bill glazer to the rescue recession rescue strategies 1. ... •free booklet •free catalog ......
TRANSCRIPT
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Bill Glazer to the
Rescue
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9 Recession Rescue Strategies
1. Indentify the top 5% and top 20% of customers and design products, services, programs and pricing for them (invest 80% of your energy in the top 20%, not in the bottom 80%).
2. Ensure every lead opportunity is being handled and account for properly
3. Devise a strategy to offer your customers more service, special offers or other incentives to do business with you because of your relationship with other businesses
4. Implement Up Sells
5. Riches in Niches
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6. Communicate more with existing customers (easier to sell existing customers than new customers)
7. Don’t emotionally throw in the towel
8. Implement “Pain of Disconnect”
9. WORK!!! (most people don’t work – Mark Victor Hansen)
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Referral MarketingSubmitted From: DIAMOND Member Sherrie Hardy
Objective: Launch a NEW Home Training Program nationwide to past, successful, clients
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Investment: $282.00
ROI: $19,608.00
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Postcard MailingSubmitted From: Info-MASTERMIND Member II, Dr. Chris Bowman
Objective: Bring in previous Patients, using a theme of Economic Stimulus Package
Investment: $864
RESULTS: $20,400
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Fax BroadcastSubmitted From: Platinum Member, Ron Ipach
Investment: Between $0.05 and $0.15 each
RESULTS: Part of a total marketing campaign including two sales letters, two postcards, three faxes, and one voice broadcast. Total marketing expenses $17,997.00 generating $147,714.00 in sales
NOTE: Make sure you abide by Fax Broadcast Laws
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Voice BroadcastSubmitted From: Info-MASTERMIND Member II, Dan Cricks
Objective: A QUICK spike in business for a client of his who was strapped for cash
CAMPAIGN: Sent out a Voice Broadcast to 550 previous customers
Investment: $30.56
RESULTS: 1st week 27 people responded spending $8,674.00. 2nd week an additional 28 people responded spending (an additional) $24,400.00
NOTE: Make sure you abide by all Voice Broadcast laws
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Presorted Mail That Looks Like FIRST CLASSSubmitted From: SuperConference Vendor, Alice Mishica, Specialized Mailing Services, Inc.
Objective: Make presorted mail look like it was sent FIRST CLASS
Cost of Regular FIRST CLASS Stamp: $0.42
Cost of PRESORTED STAMP that looks like First Class: $0.19 if in same zip code, $0.25 if distributed across U.S.
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Point Of SaleSubmitted From: Info-MASTERMIND Member II, Donna Krech
Objective: A Powerful & OUTRAGEOUS Handout
CAMPAIGN: To sell fitness and weightless. The bags are handed out to prospects containinga CD with instructions for people to stand stark naked in front of a full length mirror with a bag over your head with two holes cut in it so you can see yourself. If you like what you see great! If you see bumps and bulges, you are instructed to take the bag off and call Fitness Solution
INVESTMENT: Cheap…Cheap…Cheap
ROI: Huge…Huge…Huge
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Door HangersSubmitted From: DIAMOND Member, Terry Bryan
Objective: New Leads for home sellers
CAMPAIGN: Placed Door Hangers on doors within a specific geographic area
NOTE: Make sure you abide by all Door Hanger Laws
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Resurrect LOST Customers/Patients/ClientsSubmitted From: Info-MASTERMIND Member I, Dr. Chris Tomshack
Objective: Resurrect LOST Patients
CAMPAIGN: Sent out a Boomerang in a clear envelope mailing to 4,000 Inactive Patients
Investment: $2.20 a piece
ROI: HUGE
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Resurrect LOST Customers/Patients/ClientsSubmitted From: Peak Performer PLUS Member, Karen Campbell
Objective: Resurrect LOST Customers
CAMPAIGN: Sent out a LOST Customer “Partial Catalogue” mailing to 487 previous customers she would normally delete after they have been through a Lost Customer Reactivation campaign in the past. The “Partial Catalogue” comprised 7 of her best selling and most attractive cards. It included an offer form with NO discount offer.
Investment: $652.96
RESULTS: 28 responses generating $580.33 in ADDITIONAL profit after mailing and product costs
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Holiday MarketingSubmitted From: OUTRAGEOUS Effective SuperStar, Bill Glazer
Objective: Use UNobvious Holidays to cut through the clutter
CAMPAIGN: Sent out 9,981 mailings to a select list of previous customers
Investment: $3,670.77
RESULTS: $77,086.13
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Holiday MarketingSubmitted From: Gold Luxury Member, Sue Johnson
Objective: Make it easy for significant others to purchase a gift for wives or girlfriends for Valentines Day
CAMPAIGN: Sent out 426 mailings to husbands and significant others of their customers:
Investment: $1,159.00
RESULTS: $8,700.00 in sales
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Follow-Up After The Sale
Submitted From: Peak Performer Member, Howard Anderson
Objective: Thank Customers for recent purchase and have them return to the store
CAMPAIGN: Sent out 234 mailings to customers who have made recent purchases
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Investment: $841.28
Number Responded: 44
RESULTS: $9,122.82
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Make Yourself The EXPERT
ROI: Priceless
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OUTRAGEOUS AdvertisingSubmitted From: Peak Performer PLUS Member, Dianne Conklin & Gail Sasseen
Objective: Fill seats at an event using OUTRAGEOUS Direct Mail to cut through the clutter in the mail box
CAMPAIGN: Sent out 51 Packing List mailings to targeted leads who have made recent purchases
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Investment: $41.31
RESULTS: Two Sales at $995.00 each, total of $1,990
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OUTRAGEOUS Advertising
Submitted From: Gold Member, Dr. Greg Nielsen
Objective: Patient Reactivation
CAMPAIGN: Sent out 100 of 4-page sales letter with a rubber band attached (3D) to previous patients. NOTE: This is under one ounce which qualifies for the lowest postage fee.
IMPORTANT NOTICE: The OUTRAGEOUS Dr. Nielsen will be doing a complete „Show-n-Tell‟ of all of his OUTRAGEOUS Advertising at the OUTRAGEOUS Workshop & Academy in association with the launch of Bill Glazer‟s new book “OUTRAGEOUS Advertising That‟s OUTRAGEOUSLY Successful”
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Investment: $5,000
Response: 17%
RESULTS: $225,500
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Follow-Up After The SaleSubmitted From: Peak Performer PLUS Luxury Member, Peter Holtz
Objective: Used Press Release to gain FREE publicity for his “BAIL OUT” BLITZ SEMINARS
Investment: For the entire campaign which included mail, phone, Press Release $5,500
RESULTS:
• 25 people attended (13 entities) ∙ 6 more appointments scheduled
• 4 eliminated as not qualifying for his services ∙ Revenues (so far): $28,700.00
• 3 already signed up
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Scarcity: The ONE-DAY saleSubmitted From: Peak Performer PLUS Luxury Member, Susan Berkley
Objective: Fill up the 24-seats to her $2497 per person Boot Camp
CAMPAIGN: Sent out a series of three mailings comprising 2 postcards and 1 sales letter
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Investment: $8,952.24
RESULTS:
• Sold 50% of seats from the 1st two postcards
• Sold remaining seats from follow-up sales letter (and had people on the waiting list for the next Bootcamp)
ROI: 486% (with backend coaching: 989%)
NOTE: Susan had another sales letter prepared, but canceled it because of being oversold
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CD-Sales Letter MailingSubmitted From: OUTRAGEOUS Effective SuperStar, Bill Glazer
CAMPAIGN: Sent out 9381 mailings
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Investment: Cost Per Mailed:
$1.88, Total Cost: $17,662.39
RESULTS: $86,256.00
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Tele-SeminarsSubmitted From: Info-MASTERMIND I Member, Mike Crow
Objective: new Members For Niche Coaching Program
CAMPAIGN: Happy New Year Tele-Seminar
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Emails Sent out to 578 Prospects
RESULTS: 32 New members
Average Value Per Member: $3,564
Total Annual Value: $114,048
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PURLs (Personal URLs)Submitted From: OUTRAGEOUS Effective SuperStar, Bill Glazer
Objective: PURLs Postcard for 2008 Info-SUMMITSM
CAMPAIGN: Dropped July 2, 2008 to 8,356 members
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Hi Julie
RESPONSE: 35 responses in 23 days
RESULTS: $87,778.75
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Invitation Sales LetterSubmitted From: OUTRAGEOUS Effective SuperStar, Bill Glazer
Objective:
CAMPAIGN: This was mailed to 141 people, and there were 12 responses.
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Investment: $823.98
Results: TBD
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Spice Up Your Offer• Annual membership fee
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Spice Up Your Offer• Free sample
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• Quantity limit
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Spice Up Your Offer
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