Marketing Systems & Theories

5 Steps Title
5 Steps to a Conversation: Our System for Building Impulse
1. 5 Steps
Intro: Quick Icebreaker
Ex: “Hi, how are you?”
Smile (Contagious)
Eye Contact (Builds Trust)
Enthusiasm (Creates Curiosity)
2. 5 Steps
Short Story: One Liner Who/What
Ex: “Today we’re doing a product launch.”
Keep
It
Short
Simple
The More You Talk The More Impulse Drops
3. 5 Steps
Presentation: Check it Out
Put product in hand = creates a sense of ownership
Lipstick the pig = Make the product look pretty
2-3 Key Points (All natural, removes dirt, improves frown lines)
Stress The Deal
High vs Low
Retail vs Wholesale
Dollars vs Bucks
Save vs Spend
4. Five Steps
Close: Ask qualifying yes/yes questions.
Ex: “That’s a great deal, right?”
Assume The Sale
Ex: “Did you need extras for gifts or just the one for yourself?”
5. Five Steps
Rehash
Doubles Cash Value
Show more to create deals and specials
Never stop on a yes
IMPULSE CURVE
FUGI Title
Our System for Building More Impulse
80% Predetermined
20% Undecided
FUGI: F
Fear of Loss
If they don’t participate now, they will miss out.
Product: “They are going quickly”
Event: “Limited Time Roadshow
FUGI: U
Sense of Urgency
People are in a hurry so are we
Ex: “Really quick, just takes a second”
Create Action: Rearrange Kiosk, roam, look busy
FUGI: G
Greed Factor
Everyone wants what everyone has
Jones’ Effect
EXPLAIN
Active Buying Frenzy
1st Person Impulses 2nd
Passive Using References
Ex: “Last lady got three sets”
FUGI: I
Indifference
Its only a good deal if you can use it
We aren’t sales people. We are promoters because we are not turning no’s into yes’s!
LOA Title
Law of Averages (LOA)
Our System for Finding Buyers
More = More
90% No
10% Yes
LOA 1. Basketball Theory
Basketball Theory
30/30 30/300
The more people we talk to the more likely we are to meet our goals.
LOA 2. Gumball Theory
Gumball Theory
Machine/ 100 Machine/ 100 Machine/100
If you get 30 quarters, how would you distribute them to get your most favorite color?
Every no brings us closer to a yes
All 30 in 1 machine to max that location = 12 day rotation
LOA 3. In the Field Theory
In the Field Theory
If you give up your location, your LOA won’t play out.
3 Different Types of LOA
AM LOA: Most yes’s in the AM, less in PM
Steady LOA: Mix of yes’s/ no’s throughout the day
PM LOA: Most no’s in AM, YES’s in PM
LOA 4. In the Club Theory
EXPLAIN GRAPHIC
4 Points to Remember
1.) Maximized Territory (Talked to Everyone)
2.) Didn’t Prejudge (Didn’t Cherry Pick)
3.) Sense of Urgency
4.) Protect your Attitude
8 Great Title
8 Great Work Habits
1. 8 Great
Have a Great Attitude
Helps us Meet Our Goals
90% Attitude
10% Ability
2. 8 Great
Be on Time
If you are not early, you are late
AM: Conference Calls, Inventory, Prep for Day
PM: Relieve Others, Conference Calls, Breakdown Day
Field: Straight to Event, Start Pitching Right Away
3. 8 Great
Be Prepared
Mentally: 90% No’s
Physically: Eat Breakfast Comfy Shoes, Name Badge, Notebooks, Materials
4. 8 Great
Work Full Scheduled Shift
Or as Long as it Takes to Reach Our Goals
Maximize Time by Taking Short Breaks
5. 8 Great
Maximize Territory
Every Person, Place, Nook, Cranny
Event: Talk to Everyone
People: Rehash
6. 8 Great
Protect Your Attitude
Its Human to lose your attitude, How quickly you regain is what matters.
Call a Manager, Call a leader, or whatever it takes to quickly regain.
7. 8 Great
Know Why You Are Here & Where You are Going
Set Goals (Short, Mid, Long-term)
Hang out with the person who is where you want too be
8. 8 Great
Take Control
Customer: Get Yes’s/ No’s
Situation: Problem Solve (Bad Customer, Flat Tire)
Future: Set Goals, you determine your future