12. Where are YOU
spending time/money?
more more more
Clients Spend Often
%? %?
%?
13. more more more
x x
Clients Spend Often
Today
x
100 x 10 pa = £100,000
£100
+10%
x x = £133,100
110 £110 11 pa
+25%
x x
£125 12.5 pa = £195,312
125
14. Client not Product Driven
LifeTime Value of your Client
Grease the Chute
Testing
Back Ending
Referrals
Risk Reversal
Host Beneficiary
Communicate to Sell
29. A client spends £50 per visit (average)
5 visits / yr (average)
(annual value: £250)
Clients stay 7 years (average)
Life Time Value = £250 x 7 = £1,750
35. Case study: Industrial Hydraulics firm
‘What’s the life time value of your
customer?’
‘Huh’!?
Took them a week to it work out…
36. Case study: Industrial Hydraulics firm
On average, a new customer order was worth
$200 in profit.!
On average, a new customer would buy
5 times a year
On average a customer would stay 3 years.!
So EVERY new customer they got in the door was
worth $3,000
37. Case Study: Industrial Hydraulics Firm
Give the salesmen 100% of profit of first order
(instead of 10% they were getting)
‘You’re crazy!’
‘Just test it’
39. Life Time Value
how can you…
Subsidise the first sale?
Give more (100%) commission on first sale?
Give the first one free?
Create a customer service revolution?
88. Float Monthly -
for just £25
Now you’ve discovered floatation, make it a regular part of
your life. A float session each month will help keep
you calm, creative and healthy.
~~~
Some benefits of membership...
1. Have as many extra floats as you like 3. You save at 30 - 65% on the price of a
every month for just £12.50 each. regular float!
2. You’ll receive FREE float gift vouchers, 4. Expect profound life change during this
when you pay via the annual or quarterly amazing program.
rship
option.
~~~
Terms and conditions?
None really ! you can cancel your membership at any time, without penalty. One float should be
taken per calendar month but, should you miss one, we’ll be flexible in letting you “roll it over” for later use.
~~~
Act now… complete the following section and welcome in a new era of your life.
!~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~
Yes, I want to continue floating…
Name: ________________________________ Address: ________________________________
___________________________________________________ Tel: ________________________
Choose your preferred option…
! via monthly instalments of £25.
! via quarterly instalments of £75 (and receive a £35 float gift voucher as a bonus)
! via an annual payment of £300 (and receive 3 float gift voucher as a bonus, worth £89)
Payment via debit/credit card no. _______________________________
Exp. Date _________ Date ___________ Signature: ____________________________
The London Float Centre
7a, Clapham Common South Side, London SW4 7AA Tel: 0171 720 4952
128. 3rd ‘W’ is…
Why should I believe
you?
(testimonials, graphs,
guarantees, free trial,
charts, etc)
129. 4th ‘W’ is…
Why should I do it
NOW?
(give them a reason to act
now)
130. Announcing a New Course for
Men Seeking Independence in
the Next Three Years
An Up-to-the-Minute Course
to Meet Today's Problems
The first headline trounced the
second headline by about 370%.
143. Busy fonts & colours
why are you bothering
me?
why should I care?
are
Ic
uld
sho
hy
w
please do it now!
144. Why are you
bothering me?
Why should I care?
Why should I believe you?
Why should I do it now?
145. Why are you
bothering me?
Why should I care?
Why should I believe you?
Why should I do it now?
146.
147.
148. The 5 Most Common
Marketing Mistakes
• No Testing (of anything!)
• Selling drills - not holes
• No Back End!
• Miserable Chutes
• No risk reversal strategy