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Behavioral sales and marketing intro
...they’ve changed
Things aren’t changing
...they’ve changed
Things aren’t changing
...they’ve changed
Things aren’t changing
...they’ve changed
Things aren’t changing
...they’ve changed
Things aren’t changing
Things aren’t changing
                                                                                       65%
                                                                              61%



                                                                  46%

                                                                                          43%
                                                                                 38%
                                                     29%

                                                                        27%
                                   16%

                         8%                              13%
                                      9%

                              2%

                         2005      2006    2007      2008         2009        2010     2011

                                                  Ever      Yesterday




                         ...they’ve changed
...they’ve changed
Things aren’t changing
...they’ve changed
Things aren’t changing
...they’ve changed
Things aren’t changing
Things aren’t changing



                                It is
                                all…
                                page
                                one




                         ...they’ve changed
...they’ve changed
Things aren’t changing
...they’ve changed
Things aren’t changing
Things aren’t changing


                                           109%




                                                                    76%
                                     68%                                              70%
                                                  67%
                               61%

                                                        45%               44%
                                                              41%
                                                                                37%


                         16%




                          ...they’ve changed
...they’ve changed
Things aren’t changing
...they’ve changed
Things aren’t changing
Things aren’t changing



                         TechCrunch        USA TODAY
                                      or

                         ...they’ve changed
...they’ve changed
            or
Things aren’t changing
...they’ve changed
           or
Things aren’t changing
...they’ve changed
Things aren’t changing
...they’ve changed
Things aren’t changing
Choices are: act




                   wait. So what if I hold off?
Choices are: act




                   wait. So what if I hold off?
Choices are: act
                     The first Digital Watch
                     18 carat gold
                     sold for $2,100


                    Texas Instruments offers
                    $20 digital watch


                    it was
                    $9.95
                   wait. So what if I hold off?
Choices are: act




                   wait. So what if I hold off?
Choices are: act




                   wait. So what if I hold off?
Choices are: act




                   wait. So what if I hold off?
Choices are: act




                   wait. So what if I hold off?
Behavioral sales and marketing intro
B r u s h F l a m e .com
B E H A V I O R A L Sales & Marketing
1. Who you really are as a business owner and a company.
2. Your unique value proposition.
3. An effective call to action and sales process that puts
   the client at ease.

Also need to understand your customer’s behavior:
1. Their lifestyles.
2. Where they go for information.
3. Their buying patterns and habits.
...they’ve changed
Things aren’t changing
...they’ve changed
Things aren’t changing
Things aren’t changing
                         From Tupperware Parties
                                           to Multi Level
                                             Marketing…

                                                  …people
                                                 give their
                                                 money to
                                                 Referrals

                         ...they’ve changed
Things aren’t changing
                                                                 Ask, Listen & Respond




                                                                                         Modern Sales
                                              “Sales” today...
                                                                 Track follow up on
                                                                 everyone
                                                                 Have scripts and use
                                                                 them always
                                                                  Tell “your
                                                                 story”, but
                                                                 focus on learning




                                                                                         Funnel
                                                                 and knowing
                         “Sales” yesterday…                      their story
                                                                 Automate Everything

                          ...they’ve changed
...they’ve changed
Things aren’t changing
Things aren’t changing


                              ocial Media
                                                Riddle:
                         What took Radio 38 years, TV
                         13 years and the iPod 3 years




                         ...they’ve changed
...they’ve changed
Things aren’t changing
Behavioral sales and marketing intro
Behavioral sales and marketing intro
1                                    2



1. Click on “Reporting & Tools”      1. Enter the domain of a competitor next to
2. Click the “Keyword Tool” option      “website” under “Find Keywords”
                                     2. Click the “Search” box
                                     3. Select the words/phrases that have little
                                        competition, but much traffic
Behavioral sales and marketing intro
Behavioral sales and marketing intro
1                                             2
1. Make sure your contact information is on
   every page and readily availably for       1. Give you images names that reflect the
   anyone looking to speak with you               keywords you are aiming at. “IMG00254”
                                                  doesn’t say anything beneficial.
                                                                             2. Make sure to
                                                                                complete the
                                                                                      - Title
                                                                                   - Alt-text
                                                                                   - Caption
                                                                               - Description
                                                                            - Fire URL name
                                                You have to tell the search engines what text
                                                      relates to the picture you’ve included.
3                                            4
1. Make sure your META title & description
   are well written & consise
    • The Title is the blue link on the
        Search Engine Results Page
    • The Description is the paragraph
        below (max 150 characters!)
                                             1. Make sure your titles reflect what the
                                                content holds
                                             2. Also include Heading One & Heading Two
                                                for each post
5                                              6
1. Organize your URL structure
    • p=123 doesn’t say anything
2. Make sure the “Permalinks”give the          1. Have links to your page as well as other
   keywords that describe your page & biz.        “Authoritative” sites
                                               2. Make keywords bold & italic
7                                              3. Be certain the links are full of keywords
                                                  that tell the search engines what visitors
                                                  they should send you
1. Register on Directories, other blogs and
   get links from any organization that you
   are a part of.
2. Have some that link to you – of which you
   don’t link to them.
    • Links they use, become your keyword
Behavioral sales and marketing intro
Behavioral sales and marketing intro
1   1. Make it well written. Grammar &
       Spelling describe your excellence.
        • Ignore them at your peril

2   1. Have the content be consistent.
       Don’t try to pretend you have a
       different focus for SEO.

3   1. Insert one photo or Graph on the site
        for each blog post.
         •    Format all multimedia with
             propert:
              • Name of file
              • Permalink
    Create multiple product specific landing
    pages – and record give a specific call to
    action. Have visitors do something.
Behavioral sales and marketing intro
Behavioral sales and marketing intro
Behavioral sales and marketing intro
1   Test each piece of the Conversion
         • Call to Action Button
                                        2   Combine the pieces of each step that
                                            work when creating a new Call to
         • Landing Page (s)                 Action
         • Offer being Extended             • Consistently and regularaly create
                                               new Calls To Action
                                            • Why have a storefront without a
                                               sign?
Behavioral sales and marketing intro
Behavioral sales and marketing intro
1   List Building
    • Ask, “Would your recipient be
                                           2   What should be Sent?
                                               • Confirm genuine interest by lead
        upset if they didn’t receive you          • Why did they originally contact
        message?”                                 • Follow up on that interest
    • If yes, you should send it.                 • Answer “What’s in it for Me?”
    • Always give the option to opt-in         • Be Personal
          • Give them a reason to opt-in          • Don’t send a boring template
                                                  • Make it a personal note that
                                                      personally goes out a few
                                                      hundred recipients
                                               • Most images don’t make it through
                                                  • Most email inboxes block them
                                                  • They carry viruses!
                                               • Whatever you do – be consistent
                                                  • Choose your routine & hit it
3   Have a Purpose
    • Offer new content that resembles
                                          4   Measure Each Success
                                              • Click Through Rate (CTR)
      what connected them orginially              • How many people that received
    • Share something on Facebook                    your link clicked to open it
    • DON’T JUST BRAG!                        • Unsubscribe Rate
        • Direct them to a Landing Page           • If you have an email or topic
             • New landing page for                  that has a lot of unsubscribes –
                 every correspondance.               don’t send it again
                                              • Conversion Rate
                                                  • How many clicks filled out the
                                                     landing page information
                                                  • This is the point of the email.
                                              • Track sales of conversions
                                                  • The point is to make money
                                                  • How many turned into sales
Behavioral sales and marketing intro
Behavioral sales and marketing intro
Behavioral sales and marketing intro
Behavioral sales and marketing intro
1   Steps to Schedule                   2   Track & Report
    1. Implement an analytics program       1. Marketing Grade (3rd party site)
    2. Identify opportunities               2. Traffic (Google Analytics)
    3. Set a metric for success             3. Leads (Track In-house)
    4. Refine your search                   4. Customers (IBID)
    5. Evaluate Performance                 5. Traffic, Leads & Sales by Keywords
Behavioral sales and marketing intro
Behavioral sales and marketing intro
Behavioral sales and marketing intro
Behavioral sales and marketing intro
Behavioral sales and marketing intro
Behavioral sales and marketing intro
Behavioral sales and marketing intro
Behavioral sales and marketing intro
Behavioral sales and marketing intro
Behavioral sales and marketing intro
Behavioral sales and marketing intro
Behavioral sales and marketing intro
Behavioral sales and marketing intro
A Shameless Commercial
For the first time in history
small to medium business
   is no longer limited
      by geography.


Who do you know that could benefit
        from this service?
Web marketing

  Our Behavioral Sales &
   Marketing system:
                 Web marketing
  Tracks which of the 1.14 billion
“web marketing” results really work,
    and which ones work well.
Our Behavioral Sales &
     Marketing system:


   Selects the right tools by mixing
your business personality and strengths
with the end goal of your organization
                           organization.
Our Behavioral Sales &
       Marketing review:


     Consists of an initial conversation
to gather info about your current presence
     and how you want to be known.
out there… about you
You may be surprised what is currently


                                             Our Behavioral Sales &
                                               Marketing audit:


                                          Run completely off site, we collect the
                                         real data on your current web presence
                                             and aligns the options available
                                              and align the options available
                                                with your desired results.
Lays out a step by step track to follow
that will take you where you want to be
without the hours it would have taken to
  find, select and implement what you
                  found.
                          Marketing results:
                        Our Behavioral Sales &
Tracks our recommended tools, as well as
   new networks, directories or updates
 that may help or hinder implementation
  Tracks we have previously put together




                  Use This ->
                                 Marketing follow up:




    <- Not This
                                Our Behavioral Sales &
Any new tools or updates are added
   immediately to the web portal that
allow every client unlimited 24/7 access




       Password: _____
                         Log In:_________
                                             Marketing follow up:
                                            Our Behavioral Sales &
We welcome the opportunity to
handle the set up of your system,
   or even running it for you.

                     Marketing options:
                    Our Behavioral Sales &
Sources:
http://HubSpot.com – These guys are great. Give them business. Thank you HubSpot – you’re loved.
http://infogrow.typepad.com/sales_marketing_effective/2012/01/the-power-of-traditional-marketing-
channels.html
http://Twitter.com
http://Facebook.com
http://www.zdnet.com/blog/security/gmail-adds-features-to-thwart-phishing-attacks/8941
http://blogs.villagevoice.com/runninscared/tv/
http://www.prlog.org/11492850-exciting-new-price-comparison-computer-store-launches-its-new-
website.html
http://www.sparkmuseum.com/TELEPHONE.HTM
http://www.iphonebuzz.com/iclipper-copy-and-paste-without-jailbroken-iphones-285911.php
http://www.simplyzesty.com/google/search/developing-a-social-search-strategy-content-reigns-supreme/
http://www.dotcomweavers.com/blog/2011/08/19/is-online-marketing-important-to-local-businesses-who-
only-work-locally/
http://toplinesuccess.com/Intel/4-good-reasons-why-a-small-business-should-start-a-company-blog/
http://www.pewinternet.org/~/media/Files/Reports/2011/PIP-SNS-Update-2011.pdf
http://TechCrunch.com
http://USATOday.com
http://www.wired.com/epicenter/2011/11/disney-youtube-content-deal/
http://www.ksdk.com/news/local/story.aspx?storyid=259068
http;//Img:Glengarry,GlenRoss(1992)
http://www.liquidprint.com/blog/landing-page-design-is-the-key-to-your-advertising-success.aspx
http://glanceworld.com/whats-new-in-wordpress-3-2.html
http://makobiscribe.com/2011/05/blogger-resource-guest-post-linked-in.html
http://www.smashingmagazine.com/2009/10/13/call-to-action-buttons-examples-and-best-practices/
2009 – Forrester Research Study
http://www.frescodata.com/main/emailmarketing
http://www.practicalecommerce.com/articles/2105-SEO-Report-Card-Woot-com
Knebl, Kevin. "Chapter 7." The Social Media Sales Revolution. By Landy Chase. 143+. Print.
Fill out a contact form & see if this
       makes sense for you…

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Behavioral sales and marketing intro

  • 7. Things aren’t changing 65% 61% 46% 43% 38% 29% 27% 16% 8% 13% 9% 2% 2005 2006 2007 2008 2009 2010 2011 Ever Yesterday ...they’ve changed
  • 11. Things aren’t changing It is all… page one ...they’ve changed
  • 14. Things aren’t changing 109% 76% 68% 70% 67% 61% 45% 44% 41% 37% 16% ...they’ve changed
  • 17. Things aren’t changing TechCrunch USA TODAY or ...they’ve changed
  • 18. ...they’ve changed or Things aren’t changing
  • 19. ...they’ve changed or Things aren’t changing
  • 22. Choices are: act wait. So what if I hold off?
  • 23. Choices are: act wait. So what if I hold off?
  • 24. Choices are: act The first Digital Watch 18 carat gold sold for $2,100 Texas Instruments offers $20 digital watch it was $9.95 wait. So what if I hold off?
  • 25. Choices are: act wait. So what if I hold off?
  • 26. Choices are: act wait. So what if I hold off?
  • 27. Choices are: act wait. So what if I hold off?
  • 28. Choices are: act wait. So what if I hold off?
  • 30. B r u s h F l a m e .com B E H A V I O R A L Sales & Marketing 1. Who you really are as a business owner and a company. 2. Your unique value proposition. 3. An effective call to action and sales process that puts the client at ease. Also need to understand your customer’s behavior: 1. Their lifestyles. 2. Where they go for information. 3. Their buying patterns and habits.
  • 33. Things aren’t changing From Tupperware Parties to Multi Level Marketing… …people give their money to Referrals ...they’ve changed
  • 34. Things aren’t changing Ask, Listen & Respond Modern Sales “Sales” today... Track follow up on everyone Have scripts and use them always Tell “your story”, but focus on learning Funnel and knowing “Sales” yesterday… their story Automate Everything ...they’ve changed
  • 36. Things aren’t changing ocial Media Riddle: What took Radio 38 years, TV 13 years and the iPod 3 years ...they’ve changed
  • 40. 1 2 1. Click on “Reporting & Tools” 1. Enter the domain of a competitor next to 2. Click the “Keyword Tool” option “website” under “Find Keywords” 2. Click the “Search” box 3. Select the words/phrases that have little competition, but much traffic
  • 43. 1 2 1. Make sure your contact information is on every page and readily availably for 1. Give you images names that reflect the anyone looking to speak with you keywords you are aiming at. “IMG00254” doesn’t say anything beneficial. 2. Make sure to complete the - Title - Alt-text - Caption - Description - Fire URL name You have to tell the search engines what text relates to the picture you’ve included.
  • 44. 3 4 1. Make sure your META title & description are well written & consise • The Title is the blue link on the Search Engine Results Page • The Description is the paragraph below (max 150 characters!) 1. Make sure your titles reflect what the content holds 2. Also include Heading One & Heading Two for each post
  • 45. 5 6 1. Organize your URL structure • p=123 doesn’t say anything 2. Make sure the “Permalinks”give the 1. Have links to your page as well as other keywords that describe your page & biz. “Authoritative” sites 2. Make keywords bold & italic 7 3. Be certain the links are full of keywords that tell the search engines what visitors they should send you 1. Register on Directories, other blogs and get links from any organization that you are a part of. 2. Have some that link to you – of which you don’t link to them. • Links they use, become your keyword
  • 48. 1 1. Make it well written. Grammar & Spelling describe your excellence. • Ignore them at your peril 2 1. Have the content be consistent. Don’t try to pretend you have a different focus for SEO. 3 1. Insert one photo or Graph on the site for each blog post. • Format all multimedia with propert: • Name of file • Permalink Create multiple product specific landing pages – and record give a specific call to action. Have visitors do something.
  • 52. 1 Test each piece of the Conversion • Call to Action Button 2 Combine the pieces of each step that work when creating a new Call to • Landing Page (s) Action • Offer being Extended • Consistently and regularaly create new Calls To Action • Why have a storefront without a sign?
  • 55. 1 List Building • Ask, “Would your recipient be 2 What should be Sent? • Confirm genuine interest by lead upset if they didn’t receive you • Why did they originally contact message?” • Follow up on that interest • If yes, you should send it. • Answer “What’s in it for Me?” • Always give the option to opt-in • Be Personal • Give them a reason to opt-in • Don’t send a boring template • Make it a personal note that personally goes out a few hundred recipients • Most images don’t make it through • Most email inboxes block them • They carry viruses! • Whatever you do – be consistent • Choose your routine & hit it
  • 56. 3 Have a Purpose • Offer new content that resembles 4 Measure Each Success • Click Through Rate (CTR) what connected them orginially • How many people that received • Share something on Facebook your link clicked to open it • DON’T JUST BRAG! • Unsubscribe Rate • Direct them to a Landing Page • If you have an email or topic • New landing page for that has a lot of unsubscribes – every correspondance. don’t send it again • Conversion Rate • How many clicks filled out the landing page information • This is the point of the email. • Track sales of conversions • The point is to make money • How many turned into sales
  • 61. 1 Steps to Schedule 2 Track & Report 1. Implement an analytics program 1. Marketing Grade (3rd party site) 2. Identify opportunities 2. Traffic (Google Analytics) 3. Set a metric for success 3. Leads (Track In-house) 4. Refine your search 4. Customers (IBID) 5. Evaluate Performance 5. Traffic, Leads & Sales by Keywords
  • 76. For the first time in history small to medium business is no longer limited by geography. Who do you know that could benefit from this service?
  • 77. Web marketing Our Behavioral Sales & Marketing system: Web marketing Tracks which of the 1.14 billion “web marketing” results really work, and which ones work well.
  • 78. Our Behavioral Sales & Marketing system: Selects the right tools by mixing your business personality and strengths with the end goal of your organization organization.
  • 79. Our Behavioral Sales & Marketing review: Consists of an initial conversation to gather info about your current presence and how you want to be known.
  • 80. out there… about you You may be surprised what is currently Our Behavioral Sales & Marketing audit: Run completely off site, we collect the real data on your current web presence and aligns the options available and align the options available with your desired results.
  • 81. Lays out a step by step track to follow that will take you where you want to be without the hours it would have taken to find, select and implement what you found. Marketing results: Our Behavioral Sales &
  • 82. Tracks our recommended tools, as well as new networks, directories or updates that may help or hinder implementation Tracks we have previously put together Use This -> Marketing follow up: <- Not This Our Behavioral Sales &
  • 83. Any new tools or updates are added immediately to the web portal that allow every client unlimited 24/7 access Password: _____ Log In:_________ Marketing follow up: Our Behavioral Sales &
  • 84. We welcome the opportunity to handle the set up of your system, or even running it for you. Marketing options: Our Behavioral Sales &
  • 85. Sources: http://HubSpot.com – These guys are great. Give them business. Thank you HubSpot – you’re loved. http://infogrow.typepad.com/sales_marketing_effective/2012/01/the-power-of-traditional-marketing- channels.html http://Twitter.com http://Facebook.com http://www.zdnet.com/blog/security/gmail-adds-features-to-thwart-phishing-attacks/8941 http://blogs.villagevoice.com/runninscared/tv/ http://www.prlog.org/11492850-exciting-new-price-comparison-computer-store-launches-its-new- website.html http://www.sparkmuseum.com/TELEPHONE.HTM http://www.iphonebuzz.com/iclipper-copy-and-paste-without-jailbroken-iphones-285911.php http://www.simplyzesty.com/google/search/developing-a-social-search-strategy-content-reigns-supreme/ http://www.dotcomweavers.com/blog/2011/08/19/is-online-marketing-important-to-local-businesses-who- only-work-locally/ http://toplinesuccess.com/Intel/4-good-reasons-why-a-small-business-should-start-a-company-blog/ http://www.pewinternet.org/~/media/Files/Reports/2011/PIP-SNS-Update-2011.pdf http://TechCrunch.com http://USATOday.com http://www.wired.com/epicenter/2011/11/disney-youtube-content-deal/ http://www.ksdk.com/news/local/story.aspx?storyid=259068 http;//Img:Glengarry,GlenRoss(1992) http://www.liquidprint.com/blog/landing-page-design-is-the-key-to-your-advertising-success.aspx http://glanceworld.com/whats-new-in-wordpress-3-2.html http://makobiscribe.com/2011/05/blogger-resource-guest-post-linked-in.html http://www.smashingmagazine.com/2009/10/13/call-to-action-buttons-examples-and-best-practices/ 2009 – Forrester Research Study http://www.frescodata.com/main/emailmarketing http://www.practicalecommerce.com/articles/2105-SEO-Report-Card-Woot-com Knebl, Kevin. "Chapter 7." The Social Media Sales Revolution. By Landy Chase. 143+. Print.
  • 86. Fill out a contact form & see if this makes sense for you…

Notas del editor

  1. For the first time in our 7 years, we are no longer limited by geography