Building Profitable Relationships With Your Prospects...Automatically!

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This is the third episode of a three part mini-series where I'll focus on the THREE (3) Primary Functions of any Successful Marketing Program. In a nutshell, I call it the "CMB Principle:" Capture, Measure, & Build.

Today's topic will focus on BUILDING Profitable Relationships with all of your prospects, leads, & customers.

In the last two episodes we talked about:

1. capturing leads and prospects in your marketing database, and
2. measuring the results of your advertising efforts to help determine your true ROI.

Today we are going to discuss the final step in the process, which by the way, is an on going...never ending process.

Why, because building and maintaining a good relationship is a constant effort. Just like any relationship you decide to get involved in, it requires your participation & attention to help it grow and manifest into one that you cherish and one that's beneficial for all parties involved.

The great news is now you can virtually automate this process and systematize it. So from a business perspective, you can think of it as having your own garden of prospects that you've gathered. Then systematically & consistently you can water, nuture, and cultivate them into profitable customers and clients.

How do you do this? Well, very simply put....just like you would if you were gaining a new friend.

As an expert in your field or industry, focus on building your relationship with your prospects by providing interesting, helpful, and insightful information they can use. Information that makes them feel better, smarter, more confident when it comes to buying whatever it is you sell.

Here's a core belief that I challenge you to memorize and adopt.

It is a bit different, but if you keep this belief geniuenly at the heart of everything you do when communicating with a new prospect, it will literally explode your marketing efforts. Also, if you have employees or staff, I would strongly recommend that you encourage everyone in your organization to adopt this core belief as well. (and publically share it with ALL your prospects).

NEW BELIEF:
"I Don't Care Who My Prospects Decide To Buy From (or Who They Decide To Do Business With. I ONLY Care About Providing Them With All Of The Right Educational & Insightful Information They Need To Make The Best Decision For Themselves When It Comes To Buying What I Sell!"

This illustrates your primary interest is in your prospect and what they need...not in you and what you want!

By enlightening your prospects unselfishly like this, the decision to purchase the product/service that you sell --- and to buy from you becomes very logical and obvious.

First things first. You have to find out more about them. What's important to them. What frustrations do they have, what complaints, what desires, wishes, or dreams. What problems, what concerns...and the list goes on and on.

I like to say, you need to find out
what makes them "tick" and what "ticks them off".

It is also VERY IMPORTANT to capture your prospect's, customer's, & client's email address so you can follow up with them and begin building your relationship. Capturing the email addresses of your target market and getting them to voluntarily opt-in to be on your list is a MUST. It's actually the ONLY reason to advertise.

Now that you have a method of following up with them, you should go about building a relationship with them by asking them questions and learning about what's important to them.

What I mean by that is to direct your questions and focus on finding out what challenges, problems, situations, or issues they experience when it comes to buying what you sell. And to find out what desires, needs, wants, & interests they have. Then effectively and powerfully communicate what your product or service does to overcome those issues or help them attain those desires and benefits.

And today every small business can leverage powerful marketing tools and technologies so you can very easily automate and systematize this relationship building process.

Two new marketing tools that I highly recommend that you get if you don't already have them are:

1. Email Autoresponder System - Click here for my recommendation
2. Online Survey Tool - Click here for my recommendation

You can learn more about what an Autoresponder system & survey system can do for you by clicking on the links above. The main thing to note is that you want to automate your responses and your offers so you can collect more marketing intelligence from your prospects.

Each time you make an offer to them, you should require they answer a few short questions from your online survey so you can continue to gather and assess what is important to them and what their 'hot-buttons' are.

Remember...
"find out what makes them tick and what ticks them off!"

As promised here's this week's power marketing resource gift. It's called the:

"Complete Customer Survey Kit"
32 Of the Most Relevant Questions To Ask Your Prospects & Customers To Get
Them To Open Up and Tell You Their Hot-buttons, Problems, Frustrations,
Concerns, Plus their Desires, Wishes, Hopes, & Dreams.

This survey kit has a retail value of $47, but as a loyal subscriber to our Profitable Marketing Ideas POWER Podcast, you get it free.

Click this link for instant download.

Also, don't forget to add our podcast feed to your iTunes or other Podcast Catcher.

Here's the direct URL:
http://feeds.feedburner.com/ProfitableMarketingIdeas

Copy this into your catcher. If you have any questions about this or need some assistance, please feel free to contact me directly.

As always, I welcome your comments and feedback on this (or any) episode...so, please feel free to use the COMMENTS link below.

Good luck with your marketing efforts,

Marc Gamble
support@mymondemand.com
Marketing Guru & Advisor

P.S. You can learn step-by-step how to Monopolize Your Marketplace today from our "Business Building eKit". Simply visit: http://www.mymondemand.com/ekit for details.

P.P.S.: Here is another valuable recommendation you should check out: MYM On-Demand Marketing Training - http://www.mymondemand.com/signup

Measuring Your Advertising ROI Using The Marketing Equation

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This is the second episode of a three part mini-series where I'll focus on the THREE (3) Primary Functions of any Successful Marketing Program. In a nutshell, I call it the "CMB Principle:" Capture, Measure, & Build.

This week we're focusing on the ability to effectively Measure and Track your advertising efforts. No longer is it a tedious and laborious (not to mention expensive) effort to accomplish this essential marketing task. However, in the past before the advent of the Internet and web based technologies, that statement would not be hold true. As a matter of fact, the ability to measure market data and analyze those findings to improve marketing intelligence was strictly reserved for the large companies with marketing budgets and an entire marketing department to handle those tasks.

Flash forward to right now! (circa. Internet 200?) You can easily, quickly, and extremely cost effectively measure the results of every one of your markteing efforts. Think about it...no other time in the history of man can a small business leverage the incredibly awesome power of the internet to capture, measure, and build relationships (world-wide).

And all of that EQUALS sales (more money or INCREASED PROFIT)!

However, before we jump into how to measure, you need to understand and appreciate the science of marketing. And as with every science, you must have equations & formulas. In the POWER Podcast, I share the most "heavily guarded" Marketing Equatiion which is behind thousands of successful marketing campaigns.

In short, the Marketing Equation is made up of 4 components:
I + E + E + O = Results.

Or, Interrupt + Engage + Educate + Offer = Results!

Listen to the podcast for an in-depth explaination and overview of this fundamental formula for marketing success. If you don't use it in EVERY business communicaiton, you are leaving money on the table...NO DOUBT ABOUT IT!

If some of you are unable to listen to the podcast (even on their computer), I'll meet you in the middle of the road and provide a downloadable PDF File where you can learn more about the Marketing Equation.

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Request Your FREE Copy Of:
"The Marketing Equation Explained"

Click Here
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I also spend a great deal of time going into detail about how to measure all of your advertising responses using the latest web technology. It doesn't matter if you are advertising offline in newspapers, direct mail, TV, radio, magazines, etc., you can still use the web as an automatic tracking resource.

Imagine if you are running two different ads, one in your local newspaper and you are sending the other out as a direct mail piece. You can easily setup a special web page strictly for the purpose of delivering the OFFER that you extended in each ad. Now, by using a little web technology, you can put a unique web address on each ad which directs your traffic accordingly.

It is now a piece of cake for you to determine how many people responded to each ad piece you ran and what your ROI is. The big secret is deploying the special web based software that allows you to easily set this up.

Usually, you will find ad tracking software available for a monthly fee that may range between $30 to upwards of $1,200 per month. However, I've extended an extra special offer to all of my loyal podcast subscribers which will save them $1,500!!! (I'm sorry, but you'll have to listen to the podcast to find out the details).

I guarantee you will really enjoy this episode because of all of the resources you'll discover and have at your fingertips just from listening.

As always, I welcome your comments and feedback on this (or any) episode...so, please feel free to use the COMMENTS link below.

Until next week.

Regards,

Marc Gamble
Profit Consultant
info@howtoincreaseprofit.com

P.S. Here's the link for the offer that I referenced in the POWER podcast for my subscriber's convenience. http://www.howtoincreaseprofit.com/freeoffer

How Advertising & Marketing Together Grows Your Business

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This is the first episode of a three part mini-series where I'll focus on the THREE (3) Primary Functions of any Successful Marketing Program. In a nutshell, I call it the "CMB Principle:" Capture, Measure, & Build.

In this episode, I dig into the differences between Advertising & Marketing. They have two distinctly different purposes when growing your business. Using them effectively together to systematically grow your business is the key. It starts with Capturing Marketing Data directly from your prospects. This includes, but is not limited to their contact information, hot-buttons and needs. Gathering this marketing intelligence and analyzing it appropriately, helps train your marketing efforts and campaigns directly at your target market.

Think of it this way...Advertising's sole purpose is to generate leads that helps you grow your Marketing Database.

While Marketing's sole job is to effectively, articulately, & efficiently communicate with these leads about your distinct advantages and why you are unique, different or better than the other options.

When you Capture your market data, you will begin to see where your prospects currently are in their decision making process. This is done by understanding the Educational Spectrum.

This helps you avoid the biggest small business advertising trap which is directing your advertising ONLY towards the "Now Buyers". By not targeting your advertising to all of the prospects on the Educational Spectrum for buying your product or service, you are drastically narrowing your prospect base while simultaneously increasing your direct competition.

The real "pot-of-gold" for growing your business resides in your Future Buyers and the Biggest Asset you can add to your business is growing your marketing database.

This is a visual graph of how prospects, consumers, and buyers make their buying decision. I discuss it in detail in the podcast, but the long & short of it is also illustrated in the FREE DOWNLOAD I've made available upon your request.

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To Request Your Complimentary Copy of the
Educational Spectrum, CLICK HERE.
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Think of the Educational Spectrum as a horizontal line from left to right, with the letter "A" representing the far left hand side of the spectrum and "Z" being the far right. Prospects jump on the educational spectrum somewhere from A to Z. A is when the prospect first gets the idea that they have a need for what you have to offer. We call these "Future Buyers". Z is when money changes hands and they acquire the goods. We call these "Now Buyers".
Here's a simple illustration of the Educational Spectrum. The key is to determine where your prospects are on this spectrum and help them move comfortably and consistently towards the right of the spectrum where they then become the "Now Buyers".

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To Request Your Complimentary Copy of the
Educational Spectrum, CLICK HERE.

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Next week, we'll discuss the next function of your successful marketing plan and that is how to easily Measure the data in your marketing database so you can focus your marketing efforts and campaigns accordingly.

Don't forget to add our podcast feed to your iTunes or other Podcast Catcher. Here's the direct URL, copy this into your catcher. If you have any questions about this or need some assistance, please feel free to contact me directly.

Good luck with your marketing efforts,

Marc Gamble
support@mymondemand.com
Principal Consultant

MYM On-Demand Marketing Training - http://www.mymondemand.com/signup

P.S. You can learn step-by-step how to Monopolize Your Marketplace today from our "Business Building eKit". Simply visit: http://www.mymondemand.com/ekit for details.

How To Create Instantly Compelling Ads Every Time

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Use This Quick 3-Question Evaluation Process, So You Can Be Sure Your Message Will Sell!

EVALUATION #1: "Well, I Would Hope So!" When you make a claim, don't think about it in terms of words coming out of your mouth. Think of it in terms of words entering your prospects ears. Then you'll realize how ridiculous some claims actually sound.

Whenever you make a claim, ask yourself if the prospect will immediately echo this response: "Well, I would hope so!" For instance, an insurance agency faxed me the following reason to choose them over their competitors: "We will be there for you when you have a claim." Well I would hope so! You're an insurance agency! Isn't that what you do?

Statements like this have as much meaning as the haircutter telling you that your hair will be shorter after it's cut, or as the gas station attendant telling you that you'll have more gas after your tank is filled. Always, always, always ask this important evaluation question whenever you make any claim. Avoid pointless claims and it will improve your effectiveness by 500% immediately.

EVALUATION #2: "Who Else Can Say That?" Pay close attention to this one. The question is not who else can do what you do. The question is who else can say what you say. And, the answer to that is "just about anybody and everybody". We consulted with an auto repair facility that was, by FAR, the most awesome business of its kind in their area of influence. They put competitors out of business every year and monopolized their marketplace in the process. Small problem: Even though no other business could even come close to performing at their level, their yellow page ad looked virtually identical to all of their cheesy competitors.

Try This: Look at your ad and compare it to your competitors’ ads. If you can cross out your name on your ad and replace it with the name of your competitor or vice versa, and the ad is still valid, you failed the test! You failed to distinguish yourself from your competitors. You failed to differentiate your business. You look like everybody else!

EVALUATION #3: The Specificity Challenge. I could write an entire book on this subject. But, suffice it to say for sake of this newsletter, you need to quantify all of your claims. Businesses generally fail to create a compelling case to buy their product or service. Instead, they merely ask their prospects to buy without justifiable, rational reasons. Quantify your business in terms of:

1. Specifically, How Are You Different?
2. Specifically, Compared To What?
3. Specifically, Why Can You Do That?
4. Specifically, What's Your Advantage?

If You Want To Distinguish Your Business From The Competition, Build A Case As An Attorney Would.

You need to realize that your business is on trial. You're the attorney. And it's a life or death sentence. Your customers and prospects are the jury. What will you say that will convince them to buy from you? What kind of specific evidence can you produce to PROVE beyond any reasonable doubt that they'd be a fool to not buy from you? Use your evidence to build and present your case.

If you would like a FREE Ad Evlauation of any advertising pieces (including sales scripts)you may have, simply email to: support@MYMOnDemand.com or fax to: (650) 649-2221. We will apply these evaluations, plus a few additional and provide you with a quantitative assessment of your marketing pieces.

To learn more about how to Improve Your Own Marketing Efforts and Achieve Better Results, visit: CLICK HERE.

Good luck with your marketing efforts,

Marc Gamble
mgamble@mymondemand.com
Principal Consultant
MYM On-Demand Marketing Training - http://www.mymondemand.com/signup


P.S. You can learn step-by-step how to Monopolize Your Marketplace today from our "Business Building eKit". Simply visit: http://www.mymondemand.com/ekit for details.