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Buy’ologyA 5-step strategy that will change the way you
market your business.
Adrian Marks
Chief Buyologist / CEO
enjoy!
Traditional
advertising
as you know it
is dying.
There is now a new
world order, where the
customer is in control.
But it has never
been easier to grow
your business
To survive and thrive
in this new social-
digital economy
you have to master
5 key strategies…
Technology+
Strategy+
4. Deliver
sequences that drive
change
5. Build everything
around technology & become a web-centric
business
Psychology+
2. Align your
marketing with how people
now buy
1.Sell
“Why”
3. Nurture
& sell with mental triggers
Step 1. Understanding why people buy anything at all in this
modern social-digital world
Selling “Why’
People no longer have any real interest in your actual
product or service.
Your members are only interested in how they will make them look and feel.
People buy not on pricebut on wants and needs.
And 85% of that buying decision is emotional.
Only around 15% of anypurchase is driven by logic.
Only 4% of men buy a watch just to tell the time.
The most expensive dress you’ll ever buy is the only one you’ll wear once.
The average female has 32 pairs of shoes, but only one pair of feet.
BONUS POINTPrice is 85% irrelevant.
Purchases are made on value and affordability.
So what and WHO do you stand for?And what do you
stand against?
CREATING VALUE
Step 2.Align your marketing
with how people now buy
Traditional stand-alone ‘old’ media advertising is
70% less effective than it was just 6 years ago…
People are now looking for products and services sooner and in completely different ways……
Smart Phones & Tablets – Google Facebook – 4G & Broadband
How people buy…The 5 steps of the ‘change continuum’
Traditional marketing focuses on driving contact only when the customer
reaches the purchase point…
Ultimately traditional marketing is simply preaching to the converted.
BUT people are now looking for the solutions you offer long before
you go searching for them
Ultimately preaching to and converting themselves!
To thrive in this modern digital age you MUST align your sales & marketing funnels
with this new consumer ‘buying’ funnel.
1. MINDSHARE
2. YOUR VALUE STRATEGY
3. OWN THE SEARCH
4. Attract your chosen market
Inbound Marketing
• Search marketing• Seo• Social media• Blogs• Articles• Referral marketing
Outbound Marketing
• Facebook marketing• Linkedin advertising• Email marketing• Display advertising• Remarketing• ‘Traditional’ marketing
30% 70%
The biggest mistake you can make with your marketing is
to just try and sell your products or services.
The second biggest
mistake is trusting a web
designer
to build your website
If you currently only convert 2%of your current website traffic
you are losing theother 98%
Into the deep depths of the world wide web…
forever!
It’s all about ‘the list’
We are all in the ‘lead
generation’ business
‘FREE’MIUM10X Your Enquiries
To thrive in this social-digital age you MUST now give away your products and services for free.
Who got married on their first date?
Nurturing is about creating Value by building trust, expertise, authority, consistency, confidence & desire.
• Create the right incentive • Deliver with risk reversal • Create an imperative • Deliver ‘scarcity’ • Use the shortest timeframe
It’s then
simply all
about %
Analyse the effectiveness of yourLead Generation Model
& then repair the blockages and holes in your funnel
You may not even need to attract more traffic you might just need to generate, nurture and convert
more effectively.
Step 3.Nurture and sell
with mental Triggers
Growing your %
Human Influence Triggers:
• Reciprocation • Scarcity • Authority • Consistency • Fear of Loss • Social Proofing
People are obliged to give back for what they’ve taken.
[This is one of the key principle trigger behind lead generation marketing]
FOCUS ON DRIVING ‘PROOF’ AND THE SALES WILL JUST HAPPEN
Testimonials – results – ‘before and after’ – education - Use video
Scarcity creates desire; people always want what they can’t have…
And they react frantically & illogically when they can’t have it
Step 4.Deliver sequencesthat drive change.
1. Lead Generation – 10X your enquiries
2. Liquidation Offer – Get the sale anyway
3. List Nurturing – spend increases with trust
4. Closed Selling - [ 10X Trigger campaigns]
5. Ascension Selling - [ 10X Trigger Campaigns]
STANDARD SALES MODEL vs
LEAD GENERATION MODEL
ARE YOU MR PRE SALE?ARE YOU THE LAUNCH GUY?
I’m the Trigger Campaign Guy
Bringing it all together…
Trigger Campaigns
Pre-salesReferrals
Closed groupsAscension
Step 5.Build everything around a web-centric platform.
‘Why just have a web site…
When you can have a 24/7 365 sales and marketing machine’
The real power of the
‘buy 'ology
5–step strategy is
LEVERAGE
All the profit
is in the back-end.
A ‘LIST’ allows you to leverage all of the 5 Key Profit Streams - FOREVER…
1. Sell new Customers and Clients2. Sell the same things more often3. Sell them additional products/services
5. Sell them more things they aren’t even aware they actually need right now
4. Upgrade them to higher priced services
“Let’s write my mum and dada swimming pool”
John Lennon
Create your own
money printing machine…
By just ‘turning the taps on and
off’
Some companies that get LEVERAGE! In 2015…SKY TV sent 32 MILLION direct mail piecesTalk Talk made 60 MILLION sales callseasyJet sent 775 MILLION emailsCoca Cola tweeted 15,000 timesApple sent 75 BILLION emails
It works regardless of price…
We signed up a Client onto our Elite programme on the 23rd of last month.
We sent them their first direct marketing piece on February 3rd…
744 emails and 123 trigger
campaigns ago…
2005!
Text +44 7525 153 888
and I’ll send you a crib sheet of all the technology we use to deliver our Client marketing strategies.
PLUS EXACTLY HOW WE DO TRIGGER CAMPAIGNS
JOIN MY ‘LIST’!
