The marketing ideas that we are going to talk about today are the ones that are proven, profitable and predictable but they are not for everybody. So it might not be for you. They are only for people who want to have a constant inflow of loyal clients who want to stay with you and spend money on your products. How many of you are in that group? Okay. How many of you would like to create this income without a necessary risk? Okay. Anybody who wants to get these results now? Okay. Let's get going.
So Funnel Theory of Marketing, we just covered that in the previous session, but just revisiting it. Leads; you have different methods of Leads coming in and then you sell them an Introductory product, and then we have a Mid-range product and then we have an Upper-end product. So we understand how to move people through the funnel.
Now, as I work with students over and over again, I see this. This is the funnel I see. They have Speaking Sales as the only way to get Leads into the funnel, and they have one product that they sell. And then they wonder why they are spinning their wheels and they go work, and work and work, and they can't get anymore money, and they don't want to work harder, but that is all they have.
So what I create is a blueprint for them. You know when you create, when you build a house, you'd build a blueprint, right? You want to know where the foundation is going to go, where all the critical components are going to go. Business is a same way. You want to build a blueprint for your business, just like a house. Can you look at the existing house and take a pen and paper and draw out the sketch of that plan? Well, I can do that with a business. I can look at anybody's business and draw out what your business looks like.
There is a blueprint, everybody has a blueprint. So the question is do you create it before you build your house or your business or afterwards? So when I sit down with clients, what I often see is that, that is the blueprint. They have Leads coming in, they have all kinds of things, they have got Leads going out, they have got exposures all over the place, and then when they come to the place where they say, "I want to have a seminar, and I know you can't see in the bag, but this is a live training". They are wondering where -- how do I fill the seminar. Number one question I get asked all the time. I want to have a seminar, how do I put people in the room?
You have to have the blueprint. You can't just put people in a room just say, "Madam, there it is." Now, a few years ago you could, you could put some ads in the paper and you would have people in the room. It doesn't work that way anymore. Market has changed. You have to have a system.
Now, let me translate what this system means to you. This means long hours, your income stuck at the same level, and you just cannot work any longer because you've got to sleep sometimes, anybody coming late, then they are done that. You say, this is, I had this blueprint when I started one of my businesses. I was saying, "How much money do I want to make? Okay, what do I have to do for that?" So here is the business, and then in the leftover time, I try to squeeze my life. So one hour or 1 o'clock, 2 o'clock in night, some of you have been there, I am sure. So that's what this blueprint results in.
Now, let's bring back this blueprint. This one results in success. I am going to give you my definition of success. Here it is. It's creating choices for you and your family, and that's what that blueprint allowed me to do. Instead of creating a business and then whatever leftovers left for me, I now create my lifestyle. I decide what do I want my lifestyle to be? How much do I want to travel? How many vacations do I want to take a year? How many hours do I want to work a day? And then, I create a blueprint to fit my lifestyle. That's a lot better way to do it than the other way around.
I don't create a blueprint that fit -- one fits all. I do not believe there is one. I believe everyone of you is different here. When I sit down with the client, we first start with what do you want your life and your business to look like? Now, let's create the marketing system that fits it and provides the income and the lifestyle you want.
So the way we create this blueprint is with a five step system. The five steps that I go through are these. First one is, Lead Generation. Somehow, you have to find a way to get a name into your database. Second, is Irresistible Offer, once you have a name in a database, you have to look them know what do you have, but not just let them know, you have to let them know in a way that they just cannot wait to get that credit card out and buy your product.
Third, you have to close the sale, because as you are closing the sale, things you say or don't say might make or break a deal. The fourth step is Over Deliver. You have to wow them, you have to floor them with just how much valuable information you gave them. And last step is cashing in client loyalty. You build that loyalty where you have a following of people that will buy pretty much anything you have because they can trust that everything that you give them is going to be valuable.
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