Sharon Tierman - Marketing Strategies for Success

3 things that made the biggest difference
Get your systems in place
Know your breakeven
Know your business and marketing

Have good support systems
Set up first then everything falls into place

Find the hungry crowd and target them
Know where your people are and who they are

It is 5 x more effective to market to existing customers than it is to find new ones
Keep in touch with existing customers

Build up your data base.
Keep in contact with people you meet
Make sure you get all address, phone and email details

Target the correct market
80/20 rule – more profit less time

Marketing & Advertising
Where to advertise
What to sell
Look at the investment
Focus

Measurable Marketing
Work out what you need back
Total cost of marketing
Conversion rate
Sales/ campaign
Profits from campaigns

Email Marketing
Automated system
Direct mail
Keep up with the trends
When sending emails – send a tip

What is an offer:
A promo
Something for free
Buy one get one free
50% off
Points for you
What are 3 activities you do in your business that generate the most income
Findings from a study showed the average CEO did 20% of income producing business
Do 3 things to bring in income each day
Be efficient and Be effective
Pulling it all together
Have good
Relationships
Systems
Mindset
Team
Marketing skills
Good financial measuring
Be time wise – cut the fat
What really counts?

It’s not the best product, location, position, qualifications, nicest office, biggest budget, which gets more sales. It’s the best marketer and that’s YOU!

for more information - http://www.madamemarketing.com/

Kirwin Rae - Business Mastery - How to make a million dollars with Joint Ventures

Money is spiritual
Money has an addictive fear base
Money can teach you a lesson

What is your relationship with money?
a fear and lack
or positive and accepting

Are you attracted or repelling
If money wasn’t a problem right now, how much would you be willing to pay?

Everyone has a story.
A Story – Why did you create wealth in your life?
Story is the bases of wealth.
Never attract always create

A good book to look at is Napoleon Hill – Chapter II

Tension using it for good
Tension – opportunity to create something
Tension – energy
You need to FOCUS
You are the sun the rays
Tension – imagine it
Going up your spine and circling your body.
Use it and transform and refresh energy.
It’s you!
Intension = Small actions

Own your creations
Beliefs, language
Stronger belief
Connected, responsibility
Elevate you

The voice in your head is your ego
The Smarter you become you can control your ego to create you
Ego – fear and pain
Deal with pain - Suffering is optional


Focus on 1 Business.
What is the single most important function in your business?
Sales and Marketing
Reason why – leverage – Marketing gives you leverage
Cost – fail
How much do you pay to make money?

What is a Joint Venture?
Two businesses coming together.
Mutual Benefit.
A joint venture is a product we sell them.

Thoughts:
Emotional and logical – Brain harmony
Emotions are the marketer’s choice.
Open – feelings
Add logic to emotion

Principals for creating a powerful and profitable JV
Identify your target market.
Identify patterns of interest.
Identify other non competing businesses.
Create a compelling and irresistible offer.
Make it a WIN WIN WIN
JV Client You
Identify all the actionable steps.
Set a deadline
Get an endorsement (offer a service)

Steps:
o Approach – how? – letter
o Offer – what (prepared)
o The deal – why?
o The medium – with? Direct mail
o The action – Who? Does what
o The result –what happens
o What to do next – do it again


· How do we motivate?
o Emotionally
o Logically
o Values
o = balance


· Marketing is about selling the next step.
· Goal is them to take your call
· Goal of the call is to get a meeting
· Goal of the meeting is to get the sale
· Steps for Project JV
· Each one on to a post in notes
· Stick to wall Put in order
· Delegate Dates (14 within )
· Questions and listening are two sides of the coin

· Four goals of JV
o access – data base
o capture – the response (name, phone, email)
o Build – a relationship with JV, build trust
o make sales

www.businessmasteryinternational.com

Wendy Moore - Savvy Web Women

Wendy Moore - Savvy Web Women


Register your name
Complete Searches on – www.melbourneit.com.au
You can register on – www.australianwebsites.com

U tube – your name/your business
Login
Customize
Add information and links to your website http://www.

Search word /key
Add http//www in description pages

Set up a Twitter account then link Twitter to your face book (that way you don’t have to update each, they just flow through)
22 million people are on twitter

Face Book:
Add applications through www.facebook.com/apps/directory.php.
Add your Profile to http//profile. to/

Applications to use
Notes
Twitter
RSS
Face Book
Twitter

Websites to look at and they will assist you are:
www.tweetlater.com
www.twitoria.com
www.tweepular.com
www.twolio.com
www.tweetdeck.com
www.twitterfeed.com
www.tweetmyblog.com

· Add a resource box and link to your websites, Twitter, Face Book, U tube etc.

For more information - http://www.SavvyWebWoman.com

Ludwina Dautovic - The Red Tent Woman - Shameless Self Promotion

Build your Self:
Confidence
Self esteem – put in own hands
Be you. Value you.
What is your essence?
Success doesn’t come with a personality type it comes from action, plan, and work
Take yourself up a knot

Advertise your business
Label car
Email signature (add photo)
Links to websites
Logo
Personal branding
Photos
Update annually
Website – video – CD
Newsletter – photo – personal information
Write, write, write – if you cant write speak into MP3, iphone, tape and play back and type Articles, Blogs, Forum

· Personal Branding
o Have professional photos taken and use them to promote you.
o Update annually

· Website
o Video
o Cds
o Interactive

Newsletter
Include personal information
Photo

Articles – if you borrow an article – make reference to the person who created it.

Offer free Presentations to seminars
Tell your story
What is unique about your business
Overcome adversity

Testimonials
Ask for testimonials
Add to websites, newsletters – add referrals photo

Add Google
maps to your website so people can find you
Its Free
Get Google alerts

Speaking Engagements
Toast masters to practise

Networking
Build your own networking group
Attend local groups
Run and chair your own group
People get to know you first then they do business with you.

Business Awards
Get nominated
Nominate yourself

Video
Faster way to go viral
Blip TV
Utube
Face Book
Vimeo
Metacafe

Use http://www.audacity.com/ to download and create your own audio programs
MP3
CDs

for more information - www.theredtentwoman.com.au

Danette Hibberd - WOW Funnel Formula

Work once wisely = WOW!

How to grow your business.
Get more clients
Raise your prices
Get your clients to buy more often or spend more

What is the WOW formula?

UP sell you products.

WOW funnel formula.
Listening
Reading/seeing
Feeling/holding
experience

Why use the WOW formula?
*Attracts prospects (grow list)
*Taste your expertise
*Progressive style learning
*Cater for various skill sets
*Ability to build deep rather than wide ….keys
*Adding to existing expertise

Curious =>> Build relationship =>> Trust =>> do business

When building your Brand awareness & Build interest

Firstly offer something for free: or $0 - $50
Website/free/advertising
Speaking/networking
Referral

Second: $50 - $250
Workshop. One day e-course.

Next Stage: $250 - $750
In-depth two day worth. Hands on course.

Start off –
Lower financial risk.
Lower emotional risk.

When looking at income you need to have

20% Income from 80% customers


80% of your income coming from 20% of you customers

Ideas + products to add + sell

Teleconferences, Booklets, e-lines, Special reports, Webinars , Assessments, Home courses, Coaching, MP3’s, Quizzes, Seminars, Board games, DVD’s, CD’s, Tutorials, How to guides, Public speaking, E books

Leverage your effort and expertise
Start small and then grow
Autopilot ordering system
Multiple streams of income
Membership site
More prospects, prestige and profits
Creditability

More time+ more money = more freedom

Article Marketing – free – 300 words

For publishing of newsletters, look at www.ezine.com

For a Resource box – make reference to your website

On your BLOGs– record your notes and reference to website

Have a Forum- where others can comment

For more info – http://www.ProductFunnelFormula.com

Ari Galper - Sales Unlock the Game

Creating trust – The New Sale Mindset

How to permanently end sales rejection
How to thrive in this economy
How to break sales resistance by creating trust
How to get everything you want in life
No sales pressure
Recession of trust

Myths

Sales are a numbers game.
Sales are not lost at the end of the Sales Process – there are lost at hello.
Overcome objections.
- Broken trust can happen.
Instead defuse objections.
Rejection is part of selling
Zero Resistance = more Sales Aikido
- defuse the pressure.

Secrets to the New Sales Mindset

Old Way =
Make your sales pitch &
Close your eyes hope it works.

New Way =
Focus on the trust about their needs, instead of trying to make the sale.
This creates trust and understanding.
Your prospect begins sharing their problems and issues.

If - Yes - Continue the dialogue towards the sale
If - No - Thank you and move on

Principles behind the mindset.

1. Defuse pressure.
a. Where do you think we should go from here?
b. They have the choice.
c. My job is the truth not the sale.
d. LISTENING

2. Get to the truth (not the sale)
a. Send information
b. “that’s not a problem”
c. “would it make sense to figure out what the two or three problems are to solve problem”

3. Solve the problem (be a problem solution not a pitch)

SOLUTION

Hi I am …………. from………. I am hoping you can help me out.

Here’s the formula.

The New Sales Mindset
+
Trust based language
=
Get what you want in life.

Don’t use the word follow-up.
Do you have any feedback on expo?
The services
Break the resistance

When you call a potential lead and you get - we are using someone else”
We say “That’s not a problem. I wasn’t calling to currently replace who you use, but would you be open to any solutions”.

When you get - “Price too high”
We say “You’re absolutely right. The fee and price can be perceived as high but you haven’t had the choice to utilise our product/services”

Not about what you are selling but hope you sell it.

For more information, www.unlockthegame.com

Ari has written a book about his son, have a look at www.tobysbook.com

Planning for Success - Tarnia Gurney

Preparation for your business:

Did you know:

There was a study complete at Harvard Business School. The study was done over a twenty-five year period with 1,600 businesses. These were the results:
–70% of the businesses in the study had no written or verbal plan
–27% of the businesses in the study had verbal goals only
–3% of the businesses in the study had them written down
–98% of the wealth was held by those 3% of the businesses in the study

Now for Business Planning:

•Why should you go into business?
•Is there a market?
•Can I make money from it?

So we have now some thoughts and preparations for business planning. So lets move into business planning. Why do you want to do a business plan. TO PLAN that’s is why. Considering a business opportunity, Planning – Why my own Business? Should you go into business? Should you build one from scratch? Is there a market? How much money can I make? How much money will you need? Starting your own business will be one of the most important things you will ever do. There are a lot of risks – your money, your family & friends, existing jobs, and time. There are many things you should consider when getting into whether to start or run your own business. Lets look at them

Considering a Business:

•Have to be logical
•Is your plan viable
•Living document
•Helps you be organised

Writing a business plan seems so daunting, heaps of stress, but it makes you think logically and methodically about your business. By completing a business plan you be able to work out whether your plans are viable. Another important point is that you can then be prepared for the bank, or finance person aswell as sharing it with your team, business partners, etc.
A business plan needs to be a living document, something that you look at and work with regularly, not something that once is done, sits in the filing cabinet. You must update them and keep a record of where you are going and how you are getting there. It’s also great to look at where you have come from. Small Business success comes down to planning – and making sure you continue to grow and develop along and with your business plan. Follow some easy steps by being organised and planning, study our area of opportunity and know where you can go.

Why My Own Business:

•What can I do better or differently
•Three reasons why to go into business - Skills, Interests, Opportunity.

What can you make a difference in? What you can offer? Are willing to ride the time out then you should be ok. They say the first 2 years will either make or break a business. So in saying that, you get to think differently, You get to be your own boss – you decide the hours to work, more responsibility, No corporate ladder to climb, create something out of nothing, Choose something you love to do, Do it better than anyone else does, Add value to me aswell as the clients, Go the extra mile . And What would you need: My family support and encouragement and Willpower and determination.

Should you go into business?

•Long hours
• Hard work
• Must have:
• Patience
• Determination
• Passion
• Self discipline

Without a doubt this is where you will put in a lot of long hours, especially for the first few years.
It is a lot of hard work to start, run and successfully manage in business. I have found that the most successful business start ups are those where the person behind it, had alot of industry experience. Well let me tell you about building a business, its a hard thing to do. I was so excited to be working for myself. The first day I created my business plan and changed my focus. That day my business took off. I picked up 11 clients in the first 11 weeks, working for myself. Why Because I changed my focus. I sat down and did my plan and what I really wanted. Building my businesses has been hard, you need to get yourself out there. It takes time. Being that financial planning is commissioned based, and that we had a economic recession and downturn, it was always going to be hard. But I found that the best advertising is you yourself. And it takes time to build those relationships. You need to have Patience, Be Determined, Passionate and Disciplined.

Is there a market?

•What’s your competitive advantage?
•Why would someone give your business money?
•What special factors are going to make them buy from you?
•What can you offer that others don’t? What’ s your edge?
•Market Research?
•What are others doing?
•Product/Service idea questionnaire?

So lets look at You have an idea, and you know you can make a go of it, but is there a demand or market for your service or product? What’s your competitive advantage? There has to be something about you, your products or services that would make someone come to you and do business with you. Two questions to ask yourself are: Why would someone give your business money? What special factors are going to make them buy from you? How many factors can you come up with? You need to come up with important advantages to your clients, A better solution to the customer’s problem. Better quality of product or service. Better service and quicker delivery. Better knowledge and experience of the products and services. Better delivery channels – online web or over the phone. What can offer that others don’t, what is your edge

Market Research?

Sometimes it seems a good idea to hold the idea to yourself, but ask family and friends and maybe some other people about their thoughts on your idea. There are lots of ways to gather your research – on the web, GOOGLE, business groups – Chamber of commerce, Government.
Look at what other businesses have done or are doing and see what is working for them What are others doing? Look at other countries. See if there are similar products or services. Are there demands for the service or product? If not why? Talk to potential client’s aswell and get feedback from them as well. Maybe complete a survey.

Product/Service idea questionnaire? What do you like about my idea? What do you think could be improved? Would you buy this product or service? – Most important What price range would you be prepared to pay? Make sure you have done your research What can I do that is better than others Why is mine better

Evidence

–Will people buy these things?
– Is there a similar business near by?
–Is it a popular business overseas/interstate?
–What do the stats from the Australia Bureau of Statistics show
–Research shows a demand.

Make sure there is convincing evidence. Make a list of all the evidence and weigh it up.

For example –
Will people buy these things?
Is there a similar business near by?
Is it a popular business overseas/interstate?
What do the stats from the Australia Bureau of Statistics show
You have signed a new client up
Research shows a demand.
Is there other businesses near me that are similar
Stats.

How much money can you make?

•How much money is out their for your business
•How much do you need to break even
•Work out your cashflow
•Work out expenses.

Now you have investigated everything, and you idea or business is a viable business. The next step is how much money could you make or how much to break even (paying the business costs, including wages, superannuation, taxes). If you can’t make any money, then I would say don’t go ahead. When going ahead, you need to work out two things; firstly work out your cash flow,
and secondly, do some calculations. Work out the cost of your time, the production of the item,
how much you can on sell for, how many hours you are prepared to work to get it, then take away all your expenses Will you be able to take a wage home, and pay the bills.

How much money will i need?

•How much to start up?
•What are my running costs?
•What can be leased?
•What are my monthly expenses?

There some people may need to save prior to going in to business, others will wing it and others will just jump in and it will take off. So Should you save money before you go out on your own.
What about borrowing from the bank. Do you have a deposit? How much will you need? Can you afford to go with out wages.

Your next step is to work out how much money you will need to set/start and run the business.

Start up – how much will you need for the set up: the equipment, cost of the franchise, phones, desks, computers, printers, licences, legal fees, advertising, leases

Running Costs – how much will it cost per month to run your business: monthly bills – phone, internet, rent, advertising, wages, superannuation, taxes, etc

A thought would be if you could not afford to start up all at once, then space it over a couple of months, preparing everything first – planning, then purchase one thing at a time.

Maybe another business owner/friend may lend you their printer, or let you photocopy at their place of business for a small charge until you have your own copier, maybe they have a spare desk in their office or a spare massage table in the salon, and you can rent as a hot seat one day a week for your appointments. All until you get going.

Business Background

• Your Location
• Personal Characteristics
• Your Industry
• Key Products

So what is your business back ground? Are you trained, have management experience. What qualifications? What makes you think you are suitable to run a business?

Where is your Location: - Where will your business be located? Are you at home, a shop, office, sharing or owning, renting or bought.

Personal Characteristics: What traits do you have?

Your Industry: - Briefly describe your industry, Is it labour or knowledge intensive?

Key Products: Describe your key products and services. Exactly what are you going to do, provide? What service do you have, why are you better??

The Purpose of the Business

• Business Structure
• The History

The Purpose of the Business: Describe the purpose of your business, including why you want to start it. Explain the market you’ve identified and your competitive advantage

Business Structure: What is the structure of your business? (Sole Trader, Company, Partnership)

The History: Outline the history of your business or your idea . What is the purpose, what about the structure.

Business Support

• Your Team
• Your Suppliers

Your Team: Describe your staff . Your support network

Your Suppliers: Who are your suppliers? Who is your support?

Business Market

• Customers
• Customer Assumptions
• Promotion
• Market Research

Customers: Outline your customers – Major and Minor - Who will buy from you?

Customer Assumptions: Why would someone choose to do business with you? What evidence do you have?

Promotion: How do you intend to get the customers? Be specific on your advertising, promotion, word of mouth?

Market Research: Outline what research you have completed. The better understanding you have of your customers and their needs the better your business

Marketing – where when , who what research have you done

• Market Potential
• Market Potential Assumption
• Competitors
• Competitor Assumptions

Market Potential: What is the market potential for your service or products? What do you expect your first years turn over to be?

Market Potential Assumption: How have you arrived at the estimates – market research, trading history or trial marketing?

Competitors: Who are your competitors? Where are your competitors? Analyse the strength of you competition

Competitor Assumptions: Outline all assumptions you have made about your competitors
Marketing and competitors, who are they where are they.

Business environment

• Outside Influences:
• SWOT: What are your Strengths / Weaknesses / Opportunities / Threats?
• Distribution Channels:
• Use of Technology:
• Business Systems:

Outside Influences: Consider everything that could and would impact your business. Whether technology, trends, environmental, economic, regulations, etc.

SWOT: What are your Strengths? What are your Weaknesses? What are you Opportunities?
What are your Threats?

Distribution Channels: Do you market to other businesses, direct to consumers or do you commission sales people or distributors?

Use of Technology: Will you use: Email, Ecommerce, Website? What systems will you have in place?

Business Systems: Detail your business and management systems, including office and procedure manuals you have in place or will have in place. Are the simple and efficient?

for further information - www.planningwerx4u.com.au