creating the brand you love - for startups & small business owners

HOW TO CREATE A BRAND THAT CUSTOMERS YOU LOVEwelcome to the revolution...

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This May Be Offensive. That’s ok, it’s not for you.

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We Are The SameWe did not become entrepreneurs to work 20 hour days. Break down the walls of the cubicle you have created for yourself.

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entrepreneur

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entrepreneurTo Enter

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entrepreneur

To PioneerTo Enter

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We Are The Same

an individual who organizes and operates a business or businesses, taking on financial risk to do so...

a person who pays a certain price for a product to resell it at an uncertain price...

We did not become entrepreneurs to work 20 hour days. Break down the walls of the cubicle you have created for yourself.

entrepreneur

To PioneerTo Enter

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We Are The Same

an individual who organizes and operates a business or businesses, taking on financial risk to do so...

a person who pays a certain price for a product to resell it at an uncertain price...

We did not become entrepreneurs to work 20 hour days. Break down the walls of the cubicle you have created for yourself.

entrepreneur

To PioneerTo Enter

Credits - http://www.justsell.com/

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Profit is KingYou must make money, this is why you’re in business 1

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Profit is KingYou must make money, this is why you’re in business

Creating Your BrandChoose something to stand FOR or AGAINST

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Profit is KingYou must make money, this is why you’re in business

Creating Your BrandChoose something to stand FOR or AGAINST

Raving FansCustomers come and go but RAVING FANS are there for forever!

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First Things First

Lowering your pricing is not the key to more sales. Don’t do what everyone else does. Don’t believe the B.S.

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First Things First

Lowering your pricing is not the key to more sales. Don’t do what everyone else does. Don’t believe the B.S.

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First Things First

‣ Unlearn the LIES that You Have Been Sold• The economy sucks vs. I’m not participating.

• It’s all about your attitude, not the economy.

‣ Protect Your Value (i.e. TIME) • Are you rich enough to not waste time? (Wallstreet 1987)

‣ Get Rid of Your Fear of Rejection • Get used to not taking NO for an answer and love your

prospect enough to ask “Why Not?”.

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PROFIT IS KINGIt’s not an option, you need cash and lots of it.

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CREATING YOUR BRANDWhat are you going to stand FOR (or against)?

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BRANDS PEOPLE LOVE...STAND FOR SOMETHING

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Henry Ford“If I would have asked people what they wanted, they would have said - faster horses.”

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Why are we asking our customers what they want? They have no idea

what the possibilities are. They called you because they need an expert, so

be the expert they crave.

Target your ideal client, track your success, capture the leads.Marketing 101

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LEADS


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TARGETKnow who you are targeting. Develop avatars, personas, etc. Create your ideal customers. 1

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LEADS


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TARGETKnow who you are targeting. Develop avatars, personas, etc. Create your ideal customers.

TRACKMonitor and improve

your campaigns to increase your captures.

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LEADS


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TARGETKnow who you are targeting. Develop avatars, personas, etc. Create your ideal customers.

TRACKMonitor and improve

your campaigns to increase your captures.

CAPTUREUse landing pages and web forms to funnel your leads into a systematic selling system that has some sort of automation.

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LEADS

The most valuable asset you have is your list of prospects. Building Your List

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Build Your List of Prospective Clients


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Generate prospective clients using Facebook ads, Adwords, Email Marketing or other strategies.



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Sell to Your List



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Give away something of value and then deliver your unique value proposition. Earn their attention, then pitch!

Sell to Your List



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Raise The Entry Fee

Sell to Your List



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If done correctly, you’ll need to constantly raise your pricing to avoid be overwhelmed with new business.

Raise The Entry Fee

Sell to Your List


Punk Rock Marketing

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Understand that your Value Proposition has nothing to do with your Products or your Services...

Punk Rock Marketing

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Punk Rock Marketing

‣ Where To Start• Who do you want to work

with... Honestly? Profile your dream client!

• Never make it about the money. Make it about who you will love working with.

• Find something to stand FOR or AGAINST that people can rally around.

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Punk Rock Marketing





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1. CREATE IDEAL CLIENT PROFILE(S)


Punk Rock Marketing





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1. CREATE IDEAL CLIENT PROFILE(S)2. BE SPECIFIC / DETAILED


Punk Rock Marketing





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1. CREATE IDEAL CLIENT PROFILE(S)2. BE SPECIFIC / DETAILED3. WHAT PROBLEM DO THEY HAVE?


Punk Rock Marketing





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1. CREATE IDEAL CLIENT PROFILE(S)2. BE SPECIFIC / DETAILED3. WHAT PROBLEM DO THEY HAVE?4. HOW ARE YOU GOING SOLVE IT?


Punk Rock Marketing





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1. CREATE IDEAL CLIENT PROFILE(S)2. BE SPECIFIC / DETAILED3. WHAT PROBLEM DO THEY HAVE?4. HOW ARE YOU GOING SOLVE IT?

USE POP CULTURE IN YOUR MARKETING EFFORTS TO ENGAGE THEM AT AN EMOTIONAL LEVEL.

Give away something of value and earn the right to pitchCapturing Leads

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Opt-In Sucks!


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Opt-In Sucks!

Give Them Value!

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How Much Would You Pay for a New Customer? for your ideal customer

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How Much Would You Pay for a New Customer? for your ideal customer

How Much Should You Pay for a New Lead? for a qualified buyer

Lifetime Value of a Client

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LVC


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$ Average Purchase Price

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$ How Many Time Per Year They Buy

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# How Many Years They Stay With You

= $$$

LVC


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X


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= $$$

LVC

(LVC) $1,000 X 2 X 2 Years = $4,000/ea

LVC Equation: (Average Value of Sale) X (# of Repeat Transactions) X (Ave. Retention Time in Mo/Yrs)


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X


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= $$$

LVC

(LVC) $1,000 X 2 X 2 Years = $4,000/ea

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BONUS...SALES PYRAMID

THE SALES PYRAMID

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Love your prospect enough to Call Them Back! THE SALES PYRAMID

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Love


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Love You’re doing this to help them. Let go of your ego.


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Forgiveness



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Forgiveness


Most people do not get loved, they get ripped off. Forgive them instantly for any push back.


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Forgiveness

Gratitude




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Forgiveness

Gratitude



They have been hurt before. Give them gratitude and thank them for their honesty.


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Grace

Forgiveness

Gratitude





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Grace

Forgiveness

Gratitude




Most sales people are manipulative and liars. Be real and be thankful for their grace when they listen to you.


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Grace

Forgiveness

Gratitude

Love

Order

You’re doing this to help them. Let go of your ego.





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Grace

Forgiveness

Gratitude

Love

Order





Bring about the order: “What you want is this...”


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Grace

Forgiveness

Gratitude

Love

Order

HONOR







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Grace

Forgiveness

Gratitude

Love

Order

HONOR






Always honor what you sold. Do what you say.

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25%Based on average selling skills, most salespeople can expect to close/convert 25 percent of their leads into paying customers.

It’s simply a numbers game.

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NO ONE HATES SALES. YOU HATE NOT SELLING.

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Raving FansBecome the extreme example of your brand

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Jonathan HinshawOnline Business Guru

Thank You

[email protected]

www.ebwaycreative.com

skype: ebwaycreative

mailto:[email protected]

mailto:[email protected]

http://www.ebwaycreative.com

http://www.ebwaycreative.com