phone, trade show, and email work with potential
advertisers and renewal campaign. Always work to sell year or at least 3 time ads.
131.
Email, fax ,or phone calls to convert the member into a prospect. Then phone calls
to close the deal. These merchants are across the country. We do not have any
system for staying in touch with the customer after that.
132.
Email, telemarketing, event, Data gathering meeting Demo Proposal Project Define
more work opportunities Close them
133.
134.
e-newsletter sent to prospect contacts for free guide or report and then receives it.
Follow-up ph call to that prospect to make contact and offer complimentary coaching
session. Complimentary coaching session completed If yes to coaching, send
thank you note for attending comp session. Then provided with coaching contract
and model client info. Commence coaching. If no to coaching, thank you note for
attending comp session. Maintain in loop with e-newsletter. Follow-up phone call
on 2 monthly basis. Request coaching client to refer colleagues.
135.
Exactly as asked.
136.
Find a possible lead. Mostly through referral from our clients/dealers. Contact them
to arrange a meeting. Show them the product, explain the benefits, give them 60
days to test the product for free under no obligation. Close the deal After they
become paid customer, after 60 days, ask for referrals
137.
138.
First contractor gives us job and tells us sales price (we get 60% of that after
subtracting material costs); Second contractor walks thru job with President who
gives him an estimate of how long and how much it will be, then we invoice as job is
completed
139.
First step being to create a lead thru an outside talk or lead generating box offering
gift certificate. Second step being to get into communication with the prospect.
Communicate with them so that they have the following realizations: That they have
a problem, that the problem is significant and that they should do something about it,
Page 801
First we qualify the customer, then we contact him through a letter, call & then visit.
Then we eliminate the buying barriers and finally close the sale.
141.
First we use joint ventures, newsletters, print ads, and referrals to generate new
prospects. Once one has presented themselves to me I immediately give them the
information they requested with a Jay Abraham twist. I immediately, in a very subtle
way build the need/want of the product/service in the prospect. Then I get them on
the phone once they request more information, and make the close on the phone.
Asking for referrals, and if they would like to upgrade to our Professional package for
only 50% of the retail price. Offering them terms to pay off the service upgrade over
the course of the year. So far this is working well. Especially when I started using a
100% money back guarantee for the current month that never expires. By reducing
the barrier of entry, more prospects are becoming clients.
142.
Floor Time - contact Buyer Prospect - Make appt to show Property, write offer -open
escrow -follow up thru-out the transaction - keep the buyer informed- ask if they
have contacts that could benefit from our service, add to mailing list.
143.
144.
for new patient, we wait for a patient to call. They ask if we participate in their
insurance. If not, they typically say Goodbye. If yes (now BCBSyes), they`ll likely set
up appt. If enough time, we mail packet of: practice brochure, PA brochure,
calendar. financial\insurance paper, welcome letter. For established pt., we suggest
f\u visit (3mos, CPE in 1yr, repeat Lab in 6 mos.
145.
For our direct marketing business we basically make a phone call, let them know
about our product, do a follow-up phone call and that is the end.
146.
For reimbursement consulting or services: Find the prospect with the revenue
problem and make the appointment. Get approval to do a sort 2 day study of the
practice. Present the results and show the problems. Offer the contract to solve the
problems. Solve the problems. Promote the results in literature, trade presentations
and such. Badger the client for referrals. Give the client free stuff that he didnt
expect. Do the same for the clients employees. Find other clinics having problems
from this client and his/her employees.
147.
For selling my books, people come to me from my Bookmasters web site or Site
Build It web site, or they will call if they heard about my books from a friend or
purchased from another source and want to purchase more copies from me. For the
customized nutrition, Im calling the people on my mailing list who have purchased
books from me and also I have links on my web site to request information and Ive
placed some classified ads.
148.
Friendly and honest greeting, gather by conversation what their needs and wants
are, propose solutions and options, guide through the decision making process,
close the sale. Follow up contact my email or phone for further purchases.
149.
From lead to sales takes from three weeks to one month, and sales are normally a
one years agreement.
Page 802
Generally obtain lead from agent, phone to make appointment talking about some
strategies on the phone to secure the appointment by whetting their appetite, visit in
their home, find out their needs, give suggestions and alternatives, take the
application. Marketing continues from this point with great customer service taking
the stress out of home buying for client, ending the settlement with referrals being
offered.
151.
152.
Generate lead through print advertising, cold calling or referral. If the client is not
using any similar service their first cake is half price. If they are using a competitor
it's free. A promotional flyer will arrive with the first deivery, a follow call will ensue
later the same day and a letter follows a few days after with the second part of a two
step promotion. We offer all existing clients a free cake if they refer a company who
places an order.
153.
Generate lead through: referrals, alliances, website or ads; when the person calls, I
ask information about them, then either book an appointment OR get their contact
information to send them our brochure; once the appointment is made, I conduct a
60-90 minute consultation, take tons of notes, set up follow up, make the sale, get
payment UP FRONT; then I write the project; next I send a follow up letter thanking
the client and asking for the referral; I reward referrals with a check; I also ask
clients to share success stories; I reward success stories with prepaid phone cards
inviting them to share their success story with others; I send e-mails and articles on
what the client told me they are looking for; I respond to all calls and inquries from
the client regarding their job search; I send holiday cards annually thanking them
and asking them to share their latest news; I send b-day cards occasionally,
encouragement cards occasionally
154.
Generate leads mainly through referrals, present, close sale, follow up gifts, one on
one consultancy to implement for the client, 1 visit a month for 3 months, calls and
emails in between that, JV nights are held for our clients. Go back in for referrals
after one on one visits
155.
Generate leads through referrals, then make a call to prospect/ lead site, then get
and initial contract to set up networks, and email systems. Move on to maintenance
contract with hardware purchases.
156.
157.
Generate the lead thru mass marketing primarily. Once the Client is in our store,
we have point-of-sale and sales aids to up-sell them on additional services and
products. We have bounce-back coupons for first time Clients to encourage repeat
business, then loyalty program to continue that. Free shampoo for all new Clients,
also. Stylists are instructed to give business cards and/or coupons to their Clients to
pass out at work or to their sports teams, etc. or kids to give to their dads.
158.
159.
Get call, phone interview, set appointment, assess needs, perform work, get paid,
leave material for future needs
Page 803
161.
Get exposure, close the sale on the phone or Internet, deliver the product, maintain
contact via email; phone; snail mail.
162.
Get list. Check names etc Put on direct mail process Follow-up with call or email
Get appointment Make presentation Proposal Close Referral Start second
process Start third process
163.
Get names (hot, warm, cool or cold)Contact them about something modest and nonthreatening. Meet them and listen Agree a modest project Do it decide if we want
them long term persuade them to do something bigger and better keep in touch
have dinner with the very best
164.
165.
166.
Go to the merchandise Mart show in Atlanta in Jan and July. Get business cards,
try to get orders, give cards to Faye, Faye calls and tries to set up an account. That
is the end of it.
167.
Handbills go out creating awareness, salesmen go and try and sell. Ask them if they
know other who will be interested.
168.
169.
Havent formalized it. Could be something like: Advert call office / salesmen visit
office purchase product/ service.
170.
171.
I am now sending seven emails talking about a home based business to 25 people
a month. I purchase these names and receive them within 24 hours of their inquiry.
I call them on the telephone or ask when I can call them on the telephone. The are
individuals that have requested information on getting involved in a home based
business. I then put them through a quick education process and get as much data
as appropriate about their background and situation. When they say they are ready
to join or purchase product and then commit with them a training cycle that will be
conducted in person, by the mail or by email. I ask them for at least a two year
commitment and a willingness to spend at least $300 per month to build their
business. The preferred customers are educated on the rest of the company
products and they are invited to share the names of their friends and family that
would benefit from using the products and are given a free product for doing so. All
referrals are followed up with information, the product tape and any other information
that will get them in the pipeline.
172.
I ask the warm market for referrals, I follow up with letter and phone calls to set
appointments with those referrals. I do a free analysis for client and close them on
the results of the analysis.
173.
I ask them if there is anything in interest, and if not I ask for referals or if they want
me to call back and when.
174.
I call FSBOs and ask a series of questions, I set an appointment and present my
service. If they are not quite ready I continue to follow up. I find the more I follow up
the less chance I have for the listing and sale. I find that if I set the appointment on
the first attempt I usually end up with a listing. I have been an active full time agent
for 2.5 years and havent had many repeat sales as of yet.
Page 804
I call them by phone I set an appointment with them if I can or I follow up on them
and set an appointment then ,I list the home ask them for referrals immediately upon
closing escrow I meet them at the property ask if theres any thing they need, ask for
referrals again then I follow up on then in 7 days to see how everything is going,
then I call again in 30 days ,after that I call once a quarter and ask for referrals.
176.
I contact business owners through postcards, letters, email and encourage them to
read my sales letter at my Website. I offer free stuff to make it easy for them to get
started. Then follow up until they take my services or tell me to stop contacting them.
177.
I do discuss current affairs, experience and events, I allow the prospective client to
open up and start talking. I explain a few thing of what I do and then I listen to the
client I wait until the prospective client commits to a unfulfilled desire to accomplish
or to achieve some goal. If I can offer a service to the prospective client to achieve
the goal I do explain more about what I do and what I have.I allow the client the
opportunity to make the move/ (take the decision) to access the opportunity I have to
offer. Hard sell does not work for me.After the first sale I will approach the client
again at a later date to sell some more. Then I ask for referrals.
178.
179.
I dont do any
180.
181.
I dont understand.
182.
I dont.
183.
184.
I generate the lead by them visiting my website, I provide educational articles and
daily news to keep them coming back, within these articles I suggest the best ways
to position themselves to get the best mortgage rates and lead them into calling me
to set up appointments to apply for mortgages
185.
I generate the lead, qualify the lead, send a thank you letter, go on appointment, do
the listing presentation, send a thank you and get to work marketing the resale.
186.
187.
188.
I had an ad in the yellow pages, and sent literature to those who were interested.
189.
I have 10 pastors, attorneys and doctors that refer people to me (also past patients),
they call for appointment, and I mail a thank you to referral person after first session.
190.
I have a display of my work set up in my target area. Potential customers that are
interested call me for details. I offer a free session with no obligation. Once the
session is completed, I do a proof showing and they (hopefully) like my work enough
to order.
191.
I have already described how we identify and prospect for leads the sale is closed
on the basis of show the prospect how they will benefit from the taxation advice and
the overall financial plan which is established. Because of legislation there is an in
Page 805
193.
194.
I have periodic communication with key people at client organizations so that I can
be available when they need resources for new projects.
195.
I keep in touch with referral sources, letters to new prospects and follow through
during and after the process
196.
197.
I make sure that by the time my customer gets the treatment bed we are colleagues.
If an opportunity arises for me to help with some treatment related problem I will
spend time educating. (Hope much of this will be available on the web site in the
future.) Next time this customer has a friend over who is also a therapist he or she
will be sensitized to the prospect of buying a unit. It may take a month or a year,
but I usually get some call from every sale I make. I wish I had the resources to
follow up more, but given the fact that most therapist need only one table in their
lifetime and I have no other product to sell, the follow up would be strictly to
encourage them to talk to there colleagues. I am sure that could be beneficial.
198.
I meet somebody and approach them. I typically follow up with a phone call, a short
in person meeting to provide information, a follow up meeting to provide additional
information followed by a meeting to recover tools left with the prospect and
determine their level of interest. If I can get them in their own business I can
generate profit from the volume that goes through their business. If they are not
interested in a business I then shift to them buying products through me and me
servicing them as a valued customer.
199.
I simply stay in touch via phone and forward potential business to other companies
that have sent me referral business
200.
I start by making friends, then I propose some mailing or some improvements in the
business advertising against results
201.
I use a schedule that goes: Day 1, Ring and try for appointment; if minimal interest,
ask permission to mail and phone follow up. I used to use: Day 1, Ring to get name;
mail; Day 3 or 4, phone follow up.
202.
I use free information initially(a sales letter really) or email to initiate the process.
If I get an appointment I then find out what the business needs in my opinion and
Page 806
I will get a phone call from a new client requesting a product purchase. The order
will be filled and shipped. Repurchase requests and referral generation not usually
done
204.
205.
Im still creating this. Generating the leads is the toughest, but then have a first
conversation, follow up with a letter, another phone conversation. They usually
decide yes or no at that time, and if no, put them on the mailing list for updates and
regular contact.
206.
Ive already above listed lead generation. Closing depends on the product or
service. First we have a discussion phone call; then we send out appropriate written
materials, then a follow up call. Next a meeting if necessary. With some of our
services one phone conversation is enough to close. If repurchase is an option, we
contact the client by phone to request repurchase. We dont do follow up referral
generation. If they are happy, all their family and friends see the results and call us.
207.
208.
Identify prospect; identify product needs; qualify prospect; present product benefits;
customer evaluation of product; product approval; sell product; deliver product.
209.
Identify the seven companies and the personnel. Contact them, make appointments,
present and close. Repeat.
210.
Identify the seven companies and the personnel. Contact them, make appointments,
present and close. Repeat.
211.
212.
In our industry once you have a particular part you are manufacturing it remains
yours unless you change the equation by missing delivery mess with pricing (up) so
the sales effort is mainly aimed at working with engineers to see new projects
coming down the pike and keeping good working relations with purchasing so that
as competitors screw up we are there to pick up pieces for the buyers of our goods
213.
In planning
214.
In regards to end user either a phone call to initiate a face to face product meeting
with a sample for trial purposes or program to work through distributor and follow up
visit or call to see if they are satisfied wit product working with distributor they
choose to work with. Sometimes these are joint calls between myself and my
customer
215.
In the service industry, we seek to find a client need, resolve it, and repeat the
process. When successful, our clients are pleased to refer us.
216.
217.
Initial contact can come in a number of ways. Ultimately it comes down to a face-toface or, rarely, a phone call to work out the details of an engagement. Then Ill put
together a proposal/contract, and the customer will sign.
218.
Page 807
Initial contact. Samples. Take an order. Service the account. Get referrals
220.
Initial inquiry (possibly sale)Cruise Consumers Guide Sent Out Perfect Cruise
Analysis Sent In Cruise Club Materials Sent Out Cruise Sale Cruise Magazine Sent /
e-mail specials sent out Repeat Purchase
221.
222.
223.
224.
225.
Intitial marketing leads will come through media marketing and media promotion.
Sales people will follow up with a phone call, then a personal call to demonstrate the
product and secure the sale. Sales will actually be product rental for a minimum 12
months period so follow will commence 10-12 weeks before the end of the rental
period.
226.
intro letter, telephone call, voice mail message, decision maker interview, group
presentation, seminar, post seminar interview, upsell to coaching
227.
Introductory letter, email and or phone call, followed by a meeting and presentation
of our experience and capabilities and seeking a background on the clients business
and how their needs for services like ours are met currently. There expectations and
experience with the services they require in our industry. Explain how we go about
meeting those expectations and seeking an opportunity to demonstrate this with a
package of work. Submit a proposal and gain work. Seek a service contract as the
foundation for the provision of services on an ongoing basis. (very easy mechanism
for the client to utilise for ongoing work.
228.
229.
Invite customers and prospects to our showroom or a fair; show them our products;
sell; support buyers with information (product info sheets); deliver prompt and as
desired, after delivery calls,
230.
It changes with different product lines, different sales people, different marketing
campaigns and time times of the year. Most common for shipping side of the
company is get a USPS rep to call in a lead and then telemarket the lead and have
support serice them so they are happy. Most common on the Mailing side is to have
a client refer us and the referee downloads our software and we then follow up with
e-mail then phone call then demo then help them sell it in their company.
231.
232.
Its all done with direct mail/email. My answers above describe my strategy
233.
Join a real estate investors group, speak about my properties for sale at the mike
each month, offer as a member perk free phone advice. Phone calls allow me to
offer Real Estate Express to them and describe how they can use it once they buy,
Page 808
235.
Lead arrives, telephone call, follow up letter & info, follow up call, close deal (or not).
236.
Lead comes from either seminar, direct mail, telemarketing, or referralWe meet oneon-one with the decision maker and use various sales techniques like NLP, using a
testimonial list, allowing payment plans. When they buy, we will send them a thank
you card and subsequently deliver the coaching services on a weekly basis.
Through regular contact, we establish further rapport. When clients do something
right, we praise and reward them to encourage more of such behavior. We cross
sell various products and services related to their needs as we see it. To obtain
referrals, we would get them to send us to their best clients/suppliers to be a
mystery customer. As most of these businesses referred to us find it different and
they start getting curious about what we do, that is another opportunity to sell the
program again.
237.
238.
239.
240.
Lead generation comes from several sources, as described above. Once in our gun
sights, we work to determine their needs (either by meetings, email exchanges or
discussions of their RFP); a proposal is then written and submitted; sometimes a
personal presentation follows; followup on any questions or issues; move to closing
the sale as soon as the prospect indicates that they have found our proposal to be
the best offered.
241.
242.
Lead generation is based on a couple things: Internet activity from people searching
and inquiring through strategic partners, and referrals both personally and through
customer incentives. Discount incentives for first-time buyers are used. Newsletters
are free with the intent of developing readership and eventual expanded customer
base. Hot links to service and product pages and outside resources provide choice,
and credibility. When a customer buys with us, incentives are offered for repeat
business and loyalty. Feedback for better service offering is encouraged through the
Website and may even be in the form of a short questionnaire to high volume
customers. People are not closed into the sale, but rather they opt to buy
something of value. Sales date is used for offering discounts to historic volume and
frequent buyers and to up-sell services such as coaching. Free coaching partial
sessions are provided. First-time buyers are given a surprise choice of a free
product or service. Brand loyalty/repeat sales are accomplished through the
newsletters and informational resources.
243.
Lead generation is done through ads in the newspaper or through our real estate
agent. We show the property to interested parties trying to create competition (since
there is only one property available). There is no repurchase or follow-up referral
generating done at this point in time other than a questionnaire asking what they
were interested in/ what they liked about the property and what they didn't like for
Page 809
Lead Generation, Free booklet, Free trial period up to one month, close sale
245.
246.
Lead generation: search engines, direct mail, customer referral, focused advertising,
supplier referrals, email advertisingOnline Orders: cross-selling before sale
completion, newsletter offer, order confirmation and rating offerOffline Orders: great
human customer service, newsletter offer, verbal order confirmationAll orders:
Tracking number when shipped (usually same day), follow-up rating form for
previously noted interested customersEmail newsletter follow-up for all customers
who signed up for newsletter.
247.
Lead is generated by search engine traffic or one of the other methods previously
described. Lead is enticed by copy on web pages to join newsletter / free minimarketing course or purchase services or products. Autoresponder follow up
messages begin immediately. In the case of newsletter, free mini-marketing course
or product purchase the follow up never ends (until the customer says, "Stop!"). In
the case of inquiries the lead will receive a minimum of 7 "touches" from an
autoresponder message series. From the follow-ups we hope to turn the curious into
satisfied customers. From satisfied customers we hope to generate more referrals.
248.
249.
Lead through networking or referral --> Meeting --> Proposal --> Receive an order
(or Not) --> Job done --> Get paid. Keep in touch.
250.
251.
Leads are gather from each customers through referrals. One of the strategy is to
allow the customer who give 5 referral to have a discount on their purchase price.
Otherwise it is full price. Every customers/prospects will then be follow up for the
internet portion for their business.
252.
253.
254.
Leads are generated from various sources. They get a confirmation email for
training events and rapid shipment of products with a personalized welcome letter in
the package. Phone and email support is provided for all customers (will soon
change to fax and email). Short newsletters are sent out periodically to all
customers.
255.
Leads are generated through the regional field marketing and sales people, and
through local distributors. They go through the marketing segments and are filtered
to the product lines.
256.
Leads call a toll free number and leave their details. I then call them up and ask
what their goals are, health issues and whether they have tried any other products
before. I explain about out products and give them three different priced options
starting with the most expensive. All product sold include a catalogue of our other
Page 810
Leads come from direct inquiries from existing customers either directly from the
engineers or through our agents. We receive the written specifications for a special
project or piece of equipment and an invitation to bid based on the specs and submit
priced proposal to purchasing. Once all proposals are in ,purchasing looks at
compliance and price. Then they send an offer to all bidders using 70% of the lowest
price offered (target pricing letter) as the basis of negotiation for the price bidders
have to meet or underbid to receive the work.
258.
Leads come from enquiries, the internet, purchased lists or generated leads,
networking, and referrals and from our own Sales Team. An account manager calls
to begin the sales process with personal presentations, showroom tours of our
facilities and typically tours of other completed projects. For new building interiors,
the sales process can take months or years or working with the client plus
architects, designers and contractors. The project can be bid or negotiated typically
after detailed drawings are prepared by us, changes made and approved. Upon
receipt of order, other services/products will be proposed such as lighting, carpet,
artwork, if they were not part of the original proposal. Follow up is regular and
referrals are formally requested in a project follow up questionnaire.. ate for new first
time buyers? As above, leads, networking, referrals, internet.
259.
Leads come from introducing myself in person to referrals fro other clients. >From
the initial meeting or phone call I follow up in person and assess the job. We discuss
the clients options and ask to have us do the work for them. The job is then
completed. Before leaving I always ask if there is anything else that they need taken
care of now or in the future. I am now telling them that we offer benefits to them for
their referrals. After the job the client receives a thank you card and a follow up call
the next month too. If there are any other matters they needed handled I call back to
let them know what is being done for them or provide the information they
requested.
260.
Leads first receive instructive material in the form of a 7 day course giving an
overview of ezine marketing. Then a set of reviews of products and services that
will help create ezines, and market them effectively, will be offered. If any one
results in a sale, another sequence of messages is sent out about related products,
in similar price range, and slowly increasing the value of the products. At periodic
intervals, customers are surveyed about present needs. If a product exists to meet
this need, the customer is told about it, and this generates a repurchase. If it doesnt
and the demand is high enough, I will try to create a product specifically to meet that
need.
261.
Leads first receive instructive material in the form of a 7 day course giving an
overview of ezine marketing. Then a set of reviews of products and services that
will help create ezines, and market them effectively, will be offered. If any one
results in a sale, another sequence of messages is sent out about related products,
in similar price range, and slowly increasing the value of the products. At periodic
intervals, customers are surveyed about present needs. If a product exists to meet
this need, the customer is told about it, and this generates a repurchase. If it doesnt
and the demand is high enough, I will try to create a product specifically to meet that
need.
262.
Page 811
Leads generated as listed above. Contact of leads by phone. Fax or email of info
and application, call when case evaluation and decision is made.
264.
265.
266.
Leads will be generated through direct mail, direct fax, ads, articles, press releases,
shows, and etc. Each lead will be contacted by phone first and then with a personal
visit if it is necessary. Sales can and will be made all along this path. After the sale,
about 30 to 60 days later, the buyer will be contacted to check to see if there are any
problems and to get referrals.
267.
268.
Letter box brochures and then visit they lead to give them a quote and follow-up
phone call in a couple of days
269.
Letter to chamber of commerce list, ask current clients for referrals; call respondents
back (if call in is missed); pitch; close or follow up until close or desist.
270.
Letter-call-appointment-sale-course delivered.
271.
Limited in detail
272.
273.
Mail the prospect with a very attractive offer included in a letter with an order form
Receive order or enquiry with questions followed by a more specific quote Fulfill
order Place on clent mailing list for other offers On reorder, suggest joining the
Mobilite Partner Programme which includes preferential pricing for a testimonial and
5 referrals
274.
Mail, email or see at seminar. Acquire customer address, email. Put on newsletter
mailings and refer to website. Sell books to them from coupon in mail, at website or
in person.
275.
Mainly I rely on my sales skills to develop loyalty with the customer. Face-to-face
and phone calls and letters occasionally.
276.
Make a cold call, maybe a warm one, get a meeting, interview the client, find their
problems, offer valued solutions, close the sale.
277.
Page 812
Marketing is the direct mail, email and other efforts to get the lead. The sales
process goes from the lead to the close. We are random on our marketing and
advertising but very specific on the sales process.
279.
Meet someone, get contact info, follow up email, arrange complimentary session,
client
280.
Meet the individual, answer questions, find out their interests, schedule another
meeting, find out more, make the sale, follow up within 3 days, after 7 days contact
again, offer to meet their friends and family, get them into 2 lines of products within
45 days, help them to decide to shakleeize their home, follow-up
281.
282.
Most donors start out in response to dirct mail. So close comes in response to mail.
283.
Most leads generated through client referrals, 2 meeting analysis w/ close on 2nd
visit. Commitment to referrals on first visit, collect referrals on 2nd visit
284.
285.
Most of all the campaigns are built on having people bring their prospects to one of
the leaders for a 3 way call...we do not ask for referrals until they have committed
286.
Most of my sales are referrals from clients and from several well-drillers who refer
me.
287.
My web site is marketed mostly through search engines, reciprocal link sharing, and
some press releases. I also visit discussion groups and mention the web site
casually while there whenever possible. Prospects come to my web site where they
can find free tips, sign up for a free newsletter, read all about the books for sale,
purchase software, purchase decorative accessories, sign up for consultation
services, or register themselves in my directory. Once a month they get a
newsletter with more tips and ideas, and I continue to push my product line that way.
The web site also has a place on almost every page for people to send a referral to
their friends. I will shortly be adding an affiliate program where people can advertise
my products on their web site and share in the revenue. As I get further along and
more established, I will pursue more direct emails to my subscriber and customer
lists.
288.
N/A (9)
289.
290.
Page 813
New venture.
292.
Newsletter - free info report - followup phone call - complimentary session - sign up 12 month programme - request for referrals - ongoing contact and service
293.
Newspaper ad, telephone prequalifying, personal meetings, closing the deal, follow
up letters to be sent after the first year.
294.
Nil
295.
No folllow up.
296.
No real marketing strategy in place. They call, we explain and follow up with them to
some degree.
297.
298.
No strategy
299.
None (17)
300.
Not clear leads are made via talks/ seminars/ radio show and then we approach via
telemarketing/ newsletter/ direct mail to get them to become consumers and then
follow up monthly
301.
Not clearly defined as yet. I normally set a time-frame within which they must
formally accept our proposal in principle and arrange for finalizing. If they do not
react within this time frame, I contact them and ask whether they have decided
against it or us, or need more time to consider/time the action. After 30 days (or
shorter, depending on the nature of the project) I inform them that our quotation has
lapsed and that they should contact us again for a new quotation if they are still
interested.
302.
Not clearly stated. List , letters, calls ,post card presentation, control of decision mile
marks
303.
Not in place yet. But up to now I make contact with qualified prospect and make the
sale.Since I am not actively trying yet to sell I keep this as a testing ground. I am in
the let's discover the hightest master strategy mode so it makes it difficult to be in
two places at once. I will complete the discovery process soon and I can then turn
my attention to sales etc.
304.
305.
306.
307.
308.
309.
Nothing defined to date this is something were starting to look at developing (with
your help!)
310.
Nothing developed
311.
Nothing strategic about it. Meet someone. Talk to them about what they want. See if
theres a match. If so, do some work. Get them to evaluate the difference. Look at
what a difference it would make if we worked on another area. Ask them to if they
know of others who could benefit it.
Page 814
No formal process
313.
Obtain lead Send email offering free information Seek opt-in permission to email
with a newsletter or other special information. Ask them to fill out very brief survey
that includes how they want to be contacted. Follow up with additional emails or
whatever communications method they prefer with information that should prove
helpful. Create and tout a chat room where people can pose their question or offer
their opinion on an issue.
314.
Obtain qualified leads with decision makers, follow up, close, follow up, advise,
follow up, keep informed, make further offers.
315.
316.
317.
OFFLINE: Well run space ads, advertise via radio, mail out sales letters to targeted
lists, send press releases to targeted media. ONLINE: Drive traffic to our landing
pages with the goal of collecting names and email addresses as well as sell product.
Well use viral marketing to add new prospects into our pipeline.
318.
On recruiting side buy lead or solo ads etc. drive to first website, they respond, we
send more info and direct them to a second website, they respond again, then we
set up appointment and send more information.
319.
Once a realtor refers a buyer, we send realtor an loan approval letter, we notify
realtor with faxes at 4 key points in loan process. From the operations side, we
have implemented numerous steps to make sure we have a smooth loan process
and that we are far better than competition
320.
321.
Once we get a lead from phone in, cxold calling or follow-up calling we find out what
they desire in a shelter and give them all of the options for the shelter. Then we
produce a quote and give it to them verbally while following up with a written quote,
ususlly be fax. Next we follow up by phone and ask if there are any questions or if
we can be of any further assistance and ask when the decision is expected to be
made. The next step is to follow up and see if we were araded the contract. Then we
complete the order, ship and bill it, follow-up to make sure the building arrived safely
and ask if there are any other companies in their area or divisions in their company
that might need our services or products.
322.
One note: Im putting it all working just now.1. I have 2 online courses (about
business plan and seo) that get me pleanty of new subscribers + I've written 2
reports (how not to became spamer and 8 cruciual quewstions "8 crucial question to
successfully market your business and never ever lose money on
advertising").Those are managed by AutoResponse Plus. I have multipied new
subscribers flow by 8 times adding those 4 free things of course you have to get
on my list to get them2. I have 9 page sales letter on my site + the same send by
email on demand.3. when someone is interested and hit form button, he get 1 step
Page 815
324.
our cycle is a system based on our business and marketing goals. Advertising in
newspapers and yellow pages, along with personal community contacts through
organizations, yeilds phone calls regarding cost of desired repairs. Referrals from
existing customers yield new customer calls. Phone work isolates and amplifies the
consumers true questions and leads to appointment to give accurate answer.
Appointment results in inspection of vehicle by technician trained in preventative
maintenance as well as diagnosis of problems. Customer is notified of findings,
educated regarding advisability of various options, decision is made by consumer,
work is performed and documented in understandable way, work done and not done
is explained to customer, payment is made, customer is advised of next
recommended action/visit, reminder is mailed, phone call is made to assure
reminder has been received, appointment is made. Thank you cards are sent to
customers who referred customers
325.
Our largest amount of leads comes from real estate agents who in a large
percentage of cases handle the transaction on behalf of the client. In all cases we
do at least call the client and thank him for the work. Where appropriate, we do
keep an ongoing relationship open with the client and, even though there is little
repeat or referral business among most of our clients, we do usually receive that
business if and when it does become available.
326.
Our leads come in the door, we dont market mach. But once in the door we use the
7 steps approach with setting the buying criteria and a heavy dose of experience
and knowledge of the industry to pre-empt them ever going to another machine
shop. When the sale is complete we ask for referrals and give them cards and
capture their contact info of which we are just now trying to figure out what to do
with.
327.
Our leads come to us from referrals or previous customers. When the perspective
clients contact us, we try to positively explain why we are the ideal solution to
accomplishing their personalization needs. Once a need is determined and a price
is set, we continue the dialogue, keeping our clients up to date on the status of their
order since there is a lead time of several weeks. When the order comes in, we do
a quality check to ensure that the order is exactly as requested. When the customer
receives the order we ask if everything is ok. After the order has been delivered we
send a thank you note, a questionnaire and the customer name is entered into our
database to determine other marketing opportunities.
328.
Our marketing cycle is not established. Generally, a link goes up on a partner site.
Impressions or page views are generated. A % of the page views click through to
our site. A % of the click throughs register or request more information. A % of the
registrations become clients and have CircleLending set up a loan. All registered
Page 816
Our marketing team is involved in the lead generation and that is all. Once the lead
is generated, it is passed to us. The lead can come from a web demo, a trade show
(which we have stopped doing), a partner, etc. It is our job to qualify the client. 29
times out of 30 the leads are not qualified. Once we have a qualified lead, the sales
team follows up with the client via email and telephone. Web demonstrations are
used. Sales engineers are engaged. Our sales are complex so we are engaged with
multiple contacts at the company. Some customization of our product may be
required so our developers are often engaged. Sales cycle is often 6-12 months. My
longest sales cycle has been 3 years so far. Sales can go direct or through a
software reseller, channel partner, or strategic partner. Sales often include
maintenance that covers upgrades and technical support for one year. Future sales
could include additional software licenses if they have not purchased enough for the
entire company. If they have purchased licenses for the entire organization, then we
have 15% of the original sales price as a follow-up sale one time per year.
330.
331.
332.
Pay for Click Ads (PPP). Direct Marketing Website with free Opt-in Newsletter of
high value on a semi-regular basis. USP: Risk Reversal, High Value/Low Cost
Bonus Reports. Flexible and Easy Ordering process: including 4 interest free rates,
Secure Sever, Fax 0800 and free Specialist advice before and after the sale. Sale
of Back-End products has to be organized. Referrals are being organized
AssocTrac.
333.
334.
Person comes to our free seminar- books for 2 day course on the free seminar- on
the 2 day course books for master class- buys home study course- comes to the
club meeting. If person doesnt book, we send e-mail and sales person calls them. If
they dont turn up at the event, we keep sending them e-mails
335.
336.
337.
338.
339.
Phone call meeting from me -Reference phone call or letter (from a referrer
expressing their benefits received not benefits the prospect might get)- a face to
face call from me. Or a blind research assessment expressing benefits I have
discovered for them. I then repeat the process above
340.
Phone call or referral call, further qualification and presentation, Profit Improvement
presentation, leave off CD, follow up, phone, and close at every step after
qualification.
Page 817
342.
343.
344.
345.
Phone contact, sample and letter, followup phone call, up to two more followup
letters, monthly emails.
346.
Phone for appt, see folks and propose plan, sign them up or not. Send newsletters
2x yearly
347.
Placing business cards for referrals, try service continual customer for Telecom or
Massage schedule weekly appointments
348.
349.
Please refer to no: 41. Regarding referrals, I am planning to have two types of
referral gathering system: one - verbal request for referrals upon finalization of new
product installation supported by a written request. Second a letter offering a gift
for referrals.
350.
351.
Prepare Scope of Work Proposal by referral and initiate no more than a 6 month
contract.
352.
Present our services ask and probe for needs / wants and expectations Create
proposal and present organize the event or do the venue finding ask for
feedback and referrals
353.
Promote gallery and show openings; get a walkin; close the sale; followup on the
phone
354.
Prospect calls us after hearing us in the mail, newspaper, from a friend, etc. We
have an appointment. We service them and then follow-up on them. We ask for
referrals.
355.
356.
357.
Provide effective problem resolution so that when future problems occur I am the
first person they think of for themselves or for their friends or colleagues.
358.
Page 818
360.
361.
Receive calls from web site, ads or telephone ads, pre-qualify for project cost since
it is high ticket item. Upon call ask them to visit the web site as it is my showroom.
Visit and do estimate and close sale, I dont waste time on tire kickers, they are
always a pain in the ass. Repurchase doesnt happen only had two in five years. I
always ask and followup. Sometimes get referrals.
362.
Referral 2. Lead follow up. 3. Presentation 4. Always two proposals for client to
choose from: Proposal 1, is my foot in the door approach, and Proposal 2, is a
longer term approach.
363.
364.
Retail customers generated by PR, news ads, Radio and word of mouth
365.
Review articles and leads from contacts regarding up and coming companies. Find
out principal contact. Call contact and offer them a risk free proposition. On site
visit. Exploratory meeting. Proposal written. Present proposal. Review objections.
Present contract. Close business. Create Statement of Work. Deliver results.
Create case study. If leveraged opportunity (recurring revenue) finalize on-going
revenue payments.
366.
Right now leads are generated through personal phone calls and e-mails. If the lead
is interested, I keep in touch with them through e-mails, phone calls or letters until
they are ready to purchase. Since they are on-going clients, we stay in touch with
them.
367.
Run a classified ad (while continually testing and tuning it), get prequalification
information and tell them to drive by the home and call back if theyre still interested
to schedule an appointment, schedule showing and take application, check
banground, and lease if meets criteria.
368.
Sadly we dont have one at this time. From my learning from the home study of
the MM we will be working on this soon!
Page 819
Sadly, we just go with whatever the day brings. We have no specific cycle.
370.
Sales funnel previously described, and I also sell against immovable dates through
the year, much like an _ccountant sells against April 15th i. e.. either you file by
4/15 or you dont
371.
Scientific experiments are done on schedules. when a client starts with us they stay
until we cannot turn the work around fast enough.
372.
Search engine traffic and JV, close the sale through website copy, email
autoresponders to take care of automated follow-up :)
373.
374.
375.
376.
See plan
377.
After purchase we always follow up and determine frequency cycles and place calls
at strategic times before a shipment of hazardous wastes
378.
Select potential hosts that have an existing quality relationship with my target niche
market. Contact the host and explain the benefits to him/her and his/her clients,
members, etc. if I permit him/her to send a special offer to receive a valuable gift (a
30 min. phone consultation if I am trying to acquiring more clients or a free e-book
that they can download on my web site if I am generating leads for my products) .
Host sends out letter via snail mail or email depending on the database. Report or
consultation is fulfilled. If consultation, most prospects will want to know how they
can work with me and I tell them how we get started. If they are not interested at the
time I follow up with them monthly via mail, email or telephone. If they go to the web
site I follow up via email with sequential mailing in an attempt to build a relationship,
become a valued resource and make offers to convert to purchasing one of my
products or services.
379.
sellers hold open house I call the list of names generated by people who toured the
open house over the weekend, make my pitch try to book an appointment Show
houses, narrow down selection process to The House Write offer, wait for
acceptance/counteroffer/rejection Ask for referrals on sporadic basis
380.
381.
Send a fax offering a special report. Send out report. Follow up with phone call or
they will call me. Have a first appointment, do a second appointment with a proposal
and then book them to use our services to purchase a property. There finance is
arranged, property is completed and they will receive a monthly client newsletter.
382.
Send direct mail to new companies, if they call back, I qive them a quote, if they
agree, I develop the website.
383.
Send Direct mail, try to follow up with phone, try to get appt to meet, even if they
have no current need.
384.
Send out info pack with buying incentives. Follow up with 1 - 2 letters throughout
thew year ( changing as of now) If the customer has a large concern, phone calls will
follow.
385.
Send out initial direct mail offering them a free report. Offer them a low cost service.
Continually keep in touch with them through email/direct mail while offering them
Page 820
Send postcard, fax or email, generate call to hotline message or website, capture
phone number or email, they contact use by phone, fax or email, or we call, fax or
email them to follow-up on their response. We sell (take orders) them by phone, fax ,
web and email
387.
Sign up for a free report, series of auto responders, get them to buy, automate the
purchase so they are on autoship, offer other products, affiliate program, tell-a-friend
program, etc.
388.
389.
Since the inception of the web. Most of our new clients come from web access offers
we have made, others come from our marketing to all of our competitors schools
offers to buy from us. We do our best to provide something that even our
competitors would want. We are just starting to work on a referral program.
390.
Somehow we obtain the lead (word-of-mouth, from vendor, newsgroup posting, from
third part, event, accident). We call direct, see what they want, what they are looking
for. Visit them onsite or over lunch. If we like each other, move on to getting contract
and work order(s) squared away. Work closely with them to get work done to best fit
them. Final work handed off. Shortly after, we call to see how things are going.
Periodic follow up calls thereafter.
391.
392.
393.
394.
Starting with a referral or person that has expressed an interest, I will get them to
complete and sign an application which I will compare against a list of financial
sources that can provide those services. If none exists in my database, I will locate a
financial source followed by a call to assure that the source will fund in the client
industry. Once a potential source is located I will send them the application. I stay in
contact with the client and set up any meetings between the client and fource until
funding is approved or declined. In the later case I will continue to shop around for a
source. Once approved and the legal work is completed, my immediate job is
completed.
395.
396.
397.
398.
Subscribe Follow up thank you Restating benefits Selling product at favourable price
Customer buys product Upsell product Customer buys multiple product If they buy
multiple they qualify for inner circle membership If they dont they get a message
that they need to get there. Membership with rewards Feedback from members (to
qualify for membership)New loop of selling products to members Sell to subscribers
Page 821
400.
TBS
401.
Telemarketing call, appt, face to face visit, prospoal, close. No referral system.
402.
403.
404.
Telephoning and ads generate most enquiries. We then send out info/samples.
Owing to the nature of our business, we have to sit and wait for the response and
cant request repurchase.
405.
Telesales generate the appointment, Sales call, Follow-up sales call when the client
is closed, occasional referrals etc.
406.
The business before never had one, everything else is being developed from
scratch!
407.
The clients came to my office for a first meeting. I'm trying to get him as my client.
408.
The cycle is quite often a one or two call close. After the needs assessment, we
determine if there are other services to be provided. If so, we contract for them.
When one project nears completion, we determine if any other issues have come up
that we can help with. We have had many long-term clients.
409.
The first lead is often friends who are invited to our retail shop cum membership
center. Alternatively, they are callers who respond either from the internet or
newspaper articles and magazines. Or walk-ins. Once they purchase, there is a
follow up system (not as tight as it should be) to ask them for feedback, and to
encourage them to re-purchase. They are also informed that if they make referrals,
they will attain loyalty and reward points which lead to either free renewals or gifts.
410.
The lead is generated by a salesperson who seeks product information and pricing
from me. Later, after they become a client, if they complain about pricing or their
issue a new RFP, I review their account to determine if they would benefit from
some training or a change in deposit type or if their volume would qualify them for a
discount.
411.
The lead may be direct ie door to door as the service can be performed in ten
minutes, further house contents (assets) is offered now or at a later time. A colour
brochure is left for their friends and their referral is the yearly warranty
412.
The person calls and I gather as much info as possible to make and informed
recommendation in their best interest. This would involve a customized quote to
meet the customers needs. I follow up as needed to secure the order and arrange
time, special parts of the job, etc. I work closely with the client to ensure that they
get what they need, and try to give super customer service and build a personal
relationship. After the job is done, I offer to sell them copies of the video, CD, or
DVD.
413.
The prospect companies in general pay a small percentage fee in order to receive
payment at the time of transactions and not in the 30 or 60 days that the selling
agreement calls for. Once the small business owner gets the receivable value (face
Page 822
The referral comes in generally from seeing the publication. The client is assigned to
a salesperson, the sale is made and the client is solicited at the end of the contract.
415.
There is no clear cut system that has been set up to consistently generate sales.
Our first objective is to establish for one quarter the closing of twenty one loans
each month through our direct mail Campaign.
416.
There are multiple communications at the lead stage letting the prospect know that
there is no cost, commitment involved and that I just want to consult to see what is
best for them, regardless who they go with. Once an application is taken I hand the
file off to a processor who takes over until closing time. Post-closing a thank you
letter is sent with copy of appraisal and the bank takes over cross-marketing efforts.
I will contact at least two times a year to request referrals and touch base.
417.
418.
419.
420.
421.
There ist no special marketing cycle in place. The first meeting is free. Then they
get an offer.
422.
These functions are performed by the agents we work with we typically fulfill the
Page 823
424.
425.
426.
427.
428.
429.
time is about 4 to 6 months. Phine contact to see if they have the funds, then in
office demo and get a feel fo rthe company, then written proposal, then lease
agreement so wwe get paid.
430.
To initially generate leads direct face to face sales calls will be made supported by
direct mail. Once a sale is closed, ongoing correspondence will take place monthly.
Clients will be also be asked for testimonials and referrals. Joint venture partners will
also be identified and approached.
431.
top secret
432.
Touch suspect until timing is appropriate Set phone appointment with prospect Set
Discovery Meeting with Prospect Record Prospects Business issues Set Demo of
Product to address business issues Provide proposal Hold their hand while they
make the decision Sign Contracts Install the Hardware and Software Provide
Implementation and Training Assist Client to GO LIVE on the software Provide
continuing Technical Support Provide Best Practicies Training Provide Upgrades
and additional products
433.
Trade show and preshow marketing; take order, produce and ship.visit cust. With
new products
434.
435.
436.
Under development
437.
438.
Use purchased market intelligence to identify prospects and their project(s), Review
customer database for names and contact information; if lacking, obtain through
public sources, Call prospect, if unknown and nearby, solicit meeting, Meet or send
marketing materials describing services and the financial incentives for purchasing,
Ask for order, Identify objections, if any, and address, Ask for order again, If sold,
follow up after job asking if satisfied and suggestions for improvement on next job,
as well as referrals to others in company.
439.
Usually the prospect calls to set up an appointment with the front desk for an
estimate. They come in we ask if we can get them anything and have them fill out a
contact survey asking the basic info and how they heard about us, the Ins. Co, etc.
The estimator is called, estimate is written and explained to them and we see if there
is anything we can help with (Ins co, rental cars, etc)
440.
varies depending on the client and the level of desire I have to work w/ them againnot all clients are equal
441.
Page 824
443.
Very sporatic
444.
Virtually all of our business comes from word of mouth. A new Case Manager will be
referred to us either by her firm or by a colleague already doing business with us.
They will either request information or, more likely, visit one of our centers. Our
manager will describe what we do, how it benefits the worker, what the Case
Manager would normally get from us. At the same time, she will identify any special
requirements or preferences that the Case manager has and emphasize that these
can be delivered as well. Once the case manager starts an injured worker with us,
we work intensively with him/her especially during the first month. We will contact
the case Manager in the first 2 weeks as well as meet with him/her in 30 days. Thos
contacts are designed to ensure that there are no problems that we have
overlooked, that the Case manager understands what we are doing and that s/he is
comfortable with their decision to place the worker with us. Subsequently, it is a
maintenance task until the end of the workers program. Before the end of that
program
445.
We ask our patients to refer friends and family, when they come in we give them the
best service and use consultative selling for treatment planning, lead them to set up
an appointment to get treatment, we write a letter with gift after first appointment
(and mention that we accept referrals), during treatment we talk about their life,
ask questions and get to know the patients build a rapport. After large cases we
send a gift and thank you note.
446.
We ask patients to send family and friends and then reward them when they do with
movie tickets or and dinner at a nice restaurant
447.
We canvass for a new client, we send a van around , it services the clients, we
make follow up calls to check all is ok every so often
448.
We contact current clients and ask for a reference. We then contact their lead and
present our products
449.
We convert suspects (our basic e-mail list of fellow trade association members) to
prospects (our Registered Users see answer to question 75) through free
subscriptions to our monthly research newsletter and occasional free reports. We
promote existing reports on our website and through the newsletter and separate emails, and occasional phone calls (this is probably my weakest area). I do follow-up
calls to clients, and tell them about a new report we have published or are working
on. Ive asked one fellow at a cable industry trade association (who ordered one of
our reports and was very happy with it) if he knew anyone in the industry who would
be interested in a new report we had published, since he wasnt interested. He said
yes, and despite my following up a few times, nothing came of it.
Page 825
We create a client after going through the sales cycle and they buy as needed. We
are changing this to better understand their needs and better get in front of those
needs.
451.
452.
453.
We do not have follow up at this moment, we are advertising on the Internet and
when customer rings we are closing the sale.
454.
455.
We find them by word of mouth, they are happy with the USP, clarify the goals,
agree the contract, ways of assessing progress, give comprehensive support for the
client, they are usually happy to pay on time. At end of work, period we ask for
referrals; follow up approx every 6 months
456.
We generally get an introduction to a key industry leader, meet with them in person,
provide them with relevant materials/testing results, identify how we can work
together to move forward. This generally takes several meeting, but it is almost all
face to face.
457.
We generally put on free workshops at the local high schools and elementary
schools. At the high school level, were showing how to survive planning and paying
for college. At the elementary level, were showing families where and how to save
for college. After the workshop, we offer each attendee a free consultation. Most
families take advantage of this. At their meeting, we review there concerns, and
ours, calculate their estimated out-of-pocket college expenses, review our services
and how they can benefit from working with us and then close the sale. Once
theyve signed on as a fee paying client. Well schedule a follow up financial
appointment. This is where were looking to go after financial services.
458.
We generate leads for our marketing efforts either through direct referral from our
patients or by going out into the community and doing presentations or screenings.
When we acquire a list of contacts, we follow up with a letter and offer inviting them
into the practice for a reduced fee or free initial evaluation. If they have given us
permission to do so (by writing their phone number on the contact me line) we call
them to follow up with information or to make an appointment for an initial
examination. On their first visit, we begin with referral references in the initial
consultation, particularly if they were referred to us by an active patient. We make
sure they know that we accept and appreciate referrals from our patients and ask
them to thank the person who referred them in. During the consultation we plant
referral seeds about friends and family who may be experiencing less than total
health as we explain the purpose of our care and the unique approach to health that
we offer. When we complete the initial examination, we remind them that the initial
visit offer is available to their entire family for the next two weeks and invite them to
arrange an appointment for them. They then watch a 10 minute video which talks
about chiropractic care, its importance to health, family care, and referral of friends
and family, while we develop their x-rays. They are them scheduled for their report
of findings visit where they return to hear what we found and to receive our
recommendations for their care. The referral concept is reinforced during the report
visit once again and they are asked if they have spoken to anyone about coming in
to get their spine checked. If they choose to begin care with us, they are next
Page 826
We get calls asking for additional information, the secretary or my self return them to
answer the prospect questions, then sale is closed or not. We only occasionally
advertise intermediate courses among former graduates, we do not have a
systematic approach
460.
We have a database full of about 9000 motorcycle dealers. Sales reps pull leads
from the database and call to introduce the company. Reps use a sales script. If
time allows on that call we do a web demo of the product go through the sales script,
ask preclosing questions and ask for the order. If we dont get that far on the first
call we will send a fax and/or mailer and schedule time to follow up and close the
deal then. Sometimes it may take 1-4 calls to close the deal. Follow up after the
sale is shipping out the product with marketing collateral and POS materials. Sales
rep calls to train people in the dealers how to sell the product to their customers.
Once the dealer starts selling the product the begin to reorder as they sell them. As
far as referrals, the sales reps ask about other dealerships that can be referred, but
we dont have a formal referral program.
461.
We have a very defined market. Usually clients will know all the players in the
market based on their presence over the years at conventions and trade shows.
When they feel they want to look at software they will call all the vendors and ask for
a quote and demonstration for their council. Each vendor will come in and display
their solutions. They then try to come to a decision over the next weeks, months or
even sometimes years. At that time they will call and set up an installation/training
date.
462.
We have a very long (2 10 year) sales cycle. Define customer requirement Submit
technical proposal Feasibility study Submit working samples and prototypes
Customer testing Results analytisis and modification to requirements and proposal
Commercial proposal Formal contact negeoPre production Orders Mass production
orders End of life and spares and repairs orders
463.
Page 827
We have not won any new business, only working with existing customers.
465.
We have people come to us at expos, where the leads are generated we give them
our contact info and leave it up to them ( 95% of the cases) to contact us the
exception is when we are asked by them to follow up w/ them once in a while we get
a phone call / email to follow up w/ another company, so we oblige and follow that
lead per phone call.
466.
467.
We just deliver great service. when the client reports how good he is feeling and
doing, we get him to tell us, write it up and encourage him to share it with others,
and we do thje same with his written report by sharing with current and past clients.
468.
469.
470.
We prospect is in your store by first giving them a business card. Next, we try to
know the prospect. We use story from the existing marketing literature and explain
the difference regarding the Quality Construction. We walk through the hot tub
models while actually sitting in a dry hot tub with the prospect to show them just how
comfortable it is even without water. We try to pre-qualify for the Convenience to
Buy Preferred Client status, just like they would for a mortgage. Then they can shop
with ease. Its a convenience level exclusive and private branded. We could present
them with your monthly offer, the 30 Day In-Home Trial. Its very important to get
their name, address and phone number. Without a lead to follow-up, a business will
not survive in the long term.
471.
472.
We receive a phone call, generated from some source (Yellow Pages; referral;
depot signage; etc.). The caller expresses their interest in a container and asks the
price. We than ask more questions about their intended application, educate them
on the types of boxes available and the various grades (condition) they can obtain.
(If its a hire, we only rent our A grade boxes.) From there we get their email address
and send through a written quote, based on the conversation, plus a digital photo of
the box(es) we recommend, and a copy of our Assurances. A day or two later (if
they dont call us back) we phone to see if they are still interested in a container. At
this point they will either say yes, no or Ive got to go and talk with X. If they say
yes, we take the specifics of the delivery (address, date, location within the site,
direction doors facing nth, sth, east or west ) and then book our delivery contractor.
If its a hire customer, we send out the Credit Application and Terms Of Hire
documentation. Then, on the due day, the contractor delivers the box to the site. 24
48 hours after delivery we phone to check that everything is OK.
473.
We receive leads from clients that we are meeting with on their second appointment
(we have a two appointment cycle). We send a letter to the lead and then follow up
with a phone call to set the appointment. We go to the first appointment, gather the
information, and set the second appointment. At the second appointment, we bring
Page 828
We run commercials generally on TV for the weight loss offering a free consultation.
The prospect calls about the programs and we suggest they come in for free 20
minute consultation. We call and remind prospect day before appointment. At the
consult a weight loss technician reviews all programs and answers all questions. If
they start that day then we send welcome letter encouraging referrals by giving
discounts. They repurchase by being scheduled to come back in either 1 or 2
weeks depending on their program.
475.
We send an obit mailing at-need and allow them to contact us. Once they contact us
we work with them to design a memorial. When we send a layout, we include an
information piece about our flower program. Upon completion, we contact them and
send them a warranty.
476.
477.
478.
We send out direct mail or people just call us for hinese food delivery, we send out
menus with all our new customers.
479.
We send out the direct mail. Then calls come in and do the follow up
480.
We take the order at the seminar and that is it (I almost feel like apologizing to
you.)
481.
482.
We use direct sales at the fair. When they pass your counter there gone. We use a
free drawing; we clean their ring for 25 cents. We step them up. There has been no
plan to set up a repurchase program. If they wanted Elvas Jewel Joy they had to
come back to the fair next year. I have never had a program to generate referrals.
The client sent me referrals on their own. ALL OF THAT HAS CHANGED NOW
STARTING THIS SEASON IN JUNE.
483.
We wait for people who discover website to ask to join. Add to membership and
mail reports twice a year.
484.
WEB Site, Trade advert or target e-mail response leads to sale. Sales have been
one-off with little repurchasing. But will look at referral generating.
485.
Web/fac contact/ tel call from prospect/in office or tel interview/result letter
486.
Website get reciprocal links, etc., people visit the site and buy products, we
acknowledge and encourage additional purchases. In-person advertise/announce
availability for Gardening Seminars, arrange and conduct, then sell products at
Seminar conclusion, maintain names and addresses for later follow-up invitations to
buy other products.
487.
Well with my log homes my leads are given to me and I follow up with a phone call
and then mail and another phone call. I have not closed a deal yet, it seems that
people are always waiting or they find the homes are to expensive for them and then
they go another direction.
488.
What we are planning on doing is to use direct marketing through a master letter for
Page 829
When a lead comes in from a referral, fax response or lender approval list, we ask
questions to determine their needs, describe our services and how we feel we can
help them, e-mail or fax information/direct them to our web site
490.
When a lead comes to us we put it on a lead tracking spreadsheet along with the
source of the lead and any notes.>From this lead we try to identify opportunities that
we can turn into paying projects. We move these onto a new spreadsheet described
in a question above. The contact at the prospective new client will be contacted,
and its our job to get a face to face interview. We will not respond to RFPs without
first getting a face to face meeting. Actually, we tend to avoid RFP situations, as
there tends to be too much competition, and its primarily evaluated on a cost as
opposed to value proposition. Once we get a face to face interview we attempt to
sculpt the opportunity into something we can then write a proposal for. The proposal
includes a high-level description of the project, a fixed cost, and a schedule. We
also include a list of next steps so that the client know what we would like to happen
next. Once the proposal is written, we follow up to get their reaction to the proposal
and then to start a Master Services Agreement contract. We generally try to finish
up the agreement in two weeks. We invoice for each deliverable on our projects.
When the project wraps up, we will try to put together a proposal for a follow-on
project which consists of a list of things the customer identified originally but was
willing to defer in order to keep the initial project costs down. We also tend to
identify new project opportunities just through the work were currently doing, or by
talking to the client or their other vendors. We also ask for three referrals to other
companies in the clients own network of contacts that would benefit from our
services. To these referral clients we usually offer some sort of discount on our fees
and attribute this to the referring client in order to garner them additional good will
with the new client.
491.
When a person comes to web site sign up on newsletter (or buy immediately), get
a series or autoresponders, calls to action, regular weekly newsletters, backend
offers
492.
493.
Write sales letter to targeted young execs, 3 letters in all, 1st leter telling them I bring
something new, totally unprecedented in Pakistan that will increase their profits by
350% but not revealing what to intrigue them,. 2nd letter tell more, position
myself, rant my intriguing. Gripping USP, create desire. 3rd letter invite them to
come to the free seminar, their last chance to attend for free, becaue Ill be very
costly.
494.
495.
Yellow pages response query via email. Send message back asking for fuller details
so I can send more info. Send the info leaflet along with business card. After
consultation send invoice or receipts along with further cards and another leaflet.
Write to patients own family doctor informing them about my care and enclosing a
leaflet and a card.
Page 830
2.
1) Receive leads from two sources, 2) get on "provider lists," 3) give presentations
and write articles -- 4) also just teamed up with an associate who has a large
backlog of contacts so that we can offer them new solutions.
3.
4.
1. We work the Fortune 1000 list from top to bottom. 2. We ask our existing clients to
recommend us to their clients.
5.
50% comes from Yellow Pages, 30% from customer referral, 20% from other
sources (web site; depot and vehicle signage, drive past / walk in; etc.)
6.
7.
a) referrals from other of our host/beneficiary partners and our customers; b) through
our internal corporate network (which is not working today); c) commercial building
market new-project-lead publications; d) networking; e) participation in relevant
organizations
8.
Actually I dont
9.
10.
Ad in yellow pages
11.
ads
12.
13.
14.
advertise
15.
Advertise as above.
16.
Advertise
17.
Advertising
18.
19.
20.
21.
Advertising, referrals
22.
Advertising, referrals
23.
--Again referrals
24.
25.
All internet based lead and prospect generation: PPCs, lead companies, search
engines, creating lists.
26.
27.
Page 831
29.
30.
Already answered
31.
32.
33.
ask all clients when contacting them; stop in cpa offices; give talks at ltc facilities and
affinity grps
34.
35.
36.
articles
37.
38.
Articles on other websites, Links, Business cards. Hoping to hold free seminars too
39.
40.
As referred above, I call at least 25 new prospects each month that have asked for
information on building a home based business. This is in addition to the residual
group that accumulate month by month.
41.
42.
43.
Ask for referrals. Speak at service clubs. Talk to people at fund raisers.
44.
45.
46.
Asking for referrals; face to face cold; letter program with telephone followup; mail
outs to list
47.
Association meetings right now. I also pick up names from news stories and the
Internet.
48.
At parties and gatherings just talking. Attempting to get them to chase me, not
working very well at the moment. Most people do not have a existing database so I
have been trying to make mailing to a blank database work.
49.
50.
At the moment, we depend on referrals, personal contacts, and clients bringing nonclients to our seminars and educational events.
51.
52.
Attend networking events, search websites, send brochures with follow up phone
calls.
53.
Attend wind generation seminars and conference throughout the state of Idaho.
54.
55.
Besides clients and other referral sources mentioned above we have quite
unsuccessfully tried mass mailing from lists of retirement funds or high net worth
individuals in Ohio ; also direct telephone campaigns to these lists yielded almost no
results
Page 832
57.
58.
By drawing thru Search Engines, Targeted articles & Promotion to web site &
achieving the highest level of conversion possible. Also, use of updated content &
newsletter to convert green cherries when theyre ready..
59.
By maintaining continual contact with the Case Management firms who employ the
Case Managers
60.
By networking with current clients/partners, industry experts etc. Referalls and leads
gained here. Spend a lot of time now working with the few trusted long term partners
on building their supplier base because this helps us.
61.
By putting a lot of effort into internet marketing many new visitors to our site are
through search engines. Also in strategic partnerships with other firms
62.
By putting a lot of effort into internet marketing many new visitors to our site are
through search engines. Also in strategic partnerships with other firms
63.
By referral only.
64.
By search engines right now. I have limited time since I am a ONE MAN operation.
65.
66.
67.
68.
69.
Call or visit
70.
71.
Calls based upon download leads from our software partners macromedia and
Microsoft
72.
73.
Capital Markets are very transparent. I look for companies with a minimum
$10million market cap (higher is some sectors) that want to proactively communicate
their growth strategy and perhaps that are having difficulty doing it (i.e. poorly
understood on the street)
74.
75.
76.
Classified ads
77.
78.
79.
80.
81.
82.
83.
Cold call from my data base (which I refresh annually with new data)
Page 833
Cold call, call expired listings, for sale by owners, advertise homes for sale.
85.
Cold Calling
86.
Cold calling
87.
Cold calling a specific group of home owners with follow up calls until a yes or no is
achieved. Asking for referrals after sale is completed.
88.
89.
Cold calling from trade association lists and intelligence such as newspaper
articles.
90.
Cold calling is the main way. On occasion, well get referrals or introductions.
91.
92.
93.
Cold calling, email marketing, trade shows (very selected), invitation to educational
sessions and information sessions.
94.
Cold calling, referals from past clients or local professionals (eg lawyers), letter box
drops, visitors to open homes.
95.
Cold Calls
96.
97.
98.
99.
100.
101.
102.
103.
104.
Combine direct mail, telemarketing, and e-mail. Hosts obtain introductions from
firms who have the clients I want
105.
106.
107.
108.
109.
110.
111.
112.
Data bases and straight cold calling using a very well defined script etc etc.
113.
Data out of all sources 'heard from', papers, internet, ...Salesletter followed up by
phonecall, sell a meeting and sell product. Referals from clients. Advertising in
media, online and newspapers
114.
Described above.
115.
116.
direct mail
Page 834
118.
119.
120.
121.
122.
123.
124.
125.
126.
127.
128.
direct mail to SIC specific mail lists of small biz. in biz less than 3 yrs and with less
than $3mil. in revenue.
129.
Direct mail with postcard the first time. Then send a business card, brochure and
personalized letter. Third contact is my current newsletter. These are names that I
receive each month that have responded either via the FramerSelect website (find a
framer/would like more info) or have sent in reader service cards from major
magazines (Conde Nast Travelor, House & Garden, Victoria, etc.)
130.
131.
132.
133.
134.
135.
136.
137.
138.
139.
Direct mail.
140.
141.
Direct mail. Free seminars. Cold calling. Some PI advertising if can get it.
142.
143.
144.
Direct mailings IMedia pro CDs Client events Financial Planning for existing
company clients
145.
Direct marketing
146.
147.
148.
149.
Page 835
151.
dm
152.
153.
154.
Dont specifically
155.
Dont specifically
156.
Donr by subcontractors
157.
158.
159.
160.
161.
162.
Email , fax, phone call, cold call. sales letter, seminar, existing clients Hold seminars
for various business organistations
163.
Email campaign to 2000 realtors: 3 emails per week using Greg Frosts pdfs Mail:
mail postcards to top 400 realtors monthly
Mail letters to top 400 realtors
monthly
Have 3rd party mail (title, other realtors) to top 400 realtors Mailed
audio tape with 20 top realtors in-depth comments about us Voice broadcast; trouble
implementing, but plan to top 400 realtors monthly Website including Audios of 20
top realtors in-depth comments about us
164.
E-mail campaign, letter drop/direct mail, cold calls by phone & in person.
165.
Email marketing, affiliate marketing, networking at events where people are strong
suspects (i.e. Robert Allen events and other similar gatherings).
166.
167.
168.
169.
170.
E-newsletter
171.
172.
173.
174.
175.
Faxing schools
176.
177.
Find need , inquire, cold call, send buying criteria report. Follow up. Sell
follow up
178.
First time buyers come through referrals OR yellow page ads primarily
179.
Floor Time
180.
Page 836
182.
183.
184.
185.
186.
187.
188.
189.
190.
Get visits to website for Internet sales and contact local fraternities for sales.
191.
192.
193.
Great idea Jay! Im mostly working referrals and selling additional products to
existing clients
194.
195.
Have a dedicated Origination team who identify currently unrated entities in Europe,
Middle East, & Africa. These people are targeted and contacted with a view to
arranging a face to face meeting to describe the benefits of getting a rating, how the
process works, what our company can do for them.
196.
Having a booth at the expos, for our product needs to be felt ... for it looks to simple,
gadgety to be working .... closing ratio at least 30 %, depending on event.
197.
198.
I am still working on this, but planning on ads in local papers and target focused
bulletin boards in local offices. After that I will get a direct mail and internet mail
campaign going where I will probably start with a rented list of previous buyers.
199.
I ask people how do they manage their finances. Then I ask if they would like to
learn about my company and how we can help them become financially
independent.
200.
I attend seminars and cocktail parties. Have conversations with people whenever
possible about the service I provide. Im looking to enhance my prospecting through
the creation of my Network Exchange on my Web site (see the answer to Question
12 above).
201.
202.
I dont (4)
203.
204.
205.
I find their ads on the web, and I look them up in the National Referral Directory
206.
I find their ads on the web, and I look them up in the National Referral Directory
207.
208.
209.
I have contracts at various different fairs. We clean their rings to show how Elvas
Page 837
I have not focused on these. They may turn up during normal marketing
211.
I have relationships with email publishers and adv. Agencies with over 100 million
opt-in emails. I work on a CPA basis with them. I run DRTV spots and some trade
shows
212.
213.
214.
I know of particular ezines with particular type clientele where I submit articles or ads
215.
I look for hosts and strategic alliance partners in niches I want to market to.
216.
217.
I make contact with leagues, teams, coaches, and sport skills training programs.
218.
I make regular contacts with people Ive worked with in the past and seek referrals.
219.
220.
221.
I recently went down to city hall to get the new business list and to solicit them via
the phone. There a few networking groups that I plan to attend.
222.
223.
I send post cards to my target market driving them to get a special report from a
hotline or a special web page.
224.
I subscribe to the FSBO lists and print expireds every day and call expireds and
fsbos every day.
225.
I tell almost everyone I know that I am a massage therapist. I hand out monthly
specials flyers to the tenants in the shopping center where the day spa is located. I
trade treatments with the personnel in the day spa and they then refer their clients to
me.
226.
I try to make myself and our products know to the sales staff in the various LOBs
within the bank. I do not contact prospective clients directly as the relationship
managers are trained to sell a wide variety of products, not just cash vault services.
227.
228.
Im out and about at markets, I give reward cards to visiting customers, I wear my
jewellery and the website is in phase one gear towards market info.
229.
If I had card-size ads written, I know to prospect in every local groups benefit
booklet, run the ad in 17 local newspapers from Boomer Digest to Pitt Technology
Council newsletter.
230.
Page 838
I'm trying to get referrals for clients. I'm a member in an organization called BNI BUT
IT IS NOT REALLY WORK FOR ME.
232.
233.
In an unorganized manner.
234.
In our business there are first time home buyers and there are refinances. We need
to definitely develop a first time buyer and move up buyer program.
235.
236.
237.
Industry database
238.
239.
Industry Guides
240.
241.
Industry research, trade lists, web searches, people who find our website, trade
shows are planned.
242.
243.
244.
245.
246.
247.
248.
Internet links
249.
250.
251.
Internet searches
252.
253.
Internet, newspaper and local supermarket adverts. Soon to do local flyers in the
post
254.
Internet.
255.
256.
257.
258.
259.
Just beginning
260.
261.
262.
263.
264.
Leads from manufacturer and distributors as well as targeted end users (certain
plumbers or builders, etc)
265.
Page 839
Letterbox brochures
267.
268.
269.
270.
Limitedly
271.
List sharing with non competitive other businesses and phone canvassing for
industry seminars
272.
273.
Lists, other similar clients, drive by, referrals etc. Knowledge of the client base in
our region after 24 years of being in the market.
274.
Lists, then call to find our sales target, then send a sales letter and follow up with a
telemarketing call for an introductory meeting to review their needs.
275.
Lists, tradeshows, trade groups, alliances with other marketers to these clients
(specifically, insurance agencies).
276.
Lists.
277.
278.
279.
280.
281.
Look through newspapers for companies that offer incentives and call them. Also
find out who is using the competition and approach their competition.
282.
283.
Magazines, online.
284.
285.
286.
287.
288.
Mailers etc.
289.
Mailing list
290.
291.
292.
293.
294.
Mailouts.
295.
296.
Mainly by TV and radio advertising and referrals calling the office and scheduling
free consultation.
Page 840
Mainly referral
298.
many methods (in fact ALL methods rcommended by Jay Ab), but PR works best
299.
Mass media.
300.
301.
302.
mentioned above
303.
MORTGAGE WORK: telesales plus referrals from clients. Some cross-selling from
accountancy work.ACCOUNTANCY: either from prospect seeing directory listing or,
being referred by existing client
304.
Most of our customers come from referral from consultants. We get a few people
who call us from our ad in the yellow pages. And we get a few people who call us
from the charity work we have done in the past.
305.
Most of our poroducts are sold to large distributors who dominate their industry.
306.
Mostly by referral
307.
308.
309.
Mostly my clients and friends introduce me to new customers. I dont have a web
site, I never advertise, all my telephone numbers at my business are unpublished.
Im not in the telephone book. People only hear about me through word of mouth.
310.
Mostly networking; some ads and direct mail; sometime fax blast invite to seminar
311.
312.
313.
314.
315.
My main focus right now is my Truck And Trailer Equipment Maintenance System
Software. I have a website and generate traffic via the search engines. When a
prospect comes to the site they can download a fully functional trial copy of the
software. I also offer to send them a CD of the software for free. It is a timed copy
that expires 30 days after the first time they run it. If they decide it works for them
after 30 days, they can purchase the product and receive a product key that allows
them to keep using it.
316.
N/a
317.
N/A.
318.
319.
Networking (5)
320.
321.
322.
323.
324.
Page 841
Networking, website.
326.
327.
328.
New companies are found in reference material, magazines and phone books. We
have some large prospects that we have been contacting for years.
329.
Newspaper ads
330.
331.
332.
333.
334.
No (2)
335.
336.
No time.
337.
None
338.
339.
340.
Not really except via web site even there it is deliberately understated.
341.
342.
343.
344.
Offer
345.
Offer free sample for people to try the product before introducing them to buy at
hugh discount ( 40 % or more )
346.
Offer them a 10% of the profit generated from the new first time buyers.
347.
348.
349.
350.
Only business is from website visitors and leads from magazine ads we place from
time to time.
351.
352.
353.
354.
355.
356.
Our primary source is from an e-mail list of people in the industry who are fellow
members of an industry trade group. We attempt to convert these people to our list
of Registered Users (see answer to question 75), who receive our monthly e-
Page 842
358.
359.
360.
361.
362.
363.
Peridocal ads, passing out business cards, word of mouth and referrals from others.
364.
365.
366.
367.
368.
369.
370.
Phone call
371.
Phone call or personal meetings. Anyone we know is a hot lead as we believe all
need our services but we prefer to work with already successful entities.
372.
373.
374.
Phone, coldcalling and plain old fashion door knocking business to business
375.
376.
377.
Place short ads in local newspaper giving e-mail address for more info, etc. Use
autoresponders
378.
379.
380.
381.
382.
Postcards, fax, email in 2 step campaign with free recorded message and web
qualifying
383.
384.
385.
Primarily from referral or word of mouth from a company representative who has an
experience of our work
386.
387.
Primarily telemarketing
Page 843
389.
390.
391.
392.
393.
Promote chiefly through real estate agents. We also keep in close touch with area
developers and are currently contacting governmental agencies in our state for
possible work.
394.
395.
Prospecting is primarily analysing our customer list for our dream prospects and
focusing on them. There are also totally new garden centers. If it is a corporate
entity (Multi outlet, we usually negotiate at the top level).
396.
Providing public training and promote our major products during the events.
397.
398.
Purchase leads
399.
400.
Radio, Internet
401.
402.
Read personal ads and look for new marketing persons in companies and contact
them
403.
404.
405.
Referalls from pool supply companies , web site, ads in newspaper and flyers,
telephone book ads. Home shows
406.
407.
Referral sources
408.
409.
Referrals (9)
410.
411.
412.
413.
414.
415.
416.
417.
418.
419.
420.
421.
Page 844
423.
424.
referrals, advertising
425.
Referrals, connections
426.
427.
Referrals, Gift Certificate's for Fitness Center to give as a gift for a new membership
428.
429.
430.
431.
432.
433.
434.
Rent a list from a Dun & Bradstreet type organisation and phone canvass it.
Occasionally we will run a specific mail campaign for a specific product and then
follow-up with telephone
435.
Rent lists of marketing consultants, and mail them an initial letter, followed by other
sequential steps.
436.
Review 150 magazines for new developments, stay in touch with top level
management and developers, ask clients about new properties they have planned.
437.
438.
Ring up other service providers and offer my skills, Ive lost my confidence to contact
customers direct.
439.
440.
Same as above. All buyers are treated as new and first time buyers. We have been
in business for a year and a half and haven't yet got any repeat customers.
441.
Same as above. Either we send out press releases and/or the high schools will help
promote the workshops.
442.
443.
444.
445.
Search engine traffic on the Internet is the biggest. Next would come referrals and
joint work with a client from my primary or secondary joint ventures. The various
forms of advertising on the Internet (Pay-Per-Click & high profile newsletter
advertising) along with enticements from my own newsletter and autoresponder
message series. I have purchased leads in the past but haven't been too impressed
with the quality thus far but I hear there are good lead generating companies on the
Internet so I will keep trying this method.
446.
Search engines,
447.
Page 845
449.
450.
Seminars (2)
451.
452.
453.
454.
Send a newsletter annually. Talk with doctors offices, staff freely, tough cases they
are working with.
455.
Small ads
456.
457.
Some cold calling; mostly via e-newsletter and offer of free guides.
458.
459.
460.
461.
Some targeted email and direct mail, classes in new locations (includes promotion in
institutes mailings, etc.). Also referrals from existing customers and chiropractic and
acupuncture offices that sell my book.
462.
sometimes call and propose painting idea. Put sign in front of studio.
463.
464.
465.
466.
Store traffic
467.
Strictly thru my web site (link sharing, discussion groups, writing reviews at Amazon,
press releases, search engine optimization) and yellow page advertising.
468.
Study the buyer demographics of the population and entice them into the store
through an initial Grand Opening promotion with a discount coupon or free gift for
just visiting and hopefully through clever usage of the merchandise mix create a
sense of desire in their minds where emotional desires are whetted and they are
salivating so much that they are waiting to haul the products home.
469.
subscrption
470.
Talk to my clients as Im doing business with them. Through my Rotary Club. Going
into other new offices and introducing myself and our service.
471.
472.
473.
Target prospects are generated from local business directories and publications.
Once identified, the process described in question 45 is begun.
474.
Telemarketing
475.
476.
Page 846
Telemarketing.
478.
479.
Telephone.
480.
Telephone/postcards
481.
482.
483.
Telesales, Direct mailing, Networking, and Referrals from centres of influence e.g.
bank managers
484.
485.
486.
487.
The calls that come in from listing inquiries and classified ads offering buyer search
services (lists, emails).
488.
The initial prospecting will be media advertising, followed by a strong referral system
once clients have used products for a certain period.
489.
The list of new shows at the convention centers in our area. Also, referrals have
been huge for us.
490.
491.
They contact us because of 1) items we have listed on web based inventory listing,
2) referrals from existing customers, or 3) we contact new prospects based on
available information about their activities.
492.
493.
494.
495.
496.
Through advertising
497.
Through agents, eg real estate agents, solicitors, etc. or just by talking to people
about what I do and asking if I can help or if they know of anyone.
498.
499.
500.
Through email lists, personal contacts, magazine interviews, talks, tie-ups with
prestigious organizations.
501.
Through exhibiting at arts & crafts shows and by asking existing customers to refer
their friends to us.
502.
Through existing clients and partnering with other businesses that sell products that
we are able to assist in supporting from new hardware, software and network
implementation to ensure their product runs properly.
503.
504.
Page 847
506.
Through my hosts
507.
Through newspaper ads, although I have had success with Deli Dollars, which is
discounted script sold through non profit organizations as a fund raiser.
508.
509.
510.
511.
512.
Through referals
513.
514.
515.
Through response marketing tactics offering special reports for sellers to avoid
mistakes in numerous areas. Also offer this information for many types of different
sellers (divorce, empty nesters, seniors, move up buyers, etc.) I am in touch via a
21 day mail out program that I have developed also offering free information about
local sale prices in their area, Over the Phone Market Evaluations, Finding out what
their neighbour sold for and Free Insider reports.
516.
517.
Thru internal and external presentations/lectures, thru asking for referrrals, thru lead
generation boves, thru periodical advertising.
518.
519.
520.
521.
522.
523.
Trade shows and cold calls. Direct mail doesnt work well.
524.
525.
Trade shows, occasional advertising in the two trade magazines (which, so far, has
never brought any inquiries at all).
526.
Trade shows, Referrals from host USPS, Small amount of advertising (not very
affective), Web site search engines find us. Cold calling new prospects.
527.
Trade shows, telemarketing, list generating, company database, sic codes via d&b
etc.
528.
Um, I dont
529.
530.
531.
532.
Use discount price for them when they provide 5 refeerals. Some of these referrals
become our new first time buyers
533.
Page 848
535.
536.
537.
538.
Vendors receive reciprocal referrals, and they are armed with my marketing arsenal
when new dates are contacted.
539.
540.
We all tell people that we happen to meet about our work here, and quite a few try
us out and remain good customers.
541.
542.
We buy a list by (sic codes), then tele-prospect, we usually send postcards to these
prospects every once in a while.
543.
544.
We call current business clients to ensure that we are servicing their needs
appropriately and to ask for referrals. We use current networks to get names of
individuals in similar business arenas and call them directly.
545.
We cut articles for thosae we target then drip market em till we call
546.
We dont.
547.
548.
We get leads almost exclusively through our existing network and through referrals
from our clients. We originally hoped that Microsoft would be a good source of
leads, but such has not been the case to date.
549.
We get our new clients from the Yellow Pages and referrals.
550.
551.
552.
We have not changed our prospects, except that we want to promote it more
effectively through our web or other means.
553.
554.
555.
556.
We only go through our top patients for referrals of their friends and familywe also
work with specialists for referalls of thie patients, but we have not done any outside
marketing as of yet.
557.
We only operate in a very specific market so there are not many potential clients and
we communicate with them on a regular basis so they know what we are doing.
558.
559.
We rely on the work of the agents that we deal with some referrals come through
our web site. The primary agent sends out mailouts and uses yellowpages display
Page 849
We use mailing and have used e-mail.We have used literature drop-off in target
areas.We have used co-operative efforts and alliances to develop new relationships
with prospects and first time buyers.
561.
We use the Yellow Pages, some seminars and events and word of mouth.
562.
563.
Web
564.
565.
566.
567.
568.
569.
Website search engines; gain referrals from existing clients; prospects from
commission agents; personal discussions at business and social events; articles
written for business journals; sharing our demonstrations with friends and business
associates; keeping in touch with past clients.
570.
Website, referrals
571.
572.
Well with the video business which I am getting out of I did a lot of cold calling. And
with the log home business they are given to me because they are the ones seeking
the information on the homes.
573.
574.
575.
576.
577.
Word of mouth and advertising in the yellow pages and different education
publications.
578.
Word of mouth and contacts within the industry Promotional flyers placed with
venues where prospective clients are likely to visit (eg-studios, specific bars and
music venues, etc) adverts in music related magazines.
579.
580.
581.
582.
583.
584.
585.
Word of mouth, viral marketing. I would give voters a chance to challenge others in
answering the question, thereby signing them up and eventually selling the paper
and giving them the full email subscription. Also promote service through church
bulletins, inviting people to the site.
586.
Word of mouth, We starting to seek out real estate companies and offer our services
for their prospective buyers. Direct mail to our old database collected over the years,
have over 20,000 contacts Observations and talking to people
Page 850
588.
589.
590.
591.
Word-of mouth, sponsor clubs, events, concerts, sell in retail stores, promote
website.
592.
Work for a company at a discount in order to retain the customer when the warranty
period is over.
593.
594.
595.
596.
597.
598.
Yellow pages, Im thinking about working with alumni relations at the major Tri-State
(NY, NJ, CN,) college campuses.
599.
600.
Yellow pages, word of mouth, online sales, book and video sales through
Amazon.com
601.
Yes (4)
602.
603.
Page 851
2.
3.
4.
5.
12X per year; electronic communication, monthly newsletter plus billing emails.
6.
7.
8.
9.
10.
11.
12.
3 mailings per year to prospects, monthly to dream 500 and monthly to clients.
13.
3 times a month.
14.
15.
16.
17.
4-6 weeks, we send cards, letters, relevant articles, call, but all a bit hit and miss
18.
6-8 times per year at least. Letters, 3-5, calls, at least one, post cards, 4 per year,
emails, at least once a month for those whose emails I have.
19.
20.
A couple with the inactivesand a couple of times a week with the active ones.
21.
22.
23.
24.
A visit.
25.
A weekly e-mail newsletter with many of them. Mailed postcards when new books
come out. Phone calls sometimes. In-person contact with bookstores.
26.
27.
28.
29.
30.
31.
active weekly by email, from time to time (once every two months also a printed
letter with an invitation)
Page 852
33.
34.
Active clients are seen weekly, or monthly or quarterly depending on their needs.
inactive ones are sent a series of 3 letters inviting them back once they are inactive
for 3 months with no purchases or visits; everyone now gets a monthly mailing with
a success story type of communication.
35.
Active clients have weekly calls (the service) when ask what they are getting out of
the call and what want to do differently. Inactive clients nothing at present.
Newsletter in the future
36.
37.
38.
39.
40.
41.
42.
Active once a week call or meet for couple of weeks after the product was delivered.
Non-active once in a while phone, mail or meeting
43.
Active: Initial call, visit, followup calls keeping informed throughout the process, visit
to sign up contract, letter of introduction to bank, final settlement letter and flowers or
gift.
44.
45.
advertise
46.
Advertising is the primary mode of communication and contact for the consumer
segment, followed by in-person communication when they come to our dealers.
With the business segment, it is primarily a personal-selling environment.
47.
after initial sale they dont buy for years in mortgage banking
48.
after we receive a direct mail response, we call them back. if not ready , we wait a
few weeks and call back then. then we follow up periodically using ACT as a way to
control when to call , etc.
49.
50.
51.
All customers have limited phone/email support they have to initiate the contact
when they require it. Email newsletters are sent out periodically.
52.
53.
All forms have been utilized, and are offered. Differentiates per client
54.
55.
Page 853
57.
58.
59.
All three
60.
61.
62.
Annual mailings
63.
64.
65.
Approx monthly
66.
as needed; newsletters
67.
as of the last couple of years it has been only in response to requests (they ask us
to quote price and availability of a product or service). I am working on a client
contact plan
68.
At least 3 times every year with prospects. Perhaps 5 times every year clients. Most
of the contacts are letters or calls.
69.
70.
71.
72.
73.
At least once a month. Sometimes call, sometimes letter, sometimes email. I mix it
up.
74.
At least once every 3 months. Mostly telephone, sometimes a letter with updated
info and also visits to mainly (though not always) the nearby FDs and crematoria
75.
76.
77.
At least weekly calls during the decision process and as many meetings as they
require to make a final decision. I will also schedule meetings with any members of
the design team the prospective Clients wish to meet. All of this is to demonstrate
value to the Client. No fees are charged for these meetings by me or the members
of the project team.
78.
79.
at random
80.
At this time we meet with anyone wishing to meet privately or in small groups at their
convenience.
81.
BASICALLY, WHEN THEY COME IN THE SHOP, and the 2 -3 times a year Direct
mail
82.
Before 9/11, we used to have quarterly sales forums where we product managers
could present new products, services and pricing to the sales staff from around the
region. Its much more difficult to get the word out now, which is why Im looking for
new and innovative ways of doing so.
83.
bi annual letter
Page 854
85.
86.
87.
Bi-weekly e-mail to our customers and subscribers Weekly online chat for interested
prospects and customers Daily chat for customers (providing on-going support)Daily
newsletter for subscribers
88.
89.
both dealership and manufacturer contact customers after sale through both letter
and telephone. (new customers are contacted approximately 5 times between dealer
and manufacturer)
90.
By call.
91.
By phone
92.
93.
94.
Call (3)
95.
96.
97.
call and email to the active telling them the next test I about to run.
98.
Call and visit to active clients. We dont have but 2 inactive clients and we havent
been in touch with them.
99.
100.
101.
102.
103.
104.
105.
106.
107.
108.
109.
call weekly, or daily as needed during the escrow process, visit them after they
move in, add to mail list.
110.
Call, E-Mail
111.
Call, email
112.
113.
114.
115.
116.
117.
Page 855
119.
120.
121.
calls
122.
Calls
123.
calls
124.
Calls Not frequent enough if the prospect is not in the buying cycle
125.
126.
calls about every three months to clients that have done business. Very little to no
follow up on leads who have not.
127.
128.
129.
130.
Calls and post cards with little WIIFM from their perspective
131.
132.
Calls are made every day to prospects and those weve met with before but have
not converted.
133.
134.
135.
136.
137.
138.
139.
140.
Calls, visits, until now. Will be different when volume products are ready for take off.
141.
Calls.
142.
143.
cals and e-mail. Most of our sales are done over the phone all over the world.
144.
cleaners leave an evaluation form after every clean. Inactive clients get a letter with
an incentive to win them back every 3 months.
145.
Client monthly / some weekly - Prospect Phone only well 90% some written
146.
147.
148.
149.
150.
151.
152.
153.
currently none
Page 856
Currently we call the customers on the anniversary of their orders, for all orders over
$1,000.
155.
156.
157.
158.
159.
Depending on importance-I have weekly til every second/third month contact with
my customers.
160.
Depending on level of interest it could range from talking once per day or less. Call.
161.
Depending on the client it can be quarterly, monthly, weekly by phone, email, followup site visits, or mailings.
162.
Depending on their immediacy it can be daily, weekly, or monthly via mail with calls
and visits mixed in.
163.
Depends on the volume of business and shipments generated from that client but
we can call once a week once a month it depends on the needs
164.
Depends on their level of interest. The higher the level of interest the more frequent
the contact and it is usually by phone.
165.
Direct mail letter every other month, personal call. Not very good at doing this
consistently either.
166.
167.
168.
169.
email (3)
170.
Email 2 or 3 times per month Monthly direct mail to select target Personal
visits/lunch on going
171.
172.
Email campaign to 2000 realtors: 3 emails per week using Greg Frosts pdfs Mail:
mail postcards to top 400 realtors monthly
Mail letters to top 400 realtors
monthly
Have 3rd party mail (title, other realtors) to top 400 realtors Mailed
audio tape with 20 top realtors in-depth comments about us Voice broadcast; trouble
implementing, but plan to top 400 realtors monthly Website including Audios of 20
top realtors in-depth comments about us
173.
174.
175.
176.
177.
Email once a month with newsletter and invitation to answer next question (could be
two different emails, but hasnt been decided)
178.
179.
E-Mail see above. Often intensive and time consuming advisory service on dyslexia
and learning disabilities. ADHD.
180.
Page 857
E-mail, call, and visit. As frequent as the customer finds acceptable, or constant
stalking until the sale is made for new prospects.
182.
183.
184.
Email, print too costly, mail too costly for $60 sale
185.
186.
Email.
187.
email/snail mail/ phone: no real strategy, but we do maintain at least some contact.
188.
emails once a week. Letters monthly, newsletter monthly, fax . New prospects we
use the series of 7 contacts.
189.
Emails.
190.
every 21 days
191.
every 90 days
192.
Every One to two months I send out a newsletter and 3-4 times a year I send a
special promotion that is tied into the season.
193.
194.
195.
Every week, two week or three week depending on servicing needs. of the vending
machine.
196.
197.
fax ads and a monthly newsletter. Occasional phone calls maybe 2 or 3 times per
year.
198.
199.
200.
follow up letter, calls every week then 2 until we get a definite decision( taking care
not to get on their nerves) we try to get them to take a tour as soon as possible and
follow up with a letter and then the same phone call schedule. We also send them
our monthly newsletter
201.
Follow up letters to all trade show/phone leads. Phone call to confirm receipt of
letter with goal of setting up an on-site appointment.
202.
Follow-up call made within 24 hours after their initial call to us.
203.
204.
followup every2 to 3 days to one week, either by phone, email or in person, usually a
combination
205.
206.
For heart disease and chronic pain sufferers we continue to send information on
upcoming seminars.
207.
For the time being, we make contacts via e-mail and phone. Soon, we want to have
set up, a scheduled mailing strategy for follow-up consultanting.
Page 858
209.
210.
Frequency has not yet been enforced, on an as needed base. Calls, letters, fax.
211.
Frequency of 5x/week is our target for electronic media plus direct mail or print.
212.
Frequency of contact is sporadic, generally once per quarter. The form is usually email and occasionally a phone call.
213.
Frequency varies, and contact usually takes the form of a phone call or email.
214.
215.
216.
From once a month to once a quarter, by phone, visit, letter, and thank you card.
217.
Generally prospects are contacted once per year. Our existing clients we speak
with regularly generally to resolve issues or answering questions. We dont do much
follow up marketing.
218.
219.
I try to call all of them 3-4 times a year, fax twice, email weekly
220.
I am implementing a twelve step plan of action for all prospects/clients, weather first
time buyers or repeat buyers. Email Phone call White Paper
221.
I am planning on at least twice monthly with email. This will be my focus in the
beginning although I can see their may be benefits with letters and calls.
222.
I am testing what approach will be the most effective. I am planning phone calls and
production restraints information letter for prospects, monthly newsletter and events
for inactive clients.
223.
I call active customers monthly after the first month and have no communication
with inactive customers
224.
225.
226.
227.
228.
229.
230.
I communicate with active Executive Coaching clients several times a month via
telephone, email and with some clients in person. I dont communicate with
prospective RT members nearly often enough.
231.
232.
233.
234.
I dont have any systematic communication at this time; I plan to develop a note
and/or educational flyer/newsletter mailing once every 3 months, and an annual
phone call; also will call to request a personal visit whenever I am in their geographic
area (I recently moved)
235.
236.
I have a monthly communication newsletter and then if they are in my farm area I
Page 859
I have made some calls, a few cards sent out, but not too much contact yet.
238.
I have not gotten in touch with them once they bought. From what Ive been reading,
Im already writing a letter to mil it to them.
239.
I lucky if I see them once a year. My clients have told me that they dont come to the
fair every year. It is a wonder that I am still in business. I dont call, visit, send them
a letter or email them. A lot of them search me down by contacting the fair to get my
address or phone number. Shame on me. I have treated this very profitable
business as a stepchild.
240.
241.
I send a monthly newsletter. I offer all of my readers a special email to write me for
ongoing help absolutely free of charge. I will call some who seem to have unusual
problems. Most contact is by email.
242.
I speak with prospects quite frequently in the beginning of our relationship. Once
theyve hired me, I communicate one time per week with them.
243.
244.
I try to find out what forms they prefer. I plan to communicate with prospects every
three weeks.
245.
I try to get out a newsletter to my clients and prospects on at least a quarterly basis.
246.
I try to visit prospects once or twice a month. Not real plan in place for inactive
customersAm planning to call the inactives. Active buyers get discount promotions
according to their purchase volume. This is accomplished through letters and data
on the website that tells them how much they have purchased.
247.
248.
249.
250.
251.
252.
If it is to set up a new alliance, I may call, write or visit 1-2 times per week, until we
have a working arrangement.
253.
In most cases an inactive customer is called every 3-6 months, receive 1-4 letters
per year, local customers can expect at least 1 visit every 1-3 years, depending
upon the stability of their system, every active customer receives a Christmas gift
(like a pen) and a personal call form me thanking them for the business.
254.
inactive / email
255.
Inactive downlines: I call one or two times a year when we have new products or
something else could be of interest. Buyers, I hope and pray they call me, I seldom
call them
256.
Inconsistent/letters
257.
Page 860
259.
infrequent calls
260.
261.
Infrequent. (3)
262.
263.
Infrequent. I send brochures to prospective callers who dont book. Inactive clinets is
actually frequent. I send them articles, tips, e-zine.
264.
Infrequentcall, letter.
265.
266.
267.
268.
269.
It is high frequency, calls at least once a month with prospects. Active clients are
contacted weekly.
270.
It is not really systematized , but we attempt to e-mail and call each person that
expresses interest.
271.
272.
It will be a one time communication via telephone and booklet. I will not need to
follow up because I only need one sale/joint venture partner.
273.
Its irregular, because as the only one in the department, Im still in the process of
setting up that system. I hope to be able to contact them with pertinent information,
industry info, updated company info, etc., as it is appropriate: the plan would be to
have around 3 6 contacts with them per year.
274.
just recall reminders of when their appt is about every wix months
275.
Just when a new product is coming out: letter for books, call for nutrition
276.
277.
278.
letter
279.
Letter perhaps once per year or phone call if #46 not executed crisply.
280.
281.
letter, email
282.
283.
284.
Letter/call or visit with active hot prospects as frequently as useful. For prospects:
weekly newsletter plus invitations to seminars, workshops, as they are scheduled
285.
286.
287.
288.
289.
Page 861
letters, newsletter and we will begin an email program with health tips, etc.
291.
292.
293.
Little, if any
294.
295.
296.
Low frequency. Most will not receive any communication after 6-8 weeks. Clients
accept calls, emails, visits.
297.
Mainly email ... some phone calls ... no letters ( too time consuming)
298.
299.
300.
301.
302.
Minimum of once per month in the form of calls, visits and letters.
303.
304.
305.
306.
Monthly (2)
307.
308.
309.
310.
Monthly calls
311.
312.
313.
314.
315.
316.
317.
318.
319.
monthly telephone calls, sometimes I write letters or send books or goofy stuff as
presents. We call and sing happy birthday to them so0metimes too.
320.
321.
Monthly to Quarterly when inactive. Weekly when active. Both, when inactive more
likely to be a phone call. Few letters.
Page 862
monthly web newsletter, occasional phone call, handwritten notes, thank you notes
for referrals
323.
monthly, letter
324.
325.
326.
327.
Most follow up is by phone, and I do a lot more than most of my group..i believe the
fortune is in the follow up
328.
329.
330.
331.
332.
Mostly emails.
333.
334.
My current clients hear from me at least quarterly with the newsletter. I call them if a
particular product (photo frames, art) arrives that I think he/she would be interested
in. My inactive clients I've just this week set up a separate database for them and I
will be mailing a handwritten postcard to them. Prospects receive brochure,
business card and any informational type of handouts that I have, depending on
what they are interested in. Particular artist - I will give them the latest tear sheets on
new releases. For framing - I will give them the 10 things to know before framing
your picture handout.
335.
My property managers sees them or calls them on a monthly basis when collecting
the payments.
336.
N/A (4)
337.
New patient letters, reminder card for physical if they opt in3.
338.
News letter four times a year and annual review letters follow ups and further
presentations if a clients circumstance change. We dont go and see them if there is
not a requirement on their part. One interesting thing regarding the newsletter which
produced in house we run a quiz in each newsletter and the clues are in the text this
encourages our clients to read it and we publish the prize winner in the next edition.
339.
340.
341.
342.
343.
344.
No communication.
345.
No follow up
346.
347.
no frequency
Page 863
no set frequency
349.
No set frequency, but we do mail, telephone call, visit, active & inactive customers &
prospects
350.
351.
no specific frequency
352.
No structure contact tends to be random either letter, phone call or more often email
353.
354.
355.
None (31)
356.
357.
358.
359.
360.
None, but that will change once I have created the master strategy and I am able to
be free of this important time consuming stage.
361.
362.
None, if they dont want to buy we call them depending on the size of the account.
363.
None, in fact one of the problems is that therapist, busy once anyway they are on a
schedule. Usually they call when they have an unexpected break (cancellation). If I
get a call I will drop anything to be there for that customer, because calling back is a
major headache, to catch that person. I often call after hour with my customers when
they have time to talk. E-mail has proven a good way to communicate, but I have a
long way to go to bring technology up to snuff. Like sending full color repays and so
for. Par of my incremental improvement plan.
364.
365.
366.
367.
368.
not as much as Id like. Due to hours in the day, and amount of staff I can afford.
369.
370.
371.
372.
Not frequent enough trying to shoot for once a week or at most, two through a
Members Updates and phone calls.
373.
374.
Not much
375.
376.
377.
378.
Page 864
Not regularly scheduled program. Telephone call/visit once a month. With inactive
customers, contact every quarter.
380.
Not so relevant to markets but my business has a strong repeat business basis with
customers returning on average every 3 4 weeks for more jewelry. From each
jewelry party of 5 10 women I generally have another 1 2 parties booked within a
week. I hand out reward cards and jewelry party info sheets to every party guest. I
hand out jewelry party info sheets at market on request after Ive explained the
parties. I regularly call my shops to see how it is all going, about every 2 3 weeks.
381.
382.
383.
384.
385.
386.
Now on at least a monthly basis, a letter or phone call and/ or both. I am trying to
make sure when I am in one clients office and another client is in the building I take
a few minutes to stop in and say hello and see if they have any needs at this time or
just a friendly hello.
387.
388.
389.
390.
391.
392.
once
393.
once - calling
394.
395.
Once a month flyer. Periodic attendance at in-house meetings at the real estate
office within the shopping center to meet the agents and introduce myself.
Personally hand out the flyers and visit with the tenants.
396.
Once a month printed newsletter and/or ezine, every 3 months a 2-day seminar for
clients.
397.
398.
399.
400.
Once a year
401.
402.
403.
404.
405.
Page 865
Once per month direct mail, inconsistent communication with active clients in the
form of phone calls and occasional letters.
407.
408.
409.
410.
One letter after initial contact as a follow up. Then only e-mail to follow up on that.
411.
412.
413.
414.
Only working with active clients now plan to initiate monthly email with all others
soon.
415.
Our active patients are communicated with each week with an information handout
that they receive at the time of their visit. The handouts serve as a positive
reinforcement for their decision to continue their care beyond the reasons that may
have brought them in the door initially. They also receive a quarterly newsletter that
fills them in on any new developments in the practice, such as changes in our
techniques or services, upcoming special events or promotions and an article on
how chiropractic care can help to improve their lives. Inactive patients and
prospects receive a quarterly newsletter with the same information and an offer for a
return check-up at a reduced fee to find out how theyre doing. (We get 3 or 4
returning patients with each mailing) We also have recently instituted a monthly email newsletter that will go out to all active and inactive patients and prospects.
Everything we send out also directs them to look to our newly updated website for
the latest information on the benefits of chiropractic care.
416.
417.
periodic emails
418.
419.
420.
421.
422.
phone calls
423.
Phone calls but not many.. we basically wait for customers to come to us or call us
back with questions.
424.
425.
Phone calls, face-to-face meetings, email contact on a monthly basis with inactive
clients. Weekly contact with my active clients.
426.
427.
Phone calls, visits to offices, faxes, letters, and phone calls for confirmation.
428.
429.
430.
431.
Plan is to have weekly contact in person. If we have a drop off, call them on the
Page 866
433.
434.
435.
Postcard quarterly.
436.
437.
Practically none
438.
Pre season minimum monthly calls and emails. During the season we
communicate weekly and often on a daily basis. Telephone and email.
439.
440.
441.
442.
Prospects - very infrequent call or email. Active clients regular phone, email & in
person. Inactive clients same as prospects
443.
444.
Prospects get emails, or faxes, or phone calls weekly. The forms to sign for our ECR
service is either faed, emailed, or can be printed from the website.
445.
446.
Prospects vary from 3 days to 6 months depending on where they are in the sales
cycle, this will be stepped up with mailings. We call, visit, and send letters.
447.
Prospects, 3 times per week; Active clients at least once a week; Inactive clients not
enough; My contacts are primarily through email with some letters
448.
Prospects: At least once a week. Clients: At least twice a month. Calls / letters /
emails.
449.
Prospects: contact weekly or on agreed schedule until they buy. Clients see us
regularly so lots of opportunity to discuss referrals. No contact with inactive clients,
as so far too busy to call. Inactive buyers are contacted.
450.
Prospects: weekly or bi-weekly phone calls, sample mailings and letters. Inactive
clients: contacted sporadically on a semi-annual or annual basis. Active clients:
daily, weekly or bi-weekly contact by phone and personal visit.
451.
Prospects: weekly to semi-weekly calls plus e-mailActive weekly calls plus emailInactive press releases needs to be better. Not sure what to follow on with
except a friendly check in
452.
Prospects>3 calls 2 letters, Activities>1st month call, letter, each month thereafter
letter calls as service dictates
453.
Prospects-at least every 60 days (direct mail); Active Clients- weekly (calls, visits,
meetings); Inactive Clients-quarterly (direct mail)
454.
Qtry newsletter
455.
Quarterly html email newsletters, phone calls per contact management reminder
often 3 mos or 6 mos.
456.
457.
Page 867
Quarterly newsletter, frequent invitations to seminars etc, regular phone calls from
account managers. Top clients get frequent visits each year as well.
459.
quarterly newsletter.
460.
461.
462.
463.
Random
464.
Random and miscellaneous. Usually call, letter, direct mail, email and visit.
465.
random, we do mail to inactive clients 3-4 times a year. Prospects more frequently.
Occasional calls to active clients, random visits.
466.
467.
468.
469.
Regular sales visits, faxes and emails usually 2 contacts per month average.
470.
471.
Sales calls, phone calls, faxes, direct mailing (minor), trade shows.
472.
473.
474.
Seldom.
475.
476.
477.
478.
479.
Sporadic
480.
Sporadic and not tightly scheduled telephone calls and sometimes personal
meetings. Rarely use letters or other written communication.
481.
Sporadicnot planned yet, although completing this questionnaire will take care of
that, either phone/e-mail/visit no snail mail.
482.
Start up still
483.
Still developing
484.
Talk to prospects on a as need basis but dont have a plan to create follow through.
485.
486.
487.
Telephone contact with virtually all clients followed by a letter of thanks with a small
gift.
488.
489.
490.
Page 868
492.
The first contact is usually direct contact within a week. Repeat information occurs
weekly. Letters occur about once a month. Special mailings occur every 60 to 90
days. Special events have started and we are aiming at a rate of once every month
to quarter.
493.
The frequency of communication with our customers is generally via phone once
every 3-6 months or so.
494.
The only communication is the initial contact letter, the phone call to set the
appointment and the two appointments themselves and then follow up if we have to
deliver an insurance policy, etc.
495.
The plan contemplates a very active low cost and frequent communication where
the intermediary channels where they are encouraged to accept attractive money
making plans for introducing and further selling our products to the end users.
496.
497.
There is no consistent method. I want to implement one, however, the sales people
are reluctant. Is it time I simply laid down the law? Decisions makers receive our
monthly infoletter by email. Managers get calls without a pattern.
498.
They receive an initial welcome letter, after that the relationship is built thru visit to
visit contact as the client comes in for care.
499.
Three times a year we send out direct mail , we use industry publications monthly
and do an annual trade show.
500.
501.
try for 90 day cycles and usually call. If not a call then an email. For active clients we
visit.
502.
503.
504.
505.
two to six weeks cycle current clients in person visits, just started actively pursuing
inactive with letter and voucher offer towards future purchases.
506.
507.
Typically via phone calls and a few face to face meetings. I typically try to talk to a
new prospect every 2-5 days.
508.
Typically, its just an e-mail or the monthly e-newsletter. Occasionally (without any
schedule), I call clients to bounce ideas off of them (when Im considering a new
project).
509.
510.
Usually about once/week I call until I either get them to commit or they convince me
they arent buying.
511.
512.
513.
Usually only one contact with prospects unless they decide to become involved with
the business of become customers, at least once per month with customers, rarely
with inactive people. It may take the form of personal calls or e-mails but most of
Page 869
515.
Usually weekly with active clients as a phone call, quarterly as a mailing to inactive
clients.
516.
Usually, we send out a letter annually, to remind people that we are still here to help
them. We plan to do follow-up phone calls, but do not yet have an organized system
in place.
517.
Variable
518.
varies
519.
Varies depending on client needs. Calls, Letters, e-mail, one on one sessions,
newsletters.
520.
Varies by product. One product is quarterly newsletter. Seminars has usually been
1-4 times in a year. Almost all contact is in writing.
521.
522.
523.
524.
Varies.
525.
526.
Various.
527.
528.
529.
Very infrequent.
530.
531.
very little, when I do ring they dont want to take the call because they are already
excluded my service because they may have no need
532.
533.
534.
535.
536.
visit
537.
Visit
538.
539.
540.
541.
visit or call
542.
visit/phone/email
543.
we are building a template newsletter which we will use every two months. We will
extend it to go to all people who have attended the seminars not just the ones who
buy the alerts.
Page 870
We are going to start analyzing the latency between projects for our regular clients
and calling them when that latency has elapsed. We also have a drip marketing
program we are going to start rolling out so that we can stay in the minds of clients
and prospects.
545.
We call every client who falls behind, Which is 2/3 on any given month. We fax
reminders first, then follow with phone calls.
546.
We call them once, then follow up with mailed information if they are interested in
the service.
547.
We communicate with active prospects on a weekly basis for the most part, more
often when indicated. Inactive clients have received email and telephone contact on
approximately a quarterly basis.
548.
We contact existing customers every six month to remind them it is time to return for
service.
549.
We do not do the contacting the agents do. We keep in touch with the agents on a
biweekly basis.
550.
We do not have a fixed cycle. We try to remain in touch with prospects based on
when they have asked us to call them back.Most of the communication takes place
in the form of phone calls.
551.
552.
We dont have a sales force yet, but we should be electronically in touch with
customers/prospects via the internet, emails, newsletters, and telephone, all in
increasing frequency
553.
We email them, then we call them if necessary, they email us back, customers
sometimes call us back
554.
555.
556.
557.
We have just instituted a program to send one letter per month to the product
customers and one letter or email a week to the Independent Business Owners
encouraging them to participate in the National Conference Training Calls.
558.
We have no consistent program for this. Phone calls are common for local
(Philippine) contacts; email for most of the rest of the world, as well as the
Philippines.
559.
We keep sending the inactive clients some letters only. However, we dont follow up
unless they call us. However the active ones, we email, send a letter and visit them.
560.
We ring our A clients at monthly , we setting a system to be able touch at leat once a
month. Newsletter quartly. Letetrs sent 15, 30 60 90 120 200 etc days after loan
settled. We going to provide a budgeting service where we go help them with their
budget, this be 14 days after loan 30 , 60 120 1 year
561.
We send a thank you card after they p/u vehicle send some customers a Christmas
card.
562.
We send Emails and newsletters once a month. Some times they send us Emails,
or they contact us by phone, or by letters.
563.
We send out a monthly newsletter to all of our clients and prospects weve met with
who still havent given us a commitment. We communicate quite a bit through email.
Once they
Page 871
We send out a quarterly newsletter and arrange for meetings at local hotel (with
cash bar) for accounts spending over a certain amount each month. We do the
same for consultants who work with us.
565.
We stay in contact through our secure communication channels that are established
from the onset.
566.
We try for at least weekly with each referral source. Calls, visit, newsletter
567.
We use all kinds of communications, something like several times a week by email,
telephone conversation and sometimes faxes. Letters are seldom used .
568.
We usually get to see many of our clients a couple times per year at these
conventions. Also most people deal with us monthly on support issues. We have a
short list of potential clients that we will about once per year visit when in that area of
the province. This is just usually a 10-20 minute cold call while we happen to be
traveling by on the highway and it is still business hours.
569.
570.
We visit them
571.
We visit them at least 4 times per year, we e-mail them our e-newsletter monthly
and we talk to them on the phone at random intervals.
572.
Weekly
573.
574.
575.
576.
577.
Weekly email annd phone contact for new marketing partners and our KEY top 20%
578.
579.
580.
581.
weekly folllowed-up calls. At least one visit per month to check on things
582.
weekly minimum
583.
Weekly or fortnightly at the start. When business is more confirmed, then maybe
daily.
584.
585.
586.
587.
588.
589.
When a prospect comes into the sales channel, he is continuously worked until a
buying decision is made. For those who decide not to buy, they are contacted my
mail with flyers, letters, and product information for about 6 months.
590.
591.
Page 872
593.
Yearly (mailing)
594.
Yearly follow up letters, Mailing pieces congratulating them on landing a job, and
offering to update their information to advance their career.
Page 873
? (5)
2.
3.
4.
A combination of all Ziglar tells about in his book Secrets Of Closing the Sale:
customer satisfaction letters, they can talk with customers, open communication,
building trust, etc..
5.
6.
7.
A resume is an investment in the best product you know, yourself. Selling yourself is
an overlooked skill that can pay lots of returns in salary with its concurrent
advancement. As one advances in a career, self promotion is even more vital for
getting ahead.
8.
9.
Address any real issues. Most objections revolve around cost while competitively
costed for service offered, clients are often opting for cheaper, less effective
computer orientated courses or ones run by unqualified tutors / teachers
10.
Address common concerns before they are voiced. Discuss how common shortfalls
are avoided through preventative measures. Never negotiate fees. I bring actual
value to a project, not just a commodity or service.
11.
12.
13.
Advertise
14.
15.
16.
17.
18.
19.
20.
Answer in the most truthful manner that you can think of.
21.
22.
Answer their objections, calm their fears, be there for them help be win/win
23.
24.
Anticipate and embedd the answers into the presentation ahead of time
25.
Anything possible
26.
Ask ?s then show the power of the solution and explain the cost of doing nothingtry
and show my services pay for themselves
27.
Ask for clear definition of objectionAsk questions to put the objection in perspective
with needsAsk questions to see the benefits of meeting the need.
Page 874
29.
Ask questions back to verify if objections are real or imagined and ask if objections
are taken care of would a purchase follow
30.
Ask what the obstacles they have to getting care and overcome those obstacles.
31.
Asked Is that all? and keep building the relationship until I have answered all the
questions
32.
Asking them questions, to get them to crystallize their problems and focus.
33.
34.
35.
---Because endowment covers cost of operations we can say %100 of your donation
goes to the cause.
36.
Because we clearly state to the client from the get-go that we only recommend a
product or service if it is in their best interest (and we absolutely live by this), we
meet very few objections. We dont have any tactics other than the fact that the
client knows that we are looking out for their best interest.
37.
Being online I do not get as much feedback (objections) as I would like. Hard to
know what people want when it is not face to face
38.
Benchmark the pain and value of services, walk away, be viewed as always full
with work, create new opportunities for them from working with me
39.
Biggest one is risk reversal. Many folks dont know who we are or what we do so
we take on all of the risk for them - - meaning they can work with us for X amount of
time and if they arent happy we will refund their money. In exchange, we ask them
to answer three simple questions.
40.
Biggestthey already have a company they deal withtry to tell them what I can
do, how Ill do it, and ask for them to try me an a small scale basis, and give me the
same opportunity they gave their current vendor when they started with them.
41.
42.
43.
44.
By asking them questions to find the real objection and respond accordingly.
45.
46.
47.
Call, emails
48.
49.
50.
Certain templates I use for estate planning/investments are discussed with clients if
they object or are uneducated.
51.
52.
53.
Page 875
55.
Comparison of investment and ROI to not taking action. Fear of losing business to
the competitors.
56.
57.
Constructive frame of mind Define the posed objections clearly. Exactly what
happened? Write it down. Think on paper. Who exactly is going to do what, and
when, and how.In dealing with posed objections is to take action.
58.
59.
60.
61.
Cost is the biggest, try to get grants, offer discounts or thats the price its up to them.
62.
Cost, in which a good appraisal can possibly save or make you many times its price
63.
64.
Create scarcity in the service we provided. Also create the need for approval by our
partners before their promotion can be finally accepted.
65.
66.
67.
68.
69.
Depending on the prospect, we invite them free of charge to a course with the goal
of evaluating it for recommendation within their organization. We highlight our niche
and qualifications of our instructors. We have many courses which are not offered
elsewhere and can then offer them a complete program.
70.
71.
72.
73.
different closes
74.
DIRECT COMMUNICATION
75.
76.
77.
78.
Discussion
79.
80.
do not have time we have a seminar that will help you have more time, do not
have money we have a seminar that will help you get more money by selling more,
bad experience with seminars here is a book of testimonial letters customers have
sent us
Page 876
82.
83.
84.
85.
86.
87.
88.
Educate customer that they only need 1 estimate and can choose wherever they
want to have vehicle fixed.
89.
90.
Educate them using fearful tactics- Do you know that you will lose $29,000/yr after
retirement if you choose ________. Why? Because______________
91.
92.
Education (4)
93.
Education and I hope the web will in time help via video andhonesty, admit that even
the product I make are a compromise in terms of features.As far as price objections.
Making it clear that a 4-wheel drive is more costly and if thats the only way you get
where you want to go you have to live with it.
94.
95.
96.
97.
98.
99.
Empathize with the customer while continuing to stress the benefits and value added
parts of our service. What can the service do to help our customer.
100.
Empathy followed with additional questioning to make sure the stated objection is
really the actual objection.
101.
Emphasise the preciousness of time. Offer Free info & maintain contact.
102.
103.
104.
Explain benefits
105.
106.
Explain the dealers and the direct sales executives the possible objections and our
replies for them , so that it can be used to explain to the customer .
107.
Explain the features of the products and how they would enhance the customers
lifestyle as well as show them how they could have something no one else
possesses and satisfy their sense of vanity. Also convince them that their $s are
well spent and they are really getting a tremendous value for their purchases.
108.
109.
Explain the value I give and why my cost is cheaper over life of problem with or
Page 877
Explain why we developed our system the way we did. I am not sure I understand
what is being asked.
111.
Fact based rebuttal and testimonials will be used to overcome frequent objections
112.
113.
114.
FAQs
115.
FAQs list
116.
117.
Feel Felt Found response tailored to suit the situation. Removes the adversarial
position
118.
119.
120.
121.
Find out common denominators and figure out a way to over come these objectives
122.
123.
First of all by asking prospect questions I establish what the actual objection is. I
then deal with the actual objection
124.
125.
First, gather as much data as possible and ask specific question as to the particular
needs of prospect. Know your product.
126.
Focusing on the pain the person is in and painting the picture of being out of it
127.
For example, the objection is: Consulters are expensive and doesnt help me in any
way. Then I describe successful projects I made with my clients.
128.
Free call
129.
130.
131.
Generally I dont try to overcome them. I use a take-away (perhaps youre not ready;
not sure I have space or time to work with you right now)
132.
Get client back into yes mode. Getting real (or no deal). Asking questions to clear
up any confusions there might exist. Turning the light to yellow or red and asking the
client to turn it to either red or green. Helping the client to buy (rather than sell it to
the client). Helping the client discover the value themselves (rather than us telling
the client). Focus on helping clients succeed. Period.
133.
Getting the true reason as to why they are not going ahead
134.
135.
Give examples of how my business has excelled in those areas of concern and
followed up with educational materials to help the client better understand the
industry and my positioning in it.
136.
Page 878
138.
Give up!
139.
140.
141.
Good training session with sales staff and proper sales scripts to qualify our
prospect.
142.
Great flexibility on the product offering. reliable service, clean, responsive to needs
and requests for products.
143.
Great knowledge base. We are working with award winning products so by knowing
other competitor products can compete well. Pre-empted any objections prepares
for overcoming these.
144.
145.
146.
147.
148.
149.
150.
151.
152.
Have testimonials from clients who are in a similar situation. A list of FAQs and
answers for retailer to answer end-user questions Would like to offer guarantee
but not sure if national importer would allow.
153.
Have them speak with previous clients/buyers. Discuss each objection in phone
conversation.
154.
155.
Hear them out, feed it back, question it, answer it, confirm it,
156.
Humor
157.
158.
I always follow a no, with may i ask why. then i ask numerous questions to find the
real source of objection
159.
I am still learning how to overcome objections, although this question is the first time
Ive thought about writing down the most frequently posed objections, and creating a
system on overcoming them.
160.
161.
I back off,
162.
I bring them up in my presentation and answer them there. In my case I say there
are 8 big risks in owning Investment Property. Here they are and heres how to
eliminate them.
163.
164.
I cant say there are frequesnt objections. After reviewing a clients financial
situation, Ill discuss areas of concern. Ill rehearse and review my presentation
Page 879
I cant.
166.
I carry pertinent information and articles, some of which are in the Must-Know
InfoTM section of my Web site that I might print out and give to a prospect. I also
have certain answers and scripts on which I rely.
167.
168.
I determine and anticipate every possible objection and have a predetermined way
to allay the fears and concerns of prospects. Also, I bring potential objections up and
answer them before the prospect does.
169.
I discuss dental treatment options, my office manager discusses finances and all
other concerns.
170.
I do explain the benefits of using the products. I try to show in terms of $ and Cents
that my offer provide good value for money. Sometime a prospective client indicates
that FINANCIAL RISK is too high. In MLM that is not always true TIME RISK is
high if marketing is done in the wrong way!
171.
172.
173.
174.
I dont get too many objections. Once Im in front of a client, I normally sell him or
her
175.
176.
I dont really have any. Just say that Ill do a piece for free to start with and then they
can decide whether it had any value or not. If so, away we go.
177.
I dont.
178.
I dont.
179.
180.
I first make sure I understand their concern, and then address if I can
181.
I get few objections. Either someone is looking for a new solution, or is happy with
what they have. If they are happy, I don't waste my time. I have a 80% interest
rate.
182.
I get few objections. Either someone is looking for a new solution, or is happy with
what they have. If they are happy, I don't waste my time. I have a 80% interest
rate.
183.
I get no objections they are just slow to take it on. They sit there and look at me.
184.
185.
186.
I give them more information that relates to the objection and ask them if that makes
sense to them.
Page 880
188.
I have 30 days money back guarantee... and I'm only one in whole Poland to have
one on paid site. I have testimonials .I have list of all my articles on site to look at it.
189.
190.
191.
I have learned responses to the objections that sellers always come up with.
192.
193.
194.
195.
I have tried to lay out in printed form all the golfer receives when he/she takes a
lesson or clinic.
196.
I haven't handled these well. I end up with the "can I call back in 3 months" type
thing.
197.
198.
199.
I let the client explain his reasons for the objection, isolate it, align with the client, so
he knows hes being heard, turn the objection into a question, answer it and tie down
the deal.
200.
I listen to the objection, respond that I understand and then propose a counter
argument to the objection
201.
I listen to their objections and list them out. I then address the objections and listen
for new ones. Sometimes the prospect will come around once you have addressed
their objections. Sometimes they don't.
202.
I make a list of all objections I cannot answer meaningfully on the spot, seek
plausible answers for them, and bounce these off as well as ask for advice from
wise and knowledgeable associates. Answers are tried in practice at the first
opportunity.
203.
I make a list of all objections I cannot answer meaningfully on the spot, seek
plausible answers for them, and bounce these off as well as ask for advice from
wise and knowledgeable associates. Answers are tried in practice at the first
opportunity.
204.
I make the objection a reason to buy, I sent it back as a question or I show a specific
benefit.
205.
I may not fully understand your question.I usually ask the prospect to clarify the
objection, listen, try to understand the issues. Only when the person with the
objection acknowledges that I understand the objection do I try to respond. In the
process, I can determine if the prospect wants me to answer the question to his
satisfaction or if he is giving me a veiled NO, I will not do business with you there
are some people you cannot sell if his objection is convincing enough I will
probably agree and go spend my time working with some one who is truly
interested.
Page 881
207.
I position myself as a consultant to the client and use the Miracle on 34th Street
approach. If a clients stores are too geographically dispersed to make it
economically worthwhile to use armored car pick up for vault delivery, then I counsel
against becoming a vault client. In other cases, I explain that asking an employee to
put several thousand dollars worth of negotiable checks and cash in their car and
get on a public thoroughfare and then walk into a bank branch is to imperil them and
their liability insurer. It takes a lot of armored car service to reach a multi-million
dollar jury award.
208.
209.
I provide examples of success stories and sometimes give a free session to allow
prospective clients to see what I can do for them.
210.
211.
I relate similar concerns with other clients and the results they got.
212.
213.
214.
215.
216.
217.
I study the objection scripts and I recently am taking an N.L.P. course to be more
persuasive.
218.
I try to address the concerns raised, then ask again for a meeting
219.
220.
I try to find the answer to the real questions they are asking. When I do I call them
back to share the information with them. Nicely just to say for your information or
just responding to your question.
221.
I try to find the solution to their problem so I dont get a lot of objections.
222.
I try to get around objections in my first presentation and these things happen very
rarely
223.
I try to make sure that the objections are real and answer as truthfully as possible. It
often takes sending additional information or recommending a particular web site or
book to give the potential client the information needed to overcome their objections.
I will often contact them for the coming six months or one year on a periodic basic in
the event they are still interested and have found and answer to their objections
224.
I try to make the service seem free in the long term due to possible tax savings.
225.
I try to preempt objections. Not working well. I need to phone potential clients
instead of relying on email.
226.
I try to set up another meeting if the rejection is that they are already using another
supplier or using a contract. I have noticed that buyers like the perseverance of
follow-up.
227.
I use references.
228.
229.
I use the testimonials where the offerings made and the USP are confirmed as facts
by other clients.
Page 882
I validate them and explain how either we are each different or how my product is
different.
231.
232.
233.
234.
I would suggest common sense and draw their attention to the state of their
businesswhere they seek it to bethen make an offer they cant refuse. Bring
along the godfather of course. Give them something for free to startpart of the coopting process.
235.
Ill coach them around the objection mostly its cost, so Ill coach them around the
value of having the service versus the cost of not having it.
236.
Im still working on that. In our industry, the biggest stumbling block is indecision by
committee. We offer a good proposal that gets a good reaction from our initial
contact, and then a level of bureaucracy has to sign off on itand it gets bogged
down, sometimes for months. Sometimes forever. If I could break those logjams
effectively Id be a happy man.
237.
Ive developed scripts. I am very skilled at sales and at handling objectives with
questions to help the prospect challenge the assumptions that underlie their
objections.
238.
Identify up front.
239.
Identifying objections and then offering solutions that resolve the objections.
240.
If a customer doesn't like the product we move on to a new one who does.
241.
242.
If it's for price on a custom frame job then I will redefine the design, benefits along
with the features. UV coated glass will help keep your art from fading, acid-free
matting and backing will help to prolong the life of the artwork, etc.
243.
If money, I let them know how they can earn free massage through my referral
program. I will also offer a barter if that is mutually beneficial. If the issue is time,
then I let them know that anyone who is that busy really needs time out for self care
and an hour, even if it is just once a month, is really necessary to help them get
grounded and centered.
244.
If someone is in enough pain, they dont have any objections or least they dont
voice them.
245.
If the objection is price, I tell them I am not the cheapest but past clients have been
very satisfied with our products/services and they refer others to us.
246.
247.
Ignore objection, unless they bring it up more than once. ask why this objection is a
problem for them, offer solutions to their specific problem
248.
Ignore-sell benefits
249.
In cases where price is the frequently posed objection, we sell them on the longterm value, on our project management capability, and on our ability to take singlefocal-point responsibility. We also take the opportunity to, if objections are posed,
of having further and higher-level management discussions (as many times, the
longer-term value is only appreciated by the highest levels of management).
250.
In most cases the only reason people do not use my products is that the LA studios
impose restrictions on the software that must be used for the show
Page 883
252.
In reality, we do not get many objections, we just do not get the order. Most of the
time, the client is not very responsive in advising why we did not get the order
253.
Include frequent objections and solutions in a full presentation. Get agreement to the
solution, then probe for additional underlying reasons. Use testimonials and referrals
as well.
254.
255.
256.
257.
Isolate them and find agreement on general proposals, then deal with the isolated
objections
258.
It is worth the cost because teachers have told us that their students have done
better on state exams because of what they have learned from us.
259.
260.
Just sales training and I use the gift Ive developed to create relationships.
261.
262.
Just trying to convince the merchant that does not accept checks that he can accept
checks for less than the cost of accepting credit cards, and thus increasing his
business.
263.
264.
Learn the products you promote. It's essential. Knowing the products puts you in a
much better position to answer objections from first hand experience. Tell the client
the truth about everyting. Even the not-so-good things about the business.
265.
Learned how to overcome them (sales training) and then have offers that someone
cant refuse
266.
Let competition usually piss them off and them come back when I shoot straight with
them. Im not the cheapest, but I deliver.
267.
Let our clients answer the objections in our behalf; use our clients answers
ourselves when WE happen to be talking with a prospective client. . . .
268.
269.
list of objections
270.
Listen and feed back their concerns and delve deeper behind the No!
271.
272.
273.
Listen to the objection. Agree with the objection. Find way to reframe and
overcome the objection.
274.
Listen, ask questions and respond to what theyre saying and not saying
275.
276.
277.
278.
279.
Page 884
281.
Loss of Benefits
282.
283.
Lower front end pricing to get back end return; some spec work to win an account
284.
285.
Lower prices
286.
Main objection Interest rate, can offer them rates similar to banks, but we are more
flexible
287.
Making people realize that putting off information that may improve their well-being
is self-defeating.
288.
Many people have never had a massage. I describe other clients reactions and
repeat their comments after their first massage. I ask them if stress plays any part in
their everyday life Who doesnt have stress? Then I ask them if they ever take the
time to pamper themselves and explain that they are definitely worth 1 hour of time
to treat themselves for all that they do for everyone else. Ask if anyone else in their
family or circle of friends that get massage. They normally know at least one person
that gets massage regularly. I ask how that person appears to feel, Do they like it.
Why do they get regular massages? Pretty soon they start to see that they are
worthy of the same personal pampering. They owe it to themselves. I ask them to
think about it Ill be here when you are ready to take time for yourself.
289.
Many people quickly question the guarantee of the return I am suggesting they could
make. The only tactic I have here is to tell the truth, that being that I cannot
guarantee anything, because I cannot predict the future. I will then help educate
them on the risk / reward issues involved in investing.
290.
Many, questions to change the focus-re-state the benefits- yes questionsreferences- statistics-proven record of success.
291.
292.
293.
294.
295.
296.
297.
298.
Money- objects- convince them that they have nothing to loose, if they do not
achieve what they want, they do not have to pay for more than the prints.
299.
300.
Most common objection is price were expensive on a per hour basis. We say the
hourly rate is not the key figure, its the total cost that matters. This typically works
fine
301.
Most common reasons people dont cruise or repeat are in the Cruise Consumers
Guide.
302.
Most importantly, is the attitude. When I talk I talk like an authority, which I honestly
believe I am especially in tactical Pakistan. So Im brimming with energy & faith.
Page 885
Most of our objections come from prospects not knowing exactly what we do. Once
then know what we do then they either say I dont need that or they close 95% of
the time. Thus, our tactics are to educate the prospect.
304.
Most of the objections we get are based on price and we show e-mails or letters we
have received about our knowledge level and how that has saved clients money.
305.
Most of the objections we hear are related to finances. My insurance wont cover,
My insurance wont cover all of this, I just cant afford it any more, and comments
of that nature. We have created a cash based fee structure for our wellness care
patients which offers them reduced fees when they commit to long-term care plans.
Patients on our initial care plans are offered prepayment incentives to take the sting
out of insurance shortfalls and are told about the decrease in the fee structure that
will be available to them when they reach wellness care status. People who have
real financial concerns and who truly want care are handled on an individual basis
and we will find a way for anyone to get care if they truly want it.
306.
Mostly a FAQs section on the website, references, etc. Do have a 90 day return
policy.
307.
308.
309.
310.
My script covers all objections but generally I get the client to introvert on the lack of
not doing something to resolve the problem.
311.
N/A (9)
312.
Negotiating
313.
nil
314.
nlp
315.
316.
317.
No set tactics
318.
No strategy
319.
320.
non received
321.
None (28)
322.
323.
None yet.
324.
325.
None, we cannot promise the potential customers things that are not approved by
the service provider.
326.
None. If patient declines to come to my practice, I respect their choice but state if
Page 886
Not applicable.
328.
329.
330.
Nothing
331.
332.
333.
334.
335.
Offer a free 30 Day trial to everyone who rejects the idea of taking immediate action.
336.
337.
Offering information that people are looking for and get them calling me.
338.
Offering to email site administrator (me) with questions, perhaps eventually having a
most asked questions section of site.
339.
Offering to work for a lower fee by providing the client with fewer hours per month of
my work
340.
On ojections of price, it is we make more service revenue if you dont buy our
products, we are happy to help you either way
341.
342.
Only objections from first contractor and we remind him we have more lucrative
contracts with someone willing to pay T&M, point out his jobs are very detailed,
requiring skilled work and time and he usually underbids them. He only gives us the
work because he is the Presidents father, doesn't want to worry about production,
and knows his other subs would not do as good a job.
343.
Our biggest issue seemed to be related to surprise fees, which we have partially
addressed through our consultative engagement planning and fee proposal
preparation
344.
345.
Patience.
346.
347.
Persistence. (2)
348.
Personal intervention
349.
Personal persuasion.
350.
personnel knowledge
351.
Page 887
353.
354.
355.
Present facts to display objections which are often based on perception rather than
reality.
356.
Price is usually the only objection and that is easy as my product caries a longer
warranty and I am a member of BBB and they can check me out
357.
358.
359.
Probe for objection. Gracious acceptance that leaves the door open. Add to
contacts list for (eventual) newsletter
360.
361.
362.
363.
364.
365.
366.
Quality has a price, but longer term, it pays. So what is the value you place on your
health? Its for you to decide.
367.
368.
Questioning to delve deeper and gain full understading, paraphrase back to confirm
understanding, then deal with as relevant to the type of objection (need not strong
enough, now is not the right time, competitive service is being considered, price)
General approach is to paraphrase back the objection in very clear & direct terms,
contrast that to the benefits they want and invite the prospect to answer their own
objection what do you want to do given that these are the benefits you want to
get?
369.
370.
Record the objections, list and record the answers though a FAQ list.
371.
372.
373.
Refer them to one of our successful dealers if we cant answer their questions.
374.
375.
Reference letters
376.
377.
References to other Case Managers, ensuring that they know that all of our work is
fully guaranteed
378.
Reframe
379.
Reframing
Page 888
381.
Reiterate the benefits: no up front cost, only cost is percentage of return, potential
savings/money back
382.
383.
384.
Respect the stand point of prospect but do not support it. But forth the logic of our
products design (it overcomes all forms of spelling and reading disabilities).
Emphasize benefits. Offer interest free installments for families when necessary.
385.
386.
Return on investments.
387.
388.
389.
Ringing customers do not have objections , they want to buy but I think we loose
some clients.
390.
Risk removal
391.
Risk reversal
392.
393.
Risk reversal, showing our methods, explaining what we do to result in higher prices.
394.
395.
Risk reversal.
396.
Risk reversal. If what I point out doesnt make sense, theres no reason to proceed.
397.
398.
Risk reversal. I will take the product back if it doesnt sell within a specified time
399.
400.
401.
402.
Rrrrg. I dont have any of those tactics developed yet! On my list of things to do:
anticipate objections & script myself some answers.
403.
404.
Sales scripts
405.
406.
407.
Script book -
408.
Script book and FAQ sheets. Also case studies and testimonials helps here.
409.
Scripted answers
410.
Scripted phone calls, initial letters and presentations which pre-empt these
objections often with the use of case studies.
411.
Scripted responses.
412.
scripts
Page 889
Sell quality and lifetime value of our interiors vs lowest up front cost, Sell service and
support and the ability to source Total Building Solutions from a single source,
provide tours of sites of existing clients.
414.
415.
Send varied methods of contacting, non obtrusive, with good compelling copy to
spur reading
416.
417.
Share testimonials of people like them who are getting benefits from the products
and/or the business
418.
Show daily cost over ten years vs. purchase price, highlight unique value and
technology.
419.
Show genuine interest in their situation and invite them to keep me in mind
whenever.
420.
421.
422.
Show results
423.
424.
425.
426.
Simply show the client the facts of their foreclosure situation. They will see that they
have no choice or they will lose home, equity and credit.
427.
Since Im basically selling myself, the tactics are to meet each objection head-on in
an interactive meeting with the prospective client. This is done primarily through
displaying knowledge and insight on the specific issues involved and making
reference to past engagements of a similar nature.
428.
Since the business relys on them buying this is not relevant to most of our sales
channels.
429.
Small steps generating agreements so that we can proceed to the next action.
430.
So far the biggest objection is lack of fast decision after presenting a proposal. Even
though prospects like the proposal, there is no enough urgency to act immediately;
therefore I need to develop a system that would allow putting some time pressure on
them.
431.
432.
433.
SPIN
434.
Staff training.
435.
standard responses
436.
437.
Standard sales tactics to handle price objections. Education often used to handle
feature objections.
438.
Stress benefits ... How the seminar will solve their problems.
Page 890
Stress benefits to their long term survival the social economy is struggling with
grants being cut.
440.
Stress benefits. Compare usefulness for life with the cost which is less than either a
date for dinner and a show, or a single textbook.
441.
442.
443.
Tact.
444.
445.
446.
Testimonials
447.
448.
449.
That having our services is essential if you are a professional Serious trader. IT
systems and automatic transaction engines are subject to faults and this alerts
service is an insurance policy that your trades has been transacted.
450.
Thats fine, of course, weve been around for 22 years in this area; of course, were
members of the BBB; of course, we have other satisfied clients you can speak with;
etc.
451.
The biggest objection is my accountant normally deals with that (tax) Followed by I
want my accountant to be at the meeting We have two standard responses to deal
with these objections a section from one our responses is Well its absolutely fine
by us. But lets recognize Mr. Prospect Name that its not going to be easy for your
accountant. Were going to turn up and we are going to show you ways to save tax.
Your accountant is going to be sitting there and hes not going to say wow thats a
really good idea isnt it because he knows youre going to look at him and think why
didnt you show me this? We try and work with the accountants its not our aim to
get into a technical argument with them normally we take them to one side there
have been circumstances when the accountant has been fired but that is a
exception.
452.
The major one was overcome when we began offering consulting services instead of
just services. Worked like a charm. The rest are overcome by information and
training.
453.
The most common objections are that the software does not have a particular
feature that they would like. I will usually add the features as people request them to
create new versions.
454.
The most frequently posed objection relates to price and we generally try to educate
the prospective client that because the shelters last for years they are actually a
much better value because they do not have to replace them every 2-5 years.
455.
456.
457.
458.
Think positive
459.
460.
Page 891
462.
463.
Train salespeople to ask questions, isolate objectives, sell around, sell value
464.
Trained sales staff and a detailed frequently asked section on our website. If we
keep getting these objections we post them on the site of answer it some way in our
material to head it off right away so they dont have to ask it in the first place.
465.
466.
467.
Try and figure what the real objection is there are a lot of smoke screens in the car
business
468.
469.
Try to agree with their objections first then slowly convince them that they are not
true (indirectly).
470.
Try to cover them up-front in any seminar / sales situation thus prevemnting them
from becoming an issue.
471.
472.
473.
Try to show how my service is different than the other lawyers (whose past service
has created the frequent objections)
474.
475.
Understand and restate objections, educate client to create buying scenario from me
476.
477.
478.
Using knowledge of our products, the industry, the market and in business to
business their industry and market.
479.
Usually a non linear value versus price focus and better identification and
understanding of our clients overall long term needs.
480.
481.
Usually this is a money issue or they dont have the time to devote to a new project
idea at this time. I havent found a good way to overcome these two.
482.
usually, the client needs funding so there are not that many objections once they are
in the door. our sole problem is getting them here.
483.
Usually, they will have uncovered a number of things which they are not doing in the
business through discussion with them and they will feel unease and discomfort
about not getting what they should have. At that point, they know they need a coach
to help them.
484.
485.
486.
Verbal and written answers and explanations. Best ones later posted on website as
FAQs
487.
Verbally craft an answer based on whether its belief or structural bases. If its
Page 892
Virtually the only objection we receive relates to price. We feel that our prices are
fair and cannot be lowered, and we do occasionally lose a sale for this reason.
489.
We analyse the biggest objections and then work on how to destroy them. When the
next customer comes along, we dont even wait for the objection, we tell it to them
upfront and then destroy it-before theyve had a chance to voice it.
490.
We are in the process of building a script book of objections but we have trained our
sales staff to articulate objection in the selling process and take away their bullets,
preemptively.
491.
492.
493.
494.
We ask for details on their concerns, restate them as best we can and clarify them,
in the context of their business environment. We then explore with them their
alternatives, and if it appears that we can fashion our service to properly address
their concerns, we move on from there. Otherwise, we state plainly that it is
unfortunate, but we cannot help them, and recommed any alternatives that we can.
495.
496.
We build the answers into our sales presentation to overcome the objections before
they are asked.
497.
We collect them all in a binder, soon weve answered 90% of all possible objections.
498.
499.
500.
We do have weekly sales meeting that these issues are discussed, but they are not
formally put into a script book. This is a goal for the next 6 months.
501.
We do not typically deal with the end-clients pre-sale that is done by the agents we
work with.
502.
We do not yet survey our prospects and customers, therefore we don't know their
objections are.
503.
504.
We dont get many objections because were not in the selling game. Were in the
buying game, which means people come looking for us when they have a need. You
cant persuade someone into wanting a shipping container!!
505.
We dont have any tactics, basically if they object we just dont deal with them
506.
507.
We educate regarding the real issues/costs/concerns and show why we are best
answer, if we are. If not, we give other alternatives.
508.
509.
We figure out all common objections first and explain before they object.
510.
We handle many objections prior to being voiced and specifically ask what would
stop them from getting their problem handled. Usually time and money is the
answer. We then get their answer to if we can handle those concerns what would be
Page 893
512.
513.
We have a good track record with references from many large firms, this usually
works well.
514.
We have a list of reasons why we are the best in the industry. We dont have a list of
answers to common objections.
515.
516.
We have a standard script book for handling objctions. These scripts are drilled on
periodically.
517.
518.
We have general rebuttals and product specific rebuttals the sales reps are trained
on.
519.
We have people and schools with whom the work we have done, and the
introduction of our speciality topic to their setting, have made a difference we refer
any objectors to them.
520.
521.
We have some basic sales script type responses and train our team to deal with
objections.
522.
We identify the problems and provide answers. cost we break up the cost into
payments.
523.
524.
We know the Frequent Objections and usually try to avoid them in dealing with them
upfront with setting or resetting the buying criteria to our advantage. Most objections
are dealt with in the sales process in person, phone or email.
525.
We like to raise the most obvious objections up front like we are just starting our
business the others we answer with a question Thats a good observation can I
ask why you asked that? This technique is from the David Sandler Sales System
and is called a Reverse. You reverse 3 times and get down to the emotional reason
behind the objection.
526.
We listen to what they have to say, and make adjustments to minimize those
objections in the future.
527.
528.
529.
We really do not get any, since our sales are based on guiding them through the
options, which are all available through us.
530.
531.
We really dont run into objections, a client usually gets to if they are more or less
ready to buy.
532.
We record all such objections, make everyone aware of them, and train everyone in
how to respond to them (either by putting counter arguments to them or by treating
them as suggestions and improving our offerings)
533.
We record all such objections, make everyone aware of them, and train everyone in
how to respond to them (either by putting counter arguments to them or by treating
Page 894
We record all such objections, make everyone aware of them, and train everyone in
how to respond to them (either by putting counter arguments to them or by treating
them as suggestions and improving our offerings)
535.
We record all such objections, make everyone aware of them, and train everyone in
how to respond to them (either by putting counter arguments to them or by treating
them as suggestions and improving our offerings)
536.
We relate their objection to how we can solve their pain. Weve had other clients
feel that way, and we demonstrated X to them and they felt that we had a goo
handle on it.
537.
538.
We try to show how an objection may actually only be a perception and also that our
advantages would outweigh any perceived disadvantages.
539.
We turn they back to what we do and the value we provide, if they really want it they
must be prepared to pay a price. If they are really not ready, we would rather walk
away then get a painful client.
540.
We use our knowledge of the job that they dont have also we us the fiduciary
responsibility approach.
541.
We use the annual reports of the big banks to point out how involved they are in
the forex market. We use satisfied customers in attendance at our seminars.
542.
We use to give them value for what they are and they want. We give reason for the
clients all the time, and make them trust in our advises.
543.
544.
We workshop those things with our associates during in-house trainings, and aim to
equip them sufficiently with counters and supportive evidence.
545.
Were weak!
546.
Weve designed a simple and strategic question process that pre-qualifies every
prospectso we dont really have objectionsexcept price.
547.
Weadd details to our sales pitch and literature, like explaining that pandas do not eat
our species of bamboo or that our coffins are made in different sizes that slot inside
one another to keep transport fuel to a minimum.
548.
Weakest part is establishing the value of my services to clients. Tend to make them
products and commodities. I try to distinguish my service by discovering their pains
549.
Weekly training
550.
Well, on my website I have a list of frequently asked questions. Objections are listed
and addressed. If I am talking with them on the phone, I use my entire arsenal of
telemarketing techniques.
551.
552.
553.
When a customer comes to us and complain that our prices are too high, we do not
lower them but try to explain the quality difference between our products and that of
our competitors. In most cases, when a customer leaves us for better pricing, they
come back the next year and become clients after that.
Page 895
When I get a price objection I stress value to the customer. But I dont push too
hard on prospects who dont want to buy now, because they can always buy later.
555.
When someone says that they are not spending money on extras, I ask if they have
considered making an investment that will create an income stream. Often I receive
a blank look followed by the comment, "We are down to the basics, food, and
shelter. Nothing else."
556.
While we are at the fair we try to see if there is a past customer in the crowd. This
always helps to have a strange tell them that it is the best they have ever used. We
show them how it works and if it doesnt work better at home than it does here they
get their money back, no questions asked.
557.
558.
Your price is outrageously high. We said may be you are not ready at this moment .if
you can not massively benefit from my products as other client had. It is truly too
expensive. Then they look at the products closely and eventually buy some.
Page 896
? (20)
2.
3.
4.
Absolutely none. I would love to see how that could be accomplished. That would
give more capital to put into your other marketing strategies.
5.
After each appointment sending Recap letter of discussions then hook them in sales
system where they get ongoing sales letters, newsletters. We also offer them other
products which may be of interest to them
6.
7.
All we do is keep in touch and try and sell something else or resell them when their
contract comes up again.
8.
As we will be introducing many new products in the first five years we will be
constantly contacting clients and non clients with new offers
9.
Ask & give referrals, pass to another supplier & contact them for swaps; keep in
touch with prospect for future
10.
Ask for a referral fee from a competitor if they close a sale from leads I provide to
them.
11.
12.
13.
14.
15.
At present - None
16.
At this point, referring the unconverted to affiliates, but I know there are many more
methods.
17.
Because they stay on our data base, all new services/offers are brought to their
attention on an ongoing basis.
18.
Because they stay on our data base, all new services/offers are brought to their
attention on an ongoing basis.
19.
20.
21.
22.
Contact them a few months or even years later a make a proposal again
23.
Contact them again and let them know that I have free special trial limited offer
24.
25.
continue to treat with respect the time just may not be right for their circumstances
26.
27.
Page 897
29.
30.
31.
Do have one? Other than maybe recommend them to someone else and get a small
introduction fee.
32.
Doing JVs with other people. Ie: telling them about other
companies/people/products and sharing the profits
33.
34.
35.
36.
37.
Dont have one yet. Id like to be able to refer them to Jaybut I dont know what
Jays sweet spot is.
38.
39.
Dont have one. I think I should contact a competitor and offer them the referral for a
fee.
40.
Dont have one. Our owners would probably not entertain a thought of selling our
leads.
41.
42.
43.
don't really have any and not sure if it is applicable to my situation...I do keep a list
and go back to it occasionally, and I have an a,b,c list
44.
45.
Emailing them, asking how they enjoyed the competition, and offering an incentive
to give us a try
46.
First get them to become your advocate. Then they have no excuse not to use your
product
47.
follow up
48.
49.
50.
51.
Follow-up and continue to stress advantages of our service. Continue to stresss our
leadership and expertise.
52.
Followup note
53.
Further contact
54.
55.
56.
57.
Have not set up this mechanism because the business strategy is not being
deployed yet.
58.
Havent implemented one yet but was thinking about client appreciation dinner.
Page 898
60.
HOW?
61.
I do follow up calls a few times after not having closed the sale.
62.
63.
I do try and make a Joint Venture Offer a method from which they can earn large
commissions as resellers or agents. This did work out quite successful in terms of
getting an agent to sell CDs.
64.
65.
I dont currently have one, maybe a JV idea would be good to look into for a referral
fee.
66.
I get referrals and depending on the case, I try to get back at them in a better time.
67.
I go back and try again later. I figure the old right place at the right time has worked
before and it will work again.
68.
I have alliances with other consultants and business I use where I can refer my
clients and businesses who dont, didnt or wont get value from working with me
then I get a cut from that sale.
69.
I have no strategy and would not know how to set one up within my industry.
70.
71.
I have over 20,000 preferred clients in my organization and most of them were not
sold or closed by me. However, contacting as many as possible with a monthly
email or card or letter has brought some of the clients back. The resulting purchase
will bring me profit. I also call some of them when I have the opportunity.
72.
I invite them to visit my website and read about the mortgage market regardless of
whether I was able to help them out.
73.
I keep in contact with them so when they have another project they will call us.
74.
I keep them in my contact pipeline so that I am the one they think of if their
circumstances change and the have a perceived need for any of my products or
services. I also look for joint venture partners that I can send them to in return for a
percentage of the sale or referral fee or referrals.
75.
I like what you said about telling your competition about them, and offering them to
your competition for a percentage of the sale or a flat fee.
76.
I look for JV partners who may have something they need or continue to offer them
things.
77.
78.
79.
80.
I refer clients that cant afford me to 2 other lawyers that will pay me consulting fee!
81.
82.
83.
I suggest another treatment that may be more in their interest or of more benefit to
them. I ask if they of anyone else that may benefit from a massage or body
treatment of some sort. I also ask if they have to purchase any birthday or special
occasion gifts. These treatments are very personal and solely for the recipients
pleasure. It is an excellent gift. Easy to purchase.
Page 899
I use some order trapping tactics as pop-ups on the sales page of my website. I
also use upsells at the time of completing an order to further increase the value of
each sale.
85.
86.
Im trying to use my newsletter for that but it hasnt been very profitable.
87.
If I dont close them because they ultimately dont pass our due diligence phase,
then I disassociate for reasons of reputation maintenance. If I dont close them for
timing issues, then they go into my follow up file(s). I dont close them because we
lost the contract to a competitor, I keep tabs on the relationship so that when the
relationship ends, I can go in to gain competitive information and hopefully bring
them on a client at that point.
88.
If they sign up for my newsletter, I will use that as a vehicle to build their trust by
providing relevant and interesting articles on investing in the newsletter.
89.
Information that they will have to wait for half a year, if they dont order immediately.
90.
91.
92.
93.
94.
95.
96.
97.
Keeping in contact.
98.
Keeping the door open asking for referrals when appropriate and continue to email
or fax relevant information to help their business.
99.
100.
101.
Mailing a letter written by a respected church media expert inviting them to visit the
site and answer the question.
102.
maintain relationship
103.
104.
Make them another offer, or refer them to someone who can help them where I get a
referral fee.
105.
106.
107.
Modest rather than windfall is more descriptive of our profits from cash vault clients.
Margins tend to be small for this necessary service. In any case, I have no strategy
for reclaiming profits from those I dont sell or close.
108.
109.
N/A (20)
110.
Nil (9)
Page 900
Nil but as mentioned above, Jay has driven home to me how much we are leaving
behind
112.
113.
114.
No strategy (7)
115.
No strategy. On occasions I will give information about them to a print broker that
we do business with.
116.
117.
None (203)
118.
119.
120.
None at present, but I am working on a way with one of our AMA members to
provide him with these leads to see if there is a way to reap some profits from these
leads.
121.
None except keep them on our contact list until they tell us to remove them.
122.
None except to try to follow up with other fringe products not part of the main
proposal or provide installation services etc.
123.
None right now, but I plan to eventually enter into a host-beneficiary relationship with
another firm (potentially a competitor) whereby I could endorse its product/service to
my prospect list.
124.
125.
126.
127.
128.
129.
130.
131.
132.
133.
134.
Not applicable.
135.
Not driving one through pole distribution organizations. Short staffed sales teams
are busy running to next deal.
136.
Not really sure about this one. We dont really do anything with those lost prospects.
137.
138.
Not sure what this means. What are windfall profits from unconverted sales? Where
is the profit there? My risks are small and I only risk what I can afford to lose. The
business has to pay for itself.
139.
Not the nature of my processalthough there are always experts I could carry in my
pocketaccountants, lawyers andbeautiful women. Promotional and
spokesmodels of course.
140.
Page 901
Nothing (8)
142.
Nothing yet, I'm not sure what you mean exactly by this.
143.
144.
Offer opt-in source for many new products they can benefit from
145.
146.
Once I get my joint venture, I will follow up on my new partners past customers or
lost prospects by showing them a benefit(s) that my new partner had never thought
of before. Hopefully, it will be a USP that will establish some form of pre-eminence
in their marketplace.
147.
Only recently did I get the insight from hear. Now they go on my email list for future
education/relationship building and for future sales of other products.
148.
Patience and acceptance of them for where they are in the present.
149.
Perhaps I dont understand the question? I dont get anything from prospects until I
close the deal and get some of their already spent money back.
150.
Perseverance on the next customer and follow up with the non-buyer to keep the
door open.
151.
152.
Planning to offer products/services that people want that I am currently not offering.
153.
154.
155.
Prayer. ---- 99% of the time they dont come back. It has been a very big mystery
to me.
156.
Presently none
157.
Probably non-existant
158.
159.
Re contact
160.
Recommend to alliances that may be able to close on issues they may deem more
important at the time.
161.
162.
Re-examine the question Why did I loose this account or why didnt close this
account. Then develop a strategy to win this account. Never, Never, Never Quit.
Objections are always a clue to tell you the customer is very interested in your
product or service.
163.
Refer them to some one else that may be able to do a better job sometimes I can
get a finder fee
164.
165.
166.
referrals
167.
Referrals.
168.
169.
Repeat letter.
170.
research them and hit from angle they will perceive beneficial to them
Page 902
Review of their charts quarterly and calls from the office manager
172.
173.
Seek referrals
174.
Seek referrals from them. (Some people who aren't interested in massage at all for
themselves have referred to me many people who are!)
175.
176.
Send newsletter to them and offer special reports or tapes covering summary of the
actual services that qtr. In addition, it helps newletter membership grow and
advertisers like large numbers.
177.
Send them to competitors, with prior agreement to collect referral fee. Send them to
affiliates or subsidiaries selling products or services more appropriate to these lessthan-ideal customers. These enterprises have no apparent connection with our
company.
178.
179.
Simply offer them a referral commission if they will send other prospects our way.
180.
Sometimes able to find out about projects in other areas of the organization often
with an introduction to a new key individual.
181.
182.
183.
184.
185.
Stop communication
186.
187.
Supposed to be follow-up but it is not currently being done due to logistical problems
and poor implementation.
188.
Taking part in business clubs, forum in the same industrial field (online as well as
offline), sharing written papers in specialty manual, ...
189.
Tell me more
190.
Thanks them anyway and send cards to them at some season holidays
191.
192.
193.
They are placed in our prospects follow-up list so that we remain on their minds
when they decide to act.
194.
This is not an area to which I have devoted much attention. I do, however, to keep
them on my email distribution list so they continue to receive my weekly MustKnow InfoTM Bulletin.
195.
196.
Today: I haven't got one but I know how to do it. Now I'm focusing on year long
follow up system.
197.
198.
199.
Under revue
Page 903
usp
201.
We always keep going back, check in for changed circumstances, share new things
we are doing, etc.
202.
we are consultants and all Jay Ab suggestions in that area would be considered
unethical here in Europe; but we recommend other consultancies when we cannot
close, who in turn recommend us when they are in a similar situation
203.
204.
We ask them to refer us to someone else (well, thats a tactic, not a strategy)
205.
We contact all people every six month with a personal letter asking if their situation
has changed.
206.
We contact them again several months later when a new product comes out. We
ask for references.
207.
208.
209.
210.
We do Nothing. Again, I know we should but there are only so many hours in a day.
211.
We dont as of yet.
212.
We dont capitalize on this at all. We simply expect that eventually they will come to
us.
213.
We dont choose to go back to them any time soon, once we have exhausted the
alternate avenues for making a sale, if they have chosen an alternative provider. If
there is just a deferral of a decision, we look to establish a time for re-examining the
proposal afresh.
214.
215.
216.
217.
218.
219.
220.
221.
222.
We have a list of prospects that we did not successfully sell, we are attempting to
get better pricing, in order to retry selling the prospect.
223.
224.
We have none.
225.
226.
227.
228.
We may rent those names out to other direct marketersor offer these prospects
products and services from other companies for a share of the profits.
Page 904
230.
We put them in our e-newsletter list and try to win them over after proving that we
can help them to succeed.
231.
232.
233.
We send them to our competitors and we get a percentage from every client they
win over.
234.
235.
Well add them to our monthly newsletter. Notify them of new services.
236.
Weve been trying to work out deals with non-competitors (software development
houses specializing in Java, graphic designers, etc.) but so far they havent bitten at
any sort of compensation scheme.
237.
238.
When my list is large enough I will do joint ventures with other writers.
239.
When we hit an ease, I say take the profit and run. There are times you will work
and work a sale, but it still wont come together despite all the time and energy you
have put into the sale.
240.
With our database, we must do a proper follow-up session and utilizing proper tool
such as our video.
Page 905
#1 Exactly the same business, have opened 15 centers giving them a presence in
every geographic area we share Beyond our principal competitor, we face either
small, one center locations or the Colleges in our area
2.
#1.Large- volume driven- (under new mgt. and starting to be profit driven) #2.- 5
medium to small, relatively local, more brand and price focused versus a consultative
sales approach such as we execute.
3.
4.
(1) 50 year old General contractor personal sales and existing relationships
sponsorship of Tennis tournament job signs and involvement on Economic
development boards. (2) 15 year old General Contractor personal sales, existing
relationships and reputation (3) 30 year old Mechanical Contracting company
personal contacts (4) 35 year old mechanical contracting company personal
contacts, direct advertising in trade magazines, sales reps, support trade industry
events(5) 25 year old mechanical contracting company personal contacts of
owners, existing and past customer contacts direct personal sales
5.
(1) Safety Step = franchise operators (2) Johnson & Johnson = mass marketing of
chemical products (3) Rubber mats = retails stores/product salesmen (4) Safety
shoes = shoe stores/catalogs (5) Non-slip flooring = floor supply stores/contractor
installation
6.
(a) Accenture (formerly Arthur Andersen) and the Big Five consulting firms such as
McKinsey plus (b) other technology-oriented small consulting organizations in the
San Francisco Bay Area. The big firms typically focus largely on developing personal
relationships between their key people, and client decision-makers and decisioninfluencers. The smaller firms for the most part market as we do by seeking to
locate potential clients that have a current or future need for their specialized
services. (I singled out Arthur Andersen from the other Big Five firms because they
are encountered most frequently and are the most aggressive. They also tend to a
greater degree than the others to have a long history of close personal relationships
with their clients.)
7.
Substitute products for our services include all forms of media advertisements as
well as in-house brochures produced by the client. Approaches in marketing vary.
8.
9.
1 in each market they have close relationships because they are physically located
in LA.
10.
Page 906
1- UCLA medical acupuncture for physicians course. They were first on industry 25
years ago in the US, they are well established and use massive repeated mailing as
marketing approach, plus word or mouth.2- AFCI (Acupuncture Foundation of
Canada Institute). Well established in Canada. They provide a certificate after only
partial training, that attracts many physiotherapist who afterwards are able to bill even
though they do not have the full training
12.
1) Anagram A manufacturer whose products we represent that now sell direct to our
customers, offering huge unmatchable discounts! (Bastards).2) Qualatex. As above,
but not quite as big a Bastard!3) Up Up & Away. Same as us, but they have a great
location and offer a Cash & Carry service.4) Although there are dozens of other
competitors, I dont class them as Formidable!
13.
14.
15.
16.
17.
18.
19.
1. Childrens Hospitalgive for the children. 2. United WayYour one gift helps
people at 28 agencies. 3. University HospitalGive to the University Hospital as it is
better than all others. 4. West Virginia UniversityGive to support the no. 1 college
in WV. 5. Relay for Lifesupport cancer research.
20.
1. Concordia Publishing - they are the "official" publisher of the church body.2.
Augsburg Publishing - they are the "official" publisher of the church body.3.
Concordia Supply - Discounts4. Lutheran Supply - Discounts5. All That Matters Heavy Discounts
21.
1. Household name. Changed the face of mortgage lending and the banking industry.
Advertising on TV. 2. Brand Name. Advertises extensively in local papers. 3. Linked
to Real Estate Agents. In house services. 4. Brand Name. Linked to internet real
estate sites. 5. Banking institutions. Generally where mortgages used to come from.
Marketing is based on this is how it is always been done.
Page 907
1.- Marketing firm that has advertising in many magazines2.- Advertising firm that has
also advertising in many magazines3.- Marketing firm that has advertising in
newspaper
23.
24.
1. Raise costs of clients switching using punitive exit fees and lower prices to
ridiculous amounts that difference price gets attention of prospect.
25.
1. The drug companies. They advertise constantly in all the major media, spending
billions of dollars annually. 2. Other chiropractors. They generally don't market much,
rather they tend to rely on word of mouth. 3. Hospitals. They have recently begun to
include so called "health and wellness' programs into their marketing. 4. Physical
therapist. They are endeavoring to provide the same level of service that doctors do
by trying to get laws passed allowing visits to them without referral. 5. Massage
therapist. They are seeking to provide stress relieve, they tend to run small business
card size ads in small papers and rely on word of mouth.
26.
1. They maintain storefronts and large media campaigns. They also sell low grade
products with large market-ups generating more cash to maintain theyre advertising
campaigns.2. They form alliances with health clubs and then market under multiple
brands.3. They establish MLMs, sell through various channels using similar products
in same storefront under different brands with different price points.4. They maintain
an MLM, hold seminars, provide marketing meetings, individual seller websites, and
build on existing involvement of sales agents in community groups, playing heavily on
sickness and miraculous cures.5. They establish a highly focused web ad, direct
sales material, sampling, materials for a doctors office, material for sales
representative, scientific material. (They outdo everyone else in short order.)
27.
28.
1.Main national PTO solid, but slow and not too innovative - general brand
advertising in newspapers/magazines 2. Local franchise organization - heavy direct
mail campaigns 3 & 4 Similar organizations to ourselves - tend to be both similar to
us, relying on telecanvassing and face to face selling. 5. Very cheap reseller - using
direct mail, phone plus banner ads
29.
1.Works out of the largest retailer 2. Sells the cheapest product and calls it custom 3.
Door to door sales
30.
31.
32.
555 soul, Diesel, Echo, Phat Farm, Adidas. A way of life can be had by new
clothes
33.
A long time awards and recognition company who position themselves as the low
priced producer. While they frequently price lower, their finished products do not look
as professional or appealing as my product. Most of the other competitors do not
have any kind of marketing approach. We have some online businesses and
franchises offering low cost products but that is all they offer.
34.
a) British Standards Institute - Trade press and mail shots;b) IBM Everything (They
purchased project management book rights when annual sales averaged 50,000 /
US$75,000);c) Top 20 Management Consultants Brand, Everything and old school
tie;d) e-learning UK Government organization Brand & budget;e) Profesional
Institutes IEEE/IEE/AMA etc.
35.
A. Fox Collision: Only a little over 1 yr old. 2 Locations now. Is supposedly supposed
Page 908
37.
AAR big dollars and sophisticated programs; FAT, small company headed by a
expatriate from Taiwan that established close personal relations with many of the
customers $$.
38.
AARP-magazine w/ assumed expertise, Calpers same, ltcp-same as me; prudentialhas a ready client base from other services
39.
About the only one I have seen is an advertising promo that looked like a new article.
But, even then, they sounded like all the rest.
40.
Action International. Cold calling, drop off business improvement pack of reports and
two marketing cassettes. Profitune. Telemarketing. Small business clinic. Business
seminars.
41.
Actually, we usually win the sale. If the client calls me, they have been referred. I
rarely lose a sale to a competitor. I actually cant remember an instance where I have
lost a sale I wanted. If people are really price sensitive on services, their long term
value to us is minimal.
42.
43.
44.
Page 909
aerofund, commercial finance group, CIT they all generate most of their biz thru
referral networks that they have built up over years
46.
All approaches are the same just put the web site out there and wait.
47.
All are formidable only because of the resource advantage they presently enjoy.
48.
All are large firms and use more advertising than we do. All tend to spend more $ on
client relationships meals, etal
49.
All are the same, they drive their vans around and canvass for work
50.
51.
52.
53.
All my competitors a) market the same way, or b) sell at much higher prices, or c) sell
different stuff.
54.
55.
All of our peers work pretty much the same way we do. Our growth figures are higher
than most of them we ARE the competition!
56.
All of the muse different tactics but generally they have exclusive customer lists, a
niche market and a follow up system.
57.
58.
All seem to heavily use suburban and city advertising. Very expensive. Do not offer
the same quality of service- teachers either not currently practicing or not qualified
59.
All sell synthetic fertilizers, have many staff including agronomists, have many
depots, lots of money to provide for delayed payments, have govt. support
60.
All specialty gourmet suppliers. But our different cuisines should actually complement
each other (ie., give gourmet customers additional choices).
61.
All the large local and national mortgage lenders and brokerages
62.
All use approach similar to law or accounting firms. Stress trust, competence, caring
63.
64.
65.
66.
67.
68.
69.
Apple - Yellow Pages StorageMaxx- PR Campaign and Yellow Pages All Canadian
Yellow Pages and relationships with real estate cos & blding Supers All City Yellow Pages Public Storage- Branding and dealer network Uhaul- Branding and
dealer network
70.
Are most formidable competitors are the large well established mortgage banks . or
Page 910
72.
As a brand new agent, I dont even know who my five most formidable competitors
are yet.
73.
74.
As noted, we are offering a new service in a unique space, and do not have any
direct competitors.
75.
As stated before. Im not aware of many competitors doing anything other than the
traditional.
76.
77.
At this point there are none. Generally, we compete against the Big Monolithic Bank
who has limited products and poor customer service or against Mortgage Brokers
who are entrepreneurial however with limited financial capabilities. The other
Mortgage Bankers (like us) havent figured out their USPs so they compete on price
(or doing shady business practices).
78.
Bank of America, Wells Fargo, Bank One, Fleet Boston, HSBC (Hong Kong &
Shanghai Bank). Dont really know that their approach is much different. The first
three do have a larger footprint and they do seem willing to cut prices to buy business
in new territories where were established.
79.
80.
81.
82.
Basically theyre out in front of people more than I am. It simply comes down to that.
83.
Because of the Baby Boomer Generation and the millions of prospects looking for a
home based business, we really do not have competition. However, NuSkin
International, USANA, Amway, Life Force are some of the better ones that come to
mind. They have really excellent Web sites, quality materials, steller reputations and
systems that, if followed, are successful.
84.
Berlitz international franchise mainly play of long history and international name. They
sell business to business and large newspaper adsIngles individual. Combination of
home study and tutors for a convenient at your own pace system. They use periodic
marketing blitzes Quick learning promise of a quick result although not specifying in
how the result is measured - mainly telesales Ingles Sin Barreras home study
video course shopping center promotions Harmon Hall State a guaranteed result
although not articulated how they make good on the guarantee and how they
measure the result. Extensive newspaper and yellow apges advertising
85.
Best one is Fechin Inn who spends huge on PR and enjoys highest occupancy and
rate in town.
86.
87.
Big box stores such as Michaels, Hobby Lobby & Garden Ridge market price by
always running 50% off coupons in the Sunday paper when in fact there price isn't
much different than mine, however the public doesn't realize it. My other competitor
that is the closest is award -winning and has been in the community for at least twice
as long as I. His marketing seems to be award-winning designs and largest moulding
selection in the area. Currently his name is fairly close to being top of mind, even
Page 911
Big Four accounting firms, IBM, Accenture, CSI, hardware vendors, Microsoft. All
offer consulting. Some associate the consulting with hardware/software sales. Some
associate the consulting with accounting services (less and less these days). All
push the brand and their size.
89.
90.
91.
92.
Burke Williams Have many locations, well known name, very lavish, reputation for
high dollar pampering, first class treatment. Have heard their ads on the radio on
occasion. Mostly by word of mouth. Glen Ivy Reputation for exquisite treatments,
pampering and beach location. Word of mouth. John Of Italy Westlake location,
cater to people with more disposable income and pampering mindset. Lavish setting,
exquisite treatments. Has good reputation. Word of mouth. Bella Image Located in
Agoura Hills, higher income population, lavish setting, very pampering, exquisite
treatments. Word of mouth. Pure Indulgence Lavish setting. Located in a brand new
shopping center with loads of traffic. I think walk in traffic due to location is their
greatest draw. Good name and beautiful sign in front. The sign says pampering all
over it.
93.
Buyu Books- Webpage low prices, rare books others cant get Budomart Webpage
and occasional e-newsletter
94.
Calvert: space ads, users at home school conventions, online; BJU Press: space ads,
professional salespeople at home school conventions, online; A Beka: same as BJU;
. . . then it trickles off rapidly. Most use space ads, online presence, and some kind of
salespeople at home school conventions. . . .
95.
96.
Cant say that I know their marketing approaches, other than email marketing, cold
calling.
97.
Cant. we are a niche unto ourselves practically. not sure what others are doing to
market.
98.
Capita, Jeff Austin Associates, Mindfields, Internal Providers, Hacas Capita Large
organization, comprehensive range of courses, well networked, can handle large
projects over a long period of time, primarily consultancy business. Jeff Austin, as
above Mindfields Niche clinical skills, Certificated products, Appeal to a specific
type of audience Internal consultants favored by internal management, have up to
date information, have insider information Hacas The first agency in the area, well
networked, keep ahead of all development, in fact create the development needs,
plus all the above areas mentioned for 4 organizations.
99.
100.
Cenovis Nutriplan high volume TV advertising for pull campaign Fast Burner TV
infomercial Body Enhancer radio direct response
101.
103.
104.
Cheaper products/solutions, a lot of money to spend on ads, hold many free products
seminars, have political connections, willing to give commission up front.
105.
Cimbar is price. Huber is price and location. Imerys is name recognition, broad
product line, price. Mountain Minerals (Canada) is advantage of Canadian dollar.
106.
Coach House targeting more corporate training and personal coaching (not really a
competitor) Business Thinking Systems very low profile company and they are
short handed. Marketing systems are inferior to ours and they rely mainly on
referrals and networking.
107.
108.
109.
110.
111.
Computer based tutoring Firms using Uni students who are unqualified teachers
Once a year visitors who come in with a special offer and then are gone until the
next year.
112.
CTI of Georgia- home shows magazine ads, Envirodeck- web site newspaper
flyers, Creative Concrete Solutions web site out of business, Atlanta Stamped
Concrete web site, pay off achitects
113.
Dale Calvert, David LeDoux, Tom Big Al Shreiter, Frank Garon, Joe Shroeder. They
all have credibility and give away tips and training for FREE, have extensive market
penetration, with huge opt-in lists.
114.
Dealer Impact First Mover AdvantageI Publisher Inc. First Mover Advantage,
Page 913
DEPARTMENT STORES - large ads, frequent "Sales" that are really same as our
normal price MALL LUGGAGE SHOP - mall traffic, hard sell, no prices shown so they
can quote prices they believe will capture customer, and give room for 'deals'
OUTLET STORES - mainly the outlet image MASS MERCHANDISERS - be it
Costco, WalMart, Target, Sav-On Drugs, etc., they all stock some luggage, billfolds,
briefcases
116.
Difficult to assess
117.
118.
119.
Dont have 5. The closest three use project based billing and they tend to focus on
one or two aspects of the business as opposed to taking the full service approach. All
of my competition takes on a mediator role in terms of introducing senior
management individuals on the client side to centers of influence in the professional
investment community. We are the only company that continues to help manage
those relationships over time, which can only be done through a monthly retainer type
billing system. Its a big value ad.
120.
121.
122.
123.
Dont know 5 local competitors who are not law firms IP Law firms promote quality,
size, name, time in business
124.
125.
126.
Dont know. Hmm. Perhaps yet another reason Im not doing so well at this time,
eh?
127.
128.
129.
Dr Fred Gross --- internet marketing, havent seen other marketing approaches as
yet. Same for the others, except for Brian Tracey - heavy radio advertising.
130.
131.
132.
133.
134.
ELI, Level 3, RIO, Qwest, Uunet, PAC West and resellers Dial-up USA and Ikano
135.
Email newsletters, who use opt-in strategy and offer a qualitative product that people
can actually use.
136.
ERM lots of mailings, NTH lost of old clients, Clayton lots of old client and lost of
mailings, ECT staff with background working for state, DDA low cost
Page 914
Ernst & Young, Deloitte & Touche, KPMG, Pricewaterhouse Coopers they have
name recognition, Im not sure of their particular strategies.
138.
139.
Examples: Boston Consulting, IBM, Maynard; They have the brand name
identification advantage
140.
141.
Expedia 24/7 Availability, Price Travelocity 24/7 Availability, Price Orbitz 24/7
Availability, Price VacationsToGo Price, Easy online comparison, Basic port
information, Good Ship Information UniGlobe 24/7 Availability, Price, Online Air
Pricing, Online chat.
142.
143.
144.
145.
Flow Tech- classic face to face sales & golfing Staples- offer everything. Almost one
stop sopping & low cost.
146.
147.
148.
149.
From what I can tell they operate at a senior face-to-face level to sell their services
directly
150.
Gallant 2000 Set up a networking group Business Link Government supported body
that provides _subsidized consultancy The most formidable thing is educating
potential clients about coaching
151.
152.
Giving of information, Selling of well written information, have a lot of statistics and
background.
153.
Golden Tiger Martial Arts Supply price elasticity. Century Martial Arts Supply
Presence of Mind. Asian World of Martial Arts sheer volume of product and catalog
presence everywhere. Tiger Claw Martial Arts Supply Presence of Mind. Wing Lam
Enterprises aggressive catalog presence and growth.
154.
Government: biz info: free marketing services to those that have just started up in
business Accountants: they market directly to their own clients, and also do seminars
and advertising Internet: they offer free newsletters, free programmes Small
companies: they network too and meet people just as I do
155.
156.
Guidance my former employer. They write terrible proposals but tend to win bids
by the see what sticks approach. They have money in the bank from an equity
infusion several years back, so they dont have a compelling reason to operate more
Page 915
H & R Block.
158.
Hard sell, cold approaches, huge salesman incentives and bent contracts Referral
from peer to peer, occasional cold sell, Play golf, Guarantees, capped fees Some
VERY BIG NAMES work on Brand awareness
159.
Have described answers in several questions above. Dont have direct competitors
but net and other ways of using time is our biggest competitor.
160.
161.
Have primarily one formidable competitor and they are a marketing machine. Nonstop marketing to customers, monthly emails. Great positioning, on-going training
programs and positioning them appropriately. Strong channel partner program. Like
to always win as the low priced alternative. Competitor can give away their product
which competes against ours because they see it as a loss-leader to upsell are larger
software suite of tools.
162.
163.
Havent studied
164.
healthfood stores products are on the shelf and often advertised in magazines, etc.
conventional health professionals - the traditional approach is still in. alternative
health professionals - they usually visit people one to one at an office and prescribe
nutraceuticals for diseases nationally known natural healthcare gurus such as Dr.
Andrew Weil website, TV appearances, and $50,000.00 Alternative Health Care
Fellowship program for physicians direct sales companies market dietary
supplements and other healthcare products by word of mouth
165.
High end direct selling, wining and dining the competition,. They build better industry
alliance for implied endorsements. They are integrated into their partners systems
better then we are.
166.
Highly aggressive but, by my standards, unethical. They "shop" bids, "use" people,
sometimes appropriate the work of others. Fortunately, I do not want to work with
potential clients who share bid information with favorite suppliers so that they can
match the bid. We would never get to the same page.
167.
168.
I answered that one already before: only 3 competitors left and they hardly do any
marketing since they are know. They have an ad in the yellow pages, an open door
every two months and for them that's enough.
169.
I believe they are doing the same type of things as I am on the internet.
170.
I can name them, but not their marketing approaches. Guess I need to get busy ,
huh?
171.
I can only think of a couple at this time. Agora Publishing. They have a number of
email lists that they use to market many of their similar products. They have free
daily emails that offer insightful commentary on many aspects of investing, business
issues, political issues. These emails also have advertising for Agora products.
Page 916
173.
174.
I dont have formidable competitors, other companies that do not compete directly
with me have sales people that bond extraordinarily with buyers.
175.
I dont actually know them by specific co, they all have distribution, larger marketing
budgets and direct mail tie-ins as well as strategic alliances (like Deepak Chopra
hooking up with Nightingale connant and marketing tho their list).
176.
177.
I dont know the competitors- the big well known consulting firms may not be my real
competitors.
178.
179.
I dont know.
180.
181.
I dont pay much attention to competitors because they market the world and only
deliver to a small fraction of them.
182.
I dont really have anyone else doing quite what I do in my market area.
183.
I dont see any competition which makes it a wide open market.The only other person
who has been mentioned seems to get his business by referrals by accountants.
184.
I had a virtual lock on my market by being first. We had great quality, good service.
Competitors never lasted.
185.
I have a couple of copycats. They are using what I used to use several years ago.
They are cleaning rings for free and they are also cleaning eyeglasses.
186.
I have no competitors.
187.
188.
I have no real competition in my area other than time.I am basically a one man
show with limited support and people at first want to meet with me only so it is hard to
bring in others.
189.
190.
191.
192.
I have one true competitor in town and he has a big store with many employees, has
many of the top brand names in the industry and is a very competent jeweler.
193.
194.
I havent really seen much as far as marketing from any of my competitors except
one sells carpet cheaply, then only guarantees it is they are doing the cleaning.
Some of them do have the momentum of a longer time in business, size, and some
personal relationships theyve built.
195.
I only have one, they appear to use mostly space adds in industry specific
magazines.
196.
I only know of two firms Im not sure how they market. One has a web site.
197.
I only know the approaches of the brokerage firms, not the tactics of each individual
Page 917
I really dont have many identifiable competitors. The only one here in Australia is
Brad Sugars. He runs seminars teaching marketing and entrepreneurial skills. From
these cheap seminars, he advertises his $9,000 entrepreneurs training seminars and
his $1000 a month coaching opportunity with his franchise coaches. He has an
amazing business and strategy. He mentioned YOU... thats how I found out about
you jay!
199.
I really dont see any direct competitors that have any significant market share.
200.
I really don't have any formidable competitors. (See also Question 43, which contains
more information, and which this question seems redundant to.)
201.
I wont name the competitors, but their approaches include web-hosting, direct mail,
large companies on their client list.
202.
203.
IBM and they use television and high end magazines and trade journals.
204.
205.
In many ways my competition is stuff like, braces for the kids, a holiday, car repair,
payments for mother in the old folks home you name it.
206.
207.
In my area only 2 major competitors. they use yellow pages, newspaper advertising,
and value pak
208.
In my direct business there are 3 businesses that I traditionally compete against. One
is very internet focused and has a complete strategy for her net biz; another has
same day service and boasts a 95% placement rate (where she got stats Ill never
know as she has told me she never follows up!); and finally the third has been in
the industry longer than dirt and is very active in professional orgs.
209.
Page 918
Internet Marketing Center (Corey Rudl) - He dominates the Internet marketing scene
because of great copy, exceptional branding and good products.- ScamFreeZone
(Neil Shearing) - Great job of getting people comfortable with his web site - visitors
feel, "This guy is honest and won't steer me wrong".- Associate Programs (Allan
Gardane) - Been on the Internet since 1998. Really does his homework about
associate programs (affiliate programs) and it shows in his great copy and
newsletters. Again, someone that is honest. He tells you that some of the programs
he represents may not be for everybody and why.-Business Lyceum (Jim Straw) - An
"old timer" in direct marketing with an Internet presence. I love his "jus' bein myself"
approach. It works well for him. He has years and years of offline experience in direct
marketing which translates *very* well to the online world. - The Gary Halbert Letter
(Gary C. Halbert) - Talk about gruff! This guys not for everyone but if his language
and gruffness don't turn you off he's one of the best. I go online to learn from his
letters. I've never been to one of his marketing seminars but I hear they are top
notch. I like his straighforward approach. Again, someone who has been around
forever.
211.
212.
213.
Jenny Moseley Associates very well established name in specialty of Circle Time
which is a good process through which to deliver our specialty of emotional literacy.
She markets aggressively using similar methods to our own and has had longer in
the field than we have. She also has better resources and can fulfill larger contracts
with her associates more easily than we can. We need to use the same strategy
smarter or pull in something out of the ordinary to overtake her given her head start.
Lucky Duck a publisher/training consultancy with an overlapping interest sphere
who are now adding emotional literacy to their offering. They market through their
very large and very loyal database. They have been in the business for the longest
time and are extremely well established. I have tried to establish an alliance with
them which is fairly successful, though could be more so if I had time to grow it.
Centre for Child mental health a new competitor and a very directly competing
product. Have got resources behind them to put glossy mail shots together and their
look is good. Also moving forward through alliances too.Now having our look refined
and going more up market in our printing. paper stock. Though still think we need a
smarter use of the strategy to out gun them. Other competitors are the very large
consultancies or inhouse trainers in LEAs. The large consultancies have very high,
influential networks and do a lot of advertising. Am working on developing higher
level influencers as my network/allies. LEA (education authorities) do not need to
have marketing strategies as the business comes to them as the local provider.
214.
215.
JP Morgan- use their brand name, Charles Schwab- personal attention, Scot tradelow cost producer, E*trade-Young computer savvy clients
216.
217.
Page 919
Large vendors and bottlers can offer large expensive machines with large cash back
offers that make little economic sense unless you are willing to work with no profit
219.
220.
Lillian Too, claims that she is the most famous feng shui consultant in the world.
221.
222.
Local firms are only competitors. Their advantages are (1) they know the business
owners, and (2) their price is always lower (than mine)
223.
224.
225.
Mclaughlin Anderson Villa Rentals, St. Barth Properties, Carimo realty, Wimco.com
226.
227.
228.
Microsoft overwhelm with resource, persuaded the market that Windows is the
way IBM overwhelm with resources JD Edwards, SAP, and Oracle We are big,
we have been around for over 20 years, we have over 7,000 customers, and we have
outstanding technology
229.
Microsoft: rule the world: if you cant beat them, buy them or crush them; leverage
monopoly. Endeca: goes for high-end market; we go for volume market; on every
desktop.
230.
Mocoat Yellow Pages, Industry Directory, Trade Shows and word of mouth, field
visits. Busters Yellow Pages and word of mouth. Polypropelen Shelters Price
undercutting, field visits. We really only have three competitors.
231.
ModuSpec good old boy, press the flesh marketing, have in recent years been
more effective in identifying large jobs, particularly with drilling contractors. They do
some advertising. HOSE same, limited ads in industry publications, other marketing
unknown C-Mar same as HOSE; OAS same as HOSEVeritas top in internet
searches, other unknown. We believe our company and ModuSpec together deliver
80% plus of all rig survey business.
232.
233.
234.
Mortgage House Australia Spend big money on advertisers, their sales people dont
last Preferred Finance broker Provide access to mortgage companies deal with
multitudes of brokers Agreatotors Wizard Franchise own by Australia Richest Man
Kerry Packer Lots of sponsorship and advertising Investment Planning Aust Use
Telephone call centres to make appointments AGF use ex banking people for leads
235.
236.
Most competitors are large companies and have large marketing budgets and sue
dealers etc with multiple products. We have a single product and focus on quality and
status wit style.
237.
Most every awards dealer in the country sticks to their area for growth. We grow by
the domino effect by going after chain stores. Easier to get another store of chain
you already have than to get new client started.
238.
Most formidable competitors: the thousands of beautiful full color books on the
Page 920
Most of my competitors do not do much external marketing except for one who does
some special events, charity and sponsorships. Most do very little internal marketing
as well.
240.
Most of our competition is based on price, some chain operations also use a lifetime
warranty on parts.
241.
Most of our competitors use price as a selling point I wont do it, and will explain to
the clients WHY they use price as their motivation
242.
Most of our most formidable competitors have been in business for many years and
have well established name recognition.
243.
Most of them do live seminars, and they do a one half day seminars to promote it.
Another advertises in the trade magazines, his ads are a long Dan Kennedy sales
letter, driving them to a hotline, and then a special report and a web site.
244.
Most of them do not use long-form sales letters, and few, if any of them, make risk
reversal an integral part of their sales offer. They market through press releases,
banner advertising, being quoted in trade articles, and direct marketing to an e-mail
or postage database.
245.
Most organizations use same marketing tactics, some advertise but this has never
proved to be cost effective now looking at e-zine.
246.
most similar to ours, except Ken Fisher, a money manager in San Francisco with $12
billion under management (we have only $250 million.) He has 100 salesmen in the
states including one in Ohio. He also works with Schwabs referral program in Ohio.
When they get a lead, they send a gimmicky package to the suspect, with perhaps a
flashlight to help them search out a good investment manager. The sales person then
follows up on the phone to close or arrange a visit.
247.
Mostly one person shops who do not have the office overhead we have and can sell
cheaper
248.
My largest competitor offers the security of being a bank vs my being a broker, the
second largest pretends to offer more choices with the offers from up to 4 lenders
approach, my third largest competitor simply out advertises me since they are 50
times larger than my company
249.
250.
My primary competitors are the standard financial services firms and I am not sure of
their marketing strategy.
251.
252.
253.
254.
Newspaper advertising with promises of newer techniques which have actually been
around for 30 years.
255.
Newspapers, Val-Pak
256.
NextGen, Medic, and A4 Health Systems - have money, can advertise in magazines,
have many sales people. Management Plus has a few salespeople and more money
than we do to go after clients. XXX has our old company and they try to convert our
Page 921
Nikken group meetings transfer factor plus great advertising wellness network they
have a very credible anti-aging test to prove their product works. It internet
campaigning melalueca in home presentations.
258.
259.
260.
261.
No direct competitors. Im competing against the notion of my clients doing the job
themselves.
262.
263.
264.
No major competitors
265.
266.
None are formidable, all sit and wait for customers, others put up 1 or 2 banners.
267.
268.
269.
270.
Nonenot a niche, individually, that pays. Plus small marketplaces. Jays too far
away and too costly.
271.
not clear as to who my competitors are because I'm haven't focused on a niche
market yet
272.
Not identified
273.
274.
Not really any direct competitors in the repair side. There are 5 retailers that I have a
working relationship with. They all use me for repairs and I refer clients to them for
furniture sales if it is a product I cant by directly. Otherwise I answered this with
question 43.
275.
Not sure of this but some of our competitors could be Crate & Barrel, Domain
furnishings, The Bombay Company, Pottery Barn and probably the high end furniture
stores. Not sure what tactics they use as usually they have catalogue advertising
seasonally. They would only have similar type of products in one corner of their
stores, as they sell all kinds of stuff. Our store would be entirely devoted to only this
merchandise mix-hence we would be able to display our full range and expertise and
provide a better value.
276.
277.
Number 1 buys run down houses, rehabs them, and then sells them to the tune of
about 100 properties a year. He typically sells to investors with a renter already in
the house. Making the offer even more attractive. He sets up loans for some
occupants. He has contemplated giving away a free car with each house as an
enticement. He also uses flyers. He claims to sell at 70% of market value but the
appraised values are at times over estimated. I dont want to compete on the rehab.
Page 922
office depot, boise, staples, cannon 4, corporate express. They mostly claim to sell
for less. They cut vendors and do all of it their self.
279.
On the title side the top 5 buy the business using various methods. Also on the title
company side we loose business to affiliated joint venture entities that realtors and
lenders have an interest in. On the mortgage side especially in a rate and term
refinance market it is the lender who has the lower rate in many cases. Also on the
lending side people get lied to about the interest rates and or the lenders fees.
280.
281.
One is John Agno, a coach/consultant who offers about the same services I do he
has an outstanding website and ezine. Hes gotten appointed to a visible spot in the
International Coach Federation. Im still too new in the coaching market to know very
many of my competitors.
282.
One tries to outspend everyone else with a TV campaign; traditional Real Estate
offices fill their offices with as many bodies as possible in hopes that they can get a
few of their family or friends to buy or sell before they exit the business (high dropout
rate for new agents).
283.
284.
285.
286.
Only one direct competitor they are inactive once a year report. Cato much
larger direct mail and website. LP membership recruit others. LF Books
Monthly catalog. LI email newsletter and conventions.
287.
Only one in the area besides us -- trade shows and seminars is how they get their
leads.
288.
Only other accountants who say they can do the work and yet they cant
289.
290.
291.
292.
293.
294.
295.
other mlm's and their strategies are all the same and I am sure you know them...as I
said we lose people to faster money, more hype, and more successful marketing over
the net
296.
Page 923
Our 5 most formidable competitors are quite similar to us, except that they are more
generalist (less specialist) than we are
298.
Our competitor is the general market place rather than an individual business for the
most part. What is available or on the market right at that time and at what price.
And it isn't very formidable. We can't compete with Builders on speed of completion
or supplying free appliances in new builds, but we can on price and we can beat their
quality (however, a lot of that quality is unrecognized by home buyers). With
renovated homes, the price is generally higher than other homes available on the
market, but customers are getting the charm of an older house with all the benefits of
a new build. So far, not much in the way of competition. The marketing approaches
of the builders we are competing with seem to be: 1. cookie cutter houses.. fast and
cheap.. and throw in some free appliances. Billboards, newspapers, incentives. 2.
cookie cutter houses.. build them fast.. offer several to choose from.. slightly different
layouts to give the illusion of picking your dream home.. and talk them into the
aspects that you want to build. Real estate agents.3. build better quality houses,
charge more money and target a slightly wealthier crowd. Pick an area that people
are actively looking in to find a home that they like. Offer to bid on building a home if
customers create their own floorplans.
299.
Our competitors are not good marketers either and thats why I know if we can get a
good system in place we could dominate!
300.
Our competitors have been successfully selling the product for over 25 years, as
opposed to our company of 5 years. each competitor has multiple sales reps in the
field, and marketing dept. , we only have 1 salesrep. that doubles as the marketing
dept.
301.
Our competitors marketing approaches are not all that great. I believe that if we
implement even 20% of your strategies we will own our market and will be in a
position to rapidly expand into new markets.
302.
Our competitors most likely do some of the same things we do, but Im not completely
sure. I dont pay mush attention to my competitors.
303.
304.
305.
306.
Perka, Best, Al Pac, Butler, and Stewart, all of these companies use a tactical
marketing.
307.
Peter Hingston Strong build up of fear in customers of doing auctions, open homes
and other standard real estate practices. Pitch themselves as the ethical agent.
Anthony Trees Secure many properties by putting together development sites and
then 90% of the time securing resale of new properties. Ie strong market niche.
Epping First National Low base fee and very high volume; national franchise
connection. Mikhael+Mikhael Cutting edge marketing, supported by premium
staging of your home so that it presents 100%. KG Hurst Oldest agency in the
area; experience; commitment to the area.
308.
Peter Spann ... Newspaper advertising (VERY expensive) and snail mailouts of
glossy brochures to a massive list ... also VERY expensive.
309.
310.
311.
Physicians are probably our biggest competitors because they can order alternative
tests that are not as effective, but they make money off of them. So our best strategy
Page 924
Pizza places-have consistent direct mail every other month,New chines delivery
places sending out direct mail.
313.
Points name brand recognition co created 5 years before us.have fewer marketing
tactics than us
314.
Pricing, more privileges offers as company is well established with larger membership
based, easier to establish joint-partnership with others, larger and more frequent in
their advertisement
315.
316.
317.
318.
Profiles Internations and Caliper, DISC, I am not aware of their marketing strategy
319.
Putting big moneys into big campaigns.JV with big sites, like portals.Doing some
good PR
320.
Quite frankly, I dont have any competition. If Im not able to deliver a particular
service, Ill call my competition and ask for help.
321.
Qwest (TV, radio, print ads) ICG (Direct mail, full time sales force), Date West
Internet (Large yellow page ads, direct mail), Code Net (Yellow page ads, radio ads)
PCI Sys (Yellow page ads, radio, print)
322.
323.
324.
325.
326.
327.
328.
329.
Sadly I see, I havent put enough time into knowing my competition to answer this.
330.
Sales Training organizations - experience based Other sales coaches Other General
life coaches Apathy Lack of knowledge
331.
332.
333.
334.
Sanyo - Price
335.
SAS: Monopoly power Accelrys: Software has overwhelming features Scitegic: Good
Page 925
337.
See this is an area Im not too good with market research. Ive checked out all the
competitors my customers talk about and they arent big either all SMEs. There are
fashion designers who are in all the shops all over the country but I dont want to be
mass produced. I want my business to be handcrafted and available. There is a
special blend there. So I dont have formidable competitors. See, lessons from MBL,
niche market, better margins.
338.
339.
Sheridans Old boys club big player. They farm their present client base and are
ripe for picking! More smoke and mirrors than substance. Mori Another biggie.
Relatively litlle marketing other than sales rep but has good loyalty from existing
clients. Tougher nut to crack because they are larger and have deep pockets. Prides
corner Medium in product quality but good marketers, excellent pop materials and
good bundling marketing. Glossy catalogue etc. Connon Nurseries. Best product
in the industry , worst marketers . If you want to buy we will sell. Thats it.
340.
Siemens key points of brand name marketing described above Honeywell Johnson
Controls Master/Andover
341.
Similar outfits, their marketing approaches involve, contacts, yellow pages, web site,
mailings, service with built-in insurance cover for their advice.
342.
Since we are essentially alone in our niche in our draw area, we dont really have any
formidable competitors. Our biggest competitor is a lack of identity because we have
not effectively communicated our unique approach to the consumer public so they
can find us and buy from us.
343.
Since we do not have any direct competitors I will refer to related financial services.
Banks have the name and the history to back them up. The tradition of banks being
safe is ingrained in the consumers mind. Over time we need to do the same thing.
344.
345.
346.
Small Business Administration the power of the federal government and their
research SCORE leveraging the experience of experienced executives to help folks
grow their business Universities offering adult education they simply leverage their
background and experience. Cant think of others
347.
Some of the biggies Ill be competing against are using billboards and radio. Once I
find my niche -- or niches --- Ill market in a way that has ma more personal appeal.
348.
349.
Sorry, I dont see real competition on Polish market and didnt have time to study
competition abroad. Our model is an Italian kitchen manufacturer AURORA
(www.auroracuccine.it) , but I am not too impressed with their marketing strategy. A
different approach is to market kitchens at ceramic tile show-rooms.
350.
Sorry, in our rural area we have very little competition. What competition we do have
uses pretty much the same marketing approach we do, which is to say, not much.
351.
Square Foot Gardening book by Mel Bartholemew (a total piece of junk). Hypes and
Page 926
353.
354.
355.
Strong sales through third party distribution outlets Strong sales force on the ground
combined with industry awareness Cheap products Catalogue mailings
356.
357.
358.
SuperCuts..used to be Family haircutters, now feature more men in their ads. Still
have a generic, plain environment. Great Clips.. Family haircutters, feature mom,
dad and the two kids. Frequent price promotions. Generic, plain environment. Cost
Cutters .. Family haircutters, feature mom, dad and the two kids. More female
oriented, however.do perms & colors. Frequent price promotions. Generic, plain
environment. Fantastic Sams .. Family haircutters, feature mom, dad and the two
kids. More female oriented, however.do perms & colors. Frequent price
promotions. Generic, plain environment. ProCuts knock-off of SuperCuts, not very
well done.
359.
Ted Thomas: Blitzes the market with direct mail, is present at most of the larger
upsell events. John Beck: More of a local market (northern CA), so not a huge
competitor. Various other small competitors with very little consequence. Not much
competition for the exact same product competition is in other types of products
that produce similar results.
360.
TeleCheck They approach all new businesses with contacts form the sales force
and mailing to the business. Fed-Check They market to larger companies. I lost the
Dominos Pizza account to them. Check Free do not know their strategy, except that
they focus on grocery stores Check Care do not know their strategy, except that
they focus on grocery stores
361.
362.
363.
364.
The big boys entered the market earlier than I did. They do a lot of crosspromotions for one another.
365.
The best two or three have lots of realtor referrals. That seems to be a big
opportunity, but were not sure we can break in.
366.
The big five : they use their presence for accounting implementation and try to sale
Consultance. Cedec : telemarketing saling appointment sales people trying to sale
diagnostic economist making the diagnostic saling a Consultance mission
367.
the biggest one uses sales-people to go into companies and sell long-term programs,
we just do non-personal-contact selling (mail, email, phone)
368.
369.
The Corporations cemeteries are able to get the families attention first and they are
able to do a good job at keeping it during the service and locking up the memorial
sale at an inflated price. They also use some unethical tactics like lies. Our other
competitors arent as sophisticated.
Page 927
The Final Four CPA firms. They use image ads, memberships in professional
organizations, and referrals by attorneys and bankers.
371.
The first has become a brand name in my region by an extremely aggressive brand
marketing campaign. She was first to offer web marketing with Picture Tours, she
aggressively farmed a very prestigious and expensive area and has branched out
from there. She has continued to hire people to fill roles to help her expand as she
grabs bigger shares of the market and now she promotes how her entire team offers
top service. She has only been in our market for 5 years and has become #1 in that
time. Other top Realtors in our market have been the same names for years and
seem to have a consistent program but dont really seem to have a growth rate.
372.
The large chain/corporate daycares because the have deeper pockets and larger
facilities.
373.
The local engineering consultant, in the potential clients region. Most engineering
consultants do not know how to market.
374.
375.
The other green coffin manufacturers are small and quite low key except for the
cardboard ones. Its not easy to tell exactly, but perhaps they try to ally themselves
with the big funeral directors to ensure that they buy from them alone.
376.
377.
There are 3 main categories of competitors: large commercial training and consulting
companies; large government-funded training institutions; and well-established small
concerns with big marketing budgets. In all cases, they outgun me in marketing
budgets.
378.
379.
There are hundreds of people doing what I do on the internet including Luis
Arauz/Jeff Paul /Dan Kennedy etc. etc
380.
There are just 2 And they are only ahead because of the time they have been in the
market
381.
there are not really five other quality companies. Successful competitors seem to get
leads from trade shows and massive advertising as well as massive cold calling
382.
There are numerous large exhibit houses that are well funded, do large jobs, have
large contingents of sales people, sales literature, etcall stuff that we dont have.
Theyre all pretty much the same.
383.
There larger therapy practices around. They have bigger yellow page ads and thats
it. Some hospital-based psychotherapy practices have occasional TV ads.
384.
385.
They all advertise and try and bring in the customer to the dealership
386.
They all have about the same marketing approach, but their implementation is worse
387.
They all rely heavily on print advertising and cold calling their most frequent tactic is
to lie about the other companies.
388.
They all try to offer the least cost solution or were better positioned with the Architect
or Design Firm of the client.
389.
They all use the same media some have bigger budgets than us some dont.
390.
They are either very small companies who have technologies that dont really
distinguish them from all the others, or very large companies who have an
established network in place. The small companies rely on website and small-scale
Page 928
They are first and second tier companies. They market by reference selling into
verticals they have customers in. They have large marketing budgets for print ads,
access to industry consultants, large business partner programs so they use direct
and channel sales
392.
They are much bigger then us with much more resources financially and with
manpower. They spend a lot more on adverting, editorials, literature, getting dealers,
follow ups and in all other marketing.
393.
They are normally institutions and dont care about marketing. Of course customers
have regular contact to chambers of commerce, US commercial services etc. since
they are free of charge. Since I am just a one-man-band (up to five freelancers) it
would be dangerous to compare myself with McKinsey or JTI Inc.
394.
395.
They do email coaching, publish articles and/or books, conduct seminars and
workshops
396.
They do telemarketing inviting people to seminars, they run ads in the paper
promoting seminars.
397.
They establish themselves as expert in the field. They adhere themselves to a wellknown government sponsored body. They provide a lots of side products apart from
their major products.
398.
They have primarily written several books, have a good website, and appear on TV or
radio.
399.
They have strengths I do not. Some have larger offices and can produce work more
quickly. Some aggressively promote their work in trade publications and periodicals.
Others methodically submit projects for awards.
400.
They really dont compete except on surface levelI offer moreand give more for
dollars paid but have very good repeat and referrals business
401.
402.
403.
They use sales agents on commision basis . They deliver to faraway places which
we dont They are constantly in touch with their customers.
404.
405.
This really is a non- issue. We have a great corporate culture and personality. We
typically only lose someone who doesnt know about us. Our peers are not good
marketers and certainly are not strategic.
406.
407.
Page 929
409.
410.
411.
Traditional realtors- MLS, direct mail, sales force. Other owner financers- signage
412.
413.
Turville Photography, Reinbold Gallery, Olin Mills, Kinderphoto, Misc mall photgs.
They have physical locations that people constantly see and they work the mails.
414.
Two are fat and ugly, one is gorgeous, two are just so-so. I will describe the only two
of consequence. Competitor 1 is an old style service bureau operations that also
sells software to prospects that want help but not service. We dont want to sell
software. We will recommend them as a software source, they wont bother the
account in that case. Competitor 2 is a large service bureau organization run as a
sweatshop. They have recently been outsourcing data entry service to India which
has made many of their customers mad. We are actively marketing their disgruntled
customers.
415.
Two strongest competitors: DnV has 4000 employees and offices in every country in
the world. Makes direct efforts to partner with technical departments of national oil
companies in countries which have national oil companies. Shell Global Solutions
owned by Shell Oil. Has captive market for all Shell owned facilities and works at top
management level with other oil companies, particularly in facilities where Shell has a
minority share.
416.
Typical paint companies have yellow page ads, may also place classifieds, build a
reputation of quality, or try to be the lowest price.
417.
418.
419.
420.
Unknown
421.
Urgent care, marketed with speed of care, come without appointment, extended
hours
422.
Very few see the resume business as a package deal of success enhancing vendors,
thats where I see my USP.
423.
424.
425.
426.
We are competing for advertising dollars. We focus on a specific market that is fun
and exciting.
427.
428.
We deal with an underserved segment that isnt actively marketed for our services. If
we scaled up to larger businesses we would encounter the larger consulting firms.
429.
430.
We dont know a lot about how smaller firms are really marketing.
Page 930
432.
We dont really have competitors on the same scale as we are. Some local
competition Exists and main competitor is a local, independent tennis pro. I dont
know of their Marketing approaches.
433.
We don't have a product that competes head to head with us . and we don't know
their approaches.
434.
We have competitors on several levels from machine shops to mail order companies
selling automotive parts. The approaches vary depending on size with the larger
competitors using print and the smaller ones using the yellow pages.
435.
436.
We have none, ours is a totally new line of products that do not fit into an existing
group.
437.
We have only one formidable national competitor worth to be counted in our field, i.e.
Pansystems. While foreign competitors with more experience in adjacent field of
services such e-commerce have direct lobby with international financing agencies like
the World Bank. This domestic competitor has a longstanding close relation with the
Regulator/government. On assistance in international conferences we have
practically no domestic competition, while foreign competitors cooperate with us to
obtain our assistance and expertise. One of the international competitors, such as
Compass Rose have very extensive experience and contacts with governments,
international agencies and many private sector companies regarding their
international scope of services.
438.
We only have 4 serious competitors in the industry. The most formidable, though out
of our league, is GESeaco who have multinational resources available and play in the
big league of major fleet sales and hire. The one we really keep an eye on is Royal
Wolf who also have multinational resources and compete with GESeaco, and are
active in the little league where we are. Wolf would be our primary competitor and
they are price cutters. We generally make no attempt to compete on price, because
theyll win at that game every time. On the area of customer service, there is a small
one-person operation which is run by a very personable man who has adopted our
phone techniques and could easily be mistaken as one of us. Hes very good, though
hes a lone outpost of an company based in another state. GESeaco have
representatives that schmooz with transport companies that have container fleets of
tens of thousands and in some cases hundreds of thousands. Nobody else locally
uses roving reps, though some interstate companies occasionally send scouts out to
try to drum up business. Both GESeaco and Wolf place image ads in various
transport magazines and transport directories. Weve never received any value from
ads placed in these publications so we save our money.
439.
Weve not yet lost job to a competitor that we know of. Our target market is SME.
Sometimes, we lose the job to a one-man band because theyre related to the
director or manager. Otherwise, we lose the job because they dont have the budget
or theyre unable to get out of the existing contract.
440.
Weight Watchers tv adds Jenny Craig tv adds and low price offers Bonnie Stern
uses her cooking school to sell herself. Ann Lindsay aligned with Heart and Stroke
Association to sell books.
441.
Well, there were 1.9 million hits on Google to supply chain management software.
It seems like everyone and his dog has a solution. The big dogs are Microsoft,
Oracle, JD Edwards, PeopleSoft and SAP. I have not studied their marketing
practices in any orderly basis. However, it appears that they trade heavily upon their
brand and brand advertising; and spend heavily to field large teams of salespeople.
Page 931
443.
Wolfson Big YP, Rick Wright great repl. Good Fed practice. Watkins great DUI rep
with attys, Bill Terry Great rep, been here forever. Chesnoff Oscars partner.
444.
World Profit Affiliate Program Email Marketing Joint Ventures Quality business
hosting and design Ready Hosting Affiliate Program Email Marketing Cheep domain
hostingWebdomains4u.comAffiliate Program Email Marketing cheap domain hosting
Apollo Hosting Joint Ventures Referrals AVA Host. Net Joint Ventures
445.
446.
447.
Y2Marketing uses saturation radio broadcasting for 2 weeks prior to their free
seminar. They also use a good CD with a few well chosen success stories. Their
web site is very rich in content as well.
448.
449.
Yet to be determined.
Page 932
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
Question 51. What are the top two reasons that you lose business to the
competition?
1.
#1 Market not being aware of our alternatives. #2. Our lack of organizational depth
is perceived as a continuity risk.
2.
3.
4.
5.
(1) Never getting them in to me in the first place. (2) Financial reasons (e.g., they go
to another therapist who costs less, or who is covered under their insurance when I
am not)
6.
(1) The client has a pre-existing relationship with the competitor and (2) the client
wants the comfort of dealing with a large organization.
7.
8.
9.
Time not enough to spend cultivating the relationshipand also not pushing
enough at the close
10.
11.
12.
1) Price 2) Perception by the client that the competition have more expertise in a
certain market sector therefore they can justify their fees better than we can.
13.
1) They do not know about us2) They have better promotional material/contacts
14.
1) They dont know about us.2) They want to keep the prestige of being direct rather
than go through another party.
15.
1) They have more published reports available, and 2) they do a better job of
generating publicity or communicating with the marketplace (largely because they
have more things to offer).
16.
17.
18.
1. Discounters
19.
20.
1. Price
21.
1. Availability: We are a small firm and, once staffed on a project, need to finish the
current engagement before starting another. 2. Pricing/rates: Competitors are willing
to dramatically lower their rates (because they dont pay nearly as well) so they can
sometimes appear cheaper to utilize.
22.
1. I dont go after it2. I dont have the staff or capital to get the work done
23.
1. I dont sell the benefits as I sell my self 2.I dont know how the competitor is
working
24.
Page 933
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
who lack a support system.
25.
26.
1. not in their insurance plan and 2. location - not close to their home
27.
1. Our facility is physically not as attractive as our main competitor. 2. We lost a key
staff member, and we are trying to find someone to replace him. Our fill-in person is
not able to please our higher end clients.
28.
1. Price2. Customers go after the latest fad or media buzz and dont stick to a plan of
health.
29.
1. Public does not know what we do. 2. Public has been falsely indoctrinated to
believe that what we do is either unsafe or hurts.
30.
1. The competition doesnt yet know about CodeScholar.2. We are much smaller than
all of the competitors (although if you add in our offshore development resources we
are probably competitive)
31.
32.
33.
1. We are viewed as a RICH Hospital who does not need money. 2. Giving goes to
United Way which has a large volunteer base and payroll deductions at many
employers.
34.
35.
1. We dont fully differentiate our services from those of the competition.2. We are
smaller and are judged less substantial.
36.
37.
1. When people ask for quotes they believe they are comparing apples to apples.
What tends to happen is that we only quote on products that we know are going to
provide the reliability businesses require of their computer systems. When it comes to
servers competitors tend to sell clone boxes versus us who will only sell Tier 1
equipment. Examples: IBM, COMPAQ, etc. 2. Ive heard that the impression some
clients receive is that we push certain hardware and software. This is true and the
reason being is that through experience we know that they are reliable, great cost for
the product, the backend support is fantastic if we ever need assistance and it just
plain works. This reduces the amount of money our clients will be required to spend
in the implementation process or problems afterwards.
38.
1.the competition finds the prospect before we do.2. the prospects banker refers
prospect to our competition bec. they dont know that we exist.
39.
40.
1-Brand recognition. 2- Fear that the service will not work or be reliable since it is a
new brand name.
41.
42.
a) Brand Name Recognition b) More complete building system solution offering, all
offered with products & systems branded as their own
43.
44.
a. People not understanding the differences in the product.B. They call them first
(Yellow pages)
Page 934
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
45.
Ad sales lost because we are significantly more expensive then other handheld
magazines. Also, some companies have products for the variety of handhelds our
print competitors cover, and so they feel they will reach more types of customers.
46.
47.
Already with another firm/business and client content to remain where they are.
48.
Am perceived as too young for realizing my tall claims. Fear of meeting top execs.
49.
As we have no direct competition I can only say that we will lose business to apathy
and genuine poverty.
50.
Availability I dont have my own shop and wont for some time 3 -4 years. They
have to find me at market. But it is a choice Ive made. Cant think of a second.
51.
52.
Because the buyer of a Mass Merchandiser, by practice, does not give the whole
enchilada to just one vendor.
53.
54.
Being at a private club, many are not aware they can come out for instruction. Pricing
possibly
55.
56.
57.
58.
Better service
59.
Big companies feel sometimes more comfortable with big agencies I must be more
visible
60.
Bigger purchasing power and the fact they have been in business for a longer time.
Also discounted sales tactics just to clear inventory.
61.
Brand and the old mindset that says you wont get sacked for picking IBM.
62.
63.
64.
Brand they are the safe choice they get to them faster price
65.
66.
67.
Cannot fulfill requested software functions without charging extra- Lack interactive
showrooms
68.
Cannot match offers of cash-back and return of sales of large bottlers and vendors
based on the volume of sales.
69.
70.
71.
Cheaper than me. More well known. No money to spend so larger companies give
services free.
72.
73.
Clients think were too small to do a particular type of job thats usually the only
Page 935
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
reason.
74.
Clients want less than we offer. They offer less and undercut.
75.
Clients want to hire their own pro rather than use a management company they feel
they have more control over the pro/program. They are less expensive.
76.
Commission or price.
77.
78.
79.
80.
81.
82.
Competitor price dropping or client looking for a more basic sales training.
83.
84.
Cost
85.
86.
87.
Cost of service
88.
Cost, cost
89.
90.
91.
92.
93.
94.
95.
Customers not comprehending that they are not getting what they think they are
getting. Customer compromising for price.
96.
Customers who are only interested in immediate or perceived price, our inability to
properly educate or inform customers regarding our value to them.
97.
Cutbacks in consulting overall due to the economy (actually, this is a loss to everyone
not to the competition). Competition is a known quantity (the old you never get
fired from going with IBM mentality).
98.
Didnt do as good a job providing value when they were a client and when we are
about to lose them then we turn on the support.Didnt have as strong a relationship
with the key decision maker as we should have had or the clients business was
bought out and the purchasing company already has a long standing relationship with
our competitor that they arent ready to change yet.
99.
100.
101.
Disinformation.
102.
dont cover all of the market, timing (whatever presentation people attend first they
book for that seminar)
103.
Dont have our software ready when they want to buy. Cant offer a practice
Page 936
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
management system until 2005.
104.
105.
Dont know. We all offer more or less the same product. I think it would boil down to
who the client finds first via internet or periodical ads.
106.
Dont loose to competition that much, mainly loose to our prospects desire to do
nothing.
107.
Dont lose too much if they talk to me on phone I never lose them
108.
109.
110.
During periods of rapid stock advance, such as 95-99, our performance was not
fantastic and some more aggressive managers got the business. Second, someone
on the committee if an endowment fund or husband or wife may have bonded better
or knows someone better from another firm. Hence, these presentations are often
called beauty contests.
111.
Educating the referral base is I feel going to be my biggest challenge. Getting known
in the industry.
112.
113.
114.
Experience in industry
115.
116.
Exposure to the principal players. It all depends who meets one of us first each
main player from each organization has a powerful effect on the people they meet
and then that connection tends to remain strong so the purchase is made from the
person the client first has contact with. How influential our networks are. It depends
who has referred us into the business how influential and senior they are.
117.
Failure to show up (ie. havent been consistent about telling people I even have
products & services on offer a real deal-killer), prices too high
118.
Failure to demonstrate need and show sufficient business size to prove competency.
119.
Failure to present my service offering and start up fees associated with the initial
transactions.
120.
121.
122.
Fees too high & belief by clients that because we sell lower volumes we may find it
more difficult to find a buyer.
123.
Financial prowess
124.
FIRST :THEY GIVE discount. Second : they make alike a conference !!!
125.
First, a perception among high caliber prospects that large institutions are more
competent than me because they are large and established and have fancy offices.
Second, a lack of a proper business infrastructure and credibility to match my
knowledge, experience and expertise.
126.
127.
128.
Page 937
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
129.
130.
131.
Geography clients are fearful of any requirement for travel outside of their
immediate area, Price pressure if from a non referral
132.
133.
Graft
134.
135.
Greed and lack of understanding. Also the fact that many insurance companies dont
pay for these services because they claim they are screening services. Medicare
wont pay for virtual colonoscopies but they will pay 3-4 times as much for a
colonoscopy
136.
137.
138.
139.
140.
141.
142.
Having not the right items, the customers are looking for and sometimes to high
prices too.
143.
Hmmm. A lot of business is lost because people like to deal locally. I think that as
my business grows, that this will be less of a problem. Another reason is that they
just haven't heard of my business. A lot of this industry is word-of-mouth.
144.
145.
I am only starting to become known and my marketing has been nearly non-existent
until recently. I am just starting to ramp up now.
146.
147.
148.
I cannot provide the personnel resources they want. I am not famous enough.
149.
I did not establish the link between their pain, its cost to them and the value of my
solution.
150.
151.
I dont
152.
I dont believe we do. Many people come to us AFTER they have been to a Sp[ann
or Kay or Burley seminar and contrast the m ... The comment we hear all the time is
... Now we BELIEVE we can do it (property investment) ... we never felt that before!
153.
I dont have the wide range of products that my competitors have. They spend more
marketing dollars
154.
155.
I dont make marketing effort and I don't have strategy at all. I'm a small firm and it is
difficult to get, pay and hold good people.
156.
I dont really stay in competition. Once a prospect is in contact with me, I close the
order. But I should have more contacts to new prospects.
Page 938
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
157.
158.
I don't know yet, because I am not out in the market yet the people I talk to prefer my
proposition when all is said and done..
159.
160.
I have no competitors.
161.
162.
163.
164.
I need mor linking, referrals, online dyslexic Games and back end
165.
166.
I think because Im not aggressive enough in marketing, and dont follow through well
enough with sales or with post-sale activities. I think I havent focused well enough
on customer bonding.
167.
168.
169.
Im guessing that its because they have more experienced salespeople or more
clever ideas, or a better strategy. I dont have enough knowledge to see inside their
strategies to know for sure.
170.
Im not in as many places as they are since they have a full sales staff is one reason.
Their volume allows for bigger discounts so they can come in with lower pricing
sometimes and still have a profit margin. (Although I can say Yahoo for a deal this
last week where I took a little less profit but through the sale of value of my follow up I
got the deal. And it is now starting the next sale going which means I m gaining from
the backend)
171.
172.
173.
If our program doesnt get the results the client expects in a fast enough time for their
reality. or they simply dont want to correct their damaging lifestyle habits badly
enough in those cases where that would be essential.
174.
175.
176.
177.
In the broadest sense of losing work to them, they got some high profile projects that
I was never considered for because my sphere of influence does not extend
prolifically to their region. In the past two years, I have not lost a project to anyone
that I have been inconsideration for. I have turned away more work than I have
accepted. I am now in the position of selecting the clients that will be the best fit for
my services and personality.
178.
In the past, increased fees accounted for up to 27%, we fired quite a few clients who
didnt fit our ideal client profile, and others left for a variety of reasons, such as
consolidation of advisers, convenience, and bust-ups between business partners.
179.
Ineffective marketing
180.
Inferior sales effort by our sales staff (no Superstars) and price competition due to the
Page 939
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
buying criteria of the people whom they are calling on.
181.
182.
183.
184.
185.
Irresponsive/ unavailability
186.
187.
188.
Its all about whether they can afford us or not. Once we get into their heads, there is
no competition.
189.
190.
191.
192.
193.
Lack of adequate competitive marketing to leverage money spent, and also for the
businesses I work with, some need to question their product and follow-through on
their promises. All lose business because their USP is under-developed and undercommunicated.
194.
Lack of awareness of my existence and for the cost savings oriented consumer, it is
price.
195.
196.
197.
Lack of credibility
198.
199.
Lack of customer contact, not getting the message out that Im in business
200.
201.
202.
Lack of effort
203.
204.
Lack of exposure
205.
Lack of exposure. Organic lies people think our methods are anti-organic (not true)
206.
207.
Lack of fund to lower the margin, so less financial benefit can be offered to
customers.
208.
Lack of information on the consumers part about what our service is and lack of
know-how on our part in getting the information out to them.
209.
Page 940
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
210.
Lack of market knowledge lack of a well greased marketing and support system
211.
212.
213.
Lack of name recognition and relatively tiny marketing budget or maybe, Im not
doing things right with what Ive got, as many of these started with nothing too.
214.
215.
216.
217.
Lack of self confidence and sales skills. Price of products are higher than the value
we can communicate.
218.
219.
220.
Lack of understanding about the benefits of doing something differently than how
things have been approached in the past. Also lack of understanding of what good IR
actually entails especially when dealing with smaller cap companies that tend to be
nave in many respects.
221.
Lack of years of experience, a limited testimonial base, not enough word of mouth,
maybe I need to distribute business cards in mailing pieces and business
conventions.
222.
length of time we have been in business (don't have 10 year relationship with
customer); no one gallery is able to always have the best artist
223.
224.
Lillian Too calls herself a "master." and people assume that she is.
225.
Little follow-up, not getting clear on what they want and putting it into their words.
226.
227.
Location, budget
228.
229.
230.
231.
232.
233.
234.
lower price not willing to make long term (3 10 year) fixed commitments
235.
236.
237.
238.
239.
Many patients leave because their insurance plans provide for lower costs at a PLAN
dentist.
240.
241.
Marketing $$.
Page 941
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
242.
243.
Money
244.
245.
More expensive. People cannot see that quality deserves more fee.
246.
247.
248.
249.
250.
Most of the business that we lose is lost to companies that decide to send notices
themselves, without outsourcing them, some decide that they do not need to send
notices at all. I believe that our primary problem with losing this business is one of
educating clients effectively about the opportunity in front of them.
251.
252.
My ability to only work part time at this business, and also to lack of time and money
to spend on cutting edge tactics, and implement them quickly and effectively.
253.
My ability to only work part time at this business, and also to lack of time and money
to spend on cutting edge tactics, and implement them quickly and effectively.
254.
My benefits are not clearly enough articulated. The perception of trust is not
sufficient.
255.
My location not convenient to client and cost pressures from overseas firms
256.
257.
258.
259.
My track record is not as strong as theirs yetI havent been able to break in to their
cross-promotions and live seminar circuit yet
260.
261.
262.
Name recognition and the perceived image that they offer more choices
263.
264.
Nepotism, mostly. Sometimes, it is because we are not connected to the right places
to know when the jobs are coming up.
265.
266.
267.
268.
new in area
269.
270.
271.
no budget
272.
No competition
273.
No Competitors
Page 942
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
274.
275.
276.
277.
No one knows about me and Ive not pounded the pavement as much as others may.
278.
279.
280.
281.
No storefront,
282.
283.
Nobody knows who I am or what my products are. They dont belive a small guy like
me can produce better products than the gigantic firms do.
284.
none
285.
None yet, probably will be cost and distance away from home, convenience / comfort
of location.
286.
287.
Not able to build a relationship. Im not what they are looking for
288.
289.
Not applicable
290.
291.
292.
Not aware of any losses yet to competition; so far losses have been to inertia by
prospect.
293.
Not being aggressive enough. It is a numbers game. He who contacts the most will
win. Procrastination and Quality of Materials and Products are two of the reasons
why we would lose.
294.
295.
296.
297.
298.
299.
300.
301.
Not enough contact with my clients, dont stay close to buying decisions.
302.
Not enough exposure to prospective clients, they do not know about me.
303.
304.
Not enough people know about me, but I really do not have too much more excess
capacity. I think I could do about $1,000,000 per year before it became too much.
305.
306.
307.
not getting our foot in the door first, he has more homes for sale
Page 943
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
308.
309.
Not knowing the right people, too busy doing it to be out finding it.
310.
311.
Not organized, and presented in form, package, that client, really validate the benefits
from it. Lorea' l and Zone Therapy. Even the effect is faster, better and last longer.
312.
Not proactive enough in the market place. We need to be actively out in the
marketplace continually drumming up business. We are always inside finetuning the
program. Lack of confidence. Dont have big enough balls! We dont have anyone
who loves to get out and sell.
313.
Not recognized as a serious builder who builds a lot of houses and not having a lot of
selection.
314.
315.
316.
Not so much that we lose them to competition, they just don't join with us
317.
318.
319.
Not sure
320.
Not sure
321.
322.
323.
Not understanding of customers and markets Not market segmentation, pricing and
positioning
324.
325.
326.
Once we get them, we havent lost hardly anyone was a new buyer had a friend in
the business.
327.
One would be price, where the prospect was looking for the cheapest deal, the other
would be that the enquiry never reached us in the first place. This could be due to the
prospect having been referred directly to a competitor, or for some reason the
prospect doesnt know we exist. Our conversion rate is predictably three out of five.
328.
329.
Other banks price differently from the way we do and their fees wind up costing the
client less. For example, we run our shops like manufacturing plants. We know how
much a widget (a deposit ticket or a bank note) costs to process (that is verify and
credit to the clients account). Our price to the client is based on a markup from that
cost. Our competitors all charge pennies per dollars deposits, e.g., 12 per $100
deposited.
330.
331.
Our first competitor is doing nothing. We have many people coming to us knowing
that they have hiring problems and their boss dont want to spend the money to
address the problem or even acknowledge it.
332.
Visibility
Page 944
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
333.
Our product sounds too good to be true people are afraid of biotechnology
334.
Our products are not suited to a clients specific needs. Our operating philosophy
does not align with that of the clients.
335.
Our service is too expensive (or can see as the market we are in are too cheap to
pay for decent service). Or our service doesnt exactly meet clients need.
336.
337.
338.
339.
340.
People dont like our approach to education (we require too much parental
involvement) and/or they want different content (more Christian and/or more
classical)
341.
people dont shop enuf-buy the perceived sponsored plan; other agents play along w/
client need to shop til they drop and send info w/o finding need 1st
342.
People get bored with anything. New managers want to do something new when they
come to the store we have. Thats the main reason for loss of clients for us.
343.
People not knowing of me, or if knowing of me, believing they would be better served
by one of "the majors."
344.
People still think of our coffin as something a little too far out What will the neighbors
say?
345.
346.
347.
348.
Perception of price with the big box stores listed above and my marketing ability to
the public.
349.
350.
351.
352.
Poor economy tightens advertising budgets, prospect believes that another media
might gain it more exposure.
353.
354.
355.
356.
357.
Price (6)
358.
359.
360.
361.
Price (potential customers perceive our shelters to be too expensive without really
understanding the underlying long term value and longevity of our buildings) and
delivery time (we need to be able to streamline out manufacturing process).
362.
Page 945
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
363.
364.
365.
366.
367.
368.
369.
370.
371.
372.
373.
374.
375.
Price and full time person ( we just hired a full time person on Jan 24)
376.
377.
378.
379.
380.
381.
382.
383.
384.
Price and personality isnt a match. In this biz we are very connected to the client and
the personality really has to be a fit in order for us to help clients be successful.
385.
386.
387.
388.
Price and sometimes. Id Do not tell them what they want to hear!
389.
Price and terms of the business contract ie. Some of the competition offer loans up
front etc.(2) personal relationships of competition by virtue of living in the region or
country vs me in the USA.
390.
Price and that some people wanted to do business with a larger organization
391.
Price and the perception that they can do a better job for the $$$.
392.
393.
394.
395.
396.
397.
398.
Price is the main one but usually if we are contacted by the prospect we close the
Page 946
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
sale because we put their needs first.
399.
400.
401.
402.
403.
404.
405.
406.
407.
Price, availability
408.
Price, branding
409.
Price, demographics
410.
Price, esp. for kids. Convenience.if we have a long wait, its no longer convenient.
Poor execution on our part, poor Client service.
411.
412.
Price, features
413.
414.
415.
416.
Price, relationships
417.
Price, shipping costs, lack of listing with competitors for some search terms.
418.
Price.
419.
420.
421.
Price-Location
422.
Pricing (3)
423.
424.
425.
426.
Pricing, and they make more in person visits with that account. Better relationship.
427.
Pricing; existing relationships they may have with key decision makers
428.
429.
430.
Probably lack of credibility because I dont have a big name like Brad Sugars does
here in Australia.
431.
Procrastination Fear
432.
433.
434.
Page 947
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
headquarters not in my territory
435.
436.
Prospects do not know the quality of our program, the real differences with the others
437.
Prospects dont hear about us. then they keep not hearing about us.
438.
Prospects looking for a magic bullet and them not wanting to do their part in making
the changes.
439.
Pt does not respond quick enough even though they come here as a last resort.
440.
Public acceptance
441.
442.
443.
444.
Reason 1: They see more prospects than I do. Reason 2. Im a newcomer to the
game and dont have the credibility of the more established sales trainers
445.
446.
447.
Reputation they have been in business longer Resources financial and human
they have more resources to gift things to the customer that I must charge for.
448.
Reputation (mine is still very little, Im not too well known yet)Search engine
optimization
449.
Retail stores are more convenient and sometimes the prices are very competitive
450.
Right now they have a Stronger name in market and are more accessible to the
masses.
451.
Right now, its because the business community at large doesnt know about me.
452.
sales pitch
453.
454.
455.
456.
Size of my company
457.
Size, price.
458.
Small organization, Not enough proactive research, Take too long to field new
expertise, Not able to market out products very well
459.
460.
Some people insist on buying the lowest price without evaluating the proposals.
461.
Some people just dont want to download an ebook. I dont allow them to print it off,
some dont like that. My books are more expensive in some cases. Some people
Page 948
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
wont buy anything they cant see and touch first.
462.
463.
Sometimes it is not competition people just decide that they do not need my
services (seminar, books)Competition is more aggressive, louder. Customers like to
shop nnova
464.
465.
466.
Tell the truth not what they want to hear. Dont like me or office policies price
467.
The buyer shops for a rate and believes some misleading competitor or the other
realtor tries to get buyer to use their in-house lender(they get kickback) Neither of
these are big issues
468.
469.
The clients have already an established relationship with those competitors since
we're the 'newby' .
470.
The competition has been in business for a much longer period of time. We are not
situated in the best location
471.
472.
The main reason we lose is because we werent in on the deal. We probably werent
in on the deal because our competitor had a previous relationship that we didnt.
473.
The mindset of most people is that they will continue doing what theyre familiar with,
even if what theyre using will lead them into bankruptcy. Therefore, a joint venture
will be new to them whereas hiring someone to lead a department is what will first be
on their minds. Second reason: Im not a yes man. I tell people what they need to
hear, not what they want to hear.
474.
475.
The only reason we lose business is the customer just doesnt know we are here
476.
The right course in the right location at the right time. Established street cred for the
membership associations.
477.
The two top reasons we lose business to these competitors are name recognition and
price.
478.
Their facility is newer , they say that they take more trips
479.
Their particular Insurance doesnt cover me but only a PhD; attracted to sliding scale
fees
480.
Their sales people are more persistent, most have a national product.
481.
482.
483.
484.
They are a lower price, perception that they are more capable due to size and
experience
485.
They are able to deliver faster or they are willing to fraudulently inflate values to serve
the needs of a client
486.
Page 949
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
487.
They are big, and can afford to do marketing that I cant afford.
488.
They are bigger with big brands. But I do guerilla marketing to beat them in my field
usable marketing for small biz.
489.
They are cheaper than me and we've also been on the wrong end of some awful
stories even though they were untrue.
490.
They are in the account before we are, and they are cheaper.
491.
They are longer in business and theyre better known, we do no t have enough
testimonials.
492.
They are not properly educated about their options to surgery and the other weightloss facilities have a larger budget for TV advertising
493.
494.
495.
They are seem as better qualified (he is a CPA also).They have been around longer.
496.
497.
498.
499.
500.
They didnt hear about us, They think we are for smaller companies.
501.
502.
503.
They dont know I exhist. Prospects dont realize they could have a guaranteed ROI
on their training investment.
504.
505.
They get my prospects on their LISTS. I have to be able to access prospects using
tools which will not allow my competition to access my LIST. I have to go to a Unique
Turnkey solution as well.
506.
They get there first, and they offer platforms that I cannot offer at this time, esp. for
restaurants.
507.
508.
509.
510.
511.
They have better branding and "time in service" on the Internet (and "Brick and
Mortar" world) over and above me.
512.
513.
514.
515.
They have more experience and Im still working on my sales skills. I also will look at
developing a USP.
516.
517.
Page 950
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
518.
They have the benefit of more longevity in the marketplace and a massive marketing
budget. They also have a large trained staff in place.
519.
520.
521.
522.
They want 24-7 support. They want integration with other systems.
523.
They want results from the first mailing when it is only a test. And they say but you
are the expert
524.
They will provide much less than comprehensive care to their patients up to current
insurance limits $1000 to $1500 annually which doesnt get very many patients
healthy
525.
526.
527.
528.
Timeliness of service
529.
530.
Timing,
531.
Title company that buy their business and title company joint venture controlled
business entities. On the mortgage side in this market it is mostly lenders who lie
about the interest rate or fees to get the business then at closing the buyer finds out
that they are getting screwed but need the money so they will not recind the loan or
still move forward because they have signed a purchase agreement and want the
house and they do not have time to go to another lender.
532.
To electric massagers: because people want to have the work done for them and
relax, when they live by themselves.
533.
To small I am only a constant - My material is to complicated they want the easy stuff
(they don't want to thing to much to hard)
534.
535.
Too far away and our software doesnt meet the exact needs of the client.
536.
Too high a cost and unsurity about the demands of the financial source.
537.
538.
539.
540.
541.
Undercutting on price and the fact that they dont have the restrictions on marketing
and sales that I have from those that regulate my profession.
542.
Unsure
543.
544.
Virtually the only reason we lose business is price. The only other reason might be
that a potential client knows a competitor personally or has been referred to him by
someone he trusts, and is simply shopping my office to compare price.
545.
546.
Page 951
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
known Big Boy reputation.
547.
548.
We are new and have not done as aggressive advertising and marketing as they
have.
549.
550.
we are not on any insurance plans where they have to pick from a list of dentists.
551.
552.
553.
We aren't really competing in the open industry yet. We have our own safe haven
that barely covers our costs.
554.
We cannot accept more work due to capacity and the turn around time
555.
556.
We did not send out menus in advo, people are not seeing our menu with new offers
557.
558.
559.
we dont educate our client correctly. Smoke and mirrors. The compet. Appears to
save them money.
560.
561.
We dont have technology that can be used in large industrial applications. However,
we have a new technology that will help us with this.
562.
We dont have the lobby tactic with the regulators to obtain projects as we are limited
in staff, and we do not have an effective web to support us.
563.
We dont lose quality business to Jenny Craig or Weight Watchers, these are for
people on strict budgets. Stern and Lindsay we have not been able to forge a
recent strategic alliance.
564.
565.
We dont.
566.
We go against the grain and dont accept insurance to keep our own sanity, we
charge more due to the time we spend on people and service that we provide, we are
confrontational versus appeasing to the patients demands because it would make life
easier.
567.
568.
569.
570.
We have never had a client see if they could get a better deal because the advice is
independent and our research tools link in with all the product providers the client will
get the best product for their circumstances.
571.
572.
We quit servicing and taking care of them the way we should. We lose our creativity.
573.
574.
Were too small- although in reality only two creatives service an account
575.
When a company uses my system they have to come up with upfront payment.
Page 952
Question 51. What are the Top Two Reasons That You Lose
Business to the Competition?
576.
When it happens, it will be because the newsletter does not meet readers needs.
577.
When we launch our product line, the one advantage our competitors will have over
us will be testimonials. So one of my marketing objectives will be to aggressively
request testimonials from satisfied clients.
578.
579.
580.
581.
Your solution runs on the IBM AS/400 (we want Windows once we determine this
we usually do not even bother to compete), we really favored another company and
we just brought you in to keep the other company honest (and we were not straight
with you when we shopping you), we selected a industry specific solution from people
we have known for years
Page 953
0,0,0
2.
12 months
3.
2 times per week for 3 weeks, 1 per week for the next 9 weeks if they do not show
interest I do not re-contact them
4.
5.
6.
7.
90 days coaching, on permanent mailing list, regular follow up some clients have
been part of my follow up for 10 years
8.
9.
10.
A letter, bringing our name in front of our client every two or three months
11.
12.
13.
14.
15.
A lot with a client who signs up, very little if they dont.
16.
A lot!
17.
18.
A phone call or letter to see if they want to book for next year.
19.
20.
21.
Ad hoc for all this is something that needs to be developed and standardized
22.
after - limited
23.
After a client buys, I will review their confirmation slips or other paperwork that they
get when a sale is made. I havent been following up with clients that dont buy.
24.
After a client has bought we follow up immediately after delivery to make sure that
everything is all right and then we usually follow up every 3-6 months just to touch
base. We usually dont follow up with a client very much if they do not purchase.
25.
After a client has purchased they receive a hand-written thank you card within a
couple of weeks, then they are added to my newsletter mailing list. If I don't close a
prospect then if I have their personal info I try to either call or write. This isn't
something that I've actually spent much time doing but probably should look further
into it.
26.
After Buying: CSI Card as they p/u vehicle. Thank you card next day. No Purchase:
Follow up phone call sometimes
27.
After client has purchased our product, follow-up is done in 30 to 60 days to see if
they are having any problems with our product and at the same time they are asked
for referrals. For those who decide not to buy, they are contacted my mail with flyers,
Page 954
After getting the refund(s) for a client or after a first or second refusal, an annual or
biannual letter or call to see if theyd like me to double check or check their bills for
more or first time refunds
29.
After purchase 4-5 times in they dont purchase possibly a followup call from sales
rep no formalized program or followup system.
30.
31.
32.
After the buy we work together for about six month until the project is closed.
33.
After the customer buys I follow up with a phone call in two weeks to see how they
liked the products, if they need any additional or if they are interested in some other
products that I have to offer.
34.
after they buy: 2-3 times. They dont purchase: seven times
35.
After they buy: call 2-4 weeks after purchase Most of the time none, unless they
want a call back If someone becomes a business owner with me, then, every day or
so
36.
AFTER they buy direct mail With a prospect if they dont purchase further contact
from the sales person
37.
38.
After they buy still not enough. If they dont buy almost nil up until now.
39.
After they buy : we follow up with a Thank-you letter With prospect if no purchase:
None
40.
After they buy = Re-contact about once per year. After they dont buy = Re-contact
about once per year.
41.
42.
After they buy is not allowed by lenders. If a prospect doesnt purchase, ask if we can
work with them to secure loan further. Ask for referrals. If they dont want your
product and have indicated no cannot go any further with their permission due to
legislation.
43.
44.
After they buy they get a welcome letter If they dont buy I often dont send them
anything
45.
After they buy they receive a follow up call and a letter a few days later. We currently
don't follow up prospects that don't buy.
46.
After they buy we follow up until the job is complete. Prospect, if they dont purchase,
I follow up at chamber events and E-mail newsletter.
47.
After they buy we have an entire customer service department dedicated to follow up,
up-sell and relationship building.
48.
After they buy we talk to them by fax or phone monthly. We check back with those
that refuse our service every six months, or so.
49.
After they buy: maintain a dialogue and offer potential value-added services or next
step offerings that make sense to the client.
Page 955
After they buy->1 call 1 letter, calls as needed, 1 letter /month. Prospect->3 calls 2
letters
51.
After they buy-I do a post event interview. With those that dont buy-I call and simply
ask why they didnt choose my company. As stated in the last question this is the
reasons for now going with our company.
52.
53.
After they sign up, twice a year. If they dont sign up we dont.
54.
55.
56.
Again, we are face to face with them while servicing their account.
57.
58.
All customers at least once with the tracking number email Customers interested in
newsletter in addition to above, each month with our newsletter. Non-buying
customers occasionally email follow-ups. None if website visitor who leaves without
buying.
59.
All the time. Everyone is on a constant upgrade pathNo matter if they buy or dont
buy. We manage lists very carefully though.
60.
Almost nothing.
61.
a lot
62.
63.
Always check to make sure everything is OK and they are happy 3months and 1 year
64.
65.
66.
Always ongoing in all cases usually by phone, sending info and leads to them,
finding articles from their competitors, etc.
67.
68.
69.
70.
71.
72.
73.
74.
75.
At least monthly
76.
Page 956
78.
Bi-annual calling of all customers, monthly mailing of all customers and biannual
mailing of all prospects on the database.
79.
Building up to a lot
80.
buyer: call for referrals nonbuyer: keep calling, faxing etc. until they buy or have had
enough of us. we don't quit after the first dozen no's.
81.
BUYING CLIENT: letter of appreciation & slides for insurance purposes, postcard
announcements of upcoming shows (about 2/year)NON-PURCHASING PROSPECT:
note to acknowledge their interest, express regret at parting of ways, ask to be
considered in the future
82.
Call a couple of weeks after installation reiterate that we are there also help out
with product setups / advice where possible.
83.
84.
85.
86.
Care call to see how feel a day or two later. Otherwise very little, a confirming call
that approved and how to send in payment
87.
88.
89.
90.
Client after they buy: monthly newsletter, loan servicing happens over 1-5 years so
they hear from us via e-mail when money is transferred. Prospects get the monthly
newsletter.
91.
Client after they buy: They receive material to promote the event, they receive
contracts and they receive a call from the artist to confirm the desired event content
material. Prospect that doesnt purchase: They receive future mail-outs, follow up in 3
6 months
92.
93.
Client Followup Substantial Prospect without Sales Very Little Client Relationship
Building Some
94.
Client, after purchase, right after signing contract send a letter, call and set up
appointment to walk through about 10 days before start of service, that appointment,
call day after first service, 1 week after 1st service, generally monthly after things are
in operation, more often if any problems occur. If they dont purchase, we follow up
until we get a definite no, then follow up time varies from a month to 6 months
depending on their circumstances.
95.
Client-monthly; prospect-weekly
96.
97.
Clients after they buy phone call the next day to acknowledge and re-assure their
decision to buy. Begin the service immediately with some quick wins or benefits. We
then work with the client on a weekly basis to identify and implement strategies so,
we develop a close working relationship.
98.
clients get weekly newsletter with current offers, nothing with people that dropped out
99.
Clients have a yearly surveillance meeting with our analytical teams. Clients are
Page 957
101.
Conference calls and training with GMs, Parts (installation), Finance & Insurance,
and Sales. Depending on the dealership we will proactively call them 1 4 times a
month.
102.
Constant communications
103.
Constant contact discuss project and whether there is more we can do.
104.
105.
106.
constant, since it's contact intensive. It just starts then. They get the montly
newsletter by e-mail and I try to pass by once every two months.
107.
108.
109.
Continual
110.
111.
112.
113.
114.
115.
116.
Continuous.
117.
118.
Daily to weekly
119.
Depending on the product or service. Weekly immediately after they buy, and taper
off to monthly or quarterly as appropriate for the customers buying cycle. Annually if
they do not.
120.
Depending on the relationship created whether they buy or not every month or two.
121.
Dont do enough
122.
Dont do much with prospects who dont purchase. Follow up with clients with email
newsletters.
123.
Don't buy: Stay in touch with different offers After: maintain relationship to see what
else they might need
124.
E mail
125.
Email - sporadic
126.
127.
Email, try to set up a follow up coaching call after the event but only do them with
maybe 1/3rd of clients.
128.
Embarrassingly little.
Page 958
130.
Every month for buyers. Dont buys get twice a week for 4 weeks.
131.
132.
133.
Every week
134.
135.
136.
137.
extensively. Quarterly.
138.
Follow up and building a true trust relationship is KEY for our kind of work and future
positioning.
139.
Follow up call made within 24 hours after their initial call to us.
140.
Follow up is scheduled with a client after they buy to determine a number of things,
as mentioned previously in question 45. If a prospect does NOT purchase, I will
endeavor to keep our name in front of them on a regular basis indefinitely.
141.
Follow-up after they buy to see how they liked the service. Not enough with clients
that don't buy.
142.
Follow-up contact after a job has been sporadic and ad-hoc, it is a goal to do this
100% of the time this year and forward.
143.
144.
145.
For a client our plan is to follow up after one week, after one month and every three
months thereafter. For clients and unconverted prospects, monthly through a
newsletter
146.
For the clients that buy, a letter for post sell, call to keep upto date in funding process,
and referral generating phone call. If e-mail is provided feedback form through email. If they do not. E-mail in future time.
147.
Frequent visits
148.
General contact every quarter - but very little unless they have a specific requirement
149.
150.
Give them a letter after they become a client and a follow-up after the first three
cleans. After that, a phone call every month after that.
151.
152.
HARDLY ANY
153.
Hardly ever.
154.
155.
Heaps
156.
157.
Have not marketed yet have just tested somewhat to test the waters..
158.
Page 959
I always thank them for their business; and I always thank a non-buying prospect for
their time and interest in seeing me.
160.
161.
I am quite confident with my service. It is getting the initial sale that is crucial.
162.
163.
164.
I call them after the sale, then a couple of weeks later and then every month or so.
165.
I contact the client with the x-tra letter, and depending on importance I contact the
customer over phone after some time, say a month, to here what was the importance
of the product we developed.
166.
I continue to follow up with auto-responder series for each group till they buy again
(and thereafter) or die (or unsubscribe)
167.
I do weekly to twice weekly follow-up with my clients. I do bi-weekly to monthly followup with those who dont become a client
168.
I dont follow up after people have bought as much as I should. I post new articles on
a members only site. Thats it at the moment, other than a prospect/customer autoresponder service I have at my web site... it follows them up for 1 year.
169.
I don't have any clients yet and I "move on" if a prospect says no.
170.
171.
172.
173.
I follow up sometimes as much as every week, I forget the ones that dont purchase.
174.
I follow up with a phone call and a thank you note thanking them for buying from me
and ask them for referrals to other people that might be interested in our products.
And the ones that do not buy I usually call and send them some literature.
175.
I follow-up as many times as necessary to make sure the client has exactly what they
want. I only follow-up with prospects that dont commit to an immediate project if
there is a possible project somewhere on the horizon.
176.
I generally follow up with these dead prospects. Some of them ultimately turn into
customers. With those that dont buy I check in 6- 12months later and there after 6months to 12 months thereafter. For a customer, I cal back frequently until the project
is finished and thereafter 3 months
177.
178.
I havent even closed my first sale yet! Up until now, I just dismissed the prospect
after they said no to my first appointment pitch.
179.
I like to make sure with one or two contacts by phone that they are satisfied and
utilizing whatever plan I laid out for them. If they dont buy, they go on my email list
and get info and keep in touch that way.
180.
I literally become one of the firm. See also last sentence of answer to question 47.
181.
I maintained a customer mailing list to tell them about sales or new items.
182.
Page 960
I offer a follow up coaching service for my clients. And I keep in touch with them at
least once a month.
184.
I plan to do sth about 50 in a year for both not counting special offers I will have
only automated follow-up by Auto-Response Plus.
185.
I plan to regularly contact them. Perhaps this could be done by offering a newsletter
with recipes and cooking tips.
186.
187.
I see client weekly for many months, sometimes a couple of years. When the
coaching ends, we have no systematic follow-up for contact
188.
I send out twelve forms of contact in the form of, email, phone, fax, letter, and
downloadable white paper.
189.
I send them a monthly newsletter, I write them immediately when they have questions
or problems. To my business buyers, I write them separately once in a while and
give them something free usually.
190.
191.
I stay in contact via email with my weekly Must-Know InfoTM Bulletin. If I see an
article that is of interest, I will email it to the client. If the situation calls for it, I will call
to discuss a review of their situation.
192.
193.
I try to touch base with people after their lesson to see if they need any clarification or
would like schedule another session. Those that dont buy, nothing
194.
I usually call the client about a week or two after they buy to see if they have any
questions, and to find out if the report delivered what they expected or hoped it would
provide. I follow up by e-mail and then phone with prospects who have expressed an
interest. Although there havent been many examples of this type of prospect, I have
closed most of them by being persistent. The big task is getting them to express an
interest in the first place.
195.
196.
197.
198.
If a prospect doesnt purchase I ask them if I can call back in a few months to see if
things have changed. Once a prospect becomes a client I stop in to see them from
week to week to make sure they are using my system to the best of the systems
advantage.
199.
If a prospect is initially interested but does not buy I make it a point to follow up
and ask them why and if I could have done anything different that would have made
them say Yes . I go to school on my lost deals.
200.
If prospect doesnt purchase I usually let them go unless there is something that
indicates that theyre a really big operator.part 2previously described I sales
funnel analogy
201.
If someone buys there is constant contact because I do consulting work. If I dont sell
there are usually one or two follow-up calls.
202.
If the people join the Business Development program we continually work with them
until they dont want any more assistance. We also Subscribe them to our email ezine
so we keep in touch.
Page 961
If they buy they will get a follow-up post card every 30 days. If they dont buy Autoresponders
204.
If they buy, once a month for the first year, if they do not buy 2 times a year direct
mail and maybe one or two phone calls.
205.
If they dont buy, see # 41 above. If they do, weekly e-mails or phone calls to see
how the animals are doing and if there were anything more that I could do.
206.
If they don't buy, unfortunately right now, no follow up. If they do buy, then they
continue to get more information about our products and services on a visit to visit
basis as they come in for care. They ar also invited to come workshops on special
subjects regarding health.
207.
208.
I'm in constant contact with a client after a sale. If they dont purchase no contact.
209.
In terms of ensuring they are satisfied almost nil unless a problem is suspected
210.
211.
Infrequent
212.
213.
Insufficient and not sustained. I dont have a system call up which reminds me when
contact needs to be made therefore it often lapses.
214.
Internet Sales: No follow-up after purchase. No way to contact if they dont purchase.
Fraternities. We offer a package to do a seminar as part of a group purchase. If they
dont buy we try periodic recontact. In the future we plan an e-mail newsletter with
tips on using the Career Portfolio which will be sent to both online buyers and embers
of fraternities who are part of a group purchase.
215.
216.
It is a little hard to follow up as we do not really know when the potential client would
require our services. Clients use us on a project by project basis
217.
218.
Its ongoing
219.
220.
221.
222.
Keep calling regularly to ask how things are going and what we can do to
improve/help
223.
Letters, emails, phone calls, post cards. No follow up with people who do not
become clients.
224.
Limited
225.
Little, if any
226.
Little.
227.
228.
Lots
229.
Lots, letters, gifts, newsletter, direct mail and email coming soon.
230.
Low or nil
231.
Mainly follow-up with those who buys from us and further introduce more products to
Page 962
233.
Make sure they get what they were promised. If they dont purchase we follow up by
phone and check pain level.
234.
Make sure they succeed with our product. Make sure they can be used as a
reference.
235.
Missed prospects- never because there are so many new ones. Clients after they
buy..every six weeks
236.
Monthly
237.
Monthly letter to current customers 3-6 months for customers who havent purchased
and already went through our initial marketing steps
238.
239.
Monthly we monitor results with some accounts, with others every quarter and other
every 6 months.
240.
241.
242.
243.
My clients last for years - Prospect not to much I always have new ones to try
because of my referral system.
244.
My interaction with a client I work with is at least for a few months. After that I always
keep in touch for at least one month after expiration of the contract. If they do not
purchase I keep them warm at least with 2 follow ups.
245.
N/A yet
246.
Nearly all first-time clients get a follow-up call. Continuing clients get calls usually
quarterly. Lost prospects usually dont get a follow-up communication.
247.
New client gets follow up visit immediately after new purchase. Clients that do not
purchase are contacted regularly
248.
249.
NEWSLETTER
250.
Newsletters only
251.
Nil
252.
Nil
253.
Nil with prospect that expresses disinterest. Client after sales follow up is as above
254.
No follow up ..(4)..
255.
No follow up with clients that dont purchase, follow up continuously with client that
buys.
256.
No follow up with prospects who dont purchase, unless we agree timing is wrong.
After client buys we speak/see them regularly.
257.
No formalized method
Page 963
259.
no limits, we follow up our prospects until they buy, or asking for unsubscribe,
260.
261.
262.
263.
264.
None (48)
265.
None [this is a great tool Jay! Youve completely humbled me and exposed how little
Im applying the info youve shared with us and motivating me to take action]
266.
267.
none right now but I plan on it. They do get a email after they make a purchase
thanking them for the business.
268.
None with a non-purchasing prospect, unless the decision was mad after we left the
meeting and then we do call to try to find out why we lost. We do follow up a great
deal with new clients because we must implement our investment program.
269.
None with a private prospect for previously mentioned reasons, but we will always try
to find out from a FD why their client has picked another coffin instead of ours. If a
private individual buys, we do not contact them after the funeral, but for a FD buying
for the first time we will always do so to find out how things went.
270.
271.
272.
None, what else can you sell after a home loadn and or refinance other that others
who need to refinance
273.
274.
275.
Not a huge amount if they do not buy keep in regular contact if they do.
276.
Not applicable yet. But I intend to follow up at least once a month with the clients of
my new joint venture partner.
277.
Not as much as I would like to. The email newsletter that I am planning would be a
great help for prospects. A separate newsletter for clients would be great as well.
278.
Not doing a very good job with this. Irregular follow up in both cases. Feast or famine
situation in construction is standard.
279.
280.
281.
282.
Not good with after sales service at all Better with prospects\
283.
284.
285.
286.
287.
Page 964
289.
Not much with the clients and hardly any with a prospect who doesnt
290.
291.
292.
293.
294.
295.
296.
Not really any follow up as most of them are coached on a regular basis.
297.
298.
299.
300.
301.
Not very much (its wrong, isnt it). Currently with prospects who do not purchase:
nothing.
302.
303.
304.
Nothing consistent.
305.
Nothing with those who dont purchase Our process is pretty involved with those who
do buy
306.
307.
Offer FREE newsletter, we plan on offering a Enter to Win contest (to keep them
coming to site) They are in database, for future promotions
308.
309.
once
310.
Once a month
311.
Once a month after purchase every two days before they buy
312.
Once a quarter
313.
Once a year
314.
315.
316.
317.
318.
319.
ongoing
Page 965
Ongoing and continuous until they either start buying or request to be dropped from
our contacting list.
321.
ongoing involvement
322.
323.
Ongoing.
324.
Only as above
325.
326.
Our business is dependant on not one project order. Instead, the ideal client places
multiple orders, often weekly. Or, they publish a periodical monthly, semi-monthly, or
quarterly. After they buy, there is constant communication during project production
because of the process which demands proof approvals and tight scheduling. After
one project is concluded, there is continuous follow-up by sales and sales
management with clients and prospects because of the ongoing nature of their
purchasing process.
327.
Our clients get a post-project questionnaire where they answer about 10 questions
regarding the project, our effort, impact and feedback from their employees. We
follow up with prospects about every month for a 4 months, and then unfortunately
will let them die. Maybe we try again in a year, but thats it.
328.
Our database automotives this follow up process they get 7 days, 15 days, 30 days,
60 days, 120 days and budgeting program will allow to get in front of clients 5 times a
year
329.
Our marketing and training is rolled into one. Meaning our trainers are also our
marketing staff. Once a user decides to purchase our software they are trained for 23 days which is the first contact after the sales cycle. After this their only contact with
our company is either through support if they are having problems or our receptionist
if they are ordering forms for their printers.
330.
Our new program is for up to 12 contacts for a prospect. Once a Client, we are
developing a followup vehicle (ezine or newsletter) that we will generate and send
every 3 weeks forever.
331.
permanent
332.
333.
Plan to continue working with employee benefit clients to help them grow their
businesses
334.
Planning to have a lot of feedback after the sale is made. Nothing with the purchase
declining prospect
335.
336.
337.
338.
Prospect that doesnt buy, none. After they buy, 2 times a year personally- 6 times a
year corporate.
339.
340.
Prospect: I will check back periodically (quarterly at the most). Client: Im in frequent
contact throughout the engagement.
341.
Prospects are set up in a tickler file to receive continual monthly follow up by phone.
Page 966
343.
344.
Quarterly
345.
Quite a bit.
346.
Quite a lot as I am with the client regularly. Prospects that I lose, I normally send
them a letter of regret. Thats about it.
347.
348.
349.
Redundant.
350.
Redundant. At the retailer level after they buy have service calls generally once per
month either by phone or in personWith a prospect as agreed at time of
presentation and at least within 90 days usually a phone call.
351.
352.
353.
354.
Regular follow-up with all clients and prospects before during and after including hot
prospects who dont buy.
355.
356.
357.
Regular reviews/newsletters
358.
Regularly. Most in case of complain only. May be once to check if every think OK. If
didnt purchase I contact regularly but finally give up.
359.
360.
Sadly, none
361.
362.
363.
Satisfaction surveys after projects completed, ongoing contact with prospects we lost
they are added to our mailing lists.
364.
See answer to question 49. With clients that have purchased, rarely a day goes by
when we dont communicate with the client. We relationship is best described as an
outsourced employee rather than as a consultant. We want the Pres/CEO to look at
us as if we were the in-house VP of IR with office just down the hall.
365.
366.
367.
Seldom unfortunately.
368.
369.
370.
371.
Service is weekly coaching and ask how can coach them better. Not got system for
follow up for people who dont buy.
Page 967
Since coaching is ongoing, I have a lot of contact with a client. If they dont purchase,
Ill have minimal contact
373.
Since our customers are repeat buyers we are in ongoing contact with them.
374.
Since our program for Foreclosure Rescue is so unique and exclusive, we dont worry
about those who dont go with us. They will either come back or will go on with life
and lose what they have. We dont have time to deal with those people right now.
Later on, if we dont have anything else to do, we might try going back to them. The
clients that do buy into our program will be set up to be our client for life.
375.
Some (2)
376.
377.
378.
Sometimes nothing
379.
380.
Start up still
381.
382.
Still working on AFTER they buyBefore they buy I would usually only follow-up
once and if they didnt call back I let them go. This is something Id like to take a look
at and would like to know how many times to follow-up with someone as well as how
to approach them.
383.
384.
Thank you and offers to do tune ups (free presentations) send articles relevant to
their industry, calls.
385.
Thank you notes to both and follow up phone calls with clients.
386.
Thank you notes, special occasion cards (birthday, anniversary, etc.), periodic
informational letters, newspaper clippings about them or their interests
387.
Thanks you letter, on going personal visits, 2 per month average. If they dont
purchase there is usually very little personal contact. Especially if it is a 5 year
contract.
388.
The best follow-up is with clients on contract. Contact is constant. For retail and
services bought, contact follow-up is very sporadic
389.
The buying client will never stop hearing from me until he says, "Stop!". - The nonbuying prospect will hear from me at least 7 times (usually more) unless they ask to
be removed from my list.
390.
391.
The follow up answered here and asking for referrals. Yes honestly I sometimes have
to push myself to remember to get the referrals.
392.
The prospect. I currently dont have a method for tracking a prospect. Once I get a
direct mail or email list, I will be able to create a sequential marketing campaign. The
client. I follow up with a client through a cover letter with their purchase, this letter:
Thanks them for their purchase Encourages them to refer others to me by offering
discounts on future purchases Gives a brief overview of my company Opens the door
for future purchases. I have added this letter to the appendix.
393.
The same for all. I treat customers and high potential value prospects the same.
394.
Page 968
396.
397.
There is continuous follow-up with clients after they buy because of the nature of the
services they are buying. There are continuing discussions, meetings and
presentations throughout the consulting process. We keep in contact with clients that
dont purchase but its more like the contact you would have with a client that didnt
buy a widget or some other industrial product. It should be much more frequent and
intense that it currently is.
398.
There is no formalized marketing done at initial contact other than an offer is made to
join my mailing list. After the sale, a thank you letter is generated along with a follow
up are you satisfied letter (asking for referrals) and those names are added to my
list. If a prospect doesnt buy and doesnt join my list then no further follow-up is
done.
399.
They are immediately placed into our database and receive emails 3+ times per
month educating them as well as monthly direct mail.
400.
They are recalled on a regular basis with phone calls and letters.
401.
402.
403.
This is the area where we are now directing our attention. We are good with our
follow-up with customers up to the containers delivery, and we check in a few days to
ensure that everything is OK. After that we generally leave them alone. For prospects
that dont purchase weve just prepared a lost sale letter which well be
implementing as a standard part of our enquiry process shortly. We do nothing to
stay in touch with expired hire customers or sales customers. This is largely due to
not having anything else to offer them (i.e. product or service) or anything further talk
to them about unless they have a need for another container, in which case theyll
initiate a further conversation with us.
404.
This varies totally. There is, however, no plan in place for follow-up other than
announcing future books.
405.
406.
To little, I know
407.
To this point it has basically been through the emailed newsletter which is monthly.
Once I can get a mailing program working, I will set it to follow up after buying and
after inquiries. Recently I contacted someone when I got their order, basically I
wanted to convince them to take another similar product that I had on special (I didnt
have the one they wanted on hand, they still wanted the original product they asked
for, but took the other at well. Made me think what am I missing out on here?
408.
tons
409.
Unless a client told me that please do not call, I try to call them back in two months. I
also try to get an appointment so that their calendar is clear on that date.I try to
remain in touch with clients on a regular basis. I try to call them once a month.
410.
411.
Up to the salesmen
412.
413.
Usually follow up initially either in person or over the phone. with a prospect that
doesnt purchase one or two visits is the norm.
Page 969
415.
Varies
416.
417.
418.
419.
Very little after they buy. I keep after the client if they do not buy.
420.
421.
Very little if they dont originally purchase, and if they do its generally an ongoing
conversation
422.
423.
Very little with a potential client if they don't purchase. If a client does purchase,
there will still be very little unless there is reason to believe that he may purchase
additional land.
424.
425.
Very little. We do more with a client after they buy because there is a lot of set up
involved. But I would say we really only do the minimum follow up and are not very
effective in cementing their decision to work with us.
426.
Very little. A quarterly follow-up after they buy. No follow-up with prospects that do
not purchase.
427.
428.
We are a retail business, therefore most of this is not applicable. We dont capture
address, phone #, etc. because men dont want to give this info out just to get a
haircut.
429.
430.
We are in contact with them daily at first until they are used to the software.
431.
We are repeating the same question. After they buy, for the first three months on
once per month basis. After that once every 6 months. Besides, a monthly newsletter
(printed). For prospects if they dont purchase information to hurry or else they will
need to wait half a year, monthly newsletter and then information that production
capacity is back.
432.
We call, write, make direct contact, provide information. With prospects our contact
has been more limited and works out to about once a quarter after sending out
several pieces.
433.
434.
435.
436.
We follow up constantly with clients that have bought, none with a prospect that does
not buy
437.
We follow up regularly with a client after they buy. We dont follow up for a year with a
client if they dont purchase. We are changing that on products (as opposed to
services).
438.
439.
Page 970
We have an authenticity card they can send in to register as a collector, we then send
them a newsletter that comes out a couple times a year.
441.
442.
We have meetings with them and let them know of what is happening and make sure
that they are happy
443.
We have usually one to five email conversations as a follow-up with a client if they
dont buy directly. However, with those buying our services we have daily contacts or
several times a month mostly by email, and from time to time by teleconference, as
required.
444.
We havent done anything significant with prospects who dont buy. We are much
better at looking for the next opportunity with clients (e.g. notes on 41)
445.
446.
We maintain a continual contact with clients monthly meetings and reports mainly
447.
We maintain regular contact, but dont have a clear system for doing so.
448.
449.
We phone all clients after they buy and email them if we cannot get them on the line.
Prospects: Newsletter, I also intend to run a parallel sequence of special reports
450.
We provide ongoing support through phone, e-mail and chat, but we do not actively
follow-up customers.
451.
452.
We recently incorporated an initial process for the follow up but we have not yet
implemented it.
453.
454.
455.
We send out a Thank you letter with our Federal EIN, and a quarterly newsletter for
buyers and a prospecting letter for non buyers.
456.
We send questionnaires only to customers who buy to determine their attitudes about
the sale and products received
457.
We send them a letter and thank you if they retain (Shannon check!
458.
459.
460.
we speak with most clients on a daily basis and check with non-sold prospects on a
periodic basis based on ACT calendar of calls
461.
We spend all the time with a patient to get their result if they buy, if they dont we try
to follow up with a why not but if its not something we left out in our sales approach it
is simply that they dont value themselves enough to follow through and usually would
not be worth the bother. We toy with the idea of reactivation but if they dont get it we
cant force it down their throats so we put our energy on those who do.
462.
We try to stay in touch with current customers at least once a week. This will be
enforced with the rollout of a new weekly project status report well be emailing to all
of our clients.
Page 971
We work closely with the client immediately after purchase we dont sell a
membership and then run off.
464.
We write to them and thank them for their business when they buy from us and see
them once a year. If they dont purchase we dont do anything.
465.
Weak!
466.
Weekly
467.
Weekly and sometimes twice / three times a week contact for 12 months. Havent
purchased: fortnightly email newsletter.
468.
Weekly contact at the very least for up to 2 months. Gift basket/hamper 3 days after
purchase, movie tickets a week later, lotto tickets a week later, One personal visit for
implementation, weekly calls to check on progress etc
469.
470.
Weekly emails to make sure they are happy, reminders to do certain things at certain
times
471.
472.
Weekly-Seldom-Weekly
473.
474.
When a prospect buys from me, I write to thank them immediately, offer them two or
three free gifts as a way of saying Thank you, then keep in touch once a week or 15
days, offer them a free bonus or special discount from time to time, and tell them
about any new releases Im planning. When they do not purchase, I keep them on
my announcement list to receive future promos so that they have another chance to
become my paying customers.
475.
When a prospect buys from me, I write to thank them immediately, offer them two or
three free gifts as a way of saying Thank you, then keep in touch once a week or 15
days, offer them a free bonus or special discount from time to time, and tell them
about any new releases Im planning. When they do not purchase, I keep them on
my announcement list to receive future promos so that they have another chance to
become my paying customers.
476.
477.
Will be working on newsletter for those who have no email address to keep them in
touch through valuable content they can use immediately.
478.
479.
480.
481.
With a
Page 972
With advertisers ongoing to reaffirm their ongoing placement With readers through
web site and each issue.
483.
With client: until the job is completed. With prospect: until they buy
484.
With clients that dont purchase from us we dont generally follow up with them.
Clients who purchase from us we follow up with every week or couple of weeks.
485.
With clients, we follow-up by phone to obtain feedback and satisfaction and identify
future needs. For prospects, we dont. Maybe we should!
486.
With most clients, I follow closely for several months. But I dont have a plan for
following up with prospects if they dont purchase
487.
With my customers often with end users just initial follow up and sporadic after that
488.
With my previous clients, After they buy, I come back a week later to deliver their IDs
and the medical directory; none with those who dont buy; and after they buy, none
so far, but a letter is being written for this purpose.
489.
490.
With prospect that dont purchase: monthly calls to check on the status of the
competitor design-in With client after buying: on 24/7 to help solve problems caused
by our solutions.
491.
492.
With the customers that dont buy we do not have any follow up. With the customers
that do buy . we have them complete a customer survey and ask them to write the
names of referrals .
493.
Yearly follow up letters offering to update information or offering to assist friends and
associates for a client discount on future services or a finders fee straight off the top.
494.
Yearly revue
495.
Yes after they buy from us. No if they buy from someone else
Page 973
0
1 in 10
1 or 2 per year
1x per month
2/3of our patients, at the end of our visit, for the last 35 days.
25% of the time
50% (3)
80% of time.
88% our business comes from Referrals, this constantly pushed to our clients every
letter, newsletter, phone all relates to giving us referrals
A really interesting question. For the last 50 questions, I have been saying that my
business is built on referrals, but I dont ask for them! Wow!
A time of purchase and month after sale
about 5% of time.
About a month after a sale
About once every 2 months, saying that when they refer me to other companies, I
then increase my resources so I can help my current clients even more.
About once per year
Absolutely, every time. If they dont think there aquaintances have a happy
communication home then we recommend that we be that home.
After a 3 month period, we will speak to our customer who hopefully has had time to
see the benefits we offer.
After case !
After closing a sale, all the time.
After completing installation and understanding that client is satisfied and then every
three months in a newsletter, every half a year a special gift campiagne.
After each presentation, Id request for 3 other contacts to follow-up
After each sales a total of 5 referrals is requested.
After every deal closes and will go back to ask them every quarter.
after every project
After every sale.
After every successful meeting
After I check with the client to see how things are going.
After one on one consultations by a personal visit
After product demo - who do you know that could benefit from these products?
After project is complete and customer is satisfied. Not very effective in my industry
because of nature of my clients positions.
After seminar, using feedback sheets.
After some inner silence, I have no process for that. Its completely sporadic
After the sale has been consummated or refusal to purchase. During each sales call.
All automated with auto responders
Page 974
All clients
All the sales reps are instructed to do this and we send out occasional messages by
e-mail reminding our clients about this opportunity to save.
All the time (4)
All the time and we flat out ask if they have anyone who would like to get the service
and results that they just got.
All the time. Asking clients if they know of people that I can help in the same way.
Almost all the time but the teachers just dont know teachers in other schools
Almost every communication.
Almost every meeting.
Almost from every client (I admit I forget it sometimes, but I can always go back)
Always (8)
Always ... but only once, after the seminar on the feedback sheet.
always, but very tentatively as this is considered unethical in our line of business here
in Europe
Always, however we havent earned any new business from this yet.
Always, when our clients are successful
Approx 30% of the time
As above, we havent figured out a way to get referrals from people due to
competition.
As directly as possible, after some relationship is established, or sometimes earlier,
when there is just some rapport, but this business is unlikely to develop into a client
As often as possible
As often as possible.
As part of the ongoing dialogue
As we target the corporate world, clients hesitate to give us referrals. Consequently,
we call people around them.
As yet, no.
ask after the sale
Ask for on both sales calls.
Ask for referrals to friends or business associates who could benefit from the same
products and service. How often depends on the relationship.
ask if they have friends or family that could use our service. With each client while
showing property, writing the offer.
Ask if they have other business associates they can refer us to. Dont ask often
enough. Currently developing a referral process to make this more regular.
Ask infrequently. Im based on servanthood strategy where on their own Im referred
Ask them if they can think of anyone else who could be interested. I do that as often
that I remember to do that, perhaps 30%
Ask upfront but do not follow up
Asking if they anyone with similar problem. Always after finished work
At each monthly meeting
At every third or forth patient visit.
At every training course
At finish of every face to face meeting and in all communication and follow up
materials
At Guests check out and in electronic newsletter
At least 1-2 times initially and then quarterly there after if our system works properly
At least every 90 days. I primarily let my clients gift a 30 minute phone consultation to
their clients that meet specific criteria.
Page 975
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Page 976
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From banks etc and current businesses on the program.. We dont seem to be able to
sell our system. We are shithouse marketers. Sometimes I think the business
owners feel it is just to hard and too much work to fix their business problems.
From existing clients but not enough and not on a consistent basis.
From happy customers, not often enough.
From satisfied customers, not very often.
Hardly ever.
have a special form that we give to our clients
Have not in the past. Will now.
Have thought about it but not implemented the strategy
Havent put that into effect yet for the website business.
Here is an area where we can stand a lot improvement. We just ask them to tell their
friends about us. But we dont have anything systematically in place.
I am going to institute this into the selling process.
I ask each client for referrals in the cover letter that comes with the report.
I ask for 3 referrals at the first session, before I start.
I ask for referrals during and at the close of a sale, and in the months and years that
follow the first or next sale.
I ask for referrals from satisfied clients on an ongoing basis.I develop a list of ideal
prospects I would like to do business with and ask clients and centers of influence to
refer me.
I ask for subscribers to our free monthly e-newsletter to forward it to a colleague, and
this has had some success. But as far as asking for referrals from paid clients, I dont
know how to do this in our industry. The problem is that a given report is typically
purchased by only one person at a company. So their referring to a colleague is
meaningless, since the colleague is not going to buy the same report (although he
might buy something else in the future). And most people who work at a particular
company are not likely to call up their counterparts at competing firms. Therefore, I
have set up no formal referral systems, and it is one area that Id like to develop.
I ask if they know anyone who would benefit. 2 or 3 times
I ask my contacts every 6 months. I get a few but most are not that good. My
strategy is to use the free seminar to close a number of one shot deals - convert a
number of those to full year service deals, and then get referrals from these clients
every 6 months.
I ask who do you know who is looking to buy or sell real estate right now? Some
clients I have asked more often than others. Some I havent asked at all.
I didnt before Jays seminar, but I certainly do now! I ask for them from everyone
with whom I have more than a fleeting conversation (I give out postcards w/one of my
art images on it, and ask the recipient to write whatever notes theyd like to make on
the back)In the future, I plan to ask upon delivery of finished work, and with each
subsequent written communication (eg. newsletters)
I do ask for referrals whenever I sell or sell again! I ask who else do they know who
may derive benefit? Many people do respect the privacy of other people and do not
divulge contact information. However, I have seen that every man/woman do have a
price and if they can benefit more they will divulge some more information.
I do ask my centers of influence by not my current clientele.
I do it at least once a month and have offered a referral fee too
I explain the kind of client I'm looking for, tailored to fit into their experience
I give the client a few business cards after each and every treatment. One to keep for
themselves and the others to pass on to their friends, relatives and acquaintances.
I give them business cards but do not directly ask for referrals.
I have a affiliate program I offer to pay a 25% referral fee. This message is in the first
Page 978
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three emails.
I have an on-going referral strategy that has me recruiting centers of influence who
will wholeheartedly refer my business. I do the same for my affiliates.
I intend to institute a formal procedure for getting referral from clients
I simply tell my clients that I appreciate referrals.
I tell them about it on the first appointment, and I ask and get referrals on the second
appointment.
I tend to ask for referrals after I have performed the work. I use a technique while I
am working with the client of gathering names without the client realizing it and
making a list of those names. Then, when I have completed my job, I sit down with
the client and ask him who on the list should I NOT contact. MY objective is to weed
out those who dont meet my criteria of ideal prospects. When initiating a working
relationship with a prospect, I also mention that I am paid in three ways: a. Through
commissions from the sale of insurance products, b. Through referrals, and c.
Through a testimonial or endorsement. I particularly like the two question approach I
learned from receiving Jays materials: a. Where do you keep the names; and b.
Lets start with the As.
I try to remember to ask on a call at least once a month.
I usually ask satisfied clients directly for referrals at the systematic of an engagement
and ask them again for referrals when new clients are needed. A more disciplined
schedule for follow-up with past clients will create many more opportunities to ask
them for referrals which should strengthen this approach.
I will as a condition of doing business.
I work it in during the beginning of a relationship and explain it is part of working with
me. I.E. Patty Lund technique
If I feel I need to remind them directly I do, but more often we get around in the
conversation where the customer suggests it. I like that better. I would like to create a
communication tool to express my gratitude if they do refer. I have also paid some
money to people that asked to be reimbursed. Frankly it never felt truly satisfactory,
most likely to them as well. I stay away from linking it with money if I can. Not
because I am cheep.
If you know of someone just like you wed be happy to help them too. When there
was a good result after treatment
In all correspondence and on the web site.
In annual newsletter
In BNI but it doesn't work.
In conversation during loan process and after closing.
In each postcard mailing done to current customer
In every contact with the customer
In every seminar and when clients start working with us.
In house while we are working with the individual. no real system is set up.
In my thank you and in my follow-up letters. Also on my site.
In newsletters, while they are in, in thank you notesby providing them with gift
certificates for their friends and family. We always are subtle and position it as a
gift
In person and once every other meeting.
In person, occasionally
In person; in writing; right after event
incentives to students for referral of other students and to clients for other clients
Inconsistently
Infrequent
Page 979
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Page 980
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248.
249.
250.
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252.
253.
254.
255.
256.
257.
258.
259.
260.
261.
262.
263.
264.
265.
266.
267.
268.
269.
270.
271.
Not consistently.
not enough
Not enough but were working on it. We ask for referrals each visit for the first three
or four visits and then we back off if we dont get a response. After that we only ask
for referrals in newsletters and when we have a special event taking place in the
office.
Not much
Not often enough (8)
Not often enough no set policy
Not often enough and not in a consistent format.
Not often enough through a system
Not often enough. No set system for that.
Not often enough. We need to do this all the time.
Not often enough. We will be incorporating at least 3 systemized referral solicitation
programs into all prospect/client communications in the next three months.
Not often enough. I generally ask them to refer the product to their friends and clients
for a cut of the profits. (Affiliate program.) Probably once every few months.
Not often enough. Maybe once at the beginning of the relationship and once near the
end. I know I know
Not often enough. That is why Im putting together a formal referral program in writing
to present at the point of sale.
Not often enough; maybe a couple of hours a week
Not often enoughnothing systemized or automated.
Not often enoughStylists are supposed to do this with every Client, but we know
they dont.
Not often except on web site referral program and on our buddy study system
Not often. Im not consistent/systematic with it.
Not regularly, usually when business slows down
Not regularly.
Not systemized verbal request on ad-hoc basis
Not too frequently
Not usually (except through real estate agents). Most of our clients are not likely to
know others who need a survey at a particular time. If dealing with businesses or
governmental agencies, then we do always ask for referrals, but most of our business
is with individuals.
Not very often (5)
Not very often, this is an area we improvement in.
Not very often. Were just trying the method only after listening to your audio CDs.
Not yet but we will. Want the business to be largely referral based.
Now and then.
Now, every time a client leaves
Occasionally (9)
Occasionally probably not often enough.
Occasionally, But not systematically or often enough. Ive always been afraid of
offending people with hard-sell.
Often (2)
often, with every contact
On a pretty regular basis
On a yearly basis.
Page 981
On phone when reorders are made, in writing as ride alongs with shipped goods
On some seminars, not often enough.
On some transactions
on the free event ask who else could be interested that they know, on the 2 day
course we also offer a referral fee and on the master class
On the mailers, in person and do it every opportunity we get
On their visits when they are re-examined, usually ever 12th visit.
Once (3)
Once a quarter or more if they send me a lot of business
Once a year and they are usually not forthcoming
Once after the transaction
Once at closing, usually once or twice a year by phone to those who have been
funded
Once at purchase time
Once every three meetings or phone calls.
Once in a while, a mailing mentions our interest in referrals
Once in a while, and again without any plan.
Once in a while. not nearly enough.
Once per year.
Once/month, I describe my ideal client to non-competitive service companies
One a year in an annual review
Only after weve earned the right to do so.
Only if a conversation leads to that request.
Only if they like what has been done and they mention someone might be interested.
I ask if I can get in contact with them on their recommendation.
Only occasionally
only occasionally if the opportunity arises, and then only if I'm comfortable doing so.
Only on occasion, if a conversation leads to it.
only periodically.
Only stated a couple of years ago, but we follow up
Past customers monthly to bi-monthly.
Past customers 4 times per year, realtors is ongoing
People refer others when they want to. Health care appears to be a very sensitive
subject.
People who come to my seminar have to give me five names before they are
admitted
Per Jays suggestion, weve just started this in March
Personal ask
Plan is to implement a total referral program.
Posted notices and personal request directly to residents. Infrequent
Pretty much with each client. I try to set up a non-threatening way for anyone they
know to get acquainted with my services.
Probably not frequently enough.
Probably not often enough because of a limited market.
Probably not often enough, though we have to sensitive.
Quarterly
Rarely (2)
Rarely maybe twice in 24 years
Page 982
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336.
337.
338.
339.
340.
341.
342.
343.
344.
345.
346.
Referred client similar to referrer: as condition of sale Non-referred client: only after
they prove to be reliable.
Regularly (2)
Repeatedly, whenever a statement made by the client/prospect creates a lead to ask.
See above all potential referrals see the results and hear about the clients
satisfaction always. We dont have to ask.
Seldom (2)
Should be.
Simply have a referral request AND a testimonial page.
Since my last project I do ask for a written referral.
Sometimes (2)
Sometimes with a multinational we ask for referrals to their other plants or facilities or
ask for referrals to possible local technology transfer partners.
Sometimes. 30% of the time
Sometimes. I refrain from using tactics. I prefer to do it strategically. Positioning
myself irresistibly
Sparingly, no formal program
Sporadically (5)
Sporadically and not very successfully
tell them and every time writing at the end of the letter.
Telling people that this is a referral business and Id like the chance to help anyone
they can send to me who might need to buy or sell property
They usually refer others to the product because they like it.
This is part of my plan.
This should become a habit.
This subject is discussed in the first meeting with prospective Clients. They know I
was a referral to them and that has lead to the initial meeting. I tell them that I take
referrals and my professional reputation very seriously. I let them know that I am a
small operation and can only take on a certain number of Clients at any given time. I
will not compromise service to existing Clients by taking on more work than I can
successfully manage. They understand that I will be involved in every aspect of the
project, from beginning to end. I am their liaison and am there to take as much of the
stress and anxiety away from them as possible so that they will be free to focus o the
excitement of seeing a dream come to fruition.
This will be a one of our marketing pillars.
This will be a very major strategy. Every client will be asked on the first follow up call,
every unconverted prospect on the sales call. We also plan to introduce an incentive
program through the newsletter for referrals.
Through affiliate program and send this link to a friend script
Through previous business friends and clients on a sporadic basis.
Thruout interview, give mail form, explain to call me w/ referrals name and # and best
time to call them to see if this coverage might be helpful
Twice a year
Unfortunately, only when the salesperson thinks of it.
Upon becoming a customer-its a condition
Upon conclusion of successful service.
Usually once after they become a paid client.
Usually once or twice, no real system here
Usually only once at the beginning of the relationship. We do this by letter and
telephone.
Page 983
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380.
Page 984
406.
407.
408.
409.
410.
411.
412.
413.
414.
415.
416.
weekly
When I feel the time is right
When I get slow.
When I meet someone new. Also with current clients once their first trisections is
completed.
When is present proposal & make sale
When people reorder. We offer a discount off their reorder.
When the job is finished and I receive a check and they are happy and in followup
letter.
When there is an opportunity.
When they buy.
when they come in for treatment.
When we have space
When we see them.
Whenever complete a successful transaction (sale) for a client. Usually done on
phone call when confirming that the sale has completed.
Whenever i remember to ask.
Whenever I remember. ;^)
Whenever I talk to a client.
Whenever it is obvious that the client is winning.
Whenever possible.
Where someone mentions an upcoming show I get the name of the contact and
follow-up.
While they are seeing me for counseling and upon termination of our sessions.
Will play major part
With cards and a letter
With each client through an informative colour brochure
With every client as well as with other business contacts. I tell them that the best
sales people are happy customers and offer them a half day of free consulting for a
referral that turns into a project.
With every online order at the completion of the order and with the tracking number
email. With every offline order with the tracking number email With all orders
occasionally in our newsletter, or by postcard we give incentives for referrals
With every partner and every client.
With our best clients perhaps annually.
With patients after completion of treatment but I am not very successful at getting
names.
With the first trail of my course... even if they dont buy. Then whenever I contact
them I remind them of the reasons to refer people to me... and the new goodies
theyll get by doing so.
With virtually every contact by letter or email and often with post cards and calls.
Would when bringing it to earth. When seeing a happy and smiling client.
Yes a minimum of 5 because you generally get 3. This one works for me big time. It
reduced my need for sales calls to virtually nil.
Yes all the time. Am looking to get some and implement some of Jays ideas on this
issue. I am certain he has employed some wildly successful ideas on this topic alone
and would love to implement some in our business.
Yes but not often
Yes often.
Yes, but not consistently. Not part of the process yet, just something the sales guys
Page 985
417.
418.
419.
420.
421.
Page 986
#1 Establish the ezine mentioned earlier, with educational articles for our clients and
prospects; #2 Establish and grow our emailing list; #3 Invite all those I meet to join
our list, giving them a welcome package of articles and information that they should
find useful.
2.
#1. Invest in one single person to handle only the marketing issues without a ton of
other responsibilities.#2. Once and for all complete our web page and make it more
effective etc.#3. Develop a formalized referral program/
3.
(1) Get more exposure. (2) Finish producing my marketing tools (brochures,
newsletter, advertising copy, etc). (3) Expand my services. (See also Question 42,
which contains additional information.)
4.
(1) Get our Email thing going.(2) Finish and implement our core story (working on it at
the present time).(3) Communicate better the immense marketing knowledge we
possess and how it can build their businesses.
5.
(1) Get our patent application completed and filed today. (2) Review, polish, and
expand our strategic marketing plan. (3) Repeat item (2) again.
6.
(1) Learn to integrate other techniques into my existing system to create a synergistic
whole. (2) Find and implement more effective referral techniques. (3) Maximize
customer purchase size by finding more beneficial products and services for my
clients (am already looking into that).
7.
(1)Develop marketing plan (2) Increase promotional activity (3) hire a sales resource
8.
(A) Better direct mail letters (B) Better research on clients needs (C) Strategic plan
directing and coordinating all marketing efforts
9.
(a) Develop a strategic plan (Game plan); (b) Keep regular contact with customers
informing of new offers; (c) maximize and optimize email/www opportunities.
10.
(a) Initiate a newsletter or information sharing for past and prospective new clients,
(b) establish a systematic schedule to follow up with past and prospective new clients
and (c) initiate a direct sales campaign to find new clients (direct mail piece, phone
call, direct mail piece, phone call, etc.)
11.
12.
13.
14.
1 get effective voice broadcast to realtors voicemail2. find better way to get through to
new realtors, to get them to really listen and understand we are for real not just
another loan broker that can deliver on promises
15.
16.
17.
3 Do
Page 987
19.
20.
21.
1) Better response time to enquiries (We are right now setting up autoresponders
etc)2) Bigger emailing list (Working on that right now)3) More TV coverage for free.
22.
23.
24.
25.
1) Do a better job of putting together a training manual for a new hire to show how all
the pieces fit together,2) Look for more partners to help get leads and referrals
develop a referral kit3) Ask customers s for more referral
26.
1) Employ GOOD tele sales people. 2) Re-locate. 3) Create a unique own brand
product range.
27.
28.
1) Get the referrals request ONLINE, in the midst of the purchasing process (90% of
our sales are made online); 2) Team up with appropriate affiliate companies; 3) ????
29.
1) Have more money; 2) Educate marketing staff; 3) Invest more time into it myself.
30.
31.
32.
33.
34.
35.
36.
37.
Page 988
1. Approach a reporter for my local newspaper and present her with an article I have
written to publish. 2. Notify my email distribution list about my Network Exchange,
which has just been posted on my Web site and invite people to list their businesses
there in return for at least 6 referrals agreeing to receive my weekly Must-Know
InfoTM Bulletin. 3. Offer people a Special Report I need to polish to give people in
return for at least 6 referrals who agree to receive my weekly Must-Know InfoTM
Bulletin.
39.
1. Ask for referrals more often 2. Create a way to say thank you and give a
premium 3. Create a long range plan to contact the customers
40.
1. Be more consistent in our referral generation by asking for referrals whenever the
opportunity presents itself. 2. Present ourselves out in public more often to increase
our exposure and identity 3. Find a way to establish our brand and our unique
approach to care that they dont get at other practices in our area..
41.
42.
43.
44.
45.
46.
47.
1. hire someone to do some of the more routing work I do.2. Be more disciplined
about following my plans.3. Invest more time journal writing to analyze my business
and the opportunities
I have and the threats I face.
48.
49.
1. Write a book.
2. Develop a regular training program in conjunction with a
competitive league.
3. Give more talks to coaches and teams.
50.
51.
52.
1. Be more organized. 2- Get a few more business services in place and 3. Get
better literature created up for giving to the client.
53.
1. Better communicate our benefits and USP2. Reach more prospects by more
actively postings in newsgroups and forums, maybe even classifieds3. ?
54.
1. Determine exactly what type of new clients I would like to have to improve my
profitability. 2. Determine the best way to attract these clients.3. Start marketing!
3. More follow-up
Page 989
1. Develop a marketing plan. 2. Hire people who are proficient in the areas were not
and assist with making things happen. 3. Speak with our clients about what were
doing right, wrong, and what were missing.
56.
57.
58.
1. Enter my list of customer into a database direct mail them. If they have an email
address email them. 2. Improve my web site so that it captures their email address
by offering free jewelry cleaner. 3. Ask for referrals from my customers.
59.
60.
1. Get out in the field and into head offices to meet the decision makers. 2. Phone
and follow-up with letter or e-mail. 3. Ask for referrals every single time.
61.
1. I have special system to track every element (sales letter, info, buttons, links ect) of
my site. I have to analyze it more often cause it give me chance to change sht and
check what will happen with CRs.2. I have to make my follow-up system working.3.
Test, test, test everything I can I do half of it because of lack of time.
62.
1. Make it an important part of each day. 2. Involve all of my staff. #. Spend more
time learning about strategies.
63.
1. More frequent communications2. Get a better e-mailing list3. More sales visits in
support of partners
64.
1. Plan better2. Work out a better solution for referrals and affiliates3. Work nonbuying customers better
65.
1. Put on more staff to execute the objectives. 2. Do more sequential follow-up. 3 Use
email marketing and internet presence.
66.
1. Use more effective direct mail 2. Use newspaper ads more effectively 3. Work
some effective host-beneficiary arrangements
67.
1.Develop a direct mail campaign 2. Ask for referrals consistently 3.Follow up (with
prospects that dont purchase and with clients that do)
68.
1.Follow up with a phone call. Follow up with multiple emails explaining how to get
the most out of the product. Set up an affiliate/referral program.
69.
70.
71.
1.More promotion 2.better client contacts 3.other services (that will make or keep
customers buy)
72.
73.
1/ work on the big picture strategy. 2/ Implement the strategy. 3/ build our partners
businesses.
74.
1; Ask for referrals; 2. Advertise in the newspapers; and 3. Set up a web page on
the computer.
75.
76.
77.
A clone. Even offering a share of the business doesnt work. Find someone with
recent demonstrable experience/success to do the PR/ad thing.
Page 990
a Increase the number of prospects to visit per week. b. more accurate letters asking
for business.c. More high impact brochures
79.
80.
81.
a) Initiate an overall corporate brand name promotion in the China market. b) Hold
some educational seminars in key geographic China markets introducing our overall
corporate solutions and service capability c) Complete our overall corporate market
strategy for the China market, using the strategy as the guiding document for all of
our numerous (currently independently-functioning) China corporate business units.
The goal is that we present a more unified corporate image into the China
marketplace, with a common, complementing set of marketing tactics guided by our
common strategy.
82.
a) Network more; b) Always ask for feedback and referrals;c) Join a business referral
network.
83.
a. get a better plan/strategy b. reach secondary markets to make our skills and
talents known.c. have more $$ to spend on marketing.
84.
85.
86.
a.Develop stronger referral system. b.train staff to keep closer contact with customer.
c.establish non-salaried commission system going quickly
87.
88.
89.
Actually start marketing and selling Review your material for additional techniques.
Formulate a formal marketing strategy.
90.
Actually try to market, using direct mail as we could not afford a salesman on the
road. Our shop cannot put out that much work.
91.
92.
93.
94.
Adverting with direct response Sending more direct mail Set up Host beneficiary
program
95.
Advertise in the proper places Have a first class meeting with potential clients on a
regular basis. Speak at general meeting and seminar locations to targeted
Page 991
97.
98.
Again, that is what I dont know, really. However, reading this questionnaire has
given some ideas, especially that I need to reassess the methods Im using.
99.
100.
101.
102.
As we are nott yet marketing we are still unaware of how effective our marketing will
be. However we will closely monitor our effectiveness from launch date onwards and
implement changes if and where necessary
103.
Ask for more endorsements and referrals. More detailed research into the opposition.
Get out and meet more decision makers in funeral companies.
104.
Ask for more referrals, get some leaflets printed for a mail shot, Look at new telesales
script and operation, look at a website
105.
Ask for more referrals, more cold calling, more direct mail
106.
Ask for more referrals. Meet with high position people. Build my firm in that way that
can make me free to market much more.
107.
Ask for more referralsdevelop a mastermind grouphave better training and tools
for marketing
108.
Ask for referrals Dedicate more time to cold calling Be more tenacious
109.
110.
Ask for referrals every time, better followup scripts, more consistency in followup
111.
112.
Ask for referrals! Better contact with past clients, more regular contact with current
clients.
113.
114.
115.
116.
Ask for referrals, Seek more Board member help., and make more personal visits.
117.
118.
Ask for referrals, send the letters concerning refinancing to all of my clients in a more
effective format.
119.
Ask for referrals, write a sales letter, contact all dealers and ask what we could do to
help them.
120.
Ask for referrals. Learn to close more effectively. Ask more questions
121.
Ask for referrals. Start regular email newsletter Set up system to collect leads
122.
123.
124.
Ask more often for referrals. Better salesmen, Better incentives for salesmen.
125.
Be able to offer test rides to prospects and discussions with other owners.
Page 992
127.
128.
129.
130.
131.
132.
133.
134.
135.
Be persistent with a plan, ask for action, always give them something distinctive to
remember me.
136.
137.
Be the first to have TCC on dvd, get website up & running, develop written marketing
plan
138.
139.
Become more educated about marketing and put together a plan so that I could see
what Im actually working towards (in the big picture sense).
140.
become more systematic about asking for referrals work on cross selling other
services to accountancy clients treat sales presentation as something that can be
continually improved
141.
Become more systematic, build a better profile of myself, more frequent contact with
prospects.
142.
143.
Begin offline advertising- Do more online advertising- Join more online forums and
contribute to the discussions
144.
Begin to look closely at my deficiencies in their area and consider how to turn that
around.
145.
Better communication, via sales letters, promotions, website traffic, postcards. more
time in front of the prospects. and more knowledge of what to do. how to do it, etc.
146.
147.
Better follow through on those who fall through the cracks, asking for more referrals
with 100% of the patients, more education later on in their treatment when they feel
great, prior to going to maintenance. Often they fall away there.
148.
149.
150.
better followup with prospects more consistency with communication and followup
hire a salesman
151.
152.
better integration of all marketing activity is the ONLY area we could improve in
153.
Better materials, creation of a better list, more aggressively pursue alliances and joint
Page 993
155.
156.
157.
158.
159.
Better referral system, better contacting of current client base, more aggressive
system for attracting new clients, system for going after inactive accounts.
160.
Better strategic plan, marketing systems that would include both front and backend.
161.
162.
Better web-site and web-site strategy. More realistic pricing. Beat the bushes for
customers.
163.
164.
165.
166.
broaden the number of types of marketing we do, formalize strategy and put
consistent approach to work
167.
168.
169.
Build a website (many teachers are email neophytes and check their email only once
every week or two PLUS my direct mail style attachments are often too big)Hire a
person full time to work on it Finally refine and distill my process so its turn key
170.
Cable TV commercials, market more often to interior designers & architects, market
to home builders
171.
Call on prospects more often Keep prospects better informed Use technology better,
including internet/email.
172.
173.
Capture names of prospects, follow up on them, find out their needs and wants
174.
Change a lot of thing and get a better understanding of marketing and how to beat
my competition to be perceived better so patient dont use me as last resort
175.
Changing some of my pages to see if it helps generate sales. Implement some pop
up boxes to catch visitors email addresses. Submit some articles to some ezines for
publication.
176.
Clarify my USP. Build a better sales letter. Learn to drive more traffic to site.
177.
Clearer market strategy, more action, and research of successful companies in our
field.
178.
Client follow-ups,
179.
Page 994
Clone myself to get some available time, make the day 30 hours long, and the week
8 or 9 days.
181.
182.
Come up with another product to offer to current customers. Make Home builders
with awareness of us Do more web marketing
183.
184.
185.
186.
187.
Complete the web site. Prepare more explanatory literature and healthcare protocols;
improve the catalog. Prepare a brochure for consumers and another for corporate
customers.
188.
Conduct email campaigns More regular contacts with clients that are of value to the
client Ask for referrals
189.
Conduct monthly marketing strategic meetings for planning & analysis purposes,
Conduct follow-up calls on 100% of jobs, Do a better job utilizing intelligence reports,
Develop DP literature, including findings from past jobs, and Develop unique and
proprietary methods to identify equipment weaknesses in the drilling area.
190.
191.
Consistency in our direct mail sendings, increase our telemarketing staff, provide
regular sales training for the telemarketing staff.
192.
193.
194.
Consistently letter drop around the area; set up an email newsletter; increase sales
staff
195.
Contact local businesses for employee referrals, contact local banks for lists of
people that have been turned down for loans, and continue to fine tune my ad copy.
196.
Contact my past customers & especially prospects more often; More networking
meetings Generate more contacts who have the most leverage
197.
Contact past patients; develop a plan to consistently follow; add risk reversal or a
more formal host-beneficiary than loose referral sytem
198.
Craft a plan that includes a sales letter, an email sales letter, and a newsletter. Craft
a script for a follow-up call to current customers, and prior prospects ... and begin to
call them!
199.
Create a better understanding of what we do: Show SOHO companys that we can
help them also: Speed up our development time
200.
Create a long term marketing plan, dont lose focus on that plan when I get busy,
automate the plan.
201.
Create a manual to use in the sales process. Create a presentation in the sales
process. Create and do a call/write/call/write/set appointment process
Page 995
Create a Marketing Plan, hire someone to execute the plan, spend considerable time
testing results
203.
Create a more offer-driven sequence for all high value customer. Create a formalized
referral program. Be more aggressive in getting people into our funnel.
204.
Create a newsletter that is mailed monthly, obtain targeted email lists to send email
marketing, and create some alliances with other companies.
205.
206.
Create a teaser package Trainer package negotiate with marketer who has some
good documents if I can use them in my information packages or on sell the
packages ( but I worried I will loose the client and they will make me redundant Ask
everyone I speak to for referrals Call and speak to the person Negotiate package
207.
Create an information package outlining the differences with other programs and the
reasons we are a higher value Create e-news letter to generate an opt-in list of
interested professionals Write a book to improve my personal credibility as a teacher
208.
Create sales and follow up letters, have a referral system that is more managed and
happens each and every time, have a better USP
209.
Create USP, re-write business cards, write text for web site
210.
211.
212.
213.
Define a clear marketing strategy Set timetable for implementing Budget time and
money to implement
214.
215.
Design more packages; work more on marketing through mail and Internet, Just do
itall
216.
Develop a clear focused plan (strategy) that we can effectively stick too, from
acquiring customers, building relationships, closing deals, and then maintaining and
growing those relationships for continued future contract jobs.
217.
218.
219.
Develop a marketing strategy, have employees in place to support and drive the
strategy, train all employees in marketing strategies and appropriate elements
220.
221.
222.
223.
Develop a strategy and implement it, monitor its effectiveness, and then modify
where necessary.
224.
Develop a strategy, Develop a detailed plan, Commit the time and funds to follow the
plan
225.
226.
Develop a truly effective marketing strategy Program out the tactical steps and get it
Page 996
Develop an actual marketing strategy, ask for referrals, and complete a direct mail
process and begin testing it.
228.
229.
Develop and implement a marketing plan. Develop a sense of brand. Get over
enjoying the view from the back corner.
230.
Develop and tell the story Clearly define a strategy Implement testing
231.
develop direct marketing plan, ask for referrals, more community follow up
232.
Develop processes for referrals. Develop prospecting process email, direct mail
and telemarketing. Improve the level of communication we have with our clients
outside of providing support services
233.
Develop referral system with current clients Develop some sort of market
educational-promotion Develop program of up-selling other services
234.
235.
Develop stronger relations with representatives in the (1) media (2) insurance
industry (3) contracting industry (4) cleaning/maintenance industry Develop a better
system to ask for referrals Develop a system of following up with existing & potential
clients
236.
237.
238.
Direct mail, more seminars and monthly lunch with a lawyer sessions.
239.
240.
241.
242.
Do more of it, do more testing of headlines, copy and pricing, keep learning from you
guys.
243.
244.
Do some, ask for referrals , look for customers that fir demographic profiles of our
current customers
245.
246.
Dont want to do more than telemarketing right now. If thats not effective enough I
could use classified ads and postcards
247.
248.
E-mail Asking referrals Become more aggressive while looking for clients
249.
250.
Email news letter Optimize my site for Search Engine optimization and pay more
attention to my pay per click. Increase Strategic partnerships
251.
252.
253.
254.
Page 997
256.
257.
258.
259.
Exactly what Im doing. 1. Learning about internet marketing which I believe will
become the model [where the customer is driving the whole process] used in this
century. 2. Learning innovative ways of thinking and doing from a pro like Jay and 3.
Learning to plan & integrate.
260.
Figure out a way, with very little money and only me to do it, how to get radio
interviews and produce sales on internet.
261.
Find a better way to advertise, determine how to use our internet site more
effectively, convince our sales staff they should work smarter, not harder.
262.
Find a marketing strategy, implement that strategy and follow up to see if the strategy
is working
263.
264.
Find a way to ask for referrals from current customers without it coming across as
sleazy, the same for past customers, the same with our referral sources in the
healthcare professional sector
265.
Find a way to get more leads, increase the brand name and educate the public on the
benefits
266.
First the web site, a mailing of the new product info to all customers and prospects.
New ads in the Trade Journals.
267.
268.
Focus more, narrow things down (the hierarchy of opportunities) and delegate more.
269.
Focus on those who have not decide to buy our product yet and constantly try to
communicate with them by creating some form of Risk free to customer to try our
product.
270.
271.
272.
273.
Focused action.
274.
275.
Follow up by phone. Produce more educational material and come up with a way of
getting it into the right hands.
276.
Follow up letters and calls to past clients. More networking for personal referrals,
follow more of the systems I am learning form Jays books.
277.
278.
Follow up prospects who don't buy, make our promotions a little more cost
effective(they're very expensive at the moment) and have a more strategic marketing
plan as at the moment it is a bit erratic.
Page 998
Follow up with clients, ask for referrals, provide them more value added suggestions,
rather than the normal audit responses
280.
Follow up with email asking if happy with product and if they would like an automatic
refill. Send product info/sales letters with their orders. Follow up with inquires.
281.
282.
Follow up, referrals, better list of prospect, get them know me before presentation
283.
284.
285.
Follow-up with clients a regular basis. Ask them again for more referrals. Find out
what financial information they need and to keep them as a valued client.
286.
287.
Follow-up. More phone and personal contact work. Newsletters and email.
288.
289.
Formalize our relationship with Funeral Homes, ask for referrals for pre and at need,
have a strategic plan.
290.
Further define our target clients, develop a marketing program, and implement the
program.
291.
Get a better set of referenceable customers. Try harder to get in touch by phone.
Increase value of the web site.
292.
get a clear strategic business plan get a clear marketing plan focus on a market niche
and go for it
293.
Get a strategy Get a start to finish system for dealing with prospects Read Jays stuff
and implement
294.
Get better copy, getting media coverage, developing a master marketing strategy ;-)
295.
296.
297.
298.
Get consistent on specials. Get the correct info into our database., new phone
system to monitor calls/effectiveness of inside reps
299.
300.
Get it started, be consistent with it, and systematically increase frequency and media
width in time.
301.
302.
303.
Get magnets to put on the vehicles, put up job signs when working on a site, get
letters of endorsement from high profile jobs.
304.
Get marketing pieces out on companys intranet; get intranet bulletins and banners or
pop ups to call attention to marketing material; get LOB product fairs to always carry
my marketing material.
305.
Get more consistency out of our current plan. Measure what were doing. Test new
approaches to optimize our current plan.
306.
Get moving on developing our strategy, always ask for referrals and also proceed
with developing more ways to constantly stay in touch with our clients.
Page 999
Get much more aggressive in referral expectations. Focus on prospects that could
more greatly benefit from cost savings. Add additional prospect categories.
308.
309.
Get my strategy focused and developed get my marketing efforts integrated to back
up my strategy do a lot more
310.
Get organized, collaborate with third parties, and focus on a few powerful tactics and
perfect them before doing too much at once.
311.
Get out of product development and more into marketing Get better admin support to
manage follow up processes
312.
Get published, win an award or two, expand to more high-end target areas for
diversification.
313.
Get testimonials from my happy customers. Create case studies of various situations
where we successfully solved the clients problem. Write a report.
314.
Get the website listed in the top ten of the major search engines for our main
subjects. Get nationwide media coverage of our humanitarian/public service/family
preparedness and self-sufficiency message. Increase our efforts with all past
customers.
315.
Get the website up and running, create an offering for reengaging clients, continue
sales training.
316.
317.
318.
319.
Greater use of the Internet to find and qualify leads, greater productivity from existing
direct sales force, improved ability to hire sales superstars.
320.
321.
Have a decent marketing strategy and plan which would pull things together more!
Have a better understanding of how to market through a retail chain so that we get an
effective pull and push strategy for our product Learn better how to create cut-through
and differentiation from competing products not just weight management products
but also other non-essential products.
322.
Have a full time marketing staff member. Personally visit each client.
323.
Have a marketing plan, action the plan, work on a contact list of past prospects,
clients and people met through networking
324.
Have a marketing plan, Train staff in delivery, Create standard tools that people can
use.
325.
326.
Have a plan that I can implement at little cost, write more news releases, learn how to
close the sale and have it not look like Im selling.
327.
328.
329.
Have a schedule of activities set for a quarter that I will stick to. Leverage on those
who have similar clientele and help to build each others business. Raise the profile
through regular seminars and strategic tie-ups.
330.
Page 1000
Have a well thought of successful marketing strategy. Have video/cd or internet sales
tools. Have an effective follow up system.
332.
Have an overall marketing plan Run more lead generating ads Be able to apply the
information Ive learned from you and others to my business
333.
Have greater knowledge & skill of what is the best thing to do and take more action!
334.
Have menu or postcard mail outs strategically in place with right offer.2. Make sure all
staff are informed to produce our food and service to exceed our customers
expectation.
335.
Have more content and materials to give away Have more case studies Have more
experience with some of the less common strategies to sell better when face to face
with customers
336.
Have more sales staff Develop more effective campaigns Improve website
337.
338.
Have the clients generate good referrals for us. Have a set system of follow ups, etc.
to use
339.
Have the confidence to spend some money. Target specific markets Advertise more
340.
Having a plan and follow through would be excellent so that we can measure and
make changes
341.
342.
Hire a full time marketing manager or outsource to a small marketing firm. Hire more
technical staff. Delegate more.
343.
Hire a person to make the calls and followups .advertise more speak at trade events
344.
Hire a sales person to sell full time, do more direct mail, conduct seminars about our
products
345.
346.
Hire a telemarketer
347.
348.
349.
Hire help. More follow up. Better ads and referral script
350.
351.
Hire someone to do some of the work so I can be out marketing more Pick a strategy,
test it and then stick with it if it is working Stay focused on one single project flesh
it out and go from there
352.
353.
354.
355.
Hold more meetings to get in front of more people and develop a follow up program
for my customers for my product lines
356.
357.
I could follow up with past clients more, I could be in front of more realtors and I could
advertise in other forms of media that the web
358.
I dont know Am going to work part time so can have more time for the business
Page 1001
I need help and cant seem to the point of an assistant because of no fallback dollars
360.
361.
362.
I wish I knew
363.
I wish I knew.
364.
365.
366.
367.
368.
Improve copy Find new approach avenue Find new vehicle to deliver marketing
messages
369.
370.
371.
Improve loan officers closing skills Build more referrals from realtors, not just
customers. Improve direct mail.
372.
Improve my phone pitch, I get a lot of rejection over the phone. Getting in touch with
clients after they buy. For testing purposes, Im sending the sales letter to small
companies, I should begin with medium and big ones as soon as posiible.
373.
Improve our staff effectiveness and quality, improve our web-site exposure, and
intensify our personal contacts.
374.
Improve referrals, use internet, get message across more clearly and concisely
375.
Improve skills of Guest Service team, increase regularity of e-zine, add PR program
376.
Improved communication with patients before during and after purchases and even
with those who do not purchase at first.
377.
Include more information in follow up thank you letter. Call current customers after xx
months of business. Proactively meet with more prospective clients, selling business
and asking for referrals. Upselling, making more efforts to sell retail to current clients.
378.
379.
380.
381.
382.
Increase frequency of sending out direct mails Ask for more referrals Advertise in the
Page 1002
384.
Internationally based staff; profile raising through relevant conferences etc, and most
importantly complete the documentation of our strategic marketing plan!
385.
386.
387.
388.
389.
Just do it. Make a plan and follow it with seminars, email and direct mail.
390.
391.
JVs, create movies, tapes or mp3s of my free 1hr seminar & other free reports,
create my dream 50 (100) list , create story board, pictures the benefits of by using
& disadvantages of not using my services.
392.
393.
Lear more!!!!
394.
Learn a strategic system, implement one and revise it from the experience.
395.
Learn marketing strategies from you. Learn to sell much more. Have more money
and follow the marketing plan.
396.
397.
398.
Learning how to market better and to whom. Follow up with prospective buyers
better and start planning better what is sent out to prospects/active customers in
regards to my direct mail and print advertising.
399.
400.
401.
Liaise with other companies who share the same prospects, but are not in direct
competition with us. Join China council to find out who wants to do business in
China. Promote our business with Austrade together, give free seminar to get
prospect.
402.
403.
404.
405.
406.
407.
408.
Make a mail, call after the shipment and go myself to the appointment
409.
Make a plan and stick to it. Work on getting some joint ventures going. Allocate
more money for my marketing budget and outsource some of the work.
Page 1003
Make a plan and stick to it. Work on getting some joint ventures going. Allocate
more money for my marketing budget and outsource some of the work.
411.
Make additional contact than through my newsletter and web. Meet bigger
customers personally and call on them regularly.
412.
413.
Make more calls, write more emails, write more letters, write more post cards.
414.
Make the strategy for long term and plan my sells tactics
415.
Make those calls Decide on a specialty and 3 niche areas (FOCUS) Design an
elegant group coaching program
416.
Mark out more set times to do follow up calls and then do just that. Not answering all
the other interruptions in between.
417.
Market for customers from the most successful people in my community and market
for business partners from working people. learn proper phone skillssit down every
day for 1 hours and think up 20 ways to develop a bigger customer base.
418.
419.
420.
421.
422.
more aggressive advertising, receive more testimonials, turning the consulters dogma
in our country
423.
424.
425.
426.
427.
428.
More effective communication of core message. More tie-ins with other merchants
and sports teams, perhaps sports equipment (shoe) manufacturers. Third party
marketing firms to implement mktg strategy vs. depending on franchisees to do it.
429.
more efficiency in admin, better use of database, have more products for sale
430.
431.
432.
433.
434.
435.
436.
437.
More listening / designed solutions More infrastructure, more biz without proper infra
is chaos.
Page 1004
439.
440.
441.
442.
More of everything I do, I dont because of resources which I have chosen not to
increase.
443.
more referral techniques, money back guarantee, better unique selling proposition
444.
More rigorous application of the 90 day contact. More client and prospect visits,
Feedback on client perception of us.
445.
More strategic alliances; find a celebrity to align with; send out prospecting letters.
446.
447.
448.
449.
Much better follow-up with multiple avenues and more frequency. Newsletter. Better
referral program in place.
450.
Net work more. Send more direct mail introductions, Ask existing customers for
referrals.
451.
New hirings (already being done); Taking advantage of the wealth of marketing
information and guidance available from Jay Abraham and elsewhere; Creating
consistent campaigns that are measurable, time specific and goal-directed and
following through, changing where necessary, etc.
452.
Newsletter. , 3 letter system when they dont retain with free reports. More
prerecorded messages. Video loop of me in waiting room Video of me discussing
penalties
453.
No idea
454.
455.
none
456.
none
457.
458.
459.
460.
461.
Offer quick turn around time. free sampling. provide education materials and methods
via download, cd rom, or newsletter.
462.
463.
Organize our client and lead databases so we can market effectively to them. Begin
sequential marketing campaigns. Test everything
464.
Pay someone to manage my client and prospect list, get my mail out, and follow up
with Thank You notes.
465.
Phone people who order a report before Is end it out. Then phone them after they
have got it. Send a different cover letter with my special reports which sets out 3-4
Page 1005
Pirate a top sales person from a competitor; hire one or two Superstars; develop
Core Stories for large volume market niches to be presented to upper management
and promote volume contract relationships.
467.
Plan half day each week to think and act on. 2. write out plan 3. list what bogs me
down and delegate it 4. identify top client targets 5. develop strategic alliances or
plan to secure and serve these prospects
468.
Plan them thoroughly with relevant market information and setting specific key
performance indicators ; review them regularly ; implement and act on them
469.
post testimonials on website ask for more referrals more often work to get referred to
targeted companies
470.
Prepare a comprehensive plan Seek professional help in preparing the plan Execute
the plan
471.
472.
Prepare thorough marketing calendar, refine sales system implementing all steps as
a procedure., develop a clients personal style oriented sales manual.
473.
474.
475.
476.
Proper resource, be more focus, and freedom of execution from the CEO.
477.
478.
479.
480.
Pursue active mining of installed base. Leverage promotion more effectively to drive
behavior. Develop tools to create need for prospecting portion of sales cycle.
481.
put ads in papers, get write-ups in magazine or papers. Talk to businesses who could
use art on their walls
482.
Put all of my plans into action, keep studying, implement, implement, implement.
483.
484.
Put some effort into it1. I could put more effort into marketing to the customers I
have2. I could ask my current and new customers for referrals3. I could create an
email advertising campaign
485.
486.
487.
488.
Read Jay Abraham materials, read Jay Abraham materials, read Jay Abraham
materials.
489.
Reading and learning. Beefing up the website tools A little PR would be nice.
490.
Realize that even though we are cashflow negative, that will not change unless we
market more. Also that marketing is ineffective unless we utilize the leads effectively
Page 1006
492.
493.
494.
495.
Referrals, suggesting additional services to existing clients, calling lost bids and
offering them bonuses and risk reversals.
496.
Refferal system, set buying criteria, educate our clients , dream 250.
497.
Register a domain and have the name on the internet. Increase meetings/contact
with industry insiders Promote referrals made by current clients
498.
499.
500.
501.
502.
Review everything we have done to sell our services in the past several years
Develop a marketing strategy Look for immediate things that I can do to kick start
this
503.
Revise the web site. Ask customers for referrals. Ask customers for written
testimonials.
504.
Risk reversal plan, find other back end products to sell the same client (after initial
sale), and focus on developing future sales for when new products are ready.
505.
506.
507.
Schedule regular client follow up; set aside one day per week for marketing efforts;
write a marketing plan
508.
See more people . Put out a news letter. Establish a web site
509.
510.
Send sales letters to existing clients. Call existing clients with new products. Set up
existing clients on a regular schedule to be serviced (this one we are beginning to
implement by having one of our part-timers begin entering our clients into an Outlook
scheduling program.)
511.
Set strategic goals. Design suitable tactics. Act on the implementation of the plans.
512.
Set the standard for customer service, quality, and flexibility as far as pricing.
513.
Set up more joint ventures where people who have a list of my potential clients
introduce me,
514.
515.
516.
517.
Spend $10k on LA lunches. Complete software transformation. Get direct mail going
with sales letter (one I can follow through with the software.
518.
519.
Spend a significant amount of time planning and implementing and follow the
Page 1007
521.
Spend more time, partner, and direct mail with better lists
522.
spend time on it, communicate effectively with them, show them the results of our
work
523.
Spent more time. Write a plan. Bring my partners up to speed. Reread your
book(Money-Making Secrets).
524.
Start
525.
526.
Start mailing to my past clients. Create print ads. Increase my numbers and types of
displays.
527.
528.
529.
530.
Still researching
531.
Strategic Alliances, better automated e-mail system, special offers to those who have
just purchased
532.
Strengthen follow ups, increase referral activity, implement host deals, barter
533.
534.
Stronger risk reversal proposition, more detailed testimonials outlining exactly what
their ROI was, more frequent and systematic contact and long term nurturing
535.
536.
Subscription email Considering a more obvious referral reward program just need
to figure out the workings Ordering online working on it
537.
538.
539.
540.
Systematize the handling of all incoming phone calls, letter campaigns, follow up, and
referral systems.
541.
542.
543.
Take a Dale Carnegie course. Run more tests. Overcome fear of rejection.
544.
Take a week off to write a plan. Get more buy in from some key people. Hire a
coach to insure its implementation
545.
Take more time to Think, Plan, and Act strategically for my business.
546.
547.
Take time to speak to the customer to get feedback on how were doing and what
theyd like better done. Have control or review sessions once a month on achievable.
548.
Page 1008
550.
551.
552.
There are many different tactics I want to test. First, I want to implement a stronger
personal touch follow up system where people get to see or hear of me more often.
Second, Id like to find a good angle where I could create and get press coverage.
Third, I feel quicker follow up with my Talking Ad system is imperative.
553.
This questionnaire.
554.
Three things that we can do now to strengthen our marketing effectiveness now are
1. Increase the frequency of our direct mail campaign 2. Significantly Develop more
ways to increase our referral base 3. Implement a plan that will Give our company
significant exposure on the internet driving more traffic to our website.
555.
556.
To act, to act, to act. But only after I am totally satisfied I haven't left any happiness,
lowest risk path, and money on the table after thoroughly researching what is
available to me in regards to the most efficient master strategy.
557.
558.
Tracking.Testing.Referrals.
559.
560.
561.
562.
Try to pick up windfall profits from non converted enquirers Get clearer handle on
finance to see what we can do to improve image/branding of our organization. Free
up more time for me to form stronger connections with influencers and press.
563.
564.
565.
Use outside copy writers. Test ads. Use advertising agency to improve quality of print
ads
566.
567.
568.
Utilize direct mail, do chamber meetings, and be more aggressive with alliances with
business attorneys or accountants.
569.
We are currently working on a new script, that was done by Dr. Moine, and we have
revised the sales letters. We are starting to send thank you cards, etc..
570.
571.
We plan to try and sell some of our subscription products through third parties. We
are trying to build a broader range of products so that we can meet a broader
demand. More effective copy.
572.
573.
574.
575.
Page 1009
577.
When visiting my 20 prospects every day ask them if they have 5 minutes and then
test varying openings, offers, and pricing to see which combination will pull best.
That is the number one item now. When I have some regular clients and have more
cash flow I plan to put a monthly ad in the local business journal to create
awareness and offer a free White Paper that covers the items in my seminar. I might
even tape my seminar and offer an audio tape.
578.
579.
Win the lottery and invest the money in crushing our competition. build customer
loyalty. deliver more wows to get more referrals.
580.
Wish I knew.
581.
582.
Work on more pillars, develop more of strategic focus on each product line and on
the overall company vision, work on more host beneficiary
583.
work on our systems, get out of always doing, doing it, monthly newsletter
584.
585.
586.
587.
Write articles in the local papers, develop back end and hidden assets
588.
589.
Write longer more detailed selling letters. Be at the customer face more often.
590.
Write more articles and get them more distribution. Seek more joint ventures.
Participate in biz chat rooms.
591.
Write more effective press releases. Get my cloned site on the search engines with
more reciprocal links. Finish my 5th book. Get my affiliate program in place.
592.
Write more to the point content for mails Be more visible at social functions Create
more leads
593.
594.
595.
Page 1010
0 (2)
2.
1) Getting Everything You Can Out of Everything You've Got -- Re-studying it now
with a view of applying as many of its "21 ways" as possible2) Mailed materials3) Emailing materials which have helped understanding of marketing and how I could
change my approach4) Course in marketing (which I have recently
misplaced).Marketing, like economics, mathematics, is both a language and a
conceptual framework of its own. It has taken me that last couple of years just to
start to understand the way of looking at things and only now am beginning to see
what needs to be done. Cant wait to see what the year will bring!
3.
1. Business Breakthroughs and accompanying special reports; 2. NightingaleConant 6-cassette tape program. 3. Taped Interview with Tony Robbins; 4. Getting
Everything You Can Out Of All Youve Got; 5. The materials received at the
December 2002 Mastermind Marketing Summit. I believe that the essential message
of your materials is that we must think three-dimensionally. Zig Ziglar, I think,
captures it well when he says: You can get anything you want if you help enough
other people get what they want. I am constantly thinking how I can help others get
what they want so I can get what I want. For example, I was at a Microsoft Seminar
on its new Customer Relationship Software the other morning, and sat next to a guy
who is a business intelligence manager for a specialty foods distributor. The next
day, I referred him and his company to a contact of mine who runs a software
company dedicated to showing companies how to enhance their efficienciew with the
Internet. In due course, I plan to arrange a joint seminar with a law firm looking for
clients, the software company and me, so that we can each invite our respective
clients and all benefit from each others expertise.
4.
5.
100 Marketing Weapons Have tried most of them haphazardly. Stuck with the ones
that I can easily teach to my sales people and use daily. I.e., educate customers,
promote customers, increase perceived value of being our customer, point out the
higher quality and value of our products and services. MasterMind love the
concept, have not been able to find people I really want in it, and do not know what to
offer them and get them to stay with it. Have used the concepts to better utilize
discussions with my partners.
6.
7.
1--Attended Internet Seminar, but wife was deathly sick 2 of the 4 days, greatly
distracting me. (Wife has Type I diabetes (44yrs) and has had numerous health
problems which take away time, effort and intensity from everything I do. She is a
brilliant marketer, but I have so far been unable to figure out the best way for her to
help. She is now getting healthier and may be able to help more. She is a truly
remarkable and wonderful person, so this is not an excuse, but it is definitely a factor
in our business.) 2Money Making Secrets. book, 3I have mountains of
material that I have barely scratched the surface studying.
8.
21 Principles Ive read this book but its to soon to apply the techniques, we are a
Page 1011
21 Ways. MMT 2nd Dec. 2002 I study the materials daily and apply them diligently.
10.
11.
3 Ways to grow your business Tape set; Mr X book - I honestly have not put many of
these things into practice yet.
12.
13.
5 day live seminar in LA several years back, Nightingale conant tapes you did, your
book and the emails over the last few years. Look at when I did them and havent
reviewed much.
14.
15.
93 referral methods tape and the home study course on Mastermind Marketing
from Dec., 2002.
16.
93 referral system
17.
93 Referral Systems not well Getting Everything You Can not well
18.
19.
93 ways referral system; the 6 weeks program growing from where you are to where
you want to go. I did not complete the 6 week program. I did not consistently
implement them.
20.
21.
A big Marketing Book which I loaned to my manager and he lost it. My first sign in
home study of MMT
22.
A book (Money Making Secrets of Jay) I purchased years ago and the package from
the last seminar. Weve gone through most of the package. The book was read and
notes were made. There is lots to apply, and lots I havent used.
23.
A couple, dont recall which off hand. I dont enjoy marketing so I mostly skimmed
them.
24.
A lot of materials generously provided free from Jay, our hero. First introduced
through the How To Get From Where You Are To Where You Want To Be
Materials. Studied too infrequently. Pathetically applied.
25.
A lot of the stuff Ive received has been online PDF format: Jay Abraham 101.pdf, Jay
Abraham Combo.pdf, 6hrs With Jay.pdf, Barter Info Reportr.pdf, Double Your New
Business Opportunities by Paul Lemberg 11-03-02.doc, Drews 27 FreeTools.doc,
elite100.pdf, Headline Insert Challange.doc, How To Keep Your Sales Flying High by
Andy Miller.pdf, Jay Abraham Combo.pdf, Jay Abraham elite100.pdf, Making the
Money Connection Summaries.doc, MasterMind%20 Report%209-10.pdf,
MasterMind Report.pdf, Multi-Million$.doc, Orders Of Magnitude.doc, Orders of
Magnitude Report.pdf, overview report.pdf, Re:Thinking In Side the Box.doc, strategy
report part1.pdf, Strategy Report P12 and P2.pdf, Twenty Five Mastermind Marketing
Strategies to Outmarket Your Co.doc, ultimate market domination report 3 1.doc,
UltimateBusi[1].Advantage.pdf, Young Entrepreneurs 10-15-02.doc and Getting
everything you can out of all you got by Jay Abraham. Not really sure how to
implement them. Given a fair amount of effort.
26.
A one day seminar in Sydney and some tapes and books from that seminar
Page 1012
A PEQ series that I listened to some of. Have not studied & applied very much.
28.
Abraham methods
29.
Ad hoc - what has been in your newsletters, grabbed what I could use at the time
30.
31.
32.
33.
All free papers over lst year, read once or twice in most cases
34.
All of the free information for the past 5 years, purchased notebook and several
seminar notes. I have read everything at least once, in several cases I have reread
several times and worked to apply the concept in my business.
35.
All of your free stuff via the web plus some early hard copy programs.
36.
All of your home study materials since Ex factor. I have applied very little.
37.
All the material supplied before and after LA summit. Have read the books, not
listened to all the tapes and just started looking at the website. Basically still
overwhelmed by all the information although I understand the basics.
38.
All three PEQs (have listen to tapes several times, watched videos, need thorough
study of written materials Home study to most recent Mastermind Home study to
several other Mastermind Need to internalize the written material and continue
application.
39.
40.
Almost all of them in the past 5 years. Have studied them, but have not been able to
figure out how to apply them to my business.
41.
42.
Am a relative newbie to this so far only have exposure to your e-mails and articles
available on your web-site.
43.
Anthony Robbins Seminar in Hawaii, did not implement very well, information on the
internet study and very interested, a few books Money making Secrets of
Marketing Genius Jay Abraham and Other Marketing Wizards.- implemented very
little.
44.
45.
Attend the 94 conference in LA, purchased the marketing book by Mr. X, Singapore
Tapes and work book, United Kingdom Advanced X factor & work Book, European
Super Summit Work book & tapes and the 2,002 home study Mastermind
program(currently working through) Studied at about a 20-30% efficiency. Ive only
applied a few of the many concepts that Ive studied and learned. However, Ive had
enough minimal success to keep coming back because they have worked on a
limited basis.
46.
Attended as staff two of your mastermind programs, read your book, bought and
listened to your tape How to get from where you are to where you want to be.
47.
Audio cassette tapes comprised in Your Hiden Wealth, Mastermind Marketing, and
Page 1013
49.
Aussie boot camp, Internet summit, Dec2002 program plus various other packages
50.
51.
Basic materials but I like how you force people to think outside of their own field to
use marketing strategies across other professions. I have not studied it enough and
therefore not applied it. The idea is often in the back of my mind.
52.
Basically just bits and pieces from emails you have sent.
53.
Basically just what Ive seen on your Website. Im in the process of studying and
applying all of your stuff.
54.
been exposed to a lot, even bought some, and it is more the philosophy of these
programs that I have learned from because I can not honestly say I have ever applied
specifically anything
55.
Been exposed to material for eight years and have honestly tried to study and apply
them. My problem initially was that I couldnt make good judgments about the likely
costs and resource implications for each of the tactics and therefore couldnt make
good judgments about which tactics would be the most feasible and effective. Tried
to do too much too quickly and left myself in a very vulnerable financial position.
56.
Been seeing your materials for the last 4-5 years. My father gave me my first
exposure. Have your book. Just purchased MMT as my first purchase. Have used
risk reversal successfully, also pre-sold software licenses and maintenance in Q4 02.
57.
Book ~ Getting everything you can out of all youre got. Newsletter, conference call,
all your websites
58.
Book Getting Everything You Can Out of All Youve Got, some newsletters, your
web site, an audiotape.
59.
60.
Book program, the December live AMA event Used referrals, used host beneficiary,
tracking, life time customer value all the time.
61.
Book- studied a little. Audio interview with Tony Robbins, listen several times.
62.
Book, Aussie Boot Camp tapes (listened to 2 times) $15,0000 Boot Camp (listened
to 2 times), attended December event, reviewed notes, made notes of things while
listening to tapes and CDs. Listened to Volume 1 of the December event, talked with
a group of people about what we had learned, think all the time about what you have
taught us, see signs and go, Jay wouldnt have approved of that, there is no direct
response in it. Awareness and an expanded and changed mind view of marketing
is probably the biggest stuff for me. Oh, I have also listened to phone calls (invited a
group of people over to listen to them with me and discussed it afterwards.)
63.
64.
Book, read twice and applying strategies. PEQ sent back due to cost. Previous
business couldnt afford (underestimated foreign currency cost). Read and took in as
Page 1014
66.
Book, Tony Robbins taped interview, protg tapes, . Honestly, Ive tried a few, but
had poor follow through
67.
Book: "How to Get All You Can Out of All You've Got" by Jay Abraham
68.
69.
Books "Getting everything you can out of all you've got" & "No Nonsense Guide to
Great Wealth" & website & emails.
70.
Books emails
71.
72.
73.
Books, tapes, newsletter, conference calls, PEQ and PEQ II. Have not applied well.
74.
Boot Camp in California in 90's. E-mail material since. Studied Boot Camp material
and tried to apply it to our old business with very little success.
75.
76.
Bought the 3 volume set with tapes from Nightingale Conant the 400.00 one that you
made 16million from bought the set of 6 tapes from Nightingale Conant bought the
book
77.
Bought the Money Making Secrets book but find it hard to apply to a product like cash
vault services within a major bank where my clients are sales people dazzled by
higher profit margins in sexier products.
78.
Breakthrough newsletter years ago, PEQ I and II home study courses. Ive gone
through them all, but do not do a good job of really getting into it. I tend to get too
busy with working in the business and do not spend enough time working on the
business
79.
80.
81.
82.
Cant remember what I have seen, but I havent spent time with any of it.
83.
84.
Page 1015
86.
E-mail articles and newsletter. I read them, often make notes, and now and then have
gotten my toes wet. I have found that many of your ideas were bigger than where I
wanted to go at that time. Ive kept them, however, because I knew there would come
a time when big was okay with me.
87.
Email information and download information. Has led me to making the decision to
spend AUD$5,000 on the Mastermind Program. This Mastermind Marketing Training
program I am very determined to work hard and gain the expertise that I need to
successfully market my business
88.
Email stuff
89.
e-mails we go over what we receive, attempt to model and apply what we receive
Money Making Secrets- We pour through it over and over and test out different
examples and work at developing their consistent application.
90.
Emails literature- and 21 ways book. Helped with my letters and mail shots. We are a
new company and refer to your material before we embark on new selling-marketing
ideas.
91.
EX-Factor, Master-Mind Marketing, PEQ, ... . Not studied any thoroughly or applied
much from any of them.
92.
Exposed to a lot, applied not too many so far. Applied the sales letter-type internet
site the best. Have mountains of materials, not all have been read and/or listened to
yet.
93.
94.
95.
96.
Free reports at Abraham.com,I studied it seriously and try to apply each strategy on
my business.
97.
Free reports, and Mastermind Marketing Summit 2002 Home Study. For a scale of 1
to 10 I guess is 4 (1 been low, 10 been high)
98.
FYMEO, and your marketing genius at work. I have not been able to use it, because
my ex-wife said she didnt know where it was when we divorced and she wouldnt let
me look for it in the business offices. When I bought this business I needed it even
more desperately, but she still denied any knowledge of where the books were.
99.
FYMEO, Billion Dollar Internet Summit, My Life In Marketing, Wizards Edge I feel
Ive done a good job studying and applying, although education and application never
ceases. You can never become good enough
100.
FYMEO, Your Marketing Genius at Work and Money Making Secrets of Jay Abraham
and Others. Havent studied them well or worked the strategies well
101.
102.
103.
Getting everything you can out of all you got stealth marketing21 power principles
cassette tapes of interviews audio files breakthrough articles100 greatest
Page 1016
Getting Everything You Can Out of All You Have Got. Studied this book many times
and have tried to applied, unsuccessfully, many of the applicable ideas in it.How to
Get Any Business Going and Growing. Studies and listened many times. Applied the
concept of Risk Reduction. Now we offer 60 day free trial.
105.
Getting everything you can out of all youve got the book and the tape, the Tony
Robins interview tape the Marketing Contracts Book plus various downloads from the
Website. I have made quite an extensive study of the materials recently I have used
risk reversal successfully we are using database research scripts we could be doing
a whole lot more.
106.
Getting Everything You Can Out of All Youve Got, book Your secret wealth tape
107.
Getting Everything You Can Out of All Youve Got: 21 Ways You Can Out-Think, OutPerform, and Out-Earn the Competition. 21 Power Principles Stealth Marketing.
I have only completed reading 21 Power Principles. The rest I go back to when I
am motivated.
108.
Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, OutPerform, and Out-Earn the Competition ; I read this book and tried to implement
some of the things, but I got so overwhelmed that after a while of working with it, I
forgot about using it.
109.
110.
Getting everything you can out of everything you got, Protg Mentor tapes, stealth
marketing
111.
Getting Everything You canMind Capture A live seminar on audio tape Honestly, I
"know" the information, but have not strategically applied it.
112.
Getting everything you want with whatever you have the book- - inter view with Mr
Robins Application has not been consistent or rather have not applied it to the
business currently
113.
114.
Getting the most you can from what you already have (Book)Money Making Secrets
of Marketing Genius Jay Abraham PEQI studied most of them. But havent applied
except around 5-10%.
115.
Grounding package and seminar material from December. I listen on a daily basis as
was recommended in your grounding package.
116.
Guerilla marketing plus get the most out of everything you can and a few ideas here
and there. Just skimmed for the essence to see if I can apply these ideas to my
market
117.
Guerilla Warfare - we found that many things just could not be adapted to our
situation.
118.
Guerrilla Marketing; The Marketing Wizards Edge; Your Secret Wealth. I realize that
we havent really worked at consistently applying any of them.
119.
Had your big manual some time ago lent it to an ad agency and never saw it
again. I had Xeroxed the U.S.P. section as well as the 10 Marketing Mistakes
Module which I distribute frequently.
120.
Hard copy of 'Getting more" book, Interview with Anthony Robbins, one Home
study course. I would say I've understood it about 70%, applied it about 70%
Page 1017
Hard to make this specific. Theres so much available from you. One thing comes to
mind: risk reversal. Weaving that into all we do.
122.
Have been exposed to (a) Master Mind Marketing, (b) PEQ, (c) Referral Systems, (d)
Results Newsletter and (e) various printed materials and tapes on a number of
subjects. Ive picked out some principles and applied them such as (a) risk reversal,
(b) lifetime value of a customer and (c) headlines and copywriting techniques for
more persuasive proposals and supporting documents. Clearly, I havent picked out
all the big hitters for my business as this systematic re has pointed out.
123.
124.
Have no clue because I don't have them filed separately. I put all my marketing ideas
in one file.
125.
Have only read the book and read the free documents sent out. Only Have this
business because of the strategic alliance concept of Jays.
126.
Have only received one program and have not had the courage to accomplish the
ideas contained within. Ill be the first to admit it.
127.
Have only recently bought your book Getting Everything You Can. Still reading it
128.
129.
Havent applied well at all. Purchased the mastermind marketing CD set and read all
the materials youve sent.
130.
131.
132.
133.
134.
135.
Home study seminar tapes and work books Ive studied but havent yet
implemented everything. Ive only had them for three weeks
136.
137.
How to Get from Where You Are to Where You Want to Be 12 cassette program.
Listened to tapes several times, began exercises, didnt complete. Getting
Everything You Can Out of All Youve Got 2 cassette program. Listened several
times. Quantum Leap, Aug 16 20, 1993.Listened to all cassette tapes once, about
to listen again. PEQ Aug 2002 Watched most videos more than once. Implementing
many ideas. Stealth Marketing. Read most of it. Everything youve sent to your email
list over the last year or so. Overall, I absorb your stuff probably much better than
95% of people. You have had a profound impact on my thinking and it has had
definitive impact on how I have grown my business. Most profound and most simple
is offering a moneyback guarantee. Opened so many doors!!! You have taught me
how to spot opportunities I would have missed. You have taught me how to write a
sales letter and design a program from a point of view that emphasizes the benefits
to the client, etc.I learned about testingI can probably go on and on
138.
How to get from where you are ; read material, but got bogged down then daily
activities intrude and I lose steam
139.
How to Get from where you are to where you want to be applied it 12/96 2/98 with
Page 1018
How to Get from Where You are to Where you want to Be Hidden Wealth both
studied regularly, but not applied too well
141.
How to Get From Where You Are to Where You Want To Be Home Study
Mastermind Marketing Home Study Applied 1st one consciously 4-5 years ago,
embraced a lot of the language and applied it. . .have much more juice and energy on
the current Mastermind program. . .idea whose time has come
142.
How to Get From Where You Are to Where You Want To Be In Your Business or
Professional Practice (tapes and workbook)Money Making Secrets of Marketing
Genius Jay Abraham And Other Marketing Wizards Tape Interview with Tony
Robbins Incredible Case Studies 2002How to Double Sales In 12-18 Months
Masterminding and Other Special Reports Live Research Teleconference with Jay
Abrahams and Chet Holmes (Chiropractic Marketing)I read from your books and
reports frequently, particularly when I am having a difficult time with my marketing
efforts and I listen to the tape series over and over in my car when I travel. I am still
trying to absorb the hundreds of pages of reports and information I have received
from you in the past couple of months alone. I have honestly only been able to apply
a fraction of the ideas and concepts that I have studied. Those that I have applied
have been helpful but I never seem to get the kind of response I expect. I think you
pretty accurately described my frustrations with the volume of information youve
made available in the introduction letter to this survey. Ive spent the time to study it
and have been either too overwhelmed or inadequately prepared to put it into use in
a way that it would produce the results that you and I both would like to see. I have
found that, even though the concepts make sense to me and the ideas sound great
on paper, I dont seem to be able to translate that into a meaningful tactic or strategy
that I can effectively implement for my practice. The Live Research Teleconference
was particularly frustrating because the entire program had been designed to
accommodate those from my profession who were pursuing the ache and pain based
marketing that I was trying to move away from. Chet Holmes was not at all open to
entertaining my questions about how to create the niche marketing that I needed
during the question and answer periods and my letters addressing my need from the
program went unanswered; I assume because I was a minority concern in the larger
program.
143.
144.
How You Get From Where You Are To Where You Want to Be is our Jay Ab bible,
together with various other tapes and occasional Jay Ab material all our staff are
required to study it and we refer to it regularly in our review sessions, i.e. we apply it
diligently but only AFTER adaptation to allow for European customs and sensibilities
145.
I am new to the abraham group, brian tracy introduced me to you, via his newsletter, i
then purchased your marketing manual for $367and one audio book, using all you
got.., as well as reading everything on your website.
146.
147.
I attended your Dec. 2002 Mastermind Marketing Program in Los Angeles. Prior to
this, I purchased your $395.00 marketing book. I have not been diligent in studying
or applying ideas to date.
Page 1019
I bought How to Get From Where You Are to Where You Want to Be a few years
ago, then I previewed your Chet Holmes/Jay Abraham program but didnt have the
money to buy it; besides it seemed to be too much info for a small business like mine.
149.
I bought test marketing program which you later offered for sale through the
Nightingale-Conant company. I got only a little way through it because I felt I needed
spend a lot of money to implement some of the steps, but I didnt have have capital
nor confidence to do it at the time.
150.
I first came to know about Jay in 1989 when I watched an infomercial on LA TV. I
bought Your Marketing Genius At Work. Then I attended at 14 hour (1 day) seminar
in Melbourne Australia in January 1992, which was magic. I then purchased a great
package of resources including How To Get From Where You Are To Where You
Want To Be, Getting Everything You Can Out Of All Youve Got and Money
Making Secrets plus other great resources. I have studied these resources and
applied them to a limited degree but have always been hampered by inward thinking
regressive marketing experts. Now I have a group of forward thinkers with open,
receptive minds. We will fly.
151.
I generally flip around for ideas but I cant say one particular idea I implemented I
am in the process of writing a letter to get me in the door with doctors- I plan on
using many of your methods for writing and scheduling the follow-up, I hope to begin
implementing it during this week
152.
I had never heard of you before reading a Gary North endorsement of your program
in November 2002, so my first and only exposure to your materials was in prep for
and during the Dec 2002 LAX Hilton program. Since returning to the Philippines I
have been working to apply several of your principles, one at a time, including a
lifetime money-back performance guarantee on all our work; the establishment of a
host/beneficiary relationship; and asking for client referrals on a more disciplined
basis. I already had JVs as an integral part of our strategy and continue to expand
this activity; and although I had already envisioned the creation of an ezine, your
suggestions has brought this into much sharper focus.
153.
I have "Your Secret Wealth", and just purchased your "Mastermind Marketing Home
Study Course" in January. I am working now on ten different marketing approaches,
and getting a strategy set for each one. I understand I do not know allot about
marketing. That is why I really want the "Mastermind Marketing Strategic Summit"
home study course. You have given me the tools, and knowledge to chance my
families life for the better. Thank You!
154.
I have a folder of 44 documents (Word, pdf, audio), some marketing materials, some
freebies, other my summaries of some of Jays concepts and teachings. I also have
an audio program of Jay being interviewed by Tony Robbins that I find very
informative.
155.
I have a ton of your stuff but not easy to access information easily to actually
implement a strategy.
156.
I have a very wide array of your materials, but have really only skimmed them and
havent diligently applied them because I dont feel I have the time while launching a
new business.
157.
I have all your pre Mastermind'2002 materials. I also have Stealth Marketing which I
bought used from some guy in USA I go through it once a month/two months. I
love it. For me 1 dollar is like 4 for you Polish economy is weak so your products
are beyond my budget... for now. But I'm going to get other used products of yours.
158.
I have attended 3 live conferences not including this one I have both PEQ programs
Page 1020
I have been exposed to a wide range of programs from the university level to tape
and written programs from Dan Kennedy, Brian Tracy and Jay.
160.
I have been exposed to ONLY the information provided on the web site, and now I
am reading the book how to get everything
161.
I have been exposed to PEQ 1,2,and 3 via home study. (I have read and studied
certain chapters out of PEQ 1) I have been exposed to audiotapes of mastermind
sessions. (I have listened to several tapes numerous times). I have read several of
the white papers that crystallize certain subjects like masterminding. As far as
application, I am sure that I have only applied a few small percentage.
162.
I have been overwhelmed by the home study course I received in December nad
which I am still studying on a daily basis, and will do for the coming months ( and of
course implement relevant tactics)
163.
I have bought the tapes and book and then not studied them
164.
I have every article from your web site, your book and many of the email
165.
I have just received your book from Amazom and I am in the process of studying it
and I will be receiving your latest course in a week. I have also downloaded a few
articles from your website. I am just at the beginning, but I am impressed and I am a
fast learner.
166.
I have just started reading your material, and am very impressed, but way too early in
the cycle to have gotten anywhere.
167.
I have listened to the tape (many times) how to optimize your Business I think
tapes are the best way for me, I can listening when I am driving or gardening. I have
read the compendium of the Abraham Method, how to multiply your business
resultsHonestly I can t say I have used some particular program, but it is in my
head working. Much time is reading how successful you are and how much money
you have helped yourself and others to earn. I do understand that you have helped a
lot of people, thats why I am interested in getting some help.
168.
I have listened to your tape program several times and read your book, Getting
Everything You Can Out of All You Got. I have taken notes and am probably better
at following up with prospects and customers because of what I read and heard. I
have never attended a seminar and watched part of tape.
169.
I have mainly your older stuff and I have given it a number of readings. I know there
is still a ton I could do.
170.
I have many Abraham tapes papers, reports, transcripts and his book. I have spent
time studying them but not as much as Id like.
171.
I have many of the marketing materials that you provide including Your Secret
Wealth, How to Get From Where You Are to Where You Want to Go, tapes of several
Master Mind Conferences, tapes of eX-Factor conference, and a number of other
tapes and reports. I have applied a number of the concepts in my own business and
others in businesses of my clients. I probably use about 20% of what I know.
172.
I have most of Jays material and have just started (4 months) to really digest and put
into place. It is very richlike eating fudge. It tastes great, but after more than a few
bites it becomes too much. You have to pace yourself a little.
173.
I have most of the material you published, bought at one time in a special discount
pricing package. It was a coup! As I read some of your methods, I am impressed by
Page 1021
I have not been exposed to a formal program, but have received several emails with
various documents covering different tactics. I have not found a way to pull it all
together to make it work for me.
175.
I have not been exposed to any that I am aware of, yet; but I hope to.
176.
I have one book .Most of the examples are to expensive to do or not relevant to my
industry.
177.
I have only applied myself in a limited way I get more satisfaction from inventing
than marketing.
178.
179.
180.
181.
I have purchased many programs over ten years and have attended one live event.
Our implementation has picked up speed lately over the past year. Teaching the
materials to my team. I have spend hundreds of hours listening and studying and
have implemented many ideas but my team and I are working hard now on full
implementation.. PEQ really made the difference for me.
182.
I have read ever email and pdf you have sent. I read religiously every day for about
2hours 5 hours. I have been doing this since 1999. online and offline .Your all you
got book Bought your mastery uni videos off ebay 2 years ago and harry pickens
watch about once a week Dan kennedy magnetic marketing kit Australian boot
camp 48 tape set
183.
I have read the Stealth Marketing eBook. I have started implementing some of the
concepts associated with LIST building. Recently I have accessed the material at
www.abraham.com but did not do much with it. However, it was a most significant
learning experience to read the materials. The 21 Power Principles are excellent.
184.
I have read your book and am in the process of listening to the mastermind marketing
program. I am reading through all of the material and would like to apply all of the
theories.
185.
I have read your book twice and summarized parts or it. I need to reread and finish
the summary. We must now spend time doing.
186.
I have recently received the home study marketing course and have just gone
through the beginning tape set
187.
I have several of your marketing books and I am in the process of studying them and
when I find something I am not using I add it to our marketing program.
188.
I have skimmed through The Master Mind Report, Mastering Optimization Report,
Dream Team Report, Barter Info Report and 6hrsWithJay. I have not applied any of
these strategies.
189.
I have studied some of your materials but I never seem to apply them. I dont
understand how to ues them in my business. Im sure its me----- not your materials.
However a how to, step by step guide would be very helpful
190.
I have your Sales Ideas as written by X, and listened to the tapes which came with
it. Great ideas, but more applicable to the selling of products rather than of services.
Page 1022
I have your book, Get Everything You Can From All Youve GOT, Stealth Marketing,
Money Making Secrets, 93 Extraordinary Referral Systems. I havent studied that well
at all.
192.
193.
I have your Nightingale Conent tape: Secrets to Building Wealth and your book
Getting Everything You Can out of Everything Youve Got. I have also purchased
many tapes and videos during your sale programs, which are varied authors. I have
used concepts from your tape series regularly, especially the story about the real
estate woman who became a consultant. I coach clients in career transition, so this
story has been a great help to them. I would say that I do not apply your techniques
on a regular basis. This is something I need to work on.
194.
I have your tape series from Conant Nightingale and your book, Getting everything
you can out of all you got and the two tapes of the Tony Robbins interview, and I
was a former monthly newsletter subscriber to your newsletter from Phillips
Publishing. I listen to the Tony Robbins tapes every three or four months and the
tape set from Conant every six months.
195.
196.
197.
I honestly cannot remember what material I have been exposed to. I havent studied
it in about 3 years.
198.
I knew about you only 10/25/02 and the only training I attended is MMT in Dec 2002,
honestly I have NOT yet fully digested the seminar materials
199.
I know of you from years ago, through my sister, marsha friedman she used to work
with ken gerbino). i have some of your books, i have not studied them as much as i
should have i get started and get as great idea and then veer off and lo and behold
it is weeks or months and i havent look at your books.
200.
I like "Money-Making Secrets of Marketing Genius Jay Abraham and Other Marketing
Wizards". It seems to be a fairly comprehensive compilation. I read when I get the
chance--I am about 1/2 way through. I do read your emails and freebies as well.
Application is as time allows. I am really impressed with these techniques and want
to apply and refine them.
201.
I listened to Your Secret Wealth several times. I received the MMT home study and
have been immersed in it. I have listened to all the tapes and have started my second
listen. I have read some of the materials, jumping around throughout the books. I am
just starting some implementation, but recognize the need for more strategic work.
202.
I love to read and have read the book and booklet each about 3 times -- and we are
redoing our tactics because of this
203.
I never heard of you when I was in business earlier. Since then, Ive read Getting
Everything You Can Out Of All Youve Got, along with materials youve been sending.
Im working on a new business plan, and am reading your material with an eye
toward my new business.
204.
I only have your book Getting Everything You Can From All Youve Got. I have read
it twice cover to cover now. But I cant say that I have honestly applied anything.
205.
I purchased the 400 page book Money-making secrets of Marketing Genius Jay
Abraham and Other Marketing Wizards. I have read practically every mailing piece
Jay has sent. I have never attended an Abraham seminar because I havent
Page 1023
I purchased the book "Money-Making Secrets Of Jay Abraham And Other Marketing
Wizards" back in the fall of 2002. This is the very first contact you (Jay) have made
with me since that time - need some online marketing help? :-)- I have used the book
some (not enough) and I jump around in it. I should probably read it all from cover to
cover but I haven't made the time.
207.
I purchased your 2002 Mastermind Training home study program. Ive listened to the
first 13 audio tapes so far.
208.
I purchased your book.. that was recently made available on the internet. But I've
only had the chance to flip through it. Most of what I read doesn't really apply to our
business, so I put it aside to come back to when our business grows a little more or
extends into other aspects.
209.
I purchased your home study course for the Mastermind Marketing. I'm currently
finishing up the Aussie tapes and reading the protg book. I'm almost finished with
the grounding materials and I've been listening in on the conference calls each
month. So far I've taken your USP and am starting to work that into everything from
the ads. Most of the other I'm trying to figure out what and where to test various ads
and direct mail pieces.
210.
I read all your information you sent me a couple of months ago. Being by myself, my
time is limited.
211.
I read everything you write and that influences how I think. Just cant implement
anything that needs staff help so far.
212.
I read one of your books . My previous boss shared much of your material with me
including an entire taped event.
213.
I read some of the Mr. X book but have not applied it or learned it thoroughly
214.
I read your book and some articles, listened to the tapes once. I think I understand
everything you say. More examples would not hurt!
215.
216.
I started about 8 years ago with the marketing genius book I think it was, it was the
big blue one that you took from the guy who was going to sell your ideas. Then after
that I just kept reading your letters then I purchased the PEQ and then the Ultra and
then the Master Marketing one I have honestly been listening to the tapes every
day for the last five months on the way to and from work and reading the books and
material at nightI feel well grounded and now need a business to test it onI dont
like my business and am in the process of trying to get out of it. I have about four
businesses that I am trying to either market for or set up a strategic alliance with. One
of them is on the product I am importing from China.
217.
I the materials from the January course in LA but not that often
218.
I traded some of marketing books for this Given Stealth Marketing , started me
searching for material, made aware host beneficiary programs, guarantee read
Financial Mastering; Anthony Robbins & Jay Abrahams Did I Get A bargain
Mastermind home program Getting everything you want We started implementing this
into fathers mortgage brokerage, I have only been here 6 months, now a partner. We
growing geometrically
219.
I tried some of your programs of your book Getting everything you can .. Probable
Page 1024
I was sent over 800 stories of other business owners when I submitted my story/I
have browsed Getting Everything You Can Out of All youve Got and Ive listened to
Mastermind marketing CDs.I get overwhelmed and dont do anything!!!!!
221.
I went to the event in Dec. Honestly havent had time to study much. I have know of
your successes going back to Chase and Entrepreneur. I use to do the trade show
circuit with the mag.
222.
Im ashamed to admit that I have tons of stuff from you beginning way back with,
Your Marketing Genius at Work. Ive done little with the info mostly because i had
lots of other things to do and then later because I was sick of my business. More
specific solutions (eg ads) might have helped
223.
Im fairly new to Jay Abraham materials; I just got the Master Mind program home
study course. Although a few years ago I did listen to a Nightingale/Conant program
from Jay that a friend of mine loaned me. Only recently have I been in a position to
benefit from the material. In the past 2 3 months, Ive soaked up as much of the
audio and printed material as time allows, and have come up with a number of ideas
to put into place. We are now just getting started with a number of those ideastoo
early to tell the results, yet. And its too early for me to know how to properly apply
everything, too!
224.
Ive been exposed to many over the past dozen years, and have read and tried with
only limited success most everything I have received.
225.
Ive been exposed to some of your reports, tapes. I listen intently and do not apply
them as much as I should
226.
Ive been exposed to the newsletter and only recently so Ive applied very little
227.
Ive been exposed to your Mr. X manuscript/book years ago, your How to Get..
book, your Website.
228.
Ive gotten a spattering of stuff from your referral program, and mastermind?
seminars and Ive usually tried to make changes to the business as theyve made
sense.
229.
230.
Ive only received the grounding material of your Mastermind course, but have read a
lot of your free stuff, and will soon be ordering your Strategic Marketing course. Ive
planned to use some of the techniques I learned from your material, but frankly
havent yet done it.
231.
Ive purchased getting everything you can in addition to the free education
materials youve provided. Honestly, nothing has been more inspiring or useful than
your information.
232.
Ive purchased the MMT Home study form December 2002. Ive looked through
most of it and heards about 50% of the tapes. Ive applied less than 1% of it so far.
233.
234.
Ive read a lot of your stuff on the web. Ive read all your books and have applied
some of the strategies for my clients, but not for myself.
235.
Ive read the material available from your web page, and the files Ive downloaded
from your emails. This material, as well as the one Im getting from other authors, will
be considered when I review my production stats over a period of time. Im working
the best way I could figured it out before I heard of you.
Page 1025
Ive seen some of your material on the internet and have not made great efforts to
apply it.
237.
238.
In the past, I faithfully read your newsletters and implemented lots of your
suggestions (when I was present at the company and running things personally).
Since then, weve lapsed.
239.
Internet Conference, changed my life; PEQ One and Two Home Study, have not yet
processed; Mastermind, Im still reeling at excitement and the truth is I have never
taken the time to apply your methods as I should.
240.
Internet maketing program, mastermind program home study, Hom study tactical
program and one other home study program plus various materials over the years.
241.
242.
I've been exposed to quite a few but haven't really been able to apply them.
243.
Jay Abraham Newsletter. Various books and reports. Protg materials. Applied
them in software company startup WAS GREAT!! Company today is 75 people and 7
million in sales. Sold my interest in company.
244.
Jay Abrahams book. We havent been able to apply the knowledge as often as we
would like to think about.
245.
Jay Abrahams materials are the basic building blocks CDs and tapes I listen to
virtually everyday in my car, books which I try to read at night.
246.
Jay I havent had much exposure to you at all. However what I have read is very
impressive. I would love to have you transform my company.
247.
Jay, you have provided so much, and I have failed to utilize what I have.
248.
Jays Money Making secrets, but I have only had it for 5 months. I am trying to apply
but have not had enough time
249.
Just a couple of books and one tape. I read them partially and never applied
systematically
250.
Just about every home study course over the last 15-20 years. Applications have not
been programmed or coordinated on a continuous basis.
251.
252.
Just beginning
253.
254.
255.
256.
257.
258.
259.
260.
Just the one book "Money Making Secrets Of Marketing Genius Jay Abraham And
Other Marketing Wizards"
261.
Just your book getting everything you can out of all youve got.
262.
Page 1026
Just your PR material you use to sell your products, i.e. interviews small reports, ads.
264.
Just your retail book & email communication from you. ---- Seminars & Courses are
priced for the top 10% (1%?) are not easily budgeted for.
265.
266.
Last mailing you did I read it was interested in the home study program but exchange
cost Canadian vs us dollars and time.
267.
Like I said I am just getting into this so I a trying to learn as much as I can.
268.
Limited exposure, I have the Money Making Book, havent started with it yet. Realize
that I am missing a lot of opportunities.
269.
List materials: You name it, Ive probably got it How often: Not often How well Ive
studied: Could go through again How honestly applied: Honestly yes, but not
extensive enough
270.
271.
Listened to How to get from where you are to where you want to be in your business
of professional practice - bought second hand three weeks ago. Listened to 1.5
times so far. read your book. Bought second hand Mr X book last week. I'm still
haphazardly attempting to set up some of the tactics you discuss.
272.
Listened to several of your taped programs (old boss has them), and have received
much of the information available in your web-site, also read your book several years
ago.
273.
Live Mastermind Mktg Training- Dec 2002PEQOriginal Master Mind Protg Mentor
Mr. X Book Getting Everything You Can Out of All Youve Got Gorilla Meets Guerilla
How To Get From Where You Are To Where You Want To BeSpecial Insider
Collection: 25 ReportsMaking the Money Connection-E-Commerce Your Secret
Wealth Business War Room Consultation Transcripts Stealth Marketing Pre
Attendance Tapes YMGAW My Life in Advertising Powertalk with Tony Robbins
Optimization (Mastery) with Tony21 Power Principles Business Breakthroughs
Countless reports, emails, sales letters, conference calls, etc. I use most of what I
learned, when I have the opportunity.
274.
Long wordy letters with an offer at the end. Offer something for free to get key info
Package deals
275.
276.
Lots of books and monographs and tapes, attended one speaking program
277.
278.
Many different home study seminars. Havent really used them as effectively as I
ought to.
279.
280.
Marginal Net Worth Ive used; USP I need better defined; Marketing Pillars I
utilized
281.
Marketing boot camp in 1988 with Howard Ruff; protg home study course; almost
all of your written material and seminar tapes and most recently the Master Marketing
Training Summit home study course. I have literally invested thousands of hours over
the past 15 years listened to, studying and using your body of work. I cant imagine
anyone who has been more committed and passionate about learning your material.
282.
Page 1027
284.
Marketing Genius, PEQ, Stealth Marketing Report MMT Tapes most of them ,I have
gone through once
285.
Marketing Gorilla meets Guerrilla Marketing, and The marketing Wizards Edge,
Collectors Edition. I have listened to them, but I cannot say that I studied them or
implemented anything directly from them.
286.
Marketing Grounding set. I have not implemented any yet as we are waiting for
product to be done and do not have a marketing budget at this time. Plan to make a
back end and referral system.
287.
Marketing Mastermind was the first exposure. I have not applied any concept
consistently
288.
Marketing Mastermind, PEQ I & II home study and it seems like there are others
289.
Marketing Protg Seminar Dec 2002, working at applying now Your Marketing
Genius - maybe 20% applied
290.
291.
292.
Master Mind Seminar Dec 2002. I am still studying (practically everyday for two
hours, while commuting/driving I listen to the tapes and CDs). I am developing this
kitchen business and at the same time consulting a big artistic group becoming
famous in Europe and running a small group seminar on basic marketing.
293.
Mastermind + grounding materials I really havent applied this yetI been spending
a LOT of time mentally processing this info, and TRYING to implement it.
294.
Mastermind Exfactor Summit Internet Summit Peq Peq advanced. Played the tapes
till they wore out (ex factor, mastermind) Peq 2 times each.
295.
MasterMind I, How to get from Where you where, Guerrilla and Wizard
EdgeMarketing, Billion Internet Dollar summit, X factor book, MasterMind last home
study, ETC.
296.
Mastermind Marketing
297.
298.
299.
300.
mastermind marketing 2002 home study, getting everything book, how to get where
Dec, 2002
Page 1028
Mastermind Marketing 2002, Dec 7-9. I went through 80% of the grounding materials
once, the Mr. X book twice and the subsequent conference calls and listened to the
CDs of the actual event. Ive applied about 10 concepts at different levels, trying
things until they work.
302.
Mastermind Marketing Program Optimization Video, How to Get from Where You
are to Where You Want to Be, Mastermind Marketing Tapes London. I have
reviewed the material, but not fully comprehend and apply the techniques.
303.
Mastermind Marketing Program, I have studied the material but have not been very
successful in implementing some of the best areas for growth such as
host/beneficiary relationships, strategic alliances, moving parade, back ending,
lifetime value of a customer, etc. Much of the reason is that I have been so
overwhelmed by all the other duties that I have not taken the time that I believe I
honestly need to plan and implement the strategies and ideas.
304.
305.
306.
Mastermind Marketing tapes listened once & need to listen again Aussie Marketing
tapes listened once PEQ video tapes starting to watch them
307.
Mastermind Marketing UK and 2003, PEQ, PEQ II, PEQ Cubed, 93 Referral
Systems, various interviews. Im so new to this Ive used the materials first time
around to give me a grounding. Due to start second time listen after Strategy Home
Study listened to.
308.
Mastermind Marketing, E-Factor, I won your contest when we did the ULMRL
program. Ive bought most of what you sell, and listen to or have read your stuff
constantly over the years.
309.
Mastermind Marketing, London 1997? Used the material rigorously to redefine our
entire marketing strategy involving pre-eminence, educating the customer and
building distributor relationships Another UK based program that involved a monthly
conference call about 1999. Participated in the calls and occasional exercises
related to the calls. Found much less benefit here as the focus was almost entirely
consumer marketing.
310.
311.
312.
313.
Page 1029
315.
Mastermind program (Sydney Aust): Getting everything you canbook. Jay, I have
really studied them but I guess I am a bit overwhelmed.
316.
317.
318.
319.
320.
Materials on the web page, Mr. X book. not enough time studying or applying.
321.
Mentor Protg training, 400 hours of study and application ExFactor programs
initial one plus 4 tapes from Singapore, UK, etc. 400 hours studying applying now in
my business Million Dollar Internet Summit 20 hours studying and 5 hours applying
market research ideas.
322.
323.
324.
MMT Im applying this one. Im listening to the CDs of it each day. Im always
thinking about it and writing ideas in my journal. Its gathering NO dust.
325.
MMT 2002 home study. Have studied it intensely have almost finished going through
the material have been trying to make sure I have left nothing on the table regarding
the strategy options available, I will use all viable tactics eventually
But my main
concern now is to make sure strategy is optimum and pure.
326.
327.
328.
MMT 2002. Listened to all the tapes once and I am going through them a second
time. Havent really started to read the written material. Have read half of the free
give away material.
329.
MMT in December and most of the associated material. I have been reviewing
various components at least twice a week. Major impact has been introducing
multiple lines of revenue, adopting the its all about them approach in a formal way.
330.
331.
MMT training in Dec, I listen to the tapes every day and try to read something every
Page 1030
333.
MMT2002 and still studying at this time. Picked up the idea of marketing my niche
technique at the seminar but have not completed writing the course yet.
334.
335.
Money making secrets from Mr. X. I have done a miserable job of applying them .
336.
337.
338.
Money Making Secrets of Marketing Genius Jay Abraham And Other Marketing
Wizards I just got the book a few months ago. I have read through most of it, but
have yet to try any of the techniques. Other projects, fires to put out, etc. (or is that
bla, bla, bla)
339.
Money Making Secrets of Marketing Genius Jay Abraham and Other Marketing
Wizards21 Power Principles
340.
Money Making secrets of Marketing Genius Jay Abraham-just got it and trying to
figure out how to apply the information to my business.
341.
342.
343.
Money making secrets of mktg -- have looked at some of the samples and various
strategies. Have not applied yet. Aussie Boot camp audio Listened to it once.
Taught me about back end and front end. I used it in my business to expand the
range of services and products I market.
344.
Money making secrets Getting everything you can Interview tapes w/ Anthony
Robbins and Fran Tarkenton, One on One retreat w/ Mike Ferry 1/2002. I really have
just begun to listen to your stuff. I love it!
345.
346.
Money-Making Secrets of Marketing Genius Jay Abraham I have used you ideas in
developing mailing pieces and preparing and delivering seminars to our clients. It is
likely that I have hardly scratched the surface
347.
348.
349.
350.
Page 1031
352.
Most of below have not been studied thoroughly Book: getting all you can get, used
some Various seminar tapes, not used that much Various manuals, not used that
much367 ways by X, used some Various case studies, not used that much
353.
Most of Jays home study, Dan Kennedy home study, Jay Levinson web study
354.
Most of your books, I attended the ex!factor program and did the internet marketing at
home.
355.
Mostly I read and while I dont always follow through with all the advice, still I learn a
lot from my reading.
356.
Mr. X Book Stealth Marketing Consulting Transcripts The risk-reversal and value-add
concepts come from you, Jay.
357.
358.
Mr. X., Getting Everything, MMT 95, MMT 2002, PEQ, AMA. Have only been
exposed to Abraham material for the past 8 months, and have delved in great detail,
and applied concepts to the launching of a new start-up business focusing on
strategy first and foremost long before individual tactics have been considered.
359.
360.
Mr. X
361.
362.
MR. X and the MMT course in Dec. 2002. Studied and implemented not enough. F
grade here!!
363.
364.
365.
Mr. X book Joint-venture seminar PEQ tapes Have studied them to some degree
(maybe read and listened to tapes once or twice). Have used a few ideas in them.
366.
367.
Mr. X book, ULMRl program, your book, your contracts book, your best ads book,
and others. I study them 2 or 3 times per year for a couple of weeks in the morning
for an hour or so.
368.
Mr. X Book, Your secret wealth, FYMEO, YMGAW. Just went over them and didnt
know what to do with the info.
369.
Much
370.
Never a live seminar but have reads and studied most of your written and taped
products
371.
New to these.
372.
373.
374.
Newsletters, postings
Page 1032
Nightingale Conants program and Tony Robbins JV tape. Ive studied them
moderately and implemented some of the techniques like testing ad copy. It would
be nice to have a turn-key system as well as a checklist or maybe a template to help
evaluate the appropriate way to implement a system in explicit detail, stated in
SIMPLE terms (i.e. like Ken Evoy).
376.
Nine Drivers,
21 Power Principals, Internet Marketing Consulting Questionnaire
,Marketing, Management & Sales Audit - Jay Abraham & Chet Holmes
377.
None (17)
378.
379.
380.
None..too confusingdont know which one I should own. You need a simplified
offering sheet (vs. 20 page letters) to describe what each packages objective is so
that consumers can hone in on the package that will meet their needs.
381.
Not at all!
382.
383.
Not sure.
384.
385.
numerous
386.
Numerous articles over the years, Money Making secrets of Jay Abraham program.
387.
Numerous products of Jays but have only scratched the surface in studying them
and applying them
388.
Obtained the "book" Money Making Secrets which I'm part way through.
389.
One book How to get everthing you want out of all youve got and the website
390.
One book Mr X. I dont find any thing relevant to services business like what we do.
So I was little disappointed by spending 400 and not able to use any thing from it.
391.
One large marketing course with many tapes, listened but not studied
392.
Only a marketing summary sent after a Robert Allen teleclass and the teleclass.
393.
394.
395.
Only freebies. Ive been bold enough to push for a spot on a radio talk show. Got it.
Ive also posed a weekly column to a local newspaper and in place of payment Ive
asked for free marketing space within the newspaper.
396.
397.
Only jays
398.
399.
Only just recently received them and 95% is still yet to be studied
400.
Page 1033
Only one of the team here has been exposed to any great degree to your ideas,
having attended your first Australian Boot Camp and your subsequent Advanced
Boot Camp through the Results Corporation back in 1989/90. Materials provided
included Your Marketing Genius At Work as well as manuals from your Protg
program. Also purchased independently has been your first Nightingale Connant tape
program. Additional materials most recently have been accessed via your web site.
But apart from this one person, there has been minimal exposure otherwise amongst
the partners of ACN.
402.
403.
Only some of the booksthe previous businesses were small and i only applied a
few direct mail ideas.
404.
Only the $5000 one you gave in LA in 1996 and it had a large boxful of menuals
which I didnt refer to because I had no need or business.
405.
Only the Money making secrets book and the tapes that came with it. Its
constituted the beginning of my education and I havent actually applied any of the
(very good) ideas contained in it.
406.
Only the book- getting everything you can out of all you got.
407.
408.
409.
Only to literature provided through e-mail. It is difficult to study each one as most of
your material is very lengthy.
410.
Over $3000 in matls, tapes, books and articles. Used as reference on a regular basis
411.
PEQ 1, PEQ 2, Master mind marketing, Protg Training, X Factor and a few earlier
ones
412.
PEQ Cubed, We do daily workshops each day for 1 hour. This could be improved.
Abraham Mastermind Alliance I am on at least one Mastermind call every week.
Strategy Setting Super Summit. - Full participation. I am just reading the materials
now.
413.
414.
415.
PEQ PEQ II Your book, Mastermind marketing. The material excites me and
generates a great deal of creativity by the execution is poor.
416.
PEQ seminar, MR. X book, Jays Book, How to get where you are to were you want to
be seminar, stealth marketing, Internet summit. Contract book. Shoulders of the
Giants. Just have began to study and use
417.
PEQ, Mastermind Marketing and many others or yours. Words that Sell, Ted
Nicholas E-Myth Gerberand many others. Have listened to tapes, watched videos,
read books, made notes, and worked on some. Honestly knowly all that I know, the
problem has always been to apply that. The time it takes, who is going to do all that, I
dont have the time. There is a lot of information. What shall I do first? And so on
goes through the mind. I will get to it and a few days goes by and its forgotten. This is
the problem. The mindset is not strong enough to start although you know you
should. No one to answer to so it dont get done, although you should. All the
teaching is great, but the problem for one man band or a with a few people company
is who is going to do the required tasks when you have other daily jobs to be done.
418.
PEQ, mastermind, deal-making summit, hidden wealth; applied PEQ extensively, but
Page 1034
PEQ, Mastermind, How to get what you want (?)Ive probably studied each through
about 40%
420.
421.
PEQ; Money Making Secrets of the Marketing Wizard; The Grand Compendium; Best
Winning Adsd; The Do-It-Yourself advertising guide; Stealth Marketing; The Bonus
Collection; How to get from where you are to where you want to be; The Wizard's
Edge; UK Master Mind Marketing Seminar; How to think like a marketing genius; How
to release the explosive hidden assets in your company; Business Breakthroughs Newsletter;
422.
PEQ; previous mastermind marketing taped sessions. Its all rather overwhelming to
grasp and implement all there is, and with regards to PEQ, there is a good deal of
groundwork that should first be accomplishedI need a good pain story.
423.
Power Talk with Anthony Robbins- I almost know it by heart- listened to every record
at least ten times.
424.
425.
Profit strategies, various reports, your tape set of/and your published book
426.
427.
Protg Marketing tapes from 1990, 92 Referral systems, How to get from where you
are to where you want to be.
428.
429.
Protg Program, 1989-1990. Studied it a lot. Have not applied much of it. I have
bought most of your publications since then but have not studied them much or
applied them. Also bought from you the video set by Chet Holmes and programs by
Bob Proctor. Listened and watched them but have not implemented much of their
advice.
430.
431.
Protg seminar, ex-factor, mastermind marketing, PEQ. I read a little of each one
all the time but havent honestly applied them like I should.
432.
Protg training so long ago.not well or honestly! The seed of looking for
opportunities is still there.just havent done anything, sadly!
433.
434.
Protg-mentor tapes, peq tapes, marketing wizard tape so far a couple of times
each
435.
Purchased a tape and workbook series several years ago, did it pretty religiously,
listened to lots of tapes and read a lot of the material I have received since.
436.
437.
438.
Read your recent book. Have collection of 10-20 year old tapes and print materials.
Read some of content linked to your emails. I read them for ideas and confirmation of
my intuitions and have shared some reading with my employees. I have not
systematically applied them.
439.
Follow-up
Page 1035
Recent book. Tony Robbins interview, almost every report on the website. i am
seriously studying and trying to implement your practices in my own interpretation.
441.
Recent customer
442.
Recently purchased Compilation of marketing ideas (Dont have the exact name)
Ive read bits and pieces but not all of it.
443.
444.
Recently read winning with e-commerce. Also studied your site to see how different it
is from ours.
445.
446.
447.
Secret Wealth, Tony Robbins tapes, Getting the most out of what you have. Just
beginning to apply concepts
448.
449.
450.
451.
Seminars and publications and phone calls. We try to pick what makes the most
sense to us and try to implement as many tactics as we can.
452.
453.
Several tapes, books etc Studied several closely Not applied well due to family issues
mentioned above
454.
Short workshop via Robert Allen Telephone class via Robert Allen and your own 2
times Written material from Drew Kaplan and yourself. Read 2 times Tape with
Drew Kaplan and yourself Listened to about 7 times Tape with Tony Robbins and
yourself Listened to about 10 times Book: Getting all you can out of everything
youve got Read twice I have applied one tactic at a time, depending on what I was
doing at the time. I never really developed a strategy and used multiple tactics at the
same time as I am more aware of now. Each time a tactic was applied it worked.
455.
Skimmed what you send and really didnt get it. Trying contests was one of your
ideas. Giving away free books to contest winners got me 5 entries. I posted the
contest on all the web contest sites.
456.
457.
458.
459.
Some years ago I attended your Bootcamp (I was Paddy Lungs counterpart) in
Aussie and have followed your stuff ever since. Ive not used it to its full extent
probably because of the work Ive been involved in, but I need it in this new
enterprise!
460.
461.
462.
Sorry, none by now expect the free newsletter. I sent an email asking for possible
Page 1036
Started with yours in mid 80s w/real estate and only pretty much reference you now
464.
Stealth Marketing Manual Getting Everything You Can Out Of All Youve Got Book
Marketing Genius Tapeset Bootcamp Tapeset Marketing Machine Tapeset Marketing
Makeover Tapeset
465.
466.
467.
Stealth Marketing, Aussie Boot camp tapes, Your secret wealth tapes.
468.
Stealth Marketing, Money Making Secrets of Marketing Genius Jay Abraham and
Other Marketing Wizards books. Audiotape interview of Jay with Tony Robbins and
the video tape program of Jay on Marketing. Have not used it as much as I did not
have a business at the time but plan to use it now in this new business described
elsewhere in this document.
469.
Stealth Marketing, the PEQ marketing material, and a range of free reports from your
website. Then its been a matter of trying to slog through it, make sense of it, and
apply the bits of it that seem most likely to work at the time so its very tactical in
your terms, not strategic at all. I guess I do the same with the other marketing books I
read always looking for the next great idea thatll skyrocket my businessAnd not
quite getting there.
470.
Stealth Marketing, Your Marketing Genius, 10 Mistakes, Hidden Assets. Ive used
many of them at one time or another.
471.
472.
473.
Still reading Money-Making Secrets (blue book). Lots of ideas. Many dont apply.
474.
475.
476.
477.
478.
479.
480.
Tapes, Books, - tried different copy to see if there was any difference in response.
481.
482.
Ted Nicholas; Dan Kennedy; Bob Serling; Jay Abraham; Jeff Paul (consistently)
483.
484.
485.
486.
Page 1037
The book - "Getting everything you can out of all you've got". Some downloads from
your Website.
488.
489.
490.
The books listed above. i have applied them mainly to change me and my attitude
changing from being a hobby to being a business owner
491.
The Business Insights Newsletter PEQ Getting Everything You Can Out Of All Youve
GotInner Circle presentation
492.
The free reports on your website. I think I've read them about 5 times thoroughly and
tried to apply several of them at least two - three times.
493.
The Home study course. Ive surprisingly listened to and watched the videos twice,
made lots of notes and only because of a lack of time, implemented a few of the
ideas.
494.
The internet program. Learnt heaps more to the benefit of my clients and I use only a
fraction of it. (I was selective in what I used and it did work.)
495.
The Jay Day in Australia Marketing Wizards Edge Getting everything you can out of
all you have got Your emails Studied extensively applied only partially although I
have been greatly affected by Marginal net worth theory
496.
497.
The marketing material I bought in December I have written four letters using your
examples, tested the letters with follow up call to measure their effectiveness,
stressed more customer testimonials, I am experimenting with risk reversal (so far 3
takers), more partnering (this is really working well)
498.
499.
The Mastermind Marketing seminar in LA as well as all the documentation and tapes
attached to it; the e-mailed info I have been receiving from the Abraham Foundation
over the past few years. I have gone through everything, selected what I regarded as
of priority relevance to our local situation as well as being within my financial means
to apply, and have applied possibly 25% of it effectively. (This was instrumental in my
building the Print Afford/Sign Afford group from nothing, and with nothing I did not
have a father who gave me $55 million to go and conquer the world to a group of
22 franchises within 22 months, winning the National Business Undertaking of the
Year competition (small business section) in 1998, with a turnover at head-office
alone close on SA Rand 3 million per annum. When I sold the business, there were
30 franchises operating in South Africa, and 4 in Botswana with another 2 already
sold in Botswana).
500.
501.
The MMT, and its materials. Ive read about 1/3 of it, and when were moved in I will
do little else but re absorb what was taught, and seek to apply it.
502.
503.
The Mr. X Book, Your Secret Wealth, and your sales letters.
504.
The one I purchased was when I was in real estate. I read it thru, used some of your
ides in ads. I could be much more diligent in studying - I just I haven't because I don't
Page 1038
The only thing I did before this Mastermind Program was your tape program How to
get from where you are to where you want to be. At first I dug into it and actually got
some great results. However I did not keep up with it. You know the old well I tried it
and now Im just busy and Ill get back to it soon. Since December at the Mastermind
I have immersed myself and made the commitment to continue work and build a
system that will take me where I want to go. And by leverage instead of me trying to
do so much myself. As the initial overwhelm is settling down I AM making progress.
The conference calls with the hot seats and others have helped me to keep on track
and to take a deep breath and say do something ever yday, and not everything in
one day.
506.
The USP and the rifle approach to finding the right prospects.
507.
508.
This is the first time I have been exposed to your materials. So far I have just
browsed them.
509.
Three day program in 1997 I have listened to the tapes 3 times and read most of the
materials twice. Program in December 2002 currently still working my way through
510.
511.
To be honest, I only use the free email as USD is too expensive from AUD and your
prices are too up there. I also find the male ego massaging too heavy sometimes. Im
an intelligent business woman and I dont find that respected very often. I find I have
to troll through material to find the common sense gems amongst all the hyperbole.
512.
Tony Robbins interview (this is what introduced me), worn out one tape and on
second copy, ised for inspiration93 referral systems listened to several time but no
action yet. Mastermind marketing systems Taken principles (risk reversal, cross
selling etc and applied. Money making system of Jay Not read, I need tapes as I drive
but have little reading time. Stealth marketing Not read!
513.
514.
515.
516.
517.
Two Ex-factors programs (The first was poorly executed but still immensely valuable!)
and the ULMRL program. I have listened to all of the tapes that I received in
preparation and as follow up to those programs and I credit the information in them
with growing my business from 100k to over 500k in just a few years.
518.
519.
ULMR-Program EXfactor
520.
Unfortunately, as we are new to your materials, we have not yet the chance to
expose them.
Mastermind marketing
Page 1039
522.
various
523.
524.
Various audio programs, and home study course from your December marketing
conference, which I am slowly, but surely making progress with!
525.
Various Jay programs. I listen to them and read the books off and on.
526.
527.
528.
Very little exposure initially came across Jays name in a book and followed it up
form there probably limited to whats available in the resources section on the webpage.
529.
530.
War room tapes. (mixed reviews) Aussie Boot Camp. Listen to them in car very
often.
531.
532.
We have been exposed to lots, but have not diligently studied or applied each one.
533.
534.
We just got introduced to you recently. I have read the Master Mind Marketing
material. I have learned from it and try to use the concepts when it applies.
535.
We were at Robert Allen & Mark Victor Hansen's program in Anaheim in October. We
had planned on attending your conference in California, but my husband became
seriously ill for most of the winter. He suggested I go through some of the information
we had received from you. I've listened to a tape of your interview with Tony Robbins
(which is excellent) and read through several of your books with case studies. Those
have generated a lot of ideas. I then discovered a website by Ken Envoy (I swear he
must be one of your proteges) that took the very principles you were teaching and
applied them to my specific field. Those things have come together for me to put in
place the marketing strategies I am currently doing. They have redefined how I have
approached my marketing. I recognize that I can actually pay quite a bit to get that
first customer by recognizing the lifetime value of my client.
536.
Weve found it hard to adapt ideas to a small service organization like ours.
537.
Web materials Bob Allen seminars and phone conference calls, and
getting everything...
538.
539.
Web-site free materials Getting Everythinghow often-last year all the time when I
think about development of my business how well- I cant measure, in case I didnt
get astonishing results it means not so well. There is need to digest concepts and
make them alive in personal circumstances.
540.
Website reports fully read, not implemented yet Money making secrets of Jay
Abraham 30% read, not applied yet
541.
Website.
542.
What was given on email last year or so. Have studied, but feel you are doing
something I am missing so not wholehearted applied much.
543.
Wizards, edge 1, Money making strategies of Jay and other wizards, ex factor, how
your book
Page 1040
545.
546.
547.
X factor, PEQ, mastermind all home study programs all. Also read your book.
548.
X- Factor. Boot Camp. Secret Wealth, PEQ. Its great stuff, but how do I use it for my
biggest problem of combating price for an identical product, due to the manufacturer
deciding to sell direct??
549.
550.
X-Factor seminar, How to get from where you are to where you want to be audio
program, ULRML seminars, Your marketing genius at work. Listed to most of the
tapes several times, reviewed many of the manuals, but not page by page. Review at
least one of your programs every 6 to 8 weeks. When working on marketing
problems, many of the principles learned in the seminars are repeatedly used.
551.
You can get everything book read parts, applied a few ideas Mastermind Training in
Dec plus follow-up calls; examined my business; used a few strategies; participate in
a monthly group from the seminar
552.
Your book Getting Everything You Can Out of All Youve Got. Read it once recently
so there has not been enough time to study and apply the tactics in the book.
553.
Your Aussie Boot Camp Your recent seminar and all the books Your website Your
Marketing Secrets book (Mr X)Your published book (Cant remember the name)We
put everything into action. As fast as we can.
554.
Your book , ebook Stealth Marketing & free articles on your site,
555.
Your book : Getting everything your want, PEQ workshop tapes (listening, note
taking, finding application for ideas)
556.
Your book Getting Everything... your emails and free bonus reports. Once a month I
review your materials and try to garner something out for my sales team or myself.
557.
558.
559.
Your book Getting Everything Youve Got.. Also Your Secret Wealth. Anthony
Robbins PowerTalk Interview & your site. Ive just recently began looking at how I can
apply some of these things to the business Im starting.
560.
Your guide to secret wealth and your book. I have read/.listened to each multiple
times however havent in earnest applied them.
561.
Your Hidden Assets tape program, excellent ideas, listened many times Getting All
You Want . Book, very good material Various other materials obtained during
marketing for the Mastermind Seminars
562.
Your Marketing Genius at Work (?), Netrageous, Getting Everything You Can Out of
All You Got, a free seminar, a weekend training with you and Chet the month after
9/11. Ive read all of MGW, Netrageous, parts of GEYCOAYG, and went thru all the
preparation materials for the weekend training and did all the homework. I honest
applied: setting up 5 referral gathering systems, re-wrote sales letters, tried to
incorporate stronger headlines for my web pages and page descriptions, try hard to
give more than I promise.
Page 1041
Your marketing genius at work. Ive read it all the way through about 5 times.
564.
Your Marketing Genius at work. 21 Power Principles of business success, Jay Day in
Australia, 3 Day Jay Day Marketing Bootcamp in Australia. Ive read them all from
cover to cover. They all make a lot of sense. But Ive never been able to turn them
into dollars
565.
Your marketing genius; stealth marketing; newsletter; online info. Have not applied
any of it very well.
566.
567.
568.
Your money making secrets book. I read most of it and applied some of it.
569.
Your most recent book and taps; I have used your risk reversal concept. However,
I find it difficult to apply your other concepts since they seem to be basically geared
to people already in business (whereas I am still trying to find the ideal business(es) I
should be in).
570.
Your Newsletter read most of them havent applied very many of the ideas due to
funding issues and feeling overwhelmed with the material at times (dont know how
where to start with it)
571.
Your newsletter studied but that has been a few years ago different owner now
572.
573.
574.
Your Secret Wealth poor application Getting Everything you can. poor
application
575.
Your Secret Wealth (fascinating. Have only had a chance to listen to once. Havent
had an opportunity to apply). The Referral System Tape & Manual (fascinating. Just
got, so havent had a chance to apply).
576.
Your Secret Wealth (tape set)Money Making Secrets of a Marketing Genius Plus
various free articles from you over past year or so. Although read/listened to above, I
know that I have not really applied the ideas in the material. I feel I need an
inspirational moment to hit me for it all o fall into place.
577.
Your Secret Wealth 1994, Live Mastermind Weekend (UK) 1995 32 tapes and 2
volumes. 93 Referral Methods 1997. Everything re 7-9 Dec 2002. Used as reference
and back up.
578.
Your Secret Wealth cassette program. Have listened to full set twice. Have used
some ideas for joint ventures to prepare proposals for prospects that were not
implemented.
579.
Your Secret Wealth-- Ive listened to it once, and as my first exposure to your
material, I had some amazing revelations from it. How To Get From Where You Are
To Where You Want To BeIve listened to the entire program once, and Ive done
some of the workbook. This program did a great job of further expanding my mind by
building on the Secret Wealth program, but by focusing specifically on business
issues. Mastermind Marketing Training ProgramI received the home study course
in December. Im still working on the grounding materials (Im about halfway through),
and Ive done only a little of the bonuses. Its been very powerful for me, and Ive had
a lot of great ideas since Ive been reading and listening to the materials. Virtually all
of your online and downloadable articles, white papers, reports, and transcripts
Most of these have very helpful, even if they just reiterated or reinforced other
Page 1042
581.
582.
583.
Your Secret Wealth tapes listened to about three times and applied some ideas
from them.
584.
Your Secret Wealth tapes MMT home study I'm using risk reversal more, starting to
use alliances.
585.
Your Secret Wealth tapesMMT home studyI'm using risk reversal more, starting to
use alliances.
586.
Your secret wealth, and your book Getting Everything You Can
587.
Your Secret Wealth, Getting Everything You Can, Reports, Mastermind Marketing
Summit and accompanying materials, BGM Home Study. Diligently studied.
Application commencing in my new business. Results to follow shortly.
588.
Your secret wealth, How to get from where you are to where you want to be, Moneymaking secrets of marketing genius Jay Abraham and other marketing wizards, and
Stealth Marketing. I have read and listen an viewed everything I have received from
you. But I havent applied very much to my business.
589.
Your Secret Wealth, How to get from where you are and MMT 2002 Home Study.
Im still working on the MMT but the one thing I have tried to use the most is trying to
describe the benefits to the client.
590.
Your Secret Wealth. I have been playing the tapes over and over again looking for
new marketing ideas. I have had the most success with risk reversal. Very few
companies use this tactic.
Page 1043
Page 1044