Buy’ologyA 5-step strategy that will change the way you

market your business.

Adrian Marks

Chief Buyologist / CEO

enjoy!

Traditional

advertising

as you know it

is dying.

There is now a new

world order, where the

customer is in control.

But it has never

been easier to grow

your business

To survive and thrive

in this new social-

digital economy

you have to master

5 key strategies…

Technology+

Strategy+

4. Deliver

sequences that drive

change

5. Build everything

around technology & become a web-centric

business

Psychology+

2. Align your

marketing with how people

now buy

1.Sell

“Why”

3. Nurture

& sell with mental triggers

Step 1. Understanding why people buy anything at all in this

modern social-digital world

Selling “Why’

People no longer have any real interest in your actual

product or service.

Your members are only interested in how they will make them look and feel.

People buy not on pricebut on wants and needs.

And 85% of that buying decision is emotional.

Only around 15% of anypurchase is driven by logic.

Only 4% of men buy a watch just to tell the time.

The most expensive dress you’ll ever buy is the only one you’ll wear once.

The average female has 32 pairs of shoes, but only one pair of feet.

BONUS POINTPrice is 85% irrelevant.

Purchases are made on value and affordability.

So what and WHO do you stand for?And what do you

stand against?

CREATING VALUE

Step 2.Align your marketing

with how people now buy

Traditional stand-alone ‘old’ media advertising is

70% less effective than it was just 6 years ago…

People are now looking for products and services sooner and in completely different ways……

Smart Phones & Tablets – Google Facebook – 4G & Broadband

How people buy…The 5 steps of the ‘change continuum’

Traditional marketing focuses on driving contact only when the customer

reaches the purchase point…

Ultimately traditional marketing is simply preaching to the converted.

BUT people are now looking for the solutions you offer long before

you go searching for them

Ultimately preaching to and converting themselves!

To thrive in this modern digital age you MUST align your sales & marketing funnels

with this new consumer ‘buying’ funnel.

1. MINDSHARE

2. YOUR VALUE STRATEGY

3. OWN THE SEARCH

4. Attract your chosen market

Inbound Marketing

• Search marketing• Seo• Social media• Blogs• Articles• Referral marketing

Outbound Marketing

• Facebook marketing• Linkedin advertising• Email marketing• Display advertising• Remarketing• ‘Traditional’ marketing

30% 70%

The biggest mistake you can make with your marketing is

to just try and sell your products or services.

The second biggest

mistake is trusting a web

designer

to build your website

If you currently only convert 2%of your current website traffic

you are losing theother 98%

Into the deep depths of the world wide web…

forever!

It’s all about ‘the list’

We are all in the ‘lead

generation’ business

‘FREE’MIUM10X Your Enquiries

To thrive in this social-digital age you MUST now give away your products and services for free.

Who got married on their first date?

Nurturing is about creating Value by building trust, expertise, authority, consistency, confidence & desire.

• Create the right incentive • Deliver with risk reversal • Create an imperative • Deliver ‘scarcity’ • Use the shortest timeframe

It’s then

simply all

about %

Analyse the effectiveness of yourLead Generation Model

& then repair the blockages and holes in your funnel

You may not even need to attract more traffic you might just need to generate, nurture and convert

more effectively.

Step 3.Nurture and sell

with mental Triggers

Growing your %

Human Influence Triggers:

• Reciprocation • Scarcity • Authority • Consistency • Fear of Loss • Social Proofing

People are obliged to give back for what they’ve taken.

[This is one of the key principle trigger behind lead generation marketing]

FOCUS ON DRIVING ‘PROOF’ AND THE SALES WILL JUST HAPPEN

Testimonials – results – ‘before and after’ – education - Use video

Scarcity creates desire; people always want what they can’t have…

And they react frantically & illogically when they can’t have it

Step 4.Deliver sequencesthat drive change.

1. Lead Generation – 10X your enquiries

2. Liquidation Offer – Get the sale anyway

3. List Nurturing – spend increases with trust

4. Closed Selling - [ 10X Trigger campaigns]

5. Ascension Selling - [ 10X Trigger Campaigns]

STANDARD SALES MODEL vs

LEAD GENERATION MODEL

ARE YOU MR PRE SALE?ARE YOU THE LAUNCH GUY?

I’m the Trigger Campaign Guy

Bringing it all together…

Trigger Campaigns

Pre-salesReferrals

Closed groupsAscension

Step 5.Build everything around a web-centric platform.

‘Why just have a web site…

When you can have a 24/7 365 sales and marketing machine’

The real power of the

‘buy 'ology

5–step strategy is

LEVERAGE

All the profit

is in the back-end.

A ‘LIST’ allows you to leverage all of the 5 Key Profit Streams - FOREVER…

1. Sell new Customers and Clients2. Sell the same things more often3. Sell them additional products/services

5. Sell them more things they aren’t even aware they actually need right now

4. Upgrade them to higher priced services

“Let’s write my mum and dada swimming pool”

John Lennon

Create your own

money printing machine…

By just ‘turning the taps on and

off’

Some companies that get LEVERAGE! In 2015…SKY TV sent 32 MILLION direct mail piecesTalk Talk made 60 MILLION sales callseasyJet sent 775 MILLION emailsCoca Cola tweeted 15,000 timesApple sent 75 BILLION emails

It works regardless of price…

We signed up a Client onto our Elite programme on the 23rd of last month.

We sent them their first direct marketing piece on February 3rd…

744 emails and 123 trigger

campaigns ago…

2005!

Text +44 7525 153 888

and I’ll send you a crib sheet of all the technology we use to deliver our Client marketing strategies.

PLUS EXACTLY HOW WE DO TRIGGER CAMPAIGNS

Emaila.marks@enjoymarketing.co.uk

JOIN MY ‘LIST’!