Transcript What solutions does your product/service have to cure

JOHN ASSARAF
SALES
AND MARKETING
STRATEGIES
Developing A Marketing Hook
• Who is the exact target audience that will purchase your product or
service?
• What pains and problems does this target market have?
• What solutions does your product/service have to cure those
pains?
• How are those solutions remarkable enough to start a buzz and set
you apart from the competition?
*From Reality Marketing Revolution
CLIENT PROFILE GOAL
Demographics
Characteristics
that identify
the type of client
that has a need
to purchase your
product or
service.
Psychographics
Factors that
identify the
motivation or
reasons why
someone wants
to buy your
product or
service.
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PEOPLE BUY
THE BENEFIT
THE PROMISE
THE TRANSFORMATION
RELEASE OF PAIN, FEAR &
ANXIETY
Sales/Marketing Process Mapping
Visual outline of your Sales Process
Identify
Perfect Client
Lead Generation
Drawing PC’s
in
Lead
Qualification
Match Profile
Lead Conversion
Needs
Met
Lead
Nurturing
Continued
Communication
Distribution Channels
Direct Sales
Events
Retail
Sales Agents
Online
Phone Sales
Mail Order
Do you know your channels?
Sales Strategies
• Direct Sales
• Telemarketing
• Backend or
Upselling
Options:
Strategy:
Direct Mail
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Postcard
Sales Letter
Script
Report
Brochure
Drip Campaign
Tactics:
20% discount
Special Service
New Client Special
Frequent Buyer
Educate clients
Marketing Strategies
17 Marketing Strategies means more opportunity for
your business growth!
Advertising
Affinity Programs
Catalog
Event Marketing
Internet
Point of Purchase
Place-based media
Public Relations
Signage
Affiliate and Joint Venture
Barter
Direct Mail
Frequent Buyer Programs
Outdoor Media
Point of Sale
Promotions/Cross Promos
Referrals
The opportunities are endless!
Process Map Example
Place ad in local
magazine
Make the Sale
Take Call
Follow-up Call
Client Calls
Make the Sale
Client Emails
Respond with
Sales Copy
Follow-up Email