Michael Worthington and Steve Tippett
Business Growth Workshops are sponsored by Bankwest and presented by Steve Tippett from TW Group (Marketing) and Greg Culver from Linx Hurricane (SEO).
HOW WOULD YOU LIKE TO ATTRACT CUSTOMERS THAT PAY, STAY AND REFER?
That’s right. We will show you how to attract and retain more customers using strategic marketing techniques that are low-cost yet very effective.
These workshops is are for business owners of large and small businesses that want and need to attract more customers
In these workshops you will find out
- Why most SMEs spend too much on advertising for too little gain
Greg Culver
- How to identify and exploit niche market opportunities
- How to attract the numbers of customers you need to maintain and grow your business
- Why more than 80% of retailers advertise on price – and why they shouldn’t
- How to fully understand your own business and how it is perceived by potential customers
- About the fears and misconceptions prospects have about your business sector – and how to overcome them
- How to create your own Buyer Beware Guide designed to inform and attract new prospects
- Which questions prospects should ask before appointing a company in your business sector – and how to provide positive answers
- How to approach niche markets with highly targeted, low-cost advertising material
- Marketing Strategies, Both Online and Offline That Get You Results
The Business Growth Workshops are held in one full day
Date: Tuesday 23/10/2012 Time: 10am to 4pm
Cost: No Charge
Venue: Bankwest Place 300 Murray Street Perth
Morning Tea: will be supplied
Module 1: Target Marketing Target Marketing is one of the most powerful marketing strategies any business can employ. It stops you, shouting from the rooftops and takes you directly to your potential client and lets you talk personally to them, so they pay attention. Working with a Targeted, Niche Market is the most underutilised marketing weapon for most businesses and opens up doors, you never knew existed. Careful choice of keywords related to your specific target markets is crucial to getting your marketing right online. It is these keywords that your potential customers are typing in to the search engines, namely Google, that we use to get your website “seen” online. That means visitors can find it on page 1 of Google.
Module 2: Buyer Beware Guides (One the most powerful tactics you can use in your business today) A well-written “Buyer Beware Guide” is used as a conversion tool in the online and Offline world. These free reports must be of value to the visitor to your website and can include not only written text, but video or an offer of some kind. In fact, this type of report can incorporate more than one of these elements. Having something of value to give away for free off the website will allow you to build a list of loyal customers. You also use the Buyer Beware Guide to Pre Qualify, Pre motivate and Pre Sell potential clients. Used correctly a Good Buyer guide can pre answer all objections to making a buying decision before they even meet you.
Module 3: No one buys anything without knowing something about what they are buying first. Even if you are going to buy a tin of bake beans you still want to know something about that tin of bake beans, even if it is just how much it costs. The more complex or valuable the purchase the more people want to know about what they are buying. Knowledge gives them confidence, knowledge gives them motivation, knowledge makes them feel in control of the purchase and puts them into buying mode and takes you out of selling mode. If you hate to sell, educate your potential customers so they come pre-qualified and pre-motivated to buy what you have to offer. You want your customers to be buying from you because you have educated them about the benefits. You haven’t “sold” to them. How is this done online? Well, following on from the “buyer beware guide” you could have a series of automated messages that are sent to the prospect educating them more and more about what you do and how you can solve their pain. This is a very effective tool to use online. Developing relationships this way is crucial to successful online marketing.
Module 4 maintaining and Building relations that lead to sales Keeping in touch with your list on a regular basis will keep your business in the forefront of their minds. Depending on the market you are in, you will know how regularly to keep in contact with the list. This contact can be in the form of a broadcast message, an auto responder series or just alerting them to some new information you may have posted on your site’s blog. This part of the marketing plan is designed to educate your client base on what it is that you do
Module 5 Letting Others Sell For You I guess I’ve been a salesman all my life. I started selling in my teens, and there aren’t too many days since that I haven’t been selling. And I’m pretty good at it, although I make no secret of my dislike for cold calling. I hate trying to convince somebody to buy or do something they are sceptical about or resistant to. So when it comes to the way most businesspeople sell their services and the way most salespeople sell their products, I’ve chosen not to participate and suggest you do the same. I prefer “the lazy salesman’s way to riches;” letting other people do all the heavy lifting, then you just accept the order. In short, I’m here to give a testimonial for the use of testimonials. A testimonial is nothing more or less than somebody else doing the selling for you. Somebody else overcoming scepticism and creating trust for you. Somebody else eliminating price resistance for you. In spite of all the empirical evidence and overwhelming logic to it, the user testimonial is still one of the most under-?used marketing tools on the planet. Testimonial videos are a very powerful tool when it comes to gaining recognition online from a third party. Presenting this online through your website can be extremely powerful. Why? Well because your visitors are seeing a person affirming your company, it is not just some written content that anybody could have made up! We will show you a proven format for developing your own video testimonials. The key element here is that testimonials must follow a sequence to have maximum effect, that is what we will be teaching.
Module 6: Joint Venture Marketing or Affiliate Marketing is exactly that, it is using other people’s customers to get you new business. Now we are not advocating rushing out and trying to hijack everybody else’s database. What we are saying is that many business owners miss out on business that is right there on their doorstep, and in turn, miss out on thousands of dollars worth of free business. These customers are what are known as ‘common customers’. That is to say they have purchasing habits that also make them your potential customer. Joint Venture Marketing is a cooperative marketing venture with complimentary businesses so you both win. It is a way of not searching for the right prospects for your business because that complimentary business has already found them for you. Now all you need is a simple system to set up your very own JV arrangement and tools to make it easy for your Joint Venture Partners to refer their customers to you. Once you have your systems and tools you can tap into other people’s customers to get you new business. Joint Ventures with businesses that have a similar client base will assist you to grow your business. This can be quite effectively done online through your business website. You can learn the power of leverage and get your website seen by more people.
The Business Growth Workshops are held in one full day
Date Tuesday 23/10/2012
Time 10am to 4pm
Cost: No Charge
Venue: Bankwest Place 300 Murray Street Perth
Morning Tea will be supplied
