For Growing Businesses
Sponsored by
4 x 4 PlanSponsored by• 4 hours personal development
• 4 hours set & review SMART objectives• 4 hours mentoring another business• 4 hours insource another skill
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
Top Related