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Follow-up System Workshop
Boost Your Business
With Database Marketing
Finally... a hands-on workshop for business owners, sales executives, marketing managers, professional service providers or consultants who are tired of struggling to market their business. The fact is, people aren't always ready to buy...
...when you're ready to sell.
Without an automated follow-up system, you subject yourself to cold-call
fatigue, lost opportunities, and career burnout. You can never create
more business for yourself than you personally create by meeting one-on-one.
Look at these disturbing statistics:
- It takes at least 12 contacts to convert a prospect into a customer
- Only 15% of inquiries result in a return phone call from a salesperson
- 50% of all salespeople quit after only 1 contact
- Another 40% quit after the 4th contact
- 50% of all leads result in a sale—for somebody!!!
- 68% of customers stop buying because of indifference
- 80% of all sales happen after the 4th contact
- And the most terrifying stat: Your customer is your competitor’s prospect!
So while you're huffing and puffing trying to follow-up with anyone who
can fog a mirror (one call at a time), your competition is laser-focused
on trying to convert your customers (how many companies feature a shopping
list of their customers right on their web sites, ripe for the plucking?
Could you make it any easier for the competition?)
This workshop teaches you what you can do to break out of the pack
and become a highly-respected, sought-after resource for your customers!
Start thinking right now about a totally different way to get more business.
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About Your Instructors:
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Lori
Feldman, "The Database Diva" has been
a mailing list broker (snail mail kind) and direct mail consultant
since 1981. She is a past-president of the Direct Marketing Association
of St. Louis who presented her with its top prize: The “Direct
Marketer of the Year” Award. She is Editor and Publisher of
the award-winning, "Database Marketing Hotwire," a monthly
email newsletter that is sent free of charge to more than 12,000
opt-in subscribers each month. Lori hosts the St Louis and Kansas
City ACT User Groups. Her passion is to work with clients to "show
them the light" on how direct marketing (not cold calling) can drive
sales and make customers find them when they're ready to buy.
Susan
Clark is the nationally known and respected author of
The Official ACT! Quick Study Guide which sells on ACT!’s
home page. She is a Sage Authorized Premiere Trainer and her courseware
is used by many consultants in their training classes nationwide.
Sage (ACT!'s corporate parent) hires her when they need to train
and certify new ACT! consultants. She has served over six years
on ACT!'s Advisory Board. (The Board meets with ACT!’s US president
and top software developers to help guide the future of this #1
selling product.) She hosts the Houston Area ACT Users Group. Susan
served 10 years as Director of Marketing for a Fortune 500 oilfield
service company before starting her company in 1987.One thing we had in common from the beginning was that for the past twenty years, we've had many inquiries from people who say they just want to learn how to use ACT! (or some similar software like Outlook, Goldmine, or Salesforce.com). But that’s not what they really want. They want to learn to be more effective, close more sales, and make more money.
After having worked with thousands of end users, we came to the conclusion that most people are approaching this situation wrong.
Software is simply a tool to help you become more successful. What most people really want help with is capitalizing on their biggest asset.
Q: What is the most valuable asset your company has?A: It’s not…
1. Products or inventory
2. Real estate
3. Employees
The correct answer is your database. Most businesses know they must take care of their current customers or risk losing them to the competition. After all, everyone knows it’s 10 times easier to re-sell an existing customer than to find a new one. And what about those leads that we encounter? Current thought is that it takes 7 to 12 touches to convert a prospect to a customer, yet most businesses stop after only one or two follow ups.
But what does “take care of” actually mean? And why do so many salespeople, business owners, and entrepreneurs back-burner this critical asset?
It's because...
- You may not be sure what marketing strategies to use.
- You may not know how to get started or when to use them.
- And don't forget the ever popular putting off writing the marketing materials because you are not sure what to say.
Tell us the truth. How many of these scenarios are you too embarrassed to admit
have happened to you:
- You have a big database of interested prospects but it’s been at least 3-6 months since you contacted many of them, and you have no easy way to keep in touch, even if you had the time to do it…
- You thought about sending out a letter, but you end up staring at a blank Word document, waiting for inspiration to spill onto the page and create that winning masterpiece that causes sales to go up 57% next month. (Ha,ha…don't we all!)
- In fact, you thought about sending out a newsletter but your copy writing skills are so pathetic you couldn't write a ransom note…
- Or perhaps you managed to send out a successful direct mailing last year, got inundated with leads (most of which fell through the cracks while you pursued the “big game”) and now you're un-busy again and don't know what to do next…
- You believe that if you are *encouraged* to make just one more cold call you will jump out the window…
- You follow up with a (former) hot prospect, only to discover your competition just inked the order…
- You've missed your quota--again--for the umpteenth month because that last big proposal that was supposed to close, didn't. You're sick, sick, sick of it!
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"...left with tools I can use" “Attending the Blueprint for Database Marketing Workshop has recharged my thinking about marketing. I am seeing potential marketing opportunities all around me now. The best thing is I left with tools and marketing pieces I can and am putting to immediate use. And I have expanded my thinking to be able to continue to use the tools and ideas I have learned. Thank you!" Evalyn Shea - Shea Writing and Training Solutions |
Stop! Take a deep-cleansing breath! Repeat 5 times, “I am not a *bad* marketer.”
Yes, you're time-challenged. Perhaps you don't have a consistent follow-up marketing system (yet). You probably learned in Sales 101 to follow up with prospects until they “buy or die.” Well, guess what? They've been teaching that form of “stalking” since the late 19th Century! And every sales organization follows some deviation of these same moldy-oldy sales rules.
The result is that everyone stays in his same dis-comfort level and recycles the belief that if he can work just a little harder, make more calls, bug his prospective buyers just a little bit more than his competitors do, he'll win the business!
Is that how you would like to be sold?
But did you know there is a secret the "big players" use to place their follow-ups on auto-pilot and attract more clients to their businesses automatically--without actually doing anymore face-to-face selling than you are already doing? They simply “set it and forget it” and the sales leads and inquiries just keep on comin’!
Would you like to duplicate these top producers’ proven methods and elevate your credibility with customers, earn more referrals, and pocket higher commissions?
Why No One Else Teaches This Stuff
The reason we created this Workshop is because we use a follow-up system to build our own businesses.
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"...exceeded my goals" “This workshop was packed full of practical advice and tips that I can immediately apply to our company. It exceeded my goals for taking this class. Thank you!” – Dianne Ledet, Texas Bus Sales |
We tired of watching our clients miss out on sales they're entitled to…if
only they knew how to use their database as more than a fancy Rolodex!
So we decided to document our own “keep in touch” system into a step-by-step
blueprint and teach it to you in our exclusive Blueprint for Database
Marketing Workshop.
Implementing a follow-up system with database technology (ACT! or any
other database) is so simple, I'm shocked more business professionals
don't use it to capture a competitive advantage.
When I teach the Blueprint, my clients rave about how much do-it-yourself
marketing power I've infused into their businesses and how much more enjoyment
they have in their jobs now that they know their customers actually value
them! (And isn't that what we all really want? To have customers calling
us first because they appreciate and are willing to pay for our knowledge
and problem-solving expertise?)
So here’s one of my Blueprint
secrets (discussed in the workshop) for free!
FREE TIP: Set up this 9-touch follow-up
system that is based on the proven principle of persistent value-added
communication with any prospect you meet at a networking breakfast who
could either give or refer business to you.
Networking Meeting - Follow-Up System
Same day Email "Glad to meet you" greeting Same day Mail something laminated that is beneficial to them yet makes them remember you 1 week Follow-up email to offer to add their name to your “Newsletter” list so they can get to know you better 2 weeks Email 1st "Throw-down" Introductory Newsletter 4 weeks Email 2nd Introductory Newsletter 5 weeks Fax article of interest 6 weeks Follow-up Call, “Have our Newsletters been helpful to you in understanding our business?" Ask for a meeting or a referral. 6 weeks Add them to standard Email Newsletter list. 10 weeks Mail postcard offering a “Free Whitepaper” on your web site that would be of general interest to 90% of your audience.
Can you see how compelling this system can be to switch your selling paradigm from “you chasing them” to “them finding you?” And it was all automated...9 touches and only one of them was a call.
Here's what to expect from the...
Blueprint for Database Marketing Workshop:
For
2 full days I will reveal all of my tips, tactics, and strategies to
help you nail down an automated follow-up system to generate a steady flow
of qualified leads, focus on buyers who have their checkbooks open, and
close sales 24/7/365 with less effort—all because you own the right tools.
If you've ever said, "I've tried direct mail and it hasn't worked for me,"
don't worry. This is more than direct mail. I'm going to walk you step-by-step
through the process of building a “stay-in-touch” program that includes:Day 1 – Drip-Marketing Formula
We'll start by discussing your goals and your sales process: Do you want more sales? More leads? Do you want to nurture existing customers to buying early and often, convert prospects into first-time buyers or cross-sell other services? How long is your sales cycle? Can we reduce the time to close by 1 month? 2 months? 1 year? The Blueprint paves the way.
- Identify the INTERNAL and EXTERNAL Trigger events in your selling process where leads start leaking (as if in a sieve!)
- Build a drip-marketing series, from 2 weeks to 2 years long, that will create the most qualified, inquirers every month and guarantee that you will never lose track of a "not now" prospect ever again, without breaking a sweat (even when you're sick or go on vacation)!
- Identify 3 Critical Mistakes Your Competition is Making, and How You Can Exploit Them
- Understand the Vital Role of Testimonials, and Why Your Sales Will Stall Without Them
- Learn the 7 Ways To Plug up the Holes in your Lead Generation Bucket
- Take the 12 Steps To Becoming the ONLY Vendor of Choice
- Eliminate your Customers’ “Radio Silence” with these 8 “read and respond” direct mail letters and emails
- Be inspired by 20 “Set it and forget it” Timed, Sequential, Event-Driven Auto-Responder Message Templates You Can Launch Tomorrow
Next we'll evaluate the letters, emails, and marketing collateral you use now. We'll show you what you did right, what needs fixing, and how to incorporate all of it into your own Blueprint at just the right place and time to get a positive customer reaction. We'll help you create the missing elements that are standing in the way of you and your big breakthrough to your best sales year yet. You'll go home with a 2007 Blueprint System clear enough to hand off to a marketing assistant or implement yourself to jump-start your 1st-quarter sales.
- Write creative messaging for each stage in your selling process so your message matches your target market and isn't “one size fits all”.
- Understand the 4 Painless Steps To Writing a Killer Sales Letter in 20 Minutes or Less
- Memorize the 5 things you MUST ALWAYS include in your letters to get the maximum response
- Learn the little-known 4:1 ratio that can sink your email marketing if you choose to ignore it
- Beware of the 3 things you MUST NEVER do to avoid File 13, SPAM filters and the DELETE button!
- 6 Ways To Get Creative Inspiration, even if You're a Non-Writer
- How to Find Out what Your Customers REALLY want, and then Give it To Them EXACTLY as they asked for it
- 63 Idea Starters for Value-Added Customer Communications
- A copy of the highest revenue-generating sales letter ever written that brought in more than $1 billion over 20 years—and how you can copy its secret formulas for your own business
Real-life comments from some of our workshop attendees.
"...turned us into a marketing machine"
“The Database Marketing Workshop has turned us into an efficient marketing machine! Now more than ever, our customers are happy because they have an ongoing relationship with us...and we are happy because that relationship keeps them coming back to us! Thanks to this workshop, we are ALL happy!"
- Ally Calvo www.UtheMom.com
"...been working WAY too hard"
"I really appreciate everything you covered in your Database Marketing Workshop. All of the interesting programs and initiatives I can now implement get me so excited! I am going to work this weekend to develop blueprints for all of my marketing and prospecting duties.
I have already been approached to hold an internal training session for several department managers that want to use my knowledge for their own benefit! It's priceless to feel like I finally have a handle on this software that I have casually used for the last couple of years. ACT has so many features that will really make my job a lot easier. The only downside to it all...I know now that I have been working WAY too hard since I started here!!"
- Kristin Armstrong, Stavis Margolis
"...better equipped to market."
"I don't know when I've attended a workshop where I learned so many concepts for developing and growing my business. I'm better equipped to market my business to prospects and existing clients."
- Michael Morgan, Houston Energy Advisors
"...easy to learn"
"Excellent content, easy to understand and wonderful teaching style. I don't know why anyone wouldn't want to learn how to make more money just by typing the right words and clicking a mouse."
- Justin Rosenberg, Chief Operating Officer, The Jacob Hill Group, LLC
"...best investment you can make"
"The class is the best investment in your business you can make,if you use ACT to track your clients. I was in Real Estate for 2 1/2 years and would have been more successful if I had attended this class. All people in any type of the sales and marketing businesses can grow with ACT and be successful if they follow Susan's methods. She is awesome. Bring more classes to Houston!!"
- Kimberly Fitch, Traders International
"...increase revenues with 1/2 the work"
"The knowledge shared in this workshop is incredible! Database marketing can really increase revenues with 1/2 the work!"
- Teresa Allison, FirsTax Texas, Ltd.
Workshop Investment
$1,295.00 for an information-packed, make-your-head-spin,
hands-on, 2-day workshop.
We're still finalizing our 2008 dates. Current plans are being developed
for Texas, New York, California, London, and Australia. Sign
up for my ACT! Tips e-Newsletter to receive notification when the
dates have been set in stone.
Still not convinced? Think you don't have the time or experience to implement a follow-up system in your business right now? Or maybe you think a Workshop like this is too expensive. If so, here’s my promise to you:|
UNCONDITIONAL, NO-ARGUMENT MONEY-BACK GUARANTEE |
877-661-5200
Why wait? Register now before the class fills up. We only have room for 20 participants in each city and registration fills up very fast.
We look forward to meeting you in the Workshop!
Susan and Lori
P.S. Don't put off making this very important decision to discover the easy, step-by-step formula for building your own proactive direct response, drip-marketing follow-up program that will boost your business by a minimum of 10 times your registration fee--guaranteed or your money back!
P.P.S. My clients have told me that having the feedback from the other students in the Workshop alone is worth the price of admission. These are savvy business people who are highly motivated to improve their sales effectiveness while decreasing the amount of time they spend working IN their businesses. You can become part of this exclusive "Mastermind" group by registering now and claiming your seat.
877-661-5200