five creative tactics to increase your sales creative...why this matters the whole point of...
TRANSCRIPT
Five Creative Tactics To Increase Your Sales
Michael Crooks
VP, U.S. Operations
Why This Matters
The whole point of improving
your creative problem-solving skills
isn’t about solving problems differently than others.
It’s about solving problems others can’t.
Reciprocal Partnership Marketing
How To Target
Left-Handed Buyers
of Blue 4-Door Fords.
Reciprocal Partnership Marketing
Who Has Access
To Those My Client
Would Want To Target?
Reciprocal Partnership Marketing
Who Has Access
To Those My Client
Would Want To Target?
RPM - Idea Generation
Who Has Access To Those I Want To Target?
Jewelry Store < > Insurance Company
Ladies Apparel < > Night Club/Bar
Apparel Store < > Dry Cleaner
B2B >
RPM - Idea Generation
Who Has Access To Those I Want To Target?
Jewelry Store < > Insurance Company
B2B >
RPM - Idea Generation
Jewelry Store
B2B >
RPM - Idea Generation
Insurance Agent
B2B >
RPM - Idea Generation
Who Has Access
To Those My Client Wants To Target?
RPM - Idea Generation
Who Has Access
To Those My Client Wants To Target?
Who Can I Pair Up?
RPM- Idea Generation
Who Has Access To Those A ______ Would Want To Target?
Effective Niche >
RPM- Idea Generation
Who Has Access To Those A ______ Would Want To Target?
Someone, PleaseShout Out a Business!
Effective Niche >
RPM- Idea Generation
Ability to take ideas to your clients AND
open doors to new client relationships for you.
Effective Niche >
Effective Word Of Mouth
Stealth Marketing
Effective Word Of Mouth
Stealth Marketing
Prize Marketing
vs
Stealth Marketing
Effective Word Of Mouth
Stealth Marketing
Prize Marketing:
Prize is expected & included (Cracker Jack) or available though some action (Mallo Cup).
Effective Word Of Mouth
Stealth Marketing Tactic
Stealth Marketing:
Prize is unexpected and random.
More likely to cause word of mouth.
Effective Word Of Mouth
Stealth Marketing Tactic
Scratch-off Cards
Gift Cards
Certificates
Effective Word Of Mouth
Stealth Marketing Tactic
Scratch-off Cards
Gift Cards
Certificates
If not redeemed, the only cost is production.
Effective Promotion Development
The Ingraining Tactic
Effective Promotion Development
The Ingraining Tactic
Effective Promotion Development
The Ingraining Tactic
“ … watching the Coke-saturated show actually suppressed subjects’ memories of
the Ford ads.”
The Ingraining Tactic
$25,000,000 MILLION
The Ingraining Tactic
Using Lindstroms’ findings to your advantage means more than simply
“getting your clients’ name out there” —even with a small budget.
The Ingraining Tactic
The Ingraining Tactic
The Ingraining Tactic
The Ingraining Tactic
The Ingraining Tactic
Focus on what people need, want, desire or care about.
Develop concepts and ideas that will embrace your client’s target — and the target will embrace your client back.
Effective Message Development
The Secret Tactic
Effective Message Development
The Secret Tactic
Stan’s Plumbing
555-555-5555
Effective Message Development
The Secret Tactic
Stan’s Plumbing
“Water Where You Want It,
When You Want It”
555-555-5555
Effective Message Development
The Secret Tactic
Stan’s Plumbing
“Water Where You Want It,
When You Want It”
555-555-5555555
StansPlumbing.com
Effective Message Development
The Secret Tactic
Stan’s Plumbing
“Water Where You Want It,
When You Want It”
555-555-5555555
StansPlumbing.com
The Secret Tactic
Point >
The Secret Tactic
Stan’s Website: In addition to 10 secrets
• Stan offers a fee-based inspection service
— Puts sticker on water heater
• Offers gift for stopping in/eform
— Sends, drops off gift
Point >
The Secret Tactic
Benefits For Stan?
• Generates Interest
• Establishes Credibility
• Creates Opportunity for Personal Contact
• Get’s His Sticker Inside The Home
• Creates a Database for Ongoing Marketing
Point >
The Secret Tactic
• Three _______ Secrets Every __________ should know.
• Examples:
• Three Plumbing Secrets Every Homeowner Should Know.
• Three Legal Secrets Every H.R. Manager Should Know.
• Three Hand Sanitizer Secrets Every Day Care Should Know.
• Three Used Car Dealer Secrets Every Car Buyer Should Know.
Point >
List The Secrets
• Three _______ Secrets Every __________ Should Know.
• Ex: Three Plumbing Secrets Every Homeowner Should Know.
1. ________________
2. ________________
3. ________________
Can’t. Idea Generation >
Power Of Effective Role-Playing
Role-Playing Helps You Effectively
“Think Through”
Your Plan
Power Of Effective Role-Playing
“Think Through”
Your Plan
Power Of Effective Role-Playing
• Work out bugs in the plan
• Discover insights
• Ensure success
Summation
• Ingraining Tactic
• Secret Tactic
• Stealth Marketing Tactic
• Reciprocal Partnership Marketing
• Role-Playing