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While attempts have been made to verify information provided in this publication, neither the author nor the publisher assumes any responsibilities for errors, omissions, or contradictory information contained in this book. This book is not intended as legal, investment, or accounting advice. The reader of this book assumes all responsibility for the use of these materials and information. Shoan Snoday Intl and shoansnoday.com assumes no responsibility or liability whatsoever on behalf of any purchaser or reader of these materials.

SEARCH LIGHT VERSUS LIGHT HOUSE

1. Cold Calling 2. Mixers

3. Door to Door Sales 4. Other

Cold Calling

How many cold calls will you make each day? Circle One

1-5 6-10 11-25 26-50 51-100 100-150 150+

Where will you get the leads?

What will you say? (Write a short script)

MIXERS

What will you tell people you do as an entrepreneur that is intriguing and provocative?

Write your thirty-second speech.

http://www.shoansnoday.com/30secondspeech

Door-to-Door Sales

Lighthouse Examples 1. Billboards 2. Bus Benches

3. Snail Mail / Postcards 4. PPC/SEO

5. Social Marketing 6. Internet Banners 7. Smoke Signals

GENERATE INTEREST AND DESIRE (a.k.a. MONEY MAGNETS)

Do you have a book already written? Will you provide a sample chapter or the complete book?

Consultation

Does your consultation have a name? The name of mine is “CRM Overview”. How much do you charge for the initial consultation? Is it free? If so what is the value for someone to contribute their time to a free consultation? If you charge, do you offer a money back guarantee?

Name of consultation: __________________________ Consultation Fee: $___.__

Money Back Guarantee: Yes No (Circle One)

Audios / Videos

Are you’re A/V money magnets easily accessible? Are they on the Internet or do they need to be mailed? Are they in a shopping cart, an order coupon/promo code or downloadable? Does every audio and video have a call to action embedded with direction and guidance to a website or a phone number to call?

Samples

LEAD CAPTURE/GENERATING SYSTEMS

1. Money Magnets 2. Mixers

3. Lists

4. Previous Clients

Money Magnets

Your money magnets are you eBooks, consulting, audios/videos and everything else you use for pink spoon marketing. Write down the ones you have, the ones you want, and the ones you are interested in creating. Then write down the date you will have the ones you want completed. This date should be somewhere in the first quarter of 2013.

Mixers

No one goes to a mixer to generate leads, right? It’s all about relationships isn’t it? But most people think that when they go to the mixer someone is going to purchase their widget right there on the spot or ask them to coach them in the corner somewhere. So what value do you have to bring to mixers? How are you going to communicate that value, and why would anyone listen? Remember, the more you talk at a mixer the less you learn about what you can bring to the table.

Lists

Previous Clients

There is a gold mine in previous clients and for some reason no one ever thinks about contacting them. And if they do call them they go right into sales mode. So here is what I want you to do. Write down every single past client you have worked with, even the ones you didn’t like. Think of a reason to call them. Did they get married, have a child, how was there time off for the Holidays…etc. Set aside a time to call them for ½ an hour a day for the first month of 2013. Just “touch” them and let them know you are interested in their life and business and available if needed. Who know? You may get a referral!

Write down your top ten previous clients:

1. 6.

2. 7.

3. 8.

4. 9.

5. 10.

Write down a script of what to say to them and the “icebreaker” for each individual client.

Script:

“Hi <name>! It’s been awhile since we last spoke! Do you have 90 seconds”!?

RABID FANS

So now we have leads coming into our funnel. How are we going to handle each lead on an individual basis? Like an emergency triage, everyone needs to be handled as priority. So that brings up the

question, how do we handle each individual lead and each individual client? What type of client are they are what level of value do you deliver?

How will you guide your new client? What will they receive once they become a buyer? What action do they take once they give up their credit card information?

What will it take to make a new client a rabid fan?

BOND AND TRUST

2. Stand, Deliver Present More Value

Do you need a drip email campaign? If so what will you say? How many weeks will it last? What will the call to action(s) be within every email? Will there be more money magnets embedded in the drip campaign? What other websites or social media pages will they be directed to?

CONVERT SALES

Whatever service you choose, make sure you can keep track and accept monies immediately. The free services are fine, but they also provide paid services that allow virtual terminals.

SALES PROCESS

(New Customer Vs. Current Customer Vs. Repeat Customer) 1. New Customer

2. Current Customer 3. Repeat Customer 4. Rabid Fan

What type of response will you provide to a new customer, thank you note, follow-up call, and/or added value? Will you send them a coupon or a offer them a discount? Create a coupon if you don’t have one already.

How will you connect with your current customers? Can you stack the snow and pile on the cool? Is there a 2013 appreciation gift you can offer to them?

UPSELL

2. 1st time repeat customer 3. Recurring rapid fan

First Time Customer

What is the main product that a first time buyer purchases? Write down the top ten accessories or ancillary services that are in alignment with that purchase.

1. 6.

2. 7.

3. 8.

4. 9.

5. 10.

First Time Repeat Customer

What top ten additional products or services can you provide to the first time repeat customer?

1. 6. 2. 7. 3. 8. 4. 9. 5. 10. Rapid Fan

GENERATE FREE CAMPAIGNS

How do you make everything your just provided in this workshop go viral?

Write down everything that comes to mind: