jay abraham may 2006 presentation slides

7/28/2019 Jay Abraham May 2006 Presentation Slides

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Jay Abraham

May 20, 2006

Money Secrets RevealedUncover Your Hidden Assets


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My information is aboutbeing.

Real world

Fast Paced Non Theoretical

Stimulating Exciting

Outcome focused

& Did I mention PROFITABLE !!!!!


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Who I am. What Im all about.Why Im here.


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Business Growth Expert

Marketing Strategist Profit Generator

Performance Enhancer Accountability Officer

Possibility Compass

Bar Setter A Result Multiplier


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Finder of hidden assets, overlooked

opportunities, underperformingactivities, undervalued relationships,under-utilized distribution channels.


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Making the Money Connection


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Seeing correlations, combinations,

implications and tangible meaning noone else comprehends.


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Getting you/your business more profit

performance/productivity from .

The same efforts or less! The same time or less!

The same investment or less!

The same opportunity or less!


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Its all about leverage: working on

the geometry of your business

Two kinds, good and bad (likecholesterol)

Costs you the same no matter whatthe result


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How do I do it?


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Funnel Vision vs. Tunnel Vision


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An approach thats as common as dirt

in one industry can have the impactof an atom bomb in yours, if . . . .


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youre the first and only company

in your industry using it.


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The difference between mediocrity

and millions is marketing/strategy.


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Im All About Leveraging


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Great marketers arent born they

are made!


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Same for great strategists.


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Marketing and strategy are sciences,

not art. They can be taught, learned,mastered by YOU!


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Our Focus/The Seven

Sciences of MasterfulMarketing

Hidden Assets

Overlooked Opportunities

Underperforming Activities

Undervalued Relationships

Underutilized Distribution Channels Untapped Selling Systems

Little Known Marketing Approaches


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The System of

Breakthroughs I Use

(and the foundationsthey are based upon)


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Marketing

Strategy Innovation

Management


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Strategy vs. Tactics

The difference between Strategy(planning) and Tactics (doing).

Strategy is the science of planning anddirecting large scale operations. This isdistinguished from tactics which involveskillful methods and arrangements of theforces used to gain an end.


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Learning To BecomeUnbeatable

Make Irresistible PropositionsAnd Offers

Out Advantage/Benefit

Competition


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Five Ways To CreateBusiness Wealth

1. Current Income

2. Future Income

3. Windfall Income

4. Psychic/Emotional Wealth

5. Asset Wealth


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1. Current Income Constantly

increasing current income andprofits is the first determinate of

business wealth creation.


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2. Future Income: If your businessdoesnt have highly predictable,strategic, long term revenue-generating programming in place,that assures continuous flow of

profits and sales well into theupcoming years --- you DONT havea business at all.


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3. Windfall Income There is no

business out there I know thatcannot uncover a five to sevenfigure profit windfall within six

months.


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4. Psychic/Emotional Wealth Unless you have the certainty,

confidence, peace of mind, vision,low stress, control, power,persistence, perceptiveness, high

ethical standards and unstoppabledrive, you cant possibly pilot thestrata of unstoppable business

growth and income youre after.


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5. Asset Wealth Few businessowners ever build a business theycan sell for a lot more money than

they take out of it in a year. Yet abusiness asset value should beone of the major wealth creationsyou achieve from your businessefforts.


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The Strategy of

Preeminence

Most trusted advisor

Client vs. customer

See better approaches

Hopefulness, my wish for you


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The Strategy of

Preeminence Youre not getting the full story

The World According to______________

You deserve the highest and bestoutcome

Hopefulness for a greater/richer

tomorrow


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The Strategy of Preeminence Moral obligation

- Not to sell more or less thanyou need

- Not to sell less quality, quantitycomponents

Fall in love with . . . .

Future pacing transactional valueof result

Put words into feelings

Only viable solution


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Items we will be leveraging

and maximizing for you


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Ads You Run


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Promotions You Do


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Sales Efforts You Make


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Leads You Generate


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Sales Communication/

System You Use


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Influences You Gain/

Have Access To


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Success Stories

You Create


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Skill Sets You Possess


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Marketing Activities

You Use


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Yellow Page Ads You Run


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Direct Mail/

Sales Letters/Mail Drops


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Website/E-mail/SearchEngines


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PR


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Catalog/Brochure


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Seminars/Tradeshows


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Sales Force


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Endorsers


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Referrals/Word of Mouth


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Brand Repositioning


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Distribution Channels


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Selling Systems


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Prospecting


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Seven Ways To

Out Think, Out Perform, AndOut Earn

Your Competition


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1. Maximize what you already

do


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2. Multiply the opportunities

available to you


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3. Monetize unprofitable

areas of your business


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4. Create new products/services


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5. Profit from your competition


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6. Reclaim past expenditures


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7. Become strategic instead

of tactical


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8. Penetrate new markets


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7 Marketing Concepts TheyWont Teach You at Harvard


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1. People are silently

begging to be led


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2. Tell people what specific

action to take


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3. Marketing is the ultimate

leverage


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4. Advertising is nothing

more than salesmanship


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5. People dont appreciate

what youve done forthem, or will do for the,

unless you educate themto the facts


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6. Bonuses can make a

profound contribution toyour overall sales

proposition


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7. Turn the table on the riskfactor when making asales proposition


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21 Power Principles


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1. Dont Keep Your Clients

From Buying


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2. Use Test Marketingto Maximize Your

Sales Results


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3. Build and Profit

From a USP


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4. Grow Through

Endorsements(The Power of Others)(The Power of Others)

Tom Sawyer School of BusinessTom Sawyer School of Business


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5. Reverse Risk to Put Your

Sales in Forward Drive


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6. Make Top Quality

A Top Priority(Know what it and(Know what it and

valuevaluemean to your client.)mean to your client.)


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7. Link Your Business

to a Strong Partner


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8. Pay Only For Results


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9. Manage Your Assets

Wisely


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10. Borrowing Winning

Strategies


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11.Be Proactive to Outsell

the Reactive


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12. Use Non-Ad Ads


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13. Turn One-TimeCustomers Into Life-time

Buyers


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14.Find and Use Your

Hidden Assets


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15. Seven Ways to a WinningSales Pitch

15b. Seven Keys To A Winning Sales

Pit h


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Pitch

First, say something that gets theprospects attention.

Second, tell the reader/listener/viewerwhy he or she should be interested

in what you have to say.


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Third, tell them why they shouldbelieve that what you say is true.

Fourth, prove that its true.

Fifth, list all the benefits of yourproduct or service.


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Sixth, tell the reader/listener/viewer

how to order.

Seventh, ask them to order right

away.


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16.Preemptive Advantage

(Only viable solution)(Only viable solution)


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17.Work With OtherPeoples Money,

OPE, OPI, OPR


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18. Get Twice as Much Donein Half the Time

(J ohn(J ohn DudeckDudeck))


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19. Use DirectMail/Sequential Marketing

But Use It Right


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20.Develop MultipleIncome Sources


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21. Know Your Niche


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The Power of Testing to

Multiply Results

Testing Factors


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Headlines


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E-mails

From: Lines


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Creatives


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Proposition/Positioning


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ProofTestimonials

Endorsements, contrast,

compare, quantify


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Future Pacing


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Risk Reversal


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Bonus


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Call To Action


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The P.S.


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Risk Reversal


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Four Types Of Risk Reversal

1. Complete money back

guarantee

2. Better-than-money backguarantee


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3. Partial money back guarantee

4. Pay after product/service

performs (pay after you profit)


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Three Facets of Reverse Risk

Money-back guarantee

Complete refund plus Bonus

Incentive

Emotional risk reversal, i.e.

increase prospects confidence intheir purchase


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Risk Reversal - A Simple Five

Step Formula

Ri k R l St #1


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Risk Reversal Step #1

What in dollars and cents, is thebest reported either testimonial or

case study, measurable,quantifiable feedback you havegotten from a satisfied client, buyer?

Ri k R l St #2


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What is the penalty to your client orprospect of staying where they are

right now?


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What is the minimum basedbarebones expectation you canguarantee somebody they can getfrom favoring your business andstarting to deal with you?

(Be as specific as you can.)



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What is the biggest tangible,MINIMUM guarantee that you

would be willing to warrant tosomebody?

Three Types Of Entrepreneurs


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Three Types Of Entrepreneurs

1) The people who are constantly makingthings happen

2) The ones who watch things

happen.and

3) The people things keep happening to

Fi K T Wi i


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Five Keys To Winning

Business Around The World


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1. Skills and Mindset

2 Process Structure and


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2. Process, Structure and

Commitment

3 Quarterly Review And


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3. Quarterly Review And

Improvement, ReassessmentAnd Restructuring

Monetizing, Measuring,

Improvement -- Optimization

4 Motivation And Authentification


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4. Motivation And Authentification

5 Mentoring And Masterminding


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5. Mentoring And Masterminding

Force Multiplier Effect

Its a military term.


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It s a military term.

Its a capability that, when addedto and employed by a combat force,significantly increases the combat

potential of that force and thusenhances the probability of successful

mission accomplishments.

Its a proven process of dominating

and preeminently owning yourmarket in commercial in


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market in commercial, inentrepreneurial, in business terms,and it all ties together.

Its letting the full force of lots ofdifferent factors carry you togreatness without you having to lug

it and push it.

The Power ParthenonStrategy of


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Strategy of

Geometric Business Growth

Three ways to grow a

business Increase the number of clients


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Increase the number of clients( 15 ways to do it )

Increase the size of the transaction /purchase

( 8 ways to do it )

Increase the frequency of purchase and

the monetary value of each client( 6 powerful ways to do it )

Increase the #the #of Clientsof Clients

Increase the AverageIncrease the AveragePounds Per SalePounds Per Sale

Increase theIncrease theRepurchase FrequencyRepurchase Frequency Total


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100010001000 100100100 222 $200,000$200,000$200,000

* * =

OPTIMIZATIONOPTIMIZATION

Increase the #Increase the #of Clientsof Clients

Increase the AveragePounds Per Sale

Increase theRepurchase Frequency Total



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1,0001,0001,000 100100100 222 $200,000$200,000$200,000

* * =

1,1001,1001,100 110110110 2.22.22.2 $266,200$266,200$266,200* * =

10% Increase10% Increase 10% Increase 10% Increase 33.1% Increase

A 10% Increase in Each of the Three AreasEquals a 33.1% Increase in Revenue.

1 000

1 0001 000 100

100100 2

22 $200 000

$200 000$200 000

Increase the #Increase the #

of Clientsof Clients

Increase the Average

Pounds Per Sale

Increase the

Repurchase Frequency Total



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1,0001,0001,000 100100100 222 $200,000$200,000$200,000

* * =

1,1001,1001,100 110110110 2.22.22.2 $266,200$266,200$266,200

* * =

10% Increase10% Increase 10% Increase 10% Increase 33% Increase

1,3331,3331,333 125125125 333 $499,875$499,875$499,875=

33% Increase33% Increase 25% Increase 50% Increase 250%

Look What Happens Now. The Results Are Exponential

* *

To Grow Your Client

Base, You Can Focus On:Increasing your lead generation through: Increasing your client retention rate by:


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Referral systems

Acquiring clients at breakeven up front and

make a profit on the back end

Guaranteeing purchases through risk reversal

Host-beneficiary relationships

Advertising

Using direct mail

Using telemarketing Running special events or information nights

Acquiring qualified lists

Develop a Unique Selling Proposition

Increasing the perceived value of your

product/service through better client education

Using public relations

Delivering higher-than-expected levels of service

Communicating frequently with your clients to nurture

them

Increasing your conversion from inquiry to sale by:

Increasing sales skills levels of your staff

Acquiring clients at breakeven up front and make a profit

on the back end Guaranteeing purchases through risk reversal

Host-beneficiary relationships

Advertising

This and the next two accompanying pages show you 28 totally

proven, frequently unrecognized, and almost totally underutilizedways to grow your business.

Do you see how many exciting and powerful options and opportunities

you have available to you right under your nose?!

To Increase the Average

Transaction Value, You CanFocus On:


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Improving your teams sellingtechniques to up-sell and cross-sell

Using point-of-sale promotions

Packaging complementary products andservices together

Increasing your pricing and hence your

margins

Changing the profile of your products

or services to be more up market

Offering greater/larger units of

purchase

To Increase Transaction

Frequency, You Can Focus On:


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Developing a back end of products that youcan go back to your clients with

Communicating personally with your clients

(by telephone, letter) to maintain a positive

relationship

Endorsing other peoples products to your list

Running special events such as closeddoor sales, limited pre-release and so

on

Programming clients

Price inducements for frequency

3 Advanced ways to grow

your business even faster,safer, easier


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Penetrating new markets

( 7 ways to do this )

Adding new products / services

( 10 ways to do it )

Purchasing your competitors business

or assets( 5 ways to do it )

RevenueD

ir ec

t


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S al

e s

Most businesses continuously rely on

one marketing approach to grow

and sustain their business

(The Diving Board Philosophy)

RevenueD

ir ec

t


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Sa

le s

What happens when that one

approach becomes less effective?

Your business stream diminishesand you begin to lose market share.

RevenueD

irect

S

JointV

All it takes is


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Sale s

What would happen to the stability of your

business as you begin the process of

formalizing your marketing profit centers?

Ven

tures

All it takes is

ONE

BIG

IDEA

Which one will you pick for this?!

RevenueD

ir ect

S

JointVen

Referral

Telem

ar

Dire

ctM

Advertis

Endorse

Develop

Host/Ben


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Sal e

s

What would happen to your revenue level

and profitability if you combined a widearray of marketing approaches?

(The Parthenon Philosophy)

ntu

res

lS

ystems

rke

ting

Mail

sin

g

em

ents

pingaBackE

nd

neficiaryRelationships

Revenue


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List the marketing pillars that yourbusiness is currently on.

Calculating Lifetime Value,


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Marginal Net Worth,Allowable Cost

Whats the Marginal


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Net Worth of a Client?

Copywriting Formulas


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Copywriting Formulas

AIDA


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A - Get Attention

I - Arouse InterestD - Stimulate Desire

A - Ask For Action

Robert Collier Formula

Attention


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Interest

Description

Persuasion Proof

Close

Victor Schwabs

AAPPA Formula


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A - Get Attention A - Show People An Advantage

P - Prove It

P - Persuade People To GraspThis Advantage

A - Ask For Action

Bob Blys Formula

According to Bob, all persuasive


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copy contains these eightelements:

1. Gains attention

2. Focuses on the customer

3. Stresses benefits

4. Differentiates you from thecompetition


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5. Proves its case 6. Established credibility

7. Builds value 8. Closes with a call to action

Bob Stones Formula

1. Promise a benefit in yourheadline or first paragraph


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your most important benefit.

2. Immediately enlarge upon

your most important benefit.

3. Tell the reader specificallywhat he is going to get.

4. Back up your statements withproof and testimonials.


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5. Tell the reader what he mightlose if he doesnt act.

6. Rephrase your prominent

benefits in your closing offer.

7. Incite Action NOW!!


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Orville Reed

Benefits Tell your reader from the


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y

very beginning how your product orservice will benefit them.

Believability - Back up yourstatements of benefits with

believable evidence.

Bounce - Write with enthusiasm,keep your copy moving. Keep theprospect interested. Transfer your


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enthusiasm for the benefit to theprospect.

RS Template

Attention

1. Superscript teaser2. Headline attention of desired audience3. Subhead4. Salutation

Interest5. Opening hook if you...then6 Y t dibilit


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Interest 6. Your story credibility

7. Heres what this is all about

Desire

8. USP9. Appeal10. Benefits, Benefits, Benefits

11. Bullets

Action

12. Bonuses13. Dont Decide Now you cant lose14. Price dropdown - justification15. Risk Reversal - Guarantee

16. close the deal buy now17. PS


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The 12 Pillars of StrategicBusiness Growth

1.1. Continuously identifying and


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discovering hidden assets andover-looked opportunities in

your business


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2.2. Mining cash windfalls eachand every month of your

business


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3.3. Engineering success intoevery action you take or

decision you make


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4.4. Building your business onmultiple profit sources instead ofdepending on one singlerevenue generating source


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5.5. Being different, special andadvantageous in the eyes ofyour customers and clients


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6.6. Creating real value for yourclients and employees formaximum loyalty and results


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7.7. Gaining the maximumpersonal leverage from everyaction, investment, time or

energy commitment you evermake


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8.8. Networking, Masterminding,Brain-Storming with like minded,success driven people who

share real like experiences andshortcuts with you


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9.9. Turning yourself into an ideagenerator and recognizedinnovator within your industry,

field or market

10. Turning yourself into an


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idea generator and arecognized innovator withinyour industry or market.

11. Reversing the risk for


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both you and yourcustomers in everything youdo (so the downside is

almost zero, and the upsidepotential nearly infinite).

12. Using small, safe tests to


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eliminate dangerous risksand adopting funnel visioninstead of tunnel vision in

your thinking.

jay abraham may 2006 presentation slides

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