Marketing & Sales Content – Orren Prunckun

Orren Prunckun’s Marketing & Sales Q&A – Episode 1: Where and how to market and sell

Orren Prunckun — Mon, 20 May 2019 05:16:01 +0000

In this episode you’ll hear me a question about where and how to market and sell.

So, listen here as I discuss this!

To be featured, first go to http://speakpipe.com/orren and record your number #1 marketing or sales question as an audio file.

Then click send and I will answer it for you for FREE!

Transcript:

Question

Hi Orren its Christine here so my question is a brand new service a niche product or service that nobody else is doing so nobody knows about it therefore they don’t know to look for it Google search or whatever where and how is the best way to market that kind of service in the most financially efficient way?

Answer

Ask this question starting with the how and then go to the where so with the hell what you really want to do is be able to reveal to someone that they actually have a problem and that problem is worth solving but the thing is obviously that I’m aware I don’t know what their problem is so I’ll give you analogy so let’s just pretend this person they’re walking around in a really fancy suit and we’re just going to the toilet and they’ve got this really long sheet of toilet paper hanging off the back of their shoe now they’re trying to combine dollars you know they’re walking around try and look really good but everyone else can see they’ve got this group of I’m toilet paper CVS hanging behind them and they can’t see it now obviously they’re unaware I’ve had to have a problem so what any decent and client person would do would be got to the mist hey hey look you’ve got this bit of toilet paper behind you and at that moment that person has had that problem revealed to them they didn’t realize that they had a problem and they’ve been it’s been revealed to them so now their problem aware and now they’re also aware of you and hopefully because you did in a really nice way they also lucky so they’ve gone from not knowing you to knowing you and liking you all in one fell swoop and you can see this in moving different scenarios you know someone’s drinking alcohol and you know they’ve been told that you know a couple drinks a night is healthy for you but she’s you know some for example soon your research may have come out to say that anything over one drink night is unhealthy and they thought they were doing the right thing but now it turns out that they’re not or you know there are a couple kilos overweight and it’s still within the BMI index but you know their weight is still an issue but they think because they’re in the BMI Oh index is fine so really what you have to do is make them known of what Norman – the problem that’s happening the other thing that comes to mind is the specialist asbestos used to be great everyone you saw roll around in it and then you know people started dying and they said asbestos is not so good for people anymore so ah on that making people aware there’s two think with the Johari Window in that Johari Window is kind of like the invest analogy I can give you verbally is picture a pie chart and the pie chart is divided into three slivers and two of those slivers a really, really tiny and one of those slivers is really big and a slew but that’s really, really big let’s just say it takes up like 98 percent of the pie chart that’s all the things we don’t know that we don’t know and then the other two slivers are less to say for example one percent each so one of those one percent so all the things that we know we know and I know I know how to talk and speak in the English language I know how to cook I know that I know how to change my sheets for example now the remaining 1% is what we know we don’t know so I know that I don’t know how to speak Mandarin Chinese right and what you’re trying to do as a business owner is move all of the information that person doesn’t know they don’t know so the person in the suit with the toilet paper moving all of that information into one of those other categories so you’re moving some of the stuff that’s in the ninety-eight percent into one percent of what they know they now know and one of the best ways to do that is to tell a story it’s kind of like a Trojan horse like no one when they’re a kid likes their parent going up to them as saying you shouldn’t do this but if the parent says or explains a story about something happen to them or happen to a friend of theirs all of a sudden you’re not getting told what to do and the lesson gets instilled in them the other way especially through it like you know the example I gave you of asbestosis you know research is really powerful but the thing is when you’re doing this stuff so we’re kind of in that how section already when you’re doing this stuff you don’t have a ton of time because this person doesn’t know you and they don’t like you and it’s the equivalent of going up to someone on the screen saying hey can I just talk to you for like an hour everyone’s just gonna look at you and say you know get away from me you freak but if you go up to the boat I just really want to opinion and I’m gonna take 15 or 30 seconds of your time most humans most decent people go yeah hey no worries it’s fine so however you’re getting this story or this research for this mechanism to reveal a secret to this person blind spot it’s got to be really, really short because people just don’t have time and the cause I don’t have time and in combination that they didn’t like it yet because they don’t know you you’ve really got to get it out quickly once you’ve revealed whatever that blind spot is and you’ve helped them out they’re obviously going to be grateful for you because you’re the equivalent of the person that’s told them to get the toilet but off their shoe so you’ve gone you know kind of a lot of the steps way through you know overcoming some of the objections are selling the last one you’ve got really overcome is them trusting you and depending on how you reverse agree you may get that trust but you probably won’t so don’t make the mistake of going in and trying to sell at this stage because there’s probably don’t trust you yeah and obviously Trust is built by making a promise and keeping your promise and then doing that over and over again and demonstrating over time that you’re a trustworthy provider so don’t form this is a mistake like selling of them there just make them aware that they have a problem now that they are aware that they have a problem the next logical thing for them is to say well now I don’t have a problem what solutions are out there and that’s where you come in to put some trust around yeah there are solutions we happen to be one of those but there are all these other different types and you put a bit of trust and then when they’re at the point of saying hey there are all these solutions now I know what they are your product is one of those and then they can go into potentially choosing your Proctor and becoming product aware and then going on to be most aware with the comments like a customer so let’s move on to where you actually go do that so you we’ve got markets and market sizes so it’s like seven point whatever billion people on the planet and not everyone is your customer so you your total addressable market is never seven billion you have to go to the next Iran with market size underneath that so you’re addressable serviceable addressable market see Sam so it’s all the people that may have that problem and it’s not seven billion and depending on what price of selling or service you’re selling there’s going to be a fraction of that seven billion humans that just would never have the problem even if they’re unaware and that they’ve got a problem for your product so you’ve got to go down to the next rung of all the people that potentially could use your product if they became aware they had a problem and they’re people that you should be targeting it should be your target market because they don’t know you yet so then it comes to the question of where those people are and don’t necessarily form into the mistake thinking it has to be online those people are everywhere online is just one channel so absolutely could be offline that could be found offline but you really got to think about where that set of people congregate and usually the channels are going to find them through either paid or earn media not buying media if you’ve got own media they already know you they already like you they’re in contact with you and can find you so it’s really about paid what paid channels and what own channels you can use so those paid channels are really going out to interrupt people in their day to day life and that’s what you’re really doing when you’re going up to the person with the hypothetical bit of toilet paper hanging out there sure is you’re going on to step interrupts them so paid media is probably gonna be one of the really good channels that you need to look at and same with your owned media they’re going through and reading a blog or reading a newspaper or whatever and your information comes up and it’s an interrupt because they’re not actually gone about looking for that information use they don’t problem or we’re so hopefully that answers your question or at least gives you some clues of how you can tackle the where and the how of making people unaware of a problem aware of a problem but also aware of you so you can take them down and that customer journey to help them out.

Marketing Ideas – Episode 11: The power of free to build likeability and trust

Orren Prunckun — Tue, 30 Apr 2019 03:16:00 +0000

In this episode you’ll hear my thoughts on:

Why “free” is important;
How “free” helps build likeability and trust; and
Why “free” needs to be scalable to be effective.

So, listen here to hear as I discuss these!

Transcript:

Hello hello it’s Orren Prunckun and it is Tuesday and it is an amazing day if you watch my videos at all you probably noticed that I’m wearing the same tops in most of them is actually because I am off to the gym and don’t worry I do have hygiene I just have a million of these t-shirts I wear to the gym and I do get washed so don’t worry about that so today the reason I’m going to the gym is because I train for a sport I’ve been playing ice hockey for the last I think it’s 23 years now and when I was younger I took quite seriously I made state teams I was actually captain of a state team but as I got older and life got busier and I had other interests I didn’t pursue it as much as my I did when I was younger but I still play and I played every season and I absolutely loved it so one of the reasons I go to the gym is to maintain my fitness and strength for that sport and mainly for that sport and sport alone although I do find it translates into productivity I’m in other areas of my life so I just love going to the gym and that’s where I’m off to but the reason I’m talking about the gym today is because in my ice hockey team last year we had a coach now this coach was far more experienced than everyone on the team obviously there were coach and look at this stage I only play and be great because I love the social aspects to the game rather than competitive aspect but anyway this coach that came and coached us last season I coached us for free quite experienced and there were two things this coach told me over the season we were 26 or maybe it’s 25 week season saw six month the season there were two things that I remember that he told me and me specifically about how I could improve mainly my skills not the fitness side of things and they were huge epiphanies for me made total logical sense to me but something that I hadn’t really even considered beforehand now those two epiphanies and those two epiphanies alone was so valuable to me and my game worth like oh my god this is amazing now this person volunteered their time to come and coach for our team now if I was going to be more competitive than I am with ice hockey and I wanted to go to hire a coach and I’ve got other coaches in my life let’s go hire a coach he would be the very first person that I would go to an approach because he has taken the time out of his life to give me a ton of free advice with no expectation in return and obviously I knew him and I liked him beforehand but the amount of trust they got from him with his skill within the game there is no way I’d pick any other coach that doesn’t not have has not demonstrated those things it’s amazing if you can give out free content now and you know coaching a hockey team for six months is not that’s scalable but in your business we can give out free content or anything that’s free and scalable that can build a trust but also in the process of doing that I hope your prospects and customers like you and obviously and then because they know they like and trust you they already know you they are going to be more inclined to give you business when it comes time in their life to go ahead and make a purchasing decision I’ve at the gym now are so this was perfect timing I want you to really think about how you can give away things for free that are valuable but also scalable that allow prospects to know you to like you have to trust you so when it comes time to make purchase you are front of mind so I want you to try it out see how you go and then let me know what the results were and have an awesome Tuesday catch you later thanks for listening.

Start By Marketing And Selling Offline, Manually First

Orren Prunckun — Sun, 20 Jan 2019 23:33:38 +0000

I hear this all the time from entrepreneurs:

“I need a website!”

And I always ask why?

And the response is:

“So I can sell my product, service or solution.”

Wrong!

You don’t need a website.

In fact, all you need to sell your product, service or solution is:

A prospect;
A sales script; and
A receipt book.

Nothing more, nothing less.

I then ask them if they carry around a receipt book.

And they say, “no”.

How in the hell are they going to sell anything without a way of taking money?

Beyond that, a website only scales marketing and sales.

What I mean by scale is that a website can market and sell as effectively to one prospect as it can to 1,000,000 prospects.

If you have a new product, service or solution, you’re simply not at that stage yet.

How do I know this?

Because you don’t know:

The qualifiers that make prospects turn into customers; or
The objections they have.

The only way you will know this is selling initially one-on-one to find these out.

Once you know them you can start to automate them by adding:

Your qualifiers to your pipeline; and
Their objections to your communication, sales scripts and content.

So if you are going to market and sell online, you need to start by marketing and selling offline, manually first.

But never before.

Competition Hacking: How To Hijack Your Competitors To Save Time, Money And Effort And Increase Profits

Orren Prunckun — Mon, 13 Aug 2018 14:00:05 +0000

Facebook wasn’t the first social networking site, Myspace was.

Google wasn’t the first search engine, Yahoo! was.

It’s much harder to invent something new; then it is to copy something existing.

And it’s usually better to be a fast follower than a leader in this instance.

This method works as the competition has tested for you as you don’t need to re-create the wheel.

You can do the same for your business and grow.

Sorry to say this, but that you are not Steve Jobs.

The likelihood of your creating a million dollar invention is slim.

To prove my point, if you were Steve Jobs, you wouldn’t need this guide.

But no all is doom-and-gloom!

It’s possible to be a fast follower and be really successful, and that is what this guide is about.

Specifically, you will be a fast follower of a wildly successful:

Product, service or solution; or
Marketing campaign.

Depending on where your brand is currently.

You are going to do this by hacking your competitors.

This guide is for two types of people:

Those with a new product, service or solution; or
Existing product, service or solution.

Why Competition Hacking Is Important

So, why would you want to hack your competitors?

Simply because it will save you time, money, effort and increase profits.

Sounds great, right?

Sure does!

What Competition Hacking Is

In broad terms, you are doing competitor intelligence.

Or put another way, you will be doing a marketing hack.

A Hack could be defined as:

“Using something to make it do what you want.”

Or:

“To obtain unauthorized access for gain.”

We will be doing both.

A marketing hack is therefore:

“Using your competition to save you time, money, effort and increase profits by obtaining unauthorized access.”

Sound fun?

Let’s get started.

How To Hack Your Competition

To give you a board picture, we will find what your competitors are doing that is currently working well for them, that is, making them money.

We will then redirect existing traffic that is already there, from the internet firehose to you, instead of going to your competitors.

This works because, if there is competition, especially if the competition is purchasing advertisements, then that competitor is making money.

The existence of advertisements means a brand is making or has an advertisement spend.

If they are spending money, they, by default need to be making money.

Not to be consumed with profit, as the sales may be loss leaders.

But nonetheless, this still means it’s a proven market with proven sales.

Where there is competition , there are customers.

Of course, there are acceptations to this, but this is a rule of thumb for this guide.

With that in mind let’s explore the step-by-step method…

The first step we come across our first decision tree.

We want to know who you are.

We need to determine if you are a startup business or an existing business.

If you are an existing business (with a product, service or solution, then skip this first step and move on to step 2 Hack Competitors.

If you are a startup business (without a product, service or solution yet), you need to Find Products, Services or Solutions.

This process follows:

Find Passion;
Find Advertisements;
Find Products; and
Profit decision.

Let’s start with…

1) Find Products, Services or Solutions

1a) What is Your Passion

The first part of Find Products, Services Or Solutions, is to find your passion.

1b) Find Ads

The second part of Find Products, Services Or Solutions, is to find advertisements.

Not just any ad, ads for products, services or solutions that you are passionate about (Step 1a.)

Here is how to find ads.

You can:

Search Google for keywords related to your passion;
Scroll through your Facebook feed;
Etc.

Then you need to click on the ad and find the retail price.

1c) Find Products

The third part of Find Products, Services Or Solutions is finding products and suppliers.

You need to determine what type of product it is.

Here is the next decision tree:

Is it Physical or digital?

Depending on your answer you need to find the product in the original advertisement.

Once you have found the products retail price, if it is a physical product, you need to then go to search Google for the following:

site:http://aliexpress.com + any keyword that explains the product.

Or:

Save the product image and Google reverse image search for it.

If it is a digital products or service, go to fiverr.com and search for the products keywords.

Find a service provider who offers the same service or multiple services providers that you can bundle to be the whole service.

If you can’t find suppliers you need to abandon that product, abandon it as it will be too hard and start again at 1b.

If you can find a supplier, then you need to find the wholesale price from the supplier or manufacturer from these sites.

1d) Profit Decision

The fourth part of Find Products, Services Or Solutions is a decision if you should pursue this product, service or solution.

There is a market, but you need to know if it is profitable.

Margin is revenue take costs.

Margin is the difference between the retail price and wholesale price.

Mark up is cost multiplied by a factor to give revenue.

Mark up is the wholesale price as expressed as a multiplier or percentage.

Don’t worry about margin, so aim for a 10x mark up to be profitable.

Based on this, you need to decide if you want to pursue that product, service or solution.

If it is not at least 10x markup, then abandon it as it will be too hard.

If it is unprofitable, then you need to repeat this step until you find a product, service or solution that is profitable.

If it is profitable, then move on to step 2, Hack Competitors.

2) Hack Competitors

The most important factors for Hacking Competitors is knowing the following:

Pipeline;
- Landing pages
Brand and Marketing and Sales Communication;
- Ads
Content;
Traffic sources; and
Engagement.

Without that, it will be very hard to hack them.

Well find these out by the following:

Market Research;
Collect Swipe;
Find Market Trends;
Out Do Competition;
Implement Changes;
Measure Changes; and
Repeat.

Let’s start with…

2a) Market Research

The first part of Hack Competitors is Market Research.

Once you have a product, service or solution, you need to hack your competitors.

You need to search Google for your product, service or solution or industry keywords to find your competitors, both direct and indirect – those up or downstream from your product, service or solution.

Upstream means a product, service or solution that is used before your product, service or solution.

Downstream means a product, service or solution that is used after your product, service or solution, usually a next sell or affiliate offer.

You need to list all in a spreadsheet including:

Name of website;
URL of website;
Product, service or solution offered;
Direct, up or downstream from you; and
Contact details.

Each URL will, of course, give you following Hacking Competitors factors from before:

Landing pages (via URL).

Next, load each competitor’s URL into Similarweb (https://www.similarweb.com.)

Similarweb finds and collects intelligence about websites.

Similarweb will show you:

Traffic quantity and quality (useful for partnerships);
Traffic Sources (Top Referring sites);
Amongst many other things…

This ticks off the following Hacking Competitors factors from before:

Parts of Marketing and Sales Communication; and
Traffic Sources.

Of the Traffic Sources (Top Referring sites) listed on Similarweb, copy those URLs into separate browsers to find ads that run on those sites that lead back to your competitor’s site.

For example, a competitors site, abc.com, may have a traffic source from xyz.com, so you would go to xyz.com and find ads on that site that direct to abc.com.

You also want to know the answers to:

How much traffic does each competitor get?
Where do they get traffic from? Referrals? Search? Display – Ads/publishers? What search Terms? What Social?

2b) Collect Swipe

Swiping is the marketing term for collecting competitors marketing materials.

The second part of Hack Competitors is swiping all their Hacking Competitors factors from before:

Pipeline;
- Landing pages;
Brand and Marketing and Sales Communication;
- Ads; and
Content.

This means you need to start swiping and collecting data on everything via screenshots.

You will start by going to publishers/referrals site, clicking on a competitor ad, then follow their entire marketing and sales pipeline:

A pipeline usually goes like this:

Ad with offer;
Landing page with offer (such as an opt-in or purchase);
Upsell/email follow-up offers;
Purchase Thank You page; and
Remarketing on other sites, you visit.

Basically, you are following their entire marketing and sales sequence, including purchasing, to see exactly what your competitors are doing to get, keep and grow prospects and customers, so you can reverse engineer and copy (without breaching copyright) to save you time , effort and money testing to see what works the best for your business.

Purchasing is important because after the purchase there are many things that occur for customers only and aren’t available to the public (AKA prospects).

The purchasing ticks off the final Hacking Competitors factors from before and allow you to go behind closed doors and see what else they do for:

Engagement.

Finally, you want to ask to join their affiliate program, again there are many things that occur for affiliate only and aren’t available to the public (AKA prospects).

Once you have done this, you need to repeat this for the rest of your competitors.

2c) Find Market Trends

The third part of Hack Competitors is to find trends in the Market.

Once you have completed your market research, you then need to start looking for trends and common denominators among all your competitors:

Pipeline;
- Landing pages including Upsells;
Brand and Marketing and Sales Communication;
- Ads including Retail Price;
Content;
Traffic sources; and
Engagement.

Capture all of these trend insights into a document with the same headers.

2d) Out Do Competitor’s

The fourth part of Hack Competitors is out doing your competitors.

Once you have found market trends, you then need to work out how your business can be better than all of these.

This comes down to a better value proposition, but also specifically:

A more premium brand ;
More persuasive Landing pages;
More compelling Brand and Marketing and Sales Communication;
More persuasive Ads;
More valuable Content; and
More valuable Engagement.

But it shouldn’t be on price.

2e) Implement Changes

The fifth part of Hack Competitors is implementing these changes you identified to outdo your competitors.

Once you have outdone your competitors, you then need to implement the changes.

This includes setting up:

Ads, paid content, affiliate or referral offers on the same referral and display site they do;
Setting up the same SEO keywords and backlinks on your pages they do;
Insert the same SEO keywords into your internal content;
Setting up same social media platforms and distributing content they have;
Setting up similar landing pages;
Setting up similar pipeline sequences for Engagement and Marketing and Sales Communication;
Etc.

2f) Measure Changes

The sixth part of Hack Competitors is measuring your implemented changes.

After you have implemented changes, you need to measure that your new changes are actually working.

You do this through split testing.

2g) Repeat

Now that you have finished this, it is a never-ending process of split testing, so you will repeat by going back to 2a).

How To Create Compelling Commercial Radio Ads

Orren Prunckun — Thu, 09 Aug 2018 04:16:40 +0000

When I drive my car, I listen to the free-to-air commercial radio.

What free-to-air commercial radio does really well is attracting great radio jockeys, especially in prime time.

In between songs, they are funny and witty, but most of all engaging.

They make inane chit-chat somewhat interesting.

Actually very entertaining.

Basically, it makes sitting at red lights and being amongst bad drivers tolerable, which is probably the reason they employ great radio jockeys.

They are doing their job!

Being free-to-air commercial radio, there are advertisements between the songs and the chit-chat to generate revenue for the business.

And as I work in marketing and sales, I always keep an ear out around advertisement time.

Why?

So I can see what the market is doing!

In my opinion, many advertisers have no idea what they are doing, but some do.

The advertisers I want to concentrate on here are those that actually use the voice over of the radio jockeys.

It’s super smart.

Firstly, there is a marketing and sales maxim that say:

“Don’t make an ad looks like an ad.”

There are a few reasons for this…

Humans love to buy and hate being sold to.

We have recently seen a flood of new products, services, solutions and subsequent marketing messages (even the human body can be used as a billboard now).

But, attention is scarce and limited – prospects and customers can’t digest it all, and they distrust a lot of it.

They see on average 362 marketing messages per day.

That is approximately 100,000 marketing messages per year!

It’s impossible to take all of that information in and process it.

“Ad blockers” are on the rise to combat this situation to filter out irrelevant messages, particularly those that are marketing messages.

Cognitive psychologist George A. Miller said the human mind can only hold on average seven individual units of information in working memory at once.

99% of these messages will be missed by prospects and customers.

So, unless your marketing message stands out, as you can probably guess, it will be lost forever.

Or more specifically, standing out could me not being the same as all ads.

Which is another way of saying an ad looks like content.

I have written about this in depth here.

Native content is advertising content that looks like the non-advertising content distrusted through the same medium.

It’s hard for the discerning consumer eye to tell the difference.

Again, native content doesn’t make ads look like ads.

It’s seamless.

In addition, the radio jockeys have already built up trust with their audience over time (whether the audience has joined for the first time that day or has been loyal for years).

They build this trust by playing popular songs and being funny, witty, and engaging with conversation between the songs.

So next time you create an advertisement for something (where that is a product, service or solution or just trying got convince someone to go to lunch,) make sure your ad doesn’t look like an ad, and you’ll be more engaging a thus successful with the sale.

Start By Marketing And Selling Offline

Orren Prunckun — Thu, 09 Aug 2018 04:09:41 +0000

I hear this all the time from new entrepreneurs:

“I need a website!”

And I always ask why?

And the response is:

“So I can sell my product, service or solution.”

Wrong!

You don’t need a website.

In fact, all you need to sell your product, service or solution is:

A prospect;
A sales script; and
A receipt book.

Nothing more, nothing less.

I then ask them if they carry around a receipt book.

And they say, “no”.

How in the hell are they going to sell anything without a way of taking money?

Beyond that, a website only scales marketing and sales.

What I mean by scale is that a website can market and sell as effetely to one prospect as it can to 1,000,000 prospects.

If you have a new product, service or solution, you’re simply not at that stages yet.

You already know their needs, which gives you:

Your pipeline;
Communication;
Sales; and
Content.

How do I know this?

Because you don’t know:

The qualifiers that make prospects customers; and
The objections they have.

The only way you will know this is selling initially one-on-one to find these out.

Once you know them you can start to automate them by adding:

Your qualifiers to your pipeline; and
Their objections to your sales scripts.

But never before.

So if you are going to market and sell online, you need to start by marketing and selling offline, manually first.

The Future Of Marketing: Predictions For 2018

Orren Prunckun — Thu, 28 Dec 2017 22:30:17 +0000

Approximate read time: 4 minutes

The New Year is almost upon us…

So it’s worth looking forward to spot opportunities.

I also work heavily in the marketing, and I get to see a lot that has happened and is currently happening in this industry.

Each year, I think about what the future looks like for marketing, particularly:

What will work in the next 12 months?; and
What will work in the next 5+ years?

Thinking about these answers will help you get ahead of your competitors.

There are some big shifts and trends occurring in marketing, and I outline areas that matter in your business and what you can take advantage of:

Let’s get started…

Predictions For Market Research

The following will become opportunities for smart marketers with their Market Research:

Machine Learning (that is, the replication of how humans learn) will allow brands to pre-emptive marketing and predict (without a search trigger) when a purchase will be made, even before the prospect consciously knows they will purchase;
Computer Vision (that is, visual and audible perception) will allow brands to monitor attention, monitor visual representations of their brand as well as monitor demographical information all in real time; and
Sensors and biometrics (that is tracking human functions) will allow brands to measure prospect attention, emotion and activity in real time.

Predictions For Marketing & Sales Pipelines

The following will become opportunities for smart marketers with their marketing pipelines:

Users Interfaces (as opposed to User Experience) will become more important for brands, as long as the Users Interface is consistent and congruent in its design with the brand perception; and
Marketing & Sales Pipelines will become more mixed, distributed and integrated.

Predictions For Marketing & Sales Communication

The following will become opportunities for smart marketers with their marketing and sales communication:

Facebook’s Messenger app will take over email communication for being the marketing and sales communication delivery tool of choice for consumers.

Predictions For Marketing Content

The following will become opportunities for smart marketers with their content marketing:

Vertical (unless on Snapchat), short video content that has the option of no sound and user controls will rise as a modality of choice for content consumption;
Likewise, image content will also rise as a modality of choice for content consumption;
Live and semi-live (Snapchat Snaps, Snapchat Stories, Facebook Stories, Instagram Stories) content rise as a modality of choice for content consumption;
Virtual and Augmented Reality content will start to become a viable modality for content by brands;
Brands will need to optimize all content for mobile;
Content will become more entertainment and experience-based;
Content will become more mixed, distributed and integrated; and
The free-line will move more to the free side and brands will need to think hard how they deliver and capture value based on that.

Predictions For Advertising

The following will become opportunities for smart marketers with their advertising:

Vertical (unless it’s on Snapchat), short video ads, that has the option of no sound and user controls will become a popular ad option for brands;
Likewise, image content will become a popular ad option for brands;
Virtual and Augmented Reality ads will start to become a viable ad option for brands;
Brands will need to optimize all ads for mobile;
Incentive-based and interactive ads will become popular for brands due to their increased user engagement;
Ads and content delivered by social media “Influencers” will become a popular ad option for brands;
Machine Learning will allow brands to dynamically serve targeted offers from a vault of ad creative at the right time to the right prospects based on real-time targeting criteria;
Drone ads will become a viable option for brands; and
Ad offer will work better if they are for content and land on content.

Predictions For Search Engine Optimization

The following will become opportunities for smart marketers with their search engine marketing:

Computer Vision will allow prospects real-time visual recognition of products and allow them to visually search for them via existing search engines, which will also recognize and index video content;
Speech recognition via Siri, Google Now, Google Home, Amazon Echo will allow prospects real-time interactive product search; and
Brands will need to adhere to Search Engine Optimization best practice for all product images and video content.

Predictions For Social Media Marketing

The following will become opportunities for smart marketers with their social media marketing:

Social media accounts will replace websites as the digital catalogue allowing users to stay native on the platform and platforms will reward brands for that retention by delivering more attention; and
Social Media distribution of content will take over as the dominant content distribution channel.

Predictions For Brand Sharing

The following will become opportunities for smart marketers with their Brand Sharing:

Incentivized, user-generated will become important for brands.

Predictions For Sales

The following will become opportunities for smart marketers with their Sales:

After the stabilization of volatility, Cryptocurrencies will again become a viable payment option;
1-on-1 and unique experiences will become vital for offline sales; and
The Internet Of Things will allow brands to pre-emptive marketing and predict when prospects needs arise.

Predictions For Marketing & Sales Engagement

The following will become opportunities for smart marketers with their marketing and sales engagement:

Online and offline will begin to be more integrated and seamless; and
Online will begin to replicate the offline User Experience.

Try these out over the next 12 months and let me know how they go for you…

You can get 21 printed lead generating Process Maps for free, here.

And if you’re serious about marketing and selling more, the logical next step is to contact me to help you do it yourself, have me do it with you, or have it all done for you.

This may be the momentum you need to get great marketing and sales results.

Or do you simply want more like this?

Join below to be notified immediately about new content and more. No annoying daily emails and no spam – just good content when it’s posted.

How To Grow Your Social Media Accounts

Orren Prunckun — Tue, 12 Dec 2017 22:30:10 +0000

Approximate read time: 4 minutes

Once you have created and distributed your content and content sales scripts to your social media profiles, you really only have two options for growing the followers of those accounts:

Proactive growth; and
Organic and paid growth.

You have control over the entire former, a little of the latter and the former is much cheaper, so that will be the focus of this guide.

The process goes like this:

You send a notification to your target prospects;
If your prospects DO NOT follow back, then no further action is required, they are lost; and
If your prospects follow back, they are not in your database, and you can distribute more content and content sales scripts.

As simple as 1, 2, 3…

Here is how it works for each of the major Social Media platforms (I suggest you focus on these, depending on who your target prospect is):

Twitter (B2C)

Create and distribute content and content sales scripts;
Seed with fake followers, I don’t condone this, but if you do this it should be only be done for a new account;
Wait a few weeks in case the platform bans your account;
Find your target prospects;
Like their media or follow them;
Unfollow if necessary; and
Create and distribute more content and content sales scripts.

LinkedIn Personal (B2B)

Create and distribute content and content sales scripts;
Find your target prospects;
View their profile and/or send a Connection Request with a reason ; and
Create and distribute more content and content sales scripts.

Facebook Personal (B2C and B2B)

Create and distribute content and content sales scripts;
Find your target prospects;
Send a Friend Request; and
Create and distribute more content and content sales scripts.

Facebook Group (B2B)

Create and distribute content and content sales scripts;
Invite your Friends (if they fit your target prospects) and internally cross promote accounts; and
Create and distribute more content and content sales scripts.

Medium (B2C and B2B)

Create and distribute content and content sales scripts;
Link your Facebook personal account which automatically follows any of your Friends on Medium;
Find your target prospects;
Send their writing a clap; and
Create and distribute more content and content sales scripts.

Instagram (B2C)

Create and distribute content and content sales scripts;
Seed with followers, I don’t condone this, but this should be only for a new account;
Wait a few weeks in case the platform bans your account;
Find your target prospects;
Like their media or follow them;
Unfollow if necessary; and
Create and distribute more content and content sales scripts.

Pinterest (B2C)

Create and distribute content and content sales scripts;
Find your target prospects;
Like their media or follow them;
Unfollow if necessary; and
Create and distribute more content and content sales scripts.

This leaves us with organic and paid platforms:

YouTube;
Facebook Page; and
LinkedIn Page.

My suggestion with these is, organically allow your target prospects to find and follow (opt-in) them (perhaps with some internal cross-promotion of accounts.)

There are some tricks that involve converting an existing Facebook profile to a page that can boost a page by up to 5,000 followers, but that is beyond this guide.

The Content Creation Process: How To Easily And Quickly Create Powerful And Original Lead Generating And Converting Marketing And Sales Content

Orren Prunckun — Sat, 21 May 2016 23:37:51 +0000

Approximate read time: 18 minutes

This guide will show you how to benefit from one of the most powerful marketing tools invented.

That’s right.

You read correctly.

What is it?

Marketing and sales content.

Marketing and sales content that customers want, but content that’s presented in a way that suits your personality type.

Content could be defined as creating and distributing consumable information that is expressed through a medium, such as text, images, video, audio and so on.

Taking this concept further, content in the context of marketing and sales is creating and distributing content that is useful to your prospects and customers and to generating leads and convert them to sales.

Effective content is priceless for any business as it:

Is the definitive differentiator, positioning tool and competitive advantage for selling almost all types of products, services or solutions (you should sell the Lamborghini, not the Fiat);
Starts a conversation, establishes a relationship, builds trust and likeability, encourages reciprocity and adds value all before your prospect takes out their wallet (marriage proposals rarely happen on the first date);
Demonstrates expertise, authority, proof, credentials and credibility, without having to self-aggrandize (a book is now the contemporary business card);
Gives you a non-self-promoting excuse to follow-up with prospects (research shows they need seven interactions on average before they buy); and
Helps establish the true value of what you sell, makes prospects more likely to buy, buy more often and refer a friend (humans only understand value by comparing it to non-financial currencies).

If you can effectively plan and create a marketing and sales pipeline and content, then you will be able to take advantage of all of these benefits.

However, if you choose not to plan effectively and create a marketing and sales pipeline and content, then you will continue to battle against your competitors who are likely to be doing the same thing.

This guide is here to help you master marketing and sales content.

And I’ll show you how to do it, through this piece of content – how very Meta

There are only a few ways to market and sell:

Understanding your prospects and customers;
Increasing the number of prospects, AKA marketing;
Increasing the number of customers, AKA sales, AKA prospect conversion;
Increasing the value of customer transactions, AKA upselling;
Increasing the number of customer transactions, AKA retention;
Increasing the engagement of prospects and customers to buy more, AKA referrals; and
Increasing the success of new product, service or solution launches.

Content addresses numbers 2, 3, 6 and 7 above.

Here are the elements:

STEP 1: Human Learning;
STEP 2: Content DNA;
STEP 3: Purchaser Insights;
STEP 4: Product, Service or Solution Insights;
STEP 5: Pipeline Alignment;
STEP 6: Content Topic;
STEP 7: Content Purpose;
STEP 8: Content Type;
STEP 9: Content Outline;
STEP 10: Content Creation;
STEP 11: Content Translation;
STEP 12: Content Sales Script; and
STEP 13: Script Distribution.

Steps 1-5 cover Overall Content Preparation and Steps 6-13 cover Individual Content Planning.

Let’s begin with…

1) Human Learning

…This step is about understanding how humans learn, how they comprehend information and what types of content are best for different people.

When discussing human learning in relation to marketing and sales content, there are three psychological models you should consider, they are:

Meta Programs;
Learning Styles; and
Personality Types.

Understanding these psychological models mean you can give prospects and customers information about your products, services and solutions in a way that eliminates miscommunication and that has perceived value to them.

This means you can create content that is appealing to a wide range of people.

This step is only theory and no action is needed from you except consideration.

Further, this theory is embedded seamlessly in and throughout the Content Creation Process.

Of course, the exact details of how to do this are beyond the scope of this guide.

In summary, this step is about understanding how humans learn, which then leads us to the Content DNA step…

2) Content DNA

…This step is about creating content that best suits your personality.

Once you know how humans learn and retain information, you then need to work out what is the best kind of content for you to create.

Don’t create content that is valuable to your prospects and customers when it is a costly exercise for you in terms of time, money and effort.

In this respect, some kinds of content are better than others.

The most logical starting point is creating content that is right for you.

Informational and educational marketing content (specifically) is arguably one of the most powerful marketing tools ever invented, but most people get it completely wrong!

For example, they choose to do webinars when blogging is more suited to them.

Who could blame them?

There is so much misinformation and bad advice out there.

Here is a quick demonstration of how to present valuable content and how you can determine the most suitable kind and the combination of content you should create for business and the ones you shouldn’t out of the smorgasbord of content options.

Let’s explore…

As a primer, each of us has strengths and weaknesses in the way we communicate information.

However, the recipient of that communication has their own preferences for how they receive, interpret and retain information.

We can increase the chances of reception, interpretation and retention occurring through being deliberate in the way we communicate information to them.

So how do you determine the kind content to create for your prospects and customers?

Click the following link, scroll to the bottom and tick the statements that apply to you.

Click here to take the Content Creation Test to discover the exact kind and combination of content you should be creating and the ones you shouldn’t out of the smorgasbord of content options: https://orrenprunckun.com/content-creation-test.html

This will give you the exact recommendations for the kind of content your Jung Personality Type is best suited to create based on your Attitudes and Lifestyle Preference.

Ignore the other content kinds.

Other factors that help guide the kinds of content you should create are:

Content preparation time and ease;
Content creation time and ease;
Content translation ability;
Content delivery method; and
Content modality.

Factors 3, 4 and 5 will be discussed later in this content.

Of course, the exact details of how to do this are beyond the scope of this guide.

In summary, this step is about knowing the kinds content you should create and ignore, which leads us to the Purchaser Insights step…

3) Purchaser Insights

…This step is about understanding your prospects and customers.

Once you know the kind of content you should create and ignore, you will then need to know your prospects and customers’ dreams, fears, problems, needs, mistakes and so on.

The things that your products, services or solutions address.

You need to understand these and several other insights on a very deep level.

External insights are about “pains” and “gains.”

Internal insights are about your products, services and solutions.

Most people do not know their prospects and customers’ hot buttons and what makes them really tick.

At this step, we come across the first decision tree.

If you do not know your prospects and customers’ dreams, fears, problems, needs, mistakes and so on, then you need to do some heavy market research to discover what these are.

If you do know your prospects and customers’ dreams, fears, problems, needs, mistakes and so on, then list them all, but concentrate on the top five (which we will discuss later).

Document this step in your Content Planner.

Of course, the exact details of how to do this are beyond the scope of this guide.

In summary, this step is about knowing your prospects and customers’, which leads us to the Product, Services Or Solutions Insights step…

4) Product, Services Or Solutions Insights

…This step is about knowing your products, services and solutions value proposition and how they address each prospects’ and customers’ dreams, fears, problems, needs, mistakes and so on.

Once you know your prospects and customers really well, you will then need to list all your main paid products, services or solutions.

Then list all the individual components that make up each of those products, services, or solutions.

For example, a match is made up of a stick and head.

This step helps you to create a decision tree, process map or overview of each product, services, or solution (which is a Content Type we will cover later).

Document this step in your Content Planner.

Of course, the exact details of how to do this are beyond the scope of this guide.

In summary, this step is about getting clear on your product, service or solution range and its value in relation to customers, which leads us to the Pipeline Alignment step…

5) Pipeline Alignment

…This step is about aligning your content with your marketing and sales pipeline.

Once you are clear on your product range and its value in relation to customers, you then need to highlight the most valuable components of those products, services or solutions.

These are the components that also need other components to work.

In the match example, the stick also needs the head to work.

In other words, the match will not work without the head.

However, the match will work without the stick, but it just may not be as good.

These specific components help align your content in your marketing and sales pipeline.

They also direct the frequency and quantity of content required.

They become your pre-opt-in content categories, your pre opt-in content topics (which we will discuss later in this guide), your contact database list names, your introduction content topics, your ongoing broadcast content topics, your gated offers as well as bonus content, product, service or solution launch content and other content.

Then, this all seamlessly links up directly to your low priced and main products, services and solutions.

In effect, content becomes a way to segment your prospects to the most relevant products, services and solutions.

Document this step in your Content Planner.

Of course, the exact details of how to do this are beyond the scope of this guide.

In summary, this step is about aligning your content with your marketing and sales pipeline in a progressive way.

It also wraps up the Overall Content Preparation, so we can move onto Individual Content Planning, which leads us to the Content Purpose step…

6) Content Topic

…This step is about the topic of an individual piece content.

This could also be referred to content idea, category, subject matter, niche, offer category or title of the content.

They also will be reflected in your content headline.

Once you have aligned your content with your marketing and sales pipeline, you then need to determine the content’s topic related to Customer and Product, Service Or Solution Insights.

Topics will provide free informational and educational information that address prospects and customers’ dreams, fears, problems, needs, mistakes and so on.

You will know what these topics are based on your own data and research previously done.

Document this step in your Content Planner.

Of course, the exact details of how to do this are beyond the scope of this guide.

In summary, this step is about determining the topic of your content, which leads us to the Content Purpose step…

7) Content Purpose

…This step is about determining the purpose of each individual content.

Once you have determined the topic of an individual piece of content, you need to establish the outcome, purpose or call to action you want prospects and customers to take when they consume the individual piece of content based on where they are in your marketing and sales pipeline.

It is important to note that your business is not a charity, and content is not just about giving wisdom away for free with no catch.

The catch is that you want them to take action after they have consumed it.

Action that moves them along in your marketing and sales pipeline.

Content should always have goals.

There are seven possible choices for your content depending on the internal or external location where the content resides:

Drive external traffic – to introduce prospects to your brand;
Segment prospects via opting-in for free gated offers – to generate leads;
Encourage prospects to consume more available content – to fuel more brand touch points;
Get prospects to purchase low priced product, service and solution – to trigger and activate purchasers;
Urge customers to consume more available content – to provide customer satisfaction;
Introduce your main product, service and solution – to create awareness of them; and
Try something out – to see if they can do it themselves.

The purpose needs to cover at least one of these.

Your Call To Action also needs to be worded in a way that reflects these options.

Document this step in your Content Planner.

Of course, the exact details of how to do this are beyond the scope of this guide.

In summary, this step is about determining the purpose of the content you will create, which leads us to the Content Type step.

8) Content Type

…This step is about the individual content type.

This is probably the most in-depth step in the process.

Once you have determined the purpose of an individual piece of content, you then need to choose the type of content that best communicates the purpose and topic of the individual content.

Effective communication could be based on:

The perceived value of the content;
The modality, delivery or form of the content;
The format, that is physical or digital;
The breadth and depth or complexity and length of the content; and
The perspective or lens of the content.

NOTE: #4 and #5 is not applicable to content on the following:

Twitter (that is not linked to already created content);
Instagram;
Snapchat;
Pinterest;
Tumblr;
Flickr;
Vine; and
Any other content platform that is predominantly image or short form video based.

When you are choosing content type, the content needs to be useful but somewhat incomplete.

This means do not combine the types into a comprehensive piece of content.

Covering all in one will make it useful and complete. Remember, your business is not a charity and content is not just about giving wisdom away for free with no catch.

The catch is that you want them to take action after they have consumed it.

Action that moves them in your marketing and sales pipeline.

You should then choose a template from the template bank.

A way around this is to create ongoing content around the same content topics using different content types.

This also helps with retention of information.

There are over 40 types of content to choose from, depending on where it is aligned with your marketing and sales pipeline.

Examples include:

Process Map;
Introduction;
Case Study;
Infographic;
Round up;
Top 10;
How to; and
Many, many more…

NOTE: I suggest starting with a Process Map to lay out the overview of the future possible content.

Then move on to others types to cover depth in the Process Map.

All of these explain:

Why the information is important related to Customer Insights;
What the information is through a perspective or lens;
What specifics will be communicated through Content templates; and
What will happen if action is taken on the information.

In other words, you are going to:

Tell them what you are going to tell them;
Tell them; then
Tell them what you told them.

This again helps with retention of information.

Pick the top five dreams, fears, problems, needs or mistakes of prospects and customers, and cover them over and over with different content type.

Document this step in your Content Planner.

Of course, the exact details of how to do this are beyond the scope of this guide.

In summary, this step is about the type of content that will best communicate the purpose and topic, which leads us to the Content Outlining step…

9) Content Outline

…This step is about outlining and individual piece of content.

Once you have chosen the type of content that best communicates the purpose and topic of the individual content, you need to outline the content.

The content needs to be comprehensive but in dot point form.

There should be enough to remind you of the information you want to communicate if you were to speak to the points.

It cannot be vague.

This will give you the layout and format of the content.

Start this step with the end in mind – the call to action and what you want the prospect or customer to do once they have consumed it.

Then write the headline to act as a hook to start consuming the content.

Next, write out the specifics of the information, then the introduction, and finally the transitions.

Of course, the exact details of how to do this are beyond the scope of this guide.

In summary, this step is about granularly outlining what you will cover in the individual piece of content, which leads us to the Content Creation step…

10) Content Creation

…This step is about creating an individual piece of content.

Once you have outlined the content, you will need to elaborate on the content of the dot point for it to make sense as a whole.

This can take a lot of time and is probably the most time-consuming part of the process.

A 3,000 word piece of content may take 30 hours to produce.

Once created, pick images, diagrams and graphics that help visually represent the meaning of certain parts and add them to the content.

The Free Images website is a great source of free and attribution free images.

This complete individual piece of content acts as the basis and foundation for other translated content, which I will discuss shortly.

Of course, the exact details of how to do this are beyond the scope of this guide.

In summary, this step is about creating your content, which leads us to the Content Translation step…

11) Content Translation

…This step is about translating one individual piece of content into many more.

Once you have created your content in one format, you then need to “translate” that version into many other versions, formats or designs.

The reason behind this is that you can get far more versions for the incremental bit of extra work.

These could include:

Slide-deck;
Audio;
Video;
Workbook;
Worksheet; and
Many, many more…

These other versions of content are based on the foundation of text you created in Step 10.

A text transcript with images can be turned into a slideshow.

The slideshow can be converted to video with an audio voice over.

This can create a workbook and worksheet.

These are all canned, but they can also be replicated in live versions, too.

Here is where you can create the additional modalities.

This translation process also helps with retention of information, particularly because humans need repetition of information to understand a message.

Pick the top five dreams, fears, problems, needs or mistakes of prospects and customers, and cover them over and over in different versions.

Consistent messaging and advertising works based on this psychology.

Document this step in your Content Planner.

Of course, the exact details of how to do this are beyond the scope of this guide.

This step is about getting the most out of your already created content, which leads us to the Sales Script for Content step…

12) Content Sales Script

…This step is about writing the “sales” script for the individual piece of content.

Content does not exist in isolation.

What I mean by that is prospects and customers come across content somehow.

In other words, they took an action to find the content – it didn’t just randomly appear in front of them.

The action they took to find the content is what this step is about – writing the sales script to the content you just created in order to “sell” prospects and customers on consuming the content.

Once you have created your content, you need to write this sales script for the content.

Document this step in your Content Planner.

Of course, the exact details of how to do this are beyond the scope of this guide.

In summary, this Step is about the writing the sales script for the content, which leads us to the Script Distribution Step…

13) Script Distribution

…This final step is about distributing the sales script for the content you created so prospects and customers have the opportunity to find it.

This sales script could be distributed through one of the following vehicles:

External website;
Own website;
Email contact database;
Social media database;
Phone contact list;
Postal contact list; and
So on…

Or any other marketing distribution channel you have access to.

Document this step in your Content Planner.

Of course, the exact details of how to do this are beyond the scope of this guide.

In summary, this step is about getting your content out to the most amount of people to fulfil the specific purpose of the content.

Take Action

You made it…

You now have a solid plan for content creation to market and sell more products, services or solutions.

That’s the full Content Creation Process, and it will be more than enough for you to get started on your own.

You can get the printed illustrated Process Map of this and 20 others for free, here

And if you’re serious about marketing and selling more, the logical next step is to contact me to help you do it yourself, have me do it with you, or have it all done for you.

This maybe the momentum you need to get great marketing and sales results.

Now let’s learn about The Lead Generation Processes.

Or do you simply want more like this?

Join below to be notified immediately about new content and more. No annoying daily emails and no spam – just good content when it’s posted.

The Marketing & Sales Processes: How Market And Sell Your Product, Service Or Solution

Orren Prunckun — Sat, 21 May 2016 23:31:49 +0000

Click here to embed this infographic.

Approximate read time: 14 minutes

The fundamental parts of marketing and sales are quite simple.

In order to effectively, consistently and predictably market and sell products, services, or solutions, particular marketing and sales processes should be followed step-by-step.

I have outlined several critical marketing and sales processes to help you market and sell products, services, and solutions.

Here they are…

STEP 1: The Human Purchasing Process;
STEP 2: The Market Research Process;
STEP 3: The Brand Creation Process;
STEP 4: The Marketing & Sales Pipeline Process;
STEP 5: The Marketing & Sales Communication Process;
STEP 6: The Content Creation Process;
STEP 7: The Lead Generation Processes;
STEP 8: The B2B Lead Generation Process;
STEP 9: The Partner Recruitment Process;
STEP 10: The Partner Co-Enrolment Process;
STEP 11: The B2C Lead Generation Process;
STEP 12: The Search Engine Optimization Process;
STEP 13: The Positive Publicity Process;
STEP 14: The Social Media Marketing Process;
STEP 15: The Sales Script Process;
STEP 16: The Sales Negotiation Process;
STEP 17: The Marketing & Sales Engagement Process;
STEP 18: The Marketing & Sales Launch Process; and
STEP 19: The Promotional Partner Launch Process.

Let’s begin with…

1) The Human Purchasing Process

…This is about how to navigate hardwired buying psychology to inform your marketing and sales.

This process lays the foundation for all processes that follow and helps you understand your prospects and customers.

This leads us to The Market Research Process…

2) The Market Research Process

…Once you have a foundation for all processes that follow and understand your prospects and customers, you need to understand The Market Research Process.

This part is about how to discover what your market wants and needs and how to use those findings in your marketing and sales.

Understanding their personas helps you enter the conversation your prospects and customers are having in their own mind.

This leads us to The Brand Creation Process…

3) The Brand Creation Process

..Once you have an understanding of processes for marketing and sales communication, you need to understand the Brand Creation Process.

This part is about how to evaluate and create or recreate an unforgettable brand.

It lays out the specific process for brand creation.

This leads us to The Marketing & Sales Pipeline Process…

4) The Marketing & Sales Pipeline Process

…Once you have an understanding of the conversation your prospects and customers are having in their own mind, you need to understand The Marketing & Sales Pipeline.

This part is about how to use a marketing & sales pipeline to market and sell more products, services and solutions to prospects and customers.

It also lays the structure and sequence to the rest of the processes.

This leads us to The Marketing & Sales Communication Process…

5) The Marketing & Sales Communication Process

…Once you have an understanding of the structure and sequence to the rest of the processes, you need to understand The Marketing & Sales Communication Process.

This part is about how to communicate with your prospects and customers at the various steps in a marketing and sales pipeline.

It also lays out the processes for this method of communication.

This leads us to The Content Creation Process…

6) The Content Creation Process

…Once you have an understanding of the brand creation process, you need to understand The Content Creation Process.

This part is about how to create powerful lead generating and lead converting marketing and sales content and increase the number of prospects, AKA marketing and increase the number of customers, AKA sales, AKA prospect conversion.

It lays out the specific process of content creation.

This leads us to The Lead Generation Processes…

7-14) The Lead Generation Processes

…Once you have an understanding of the process of content creation, you need to understand The Lead Generation Processes.

This part is about how to generate leads and increase the number of prospects, AKA marketing.

It includes:

The Digital Traffic Firehose Process;
The B2B Lead Generation Process, AKA Cold Email;
The Partner Recruitment Process, AKA Affiliates;
The Partner Co-Enrolment Process;
The B2C Lead Generation Process, AKA Advertising;
The Search Engine Optimization Process;
The Positive Publicity Process, AKA PR; and
The Social Media Marketing Process.

It lays out the specific process for each of these methods for generating leads.

This leads us to The Sales Script Process…

15) The Sales Script Process

…Once you have an understanding of the process for generating leads, you need to understand The Sales Script Process.

This part is about how to write irresistible sales communication to sell your process, services and solutions and increase the number of customers, AKA sales, AKA prospect conversion, increase the value of customer transactions, AKA upselling, and increase the number of customer transactions, AKA retention.

It lays out the specific process for creating sales scripts and how to handle sales objections and why prospects don’t take action on offers.

This leads us to The Sales Negotiation Process…

16) The Sales Negotiation Process

…Once you have an understanding of sales, you need to understand The Sales Negotiation Process.

This part is about how to overcome common sales objections.

It lays out the specific process for addressing these concerns.

This leads us to The Marketing & Sales Engagement Process…

17) The Marketing & Sales Engagement Process

…Once you have an understanding of the process for creating sales scripts, you need to understand The Marketing & Sales Engagement Process.

This part is about how to engage your prospects and customers to be loyal and encourage others to buy.

It lays out the specific process for engaging your prospects and customers.

This leads us to The Marketing & Sales Launch Process…

18) The Marketing & Sales Launch Process

…Once you have an understanding of the process for engaging your prospects and customers, you need to understand Marketing & Sales Launch Process.

This part is about how to launch a new product, service or solution successfully with no resources as well as how to launch with partners the right way by tying together Parts 1 to 8.

It lays out the specific process for launching a new product, service or solution.

This leads us to The Promotional Partner Launch Process…

19) The Promotional Partner Launch Process

…Once you have an understanding of the Marketing & Sales launch process, you need to understand how to leverage partners in the process.

This part is about how to launch a product service or solution with partners.

It lays out the specific process for launching with partners.

That sums up all The Marketing & Sales Processes.

Take Action

You made it…

You now have a solid overview of several critical Marketing & Sales Processes to help you market and sell you product, service or solution.

That’s the full Marketing & Sales Processes, and it will be more than enough for you to get started on your own.

This guide is designed as a choose-your-own-adventure, where you pick-and-choose what you want to understand and improve on in your marketing and sales.

You don’t need to consume it all from start to finish, but I encourage you to do, as you’ll be in a better position to market and sell more products, services and solutions.

So let’s start with some questions to help you decided where to start…

Then explore the guides for each process.

These will be more than enough for you to get started on your own.

Do you have too many customers?

If you do not have too many customers, this guide will help you get into a position where you can say yes!

How?

Answer the rest of the questions to find out…

If you do have too many customers, then this guide will help you get more revenue from them more often.

How?

Again answer the rest of the questions to find out…

Do you understand your prospects and customers, AKA market research?

If your answer is no, then you need to learn about Market Research and Human Purchasing Psychology.

If your answer is yes, then continue with the rest of the questions.

Do you want to increase your number of prospects, AKA lead generation, AKA marketing?

If your answer is no, then you need to learn about Marketing & Sales Pipelines, Marketing & Sales Communication, Brand Creation, Marketing Content Creation, Internet Traffic Firehoses and Marketing Lead Generation through Cold Email, Advertising, Partner Recruitment, Partner Co-Enrolment, Publicity and Social Media and Sales Conversion.

If your answer is yes, then continue with the rest of the questions.

Do you want to increase your number of customers, AKA prospect conversion, AKA sales?

If your answer is no, then you need to learn about Marketing & Sales Pipelines, Marketing & Sales Communication, Brand Creation, Marketing Content Creation and Sales Conversion.

If your answer is yes, then continue with the rest of the questions.

Do you want to increase the value and number of customer transactions, AKA up selling, next selling, down selling and cross selling?

If your answer is no, then you need to learn about Marketing & Sales Pipelines, Marketing & Sales Communication, Brand Creation, Marketing Content Creation and Sales Conversion.

If your answer is yes, then continue with the rest of the questions.

Do you want to increase your engagement with prospects and customers, AKA retention and loyalty?

If your answer is no, then you need to learn about Marketing & Sales Pipelines, Marketing & Sales Communication, Brand Creation, Marketing Content Creation and Sales Conversion, Sales Objections and Promotional Partner Launches.

If your answer is yes, then continue with the rest of the questions.

Do you want to increase prospect and customer satisfaction, AKA customer service, recommendations and referrals?

If your answer is no, then you need to learn about Marketing & Sales Pipelines, Marketing & Sales Communication, Brand Creation, Marketing Content Creation and Sales Conversion.

If your answer is yes, then continue with the rest of the questions.

Do you want to increase the success of new product, service or solution launch, AKA combining it all?

If your answer is no, then you need to learn about Marketing & Sales Pipelines, Marketing & Sales Communication, Brand Creation, Marketing Content Creation and Sales Conversion.

If your answer is yes, then these guides may not be for you…

You can get the printed illustrated Process Map of this and 20 others for free, here

And if you’re serious about marketing and selling more, the logical next step is to contact me to help you do it yourself, have me do it with you, or have it all done for you.

This maybe the momentum you need to get great marketing and sales results.

Now let’s learn about The Human Purchasing Process.

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