Marketing Systems

Heading of 5 steps to a conversation
“Our System for building Impulse”
Step 1 of 5 steps
Intro: Quick Icebreaker
“Hey, how are you?”
Smile (Contagious)
Eye Contact (builds trust)
Enthusiasm (creates curiosity)
Step 2 of 5 Steps
Short Story- One Liner (Who/What)
“We’re doing a huge product launch”
Keep
It
Short and
Simple
>the more you talk
the more impulse drops
Step 3 of 5 Steps
Presentation- “check it out”
-Put the product in hand:creates a sense of ownership
-lipstick the pig: make the product pretty
-2-3 key points (all natural, removes dirt, improves fine lines)
-stress the deal High vs Low
retail vs wholesale
Dollars vs Bucks
(save) (spend)
Step 4 of 5 steps
Close
– Ask Qualifying yes/yes questions
“that’s a great deal right?”
-Assume the sale
“did you need extras for gifts or one for yourself?”
Step 5 of 5 Steps
Rehash
*doubles cash value
*show more to create deals and specials
*never stop on a yes
Heading to law of averages (LOA)
“Our systems for finding buyers”
90% no’s 10% yes’s
more=more
Basketball Theory
* draw hoops
-the more people we talk to the more likely you will meet your goals
Gumball Theory
* ask fav color and explain how many gumball machines you have.

-if you get 30 quarters, how could you distribute them to get the most of your color?
-put all 30 in one machine to maximize on that location=12 day rotation

-every color that you get will bring you closer to your color
every no brings you closer to a yes

In the field Theory
– if you give up on your location, your LOA wont play out

3 different types of LOA
Am- More yes’s in the am, less in the pm
Steady- mix of yes’s and no’s throughout the day
Pm- No’s in the am, yes’s in the pm

In the Club Theory
Points to remember
– maximize territory (speak to everyone)
didn’t prejudge (didn’t cherry pick)
– sense of urgency
-protect my attitude
Heading to FUGI
“System for building more impulse”
80% predetermined
20% undecided
F in FUGI
Fear of loss
if they don’t participate now they will miss out
Product: “they are going quickly”
Event: “Just a limited time roadshow”
U in FUGI
Sense of urgency
*People are in a hurry so are we
“Real quick, only takes a second”
*Move along the yes’s drop the no’s
*Create action (rearrange kiosk, roam, look busy)
G in FUGI
Greed factor
Everyone wants what everyone else has
Jones Effect *pool picture*
Active buying frenzy- first person impulses the second
Passive using references- “last lady got three sets”
I in Fugi
Indifference
*It’s only a good deal if you can use it
*we’re not sales people, we’re promoters
*not turning no’s into yes’s
Step 1 of 8 great working habits
Have a great attitude
helps you to meet your goals
90% attitude
10% ability
Step 2 of 8 great working habits
Be on time- if you’re not early, you’re late
AM: Conference Calls, Inventory, prep for day
PM: Relieve others, conference calls, break down day
Field: head straight to the event and pitch right away
Step 3 of 8 great working habits
Be prepared
Mentally: 90% no’s
Physically: Breakfast, comfy shoes, name badge, notebook, and manual.
Step 4 of 8 great working habits
Work a full scheduled shift
however long it takes to reach your goals
maximize time there by taking short breaks
Step 5 of 8 great working habits
Maximize territory
every person, place, nook, and cranny
event: talk to everyone
people: rehash
Step 6 of 8 great working habits
Protect your attitude
its human to lose your attitude, how fast you regain is what’s important
Call a manager. call a leader. Find a way to quickly regain
Step 7 of 8 great working habits
Know why you are here, and where you are going
set goals (short, mid, and long term)
hang out with the person that is where you want to be.
Step 8 of 8 great working habits
Take Control
Customer: get a yes or no
Situation: Problem solve (flat tire/ bad customer)
future: Set goals (you determine your future)
Hand motions to 8 great working habits
Do them!
Titanic theory
why did it sink?
AM, office, field, PM
don’t let something in one compartment effect your whole day.
what you can and can’t control
** compartmentalizing
Bullet Theory
Your ammo for rebuttals to fire at customers
C.O.W.S (cant operate w/o spouse) – use FFF (Feel, felt, found)
I totally understand how you FEEL. The last lady FELT the same way. She FOUND out how much she was saving. tell them to tell the spouse to come try the demos.
Closing Circle
* ways to respond to customer then reclose them.
Examples:

ummm- ask a qualifying yes/yes question then reclose (10 or 2)

question- answer confidently then reclose

ummm….-key fact then reclose

rebuttal- overturn then reclose

Stop Sign Theory
* when to stop and close a customer
4 positives: questions, eye contact, head noddding agreeing, calling over a friend

4 negatives: cart creeping, looking around, excuses, no questions

ask QQ * see if people are engaged 2 no responses

Oil Theory
* used when rehashing customers
5 oil rigs
dig dig dig if you get nothing then stop.

next one dig then yes, dig some more yes, dig more yes then no. move on

Dig yes, yes, then no. move on

dig dig yes then a no move on.

key point: never stop on a yes!

Closing hard
Confidence
Listen 2-3 min relationship (get name and use it 5xs)
Overturn rebuttals (2 no’s is a go) a lot of urgency!
Silence- effective pauses (builds impulse)
Eye Contact Builds trust and relationship