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ACADEMY

The StartUp To

Blueprint

BILLIONAIRE

The BlueprintBILLIONAIRE

Advanced Marketing for Maximum ProfitsRelate Create

Promote Monetise

Understand the

customer and the

need

Solve the pain, satisfy the desire

Build awareness,

awaken desire

Sell and fulfil with excellence

Pass

ion

Com

mitm

ent

The BlueprintBILLIONAIRE

Customer TargetingRelate

Identify & Target Your Customer

Understand buying behaviour & competition

Determine key customer value triggers

Customer targeting comes down to two questions:

Who needs my solution (including expertise)?Who can I create a new solution for?

The million £ questions:

Who is my customer?How can I add more VALUE and make their lives easier and more INTERESTING?

The BlueprintBILLIONAIRE

Customer TargetingRelate

Identify & Target Your Customer

Understand buying behaviour & competition

Determine key customer value triggers

Customer insight questions:

• What FRUSTRATES you most about your business?• What are you trying to ACCOMPLISH this year?• What do you think you need to DOUBLE this year?• What strategies have you tried to improve your business • that WORKED, and • didn’t WORK?

The BlueprintBILLIONAIRE

Buyer Behaviour PatternsRelate

Identify & Target Your Customer

Understand buying behaviour & competition

Determine key customer value triggers

• What are customers being OFFERED?• What are customers buying? (watch for testimonials)• When are they buying?• How are customers being sold – what is the SALES FLOW factor?• What problem themes exist?• What price points are dominant / What payment terms are offered?• Million £ secret: What’s the SILVER BULLET?

The BlueprintBILLIONAIRE

Buyer Behaviour – Sales Psyche 11Relate

Identify & Target Your Customer

Understand buying behaviour & competition

Determine key customer value triggers

• They say they don’t want it• They don’t want it NOW!• They don’t BELIEVE they can afford it• They don’t believe YOU• They don’t believe they can do IT• Million £ secret: -They didn’t reach the CONCLUSION for THEMSELVES that they needed it

The BlueprintBILLIONAIRE

Buyer Behaviour – Sales Psyche 2Relate

Pass

ion Identify &

Target Your Customer

Understand buying behaviour & competition

Determine key customer value triggers

In the buyers mind your solution must ABSOLUTELY: • Solve a distinct, IMMEDIATE and ongoing problem• Be easy to access and use• Be easy to UNDERSTAND• Be proven to get rapid results• Be GUARANTEED

The BlueprintBILLIONAIRE

Buyer Behaviour – Sales Psyche 3Relate

Identify & Target Your Customer

Understand buying behaviour & competition

Determine key customer value triggers

In the buyers heart your solution must ABSOLUTELY: • Make their life easier• Save them money• Save them time• Help them in their business life• Provide additional profit• Help them feel better• Make them more successful (or at least feeling more likely to win)

The BlueprintBILLIONAIRE

Know Your CustomerRelate

Identify & Target Your Customer

Understand buying behaviour & competition

Determine key customer value triggers

• Most of my prospects • feel they are falling short in this area………..• would pick a fight to protect their belief that…..• have no idea how to ….• have the goal to …..• deeply value …….• are terrified that….

The BlueprintBILLIONAIRE

Customer Value TriggersRelate

Identify & Target Your Customer

Understand buying behaviour & competition

Determine key customer value triggers

• Reputation• Respect• Recognition• Rationality• Reliability• Results

The BlueprintBILLIONAIRE

Advanced Value TriggersRelate

Identify & Target Your Customer

Understand buying behaviour & competition

Determine key customer value triggers

• The ‘Extras’ trigger – What bonuses could sweeten the deal for them?

• The ‘Reward’ trigger – What can they have immediately?

• The ‘Delay’ trigger – How can they have it now and pay later?

• The ‘Social’ trigger – How can colleagues benefit?

The BlueprintBILLIONAIRE

More Advanced Value TriggersRelate

Identify & Target Your Customer

Understand buying behaviour & competition

Determine key customer value triggers

• The ‘Cool and Exclusive’ trigger – What can they have that no one else can get?

• The ‘Trial’ trigger – If it does not perform what will happen for them?

• The ‘Touch-me’ trigger – Who will tell them ‘you bet it’s a good deal for you’?

• The ‘Narcissist’ trigger – How will this make them better than their competition?

•The ‘Servant’ trigger – How will this help them help customers?

The BlueprintBILLIONAIRE

Brand Building MythsCreate

Build relevant

brand

Create product or service

Build infrastructure to operate and sell

Developing a brand takes years – Reality, a brand is just a memorable story & experience• You have to be “one” clear brand as a business – Reality, ever heard of 3M, Disney, Google, Cisco? - The only rule is to keep a character theme.• People care about brands (and want value) – Reality, they only care about solution, service and reliability.

The BlueprintBILLIONAIRE

Brand Building SecretsCreate

Build relevant

brand

Create product or service

Build infrastructure to operate and sell

Message (not topic) consistency• Image consistency• Quality consistency• Results consistency• The bizarre and unavoidable truth…….• just one story• just one promotion ….. Changes your brand

The BlueprintBILLIONAIRE

Brand Building – Power PositioningCreate

Build relevant

brand

Create product or service

Build infrastructure to operate and sell

• Position (name, tag line, role)• Journey• Results• Testimonials• Client list

• Referred to as expert by others (PR affiliates)• Partnerships (others believe in you)• Philosophy distinct from others (is brilliant because)• Popularity, is most reviewed, most recommended, most sold, most exported….

The BlueprintBILLIONAIRE

Product CreationCreate

Build relevant

brand

Create product or service

Build infrastructure to operate and sell

Your solution must solve a distinct problem and be easy to use, understand, & take action on• Your solution should be “total”• Your solution should have been tested with results and testimonials as part of the product• Your solution needs to be differentiated• Your solution should have big margins• Products have £ margins • packages have ££ margins, and

• solutions have £££ margins

The BlueprintBILLIONAIRE

Product Creation – Universal ModelCreate

Build relevant

brand

Create product or service

Build infrastructure to operate and sell

What is it? – Define in a way your customers get it• Why is it important? – Justify with tests and results• Who are we? (story and credibility)• Who else has done it? (testimonials)

• How to do/master it – Step by step guide• How to succeed / not fail – Do’s and don’ts• What to do first, Now! Next steps

The BlueprintBILLIONAIRE

Build Sales / Infrastructure Machine Create

Build relevant

brand

Create product or service

Build infrastructure to operate and sell

Here’s what all businesses (who make money) need as minimum• Method of collecting payment (merchant account if online) • Method of facilitating orders (if online shopping cart)• Website that can be found• Fulfilment strategy• Customer service• Assistant• Mentors and motivators

The BlueprintBILLIONAIRE

Live Your Life – Don’t Be A Busy FoolCreate

Build relevant

brand

Create product or service

Build infrastructure to operate and sell

Outsource as a “proud incompetent” (know you don’t know) • Millionaire’s 5 – 15 – 80 rule• 5% Strategy - 15% Delegation - 80% Creating Business Building and Communicating• The ‘Friday 50 club’ (go home with 50 or less email inbox)

The BlueprintBILLIONAIRE

Build PromotionsPromote

Build promotions partners affiliates

Send promotions measure responses

Do follow up promotions

Promotions vs. campaigns • A promotion is a singular activity• A campaign is a strategic event• A promotion gets interest, a campaign closes sales• A promotion is “push” campaign is “pull”• A promotion ends at a sale a campaign leads down the “buyer trail”

The BlueprintBILLIONAIRE

Build Promotions – the RevolutionPromote

Build promotions partners affiliates

Send promotions measure responses

Do follow up promotions

• Push • Hook and sell• Black hat• Solo (one flyer)• We say• Celebrity• Text• Customisation• Commercial• Community• A little help

- - - > Pull - - - > “struggle” and win journey- - - > Transparency- - - > Peer promoter- - - > Proof- - - > Every day spokesperson- - - > Video- - - > Creation- - - > Conspicuous- - - > Connections- - - > Done – For – You

Offline Interruption vs. Online Magnet

The BlueprintBILLIONAIRE

Promotions – Overlooked BasicsPromote

Build promotions partners affiliates

Send promotions measure responses

Do follow up promotions

Launch it• Monitor it• Maintain it• Measure it• Measure it again• Support it (be available)• Test small, refine, double, analyse refine double, repeat

The BlueprintBILLIONAIRE

Promotions – Overlooked BasicsPromote

Build promotions partners affiliates

Send promotions measure responses

Do follow up promotions

• Buy/don’t buy, up-sell• Missed it, lower priced up-sell• Free content follow up• Report out promotions (you/media/affiliates)• Ask promo, for why buy / don’t buy?• Repeat cycle Free – Free – Sell - Repeat

The BlueprintBILLIONAIRE

Be Excellent in Customer Service

Fulfil with Excellence

Sell Deeper

Monetise

Sell Broader

• Fulfil like your family depends on it • Answer questions within 24 hours• Have a live person option• Provide FAQ responses• Over deliver with four Free surprises• Handle returns well• Say “thank you” properly with a personal touch

The BlueprintBILLIONAIRE

Deepen Customer Relationship – and Sales

Fulfil with Excellence

Sell Deeper

Monetise

Sell Broader

• This is about current customers• Always be leading to a higher - value similar topic sale• Offer solutions from other great companies and take a fee• Million £ secret• Offer solutions strategically such that you are touching, helping

their business all year round

The BlueprintBILLIONAIRE

Broaden Customer Relationship – and Sales

Fulfil with Excellence

Sell Deeper

Monetise

Sell Broader

• Expand your market and your message • Increase the number of offers• Get more media• Get more affiliates• Do not stray too far from core niche

The BlueprintBILLIONAIRE

Advanced Marketing for Maximum ProfitsRelate Create

Promote Monetise

Pass

ion

Com

mitm

ent

Fulfil with Excellence

Sell Deeper Sell Broader

Build promotions partners affiliates

Send promotions measure responses

Do follow up promotions

Identify & Target Your Customer

Understand buying behaviour & competition

Determine key customer value triggers

Build relevant

brand

Create product or service

Build infrastructure to operate and sell

Billionaire CompanyExpert

• A company with a high degree of skill or experienced expertise in their field

• A credible authority who defines what to pay attention to, what things mean, how things work, and how things turn out

• An informed company that gets PAID HIGHLY for what they do

YOU?

The BlueprintBILLIONAIRE

The StartUp To

Blueprint

BILLIONAIRE