Grow your small business or dental/medical practice with the 90day strategic marketing. blueprint

Grow your business in 90 days

& become a market leader!

The CliCk.ConverT.Sell Model

Your 90-Days Business Training

Aalok Y Shukla

The information within this report is the intellectual property of Aalok Y Shukla & Click.Convert.Sell.

The model itself is an assimilation of proven marketing techniques. By assimilating the powerful principles & works of established authors and leaders in the field of direct response marketing. it builds on the original concepts & works of great marketers & business strategists such as dan kennedy, Gary halbert, ed dale, robert Cialdini, Joe Polish, dean Jackson, Brendan Burchard, dan Sullivan, Jay Geier, Jay Abraham, Jermaine Griggs, nigel Botterill, robert Collier, Paddi lund, Pete Williams, & hubbard management.

i would encourage you to see the works of the individual leaders to gain a deeper understanding of their works.

i hope you gain value from this document & it brings you clarity & opportunity that you can then apply to grow your own business.

if you have any questions you can get in touch at [email protected]

© Click.Convert.Sell

The 90-dAYS BuSineSS TrAininG | iii

Table of Content

New Customers in 90 days 1

For the Next 90 days 1

High Value Costumer List 3

Check Sheet 3

Management Statistics by Graphing 5

Activity List 6

The Market Leader 7

Promotion and Publicity 9

Multichannel Interactive Marketing 10

Phone Handling and Tracking per Source 11

Loyal Customer Creation 12

Ultimate Sales Solution 13

Making it Easy to Say YES! 14

Sales Solution Diagnostic Assessment 15

Sales Letter / Video 16

Solution Delivery 16

To Grow your business in the next 90 days, you need :

More Customers ♦

Larger sales from existing customers ♦

More frequent purchases from your customers ♦

KEY QUESTIONS

How long does it take the average person to decide to buy your product or service?

Do you know who is thinking of buying your products or services in the next 90 days?

For the next 90 days:Act on increasing the

value of these three lists:

Prospect List ♦ : People that may buy in the next 90 days

Your Customer List ♦ : RFM Analysis. Do they have unfulfilled needs that you could satisfy / upgrade / fulfil better at profit? Get more referrals?

Your High Value Customers List ♦ : Do they get rewarded appropriately?

| 1

introductionin this training, i want to go through how you can grow your business in 90 days.

There is a lot of information here but i want to make it an achievable task for you, so that you can get things done today.

To grow your business in 90 days, you need to look at three ways to grow your business:

Get more new customers ♦

Get larger sales from existing customers ♦

More frequent purchases from your customers ♦

In order to process this you have to deliver value and deliver the solutions they want.

New customers in 90 dayshow could we break this down? if we want new customers in 90 days, we have to know how long it takes for the average person to decide to buy your quality service. if they have to rethink about it and do a lot of research you have to initiate a communication with them now.

do you know all the people who are thinking of purchasing your product or service in the next 90 days. if you were a photographer do you know who is planning on having a baby soon because they might be looking for new photography for their baby or to document their pregnancy. You have to know the problem that they want to solve and you have to think about the earliest point in which you could be in communication with them.

These items are very important, because we are here to solve problems for people.

For the next 90 daysWe are actually increasing the value of your business in three ways; your prospect list is the people that may buy your product or solution in the next 90 days. You may have no idea know who they are because they may be in an invisible prospect list. They may have a problem which you cannot visualize or they may have a problem which you can visualize. For example, people want to sell a house, you would not know who is thinking of selling that house unless you knew they inquired to you. So you must these people visible to you.

1, 2, 3.... Start!

2 | index

The 90-dAYS BuSineSS TrAininG | 3

Your second goal is your customer listin order to analyse, you have to look at the reasons of the purchases, the purchases frequency and their monetary value.

Who are your best customers, who spent the most, when did they last buy from you? Why did they last buy from you? if they haven’t bought from you for a while, is there anything you can do to make them buy and help them better? You want to find to out if they have any unfulfilled needs that you can satisfy or better fulfil a profit.

even if you do a one-time solution like laser eye surgery for example, can you improve your relationship with them, add value even after the event and get more referrals. Then you want to be certain that if they refer people similar to themselves they would get the same gold star treatment.

The third aspect is your high volume customer listnot everybody is equal; some people spend a lot more and demand a lot more attention. it is better to be more profitable to ensure you treat those people how they should be treated.

For example if you have got some people who want the premium service and if they want to purchase the same premium service for their children and as a family they are spending a lot of money with you, you need to make sure that they get special attention and special treatment. Then you want to be certain that if they refer people similar to themselves they would get the same gold star treatment.

So what you want do is break up your list, find out all the people who possibly inquired from you in the past. Find out also the people who have purchased from you, run an analysis, a report from your software or your purchase system; then start your segmentation. Put data into an excel spreadsheet, in order, by price, by date of purchase and all these information and this is very important. Your business is your database and it is your relationship with your database, so you have got to make it visible to facilitate you to analyse it.


Management statistics by graphingThe second thing is there is no point in gathering lots of information unless it is actionable information. What we need to do is we simply see trends and this is called management statistics where graphing is done.

For example, if it is a medical practice, you would be looking at number of new patients per day and you could graph them. For example you could graph the number of new patients per day and you could then see over a month is there a trend? is it going up or is it going down, does it stagnate at a specific point? Then you can get more graphical statistics.

let me graph the number of letters and phone calls that were sent out last week versus the number of new patients that booked in this week. is there is a correlation? You will always find this correlation basically in the more actual outflow you do the more inflow will happen in terms of new patients or your new activities and your prospects coming in.

To make it easy, something what i recommend is get a report from great software you can plug into your digital systems and you can then see graphs very easily. You can automate it so that the information will be captured directly that will enable you to see easily how many days emails have been sitting in you inbox and what percentage of people are able to get things responded to very quickly and how people are bouncing off your website without opting in. how many people are opting in? You can see these things in one page in a very clear place.

Check sheetWhat i am going to do is go through a check sheet for you. it is a quite a powerful check sheet with a lot of key points called Powerful Business intelligence Check Sheet. There are nine strategies to help you really grow your business.

We will go through each topic in detail and let’s start the basics: we got to be tracking and we have to quantify the different elements. We have to know how many phone calls are coming in from different numbers and how many different people are inquiring by different channels, which adverts may be getting clicked on. You have got to implement tracking systems so that you can start capturing data. Without data you will be guessing. if you are guessing you are only limited to the amount of time you are actually there so you are being trapped in your business.

if you do not have data capture happening 24/7 across your different items, you are not going to be trapped and locked in there and you will be guessing.

6 | The ClickConvertSell Model

Activity listThe third is an activity list and this a very powerful tool.

You cannot communicate with everybody the same; everybody has got their unique needs but you have also got to respond to them.

To give you an example, i just received an email from a software company about WordPress; basically there was a worldwide attack on WordPress websites and they sent me an email saying here is the security link you need to put in. There was a very clear link, within there which said, if you do not have a

WordPress website please click this link and it basically said, do not contact me about WordPress related stuff. What this is, it is an automation link. if you click this link what then happens is your database that we mentioned before about our current customer database You are now segmented as do not contact about WordPress which means that if we find out about other items we can communicate or vice versa and we had an offer for WordPress items. You are sending it to me and i am not interested in WordPress, you are damaging the relationship with me.

Activity list is very important this can also be used to see interest because somebody who is going to purchase from you, for example, somebody on your prospect list. if they are reading all your stuff, listening to all your things and watching all your videos, they are quite interested since they are actively consuming is that you want them put in front in a specific time.

This is something very important.


The Market LeaderYou need to position yourself for success, you need to solve problems which people really perceive as a problem you want to make sure that they will pay to get that. You need to have a transformative solution and you got to have something which actually really improves life for somebody and then you have to offer them some premium options, have a better version of it. People who always want the best that’s exactly what they want.

You do not want to commoditize yourself, you want to design your own unique solutions and name them in your own unique way and you do not them to be price short. What you are going to do is to make sure that you protect yourself from Google for comparative terms. in the financial industry, for example some people create specific names for their financial products that they cannot be price shopped. You want to make sure it is very easy to make people understand, use visual positioning, you want to make sure that you have got simple clean menus that people can understand and they can look into things in more detail and then they can just choose visually what would be better.

if you are going to stop by a beach and you ask your friend to get you a soda, and then you remember there was a rundown convenience store nearby, you would give a certain amount of money for a soda, but if they said there was a boutique hotel nearby instead of a convenience store then you would give more money to your friend to buy you the soda. if you use visual things the way you present things you can then afford to price it at different levels. You want to make sure that you have got a complete transformative customer journey and total risk reversal offer. You see trust these days is very low so it is very important that you position yourself as the trusted market leader.

You want to be in the category where you are the only one who solved the problem in that way and you want to make sure you have a unique selling proposition. There is a specific reason why you should not chose every other option available to you. When you should design you position in this way, marketing becomes very easy.


Promotion and PublicityWe need to look at how we attract the people who are interested and operate a solution that may possibly purchase in the next 90 days. how can we attract them, how can we find out about them, how can we make a list of our prospects. What you need to do is design your message, you need to state your problem better then they can state it and you have to make it attractive and engaging. Pouring out advertising is boring; you have to engage with them and that has got to be the simplest possible thing.

There is a book called the robert Collier letter book where he talks about entering the conversation that is going on in their head, for example for a home owner it would be «i wonder how much my house is worth?» That might be the initial question is to find out how much your house is worth, this would be one of the different media we are going to start with a little check sheet to see here with a different media. By having the message they are interested in it is a very low friction for an easy way for them to engage with you and then what you do is you capture the details in exchange for giving them the answers to their questions and now the prospect on the list.

What you can do is then taken them from broadcast they you are sending information out to interactive where you can look in for engagement.

The key with the prospect list is creating an engagement because you want people to be engaged with you. You want people to be responding and asking more and this is how you can tell how a five star prospect is. Somebody who is happy to deal with you will be looking for action in the next 90 days or so. By using all of these different elements in different ways, strategically, you can sequence your communication to make sure that you can find the people that are the most engaged and the most keen to purchase and make sure that they have the right information and the right offer sent for them.

We are talking a lot about computers but don’t forget all the communication platforms: you have got text messages, postcards, you can also have interesting direct mail, you can use lumpy mail, you can offer events, meetup groups, free consultations, etc. There are so many things you can do and the whole thing is being able to create a talkative message and being able to broadcast it and get the people broadcasted to engage, making people engaged to engage further you can then attract the right number of people with the right motivation.


Multichannel interactive MarketingThis is how we are looking at it, we want to make sure the message and the sequence in correct.

You have attracted the right people and you make sure you have compellingly communicated and that you get all the contact details you want by designing your lead capture page very well. So many are wasting their money on websites because there is no engagement within that. There is no way that the person can get the solution to the answer to what they want 24 hours of the day. i am constantly surprised at the times people opt into my list and they will send me information on emails at certain times and this is 24 hours a day basically and you have to be ready to solve the problem when they want it to be solved for them.

You have to make sure that you should have exceptional thank you pages and make sure you reward engagements. if they click your stuff, offer them something else which will help them further. The other thing you have to establish that you are the dominant player in your industry, that you are shining like nobody else. have a compelling prospect welcome pack, making sure that there is no doubt you are the best choice and you deliver results.

Through active listening, tracking engagement, and consumption of your material, you can make sure people are really listening to you and learning more about you. have them into the act. You have got to remember and this is a very important thing, you don’t optimise a web page you optimise a thought sequence.

By building in trust and building in testimonials, showing leadership you can then make sure that people are pre-motivated and pre-disposed to chose you. All of these elements make sure that part of your sequencing.


Phone Handling and Tracking per sourceWhen they interact with you, how your staff answers the phone is very important because the phone is a powerful personal bonding tool. i remember i had many problems with direct mail campaigns i used to do and i used to wonder why there was no response until i found out that the phone wasn’t being answered in the correct way.

You have to ensure that people are engaged and if somebody is calling you, it’s because they are basically saying “help me” - they would not phone you unless they want to get some information - but they do not just want information, they want to have a letter of engagement, they want to come in to see you. You have turn those calls into appointments, don’t offer too many options and make sure 2 options close.

You can also incentivize your team and make sure you are a tracking statistics as previously mentioned and you can graph everything if you want to.

You can use those with an alternative data capture system where you can graph the details and at the same time use the dashboards as visual reminders to track phone calls. not tracking phone calls could be a very important hole in your marketing flow.


Loyal Customer Creationonce they come in to see you are going to make sure they got experience that nobody else gave it to them. You would look at what they experience and what you want to experience you can basically draw a line across a page. You would want to make sure all the different points which would make a key difference how they feel see and learn and get a solution that they want and you want to look underneath the line all the different elements of operation that you need to have in place. At the induction training above the line, below the line and diagrams and you will also look at the experience and transform and monopoly the term.

Jermaine Griggs is a fantastic marketer and he has a company called hear and Play. What he does is he teaches people to play music by ear. What he is able to do is scale a personal relationship with him by using direct mail that comes with cookies to you all these sorts of thing are automated but it is an experience and it really make things a lot of difference steps to do.

You want to make sure it is a clear visual journey for people and what we do is make sure the journey has clear visible steps to do. You want to make sure a prospective customer is then given the right solutions that make them have an experience like no-one else.


Ultimate Sales SolutionAt the end of the day, if the solution does fit them, there is no point in selling anything. You need to systematically identify their needs and wants. The best thing to do is some form of system, this way it is repeatable and is saleable and always work. Joe Polish for example created the carpet cleaning diagnosis and he will walk through somebody’s house and look at which areas of the carpet have more wear, the people move through things or the different issues; how often they need to be cleaned and he can put together a whole order so like then people can see all the different elements that are needed.

Same thing than anything else if caught in a garage, they can systematically a picture of your car and then take the different points and see that they can systematically diagnosed and checked everything. This way you feel they have been thorough and met your expectations, but further more, properly presented you all the options. Because, if they make assumptions to you, this person is not going to change the tires, they may not know that you had a dangerous skid last week and that you are worried about it and so you would change your tires.

You would just systematically diagnose and make sure you identify all the different elements that the person could benefit from. You make them aware of the multiple issues in a simple language, it is not being confrontational it is just making sure they are educated as to the consequences of issues and that they have got the choice.

once they have the choice and mostly they can choose from, you can make a note of the things that they may be interested in for the future and you can use that for the future to communicate about that.


Making it easy to say YES!once it is said that they are interested you want to make it easy for them. You are going to give them a compelling benefit and a presentation and recommend solutions for them. use visual solutions for them like a menu or some very interesting leaflets just make sure that they can see everything written down and they can see a clear guarantees and risk of assets and they can see a clear guarantee and risk reversal and they know exactly what they are getting.

An easy pay finance option; these days, if you can provide all these things, basically, they are ready to go.

Immediate up solution based on customer desires

The other interesting thing is the minute some purchase something they are interested now and you could actually present a one time unique offer for a different solution which could enhance the previous purchase. This unique thing which is only available at that time and you should always design something because it could be and that some people would be interested in a better solution or some people may value a different bundle of products for their experience. if you didn’t offer it at that point, you would never necessarily have a good time to offer that.

This is something that you could build in.


Sales Solution Diagnostic AssessmentYou can put it all together now and you can choose the different elements and you can create your own sequence and this is the sequence we are talking about. You find your laser targeted market, who has the specific problem i want to solve, include mechanisms for tracking in place, on your landing page, website and tracking phone number. Your data is now captured, you then start attracting traffic, so you have created your message, you then start broadcasting it through your postcard campaigns, or your magazines ads, or the other things you want to do.

You drive people to a landing page and you can see how many phone calls came from that place because how many people filled out the form on your website and you can see how many people have visited and ;

You then have an authority building sequence in the emails, videos, webinars but it is targeted to their specific needs and you are engaging with them and try to send them and get them more engaged to what you are offering.


Solution Deliverydeliver world-class solutions and make sure you deliver best than anybody else cannot deliver that solution. This time make sure that you have raving fans and you have got to basically ask people how much out of ten would you recommend this to somebody else. You are basically want to find out how likely is it out of ten that you recommend us to a friend or colleague. if you get a 9 answer, that is fantastic because there is net promoter that means that they are who has got the experience that you want.

if it is less than that, maybe you have a problem because they are not loyal to you, they just purchased because they have to. What you got to do then? you have to make sure that you then find out what is wrong so that you can go in an address that and improve that further as without long term customers and referrals you are not going to have future in business.

i hope this all gives you a framework to think through & if you would like more in depth training on these elements please visit clickconvertsell.com

Sales Letter/Videoonce you have done that it is time to present an offer for them; you can look at a sales letter or sales video and the way to present all this makes it very simple and easy for them to understand.

You want to use your solutions menu and design simple way visually they can choose the different options for them. This way they know what they are getting and they can choose themselves. once they purchase one item, we may give them an offer, an opportunity, to purchase something else which they may have not been thinking about until they purchase that one item. You then also want to offer some membership on recurring income strategy because it might be easier for them to not have to worry about repurchasing; for example you can set something up so that every year we need to get exactly what they want when they wanted to.

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Grow your small business or dental/medical practice with the 90day strategic marketing. blueprint